 I followed what is called a set, sit, and sell formula. Set so many appointments every week. Sit with so many appointments every week and then end up selling so many appointments every week. And I'm going to use general conservative numbers. Some have been in the business before, some have never been in the business. So I'm going to use very general conservative numbers. But as a new agent, I had to figure out what these numbers were and then I had to follow it. I'm someone that, and we'll do it today. I'm someone that likes to set a goal and a target and then break those numbers down. So that I literally know how much money I make every time I pick up the phone. It'll be pretty staggering once we do that. You guys will be like, I can go work at, you know, I love Chick-fil-A. If I can go work at Chick-fil-A for 10 bucks an hour, I can pick up a phone and make, you know, 18 bucks. I can pick it up, you know, so we'll walk through those numbers. I'm a big numbers person because, and Dallas said it earlier, 92% of interest agents fell in this business. It makes it so much easier if everyone can follow a system that works. And if you guys know what you actually need to do, because it's one thing for me to say, hey, we're going to have a call night, Monday's it from four to six and you guys need to come and pick up the phone. What's the target? You know, what do I need to do? I know I need to show up, but I don't know anything more than that. But there's another thing to say, hey, you know what, Monday from four to six, we're going to make 64 dials and you're going to end up with this many set appointments and this many sits and that kind of thing. So we'll walk through some of that. But here's my, here's my challenge to you guys. What you will, what you will want to do and I'm going to use, what I did as a new age, I'm going to show you what I did and then I'm going to show you what we're doing. Let me see a paper towel real quick actually too. Thank you buddy. Here's what I always did as a brand new agent. The only number that ever mattered to me as a brand new agent was this one and I wanted to sit with Tim. Now for the sake of, the sake of this program, Dallas has said, you know what, hey, let's do, I think he said 12, 8 and 4. Because we know that if you consistently sit down with eight people every single week, guess what? You're going to make money. You're going to do very well and get really close to making six figures, if not more in this business by doing that, by simply doing that. And then you say, well, go to that. And you know, Bruce is looking like, that doesn't seem very hard. I don't seem like a lot. Bruce, Ron, David, any way that's been in the business before, realize is that the average insurance agent gets in front of, what do you say, JVH 3? I would say one, two, three people a week. And so if this is a numbers game and if I'm only going and asking, it's Cam, right? I'm only going asking Cam and one other person. I'm only asking Cam and Jacob if they want to buy insurance this week. Guess what? The numbers aren't really in my favor very well because I'm only asking two people. Both may say yes. One may say yes. Then both may say no. And in that case, if I just sat with more people, picked up the phone more, made more dials, made more door knocks. That was one thing that I want to challenge you guys to do is, as a new agent, as an agent in general, be thinking about, you are, you are a, what I like to call a problem solver in general. In this business, Ron solved a lot of problems over the years because, and David mentioned earlier, with insurance, and I may get names wrong. I think I got it right, but okay. With insurance, it's, we are solving someone's problem. You're going there to sit with them, ask them questions. We're going to show you the four step appointment process later today, but you're going there to solve a potential future problem. And especially with life insurance, it's a problem at some point in the future. If it's, it's just weird.