How He Wrote $42k AP In 1 Month Generating His Own Life Insurance Leads

One of the biggest questions that's going to come to people watching this is mines is like, how the heck are you doing 42k a month?

Yeah. So started off with.

Don'T expect to make this overnight because leads will come up and down, right? Your. Your appointments will not always show. You got to make sure that you have the back end. You got to make sure that you know the process of. You got to pick up the phone, make the dials. Everything else slowly will come as well.

From your early experience with building an agency, when someone's getting into it, at what point can they start looking at doing that?

The time that you want to start building is when are able to teach confidently to other people. Yeah, you can sell. You can definitely make money. But can you pass on what you know? Can you take what was told to you and taught to you? And are you able to pass that on? Are you? How effective are you at that?

What's going on? Ladies and gentlemen, tonight we've got Ben Batiste, agent and agency owner, who did $42,664 on his own pen just on his just personal production in August. He's been in the business for about three months now. Had a super impressive start. What's going on, Ben?

Hey, how's it going? Thanks for having me.

Yeah, of course, man. Quite the introduction there, Tim. I see you're calling in from North Carolina. How you doing today, man? Doing good.

Doing good. I can't complain at all.

No complaints. No complaints.

Cool.

So I think, like, obviously one of the biggest questions that's going to come to people watching this is mines is like, how the heck are you doing 42k a month?

Why don't you tell us a little bit about your journey over the last couple of months? I know. I think you were buying leads before, now you're generating leads. Kind of catch us up. Where did you start? We can kind of go through this journey, this path together, Figure it out.

Yeah. So started off with buying leads, right? Didn't know where to go. So went to different vendors.

Various vendors, right. Trying to just figure out where to go. Spent tons of money on leads. Didn't convert them. Found out that they were being used or given to other agents, right? So I didn't know even how old they were, how new they were. Couldn't see the ad set, so I had no idea what was even being advertised. Tried some of the live call, like live call transfers, you know, ultimately just made a couple sales here and there, but just didn't have anything that was really selling or converting over until I, until I met you guys.

Yeah. Okay. And so like, I mean one of the other things too is I see a ton of people there. That's, there's all these like different types of lead vendors and like, I see there's like marketing companies in every corner of the freaking earth nowadays that are trying to.

Start generating leads for people whenever you. Obviously, I'm sure you had some hesitations just meeting us like on the Internet and everything. Walk us through what that was. Like kind of just meeting for the first time on a zoom call after you saw us on social media and kind of leading to now. Like what type of hesitations did you have? Can you unpack that for us?

I mean, it was a bit of, hey, are you guys legit? Right? Like that, that's, that's the overall question whenever you meet someone for the first time. I mean, ultimately, you know, I think I found you guys through defor. Because I was trying to find a way to get trained, get figure out leads, like figure out how to get in the business. Not sure one way or the other. I got, I found an email from you guys, you know, figured I was just, you know, do this all about. Had a call with you, very skeptical, you know, super skeptical. And then, but figured, you know, why not like ultimately we're in the business to you take a head first dive in the business. So I figured, you know, it's not gonna hurt me, it's not gonna kill me, so I may as well. Right? Yeah. And you know, ultimately you couldn't get worse than where I was already at.

Yeah. And so like fast forwarding a bit now, you had that, that moment of like, I have to make a change, now is the time. This is the right thing, Now's the right time. Like, can you unpack what I think it's been a couple months now. Can you unpack what it looked like in your first month of production, comparing it with like your second month of like full time final expense production?

Yeah. So kind of unpacking a little bit once we got the lead flow started, you know, I started seeing the ads coming through and started seeing the sales coming through. I think if I remember correctly off the top of my head, I think maybe the first month, half month. Right. Because it wasn't even a full month, was about 5k. Then the first full month of actually, you know, working on my own lead generation was a crazy 26k in that month, you know, so it's just, now it's just going like, it just Keeps going from there. Right? Like now, now we're seeing, you know, the 42. You know, my goal for next month is hopefully to be in the 60s. Right. Because who doesn't want to keep going up? But yeah, no, it's been, it's a total game changer. I mean, from the, the, my own leads, from marketing, the training, I mean, you know, it's. Yeah, one of the best places, I mean, best decision ever made.

