Jasmine's Story: Do You Want to Be the Minimum Wage Agent?

You did everything right and still closed the year at $20,000 in revenue. That was Jasmine Singh two years ago. Then one uncomfortable question from her agency owner ("Do you want to be the minimum wage agent?") flipped a switch, and she went on to hit six figures in new business for the first time in her career, grow new business by 250%, and get named 2026 Young Insurance Agent of the Year. In this episode she breaks down the exact question she now asks every prospect that gets them to sign on the line, why she fired her bottom 40%, and how she stopped chasing accounts so they started coming to her. If "your price is too high" keeps killing your deals, listen before your next sales call. 

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Transcript

[00:00:00] The last 12 months you hit six-figure mark in new business, is that right? Yep. And how many times in your career before last year had you done that? Never. Year before that, 2024, kind of turned into a [00:00:10] disaster. Only did 20,000 in revenue. A lot of people are wondering, like, what was that tipping point? What is it that you started to see it differently?

My agency owner, I can't thank him [00:00:20] enough that he kept instilling in me. He's like, "Do you wanna be the minimum wage agent?" And I was like, "I'm not. I didn't sign up to be minimum wage." Did you also change what you [00:00:30] say or how you went after it? I started asking, "Hey, if I do A, B, and C for you, you'll sign on the line today."

And that line works every single time. Because if you paint the [00:00:40] picture, it's easier for them to say yes. The ratio of men to women is nine to one. What would you say to females that are either considering becoming a property casualty person or [00:00:50] that already are, but they've never really taken off? You gotta remove the emotion.

For us, as women, we're very emotional when it comes to a no. Congratulations on increasing your new [00:01:00] business by 250%. Yeah. The whole belief that somewhere out in the future you'll become a million-dollar producer, kinda where are you at that? Now I can see [00:01:10] it.

Welcome to the Agency Growth Machine podcast, where it's all about transforming potential into profit. And now your host, Randy [00:01:20] Schwantz.

I'm here with Jasmine Singh. Jasmine just got awarded last night, in fact, the Young Insurance Agent of the Year 2026 from [00:01:30] the PIA in Indiana. Is that right? Yes, it is. Yeah. Congratulations on that. Thank you. What led to that? Any idea? Not really. Um, I got nominated [00:01:40] by a few people in the industry, and then it went to a board of directors, and then they, they selected me as the winner for the year.

Awesome. Well, congratulations. Thank you. So how, how long have you [00:01:50] been an insurance broker? Uh, I've been in insurance fully as, like in the industry for 13 years, uh, independent for eight. And so you've been selling, working to build a book for eight. Is that right? [00:02:00] Yes, yes. Last year you had kind of a big old breakthrough, didn't you?

I did. I did. You wanna, you wanna talk about that a little bit? Yeah. Year before that, 2024, what, [00:02:10] kind of turned into a disaster, we'll just say. Um, only did 20,000 in revenue. Um, kinda got in my own way when it come to, came to 2025. [00:02:20] Um, I had taken your class, but I didn't fully believe in the wedge as much as I should have.

Um, but in [00:02:30] 2025, I had some conversations with people, and I knew I just needed to go back to the basics and, um, actually use what you had taught us. Um, [00:02:40] and I started doing that. I started using the, asking the, "Hey, if I do A, B, and C for you, you'll sign on the line today." Um, and that [00:02:50] line works every single time.

Um, because if you paint the picture and the, they believe in you, they know that you are doing what's best for them, [00:03:00] it's easier for them to say yes, um, versus for them to just, you know, go down the street and ask the next person for the lowest rate on their insurance. So I [00:03:10] think finally having done that and realized that just asking that simple question to people, um, made that ball roll, and then it just kept rolling, and [00:03:20] it's still rolling.

Um, I'm doing really well this year too. Um, and I just think it's, I, like you said, understanding value as an agent. [00:03:30] Like, there's a value to what you do. Uh, we're not just number crunchers, and we're not just pushing out pieces of paper that have a number written on it. [00:03:40] Um, we're actually doing something for a business, and because we're doing it for the business, the...

