Transcription
Okay, good. All right. So Q&A day for the SRS liftoff call. Let me see who we got on today. I know I have Jake Woma. I know I have Jesse Stam. These are like, and then let me unmute David Allen. Yes, and David Allen and myself. Let me see if Zach's on. No, Zach's always busy. Um, all right, cool. So y'all know the drill; it is Q&A. You guys ask questions about IULs, about annuities; we answer them. Pretty simple.
And every week that it's Q&A starts out with this awkward kind of nothingness going on, and we go, "Okay, we're going to wrap the call up," and then people start asking questions. So today, like last time we did this, I think I said, "Hey, between now and the next Q&A, why don't you all write down a ton of questions, and then we'll answer as many as we can on this call?" Um, Schmid's always that guy that goes, "I'm going to make it not so awkward." Here you go, Frank. That's why we all love Schmitty.
Best way to find NLG weight chart? That's a good question. I don't know. Um, let's see. Jake or Jesse, do you know how to answer that question? Is it on the I guess it's not on the Agent Hub. H Schmid, if you go to the uh, on the homepage of your portal on the right side, it will say something like underwriting. I'm gonna pull it up right now. You can share your screen if you want to, Jake. Let me see here. I gotta log in. It'll take you-- Oh, Jesse just put in the chat comments. Let me open that up so I can see if I can share it. Oh yeah, here it is. That link takes you right to there, and it says table of height and weight, page 29. Think I just passed it. 20? No, 22. Jesus, 34. Just hit Ctrl+F and type the word "weight." There we go. That would be the easy way to do it, Jesse. Some of these things are like 90 pages long, man. It's a lot of work to try to find things. So here it is, Schmitty. You got it right there.
Jake, is that your office view? That you're sitting in a corner glass office? Yes, sir. I want to be like you, Jake. And I love his-- he's got his trophies in the back. It's like legit. His football helmet-- is that is that the actual helmet you played with at Washington? Yeah, that's the that's the helmet that I wore last-- but in the Rose Bowl, dude. They-- that's badass. Like, if y'all ain't football fans, like my man played in the Rose Bowl. Like if you if you're if you've played football in your entire life, like every kid dreamed to play at the Rose Bowl. I don't care who you are, what you like; that's just a dream. Do they give you a new helmet every time you play like a big game? Um, so it's funny, uh, my like freshman, sophomore year, we would do like the different uniform combos: black helmet, matte black, purple, chrome, gold, like all the different, and then the fans were like, "Nah, we want we want just traditional." So like my last two years, we only wore it was that same helmet; we only would wear like the traditional home, traditional way. Yeah, okay. That's still dope. Um, all right, because I can ask Jake questions about football all day, like legit, trust me when I tell you--
Why NLG over MOER and I? It's a good question. I I think we we do need to understand what the difference of the two IULs are. So either Jake or Jesse, I'm happy to jump in. I So it depends on what the client wants. It always comes down to what the client wants. And with MO, I think a lot of people-- people just say MO, and they're thinking IE. So if you're looking at an IE, it's going to have a max of 300,000. That's one thing. So you can't go over that. If you do EasySolve, you don't need an illustration. If you don't do EasySolve because you want more cash value, then you have to use WinFlex to illustrate, attach the signed PDF, all a bunch of different steps. So if you mean IUL Express as what you're saying MO is, um, so the IUL Express, then that's going to be death benefit focused. National Life Group is going to be what you use. You can do death benefit focus; that you can program it however you want, but but you're typically going to use National Life Group for a structured or cash value maximum cash option. So if the person wants to, quote, be their own bank, borrow from it tax-free, retirement, use money from it in the future, you need a cash value focused IUL, not a death benefit focused IUL. Now, clarity: they have 100 bucks, and they want to do all these things, and they don't have life insurance, and they're 5, and they can get, you know, $70,000 in an IE; that that still might be the way to go, even though they want money in the future, but maybe they just want to like, you know, little little money, little money in the future, not like be their own bank. So the long answer of that is NLG for structured cash value where it's real cash value, not just like, "I want a low cash," but like tax-free retirement, I'm putting 500 a month away, and MO IE for death benefit focus in general, up to that 300 mark. Perfect. I think that just about answers it.
