 I have a saying that I'll use sometimes, you know, and I don't just say it about health insurance, but I'd say like, insurance sucks. I just try to make it suck a little bit less. You know, like that's my goal. Like I understand that you don't want to pay $400 a month for your health insurance at the age of, you know, 40 years old. I get that. However, the reality is if we want to stay covered and avoid, you know, catastrophic mementos. Wisdom balance bombs dropped by B. Hannan. Insurance sucks less. Yeah. That's right. Brad Hannan makes insurance suck less. I love it. That's great. And listen, I don't want to steal your podcast or anything, but when it comes to that marketing, what like content marketing, what would you recommend? Because I know there's people watching and I, because I feel this way all the time, because I don't have a studio. Yeah. I don't have, you know, a nice camera or what, you know, whatever. And I feel like kind of, you know, you can't do that until you've got all of the right pieces. Yeah. Yeah. Yeah. You are listening to the 8% Nation podcast created to help you become a top producer in the insurance industry. Enjoy the show. Welcome to this episode of 8% Nation Podcast, Bradley Hannan. You were joining us with Cody. I hate to bring it up this early, but you two are 0 and 2 on the pickleball court against me. Gosh, she goes there. Is that? Is that? First thing. Like you, you had planned that since last night. You're like, I wasn't going to bring it up until we're going to do the podcast. The first thing I'm going to say. It's okay. You're 0 and 2. That's all right. Yeah. We're changing that tonight. So we weren't going to play pickleball tonight, but I think now we're playing pickleball tonight. All right. Let's play 500 bucks a point. I only burned. Yeah. Let's do it. You know what? We burned like, I burned like 1600 calories playing last night. If you burned 1600, I burned like 2500, because I don't, I don't, I don't get that active ever. You can't have more fun than pickleball. I'm like addicted. Yeah. That was, it was, it was a good time. And I honestly, to, to be like full, full disclosure, uh, there was my first ever time playing pickleball. So if I did lose two games to Landon, it'll never happen again. It helps that I'm six foot nine and have like 90, you know, million more intimidating than anything else. There we go. Well, Bradley, you are a amazing, amazing insurance agent, super successful. We would love to just hear your story unpack that story a little bit. Um, really, we have a younger audience, typically newer agents, typically. So, you know, really, we want to make sure that we leverage your skill set to make sure that you've been through the ringer and we want to learn from your mistakes. We don't have to have our own scars. We want to learn from yours. So how'd you get started in all this, man? Tell us your story a little bit. Yeah. I mean, so the, the story getting started is actually kind of the most exciting. Like the, the, the, the one thing that I look back at that, that I'm, I love the most, right? Because, uh, it's kind of a family affair for me. So my wife, uh, actually was a recruiter and, and worked for an agency. She was kind of the office manager. Uh, and, you know, she mentioned one day as I was, probably as I was playing golf, because I was doing that a lot then and I still do it a lot now, but, uh, she had said, she had said, you should sell insurance. And I thought, that's the worst idea ever. Like only people I know that sell insurance are like suit and tie, use car salesmen looking dudes that, you know, smell like cigarettes and beer. I don't know. Um, and, and hey, if that's you, then that's okay. But, um, my, my, my point was that I didn't look at insurance like a glamorous career and I don't think that many people, uh, grow up and we talk about all the time, grow up saying, I'm going to be an insurance agent. Right. So I went to an event, right? Events are big. So I went to an event. You know, there was a lot of young people, there was a lot of people that were making great money and, and very similar to me. And so I felt like if they're doing it, why can't I do it? And, and so, uh, I, that's when I decided to jump in. I think it was, um, I think it was a Christmas party. So it was right after Christmas of like 2015, I believe. So going on five years, uh, as an insurance agent and man, I wouldn't, uh, I wouldn't change it. So. Well, from where you've started to where you are now in, in under five years, I mean, it's pretty impressive, right? I mean, you've been with a few companies, you've done different things, but did you accomplish a lot? And we talked to yesterday, you're making a good amount of money. You know, it's never enough, but it's, it's a, it's a solid amount. Yeah. Yeah. And, and I have been doing it for a little