 For me it's like I just want to beat my last year. This is what I believe. I'm sharing that with you for nothing. Just get out there and succeed. What'd you make last year? Out of buck fifty. Okay so maybe this year you double that or maybe you hit 250 or maybe you hit 210 or maybe you hit 400 or maybe you hit 600. I don't know and either do you. The thing is as you put forth the maximum amount of effort. The thing is is for me it's like I just want to beat my last year. If I can beat my last year and just do better and better every year and so that's where we only have 24 hours in every day. And so with only 24 hours you know in each day and everybody has the same amount of hours you get to where you're putting forth as many hours as you can. So then it becomes a factor of okay how can we adapt and become more efficient? You know how can we as we go along see these little openings of things that we can do to produce more and less time. But at the same time still putting in the same amount of hours so that means because a lot of people say work hard work smart not hard and they want to produce the same in less time but what I want to do is produce a lot more in the in the in the same time that I'm working. You know what I mean like or people say they want to produce more in less time and I want to produce more in the same time. I don't want to I don't want to decrease the hours I'm working. I just want to maximize my efficiency where you know I'm producing more. I mean I'm going to work every single second of every day. You know what I'm saying? Like that's that's I mean and I don't care what anybody says or whatever. That's kind of where that is so let's get into some nuts and bolts now. That's that should I hopefully be an eye opener like and say okay aha it doesn't matter if we do 350 this year we're going to do as good as we can we'll do our best and maybe we hit that 500 next year. You know what I mean because for me the million dollars you know 2014 I hit 600 15 600 16 was 750 and then 17 was a million. So 14 you know I hit 600 and won it at the next year but then it still took me two more years to actually get there but I was more tied to like the process instead of the results. There's a place in life bro where you're satisfied with where you are but still extremely hungry and a lot of people and that's a gray area because some most people are either really happy and lazy and underproduced or most people are overachievers but they're always unhappy because they're always moving that carrot further and further. See the mindset you have right now if you keep this mindset when you get to a half a million now you're still going to be unhappy because you're not to a million yet and then when you get to the million you're not going to be happy because you're you're not to the million and a half yet. And so there's this gray area where you're happy with making the 150 because you know you're giving it all you got but you know that you're doing what you need to do to get to 500. You don't know when it's going to be but you know that you're moving in that direction and life here they're going up or down. There's no maintaining and so as long as you're moving in a positive direction you know base your happiness around your your the direction that your life is going. You know what I mean not where you are in life but the direction that you're going in. So just just like try to enjoy this part where you're making 150 knowing that you're going to get to a half a million that these days aren't going to last very long. You're going to look back on these days and say man I wish you would enjoy that more. You know those were the days we're making 150 dude yeah. You know that that's going to be what you're going to say in five years when you're doing a million dollars a year you're going to say man that was fun getting here. Now let's maintain this million you know. Okay beautiful. Well the thing is right now we're dialing out a lot. I was wondering about how much do you dial and who are you calling specifically. I think and you have a team there so you know you may have someone who just dials eight hours a day. You know I don't know how you guys are structured but I'm just a single agent so I can only speak on a single single agent status and for me it's three hours three days a week minimum so that's nine hours a week minimum. I'm not worried about how many dials I get I'm not worried about the results of the call sessions I just want to put three hours in three days a week. You know I just want to stay on that phone for three hours three days a week and I still do that today in my business today I have I will never get to the end of my past client list you know I just will never get there. If the market crashes and the market really slows down and you know things you know then maybe I will get to the end of it and then be able to move into some more cold calling but I've made a hundred thousand cold calls in my career and have such a huge business in place so many past thousands and thousands of past clients and people that I know that you know I need to follow up with I just whenever gets everybody so my three hours every three hours three days a week consist of me just trying to get through that list and touch everybody and talk to them and see what I could do to help them and stuff like that.