Selling Life Insurance: Things I Wish I Knew Before I Started-The Importance of a Process

And I challenge you, if you've never listened to one of your own calls, listen, listen to one, you know, record a segment of it. Or if you, let's say you don't have any recordings, why don't you record yourself and go through it normally at the speed you think, and then go back and listen to it. I promise it sounds three times faster than it does in your mind when you're doing it live. And you have to remember that we have to present, teach, educate, explain, ask questions at their level of understanding and not our level of knowledge. Hey, guys, welcome back to another episode of Life Insurance Academy podcast. Zach and I are kicking it old school. We're like run DMC. I think there's two of them, right? Maybe we'll have to check it out. Dude looks like a lady. What are some other DMC run DMC hits, you know? Outside my head now. All right, well, we're just going to roll with the podcast today. We are continuing our series. Things I wish I knew. That's what we're talking about. Previously on the previous episode, if you checked it out, we talked about niches. We talked about niches. So maybe you decided which niche you're working in. Maybe it's final expense. Maybe it's mortgage protection. Maybe it's in the crazy IUL land. I don't know. But we're going to talk about today, processes, the processes that we should know or that we wished we knew at the very beginning of all this. And now, man, not just processes. This is a side segue here conversation, but tools and resources that are available now. Are you kidding me? Like, it's nuts. Like when we started, we didn't even have Waze. We didn't have GPS, which makes us sound really old. And you're not even that old. No, that's how fast technology has progressed. So, um, all sorts of great tools and resources. But today we're talking about processes and the, the importance of, uh, understanding them, the things we wish we knew about them. Yeah. And the cool thing is about this series is the things we wish we knew. Um, and it turns out that you guys are one of two people listening right now. You're either the person that started and somebody told you that it's easy. You just, you know, people want a life insurance. You just help them. You, you, you, you pick the plan, you write the policy, you get paid a bunch of money. Um, everything's good and grand and you do it again. I mean, all we do is just call these people and your expectation is, um, oh, everybody's just, they're just sitting there chomping at the bit to buy insurance. And you just got to call these people or you got to go show up at their door. And they're literally like shaking to sign this policy. So darn quick. You don't think about the process or what it takes or what is required. So you're either that person who then jumps into it and then goes, why, why is it not working for me? Why, why am, why am I struggling? You all said it was going to be easy. You all said all you had to do is show up at the door. All you had to do. We never said that. No, we did. This is to their other AMO, right? Um, or you're the, the person on the other side that's like, wait a minute, I need to figure out how do you do it? What do you say? How do you walk? Do you go sideways? You know, you're trying to figure out every detail and every little process before you get started, which both of these are good and bad. Um, depends on where you are. Too much of either is really good. If you don't have any process or any expectation move into the, into this, um, you can kind of, uh, get over your skis, but the positive is you're eager. You're learning. You're willing to try something new, uh, and you're ready to get out there. The other person who processes too much. I may be one of those. Um, you come into this and it may be forever before you get started, right? You may be, uh, training for nine months before you go out in your first week. That was not me, by the way. But, um, you could over process, we call it, um, paralysis by analysis. And the negative side of that is, is you're trying to put too many processes in place before you're able to actually go serve families and make a difference. So the things we wish we knew is what's the right amount of information. What are the processes that you need to consider? Um, now that you have really found your niche or found, um, the, the type of insurance or the segment of insurance that you really have a passion for serving those clients, um, and walking into this. So, uh, Chris, in your opinion, what was, what's the first process we need to work on? The very, uh, the very first thing that we have to do in this business is get in front of people. That's the very first thing. So there, there's a, there's a process to this, whether it's, um, leads. So you've decided you've entered a niche where, uh, it's a primary, uh, focus is lead based. So I would say maybe a mortgage protection or final expense niche. The, the, these are niches that were created because they know where they can get data from. So they can pull that data. That data allows us to market that marketing brings leads in, whether they're social posts or whether direct mail and, uh, you're able to work that. Um, maybe your other process for this is to start doing social posts. I know folks who are very successful with that. They're doing IUL education and they're doing social posts. They're getting hundreds of leads or they're niching into specific businesses and doing educational posts. And they're generating leads that way. Either way, there's, and I think you say this best, Zach, you talk about the relationship with time and money on getting in front of people. You want to talk about that? Yeah, absolutely. And, um, I