 There's a lot of money in PNC, too. People don't realize it, though. It's long haul play. You generate a ton of inbound leads from social media, from Facebook, organically, like referrals friggin galore. You are the king, OK? I appreciate that. You are the king, OK? Talk about that. Get your freaking patent. Yeah, I'm going to give y'all just straight tips and tricks. So how many inbound social leads do you think you get a month? I know it's over a certain number, for sure. I just don't know what it is exactly. I'm with my commercial, with all my trucking, and my just referrals from people, obviously, me posting and engaging in gaining leads, like probably 120. A month? I quote probably close to $2 million in trucking insurance every month. Yeah. Close to 2 million trucking a month, because you're quoting. I agree on that. It's extremely high. Anybody who knows trucking, don't start in trucking. Get your feet wet with the personal lines. And then when you're ready for trucking, you can't help it. Now you guys see, I was like, this is the cat. PNC legend in the house. Joe, Camford. What's up, bro? How you doing, man? Good, man. Thank you for being here. Thank you for having me. Redwood Agency Group. Yes, sir. Absolutely crushing the PNC game, OK? How did you get so good at selling PNC? How'd I get so good at selling PNC? Honestly, I was actually just telling somebody this yesterday. I started in customer service. OK. So when you can take increased calls and claims, when people are more mad at you than they ever will be, and you start there, and then you shift to sales, I literally attribute so much to customer service for that. It's pretty crazy, like where I became kind of a master at selling over the phone, because I started in service and I really understood both parts of it, and that really helped my sales process. Outside of that, man, when we first were getting going, it was pound the phones. Just pound the phones, refine your talk path. Really, when I first started, it was right on my desktop. I didn't even have a headset either. I would just sit there and just pound the phones and dial. And I just had my script. And I knew what worked, and I just stuck to it until then I could kind of make it my own. But again, I think really understanding the back end of what happens when I actually sell the policy and what needs to be done on the back end is really kind of what helps. Yes. So you understood at every level, you also were developing a skill, and really doing some stuff back then you really don't want to do naturally. Like nobody really wants a cold call. But you got good at it. And you were telling me some stories last night. We were eating at Lamberts in Ozark. And you've, yeah, that was cool. Father, son, father, son, that was nice. Dude, you've gotten to where over the years you've been in put-in situations, PNC-wise, where you have freaking crushed it, or you were leading an office and a ton of people. And I think that's turned you, like if people see you. Because how old are you now? 26. Jeez, Lise. I thought you were like 58, OK? I thought you were at least closer to 30, OK? You've got the face of the rocket. Joe Campert, man. 26, I mean, the way we were talking about your career last night, it felt like you were 112. What's you've accomplished? Sometimes feels like that. Yeah. And the stuff you've done is amazing, man. There's a lot of money in PNC, too. People don't realize it, though. It's long haul play. For me, I think, well, really, I guess it goes back to you just don't know what you don't know. I didn't ever even know anything about the life insurance space, which obviously I do now, or Medicare. I called Medicare Medicaid for the longest time. Sorry, guys. I still do sometimes. Nate wasn't the only one. No, I'm like, I have no idea what that is. Or ACA, what are we talking about? So I had just come in because Dad was in PNC forever. Grannie, he was more on that corporate side. And I've always been sales. I had a paper out when I was in second grade. I was hustling, mowing as many yards as I could on the street. As I told you, I was working a farmer's market. Free samples pulled pork. How often do you get free these days? So I always had this sales mentality of me. And hey, Pops PNC, I've been around it. So I ended up just going and doing PNC. And it really, I think both models, they compliment each other very well. So that's obviously why we're starting to get into that life space, that health space as well. But yeah, PNC was, I just didn't know any better. And I got in. And I needed, honestly, I just needed a paycheck. I needed to make some money. And I've been there. Anybody who's first getting going, especially in PNC, living off of $20 in a week. Yeah, yeah. So let's pivot to that. Let's talk about that. So let's talk about new to PNC. I'm going to go out and I'm going to take the PNC test, the exam. Did you pass the first time? No, I did not. I'm a horrible test taker. Are you guys a horrible test taker too? You guys watching? Did you pass the second time? I did not. Did you pass the third