How to Scale an Insurance Agency to $1 MILLION Per Year (8% Nation 2024)

Morning, how are you? Everybody excited? So is anybody in here currently actually building an agency? Is everybody looking to? 1, 2, 3, 4, half-ish. The rest are trying to figure it out. Who's trying to like— has none trying to figure it out? That's what I mean. Call it team, agency. I mean, hell, you got an agency when you're by yourself. Technically you can be a one-man show, but I think it's like the intention, you know. So certainly if you guys have questions, you want to interact with some stuff, please feel free. I can talk about any piece of this. I have an agenda, but we can go any route. This is for y'all. I'm going to kind of give some bullet points on, on, on things that I think and that I've done and things that have helped me. And then I really want to be able to give you guys some help on whatever issues you might be struggling with. So I think it's like trying to figure out two things I think are super important. One, why you want to build an agency. For me at the beginning, it's because I want to make more money. Just being real. That was the intention going in. And I learned that was a really shitty intention. It didn't work well. So when I hired someone, all I thought was, how much can I get them to sell? Doing math on overrides, just trying to figure it out. You know what I mean? I'm like, I get in that spreadsheet. Yeah, yeah, correct. Which is not a bad thing. It's like there's this weird balance, you know what I mean? It's a good thing that you have vision. But what I found early on was the way I was communicating was less about trying to help them get paid and more about helping me get paid. Right. I wasn't paying attention to their— where they were at in life, where they're trying to go. As Coach calls, like an A to B, if you've ever seen any of his stuff. Right. Kind of where you're at now. Where do you want to get to? Maybe in your head. Maybe you don't even know yet. Maybe that can change over time. Can come less, can get more. Right. And most importantly for me, what I found is in the middle is what they're willing to sacrifice to get there. Because that's the bitch. You know, everyone wants a massive agency. Buckle the F up. Like, it's a— if you think it's easy, it's just— it's people. It's a people business. You know what I mean? And it's like you're dealing with different personalities, different problems. No, no, no, you got to deal with your problems. If this is my whole agency, I can deal with all y'all's problems too. Right? Because I got to understand how to move everybody, how to communicate with everybody, everybody's visions, desires, all those sacrifices. You know, I mean, everybody's so different. And then people are dealing with stuff. You start dealing with spousal issues, you start dealing with finance issues, you just start dealing with stuff. So if you really want to build, all I can say is buckle up. And you don't have to be perfect. I'm a shit show when I was recruiting, you know what I mean? But I figured out really quick I had to— again, the main focus for me had to be to help people get paid. So now my question is, of those y'all building, you don't have to raise your hand, just in your head, it's like, how many of you that are building are actually making real money? It's a whole lot easier to build when you're making money because you can give steps. Does that make sense? So it's like, this thing's really simple to help someone else make money. All I do is teach them my path. I don't know how to teach you the way Roger did it. His works too. I just don't know that path. You know what I mean? I'm sure there's some similarities. We cross paths, we go in and out, but it's different. So I just try to teach what I do. That's why I speak the way I speak. I'm like, shit, that's the way my world changed. You know, and I think what's important is like some people see the number of agents we have and it's like, how do you build that many agents? I'm like, I'll be honest, dude, I figured out how to get 5. And then I was like, hey, I can teach you how to get 5. And I just taught him how to get 5. And then magically I had 5 more, he added 5, I had my original 5, I got 15. I'm like, well, shit, I know how to get to 15 now, bro. I can teach you that. And I just taught it very incrementally instead of trying to like bite the whole thing off at once. It's like just one person at a time get paid. Literally one person at a time. You know? And so there's a couple paths you can take. You can go after licensed agents and you can go after unlicensed. Those are really your options. You know? Most people feel like going after the licensed pool is like, cheat code. That's the biggest pain in the ass possible. You know what I mean? If any of y'all have tried it, I'm like, I'd rather have unlicensed people personally, you know. Now, not everybody loves it, especially if you're, you're talking to people in the same space as you, but you can recruit from other companies too, you know what I mean? I, I don't like recruit from my buddies necessarily in the space because it's It's like, who cares? There's plenty of people out there, but there are some companies out there, a lot of captive type companies. We can give people a little bit more opportunity. You know what I mean? So there's the— I think that direction is finding