Why Luis Moreno Stopped Buying Insurance Leads

There were so many slimy things happening, but you were doing it yourself. But what made you decide, eff this, I'm just gonna start trying to do this myself?

The fact that lead costs were going up. So instead of paying the good old $1 that I was paying, you're paying $15, $20 for a shared lead. And then the fact that I didn't know what the messaging was.

That's the biggest thing that I see in this industry is there's so much messaging that purposefully is to keep agents stuck and dependent. And it's because normally the people teaching that are the ones that are benefiting from it.

I just got tired of that. I wanted to control The messaging. If they're interested in what I'm going to offer, I want to control it. I want to own it. I want to know that that lead is only coming to me and nobody else.

They tell you it's too complicated, it's going to take too long, you don't have enough budget, and so on, and overinflate the quality that they're generating.

I think for agents going forward into the future, you got to take control of your business, guys. Present the data to the person handling the complaint so that you don't get in trouble. I think the best thing agents can do is is to generate their own leads.

And while it might be a little bit more expensive to generate it yourself in the beginning, it's just the quality and the branding.

So creating your own stuff is the best way to go.

I am so excited to share this conversation with you today because it is all about leads and lead generation, and it's from the perspective of a very experienced insurance agent. I am speaking today with Luis Moreno, who has been an insurance agent since 1999, and his primary lines of business are Medicare and ACA. Luis is going to share what he has seen In terms of the lead vendor business, from purchasing leads to his experience with those leads, to him reaching his breaking point where he decided enough is enough, I'm going to generate my own leads. Not only does he share that journey, but he also gives some insightful tips that agents can start applying now to begin building a brand that actually generates leads and trust. Now, speaking to Luis is always fun because he was actually my very first insurance ad audit, which by the way, if you're new here, my name is Shauna and I teach insurance agents and other licensed professionals how to generate their own exclusive leads. I don't teach dependency, I teach capability. And my very first experience actually in the insurance space was performing an ad audit on Luis Moreno's ad account back in 2022. So we reminisce a little bit about how we met, what that ad audit was like, and then we even talk about some other ad audits that I did since then. Now, just a little side note, Luis had a little bit of issue with his Wi-Fi, and while there are moments Where his video is just a little bit off, this conversation is still too valuable for me not to post. So I'm so excited to share it with you. Let's dive right in. All right, Luis Moreno, I am so excited to have you here today. You have been in the insurance industry since 1999. You have also trained thousands of agents on not only how to be compliant, but how to increase their optimization when it comes to sales and even building a market and generating leads. You now have over 8,000 subscribers on YouTube. So you have also mastered starting to put yourself out there on social media. So I'm so excited to have you here today. And I can't wait to hear the history of how you came into this industry and how you have seen the lead vendor industry change over the years.

Yes, huge. So '99, I'm kind of a dinosaur. Yes. Been doing this for over 25 years. And there's been a ton of changes with the industry. But there's also been a ton of changes with how we get a hold of our seniors, you know, or, or any other client. There's, there's been an evolution from way back in the day to the way it is now.

So, when you first got started in the late 1900s, were you focusing on Medicare primarily? And then once you came into the business, how did you very first start generating business for yourself during that time period?

So back in the day, '99, when I got started, okay, so I worked— I was a direct captive agent with Mutual of Omaha, and what I was doing is I was selling Medicare supplements. That was— I was brand new into the industry, and when you're in the med sup world, you don't have to deal with compliance. It's a life product. And so they were just feeding me leads, and I was just calling, and I mean, it was so easy. I thought Medicare was the Easiest game in town, and it really is. Now, since then to now, or the evolution from not just doing Med Supp but doing Medicare Advantage and prescription drug plans, there's now a ton of compliance rules, a ton of protections that are out there to protect the seniors from predatory agents. And I always tell agents this: the rules are there, okay? They're so easy to follow. They're not hard. They don't prevent business. They don't stop you from earning a living. They just want to make sure that you're doing it the right way. So as long as you know how to do it the right way, getting leads and marketing yourself, it has changed, but it's still very, very doable. And now with— in today's world, Sean, I mean, this is crazy. I think back in 1999 and 1900s, it was MySpace. I think, yes, it, but now, you know, it's crazy. I, I think it was MySpace. What, what, what, what was out there? I can't even—