while, but like there was almost a point, I mean, halfway through my career, I started at zero again. Wow. And, you know, the, the upside of that, and I tell people all the time, like it's going to be the best thing I've ever went through, right? Because, and I believe that at the time, like it, it was, it was devastating for a little while, like restarting. Um, but, you know, I looked at the positive side of this and thought, man, if I can do this again. Yeah. So I'm not afraid to go back to zero and, and, and do it again. And, and I think that that helps me, uh, you know, moving forward. There's not, there's not a fear of failure, right? We kind of talked about it yesterday. I like to lean into failure a little bit. I think, uh, you know, I think that that taught me the most valuable lessons, man, and that's when it became more about helping other agents than it did, you know, just being a monster personal producer, right? Which, you know, I wouldn't say I'm the top, uh, producer, but you know, certainly can produce at a high level and, and very passionate about helping other agents do that. Well, let me ask you this. So let's live there for just a quick second. So how long did it take you to get from where you started in the very beginning to then where you had to start over? And then how much time did it take you to do at a second time? Like did you do twice as fast? I would say, I would say yes. I mean, it, it was about the same, honestly. But so like my first year in insurance ever made like 80 grand, you know, it was real close to the six-figure mark. It was, it was exciting. I felt like a baller, man. Oh, totally. That was, that was the best, you know, year of income I've ever had. And it also lifted a lot of the, uh, you know, it, it made me feel like, man, I could, I could do way more. And, uh, and so my second year in insurance, I did way more. Um, you know, I quadrupled that income practically. And then again, back to zero. And then, uh, first year as kind of a broker, uh, I, I did 110,000. So six figures. And, uh, you know, again, did the same thing. Started almost, you know, tripled that my, uh, my second year. So, um, but it, but it was different this time around because it wasn't like, it wasn't flashy. It wasn't, you know, it was, it was more about like, I mean, Cody stopped me a lot. It's more about all that money is a lot of that's going back into business. And we're, and that's why I believe we're growing at a faster pace. Then we were before I'm, I'm investing more money. You know, I'm getting around big time people. And, and honestly, it's the most fun I've ever had in the insurance industry. I thought about last night, you know, just spending some time with you guys and being here for a couple of days. It kind of brought me back to like an exciting insurance career. Right. It just reminded me like, man, this industry, I'm going to watch it change. You know, you watch like a small child grow up and it's like really cool to see, like I look forward to watching the insurance industry, you know, start to change with the younger audience and, and insurance being more of a exciting career. Well, and I was thinking this morning, because I came in this morning at 6 30 to barbecue for everybody. And I was, but I was thinking how much fun I was having making barbecue for my team. But I was also, I had this thought, like, if my ideal life, Cody talks about an ideal life a lot, like he's like, if this isn't in my ideal life, then I'm going to make a business change to make sure that my ideal life is exactly where I want it to be. Cause that's what I'm in control. Um, and I started to think my ideal life is actually includes my work and business that I'm in currently now, which is like pretty monumental. I'm not using work to get me to my ideal life. That's a big thing. Yeah. I didn't used to look at it like that. I used to look at my work as funding my ideal life. Yes. Right. Do you guys feel that same way? Absolutely. Absolutely. And I think, I think that's when insurance makes insurance agents make a big change is when they start to, like, your ideal life incorporates your work life. Right. I mean, it's, it's a huge part of that. Yeah. We talked about it. And, uh, without getting you in trouble or anything, you know, you mentioned that sometimes on vacation, the most fun time you have is like training a sales team or whatever. Right. So it's, it's, it's what you're passionate about. It's nothing to be ashamed of. Well, we're going to meet up next week when he's in Florida and I'm like, Hey man, we got this meeting in Florida. You should come break away. You're going to be on vacation. He's like, yeah, I'll be there. I'll be there. You know what I mean? I want to take, I'll take a vacation. I'll drive. He told me he's going to come down and train the sales team too. So I don't