Talk a little bit about your journey in the industry before founding Strategic Benefit Coach.

Well, I started as a full-time agent with one of the prominent insurance companies.

I had a mentor general agent that was very good in helping me to understand how the business worked.

And he made one comment to me once that made a profound difference in my journey in the insurance business.

And that is, he said, Greg, you can't sell what you don't own.

Now, at the time, I was young, immortal, all those kind of things, never anything going to happen to me.

but I did take an interest in talking to clients about disability income protection.

Who is an ideal client for you now? And how are you bringing them in the door?