If they understand it, and if they believe in it, they're a good fit for you as an agent. [00:03:50] But, you know, like you said, if they're kinda wishy-washy, they don't really give you information, it's hard to, to get things out of them, then it's not gonna [00:04:00] be a good fit because that means that they're not really looking for, like, a team.

They're just looking for something for the next, you know, couple of years, and then they'll do whatever they wanna do [00:04:10] strategy-wise for their business. So then are you saying that the way you're doing it now, you feel like you're being treated more as an advisor, as part of the team, as kind of a partner, and your, your belief is that [00:04:20] therefore they're gonna, the retention's gonna be really strong?

Absolutely. Um, I think that I now believe in myself, like I have value in what I do. Um, and I [00:04:30] think talking to people, they are more respectful of what I have to say, um, versus just thinking that, you know, hey, I'll, I'll check with you, and I'll check with two [00:04:40] other agents, and whoever comes up with the best rate, that's what I'm gonna go with.

Um, I just think that they fully understand now that, like, I'm not just here to, you know, [00:04:50] sell you whatever you expect. Like, here's what's gonna happen, and then you make the decision. Now I'm able to push the ball back into their court and have them decide what [00:05:00] coverages they think they want, what they think is important.

If I've done my job right, they'll take it all. If I've kinda not done it right, they may take bits and pieces, but it still gives me a [00:05:10] chance to build that relationship for the future. And, you know, if they grow and it makes sense at that point that we add a coverage that we presented to them earlier, fantastic.[00:05:20] 

That keeps them around longer. Um, but if not, I mean, and they're happy with what they're doing, I don't really have a problem. The last 12 months you, you hit the six-figure mark in new [00:05:30] business. Mm. Is that right? Yes. Yep. And how many times in your career before last year had you done that? Never. Never. All right.

And so then a lot of people are wondering, like, w- what... You know, when you [00:05:40] were saying that now I believe in myself, those sorts of things, what was, what, for you, what was that tipping point? What is it that all of a sudden now you started to see it differently that opened up that [00:05:50] door, enabled that for you?

Honestly, I think, one, I mean, my agency owner, Rob Ellinger, I mean, I can't thank him enough that he kept instilling in me. He's like, "Do [00:06:00] you wanna be the minimum wage agent?" And he's like, "'Cause that's what you are right now. You're minimum wage." And I was like, "I'm not, I didn't sign up to be minimum wage. I, you [00:06:10] know, I'm not a, I'm not working that $9 job."

Um, and I think finally, when I hit that low point and I didn't know what was gonna happen, um, him [00:06:20] saying that one last time kinda tipped it to, okay, you know you can do it. People have told you you can do it, so just do it. And that's kinda what you say, [00:06:30] Randy. You say, "Just do it." Like, it works. So okay, so now you, the, the mindset, the, the shift was, uh, particularly at, you know, low point.

Do you wanna be a minimum [00:06:40] wage agent? No, I don't. That hit you hard this time. Yes. And then now you, you went to work differently- Yes ... with a different, a different view of what's coming out of your eyes and ears. [00:06:50] Did you also change what you say or how you went after it? Yeah. So I mean, I started, you know, again, like you do with the wedge process, painting that [00:07:00] picture.

So I would get to the pain points, not just price, 'cause everybody, you know, has some kind of problem with, with price. But I started actually digging [00:07:10] in deeper with people and getting into a conversation about, well, why are you upset with price? Not just, oh, it's a high price. But what is it about the price that's making you uncomfortable?

[00:07:20] And then I would find out, "Well, I don't know what my deductible is. I don't know what my coverages are. I had a claim happen, and it didn't go the way I expected." Okay, so [00:07:30] there's three, three things I can address for you, and if I do those, you'll sign on the line today. And that's how I've shifted my, my view on [00:07:40] being able to explain why the price is the price.