people in a, in a space who just don't know what's out there. You know what I mean? We've had a lot of success, especially not me directly necessarily, but people in my group and buddies that I do business with have found some killers just in a more captive space, just given opportunity. You know, so you just gotta decide who you wanna be. The way I built my agency was going straight unlicensed and then working their warm market. So if I talk to him, I bring him on, I'm talking to him about, and people get weird about it, like I'm not talking to him about building the agency and overrides and all this crazy stuff from the rip. But what I do when he comes on, I assume he knows other people looking for opportunity like he is. You've all heard like 5 people around you, that whole saying. So I— one of the things that I do internally, like, I never had a paid recruiter. I was the recruiter. I recruit. I built this bitch. Now, I had a lot of help because when I hired him, in my head, he was a recruiter for me. Does that make sense? I hire him, he's a recruiter for me. I don't tell them that. They don't know that. I don't push them. I don't beat them up to recruit. But I do want to know who they know. I want to know their circle. I want access to their people. And I'm not a pain in the ass about it, but I'm like, yo, dude, Do you know anybody else looking for a better situation? You know what I'm saying? I'm going to help you make a bunch of money just like my buddy Mike taught me to make a bunch of money. I can do it simultaneously if you know other people. And sometimes one of my favorite questions to ask people when they're coming in is, do you want to be a sales— a life insurance salesperson for the rest of time? Or do you have any interest in one day building an agency? And I word it that way super specifically. Because if you don't build, you will sell forever. So I say it that way, but then I like take some burden off. I go, do you one day have any interest in building an agency? Because every time I go, do you want to sell or do you want to build? Well, one day I want to build. I just want to figure it out first and learn what I'm doing. So I just take the burden off right away. So if they go, one day, I'm like, cool. Well, do you know anybody that might have any interest in learning the business now? Because I can teach them while I teach you. Takes all the burden off of you, and shit, no one expects you to build or know anything now anyway. It's a golden opportunity for you to hire people now, 'cause they know you don't know shit. So I'll train them, and then when you're ready, I'll teach you how to do it too. Just really simple, and I just always plant that seed. I don't beat 'em up, I don't ask 'em every day, I'm not telling 'em to give me friends and family, I'm not wearing people out. I just plant the seed. If I plant the seed every day and I'm talking to 30 people a day, it starts to compound. You know, and that's where we built the whole agency, is again hiring direct, but then warm market. That's where all of my killers came from. I didn't hire any of my killers direct. I hired people that led me to them. 100% of them came from someone else. So all in depth, and I was taught to treat everybody like they're direct to me. So no matter who hires them, how deep we get, as big as we get, if they're in my group, I talk to them like— now today it's a little harder because I can't give people the everyday help that— I don't know how to log into the carriers anymore. I don't know how to do any app anymore, you know what I mean? So it's like today, it's a little different, but it is what it is, you know what I mean? And I'm honest about it. Hell, someone was— he was just asking me about shit with our course. I'm like, bro, I just record. I don't know nothing. Go— they did it. They did the whole thing. They did all this. I didn't do shit here. I showed up and— yeah, I show up and get to talk, you know, but incremental. Early, I did every piece of the business, you know. So I think, you know, for me, it's, it's, it's— man, if you can sell at a high level, it's really easy to teach people. And your people are going to do, if you're lucky, half of what you're doing. If you're lucky. I got 3— I'm— again, we're 6,000 agents. I got 3 that somewhat do what I do. Yeah, I mean, and to be honest, I got one that really does and the other two kind of do. Like really get after it. 3 out of 6,000 in 12 years. Yeah, so the problem is most people are going like, I want to hire another me. I want to hire another me. I'm like, ah, you're a pain in the ass. You probably don't. Like we're crazy. If you want to build, you got to be some kind of messed up. And if you hired another you, they wouldn't really need you. Does it make sense?

And that brings up an interesting question, something that I've run into. I was an agency director in a captive situation.

I was captive, the agents were independent. Yeah, I understand, trust me.

So when I bring somebody on, they bring somebody on, and the student outstrips the master.

How do you solve that problem?

Meaning when someone else wants to level up, they want to jump over in terms of level.

Give them a fucking high five and get out of their way. Amen. Do more shit for me.

The person that brought them to you, right? They're always going to say, I need an override for life on this person.

