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How a Top Solar Leader Found Stability in Life Insurance (Ep. 240)
If you’ve ever built something big and watched it wobble on forces you can’t control, this conversation will feel like a deep breath. We sit down with Hayden Hill, Nina Hill, and Edmund Bayard—a classically trained violinist turned top solar leader—who walks through why he’s moving his team into life insurance and what he learned from years of volatility, seized panels, and delayed commissions. The core message: choose a needs-based product with clean fulfillment, simple systems, and fast pay so leadership can focus on action, not excuses.
We get into the real differences between solar and insurance: uncontrollables vs. approvals in minutes, interest-rate headwinds vs. standardized underwriting, and cash-flow droughts vs. 24–72 hour deposits. Edmund shares how humility unlocked speed—copy proven scripts, dial relentlessly, and let production create authority. Nina spotlights how virtual sales changed the game for women and parents: safer, scalable, and designed for consistent reps. We also dig into the massive Spanish-speaking opportunity, why back-office transparency matters, and how to build a brand that isn’t just flash—document the work, create more than you consume, and let substance do the heavy lifting.
If you’re leading a door-to-door team, burned by redlines and broken promises, or simply craving a cleaner business to scale, this episode is your blueprint. We talk retention, overrides you actually keep, 1099 ownership, and how to do it with your team until they can do it without you. Ready to trade chaos for control and rebuild with speed? Hit play, then subscribe, share, and leave a review.
Hello, everybody. Andrew Taylor here. Today we have some special guests for you. I think this is a big treat for everybody. We first of all we have Hayden Hill. Thanks for coming in. Thanks for having me. So, Hayden, you built tell us real quick about what you've built.
SPEAKER_01:Yeah, so um we started with Family First Life now, uh going on almost almost seven years. And so um, you know, started out as a brand new agent, learned how to sell, sold, hit a hall of fame, started doing social media, started, you know, spreading the opportunity. And now um we'll do about$13 million of issue paid premium this month. Um, with about, I think we have about$1,500 active writers so far this month.
SPEAKER_02:Amazing. So Hayden's one of the the biggest in the industry. Now, Americo told me they were like, Family First Life is the number one IMO by far, because we're pacing what, like 300 million of issue premium or something. And then he was like, But the next seven biggest companies are FFL downlines. Right. Like, so it's like if you think about how crazy that is, and that's how it is with a lot of these carriers. Like FNG came up to me, they're like, dude, I we think you're the you run one of the biggest agencies in the country, and you're not an IMO, you're a downline of an IMO. And I'm like, yo, that's pretty dope. But you and Nina have done it better than probably anybody. You guys are crushing it. You're still actively selling, recruiting, training, and you you met Edmund Bayard, who's our second guest on the podcast today. Yep. Thanks for coming in, Edmund. Thanks for having me. Well, first of all, Edmund beat me in chess two times in a row right now, so I'm gonna have to start practicing again. Um, but you have a very interesting background, dude. I I've listened to you um and been very interested in your story. If you can start, tell us a little bit about your background.
SPEAKER_04:Sure. Um I love the people business. I believe uh sales is probably the best personal development vehicle out there, and I just have a passion for it. My uh my last endeavor was solar. I think I'm kind of known as the solar guy. And um I I chose solar in 2018 because out of all the opportunities out there, there's a million ways to make a million dollars in America. That one felt good to me. I felt like it was an amazing offering for the homeowner. Uh love Mother Nature and the planet, and I believed you can make a handsome living.
SPEAKER_02:Now, what w you also uh play the violin, which I think is pretty interesting. Tell us about that.
SPEAKER_04:Yeah, I um grew up in Paris, France, started playing violin when I was four years old, and um moved to America when I was 12, played Carnegie Hall, pursued um a career as a violinist. That's what my parents wanted for me. And um I think it it taught me a little bit of discipline and and uh doing um doing your putting in the work even when you don't feel like it.
SPEAKER_02:Yeah, 100%. And then also another interesting fact is how many languages do you speak?
SPEAKER_04:I I speak French and Spanish, yeah.
SPEAKER_02:In English, yeah. Okay. So the reason I want to bring that up is because there's a big opportunity for Spanish speaking trainers and recruiters. Massive. Yeah. So like if you if you only speak Spanish, we're gonna get into what you're building here.
SPEAKER_04:And they're so underserved.
SPEAKER_02:So underserved.