MySpace wasn't until, I think it was like 2005-ish. Like it was definitely the early 2000s. So you were back when like www.com was like a big deal if you had that. So where, where were you getting leads from? And then when did you like feel that there was a change in the leads you were buying that you felt like, eh, this doesn't feel like it's something I can trust, or the quality or that it wasn't exclusive.

So there's only so much grassroots marketing that you can do. And I tell agents, every agent should be doing grassroots. You should be out there creating your connections. You should be out there partnering up with centers of influence, these, these people that can share their books of clients with you because you're there, they're a partner with them. So 100%, agents, you're watching this, you need to make sure you're doing that. But you can't solely rely on that because it's kind of a referral. You need to make sure that you have a steady stream of leads. So the evolution in the industry of how we get a hold of people, everybody's on social media. So before Facebook, I guess maybe between MySpace and Facebook in that time frame, what was a big hit was buying leads. Okay, I mean, I didn't know how they were doing it. So lead vendor companies would sell us leads and I would buy— I was buying them for 50 cents, a dollar apiece, and we were rocking and rolling. Okay, um, here was the problem is that, well, back then people— there weren't that many people doing it, so it wasn't that bad. But now everybody is doing it and there's so many lead vendors out there. Trying to sell a lead. So this is what I know from an agent point of view. I don't work for a lead company, so— but this is what I have heard and my understanding of it. These lead vendor companies go out there and they go put these feelers, these pages out there, okay? And they're like lead magnets. And a senior who's maybe doing a search for Medicare, whatever, they end up there and it captures their information. That lead vendor gets it. Boom! They've got agents and they sell it. Okay. So at the very beginning of these, the lead vendor industry, they weren't. They didn't have a lot of people to sell to, so the competition was slim. But now they may sell it to twenty agents because they're trying to max their profit on that one lead that they got in. So now I get a lead. And, you know, I call and they're like, you're the 20th guy that's calling me, leave me alone. It's, it's difficult. Now, the, the evolution in the lead gen business is now the rules are very, very vital to follow. In other words, that lead that was generated by that lead vendor company, do they get the correct permissions to contact? Just because they generated that lead Now, is it still okay for you and those 20 other agents to call? So, oh, here's the other one that's crazy right now, Shauna, is what about the live transfers?

Mm-hmm.

Oh my God. And they just love them because they get a senior on them.

They do.

But they're being generated overseas.

They are.

And then they don't follow the rules and they transfer it to you. Well, if that thing wasn't generated compliantly, if it was a cold call, you got some problems. Okay. There's a complaint. How are you going to prove that, that the origination of that lead was done compliantly? You're going to run into some issues.

And here's the other thing with you saying the inbound calls to add to that. So what I've seen in my perspective of looking back on the insurance space, So back in the early 2000s, the way that these companies were generating leads was they were putting time and energy into websites, putting blog posts up, SEO, trying to get the traffic. So they were literally getting seniors that were Googling like, when do I enroll in Medicare? They land on a blog post, capture their information and sell it. Once we moved into social media land and it became super simple and straightforward, you didn't have to spend all these years, time, money, and energy ranking on Google. You could just pay money and get in front of a target audience. That's when the rise of the lead vendor and the secrecy of the messaging. And like you were saying, a lot of the inbound calls, they say things like, this is the last week that this is available to you, or today's the last day. They click a button to see if they qualify, it puts 'em on the phone with someone overseas, and then they get live transferred. So in the day and age of social media, it seems like that's when so many more players came out to, to generating leads and making a profit on keeping agents dependent. Mm-hmm.