know if he's going to have a vacation to train your sales team. I don't even think he's going to have a vacation. He's just going to be working the whole time, but in Florida. So, you know, it's going to be different and we're going to play some golf. So on that note, the whole, I like, I love that you brought that up landed because if you think about it's, it shows the level of passion someone has for their career. It shows that they want what they're doing to be a part of their entire life. And they know that they love it so much that it will be for the rest of their life. Yeah. That's, that's something special because how many people out there, the billions of people that absolutely hate what they do, right? We were talking about our video guys, how much they love doing this, right? It's, it's like it is, they're freaking amazing at it. It's right in their personality, like they're phenomenal. It feeds them the energy. They're working in their 10, right? Yes. That's right. That's, that's, that's like, you know, we talk about the ideal life. And Cody actually brought that up with my sales team on a training. And I began to break down what an ideal life is. And just like you break down a goal, like, you know, year by year, month by month, week by week, I started to break down my ideal life that way. And so I had a couple of my agents break out like their ideal week, what that looks like, what that incorporates. And, and so, and I did the same. And it was a lot of selling insurance and helping other agents sell insurance. I mean, that was a big part of that ideal life. And, and like you said, it's not a bridge to, to, to get me to my ideal life. It's a part of it. So for sure. Well, I mean, seriously, like, I mean, this is not just saying this because you're here, but like having a client and a friend come in town, stay at your house, work all day, kill it. We all made sales yesterday. Yeah. A lot of business was sold, right? And then playing pickleball, working out this morning, grilling. We're going to play frisbee today. It's going to be, it's just, this is fun, man. But, but it also is like, we're making some money. Yeah. No, there's, there's, there's a lot of synergy going on and, and I love it. And you said, I remember like my first ever conversation with you. It was, it was really a long lines of like, Hey, man, we're going to, we're going to do business together, but like we're going to build a relationship where we're going to be, you know, we're going to, we're going to have a lot of synergy. And, and it's played out 100% exactly how we, we kind of described it on that first ever call. I think I used to always like look at relationships and friendships as like, I would like, I would almost try to like make my friendships, almost like support the business we were doing together. But now it's completely opposite. Like, I don't care if we ever do business, we're still going to hang out and like encourage each other and maybe five years from now, there's something that going on, but it's not the, the friendship and relationship isn't predicated on how much business we get from each other, you know what I'm saying? Which is I think important because I think you can come up as inauthentic and boring and just annoying. Oh yeah. And then you could lose, you could lose a friend and a client, you know? Yeah. Yeah. So I was telling Lauren last night, I'm like, man, for those that don't know Brad, we got to hang out with Brad, we'll get to it at 8%. But I'm like, dude, he's just a, he's a cool dude. He's fun to be around. He, he, he brings you energy. He doesn't drain you. Like he's like, you've seen him at my house for a few days and, and us spending 24 seven together. Dude, it's been fun, man. It's been awesome. Like I haven't had any moment where I'm like, gosh, I don't want this dude to go home and not at all. Well, good. Cause I extended my stay and we forgot to tell you, I'm leaving next week. Perfect. Adding seven days to the, but no, we, you know, with, with that being said, the energy thing, I mean, it's, it's this energy. Like I haven't slept great. I sleep well at my house and when I'm not home, I don't sleep well. Landon's like, dude, you're gonna, you're gonna freaking pass out or something like, no dude, I feel, I feel great. Like I feel the best, you know, the best I felt. And last night you're like, listen, man, if you don't want to work out in the morning, you're good. I'm like, yeah, right. Like you're not going to work out. No, yeah. Let me know when you're back, bro. I knew just by saying that, that it was no chance you were missing. No chance. No chance. In fact, I think I was up before you this morning. So you may have been, it was five 45. Yeah. I was, I was, I think I was in the shower at that point. All right. So it was this morning's workout was, I was something and the