 Because everybody's your prospect with PNC. How do you, I've been accused before, people have told me, and I've gotten better, this is when I was younger. Landon, you're always settling me, man. So how do you build relationships? How do you walk that line? Do you have any trips? I mean, obviously we can use our wisdom, but do you ever take trips on how to leverage your network, but also not be prospecting everybody all the time? And what's that line of working your warm market and how do you feel that out? Is there anything you could shift? I have a three-step system that I usually do before I pitch somebody, whether it's a prospect or an agent or anyone. So I'm going to have three 20-minute conversations with them about something personal, or just personal. So like Cody the other day was at a Duke game. If I didn't know Cody and I saw that, I'm not a Duke fan. So I would reach out and say, man, I cannot believe you're a Duke fan. If I wanted to build my relationship with Cody, I would upset that and had a 20-minute conversation about nothing. And then after I have three of those, maybe four of those, if I decide I want to work with you or I want your business, that's when I go into it. Because by that time, we've already built the relationship. But for an hour, we've had three separate conversations that lasted a minute. And we're now best friends. Or I want to be your best friend. And then I'm going to work with you or I'm going to your business. That's a little better than spamming somebody to death. Yeah. And I'm picky with it. I have some people, I want to make sure, with Pete here, I knew that I wanted to work with Pete. It wasn't a recruitment thing. It was, look, I want to work with you. We need to do this and this is a great place. Come hang out. Worst case, we get to hang out for a few days. So that's really what it was. I like surrounding myself and bringing on people that I want to spend time with. I like that. I'm going to start thinking through that when I'm trying to build a relationship with someone in general, that's solid. So you don't just throw out a company in a comp level and say they're stupid if they don't join your team. Come on, that doesn't work. No. I've never recruited on comp or contracts or anything else. So I just build a relationship. You don't get on LinkedIn and just fire out message after message. If that's the value, you can always find something better. Yeah. Probably. Yeah, it's when does the madness end? There's only so far that you can go, right? Yeah, exactly. Yeah. And there always is something better somewhere. And the people who are constantly looking for it are going to find a reason to go here or there or do this or that. But if you have that relationship with them and you've maintained it, you can't put a price on that. That's good. Who's the one person that you have the best relationship with that we know but that I didn't know that? Taylor? I don't know if you know that or not. That's good. I love me some dobby. He's a good friend of mine. Those are good dudes right there. Good guys, man. Yeah, really good. I'm trying to think outside of it. Mike Newton's a good friend of mine. I didn't know that. He's also a state fan. So he's one up on you, Brody. But yeah, but Taylor and Mike and then Michael and Mike McCormick too. They're all great dudes and stuff. And I love talking to them. And we can talk shop a little bit more too because they're a PNC as well. So sometimes when I start rambling about PNC life, they just start to look confused and don't know my terms and stuff and everything with it. So it's nice to have somebody in the independent market that I can talk to about PNC and stuff. Well, Pete, you said that I don't know if this was on the podcaster before, but Jared got a policy out of the bartender the other day, which is, haha, that's funny. But really, that's a skill to be able to get into a real conversation with a human being as you're crossing. Do you have any icebreakers that you typically use, or is there any little tricks that you've? I mean, not that we're always selling people, but what have you found that's worked well in those situations? Make somebody else talk. Don't talk about yourself. What do you do? Where are you from? How'd you get here? Nice to meet you. Are you going to be working here next year? Are you going to be doing this next year? Who do you have your insurance with? Are you happy with that? I try to make somebody else talk as much as possible. I think really. Not to give away your trade secrets, but Jared used like, it was almost like a survey approach. So we were just sitting there like eating, and he was like, hey, man, come here for a second. I walked over, you know. And he asked him like three or four questions, and he was like, just out of curiosity, where do you have your auto insurance or something like that, like I'm a state farmer, progressive, or something. It's like, you shop it? Yeah, every once in a while. Wear, you know, whatever. It's like, would you like me to be your agent? And the guy was like, sure. I was like, oh my gosh. You should have got that on video, Pete. I know. I know. Next time we're filming either the Uber ride or dinner, or you just need a GoPro attached to your head. There we go. That's very interesting. It's hard for me to talk about a process, because really like, I'll spend a few minutes and like read the person, you know, because different people are different. If I've got this alpha male that I'm getting ready to pitch, you know, I'm not going to say that to the same I would. It's a 20-year-old guy, you know, just still in college. You know, I'm not going to, I really get a read on