 Dude, after April 1st, it's going to be a little silly because it's just a six-month open enrollment. It's going all the way till August now, so even more than six months, I guess, or four months, I guess. What's your thoughts on that? Do you like that? Do you hate that? For me, the glass is always half full. The opportunity is going to exist regardless. It's going to be a great opportunity if you make it a great opportunity. A lot of people are like, well, there just won't be the hype in open enrollment, but like, hey, man, if you take advantage the next four months and then open enrollment, you're going to make more money, period. Other people are like, well, it's going to just really do a lot of damage to the short-term medical market and the private health insurance market. It's going to take away from that. But listen, there's always ebbs and flows, and whatever I've learned, the biggest thing I've learned is just doing the right thing is going to make you money. If you just continue to put people where they belong, whether that's ACA, private plan, whatever, and you don't worry about the money, the money will take care of itself. I mean, it just does. I just actually, to tease a little YouTube video I did, I just recorded yesterday or the day before, you're going to love this, Cody, selling three. You think you could sell three policies a week for $5.50 a month? You think you could sell three? Yeah. You think you could do it for 50 weeks straight? Yeah, I think I could do it for 500 weeks straight. What do you think 50 weeks straight of three policies at $5.50 would net you as far as income? You mean to say what I thought before or what I think now? I mean, split the difference, I guess. If I was going to say before, I would have said, ah, probably like $75,000, but knowing you, it's probably like a quarter million bucks. It's $243,000. You are almost dead on. That is, so I did an example, or I used a scenario of a 40-year-old male, 40-year-old female making like $150,000 a year total, right? Now, obviously, when you look at that income filter, you are going to narrow down the market. Your market is going to be narrowed down because you're looking for people that are making over $150,000 together, but dude, there's a lot of people making over, it's still a huge market, you know what I mean? And so that is three policies for a husband and wife, 40-years-old, $5.50 a month. That's at like a street-level comp. It would be, if you do that, sell three policies, that's almost $5,000 a week in commission and a quarter million dollars over the course of a year. If you can do it for 50 weeks straight. Think about that though, like if all you did was focus on finding the right people every single week, and you stopped all this extra crap, and you were like, okay, for the next 30 days, I'm going to go as hard as I can, and I'm going to find the people that hit this niche, and I'm going to need to close 12 of them. I'm going to find 120, and I'm just going to close 12, like you had to do it, and your life depended on it. Could you pull it off? Like, you could in a freaking week. I could in six days. Yeah, I hear you. Here's how I think of it. The perfect analogy for this too, because, yes, you're going to find those people, but the other people that you come across, you can still help. What I picture is sifting through mud or dirt for gold. When you're sifting for gold, you're going through a lot of freaking dirt. If you've ever watched that show, Gold Rush or whatever, you see like, they're grinding day in and day out. They're sifting through mud. They're looking for gold, and then when they find that gold, that makes some money. But imagine you have a sifter, and the dirt that's coming through, you're separating, you're selling that dirt. You're making like 20 bucks, but you're still making money. But then you find the gold, and it's like, boom, there's your $1,500 in commission, and also, hey, by the way, all the dirt, and I hate to talk about it. This is the best conference I've ever been to, it's my second year in a row. What is that? Did you didn't catch it? What was it? No. Oh, it was me saying the best conference ever or whatever. It was your 8% testimonial, but I was going to wait, and then it just started playing, so there we go. It was meant to be. So yeah, imagine that the dirt is profitable as well as the gold, and I mean, that's the whole idea. If you're talking to 120 people, really, you should be talking to like 120 people a day. I tell my agents, I tell everybody, your goal should be to have 100 conversations a day. Not make 100 calls, you should have 100 connections, I should say. You don't have conversations, that might be too many for conversation, but people are going to hang up on you. People are going to tell you no right away, you're going to breeze through those ones. You can have 100 conversations a day, and if you do, you're going to find a lot of that dirt, but then you might find one little gold nugget that's going to make you 1500 bucks or 1,000 bucks or whatever. It's crazy to me that the mindset that some people have when something like this happens, when the news breaks, they immediately go to, oh, great, oh, there goes everything. We're not going to be able to make any money now. If you believe that, it will be true, but if you believe you can make the most of it, that will be true as well. I asked myself this question when that came out, when I learned that it was extended, and I learned that because of you. I'm like, I have no flipping tool. Nor do I really care to be honest. My first thought was, Brad will view this as an opportunity while everyone else complains. First thought, I'm like, everybody else is going to flip and whine and complain and make excuses, and they're going to psych themselves out. How you talk to yourself matters, and Brad is going to say, this is an opportunity. At first, he's going to