If you ask for the sale without delivering any value, you are just an askhole.

It's always good to give before receiving, and that's kind of a motto that I like to live by. I like to kind of feel that I'm coming in as a value add and not someone that's asking, 'cause we're always asking, "Hey, can I take a look at what you have?" So when you come in as someone that's providing service, I think people are more open and disarmed to want to get to know you, understand what else that you are involved in, who else that you can help. Maybe it's not them, but now you've created an advocate. I think that's actually one of the biggest draws besides, you know, really being more of an advisor that really kept me in insurance is that once I started really understanding what is it that you guys do besides protect life and property, you give back. Every insurance company gives back and it's a cornerstone to having a good reputation in the market and creating trust within people. It's just second nature to me at this point.