We are in a trust recession. How are you building trust with your prospects?

Here's what every producer is faced with. One, there are more producers in the industry than there have ever been. Whether you're selling health insurance, commercial insurance, personal lines, whatever, there's more producers in this industry than there's ever been before, which means there's more noise in this industry than there's ever been before. The sales cycles are longer. The sales cycles are, have gotten a lot longer than they used to be, even compared to a decade ago. Trust is harder to build than it's ever been. We are in a trust recession right now. And so you have to figure out how you're gonna build trust with prospects. The days of picking up a phone and calling somebody who not only doesn't trust you, they don't know you, and is willing to commit 30, 45, 60 minutes of their time to you without any trust, woo, it is hard to make that happen today unless you are a savant on the phone or you luckily caught a prospect on the perfect day. But it's kind of like winning the lottery right now.