 Welcome to 8% club Dallas. Were you a part of a club as a kid? I never was. No, this is my first one. I'm excited. Welcome. I had my own. It was just one member though. Very exclusive. Very exclusive. I mean, yeah. We got a big topic today. Yeah. Leads versus referrals. Okay. Leads versus referrals because and the reason we came up with this topic, we actually have, what's another word? We have people in the industry that we know. There's companies that believe that using leads is uncompliant. Uncompliant. I mean legit. And then I read on the internet all the time. If you're using referrals, your business is dying. Yeah. And so we want to hear from you guys. What is it? Do you use leads? Do you use referrals? Do you use a mix? Do you hate one? Do you hate the other? Do you think leads are a waste of time? Do you think referrals are, you know, if you're chasing referrals, you're wasting your time. Let us know. Comment and we appreciate the feedback. We may give something away today. I don't know. I do give away your stuff. So we want to hear from you guys. Leads or referrals? What are you guys like? We're going to tell you what we think and give you reasons why we think that and maybe help you take your lead game or your referral game to the next level. Give you some practical stuff as well. Are we live on Facebook yet? Yes. Okay. We is. We is. Very nice. So. Yeah. Give it up so I can see. Oh, wait. Are we messing up? Yep. All right. You're live on Facebook now. We're live on Facebook now. Welcome to 8% Club. That was a nice run through. You like that? Leads versus referrals is a big topic today, honestly. It's a huge topic. It's a controversy in our industry. What, dude, should you use leads? Do you want to be a part of a club? Do you want to be a part of a nation? Do you love both? Yeah. Do you like leads? Do you love referrals? Like it's it's supposedly an argument among some agents and some companies and some carriers like, Hey, you know what? There's companies that actually believe it's uncompliant to work leads. Well, I believe it's uncompliant to say that. Well, here's the thing, though, because it's just. I believe it's old fashioned to say stupid stuff. Is it old fashioned to say leads? See, I'm still the opinion you have to have some referrals. Even a referrals a lead, but a lot of agents use leads to that's their entire business, their entire system. And those that don't, I mean, I think I think that's why so many agents, I love captive models. That's fine. I was a captive agent at one point. There's captive companies that believe you should not work leads. And I'm here to tell you, I love everyone, but they are wrong. You know, but here's the thing. I I still it's implanted in me that referrals are the lifeblood of the business. It always has been. It was implanted in me from day one. Do you have a better chance of making 100 K as an agent by working leads or by working referrals only? I notice you threw the word only in there at the end. It's tough to do it only. Now there are guys out there that do it. There's someone very close to you that makes a lot of money networking networking and doing just referrals. Yes, but I think that's like that's few and four between there's just less people that are in that boat where they're like, Hey, I only do networking and referrals. I don't work leads. Okay, so let's do this. You obviously are more leaning towards leads. Oh, dude, I kind of lean towards referrals. That's why 92% of agents fail because they're used to that model. Well, here's I'm gonna argue with you on one point here. I think you're right in it to a point. But I think a lot of agents fail because they refuse to invest in their business and they won't buy leads. And so they say the way referrals is a cheap way for them to get out of buying leads. Oh, no, no, I don't do that. I just do referrals. I just I don't want to spend any money. So I just do referrals. I think if you are unwilling to invest in your business, then your business is going to die. I really do want to hear from you guys though. What do you like leads referrals? It's so old fashioned. Not working leads is old fashioned. That's why 92% of people fail is because they don't consistently get in front of people every single week. It's really difficult. You know, I'm a big believer in Hey, see 10, ask 10, you see 10, you'll make 100k, you see 10, you'll make 150, 200k. I think that's the biggest reason why agents are inconsistent and they fail is because it is almost almost impossible to ask 10 people to buy every single week, only based off of referrals. I would disagree with that. But okay, let me play devil's advocate for just a second. Okay. Okay. People that don't like leads, the common excuses are their garbage. Every lead I buy, nobody's there's a lot because I and you and I have another school of thought there too. Well, but they're garbage because I call these people and these people think they're winning a free iPad because they clicked on something like that. And that and in that case, they normally are. Yeah. But there's another there's another side of this coin that why companies think that you shouldn't work leads. Well, there's there's there's there's crappy lead vendors. But also I can give you some names if you a majority of agents don't properly know how to work how to work a lead. So naturally leads suck and leads never work. I know agents making 750k a year, a million dollars