SPEAKER_04:I I have three guys right now transitioning over from solar into insurance. They're they're so great at selling solar door to door, but they don't speak English. And they want to get licensed, they they want to learn the business, and uh, I think there's a lack of Spanish leaders in a lot of industries.
SPEAKER_01:For sure, for sure.
SPEAKER_02:Now, how did you guys meet?
SPEAKER_01:We met so we met on like Instagram, I think, just going back and forth. And then um me and Nina were in Cabo, you and Chrissy were in Cabo over uh New Year's, and uh I think we both just saw we were out in Cabo and we're like, hey, should we rent a yacht together tomorrow? And we're like, yeah, sure. So did that, and then a few months later you're in Scottsdale and you're like, hey, let's meet up and talk about insurance, and here we are.
SPEAKER_02:Okay, another big question what's going on with solar, and why did you transition to insurance and why did you pick Family First Life?
SPEAKER_04:Love it. Well, um you know, solar I'll forever be grateful to the industry. It's it's where I made my first million in a year, my first million in a quarter, pursued a million a month, couldn't do it. Um But but solar, it it's funny, it's an oxymoron. I was talking about it with with uh one of my business partners this morning. It's not a clean business, it's just not. You always have someone that's upset with you. And and to me, I I believe uh branding beats sales seven days out of seven. I've built a couple brands inside of the solar space, and unfortunately, uh people end up getting the short end of the stick. There's so many uncontrollables, and and we just haven't been able to scale um like like we want. So you look at the amount of success that that that people from all different walks of life have been able to have in in insurance, it's extremely inspiring. To me, um, cumquat's a personal development company with a comp plan attached to it. I want to help people and lead them in the direction they want to go in. And in in solar, you're at the mercy of installs, you're at the mercy of different uh state and federal, federal guidelines and mandates, and and ultimately um you don't know what tomorrow looks like. And and and the cash flow is is pretty horrendous. I mean people people are excited, they can make their their first 10 grand a month, 10 grand uh a week, 10 grand a day. But ultimately it's it's very volatile. All of a sudden, uh put it this way, in 2021, I was making a quarter million a month passively. We had a ton of momentum, so many guys climbing the ranks, and all of a sudden, Biden uh puts in child labor laws, all these panels get seized at the ports, every panel has like some sort of Chinese-made part in it, and next thing you know, it just all falls apart. And then interest rates skyrocket, and and and and installers start going out of business, uh finance companies start going bankrupt. And um, you know, the people business is hard enough as it is. I'm so excited to to get into insurance because there's there's less uncontrollables. You can deliver on the service right away, and um and you don't have to worry about your guys getting paid for the work they've done.
SPEAKER_02:Yeah, that's huge. Is there was there like did you look at this for like a year or six months or two years and think about it? And was there something that made you go, let's do it now?
SPEAKER_04:Yeah, extremely um I I mean I've looked up to uh Hayden and Nina for for years. I remember um seeing your Green Lambo on on Instagram.
SPEAKER_01:Uh Green Lambo uh for that video. Oh yeah.
SPEAKER_04:Um and um but for for me I I like to stick with something, you know, it it's tough, you know, transitioning from solar, it's like, oh what you couldn't make it in solar. Um so and so you have to go try something else. Like, I mean, let's to be frank, I've I've made millions of dollars, I've done over a billion dollars in sales. Um and and I'm I'm making the transition because I I've uh you know we're we're we're owed almost seven million dollars in in commissions, and a lot of that goes, I mean most of that goes to to the field. And I've I I believe I have young kids that will never try a sales gig again because it didn't work out, and their parents get to say, told you so, their grandparents get to say should have gotten a hard labor job or done this or done that, and that just breaks my heart. And uh, you know, of course, some of them will probably try something else, but dude, I love proving everybody wrong that was waiting for me to go, oh, it didn't work out.
SPEAKER_02:Yeah, yeah. The question when you start selling life insurance you get from everybody is are you still doing that? Right. And they're waiting for you to say no. And then eventually they go, Okay, I want to do it too, because they're like, damn, this is legit. Yeah, yeah. Yeah. All right, so what are some similarities that you found between selling life insurance and selling solar?
SPEAKER_04:It's all the same, man. At the end of the day, you're gonna have to put in the work. Um there's there's nothing out there that's gonna give you like instant immediate gratification. Um you know, it's still the people business, but it it's pretty beautiful when you're able to pick up the phone and dial from anywhere in the United States. You don't have to worry about finding a trusted installer or finance partner. You're using the same carrier, all this systems and processes are the same nationwide. And uh I I believe it's it's a it's a business that can can duplicate a lot uh more than than solar, which is gonna be solar is gonna be different in every single state.