This is a good question: client has a million dollars in capital bonds. Does it need access to a large sum of money anytime? Large sum of money? What is a good angle transferring into an FIA? David, are you on, buddy? I am on, Frank. I agree; that is a great question. You gotta take down that Steeler stuff. I can't-- every week it's like, "Come on!" You know what? If if they don't get a quarterback anytime soon, I just might put a towel up over the whole damn thing. Just put Ravens gear up, bro. You'll be good. Yeah, I'm not so sure about that, pal. But um, capital bonds, I mean capital bonds are are they're fine; they're a good investment as long as the markets are cooperating. The thing that I'm concerned with with this particular question is the client is purportedly saying he doesn't need access to a large lump sum anytime soon. I've never found a client that thinks they're that knowledgeable that they don't need money when they need it. So I immediately break into talking about why they feel that, what's their other income sources, what's going on with their life, and I start really trying to break down a financial inventory in a conversational way so I can identify really what types of needs they might have so I can now introduce the function of an FIA and how it might be able to to benefit them. You might have some uh, some capital gains and some interest; you got to pay some taxes on, depending on the structure with the bonds. So I'm going to want to defer to a Tax Advisor if it's not me so that they understand that there might be a consequence, I.E., income taxes, and I just want to be able to get that conversation going. So so the angle really isn't an angle in my mind, Frank; it's more that's an opening line from them saying, "I've got stuff I don't need access," which really is telling me, "I don't think I need access," but it's an open invite to start working the financial inventory to figure out what we can do to help them. Can't hear you, Frank; you're muted. Gavin, you want, buddy? Do you want to add anything to that? I was actually answering questions and didn't listen, but if you tell me what the question was, I can come up with something. Client's got a million dollars in capital bonds; said they don't need any large sum, lump sums of money anytime soon. What's a good angle transferring into an FIA? I think David answered-- David's answer was perfect. Okay, perfect.
NLG has the best living benefits, dude. This is-- it jumps around. Sorry, I was reading, and then a new question popped up, so I scrolled. NLG has the best living benefits: five living benefits and a lifetime income benefit rider. Is that a statement or a comment? That's a comment. Well, people answer. All right, I'm new to the company and feel f'd up. My question: what should I be doing? Newbie. Okay, that's a question. Marcelus, just reach out to me after the call, or your upline, and they can put you in touch with us, and we can kind of give you an idea of what you should be doing. That's a that's a whole call question. We have plenty of new new agent trainings that that you can access um, as far as annuities goes, IULs go, um, and then if if anything else, you you your group should have some. I'll put my email address in here a little bit later on the call. Any advice on getting-- what's the best way to get familiarized with FNG annuities? They have so-- this the question goes: they have so many different products. Really? I can answer that one. I I figured you could. Yeah, so I don't think you need to get familiarized with FNG annuities. I think you need to understand what annuities do and who our clientele are, and then when you find a scenario, go to Ask a Specialist, put it in there, and you'll see what we put together, why we put together, and how to present it. But I think just studying the the products themselves without having clients is just not going to get you out of the gate. You have to understand that all of our annuity products are 100% safe against market loss; they have little or no fees involved; they have some have income riders; some are designed for growth. But when you have an actual client, that's going to teach you a lot more than just studying the products and getting ready to have clients. Does that make sense? Well, and Gavin, if you think about it, there's really two there's two types of annuities that we focus on: one is just for cash protection, to to have your money sit, maybe leave as a legacy, maybe use as an emergency fund, and the other is lifetime income. There's only a couple different products that we use, so don't complicate it in thinking that you have to know all of this stuff, cuz I