a year. I know companies of a few partners that are making eight years a year. So using leads, but referral based guys going to say how much are they spending on those leads? Trust me, the ROI is worth it. Well, you can't say I'm only going to work referrals and I'm going to write $2,000 a week. You may have some big weeks, but you're gonna have a lot of goose eggs along the way. And then you're gonna end up failing, you're gonna broke, you're gonna be begging me to you know, work in the leads department here, you're gonna be you're gonna end up, you know, wanting to join the team. Well, but let me ask you this. Why don't leads work then? Most of the time guys that don't like leads or guys that say these leads don't work. Why don't they work? You mentioned one thing already. They don't work them correctly. There's how do you work a lead? Two reasons. Well, a lot of agents that don't want to work leads because they think, Hey, I need I used to be at fault to you get a lead and they say, Hey, they had an interest in life insurance. You say, Hey, Betty, I saw you wanted to buy some life insurance. And that's how you open up a script. Yeah, like, dude, if I said that leads wouldn't work either. Yeah, like Marcel on YouTube says, Hey, referrals require relationships require relationships building to get them. I like both. Tommy Max says leads. That's right, brother. The Virginia sales freak. Marcel says you can get referrals from a lead, but it requires a relationship building to Tony says agents that only depend on leads will get into trouble when there's a shortage. Okay, well, okay, but let me ask you this. Here's what I've been taught. Here's how I was taught. Leads are the easy way out. lazy agents work leads. Did I did I make 117 K my first year without working leads? Yes. But I soon learned that I couldn't do my model forever. The whole the whole working warm market. What's up, Matthew Murray, the whole working warm market, the whole, you know, cold canvas door knocking cold calling like those are the toughest ways to succeed. They just really are. That's why so many agents follow this business. They don't get they don't plug into a consistent system. Well, see, I to me, I think it has to be a mixture. I really do. I think you have to begin with leads. And I think you have to work correctly. You said, you said a key thing. Well, ago, you have to have a system. You have to have a script. You and I both been in the business for a few years now 100 years combined. We still use leads. And I'm guessing I'm mostly 100 years. We still use a script. We may not have it out in front of us. Right. But every time somebody picks up the phone, we're saying those scripts in our head, we're still using those scripts because they work. But if the lead responded online, and there's some there's some vendors that give away free stuff, and they do some bad stuff. And you know what, their leads are going to be few and far between. They're going to give you old leads and they're just they're just they're just garbage. You don't want to be busy with them. But also, you're going to get some you're gonna get some like, I would say about 90% of agents would do this right here. And if you're watching, take some freaking notes, because I'm about to revolutionize your business with one single phrase. Okay, they get a lead. And they say, Hey, the lead vendor sends them a lead and says, Hey, this person had interest in life insurance. They responded. They wanted a free quote for life insurance. Then you, the 90% of agents call and say, Hey, Betty, my name is Cody. I'm the life insurance guy. How are you today? You requested a free quote to buy life insurance. No, I didn't. Yeah. And it's yeah, they're gonna get dead it's over like that's just a horrible way to open that up. Yeah. But those are the agents that just jump in, they ignore pauses, they ignore objections. They don't say that they want to buy something yet. They don't even know you don't they want to buy anything. You don't know you don't you just met them. Hey, my name is Cody. We're getting back to you. You requested some information about final expenses. I have the information. I'll be out there on Friday. I'll be in your neighborhood. Should I drop it off in the morning or the afternoon? Okay, let's do that rocket science. Let's let's role play 90% of agents are the other side of the coin I want to be Betty. So you're a good looking Betty. I am a good looking Betty. I want to be Betty. If one of us is Betty, it's got to be you. It's got to be me. There's no way what's up clay. Hey, if you guys are joining share this out. This is what agents need to hear. Alright, so let's do this. I want to role play off a lead. Yep, you saw me leave and I want to role play. Okay. And I want to role play how to get a referral. And I want a second. Okay, perfect. Let's do that. And yep. And I want to add to that one too. All right. Okay. So you say hello. Yeah, this is Betty. Hey, Betty. My name is Cody. I'm getting back to you because you requested information about final expenses. I don't think I did that. I don't I didn't send off for anything understood completely. Some people forget that it happened or maybe a spouse did it. But either way, I'm about in your area. I might as well drop off the new information. I'm assuming you want it. Should I drop it off? What kind of what kind of information it's it's it's information about the new final expense