coolest part is again, you made me do it again because we, we worked out and then we, we met with the sales team this morning and you're like, all right, who's in charge of energy? And we put Tucker, is it? And I believe it was, it was one of them, right? In charge of, in charge of the energy. And so he said, and I said, I'm not, I've got enough energy this morning. I'm not doing it. And, and he said 30 jumping jacks and then Cody starts doing them like, well, now I gotta do it. So I did 30 more jumping jacks and not that that was a lot, but like, you know, I, we're, we're driving each other, we're pushing each other. And, and you killed it this morning, by the way. You know, I might have a few pounds on you, but like, we lifted the same weight and, and like I told Landon, I think you did more reps than me even. So. Well, as dad always says, never let anybody outwork him, right? And he takes that to a team, man. So even, even then. So let's talk a little bit about, if you don't mind, you got a team, you know, your team's going to be watching this building. Let's talk a little bit about culture, atmosphere, energy. What's the difference? What have you seen potentially lately that you want to implement in your own team? What are some challenges? How are you affecting the culture at your office or talking a little bit about that? Yeah, man. So all of my, like my, I basically have kind of two different agencies, right? I have my virtual team. They are all across the country. And, you know, I, I connect with them really twice a week, three times a week, you know, via webinars, but I also have the office space where, you know, we've got about 10 agents working out of the office and, and as far as, I mean, it's really a virtual team. You can have great culture, but it's, it's never going to look quite the same as in the office space, in my opinion, but, but the office space is interesting because every single one of my agents has not been doing insurance for more than, you know, a couple of years, like, like the, I think the longest one might be two years. And so we're still in this kind of building phase where I believe that most of my agents don't even realize what's, what's down the road for them in a year or so after, you know, making multiple six figures and, and, you know, just kind of breaking through some of those limiting beliefs and such. So as far as culture, I think we have, you know, I think we have a really solid culture, but it's, it's driven by just a desire to build something special, you know, I tell my team all the time, hey, we're working to, to, to build something, but it's not just like to build a big business that pays us all a bunch of money or me a bunch of money. Like I want to build something special. Like I want to, I want to make a difference in, in agents lives and, and obviously in the lives of our clients too. So, you know, that's always been the focus is to build something special. And that does look very, very large. One of the things I've learned from you since I've spent some time is you seem very passionate about the leader that's also trying to be a producer and how that's difficult. Why don't you unpack that a little bit? Because we got tons of people that are trying to build a team, have a team, failing at building a team. What have you learned in that capacity? Yeah. So I think that, you know, like, like you mentioned, or like I said earlier, you know, as far as the production thing, I'm not, I'm not the number one personal producer in the entire world. And really, I don't know that I ever have been or ever will be, but I believe there's such thing as like a five tool agent, right? So you can, you can, you can recruit, you can train well, you can sell. I don't know what the other couple tools are, but it's just, you know, it's just the point. So like a five tool agent would be somebody that can can produce still while managing a team or helping to manage team, because I do believe that you lead from the front, right? And so if I'm not out there making sales and kind of leading from the front, then I don't really know that there's a place for me in leadership over a team that's supposed to do that. Maybe with a track record of like 10 years of consistent sales, maybe at that point, like I'm not selling, but I don't, I mean, it's hard to see myself like not making sales, you know, it's probably one of the most fun things we do. So I think that for those of you watching out there that are looking to go into leadership or to build a team or it's you've really got to keep in mind that you're going to have about half the time to produce for yourself and the other half the time you're going to be, you know, helping a team. And so it's going to, it's going to be a lot and it's usually a struggle to start out with, but, you know, you, you just got to, you just got to