100. And I appreciate you sharing that because one of the things that I think so many people try to like, pedal in this business is that you're going to be a, you're going to be a billionaire tomorrow selling life insurance. And like, you know, if you, if you just get this one lead source or this or that, like it's a combination of things, of training, of, of scripting, of automated systems, of generating the leads themselves. And I like that. You also talked about the fact that, like, there's a J curve, right? Like there's a start. Like, I think when you and I got together, I think there was like a weekend and then there was like a holiday right after that or something like going into July 4th. So, like literally your first almost two weeks was just like getting set up, holiday time off and all of that as well. So like really, that 5K in that first two weeks was, it was pretty interrupted. It wasn't like it was a strong two weeks of work. And then your first month was only, you know, 26k your first full month, which is not nothing to bat an eye at, but nothing in comparison to 42k last month. And I'm sure you're going to blow it again out of the water this month as well. So I think that's pretty cool to, to see, especially for the people that are like, they're hungry, they need the money now. But like, there is some patience in this industry that's required.

How do you feel talking with prospects now that you've gotten more repetitions under your belt? Been doing this for a couple months. How do you feel in these calls themselves?

I mean, I understand where the frustration is. Right. You know, a lot of people I've been talking to now are right where I was before. It's the, you know, where do I go? Who do I get? Who do I get training from? Who can I, you know, speak with that can help get me over the line if I need help over the line? And ultimately, where do I get leads? That's a huge one. Like, where do you find leads? You know, do you buy the Leads. A lot of people I've been talking to have been into the live. Was it the live transfers, which. That can run you 60 to 80 bucks per.

So it's good to be able to have had that experience and then also have the experience that I have now to be able to say, hey, look, things actually can be different, right? You can get the hands on support, you can have the hands on training. You can also have your own leads being marketed to you. So that way you can actually get. Have the. The career that you want in this industry, 100%.

And I mean. I mean, dude, you've had one of the fastest kind of like ramp ups or trajectories of anybody I've seen coming into this business. For those that are watching this, that maybe they haven't had a $42,000 month and they're. They're seeing this, like that is, you know, insane. I would love to do that. What does it actually look like to do $42,000? Like, what is your day to day like?

It's a lot of work. So I always tell people, you know, don't expect to make that. To make this overnight. Right. Don't expect your first two months to be in the 20s and 30s and 40s. You know, you got to put the work in. You got to be making at least, you know, what was it making? I think I was doing like 500 calls a day almost.

And slowly, as appointments were being set, slowly as I started getting more familiar with the script, as I became more comfortable with what I was talking about, yeah, your dials will start to lower. And I think it got to the point where, you know, I made 80,000 maybe a month because I was sitting appointments all day. So you had a week.

I wish we would have done a video about it, but it was. You had a $12,900 week on 86.

Yeah, that's right. That was just appointments. So that was the. That was where I couldn't make any dials that day because I was just sitting appointments back to back to back because they were all self. Yeah, I was pretty stoked. I was like, this is awesome. But I always tell people, don't expect that. Right. Because it may or may not happen. You know, leads. Because leads will come up and down, right? Your. Your appointments will not always show. So you got to make sure that you have the back end. You got to make sure that, you know, the process of. You got to pick up the phone, make the dials. That's number one. And then everything else fully will come as well, 100%.

So like, I mean obviously you said you, you do a lot of work which you know is obviously the, that's one of the biggest keys of any of this. Like you're not going to see anything in terms of like substantial success if you're not willing to put the work in. And a lot of this business, when you first get into this business, you have to front load a lot of the effort. Like you said when you first started off, you're making 500 a day. That's because you have a skill gap that you have to overcome. And then you also have to just make the calls to get the sales. But over time, you know exactly like you're saying, the effort that you have to put in to get sales, just you get way more leverage on your time. But like today, you know, two months later, what does an average day for Ben look like? Like are you working from sun up to sundown every second of the day? Like you don't even have a second to breathe and you're eating, you know, while calling like on the toilet. Like you, you don't have any spare time or what does it actually look like for you?

I mean I'm a bit crazy. So you know, I'm usually up at 5:00am.

You know, I get ready for my day, get my coffee. You know, I have a seven month old that I try to take care of as well, get family time. But usually I'm up and going at 5am and then I have, we start role play with, with our agents around 7:30 in the morning. We finished at around 8:30 in the morning, you know, and then from there it's appointments, it's phone calls and then of course I have other points of the day as an agency owner. Right. So I have other appointments I'm setting with, with other, either other agents or business owners to network. But yeah, no, most, most, most of the time after we get done with role play, I'm sitting my appointments like I usually do for my sales. I'm making my calls outside of everything else I have scheduled and then normally I'm done about five, six o' clock at night. That's spent with my family. My wife and daughter are primary. So once my day's over, my day's over and then I go and rest days with them.