the person and then go into my questions and just, I won't get mad. But you weren't afraid to ask for the business either, which is really, I think, half the battle, you know. It's awesome. You got to have it by law. It might as well be with me. That's true. That's right, dude. That's right. That's your motto. Hey, we've considered, I want to get your guys' opinion because I know you'd be phenomenal fits for it. We're considering doing like a power networking retreat. Ooh, nice. And by invite only. I think that's a great idea. You bring a lot of, you know, key people into the same room. Like craziness is going to happen. Dude, for real. I think that's a great idea, Cody, too, because like so many people are either on an island in this industry themselves, unless they go to like 8% nation or something like that, right? They're on an island either themselves or even on an island within their own organization, right? They stay so closed off to everybody else, which is so silly. So I think that's awesome. If you got like one or two nuggets in something like that, it's worth, it'll pay dividends in the future. Exactly. Dude, and you know what? I flew Red Eye to 10X3. Yes. And I don't know who reached out to who, but I knew you were there. And we get to see each other the last day at 10X3 in Miami. I flew Red Eye, got there like 7 a.m., barely got tickets, you know? And Pete was down on the floor, you know, at the probably the biggest conference in the world, you know? So this dude, both of them, power networker and you know, Pete's always, I can tell you believe in events, man, because you guys have always supported 8%. You brought it up several times today. You show up, you know? You guys were both there this past year, which is humbling and awesome and really cool. What is it about events that you show up? I think one from a networking perspective like is an absolute no-brainer. I mean, you mentioned 10X, right? Or even yours, where else are you going to get a thousand other people? Or in the case of 10X, like 30,000 people, right? That you could possibly network with, it's so silly to think like, I'll give you an example of ROI, right? On 10X. So I paid, it was my birthday, my 30th birthday that weekend, and I was at growth kind of like a weirdo. So that's one, I don't really care. But I paid probably a total of $5,000 between ticket, plane ride, right? Whatever. I think I wrote nine or 10 policies, right, from it. So there's immediate ROI. I found my marketing team and I recruited six agents. Like, what? You know, so why wouldn't you go back to something like that every single year? Or go multiple times a year to all different ones? Like the money doesn't matter. I don't want to like come off pretentious, but like, man, it's like five grand to make exponentially more in the future. I was a slacker, because I flew red. I didn't sell, I didn't do anything while I was there, except for a CU. You had a lot of other things going on beforehand though. That's true, thanks bro. So get in. That's crazy. Who'd you sell policies to? Dude, I sold policies to people. So my now fiance, it was my girlfriend at the time, went to like the ladies night, right? And she met like three or four women and naturally the women want to go out. So they brought all the men. I closed all of them. She took me a couple of weeks to like get on, you know, Skype calls and do the apps and stuff, but eventually they all got a policy. That's awesome. That's awesome, dude. Man. Well, I mean, I told you, I may have said this before, but it's been a while. I had a revelation the other day when I went to the Dallas game with you guys. And there's a hundred thousand people in the stadium. And I'm looking at it and I'm like, every single one of these people have home insurance, auto insurance, a lot of them have life insurance. And then I'm like, oh, that's why all these 23 year old kids are making six figures in Quentin College to go sell insurance. You know what I mean? And whenever I was in college, we walked right past the insurance booth and laughed at it. I'm not going to insurance. You kidding me? Yeah, he was one of those guys. Landon to your point too, like from a mindset perspective too, like I get so upset when like both slightly angry and like emotionally upset when the agents like down in the dumps, we're in the only industry where you can sell anybody. Yeah. You're not selling Ferraris or laptops or whatever, like anybody is your prospect. That's so baffling, you know? I mean, and the insurance premium that's coming out per head in that stadium, when you take the family and the home and the auto and the boats and the rentals and the kids and the health, it's like good grief. That's like, there's just, I just remember looking at those numbers to be like, oh my gosh, that's why I'm in the right industry. Cause I'm not licensed. I'm not an insurance agent. I'm just a marketing guy before I met that guy. And I used to tell people, there's only two industries I don't want to touch and it's insurance and real estate, you know? And so now here I am in the insurance industry and just good grief, the opportunity. So we'll, sometimes me and my agents will go to lunch together and stuff on the way there, you know, we'll be sitting in the stoplight and I'll tell them like, you know, just look at all that money right now. Just wait for you to forget it. Hey, you love this video and you want some brain food? I got five books that every new insurance agent should read. Go watch that, grab the books. See you over there. When you read a book, when you go to an event, when you listen to a book, when you go to a mastermind, when you buy a university,