100%. Yes. And the other deal, and I've seen some of these lead vendors, you know, these seniors are looking help with their Part B premiums and they're like, hey, click here and we'll help you save that $180-something. Or maybe they're advertising those extra benefits, the food cards. Hey, you get $200 a month. You know, you can't do that. Carriers here can't do that. Or marketing organizations here can't do that, but the overseas companies, they don't care. And if you're getting leads from somebody over there, you're gonna, you're gonna run into some, some problems. And I, and I think, you know, where we're going with this, Shauna, is I think the best thing that agents can do is generate their own leads.

Yeah. And have some sort of branding with themselves, cuz it's so different when you talk to a lead that responded to get $3,000 more a month Social Security, which there's ads out there still that say that. Versus an ad that says, if you're overwhelmed with Medicare, I'll answer your questions. It's a very different experience. And while it might be a little bit more expensive to generate it yourself in the beginning, it's just the quality and the branding. So you honestly were my very first insurance ad audit, and it was in 2022 is when you reached out to me to do an ad audit. The way I marketed myself back then before I put myself out there on social media was I answered Facebook questions in Facebook groups.

Mm-hmm.

You asked a question in a Facebook group. I responded to you. You asked another question, I responded, and then I was like, oh, you need an ad audit. Cuz that was kind of my little flow into getting people into if I was gonna manage ads for them or not. And your ads, I, I always say yours were actually one of the best ones after the— I started getting more audits after working with you in this space. There were so many slimy things happening, but you were doing it yourself and you were actually doing a pretty good job.

Mm-hmm.

But what made you decide, F this, I'm just going to start trying to do this myself and watch some tutorials and start putting it out there?

The fact that lead costs were going up. So instead of paying the good old $1 that I was paying, you're paying $15, $20 for a shared lead. That was my biggest motivation. And then the fact that I didn't know what the messaging was.

Okay.

So when I would call a lead and actually got ahold of somebody, All they wanted to talk about was the benefits, or the majority of the time is, hey, I want— can you help me save money on my Part B premium? You know, I want my $200. I want my food card. I'm like, I don't even know if you could qualify for a plan. You know, we still got to do all this. That's all they wanted. I just got, you know, it was maybe a bait and switch tactic. You know, hey, seniors are on a fixed budget. They have so much money, and that Part B premium is eating at the money that they have, and they desperately want help. And lead companies know that. And, you know, not everybody gets help with their Part B unless you're on Medicaid. And so it becomes a really big problem. And then so I just got tired of that. I wanted to control the messaging. Okay, what do I want to put out there? And what do I want seniors— if they, if they're interested in what I'm going to offer, I want to control it. I want to own it. I want to know that that lead is only coming to me and nobody else.

Yeah.

And that now I even got the correct disclosures so I can follow up with that senior via a text, a phone call, or an email. That's the biggest thing. I want to make sure I have my own disclosures, not the disclosures of the company, my disclosures, because when there's a complaint, Shauna, that complaint is coming to me. And I just can't say, oh, I bought that lead from ABC Company. Okay, well great, because they still want the lead card or however it was generated. So creating your own content is key for agents out there. You want to control the message.

Yes.

And I also think, Shauna, by creating your own stuff, you're in control. You control the messaging, you control the leads, you control how much you want to spend. You control the targeting. I mean, you're in control. And also, you know, the other deal is you're not dependent on that lead vendor company anymore. What if they decide to raise the rates? You got to pay because that's where the leads are coming from. So you want to maintain that control. You want to— you want to take, you know, take— again, control, control. You want to take control of your business. You don't want to be dependent on them for the success of your business.