programs. This is is this free. The information is free visiting with me's free getting to know me's free. But you're you're really trying to sell me something right in the law. I mean, you're my job is to provide information. What you do with it is totally up to you. I'll be out in your neighborhood. I'll be in your area. I feel like I might as well drop it off. I'm a nice guy only have a couple minutes. I'll be really quick. We're pretty busy. We I got to go to the post office on Tuesday. Yeah. And then Wednesday's the doctor. Thursday I'm got to go to my grandkids ball game. We normally the best time and you're busy person to shoot. I'm busy too. They keep me so busy. It's unreal. Would you say like what's the best time of day generally for you mornings, afternoons, probably probably mornings. Okay. And if you had to say, you know what? When do you have five minutes for me to drop this off? Would you say Wednesday morning or Thursday morning? Probably Thursday. Okay, perfect. Should I drop it off at like 845 or 1015? 845 works. Perfect. We're morning people. So I was expecting to give me another objection. And then when you gave me another objection, I was going to take it away and see if Betty was still serious about this, because you can't get in the door with everyone. They keep giving you objections. I'm going to keep fighting. I'm going to keep overcoming them. We're doing it live on camera, legit live. No one else does that. But also very close. This is true. We're very close. They do. What's up, Dylan? But even more importantly than like if you would have said, no, mornings are, you know, I don't have any time. Yeah. Excellent, Betty. I understand you're busy. Hey, you don't the reason we're getting back to you request the information. It's new information. I'm assuming you still want it. Is that true? Or? Yeah, we're somewhat interested. Yeah, perfect. Well, might as well drop it off since you're interested. I'll be in your area. You know, let's just shoot for Thursday morning, 845. I'll drop it off and I'll be on my way. Okay, cool. Okay. Now, here's the thing, a couple of things that I picked up. Every objection you agreed with. Always. Always agree with the objection. If they say, Cody, you sound awful on the phones. I've heard that before. Yeah, you always agree with it. You always hear the objection. We run into a lot of salesmen. We we run into a lot of salesmen that do not listen. For example, they say, you know what? I just don't have time and they just they don't even acknowledge it. Yeah. Hey, listen, I'll be there at eight o'clock. No, you won't. They're not they're not going to be there at eight o'clock. You acknowledge that you listen to it and then you gave them the choice. Almost like it's their idea that you're coming there. Yeah. You know, 845 on a Thursday. Exactly. So, okay, I will tell you this. Everybody's great at something. No one on planet earth is better at overcoming objections than Cody freaking askings. Well, and I believe that. That's that's why I get so many people to make decisions. Everybody's great at something. I get people to make decisions because I'm persistent and I overcome objections and I agree. I don't get offended. I don't get upset. Yeah. I stay positive. Well, it's a natural. We said this time and time again. It's a natural human. It's a natural human thing to do to object. I could say Dallas or Cody, I've got a hundred bucks for you here and you say, I, you know, I don't really need. I'm good. I'm, you know, yeah. No, no. Yeah. I mean, you're going to take eventually. You can walk. You can walk on a car a lot or you can go to the mall and and shop for some jeans for your wife. Yeah. And you'll walk in, say you're, no, no, you're going to Victoria's Secret. How's that? Okay. You're going to Victoria's Secret. They say, hey, sir, can we help you? No, I'm just looking. No, I'm just looking. Leads are the same way. 90% of agents think that leads are garbage because your ability to work a lead may in fact be garbage. I had a car salesman one time. Best line I've ever heard. I said the same exact thing. I come up and who just looks at a car. I'm not just looking. I'm not driving on a lot just for. But I said, I said, I'm just looking. He said, awesome. I love cars. Let's look together. Okay. All right. Wow. That's brilliant. Let's look together. That's good. That's that's that's that's that's overcoming objective. Exactly. Now, let me ask you, I think one reason people fail at leads is they expect too much from the lead. They get it as a golden tip. It isn't a sell. What is it? What do you expect? What do you consider a lead to be? When do you consider a lead to be a success? Only when I sell it. Because in fact, I don't disagree with you. A lead is a success. Yep. You're you're on track here. Okay. Yeah. In my opinion, I want to sell them all. But a lead is a good lead if they responded and they had because what a lead is is a lead is someone that has some level of interest in what you have to offer. Every level of interest is different. Some leads, a level of interest is super elementary. Like, hey, maybe I'm maybe I'm 60 and maybe I need to prepare for my death. And then some level of interest is like really high. Like, hey, put it in. I want this much. I've already got three quotes and I'm ready to buy from the next person. You never that's why that's why there's such a big disparity in leads. As a vendor, their