Yeah, I mean, dude, I think the thing is funny, like I'm a big analogy guy, right? So I think, and I don't want to get too technical because some people don't capture all that stuff yet. It's pretty deep. But in general, when you hire someone, if you hire, like if I hire him and he builds the whole agency, who deserves to get paid? Fucking he does. So I better build outside of him, or in my head I don't deserve to get paid as much as he gets paid. But the inverse is the guy that hired me, if I outbuild him, I deserve more money. Dude, I was 5 in depth from the top of the company. So I had a dude who had a dude who had a dude who had a dude who had the company. Dude, I passed them all. So I was like— and I didn't get like, he makes an override on me if I build, he's get— who cares, dude? That was my situation in life. That's where I was put. Let me outwork it. I got a fucking whole career ahead of me, you know what I mean? So I didn't overthink stuff like that too much. And if someone in the group wants to do something big, cool. The forever override thing pisses me off though. And the analogy I always use is if, uh, If you're at Home Depot, right, say you work in a Home Depot and you're like some kind of shift manager, general manager, big fucking manager, and you hire him and he's the janitor, right? You get paid from him technically. I know it's not an override, but when you're at a high level management, some of your income comes from the work of other people. Maybe he's a low-level sales guy, we'll even say, in the situation at Home Depot. Sells wood, commission, you get a piece, his commissions. Right? You cap out. He one day goes to be on— goes on to be the CEO. Do you get any of his money when he's a CEO? Would you expect to? This works the same way, dude. It stops people from thinking that way in a second, you know what I mean? So I'm a big story analogy guy to get points across when I'm building with people. I always come up with stories to, to get them to get out of their head. And now it takes time to come up with them because I've had to deal with a lot of shit. So I was like, all right, how can I position this to where I get my point across? You know what I mean? I just make up crazy stuff like that. And people are like, uh, oh yeah, I guess that actually makes all the sense in the world. You know what I mean? It's like, we don't own the guy. Do you deserve an override for helping train people? Sure. But like, yo, if he outworks you. So one of the things that I do, if that's the way your system works, I'm talking about that from the jump. You know what I mean? He's— you hire him, he starts hiring. I'm like, yo, you understand the comp, right? Like, you understand the structure. If you don't start hiring outside of him, he's gonna pass you, bro. You ain't gonna make no money. So I'm talking about it early, you know, me setting expectations, sales, you know what I mean? Here's how it works. Here's— and so I'm super clear about it. So when it gets there, it's not the first time we've had the conversation, you know what I mean? Um, now, so I think again, sell a bunch of stuff, you can teach it. What if you don't sell yet? I think you can still build. I'm a big fan of people building right away. How do you do it? You promote other people. You promote what your company has to offer. You promote all the stuff, right? Like, if you're learning, you know where to gain information. So if you hire her and neither one of y'all know what you're doing, be like, I just called John. That's your training to her. I just get on the training on Friday at 3. I just get on the team, whatever, at on Tuesdays at 2. You know, I mean, you just promote and the best promoters win. Always in this business. If you get really good at promoting, you can do some big things. If you try to be the everything to everybody, this is tough. You can only handle so many people, so many phone calls in a day, you know. So I had to get really good at understanding my role, and my role was just to give people access to information, whether that be step by step because I know it and walk it, or because someone else is saying it and I just regurgitate it. Early on, I was like, hey, my buddy— I was recruiting early. I was recruiting when I had a job. I was commuting to my accounting job, doing recruiting calls on the commute. So I was part-time, had no idea, I'm writing 3 apps a month and I was recruiting. Because I understood long-term I could figure it out. You know what I mean? And I had people behind me teaching me. So I just put the burden on him. And I'm like, yo, this dude Mike, I'm part-time, I do this on the side, I sell insurance on the side, I made 5 Gs last month part-time. This dude Mike's teaching me how to make $250 grand. I'm working on it. He's willing to train people. You open a conversation with Mike. That's how I recruited for the first year. And if it seemed like someone was capable, I'd connect them with Mike. And then he'd be like, but that dude don't have a car. He lives in his mom's basement. What are you doing? And he taught me what questions to ask. You know what I mean? He's like, no, you gotta, you gotta ask some more questions, dude. He doesn't understand leads. He didn't understand he can't do commission. You know what I mean? Like he didn't understand nothing. I'm like, oh. So I had to slowly get better at it. So if anybody has that