 We're on our conference call right now with star Oliver agents and one of the things we're talking about is complacency because what can happen is if you're not attentive, if you're not focusing on what's going on in your week, a day, a week, a year, a quarter will fly by and you would have done nothing. My biggest fear in this business is that I'm going to get complacent. I'm going to get comfortable. That's why I change up the office so much. That's why I add stuff all the time because I don't want to get complacent. My biggest fear is getting comfortable and not continuing to push forward. That's why I come across as such a freak and so crazy is because my biggest fear is getting comfortable and complacent. When we bought a nice size new home, when we were able to buy some cars, when I started getting money a little bit, it started making me scared that I was getting complacent and comfortable. So that's why I step outside the box. I get myself uncomfortable. I write down my goals every morning, every night because I don't want to be complacent. A week will fly by. I got to jump back on, but I don't want to be complacent. That's my biggest fear. You may have stepped away for justice, Zach. What was that, buddy? I'm still here. What was that, Steve? Sorry about that. I didn't know if you had to step away. You're good, buddy. What was that again? So John was mentioning that he's been stuck at 3-4 for him. Right. Yeah. And to comment on that and thank you for sharing that, buddy. That's awesome. What happens is, there's only two solutions. Either we continued running the same numbers and the same amount of leads, the same amount of appointments, the same amount of calls, and we just skill up and get better, much quicker, or we realize that, hey, this is numbers game. If we're working 20 leads and we're working 30 leads and writing five apps or 20 leads and writing three apps or whatever, if we're wanting to get and we're wanting to skill up, we're going to have to spend the numbers in our favor. So what I mean is, we've got to just simply, we've got to buy more leads. If we want our numbers to improve, we've either got to personally get better and continue running the system we're already running, or we've got to start to invest more in our business. We've got to get more leads because honestly, if you had 40 leads a week, you know you would end up hitting better, you know, end up writing more, right? Yep. So thank you for sharing that. That's awesome. And that happens to a lot of agents. They're like, hey, I'm only writing two apps, two or three apps a week. How do I do more? And honestly, there's only two solutions. We either get better at the system we're running, or we make the system fit what we're wanting to do by getting more and obtaining more and making the numbers more in our favor. So that's an awesome point. And that happens to so many agents. It's crazy. It happens to everyone. 92% of agents fail all the time because they're like, oh, hey, I made two cells, okay? Two weeks later, I made two cells. It's like, but they're like, hey, I want to make 100 grand. Well, you've either got to get way better. Normally never happens sometimes, or you've got to get 30 leads, 40 leads, 50 leads a week. Who cares? Put the numbers in your favor. That was the definition of complacency. I don't even know who asked that question. It's my fault because I wasn't listening. I jumped away, and then they asked me a question, and I was on the video with you. But that's the definition of complacency. Hey, I'm working 20 leads. I'm writing two, three, four apps here and there. I'm consistently doing okay. I'm an average agent, whatever. But I want to skill up. I want to write more. I want to level up. I want to make more money. Okay? Either get better or buy more leads. Invest in your business. If you're confident and you believe in yourself, you will end up buying more leads. You'll invest more in your business. You'll do those things. A lot of times, it helps us, not only to write down our goals and stay focused, but also we're in a box. Everyone is in a box, and so when you're inside the box, it's hard to think outside the box. Take a second. Step outside of what you're doing. Analyze everything you're doing and say, how can I be better? How can I write more apps? How can I do more business? And I guarantee you, it's just, it's investing in your business, buying more leads. Make the numbers and the system fit you. Don't try to make it to where you have to close 40, 50% every single week for great things to happen because that doesn't happen. Make the ... That's the only reason I was successful as an agent is I did more. I saw more people. If I needed to spend money, I freaking spent it because I believe in myself. I was confident. The definition of this video and the thing that we're talking about right now, which is huge for agents, don't be complacent. It's my biggest fear. Don't be complacent. Yeah. Yeah. We've got some agents that work in 30, 40 leads a week and they're doing, and they're doing, they're just doing better than those people that are working in 10 or 20 leads a week. They just are. And it's, is it because they're way better as salespeople? Or is it because they're just putting more opportunities in their hand on a weekly basis? Exactly. My first thought, my first thought as a salesperson, whether I'm tele-selling or I'm selling with agents or I'm in the field or whatever, my first thought is, okay, I work backwards on everything. So I always think, okay, how do I write 10 apps a week or like one of our call center? I'm like, hey, how do we write 80 apps a month? Okay, we got to write 20 apps a week. Okay. The closing ratio is like, like seven and a half, 8% on like, that's up leads for our call center. Okay. So if you're going to do, if you're going to do 20 apps, then 10% is 200 leads, so you are going to need like 250, 300 leads to think about doing 20 apps. Well, people never even think about buying that many leads, but if that's what it takes, then freaking do it. So figure out what your goal is and then work backwards, run the numbers backwards. You can do this for everything. You can do this for how much money you want to make in a year, how fast you want to become a millionaire. You can do it for everything. Set the goal. Set the number. And then work backwards to figure out what you need to spend, what you need to do to obtain whatever the freak you want to do, whatever that goal is, work backwards. And that's how you get there. That's how you start to figure it out. So my favorite thing is the more of the nose you get, the more yeses you're going to get. So if you think about it that way, if you think, oh, I got it. 10 people that said no, the next person's going to be yes, so the more nose you get, the more yeses. Exactly. The best salespeople in the world, those eight percenters that make it, believe it or not, they got more nose than the 92 percenters. A lot of people think, hey, they were just great. They're just incredible. They got more yeses. They got more yeses because just like DJ said, they got more noses as well. They sell more people. They just freaking thought bigger and they did more. Don't be complacent, man. That's my biggest fear. $125 a week, 20 hours worth of phone calling for you. That's another thing too. I've got it muted. Agents don't spend time making freaking calls constantly. I mean make calls, morning, night, call leads 12 times, text them six times, email them 42 times, and door knock them three times, whatever it freaking takes. Leads don't work because agents don't know what to say when they call a lead. They pause like our appointment center doesn't pause, you know what I mean? They pause. They don't know what to say. They don't have a script. They're no good. Or they try it once, man. I mean, our appointment center sets like 50, 60 percent of the leads that we give her to set appointments with with the exact same leads everybody else is working, but it's because we know what the freak to do when we call a lead and that's why it works for us.