Now, is that when you went over to more of a VFO type of, uh, way that you work? Or specifically eight years ago, what was the thing that changed your mind on how to do business?

Ben, we were very one-centered in nature.

We did Medicare, which is fine.

If that's what you do, that's fine, but the clients want more.

What I learned was the clients have an accountant, they have a lawyer, they have an insurance person, they got a financial planner, they have a CPA.

They have too many professionals, and nine times out of 10, they get conflicting advice.

So Ben, the client feels very frustrated because it's up to them to decide who they wanna listen to.

Yeah