How I Made $100,000 in 90 Days As A Life Insurance Agent ft. Eric Schmidt | Ep56

like if they're in Alaska mining for gold.

Oh yeah, yeah.

They have like hundreds of thousands of dirt and they put it in the front and then it goes through this whole entire cycle of shaking out the rocks and the water going on top. And at the very end are these, these tiny, tiny specks, right? So dude, you got to have a lot of dirt to get the gold out at the end.

Sometimes they fill that machine up and ain't no gold in it, or they get to the spot that's frozen solid they can't get to, you know what I mean? Like there's stuff in every business. What up y'all, John Wetmore, welcome back to to another episode of the Insurance Insiders Podcast. Got my dude Eric Schmidt with us today. Known you a long time. I don't know quite how long, but it feels like a long time. It's been a while. So dude sells a lot of insurance, built a big-ass agency, still hustling harder than most. If you don't— if you don't know him, you should follow him because it's a fun journey. Um, I know you've sold a shitload of insurance since I've known you, that's for sure. A lot more than I've sold. I promise you that.

Oh, I don't know about that, but, uh, but yeah, no, I mean, you gotta, you know, you got your biggest spread is on yourself, right? So you got to sell. Yeah.

Would you— didn't you hit Hall of Fame again last year? I mean, did I make that up?

I did. That's what I thought, dude. I remember I was doing a, uh, a call with Sizer and he goes, yeah, I don't know if we can curse on here or not, but he's like, he goes, are you gonna fuck around and hit Hall of Fame by mistake this year? And I said, well, that's definitely the goal. Because when I was up on stage, you know, doing $200K from '23, you know, I, you know, gave my Shawn a little bro hug and I'm like, dude, this is not going to happen again. You know, I don't know what's going to happen in '25, but I said, I said, I am definitely going to hit Hall of Fame, you know, as an agency owner and as a producer.

Both. Yeah, that's smart.

That's cool.

So that was, uh, that was those that don't know, $400 grand in insurance paid premium, and then what's it, $10 million in team volume for the year.

Yeah.

Has anyone done— who's done it?

Oh, there's, there's— I mean, it's a smaller— it's, you know, it's bigger than a handful, but it's, uh, there's a group. There wasn't many that did it last year. Um, not many.

I've done both, but not in the same year. Yeah, naturally. Yeah, that's like, who cares? That's pretty badass to do both in the same year.

Yeah, no, it was, it was, it was, you know, you know, anything like whatever, whether it's a fitness goal or a family goal or business goal, it was, it was definitely a goal. So it was, it was a driving force throughout the year, sir.

What's your, what's your high in a year?

What's the most you've sold me personally? Yeah, uh, low $600s face to face, you know, 75,000 miles in my car. You know, you know, a lot of, a lot of cat litter, a lot of, a lot of cat urine.

Young kids don't get that one, bro.

No, they, you know, people have— I mean, with all due respect, they just don't know, you know. You know, when you walk up to the door and it smells like, oh boy, this is going to be tough, you know. And, uh, you know, doing the road work, you know, doing the Road Warrior app and mapping out your— mapping out your your door knocks in anticipation of no-shows because you know what's going to happen. Yeah, you know, so you go up to the door with the right attitude. And now, you know, obviously, you know, you know, 95% of us are doing telesales. So, you know, transitioning that attitude over, like, hey, you know, you got 50 appointments this week, you know, get ready because you're gonna— you're gonna need to— you're gonna need to work it.

So yeah, that— so is that like the new minimum kind of standard?

I think— I think you have to. I think you have to. If you don't have— I mean, when you're— when you got your calendar or your Google thing or all these toys and things that are out there, I mean, if you don't have— if you don't have 50 on there, it's just like, man, it's going to be— it's going to be tough. You know, you're going to have— you know, you're going to have dialers dialing, you're going to be dialing, you know, again, depending on what your— your— your must-haves are, right? If you need an issue paid and a deposit on a certain week to be a certain amount, you're not— it's not going to happen. You know, there's just too many ways for people to hide behind their phone, you know, and block you and send you there. And, you know, doing a lot of FaceTime audio calls now. I don't know if you guys are— yeah, so if I get that blue that shows up, um, and I get 2 sent to voicemails, that I'm calling voice— I'm calling FaceTime audio.

Do you really?

Yeah, because they can't send you to voicemail on that.

Um, Oh, I don't think—

yeah, I don't think they can. I mean, they can still delete it, but, um, so like I'll call, nothing, call, nothing, text, say, you know, just give my name and number. If it shows blue, then I'll hit FaceTime Audio and I'll click share my information. And then sometimes I get picked on. Now sometimes they're like, what? And they're freaking. I'm just like, hey, you know, just relax, you know, it's not that big of a deal. I'm just trying to get you off my, you You know, if it's open, it's open. If it's closed, it's closed. And your email this morning about the Easter eggs was fantastic. You know, so I mean, and that's my attitude. And I remember, you know, someone that we worked with a long time ago, just like, hey, if you're interested, you're interested. If you're not, you're not. You know, I'm more interested on the next person than I am on the current person.

So.

It's true. It's true.

Man, so what do you think, obviously selling that much insurance, what year did you start selling, first of all?

'18, I got my license again. I first got it in '08 when Shawn was with the— Yeah, and then I got it again at the very end of '18 and did my sales, my automotive sales deal. I was a general manager of a Chevy dealership, the biggest one here in Connecticut, which is not a big deal 'cause we're the third smallest state in the country, but— I was running that for 70 hours a week, and then I was doing this, you know, for whatever was left after sleep, 40 hours a week. And, um, and then I started full-time in this only April of 2019.

As he says, I was doing 70 hours in that and 40 in this part-time.

Yeah, yeah. And then because I knew John, because I was making like $275,000 W-2 in the car deal, and but I was blowing so much time, and there was so much pressure on Carrie and the kids and everything, and I knew that if I could replace my deposits doing this for, you know, 40 hours, that when I got those $70,000 back, that not only would I be able to crush my net, but, you know, the recruiting would— because I couldn't really recruit when I was still doing the car deal, because even though it was really only Facebook at the time, you know, it was still kind of a secret hush-hush that I was doing this. I was doing it at lunch breaks and I was kind of like ducking out on— I would go and praise some guy's Silverado and I would pull into a lot and I would make a couple of dials and then I would come back after they praised one. Oh, I mean, dude, I would always have my leads with me all the time.

