 Alright, bro. I appreciate it, buddy. Thank you so much, Sean. I really enjoyed it, man. Make sure you check out the video I'm fixing. I'm fixing to do a video on Diagnose, our call, too, so. You got it. We're going to throw it up on YouTube, man. Appreciate it. That's right. Thank you, Sean. Appreciate you, buddy. Good luck. Bye. Alright, I just got the phone with a guy, Sean Graham, out in Cali, and he's a PNC agent. He watches our channel. He follows everything we do, and he wanted me to break... We just spent an hour on the phone together breaking down the PNC business. I've had more experience with the PNC business than people realize. But what he said was, he said, hey, Cody, he said, hey, my target is $53,000 per month. He said, hey, $53,000 per month, and then I will make $100,000 plus per year as a PNC agent. I mean, the dude knew his numbers pretty well, but we have to dive even further, because you guys know me, I'm like, dang dude, okay, so what do we have to do to do this and that, and that. Okay, so I said, okay, so what does that look like? Well, if you break it down, when he writes a home in California, it's worth about $700 on average. When he writes an auto in California, it's worth about $2,400, okay? So the two of those, that's about $3,100. When he writes a, when he combines those, okay, and writes home and auto in one sitting on one family, his commission, if he does a combined policy, is 17.5%, okay? So when he does that, he just realizes that he needs to do, it was literally, he needs to do that, when you divide it from this, he needs to write a one home and one auto 17 times per month, okay? If you look at 20 business days, that's almost every single day. So how do we get to where he's writing one home and one auto, so my handwriting is almost perfect today, too, if you haven't noticed, one home and one auto, auto every single day. How do we do that? I said, okay, well, dude, what's your closing ratio? What do you, what generally happens? He said, right now, I'm getting back into swing of things. He said, I'm gonna about, he said, I'm gonna about 9%. So I'm about 9% close when I get a quote, you know, when I get someone that allows me to quote them, and then he can take it a step further. He said, okay, I said, okay, well, he said, it needs to be about like 10, 11, 12%. He said, and it will get there. He said, right now, I'm about 9%. That's perfect. Thanks for being honest, transparent. So what he needs to do, all this guy needs to do to make $100,000 per year is what he needs to quote to get a full 100% closing. So where he closes a policy, he needs to quote 11 per day. So he so what he needs is he needs 11 quotes every single day. How do you get to 11 quotes? And the way we broke it down was every time that he knocks 50 doors, he ends up with about four quotes. Okay. Every time that he calls and speaks, because he uses Zen call, every time he calls and speaks to 100 people, he ends up with six quotes. This was a little more efficient for him because this takes him about two to three hours. That's okay, Sean, what you need to do, bro, is you need, you need to speak on the phone to 200 people per day. Now, can he still follow up? Can he still write business? Can he still service his own clients and all that? If he is spending four to six hours per day on the phone? Well, maybe not. So what he does is he's already got other expenses in his agency where he's spending money. So what you do is in his example, I said, dude, could you hypothetically, could you, because you guys all have that word, could you train someone to make calls like you do part time? He's already spent a couple hundred bucks a month on random crap anyway. Could you get to where you could train someone to get to talk to 100 people a day and get you four, five, six quotes? He's like, yeah, you know, I could do the script. I could walk through it. Okay. So if he hired someone part time and they worked, let's just say that they worked like three hours a day, five days a week, you're only at 15 hours. You can pay someone like 10 bucks an hour. And he's out of pocket a week, like 150 measly dollars. I mean, dude, that's a really good stake. Maybe a couple of stakes, but you know, you see where I'm going. It's not a lot of money. It's not a ton. I've never bought 150 on our stake, but dude, we need to someday. 150 bucks part time for the whole week. And that 150 bucks, but you gotta, you gotta, you gotta break down the numbers. You gotta know the numbers. You gotta understand this. What happens is they talk to 100 people. This part time person is generating him six quotes per day, 30 quotes per week. And if he still spins, if he still spins the additional three hours on his own also calling and they call at the same time. So they're hearing him call. He's got, he's got social proof. He's showing them what to do, how to do it. They're learning from him. He's leading by example. He's at 60 quotes per week. And how many did he need? He needed 55 a week, 11 per day to make over 100 grand with all the math that he gave me. This is none of my math. I simply ask questions. He gave me math. I said, dude, that's 55 quotes a week. You and a part time person only additional 150 bucks is 60 quotes a week. Break that down though. Break that down. So cause literally what that is though, that person's doing 150 quotes. He's paying them $150. That part time person is generating him $5 quotes all day every day. $5 quotes. Hey, five bucks. I get to quote somebody. Like what PNC agent wouldn't exchange that? He's in California. He's never going to round out people to call. So at the end of the day, it's numbers. It's just putting forth the work, figuring it out. That's what we do a lot of consultations. I love doing retreats and trainings and going to offices and helping agents and talking through stuff. I got a guide as a part of one of our mentorship programs. We talk a couple times a month and there's all that different things we're doing. But in the day for an agent to succeed, all you have to do, guess what? You've got to have a target. What is your target? Break that target down into weekly and daily. And then what do you need to do every single day to smash that target? Most people have no clue to accomplish it. You've got to be in the know. You've got to know what you need to do every single day to freaking crush it and hit that target. So my challenge to you, I don't care if you're in PNC, Life and Health, Final Expense, Medicare, doesn't freaking matter. You can make 100 grand. Everyone in the country can. It's all about knowing what the target is and then what do you need to do every single day to freaking smash it? I've helped a few PNC agents along the way. And if I can help any more as you watch this, dude, let me know. This dude's going to make 100k in 2019 all because he knows his numbers. He's going to have to spend a little bit of money. He's going to have to invest. But dude, most PNC agents are doing like a handful of freaking quotes a week or maybe a month. You know, writing a measly eight, four, eight policies. I mean, it's a joke. PNC agents are freaking lazy who wouldn't like to do about 3000 quotes a year just by knowing what to do.