 You mentioned before five business owner fundamentals of a life insurance agent. I'd like to get in those and share those with the audience. Sure. Sure. Yeah. So it's kind of this thing I've been helping agents in the business and specifically tell sales. I'm a tell sales guy. And we touched on it before is we are really with buying leads, we are business owners. And the great thing about our business is the cost of doing business is only the leads in a few nominal subscriptions for a CRM or whatever, right? Yeah. But agency to start viewing their agency as an actual business and most agents don't have the business education or experience. And so that's kind of what I'm kind of teaching agents. So they can kind of get another lens on some of the things that people are saying. So one of the five fundamentals that I talk about is increasing average order value. You'd go to any business school, you go to any e-commerce or any other type of business. Everybody's talking about increasing average order value. We don't use those terms in life insurance, but that's really, we replace those terms and what we, what you can do is obviously upselling, adding writers or whatever, adding other products or cross selling with Medicare, DI, critical illness, anything like that, going for the double, spout sales, child sales, all that increases order value. Something that nobody ever talks about is a down sell, like nobody's talking about down sales, right? But if you're an internet marketer, you know what I'm talking about, Cody, right? Yes, yes. Yeah. So when somebody tells you no, right? When they don't, you know, online, if you go online and you go through somebody's funnel and, you know, you don't buy the product, you're in a checkout thing, they're going to try and sell you something else a little bit cheaper or something else that's, you know, might be a, you know, a lead into the product that they want to sell you. But, you know, agents can down sell too. If someone says no, offer them an alternative product. Absolutely. Yeah. I mean, after a full presentation, when someone says no, most agents give up right then and there, they might try to overcome some objections. You know, by then you should know why it's a no, you know, is it affordability, is it trust, is it the wrong product? You know, the more savvy veteran agents know that this is a time to down sell and talk about something that they might have hit on in the fact-finding process. So, you know, it's funny. It's funny you mentioned that. What I thought of and why I was actually laughing at the same time was I started at Mutual Lomel, I was 18 as an intern and I was calling, I don't, not actually on the phone book, but it, you know, it was cold calls so pretty much they were just, I hope they were scrubbed, but I was doing it for a veteran agent because I was an intern, I was learning and he would have me, the script was horrible, but it was like, hello, do you have life insurance? You know, or would you like, would you like a quote for life insurance? No. Well, are you on Medicare? No. Well, would you like a quote for an annuity? No. Well, how about disability? And it's just like, it's just like the worst down sell ever. Yeah. I mean, but, I mean, but really though, after a full presentation and you still get a note, I mean, yeah, there's probably something wrong with your presentation that, you know, your intuition didn't take you to where the prospect wanted to go, but you can down sell and you can talk about something else that might be more interesting to them. So that's what I mean by that. Yeah, exactly, which is, which is gosh, it's, it's funny. I mean, it just is hilarious. So, so was that some of the things we were talking about was leads training sales process or were the fundamentals totally different? So, I mean, the fundamentals that what I just said was, you know, increased average order value, that's fundamental number one, you know, and it's just really getting those cross cells, those upsells, those downsells down. I mean, that's a big part of what business owners do and what you're taught in business school, what you're taught in really any internet marketing course to do that and just putting it in life insurance agent terms, you know, yeah, it's, that's really what it is for us. And, you know, it's, it's just one of the fundamentals that a lot of business owners go through. And it's just another, like I said, another way to look at these things that everybody's talking about and cross-selling on everything, you're increasing your average order value and that's how you become more profitable as a business owner. Absolutely. No, I love that. I love that. That's good. What's number two? So, I got five. I'm not sure if we'll get through all of them, but I'm down to keep going. Number two, lift conversions. So, I mean, Cody, you're probably doing this all day, every day, you know, just looking at everything, how can you lift conversions? Every business owner is looking for a way to live conversions, meaning more sales per marketing dollar spent. You know, there's so many ways to do this. If you're generating your own leads online and, you know, that comes in the form of ad copy, targeting, landing page, conversion optimization, you know, I understand most agents don't do this, but it's one factor every agent generating leads is working on, you know, for agents that aren't, they're just selling. Great. The biggest thing you can do is follow a proven tele-sales process. Get out of