That's awesome. You still have plenty of time to spend with your family. Do you, do you work weekends?

I never have, no, never have worked weekends. That's my day with my family. I know a lot of people in the industry, they like to do Saturdays just because that's a good pickup day. And I do know it's a great pickup day, I lose. I don't know how much I'm losing by not working on Saturdays, but I think that having those two days with my family, with my daughter, with my wife and not working those two days, I just know that I have to put in that much more effort Monday through Friday and knowing that I'll do it, you know, because ultimately what's more important, right, it's family is super important. I'm doing this for my family. And if that's the case and I'm going to give it everything I got Monday through Friday, then those two days I'm going to show it them because that's what I'm doing this for anyway.

I love that. And like, for the people that are out there that are watching this and they're saying like, I'm literally selling my Soul to write 15k a month or.

20K a month, sometimes even 5 or 10k a month from what I'm seeing right now.

Yeah, what is the difference? Like, how are you able to have this like, balance where, I mean, obviously you're waking up at 5am like you're still, you know, hustling your ass off if we're being real. But how are you still able to have this balance where you have time with your family but you're not selling your soul and you still get to enjoy weekends with your wife and your daughter? Like, what do you think is the biggest. What are the biggest factors at play that are differentiating you from these other people?

A few things. Right. So one is structure. Super, super structured. I don't waste hardly any time in my day. I mean, maybe it's when I go and get grab lunch, I might, you know, lollygag a little bit. But for the most part, it's super, super structured. Like I am from 5 to about 7:30. Before we start. Role play is book of business, right? Let's review our clients. Who needs what? Reviewing with the assistant, like getting the day set. 7:30, 8:30 now is role play. Now it's getting ready for the day of calling, you know, figuring out where do we need to work with with some of our agents, right? Then after that, boom, calls dialed. And then I have my calendar, my phone will alert me on my next appointment and then I'll jump off that and move into my appointment. And then I'm really strict in my appointments. I'll usually, if it's coming up to where I need to get off, I'm just like, hey, bye. If we're in the middle of conversation, I'll hang up. Just because that. That time has to stay structured. The moment you get behind the one, you're behind everything.

Now, I do allow myself 30 to 45 minutes for lunch just to give myself some breathing room, but. Yeah, yeah, but that's. That's. That's typically how the day works, right? It's. You got to be structured. You got to be ultimately dedicated, what you're doing. And then once that clock. Once you hit the clock at six or five, whenever you want to end, breathe, relax. That's what that time's for, right?

I mean. I mean, because I'm crazy, sometimes I'll go off and ride, drive, lift occasionally just. Just for extra income. But, you know, that's. I don't recommend it. That's just me.

Yeah. And then I think, obviously, like, another piece, too, is like, you're. The way that you're selling insurance with the systems and the processes and the. In the lead generation that you have in place. It's like the equivalent of driving a Ferrari where other people are using, like, a dog sled. Like, the people that will take their cell phone get a stack of leads that they print out, or they get a spreadsheet and they're opening up, right? And then they go in and they do this, and then they type in all of the numbers, and they call one person at a time, and then they run through some terrible script, and then they get hung up on a million times, and they just keep calling until their personal cell gets marked as spam. Comparing that with you, literally the instant that someone fills out a form, you have a notification on your phone and you're able to call them, and you can call three people at the same time with a local area code. It's like Ferrari and then dog sled. I think that it allows you, like, you're getting so much more leverage on every hour, every minute, every second you're putting into your day.

It's actually funny you say that, because my first IMO that I was with, but I had no idea what I was doing. And I had my first lead that I bought. I don't remember who it was from. And I was like, hey, so what do I do now? And they go, call it. I was like, cool. So I did that. I got my cell phone out and started calling. I was like, this is ridiculous. Like, how am I gonna get through that? It was like, what, 20, 30 leads? That I overpaid for. But I was like, how am I gonna get through 30 calls in, like, the next couple hours? Manually dialing, no one's answering. I called like, five or six times. Didn't really have anything in place. Yeah, it just ridiculous. So, yeah, dialer highly marked, and you're.