time? Third time. We both passed the third time. Now I've never taken the PNC, just life and health. You've taken the PNC. We both fell twice. So it's OK if you fell the first time or the second time. Quick tip. Go to the class. The class is the number one way to get licensed fast. They give you all the answers to the test. And then you test the following weekend or whatever it is. So you can pay to go to a class. You can pay to go to a class. Now, granted, this is where a lot of people get turned off. It's like $300. But 99.5% pass rate on the first try. Everybody I've sent through the class has never failed after they always pass on the first try. Well, do you wish you had told me that 10 years ago? 11 years ago? And if you fail, you get your money back. That's how guaranteed it is. So take the class. Take the class. Get in the room. Yes. What's your other tips on passing the state insurance exam? Some other tips. Man, really, I mean, that test, or the classes, that's the number one. You go and then they, like for me, I did self-study. Don't do self-study. I did too. It was horrible. So much harder. They give you such an overload of information and only ask you half of it in half the time. Actually, what I found is also. That's a big problem, by the way. If you don't know it, mark it and move on. I always struggled with that because I didn't want to move on to the next question without answering the one before. But then really, in turn, I found that they actually ask you the same question multiple times, just word it differently. And they try to kind of tricky up on that. So if I didn't know it right out the gate, mark it, come back to it. That's smart. I would read a question that would be worded in a way that I understood. And I'm like, ooh, that's like that one. So then I could go back. Joe's helping you cheat the test right now, OK? Hack the system. Hack it, mark it, move on, come back. That's good, mark it and move on, OK. And then when you take it, because I do notice that a lot. It's a big problem, like overload of information. I don't know what to do. I got a lot of details involved. And a lot of times they give you too much information. So it sounds like the class gives you exactly what you need to know. Literally line by line. Which is awesome. We're not pitching or selling the class. We don't even have a discount code for a class. Just go take your class. I mean, that's shit. You probably should, by the way. That's pretty good. I should. Dylan just throw one in there. Yeah, right. That's my idea. So as far as, so then they go and take the test, OK? Let's talk about the day of, OK? I didn't know we were going to get into this. This is good though, isn't it? Because we have a lot of new people that are like thinking about getting into business. And they're like, dude, I want to be Joe Campert when I'm 26. Some of them are like 96 right now instead. Not too late. Not too late. That's never too late. The day of the test, there's like some things to get in the right headspace. Are there any things that you did other than just going and taking the test? So this is really weird. I don't know if it works, but a substitute teacher of mine back in like fifth grade told me it works. Mr. Wilson, who was actually a millionaire, which I found out after the fact he won the lottery and had no idea, didn't show it at all, was still a substitute teacher. Didn't talk about it. Nothing at all. Wow. And he said. Be hard for me not to tell people if I won the lottery, right? Everybody would know Joe Campert won the lottery. Yeah, you definitely would. I'd have probably like a redwood. I'm a big niece on GTR. We'll get there. But I have a big old redwood logo on that thing. You need one of those. Yeah, be pretty cool. When are you going to get one? That's my. Let's, let's, let's proclaim it. I was looking at my old gold book today. I'm thinking of my blue card. That's my 10 year. Oh, so you don't have that before 10 years. Yeah, for sure. I don't know if I really like. What? I feel like that's when I just have the money where it's like, you know, I'll just get GTR. Extra. Yeah, anyway, so Mr. Mr. Wilson said the night before test, sleep with an apple in your room and you'll do better. And I was just like, I'm not sure, but I have to pass this. Otherwise, I'm not going to keep my job. So I was like, I'm doing anything at this point. Like. And you still felt. No, I, this was, this was my, when I actually. You finally used the apple and you passed. I was like, I don't know what to do. Did you take a bite? It just sat there on the nightstand. Just put it next to your bed on a nightstand. I don't know. There's something, I mean. It's the weirdest exam advice ever. And I just did that. And then, man, I just, I mean, I'm talking three days in a row, just line by line, really more so like I'm a bad test taker. So I just memorized everything. And I went and right now, just like we do with our goals, write it down, write it down, write it down, write it down, just really get it up here. Huh, you guys are hearing more about the goals