personally believe that's the issue why a lot of folks don't even get into the annuity game is because because they feel like there's so many different products and they're so complicated. If you think about it in in this aspect, there's two different choices: lifetime income, everything else. And lifetime income is two products: one with a theme, one one with FNG, and everything else is really, in my opinion, one product for the most part, a Theme Performance Elite. So that's three total products that you need to know, and they're all very fairly simple. Both of the income products work the same exact way: you put in a lump sum of money; when you want to draw income, they turn it on; it lasts you for the rest of your life, no matter what. The other product is is more of a a cash accumulating product, depending on how the market's doing, well, depending on how much you get credited for, but you're never going to lose a dime. Super simple as well. So I agree with G-- Gavin. Go to the, you know, the Annuity 101 training, and again, I'll put the link to the YouTube channel that has all of these SRS calls on it, the I SRS calls, the Annuity SRS calls, and it and then there's another channel that has all the Annuity 101 calls, and and it goes into the basics of annuities. I think I-- if you want to understand this stuff, learn the basics first, and and then you can get to the more detailed stuff because we have a team of people: David, Gavin, Dean, you know, myself; we're here to help you understand what to do when you find that money until you're comfortable just knowing on your own, and and you know it's it's a pretty simple process. We-- you--
G, add something there real quick. Yeah, for sure. So I actually met with uh, the Vice President of FNG annuity sales, and I don't know what his title is, but he's the one that that makes the designs, the illustrations, and so we're redoing their Performance Pro illustration completely, and there it's kind of cool because I I sat with them and showed them why that was so complicated and convoluted, and they were both shocked at from like from a user standpoint how bad their illustration was. And so they're they're streamlining it; it's going to be a lot easier to to flow through, get through, and explain to clients. And so that's been one of the bugaboos with their Performance Pro is their illustration is just too much information that doesn't matter on there, and it just doesn't flow smooth. So they're they're redoing the whole thing and should be out in 30 days. And that's nice because Athes illustration is super simple to read, as we saw you do on the uh, on the Annuity 101 last week. It's you essentially-- and when can you ever read what what the carrier puts out directly? They usually complicate it, and and and Athes is like a children's book. Yeah, that's what you say; it's like a children's book. Um, just starting and great to be over here so far. Question: most-- what's the most income protection car? I'm-- Walter, could you retype that? I'm confused. I am really not that smart, so I'm probably not reading it right, but if you could clarify that question a little bit, that'd be awesome. Is there a minimum amount a person must have for an for a lifetime income annuity? Yes, there is. There's an amount that makes sense, and then there's an amount that you have to have. 10,000 is the minimum you can do it with, but there's also an amount that makes sense for the client. And I think that's where what David said is asking enough questions on that financial inventory sheet to figure out what does make sense, and because you don't just want to take money and put it into an income annuity because it can wind up biting the client and you in the butt later on down the road. David, Gavin, if you want to add to that-- I mean, yeah, you got to-- it's got to generate enough income to make a difference. If you roll funds into it and they're young and it's going to pay them $149 a month for the rest of their lives, I mean, that that doesn't really serve a purpose. So it's got-- you got to run the illustrations based off of their age and and you know the younger they are, the more they have to put into it to generate some real income um, because they get paid less uh, per year when they when they draw it out. So it's just got to make sense, for sure. Yeah, to to add to that, John, um, one of the questions that I always think about for myself um, is is very simple: If this were my money and I did this and this was my return, does that even remotely make sense? And if I can't say I'm going to do it for myself or my parents or my brothers, it doesn't make to do it for the client either. Yeah.
