 Hey, so I get the question a lot. I get the question. Hey, what do you wish you knew? If you had to start over right now, if you had to be a new agent right now, right? If you had to go back and literally start over, what would you do? What do you wish you knew, right? And so I want to ask you right now, what do you wish you knew? Add that in comments below because I'm going to share a few things that I wish I knew, some things we've learned along the way. I would say one of the big things, man, like immediately is I wish I knew how much attention it really took to skill and blow up a business, right? Because if I had to start to think through some of the things that we've learned that I wish I knew a decade ago, right? It had to do with attention, it had to do with a sales team, it had to do with finding mentorship, having mentors, learning from coaches. One of the things that I did too late is I started to actually, I started to pay people too late. And you say, well, what do you mean pay people? Well, for me, I learned by hiring coaches, hiring mentors, spending time with people, going to masterminds, events, retreats, conferences, etc. And so for me, everything really started to take off like a freaking launch pad about three years ago. And that's the first time we really started to invest in my personal development, self-improvement, right? Because a lot of you watching, like you have the drive, you've got the will, you want to win, you got the skill, right? Maybe you're working with our marketing company, you got the lead, some things are working out good, but you, for me to like take off and scale and launch, I had to start to think about, okay, where am I at? Who knows what I need to know? I mean, that's one of the biggest success hacks. I think that's why you watch a lot of our videos, it really is. You're wanting to find people that have the information that you need, right? Because I want to ask you a question right now, like there's probably one thing that you need to know to really blow up your business. And for everything to change, what is that one thing that if you knew that everything would shift, or if you were a master of that, everything would change. And then that's the question you get to answer. And then the second piece of that is, who should you go and pay that has the knowledge, has the answer, etc., that can actually help you get what you need. And for me, I had to answer those questions several years ago. And I really started to learn, which is why we do an 8% mentorship program now, so that I can get about a couple hundred agents in a private, exclusive Zoom group for me to talk about mindset, goals, skelling, building, mistakes I've made, things we're doing well, even sharing previous story, you know, one's ever heard before, okay? So if you're like, well, how do I get into that private, exclusive mentorship where I'm getting almost $15,000 of value for as little as $77, that'll get your attention, okay? The link's in the description below. You can go check it out, all right? That's one of the things that I wish I'd have found a program to plug into, to learn from, to have someone mentor me, to take me to the next level. And so you're probably watching, thinking, okay, I know anyone, like you're thinking, okay, I want to get to the next level. I'll raise my hand. I want to get there, but I don't know how, right? Specifically, I wish I knew the things I knew about skelling and building a sales team and all the amazing things that we're doing now with the sales team, right? The onboarding, the hiring, the firing, the skelling, the training, the infrastructure, the lead gen, the inbound leads, the organic piece, all those things have to do with like, skelling a sales team. Those are a lot of the things I wish I knew a decade ago. You can't really know everything and it takes time to learn stuff, but that's one thing that has totally shifted everything. It's got my mind thinking and dreaming and thinking bigger. Like it says right here, think big on the wall. We're adding 6,500 square feet. We're expanding our sales team. We're going to get the sales team to 40, 50 people. And so a lot of you are like, okay, eventually I want to replicate what I'm doing. I want to duplicate myself and I want to scale, right? And so you want to find stuff that's replicatable, duplicatable, and scalable. Well, a sales team can help you do that. I always thought of, in terms of one, right? Which is kind of selfish to be honest, right? I'm thinking in terms of one person, just me, all my own. I can do it all. I can send emails. I can answer the phones. I can do customer service. I can sell. I can play in the events. You know what I mean? Like I can just do all those things all on my own, okay? Instead, right? And you even here in our office, like people are getting freaking excited and moving and shaking. Like I wish, like I wish a decade ago we had people run down the stairs yelling because this place is amazing, right? But before, that didn't happen. It was just me. Like I shot a video and you heard nobody, right? Like I like that you're hearing people right now because it's proving that you need people to freaking scale this thing. And if you're thinking, okay, it's all about me. It's just about me. I can go up, I can show up and go up on my own. I'm telling you it's selfish. You're thinking too small and it is not true, okay? So I want to challenge you to start to think about, like I just gave a keynote on Saturday and to a company. And some of the things I talked about was they wanted me to talk about the CEO mindset, the growth mindset, being the CEO of your life, scaling and blowing up and starting to have the mindset that you need to start to grow instead of staying in a fixed place. I want to scale this thing. I want to grow. And when I started talking about that, it was about being the CEO of your life. And I know that you may be out there, you may be brand new. I may be talking to three, five, 20 years ahead of where you're at now. But I promise you, you want to be the CEO. You want to own the company. You want to run the team. You want to manage a team of people. You want to be spending $50,000 a week on payroll. Like I'm telling you, you want these things whether you believe it or not. Because otherwise, you're selfish, you're thinking small, you're thinking about you. And I wish I knew that back then. Like I used to think about, okay, how much money can I make all on my own? And I want to challenge right now to ask the question. Like how much money can you make all on your own? No help, nobody else, no team members, nothing. Like just you and you're probably thinking, well, maybe a quarter million bucks, maybe half a million, right? But you can't ever do millions all on your own. You can't ever do tens of millions all on your own. And I wish I had someone like telling me some of this stuff a decade ago because I look back now and I'm thinking, okay, one of the goals that I write down every morning that I talk about is scaling to $100 million, having multiple companies doing an excess total of over $100 million a year. Maybe now that'll get you thinking. Because a lot of times people set their goals too small or they don't hit their goals and then they lower them or they change them. When in reality, the goal should have been different to begin with, right? Let's walk this way and stay with me, okay? Because instead what I really wish I knew was that you could, like before, I was thinking of having a team of one engineer, like just one person freaking doing ads. Now we've got an entire team of them, an entire office full of them. Because naturally it's easy though to think, okay, I want to stay small. I don't want to scale this thing. You don't want to have people, right? All these other things. Like I used to think, okay, I'll be the solo agent. We'll just have a bunch of supplies as we do here for my father's insurance side. And I'll just go pick up one supply piece at a time. I'll just go do this, right? I'll pick this up and then I'll go sell it and I'll go see one person at a time. I'll pick up one piece of supply at a time. I fill out one application at a time. And I'm here to tell you like it's thinking way too small. So if I can challenge you with anything, it's to start to think about designing your life now, thinking bigger now, having goals now. Where do you want to be in 10 years, 20 years, 30 years, 40 years, even 50 years? And how do you start to put that in place today? And I know that this is some of the things like if you're like, dude, you don't talk about this kind of stuff enough and I don't. Which is why we create the 8% mentorship program to talk about stuff like this. So that I can share with you how you can scale, blow up your business, think big, dream, have a vision board and do big stuff. So if you want to do, have private mentoring with me every single week, click the link in the description and be a part of the mentorship program, because I know one thing, you need to stop being selfish and think about having other people. Because I can't be shooting the video right now when I'm standing here talking to you. So at the end of the day, you want to go somewhere and I want to help you get there. 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. Three simple steps to close an insurance sale. Everyone wants to close and I want you to picture something real quick as you're thinking about your prospect. What happens is, what happens is your prospect, I never said I was the best drawer, is in a state of