only control is making sure that they ethically give you someone that has some level of interest. Interest varies that it's your job to take those low hanging fruit and close them and to take those with very little interest and close them and overcome their objections, get in front of them and close them. To me, a lead is successful if it gets me in a house. That's all I want. And part of that is my job too. But even then, even then, part of that's my job too. It's more 90 percent your job than the vendor's job to still get in front of it. If I call the lead and they say, yeah, I did that. Okay, the lead's a success. From there on, it's my job. Even if they, if you know you're working with an ethical vendor like Scourge Mentor, even if they say they didn't do it, they did it. Yeah. Rance, Greg, am I right? They say they didn't do it. Dude, they did it. Now it's your job to get in front of them and to make some money to set this, to set the appointment, overcome their objection, get in the house. 90 percent of agents fail because they don't know how to work leads. They don't know how to work on objections. Literally, Clay just said, hey, composure and consistency, nicely done. Danny says, the key is figuring out the level of interest of each lead. Ernest, what's up, brother? Spomp, what's up? Josh, what's up? 100 percent true. Yeah. Level of interest varies for every lead. And it's a vendor has no control over what level of interest. They can't make it so that everyone has the same level of interest and everyone's ready to see you and why. They can't control health. They can't control health. None of it. They can't control business. Because even then, they can still lie. They can say, well, we control health. Well, you know what? Most people don't want to put in that they've got HIV and diabetes. Like, they're just not something you do. Yeah. Every person lies about their health. We need to go to, we need to tell people about 8 percent conference, about 8 percent. Dude, if this wasn't the greatest 17 minutes of your life, 15 minutes of your life, I don't know what is. Exactly. It's going to get better though, because I'm going to show you that. You go to 8 percent. You hang out with us for a few days. I will make it so that any objection you ever hear, you freaking overcome it. Check this out, because I'm telling you what, there's one dude that is a modern day master of cells. There's one dude that you don't want to look back on at the end of your life and say, man, I wish I would have seen the greatest cells person on planet Earth live at Nissan Stadium in Nashville in October. Man, I wish I would have seen the legit, the legit zig-ziggler of our era. The Brian Tracy of our era. And you guys know who it is. It's Mr. GC. Check him out. Trying to impress you with what I've accomplished in my life or how much I know. The reality is what I have created financially in my life is very simple and that is why it will work for you. And you got to figure out how to find that frequency and that vibration of people like, dude, I want to send some money there. Not just noise. Everyone of you in the room, including myself, are responsible for that condition. You have the vehicle. That's what I mean about create the life you want, man, so you can have not balance, but life. Grant Cardone, he joins me now. He's an international sales expert and the author of the 10x role, the only difference between success and failure. Look, I want to know what you stand for as a leader. I want to know that you stand for the right thing, whether it's popular or not. Be relentless, be strong, know everything, tonight. Welcome back. Second half of the show, dude. We have brought it strong and we're going to continue to bring it strong. I'm going to go this far. I'm going to and Clay Adams, what's up brother? Deandre or Julio is a keeper, dude. I'm going, I'm going Deandre Hopkins. Oh, it's Deandre Hopkins, no question. Yeah, I'm going to Deandre Hopkins. Okay, so back to sales. No, no, no, let's stay here. I'm going to go as far as saying we have a fantasy professionals radio show, fantasy sports show on a local ESPN station. We're all over the place, but I'm here to tell you, I feel so confident in my ability to overcome objections that I would, there's a lot of garbage lead vendors that you should never spend money on. A lot of internet vendors. I can still get an ROI from that garbage. Absolutely, really all you need from a lead is a person, as Danny Redden said, that shows some level of interest. Just a level, really, because then it's your responsibility to build on that level of interest. And see, to me, I think what the show is going to come down to today, I think you have to have both. If you're not using leads, I think you're wasting your time, because you're spending money somewhere. You're out there knocking doors, and knocking doors is great, but let's work smarter, not harder. And then if you're not asking referrals, to me, referrals is the second step after the lead. After a warm market, then your leads, then your both. Yeah, you build referrals and stuff like that. So what I want to do is, okay, so I met you through a lead, right? And I have sold you something and now we're going to start to ask referrals. I want to show people how to ask for referrals properly. But there's a couple things. Number one, you do not ask for referral until you have built value. If you try to ask for referral