 What's up guys this is Rance with SecureAge Mentor. Just wanted to talk a little bit today about leads and the need for you to get leads. Good leads to stay busy, to keep growing your business, to keep growing your policies that you're selling, to get your residuals up. You've got to you've got to go a little bit further outside of your comfort zone, of your referrals, the things that you're normally used to. So what I'm going to tell you is just a couple stories, a couple scenarios that most agents are going through and what they do on a weekly basis. Most agents, they will get comfortable, get in a little comfort zone, they think they've got their local area figured out, they can just rely on referrals and wait for somebody to call them. They're not really proactive. Well I'm going to let you know that people that we deal with, and we deal with a lot of different customers and a lot of different agents, they are proactive. So if you're not as proactive as they are, you are going to get left in the dust because these people that we work with are hardcore. They grind, they work all the time and they're always getting leads to find that next customer that sure, that can lead to more referrals. But you've got to make that first point of contact and really do good by them for them to just offer up referrals for you. So you've got to have leads, you've got to constantly get the leads each week. It can't be just like a once a month thing or every three months. Even if it's only five or 10 leads, 20 leads, whatever it is, you've got to stay busy, you've got to keep new people in the pipeline. And that'll build up after a while so you'll get a pretty good address book or notebook or however you want to call it of people to call and contact that you can continue to write business on for months and months and months. But I just wanted to let you guys know that there are plenty of, I'm just going to call them what they are. They're sharks. There's people that are out there, they're hungry, they know a lead is blood in the water. If someone's shown any interest whatsoever, even if it's just mild interest that, you know, hey, you know, this sounds good, you know, final expense. I've been thinking about a little bit. I don't want to leave this on my family. That's something that people would consider blood in the water. And there are a ton of agents out there that are going to hop all over that opportunity that you wouldn't get if you didn't buy a lead. So be sure to get leads every week, every two weeks, every month, every three months, get them all the time because you want to have leads, you want to have business, and you want to be in the 8% of successful agents that succeed. This is Rams with SecureAge of Mentor. Be sure to follow us on YouTube, like us on Facebook, stay up to date with all the cool content we have and all the great stuff that we're going to bring you over the next few months leading up to the 8% Nation Conference that is going to change your life. If you go, you will learn valuable, valuable tactics and tidbits of knowledge like I shared today times a thousand at this conference. So be sure to get there. I know we're doing crazy good deals on tickets all the time. So stay tuned and get that, get in on that next flash sale because you're not going to get tickets any cheaper than what we've been doing lately. So stay busy, stay confident, stay motivated, and we know you guys will succeed.