today, huh? And so I just wrote it down, had an apple in my room, went. You take the apple with you. No, I left it. Okay. Just supposed to sleep with it next to you. In the bed beside you. Yeah, like I was just like, okay, cool, man. I'm going to do it. I'm going to try it. Mr. Wilson said to do it. It worked. You won the lottery, so it must work, right? And yeah, and then went and took it, just went in with real like confidence and just knowing that do not second guess myself because I will, I will do that and I'll fail the test. That's right. Just mark it, move on. I like that. I like that. And then the apple, don't forget the apple. Do you listen to music on the way when you're going to take it? Yeah, I listened to, oh, what was that? So my, so I know what I started with. It was Money for Nothing with Dire Straits. I just love the intro to that song. We're getting deep in this exam prep here. Yeah, no, it really was. I was always my first song because it got me going. And then I, uh, J Cole, J Cole is my favorite rapper. So, yeah. Little J Cole. Yeah. I like it, man. Good. Okay, so you showed up. You passed. Did they tell you, did they tell you what you get or just passed? Yeah. So they tell you whether you get your test results right after you leave the room. And I was the first one done. Does it say a percentage? No, just tells you if you passed. Yeah, that's what I thought. In Missouri it's just passed. I'm like, I kind of want to know. But they don't want you to use it when you go start selling and be like, hey, I got a 97 on the test. What did that aging get? Yeah, right. I don't want you to start like competing with, you know. Well, what's, what's funny about the test is, and my boss at the time had told me this, you don't use any of that lingo or that link. I mean, you will like with homeowner's forms or like, you know, put your policy forms. You may know that within your policy jackets. But yeah, it's like you talk about homeowner's insurance or condo insurance or not an HO4, HO6, or an HO5 or whatever. Right. And it's like nobody uses that. But once you pass it, like, then you're done. And it's like, just don't freaking miss your CE guys. Do your CE so you don't have to retest because I would not want to do that again. Any other tips for like, once you get the exam? Just in that class. It's a guarantee, right? I mean, we talk about it all the time. Invest, and there's no better time to invest in the start so that you're not wasting time trying to get licensed when you know that it's a guarantee and if not, you get your money back. Dude, that's so good. And then once you pass, talk about what does insurance mean to you? Is insurance really a good career path? You're licensed. Now, let's talk about is it a career? Can you make some money at this thing, you know what I mean? Yes, you can. My first interview, I went in and she was like, why do you want to be an inch? I was 19. So I got in when I was 19. I'm coming up on my seven-year anniversary next month. And she's like, why? And really, it started with one, I'd love to make money. I do love to make money. It doesn't hurt. It really doesn't hurt. It doesn't at all. And if I can make money by helping people, which I also love to do, that's my true passion is coaching and that's why I try to get around you as much as possible because I love to help people as much as possible. So if I can do that and make money and then if COVID wasn't a true testament to this, I'm recession-proof. That's right, baby. Job security, man. Like I'm not going anywhere. I don't, BOT does not replace Joe Campert. Like and all these people are like, all these insure tech and all those like, they can't. And I truly believe that. And I think people have their differing opinions, but nothing will ever trump me on the phone or through a text message or whatever it is. Dude, I heard you. You were helping us out and getting people in the mentorship program yesterday. Dude, Joe's good on the phone, man. Like on video and on the phone, I'm like, this dude's got the secret sauce. A lot of people like, they say they're good, but dude, you proved it yesterday in front of our whole team, which it says a lot about you, by the way. And you got to have that to have a great career and insurance, you got to have some skills. What kind of skills do you think you need? Um, man, first one to show up. And that's not, I wouldn't, it's not, it's not even necessarily a skill, but for some people it can be. It's so good. Dude, just get there. Just get there. Cause the rest of it can be refined and, and tracked and managed over time and improved. Just get there. And that's again, I know some of that comes very easily for us. Like for me, like if you're not early, you're late. That's right. So I'm always, yeah, I'm always going to be there. Right? And if you don't, you're getting on the line and you're, you're running 15 line touch. That comes basketball mentality. I was like, we're gonna start making the sales team do that. Line up. If you ain't 15 minutes early, you late, get on the line, 22s. But no, so