Marking how many times you've called each lead.

Yeah, no, I wasn't even doing that. Yeah, I got to the point where I just couldn't make a phone call. So I think I was getting marked as spam because no one was answering at that point. And then I did have to change my number. So.

What we did when we first started, it was even worse than that.

Yeah, I used to work a stack of mailers. I'd stack them on a clipboard, mark them as this. It's like whenever I put a little tally mark on how many times I hit their door and. And after. You know, after a couple of weeks, if. If I go to an area. I went to Fayetteville, North Carolina, for sure. I don't know, like, two and a half, three months straight. Maybe. Maybe more. Maybe four months. And, dude, I mean, I was. You would just see like dozens and dozens and dozens of ballet marks. And, you know, you would just see, like, the quote. I'd read the quotes down on the back of the page with them.

The trunk of the car was just, like, in the backseat of the car.

Is just, like, scattered with paper, brochures, paper, apps, whatever. It was disgusting. We got a question I wanted to throw out here, and then I'll get back to Ben.

Do y' all think cold calling a data list using an auto dialer works? To be clear. B, Mace, everything works. Just how well does it work? Like, the dog sled will still help you go from. Yeah, it's still moving, but, like, the. Like, the dog sled will help you move. It's just like if you're on a dog sled on the highway in a Ferrari or. Or the dog sled itself. Like, what's going to get you to your house quicker or to your final destination quicker? Probably not the dog sled. Like, can you do that? 100%, man. But, like, I definitely would love to hear about your experience afterwards, because it. Cold calling a data list is going to. Is going to be a, it's going to be a fun time for you.

Yeah, I mean, it's fine. I think it's. That's fine to do in the beginning if you don't have an option. But, like, if you can invest into generating Your own leads and then you can use that same auto dial or you're just going to make more money.

Exactly.

Ben, I want to ask you because we've been working together for, I think it's about two months now. What do you think has been like the biggest piece of the program or like what has been your favorite part of working with us that you think is like helped propel you to this level?

Two things. The training. Well, training, number one, that's been. For me, that was number one. Right. Then the marketing aspect too. But you can market, you can market and get leads, but if you don't know what to do the leads, you know, what good is having it? But at the same time it's the same thing. Like, you know, you need training. Actually, no, training is number one because you need the training before you can do anything else. So I would say that that was number one. Then the leads were the second part of it. Thankfully we were kind of getting it at the same time. So I was able to practice kind of what was being taught at the, you know, but I went through all the videos, listened to pretty much every call recording I could do. I fold all my call recordings every day. I mean, I sat down with my wife and we would even go over call recordings together. I'd be like, hey, what do you think? I mean, I think I even put myself out there a few times just. And just sent it to you guys as well. Just said, hey, like, blast me, I don't care. Like, tell me if this is, if this is the right way to do it or not. But that's, that's ultimately, I think how I was able to improve. Right. Is by watching everything, by talking things through, by, by just that support 100. So, yeah, I'd say number one, training. Then of course the lead generation. But number one is training.

Yeah, yeah, go ahead.

I was just gonna say I saw like a question here about like an opinion on a, on a certain imo and like what, what some tips were about getting started. And I just wanted to echo what Ben said. I think the most important things when you're getting started is tying yourself to people with results. People it doesn't. And I'm not just saying like my results, like maybe you don't want my results or Ben's results where we're doing 40 plus K per month. Like, maybe that's not what you want. If you want to work with someone who is doing 20k a month, like, just make sure they have social proof. I would say like Tim, Tim Got into the business with me, but I hadn't even, like, really sold any insurance. And I, like, accidentally recruited him, and he basically got trained by somebody who'd been selling. Selling for insurance for two or three weeks, which is pretty much how most people learn. And, like, it worked out. We got lucky because I had a prior sales experience. But, like, that's not a good business plan if you're out on your own on an island, getting into. Into someone's downline that's been selling for two weeks, and they're not. Or they're not making the income that you want, and they're telling you about how much money you can make, but they. They have. They can take your phone call whenever because they don't have any deals on the board. So I'd say, like, echoing what Ben says here, like, the most important things I think you can have to answer your question, Isaac, is like, if I could break it down into a few things is like, one, structure and discipline. Like. Like Ben's talking about showing up every day, same time, keeping things organized. Mentorship and training, I think are super valuable from people who have results. Right? People who have gone where you want to go, people who are going where you want to be. I think that's super huge. And Ben, I'm curious, like, what would you kind of say has been the biggest thing for you to see success early on, like, as a beginner, what was the number one thing, if you had to pin it down to one.