It's not just- Right. Um, and I think I took that from you because you were [00:07:50] saying that the same way when we were in your classes. You were talking about, yeah, everybody's gonna say price because insurance has become a commodity type of thing, but [00:08:00] you gotta dig deeper. You gotta dig deeper. And I think that question that I keep asking is, "But what is it about the price that's making you so frustrated?"

opens up this [00:08:10] just well of feelings that these people have, and then you can just take the top three or top four and say, "Okay, here you go. When I come back to you in two [00:08:20] weeks or three weeks with a proposal, we're gonna go over these things that you said were important." Yeah, yeah, okay. And now it's check in with them, "Hey, we've [00:08:30] talked about it.

Here are the three things that you addressed. Um, all I need is this to get you started and get you moved on," and they're more than happy to do it now. I feel like it's so much easier to get that [00:08:40] closing, being able to just confidently go in and say, "You know, we've addressed all of your concerns. There is nothing stopping you," so.

A- and s- and most of those things that you're winning, are you, are you [00:08:50] winning by BOR or is it they're just taking the quote that you're bringing to the table? So not a lot of them are BOR. Um, unfortunately, I'm, I'm working w- against an [00:09:00] agency that kind of has done wrong by a lot of the people I work with, so there's not really a way to BOR accounts.

I have to come in and fix it. You know, I'm fixing it from [00:09:10] scratch. I'm having to explain things in a different way, but it's making me look better because I'm working with my underwriters. I have great relationships with them. Um, and being able to [00:09:20] go to them and, you know, negotiate and say, hey, it's not their fault that they're in the position they're in.

It's unfortunately the agent they're working for that's put them in [00:09:30] this position. So it makes it easier for even the underwriters to understand that I'm in a position, too, where I would have more to give you. I would be able [00:09:40] to do that. I would be able to control the account, but I can't control the account because I don't wanna take on accounts that I know don't work, 'cause I have to protect a [00:09:50] carrier and I have to protect the client.

I have to do two things at the same time. Um, and I don't, I refuse to put either one in a bad situation. I care too much about the [00:10:00] clients. I don't want the 2:00 phone call in the morning, "Oh my gosh, my building burned down and now this." I would rather, "Hey, it's okay. Here's what we're gonna do. [00:10:10] Here's how the claim is gonna work," and we get it done and we move on, and we keep the business running.

You know, in, in our business, in particular on the property and casualty side, you know, the, the [00:10:20] ratio of men to women is probably nine to one. Mm-hmm. For every woman, there's probably 10 guys or vice versa. What would you say to people that are females that are [00:10:30] either considering becoming a property and casualty person or that already are, but they've never really taken off?

What would you say to them? I would say to them, you gotta remove the [00:10:40] emotion. I think, you know, for us as women, we're very emotional when it comes to a no, when it comes to kinda getting yelled at sometimes by people. [00:10:50] Um, but we're the same way. I mean, we do the same thing sometimes when we're talking to people and somebody's trying to do something for us.

We get upset. Um, we, we shout. [00:11:00] We, we get angry. We may say a few cuss words here and there. So you just have to let it kind of roll off. Let the nos roll off and move on. I [00:11:10] used to think that every single account, no matter what it was, oh, I have to get it, I have to get it, 'cause I was that way. And now I can kind of decide who I wanna work with.

So like when I go to my [00:11:20] first meetings and I'm sitting down with people, now I can kind of tell them, "Hey, you know what? Th- I don't think this is gonna be a good fit. I don't think I can, you know, I can help you out with what [00:11:30] you're doing." And I can confidently say it, um, and not be so stressed out about, oh my gosh, I could have written it, I might as well have written it just to get revenue.

So talk about that a little bit. Where, where did [00:11:40] that come from? Because that is, that's kinda new for you, isn't it? Yes. Kinda where'd that additional energy and, and both willingness and capability to do that, that's... I, I mean, [00:11:50] whether you're a guy or a gal, you, if you're just an agent to, to be able to go in there and look at it, analyze it, and if it's not a fit, comfortably say- It's not a fit and be able to leave [00:12:00] there with good conscious.

