 And it's no different than from from a Tells Hills perspective, you know, we get it a lot where walk in and say You're on the phone. It's you're just sitting there. What's going on? Oh, I got a I got an appointment In 20 minutes. I got a call back in 20 minutes So I don't want to get stuck on a presentation and it's just like how many of your callback appointments actually answer the phone True, right? So like you know how is the how is the best case scenario as I'm on a presentation exactly my 230 becomes a three and I call and just apologize and there's a good chance. They weren't gonna hit the phone Anyways, and so, you know, you've got to make sure you're not, you know You're not counting your chickens before they hatch, right? I like that, you know You hear that all the time you like how's the day today good any sales? Almost He says he wants the 30,000 it's $250 a month and all he needs to do is is have me call him back tonight because you know his checkbooks at home All he needs is a bank account and some money, right? But he's ready. So I don't want I don't want to screw up calling that person, right and they get so Focused on that. Why do we get so caught up in the weeds and like analysis paralysis and like is it just sometimes we Prioritized dumb stuff to avoid working Yeah, I mean He nailed it. I was I was like that too. I used to make If crane was here, he'd say I mean I was the worst at This was very hard for me to make the transition because my my father is from Small coal mining town in Kentucky and so he's like old-fashioned and southern and all this stuff and so growing up like Telemarketing was such a novel concept because I saw the way he Answered the phone and did all that stuff And it was very hard for me to stand it wasn't my dad that I was called like I tried to practice on him He's like son. I still know you didn't understand why I was trying to do what I was doing But he wasn't he's not who I was after and it was hard for me to stand that because he took care of life insurance When he was you know a lot younger before I was born, you know, we had all that thing here We're after people that you know are the ostrich right to put their head in the sand and just pretend like they don't have to worry about it and That's why I remind myself all the time that there are more people working in call centers and everywhere else and it wouldn't Be that way if it didn't work But when I first started I'd still just be like listen to this guy. He's I know he's gonna buy I know that he just needs to see something right so I'm just gonna put this I would spend hours Making like Excel spreadsheets and putting numbers in there and like custom typing out a whole letter explaining all this stuff But this whole packet together get some stamps to that waste three hours of time Yeah, right And if you'll mail this out, you know thinking that if he just got that and did that but it's like These people have known about insurance their whole life. They've talked. I'm probably the 35th person They've talked to yeah about insurance, you know, and it took me a long time to I think that's a Good tip for people is understanding like, you know, this wasn't some, you know, cut-co Knife set like no, just a cut-co. They make great knives But like somebody knocks on my door selling me knife 30 seconds ago I didn't know I needed new knives until he showed me that I could cut through concrete or whatever it was, right? And but with you know insurance like I've always known it right and it's like so you're not telling me anything I don't already know and so there isn't some revelation there. I don't need to it's not a Kirby vacuum, right? I don't need to see the benefits. Although it's an important part of the presentation and that's why you know I really got everyone to understand that you're really selling yourself because they're gonna buy from somebody that they like and you know, I Don't say this to the client, but we have an expression. It's like you're 67 and uninsured for a reason So like we're talking today because you've had 67 years to think about this, you know, so Hmm. I like that you said something that triggered something for me too, which was When you're putting together that package, you know, it's headed out to Joe It's like that is going to be the one, you know, it's so much time It's it's it's good you mentioned that because it's like there's a lot of age out there sit there doing that kind of stuff And it's also in sales like we just said about how we're looking for reasons not to work But also we're always looking for the easiest way to make a sell, you know it's like okay well if I drove leads to this landing page and then they booked themselves and then oh By the way, they get an email next day and then they're gonna just fill out the application and do the phone interview How can I get to where I make sales about talking to people? You know quick rap sales in there? Yeah. Yeah It's like agents are always looking for the and I was probably the worst of this because I was always good at marketing and prospecting. I Was like, okay, how can I make? 20 grand a week and Not talked to anyone. It's like dude. That is stupid. It doesn't exist There's some gurus out there on Facebook right now that'll argue with us No, no, no because they're selling you the course to do it. I know I'm sitting here in Jamaica and I can show you how to do what I'm doing Oh, you're making fun of me calling leads in Jamaica. No