 There are three things that can hold you back from whatever your target is this year. What's your name sir? Av. Av? What's your what's your target for 2021? I want to reduce a million dollars in health insurance premium. Boom. Million dollars in health insurance premium. Give it up for Av. That's amazing. That's awesome. Guess what? There's three things that could keep Av from doing this. There's only three. Number one, effort. He can choose to work hard enough to make that a reality or he can choose to not. And guess what? We have control over our effort, don't we? Complete control. Number two, skill. Maybe his skill is not high enough to hit this yet. I don't know. Nate Offord is such a freaking titan in the industry because he's as good as anybody I've ever seen. The dude's skill is stupid. It just is. Anyone can be as good as Nate if they choose to. You say, well, I'm a long way off. I get it. I was too. But you can put the effort in to increase the skill. True or true? That's right. You could train every morning. You could watch sales training videos. You could role play in the mirror. You could listen to audio books. You could record your calls and listen to your calls. Like if you wanted your skill to go up, it could, correct? Number three, knowledge. He may not know enough to do this yet. He may not even know how to do it. But guess what? Rebecca knows probably more than anyone else in the room about Medicare. Guess what? If we want to download her brain into ours and know everything she knows, we could, yes or no. If we choose to put forth the effort to learn the knowledge that we need to know, I did a, I did a, well, I'll change what I was about to say. I spoke to four agents in one day in one morning. I was helping my sales team a couple of months ago. And I called four agents. They all gave me excuses for why they were where, where they are. They all gave me excuses for why they're not earning the income they want to earn. They all gave me excuses for why they aren't putting forth enough effort. They all gave me excuses for why their skills sucked. They all gave me excuses for why their knowledge wasn't high enough. Why did it know enough? Here's what I'm going to do with excuses in 2021. I'm adopting a new excuses policy. I don't make them because nobody cares if I make excuses right or right. Oh, I didn't succeed because of this or because of that. Or it's like, dude, I know plenty of people that did succeed when everything else was going on. It's a decision. I'm choosing not to make them because what happens too is when I start making excuses, I start convincing myself that it's okay that I failed and I'm giving myself an out. Here's why. That's not okay either. So I don't make them. Who's also going to choose to really try to not make excuses in 2021? Because I can promise you, you make them to me and I'm not listening. That's the second part of my excuse policy in 2021. I'm not listening to them at all. I mean, and here's why. I was 20 years old. I didn't know how to spell insurance. I've never been in sales before. I'm playing basketball full-time. I'm taking 21 credit hours a semester and I'm cold calling and cold door knocking to sell life insurance if I can do it and make $117,361.13 in my first eight months. Anyone else can too. Anyone. But if you make excuses, you can't. So guess what? Effort. Effort. I can help you get the skill. Who wants me to help you get the skill? Okay, good. Most of you. Some of you still like, I just want to stay where I'm at. Okay. That's your choice. Who wants the knowledge and you want me to help you find it? Okay, good. Thank you, buddy. Appreciate that. Thank you very much. Thank you. What's your name, man? Mike, give it up for Mike. Thank you, Mike. It's all a decision. It's all a decision. But I can't help you get the skill and you can't find the knowledge if you don't choose to put forth the effort. I just bought her a ticket. Who's choosing to put forth the effort in 2021? I'm going to put a lot more effort than I've ever put in. And some of you are like, dude, you're insane. I see you going everywhere else and you're freaking crazy as it is. I can up it. Okay, I can up it. Hey, if you enjoyed this, I got another one. You got a lot. It's right there. Click on it. See you in there. Rule number one of my eight rules to 8% as I came up with whole new content for this tour is focus on revenue. Most insurance agents wake up. We get in the office. It's 9 AM. I'm going to get some coffee. I'm going to go talk to Susie by the printer. I'm going to go hang out with Joe.