SPEAKER_02:Now, what are some of the um problems that you see people have coming into life insurance? Like what should people look out for?
SPEAKER_04:You know, uh I I think everything rises and falls on leadership. And FFL definitely has something special when you look at how the leaders in the company have have been working together for a long time through through the peaks and valleys, figured out a way to stay together. And um I would say you definitely want to ask to see a back office documentation beast conversation. People lie, numbers don't. Um, I can't imagine being part of a smaller IMO where you're logging into every carrier individually, where you can't track your business, and where you're just, you know, believing what some 20, 30, 40 year old kid is telling you without actually seeing anything of of substance or or actual value.
SPEAKER_02:Yeah, so part now you're building your own brand, Comquat Life, within our company. And what a lot of people don't know is we're we're 1099 self-employed independent contractors, and what you build, you own. So, like you get your renewals, you get your overrides, you own your own business, the carriers pay you directly. It's literally like uh I like to say it's the best franchise on the planet. Like there's nothing better, and you don't you need to get an insurance license to start, which is amazing, right? Um, but when we talked originally, you told me like what I'm looking for is the ability to sell, get people selling fast, recruit, and put them in a system where they have a high chance of being successful, where everything is streamlined. And I was telling him, I was like, I call that high speed, low drag. Like you don't have to worry about a bunch of stuff, let's just make it easy for people to sell. And then he was like, Yeah, I want to build my brand using this model. Um, now your brand tell us about this brand.
SPEAKER_04:Yeah, I mean, umquats a fruit of prosperity in Southeast Asia. Um, I believe that I mean, 20 years ago, you walk, well, more than 20 years ago, if you walked into a boardroom and talked about Red Bull to some high-level executives, they would have probably laughed you out the room today. It's one of the biggest brands out there. Um, you know, I I feel like it's it's important to dream and and you want to just go out there and and uh keep keep dreaming and take action on it. Uh we've got a cute little energy drink, a hydration drink. We're coming out with um a brain tonic that's gonna be called cumquat focus. Um and yeah, and uh nothing happens overnight. But at the core of of cumquat, we are a personal development company with a comp plan attached to it. We're a sales organization, and we're we're heavily invested in insurance now just because it's a sure thing. If you put in the work, you're gonna get paid by billion-dollar carriers. Some of them have been around more than a hundred years. Um, so at the end of the day, everybody likes to point the finger, everybody likes to make excuses. They can't do this because of their leadership, because of this, because of that, because of the leads, because whatever. But, you know, for the ones that are ready, if it's the right time for them, if they're serious, not curious about changing the quality of their life, if they're done making excuses, um, they can get into this industry and have an amazing amount of success. They're they're they're gonna get paid no matter what. And uh it's crazy to think that we come from an industry where we do the work and we're worried about getting paid and we're always trying to figure out a way to get the money we're owed.
SPEAKER_01:Yeah. That that's one of the things I love about our system and our setup is when like people from like solar or like you know, mortgages or real estate or whatever, they start looking at you know our business, it's like it's so simple. Yeah it's like literally you call the client, you have all the technology right there to underwrite quote, you do the e app, then literally like 15 to 30 minutes after you pick up the phone and call them, the e app either approves or declines. If it approves, like you're done. Like there's no on no like further underwriting, no like you know, people you have to get approved, but like it's it's done. And then your guys get paid within one to three business days. So it's just such a simple business. I remember when I was first starting, uh, when I first got my license, and the guy that was like the big recruiter guy was talking about like who has a better burger, McDonald's or let's say like culverse. And everyone said, of course, culverse. And he was like, But McDonald's like smokes and makes way more money. Why is that? Because it's simple. And in business and in sales, especially our business, simple wins, and I think that's why it's so easy to duplicate and just put people in the system and it's like plug and play.
SPEAKER_02:Yeah. Well said. Edmund, what's the most that you've made in a month? Like gross, like for real, gross deposits.
