 I truly believed as well in our business, the most successful people are doing the same thing every week. What's your thoughts on having a system of success? Want me to preach on that? Let's do it, bro. I'd love to hear it, man. Yeah. So the thing is, is that you have to think about insurance sales like an assembly line, right? You have to not make it, make the complex simple. What really matters in being successful in insurance, insurance sales. And it's what you said earlier, Cody, it's seeing the people doing sales presentations with prospects, but not just that, doing it a number of times a week. I like to talk about the magic number 15. I think 15 presentations is where a lot of the magic happens in this business. And if you're hitting less than that, there's so much variability that you're probably not going to see the results you want. So the thing is, well, okay, I can say I can do 15 presentations a week, or I can say I'm going to write six, seven, eight apps a week, whatever the deal is. But how do I actually get there, right? What's my roadmap from proclaiming a goal and actually achieving it, not just on a monthly or even weekly basis, but a daily basis. Okay, so for me, the big thing I'm talking about on my channel, with my agents this year, is you've got to be process obsessed. Not results obsessed, process over results, why? Because the process, hitting process goals ultimately produces results, right? Meaning, adhering to your system of activity and achieving those daily goals adds up, the first step in a thousand miles kind of thing. And if you're not doing that, and you're underachieving those goals, what's going to happen? You're not going to hit your goals. Every time I talked, well, I say every, about 90% of the time I talked to agents, you know what they're the biggest reasons why they're not successful? It's because they're not doing enough activity. They probably are going to say something like, if I just get in front of somebody, I'll sell them and I believe them, you know? Or the leads suck or I'm going to not get with objections or I'm not good on the phone or nobody wants to buy, you know, et cetera. Yeah, yeah, but if you start pulling back the layers of the onions and you see, yeah, these leads suck, I only did two appointments. It's like, well, you only did two appointments. That's what really the problem is, you know? So I think having a system to achieve that is important, and that's going to combine, depending on your marketing niche and what you're doing, you got to have obviously a niche, a product that you're selling, say final expense, you've got to have a lead system that's proven to work, lots of options there, and you've, I think mentorship comes along with that systemized approach and putting on paper your plan of action. And as I say in stock trading, you know, plan your trade and trade your plan, you know, but what you put on paper, make sure that you execute on a daily basis and have somebody as a sounding board to make sure to keep you accountable that you're going to do that. Is there any, how do you recommend an agent keep track of their activity or what's important to track? I mean, I'm sure you, yeah. So I keep it simple. I just have a spreadsheet I created with some formulas on calculating basic metrics like, you know, average no-show rate, how many appointments it takes over the phone, how many calls it takes to set an appointment, how many doorknocks it takes to set an appointment, how many leads you need to purchase each week, return on investment. So the thing is, is that we're basically taking the end goal, right, which is how many sale, how much money you want to make, right? Yep. But you're, you got to granularize it, go all the way down to the basics, which is, you know, big goals start with prospecting calls. So for me, again, the biggest thing for agents to track is their calls, is their doorknocks, and from there, how many presentations are they getting and are they achieving their daily and weekly goal? You know, weekly is 15, you work five days a week, you need to do three appointments a day. Well, how many doorknocks or calls do I have to make? Well, you know, maybe it's 50, it's maybe it's 10 doorknocks. Your goal is to do that. And if you just understand that, that if you hit those goals and you're tracking your numbers, so you know in live time what numbers are actually you need to hit to hit this, then it'll all work itself out. Yep, exactly. I was just, I was just training and coaching an appointment setter and an agent and I was challenging the appointment setter to encourage them to track dials, people like to be conversations, appointment set, appointment sit, every single week as an appointment setter. And it's the freaking exact same thing, you know, it's that system of success. Here's the thing about tracking your activity. You'll automatically see a boost in your results. There's, it's been time and time again in sports and business. If you keep track of what you do, there's just something that happens that it gives you a lift in your own, even if you do nothing else different, you just write your goals down, right? It's kind of the same thing. People are most successful in their life, write their goals down, they carry