You have to be the calm in the storm when you have producers you're dealing with that probably are all over the place emotionally when it comes to sales because it's so easy to do.

Yeah.

And it's, you know, I, I always a hundred percent.

Right.

And it's, um, you know, uh, you, when you're, when you're in a production role, right.

I mean, it, it is chaos and you, you lose some deals where you're like, well, how did I lose this deal? Right.

And, and you kind of have to just show that, you know, stay calm and show the grit and the resilience that, you know, are required to, you know, stay true to your habits and your behaviors and, and be consistent.

Was there anything that surprised you because you came from the consulting world into selling insurance? Or did you see big differences maybe coming from a consulting background and into what you were doing day-to-day in the insurance world?