What was your schedule then, dude? It had to be pure chaos.

Oh, yeah, no doubt. So I told Carrie it's going to be nice. I said, I need 90 days to figure this out. right? And I said, after 90 days, if I don't have it figured out, then I'll have to figure something else out. But, you know, give me 90 days on this. So, uh, Monday I would get to the dealership, or I had to be like on the desk ready to work deals. I think it was either 8:30 or 9:00, so I got there at 7:30, um, and I dialed in an abandoned parking lot. As soon as 8 o'clock hit, like 7:45, I started to dial because I didn't want to ever leave the dealership without an appointment. Between my house and the dealership. So I always wanted to go home to at least 1 or 2 appointments and the opportunity to do a couple door knocks if it was a no-show.

So you left for the day, you mean? So after work?

After work. So if I left the dealership at 5, 6, 8, 9 o'clock, whatever, I never wanted to leave the dealership to go straight home because no one there is buying insurance, right? So, but again, we were doing everything face-to-face, so So I always wanted to hit at least 1 or 2 on the way home. So I would dial lunch, dial on appraisals, you know, I would be, you know, dialing all the time. So Thursday was my day off. I worked bell to bell Monday, Tuesday, Wednesday, Friday, Saturday, and every other Sunday at the dealership. So my short nights, like if I left at 5 or 6, then I wanted either 4 or 6 appointments that night. Um, and then I always had, you know, that Road Warrior app so I could get around to, you know, some quick door knocks if someone no-showed me. They always had— I always had like my appointment sheet, um, and then I had 5 leads behind it all stapled together. So I was, you know, mindset-wise, I was always ready to go to that next one near the appointment.

I assume you had it prepped near the appointment.

Yeah, yeah, yeah, yeah, yeah. So that zip code, you know, all the unresolved leads I had in that zip code I would Road Warrior map that out and I would have it set. So if the person, you know, if I knocked and the lights were off and I couldn't do it, then I clicked the Road Warrior and it would get me on the road to the door knock. But yeah, so Thursday, you know, I'd run appointments all day. Connecticut, Mass, Rhode Island, you know, I try to be smart about it 'cause I was running all 3 states. Again, very 3 very small states. I wouldn't go too far east, Mass, where you grew up. I would stay, You know, got it. Okay, I would say Worcester, um, got it, whatever, whatever. Yeah, I would go there and west, right? You know, Berkshire, Hampton, um, you know, Hamden, those, those counties there. Um, and then, uh, yeah, Saturday afterwards, and then, you know, Sunday if I wasn't working, I would run appointments all day Sunday, um, because I wanted to prove to myself— because there's no gold bars in my basement, no trust fund, Uh, Carrie's full-time with the children, so I, you know, there I had to replace it. Plus, you know, I had a demo, so I was gonna have to buy a car, and I didn't have health insurance, so I was gonna have to get that, you know. So it was a whole— and I was running an electric car at that time. Eric always made fun of me. He's like, dude, how are you doing this in an electric car? I said, well, I had to find the charging stations.

That's funny.

But we figured it out, man.

How'd those 90 days go? What was that like?

It was good. I mean, it was wild. I learned a lot. I mean, we were still doing paper apps with Trans, and, uh, you know, so, you know, I, I had like a mobile printer, and then I would stop into places to, um, to fax stuff out. Um, not a lot, but, you know, there was— it was, it was chaos. It was definitely chaos. It was, you know, you know, our number one carrier, I was doing most everything with them because I didn't have time to to learn all these other extra carriers. Asking the golden question, I was asking about other things that act like life insurance, and that definitely helped me out. That got me my biggest one sale at that time in one home with an annuity and with a life policy, a mortgage protection policy. Learning a lot from selling mortgage protection to seniors. I still send that video out to people. You look a little different, with all due respect.

Slightly, bro. I see it in a I'm like, whoa.

And actually, I said, I sent Frank's video out, you know, when he's in that fireplace library thing, and he looks a little bit different. We all look a little bit different, um, buddy. But, uh, but yeah, that 90 days, it was— but I mean, but I got the buy-in from Carrie, right?

And did you?

Right, yeah. And but I didn't do any traveling, right? I said, I'm probably gonna sleep here every night, you know, but that's all you're gonna see me. Like, I'm gonna get back when everyone's already in bed, and I'm gonna leave before everyone wakes up. So I'll be here but this is a way for me to, you know, change our lives, you know, not only, you know, as a couple and as a family emotionally, right? Because there was a lot of pressure on us, John, as far as— I mean, every holiday you work in a car business, right? Every Saturday you work in a car business, you know, it doesn't matter if it's a birthday, you know, every snow day you work even though you're not going to sell cars here in Connecticut, you know, and this doesn't— we don't get a ton of snow anymore, but you go, right? You know, and so you ever drive by a car dealership, if you— whoever's watching this, you guys live in a snow area and you see snow on all those windshields, that ain't coming off by itself, you know. I mean, that's getting scraped off, the cars are getting moved, you're plowing in front, you're moving the cars back, and then the dealership owner will get you a couple pizzas at the end of the day and say, hey, thanks, here's some Domino's or Little Caesars, you know, we used to work, um, and, uh, but that was it, you know. That would— there was— it's a You know, God forbid you had a good month because then they would try to go and repencil your deals and, you know, you know, mess with your commissions. That didn't happen at most of the places I worked at.

But what does that mean?

So like, say like you're supposed— like, whatever the net of the dealership is, you get a percentage of it. But, you know, say you crush it because you get all this back-end money from the factory. So like, if you're selling Chevys and you sell— your goal from factory Chevys is to sell 100 Chevys that month, and you sell 100, then they pay you retro maybe $200 a car. So now you get whatever the math is on that. Yeah. And then you get— that's your bonus. So a lot of times, you know, you hit that in a deal, you know, people are greedy, right? And they're like, well, you know, yeah, I know you hit this, but we're going to do— and then they start effing with the pay.

Oh yeah.

And but there's also a lot of stress and pressure. And not to get too much into the car business, but I'm sure, you know, other businesses do the same. But like, if they give you a target and then you're selling based on that target, right? So like, I'll sell you a Chevy, I'll sell for $500 under cost because if I know if I hit the big number, I'm going to get all this retro back to the beginning. Yeah. You know, so you're kind of, you know, you know, I don't know what the right words are, but if you're betting that way, you know, on yourself and that way there towards the end of the month, you can't take a day off, you can't leave early, you know, because what if that person just drove in you know, wants to get something because you've already, you know, because if you don't make that 100th deal, you're gonna end up losing, you know, $100 grand for the month. Yeah, yeah, you know, so it's, uh, I'm sure it's in similar industries, but it makes sense.