say, he's going to think, oh, crap, naturally, right? That's normal. But then he's going to say, dude, this is an opportunity. Get your mind right, and everybody else around you is going to be flipping and complaining. It's an opportunity to grab a lot of business is what I see. Yeah. It's just, I mean, and it's the data too. I mean, you're literally, what doesn't matter if you're making 20 bucks a year on that policy or 20 bucks a month, right? Once you have them as a client, right? Client acquisition is everything. Once you have them as a client, you don't know down the road. I think one of the coolest stories, man, is, and I'll probably butcher it a little bit, but the CEO of my company, Joe Eichman, he's an incredible leader. He's an awesome guy. But when he started in insurance or before he started in insurance, he was a valet, right? He was parking cars. Some guy told him he was a brain surgeon, told him, well, son, the reason why I get paid more is because the bigger the problem, you solve the bigger the paycheck, right? So, so Joe started solving bigger problems. Well, he met a guy. I think he sold him a policy made like a couple hundred bucks. I guess is really the kind of the baseline of that story is he didn't make much money off that original policy. But then like years later, as this guy was a client, he called him and he said, hey, and again, I'm going to butcher this probably, but he called him and said, hey, the state is giving me a half million dollars that I have to spend on. I don't know the exact number, but I'm just saying that half million dollars that I have to spend on insurance, right? Can you help me? He solved that problem. He made a massive paycheck and he's been friends with that guy ever since because because he took the opportunity. So again, it doesn't matter if you're making $20 a month off that policy or $20 a year. You don't know that person that has $40,000 in the bank or $20,000 in the banker is just over the Medicaid threshold and you're selling them an ACA plan and you're not making any money on it really. That person may start a business the following year or years later that has hundreds of employees that grows to hundreds of employees that now they need you and you took care of them when it mattered. So you absolutely have to keep that in mind. Oh man, I thought you were about to roll over the whiteboard. You never know. You never know when you're going to land a knockout punch. You never know. That's right. Actually Grant said it this morning on the training that I was doing. We train every morning. We jump in to Grant Cardone for about 15 minutes. I talk for about 10, 15, sometimes forever. And then we go to Grant Cardone for a minute and this morning he said, man, in your life you will find one deal. You'll close one deal that's going to change your life. And he's like, I already found that deal. It changed my life. Now I'm looking for the next one. And I'm like, dude, that's so great because that really, I mean, dude, that's what got me motivated this morning to feel like, man, I'm going to go looking for that deal. Like I'm going to go looking for that one big deal. Like I'm going to go whale hunting. Right. I'm going to have some fun. Well, dude, people can go out and collect, I learned this a long time ago, dude. I can go collect $200 at a time or I can go put on conferences with a thousand people or I can acquire agencies for $2 million bucks or I can go ask investors for $75,000 or I can go buy real estate property for $100,000 or I can go, you know, X, like I can, or we can start. I told our team this morning, I'm like, dude, you guys are in our marketing building, which literally right there, a different building. I'm like, you guys can, you guys, I said who, I told them, I said, raise your hand if you believe that $25,000 is a lot of money. Most of them raised their hand. I said, that's the problem. Yep. The moment you solve that, everything else will change. Yeah. Yeah. Once you, once you get there, then it's like, okay, now I'm here. Now what? Right. And, and there's people that are watching this, probably there's people that will see this, that, that they, they respond to that comment. Right. They, they're inner, their inner self is like, oh yeah, easy for him to say. Right. Or whatever, whatever that is, like whatever, whatever, like you're, you're telling yourself when you hear that is the reason why money does not flow to you. Right. You're literally stopping the flow of money because of the way you view money. Right. Like if you view money as a bad thing or, you know, whatever, it's not going to, it's not going to, it's not going to come to you. Like if I don't like Cody or he doesn't like me, he's not going to come hang around me. Right. If you don't like money, I mean, I'm not saying you have to love money. But like if you don't, if you don't, you know, have that mindset, it's going, it's going to avoid you. Like, like it's literally going to avoid you. And I can, I can speak to that because I was that person. Like I was, I was that person making $25, $30,000 a year. If I was lucky in construction, working my butt off thinking this is it, man. This is, this is my life. And you know, hey, I'm happy. I'm content. I'm complacent really was what it was. Yeah. But, but I didn't view, I didn't, you know, I didn't view money like that. I didn't view money as a tool. I didn't view money as an opportunity to make a difference, make a bigger impact. Like the more money you have, the more impact you can make. That's a fact. Right. What, what, what flipped the script for you though? Because there's a lot of people out there that are making $25, $30, $60, $80,000. Dude, freaking insurance, man. It was like freaking insurance. Because you, to go from 20, $30,000 to the monster you are today. And, and, and go from not really caring about money to driving Range Rover. What freaking flipped in you, man? Like