 But I want to really talk about ramping up for AEP, because in a second I'm going to have some people chime in and help. When you're ramping up near an AEP, the big thing is, there's a lot of people that are wanting to take advantage of this season because they can write 50, 100, couple hundred Medicare plans and get a couple thousand bucks a month or more in residual income for next year. So it's a big time, okay? And even if you don't sell Medicare Advantage, it can still be a big time and a good time because you can still focus on meds up, right? You can still focus on final expense. There's still other opportunities. You can use that to get in and fact find. You can get in for another product and fact find for that. So I mean, the big pool with that group, Adam, is during AEP is to really start to ramp up and figure out. That's one of the things I always talk about, which is what I want to talk about today. And I'm going to end with events here in a little bit, too, is what's your guys' target, right? For the rest of the year, maybe it's during AEP, October 15th through December 7th, or maybe it's for the last three and a half months here. It's kind of crazy every week. We get closer to the year. It goes to the end of the year. You get about three and a half months, three months and three quarters, whatever. What's your target, right? If you're a Medicare, then you got a target for AEP. If you're life, you got to have a target, right? I'm watching a gentleman in one of the groups that's doing $250,000 of life insurance sales over the phone, and he's going to do some FE and term and IULs and all that, but he's doing $250,000 in 100 days, which is beyond impressive, right? But because he has a target and he's striving for that target, he's more successful. My sales room, I challenged them with some bonuses. I'm giving my sales guys that the leader for the week is going to get 600 bucks, second place 400 bucks, and third place 200 bucks. So I'm incentivizing them with some cash bonuses, and by incentivizing them and doing a big sale, we're going to sell more leads than we ever have before in history this week. So when you think about it, that's the psychology of really having a target, and so that's how you can really start to focus on ramping up for AEP, okay? One of the things you need to not forget about during this AEP season, especially if you're in Medicare, is that it's just all about talking to as many people as you can, okay? I know there's some agents that have a big Medicare book. I mean, here in my, here at our office, my dad will run, I don't even know. I mean, I think I did the math. There's like 39 business days during AEP, 39 business days. He'll probably run 390 appointments, you know, I don't know. He'll run a ton. He'll probably write 300, you know, plus Medicare plans because he's got a big book of business, right? But there's some of us that don't have a big book of business, and then what are some things that we can do to ramp up for AEP, no matter what type of sales you're in, even if it's not Medicare, okay? Several ideas would be, you know, referrals from people you know or from people that are clients of yours. Sending all your clients a piece of mail, okay? Multiple pieces of mail.