That's the biggest thing that I see in this industry is there's so much messaging that purposefully is to keep Keep agents stuck independent. And it's because normally the people teaching that are the ones that are benefiting from it. They tell you it's too complicated, it's gonna take too long, you don't have enough budget, and so on, and overinflate the quality that they're generating. So after your ad audit that I performed, you guys had invited me to, to speak at, it was my very first little insurance conference, the David Duford, um, Elite Agent Summit, right? So I had a Medicare agent from that that hounded me to audit his ads, and he was generating leads for like $2.15. And I was like, bro, I can't get your cost per lead down for that. But he really pushed, and I was actually nervous going into this audit. And when I got into it, it was someone else that had set up his ads for him, and all his ads said was that it was a grocery card. It was for Medicare. It was a $3,000 potential grocery card. Now this is in '22, so those are even more so. Rampant. But he didn't even realize that. He just thought, no wonder no one wants to talk to me about Medicare. He had no idea. And it was being ran from his ad account. So, you understanding the messaging, you're right. That's, that is the key to longevity, quality, and then also having complete control over everything.

And when you hire an ad company to do it for you, it's their, your money, but it's their account, I think, right? You don't own it. I don't think you own it. I mean, in other words, if you break that relationship, That's it. They take everything.

Yep. There's, I had never seen, honestly, I had never seen that. So you were my first insurance audit and you were doing it yourself and you were actually doing things ethically. Everything was good. You just needed like a little help in optimizing things. And then as I got more and more into the industry, I had never seen, and I'd worked across, like I have estate planning attorneys, some doctors, all sorts of different industries, course creators, screenwriters. Never had I seen that the marketer would set it up on purpose to be running your asset from their ad account. So it's my ad account, I'm running everything. I charge you a rate, like whatever it is, $3,000 a month for X amount of leads. And then if we break up or if I increase my rate, I take the optimized ad account with the branding for Medicare final expense, whatever, and you go off and start over. I had never seen that before, to be honest with you.

It's, it's, it would, it's common because here's the deal. We're insurance guys. We sell insurance. We know the products. We know the sales process. We're not marketers, but we own the business, and so we have to know that. So either you know how to do it and you maintain the control, or you hire somebody else to do it. And so I think for agents going going forward into the future, it's you got to take control of your business, guys. Okay, run it from your account. That way it's you, but you've got to stay in control. You can't really check out. Okay, you can't put all your eggs in one basket and hope that they're doing things right and hope that they're collecting or they get the information for you, but that the appropriate compliance, the appropriate permissions have been collected. You want all that showed to you like this is what we're doing. That way when you get the lead. You're confident that if there is a complaint— not when, or it's not if, it's when you get that complaint— that you can present the data to the person handling that complaint so that you don't get in trouble. So creating your own is the best way to go.

So, so much of insurance is— agents are told it's a numbers game, especially in the life insurance space. It's in all spaces, but especially that space. And then Specifically in final expense, it's just dial, dial, dial, dial, dial. Do you think that you see it changing to where, uh, I'm seeing a future of agents that have their marketing that's such in line where they can take someone from being unaware that they need the product to being aware that they could spend less time having to dial and talk to people, and you have less conversations because you've done the marketing beforehand for the person to already be.

Mm-hmm.

educated and have some trust. Do you think there's going to be a time and place that it's going to move more in that direction where it's less of a dial, dial, dial business?

It's gonna— I think it's gonna move, and I think it's already been moved where it's less dial, dial, dial, and it's more of them scheduling an appointment with you at their convenience. So instead of you just get a name and a phone number and you pound them to the answer, Because here's the deal, we all know that our phones nowadays have protections in them, okay? Our numbers are going to pop up on spam or on— they're going to block them or whatever until we become a contact, okay? There's, there's, there's things in place to— because this, this phone calls are crazy. So I think it's going more away. I mean, you— that's still viable, calling, calling, calling, calling. But I think the more professional route is you collect the data, okay? You, you receive the data, the lead information, but you give the senior or the person filling out that lead the ability to do 2 things. Number one, they click and they can call you, or number 2, they get to schedule an appointment, okay? And then schedule an appointment, okay? So you have your calendar or a feature inside your CRM Where you can book that, and then you can follow up. Maybe they book an appointment with you 2 weeks from now. Okay, great. In the meantime, you could have some automation set up that will send you an email and says, hey, Shauna, we're meeting in 2 weeks. Okay, let me teach you a little bit about Medicare. Maybe you give them a little bit of a little video about A and B, uh, maybe you another video about Med Supps, another video about, uh, how MAs work. So you're kind of You're keeping in touch with them so they don't forget. And again, as you're doing these automations, these contact, these touches with these seniors, always giving them the ability like, you know what, I'm going to call them right now. Boom. And they call you. Okay. So remember, it's a phone-in. Right now, our current compliance rules require us to get a scope of appointment and wait 48 hours. But if they call me, I can collect it right now. Okay, boom. They call me like, you know what, Mr. Senior? No problem. Let me send you the scope, or maybe I collect it via a voice signature or whatever I do. But now I can have a conversation and proceed. So I think the more professional, maybe the more of the the route where you're in the category of an attorney and a CPA, not a sales guy, is they're booking an appointment.