Um, all right, this is a good question, and guys, listen, you know, David, top annuity producer in the company; Gavin's been top overall annuity producer that FFL has over over the time he's been here. Like, guys are knowledgeable. Jesse and and and Jake, two of the top IUL producers we have here right now. So like, y'all don't have to just ask carrier-specific questions, scenarios, like if if I'm yo, and this is-- I'm I'm G to help help you guys because what I can tell you, the difference in some of the top people here and and y'all for where you want to be is the amount of questions they ask. I remember meeting Eric Schmidt, and inside of three months, he was writing more business on a monthly basis than than I ever thought about writing on a monthly basis, not that I never did what, but he was doing it consistently. And that guy would call everybody at FFL and ask questions about certain-- he still does, Eric. Do you-- I mean, it's it's mind-boggling how humble he is in the sense of how good he is to to to just getting the information and not caring about what people think. So I would be asking questions to Jake, to Jesse, to David, to Gavin: "Hey, how do you guys do what you do? G, David, how did you write 6 million in annuities? Jake, how did you issue whatever SE? How much did you issue last year?" Jake: 732, 732, 732,000. Jesse, how did you walk away from a $250,000 a year job and start selling over a half a million dollars in life insurance? Like those are questions. We're here to help you. This has helped grow volume, and again, I'm not saying your questions are bad, but guys, think broader. You got you got the cream of the crop here, and and I'd be asking questions non-stop for literally until you threw me off the call. Okay, I meet with a client tomorrow who wants to roll over his work retirement. He also has another appointment with a financial advisor after my appointment. Any specific word tracks to to do you guys use to win him over? This is a great question. David, I love how you handle the financial advisor. Can you answer this question? Yeah, yeah. Uh, John, this is this is a great question. I I remind the client first and foremost that there's a difference between the financial advisor and us. Very specifically, we deal with a product that the financial advisor does not recommend because they don't make any money with an FIA because it's not considered a managed asset. So most of the clients that we meet with that they're going to go meet with their advisor, I very simply say, "Hey, you know what? You've been talking to me for 30 minutes or 40 minutes, whatever that quantity of time is; that's your that's the extent of their knowledge about an FIA," 99% of the time. I flat out make the suggestion that when they talk about the FIA, I should be there; I should be on the call so that I can tell his other advisor, "This is what we're trying to do with part of his savings so that he doesn't lose any value and his properly protected from when he wants to stop working," and I position myself as I should be the individual that talks to the other advisor so that I don't lose that business or give the other advisor an opportunity to slam me as not being the right product. Perfect. Gavin, do you-- how do you handle advisors? Um, pretty much the same way as David does, but but I think, you know, there's-- we have to understand a little bit. I mean, I know that these products are really simple; anyone can do this; we just need more people being exposed, understanding how they work. But you also have to understand where the markets are today, okay? And if if you ever-- like when I wanted to go uh, whitewater rafting, um, I'd never done it before, um, I didn't know everybody was going to be in my boat, right? So I was a little nervous about it. And so I like the way they did it; they they-- I entered the river in in an area where it didn't look like the water was even moving. It was that easy mile down the road; we're getting thrown out of the boat, thrown in 18 million different places; a lot harder there. I would not want to enter in a category 4 turn or river or whatever it might be. I wanted to enter in the category zero where the water didn't look like it was moving. If you want to enter into annuity sales, there's never been an easier, softer landing than today because if you look at where the markets are, the people that we're talking to, the people that have the IRAs, the 401Ks, the the 403Bs, they're all losing money, probably close to 10% over the last three weeks; they're in complete turmoil; they're a mile and a half down the road being thrown out of the boat. So we're coming in with a product that can never lose any money; they can help them recoup some of the loss they've had over the last three weeks. And so when when you're going up against an advisor, it's like he doesn't have a product that's 100% safe against market loss, or you wouldn't have lost any money; he doesn't have anything that's going to give you a bonus that's going to recoup your losses, or you would have done it by now. We're the only ones that have this product, and it's so strong, and it's so easy to present right now because of the way the market is. And so when somebody says they're going to talk to an advisor about it, they'll say, "Okay, great. Just ask me a few questions. Can you can you guarantee I won't lose any money?" He's not going to say no; he's gonna say, "Well, there's some risk involved." "I