Talk about that, Son. Well, I think that comes from you too, Randy. That comes from your class. When you were t- when you would talk about us and you were serious about the fact that that [00:12:10] bottom 40% just sucks so much of your time, and you don't, you know, you sit there at the end of the day, you've looked at your list and you've, all you can [00:12:20] say is, "All I did was deal with a bunch of people who are complaining about a $5 change," or, "I got a bill," or...

And they just... And what are [00:12:30] they making you? 50 bucks maybe, you know? But 50 bucks and then how you had to, how you talked about, well, when you sit down at the end of the year and you write out that list of [00:12:40] all of what you've done for them, and then you look at that, you're like, "Man, I am red. Like, I am really red, and I wanna be really green."

[00:12:50] So now it's, like, even shifting that. And I did get a report. Like, I went back to Superior and I asked them to give me a report of my top 20, my mid-40, my [00:13:00] lower 40, and I was shocked. I was shocked at how much I've just been... I was sitting in that bottom 40 and I'm just like, "Oh, [00:13:10] this is awful. I need to start working."

So now it's, you know, move my attention to those people that... And it's nice. I mean, the people I write [00:13:20] now, I hear from them Once every two months maybe, just to check in or we may chit-chat or w- And it's nice to be [00:13:30] able to just have easy conversations with clients. They start sending you referrals because now it's more of that, "Hey, you're a friend, you care.

You know [00:13:40] what you're talking about. You've done what you've done for me." Just to kinda fill in the story here. So th- when we're talking about the top 20 mil, 40, bottom 40, we're talking about the top 20% of your accounts. What's the [00:13:50] average revenue per relationship? Looking at the bottom 40%, what's the average?

And a lot of those bottom 40s for a lot of producers, th- they might average $1,000 in premium and only bring in 100, [00:14:00] $150 of revenue, and your cut on it's 50 bucks. That's what you're just talking about. Right. Mm-hmm. And it's like walking through molasses in the middle of Alaska. I mean, it just holds you back.

So the [00:14:10] flip side of that, have you started to target, therefore, bigger accounts, the top 20, and, and, and really starting to match up with that? Is that what you're saying? Yes. Yeah. I've just, I've now [00:14:20] realized that if I am able to shift my attention to that, I have a lot more time on my plate to be able to do [00:14:30] revenue-generating activity, which is what you had talked about it too, networking with the right group of people, meeting with people, being able to go out of the office and [00:14:40] drop in on, uh, on clients that you're like, "Oh, I would really like to be able to connect with that," and I can research those bigger accounts.

Whereas I was [00:14:50] just, you know, phone would ring, "Oh yeah, you need this?" And now I can c- you know, pass it off. "Hey, you know, this guy in our office is great. He'll be able to [00:15:00] take care of you. I'm still here to answer questions if you need anything, but he's gonna be the best person." And I've done that with personal lines.

I've completely rolled personal lines off to [00:15:10] someone. Like it's so nice to be able to do it finally and just be like, "You know what? I don't, I don't want it anymore." That's a huge shift, and congratulations [00:15:20] on that. Thank you. Then the whole belief that somewhere out in the future you'll become a million dollar producer, kinda where are you at that?

Now I can see it. I can see it, like, in [00:15:30] myself. I can see that I'm more confident. I feel like I've found my groove now. Um, people are coming to me asking me for [00:15:40] help, which is, like, a huge positive. I love being able to do that. Um, you know, whereas before I met you, I just thought, [00:15:50] I'm just gonna be that person that's gonna struggle, that's gonna wonder where my next, you know, when my next paycheck is coming so I can pay my next bill.