Yeah, but it's, um, but there ain't a lot to be made on individual car sale.

What's that?

One car being sold, there ain't a ton of money in it for the sales.

No, no. Now on the back end, like, you know, when you talk to that guy in the office So he sells the warranty, the gap insurance, the tire and wheel, the key protection, the paint sealant. Those guys make decent money per car, usually a couple grand per car. They hate cash deals, you know. They get a cash deal and they throw it out the door. They're like, yeah, get out of here with your cash, you know. They want the finance deals because they got it. Because, you know, because what's another $20 a month, you know? But, you know, 20 times $84 plus interest, you know, is it— you know, you start adding it up, right? But, um, Yeah, so, but I mean, in between that 90 days, I also had convention too. So, um, because I, because I got my license at the end of December, so, you know, so I did a tiny little bit figuring it out in January and then went to convention, uh, January 31st in Vegas that year.

Got it.

Uh, to meet people like you and to see if it was real, right? I needed— I'm like, I see all these guys, and I've known Sean a long time. I met Sean in '97, but I said, let me make sure it's real for me, you know, look at Dom and Frank and all these other people. And, um, that was a small room with a lot of people in it that year. That was the Vegas first year. Got it. That was crazy. And, um, but I bought some leads and, um, I took a direct flight back to Boston because I thought that was smarter, but that was a pain in the butt getting back here from Boston. Um, and then, and I turned my leads on. I was using a lead provider that you could pause it like on your, on the app, turn it on and turn off. So I landed at Logan, turned it back on, got a lead. For a guy, his name is Ron and Janet. And that was one of the bigger ones that I got. I'm like, oh, this is it. Crazy. Got on the phone with Shawn R. and he walked me through an annuity. And yeah, man, so made it real for sure.

That's sick. So you quit the car thing within that 90 days?

I gave— well, my birthday is at the end of— our birthdays are on the same day. So I gave myself to my birthday to get it figured out, March 28th. And, um, and March 15th I gave my notice. I'm like, all right, I got this figured out. So I gave 2 weeks notice and they said, hey, can you give us 3? I said no. And, uh, that was it. And towards the end it was just like my fingers are bleeding every time I was like doing like the car proposal. I was working the lease numbers out. I'm like, oh, this is just fucking brutal. Yeah. You know, keep doing this. But that day came and I was out, you know, but there was a little confusion with Carrie. She's like, I thought you were working from home. I said, no, no, no, no, no. No, no, I said, I'm no longer working at the dealership. I said, this isn't a work from home thing, but this isn't me going to the dealership anymore. So on the calendar, you know, everything went on the calendar first, birthdays, parent-teacher conferences, choirs, dance recitals, Evans football and lacrosse and basketball. And, and then work worked around it, you know, and, um, followed a lot of Zach's, um, mentorship on that and, you know, get that 90-day calendar and you know, work, you know, work comes first, but, you know, don't miss anything. So put the big stuff on there.

So you're an insurance agent and you feel like you're stuck, you've hit a wall, you're trying to figure out sales strategies, the scripts to use, how to get like off the ground and get to that top of the leaderboard type status. I have a course that I've put out, super affordable. I'm getting a ton of great feedback from people every day on the strategies they've learned and been able to implement, from goal setting to sales techniques to calendar scheduling, everything you would need to get your business off the ground and get running quickly. JWCourse.com, click the link below and get in there today. What kind of appointment flow were you running full time to hit those? Oh man.

So in person, I mean, I, you know, every day. So that was when we were dialing Monday and Thursday and running those other 2 days, right? So you would dial all day Monday and you really wanted 10 to 12 every day you were going out and with some intentional door knocks. And then Sunday, you worked, obviously we dialed Thursday for Friday, Saturday. If you didn't hit Friday, Saturday, then you had to finish on Sunday because it was, you wanted that $10K minimally deposited. You know, we had the $10K or Die t-shirts, but that was— that was for me, that was deposit.

Okay, a week. Yeah, those that are confused.

Yeah, $10K a week, and that was deposits, you know, not like, oh, I wrote an application and I gotta— you know, that was deposits. Yeah, yeah.

How do, um, dude, where do they all go wrong, bro?

You know what I mean?

I mean, some, some people are struggling at $10K a month, as you know. It's like, I want to bang my head against the wall. Yeah.

