 To say there's an agent out there watching and they're not a top producer, what are some of the top things that you've noticed that are in common amongst the top producers that you see that you can share that a new agent, a struggling agent that wants to be a top producer can learn from so that they can too become a top producer? I got a secret. Okay, good. Good. I love it. I like it. Where's the secret? And you, agents may not know this. Where's the secret that they should know? When they register for a training webinar, they get on my radar. The more that they register in 10 training webinars, the higher they get on my radar. The more that I'm wanting to do for them, the more that I'm wanting to help them, the more that they are somebody that we want to develop. The thing that top producers have in common is the desire to learn. We had, I'll give you an example, we had a series of webinars this last summer. And they were largely repeats, I mean largely meaning similar sort of concepts and just sort of reiterating them and looking at them from some different perspectives. And I'm looking at the list of people who register and guess what, our top producers went to every one of them. Wow. Top producers were still trying to learn and they'll tell you, oh yeah, I went and I listened again and I learned something additional and I learned again and I learned more. But the newer people that I see attending webinars over and over again, those of the guys and gals that I'm keeping an eye out for because that tells me they're wanting to learn. They want to learn, I want to invest in them. Most agents probably think when they sign up for a webinar that nobody really notices. Okay, I'm just signing up for a webinar. I'm one of, you know, whatever, hundreds of agents that are signing up for this webinar. But trust me, I'm watching. I want to see who wants to learn because I can work with that agent. That's right. What I can't work with is an agent who says, just hand it to me. I don't want to do anything. I don't want to make an investment in my business in terms of learning. I just want somebody to hand it to me on a silver platter. Gosh. I can't do anything with that person. But somebody who's attending webinars and trying to learn, I can help them get from wherever they are at to the next level and then to the next level after that. Yeah, that's such a massive secret to success as well if you think about it. Because what I've noticed as well is the top people, they show up consistently. They show up when they don't want to. They show up anyway. They don't make excuses. They just show up. Even as simple, like a free webinar, the barrier to entry is so low and still people will register and not even attend. Then we wonder why so many entrance agents fail. You just learned from one of the top dudes in this industry that all you got to do is show up and your chance of success increase. That sounds overly simplistic, but that's how I know who actually believes that, who actually is showing up. I just got to look at the webinar registration list and I say, hey, this is the third time I see this agent participate in this. I don't see production. We got to work with this agent. We got to help them. They're wanting to learn. They're wanting to get it figured out. That's huge. I know exactly what we're going to title this video now based on what you just said. That's huge. That's good, man. That's so good. That was the, and also there's going to be a lot of agents that watch this that don't make it the 25 minutes that we've been on. This was the best part because I'm telling you, I see so many people that say they're going to do something and they don't do it. They say they're going to jump on the free webinar and they don't. We have about a 34% attendance rate on our free webinars. We'll have 1,000 agents register and about 340 show up. That is the problem with our industry. It's not that difficult to get over the help and succeed. All you have to do is show up. The 76%, whatever 66% that didn't show up really missed out. I want to know who the 34% that did show up. Those are the guys that can be worked with, guys in the house. Those are the people that want to learn and those are the people you and I can help. That's right. It really helps if you don't show up. That's amazing. Tell me a little bit about North American Life Plans. You guys, what you do for agents and a couple more questions before we wrap up. Sure. First of all, I want to say we may be one of the last true independent insurance marketing organizations out there. There's so many companies that are getting bought up and rolled up in this whole consolidation. We are not for sale. We are an independent organization. I was named president of the company on January 1st. I got 20 years ahead of me and then we have a whole succession plan as to how that's going to happen. I think that's important because you want to make sure that you're working with an organization that you could be with for the long term, especially if you've only been in it a couple of years. You want to know what the future is. The second thing is, while we are big and we are growing fast, at the same time, I still kind of think of us as a boutique. We do health insurance and we do financial products like life insurance and annuities and Medicare and small group. But I don't ever want to lose the fact that we're a boutique because that's what keeps us tight in a community. As soon as we kind of get too big, I always worry that we've lost that personal touch and the genuine desire to try to help agents. The third thing, and we haven't really mentioned it and I know they're going to kill me for not mentioning it, is we are leading the interest at the industry on making the transformation to virtual marketing. If agents are still trying to market the old fashioned way, trying to knock on doors or trying to do seminars, all of those are great and maybe they may come back, but you have got to figure out how to do digital marketing and virtual marketing and we are leading the industry and helping agents figure out how that is. You've got to be able to sell over the phone, enroll electronically and virtual market, last but not least, two other things. Second, the last thing is if you're currently in an organization where you feel like you've sort of hit the ceiling, for whatever reason, all of our top producers came from someplace where they felt like they hit a ceiling and found that pathway to independence and making that really big