before you build value, you're not going to get anything. Why should I refer somebody to something that I don't call people? I don't go into a restaurant and sit down and say, hey, you guys have to come try this place. This place is amazing. Before I've eaten, I have to have eaten. I have to have loved it. I have to. So if you have done a crappy job, if you didn't deliver the policy in a timely manner, if you didn't supply their need, if you didn't make them feel comfortable and find the need and all that, don't you dare ask for referral. Because all they're going to do is, what you're doing is, thank you for the share. Absolutely. All you're doing is, you're reminding them once this guy leaves, I got to tell my friends how crappy he was. That's because that's all you're getting. So but I want to ask for a referral here. So this is after I have delivered the policy, we're sitting down. I want to do it now. Okay, so let's do this. I've just delivered your policy. My role play. Live role play. I've just delivered your policy. Okay, Mr. Askins, first off, you've done a good thing here. Do you feel comfortable that if something happened to you today, your family is taking care of? Yeah, I really do. You've done a good job. I feel good about it. I appreciate that. But I want to dig a little deeper into that because I always want to get better at my job. Okay, I believe firmly that if I'm not going forward, I'm going backwards. So could you please tell me, is there anything that I could have done better in this process? I don't know. You were a minute late. Okay, that's my fault. You know what? And that will never happen again. I appreciate you pointing that out. Okay, is there anything that you liked about the process? I know you've talked to other life insurance guys. Why did you choose me? What did you like about it? Yeah, you seemed honest, ethical. You know, we're both bald. And you're you're just naturally us, you know, and you're almost sweet. Genuine dude. Sweet guy. Sweet guy. Okay, here's the deal. The biggest way that you can thank me for the job that I've done and I believe we've done the right thing here. I think we have the right coverage in place and I'm going to be your agent for the next 20 years. The biggest way that you can show your appreciation to me is who do you know that could use the same type of service that I've given you? What this I don't know. If they say I don't know, then we got to dig deeper. That's fine. I love the I don't know. I love the I don't know. Completely. Okay, so there's nobody you can take all off the top of your head, right? I kind of took it away there. You know, there's, yeah, probably got somebody at the church that I'm sure could use some help from this, you know. Okay, you mentioned church. Which church do you go to? Seminole. Seminole Baptist, okay. And who is your Sunday school teacher there? Mr. Matthews, yeah. Mr. Matthews? Okay, do you think he'd mind if I give him a call? No, I think I don't think you would. I mean, you seem like a nice guy. And here's how I'm going to approach this, okay? I'm not going to bother him. I'm not going to give him your private information. All I'm going to tell him is, here's how the phone call is going to go. Start off by just giving him my social. Yeah, I'm just going to give him your social. And no, here's how that phone call is going to go. Mr. Matthews, hey, I just sat down with Cody and we were chatting. We did some really good things for him and his family's protected. And he mentioned you. Would it be okay for me to come out and just sit down with you and show you what I do? That's how the phone call is going to go. If he says no, I'm never going to call him again. You know what I mean? So you said you mentioned it. Now I know you play softball on Friday nights. Who are some of the guys that you play softball with? Differ, baby. Differ, yeah. That's how you ask for referrals, okay? It was persistent. Persistent, but not annoying? That's the only reason people don't give referrals. Two reasons. Two reasons people don't give referrals. They don't ask. Number one, they don't ask. And when someone says I don't know, they listen to it and they back off. And they back off. I don't know. Doesn't mean they don't want to give you someone. I don't know. It means, hey, you haven't asked me a second time. Yeah. Remember, it is to human- You should expect people to say I don't know. It is built into us as humans to say I don't know. Because what we're used to is the guy that just- We had a lady come to our door once and try to sell us a water softener. She was an hour late and she stayed there for four hours. And then she asked me, if you give me 10 people, I'll give you a set of steak knives. And I wanted to say, if you get to see me a set of steak knives, I'm going to drive them in my heart right now because I went out of this so badly, okay? You cannot ask for referrals unless you do it the right way. Yeah. So I want to ask people out there. Number one, how do you overcome an objection? How do you do it? How do you overcome objection? Let us know. You may help somebody out on yours. You've got to have a process, surely, because you get it on every call, every appointment, every time you ask for a referral, every time you call a warm market, every time someone's busy or a senior says, hey, I go to the doctor on Monday, so this whole week is gone. You get objections constantly. It's gone. It's