 What's up agents, this was Rance with SecureAgent Mentor. I just want to come with you a little quick thought. I was thinking about when I walked by this sign here, it talks about focusing on value and the sales will follow. So often we get caught up with just the sale. We want to get to the sale as quickly as possible, you want the money. We've got to realize as insurance agents that this business is about two things. It's two-sided. One side is obviously you want to make money. The other side is we're helping people out. And how we help people out is by building the value. So what you do is you want to talk about all the benefits that they get from the plans that you're offering. If you build the value, the sale will be easy. They'll feel like you're helping them out. And at the end of the day, that's the goal. We want to help people out, but we also want to help ourselves out. So it's that fine line. You really want to find that niche. And like I said, the fine line you really want to work in that allows you to make the money you want to make and help as many people as possible. Don't worry about a number. Don't worry about the lead. Don't worry about anything. If you're doing a referral, a lead, none of that matters. All that matters is you're talking to someone. You want to help them. And by helping them, you're helping yourself out. So that's what you really need to use. So focus on value, and the sales will come.