SPEAKER_04:Gross, not net, gross is uh$330,000 in June of 2021. Um, my net was really close to that. But of course, you know, I I write off a lot of my lifestyle because it's attached to the brand and and what I do. Uh that was as a rep, as um as a dealer, um, maybe a little bit more, but higher overhead. So yeah, so higher gross, lower net. Um, it's incredible to me how low the overhead is with insurance. These kids that are making a hundred grand a month, a hundred grand a week, and and above. I had a 22-year-old kid show me$926,000 in deposits um at the convention. Um, wild. He's only been in the business for two years. Doesn't have overhead. Sure, an office, blah, blah, blah. I don't care.
SPEAKER_02:Office leads.
SPEAKER_04:Um, you know, my my payroll guy alone is six grand a month. Like you there's, you know, your pipeline manager is gonna be another six grand a month. I mean, child, please. It uh insurance is is incredible. So much is is just taken care of for you. And if anybody out there is in solar and and they're watching this, like keep selling solar, you know, you're you're making 50, 100 grand a month. I love that for you. Uh, it's just so volatile, and I and I don't think it's long term. And I don't believe for me, I got into solar because I want to help people, right? The homeowner, uh, young Edmonds, and at the end of the day, every single day we have an issue in solar. There's an upset homeowner, there's there's a house that's all messed up, there's there's a house that's not connected and and not actually getting uh um credit for for the electricity they're they're producing. There, there's a homeowner that that uh still has a true up bill. And and there's a homeowner that's waiting to get installed, there's a homeowner uh that's upset with the site survey. Um and then there's a rep that's owed hundreds of thousands of dollars, ten thousand dollars uh for work they already did. And for all of those reasons, I would encourage you to to diversify and look into insurance and you and you can be like, oh yeah, but it's to you know, I'm I just I can't make a quick ten thousand dollar commission, blah, blah, blah. Who cares? Right? Don't don't look at things for today. Like, where do you want to be this time next year? Where do you want to be five years from now? You know, I I was making$100,000 a week before uh Donald Trump announced the big beautiful bill. And all of a sudden, that same day, the bank we're using declared bankruptcy, and we have to pivot and find another bank. That's gonna keep happening. It's been happening. And for all of those reasons, uh I'm telling you, like if if if you could bother to show up to to convention on January 28th and be in that room, more so than just looking at insurance with a 30-minute, 60-minute Zoom, or or say, Oh, yeah, I already know about FFL, yeah, I've already heard about the opportunity, like with who, how, where, what, when. I mean, at the end of the day, Hayden, Grady, Nina, Andrew, nobody's ever tried to like sell me on on working with them, right? They've they've um you've got to show up. 90% of life is showing up, and 90% of success is showing up, and you got to be in the room and you gotta see the young 20, 30 year olds that are new in this business, that have been in this business for a couple years and that have already built something of substance.
SPEAKER_02:Yeah. So you went from making good money and then solar changed, and it kind of everything changed for you. Is that fair to say? Or you had a bunch of problems?
SPEAKER_04:Yeah, I've just had to rebuild so many times in the industry. So I've had to pivot so many times, and every time the sales force gets hurt, obviously myself too. Um, we're just some of us are able to endure a little bit more pain, whatever.
SPEAKER_02:Yeah. My question is, how do you what advice do you have to somebody that needs to rebuild whatever they're doing? Like they did something, it didn't work. Maybe they're hesitant about doing something else. What advice do you have? Because you're not scared to rebuild.
SPEAKER_04:Yeah. I that's a really good one. Um, you just gotta take accountability for everything. At the end of the day, it's a learning lesson. Your perspective makes you or breaks you. A lot of people will have a story of what happened to them. And if somehow you can turn that into what you know, what happened for you and how much of a blessing it was and it's been, um, and you just you trust in and and have some faith, then uh, then you can get going. There there's a lot of people, myself included, you know, that have made some money in the past and for whatever reason, they're unable to get back to work, whether it's a lack of humility um or um some sort of mental barrier. But uh I will say, you know, it's very humbling to get into an in new industry. And I decided, I decide to look at it like it's exciting to learn, to grow, to, to, to start over, like it's day one. And it's never day one. You get to use your previous experiences, good or bad, you should channel those and figure out the positive. See how you can use your past as um as a positive and something you can leverage to to put yourself in a position to win rather than like the reason why you can't. And the biggest one for me uh growing up was the violin. It ended, you know, I ended up going to jail at 18 instead of graduating high school, um, which was wild because I had a full, I had a scholarships to Juilliard in every major school out there. And um, and when I got out, I I wanted to fight UFC, get tattoos, you know, you become a product of your environment. And I was, I was finally, I finally felt free in there too, because I didn't like playing the violin growing up. Um, but my my parents forced it onto me. And for years, as I became a personal trainer at 24 Hour Fitness for 12 bucks an hour and tried different things, I was like a victim. I it was always my parents' fault that I wasn't successful, that I couldn't make real money, blah, blah, blah. And it's not until I kind of turned it around and decided to practice some gratitude for my upbringing and that I was in my mind like, hey, you learned how to play a pretty tough instrument. You can learn sales. And that I decided that I wasn't special, I'm not owed anything. I'm not going to be a victim anymore. And I'm going to do what others did so I can get what they got. Right. It's like successful people have been through some stuff. We just think Hayden and Andrew are at the top of the mountain hill, and oh wow, must be nice. Well, if only I started an FFL back in 2019, I'd be successful too. And ultimately you have to be able to give, you have to be willing to and excited to give what they've given. And and what's nice is we don't have to, right? The opportunity today is a lot easier, a lot better than than it was back then when you had to show up to houses that close the door on you, even though you traveled and everything.
