 Yeah, it's a it's it's sad that only eight percent succeed in their first three years in this industry It's just awful and and the biggest reason insurance agents fell. It's it's simple. They Don't get in front of enough people. We don't get in front of people. You don't make enough cells I don't care if it's insurance real estate, whatever it is, right? Yeah, we don't make enough cells. You don't make enough money We don't make enough money. You can't pay your bills And when you can't pay your bills, you do something that starts with a cue which is quit That's what most people do And so we're flying around the country and driving and everything else doing all these Free live trainings for agents, you know, sometimes we'll have 20 in the room. So I was one of 80, right? And the focus is When we do those it's making those concepts, right those complicated concepts simple And actually given them tangible training efforts to get in front of more people Whether it's prospecting marketing sales tips phone skills objections, right all those things. Absolutely because Insurance can seem super complicated Right, but if if if I could figure it out at 19 when I couldn't I couldn't spell the word insurance I had no sales experience. I listened to Brian Tracy's art of closing the sale every day Yes, and I had no product knowledge really. Yes, then I really believe anybody can do it And so I went out my first year really focused on okay I'm gonna just sit down with 10 people every week Right and I'm gonna just figure out how to do it, right? So I was in a situation where they said, hey, you know what? You can't buy, you know, you just don't buy leads, right? So I'm like, okay. Well, I gotta get in front of people because that's kind of how you make money in the insurance business or in cells So how am I gonna do that? So I did something a little unique. I brought over college kids every Monday night and did call nights Gave them a script data list phone pumped them up gave them Cash when they said appointments gift cards along the way called with them because you have to lead by example Yes, and I would walk out of there with a complete schedule full Because I was creative and did something. Yes. I also door knocked a lot, you know I mean, yeah cold-calling door knocking isn't the best form to make to make insurance sells But you know what if you're young and you don't have a database of people that are buying and selling There are very few things you can do to get in front of that amount of people in that short time Exactly and I learned okay. You got to put for some activity. You can't sit in your hands Talk to the water cooler and hang out with the people in the office, right? That's not going to make me any money Yeah, and so that's a little big thing we teach is activity Having a target having a goal breaking it down Know how many leads you need per week or how many dollars you got to make to make 170k in eight months Yes, whatever it looks like get down. I mean that's what we were on a retreat in phoenix And I spent some time with the 22 year old and we built a specific strategy plan to help him make 170 grand the last eight months of 2019 He's on pace because he now he knows exactly what to do and it's up to him to go do it. Yes, absolutely