put them in the work, right? Like we talked about. So you talked about leading from the front. You've, those that don't know you, you've really produced over a million dollars of health insurance premium every year you've been to this, right? Which is a lot. Also, I feel like you really get to know a leader and an individual when you get out and do like a sport with them, like pickleball. This dude is so competitive. You get to see how they lose really well. Yeah. Yeah. I had to. He was, dude, he was driving him nuts. I'm going to remember that later. Dude, he was talking every point. Like, like, okay, we're going to go. Let's see. Here we go. Yeah. Yeah. That won't happen again. My bad. I mean, he was just, he got pretty intense. When we had, we had just so everybody realized we had like, you know, wives and children around. And so that was about the most reserved that I, that I think I've ever been. You know, like I was ready to rip my shirt off like halfway through and just like, and if you've never played pickleball, I mean, like the object is almost to just smack that ball as hard as you possibly can. And so like, there was some shots where I was like, oh, like, like, I wanted to be like in your face. But like, I kind of, yeah, right. So yeah, intensity is definitely something that I have a lot of. And so I had to dial it back a little bit on the, on the courts, just while the wives and children were around. I mean, I really believe content marketing is really like the is marketing in 2020. I feel like people work with people that they like. And I think you got to have content out there to get to know people. I mean, we'll get on the phone. Cody and I both. Never talking to a person ever. And they, they already are knowing us. They know I have three kids. They know I'd like to barbecue the Noah. And you know how easy it is to like have a real conversation when you've already sort of bypassed all of that. Well, it's just marketing really at the end of the day and it's never been cheaper to be able to get your name out there. Because you just got to build the right infrastructure. Yeah, absolutely. And listen, I don't want to steal your, your, your podcast or anything. But when it comes to that marketing, what like content marketing, what would you recommend? Because I know there's people watching and I, because I feel this way all the time. Because I don't have a studio. Yeah. I don't have, you know, a nice camera or what, you know, whatever. And I feel like kind of, you know, you can't do that until you've got all of the right pieces. Well, staff. Yeah, well, a lot of people don't understand how much Cody has spent to get to where he's at. That's the first thing you've got to realize. Some people are like, it's not, I mean, Cody is extremely intelligent and he's also invested in his brand like hundreds of thou, I mean, depends on what you count in investing in your brand. Right. You want to put 8% in that, that category. You're talking seven figures of investing into your brand. Okay. So that's the first step. Not that I'm saying you need to spend seven figures, but he has done a great job building a foundation. Well, that a bunch of the first thing you got to do is you got to have a website where your content lives. That's your hub. Then you got to do videos and video content is the future and you got to have that video live on your website. As an example, we just launched SecureAge of Marketing's YouTube channel. We have 160 subs we're nine days in, but our views are getting up to 400 views of video, which how does a channel that has 160 subs get 400 views? Well, it's because we have a website and we have Facebook groups and we have, so really in my opinion, it starts with a content schedule, living on a website and then using Facebook, Instagram, Facebook groups, et cetera, to just push the content out and then you will get interest. On that note, I don't think you, I don't, you may remember this years ago when we like first met, I had you do some Google for me. Yeah. What was one of the first things you said that you're like, dude, you got to fix this? Yeah, your site was horrible. Yeah. Yeah, you could. It wasn't converting at all. No, and you were like taking like a website and embedding a form and I'm like, dude, like you're never going to get me. On my, on my lead, like order pages, it was just an order form embedded in the site. There was no information. It was just like, bye. You know, it was like, well, it wasn't converting. This was like four years ago, well, three or four years when we first met. And then he took my advice. I'm not even sure if you hired me for the site, but then I was able to market the site. And then once you know, you started getting conversions and we started getting things. And now we get, you know, one week we had 1250 inbound leads into, into