really just getting there. Just getting there. And then I would say for the skills you need to train every day. So finding a program with that. For me, I think I did it the hard way and developed it myself. Which looking back, right, even I'm only 26, if I had gotten, if I had known what I'd do now, I would have come and sought out Kodiaskins or somebody that had a program or something to improve my skills at a faster rate versus trial and error, trial and error. Which a lot of us, I think we learn by trial and error and that's great. I think there is power and you can develop testimony from that. But a lot of our skills, like we're not born with everything we need to really encompass how much money we can actually make in this industry. We need to find people that are better than us. And again, I would almost call that a skill because you gotta swallow your freaking pride. I suck. So I gotta go find somebody that doesn't and then learn from that. You don't suck anymore, right? Yeah, no. I don't know if you really ever did, but you're really good now. You're like, dude, your ability to go right premium is freaking insane. We're gonna touch on that in a few minutes, by the way. However, I wanna go back to the career path. How important is it for them to have a prospecting system to run on? It's everything. To have something to do. Do you notice that it's worth with agents in trying to make this a good career? The number one reason why insurance agents fail is they don't know what to do. To get in front of people, right? And we're gonna talk about some of the crazy creative ways that you get in front of people a little bit because you do phenomenal at that. But talk about how important having a track to run on is. It's, gosh, it's everything. And I think with that comes that technology piece. You need to be leveraging something that's helping you do that. And I'm sorry if you're still working on an Excel sheet or you've got just paper files. Not after this. Yeah, the boat has sailed, my friend, like you need to catch up. For me, the CRM, like when we got a CRM, we used Ricochet 360. That thing freaking changed everything to where like those Excel sheet, like you just can't do it. So having that literally everything track. And there's tons of systems out there, right? Just because we chose this. And it's not, I think a lot of people talk about, well, mine's the best, mine's the best. And it's like, it's not one size fits all. Yeah, that's right. Go try them out, find the ones that work for you and then stick with that and work it. But I think with that, you have to keep yourself accountable to actually be checking your numbers on a daily basis. Like I will go through and I will look at talk time. I will look at how many calls are made, how many appointments on the live, how many appointments were set, how many appointments were kept. Are there notes? Is there anything that I can use that if I didn't sell them now that now I can have that rapport building when I'm trying to follow up with them, closer to their next renewal or whatever it is. So- He's dropping some gold here. This is good. It's important to do. And I think even, and I'm not saying I'm perfect because I've just now really gotten back to this because I was letting it go. I would check it once a week or maybe every other day. It's easy to do too, isn't it? And then it's like, man, but then like this person wasn't doing anything yesterday. And it's like, that's because I didn't check it and I could have addressed it today even though I let it go for another two days, right? So very, very important on having that technology, something to help you manage who you get in front of. Totally, the activity. And then leads. However you want to buy leads, obviously, you know, I don't really pay for leads, but that's not, I did come from that. That's right. I had to unplug my phone tonight. We were spending so much on leads. I wouldn't suggest, I would suggest both. I would suggest using your warm market, get in front of the people. And I know like things I've been hearing more about when you're first starting in the life or health space, like presentations with the people you know. Hey, like I'm trying to get better. Are you guys cool with me giving you my presentation? You have to start out with your warm market. Most people do not want to. I'm telling you, just do it. It's like you're scared to ask your friend. And it's like, ask your friend. And if your friend says no, then are they really your friend? Yeah, that's right. That's such a good point too. And that's a lot of, early in a career, a lot of new agents struggle with that. I mean, a big time, man. When you think about the agents that succeed, because how long have you been in the business now? Almost seven years. Almost seven years. You're outside of three years, like by two and a half times. And you are clearly gonna be an insurance in some form for the rest of your life, obviously. What do you notice about those that succeed and make this a great career? What do you notice about those people? Like what type