Agree. You're an advisor. And part of what you're saying of the follow-up of having that, I think that's so vital. And one of the things that I'm seeing that makes a difference for agents is I tell them, include a photo of yourself. Everyone is suspicious. And so many agents wanna use the thing, we, one of our agents, so they sound like they're an established agency. I think your strength in today's day and age of mistrust is to be like, I'm the one that's going to talk to you. I specialize in doing this. I'll reach out to you. Here's my photo. I'm a real person. Um, uh, have you seen that and you like, do you show like a little bit of your, do you show a photo? Do you like show you and your wife or anything like that that kind of like brings the face to what's going on?

I wish I could share my screen and I don't know how they do that with this new software, but I will tell you, I have an automation built up already. The first text that they get, so they get the messaging and they get a picture of my agency. So it's all my staff. Saying hi at the agency. Then the second message they get, it's me. Okay. I mean, me and the me and me and my attack, my little attack chihuahua. You know, ultimately what I want to do is I want to be real. I don't want them because they're very scared. These seniors get scammed all the time. I don't want them to think that I'm overseas somewhere. Okay. So a picture is huge, guys. So when you're messaging, Your automations. If you're like, what are automations? They're just— it's a series of communications that you're having with your contact being done automatically. You can include a picture in the email, you can include a picture in the text, and when they see that, they're like, oh yes. I send pictures all dressed up in a suit. I'll do some casual pictures. I'll do me and the wife. I sent me and the family. I've sent a picture of me and the dog. And, you know, so at the point of your appointment, you are a real human, not just a call center robot that has zero respect. And here's the deal with telesales, okay? Telesales is not as sticky as face-to-face. And if you're generating leads online and in social media, most of your sales are going to be over the phone. They're going to be telephonic. You've got to do everything in your power to make it sticky. And if they see pictures of you, you're just not a voice. They're not going to remember your name, but now you're a voice, you're a name, and they see you with your staff, they see you with your family, they see you with your kids, they see you with your dog. You are a real person. It may be gimmicky, but you know what? They don't know. Okay. I mean, they don't know who you are. Then they just filled out a form online that you, you, you could be in that other country and trying to really scam 'em. They're so afraid. So make yourself real.

You're so right, especially in the day and age of AI. And there's so many agents still that feel behind cuz they're not using, like, they're like, should I have an AI avatar and all these things? No, no. The people that are your demographic, that are the 55+ especially community, they don't want to see AI slop. They wanna see that you're a real human. A photo with your iPhone is gonna be better than a ChatGPT-created image. So putting yourself out there, I think that that is key and building that connection of being real. Now, okay, I wanna be respectful of your time, so I want you to share 2 things. One, for the agents that are nervous about getting started in both lead generation, learning the skillset when everyone's telling you it's so hard, you can't do it, and then also putting themselves out there on social media, cuz we have a lot of secret agents that are afraid to show their face. What is your advice on getting started? And then share how they can find you because you're an excellent trainer. Everyone says that they love learning from you and you keep everyone up to date on ACA, on Medicare, and what's happening in the space.