fear, or if you have agents that have that fear, learn how to remove the fear, you know? And I always say things like, I don't know, man, you see like jobs that give you a referral fee for bringing over your buddies, or your apartment complex that gives you a fee for finding a renter. Same shit, you know what I mean? I'm like, why can't you just tell other people there's an opportunity and point them over here? And if they sell, you make a couple bucks. I'll leave it at that. You know what I mean? And I think the problem with new people is they merge like recruiting and training into one. That's why they don't want to do it because they don't want to train. So I just remove that. I'm like, no, you can, you can recruit. I got you on the training. You don't worry about none of that. I got that. You know what I mean? And that's a lot. That's what helped us scale crazy because everyone new brought on felt comfortable bringing people in because I was their safety net. Now, what'd that mean for me? My phone did not stop from the minute I woke up till fucking midnight almost every night, because I'm dealing with people all across the country. 5 years, I was on the phone all day, every day for 5 years. You know, but I saw the vision of it. Now, maybe you want to build, you can make good money. This thing, can I write now? Can you make it? You, you can make good money with a small agency. You don't have to build with hundreds or thousands of agents. You know, I was making 7 figures with 40, 50 agents. You know, 50 agents doing 10 grand a month, $500 grand on average. You know, some still did 2, some did 40, but 50 agents, $500 grand a month. 50 agents, 10 grand a month average, $500 grand a month. You You make 20 points on that, it's 100 G's. Correct? Like, you don't have to have like a zillion people to make good money, you know? And to some senses, sometimes the bigger it gets, the less you make, because you're taking a smaller piece of the pie and you're having to— huh? Yes, correct. Yeah, so it— sometimes more isn't better. You'll learn that, you know what I mean? So there's sometimes you can go like, all right, I do more for the agents, I have a smaller crew, I have a smaller— a bigger spread. I can make some— there's some crazy money in it, you know. And then even if I'm, I'm talking to someone who just wants a couple people, like, if you got— like, who has no one and is trying to figure this whole thing out? No agents. So do you have a, you have a house, mortgage, rent, something? What's that cost a month? $2,000. Okay, imagine if you get one agent selling 2 policies a week. It's a couple grand a week. 2, 4, 6, 8. So $8,000 and you make 25% on it. $2,000 a month. One agent pays your mortgage. One person pays your mortgage. Teach them how to sell 2, 3 apps a week. Like, that's powerful to new people. So I don't have to sell million dollars a year, 7 figures. I don't have to sell that. I get your mortgage. Hey, what's your car payment? You got a car payment? Oh yeah. How much is it? Uh, $450. $450. 2 apps a month, car payment taken care of. You know what I mean? When people get nervous about it, they're like, ah, overwhelmed. Dude, I'll bring it down. You know what I mean? I do that 40 times a week, and then I'm talking to all the friends, you know what I mean? So I'm always trying to like I simplify things as much as possible. I minimize everything. Everything— nothing's a big— because they're— everyone's overwhelmed. Like, it's no big deal. It's easy. There's nothing. And I always minimize stuff. Always. And then you normalize stuff. Meaning it's just normal. It's normal to hire people right away. I just make that the norm. And again, for me, if you believe in this, you wouldn't be in this if you didn't believe in this. You certainly wouldn't work with me if you didn't believe in me. I'm willing to go out of my way to teach you how to have a better career. Shouldn't there be some kind of exchange, right? If I add value to your world, you're more than likely going to add value to my world. So I'm like, hey, who else do you know looking for opportunity? I'll beat you up. Someone comes to mind for everyone. Everyone knows someone. I just want to know who you know. That's it, right? Then you start seeing clients. I'm like, hey, every client you see, can you just say something really simple? Hey, do you know anyone else that could do what I just did for you? My company's hiring. That's it. How many clients a week do you see now? I'm trying not to. No, it's okay. In general, when you were selling a bunch, um, roughly ballpark, don't overthink it. We'll call it 10. Is that fair average? So we can imagine everyone in here seeing 10 a week. 30 people in here. My agency now gets a very simple question asked 300 times a week. Does it make sense? On top of, now, who else do you know? You're thinking about friends and family. They ask every client and it's all free. No one has to pay to recruit. And then when they start going, I really want to build. Hey, you asking every client? Are you asking every client? Just all you gotta do is ask if they know anybody. Correct, mine too. And you go, and I ask, I don't go like, would you like to do this? There's money in it part-time, I don't pitch that way. Client, hey, do you know anybody else that could do what I just did for you? You know how many have gone, can I do it? And I sit right down there with their