SPEAKER_02 0:00

My name is Nicholas Saka. I am an agent here in Las Vegas, Nevada. And the craziest thing that has ever happened in my agency is I didn't hire and spend enough money to begin with. I should have done a lot of the things I'm doing now sooner. That's all I've got. My name is Nick Sokka and I'm an insurance dude.

SPEAKER_00 0:24

Oh we got, we quote, we got the fluffy. No stupid, no script, just real world stuff. That's legit. That's it.

SPEAKER_05 0:45

Dude, I am so excited to have you on. The last time you came on, you were in your car and it was like 20 minutes. It was like really quick.

SPEAKER_02 0:53

And so we know, like you let me know like five minutes in advance. I was like, well, I mean, I guess I could pull over and and do a podcast. I've always wanted to be a guest with with you guys, so let's do it.

SPEAKER_05 1:02

That's so crazy. But that was five years ago. I was just I was just uh looking back on that, and a lot has happened from then. Was that pre pre-Tucci? That was pre-Tucci. Yeah. Wow.

SPEAKER_02 1:15

So about 2020? Yeah. That was pre, yep. Uh I I just got my second location and um and it was yeah, it was right before the the craziness of that year.

SPEAKER_05 1:28

So wild. Yeah. I've had a couple kids since then. You've had a kid since then. You launched something super cool. The insurance creators. Insurance creators. And also, yeah, I mean, you've done, I mean, you've nailed all of the social medias. So I I can't wait to dive into that too, dude. Because uh it's been really cool watching you from the beginning. And if you didn't listen to the first one, Nick and I started uh the well, we can't say the name because we'll get sued or something like that, or maybe just lose the agency. But with with with the company that we uh sell for, we started together and we were in the same classes in Chicago. I I'm allowed to say Chicago. So that was cool.

SPEAKER_04 2:11

Is Ball State University in Chicago or where is Ball State?

SPEAKER_02 2:16

We I have the you know what? Give me one second. If for those that are watching it, I have our our class photo. One sec.

SPEAKER_04 2:22

Oh so how many people were in your graduating class? Here, let me cover. Just to be clear, I'm talking about the university ball of ball state. Boom. And boom. Yeah. Look at that. That's awesome.

SPEAKER_02 2:37

Yep. I just showed our class photo of me and Jason in the same room at the same time in 2016. 2016.

SPEAKER_04 2:44

But but ball state's in Indiana.

SPEAKER_02 2:49

You know where ball state is?

SPEAKER_04 2:51

Indiana. Muncie. That sounds like Ray McCamin is from. I actually used Google. It's been a long time since I've used the Google.

SPEAKER_02 3:03

I don't know where a lot of these college towns are. I have to Google it sometime. The other day I was looking up where uh it's not Boise State, but it's another Utah football team, and I was like, what's that? Where's this team from? And I'm like, Another team? They have like five teams in Utah. So it's crazy.

SPEAKER_04 3:19

Well, Boise State is not one of the five teams in Utah.

SPEAKER_02 3:22

No, but it wasn't that one, but it was uh, I mean, you start naming them. Um it's one of the ones that doesn't have Utah in it. So I'm just goes to show that I'm not that much of a college person. It was BYU.

SPEAKER_04 3:36

I was like, where are they from? You should know that they're from Utah.

SPEAKER_02 3:40

I didn't know that. I didn't know it. But yeah, lots has happened. Lots have happened, lots has happened in the last couple years, and it's been awesome. And I was telling you guys before we clicked record that I've loved seeing what you guys are doing. You guys have always set the standard. And Craig, the way you travel, the way you uh travel with your family, and then your age and the way you've built your agency, Jason, just seeing how much you guys have both grown. And I'm just trying to just tag along, man. That's all.

SPEAKER_05 4:08

Dude, your social content is so on point. It's so funny, dude. And it's crazy too, because I know we both started. I mean, we kind of started doing YouTube stuff, and we started the podcast, and and you were put, we we were all kind of putting out stuff together. And man, your stuff blew up and it got so good. It goes back to it goes to show like the more you like time that you put into something, the more effort, like the consistency of something, you know, whether it be sales, how you were talking, like I wish I would have done what I did, you know, to to start the agency. Like, it's just so funny that consistency leads to this point where you hit this tipping point and then everybody sees the result. And they're like, Oh, you're so good at this stuff, you know?

SPEAKER_02 4:54

So true. So true. And I think the biggest thing that made some of my stuff go viral was on at least on Instagram and TikTok, was not making it all about insurance. I feel like I made a lot of it about insurance. And the moment that I just started making just fun content and stuff that doesn't always have to be tied to insurance, that's when like it was more relatable and and just got more eyeballs as a result. Um but I'm always like re referring back to insurance to remind everybody, like, hey, we sell insurance. You should hit me up for a quote.

SPEAKER_05 5:27

Yeah. It was really the it was the uh how you mesh those two together that really like, dude, it's it's gotten so good. Like it's so funny. And uh it's funny that you said when I stopped talking about insurance, because that's exactly what we tell salespeople. It's like if you're on a sales call, stop talking about insurance at some point. Yeah, and you know what I mean, and relate to people. It's just funny how like all principles relate to each other.

SPEAKER_04 5:53

Yeah, they're all backwards from what we do or wired to do.

SPEAKER_05 5:56

Yeah.

SPEAKER_02 5:57

Yep.

SPEAKER_04 5:57

I don't want to do it every day. You gotta do it every day.

SPEAKER_02 6:00

Yeah, yeah. And yeah, exactly. When you're on a sales call, the last thing, you know, even building partnerships with lenders and realtors, not talking about insurance is probably the key. It's just get to know people and and then of course, you know, do all the basics like provide more value and and educate the whole the whole nine, but just connect with people. And I think that's what I've been able to do with content and and humor. I lead with a lot of humor, and that gets people's guards down. I'm not taking life too seriously, I don't take myself too seriously. Um, I take my business seriously. But uh, you know, just just having fun. Yeah.

SPEAKER_05 6:37

It's funny that you say that too, the fun factor. Because like I was talking to one of my coaches recently and we were just talking about fun. And it's like as soon as you lose that fun factor with whatever you're doing, it just it's it's such a like it's it starts weighing on you. It it I mean, I guess it just starts stops, you know, starts losing the fun and you don't want to do it anymore. Um, but it's so important to have that fun factor. And I think that that's definitely the key with your content is that it is fun to listen to. You don't have to be an insurance agent. But I'll tell you one thing, if you're watching your stuff, you're laughing at I'm sure anybody in Las Vegas or anywhere in Nevada, if they see your content, they're gonna and they're looking for insurance later on, they're gonna think of Nicholas Sock. They have to.