don't want risk; I don't want to lose any money." And can you guarantee I'm not going to have any fees because we have products with no fees whatsoever. And so in today's environment, when there's so much turmoil and everybody's losing money, I don't know anybody that would want to go to an advisor in a down market and not ask them, "Can you guarantee I'm not going to lose any of this money?" And as soon as the advisor says no, "Well, we have a product that we can guarantee you're not going to lose money; not only that, we're going to help you recoup some of the losses that you've had over the last three weeks, and then we're going to give you a fair return over time, and you never have to worry about losing money over time." So it's just having an understanding of where the market is right now and the strength of our product and bringing that up to them. And if they go to their advisor and ask, "If you have anything that guarantees I won't lose any money, I don't have any fees," the advisor has nothing like that. So there's no reason why they wouldn't come back to us or even cancel their appointment they have with them. And the third question you can ask is, "Can they guarantee you you'll never run out of money?" Yeah, like that was my-- I asked those exact two questions Gavin asked, and I always ask that last question: "Can you guarantee that once I start drawing income, I'm never going to run out of money?" And they the answer is no. So for that, it's not-- we're not trying to replace them, like David said; we're trying to work alongside with them to strengthen their position. And here's what I want you all to to just understand: I'm gonna ask Jesse and and Jake these last two questions. The only way to learn this is to start doing it. It's why we have this team put in place, and if like you can read a book on riding a bike, you can watch videos on riding a bike, you can listen to training on riding a bike, but the only way you learn to ride a bike is to get on it. And and the cool thing about this is is we're going to like, you know, remember when you were a kid, you know, you had a bike with training wheels, and and you rode as long as you could pedal forward and stop, you were good. And then the way I I learned, cuz I lived on a hill like like this, I mean, and the way my neighbors-- the way I learned is my dad put me in a bike and pushed me down the hill, like, "No, it is what it is." But my neighbors-- I'd watch their mom and dads put them on a bike with training wheels, and then they would take one training wheel off, and then they could lean to the side, go for it, and stop, and then they take both off, and then the dad would walk down the hill with the child, like that's kind, and then eventually they there were no training wheels, no dad; they were just riding a bike. If you use the SRS system the way it's set up, this that can be your learning process and learning curve. You don't have to just get on that bike and get pushed down the hill like my dad; he's nuts. But we'll ease you into that. So just start asking the question; find the money; we turn you over to David; we turn you over to Gavin; and and they walk you through it, and then you then then it's kind of backwards; they kind of walk you through it, then they kind of stop walking, put the training wheels off, but they're there for support; then they take the other training, and then eventually you're just doing it all by yourself. So just start doing it, and you guys will win over time, but you have to start asking the questions and not be afraid. All right, so Jake and Jesse, how do you structure your days to be to be productive as possible? How are you writing so much in IULs? I'll let Jake answer, and then Jesse, you can answer that as well. I think it depends on the season you know that you're in of your business. Um, for me, you know, I was when I when I first got into the business, this is I think month 16 for me, so I've been in a little over a year, almost a year and a half, but I sat down with, you know, who I work directly with, which who's Zach Toski, and he was like, "You know, how much money do you do you need to make?" I'm like, "This is how much money I need to make." He's like, "Cool, so you need to write like 15K a week, and you want to build a business, so um, write that as fast as you can every single week and then be available to help the people that you're recruiting and bringing into the business." So for me, um, you know, on Mondays, Monday mornings, I would start super super early, um, and then Tuesday through Saturday, I'd start a little bit later, but I always was like, "I gotta I needed to to have urgency in my approach to to personal production and get some stuff on the books fast," and um, you know, so I could be so I could make myself available to help, you know, people that were in my business, and you know, you can't build a business if you can't get other people paid. So I I, you know, as it went on, um, I did certain things to try to make myself more readily available to people and support, you know, the people that were in my business. So that looks like, you know, maybe getting a dialer, buying more leads, um, you know, so you can just have stuff on your calendar and and write enough business, but also be super present um, for other people. So I would say it just depends, um, you know, if you're just starting out or if it's just you, um, you're just you're working all day every day, 