Well, dude, I mean, I listen to so much of your training, John. I mean, it's— I mean, you've always been a part of my, my, uh, my, uh, my development in this thing. And I'm not saying to, to blow you up, it's just, I mean, you, you do, you do real shit, you know, and it's getting realer as the days go on, right? So, uh, you know, everyone's always shocked when they, you know, a lot of— so a lot of people are doing these lead campaigns where you invest a specific amount of dollars per day, right? So you have a, you have a system, a CRM, you have a system that you pay monthly for, but then you do your marketing on it per day. Some do, you know, you buy packs of leads, you know, 50 a week, 100 a week, or some people do per day. And they always imagine, you know, they're always crazy when they go from $150 a day to $250 a day. And when they go from $250 to $350, because that $300, depending on the service, of course, but that $300 to $350 is like the sweet spot. And they're just like, oh my God, like, it's just, it's just mind-blowing. But I remember dialing a lead and it was a Facebook, you know, lead, and it was $25. And a person told me to pound sand before I can even get my intro out. I'm just like, man, that, that's like pizza on Friday night for my family. And I got emotional about it. And, um, You know, so you have to keep those. You can't get too emotionally high, you can't get too emotionally low, which is hard to do, especially with most people. I mean, you kind of have to find— I mean, you can get a little high and low, but you can't be going on these big swings because it'll definitely fuck with you for sure. Um, and I think, you know, people have a big day and they don't realize it's a— it's an advanced 0% loan from the carrier. It's not their money. It's in their account, but it's not their money. And that messes with people, right? And kind of like when I was talking about before, like, I didn't go home without an appointment. And I remember there's a guy that we no longer work with, and we were big-time competitors here in Connecticut, the Northeast. And he would buy, you know, mortgage protection, and I would buy another mortgage protection. And I'm like, dude, I'm just gonna run right behind you, you know? And like he was going home. He was working in Southeast Connecticut and I was writing that, but I worked the whole state, but I live in Northeast Connecticut. And, and I, I drove by, I didn't even have any more appointments, and I drive by my exit, I'm like, I'm going because he just posted in our whatever group it was at the time, Discord or whatever it was at the group at the time. And I'm like, well, he just posted one, so I'm not going home with him having the last sale on the board, you know. I'm crazy competitive, bro. So I'm just not gonna let him have the last post, right? And I had never wanted to be— and I know this doesn't exactly answer your question, John, but I never wanted to be— I always wanted to be in a position of yes. So if it was like going to a training, going to this, buying this, getting this, getting staff, getting an office, you know, I never wanted to be like, well, what's the cost? I just wanted to be like, here comes a question, I already want to say yes. Like, and then it got to a point where people didn't even ask me anymore because they knew I was an automatic yes. And I knew that every yes was going to ROI, but I knew that I wasn't smart enough to say no to the right one. So I wanted to say yes to everything, and it takes money to say yes to everything. That's a good— like, someone asks you for a $20,000 check, it's just like, it's like, you know, boom, done, you know. I remember calling Mike a long, long time ago. I'm like, dude, like, I got an extra X on my account, and I know it shouldn't be there. I wanted to put it to work. And, uh, you know, and he would give me advice on what to do with it and so on and so forth. But, um, I think you got to get really far ahead of your cash flow, you know. Um, you know, you know, a lot of people that come into this, John, they're not, they're not making $275,000 a year W-2 like I was. I mean, I already had a big-ass mortgage and car payments and, and activities and lacrosse and football helmets and dancing schools and you know, camps and sneakers. I mean, you know, you can't go— you know, I'd go to Dick's. I mean, you've got to get like a credit app, you know, when you go to the counter at Dick's to buy something. You're a baseball family, so I know it's brutal. It's the bat's fault, I need a new bat. Dude, it ain't the bat's fault, you're not swinging hard enough. Um, but, uh, I think you gotta get really far ahead on your cash flow so it just doesn't matter. And, you know, work— the people that you work with Um, I mean, a lot of people I saw— I mean, I go into the bottom of my backpack and I get crumpled paper, and then I go, dude, here are the leads. What is that? I go, well, they're brand new to you, dude. Start dialing. Like, you know, ask, you know. I don't think people ask enough questions. Ask for help, you know. I gotta ask for a lot of help because, I mean, it doesn't matter if it's sports or business. Like, you mean, no one goes into this thing perfect, right? You know, I played football 30 years ago and You know, when I played center in college at UConn, like, I didn't know how to— I never played center before. Like, this is what you're doing. I'm like, okay, but I don't know how to snap and step forward. I don't know how to snap backwards between my legs and step forward with the right foot. I don't know how to do that. Like, yeah, well, you're gonna have to practice, you know. And it was thousands and thousands and thousands of reps of keeping your back and keeping your helmet and shooting your arms. And your right arm's going between your legs and your left arm, shoot, I mean, do like— and your right leg's going in You're making all the line calls. Like, dude, that takes practice. And it's a lot happening. Yeah. Yeah. And then, and then there's a lot happening here, right? So, um, so I mean, listening for voice inflection, listening for tones, asking questions, getting off track, but knowing how to get back on track. You don't have to memorize your script, at least with, with our agency, but you have to master your script. You have to know how to get in and out of it. And you have to know, you know, like if you're already talking about this, but you haven't hit these, like one of our top producers, Madison, that works with us. He has on the side of his computer kind of his bullet points of script, and if he's talking about stuff down here in his script and he hasn't hit these things up here, then he knows he's got to go back up or he's going to hit roadblocks at the bottom, whether it's, you know, social, banking, you know, you know, all the bogus stuff that we deal with. But if you're, um, but if you, uh, solidify the why, make sure you have— it's not— doesn't become a one-leg telesale which is very possible, right? Um, or, you know, that they have the banking information, you're not gonna get pushed back on social and stuff like that. Um, you know, and I think I hear a lot of people practice with their script. I'm like, oh yeah, I've said it a lot of time. I'm like, oh cool, let me hear the recording. Well, I haven't said it out loud. I'm like, dude, well, you're not gonna say it in your head. I mean, to the other person. So you, I mean, I don't care if you practice with your dog or your spouse or your mailman, like, I mean, you gotta, You got to get this thing out into the universe and record it and turn your camera on and unmute yourself. I mean, there's so many of these Zooms, right, John? You know, around the country that, you know, people can hear you. Don't worry about it, dude. We all sucked at this in the beginning and we all still suck at it at a certain level now, you know?

Agreed.

I mean, dude, like, I mean, some days I'm just like, man, I can't believe, you know, the day I had, you know, and And not for nothing, I don't have to sell life insurance right now. I mean, it's not like a have-to for me. I do it because I want to stay engaged in what's going on, and I want to know what's going on with the carriers and the leads and the e-apps and the certain products. I don't think it's a good deal for me as an agency owner to be blind to all that stuff. I want to have relationships with the carrier reps. I want them to say, oh, it's Schmidt calling, I'm going to answer. Not be like, oh, I've heard from this guy in 6 months. He doesn't even send us that. Like, you know, I mean, so I, you asked, you know, where's everyone screwing up? I think it's a little bit, you know, it's a little bit of this and a little bit of that. I mean, I fell asleep many, many nights on the couch, you know, in, in, um, in January, February, March, you know, leading up to this thing of listening to Frank and Jamie, a lot of Jamie, you know, listen to her do her, her phone, right. And listening to your stuff on presenting to seniors and Um, you know, you know, remembering Mike say, hey, if you're not calling a lead, you're calling a recruit. Like, I mean, it was always on my seat, right? I mean, there was never a better time to call a recruit after you made a sale, and never a better time in the world to call a recruit after you got— didn't make a sale. It's true. But sometimes, you know, you need to resell yourself on this opportunity, right? Um, so I don't know if you want to dig deeper on any of those things, but I mean, that's That, that's a lot of it, man. And, and this is an all-the-time thing. I mean, think of like your favorite diner or pizza place or your coffee place. Like, there's a reason why you always see that person there, because he's probably the owner. He owns it, right? You know, so, um, so I mean, like, you got to be— I mean, depend on what you want out of this thing, right? I mean, I wanted to change our lives at a big— you know, our family's lives at a as a big scale, right? So I mean, I'm all— this is like, I golf when asked and I'm terrible at it, you know, but I don't hunt, I don't fish, I don't, um, any other of these things. I don't boat, you know, I get seasick. Um, I don't do big vacations, you know, we'll go to Disney every 18 months or whatever, but like, this is what I do, you know? So, um, you know, so I think connecting yourself with the right group that has a system like, like you, John, or like some of these other top agency owners. And it's just like, this is what I do. This is all I do. People know I'm available. And if I don't answer, if I can't get the answer to the question, like, I'll call Gavin if it's an annuity question, or if it's a question on this, then I'll call that person. And because I'm still engaged on a daily basis, you hear people talk, what's your differentiator? I'm involved. I'm in it. You know, I'm in the huddle, I'm on the field, I'm not in— it's true, I'm not up on— I'm calling the plays and I'm running them and I'm engaging them.