check, back in the day I wrote paper apps with checks, so I get the check, $87 a month, I do math on the back of the application, tell them how much I made sitting in their house. They're like, what? I've heard a ton of people. Or I get some that are like, my sister, my daughter, my brother, my son just got their license. Holy crap. When you ask at, you know, like the law of large numbers is nuts. So I just take small stuff and I make it add up in whole. And I teach him the same thing. You got 2 or 3 agents, dude, teach your 2 or 3 agents same shit. This is not that deep. And now I start to get a tree of people. Today in our agency, you know how many people go like, Hey, do you know anybody else that could do this? Think about the number of times that gets asked a week today. You know what I mean? That little stuff is what built this. There's no massive like, I have a secret website, you go in here, I get all my recruits here and they all, that's not how it worked. It was just a little bit at a time, dinking and dunking. You know what I mean? Then she refers me to the client, her cousin or sister, I get on the phone. Now I gotta interview. I would do it on three-way, have her mute out. So I'm interviewing, I'm talking to them, she can hear everything I'm doing. That makes sense. I start training people. He see— he has some vision to really want to build. He doesn't know what the hell he's doing. I have some type of call with an agent that's struggling making a sale or overcoming objections, or maybe I'm live with a client on the phone. Dude, I'll three-way him in, let him listen. I did that a lot because they can hear. Instead of having to teach them, I'm like, yo, listen live, you know? So I spent a lot of time doing very little things just a ton of times. Did you make that work? Fuck yeah. So again, so for me, if we went 50 agents, $10K, $500K times 20%, right? You're at $100K a month. Even if it's, you go chargebacks, they don't all stay. I'm talking issued, issued stuff, you know. And if y'all are Medicare, comp works different. I don't know that world. Just do the math. Yeah, it's not that deep. But you go $75K, even if back-end money, 25% falls off, call it what you want. It's a fucking million bucks there, you know? And for me, I just, I saw, I had, I still to this day, notepad on my iPhone, 2012, did math. My comp, 'cause this doesn't include yours, you go sell $40K a month, add that to $75K, you're printing money. You know what I mean? It can— it gets nuts quick. And again, even if— how do I— even if I go, I sell $5K a month and I get 2 people to do the same thing and I'm making 20 points, you know what I mean? It's $20K, so 2 got $10K, 20 points, $2K there. Now I'm making $7K. That impacts people. $2K a month. In 2012 to me was half my check. So the vision of I can tell a couple people who are pissed at their job about insurance part-time like I was doing, that was like mind-blowing to me. And I think the mistake most people make is they, when they're recruiting, they sell this vision that's just unreachable for most people, you know what I mean? So I'm trying my best to relate to them, understand their situation, and solving their fucking problems. Their problem is their car payment and their kids' sports and gymnastics and all this stuff people got going on in life. So I'm really trying to pay attention again where they're at, where they're trying to go. Where they're at means you got to understand them, you know what I mean? What are their issues? What are their finances? Who doesn't have financial issues? Shit, you make a million bucks, buckle up, you're still gonna have them, I promise, you know what I mean? It's all relative. Yeah. Correct. So we already talked about promotion. Think systems and process. A lot of people want to know about it a ton. I think you were asking me about some stuff. People ask me about it all the time. And for me, systems are— I think what far too many people do is they try to make a system for something they've never done and want to avoid. I don't know how to teach that shit. Give me a CRM to do stuff, recruit for me, and I've never done it myself. I don't know. I just, I think when people sell that, I think it's horseshit. Honestly. And it drives them nuts because we're all buddies and I'm like, and then behind the scenes they agree. Because it's automation is meant and built because you did something manually so many times you're like, this is stupid. Why am I pushing the same button every day? Why am I sending the same email every day? Why am I sending the same text? Like dumb shit. You know, and again, a system can be something as simple, like early on, I remember when we created our very first, thank you, Gmail template to send the invite for class. I can remember clear as day, she would type it every time. And I'm like, first I would type it, and then my system was I hired her. That was my first system. You know what I mean? And for me, one of the things that's helped me a ton, is write down a list. And I'd use Notepad on my phone for a lot of stuff. Just a list of all the shit you do throughout the week. Just every day. I did this today. I did this. I sent these emails. I did these calls. I posted these ads. All the shit you do and all those things. I then organized them. Priority, things I love, things I hate, things I want to do, things I don't want to do. And all the stuff I didn't