10 10 12 hours, um, and then uh, you know, if your goal is to build a business, then you have to un you know, figure out ways to make yourself available and as efficient as you can be in terms of your own production so that you can um, support and uplift other people you're bringing into the business because like I said, we have to get them paid um, for them to stick around and and and you know, grow and flourish in what we do. So I think it just really depends on the season of your business, um, but there's really no um, there's no shortcut; there's no-- it's going to be, you know, long days, whether it's you producing or you helping other people or both, um, but I think sitting down and being realistic about the other um, you know, commitments you have, whether it's you got kids, you have, you know, you take care of your mom, your grandma, whatever it is, other non-negotiable things you need to do, and then just structuring your weeks and your days around those things that you need to do for for other people and your family, and and you know, it kind of takes care of itself. Perfect. Jesse. Yeah, it's um, I 100% agree with with with everything Jake said. I I think um, you know, we say it in all of our trainings, all I mean, like all the time, ad nauseam: what there's three things to this business: that's going to be schedule, leads, and script. Like we say it ad nauseam all the time. I think I just and I just had this conversation with an agent yesterday, and I'm like, "I don't know why that never I never had that epiphany," which is there's one thing before that, and that's your actual kind of purpose, goal, vision, all of those words for what you want out of this thing because you won't make the schedule if you're not clear on what your actual goals are; you won't bust your ass to know the script inside and out and have a good vibe and sound good and get on live dolls and be critiqued, which for some people, depending on your age band, may feel like a tack, but it's really actually just to help you. But you won't do that and take it if you don't know what the bigger picture is; you won't spend the money on leads if you're not clear on what you're trying to go after. So I think, you know, it it is schedule, it is script, it is leads, but the first step is just being really clear. So I have my goals written out; they're on a wall; I have pictures of the things; there's one picture um, it's of me looking a little bit more like Jake. Um, I look like myself, and I see that picture, and I'm like, "Maybe I shouldn't have it right below where my um, laptop kind of covers half of those pictures; maybe I should move it up a little higher since that's the most important," but but having a clear vision, like literally vision of what you want, and you saying that every day-- I mean, we've all probably read *Think and Grow Rich*, and we've all read the books that say write down your goal every single day. Are you doing that? Did you do that? Have you know have you written it down once? Because if you have that written down and you're clear, then when you go to make your schedule, you'll be like, "Okay, so on my wall, I have a picture of a team that holds um, the whole, you know, 50 Zoom spots and has a gigantic picture; that's my vision of my team," and I have places, pictures of places I'm going to go, and I have the lake house and the beach house, and I have some other things, and they're all pictured there, so I'm probably going to do that with four hours a day in between dropping the kids and doing that; that's reasonable. Of course, it's not-- that's stupid, shut up. But if I want those things, which is well beyond what I had before when I had my corporate career, I'm probably going to have to work really hard for that for at least a season, for at least a time. So maybe I can't go to every game, but I can go to the ones that my son says is really important for me to be at; I can't go to every practice, but I can go to, you know, the ones that that maybe are are most important. You know, I I can't not work; I mean, I could choose to not work if I'm going on a on a 10-day vacation, but I just as soon work for 5 hours during the day and make a couple grand every day while on vacation. So you think differently about your schedule, your script, and your leads when you're really clear on what you want. That's huge, and and you're so true, like I I and I think a lot of times people forget to to talk about that because most of like I had three kids and a wife who has an Amazon shopping problem, and so I didn't really have a choice but to work. Like, I have a choice to buy leads every week; I have a choice to dial at, you know, 7:30, 8 o'clock in the morning; I have a choice to run 10 appointments a day, five days a week, four days a week, whatever it was; I didn't have a choice. Some of y'all have a choice. In, I also didn't have a plan B. Like, I'm big on like burning that boat and and getting off. Like, I don't-- I burnt every bridge is burnt down; I have no plan B; I can't I it just doesn't work for me, and I think a lot of people have that backup plan: "What if?" The minute you say this to yourself, "Well, if this doesn't work, I'll just do this," it's not going to work for you. My statement was, "If this don't work, I'm gonna be homeless, and my wife will probably leave me, and my kids won't want to see me." That was my "What if this doesn't work?" Can't be all cushy. So I agree with that, Jesse.