Now I'm, you [00:16:00] know, able to see that it's gonna work. I've gotten over that hump that we all go through as agents. Um, and you [00:16:10] know, it'll come and go. I'm sure I'll have other ones, uh, but I'm not so fearful of them 'cause I know how to get out of it now. That's awesome. And so then what are you doing or how are you now [00:16:20] targeting those accounts, those prospects that are equal to your top 20?

Kind of what are your, what are your methods for that? So in the past, I mean, specifically I've shifted my attention. I actually [00:16:30] focus, um, a lot on gas stations and convenience stores. And now it is looking at people I used to go after that have 100 locations, have [00:16:40] 125 locations. I would go after them, you know, two years ago with not a lot.

It was more like, "Oh my gosh, here, I can get you a better rate." [00:16:50] Now I've seen the pain, I've heard the pain from multiple people in the industry, and I can go now and I can say, "Hey, I can [00:17:00] help you with A, B, with your jobber that's gonna haul your fuel to your s- station. I know what they require." Um, being able to [00:17:10] just simply take over all of that and tell them, you don't have to worry about getting your COI over to them so that your distribution of oil doesn't stop.

I know [00:17:20] the guys over there that work at all of these distribution companies. Um, and then I have contracts for every single one of the distribution companies, so I can just look at it and [00:17:30] I can just say, "You're gonna need A, B, C, and D. You're gonna have to have it if you want them to haul fuel." And they love that.

Okay, so, so the, I mean, you also said something else without [00:17:40] actually saying it, but that is that, um, you've got a very well-defined niche. You've become a real expert, mastered those things, and then now your confidence to go right, you know, those, those convenience stores that have [00:17:50] got 100 locations rather than one or two has skyrocketed.

Is that what you're saying? Absolutely. God, the future's bright. It is. It is, definitely. And I mean, a lo- on that point, [00:18:00] I think a lot of times, too, like you had said, um- We kind of get scared about specializing because then we kind of think, "Oh my gosh, [00:18:10] if I specialize, I'm never gonna do anything else."

That's not the case. If you just specialize and you know that that's your niche and you're an expert at that, slowly but surely that [00:18:20] niche is just gonna be that kind of smooth sailing, that you're gonna be able to ride it really quickly. You know what you need. You don't have to worry about it. You don't have to research.

You've got your team that's gonna [00:18:30] underwrite it and everything. And then other accounts that come along the way, now you're able to just take on more of that and get those bigger accounts. So being able to go... Like, [00:18:40] my goal is to go from this comfort of now I've got an expertise on this, I don't need to s- focus 100% on oh my gosh, what document do I need?

[00:18:50] What supplement am I looking for? I can now, you know, get into something else, manufacturing, hotels. Um, that's what I'm looking for. And I [00:19:00] feel like because of your class, I can now go in and take the same wedge that I've done with gas stations and convenience stores and use that wedge [00:19:10] process on a manufacturer, on a hotel, and address the same concerns, 'cause it's pretty much the same.

I mean, the wedge isn't just built... You didn't build it for [00:19:20] just gas stations and convenience stores. You built it for anybody that's out there. And so being able to just, I, you know, define it, get it good with this [00:19:30] niche is now gonna be able to help me get it with that niche and that niche, and I'm gonna slowly but surely become an expert in all of those and know without having [00:19:40] to, again, sit there and say or have you ask, "Hey, did you memorize 15 of those wedges?"

And be like Maybe two. But it, [00:19:50] so Yeah, so that's a little inside, a little inside story there. So, uh, uh, a number of people from Jasmine's company are, you know, part of our whole Bignition thing, and, you know, they, they come to [00:20:00] our Monday masterminds and all that kinda stuff. And every once in a while I kinda poke at them because, um, I, I, I feel strongly...

I- in fact, I, I kinda use the analogy if, if you, if you were a rock and roll [00:20:10] band, would anybody ever hire you if you only had two songs? And the answer is clearly no. And so the same thing is true with, with your wedge as your proactive services. If you've got, you know, [00:20:20] 15, you know, under the categories of loss control, claims management, worker's comp, transportation, uh, exposures, and then, and then marketing, and you've got three to five under all those categories, God, [00:20:30] you're loaded for bear.

