 Welcome everybody to another episode of Marketing Mania. This is Rance. Please, if you have not already, subscribe to our YouTube channel. Like the video, share the video. We much appreciate it and I know that you and other agents will get a lot of value out of this. Today we're going to talk about knowing your market. I know a lot of you guys have been in business for a long time and you've got a good idea of where to find customers or how to, you know, leverage referrals and stuff like that. But if you're newer or you're looking to really, you know, expand your business on a wider scale or, you know, make some more money, that's kind of where we're all in this. The thing you really want to do is just know, know your market really well. So that doesn't mean just knowing where you can find them. You know, obviously there's plenty of places you can go to and find the senior centers or church or bingo halls or stuff like that. And I don't mean the stereotype, it's just, you know, that's just where you can really find people that are going to be interested in the type of products that you sell, especially if you're geared towards, you know, final expense or something like that. So knowing where they are, also knowing what they like, that might take a little bit more research and it could be more of, you know, a local demographic or trying to figure out exactly like, you know, if you're in New York seniors are going to probably like a little bit differently than what seniors like in Mississippi or something like that. So knowing your local area and knowing what people like to do in those areas will really help you as well. But like I said, that might take a little time to go look up some things if you aren't really familiar with it. And just knowing those things can really help you build a plan and we're going to get into that in another episode. But today it's just all about just trying to get your head wrapped around the fact that you really, really need to identify, you know, the traits, start getting like some insights basically is how we look at it in the marketing world is get insights into exactly what your audience likes to do, where they like to do it and who they like to do it with. And if you can answer those three questions, there's a good chance you'll be able to develop a plan to convert your ideas into more business. Again, please subscribe to the channel, share this video. We much appreciate it. Until next time, this is Rance with Marketing Mania.