Most producers stay average because they refuse to define a niche.

What do you do better than anybody else in the market? You could be, you could be your firm. What do you do better than anybody? What's your zone of genius? Now, zone of genius can come in 3 ways. It can be a skillset, it can be a strategy, captives, or it could be a niche. Some of you maybe work in specific industries. What's your zone of genius? Maybe it's a step out from captives. I focus on self-funding. Parker, I'll give yours away. It should be stop loss. Could be cost containment. Nobody does cost containment like I do. This is where you need to be 10 outta 10 confident. Why is that important? Because when you run into prospects that have this problem, how good do you feel? How confident do you feel? Your prospects feel that confidence. Energy is important in sales, guys. And if you lean into what you do best and you find the people who need that, you will be at your best. They feel that energy.