And then when you, when you think about confidence, it's like I'm ready to go on any stage. I can get out my guitar and I can sing 15 great songs. Well, that's kinda the same, [00:20:40] 'cause I can go on any sales call, and it kinda doesn't matter what's going on. If I need a work comp wedge, there it is. If I need a loss control wedge, there is it.

I need a claims wedge, there's, there it is. Like I- I got all those things, and so now I feel [00:20:50] they'd be better off with me than where they are. Yeah. And so, so anyway, I thi- I poked at Jasmine one time and, and kind of our, our little inside deal is like the whole love-hate thing. She hated me for [00:21:00] a while, and now she, she loves me more than she used to-

and it's a good thing. But that's, that's also, would you speak to that, that, I mean, for most of us encouragement is one thing, and then the [00:21:10] opposite of encouragement is kind of a, kind of a poke in the ribs or kind of a kick in the butt, right? Right. And, and, and look, we, we respond to different things, but sometimes I feel [00:21:20] that we as producers ought to go to our boss and say, uh, you know, just like you did with Robbie, "Hey, get in my grill.

It's okay. I want you to get in my grill 'cause I wanna play at that level." So talk about that a little [00:21:30] bit. I think that too, so, like a- as anybody is, we kinda get comfortable, and we enjoy the comfort. We don't really, you [00:21:40] know, feel like we need to do anything. But I think there's something to say about Being uncomfortable.

I think being uncomfortable [00:21:50] also forces change, and I wasn't willing to be uncomfortable for a long time. Even when I met you, I wasn't willing to be [00:22:00] uncomfortable. Um, and you kind of pushed me into that uncomfortable position, and you would call me out on the computer, and you would ask me questions, and [00:22:10] I was actually listening.

Like, I would write down stuff. Um, and it wasn't just, oh, and glaze over. And you know, you would call us out when we would glaze [00:22:20] over and be like, "Are you listening?" Like, "Did you hear what I just said?" Um, and I think it's actually a good thing. I, I think you gotta find somebody in your, you know, [00:22:30] in the company that maybe you have a, a level of trust or a good relationship with, and tell them, "Get in my...

Tell me what I'm doing wrong." I think [00:22:40] we don't ask that question enough: what am I doing wrong? We just ask, what am I doing good, give me a pat, give me a little complaint, and then give me another pat on the back so I feel [00:22:50] better. I just think it needs to be what you did. Get in my grill. Congratulate me once I've gotten something, like, oh, you closed an account.

That would be [00:23:00] better than just Good job. You get to ... You did your 15 wedges. Now what? You know? Like, I, I like that. And, um, it's the same thing, [00:23:10] even Jeff at, you know, Superior. I mean, he congratulates on accounts, but what's the next question he asks? What's in your pipeline? And if I can ... If I'm [00:23:20] like, "I, ugh, I don't have anything," well then, uh-oh, you better get moving.

You know? Are you gonna have to get uncomfortable and do cold calls? Yeah, [00:23:30] probably, unless you wanna get out there and network and start asking for those sit downs, which, I mean, I do. I go to every networking meeting, and I don't care whether they've been in the [00:23:40] group for 10, 15, 20 years, "Hey, I wanna sit down with your person at your company, and I wanna tell them what insights I have in insurance that I can help your business be more [00:23:50] succ- successful."

And I do it now, every time. And see, here's the thing I wanna get across to everybody else. That's the new Jasmine, not the old Jasmine, isn't it? Yeah. And that's what's the beautiful thing about this, and it's the beautiful thing about you, is [00:24:00] like you ... Those things that happened that caused you to pivot and then be willing to get uncomfortable and then go ask tough questions, and what you found out is that none of that stuff really hurts.