Kodiaskans. Yeah, so the marketing isn't just for people that don't sell or can't sell. I mean, imagine, I mean, it's almost like it almost makes you lazy. It's almost people that want to sell more. Yeah, right. Yeah, marketing is for people that want to sell more. There you go. That's exactly. That's the punchline. Inbound marketing is, is the future. But inbound marketing really isn't all that complex. It's creating a foundational structure with the website with the conversion points, you know, adding value to the audience because people work with people to educate them. So educate them. I think that's the biggest thing. And I guess what I, where I was kind of trying to go to that is like, you know, the guy that has an iPhone and maybe like a little studio light and a little backdrop. I mean, there's nothing wrong with just filming yourself on a camera. If you're delivering value, then the production of itself in and of itself doesn't matter quite as much. Also, you, on your social that's hard for me to grasp. One, one, one little tip is I don't really mean Kodi get way, way, way, way more leads from our personal Instagrams and Facebook pages than a business. I was showing him that this morning. Okay. I got like, like, that was one of your first pieces. Yeah, that was one of his first piece of advice. I had like a personal Instagram and then I had like, you know, my business, he's like, I don't know why it all can't live in one account. And that's when I switched back and people. So people on Instagram. Yeah. People want to work with people that are, I mean, to me, that's probably the reason we're all working together is because we all kind of like before we even met, like, I don't think Kodi would let you stay in his house. If it wasn't for like us kind of knowing each other. Have you guys ever met in person? No, that was a bold move. You know, like we had never met in person. I missed the Tampa event that I was supposed to go to when he was doing that. And so, you know, he opened up the house to me without ever meeting me. And so I'm sure there's like cameras all over the place and he's watching me. But yeah, that was a bold move, man. And, and, you know, like, I'm glad that we connected on a level to be able to do that. Well, dude, and dude, he brought us a bottle of Caimus wine as a housewarming gift. I'm like, dude, come back tomorrow. Nate Offert opened the stand in my house can of worms. That's what he did. Because he didn't even do it. What's funny is Nate, he'll probably watch this. He's like, I'm coming and I'm staying with you. That's awesome. OK, I still remember seeing him. I still remember seeing him creeping around your house like five a.m. like, we're going to see if Kodi wakes up at five. And I like, I thought about doing something like that. But I'm like, man, I don't know that I'm here. I don't want to do that. This is not the net, dude. It's not bold enough to do. Oh, my gosh. He's crazy. He's awesome. I talk to him all the time, but that is not. Yeah, he's cool. I like that guy. I love him a lot. I look forward to meeting him at 8%. Yeah, he's intense, too. Yeah. Oh, he's so intense. Yeah. Well, you know, we've we've been talking for a while. So where do you think you can add value? You know, one of the things that I like to always ask people is if you go back five years and talk to Bradley Hanna before he started, what would you tell him? I mean, man, I would I think the biggest lesson that I've learned is to kind of follow those people that are providing you that value, right? So if you're if you're in a hierarchy, if you're, you know, stuck and you're not getting help from your leader and you're not you're with a company that might not be providing you value or you just don't feel like like like you're learning and growing and being mentored and things like that. Then you got to go. You got to do something else because, you know, I think that that is the most important thing is having a mentor and having somebody that and so for me, you know, when you get to a certain point that you I mean, you might have to reach outside of your organization. So, you know, that's having a coach, having a mentor, somebody to see those blind spots that you don't see is huge because just through our relationship and even being here like I've just learned so much and you just got to be a sponge and even from your sales team, you know, like I hear some of the things they're saying on the phone out there and I'm like, that's good. We got to we got to add that to our, you know, list of whatever. Let me ask you guys this. One of the things I learned as I hear you talk, you're exactly right mentor, finding mentor. One of the things that I feel like is extremely important. Somebody listening is going to connect with this. If you find yourself in a partnership where you don't want to work hard because