always tell people there, there's two relationships with time and money. One is everybody, the most attractive thing about this insurance industry is the pursuit of time and money. Um, but when you get into it, you have to choose one or the other. You have to trade it. You have to trade it until you earn the right through renewals and a book of business and putting your clients first and becoming a difference maker to actually earn time and money. Um, but the same can be said when it comes to leads. Um, let's say you have a, um, financially, you're in a comfortable, stable place to where you have money. So you are able to buy higher buyer intent leads and notice I didn't say higher quality or, you know, higher buyer intent leads that generally cost more money. If you were focusing on quality, it would be thread count. Am I right? Yeah. Yes, absolutely. Not the person or what they were trying to buy. Yeah. So higher buyer intent leads, uh, which is typically going to result in higher conversions, but it's going to cost you higher money. So you're going to spend less time prospecting, less time calling through, less time knocking, hopefully more time doing presentations, writing actual applications, but you're giving up higher, um, costs per lead in order to do so. So if you're, you're doing telesales, you may have, uh, some process where calls are being transferred to you. So you're doing less time dialing. Or you could be buying some sort of digital lead, um, but as a very high buyer intent, very high cost. So there's some sort of expectation and prequalification involved in that. The flip side of that coin is, um, you know, you have time or money. So the other side is time. If you don't have the money, you have to be willing to put in the time, meaning you're going to be buying, buying, um, lower buyer intent leads at a much lower cost. So there's going to be more legwork, more hustle, more phone calls, more door knocks, elbow grease, elbow grease, um, to help generate and, and manufacture those opportunities to have presentations and convert into policies. Uh, there's one of the, uh, trust me, everybody wants to spend less than $200 a week on leads and then write 10, 15,000 and annualized premium on their other end of that. And it's just not reality. Uh, the results it's, it's not necessarily going to be that starting out. Um, especially when you're experiencing your other processes, Karna aren't in place at this point. Right, right. So, uh, you have to determine where you are in this whole thing. And if you are in a position where you don't have funds, then you do have to do the work. And we've had some great conversations recently of agents who are doing their social posts. We, we have agents who, who are even doing some like seminars on the life side in different creative ways with very low cost and it's generating premium as a result of it. So, um, and I will say this about, about the leads. If you do have money, why not add the time to it? Yes. Right. Why, why not, uh, put that work in, um, to where you're really, uh, have exponential growth and really expanding. Um, and blowing up your business by doing that. Cause if it's working on a smaller scale, scale it up. That's really our goal. And let's say you don't have the funds immediately. Let's make a plan to figure out what we have to do to hit different benchmarks and reinvest a little bit more. So we are going towards that area. And I'll tell you what, um, I think one of the biggest challenges, this is one of the biggest challenges with people who join an IMO. Okay. Is they come in and they will join with a lot of enthusiasm with some examples. I'm not saying everybody does this, but they'll join with a lot of enthusiasm and Hey, Zach, great news. I quit my job so I can put more time into this. Um, I have zero money to invest in leads. I actually have, I have like 300 bucks to invest in leads, but I've got $3,000 of credit card debt, but I'm going to make this work, man. And you know, the, the visual we say is it's me handing you a rope and then jumping off the bridge. Now you're, you're trying to save me and pull me back up without, uh, having a realistic expectation of, I wish we had a whiteboard so we could show this. Um, but really, you know, we have this thing of getting in front of people, but then there's this other thing of having a sales process. So process to get in front of people and then the sales process. And these really do dovetail together because that there's a learning curve for you to master, to be able to get profitable. And the people who are doing that and saying, here, hold the rope while I jump off the bridge are, are not giving them a chance to win at all. It'd be great if somebody, if you go into this saying, Hey, I'm committed to this, this is what my funds are. And then seek counsel for this, or at least tell your IMO, the people you're coming into business with what you're willing to do. Like, Hey, I don't have the funds, but you give me one of those leads and I will go knock on every door in the city to figure out how to generate enough income to afford leads. I'd say that's a, I have this conversation a lot. I get a lot of people reach out to me about leads and this is what I want to accomplish. This is what I have to spend. What do I need to do? And my question is always the same. What is your time commitment? What is your dedication, right? What are you willing to do? Because that can determine everything. Even if you have a lot of funds or resources to put towards leads, right? If you only have two days to dedicate the time aspect of that, then it may determine what's the best route for you. Um, but you have to be able to make time. Like you said, that, that marriage between the workflow process