SPEAKER_02 7:28

Yeah, no, absolutely. It's the easiest way to connect with people, and it's a delicate balance too, because you don't want to always only make fun and games. And so it's just this delicate balance of making sure providing value, which I hope to do with like my YouTube channel. Some of the stuff that has done the best for me has been insurance. Like at first, I wanted to talk. Well, I so when I came on my YouTube channel, I wanted to just see what was gonna stick. My first video was three things I learned after buying my first house. And it I prolonged and procrastinated on dropping that episode for so long. I'm in the new house that I just bought, my very first house, and I hit record, and the video's awful. And I probably tried to film it like three or four times, and I ended up not even using one of those videos. I I go to my office or I built out my office later, and then I finally like filmed a good version of it. Funny thing is, is uh I just was putting out a bunch of different content on YouTube to see what would stick, and then insurance stuff was popping off. It was like doing the best, and uh it's very niche PNC insurance. Not that many people are doing it. You guys are doing it, and maybe like three other people, but that seemed to do well, and we just we just stuck with that. But finding that balance of education and entertainment. Yeah. How do we do both? I think somebody called somebody actually coined it or termed it edutainment. Yeah, yeah. I love it. Patrick Bet David. Was it PBD? Yeah, probably.

SPEAKER_04 8:51

I know that he's talks, he said it. I don't know if he coined it, but yeah. Who we've had on here, and he got upset at Mr. Jason.

SPEAKER_05 8:59

Really? Yeah, what'd you do? I like asked him the same question twice, something like that.

SPEAKER_04 9:05

We were so tired. I think we did like eight episodes in one day, and it was like it was so bad, and and it was him last after many people, and then like he's he asked, and I'm like, Oh shit. He just asked that question, and then like he said something. It was kind of fun, it was funny, you know. Oh, but he was he was annoyed, not my favorite, yeah.

SPEAKER_02 9:25

Probably the last person you want to repeat a question to and and tell and communicate that you weren't listening.

SPEAKER_04 9:32

Yeah, second to last. The last is Garrett White.

SPEAKER_02 9:36

Oh, really?

SPEAKER_04 9:36

I would not want to repeat to him.

SPEAKER_02 9:38

Yeah, he was. We all make mistakes.

SPEAKER_04 9:41

Yeah, yeah.

SPEAKER_02 9:41

I still feel like I'm learning and and just figuring figuring things out. And totally. I love what you guys are doing. You guys are reinvesting, you're always trying new things, and I think that's what keeps it fun for us. We're speaking of fun, is for whatever reason, after like seven years, every year, every year I have found something to challenge myself. Like, what am I gonna do this year? Because I I become like bored and happy with my results, and I'm like, all right, I'm bored, time to create some chaos, and then I'll do something that creates a bunch of chaos in my life, and then I'm like regretting it for like four months. Like, why did I do this? Like opening up in Oregon. That was stupid. And I remember driving in Oregon, I'm like, why am I here? Like, I've never stepped foot in this place, and it's beautiful. Place is gorgeous, absolutely gorgeous. It's way better than Vegas. What am I doing here? And I was just tired, I needed some sleep, and the next day I woke up and attacked the day. And but just creating some chaos and then making it calm and peaceful, and then getting bored again and creating more chaos. I don't know if you guys can relate, but whether it's been like an Airbnb, and that's been a very stressful thing.

SPEAKER_04 10:50

It sucks. I can relate to that. It sucks.

SPEAKER_02 10:54

Yeah. I mean, especially when the county's not on your side and they're giving you $25,000 fines.

SPEAKER_04 10:59

Well, you gotta follow the rules too. That's important.

SPEAKER_03 11:02

Oh, yeah.

SPEAKER_02 11:03

So I'm I'm hopefully getting the permit, but whether it's that or opening up an organ or creating my community or just putting out content on social media, that's been my life. But I think I'm ready for a year of focusing on my health and my body. Yeah. You know, like I just I just I don't want to create more chaos right now. I think that's gonna be the next chaotic thing is like, I don't know, let's do a bodybuilding show or something. I don't know.

SPEAKER_05 11:30

You'll it's it's so weird, dude. Like everything changes with kids. And like you start you get a lot more introspective. Craig and I went through like a couple rough years last couple years, super introspective and like spending more time with the family, backing off, you know, like we said, with the agencies a little bit, and uh yeah, regret regaining time, health, all that stuff, dude. And it's like it's crazy. But um, but dude, you got you gotta have it's like I know there's the there there's that whole thing with hustle culture, but dude, I I'll be honest, like when I first started doing all this, like I got into insurance to coast. You know what I mean? Like that was part of the appeal about insurance agencies. I was like, my family, my wife's uncle was able to go to all the kids' soccer games and was able to spend time with the kids and be home early. And that's why I got into it. And for me, I got caught up in the sales, and then I wanted to be best in company and I was doing all this stuff, and I was like pushing, pushing, pushing. And like the home front was getting destroyed. Like, like for me, like like my wife and I's relationship was not that good. I had a the worst relationship with my second to oldest boy because I wasn't around that much, and I was building and building and building, and and we just had a we we're both ADHD. So it's like we we both like will blow up, you know what I mean? So it's like we just had this bad relationship. And then I felt at that point like it was me against my family almost because I had all these big like we're doing this, we're doing this, and and then um Craig went through something and we were able to like step back, and I was pissed about stepping back, you know, from the agency, pissed about stepping back from, you know, our business with the insurance dudes and all that stuff. But like, dude, it was the best thing that could have happened because I easily could have lost my family or something like that. You know what I mean? Like you like what you started it for ends up changing, like it it changes, you know what I mean? And then it's just going back to those roots of like, why did you start doing this?

SPEAKER_02 13:40

Yeah, it's it's it's hard to figure out like what we want. And when we're wired this way, we're constantly trying to take things to the next level. There is an element of social media where we were just seeing other people perhaps doing so much and creating so much, and and then there's that competitive spirit where it's like if that person can do it, then I know for a fact I can do it. 100%. And um, but yeah, there's there's so many other areas that we don't consider where we might be seeing somebody's tip of the iceberg in business, but who knows what their relationships are like or what their health is like, and um and so on and so forth. Yeah, that's that's I'm just going out, you know, I'm I'm definitely in um kid kid, uh having a child, it's been a game changer because I am used to just being completely free and just saying, like, oh, I want to go to Cabo or I'm ready to travel. Like my wife was pregnant like the uh in March. We went to Japan and Italy back to back. We were gone for the entire month of March.