SPEAKER_02:What you're saying is you use your misfortunate events as fuel. Amen. And dude, I used to make this thing up. So I'd be like, anytime something bad happens to me, I'm gonna try to change the story, and then I'm gonna tell people about it. So one time this company s uh sold us a bunch of leads, and they were literally just names and phone numbers. Okay. And I'm like, I'm gonna and everyone's so mad, dude. We spent so much money on them, and I'm like, I'm gonna work all hundred of these leads. And I'm literally going and people are like, dude, get out. Like I didn't ask for this. I don't know you. I a I did not ask for life insurance, nothing. Well, dude, one of the like the I think it was like the 30th appointment. I go there and the dude's like, Well, I don't want life insurance, but I'm looking for an annuity. And the dude the the dude has 500 G's that he rolls over and it pays me like a crazy commission, and I called everybody that was pissed off. I'm like, bro, I just ran through these numbers and I got paid X amount. How crazy is that? So, like, I almost like tricked myself into waiting for that turn of the story when something was not going good. Like, I just kind of was like, I'm just gonna keep waiting and use activity to see when it turns around. Yep.
SPEAKER_04:I love that. So attitude's everything. 99% of people there would have just had a story and and been a victim, and then the the one percent, they just turn it into gold.
SPEAKER_02:Yeah. People and yeah, people wouldn't even believe a lot of it, you know? They'd be like, that's crazy. They for sure would yeah, yeah. So you're now you're building a life insurance agency. What is your plan? Who can work with you? What are you looking for? How are you planning on leading a sales team in this industry? What's the future look like?
SPEAKER_04:Yeah. Um really going after quality over quantity in the beginning. Want to uh learn the business. But I'll I'll tell you if you're out there, you gotta look at this industry, you gotta show up to convention January 28th, uh, because you don't know what you don't know. You haven't been there, you haven't met the leadership, you haven't seen it, you haven't felt it. It's like listening to your favorite concert on on the radio or your favorite band or whatever, or actually being there live in the crowd. Um and and I would tell you that your your past doesn't matter and and your skill set doesn't matter either. Like it just comes down to your mindset and the timing. Is it the right time for you to actually take your life seriously and go for it? You know, hunger and ambition is something that's that's tough to teach. Um if you wanted to to partner up with our team, I would say we do a great job of showing you uh what's out there. You know, leaders are awake, aware, and dissatisfied at all times. A lot of people lack vision, and so their day-to-day is just mundane versus going all out, having a sense of of urgency and having a desire to give. A lot of people are looking at a business like, what's in it for me? How how can I benefit from FFL? What writing percentage can I come in at? What can you give me? Can you give me leads? If you if you come to the table with something to give, uh if you want to add value to something, like my dream has been M2B, you know, it stands for March to a billion. And um it's been my dream. And I haven't been able to do it in in solar, obviously cumulative, but not annually. And um FFL is going to to M2B next year, yeah. Right. And um my my philosophy is like I'd like to be as big of a part of that as possible, right? Maybe I'm a little late to the table for the first billion, but once you M2B, you know, you m2b square. Like FFL is not just gonna do a billion a year, it's gonna be a company that does billions a year. And you can be as big of a part of that as you want if you see it, if you feel it, and if you care about it. And, you know, in the beginning, you gotta show up, right? If if if you want to do this business, you gotta show up. Yeah, 90% of life is showing up and 90% of success is showing up, and it's not just about showing up, but it's how you show up. Do you show up with a top 1% attitude? When you get screwed on leads, when you try something new, do you take the approach of the 99% or do you go how Andrew Taylor went and he's like, I'm gonna turn this into a positive. I'm there's gotta be something in here. And next thing you know, you find the annuity, the annuity. But the thing is, you get in life what you're looking for. If you don't have a positive mindset and a desire to win and a desire to prove it, whether it's to yourself or a combination, then it doesn't happen for you. You're gonna get what you want. You're