and the sales process in order for those to be, you know, migrate together, just, just, just kind of coexist. Um, for you to be successful is that commitment to how many hours a day are you working? How many days a week are you working? How many weeks a month are you working? And this is a realistic conversation, um, cause a lot of people, um, they start this new opportunity and they hear the stories of the freedom and the flexibility. And then that all of a sudden takes a hold of them. Um, so understanding that in the best way for success and, and, and what a lot of us, a lot of new agents wish they knew at the beginning is what time and effort it actually required to have the results that you desire. Which is very, very different. There's always a disconnect on that. Um, because I always tell people there's X number of phone calls, Chris, before you're comfortable in the first 20 seconds of the phone call, and you're going to be uncomfortable until that. I don't know what that number is for everybody. It's different for everybody, uh, based upon their personality, based upon their sales experience. Um, but they have to put in that time. They have to put in that work. Um, and when it, what, what are they going to do when it gets tough or they get a bunch of nos in a row or a bunch of no answers, what are they going to do when it's really good? And they're getting, they're closing a bunch of sales early in the day. Like the answer to those questions is going to determine their commitment, their dedication. Are they going to be successful because there's levels to this. And in each level, you need to learn, you need to grow, you need to develop, you need to adapt. Um, to continue to get better, um, really what it is as you're moving towards that sales process. So really we, we have two things of getting in front of people. One is the, the, the leads or the opportunities you're taking to, um, create some type of marketing to get in front of people. Then two is the commitment to a workflow to, to make those things happen. And then that really kind of flows into this. Now, what do we do? Yeah, right now, now I'm in front of people and you know, I'm working my tail off. I have all the leads. Now, what do I do? And that's it for the show guys. We'll get you on the next, just kidding. The saying I always say is, and you'll get this question, but what about these leads? But what about that leads? And you always try to maximize one versus the other. Um, you're not, you're not equipped for that. You're not ready for that conversation. It doesn't really matter to be honest. I always tell people all leads work if you work all leads. So that takes the aspect. We just talked about leads, right? And we talked about work. All leads work. If you work all leads. Dude, that sounds wise because you reversed it. That's why it sounds wise. Yeah. Also. Yeah, that's very good. And you don't, you don't, you don't say anything else after that. You just stare at us. That's great. Um, but the next step, as you said, Chris, we, we know we're working. We know we're dedicated. We know we have leads. Now, what, now, what do we do? Do we just wing it? Um, and this is crazy. I get, I've had, I had this conversation last week, actually. A brand new agent. First time I've ever spoke to them. Um, they just reached out for just some advice. I talked to them and they were talking to me all about, you know, buying leads and, and being able to go work. And, and my question was, okay, well, you know, what, what's your experience like? How have you, have you, you know, knocked on a door? Have you made a phone call? What are you planning? How's your approach going to be? What is your sales process? Oh, I don't really know. I figure I'll call people. Okay, perfect. Do you, do you have a script? Have you done it? Have you listened to other calls? Have you, um, have you done any call sessions, any, any type of trainings or bootcamps, or have you watched videos? No, I haven't done any of that. I figure, you know, and I'm like, whoa, you know, well, let's, let's slow down a little bit on these leads because without a sales process, without a duplicatable sales system that you can go back to every single time without a presentation, without a script, without something there, you don't have anything to compare it to. So when you don't have anything to compare it to, it's always somebody else's fault. The client didn't have enough money. These leads are terrible. Um, the training isn't very good. It's always somebody else's fault. But when you have a presentation that you use religiously every single time, every time in the home, you start to see, oh, it works for all of these clients, right? You have something to compare it to. Was it just me delivering it? Was it not very good? Or was it just not a great fit for the client at this point? Um, let's say you're on the phone. We know the script is proven. We know it works for other people. There's belief and confidence built inside of the script. Well, what was the issue then? Cause we know we're consistent. A lot of these cases and a lot of these systems nowadays, Chris, which is crazy. Is like a lot of their calls are recorded. Like, so you can go back and listen to yourself. Yeah. How many people do you think actually do that? Uh, I can make up a stat, probably 25%. I think that's high, but I really don't know either. Right. But yeah, but you could probably, while you're listening to this podcast, you could think, well, have I done that? Yeah. Because one thing you'll, you'll realize is when you go back and hear yourself, like, wow, actually talked faster than I think I should have, or I could tell. She was confused. The client was confused. When I went over this portion of the script, maybe I