your comfort zone and adopt what the high volume agents are saying. That's conversion. You're going to sell more of the people you talk to. You know, get more policies you write to place and force. Another thing, field underwriting, you know, don't always sell the cheapest. Sell the most convenient. A lot of people don't want the cheapest. They just want to get something done, you know? Totally. Yeah. Yeah. Yeah. Well, I mean, that brings up a good point. So, you've, I always think of you as, you know, SellTermLife.com, Modern Life Transforming Podcast. I always think of you as like, you know, historically always selling a lot of term insurance over the phone, right? So, what would you, what would you say to someone that would say, well, should I sell fully underwritten or should I sell simplified issue? I would say present both and lean your sales process towards simplified issue. So, let them make the choice. Yeah. Good. Good. Because I used to sell, I guess I still do it once in a while, but fully underwritten term over the phone and or at least in person. And I just hated the speed and the underwriting and it drove me nuts. Yeah. It's not fun. Yeah. It's not fun unless you have a big pipeline and it takes a while and we, you know, it's a falling off point for agents who want to sell over the phone is because they always go for the cheapest, which is the fully underwritten product, which takes six to eight weeks to get approved and paid or, you know, and then they're already out of money before they get that commission. So, you know, if you position it correctly in a sales process, most will lean towards simplified issue and, you know, hey, let's get this done today. You know, we can always cancel this and go with something cheaper later on. You know, and it's, if you position it correctly, you'll get more than half of your sales will be simplified issue. Wow. That's good. Yeah. That's really good because, yeah, coming outside looking in, I was always curious what you were doing, you know, and I didn't know that. So, that's good. Yeah. Yeah. Most of our term agents are positioning simplified issue where they can. Obviously, there's limits on coverage amounts and everything, but when they can, they're positioning a simplified issue and the market's getting, you know, better with accelerated underwriting up to a million dollars, even more in some carriers under certain conditions. It's only going to get easier convenience-wise for those term agents. Why is that? Are companies just noticing that agents are like, you know, fed up with it or? No, I just think it's technology catching up. That's really all it is. Yeah. Good. Good. That's awesome. Well, on the technology note, any, uh, any thoughts from you on anything that is, you know, coming down the pike? You know, I super random, but yeah, I mean, I went to insure tech a couple months ago in Vegas. Yeah. It's an incredible conference. It's not really fridge. Yeah. It's not really fridge. There's 7,000 people there. It's unreal. You know, it's not really an agent conference, but, um, I don't really see any technology in the life insurance space affecting independent agents in the near future. Good. Yeah. I think, um, I think agencies and agents just need to just build better processes, build their own tech or whatnot. Um, I just don't see it. Good. I just don't see it happening. I mean, the only thing that you can say is threatening is those buy online products, you know, the ethoses of the world and the show and all them, but you just had a buddy that sold, sold one, right? Something similar. Yeah. Um, what are you referring to? Well, I don't know if we're, we're okay to talk about it. It was a, well, I guess so. You shared it in your group and online. Uh, I forget the guy's name. They, they sell, they were selling Medicare and final expense. And you know, so there was like some of their site was automated driving a lot of inbound calls and, you know, okay. Yeah. So yeah, this is, this is, um, public. So, uh, assurance, uh, assurance.com was recently acquired by Prudential for two billion guaranteed, but 3.2 billion with, um, you know, earnouts and everything that they're projecting ahead. And, um, and this guy figured a couple things out just from his specific knowledge that he gained over the past decade of selling over the phone. And he put it into tech. He, he, uh, he just has this really intuitive system. I mean, it's amazing. And, uh, I mean, a lot of people have heard of assurance. I mean, they advertise everywhere for agents and a lot of people might have a bad taste in the mouth about it. I know agents doing really well. I know agents that burned out. Um, it's just one of those things I think it's the effort you put into it. That's what anything though. Yeah. Totally. Yeah. I think it's a fine system. And, uh, you know, it's, uh, but yeah, I mean, but that wasn't really disruptive at all. You know, that was, I don't think that would affect independent agents at all. And so, no, yeah, it's, it's nothing we can use. It's nothing we can, um, nothing we should feel threatened from or anything like that. Hey, if you enjoyed this, I got another one you're going to love. It's right there. Click on it. See you in there. In honor of Halloween, we want to do Egypt's three E's today to help you make more cells consistently, constantly, and every single day. I want 2021 to be the best year you've ever had. And I'm guessing you do too. And if that's true, I'd love to hear about it in comments below.