something to woke up. Yeah. Yeah. I think it was, you know, I think it was that first, that first year that I made six figures and I really like knew I had another gear, right? Like I like, yeah, I did good, but there's a whole lot of things I could do better. Like I just knew I had that other gear and I feel the same way now. And you feel that way. And like, man, look at the business and it's like, dude, we did really good. Like, we're, hey, we're having a great week. We're having a great year, you know, whatever that is. And then, and then you look back, you're like, but if I could do this or better and I could do this better, we can double that. We can triple that, you know what I mean? I was talking to one of my friends today actually at the gym this morning. And he's like, dude, I don't, I don't know what the heck's going on. But every month the team is up 30%, 30%, 30% over the month before. So literally, you know, three months, you've just doubled your production. And then three more months. And I'm like, dude, that's incredible, man. Like that. And I said, what do you think it is? You know, like what, what is it? Just culture, man. It's culture. It's the mindset. It's the, it's the limiting belief is now off. They know what they're capable of and now they can, they can hit it. And I don't even think they know what they're capable of. I don't think most people do know what they, they're capable of in the video that I'm dropping next week. I talk about this a little bit and, and we've heard it said before. I, I want to say, I heard it from Justin Brock. I'll give him some credit on it. He said, people underestimate what they can do in the, in the short or overestimate what they can do in the short term and underestimate what they can do in the long term. And, and I think that that is just so true, man. And so the fact that you're putting on a conference, spending a whole day on mindset, there it is. Spending a whole day on mindset, I think is so important, man. And, and I hope people don't miss that. And I hope people don't, uh, you know, Well, dude, for, for, for everything to change, you got to change. And I can tell everybody watching this right now, the, the 14 that are on in the group, which took me, took me 15 minutes to realize where you were going live, by the way, this, this is the only thing that can hold you back from getting whatever you want. Yeah. Like how you talk to yourself matters. Most people are negative. They're whiny. They're complaining. They make excuses. They blame everybody else. Winners accept responsibility and they blame themselves. All right. So those watching the moment you start accepting responsibility for your failures and your successes and everything. Right. I had a crappy year. It wasn't COVID's fault. It was my fault. Okay. And then they start accepting responsibility and then you start flipping the whole, you're good. You just cut out a little bit and saying, dude, if it's meant to be, it's up to me. I'm the secret sauce. Brad is the most valuable asset in his life. Yeah. But do you really take responsibility for everything? Like what if something just happened to you and you didn't like, I mean, do you still take responsibility for that too? Who, it wasn't in my control. Who cares? That's right. Right. So everything in the world, everything in the world you take responsibility for. We had someone, we had someone literally running an ad to a landing page with pictures of me on it, trying to sell their course while calling me a rip-off at the same time. We got wind of it. I accept responsibility that I can't believe you found my landing page, bro. Yeah, exactly. So then Andy shut that down real quick or I can promise you, our attorneys would have. And it's like, who sells something dissing somebody else? Number one. But I take full responsibility because the dude wants to be me. Yeah. Hey, man, I get it. I get it. And that's, dude, that's funny that we already just hit on two of the three points. I think there was three that I, that I recorded yesterday for the four, you know, mistakes that new agents make. And that's, that's one of the biggest ones, man, no personal accountability. And you've got to hold yourself to that higher standard. You, you literally like, I mean, again, when you do really well, you can look back and probably tell yourself like, Hey, I got another gear. Like I know I have another gear. I've got a hundred more. Yeah. And you have any, I mean, and you haven't even hit the next one. And then when you do hit the next one, it's like, Hey, you know, and that's, that's the abundance mindset. That's the, you know, living life to the fullest type mindset. I mean, Hey, it's not for everybody. I get it. Some people want to, you know, I don't know what they want to do, but. Oh, they want to get notified on their phone, like you do every 14 seconds. You're, because you're, you know, you're freaking Bradley Hanna. That was sweet, man. Everybody wants time with Brad. Hey, speaking of that, here's, here's, here's one thing. While we're live here, while we've got 14 viewers and, and you know, there, there will be more watching the replay. And I can't see how many are watching on, on YouTube live and things. But here's what I'll say, man, I have had more people reach out in the last three days, two, three days telling me, Hey man, thanks so much for the videos and the training. And I've learned so much from you and I'm getting into insurance, right? Like, or, or, Hey, I just started with this company. Or whatever the case is, and they didn't come to me, right? And I just, I'm a little like my pride has hurt a little bit in those moments. I'm certainly happy for somebody. Like, Hey man, I'm so happy you made that jump. That's awesome. You know, like whatever, but dude, why didn't you come to me? So like, I've got to say, while we're live, while we, you know, while we're watching the replay and