should have slowed down or ask some more questions or, uh, this is where I felt like I was starting to lose them. There's the quick tip, 90% of why people fail on the telesales process is because of pace. They're going way too fast, way too fast. Seniors are not processing the information and, uh, they're, they're lost and confused. You confuse, you lose, but they won't tell you they're confused or lost. No, they won't. Well, I need to think about it. That's typically. Here's something I've learned from the podcast, which is crazy. Um, when I hear, or I hear a recording of our podcast, or I hear our podcast are playing, even on some of the, like our social media reels and stuff, sometimes it feels like, wow, I'm, I'm talking pretty fast. Yeah. Like, but in my mind, I know what I want to say. I have the thought coming out. I have the explanation and it's like excited to come out. It's excited. So in my mind it makes sense, but it doesn't always deliver the way I feel that it's delivered. Yes. And that's the same in the home. Yeah, that's a really good point. If you can slow yourself down and, and, and I challenge you, if you've never listened to one of your own calls, um, listen, listen to one, you know, record a segment of it, or if you, let's say you don't have any recordings, why don't you record yourself and go through it normally at the speed you think, and then go back and listen to it. I promise it sounds three times faster than it does in your mind when you're doing it live. Yes. Um, and you have to remember that we have to present, teach, educate, um, explain, ask questions at their level of understanding and not our level of knowledge. Um, because we've, I mean, chances are, if you have any experience in life insurance and you're going through your sales process, you've said these same things over and over and over again. And when you do, you kind of get into a rhythm, you kind of get dialed in, you get consistent with it, which is a good thing in a way, but sometimes that takes away the organic feel of it. You can start to go through the motions. It can start scripted, but naturally it speeds up because you know, which word's coming out next. And you want to get to the next call in some cases or the next presentation. I'm just trying to figure out if they're going to buy or not. Right. Yeah. So in this, uh, these, uh, processes we wish we knew, uh, get in front of people workflow determining that. And, and I do want to go back to that. Just what, what determines the workflow and this whole piece here is what you want in the end. And you have to decide that, like you need to decide what you're fighting for and what you're trying to accomplish and what it means, all that stuff, put a price on that because there will be a number of hours that will produce that typically all the time. It's not even typically, um, now how that gets achieved. You may be able to leverage other people's hours to be able to achieve that later on. But in the meantime, it is, it's elbow grease getting in front of people, having those conversations. So getting in front of people, sales process, having your presentation, your script, and guys, if your sales process, it's okay. On the front side, if it's, Hey, I'm the insurance person. Do you have an insurance? Do you still have an interest in this? That's okay. If it's on the front side of this, but there's a skillset that you need to learn. I, I remember when Roger was teaching us all about the presentation and our face to face sales, and it probably took me eight, seven, eight times until I finally caught on to asking the question, why is this important to you? Because I was just working off my personality and my ability to connect with people. That's what I was selling off of, but I wasn't getting all the sales. I could have, that's for sure. And I wasn't keeping all the business. How'd you realize the difference though? When I heard it, cause you, you were still getting sales, right? Correct. So how did you, did you just like, ah, I'll do it. I mean, how did you get, how did you get to switching when you have that false sense of success? Yeah, well, it was a, it wasn't a close ratio that I was happy about and I was going to these trainings. So I would put myself in an environment where I would learn and I realized after hearing it enough that, oh, there's a process. I guess I'll try it. Yeah. There's a sales system. It wasn't, I guess I'll try it. It was a wake up. It was like, holy moly, I wasn't doing this. Why wasn't I doing it? I was kicking myself. That's, that's where it changed. Uh, because I, it was frustrating to me that I sat in so many of those stinking trainings and I never heard that. I never heard it. I was probably on my phone. It was probably goofing around or joking around with somebody or doing something. I don't know. But whenever that was said, it never connected with me. But I finally, they say, you know, it takes seven or eight times to finally hear something, you know? And that's what happened in my case. And that's where I developed the, the emotional excavation and that language. And I'm trying to get to those, those questions of just, yeah, there we go. He's going to, I just tried to make graphics for Adam. Um, but that's what we do. We plan it out just so we can see you do all kinds of funny stuff. Now that, that leads to this next piece. So we, we got in front of people where we have a committed workflow. We have a sales process. And then do we have a process for evaluating ourselves and that's that yes, that will determine, I guess you're, um, sometimes I think, uh, there's a lot of volatility on the front of this and, and Adam actually had a good input into this and he said, you know, you have a good week, you think you're the best