you feel like they're dead weighted on your coattails, you got to get out of that partnership. I can't I've over the last several weeks, I've probably talked to 10 different people that have been in nightmare situations with business partners. And I can't tell you how much, you know, when Cody and I get together and hang out, like we're, I've never met anybody that works as hard as this guy. And that always, that just makes me want to work hard. Yeah, he proved that this morning in the gym for sure. But you've got to have that. Like if, to me, like there's the insurance is filled with partnerships and I'll do this and you do that and you give me that. And there's all these little messy situations where somebody's in someone's backpack and someone's carrying the situation. And it's like, I'm just saying that. I picture like one of those baby backpacks, somebody's like. I hear that a lot. Yeah. Somebody needs to get out of partnership, no matter what they think they need to be doing and do their own thing. You can do it. There's enough opportunity out there. But that's huge, man. Cause I feel like, you know, really Cody opened my eyes to just like, what it, what, what, what can actually happen when you find somebody that you can sprint with. Yeah. And that's key, man. And a partner doesn't even, I don't even think a partner has to be like an equal, like it doesn't have to be like you have 50% of the company, I have 50% of the company. I look at my agents as partners. You know, like I look at my, like I look at everybody. I try to look at everybody in my organization as like a partner in building, again, something special. So, you know, having that type of synergy is huge. And if you, in that situation, if you're not sprinting together, you're not in a good partnership. Yeah. I'm telling you, man. That's so key. I didn't realize how key that was. Cause have you ever guys ever heard like, you're the sum, you're the average of the five closest to hanging out and all that. That's so true. So once I started hanging out with this dude's network and all that, I'm like, good grief. There's like, there's somebody in the Medicare. I could name somebody in Medicare space, health insurance annuities, final expense, everybody where there's seven figure earners. Oh, easy. Okay. Why can't we be that? Right. But that's a bar that's actually attainable. Yeah. So let's get around some people and let's sprint towards it. I hope to be in the health insurance seven figure earners soon. I'm just saying they're there. Yeah. No, absolutely. We all know. 2021. You come to 8%, you'll meet them. Yeah. You know what I'm saying? So. Well, I was fixing, say on that note that a lot of times, like I don't talk about how, you know, you should, like if you're unhappy at where you're currently doing, like I don't like talk about that kind of stuff. However, like if you don't have people that are there to help you and they don't want you to win and that won't do stuff like Brad Hannon does for his people, you know, like, you have to surround yourself with people that like want you to succeed. Like what? Get eight premier tickets, you mean? Exactly. Like get eight premier tickets for his team, to bring his whole team. It's the biggest deal. Yeah. Like I'm telling you, it's like core. Well, and what happens is if you don't have that kind of partnership is like it creates like a limiting belief and you're not like, you're like, why would I go after it? Cause I don't even like this. I don't even like this dude. I don't, why would I? It is that much like harder. This is the 8% podcast. It is that much harder to be a part of the 8%. If you do it 100% alone. Yeah. I did not do it 100% alone when I made 117 grand in my first year, like in eight months. My dad was like pushing me. He was there to help in any way he could. Like I did not mean by the things that I promised you, I did not do it alone. Landon, when he's built multiple like, you know, huge company, seven figure companies, he didn't do it alone. You, every single year you didn't do it alone. Like there was people in your corner and you, people that are waking up like, I like this business, but man, I feel like I'm just sitting in my car all day by myself and I'm never talking to anyone. The chance of you succeeding is, I don't care how good you are, it's just harder. Yeah. Yeah, and it's not as fun either. So, we're gonna ready to barbecue it up. Yeah. One of our friends runs a situation, a final expense business that does $400,000 a week. And they still get together at the field force side of their business. They still get together every Friday and cold call together at a hotel. That's awesome. Yeah. And I bet you it's not even about the appointment setting that happens in that moment. I bet you it's the team camaraderie and coming together. And I bet you that's the biggest, you