living the life you want right now, based on the decisions you've made. And the beautiful thing about sales and insurance, especially since we get paid within 24 to 72 hours, is you can change your situation in 30 to 90 days by taking massive action and failing forward. The the the guys that write 20, 30, 40, 50 grand a month in insurance, they're not special. They're not skilled. They're literally following a simple script. They don't have to learn solar, they don't have to learn adders, they don't have to fail, you know, make a mistake about not adding a An MPU or this or that. No, they they literally get onboarded, get license number one, which is just as easy to do as it is not to do. Then they get onboarded with carriers. And then if they have the humility to listen, they can study Hayden and Nina on YouTube. They even have a boot camp and they just pick up the phone and dial. They follow a script and and they get through the nose until somebody buys. And then within 24 to 72 hours, they get paid directly from the carrier. Yep. And I've seen it. I mean, I just woke up to to overrides this morning. I've been with you guys for maybe a month. And uh, if we pulled up my phone, it was like 1300 something in in overrides today. You know, must be nice. And of course, it it's not gonna cover my Chrysler payment or or or any of my like current um overhead or lifestyle or obligations, but what happens two years, five years, ten years down the line? Right. Can it 10x? Is it possible?
SPEAKER_01:For sure. And Drew, you always talk about how like two, two and a half years ago, the industry totally like shifted and basically was like reborn with virtual sales. So I think that's something else. Yes, next year should be the billion-dollar year for the company. But also it's like, dude, we've never seen anything like the last six months specifically with like the door-to-door and the solar guys and everything, but really the last two years where like now all the carriers are on board with telesales and it's like text codes and like all this stuff that makes it so simple. So you're right. I think it's like next year will be the billion dollar year. But at the rate we're growing, it's like, dude, what took us basically 12 years, right? To do the first billion. I think it'll be a couple years after that, where it's the second and the third and the fourth. Yeah. 100%.
SPEAKER_04:For anybody that's still watching this this podcast, this is why you want to get into insurance. If you're in solar right now, I don't care if you make 200 grand a month enough, it matters. You're gonna grow a team. I've bought Brightlings, I've bought Rolexes for my guys, I've taken them on planes. They're all they're they they're they've all wheezied out, they've all gone to different installers and this and that. And and and I don't blame them for it. Like it's just it's business. If you can't get paid, you got to go try something else. When you build a team with insurance, you're gonna you're gonna keep it a lot more. Of course, people quit, people say no, and leaders leave. You're gonna have that that that child that goes and like starts his own IMO. I get it. But for the most part, you're going to hold on to what you built in insurance because none of your guys that are actually in it putting in the 18-hour days are gonna be upset with you. And and I think that's huge. And and and and another thing is your network is your net worth. You guys know so many people in solar right now that are struggling. You know so many people and so many companies, and you can call every single one of them, and they're all owed money. They all have a horror story. And you can you can literally be at the forefront of this next wave that's coming with insurance. Yes. I mean, the the the door-to-door transition into phone sales with life insurance will be one of the largest transfers of wealth we see. Yeah, for sure. And and wouldn't it be nice to actually put yourself at at the forefront of that to cash in on the wave?
SPEAKER_01:With with insurance, I think it's it's a needs-based business, and it's a leads-based business. So needs-based, like solar's cool, and like I like the environment too. And if it makes sense money-wise, to save money, like cool, I'll do solar. But like, you have to have life insurance. You're everyone's gonna die. Like, people have families, people that count on them. So it's needs-based, but then also leads-based, where it's like Andrew, we always talk about it. We're both super like by nature, like introverted. Yeah. So it's like, dude, if I had to talk to my family and friends and like knock doors, like, dude, I probably would have phased out after a few months.
SPEAKER_02:Edwin could do it though.