they're, if you're watching the replay, if you're out there and you're like, Hey man, I love what Brad hand does, I would love to, you know, work with them. Dude, reach out, man. Reach out and let's, let's work together because honestly, like that's my biggest goal right now is just to mentor agents to, you know, that six figure mark with insurance. And dude, we're talking, we're talking this on clubhouse. Like so many people look at compensation and they look at like leads and things like that, but they, they forget the most crucial piece. And that's, will I have a good mentor? Like is my upline going to be the person that, that can help me with my problems or help me get, you know, to that next level? They may be intimidated by you and your guns and, and, and, you know, red hair and tan and like, I don't know, your big dude. This is, this is not tan. This is, this is red. You're called big time Bradley Hainan for a reason. Oh my goodness. I love how that nickname is, is sticking. I don't know that, I don't know that I love it. I don't know the love it. I just like Brad Hainan for sure. Until you hate it, people are going to start keeping you. So, uh. All right. So I know you've got five minutes. Okay. I know you've got like five minutes left. So we'll wrap this up here in just a minute. Um, this is proved to be really valuable. This is the first time I've used this tool and, and, uh, and so we really just wanted to test it out. But man, we've, we've, I think you've shared some, some serious value. I think we've talked about some awesome stuff, but what the one thing that I want to know as we kind of close this out, uh, is one, what's your, what's your numbers goal? Like the number of people that attend this year for 8% nation. And, and two, what's your, like, what's your goal this year specifically with the conference? Like, what do you want to see different? What do you, like, like what's different about this year? Other than the fact it's three days. Thousand people in, in, in the room, I don't know if I can put chairs outside the room and they can hear that we're not buying a closer ticket. Uh, that's not much. I accept responsibility to, okay, to, um, the experience. The speaker talent and the overall theme, I can promise you, will make the last three years look like child's play. And three, we're going to elevate the entire party experience or even adding a welcome party the night before in the ballroom. I may or may not be hiring a big time performer to come in and perform before we kick it off. You missed that last night on clubhouse because you were late. Oh, did you share it? Well, I could just tell you that we're looking heavily into several people, including little John and vanilla ice. Oh, gosh, I did see the vanilla ice thing. I think vanilla ice would be, uh, would be cooler than little John. I've, I've seen little John a couple of times. He's good, but, uh, no ice would tear it up. Is he like, got gray hair now? Or is like, how's he, I don't know, but he's still doing it, man. He's still doing it. That would be awesome, man. Well, listen, guys, as we wrapped this up, um, you know, obviously you can subscribe to YouTube channel, follow, uh, follow us on clubhouse. We actually started a club on clubhouse called insurance influencers. So if you follow that, you'll get notified when we, when we do, do, do rooms and things by following it, just by following it, you immediately become an influencer, insurance influencer immediately. Like it just happens the second you press the button. Um, but we, I would be doing you who's the service. If I didn't say that 8% nation really changed the way that I view, not just, not just events, but the insurance industry as a whole. Um, if you can, if you can make it there, which you can, you need to be there. I've got 50 tickets. I've got, uh, 50 more coming. Hopefully when those, when those sell, I want to promote this not because, I mean, Cody's my good friend, love to do business with the guy. I love to do life with the guy, but man, the event will change some lives and I want you there, right? So, uh, can you ask thoughts, Cody? Dude, you guys want to wake up? You want the knockout punch in your life? You want something to freaking take you the next level? Okay. I want to be that for you. Brad wants to be that for you. We're putting on events to make sure that everything changes in your life. But if you don't show up, it's your own fault because you got to accept responsibility life pass by and it didn't get good for you. And it's all your fault. That's the theme of this will be, uh, accept personal responsibility. So, uh, thanks for coming on man. This has been fun. Uh, if you're watching the replay, like I said, make sure you subscribe to YouTube channel, uh, we'll be dropping continuous content there. I'm having so much fun with it. Also, make sure you reach out to me. Just let me know what you'd like to see. I'm having a blast with this. So I don't have a, uh, I don't have a range Rover, but I'm going to go get in my Audi SQ eight. All right. That thing's quick, man. I think you would smoke me in a row. I know you would smoke me in a race. So it's like 550 horsepower. Who wants to find out though? Who wants to find out? That's the real question. Have you even driven that car? Do you just continue to get driven around in it? I hope I continue to get driven around in it, even though that doesn't actually happen, but I would love that. Yeah. All right, man. Well, thanks for coming on. Let's, uh, let's wrap this up. Let's do it. Thank you guys. Hey, if you love this video, you're going to love. Okay. I got behind the scenes with Jordan Belford at our conference about how we can help new agents and what he would do if he was you. Check that video out. You have to get them into the half of a dialing or out. It's gotta be top of the funnel. People are scared to dial the phone and scared to go to.