want to do and the things I hated. That was her job description at the beginning. Swear to God. Calling people, calling pending, checking on agent shit. Getting leads to people, doing contracting stuff, and I still do it to this day. I make a list, here's all the stuff I do, and then that became his job, and that became the next guy's job. I just, I always make a list, and that becomes, to me, staff is piece of a system. You know, so many people are hesitant to hire staff. Do you know how much money I've been able to make because she takes the burden of stuff off of me? And I can just do my job, what I'm great at. And too many of us spend time doing the stuff that needs to be done, instead of focusing on what you're great at. You know, it doesn't take a ton. I mean, what did I hire you at the beginning? What are you making? 15 bucks an hour. 7— she's been with me 7 years, right? So it was 15, 300, 600 bucks a week. I mean, it's like a baby final expense app. So if I have her doing 40 hours of stuff, there's no way in all that extra time I can't figure out how to write one more app a week. Pays for itself the first week. So many people are afraid to pull that trigger. You know what I mean? So I'm a big staff person for a system. I happen to be an automation nerd because I love it. If you aren't, all good, hire people. You know what I mean? And there are people, he does automation stuff, hire him. But it works a lot better, fair, when they know what the fuck it's doing. I love you. I beat up what he does because it's true. You know what I mean? Now you gotta deal with shit. You sell her a system and she doesn't know what the fuck it's doing, she blames you. I'm like, you don't even know what it's doing. Why? 'Cause you've never done it. So I'm a big fan of doing and then finding ways to cut back on things we're doing. And then for me, it's like to really scale this thing, it's like I think you gotta do it, you gotta be able to teach how to do it, and then you gotta be able to teach someone else how to teach it. So if I can do it and then I can teach him to sell, the magic is if I could teach him how to teach him how to sell. 'Cause now this becomes a machine. If I can teach him how to hire staff like I did, teach him the systems that I did. And some things high level we do. We distribute leads for people, for agencies, hell we're doing it for companies outside of us. We do a lot of automations and systems and things like that for other companies now. Just because who we've become. You know what I'm saying? And people know how to do stuff and they're like, yo, can we just use you for this? I'm like, shit, sounds good. So I hired him. So he— Andres does that stuff now. So any systems type stuff, like, you can have our system. We have a— we have automations out the wazoo today. Complete onboarding, recruiting, every step of the process I definitely have automations for. Now there's some of the automation is call them, reminders. I love human touch points. So a lot of our automations are to allow us to do more of what works, which is talking to people. And so many people wanna automate the people side. They want the automation to send the text and send the training and do the work and do, you know what I mean, and do that. And I'm like, dude, have 'em do all the shit so you can talk to 'em. Instead of being able to talk to one, I can talk to two. Instead of two, I can talk to four. I just want people. This is a people business. So you've got to get good at it. And from a dude who sucked at it, it's a lot of work. But you can get there, you know what I mean? I think we got a few minutes if y'all have any questions before. So in our agency, I make more money off of my own pen. 100%. I was— my mentor said you are your biggest override. Yeah. So how do you transition yourself? You'll know. So for me and everybody I know that got out of the field, I was, I was losing money in the field. I would be in an appointment and I'd get 7 phone calls from agents in houses. You know what I mean? I just— it was costing me money. So I'm doing the math and I'm like, what I'm spending on leads, what I'm making— I'm making $30 grand a month, I'm spending $5 on leads, I'm netting $25. I go, I could teach people— 5 people how to sell, $20, $20 point. That's— dude, I'm literally losing money and time. People were— they weren't able to get as much help from me, you know what I mean? Like, you'll know, you'll be so fucking busy helping people get paid you won't have a choice. You know, these obviously fly by. So if there's— if y'all want further stuff, I do. I don't know if you have it, Amanda, but if you go to JohnWetmore.com/events, I have an in-person event. Oh, it's free in-person event in my office once every month or two. The next one's August 1st. I do Zooms online, free open Q&As, want to teach stuff. But if you want to do anything more direct, want to work with us in some sort of capacity, need help, you just get with my team, email me, hit me on the website, schedule stuff, and we can certainly dive deeper because I could talk about this shit for 9 years and y'all will still have questions. To be honest, I have questions still. So did the best we could with what we got. If y'all need anything from us, please let us know. Got a question over here. Okay. How many staff do you have currently? What do we have, 5 in the office staff? 5 of y'all? 1, 2, 3, 4. 4.