So yeah, I would be— my head would be spinning right now if I had to do— I wouldn't know where to begin with a fucking application today. So I can feel the other side. Yeah, like, oh, I remember when I first started that, that got weird at the beginning. I was like, oh, this is weird, you know. And now I'm like, yeah, I feel like kind of like a dummy because there's a lot of stuff.

But as a head coach or You know, I mean, you've got the base coaches, right? And you've got bench coaches, and you've got the, you know, the, uh, whatever the slang is in baseball, but, you know, the, the GM, right? I mean, so, but, you know, where I'm at in the business right now, I mean, you know, I'm hoping that, you know, our goal is to hit $20 billion this year. And, you know, again, you know, a small piece of the, of the big puzzle, um, but I think that's, that, that's important for me right now. I mean, you know, because if you get tangled up, you can like, hey, hey, Hey Schmidt, hey Zach, hey Easton, hey Dom. Like, I mean, there's different, you know, different things.

So dude, I remember in that story when you started, you said 18, was that the end of '18 and beginning of '19?

Okay, very end of '18. Yep. Okay, cool.

So that month, January, I went back in the field that month, January of '19, and we were doing— we did around $10 million that year. And that's when Facebook leads were new. They were like kind of brand new to the world at that stage. And a lot of our agents were bitching that they couldn't convert. And I was like trying to coach people on stuff. And this one dude who you actually know— I say, I tell the story all the time, but I've never said his name, so no one really knows what it is. But he would always go like, well, you don't know, you don't call them. Well, you don't know, you don't call them. I'm like, bro, they're people and they're leads, dude. Like, think about it. Anyway, he did it one too many times, so I went and got— I was like, I called his manager who made the leads. I'm like, give me leads, bro. I want the same leads. I went in the field, issued like $30 grand in like 3 weeks, dude. I'll find— just—

and home by—

and, and at that stage, dude, home by dinner. I was just stacking them from like 8 to 4, 8 to 5 every day. And, you know, but that did a lot for the team, you know what I mean? Being in there with them and kind of doing what you're doing now. Like, dude, we blew up that year because of that.

Well, when you qualify Yeah, as an agency owner, you're qualifying for cruises and you're qualifying for Cancun and you're wearing a red jacket and you're wearing a green jacket, you know, and you're getting, you know, an award for, you know, one of the widest agencies in the company. It's like, okay, well, you know, you know, dude, you just got— I mean, and I said this a long, long time, I mean, they got t-shirt, you know, just work. I mean, it's, you know, it's just work, man. And it's, um, but, you know, it's, it's not your typical 9 to 5, 8 to 4 deal. You know, it's because the typical person that works 8 to 4, 9 to 5, they're probably putting in, you know, total of 2, 3 hours maybe. You know, if you actually— could you talk about, hey, work is dialing out, recruiting, or presenting and closing. That's all you get credit for, right? So like when I talk to people now and I'm recruiting, they're like, well, how many hours a week do you thinking about doing this? It doesn't matter what the answer is because, you know, I know where I'm going to take it. And they'll say, you know, 30, 40 hours. I'm like, all right, so if you say 30, 40, it's probably 30. And I said, so that's, you know, 180 minutes, you know, whatever the math, 1,800 minutes, whatever the real math is on that. I can't do it in my head. But I'm like, dude, you get 168 hours in a week. So no disrespect, but what are you doing with the other 130 hours a week that you can't do this? And I'm okay with it. I just didn't know if there's like something else big going on in your life. And they're like, well, no. And I'm like, all right, well, Let's talk about the 30 hours. You know, that doesn't count podcasts, you know, you logging in to check, you know, policies or calling the carrier, being on hold, like all you get credit for. And again, I pulled this right from you. I mean, it's all a rip-off and duplicate deal, but I'm like, you get credit for that and that's it, you know? And most people can't do it. I'm really, and again, like I take so much stuff from you, John, but I said, and I'll tell people, I said, honestly, this phone call is to try to get you to quit before you start. And, and And they're like, I can't believe—

Recruiting 101 right there.

Yeah. And I'm like, I can't believe you talk to people this way. I said, you don't know how many conversations I have. And the conversations that when I don't talk about this, they all quit. So I'd rather you just save yourself your time and your money, you know, and my resources, you know, to do that, you know? So—

What are you looking for when you are obviously looking for someone to quit? What are the— how do you know when to stay on the phone with them, when to keep someone, when to give someone a shot? Like, what are your—

well, when I'm 53, when they're younger than me, it's always a good sign, you know. Um, they don't have a lot of bad habits. Um, I like to, you know, hear— like, I ask questions like, what'd you do in high school? You know, you know, did you play any sports in high school? I mean, they don't have to be like this, you know, sure, you know, person that barely didn't make it to the pros, or maybe they were in the league for a minute and then, you know, they played in Europe, in the NFL Europe for a little bit, but I'm like, but what do you play in college or high school? You know, what sport did you play? Because if— then, because then I can do analogies right away. Yeah, right. You know, and I was 6th, 7th man off the bat, off the bench in basketball. My job was to go in and foul out. That was pretty much my job in high school basketball, just banging people up. I said, but, um, I said, you know, and we'll talk about free throws. I'm like, so if, um, if I— if you had to make 10, would you want 10 shots or 100? If you had to make 10. Well, I would want $100,000. I'm like, of course, you know, we'll talk about that with leads, you know, and stuff like that. But, um, what was the question again, John? Because I got off— I got myself off track.