SPEAKER_03 14:49

Oh, the bad.

SPEAKER_02 14:53

And then now not being able to travel. We just got her passport, so we're gonna figure something out.

SPEAKER_04 14:58

But don't worry, you'll have freedom in about 25 years.

SPEAKER_02 15:02

Yeah. Are you guys gonna have more kids? You know, we we certainly want another one, but I'll be honest, there's times where I'm like, I think one will be okay, you know, but then again, I'm like, no, we can't just be one. I need a son, but if it's not a son, then I have a decision to make, you know, an executive decision where it's like, do I risk maybe having a third uh girl? But we'll we'll see. Whatever God wants, you know, I'm gonna leave that up to God and continue to just just build and and just uh enjoy life. But I really admire that about about about you, Craig. Uh just you stepping away from your business and making that a priority. I think that it's really cool that you do that. And I look up to you in that respect. I think you went to, I don't know, maybe it might have been Peru or South America.

SPEAKER_04 15:45

All over. A lot of places, yeah. It's been pretty cool. We're in Costa Rica for Christmas, and then we spent some time in Incenitas this summer, so that was nice. And just like it's it's awesome, you know. But you could you could do most everything remote anyway, but there isn't much that needs to be done with the agency. It, you know, as long as you get the right people in place, then it's worth it, you know. And I was gonna say to to both of you guys, yeah, we push and we go extreme. And the key is is balance, right? Which is the hardest thing is is is balancing. But I think like mentally something that, you know, you get as you get towards 50, things start, you know, changing mentally, like oh shit, I'm on the I'm on the back nine now, you know, and it starts it starts to mess with you a little bit, you know. My dad died last year, which was another thing, and and it, you know, that's still really hard. Yeah. So it's just uh a lot of things start happening. You're like, oh wow, so mom's going, right? You know, it's like, you know, that's the next thing on the horizon. Wonderful. And you know, it's there's all this stuff going, but with balance and and then or going really hard, we we're gonna pay for, we're gonna pay to win. Now we're either gonna pay with money or we're gonna pay in health, or we're gonna pay in relationships, or we're gonna, but we're gonna pay somehow, right? So the key is that balance. If we don't have that balance, we're really screwing ourselves up. And to Jason's point, I had the same thing with my wife, because I mean I could I could work for 20 hours a day or I could not work at all, right? But if I if it's tough there, it's really easy to justify working 20 hours here, but then what happens, right? Like then it's a cycle because I'm gone, you know, there's there's more problems because there's problems, I'm gone. So you have to be really mindful of the cycles that start happening as a result of what you're doing, and then the justifications too, because I think we sit here and go, Well, you know, like as a dude coming home and talking to their wife, and if they're complaining, you're why do you work so much? Why, why can't you be here? And you're thinking, This I am working, like I'm working to pay for this, you know. You so so then you start justifying, and then there's resentment. So you just have to be careful about all that. There's a little over-explanation of everything.

SPEAKER_02 17:51

I think the good thing, one of the good things is my wife definitely has a big vision and and and she wants some of the same things that that I want, so I know there's alignment there.

SPEAKER_04 17:59

Yeah.

SPEAKER_02 18:00

So it kind of gives me the thumbs up to to keep, you know, to keep uh doing what I'm doing and to keep creating this chaos. Because I think we just we things don't get easier. We just become better. It's been the story the last eight years for me. And um, but yeah, there's certainly growing pains and fighting off more than more than you can chew.

SPEAKER_04 18:19

And well, yeah. Luckily, we wake up every day and forgot everything that happened the day before, and then we do it, you know, we keep going, right? And maybe we remembered some of the lessons, but it's like you're like I don't fear risk because it's like I don't it's like okay, yesterday I felt shitty because of what happened, but it's like you wake up, it's like you're recharged again, you know? Forget it. That was a learning experience. As long as you chalk it up as lessons, and we say it in the book too. You know, it's like it isn't, it isn't I wasted 20 grand on leads, it's I invested 20 grand in tuition to learn how to make the leads work. Now it's time to use those leads and actually get results from them instead of saying, Oh, I spent 20 grand and didn't get anything. This sucks, leads suck. To think that leads suck is pointing the finger at the wrong thing, right? Because what else is there? I mean, it's all it's it's humans, right? They're humans with a phone number and an address. Like it's the there's no, you know, there's no special ones.

SPEAKER_02 19:15

Yeah. Yeah. Are you guys still buying a bunch of leads that just like the lower cost leads and then just having and running them through through your sales process and your funnels? Because I recently, I recently started buying some higher intent leads, and uh who knows if it's gonna be a mistake or not. I they literally just started coming in like yesterday, some like $25, $30 leads, I think. And they need to close at a 30%, you know, they need to close at like 25, 30 percent for me to justify it.

SPEAKER_04 19:47

So yeah, you're not even gonna get in touch with enough to close 30 percent. Right. So like no matter how high the intent is, they're not answering, they're only 10% are answering the phone or 15%, whatever the number is, right? It kind of depends on the market, but in your market, I would guess it's even lower, right? Because it's just Vegas is such a transient place, and people are probably less likely to answer unless you get the old people up in Boulder City. Yeah. I was just in Vegas two days ago. Mr.

SPEAKER_02 20:16

V. When you guys are in Vegas, you gotta come by to my podcast.

SPEAKER_05 20:20

I know. It's for my wife's birthday. We went to a NASCAR race. She's a huge NASCAR fan. Nice. We stayed at the Cosmopolitan for a couple days.

SPEAKER_02 20:30

Nice, man. Yeah, if you guys are both ever, I know there's gonna be some sort of a conference you'll both be at. Definitely need to get you guys out here for uh for a for an A1 podcast. That'd be awesome.

SPEAKER_05 20:40

Yeah, definitely. That'd be awesome.

SPEAKER_02 20:41

Dude, your studio looks great, man. Thank you. We we got to merge three offices into one, which has been the best thing. I know you guys run remote. I still I guess I'm old school. I like the in office. We're open to remote, but we still got the majority of our team members here. We've got an office in Oregon, really just like a shell like service over there. But it's nice to have this nice office where all of us can fit versus three separate ones, which is so stupid. And uh the footprint. Then our podcast studios. It's really cool. Um I I like, and then some of our my team members do work from home, like they got a home set up as well, so we offer that flexibility. But I know I gotta get with the times and try a little bit more uh more remote.

