If you want to scale your insurance sales, think quality over quantity.

What would you say are some of the biggest lessons you've learned then for the last two years you've been in the, you know, employee benefit consultant role?

I think the biggest one is that it doesn't take as much wins to to actually have.

More of a volume game. And at Aflac, okay.

I remember as a from the last seven years I was leading teams and if you were not as a team, if you did not, we're not producing say 30 to 50 clients, new clients every single year, you were not going to win. It was going to be a bad where here I can have five wins.

And have a massive year.

Well but you could also say yeah, you need 30 to 50 to have a good year over on the VB side, probably a shorter sales cycle in some cases.

Yeah. Typically here.

Yeah, I only need five. But as you know it can be a longer sales cycle especially as you're going upstream. Right.