 One story real quick, I had a sales manager when I first started in the business, and he told me to write down everybody I knew to call them and approach them and go see them and say, hey, you know what, I'm going to review your life insurance if I can help great, if not great, at least we got to hang out. But he asked me, the sales manager looked at me and said, hey, who's the one person on, because I was struggling a little bit, who's the one, I was brand new, I was 19, you know, who's the one person on this list that you do not want to call, that you're regretting calling the most. Stupid young me, I actually picked the one and told him who it was. And guess what he did? He picked up the phone, he dialed the number, and he handed me the phone. And I'm like, oh my gosh, what the heck's going on? Like, this is like, that's, that's, this is not, I don't know about this. And reluctantly, I was scared, I was, you know, wetting my pants on the other end of the phone, brand new agent, you know, didn't know what the heck I was going to say or do. He's in the background trying to help me. And believe it or not, that was the most receptive war market call I ever made. And I ended up, that was one of my first ever sales. And so I look back on that and say that rather than having preconceived notions or putting in our head that now it's six o'clock, they're probably eating dinner, I want to bother them then, or you know what, they probably already have something, you know, they're probably fine, they're well off, don't even talk to them, rather than having preconceived notions and talking yourself out of it. Just take action and do it and figure the rest out later and you'll be happy you did. So that's one of the stories I say to a lot of new agents because it's something they can relate to. And I'm telling you what, it's, I'm glad I made that call. Well, I guess I didn't make the call. I'm glad the sales manager made the call. Thanks, buddy.