So number one, guys, lose the fear. If you're doing stuff right, don't be afraid. Now, it does— there is a learning or a skill on being on camera. I mean, even a little while ago, you're like, Grace, you need to move that way. You weren't centered. And I do a lot of camera stuff. So it is a skill that you learn. Okay, so that's number one. But don't be afraid, guys. Okay? You're— you don't need high-tech equipment. Okay? I would just tell you, an agent needs 2 things to get started: their iPhone, and then go buy this.

The little DJI microphone. Mic Mini. Yep.

Exactly. Oh, come on, open up. So guys, you attach this to your phone and then you attach this lapel mic here, and then somebody can hold the phone 4 or 5 feet away from you and do a recording. Okay, don't be afraid to do your recordings. That's number one. And if you're putting good information out, okay, don't be afraid. I would tell a big fear— and you, well, you got to stay up to date on the rules. Right now, you cannot go out there and talk about those extra benefits. So don't be talking about the food card or the grocery card or the, we're gonna give you, uh, the, a $500 Visa gift card.

Yeah.

Stay away from that. Ultimately, if you're in the Medicare space, talk about the complexities of Medicare, maybe the, the, the alphabet soup, you know, the A, B, C, D, G and you know it's crazy. It's hard for us agents to know it. Much harder for seniors. Talk about educating. Okay, that's what they want. Talk about the options. Talk about do they go that way or this way in the ACA world. Talk about enrollments. Talk about the plans, the limitations. You know it's I think it's all about education. Okay, so the biggest thing that I tell agents is don't be afraid to do it. Now there are a lot of tools out there that you can use, and a lot of them are free. Now one thing I love doing— I'm diving down so deep into AI right now. Here's what I do, guys. I use AI to help me generate content. I still do it myself because you're right, you don't want AI to do this for you. But what AI can do is AI can create A content calendar, so I can just tell AI. You know, first of all, you have to teach it who you are. You have to give it some prompts. I'm an insurance agency. I do this blah blah blah blah. Feed that into it, and then it knows you. And then you tell it, create me a ninety-day once-a-week content calendar. I want to talk about Medicare. I want to talk about final expense. I want to talk about this, and. Make me a headline, make me an idea for social post, give me talking points. It will give it all to you. And it's— and all you do is you use that to help you either post out there or to shoot your video if you're going to do a video. AI is wonderful for that. I mean, I use it and I tell agents, here's what you need to do. Where do seniors hang out? What's their favorite AI or social media platform? You don't know. Okay. Facebook, Instagram, TikTok. A lot of seniors are on TikTok. Maybe LinkedIn. No, I think LinkedIn is more of a business. And then Twitter or X. Post out there on all those platforms. You don't know where seniors are. Why do you want to post Medicare stuff on LinkedIn? Because you might find a center of influence that you can partner up with. Maybe an accountant, maybe a doctor, maybe a clinic. Oh, that guy's always talking about Medicare. You know what? Let's see if we can connect. So don't be afraid to post out there. Okay, so that's number one. YouTube is a great medium to post stuff. Takes a lot of work and it's very, very slow going. And I would tell people, you're not going to make money off YouTube. They do pay you a little bit of money. It's chump change. The real value in posting out there in YouTube is 2 things, guys. Number one, your content will help you generate organic leads, but your content will also— if you're taking that content and you're posting out there on all those socials, they make you look like an expert. Give you credibility. You can build your brand, which is going to help you. So don't be afraid, guys. YouTube. Okay. And then the other 5 social media, I think there's more hundreds of platforms, but I just do Facebook, LinkedIn, Twitter or X, and TikTok. And there's tools that will help you, you know.

Yeah. Put one piece out and get it everywhere, that type of thing. And I always say to agents that are stressing, you're not trying to go viral, you're just trying to be undeniable. So when someone lands on your page, they're like, oh, this person's an expert. And if you're gonna run ads, when I'm running ads for myself, one of the best things I see is then someone goes to my page and binges a whole bunch of things. So they found me that way from the ads, but now they've gotten to know me to see if they like my vibe, if they think that I'm an expert and that type of thing. So yes, you just putting the content out there, it's not about How many views can I get? And all these glamour metrics that people are interested in. It's just about showing that you're undeniably an expert.

