 Hey, what's up guys I'm sitting here with mr. Craig. He's been in the business like 300 years feels like it's updates Yeah, 30 years 30 years life and health life and how it's a lot of fun expense Medicare To beef to be an agent and go from hey 92% of agents fail. It's it's not easy. It's difficult It's not easy not easy and you've outlasted you've probably seen thousands of agents fell come and go hired a lot of You know flashing the pans May self a little bit early, but don't stick with it integrity is the biggest thing in this game tell the truth caring about your customers That's why I respect what Cody does here. He gets that 8% you see that number out there It's kind of shocking that you can last in this business when only when 92% of people fail, but again, you do it, right? You work hard you work really really hard early. I get a lot of trouble now. They say I don't work as hard But I built this up you did man. Yeah, you had to outlast It's kind of a survivor theme. I would outlast, you know, that's what you've done and change you to the business I mean now I look at Cody and these young guys coming up. They're doing these different ideas Facebook leads They're incredible. I mean you look out there at the male leads. We've run forever I've been wearing male lead since 19. I don't want to say 88. Wow I can tell you my first client that's Lee Tony Miller back in Gainesville, Missouri on a male lead Those male leads have dropped off so much on the response and now you look at telemarketing You know the numbers with call lists. You can't no call this you're not getting those people So these Facebook leads have been really a new new way for us to get in front of people and we're loving them Thank you. Thank you. But correct him by the office want to say hello One of the want to see the studio wanted wanted to talk leads and and they've been a huge vital part of our business And we appreciate the body to really do keep after what one last thing for any agents that are brand new and they're struggling How would you close out try to help them for me? You just have to It's all about the numbers again I just laugh when I see Cody because I think I was a big zig-zaglar guy Brian Tracy those guys made me millions of dollars When you really look back over the years They literally did and I talked to my kids about this now my oldest is 16 playing sports It all starts with the believing in yourself There's everybody out. There's negative. I'm gonna tell you how I started I borrowed a car had a briefcase and 15 leads in my pocket and I went out and I made this 1988. I made $1,800 my first week. I said man, this is unbelievable You can really do this and never look back, but believe me. I've had the the days out there I told story the other day four flat tires and I hit a deer in one day. So guess what most guys quit? Okay, but the biggest thing I can remember looking back that I did was staying out We're most guys stay in a hotel three or four days a week And I stayed out that Thursday night when everybody left everybody's gonna go back for something I made one more sale and that one more sale over a period of years makes you a lot of money