Ever since I did my original do diligence into this franchise I was told by everybody, "The only way to succeed is to follow the scripts." These are the magic words. The scripts are wordsmithed by geniuses of the business. You buy a McDonald's you don't tweak the special sauce nor do you mess with the Colonel's recipe. So, you don't fuddle with the words, every thing by the book. Mr. B.S. referred to himself as "by the book Bob."
I had them all memorized and was ready for my first appointment.