know, element of that reason that causes that to succeed. Some people say it's outdated. I think I'm gonna take that back to the team. Dude, they rent hotel space. The company does in different locations every week. I'm like, dude, that's so awesome. Someone call that old school, but like, it works. Oh, absolutely. And you have an independent field force that doesn't have to show up to meetings. You talk about it all the time. But that camaraderie, like a cold taken out of the fire is gonna die. Yeah. It keeps you sharp. I mean, if you're only like, if I was, if I had the best marketing system in the world, which, you know, maybe I will someday, but the, if you're only taking these inbound calls, these lay down sales and you're not like, you're not refining your skills because frankly you're not putting in a lot of effort to get that. So, you know, going back to your roots and making some cold calls or even going door knocking. I mean, it keeps you sharp. And so you have to, I jumped on the phone to make cold calls with my agents all the time. And well, not all the time, but enough. I want to do that when I come to your office next, next, in a week and a half in Sarasota. I want to jump on that cold call. Let's do it. We have lists in all different states. And I mean, that's, we primarily will start a new agent there just to get kind of warmed up, right? I mean, I don't want them calling a lead. If they don't, and I love hiring and training, you know, non-licensed agents to get licensed and then join because man, it's like you're working with just a blank canvas. So starting out with making those calls, it just, it just does, I mean, it's like working out. It's like, it's just you're training a muscle. Yep. Let's bring this home, buddy. What do you have else you got? Anything else? Dude, Behanon has been fun to hang out with, man. He's got one other day. Yeah, well, yeah. And I thought coming in, I was like, I mean, cause Springfield, you can only book like, there's only so many good times to fly in and out. And so when I originally booked it, I'm like, man, it's a good amount of time that I'm gonna be there, but it's flown by and now I'm already ready to go home tomorrow and like, you know, it's, it flew by. So I'm glad that I did have a little bit of a longer stay. Cool. From a health insurance marketing standpoint, leads, whatever, right? What's a couple of tips you can give to those that are like, dude, I sell health insurance or I don't sell insurance. And I just want some marketing advice, help, whatever, you know. Yeah, I think the advice that I would give insurance in general, is just that like, we don't necessarily have the luxury of, you know, a real estate agent, I always use this example, a real estate agent helping a young family purchase their first home, right? Or a empty nester purchasing their dream home or whatever the case is where there might be some sort of like rewarding feeling immediately. A lot of times people, I mean, it's insurance, right? It's not like nobody, nobody wakes up and is like, I can't wait to buy an insurance policy today. Insurance policy is so fun to pay that bill. Yeah. So being real, I think, about what you're offering is the most important thing. And that's anything, I mean, that would apply to insurance across the board. You know, if you're selling final expense, that's, I don't know that like, I don't know that like, only hitting on all the highlights and be like, this is the best thing ever, really is the best approach. I mean, it's more so let's get down to earth, let's meet this consumer, this client, where they're at. And I know like, I have a saying that I'll use sometimes, you know, and I don't just say it about health insurance, but I'd say like, insurance sucks. I just try to make it suck a little bit less. You know, like that's my goal. Like I understand that you don't want to pay $400 a month for your health insurance at the age of, you know, 40 years old, I get that. However, the reality is if we want to stay covered and avoid, you know, catastrophic medical bills, that's what we've got to do. So. Well, good. That's good, man. Wisdom, knowledge bombs dropped by B. Hannon. Yeah. He's making insurance suck less. Yeah, that's right. Brad Hannon makes insurance suck less. I love it. That's great. All right, man. Well, dude, it's been a pleasure. Yeah. All right, man. Let's get out there. Thanks for coming. Yeah. All right. Thank you guys for having me. All right. Hey, if you love this interview and I know you did, I got another one that I'm gonna love too. It was how to write a billion dollars a billion in a month. It's right there. Click on that video. I'll see you over there. Because what we're starting to find is that there are plenty of ways that you can open the door with Medicare supplements, right? Oh, yeah. You guys know this.