SPEAKER_05 21:24

Dude, so we're my team's remote, but I I still have an office. Like I'm I'm at the office. There's no chance I've stayed at home with four kids. Like I would never have to be. I don't even have kids at home anymore, and I can't stay home. But uh, but yeah, dude, I'll I'll be honest. Like I look back at like my 2019 when I had, you know, a staff of 36, and I was like, you know, half half well, half of them were dialers and half of them were in the office, you know, 18. I think we had like 18 people at at max, or maybe 15. I don't remember. Anyways, it was a lot. There's a lot of people, it seemed like, in the office, and I love the energy. Dude, I love the energy of people. And now it's like I come into work and there's like no one here and it's like I don't feel it, you know?

SPEAKER_02 22:06

It's different.

SPEAKER_05 22:07

Yeah. It's different for sure.

SPEAKER_02 22:09

But I I like the in-person. I never, I never stopped. And then it also makes it easier for the to create content when you're in person.

SPEAKER_04 22:17

Yeah. And meetings. I mean, the real life meetings in the room in the morning is so much better than Zoom.

SPEAKER_02 22:24

Yeah. No, for sure. But yeah. And then also having even like when you have partners or when you have people that uh guests. So Vegas, I'm lucky enough to have a place where a lot of people are coming to town. Right. I'm not in Little Rock, Arkansas. You guys would never join me for a podcast if I was in Little Rock, right? No offense to, you know, my folks out there, but just not a place that conferences are dying to be held.

SPEAKER_04 22:48

I don't think I'll ever go there.

SPEAKER_02 22:49

Yeah. But here in Vegas, everyone's here, so I can steal somebody for an hour and and collab with them and and get to get to share share some space with them. Do you like living in Las Vegas? It's getting it's getting busier now, but I I do love it. Uh this last summer was really hot. And I know, Craig, you're you're from Arizona, so this last summer was different. This was different. We were in tolerated summers, but this last summer was longer and hotter. And so this last most recent summer, I was definitely sold on buying a California summer house, like San Diego or something. And when I talk to all my California friends, I'm like, well, isn't it more expensive? And they're just like, Yeah, just make more money. Yeah, we're like, true. Yeah. I'm like, yeah, you're right.

SPEAKER_04 23:39

1400 bucks a foot right by the beach. It's insane.

SPEAKER_02 23:43

But it's better than like having a spot in Hawaii or Florida where you have to jump on a huge flight, right? Like California is boom, boom, you know?

SPEAKER_04 23:52

So and you get to pay the same as Hawaii, so who cares, you know, without the flight.

unknown 23:57

Yeah.

SPEAKER_02 23:57

No brainer. We all love to be in Hawaii, but it's uh it's just easy to get to.

SPEAKER_04 24:03

Yeah, the times efforts, I think it kind of is a screw job.

SPEAKER_02 24:06

It'd be harder to work out there for sure.

SPEAKER_04 24:08

Screw job over there.

SPEAKER_02 24:09

Yeah. Yeah.

SPEAKER_04 24:10

So hey, I'm curious. On the so you're you make the you have the YouTube, and then you have the TikTok and the other and Instagram. Three things that I'm not on very oh YouTube I go on, but but the other two not so much. But do you have a way of tracking to measuring the kind the the results that you get from that in the way of clients? Like do just because I know for most agents, they're sitting here going, well, I'm never gonna freaking do a YouTube channel because you know you're not gonna get anything. Or even if you do get anything, like there the real reason is because you know, pulling out the phone and talking to it makes you not able to talk, right? And then you then you freak out like you were explaining, like, oh, I gotta post it. Like, you know, now we're all over it, but but back then, like our first few times, it's scary as heck. Like, you're like, oh my god, everybody's gonna judge me, and you know, whatever. It's like, well, right, but yeah, can you talk a little bit about numbers to just for somebody that's looking into that?

SPEAKER_02 25:04

Yeah. So for me, when I look at when I look at the following categories, when I look at personal referrals, I think personal referrals is social media, at least how I use it. There's no such thing. It's it's like social media is such a part of our world now that I think unless it's a customer referral, a customer referral can be considered, you know, non-social media because you just asked the customer, they had a good experience, and then they referred somebody over. But the last couple of years I've had my team really like really tell like ask our customers where how did you find us and how did you connect with us? Uh, there's uh Nick's personal referrals and Nick's personal referrals, which is like my own little lead category, but they close at the highest close ratio.

SPEAKER_04 25:50

What's it called? Nick's personal referrals. Oh, NYX, oh right, right. Nick's, what is it? Oh, your name. Got it.

SPEAKER_02 25:58

And those uh those close at a high close, but we we've tracked where the business has come from. I think lenders, mortgage partners, and lenders is something we've tapped into. Uh, we've got a few insurance partners where if we know, you know, uh an insurance office out here and they're not able to close somebody. But when I looked at all the data and I totaled it up for the last five years, it's been roughly about a thousand items a year that has come from from like so 5,000 items and about a thousand items a year that has come from like those different categories. And so just understanding that there is no such thing as, in my opinion, a personal referral without it being, without me having touch pointed them social media. I see what you mean. You know, yeah, when you're putting out as much content as me, it's awkward, it's impossible.

SPEAKER_04 26:50

And when you look at it, it's like reinforcement, right? It it's like, yeah, okay. And I don't mean to cut you off, but I'm sorry I have now. Um it so it's if it's a thousand items a a year, it's like I don't think that it's that you could argue, okay, I did these all these videos, I got a thousand from it. But what you can say is, had you not done those videos, maybe it's 400 referrals, right? Instead of a thousand referrals. Yeah. So it definitely amplifies your presence.

SPEAKER_02 27:20

Yeah. And I think that there's this digital real estate effect too, where people are gonna always think about me because of what we've been doing. And I didn't hire somebody to help me with this until like eight months ago. So you would have to look now. We're seeing I did it all myself like a psychopath. Man, yeah. And so we now I don't have to think about posting. It's it's being posted on all my platforms. He he's here in office, one of my best friends. And so when I'm not here, he's working with my team, he's creating content with them. So we've and you know, that might not be scalable for for a lot of agents, but uh I just, you know, with all the things coming up and changing as well, like the one-to-one consent, consumers getting smarter. I don't think it's any better time than now. And you know, you're just it's just like the proof is out there. You're seeing YouTubers coming out with a product that's competing with Gatorade, you know, you're right, and they're putting Gatorade, giving them a run for their money. You've got YouTubers fighting Mike Tyson, and so I think uh it's just a massive opportunity. Who knows what will happen with with leads? Um, I think leads will always be a it's still my bread and butter, right? Leads are still 70% of what we do, maybe he's like 65.