of people are they? What do they look for? Like what type of individuals are they? What's your personality traits, characteristics? Like what are some of those top things they need and that they need that they're watching right now? I would say, from at least from what I've seen from at least recently and also from my past, like the most successful people. And there's, I've seen successful people that are truly successful, I would say. And I think a lot of it has to do with balance. You can operate at a high level, like Cody does, but you need to have balance. You need to operate, he operates at a high level in every single category, right? So that's okay, because that's all balanced. It's not like I'm going gung-ho over here, but then I'm totally just wiping all of this out over here. So I think balance is extremely important. You're never gonna be perfect. It will never be an even line. It won't be. So balance is definitely important. I would say probably the number one thing I've actually seen though, like with people who have truly found success as they start within a system or a process. Learn the freaking ropes. And I really, again, it comes back to that kind of swallowing the pride. Even like when I'm hiring, I will actually look for younger people. We are the new wave, the new generation that's coming in. We need younger people in the insurance industry because we don't have a lot of them. It may not be now, I need to check before. It's like 55. 59, she's, yeah. But there's a lot of us. You're bringing a lot of new people in. So maybe it has went down to 55. But I go green because I can't teach an old dog new tricks. No, and a lot of times they want to reinvent the wheel. They want to change everything you're doing. And they're like, if you're interviewing with somebody, like you're not like hot stuff because you're interviewing, you're not freaking, you're not on the other, you're not interviewing. You're interviewing or you're interviewing. So just listen and be coachable. I will give props to my captive experience. When they bring you on, you are going to be the best representative of that carrier, which I did appreciate that because I went through the university. I went through Binding Authority. They give you tons and tons and tons of resources to be really good at selling their product. So sometimes, and I hate to say it because obviously I'm now independent for three years now and I love it. And I still don't think I would change it because I don't think I'd have the processes or the knowledge or just understanding both sides of how this PNC might, like, hey, anybody can sell a posse because it can't keep it. Cause that's where their true money's at. So I almost, sometimes I'll send people like when they're just two grain and they're not grasping the independent side and having all these carriers or it's just extremely overwhelming to them. I will actually go kind of farm them out and go, dude, just go get, go learn the ropes and they will pay you to learn the ropes. And then once you've learned the ropes and you have that kind of training, then I'm calling on you. You gotta learn it. I'm not going to do that every time, but I do appreciate my upbringing in that. They did a really good job. But then I was just like, okay, if I have the highest close rate at 35% in office, like that means I'm turning away like so much business. I was like, what if I even have one more carrier or two or three? And then that's kind of obviously what led to the independent world. To where I'm, you know, closing over 90 people. So clearly insurance is a good career path. Yes, it's amazing. And you're kicking butt, okay? Let's, I want to pivot for a second. You generate a ton of inbound leads from social media, from Facebook, organically, like referrals friggin galore. You are the king, okay? I appreciate that. You are the king, okay? Talk about that. Get your freaking patent. Yeah, I'm gonna give y'all just straight tips and tricks. You can also, I have a full recording on my organic social media strategies on ATX Agent Hangout. It's my networking page. On the Facebook page? ATX Agent Hangout. Boom. Specific for Texas agents. Honestly, Cody is who inspired me to start it. Because events, there's just power behind events. I want people to be in the room. I don't care if it's 10 or one. Like I don't, I really don't care. As long as I'm impacting at least one person and that's hard to do virtually. So, live events. Personally, real quick, real quick, okay? Stay tuned, but real quick. How much has you, have you personally changed since you started attending events the last, really heavy, the last six, eight months? 