But we put in our [00:24:10] mind that it might, and so then we avoid it and things like that. And so a lot of comfort zone, I feel, is not really comfort zone, it's just pain avoidance. Like, I'm gonna tell myself I'm comfortable, I'm gonna [00:24:20] tell everybody around myself I'm comfortable, it's just I just don't wanna have to go there and feel that stuff.

But I, I think that this is very encouraging to a lot of people. Like, go get uncomfortable. Feel it. It's not gonna kill [00:24:30] you. And then all of a sudden you f- you feel even more alive. I mean, is that true? Uh, yeah. Oh, definitely. I like, I walk in the door now and I like, I'm pumped for the [00:24:40] day. It's not like I'm walking in the door and I'm like, "Ugh, here we go.

Let's see what, you know, what other disaster I have to fix," or, "What am I gonna do?" Um, it [00:24:50] is, it's true. Like you said in our, you know, in our meeting that we were at in Chicago, um, you know, you said, "We'll figure this out, and then the rest of it's gonna get figured [00:25:00] out on the back end later on. You know, first it's this."

And I love that part, is being able to get to A, from A to C, done, finished, [00:25:10] everything's submitted, we're good. We'll figure out the rest of it as it comes along. But first it's just getting that over there, and I wasn't doing that. I was just [00:25:20] sitting there. And that thing too, that you told us, I was hoping for that close.

I was hoping that they would just say yes. I wasn't willing to push [00:25:30] them to- But basically threaten a little bit. Um, you know, "Hey, I'm gonna close your file with it, you know, with this because it seems like you're not interested. Maybe [00:25:40] this isn't a good time." Um, and that's it. And the other thing is too, I've learned people do waste your time.

They may not think they are, but they will. [00:25:50] They'll ca- come to you every year, they'll ask you for a quote, they'll never close. Um, and I've turned people away now, you know? I've told them, "Hey, this is the third time I'm doing [00:26:00] this. If we're not gonna close business or you don't wanna work with me, I really don't have time right now to be able to do it."

And I think I ... That's worked too. I no longer [00:26:10] chase accounts. They come to me. Yeah, and s- so what's beautiful and what I want everybody to hear is it, it works because internally she feels she deserves it now, where in the past if somebody just [00:26:20] tries to use it as a technique but you don't feel you deserve it, it, it'll come off kind of phony.

Yeah. And, um, I think that's ... I mean, as, as we start to wrap this thing up, I mean, what I'm hoping people get from [00:26:30] you is that willingness to be vulnerable, open up your world, get uncomfortable, find a mentor, somebody that, that you like and trust, and say, "Challenge me. Challenge me to be what you see me [00:26:40] being capable of," and going and doing it.

You know, I'm a big fan of Nick Saban, you know, the former football coach of Alabama. And I was watching, and he goes, he never talks about potential. He talks about just [00:26:50] getting people to play to their capability. And I go, that's, that ... There's a brilliance in that because who knows what our potential is? I mean, it's some airy-fairy number, but what we know is that you're [00:27:00] capable of picking the phone, you're capable of asking these kinds of questions.

You're capable of saying no to these things. If we just get people to play to what we're capable of and see that [00:27:10] and rehearse that, man, all ... It's, it's amazing how productive we can be. Oh, yeah. So once again, congratulations on being the 2026 Agent [00:27:20] of the Year. Thank you. That's amazing. Uh, congratulations on increasing your new business by, I think, like, 250%.

Yeah. And, uh, congratulations on what your [00:27:30] future looks like. I'm, I'm anxious to continue to watch you grow. Thank you. Yeah. Great to meet you. Thank you. All right. Couldn't have been blessed more to have you in, in life- Yeah ... even though I [00:27:40] hated you before. Well, I mean, that's also the other thing is, like, you know, as a leader sometimes you gotta be willing to be hated, and, um, m- [00:27:50] maybe even that's uncomfortable at times.

But, but when you see something in somebody, you, you, you gotta go find whatever method you can to kind of pull it out. Yeah. It's in everybody's best [00:28:00] interest. So Jasmine, once again, thank you for being with me today. Thank you.