That you would say that number one. Sorry, say it one more time. I just want to make sure I'm following.

That's fine. The biggest thing that you, like, you would say because, like, Isaac asked in the chat, biggest question, like, what is the biggest thing that you could take away and say, hey, like, this is what made me successful early on, versus, like one of the, you know, 92%.

Of people that fail. Got it? Yeah. No training number one. But the other part, too, I think you were touching on it is. And I was trying to remember a quote that I like to recite a lot. I'm running a blank of what it was. Basically, it's as a group or as a team, right? We all succeed. But if you're out on it trying to do it your own, that that's where you fail off. Like, you know, we can't be at this alone. And so that's. Those are the two. The two key points is, you know, the group that. That's set up for this during this training program, for everything that that's part of it. You know, you, you can bounce off with other people. You can discuss, you know, hey, here's where I'm having issues. Then you can jump on to the sales training as well. You can, you can then go through the role plays, like the whole, the whole thing, you know, because it's one thing to be trained and then run off on your own. It's another thing to actually be immersed. Right. And so that I think would be number one. Well it's two. But I bundle it into one.

That's awesome.

100 and I know now you're. You're building an agency which is like incredible at the, at the stage that you're in, in the business. What, you know, for people that. Because I mean everyone gets into the industry, or I won't say everyone, but a lot of people, majority of people get into the industry with the goal of building an agency.

Right?

Yeah. What do you think is from your early experience with building an agency, what do you think is like the biggest, like when someone's getting into it, at what point can they start looking at doing that?

I would say the time that you want to start building is when you are able to teach confidently to other people. Right. You know, yeah, you can sell, you can definitely make money. But can you pass on what you know? Can you take what was told to you and taught to you and are you able to pass that on? How effective are you at that? If you're not effective at it? I would wait. Wait until you're able to actually effectively pass it on. Because ultimately as an agency owner, right. You are then going to need to train others. You need to make sure that you're building them up so that way they can make the sales that they need to make and help them be successful. And ultimately that's what I want to do. I want to pass that on. But I would say that's typically what I would say would be the. Where, you know, kind of where that step is, is, is are you comfortable in, in that part of it and, and do you feel you'll be successful in that area?

100 I think that's a really, a really good point because we see out, out there a lot is just the blind leading the blind. Like somebody gets into the industry, they make two sales and then next thing you know they're going to build the biggest agency in the world. It's like they recruit their three best friends and then everybody fails. Which is actually. That sounds like the story of how I got into the business.

I want to Open it up to Q and A. What questions do you guys have for Ben as far as, like, how he was able to write 42k in a month?

We'll wait for those to kind of drop in. Usually there's a bit of a delay here. People jump on and catching up, we're a few minutes ahead of them. So while they're coming up with those questions here in the chat.

I think, like, one of the things that's super important that I've taken away is like, you have a business mind. You have a mind for business, not just a mind for sales. And I think one of the biggest, like, I don't want to say scams, because that's such an overplayed word, but, like, one of the biggest misleading factors of this industry is people think it's a sales job, but it's actually a business with a sales component.

Right.

And I want to understand, like, what are some of the business practices that you have that's helping you stay organized or just like a tip that you have for running this as a business as well as still keeping your sales up and how that's helping you progress? Yeah.

No. So starting this out, I actually didn't think of it as sales. I thought it was as a business. That was the first thing I went into before I got into the industry was, you know, I want to create a business. What's that going to be? That was my first question. Ultimately ended in life insurance. But to me, even now, I don't feel like it's sales. I feel like it's consulting. I feel like it's more of a helping clients find what they need in life insurance. And to me, that's just more businessy. So the way I tackle it is, you know, what. What does a business need? Well, one, we need income. We. Right. You have to maintain your income. You have to maintain your outflow in and out. What? Right. And you got to make sure that you're not overspending. But then you got to. And so the only. The way that we make our money, obviously, is through sales or through the life insurance side. But if you don't come into that from the very beginning.

Right.

Just coming and saying, I'm going to sell. Well, now you have to worry about the back end. Right. What about your clients that are needing help? What about, you know, the administrative tasks that are all involved in business making, the taxes that are involved. Your books. Right. So what I did is I set that up from the beginning because I was thinking about it as a business from the very beginning. I don't know if that fully answered the question, but that's, that was my mindset coming to this.

