like I need more time to think about this.

So I spoke about this actually at Future Proof when we were on a panel talking about can AI help unlock organic growth? And Future Proof was all about AI this, AI that, and it was such a good time.

But I went back to the human component and kind of over-rotated away from AI to just remind everyone sort of why they got in the business in the first place.

So when I say I was an advisor for seven years, I should have had finger quotes up because fresh out of college, I started that Northwestern thing.

slinging insurance and was very salesy, was pretty much begging for referrals.

And it was all done in a very selfish way.

I wanted to make more money.

We shouldn't have to have that conversation in 2026, in my opinion, but here we are.