SPEAKER_05 28:32

Well, they're all leads at the end of the day.

SPEAKER_02 28:34

Yeah. Yeah, internet like but internet leads, it's still and then they're also when you get really good at creating content, you can create your own ads. And that's something I've done as well. Uh, and I'm still always trying to figure that out and crack the code per se. But you create content, you run ads on it, and then now you're generating your own leads, and then you just gotta track and measure if if if it's doing better than internet leads that you're buying from like an Everquote or all web or whatever, right?

SPEAKER_05 29:00

So yeah.

SPEAKER_02 29:01

But yeah, so as far as tracking and measuring, I that's what I always say. It's like it's all connected. And my biggest message to agents is you're spending the time on social media, anyways. If you pull up your analytics, it's gonna tell you that you just spent two hours on social media apps today, anyways. Stop consuming content, start producing content. It takes about three to six hours a week to create content, and and that could be that could help your online presence and and get you more referrals and and so on and so on and so forth. So just swapping. You're swapping, scrolling with creating.

SPEAKER_05 29:38

Yeah. And dude, it it is crazy. Like, it is crazy the effect that it does have. Because Craig and I have talked about that before. Like when we started the insurance dudes, it all of a sudden it hiring became eas easier at the agency. And then you realize, like, a lot of the new people in the agency, like they saw your stuff on social media, and that was, I mean, you could tell it was a driver of why they might have been, you know what I mean, like hired. Like, I d you get that vibe when you see people, whether or not, like, oh yeah, I saw your stuff. Like, it's almost like they're not impressed, but like it shows I guess it shows a little bit more authority than the guy next door that has nothing.

SPEAKER_02 30:19

Yeah, it's 10%.

SPEAKER_05 30:21

Yeah. So like I think it's one of those things that what's what hard do you want? Do you want the hard of not putting out any content and dealing with losing your agents and dealing with, you know, when somebody googles you that they don't see anything else? Like, like the coolest thing is when you are buying leads and you're doing content, those leads are I dude, I remember at one point we were getting 2,000 views a month on our Google profile. And they were looking at all the social media stuff. So it's it's like you're gonna get a higher percentage, a higher percentage close rate if you are producing content. Is it directly correlated with the content that you made? Not directly, but it does position you a billion times differently than the guy next door that, you know, has filing cabinets.

SPEAKER_02 31:12

Yeah. It's hard to quantify, you know, and it's just like instead of trying to overanalyze it, it's just I'd rather be safe than sorry. It's like the guy that was overthinking the website, you know, in the in the the 2000s era, right?

SPEAKER_03 31:25

Yeah.

SPEAKER_02 31:26

It's the same people that are probably overthinking. No, we can go down further down that rabbit hole. Uh, I don't want to say that because my ADD will probably take a step further. It's it's hard to quantify. Like looking at my team right now, two of my top producers and my sales manager came from just me making a post saying I was hiring, and people seeing my content, falling in love with the culture, the agency, what we do, and then saying, hey, my cousin's looking for a job, or my nephew's looking for a job. My son, one of my top producers, is my old manager from a bank. He he managed me and and he sent his son, and he's been one of my top producers for two years in a row. This year he'll probably lose it, but what else? Uh just I think your social presence helps in more ways than than just uh referrals. It helps with uh mortgage partners, lenders, because lenders and realtors and they're looking to increase their social media game as well. And so when they see that you have a social proof, they're willing, they want to work with you. And that that does help because social media helps their industry so much right now. I have a buddy on TikTok that started making great videos, and all of his deals come from TikTok.

SPEAKER_04 32:35

That's nuts. I can't even log into that damn thing.

SPEAKER_02 32:40

I'm a part of a mastermind of a bunch of lenders that are and they're just teaching them social media. And so I'm a part of it because one, I wanted to learn more about social media, but two, I wanted to be in a room full of lenders.

SPEAKER_05 32:51

Genius.

SPEAKER_02 32:51

So that helps. So, yeah. It's really hard to quantify. And I know there are numbers, nerds like you guys that are like, show me the data.

SPEAKER_04 33:03

And I'm like, So, I mean, I don't think there's data from from that standpoint, but but there is data in the measuring effect, the measuring stick effect, right? Like, what do we do when somebody, when we're not sure, like, is this thing for real? We Google it, right? So what happens? Like it would some when lead comes in, goes to my teleteam, teleteam transfers it to the sales agent. Sales agent talks to him, says, Hey, this is Ali down at uh down at Ball State University, and we're we're doing this or that, and then they go, Whoa, whoa, where'd you say you're from? And then she says, Oh, you know, Google Craig's Day, and she they Google my name and fling fling. They could go to six pages down and they're still I'm still on Google, right? And I mean five years ago I wasn't, but now they're and now there's a book, and now there's you know, a there's there's all the podcasts and all the different stuff. It's like they instantly think, holy shit, this guy, you know, oh that's that's good one. And and same with the hiring. And and I'm not saying it like I just can't fucking believe it. It's crazy, right? Like it's just because we got indexed in this system, people believe us. And I mean they should because I do have proof. But they should, but if only they knew. If only they knew that I'm wearing shorts right now, under shorts.

SPEAKER_02 34:22

Yeah. But yeah, uh it's it's it's been awesome. Who knows where where the social media stuff go, um will we'll continue to to grow into, and um who knows what's gonna happen with the insurance industry. You know, there's there is yeah, we don't have to go down that rabbit hole either. But um, you know, you guys ever think about going indie?

SPEAKER_05 34:44

Yeah, hell yeah. I don't do anything. I don't care. What are they gonna do? Fire me, dude. Of course. I mean, I just got screwed for two years.

SPEAKER_02 34:54

Peek over the fence every once in a while. I don't do nothing about it, but I peek over the fence and just go, hmm, you know, interesting.

SPEAKER_04 35:01

You everything always looks better.

SPEAKER_02 35:02

Absolutely. I know, I know.

SPEAKER_04 35:05

I mean, numbers-wise, likely it is better. Okay, it's a lot of work.

SPEAKER_05 35:09

I'm gonna be a little bit uh controversial here, but the cool thing about indie is you actually own your clients in a way. You could sell them diapers if they're to own your leads.

SPEAKER_02 35:22

Let me say, let me say this. My buddy, my buddy is uh, I just got to know him this year. He's uh he was a Medicare guy, sold his agency for like 70 mil. And I'm like, our multiple could never pay us 70 mil. And and so when I asked him about it, he's like, well, it was probably like the right time as well. So it would but then it got me thinking, I'm like, dude, does Medicare sell at a way higher multiple than than a PNC agency? And so it got my, you know, it just got me my my mind working. Not that I have a desire to sell Medicare, but but still, like at a higher multiple, like I think you can convince me.