gone. I can't do it. What do you say to overcome those? Your ability to overcome objections is the only thing that holds you back from succeeding in this business. You will get objections. How are you going to handle those? And thank you to Josh for tagging a bunch of agents. Tracy, thanks for the kind words about the training. And Matt, I love the Mr. Clean reference. You guys are amazing. Absolutely. I love Mr. Clean. So I've never heard that before, Matt. So let me ask you this. We want to make something practical this week. I always give you something to do. This week, we want you to do a couple things. I want you to go back and find five leads. Five leads that you didn't get into. Go out, give them a call again. No, no, no. Don't call them. Go knock on their door. Go knock on their door. Go knock on their door and say, hey, listen, here's what I would do. I would say, I did a bad job. You asked me for some information, and I didn't get that information to you. And for that, I apologize. And I knew I'd be in your area. But I'm here now. Can I drop off this information? Do you have five minutes? Okay. Do that with five leads. Five leads. The other thing is, go back and find your best five clients that are in your cabinet right now. I'm an old fashioned guy. I've actually got them in a cabinet. Go find your best five people. And go back and say, hey, listen, I wonder if you could help me out just a little bit. I want to get better. So I want to ask you, what could I have done better? What did you enjoy about the process? And then once they do that, then ask them, who is it? Do you know five people that I could call that I could provide this to? Do it. Don't just sit there. Do it. Most people don't give referrals because they don't ask. Most people, there's companies that think that leads are garbage. And honestly, leads are amazing if you know how to work them. I'm going to tell you. I'm telling you, leads are a lot different now. We've got agents that don't do any business anymore because they're still using mail-out leads. We've got these things here now. That's right. Okay. Let's use them. Okay. Post office is dead. 100%. Let's use these things. Get on there. Get you some leads. Get you some referrals. Thank you, Michael. Thank you, Matt. I love it. I appreciate the little add-ons. In closing, on today's show, the biggest things you should have learned is leads and referrals can both be amazing for your business. You need leads to succeed. The leads get you in the door. 90% of agents don't know how to work leads so naturally leads suck, right? Because you don't know what you're doing when you call a lead. When I get an objection, I actually, believe it or not, if a lead, the harder the lead is to get in front of, the better of a client that lead will be. I want to give something away. How odd is that? That's very true. It is. Our best clients have come from people that literally have slammed a door in our face. Yep. Literally slammed a door. We've went back and we said, got in the door and we've written $300, $400, $500, final expense cases. Yep. I want to give something away. Okay. If a person, how much would, how many leads would a person have to buy to get a personal coaching session from you? Ooh. 100. 100 leads. You buy 100 leads. You get a free coaching session. And they'll give you a discount for buying 100 leads. You call an 83340 agent, 83340 agent. You buy 100 leads. I'll give you a free coaching session with me next week. You're crazy. If you spend that much money on leads, you got to know how to work them. That would be like buying. Thank you, Leslie. That would be like buying a piece of furniture from Ikea and not looking at the instruction manual. Buy some leads and then learn how to work them. Completely. That's the only reason leads suck. That's the only reason for all suck is you just don't know how to work them. Don't know how to do it. The companies that believe that you shouldn't work leads and it's uncompliant, they are uncompliant as of this. You know why they do that. They're afraid that their agents are going to become too successful. I'm serious. And leave them? Yeah. They're afraid that their agents are going to figure out, I don't need to be here. I can get better comp. I can go out and do it by myself and make more money and not pay a company. That's the big thing. These are some of the small things that you're going to learn. And you're going to learn a lot. 8% nation. It's going to be ridiculous. Grant Cardone, Ray Lewis, Hall of Famer, Ray Lewis, getting inducted tomorrow night. He was on the game dancing, high-fiving, getting pumped up. You see that dude and you instantly jump to a new level of person. I guarantee you that dude could still hurt somebody today. Oh, God. Could still hit somebody and hurt somebody today. I may let him tackle me on stage. Yeah, let's do it. I'll do it. Okay. Hit me once. I've had a good life. Let's do it. I've had a good run. You got a life insurance. I've got a life insurance. Let's do it. You're good. Somebody with a lead talked to me. 8% club every single Friday, two o'clock central center time. We enjoy hanging out with you. We love spitting game. We love talking leads. We'll talk more about referrals. We love talking about insurance, agent success. Thanks for watching. See you at the conference. Have an incredible weekend. We will see you at the conference. Check this thing out as we leave to this video.