So you coming from the leadership perspective, what are you seeing from a carrier standpoint that you're hearing them saying, okay, this is what agents and the agency force, sticking close to the fire, they need to be focused on? Is it learning or is there something else that we need to make sure that we're bringing to the forefront?

Well, I think the reality check is that rather than going to other distribution methodologies, we need to double down on the fact that people like to work with people that they respect like and know and trust mark mccormick said that long ago all things being equal people buy from those they know respect and like all things being unequal inclusive of price they buy from the same person you think about it michael in your career people would buy from you whether they spent more money or not because they respected like you they knew you And there's no way to ever get referral gravity in your local communities unless you have that person that you've recruited.

All that being said, here's what I think companies are doing now, as I can sit back and talk very candidly, is that they keep bringing people into the business.

And they are doing the same things, the insanity clause of expecting different results.

We have to get people experience more rapidly upfront.

We have to use technology to, we need to use technology as my son-in-law would so want me to say, co-pilots to help people become better at what they do, right? He's a Microsoft guy.

And it's just the thing is that as an industry, what we're doing is we're letting great talent walk out the door because they want to be trained differently, especially younger people.

Right.