agent in the world and then you have a bad week, you're the worst agent in the world. And you're bouncing off of that your first, maybe your first couple of months, your first three months. But how do you know whether you're, it's your, it's not just your bank account. How do you know when you're winning or losing in this business? Let me ask you a question, Chris. And I know, I know you're a big numbers guy, so this is just be as accurate as you can in life insurance, selling by yourself. Okay. What is the highest amount of money you think someone can make in one year, just on their own pen? I think it's tough to get past probably the $600,000 mark and these niche, niche spaces, um, and you, and it's, it can happen, right? Oh yes. Yeah. Now, and there's, there's different niches that have bigger opportunities, but it's less sales, but most, most niche, it's probably going to be six to 700,000 on your own pen. And I would say that's probably well above the average producer, right? Now, what is the lowest somebody can make and actually still be in insurance? Oh, geez. I've seen people, um, I mean, you're talking about their income or you're talking about on the issue paid side or either when the same, I mean, it's probably, it's probably gonna be like 70, 70,000, maybe a little less on that. And you can survive sales or income on, oh, I would say on the sales because there's lead costs, but so the income probably 30,000. Yeah. Now that's yeah. And I'm guessing there's dual income or there's something that's, that's allowing them to feel safe at that level. That's kind of like the bottom. Correct. Right. Yeah. Or zero, I mean, zero. So realistically, we're looking at 30,000 to half a million dollars. Yeah. That range is crazy different. That range is nowhere else in a job description in any other industry that you can make anywhere from 30 to half a million, right? Correct. The difference is an evaluation process. The difference is where do you want to fall in that graphic between 30 and half a million? Where is that desire? And again, as you said it earlier, it's attached to your why it's attached to how bad you want it. What vision, how clear is your vision you have for your family and your life and what you want to achieve and how bad you want it is going to directly translate to how hard you're going to work for it. And there's so many people that jump into insurance and they don't have a mentor, they don't have a coach. They're not asking questions. How do I get better? They don't compare it on. Yes, I got the sale, but I feel that that was mostly on my personality. How could I have done better in that, in that home? How can I have done better with that client? How could I serve them better? Do I need to get more product knowledge on, um, how I can best provide a solution for our client's problems and vulnerabilities? How can I address objections before they become objections? How can I get better at reading different clients, emotion and body language and tonality? How can I get better at understanding different people's personalities and their past traumas and how it affects how they make decisions today? This evaluation process, if you really become obsessed with getting better, you're going to dial in your lead flow process. Right. This translates to everything. You're going to figure out which leads work the best for me and my sales style. Am I a speed seller or am I a thorough in-depth seller? Right. Am I a person that can get to X number of leads a week, but rather that be a large number or small number? Um, how much am I willing to invest in the leads to have the proper return on investment that's going to fund my vision that I want that directly translates to, am I disciplined on my schedule? These are my set hours through the days of the week. This is my set hours on the weekend. This is how many vacation time I'm going to give myself. Right. Like when you start breaking down the workflow process, your sales process, and you start really picking that apart, that's when you take that presentation. How do I get better at page two? How do I get better at this middle section of this script? Because it's, it's, I'm not that confident in it. How do I get better at presenting the prices and closing? How do I get better at being so passive or the insecure sales person? Like, how do I hit those next levels? And you do that one at a time until you're polished and you continue to do it over and over again. Just imagine like Kobe or Jordan shooting free throws over and over again, in game scenarios, this evaluation process is the difference to where you're going to land in that 30,000 or half million, and we're not even talking about building teams, building agencies, any of that, this is just you understanding what you need to do and what level you want to be at. Yeah. This reminds me, uh, we were talking earlier about, about golf and I had taken my son and a buddy of his, and they don't golf, you know, Ty plays baseball. That's his, that's his gig. So swings up here and not down here. And, uh, at the beginning of the game, I have this bucket of balls and we just chucking balls into the bag because I know where they're going. You know, and we're golfing and, uh, I'm watching the scores. The scores are coming along, you know, like, Oh, that was a bogey. Oh, wow. That's a bogey. Okay. Well, bogey means something completely different to you than it does me, you know, and we're keeping that score, you know, they come around and they're around. We don't count the donations, right? Yeah. Like 40 fifties, you know, mid fifties. Uh, but we have to stop by the car to get more balls. Like we lost 20 balls between these two guys. So they're loading up again, this whole new, new round for the balls. And, uh, I