I think that's really good. And I think the biggest thing is like, I know you track your numbers, you're keeping up with. If people are charging back, you have to call them up, get them back on the books. And a lot of people, I think a lot of the. One of the other misnomers is like, if somebody charges back, they're just like, man, my chargebacks are just tough. But it seems like you might have a system kind of dialed in for getting clients back on books. I know you have an assistant and everything now. This has really been scaling fast for you. Help me understand for the people in the crowd that are like, wow, my chargebacks are crazy. I never call my clients back. Like, what are you doing to kind of keep people on the books, keep them in their plans because I mean, ultimately they want it. It's just a matter of them being able to pay it or the date or whatever, like catch us up on that.

Yeah, so what I do is I have a tracking. So what I do, basically whenever I write a policy, it goes into the CRM, right. The automations will go out to them for the reminders. But also on the back end I have a tracker. So what happens is I put that person in, whether it's underwriting, whether it's issue paid and then it's going to send out a reminder to myself, it's going to send out a reminder to the assistant, it's going to be pinging on my phone and it's going to say, hey, it's been, you know, first payments due on X date. And then what I'll do is we'll reach out, we'll call and be like, hey, your payment's coming up soon. How has everything been going for you? How are you? And then let's say they make the first payment. Well then another reminder is going to go out about two days before that second payment. Again, phone calls, going to go out or text, hey, how are you? How's life? How are the kids? Just so you know, you have another payment coming up soon. You know how it's been going for you, whatever. I have reminders going out for birthdays, I have reminders going out for anniversaries for kids, birthdays. You know, there's a client that I had that ended up in the hospital where I sent her a text just saying, hey, you'll be receiving your policy here soon. And she said, I'm sorry, I'm in the hospital, I'll get back to it later. I set an appointment or I set a reminder for myself and I called her, I said, hey, how was your time in the hospital? So, so we have, we're always keeping touch points on our clients and making sure they feel that they are number one with us. And ultimately they are like they, they are our clients and I want to do everything I can for them. And so I make sure that we have something in place where we can always stay up to date with them. And so our chargebacks are low. But then if we do get a charge back, the first thing I'm doing is we're calling out and finding out what happened. Like, hey, you know, was it a cancellation? Did you not like the policy? Like something that is something I did wrong. You know, sometimes you may not be able to get them back ultimately, but we do try our best to, to see where we went wrong with that if we did.

Yeah, that's brilliant. I think the, the thing is like this is just another, another added point as to how you treat this like a business as opposed to what most people do, which is like when Julian and I asked our upline, what should we do if we get a charge back? The answer was with a super like backwoods North Carolina accent, write more business.

That was the answer period in the sentence, look boys, you just need to wrap more business.

There was no rhyme or reason. Don't even call them back. Just go write more business. And if you did that, that was the answer.

So just like seeing the difference of that versus what you're doing to see the success that you're succeed seeing and what the other agents in our program that have all the automations and stuff built up for them, it's just such a contrast from what most people are doing. I want to ask you one more question then. I want to kind of give you a chance to tell people where they can reach you if they want to learn more about joining your agency.

Yeah.

But if you were to go back to Ben, you know, it's September, I think we started working together in June. And you could go back in time in a time machine and talk to, talk to Ben back then, what would be the biggest piece of advice that you would give to yourself or just to somebody in your position to help them get to where you are now?

Oh man. Besides the pep talk.

That could be.

Your answer.

I definitely would have been giving myself some major pep talks for sure.

But.

Maybe, you know.

Things will keep pushing right. That was, that was what I was telling myself even then. Keep pushing. It's going to work out. Things are going to be great. But I think knowing what I know now, if I was to go back to myself then I would definitely say, hey, you need to market. You need to actually market yourself. That would be first and foremost. I mean I was already seeking the trainings. It was a matter of where do I find it. I didn't honestly the, the last piece of my mind was marketing so that's where I would go. I would be like that little birdie on my shoulder and I'll just be like, hey, market yourself. Like you know, get the name out. Like that's right. Like you're still seeking the training but yeah, awesome.

Well dude, keep rocking and rolling guys. Thanks for watching and if you have any questions, throw them in the comments. We'll see you in the next one.

Peace.