Shit, I just like hearing where you're going with it. For me, you know, it's like, oh, what I like to talk—

what I like to ask people about, right? Yeah, so I want to— I want to, like, you know, um, yeah, how's your credit? You know, it's not that good. Okay, is it important for you to get that credit better? Well, yes. Okay, well, what are you doing about it? You know, I'm not a big book reader, you know, obviously, you know, I, I read your book. I got your book right here, you know, Get Better Later. Um, but, uh, you know, um, what's the last book you read? And again, I'm not a big book reader, you know. Who do you follow online? You know, what do you do with your idle time? Because if they only want to do this 40 hours a week and they don't have another job— and I give people credit for church, I give people credit for working out, I give people credit for date nights. I mean, I give people, you know, time credit for a lot of stuff that they're probably not even really doing. Um, but those are the type of things that I like to ask, and I want to kind of see if we're the same blood type, so to speak. And, um, because when I tell them like, dude, this is all I do, you know, and I don't know if we're going to be a good fit because it sounds like you have other things going on and other interests, and I get it, you know. But like when I started this thing, my kids were already almost teenagers, you know? Like if, you know, I'm talking to you and your kids are 1, 3, 5 years old, like dude, now's the time, you know? Now's the time. And you know, I'm like, do you want to have to sell life insurance for the rest of your life? Or do you want other opportunities where you don't have to sell life insurance? And if they're like totally against it, I'm like, Okay, you know, and now I give them 3 videos to watch. I go like, like, I had a recruiting call this morning and like, I just woke up. I'm like, well, she did live in Arizona, so I gave her a little bit of, you know, grace. But I'm like, well, good morning. Um, so I don't even really have much of a conversation. I say, okay, here, here's 3 videos to watch. Once you're done watching them, if it feels like it's a good fit, then hit me back and we can discuss next steps. And then I'll start interrogating on all those questions I just asked about. But if they can't find— I remember Eric said this in the beginning, like, dude, those things are in place to see if you can do them or not. Like logging into HCMS or doing your own contracting in SureLC or whatever it used to be, or whatever. If you can't do those things in your— I mean, how are you going to sell a policy? How are you going to overcome this? There's no way. So it's almost like built-in like levels. Like, I know you do a lot of those outdoor events. Like, dude, if you can't get over that first wall, I mean, how are you going to get over the last wall? You know, it's just, it's just not going to work, you know. Um, so a lot of that stuff, you know. And I'm just like, I'm— and I tell them, like, hey, I got out of the car business not to micromanage people. So if you need to be micromanaged, I'm your wrong person. This is probably the wrong deal for you, you know. Um, but again, I don't want to repeat everything that you talk about, but I talk about, you know, when you call 50 people and they all tell you to kick rocks You know, and they're like, is that gonna happen? I'm like, no, it's, it's 100% gonna happen. You know, there's— yeah, there's no way it's not gonna happen. You know, when you— but you know, if you work every day, it's hard to have a bad month. You can— you're gonna have a bad day, you're gonna have a bad week. It's unavoidable. You know what I mean? You know, the Deion Sanders and the Michael Jordans of the world, I mean, they have bad days internally, but they don't let it come out. Because they know they're just going to, you know, go back to work, you know. And, you know, so, yeah, I mean, that's, that's just kind of my, my thought on a lot of that stuff. So, yeah, get effing paid. Get effing paid.

Get effing paid.

Get effing paid.

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It's funny, you're, you're similar in that, like, you don't let people sell you on the bullshit they've sold themselves on as excuses as to why they can't succeed to the level they say they want, you know. Yeah, you just, you just don't take their— like, they try to pitch you on their why they want your validation a lot of times. And you're like, really, bro?

Like, well, because even in the car business, like, someone gets sold on every interaction. I mean, someone's, someone's getting closed. Either they're closed on you on why they got to go home and look at their budget and talk to their butcher about buying a new— like, dude, that's got nothing to do with anything, you know? They came to the lot to buy a car, you know? And if you're at the presentation, if you're at the presentation stage, like, you're in the numbers You know, I used to sit down with people, they, you know, the, the salesperson would be like, okay, hey, I need a TO, I need it, I'm going to turn it over to the manager, right? So they would come back and they would bring me in, I would sit down, and this is kind of towards the end where I kind of just didn't really give two shits. But I'd be like, hey John, you know, hey Stephanie, um, so you guys like the car, you know, Bill took good care of you, it's the right color, stuff like that, perfect. Um, so I'm getting about 3 out of 10 right now. So you're either part of the 3 or you're part of the 7. Either way, I don't really care. I care because I care about you and your family, but you're either part of the 3 or part of the 7. And they're like, what are you talking about? I'm like, well, every— when I come out and I sit down with folks like you, 3 end up saying yes and they drive home for the car, and 7 don't. They go home without the car. I mean, but I have to see 10 to get the 3 and the 7. So if you're part of the 3, fantastic. If you're part of the 7, fantastic, you know. But if we're a couple hundred dollars away, we can probably do something. If we're a couple thousand dollars away, I'm sorry, we're probably just not going to get together. And they would just be like, come back in their chair and be like, man, no one's ever like talked to this way. And they, these like, they go from dealer to dealer to dealer.

Yeah.

So I use a lot of the same stuff here. Like, and you know, looking at your Easter egg, you know, you know, message this morning, I'm just like, if you're in, you're in. If you're out, you're out.

Yeah.

You know, I'm good either way. There's 170 million adults in this country. You know, and they're all— they're all gonna die. 165,000 of them in the world died today. I mean, they're all— you're all gonna— we're all gonna die, you know. So you asked for the information, you answered the phone, you gave up a lot of non-public information to me as a stranger so I could call you, you know. Now, you know, if you're in, great. If you're out, great, you know. You know, I'm good either way, you know. I just, you know— but I'm dialing 3 numbers at a time. I got to get to the next call.

So it's funny, it's, it's certainly a lot easier to do when you have enough reps on your side, you know. I remember early, because I didn't come into it killing it like you did, obviously, and I came in significantly— I think I was making, you know, 1/8 of what you were making. And, uh, you know, I went through that stage, dude, where I'd see 5 people a week and I'd— I couldn't, I couldn't talk like that, you know what I mean?

It was like, well, yeah, because you got to beg for that one. Yeah, you got commission breath for sure. And, um, and that's why I'm saying, like, you know, for people that are brand new on this thing, like, whatever, you know, organization you're working with, ask for help. I mean, I mean, this— I mean, I had this thing, no bullshit, these are all people that I've talked to that I just didn't get to the finish line on. So when people come in, they're like, I'm just like here, yeah, at the office.

I'm like, dude, huh? There'll be plenty of sales in it too.