think that's how a lot of agents approach their work and that's, you know, it's the score isn't real. It's based on how you feel. And I did okay. Uh, but the reality is, you know, the balls are in the woods here and we didn't track it. We don't even know. So when we're talking about evaluation, it helps to have somebody who knows what they're talking about to help you evaluate. No, I'm golfing with them. So they didn't have somebody who knew what they were talking about, right? I don't have much to offer in that conversation, but you have to find a mentor who can help you know what numbers mean and you have to tell the truth. That accountability piece. Yes. You have to tell the truth about the numbers, about all the things you mentioned, work hours, those numbers tell a story, like what, what is the story? Um, whether it's how many hours you're working, tell the truth about the hours you're working. Whether it's how many presentations that didn't close, tell the truth about the numbers that didn't close. Because that person who's sitting beside you, that mentor is walking alongside you, we'll be able to tell you what's happening based on what those numbers say. That is an evaluation process. A hundred percent. And the biggest question is, well, I want to have consistent results, right? I want to have consistent deposits in my bank account. That's the, that is the most important part in the end result, or is it to make you look good? Yeah. It's not, it's not about having the big flash week where you sold a bunch and then there's one excuse after another to why you didn't have a good month. The end game is we want consistent deposits, consistent results, which only comes from a consistent workflow process, right? It only comes from understanding I'm ordering leads every single week. I'm working them every single week. I have the consistent work schedule. That's going to back that up. I have a consistent sales process. I use the same presentation. I use the same script every single time. It's duplicatable. And then all that results together into the consistent results, into the consistent deposits is what we all want. If we all want that, but we, if we want to take a step back and evaluate our process, we want to evaluate. And if we just go ahead and write down all the excuses of why you didn't do it, and then see if you actually believe yourself, you probably won't believe yourself, even though you expect other people to believe you, um, which is the truth, that's really good. But when you look at that, you will, you will see the holes in the areas in your professional insurance career that you can patch and fix and grow from there. Just by looking at that, you know, um, and the coach and mentor can help put that out, point that out to you, but you have to be willing to listen. You have to be willing to learn. Um, but you have to figure out what level you want. And I, one of the favorite things I love sports, right? Um, I'm also not very good at golf, but I love it. It's fun. It's the most frustrating, enjoyable sport in the world. Well, not all the time. Um, but you look at these professionals on TV, right? Whether it's golf, whether it's basketball, whether it's the national championship game, and you wonder like these people are going pro they're becoming pro look at the results, look at where they're at, and we all want that. We want that level of success in our business in insurance, but look at the layer below, look at the effort, look at the practice, look at the dedication, look at the film study, look at the conditioning, right? Like they're eating, right? They're, they're, they're sleeping, right? There's a cost. There's a major cost. And you don't see all of that. We tune in to see the result, but behind the scenes is everything else. Like how many days of practice, how many hours and seconds of practice that they put in for you to see that hour and a half game on TV or to watch them perform on a Sunday to get the green jacket or, you know, whatever it is. We want the result without putting in the work because a lot of us are blind to what the work actually is. And when we can realize that, and if they're pros in their sports and we want to become pros in ours, it's simple. This is what we have to do. Yeah. So a reminder for us, uh, things we wish we knew just, uh, understanding processes of a, uh, getting in front of people and the workflow that takes to get in front of those folks, be having a sales process that we're committed to. See, uh, evaluating our processes and understanding that, uh, the numbers will tell a story, having somebody that you can go to and have those conversations with, uh, we hope that this was valuable for you guys, consider those things. Tell yourself the truth about your, your numbers and your, your activity. Uh, I think it will reveal some things for you, but, uh, thanks for jumping in on this. Do we have another series? Is there another part to the series? Are we starting something new on the next one? Cool. Do something. We're cooking something up for you guys. Cool. But we will see you. Oh, first, before I do that, tell them, tell them, I'm going to tell you guys, I don't know if you're ready for this. They may not be. We have, we have a like button down here. Like it hit the button. If you, if you saw value in the podcast, hit that like button subscribe. We did the study and, uh, Adam looked at our data and I think it was like 67% of the people who watch this, we get lots of watch hours, aren't subscribed. You guys want to know what's going on? Hit that subscribe button and leave a comment. We love to interact with you guys. We love our family. You guys are a family and we will catch you on the next live insurance Academy podcast. See you soon.