SPEAKER_05 35:59

It's not it's not Medicare. The reason why a whole uh it sells higher, especially over $10 million books of business, is because there's so many uh funds that will take on insurance agencies and they'll buy them to be a part of their fund. And you know what I mean? So it's like it goes for higher multiples, but you have to have you can't have like the lower end agencies, it's got to be at least like 10 million. But we know a guy that sold, what was it, 70 million? And I think Berkshire Hot Hathaway bought his agency. Oh yeah. Maybe we know the same guy, it's Justin Brock. Yeah, we know Justin.

SPEAKER_04 36:35

I thought you were talking about I thought you were talking about the ClickFunnels guy.

SPEAKER_05 36:39

This is yeah, this is a different guy, but but we just had Justin Brock on a few months ago again. Yeah, yeah, he he he crushed it too, man. I mean, there's a there's a huge market for independent agencies, but like going back to that whole independent versus I mean, like for the average person that wants like an agency and wants to like it makes it makes a lot of sense to be in a captive agency. You get a lot more money up front, you know what I mean? Where a lot of these other people have to rely upon their own marketing skills, they have to play the long game for sure.

SPEAKER_02 37:14

Long game, yeah. We get a lot a lot more instant gratitude, however, plus all of the support from the company.

SPEAKER_04 37:22

I mean, could you like all of that support? It's tremendous, yeah. I don't know what you're laughing about.

SPEAKER_02 37:28

So, you know what though? I think that the biggest support has been people like you, people like I mean, there's so much like support from all these different people that are putting out content that have come out with training platforms, like we could we could name them. And as long as you're connected with those people, you're listening to the insurance dudes and you're you know, you're you're getting the right information, I think that that's that's where like a lot of the the the support um definitely comes comes into clutch. Uh but what was I gonna say? I I was talking to uh a few a few few people have reached out to me for coaching and and I don't like to make the full commitment of being someone's coach because my mind is so on you know a lot of different things, but I'm willing to help when I can. Sometimes just talking to people that are starting scratch, I reflect and I'm like, damn, how did I do it? Because I'm asking them to do a lot, right? I'm like, yeah, so so you need to keep hiring. You in your first six months or so, you're gonna have to sell yourself, you know, you're gonna have to be your top producer, you're gonna have to coach, train, and develop and always be hiring. And you're gonna have to track the data. Don't make the mistake I did, where it's like you didn't track data for five years, and you're gonna have to do X, Y, Z. It's post on social media too. Don't forget that. And I'm like, There's so much. This is a lot, you know, you're better off like just buying an agency. But yeah, I'll look back and I'm definitely wondering, you know, I'm realizing that this isn't easy. It's not for the for the for the what's the what's that what's that saying? This is for the heart, the thing. Yeah.

SPEAKER_04 39:03

So of your class, I don't know, it looked like there was 25, something in there. How many are still agents? There's a guy named Jason crushing it.

SPEAKER_02 39:11

I don't know the rest. I don't think the rest are are there.

SPEAKER_05 39:14

Three. Dude, there's a so I talked to Phyllis. She's um Phyllis from the office. She's selling north and she's selling independent now. Tony down in I I talked to Tony down in Texas. Tony up to Tony. Gosh, he was we we talked a lot about the agency. I know another guy that's- I think he might have gotten out of the business.

SPEAKER_02 39:35

There's another guy that's gone indie out there in Minnesota, but I don't think that many that that many people have have survived the storm or they've just exited and yeah. Have do you remember David Rodmacher? Sounds familiar.

SPEAKER_05 39:47

He was the short Asian guy? He real skinny dude. Had the family that was all agents as well. I don't think so. Man, I I hung out with him so much that we became really good friends and he passed like a couple years ago. Family of five. The father of five. Yeah, it was it was brutal. But he was doing really well before he passed, but man. That's unfortunate. That's what a good dude. He was he was an awesome friend that I met out of that, out of that crew.

SPEAKER_02 40:20

Craig, I'm glad. I'm glad I know you had a a a bit of a a scare. I think you had something removed. I'm glad you're doing better, brother.

SPEAKER_04 40:26

Yeah, they had to take away my man parts. No, I'm just kidding. So I no, I got it like a an obstruction in my intestine. And the doctor, like, they they had to do emergency surgery. Like, I was I my what I was went home because I didn't feel good, and then my stomach started hurting more and more, like quickly, to the point where I where all of a sudden I was like, holy like my wife said, You need to go, do you want to go to the urgent care? And I'm like, No, I'm not going to the doctor. And then, like, 10 minutes later, I said, You I like she was in a meeting on her, you know, in her office at home. And I'm like, Come here, I need to go. Like, we she had to walk me out, and then I got in the room in the emergency room and it was packed. And I started screaming because I'm like, I'm not waiting this freaking line. So I started screaming and making a big scene, but it also like hurt that bad that warranted it. Like, I didn't care. And they brought me back and they're like, Holy shit, we have to do emergency surgery. You're gonna ex, you know, your test is gonna explode, you're gonna die. And I'm like, what? Well, they didn't tell me, they told my wife, and she's like, huh? And you know, like it dude, it was nuts. Like, I'm glad you're I'm glad you're good. Man, that was I don't like I don't like reading stuff like that. Dude, it was gnarly. Yeah, that was crazy year last year. I mean, the only thing the doctor could say was, well, I mean, really do good at chewing your food. Well, I say you're you aren't chewing enough. I don't know. I mean, that's the he he has no idea. He said, sometimes, no pun intended, shit happens. Shit. No, not twice. I just said it twice.

SPEAKER_05 41:58

Shoot, dude. It's the fun stuff when you get older, right? Next thing you know, you gotta you gotta get the prostate checked out, you gotta get the the backside checked out, you got some polyps here and there.

SPEAKER_02 42:09

Yeah.

SPEAKER_04 42:10

Start getting things growing more hair everywhere. It's like, what the hell is this?

SPEAKER_02 42:15

Yeah, yeah. Definitely. I mean, it is probably the food, but that's a whole other rabbit hole. Yes, it's the food that they're feeding us.

SPEAKER_04 42:22

Well, I've indoctrination system. I'm reading a really cool book called 10% human, and it's about micro, uh, the microbes. You know, like we're covered in microbes, like these little tiny trillions of them, and they do have all sorts of functions. It's very interesting. I'm only in the first chapter. I'll let you know next time.