Oh dude, there's tens of thousands of dollars in here. You know, you know, I don't even think there's— I mean, there's tons. I might start calling these today, but they, um, go live on that. But I would, I would ask for help. Just ask for help. You know, what do you have? What leads do you have that I can dial? You know, and, um, I would, I mean, I would really work on it. I mean, obviously there's inexpensive leads, you know, in our systems, right? You know, But, you know, I mean, if someone's brand new and they're like, you know, they're kind of really, really, really trying to figure this thing out, you know, and their back's really— I mean, I put my back against the wall, John, because I couldn't be in the car business anymore. I mean, in 2000, and I don't know how— what year it was now, um, but I was diagnosed with atrial fibrillation and cardiomyopathy, right? So I'm on flecainide, metoprolol, ramipril, and Xarelto now. I'm on 4 heart medications because I, you know, trying to not go into AFIT. And I recently lost like 50 pounds, so that's helping. And I'm making, you know, a lot of good decisions, but like, I, I needed to get out of that car business. It was just way too stressful an environment. Plus Carrie doing everything with the kids and the kids saying, where are you? And boo boo boo, like, you know, and I wanted to be able to be involved, you know, with that stuff, you know, be able to volunteer on my daughter's basketball team and maybe not be the head coach, but, but be involved, you know, and So I had to get out of that, that business. So financially I could have, you know, grinded it out for another 20 years. I mean, college is expensive, you know? Yeah. Money, you know, it's 30, 40, 50 Gs a year depending on where you go, you know? And, you know, do you have to go to college? No, but I think you learn a lot in class in college and learn a lot of, hell, outta class in college, how to grow up. At least for my son who's a sophomore at New Hampshire. Yeah. I said, dude, just learn something every day. You know, I said, you don't have to be perfect. I said, don't get in more trouble than I can get you out of. That's one of my first things I tell them. And I say, you know, just learn something. I said, if you learn something with your buddies, being a good teammate, he's on the lacrosse team there, or, you know, or with your friends, or, you know, make good choices. I know you're going to make some bad choices, but just don't make them so bad that it changes your life, you know? So, yeah. And, uh, but, uh, but yeah, I think, you know, asking for help. You know, and not being— and swallowing your ego and swallowing your pride. Say, man, I need some help. Can you listen to my script? Can you role play with me? Do you have some junk leads that I can just get hung up on? You know, um, and doing more, doing more, you know, making that extra dial. And now, I mean, I'm in Connecticut, right? So I work all time zones, right? So I take advantage of time zones. Some people, like, like I was talking to a guy the other day who doesn't run out, well, I'm gonna get Connecticut and Massachusetts. I'm like, why? I said Connecticut's $150, Massachusetts is $225 to get the non-resident. Um, your— the people are jerks in Connecticut and Massachusetts, you know, they're hard to close, you know, um, they're all very cynical and they think everyone's getting ripped off. I said, and you, you have to start your day at 8 AM. Why don't you get some— I mean, like, one of my campaigns is only Mountain Time, only, only Mountain Time. Because I can start at 10 and I can end at 10, you know, rather, rather 8 and 8, you know. And you can get, you know, and you're talking to nicer people typically. Now if you're, if you're West Coast, right, and you're, and you're an early person or you don't want to have to work all the way into the night, then, you know, get some leads. I wouldn't do Northeast. I would do Georgia, nice people in Georgia, Carolinas, Tennessee, Alabama, Tennessee, South and North Carolina, you know, Louisiana, you know, you got some, you know, that's, that's a, that's a central—

where's the asshole line?

It's, oh, it's right, it's actually in the logo of my agency. Um, oh man. And, uh, you know, if you can, you know, and again, this is going a little bit off topic, but like, I've been working some New York IUL, uh, opportunities. So the only, um, you know, with NLG right? We can sell, and again, this is, you know, real specific, but you know, I just popped in my head, but you know, where are people, where are the, where are the, where's the fish where no one's fishing? Sure. Right. So like you can get New York leads at a very discounted price.

Yeah.

But they're gonna, it's gonna have to be a smaller niche, right? I mean, they're gonna have to be the right health, the right age, the right mindset.

But, um, you can find honey holes now though.

But I've been doing, I've been doing a lot of that. But yeah, I mean, but the people in South Dakota, I mean, they're sweethearts. You know, um, yeah, so again, I don't want to get too far off topic.

I used to— I— to find that, bro, back in the day, like, certainly we'd buy local field. You can only run what you can run, whatever radius you want to drive to. But dude, to find that honey hole of like phenomenal people outside of my backyard, basically, I used to have to fly to Utah to sell, you know. I mean, in today's world, it's so easy to find those. I could just sat in my underwear and called Utah. If it were a thing back then. I mean, it's 10 years ago.

Yeah.

Um, what's the biggest— since you've done both at a high level, field sales and telesales, what do you think? Like, dude, I hear so often some people are just like, I think, way overcomplicated. Um, but to you, having come from field to telesales, what do you see as the biggest difference? And, and maybe for those that are struggling with it.