10-fold, man. Okay, 10-fold, boom, okay. It really is crazy. It's nuts. Yeah, so, to start with, you have to have social media. So this is, I always start with that. And I'm like, especially, if you don't like being on it, I don't care. Like, then you don't like making money. Because you need to be on social media. You really need to. So, I don't care if you wanna do it. Some people do it on Instagram. Some people do it on Facebook, Twitter. Brandon Thomas, he actually is buying stuff from you. He's a king on Twitter. I don't do Twitter. I'm Facebook. But he is like the life guy on Twitter, which is awesome. If you can leverage, even if you're just leveraging one of those platforms. I noticed that most people go really deep in one platform. Cause it's hard to be everything to everyone and be great at all of them. Like yours is Facebook. Mine has always been YouTube. Clearly we're doing it right now. So let's keep talking about Facebook. Cause you're freaking great at that. Yeah, so Facebook is my go-to. I don't think I would be able to get onto another platform cause my wife would probably kill me. You're already on that one a lot. And really Facebook, which leads into really how I've been able to generate all of this stuff is groups. Yeah. The other platforms don't really have groups like Facebook does. That as well. What about LinkedIn groups? Not yet really? I'm very like just now kind of tapping into LinkedIn. I'm using LinkedIn more as recruiting versus actually. Cause those LinkedIn groups can get huge, but I don't think they're as active as the Facebook groups. Exactly. Cause I'm on Facebook every day. I'm not on LinkedIn every day. Exactly. I'm on LinkedIn to check my notifications in the morning and that's pretty, I'll put some stuff out there, but I don't, Facebook is where I live. So really it starts with you gotta have Facebook, right? If you want to be on Facebook, you gotta have one. And then creating your audience. So you need to, if you're going to use Facebook as a business tool, which if you're not using as a business tool, then don't do it. If it's not driving revenue. Well there's not points to, I wouldn't use it. Other, I wouldn't use it at all. And people are like, dude, how do you have time to do all this? I was like, because it makes me money. You make time. Like you guys will make time for whatever makes you successful. Whatever, if it helps your business and you really want to do something, you will find time. That's what I've learned. It's funny cause people ask, they say, dude, how do you have all this time to be so quick on commenting? And so, and I'm like, cause Facebook is like my second CRM. Yeah. Here's my CRM. Here's Facebook. And then like, here's my carrier systems. Facebook never comes down. And you have to manipulate the algorithm. So when you're building your audience, when you're adding people and you're joining groups. So first, kind of define your audience. Who is going to actually make you money, right? So for PNC, you know, I'm getting in, one of my groups is new to Austin, 20s and 30s. It's people who are moving to Austin. I can be the relocation expert, right? Obviously trucking. So I got in with a trucking group. There's 33,000 members in there. Obviously that's a good group for me if I'm in trucking, right? That's a great group. Real estate investors. So it's another thing. I don't do the like hotels, motels. I have a referral partner for that. But he's like apartment complexes, things like that. I can do that all day. So joining groups that I can leverage. So you found what pieces of your audience you want to niche down in and who you want to work with. And clearly like trucking and apartment buildings and stuff. That's not a renter's policy. It's not. It's not. And I will say actually, before you go do that, go to your carriers first. A lot of people are saying, I'm for the client. I'm for the client. No, the client doesn't pay you. The company does. Yeah, yeah, yeah. So you need to go to your carrier and say, what do you want? That's good. What do you give certain carriers, certain types of business based on what they want? 100%. That's freaking smart. I've never thought about that in the PNC world. So like all my auto body shops. So I'm really, and the reason I do auto body shops is because I'm accelerated through underwriting. I can have same day binding through nationwide. If they're not with nationwide, I've win every single time. Wow. If they are with nationwide, I just do an agent of record change. And then I get the commissions at renewal and I can be their servicing agent. So how many inbound social leads do you think you get a month? I know it's over. I have to go check my CRM. I know it's over a certain number, for sure, I just don't know what it is exactly. I'm with my commercial, with all my trucking and my just referrals from people, obviously me posting and engaging in gaining leads, I'd like probably 120. A month. I quote probably close to $2 million in trucking insurance every month. Yeah. Close to 2 million trucking a month, you're quoting. Not granted, that's extremely high for anybody who knows trucking. Gosh! Don't start in trucking. Get your feet wet with the personal lines and then when you're ready for trucking, you can go and help. Now you guys see I was like, this is the cat. Dang. Okay, so what's some other tips on like, leveraging social organically, other than groups? Like maybe like one, leave us with like one small tip on like, okay, you got a