it with them, they know what they are, they rehearse them. It's the same thing. This is the same thing. Your system's on paper or online, whatever it is on a spreadsheet, you track it, you keep on top of it. There's just some, I don't know what it is, just momentum that builds from it. That's, dude, I love that you brought that up. Like you could, I've got a massive smile on my face right now because I'm a big, I'm a big goal guy. And a lot of people, there's a lot of people that think it's, you know, goals are stupid and cheesy and whatever else, but they probably won't ever reach anything either. What's your opinion on goals, goal setting? I'd even love you to freaking share one of your own personal goals if you're okay doing that. Yeah, so, opinion, let me answer the first part. Yeah, your opinion on goal setting, how you should set goals, what kind of goals you set, especially as an agent. Yeah, so the great thing is, is exactly the same conversation we had just in not in terms of activity, but in terms of goals, but it's the same extrapolative process. And that's, you know, what do you want? Okay, what's a challenging but achievable goal? Then after you've determined that, how are you going to get there? All right, where are you today, January 1st? And how are you going to get to whatever that is? Let's say, you know, whatever that goal is, 200,000. And you just do the numbers and crunch so you can devise a daily plan, okay? Again, I've moved from more of a weekly perspective to a daily perspective because, you know, today is the day of action. Now is what we can control. And so our objective, our purpose is to hit those objectives. So I, the same thing, Kody, I don't know if I'm answering the question. Well, I look at, I look at a major goal and then put a pathway to get there. And I'll tell you what I'm doing in my business. So that's good. I have a goal of doubling my internet traffic. So the way that I have internet traffic right now is predominantly through YouTube but also through search engine optimization. And I've played around on different mediums, like different social media to try to see what's the most beneficial in my business. And what's been the most beneficial to me has been YouTube first and then second, but I think a huge opportunity is in search, Google search. So I believe there's an opportunity to greatly increase the amount of traffic that I'm getting through the creation of more better useful content. So I've got some strategies and some ideas based around creating articles that are going to help agents who have questions about which specific agency to join, kind of like review articles. And through that process, I'm going to be helping more people. But I know that some of those people who are going to be checking those websites will be interested in me too, a minority of them, but that's exactly the goal. So and how am I going to do that? Well, I've got a spreadsheet here by day 360, 365 days of which article I'm writing each day. The whole year. Huh? The whole year. The whole year. Yeah. I laid out, except for July and December. I'm not working in July. But uh yeah, so so this is a dude. This is just a basic minimum expectation. My personal opinion on things is I always try to beat my expectations. So I've given myself two weeks to write this particular article I'm writing right now. I'll be done with it in a week. So then I'll be able to do more. So I don't think about taking time off. I like to do more. So all my brain will crunch different problems. I'll create problems so I can solve something. You know, I don't devil doesn't like idle hands or whatever that idle hands or devil plays things. So there you go. That's right. Um I can tell that you're like that. What'd you say? I can tell that you're like that. I that's I think that's a blessing and a curse to both of us. It is a blessing and a curse. I will tell you this. I've I've tried to work on being more content. But it's I it's I just you know I think if you're a creative person, you're just a creative person and you've got to drive the creator to do content or whatever it is that it's hard to just like that's you. It's hard to deny that. Yep. Yep. I love that. You want to double your internet traffic. Thank you for sharing that. That's great dude. I love that. That's good man. So back to you. Here's my gold book. Okay guys. So like this here too. I carry this around everywhere. So let me just like this. There's a bunch of stuff that I did this year. Different plans. You know I'm right. I write stuff down. I'm I don't I don't like using the computer or word processors to write down my ideas. I know that's not how everybody thinks. Maybe it's because I'm kind of like in that millennial generation X range. But I like writing things down because I really think writing things down. Yeah. Dement things differently. You're actively involved. You're writing. You're moving your fingers. You get to think slowly because you don't write as fast as you type. Yeah. Do you have the occasion. I just did this. I end up doing it every freaking weekend. The weekend right before Christmas. I did like a massive brain dump where I just freak ideas were flowing like crazy. I'm just like dumped them all out. Do you do that. Sometimes