Yeah, so if you've never done— if you've never done in-home, then it's really probably not going to make much sense, but Yeah, when I was in-home, I mean, I'm 6'4" and change, you know, right now I'm 260 pounds, bald. When I walk up to a house, it's like I'm in charge. There's no confusion, right? Um, you know, I'll take my shoes off, I'm going to be respectful, I'm going to talk about the neighbors, the yard, you know, the bumper sticker on the back of the car that your son was in the honor roll. I mean, those are all things, and but they're not going to push me out of the house. I'm, I'm there, they're getting insurance when I'm there, you know. I'm going in and I'm grabbing the remote, I'm turning the TV off, and I'm like, all right, no, we're not gonna sit there. We're gonna sit there. And, um, but I think in telesales, like, you can't be whispering. Like, you need to enunciate. You don't have to give unnecessary information. Like, even though my last name isn't difficult, I don't ever say, this is Eric Schmidt, because people are never gonna remember my last name. So those first few seconds in the, uh, in the script, and I, and I always have my script. I mean, I still read off a script. Yes, I've been doing this for a minute, but I have my script here, um, and I wanna— I think, you know, with, with the telesales, um, you definitely can't get emotional because, I mean, people can get you fired up. Like, I was talking— so we were driving to New Hampshire, yeah, uh, Saturday, and I had, um, I had an inbound call, you know, and I, I can just tell it's going to be insurance. And the guy's like, you're nothing special. And I'm like, I'm like, I'm like, you're right, I am not special. 'Well, what makes your offer unique?' I go, 'Nothing.' I said, 'I work with 26 carriers,' and I said, 'You'll get the same quote from me than you will from everyone else.' And but, you know, then he's— you know, now again, there isn't a happy ending to the story, but he's, he's like, 'Wow.' And I'm like, 'Sir,' I said, 'Did you call me to complain or to yell at me, or are you interested in information about protecting your loved ones when you die? Not if you die, but when you die.' You know, and again, Carrie said, she's like, 'Just hang up on him, he's being rude.' And so I'm like, all right, you know, it's time to go. So I, you know, hung up, blocked them, and then I'm in. I block, you know, a lot of people on my phone. I block a lot of people. I block some people and then some people I put on emergency bypass. So when they do call, regardless of my mode, it still rings through so I can get the call. Um, but, uh, I think, you know, really just having that, that drive, you know, and it doesn't make a difference. I can hear some people, I need 300 dials a day or 10 presentations. Like, dude, you need to dial until you know, until your family's needs are met, you know, it doesn't make a difference. And, um, and I, you know, I know you've done all the math and I love your, your, your calculations. They're like, well, you know, every dial is, is, you know, if I gave you $2 for every dial you made, would you make as many until, you know, you know, go to the bottom of your phone, how many did you make, you know. And you'll, um, but I mean, you got to get presentations. And presentations is, you know, hey, you know, gold, silver, bronze, you know, This package, what's, you know, but, you know, getting those presentations and getting to the finish line. And if you don't, you know, then again, if you're on the East Coast, you just got to keep working west, you know, until, until you get your numbers. And if that's Alaska, if that's Hawaii, I mean, you just got to keep working west until you get it. Um, and if you don't have that luxury and you're in a Pacific time zone or a Mountain time zone, then you got to get your butt up early, you know, until it gets going. But once it gets going and you find your voice, right? Because I think you do need to find your voice when it comes to these phone calls. Um, and I know if you ask me to explain that, I don't know if I can explain that, but like, you find your confidence in it. Yeah. Um, and it's tough to do, especially when like, well, dude, like, my car payment was due 3 weeks ago. Like, I'm not even parking near my house anymore, you know, and I took my plates off, you know, and I'm doing some weird shit because I don't want— I, you know, and I'm, you know, and I'm, and I'm, you know, avoiding some phone calls and my landlord and Again, I get it, you know, but, um, but you, you know, this is the lowest barrier of entry opportunity that's out there. True. Um, you know, you know, there's a Subway next to me. I mean, that's 50 G's to open up, and the guys— the guy never leaves. He's key to key, you know. And I mean, he ain't making real money over there. And, you know, I was at the gym this morning and, you know, I'm talking to the trainer, I'm like, is this all you do? Like, what else do you do? And Um, there's— I was talking to a corrections officer, he's like, well, I work, you know, third shifts and I work out at this time. I'm like, well, dude, like, you know, you can make— you can stop because he works 40 hours as a corrections officer plus 20 hours overtime a week. I'm like, dude, you can replace your overtime and do this from home and be with your dog or your girlfriend or whatever, and you don't have to do all that overtime. You can do this, you know. So I think, you know, just what the Tao says, it's just you gotta, you gotta have a lot. You gotta have a lot, you know. And, um, and I used to use this analogy a lot. You ever watch that gold, gold show on, um, that, um, USA Network or A&E? Like if they're in Alaska mining for gold?

Oh yeah, yeah, yeah, yeah, yeah.

So they would put all that pay, they would put all that pay dirt, right? So they drill down to find out where the gold is And they drill out, drill, you know, they, they have like hundreds of thousands of dirt, right? And they put it in the front and then it goes through this whole entire cycle of shaking out the rocks and the water going on top. And at the very end are these, these tiny, tiny specks, right? So dude, you gotta have a lot of dirt to put in the thing to get the, to get the gold out at the end. But if you stop halfway, you know, we're, you know, so, but it takes time. It definitely takes time.

Sometimes they fill that machine up and ain't no gold in it.

There's it.

Then they're like really confused, or they get to the spot that's frozen solid, they can't get to, you know what I mean? Like there's stuff in every business. That's the funny thing.

Yeah.

That people choose to miss.

And I wouldn't change lanes too often. I wouldn't change lanes too, too often. A lot of times, like if you're on a bus, like your traffic down there in, in the greater metro area, you know, or there are the— like I remember last time I was down there in Atlanta. I'm like, dude, is there— is like the president in town, or like, are the Olympics happening? Like, no, this is— it's like 3 o'clock on a Wednesday. Like, no, no, no, this is every day. I'm like, this— I could never move here. This is ridiculous. Um, and, uh, but you know, you see people like, oh, I'm gonna move to this link, it looks like— dude, stay in your lane. Give it 90 days. Yeah, you know, and I— and I'm bad at that. I'm like, oh, IUL, oh, you know, veteran, oh, regular final expense. Oh, I'm gonna do mortgage protection. Like, dude, just stay in your lane. Stay in your lane, you know. You know, take advice from people that are doing the, you know, the good things, but, um, don't be jumping in and out of lanes too often. Yeah. Oh, I'm gonna use Kixie. I'm gonna use ReadyMode. I'm gonna use PhoneBurner. I'm gonna use WaveDialer. Like, dude, chill, relax, you know. And then you're, you're, you're got all these different numbers and all these different CRMs, and you're bouncing in between 7 of them. Like, take a breath, you know. Take a breath, you know. You know, you're not going to get a six-pack in a week, dude. You're just gonna take— you're gonna have to go to the gym more than 5 days in a row to get a six-pack. I don't care where you're starting from.

I agree with that, dude. I work my ass off and I still don't have one. I'm like, shit, this is hard to get, bro. I'm close, man. I love it, dude. I appreciate your time, bro. Thanks for getting on and Uh, keep, keep killing it, keep helping people, doing good things. And, uh, if I can ever help with anything, certainly let me know.

Dude, you do help, and I, and I appreciate everything that, uh, you do that you know that you do for me, and all the things that you do that you don't do for me. So I think you're a huge, you know, asset and value, and, um, I lean on you a lot even when you're not there to lean on. So I, uh, appreciate you more, more than, more than you know, man. More than you know.

Absolutely, bro. I appreciate you. Thanks for your time today, dude. Go kill it.

Get shit done, boys. Let's go.

Do more. Later.