" In addition, I want you to notice how I use the word “so” in the second half of each of the three examples. In this context, we refer to the word “so” as a justifier, because it justifies your need to ask the prospect questions, as opposed to doing it out of curiosity or nosiness. In essence, in order to do your job correctly, there are certain things that you need to know in your capacity as an expert. By using a justifier, you can get that point across to your prospect loud and clear, and it paves the way for an even more productive intelligence-gathering session. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling