How To Build A $10,000 PER DAY Insurance Agency ft. Katelynn Blackburn | Ep28

What's funny is like all the what-ifs, everything that comes out after the what-if is negative. I don't think anyone's confused that what comes out of your mouth after that's made up. So I always ask, like, if we're gonna make it up, why not make up good shit?

Yeah, what if it does work?

Great. All right, what's up y'all? Got my good friend Caitlin in town live.

How exciting.

I'm excited to have you here. You and your team come out for a lock-in, um, and have a day of sales and training and teaching people how to make damn money, which is the goal. So I appreciate you coming out.

Thanks for having us.

Yeah, late night flight.

Oh yeah, that was a little jet lag.

Yeah, rough morning.

I heard. Morning. Yeah, I heard. Definitely felt like 3 in the morning.

It's all good. Well, cool. I want to, um, I guess cover, you know, you got a good size agency, hundreds of agents. I know for sure, um, doing a lot of volume, pushing things out. Would love to hear, um, You know, people ask me all the time, like, how do you build something? How do you, you know, and I give them my answer, but I'd kind of like to hear what you got going on. You do a lot of cool stuff to, um, continue to scale this thing, and you've actually built it. Yeah, you know, some people hire a guy and he builds it and they say they built it, but you have a ton of agents direct. Yeah, I don't know how many. You told me some obnoxious number. Yeah, 34 direct legs is no joke.

Uh, probably more, but 34 and counting. And counting.

Yeah. Well, most people have one. Yeah, two. So give them some, give them some advice, you know. I'd love to hear some more, um, because there's not a lot of people who did that, you know. When I, when I hired Amanda, had like 40-something agents direct to me. People are like, what the hell? Yeah, you know, I think the biggest group had like 4 agents.

Yeah, you know, which is— I mean, I think it's, it's cool to be able to meet people in different, like, waves of life, and like, they're in different paths, and they come into a business like this and they see what it can do for them. I feel like the reason why I like to build, like, direct to me is because I like to create the relationships, because then if they're direct to me, I get to spend my undivided attention and time with those individuals. So I think that's really cool. Um, I'm— ever since I got in this business, I mean, I've been obsessed with it. So like knowing what it's done for me and knowing what it can do for other people is what excites me. And then going out and sharing the opportunity, you know, you find a lot of cool people like along the way, you know. Now the real question would be, why isn't everybody building the same exact thing? Because it is super duplicatable and you can do it. But, you know, my answer to that is obviously I think that there's a little bit of fear when it comes to building a big business and like what that looks like. But the reward is much greater.

Why do you think there's fear?

I think people are afraid of failure.

Okay.

So people don't want to fail to learn and just all of the what-ifs. Because I mean, when I first started this, I was thinking the same thing. Like, well, what if this doesn't work? What if, you know, I get myself into a bad situation with what I'm doing? What if I don't ever find the right business partners? What if I hire the wrong staff? All of that. So you're just constantly thinking about that stuff. And I wish there was like a simple way to help people get rid of those self-limiting beliefs and just like poof, get them gone, because there'd be so many more business owners and so many more people doing exactly what we're doing. Yeah.

You know, you know what's funny is like all the what-ifs we've all had and everything that comes out after the what-if is negative.

Yeah. Oh, for sure.

Yeah, but I always think like, I don't think anyone's confused that what comes out of your mouth after that's made up. It's not real. No. So I always ask, like, if we're going to make it up, why not make up good shit? Yeah.

What if it does work?

Great. You know, why can't it just be that simple?

What if I do hire the right people? Yeah.

Yeah.

And I think that that's the difference is like, it's all about perspective and you're really big on mindset and perspective and how people think about things and how they they go about their life and the attitude and obviously the perspective of it is going to be a big factor as to who's successful here and who's not.

Yeah. If you were going to give like how to do it, how to do it. Yeah, I know it's a loaded question, but like someone sitting here brand new, someone's watching brand new. So pretend I'm brand new. Yep. You're like, how the hell do you do it? How do you get that many direct people? Like, where do you start?

The first thing that comes to my mind, and I say this all the time and people will take it with a grain of salt, some won't take it at all, is leading from the front. Okay. I, I truly don't believe I would have been able to build a business of this size if I would have never done the small things for as long as I did them. Yeah. So, you know, there was a lot of times where, you know, I sold insurance at a high level for a very long time. And, you know, there was times that I didn't even I didn't even need to do it anymore, and I was just doing it because of— that was all I really knew, and that's how I knew how to bring quality individuals into the business. Because they were like, well, she's doing it, I'm going to follow in her footsteps. And, you know, a small part of me, when I had backed away from the field a little bit, was kind of like giving up something that I was so used to. So it was a little bit hard to do because I was so used to that being a my routine, but B, also a really big recruiting tactic for me because I was able to bring people in, show them what I was doing, and duplicate the process over and over again. So how I did it was essentially leading from the front and finding people that were interested in doing what I was doing.

Where'd you find people?

I mean, everywhere really. Social media. Social media is huge, but people forget to talk like to really like, you know, go into warm market and, you know, even people out like at restaurants and Uber drivers and people.

How do you put it out there?

Yeah, how do I put out there?

Yeah, how do you put it out there? Like, what do you—

I mean, you got to be loud on social media. Like, you know, you got to be loud. So that was one thing that I think— I mean, obviously a lot of people do struggle with that, um, to this day, you know, to be able to be loud enough to not care what other people are thinking, you know. Who cares? It's like, share what you're doing because it might impact somebody, you know.

Yeah, I think, you know, the— how do you answer the question of like, how do you do both?

Oh, that question gets me.

Does it drive you crazy?

Yeah, it drives me crazy because there is no other option but to do both. So are you gonna be busy? Yeah. Are you gonna feel like you're running around with your head cut off half the time? Yeah. Um, are you going to feel like you're sacrificing a lot of other things to make it work, yes. But it's for—

it's—

it really is for a short amount of time. Yeah. You know, I remember—

how long do you think it was? How long do you think it was chaos for you?

Year and a half. Okay. Yeah, maybe a year of absolute chaos. But yeah, and, and chaos in the way of like sales call, recruiting call, sales call, recruiting call, sales call, recruiting call, all day training. Um, you know, client stuff. All of that. So it was— and it was— we were doing it virtual though, you know. So I was doing it virtual by that point. I was doing virtual sales and recruiting calls all virtually from the comfort of my own home or the comfort of, you know, traveling. And so it's like, yes, it's chaotic, and yes, it feels like a lot, but if you don't focus on both, then you're not going to build a really big business. You, you just have to be able to, to do that.

Yeah, my mom was probably a year and a half. Yeah. Where I had to do both like crazy. It started in '15, kind of mid-15th, first quarter of '15, and by the end of '16 I was out of the field.

Yeah.

So it was 18 months where it was both chaotic. Um, not that I didn't stay busy before and after, but it was different.

It's a different kind of busy. It's a different kind of busy. And, and before, you know, like, I, I really wish I would have shared the opportunity earlier in my journey here, and I was just really trying to figure it out, and I definitely that person that was like, I have to be good at it before I can bring anybody in the business.

But how do you deal with that now then when people say that?

I tell them to recruit the world now.

But how do you get them to stop thinking they need to know it before?

Because there is a system in place. Yeah.

Like that simple.

Yeah. It's as simple as if I can come into the business with zero sales experience, very, very little guidance and not a whole bunch of structure. And figure it out. Like, people that really want it are gonna do that.

Yeah.

And the people that don't want it, it's okay because they're gonna quit anyways. So just let them be, you know. Like, that, that's how I get around that. And that's what I tell people, because it's like, people ask like, well, I need to be good at this before I can bring people in. It's like, don't rob somebody of an opportunity that, that they could be better than you, that you were given. Yeah. And they could be better than you. And isn't that what you want? You want to find people that are better than you. The people that I hire, I feel Like my direct agents, like, I feel like they're better than me in a lot of areas, like whether it be sales, whether it be building, whether it be development, they are experienced and they're better than me. And I want that. Why wouldn't you want to hire someone better than you? You said the other day you don't want to hire yourself. Yeah, 100%. Like, you know, because you're not going to get along with that person as well, you know?

Do you want to get effing paid? Attend the 2-day workshop I got coming up October 23rd, 24th. 2 tiers of tickets. Regular entry gives you a day and a half access to the event. VIP access is a private mastermind networking event at my house the evening of the 23rd. I'm gonna be going over everything in terms of sales, agency building, team building, scaling, systems, automations, everything we've done over the last 12+ years building not only this company, real estate, I've done some mortgage stuff, um, and gonna be helping people get paid. Dates are October 23rd, 24th, in Atlanta, Georgia. Click on the link below and see that. I remember when, uh, my mentor, he would always— when people would go like, I want to wait till I'm good. Yeah, he'd always go, what if you're never good?

I love that.

Yeah, it was that simple.

Yeah, it's that simple.

Yeah, I mean, he never lit the world on fire sales-wise. Yeah, I built a huge team. You know, he did enough, pays bills and do— you know what I mean? But he wasn't a $60, $80, $100K kind of guy.

Yeah.

But it didn't matter because he didn't have that mentality. Yeah. Yeah. What's been the hardest thing you think? Hardest thing building this site? You've had a lot of hard things.

I've had a lot of hard things.

We talk a lot. Yeah. Well, I wouldn't say a lot, but we've talked enough over the years about some— a lot of different things for sure.

Hardest thing in building these— in building this is rejection is one of them. So rejection. Just from, I mean, I don't know.

From agents or from?

From, I don't know how to explain it.

Damn, try. I want to hear this.

So rejection in the way that almost, almost your self-rejection because you feel like you're not doing what you should be doing. You're not doing it enough. Okay, I like that. You know that, that feeling where you feel like you're doing everything that you can and then you look at the numbers and they went backwards and it's like makes you want to throw up? Yeah, that feels like rejection to me because it's like those numbers are not standing up to what they need to be for how much energy and effort we're putting in as a team. So that's, that's hard, and that's been hard the entire time. Obviously learning, um, how to navigate through the ups and downs, you know, the adversity that does hit, and how to not let it consume you. You know, we've talked about certain things that have happened that you can easily let that consume you. And it can easily be the defining moment that could like make or break your business. You know, if you decide to let it, you know, break your business, it's going to break your business. You're not going to be able to survive it. But if you're able to overcome it and learn from it, then I mean, that's what I had to do. Learn from the mistakes that I've made. Learn how to become better and then do your very, very best shot at making sure that the people that are behind you don't fall into that same trap.

You know?

Yeah.

So I remember, um, trying to think where you were when we first started talking. I feel like, I don't know, I feel like I remember you doing like half a million bucks or something.

Probably less. Yeah, I was doing, I was doing like $250,000, $300,000 for a really long time. Okay. Um, that was like the hardest. Yeah. Getting to that point. And then it went— it like skyrocketed to a million, like, quickly after that. And then you get stuck. Now we're stuck again, you know?

Have you figured out why?

I do think it comes down to complacency a lot of the times with the current agents that you have, because, um, we're paid really well here. We make a good living, and people don't always have the same goals that someone like you and I do. You know, like there's money isn't the determining factor. It's not the driving factor. It's like, I know that I'm good. You know, I know that I'm good if I didn't work forever. You know, I'm good. But that's not the driving factor. It's like, I want, I want big things. Like not just like millionaire mindset, like billionaire mindset, like a pink jet. Yeah, I was like, I want one of those. Like, I want one of those. Like, those are the things that I look at. I look at the things that I could give to the communities that we live in. Yeah. You know, the, the people that struggle, like the certain organizations that get barely any support financially because of people's thoughts and opinions on them. It's like, well, if I had that, I can give it, you know? And that's like the coolest thing. So it's like, and as you build it, it's like it becomes more fun and more fun. Yeah, then you find more people like you.

Sure. Yeah, I've learned that, that stage. It's funny, like when you have that 20, 30 agents and you get to call it 100, which is the number to, you know, doing 250 to a million, call it. There's like this surge of people that start building with you. Yeah. But then, you know, they stop for the same reason. That you had the mental block before.

Yeah.

Oh, for sure. That's what you called rejection.

Yes.

You know, and I learned like to get past that, that stage is really hard, as you said, getting to that couple hundred grand, which you get to a million because a handful of people got help, each did that. Yes. You know, and I learned that people fall off there because that stage is difficult and it comes with its complications and agents quitting on them and expenses that rise before the income gets there sometimes, you know what I mean? It's like, yeah, I remember having to teach that to some of the guys that I work with, and they're like, they don't see the fruits coming, you know what I mean? They just can't touch it yet and see it yet. Then having to work with people over the years, it's like, if I can get them through that stage where they understand that the, the higher expense at that stage will pay off but is delayed Delayed gratification. Yeah. And that frustration period a lot of times wins. I see way more people at that 20, 30, 40 agent stage doing 200, 300 grand a month go to zero than I see go to a million. Yeah, way more go backwards.

Uh, it's sad. It's sad because I do, I do remember those specific moments of feeling like exactly like what you're saying, like where the income's not flowing the way it needs to be. For me to be able to continue to grow. But if you just push past it a little longer, it starts to flow.

We had that conversation like a year ago.

Yeah, yeah, it starts to flow. And when it starts to flow, then you're like, wow, it finally caught up. Like, my work caught up. But that re— that rejection was probably the wrong word for that. I like the word exactly what I meant by that was that, that, that pivotal moment of feeling like what I'm putting in is not giving me enough in return, and I feel frustrated and stuck.

Everyone feels that.

If you keep going and you just get past it—

I've never heard it worded that way. Yeah, the self-rejection is a good way to put it because it's more of that what-if negative stuff that you put into yourself. Never really looked at it.

Yeah, you— if you think about it that way, it's like you are You're putting—

it's not so much the agents quitting necessarily, it's your thoughts towards that. Yeah, that are killing you.

Yeah. And people will quit. That's just the way that life is. I mean, people are gonna quit. And yeah, like, in my experience, I, you know, I hope this can, you know, help somebody if they're going through this right now, is that in my experience, everybody that has fallen out of the business and like been in my circle, it's been a blessing for them to not be there. Either it wasn't for them and it was only harming them, or it was harming the business.

How did you handle the people who quit that you didn't expect to quit, or you saw potential in, or you were close to, or you had relationship with like that? Per— like, now you kind of answered the second half first. It's like, I know how you—

but in the moment You know, honestly, like, I've had a couple people that, you know, I would have never expected to have turned a different corner and gone with a completely different, like, career shift. And, you know, they were even surprised by my reactions when they had told me, like, I thought I was gonna be mad or thought I was gonna freak out or thought I was gonna try and, like, save them. And that has been my mindset. I mean, my mindset is that I, I do think if you believe that this isn't the best opportunity or vehicle for you, then I want you to go find what you believe is going to be that for you. A lot of people come back too. Most. Because they think the grass is greener on the other side. And unfortunately, that's just not the way that life works. But I do want people to be happy in what they're doing. If they absolutely hate it, I mean, then, then it may not be for them. And that's okay.

I've always tried to work— the people I work with, when I help them structure stuff long-term, think about like when we tell agents, if they sell 10 policies, how many are going to fall off? Like, what should they expect? They should anticipate. Yeah, they should anticipate 30% are falling off. Yeah. So I'm like, if you build— if you hire 10 people, why would you not expect any different? That at least, you know what I mean, if you go maybe good people— I'm not saying 10 just off the street because you ain't going to get Keep7. That's not going to be— I'm saying you got 10 good groups. Yeah. And you know what I mean? I'm like, I don't know. I always, I always try to structure it in a way where if someone leaves, it doesn't impact us.

It's that, it's that concept of like, if you're worried about one, you don't have enough. Correct. You know, like you can't be worried about one. And, you know, it goes back to, you know, having the amount of direct legs that I have. It's like, it is okay for my business if one bounces.

Who cares?

But it is, it's accounting for it.

Yeah.

It's accounting for it. You're accounting for it. You always wanna, you know, I'm definitely one of those people that wanna know why, you know? Yeah. Like there has been times in my business where people have kind of like fallen off the planet Earth and they don't ever give you an explanation. Yeah. And that always confuses me. Yeah. Because like, I'm pretty open. Like you can tell me why I'm not gonna be mad at you. Like, I don't know what they think I'm gonna do.

You want that clarity?

You know, I just wanna know like, what, what was it for you? You know, because maybe this can help people in the future. Um, because we can catch it faster. Maybe we can catch it faster. Maybe this person isn't a good fit and we can catch that faster. But, you know, um, you just have to account for it and you have to continue to grow and not be afraid to go out there and meet new people. Yeah, you know, always bringing in new, new juice, new blood, new people that are gonna, gonna obviously bring in more people that you don't even know.

It's been the biggest lesson you've learned in the last 12 months in this sucker.

Biggest lesson I've learned, I would say, how to utilize my finances a lot more, um, lucratively.

So what do you mean by that?

I never worried about profitability for the longest time. Yeah, I was just growing, selling, growing And I guess in my mind I was just thinking like, oh, it'll all just— it'll pan out, you know, I'm making money, we're good. Yeah. But when you grow a business to the size that I've grown it, I know now notice that profitability and paying attention to where those— where funds are going and where they make you the most is important. That's a lesson I've learned from losing a lot too, you know, putting a lot into things that didn't necessarily give me a return, or putting a lot of financial support into individuals that did not, did not give that back, you know. And essentially, you know, taking them off of a welfare program because I'm funding it and it's not helping anybody. So that was a— it's a huge, a huge lesson, you know. That is something that I wish that I would have learned earlier, just to kind of track those numbers a little bit better. Yeah. Um, because I could have been utilizing those funds in a different spot, but it did help us grow to that million dollar mark.

That's why I don't think it should be a regret necessarily, but I think making the shift at the right time, yeah, is most important. Because if you didn't do it, you wouldn't be where you're at. No. You know, so it's like I always, always look at it and it's like the lessons I learned I don't necessarily say I would change them. Yeah. Sometimes I just, I would advise when I'm working with people, it's like, make that shift sooner.

Yeah. Like, you know, recognize it a little bit sooner because it doesn't always mean it's a bad thing. You know, like, I can't say that I, I definitely don't regret investing financially in every single one of them. I mean, there were some that, I mean, it significantly changed their situation. And there are some that are still here because I had done that, you know, and they were able to get past certain, certain spots. Um, there's no avoiding that, that spot of, you know, growth right there where you're just about to feel like you made it over the hurdle. There's no avoiding that. Yeah. So, you know, you can, you can try and coddle someone for as long as you can, but eventually they're gonna run into that and it's going to be a problem that you can't fix. And they got it, they got it. They gotta tackle it on their own.

Yeah, I remember learning that I can't do the same. I can't treat everybody equally. Yeah, in a sense. And that's what I used to do too. It was like everybody, everybody got everything. Yeah. And it's like, all right, maybe they should earn it. Yeah, a little bit more. Maybe I should be— put some expectations or boundaries and, you know what I mean? So it's like, I'm good with the investing in people. And I, I, I— where I see people go wrong is they hear stuff like this and they go, oh, They mean don't help anybody ever. I'm like, no, that's not what I said at all. No, it's like, be specific about who you help and put requirements on things for them to continue to get that help. Yeah.

You know, and I've learned that a lot from you, from asking those questions about like, you know, if I do do this, what am I supposed to expect in return? Because it can't be a nothing. Like, you can't give, give, give and get nothing back because overall it's bad for your business and it's bad for the other people. Um, it's not, it's not fair, you know, and that's not a, not a path you want to walk.

Yeah, yeah, I love it. What, um, what's next for you? What do you, what are you stuck on right now you're trying to get to?

The next thing is, you know, getting my biggest, my closest legs to where I'm at. Okay, so, you know, I want to see them become millionaires passively. That's what I want. And I know they're on their way.

Do they want it?

Most of them. Yes, most of them.

You think that'd be an obvious yes, but it's clearly not.

It's not because—

and that's okay.

Yeah, of course. I would say every single person wants that.

But do you want it?

Are they going to do it?

That's— they want what it comes with.

Yeah. Like, do you want to do what it comes with? And the majority of my close people, I know they'll do that. And no matter how long it takes, but I want to see those, those—

where do you think they're stuck? Like we have, we have some of them here. Yeah. So we're going to go downstairs. Yeah. So straight up, what do we need to talk to them about? I want to know.

I think some of them are stuck in where to invest their money and how to.

But you tell them.

Yeah, I tell them.

And they don't listen.

They don't listen.

Okay. Why do you think not?

There is a part of me that I feel like a lot of people think that like somehow I just got like lucky or somehow like I got— people do think that, to be clear, 100%, like, yeah, special leads or special treatment or something. And the funny part about that is that I'm like absolutely one of the most relatable people out there. I did not come from money, I didn't come from anything special, and I had no specific guidance on how to do this. I just failed a lot and I was okay with it and I picked myself back up. Um, when I tell them what I have done, I think some people almost think it's crazy, the amount of money that I've invested into leads, the amount of money I've spent on team building and culture building and everything. And they're scared to do that same thing, or they just flat out don't think I spent that much. Who knows?

But really, do you think they see yet where the investment leads to the revenue, or do you think that's the blind spot for them?

Blind spot. Yeah, yeah, blind spot. And that's where it comes into that fear, the fear of where I believe that they're at that spot where, you know, if you, if you do make a jump like that or you do invest like that, it could be a make or break.

