 What's up agents, it's Rance with SecureAgentMentor and I just wanted to get you guys in the mindset and understand that you are in a career, you are in an industry that is a battlefield. It is insanely competitive, it is insanely cutthroat. You might write a policy for someone and two days later another agent comes in and tries to sell and swipe that person out from under you. So you've got to work really hard on that first appointment or that first time you actually write the policy to make sure that you protect yourself from the vultures, the sharks, the people that are going to be circling just waiting to get a piece of that policy that you sold or that customer that you sold a new policy to. So what you've got to do is you've got to have plenty of ammo and by ammo I mean you've got to have opportunities. Opportunities come in the form of leads and referrals and what better way to get more referrals if you've already worked your warm market than to get more leads. There's tons of types of leads out there. We obviously have great quality digital leads. A lot of people do direct mail. There's a lot of different ways that you can generate leads on your own in your local area too with different contests and incentives and stuff like that. A lot of agents, they just want an opportunity. So if you're not working insanely hard to get yourself an opportunity, you're going to lose the battle but you've got to understand that it's all, it's a war, it's a long term thing. So if you lose one battle, let's say you can't let it bother. You can't let it discourage you if you get one customer taken two weeks after you sign a policy. You've got to understand that you've got enough ammo in your own knowledge and skills and ability as well as your resources, whether it's training leads, all the different things that you do to make your career more successful. You've got to have those things and you've got to be ready to use them at any time and you've got to use them effectively because you've got to win. There is no losing, there is no losing. This is your lifeline, this is your livelihood. This is probably how you put food on your family's table and there's other people trying to take it off. So do not take it lightly. Do not take it lightly. Do not be lazy. Be sure to every single week see at least 10 people. As long as you see 10 people, there's a good chance you're going to be successful and you're going to be able to live the life you want to live.