Facebook. You defined your audience. You found some groups you want to be in. How do you, what's the next step? What's a tip? Add those people in the groups. So the people that are, even like people who are referring you business or you're now going in and you're kind of that insurance person in that group, whatever it is. And actually before we get there, don't solicit right out the gate. So you want to lead with value and education. You would think that's a no brainer. Most people are spamming the crap out groups. It's all bad. Or they'll just go straight to the DMs. Without them like, why should I even talk with you? You haven't even helped me. Exactly. Mrs. Coach Burton, you know, people do business with problems that are solved. That's right. And help them solve the problem. I don't even ask to be their agent. I will literally say, hey, this is what you need, this, this, this and this. That's freaking cool. And then they message me. So you'll bring value in the group. Correct. Then you will go and actually add those individuals that are engaging. You probably even go to their actual personal post and start engaging. Why? Because you're helping the relationship. What else? We are humans. They don't know that unless they're on my page. Which I think a lot of people are like, I don't want those people following me. And it's like, well, then you're not using Facebook as a business tool. Then all you want, you just want your friends and your family. And the next thing you know, you're looking at a bunch of pictures of babies or your friend just got married. And then, oh, what do you know? Now you're on YouTube watching whatever and you're down the rabbit hole. That's right. I want my referral partners seeing what I'm doing with my family. That's strong. I want them to see that I'm human. Just because I sell insurance doesn't mean I'm not. Like I have the same bills. I've got the same, I've got a kid. You know, like we have all these things that they can all relate to if they see it. Yes. So add them. Add them, and that also builds your audience. And then what do you know? Who do they know? Right. Normally people that are in the same like kind of similar situation that they are, whether it's the same occupation or same income, whatever it is, people who are at income levels normally hang out with either 10 below or above in the same income. That's awesome. So add them, and then I would say really, I'd say that the last bit is you just gotta engage consistently. I think a lot of people that's where they give up on Facebook. They will, they'll post something. This is a huge one. They'll post something. Nobody likes it. It's like, well, just cause they didn't like it doesn't mean they didn't see it. You just weren't there to solve their problem yet. So that's why you have to keep posting. Keep posting. So you know what? Some people they'll get depressed and stop posting. They will stop cause nobody likes it. And I'm like, no, they just don't need you right now. But the day that every single day if you're posting that every single day, life changes. Does that also teach you over time what types of stuff to post based on the engagement you get? You know now, like, okay. So I'll give you guys the jab, jab hook. Okay, so we call it the jab, jab, and then you're coming around with the hook basically that's your business post. So the jab is and I will use it. You jab a lot more than twice by the way too. I do, I do. This is where you need to start though because it can be overwhelming to have to post, tend to. I mean, I'm probably, when you wrote in my comments posting everything, I'm probably, it's over 50 a day easily. That's awesome. That's huge. So yeah, but do the two jabs, right? So I call them, you can call them jabs or fluff. Basically get them, put something out there to where they want to respond, right? We have to view social media like, Facebook is for entertainment. Social media, like social media as a whole is people want to be entertained. They ultimately do. When you entertain them, Facebook ranks you higher. I'm not, we don't have time for the algorithm stuff, but I can, we'll do another one on that maybe someday. But just give them like, hey, if you had to remove one. So tacos, brisket, ribs, or whatever. It's so funny. Like, and it's only needs to be a one little, they could just put, you know, ribs or brisket or tacos. That's it. I don't need anything else. They can't resist not to. What is that? It's so, I don't know. It's a fluff. It's like it's that engagement post. Somebody told me to start with like just curious dot, dot, dot. And then do that with like a question and it always works. My mind's in the comments. So then you kick it off and then people are like, oh, there's already a comment. Oh, let me see what Joe likes. Yep. And there's like, oh, okay. So I'm gonna comment. One of the three options again? Like ribs, tacos, brisket. You could do any of the food items like, hey, remove one. Or if you had to live without one, what would it be? And people are like. People love that stuff, especially food, man. I