 Hey, do you guys want to know a big mistake that I made as a new agent, which is the big thing I did was I overcomplicated stuff. I feel like I had to know everything. I felt like I needed to pitch the client constantly. I needed to sell past the close. I needed to make sure that I needed to tell them about everything. They needed to know everything before they could ever make a decision. It's not true. Lots of those people overcomplicate stuff. You know what they need. Sell them on what they need. Our salespeople, like our salespeople in our sales team with SecureAge and Mentor, we've got a ton of different types of leads. But if these guys ask every person that called in, hey, what type of lead do you want? Or hey, we've got annuity. We've got term. We've got final expense. We've got Spanish. We've got whatever the freak else we got. They wouldn't sell anything because they'd be so trying to sell too many things. It helps to simplify stuff to say, hey, what type of lead do you prefer to work? What are you best at working? What do you grade at closing? If a person says final expense, hey, okay, great. That gives you a path to follow. Okay, great. We're going to hook you up with some final expense leads. They're the best on the planet. They're exclusive. They come in real time. You're going to love them. And it doesn't overcomplicate. That's what a lot of salespeople, they can't get through their head is, hey, keep it simple. Don't overcomplicate it. Don't sell past the close. Don't try to tell them about everything about the policy. Everything about the insurance company. Everything about you. They don't care. They don't want you to just puke all over them. Keep it simple. Don't overcomplicate it. And when you know what they want, close them on what they want.