So we'll map it out because that's what I used to— that's what I would do is when I'm working with people, it's like, all right, we spend this, say we spend $50,000 a month.

Yeah.

That's a lot of money. How do I, how do I turn that into $100 grand? Yeah. Here's how. Yeah. You know what I mean? It's like there's, there are steps to it.

Yeah. Mapping that out because it starts small when you first start.

And then, you know, as correct, even if you're like spend $10, turn it into $20.

I mean, like there's a business starts to grow though. Like you're bringing in more and you know, like you have to put more into it for it to continue to grow. I think that's where they're stuck. Um, for sure. Uh, a lot of my closest people are stuck in that spot, and the fear of investing so much into something that could make or break their business is scary to them.

Um, it's buying revenue, right? Like, that's how business works. In— when— in— during acquisition, say, like, if I want to buy a company, I go, all right, how much do I have to pay? They're making a million bucks. Yeah, what's the multiple? I have to pay 5x, 10x, whatever. So I pay a million I pay $5 million to buy $1 million in revenue. Well, the $5 million goes out, but now I get $1 million forever. Yeah, like that's business 101. And our multiple is not that. But in the normal world, it typically— it does take, you know, 5, 6, 7, 8, 10 years unless you can scale it also. Yeah, you buy and then scale it, then the revenue comes back quicker.

Yeah.

Here it's like I've always been taught 6 to 12 months. Yeah, you can— you'll start to see the fruits from that. And that's always, that's always worked out when I do it the right way.

I mean, even like when we were talking about like how long we felt like we were in that, like the chaos of selling at a high level and recruiting at a high level, like in any other business, like the chaos, I mean, has to last much longer than a year and a half.

Yeah. I think I heard, you know, what's funny is I always, the reference I always use is like, you ever see Shark Tank? You ever see that show?

You know, I just really watch it.

I don't watch a lot, but Shark Tank, I like, do you know what it is? I do know what it is. Yeah. One of the first questions they always ask the person that's— they're literally there to present for someone to buy their business. Yeah. And one of the first questions they always ask is, are you making money yet? Meaning the people investing in the business have 100% certainty that is normal. Yeah. That companies aren't positive cash flow-wise and profitable, profitable early on. Like, yes, they're That's not confusing to business people. No, it's confusing. But how, how often do people quit this business because they're quote unquote not profitable right away? You know what I mean? It's like, it's an interesting perspective. And you can be very fast, but in the normal business world, it's even— I mean, if you can't handle it in this world, yeah, you ain't gonna handle it in that world because it's even slower.

It's— yeah, and that's the funny part. It's like they'll go out and like, you know, like look at other business opportunities. It's like, oh my gosh, like this one, you can become very profitable very, very soon in this business, but it's like, it's just, it's a part of it. It's like building a business is not easy. It's not for everybody. You have to be an entrepreneur. You have to have that, you know, burning desire for more and understand that there is, you know, there's a lot more to it than just the shiny stuff that you see. You know, there's a lot of work that goes into it, but I don't see a better model. I mean, I've talked to a lot of people that have come from different models and I've gone in depth with it and there's just not been another one that has mapped it out the way that, that insurance does.

Yeah, I agree. I'm excited about it. I'm excited about the day. Um, obviously you went out of your way to go like, hey, can we just come in? So we planned it out Saturday. For those watching, this is when it's out, we're sitting here on a Saturday. Yeah, at lunchtime.

Is this live?

No, but he's putting it out Monday.

Oh wow, okay, it's coming out soon.

So when they watch it, it won't be Monday, it'll be like it's couple days ago, or whenever you watched it, you know, maybe it'll be older. But we're also coming up, we have, um, I'm having a workshop on the 23rd, 24th.

Yes, at your house.

So part of it. Okay. Yeah, so 2 days here at the office. Okay. Um, so there's 2 options. Entry-level option, you come spend 2 days learning sales and building stuff and team stuff, all that jazz. Uh, but we're doing a kind of higher-level VIP private mastermind at the house. Higher, higher level package. And, you know, there's going to be some dope people there. Oh, if you know anybody, know anybody that wants to come hang out for a little while, we just, just finished building the house. That's a little bit in chaos still as of today. But yeah, we're going to have some people out, have some, some cool guests coming in and, you know, some high-level conversations about building, building businesses, making people 7-figure earners. So we're excited about it.

That's what it's all about.

Yes. So appreciate you coming out and That's gonna help some people.

Awesome.

Thanks.