the one thing I've noticed with myself it's a it's a blessing in the curse is that focus is harder to come by for me with all the ideas that I've had. And so like a big thing I've done this year is you know I was building a consumer facing website. I've mentioned it to you last year. Yeah. I wanted to create traffic but I had a heart to heart with myself because I was not just doing that. I've also got YouTube. I've also got books I'm doing. I also got this you know recruiting and I asked myself what do I really want in life because you can be anything you want to be in life but you can't be everything right. So for me I love recruiting. I love training agents. It's more it's more passionate to me than actually selling. And so I can achieve my goals financially and creatively which is just as important through this process of going all in. So I've always been all in well to an extent but now I'm even more all in because I've put everything else beside me like I was going to do different things outside of this in the business but I'm all in on this because I this is what I'm good at. It's what I enjoy and if I just do more of it one thing every day talk to agents times 10 years you know I'll be pretty hopefully pretty well set. That's huge man. There's so many there's tens of thousands of ways to make money in this business and there is yeah that's a huge curse to you know I mean yes you've had agents that have probably made quarter million dollars and a squirrel runs by holding a Medicare card and yeah no it's true it's funny because I'm looking I'm looking for a book over here by a guy gosh I forget his name is that it right there sorry I don't I don't mean to no you're right you're good but Randall Baskin you ever heard of Randall Baskin? He started American Continental before it sold to Etna didn't buy it originally some other company did and Etna bought them out but I reading his book is like if you've read Napoleon Hill it's Napoleon it's applied Napoleon Hill think and grow rich okay so what do I mean by that you actually get to see someone go through their walk of life and go through this process of severe poverty and then grow themself into a multimillionaire you know this is a guy in middle Tennessee rural living in dirt floors his parents were nuts you know they abused them but he turned his life into something incredible and helped tons of people but the one thing I wonder the reason I bring that up is this is like in the 1940s 50s there wasn't access to as much information as there is now and while that's a good thing I think on the whole he only had one insurance opportunity he didn't he couldn't have the space to think about five different ideas Medicare annuity final expense and sometimes I think that's probably a good thing you know it's just give yourself the time to do one thing instead of being pulled because we know recruiters are calling you constantly you're seeing our videos your second guessing yourself you know there's a level of trying to put blinders on once you determine what you're going to do and just do that yeah yeah I sometimes I feel bad because I do I'll do you know videos on different topics and it's and then someone will reach out and I'm like well the point wasn't for you to like freaking change your whole business plan yeah because you watched a video you know yeah well you know Gary Gary Vaynerchuk says I said in a couple of his videos Gary Gary v big social media influencer kind of guy huge huge he talks about once you once you see my stuff and you get it just shut my stuff up off and just go to work like so he he says things like once you figure it out you don't need to have this ongoing effort it's like focus on your goals yeah so so yeah no I agree with you too I've I've long thought about putting out a video that says stop watching my videos only only after you decide what you want to do yes do you yeah do you really want that though I mean if it if it helps them sell and be successful and follow through yeah if they're not sure there's nothing wrong with being unsure just understand you're not going to be I don't think you can be a hundred percent like well there's a few people who are completely a hundred percent dialed in believe in the total zealots about what it is their cause their product that they're selling or whatever but the vast majority of us will have doubt you know that's okay you know it's just not letting a smidgen of doubt get in the way of of actually doing something and that happens a lot of people the doubt seeps in and they taught themselves out of taking a chance taking a chance to get out of their comfort zone and it's tragic because that's the only way you get better right is when you put pressure on yourself and do something different absolutely absolutely dude man we could go for hours dude I love this I love this man hey if you enjoyed this I got another one you're gonna love it's right there click on it see in there hey there's five words right now you should never say you got to stop saying promise me you'll stop saying them we'll do that I don't know what the words are well next few minutes you'll know and you will never use them again all right number one okay number one and and and as I preface why we're going into this