Brokers sell quotes. Consultants sell strategy. Be a consultant.

They're like, well, you know, I can't give you my business unless you get me a quote. Well, why? Everybody's going to get the same quote. Quotes are quotes, they're just numbers. What do you do with them? And so we've kind of trained people, you know, business owners to expect quotes from us. And sometimes that's a little hard to unwind. And we all know we don't want to do a bunch of quotes and a whole bunch of work in order to get the business, because if you win it that way, you're going to lose it that way. It's more about how do you turn that conversation into a more strategic evaluation of what they're doing and leading them in a different direction. And so sometimes that's a little hard when they're almost expecting us to lay out out some spreadsheets in front of them.