Um, this is a good question, and we'll we'll wrap up with this: What strategies have you found most effective in educating clients about the the benefits of annuities, especially those who may be skeptical, skeptical, or unfamiliar with them? Great, great question. I'll let Gavin and David answer, and then we'll wrap this thing up. So so that is actually a great question, and and it's kind of funny. I think three of the appointments that I had this week were people that set up front, "I'm not interested in an annuity," um, and so my approach with that is just tell them, "I understand that; I hear that a lot," um, I explain how our products work, give them a broad overview, and then I ask them what it is exactly that they don't like about the annuity because annuities have been around well before actually any of us have, and and they come in so many different forms, and and so what when people say, "I don't like annuities," it's because their aunt in the 70s got burned on one, and they pass that information on for generations. But when we talk about what our products actually are, and the word annuity goes as far as it can into different avenues, their their Social Security is an annuity; their pensions are an annuity. So they come in different forms. So they they may not like a specific type that was their Aunt Helen had in the 70s, but "Let's talk about what's available today in the products that we have." So I give a broad overview on on how our products work, which kind of lowers their guard; I ask them what they don't like about the annuities, and they usually come up with something that's not even true, and then I show them how
YouTube channels I put in the SRS liftoff Channel, and then the Annuity 101 Channel. If you guys don't see them, just search on YouTube "SRS LIFtoff," and you'll see a whole playlist. And "Annuities 101," "Simple Retirements"—you'll see them all. If you search "Family First Life," or you can go to the FFL National YouTube channel. Sorry, I wanted to put them on corporate's page, but I already got them up; I'm not redownloading it—it's a pain in the butt. So I'm just keeping them where they're at. You guys can get to them; they're public.
And if you have any questions, you can call me. My email's in there, my phone number's in there. I saw Jake put his email in there or his phone number in there. Um, but like, y'all can call me a hundred times; I, I don't care. And if you're getting on my nerves, I'll tell you. But like, Jake and Jesse, and like, you know, Gavin's an Integrity partner, so I don't, you know, he's got to do what he's got to do. And David. But these guys are running businesses and running their own companies, so don't waste their time. If, if you can get a question answered by calling the carrier, please do so. If it's something that you need help with that that carrier can't help you with, you need to utilize them for the big things. Not saying that they won't help you, but they probably wouldn't. So I'm just letting you know, like, respect their time, if, if you can. It, it'd be greatly appreciated on our end if you do that. Because these guys aren't getting anything extra out of helping you; they're just helping you because they, they want to help.
So that being said, I appreciate you all for hopping on. David, Gavin, Jake, and Jesse, thank you all so much for sharing your time with us. I greatly appreciate you guys bailing me out every time we wait till the very last minute to get people for the SRS Q&A. You guys always come through, so thank you again. Love you all, appreciate you. We'll see you Monday on the Builder call. Have a great weekend. Hey, and Monday, just a heads-up: it's St. Patrick's Day. Like, that's a broke holiday. People that are broke go out and get drunk on St. Patrick's Day. Trust me when I tell you so. Like, we'll be working all day. The Builder call will be, will be Monday at noon. We do our team call Monday at 6. I'll go, I'll do the team call, I'll go home, I'll eat dinner, and I'll go to bed. Like, successful people don't go out and get drunk on a fake holiday. Just for me to you. So, love you all, have a great weekend. Talk to you soon. Appreciate you guys. Bye.