 Okay, right now if you sell Medicare and you run Medicare appointments and you're looking for a way to cross-sell to sell final expense insurance, life insurance, big IULs, long-term care insurance or big single premiums with long-term care included, combo plans, or even annuities. I'm going to give you the best way in our industry to cross-sell with what I call the money bag presentation. Big shout out to Keith, our video guy for drawing this. I cannot draw, but it's amazing. The money bag presentation, when you are sitting with a client, what you want to do, and you're never going to do it this good unless you make Keith draw it and then we put it on a piece of paper and you print it out, but this is something you want to do with a client early in an appointment when you're selling Medicare as you want to fact find and sell other additional products. A great way, I started doing it, you can hear Landon talking because we're blowing up marketing right now, we're busy, but I want you to focus because I'm telling you, this can impact and change your business and add six figures the next 12 months. So there's four different ways and so what you say is to set this up. Mr. and Mrs. Client, I would like to go over something that a lot of my clients are concerned about because this is your bag of money for retirement and there's four things that can take money out of your money bag and there are major concerns from my clients and these are four things that we specialize in helping them alleviate. So let's go over those together and you say the first thing is health. If someone doesn't have the right health care plan in place, health insurance, Medicare plan, it can take a lot, I mean you could have something happen, heart attack and guess what? You just went $200,000 out of your money bag or at least 20% of your own Medicare, right? So that's why we're here today is to help you with that and we're going to fix that concern. You with me? So that we're going to be able to check on. So that's the first concern, but we're here today and I'm going to make sure we fix that for you. The second concern that is a big concern for a lot of our clients is legacy, which comes to covering final expenses, end of life expenses, a mortgage, credit card debt, car loans, leaving money to your family, income, there's a lot of different things. And what we do to help with that is life insurance generally. What do you currently have to make sure that those aren't concerns for your family? Perfect. Okay, excellent. So that's where you get a chance to like ask them questions and actually fact fine. Okay, great. So that's a $100,000 life insurance policy, you know, you're paying $222 a month, you've had it for six years, it's with this company, okay, and that's where you can like start to fact fine. Now you don't want to jump in and start selling right there, you want to continue fact finding and come back to it, but this is a freaking great way to fact fine. Stay with me. Two more steps. Okay. This is probably the best video I've ever done, right Dylan? Okay. Third thing. Third thing that can take a third concern that can take money out of your money back. The third thing, Mr. and Mrs. prospect is income, big concern running out of this money bag going empty and there's a hole in it and you have no more. That sucks, doesn't it? Right. So having enough money to last your entire retirement because some people live will live another 30 years, 35 years, sometimes 40 years after retirement and having enough income for the rest of your life is super valuable and super important. So what type of investment strategies do you have or what type of monies do you have set aside to make sure that you have enough income for the rest of your life? What have we done to prepare for this? Oh, okay. You have a CD. Great. You know, what banks are that? How much is it for? Oh, you have an annuity. Okay. Did you have like a 401k at work or anything? Did you do anything with that? That's where you can start to fact find in that area. Great way to sell some annuities. This was the best way for me to grab some money and be able to help a client. Okay. And then I'll move into fourth concern, fourth major concern for my clients that I want to talk about is long term care expenses. And I want to go ahead and tell you that those expenses when it comes to care can be nursing home, home health care or assisted living major concern about 70% of seniors 65 years and older will need care at some point in the retirement. So what have you done to make sure that it's one of the biggest concerns? Huge financial burden. What have you done to alleviate that concern? Do you have a long term care insurance policy, nursing home policy, money set aside like everyone has a plan doing nothing is still a plan. Now it's not a smart plan, but it's a plan, right? So what plan have you put into place to cover and alleviate that concern? Oh, we haven't done anything. Nothing. Okay. Well, help me out on a scale of one to 10. One being dude, we do not care. 10 being it's really, really important to us. Where do you fall from a one to 10 as far as how big of a concern that is to you? Right? So you can use words like this. I'm telling you, when you get in front of seniors, this is the best way to sell additional products. I saw a lot of, even when I was focused on just Medicare for a time, I saw a lot of life insurance, a lot of annuities and a lot of long-term care or long-term care life insurance hybrid policies by using what we call the money bag presentation. This is a great way to fact find and sell additional products and to help additional people.