SPEAKER_05 42:38

Dude, I can tell Nicholas, we're on the same page, man. I like this year, it's like I found out that my cholesterol was high and I was like pre-diabetic as of the beginning of the year. But I was working out and eating healthy. I was just after 2020, I pretty much door-dashed everything. So it was I was getting all the all the food, and man, like what a difference it makes when you go organic, you don't have the seed oils, and like, dude, they're trying to kill you. They wanted to put me on stuff on, you know, the subscription service of the government. And I was like, screw that, I'd rather just eat healthy.

SPEAKER_02 43:10

Yeah. But yeah, no, my my dad, uh, my dad start had to start dialysis um like a less than a year ago, and he's miserable. He's he's he's absolutely hating. And he he pushed it off. He almost had to die for him to finally like get him. Um, but uh yeah, it just doesn't seem fun, and you gotta take care of yourself, you know. Yeah, stuff we don't like to talk about, but it it has to be done.

SPEAKER_04 43:38

So you pay for it one way or the other.

SPEAKER_02 43:40

Yeah, that's really good. You're paying for something. Yeah. Yeah. Or no, it's uh it's coming out of a certain bank account.

SPEAKER_04 43:46

Yeah, what bank account to come out of. I'd rather pay with money because who cares? You could you could get more of that.

SPEAKER_02 43:52

Yeah, just don't overdraft, you know? Right. Don't be overdrafting your accounts.

SPEAKER_04 43:55

Well, yeah, hoarding the money does nothing. You can't hoard the money because you lose money. By hoarding it, right? It needs to be out there working. So make it work. Until this, there was no way it worked in the agency. Like, or I didn't put it in, right? I didn't believe in it. But once once that came, I mean, Jason convinced me. I almost gave up, you know, on leads. They suck. It's so hard. You know, it's challenging. Or it was back then because there was no resource, you know.

SPEAKER_02 44:25

Yeah.

SPEAKER_04 44:26

But we wrote the book on it.

SPEAKER_02 44:27

Million dollar agency. Get your get your copy now. I didn't say it. Nick didn't. And you guys have a school community, correct? Yeah. We just started that.

SPEAKER_05 44:35

The agent elite at school.com. It's in the show notes. Love it. Yeah. We wanted to get our group on Facebook sucked. It w and it was so spammy. So we wanted just we wanted to build a community that was just agents. So we're moving over to school. We got a bunch of we got the book in there for free. We got a bunch of free stuff. So it's cool.

SPEAKER_02 44:57

Yeah. My community's on school. I was I wasn't going to use it until the mastermind that I was in was using it. And then I was like, you know, I can get down with this. It's pretty good. Yeah. And it's down here. And Hermose's a heck of a salesperson. So he sold us all. Yeah. 100 million.

SPEAKER_05 45:17

So that brings us to the point. If any insurance agent out there needs to make content, which they do, um, how can they get a hold of your community? And tell us a little bit about it for a second.

SPEAKER_02 45:32

Yeah.

SPEAKER_01 45:32

So I created a community uh just last, just two months ago, and I have a goal to to host a lot more events and uh and on webinars, but I did a webinar and it's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube, it's on his YouTube.

SPEAKER_04 46:00

Hello?

SPEAKER_01 46:00

Hello?

SPEAKER_04 46:01

Hello?

SPEAKER_01 46:01

It's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube.

SPEAKER_05 46:06

Yours is saying it's on my YouTube and it's looping and looping and looping and looping. It's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube. I can't hear you. Log out and log back in. Perfect. All right. Where's Craig? That did you hear that? Did you hear it? No. Dude, when you said it's on my YouTube, it just kept going, it's on my YouTube, it's on my YouTube, it's on my YouTube. Craig and I were like, what the I was connected on my Wi-Fi.

SPEAKER_02 46:31

I just connected hardline, so I don't know if that had something to do with it.

SPEAKER_05 46:34

That's so funny. Probably. My gosh, that was hilarious. You should have heard.

SPEAKER_02 46:41

That was so weird because you guys were like this on the screen. Yeah. But I couldn't see, or I you guys weren't comprehending anything.

SPEAKER_05 46:48

No, dude, we couldn't hear you, we couldn't hear like your mouth wasn't move uh matching up. So we can start, we'll just start back from where you said it's on my YouTube.

SPEAKER_04 47:00

It's on my YouTube, it's on my YouTube, it's on my YouTube, it's on my YouTube. What the hell is going on? That wasn't a loop.

SPEAKER_02 47:06

I was saying that over and over again to make sure that you guys know that it's on my YouTube.

SPEAKER_04 47:10

Or good, dude. You I thought it was brilliant. Like, what? Wait, which social? We gotta tell Envy to keep part of that. It's on my YouTube, it's on my YouTube, it's on my YouTube. Like that, like three times. Dude, I couldn't figure out what's going on. I couldn't make it stop. And it might be it's super loud in here. And his voice is your voice is like is up a little bit. So, like, I mean, I think everybody in the building could hear it. It's on my YouTube, it's on my YouTube.

SPEAKER_02 47:35

Are you in your actual office or are you at home? No, I'm at my office. Nice. I want to come visit you. I'm in Arizona every once in a while.

SPEAKER_04 47:42

Nobody goes to this room.

SPEAKER_02 47:43

I'm also in Huntington every once in a while, too. Really? Every once in a while. I like uh I like Main Street. Uh there's a sushi spot there, sushi on fire. They're really good.

SPEAKER_05 47:53

Oh, yeah. That place is good.

SPEAKER_02 47:55

Love that place.

SPEAKER_05 47:56

That's awesome, dude. If you're ever in town, hit me up.

SPEAKER_04 47:58

And you know what? You could post a video on your YouTube. On my YouTube. On my YouTube. On my YouTube.

SPEAKER_02 48:04

Yeah. No, that we'll definitely have to collab and make some make some content or something. Make a real.

SPEAKER_04 48:09

That'd be awesome.

SPEAKER_02 48:11

Yeah.

SPEAKER_04 48:11

Well, I booked I booked a place at It Ceditas next year, and I'm gonna be at Itzaditas from May 1st till October 31st. Are you serious? Yes. So I'll be up at Jace's a lot. We should all go. Yeah.

SPEAKER_02 48:24

I know it's in a while, but my baby would be old enough, so I'm I'm down.

SPEAKER_04 48:28

But your new boss goes like this.

SPEAKER_05 48:30

Your second.

SPEAKER_02 48:32

True.