don't know what it is, but. It is so funny. And so they'll post. And then this is a huge part of the organic strategy. Yep. Cause Facebook likes when you keep people on their platform. Right? That's how I get ranked, tired. That's how I hit more timelines. That's how I get in front of. That's exactly why we don't post links straight to YouTube on Facebook because they don't want people to leave. They're not gonna promote that. They don't. They don't. You want them. So then when they comment, even if it's just ribs, I will go in and say, if I agree. Yeah. Oh dude, right on, man. I knew I liked you. Or if I didn't, then I'd be like, are you crazy dude? Like what are you talking about? And then they're gonna comment again. And then guess what's happening? I'm keeping them on the platform. So Facebook loves me. And a lot of people will allow, you'll have like a hundred, even if you have a hundred comments, right? Yeah. You're like, oh, a hundred comments. If you were to comment on every single one of those comments, you'd have 200 comments. Exactly. So Facebook looks at that and it's like, ooh, organic. Like man, people are all over this post and whoever's posting it is engaging them. They're a legend. Keeping them on my platform. Zuckerberg's like, Joe Campion is a fraud, bro. Dude, put him up here. Relevancy, all right? He's the most relevant. People must like this dude. So I'll do two of those, right? To get people really engaged. And the second one I'll do maybe more of a sentimental, like maybe a picture of my daughter or me hanging out with my family, showing I'm human, right? But then a lot of people are attracted to that. And then you hit them with the business post. So that's when you'll get, you'll go from like, I remember when I first got married, it was like 700. So I was like, man, where have all y'all been? You know? And then I'll post, but it was kind of bad because I used that because I knew people were on my page because they'd been liking all my posts from that weekend. Post of the business post only got 15 likes or something. And I'm like, dang. But I know that all of those people that have been liking my page all weekend, they saw it. They just didn't need me yet. That's right. And that's why you do it on a daily basis because one day they will need you. Wow. And you're already there. You're in front of them. And they've seen so much of your stuff that when they need you, Joe, dude, I need help with my insurance, man. You are the first person I thought of. They didn't really think of me. And I just plugged it in their head because I'm in front of them all the time. You're probably one of the first people I think about with insurance all the time, you know? That's because I'm freaking posting it everywhere. An animal. How to be an insurance animal. And then I'll give just the last bit. When you're posting is huge. So you need to be posting at what Facebook calls prime time hours. What I've found has been the most engagement when people are most willing to respond or engage or comment or like or whatever. You need to be posting anywhere from like 7 to 8 a.m. And then also gauge your audience. So if your audience is all on the East Coast and you're in Central, then you need to be posting earlier to get them before they get too busy into their day. There you go. Casting anywhere from 7 to 8 a.m. And then anywhere from 11 to 12. So you're catching people on their lunch breaks when they have their phones out, right? They've got some time in between the day. They're scrolling through their timelines, right? And then really anything from like 4.30, 4.45, don't post too early. Some people will put it out there at 4. People are still finishing up their work day. Get them right at like 4.30, 4.45. So you're almost like right before? Right before 5. I love that. And then boom. And then that's your prime time hours. How do they follow you? Because they want to keep following you. You can find me, Joe Frazier, camper. So I'm very active on my personal page. We are Redwood agency group for the business page. And then also I've got ATX agent Hangout, which is my networking page. A lot of good value on that. And? And this is my baby right now. The insurance syndicate. Basically, we are trying to disrupt the industry through honesty and transparency of information. So that's the Facebook group. That is the Facebook group. So come join us. If you're trying to join the group, please fill out the three questions. All you have to do is hit yes, yes, yes. If you don't, I'm deleting you because that already is telling me that you're not trying to level up. You can't even answer the questions. Like, come on, y'all. You've been deleted, okay? Yes. All right. Sorry. Thank you, bro. Okay. Beast, follow this man. Yes, sir. Thank you, man. Hey, if you enjoyed this, you'll get another one you're gonna love. It's right there. Click on it. See you in there. Believe you're gonna be at the top. No matter if you are in ops, if you're in sales, if you are the janitor right now. That's right. Be the best janitor you can be. You know.