money, that's one of the things we specialize in. Last but not least, because we have sort of that commonality, this organization really is a community of agents, community of producers that all want to help each other. Not something you're really going to find in a lot of places. There's a lot of great people in this business that I love dearly, but if you're looking for hundreds of mentors that actually know what they're talking about and we're willing to take the time to help you talk to you, work with you on social media, that's who we are. That's amazing. What's some of the top takeaways if someone's wanting to transition to being 100% virtual nowadays and they've been doing it the old fashioned way? So certainly you've got to learn how to do digital marketing. I mean, there's just no way around it. And digital marketing has so many different ways to go about it, but one of the things that is really simple is Facebook. Everybody's on it now. It's so simple and easy. You just have to learn some basic steps to do some simple Facebook marketing and you can do it for super cheap. Sometimes you even not spend anything at all and just use some elbow grease. So you got to be able to do that. The second thing I would say, though, I think sometimes agents think of virtual marketing as only being social media or search engine optimization and things like that, but that's still too narrow to me. To me, networking is a virtual marketing method. I can call PNC agents. I can ask a friend. I can talk to people and I don't have to physically be in front of them or go buy lunch or those things. You can network. That's still virtual marketing. And as we talked about at the onset of this program, I don't know that that will provide you instant gratifications in terms of leads, but over the long term, it will provide you the best prospects that convert the highest rate, spend the time to build your network, build that referral basis. It takes time, but networking is a way to virtually market without having to do Facebook or search engine optimization. That takes even longer because it takes some time to get it figured out. But we are leading the industry in helping agents figure that out. We have one of the things I was telling somebody our December of this past year, we were up 70 percent over the December of the prior year. And if an organization of our size to be grown at that clip, that's just that's ridiculous. So, you know, somebody was asking me, did the pandemic affect you? Well, you know, obviously not very much. 70 percent is a pretty healthy number, but I would argue that part of the reason that we have done so well is and I talked to other guys who are telling me they really struggled through the pandemic is because we were in front of it. We were showing agents how to do things over the phone, how to enroll people electronically, how to do digital marketing. We've been in front of this for a while. None of this took us by surprise. It probably accelerated a few things like it probably did for a lot of others. Good example is this, you know, I've never done YouTube interview with Cody asking. So, you know, first time for anything or everything. But but our agents didn't get surprised. They didn't get hand strapped or, you know, they didn't get handcuffed from the pandemic. They were prepared and they were ready to go and didn't really affect them. Actually, if anything, it might have helped them because 70 percent is a ridiculous amount of growth year over year for a company of our size. I think they probably capitalized on other agents sitting back going, I don't know what to do or the agents that I've heard even didn't say they didn't know what to do. They said, I'm going to wait. Those guys who said they were going to wait, wait until it all goes back to what it was before our agents took their customers. Yeah, exactly. That's so sad, too, because that was such a such a moment in a positive way. It was such a moment for opportunity to advance, to expand. That's right. Yeah, exactly what we did. We looked at it as an opportunity. We were locked and loaded and we took advantage of the opportunity. I love it. What's some final tips for an agent that's needs to take it to that next level and really expand in 2021? I'll just re-emphasize what I said earlier. Get all the training that you can from every source that you find credible and reliable, spend the time you will turn into a top producer by learning. However, you could be the smartest guy out there. You've got to have your prospect bucket full. That's right. Find a way to do that. Partner up, work with a carrier, work with an IMO, work with a call center, do whatever you got to do to be overwhelmed with leads and prospects. Those two things really pretty simple. Do it, do it. If you're willing to do it, I'm willing to help you. I'll find all of it, but it's huge. You have to take those steps. That's huge, man. Show up so difficult, right? Be willing to learn and feel the bucket with tons of people to see. That's incredible. If someone's loved this, they're like, man, I like this Andy, dude. How do they get in touch with you? How do they learn more and how do they reach out to you? You can find me almost everywhere. You can call me 888-362-1214. My direct extension, by the way, is 1-003. It should be an email at a-dasterlifeplansllc.com. For your audience, just connect with me on Facebook. Connect with me on LinkedIn or Instagram. You'll find me there, Andy Daster. By the way, sometimes you'll see my professional designations after, so you might see Andy Daster, CLUCFP, but as far as I know, there's only one Andy Daster in the entire insurance industry, so it ain't going to be that hard to find me. That's right. You want to run faster? Contact Andy Daster. You like that? I love it, man. Well, thank you so much for your time today. I appreciate you being on. Unbelievable job. You are doing and you are leading from the front and you are focused on helping people. And it truly means a lot that you spent some time with me today. So thank you. Appreciate it, buddy. And also, thank you guys for watching. Want to run faster? Contact Andy Daster. See you next time. Hey, if you enjoyed this, I got another one you're going to love. It's right there. Click on it. See you next. Who's here because you want to change the game for you in 2021 and you want life to get really good in 2021. You want your income to go up in 2021. You want to have a lot of people in 2021 and you want to look back and say, dude, 2021.