 Hi, my name is Jackie Wolter from Portland, Oregon, and I'm currently a sole proprietor, but I'm looking to expand, and I wanna know how you recruit and retain talented individuals. I know you kind of joked about hiring anybody, but in reality, you have an amazing team, so how do you find those people? I wanna answer the recruiting question first, is you have to be convicted in what you do, and then you need to be evangelical in what you do, and then you need to have people who are also evangelical on your behalf, okay? So like, a lot of IMOs, man, if I'm getting too personal, yell at me, Cody. Okay, a lot of IMOs are afraid of getting their agents around other agents, okay? Because they're afraid they're gonna be siphoned off into another organization. That is to scare me one bit, all right? That is to scare me at all. If anything, like, my agents are gonna recruit your agents. Like, I'm not worried about that at all. I'm not worried about that at all, okay? But so you gotta, but I have a deep conviction for what I do, and when I'm on stage this afternoon, I'm gonna tell what we pay our people and what they pay me to work for me and how we do the process, and you're gonna laugh, and you're gonna be like, that's the most ridiculous thing I've ever heard of my entire life, but my people love it because it works and they make money, okay? So you gotta be convicted in what you do, and you gotta be evangelical. Naturally, you're gonna be recruiting people. The biggest thing that I see as to why retention hurts or it becomes a big deal in the insurance business is because people lose connection with the power source. So if you're under layer, under layer, under layer, you're building an infrastructure where it's layers of people, the people at the bottom get forgotten, you know? They're not connected to that power source. And so if you're the one that's setting the temperature, setting the tone, and you're the one, you know, getting everyone fired up, they gotta have that close connection with you. And that's the only reason why I got Facebook, to be honest with you, because I could not get in contact with all of my agents and I saw my turnover increasing because they were not connected to the power source. Once I got on Facebook, it's like, now we're like buddies every morning and goofing off and just having a good time. So that would be my advice on that. So basically the recruiting, we do a lot of recruiting. We've went from basically five agents back in April of 2014 to where now we have about 740 agents across the nation. So we do a lot of recruiting. Most of our just come from just agent referrals. A lot of them just from, we buy, or not buy, but we get lists from different department of insurance for new agent lists. Every department of insurance would get a team. Most of them for free. Some of them charge a lot of small fee. We do a lot through different social media things. So now when I did, we had 740 agents. We run the same 80, 20 rule that everyone else runs. We have 20% of our business comes from, or 80% of our business comes from 20% of the people. So, and I completely agree. We've got quite a few agents here. I'm perfectly fine with our agents being around other people because that's not what this is about. We're, nobody's trying to recruit anybody. But if they were, it wouldn't bother me whatsoever. I would never hold any one hostage. If I wanted to leave me, I feel like that we give them the best opportunity that they possibly can and so I completely agree with that. Kind of like one more point too. The people that you're looking for aren't looking for you. You know what I mean? Like if your strategy for recruiting is Craigslist, you're gonna have, like, why? You know what I mean? Like, just don't even do that. So the people that you're looking for, you gotta go out there and get them. You know what I mean? If you're recruiting Craigslist, just stop. It's really tight. It's really tight. I've done, I know. It's just bad. It's time to hold it. Yeah, yeah. Okay. Go, go.