SPEAKER_05 48:32

Yeah. I gotta get ready.

SPEAKER_02 48:34

I heard that the first one's always the one that's planned, and then the rest of them aren't.

SPEAKER_05 48:38

So dude, well two kids is two kids, you can still do stuff. One kid you can do, dude. One kid's easy. Two kids, you can still pawn them off, but when you get to three and four, dude, it's like 24 hours a day, and there's no way to get away from them.

SPEAKER_02 48:55

Yeah, I think I'm done at two. Yeah, I'm gonna cut it off at two.

SPEAKER_05 48:59

Yeah, it gets like a smart thunder, close me out. Yeah. I got the snippy after four.

SPEAKER_04 49:04

Close me out. What you really could do, and I'm not suggesting you do this, but it's just one one idea I heard out there is you you make an agreement that you're gonna go for number three while at the same time doing that operation you talked about, and then you just hit have to try a lot, but it doesn't work. But so you got to keep trying. The act of trying, right?

SPEAKER_05 49:24

The act of trying. I got you. All right, we let's bring her home. Let's start where we left off. It's recorded. This is this is gold.

SPEAKER_02 49:31

I don't know what you're okay. So we're just on my YouTube channel. It's on his YouTube. So I think this is where I was at, but I made uh a video on how we ride a thousand items a year. It's on my YouTube channel, it's on my YouTube channel. It's on my YouTube. And uh yeah, so if people wanna want to connect with me, you can go there and and and watch that. It's uh it's it's there on the YouTube channel.

SPEAKER_04 49:54

On my YouTube channel.

SPEAKER_02 49:55

And uh yeah, and any way I can help, I mean, just watch my content, just put yourself out there, ask me how I can help you with social media, would love to help. And uh yeah, we'll love to have you be a part of the community as well.

SPEAKER_05 50:07

I love that when we started this, you said that you get nervous, you got nervous of posting the video, and you know, you still feel like you're learning a lot. I love that because I mean, dude, we feel the same way. So it's like I know that people see a lot of content coming out from you or from us or from other people, and it's like you feel like, oh, well, they do it. It's we only do it because we've done it, but it's like it's still, I mean, it feels weird at times, and it's like no one's like naturally just like good or anything like that. So it's it it's just something to do. Like it, it's like a you gotta get on the you gotta get in the arena.

SPEAKER_02 50:46

What I've been telling people is stop you're you're hesitant because you're making it about yourself. And the moment you can get a get over yourself and just think about the audience that you could be serving through the lessons you've learned by sharing you, by sharing your knowledge, by sharing your wisdom, sharing your uh being vulnerable. And people think, you know, the social media doesn't have to just be your highlight reel. Yes, you should acknowledge your successes, but you should also acknowledge your losses as well because people are gonna connect with your losses way more than they'll connect with your your your wins. And people like when you're real, raw, and vulnerable. That's that's where you actually connect with folks and and and get them to resonate with you. So stop thinking about yourself. So start start thinking about who you can serve. Like you're being selfish in a way by not sharing. And once you get over that, you'll you'll you'll be better off. Yeah.

SPEAKER_05 51:43

I love the frame of it's not about you, it's about them. So if you really do frame it that way, because it is, right? You're trying to help people. If they see something that they didn't know and it helps them, like that's a big that's a big deal. So it's like definitely framing it that way and looking at it that way.

SPEAKER_02 51:59

You can make a piece of content out of anything. And, you know, but last before we, you know, wrap this up, one thing I've been saying over and over again recently as as I've been on these podcasts and events and things like that is has been I I made a piece of content with a line at Starbucks where my mom works at the MGM at the Starbucks. And one day I one day on a hot summer day, I went to go visit her and to go just say hi and to get a frappuccino or whatever I was getting. And I see this long line and I take a photo of this line with her and the, you know, working behind that line, and she waves me over and she says, like, hey son, like she sees me all excited, even though, you know, it's a long line of people, she's working her ass off, and people hardly ever tip. And she she already has my drink made, and she gives me the drink and she just delivers it to me with the happiest smile on her face, positive attitude. And and I take a picture of this line and I I I post it and I say, This is why I got started in business because my mom has worked at Starbucks for the last 15, 20 years, and I want to make sure that she retires and she's taken care of because I don't want to have to see her have to work. And this is why I started my insurance agency, and this is why when I don't feel like it, I show up anyways, because I it doesn't matter how I feel. I didn't make sure mom gets retired. I didn't make sure mom gets to quit this job at Starbucks. That's a piece of content.

SPEAKER_03 53:22

Yeah.

SPEAKER_02 53:23

A line at Starbucks, and we all have these things that we can share, and I think a lot of people just hold it back because maybe they think it's stupid or they think that oh, who who I don't know what to share about. Like, dude, you don't have to post about deductibles or collision or comp. Just not a magnet. They don't want it anyways. They don't care. Like, be you, tell your stories because that's your competitive edge is being able to share what makes you you, and nobody else can share those same, those same stories. So get over yourself.

SPEAKER_05 53:52

Yeah, I love that. What a cool, what a cool story. And and going back to what you said earlier about like sharing your you know, your struggles and stuff like that, it really does connect people a lot more. A lot more. And what's what's crazy about it is it's the hardest thing to do, and it's really hard to post that honest stuff about yourself.

SPEAKER_02 54:13

So what you don't want to share is probably what you should be sharing, not all the time. Not all the time. I got I saw Craig's face, his mind was thinking of something clever to say. So I was like, let me let me let me clean this up, let me tie this up. He's like, All right, I'll do it. It's not everything.

SPEAKER_05 54:29

F-bomb or what? What do you mean? No, it's drinking, but yeah, super cool, man. Well, I we appreciate you taking your time out of your day to to join us. And uh, I know you're a busy dude, so congratulations on the baby. Thank you. And you know, the family and uh all your success with the agency, man.

SPEAKER_02 54:47

I appreciate you guys. You guys have always, like I said, when we started this off, you guys have uh inspired me in big ways. And if there's anything I could ever do to repay you guys for for just your friendship and and the information you guys have put out that has made me a better agency owner, just let me know. Um appreciate you guys.

SPEAKER_04 55:03

Thank you.

SPEAKER_02 55:04

Oh, we feel the same about you, man.

SPEAKER_04 55:05

Yeah.

SPEAKER_02 55:06

Seriously.

SPEAKER_04 55:06

You're impressed. It's it's the best to see, you know, to see you do well. It's awesome. Thank you guys. Oh I stepped on Jason. Sorry, Jason. Go ahead. And that's the pod. Thank you.