 Well, hey, man. So I want you to go through if you can for a little bit, and then we'll get into just some general business stuff. What are some absolute game-changing moves that you've made in your business that you wish you would have done sooner? So what I'm hoping happens is that you come to 8% Nation in Vegas 2020, baby. You're coming, okay? And I want somebody to come up to you because you're going to have a big name tag that's going to say your name on it. And then be like, I watched your podcast and I changed the way I do business because of that talk. You will have that if people know who you are because that's our people, right? So what do you want them to hear? Okay. So I'd say, I mean, one game changer is what we just talked about in terms of changing our sales process, right? From being, okay, let's just buy some Kripulids and give a really fast, quick apples to apples quote, right? So just getting out of that game and going into the value discovery game has been a game changer for our agency. We are more focused on the customer experience, right? So every company will say, well, we've got great, you know, customer service. Every company will say that. And what we've learned is the difference between customer service and customer experience and customer experience is how does the person feel at the end of the transaction, right? Or end of the conversation. And so we put a lot of focus now more than we ever did before on what's this person going to feel when they get off the phone with us or when they walk out of our agency. So even in our office last year, we changed things up. Some of the stuff sounds silly, but, you know, we put in these essential oil vaping sort of things in the office to make sure that we've got the exact smell that we want in our office, right? We have, you know, I make sure that I've got my music that I've selected for the office for the correct ambiance in the office. I've got an antique looking popcorn machine in the in the waiting area, which, you know, well, we'll put some popcorn in there and people, they just they love that they love the smell. It takes them back, right? And we're just getting into the psyche and we want people to feel comfortable when they're in the office. Now, of course, a lot of the business, most of the businesses is done over the phone. So that's all that that aspect of is only helping the walk-ins. And we do have a bunch of clients who do walk in, but just the the attitude of making sure our customers getting off the phone saying, wow, you know, he or she was really good. She explained everything to me. She didn't try to ram any, you know, any products down me just, you know, because I was making a payment. And just focusing on what's the customer's experience and are we earning a referral because ultimately, that's what we want, right? We want to grow and we want as many referrals as humanly possible. So one of the game changers, like I said before, was trying to grow our referrals. So one thing that we do is for all new business, they all get either mailed or emailed a report card. Okay. And the report card is a short little survey, just asking them about their experience and what they enjoyed about the experience. And if they would want to ever refer any friends or family to us, and if they and if they are interested, there's lines for that contact information. Well, you'd be surprised how many people either mail that back to us or email back to us with great feedback, with products that they might like more information on, and a few friends and family for us to give a call to. So that gives us a lot of feedback. Another thing we started doing was on all new business, they're getting a follow up call from our service team doing an introduction phone call. So, you know, their interaction after the sale is made is primarily just been with the salesperson. But we need to let them know that when they got a call up and they've got a billing question or they got a coverage question, I don't want that call going to the salesperson. I need my sales team selling and not getting caught into an hour long conversation about why do I owe, you know, $3 more this month than I did last month, right? So, what we do is we go out of our way and we do a welcome call. And our one of our representatives will call up the customer, introduce themselves as being on our customer experience team. And that's where she's going to let them, okay, here's all of our contact information. Here's where you can let me help you get set up online. Let me help you get set up with your app. So you've got access to everything. Let me explain how our office works, right? So if you've got product questions, or you think about buying something, you're going to speak to the sales team. But if you've got coverage questions, customer services, you're going to be speaking to us, right? So this way, we're training our customers on how we work and that's, you know, so that they're not calling up just asking for the salesperson. That's important. So that's allowed our sales team to focus more on the sales and let our service team who lives and breathes service handle the cause that they're supposed to do. So that's helped us become more efficient and have the people who have specialties focus on their specialties. Also, you know, my agency is it may not be the largest team, but even so, I've got someone on my team that a big part of their focus is as a claims specialist. Now, my, you know, the corporation that we work under obviously has claims team, they got claims representatives and very standard practices that the customer calls up and they've got claims questions or they've got complaints. It's okay, well, you can call 1-800, you know, claims department, or maybe you can say, I'll just get the claims rep, you know, on the phone. But the problem is, is that then we lose all control, right? So we talked about, we talked before about brand, how can I build my brand and control my brand? If I'm outsourcing all the service and being at the mercy of some corporate representative in a different state, right? I can't allow a potentially bad apple to ever mess with with my brand and potentially lose a client, right? And that's more work and more expensive to do that claims representative that's in my office, that when a claim comes in, when we got an email that so and so got into a car accident, or they had some, you know, water loss in their home, we're making that phone call, we're following up, making sure they have all the information they need, all the contact information they need, let them know that if at any point throughout the sales process that there's any bumpy roads, if they didn't get a callback when they need to call back, if they're being told that they're not going to get paid as much as they anticipated whatever it is to call us and to get us involved. This way we're making the phone calls, we're doing all the work for them. We're making sure if we have to, you know, expedite, you know, and adjust, they're going to the scene to look at a car, go to the house, whatever we have to do to help control the situation and come out with a, you know, a positive outcome where the customer saying, thank you, you helped me because the bottom line is in the insurance world, right? As corny as it sounds, and I was kind of brought up being told this is that they're not buying the bill, right? They're not buying the piece of paper, they're buying a promise that if something bad happens, they're going to be taken care of. So every time a claim comes in, that's your time to prove that you're worth the money. They can always find somebody else that's cheaper. So if you can't, if you don't take care of them when they're coming to you asking and saying that something bad just happened to them, then you don't deserve to keep the client. So I don't want to outsource that. I'm still okay with paying, you know, the wages and the time to have someone in my office to take a little bit more control of that experience. And ultimately, I think that helped us maintain our book and allows us to grow at the rate that we've been grown. Wow, you just added 50 jobs across the country today. So responsibility rationing. So that's good to say. That's a good point. I'm going to hire that person. That's so good and so brilliant because so many of these small agencies out there, the salespeople spend so much time doing service or all these small agencies will just push people to the 800 number because it's easy and convenient for them and gosh, you know, they'll man. And then and then complain whenever the customer service in the big box didn't treat their client right and complain and blah blah blah and write a letter to their supervisor and district manager or whatever while you're just taking the expense to just take control and be a winner. You know what I mean? Do control what you can control, you know.