And you don't need any high-tech stuff, guys. I mean, I've built a little studio here. I get the lights and I got a high-end camera, but I've been doing this, I think YouTube for 6 years.

I love that you're saying that while you're blurry right now from whatever the connect— you're like, I've got a high-end camera, but you're blurry.

I don't know why. I mean, I've got a Sony, the camera's 3 grand. The, the lens is $2,000, and I don't know, it's gotta be my internet connection. It's your Wi-Fi. Possibly. But I will tell you this, guys, you know, you don't need high-end stuff. You kind of do your thing, but you wanna be consistent. That's the key. Every week, one video. And I will tell you this, go to ChatGPT. That's, I think, the most friendlier one. Now I am diving down into the world of Claude. But there are hundreds of models out there that you can use. And all you have to do— and I tell agents, pay, pay $20, guys. That way you can— it has memory, it can remember you. So you tell it a little bit about yourself, you give it your history, and you can just tell it, hey, Claude, interview me so you know me. And it will ask you all these questions, and you can just talk. If you have a microphone, you can talk back to it. And once it learns who you are, what you do, then it will use that to help generate content for you and give you ideas on what to generate. Because I can't sit here, Shauna, and come up with a list of 20 videos I need to do, but Claude and Chad can do that in about a minute. So if you're wondering, okay, great, I want to do this, Shauna, I think that's a great idea, that of what you mentioned, but what do I talk about? Go ask Claude in chat. Hey, I want to reach seniors. I want to educate. Just give them give give it a an idea, and it will give you a great list of topics. And then if you like one of the topics, you can tell it. Hey, what do I talk about? It'll give you talking points. Now, one thing I will tell you: don't read off a script, guys. Okay, they can tell. They can see your eyes just kind of as you're reading. Okay, you know, if you know the product, you're like— for me, I just need talking points and I can take off with it. So, you know, just, just talk freely, guys. And you don't need high-end editing, you don't need, um, you know, all these B-roll, you know, just a genuine 5-10 minute video. It— after a while, guys, people see all that and, and you become, you, you, you become, um Somebody that they can trust because they're seeing you all the time. So don't be afraid, guys. Whatever you do, don't be afraid. You have to embrace this. This is a new world. Some people will tell me, I don't like social media. I hate Facebook. Well, you can still hate it, but you know what? You got to use it as the tool that it is. Your seniors may not hate it. And if you want to reach those seniors, you know, just do it.

Yep. You gotta go where your audience is at. Um, yes, very good insights. The biggest thing is just get started. Done is better than perfect. And I always say we all have 100 crappy videos in us, so the faster you get out there making your little videos, the faster you'll start developing the skillset to, to easily get on camera. Okay. Hey, Shauna, I'm gonna do a real plug if you don't mind.

Okay guys, go check out my YouTube channel. It's under my name, Luis Moreno. Insurance agent training. Okay, I post videos out there just for insurance agents on ACA and Medicare. Okay, that's what I know. I don't know marketing. I mean, I can, you know, I use the tools that have been provided to me, but I'm not that guy. I would teach you everything about Medicare and ACA, and I try to post every couple of days or create content out there. So if you're looking for some education, because most of my content are questions that my agents that are under my umbrella ask me, and I'm like, you know what, instead of answering that question for that, just that one agent, I'm going to make a video and that way it's out there. So check out my website or check out my YouTube channel. So Luis Moreno Insurance Agent Training.

Yep. And you are linked in the video as a collaborator, so it'll be so easy for them to head over. Uh, definitely make sure you go check Luis out. He is one of the best trainers out there that is gonna teach you not only what's happening in the industry, current news, but how you can apply it in real time to your business. So Luis, thank you so much for joining me today, and it's always a pleasure talking to you.

Always, always. Thank you so much, Shauna.