SPEAKER_01:You could probably do it. The third thing that I always talk about is the virtual aspect. So with like door-to-door guys, um, you know, solar guys, pest control, whatever. I'm always like, dude, you can only for the most part part hire the 18 to like 25-year-old, you know, guys and gals. And so it's like looking forward, you could hire everyone being virtual, but also it's like, dude, when you build your team, like I was 18, 19, 20 in sales, I know what it's like. I was doing all the road trips and it was awesome and it was cool then. But it's like, dude, once you get married and you have kids and you have a family and you have a house and all this kind of stuff, can't do it. You ain't going to Chicago for four months out of the summer. Like, that's weird. And so I think also for you door-to-door people, it's like you can hire and recruit everyone because it's virtual, and also they don't have to be 18. We have people in their 50s, 60s, 70s that crush it, and so now you're casting your web so why where it's not just a small amount of people you can recruit.
SPEAKER_02:Legit. What do you said? Yep. All right. So we have a s another special surprise guest for everybody. So this this podcast is just getting started right now, and we're gonna announce this is a fact. Uh a female agency owner that's has the biggest a the biggest agency in the world as a female agency owner. And that's a fact. So we're gonna introduce Nina Hill.
SPEAKER_00:Let's go. Happy to be here.
SPEAKER_02:All right, Nina. Tell let's do this. Let's talk a little bit. It's a little off track, but how many women, female producers you've helped and agency builders, and how good of an opportunity this is.
SPEAKER_00:Oh, it's amazing. I will say, Drew, I mean, we've been Hayden and I have been doing this for almost a decade now. And I feel like early on, I was almost afraid to recruit my girlfriends into this business because we were door to door. We were in person, face to face. And I'm like, dang, like it takes a special kind of person to do that. And we talked about this the other day. You were probably you were like, now, dude, I probably wouldn't even let you go on the field because some of the stuff.
SPEAKER_02:After my experiences, I wouldn't let you go.
SPEAKER_00:Yeah, a hundred percent. So I think the virtual space changed the game for us. We have so many lady killers uh within our organization, but with within FFL as well. Um, women making six figures, multiple six figures a month. Like it's absolutely insane. So I'm super excited.
SPEAKER_02:But how awesome is it to see that? Tell us about what some of the girl producers have done.
SPEAKER_00:Yeah, so I think first and foremost, like selling life insurance is amazing, but I think selling life insurance as a female is a game changer because again, we're talking about something that we are really bringing up a lot of emotion into the sale. So we're really selling something that no one's ever gonna be able to feel, see, use, touch, any of that. And as women, we're very just nurturing and loving human beings just by nature. So it's a very easy sale for us, honestly. I feel like we're not gonna lie, I think we're better than the two. Sorry. Um, but I mean, we have, I mean, Caitlin Clitlin uh Gardner's a perfect example of someone who came in, was making like$2,500 a month, was about to lose custody of her daughter. She came in to FFL her first 10 months. She issue paid$750,000. She has an agency now doing over$2 million a month. Um, Nicolette's a great example of someone that's blowing her agency up. She's a marketing genius. She posted on social media every single day for 90 days straight, went from like 150k a month to now 600,000 a month. So they're blowing it up.
SPEAKER_02:What about somebody who's just a salesperson?
SPEAKER_00:I mean, you can absolutely kill it 100%. Like there's Anna, Anna Cattell is a great example. So she's 22 years old. She came on with us last year, and she was a full-time student. She was taking, I don't know how many credits a full-time student would take, um, working a full-time job. And she came in part-time. But she was, I think the thing with coming in part-time is you have to be intentional with your time that you do have. So she only had like Tuesdays and Thursdays to dedicate to this, but she was in the office on those Tuesdays and Thursdays. Her first month, she was able to make around 8,000. She's like, wait, that's way more than I make in restaurants right now. Her second month, she did, I think 14,000. And then she's like, dude, I'm out. I'm not doing the restaurant thing. She graduated to college and now she's just killing it. She's a 30k a month producer, but it's not easy. Like you see her, she you see her every single week in the office from you know, she gets there at 8 a.m. She doesn't leave till 6, 7 p.m. But that's how she's able to put up those numbers.
SPEAKER_02:Legit. But Edmund, think about how crazy this is. So, like what could to a an average American family, okay? What could 5k a month extra do for them?
SPEAKER_04:It's next level. I mean, it's it's everything and and it's unfathomable, and they they don't even really understand how realistic that is for them. And I will say, some part-time people they value their time and they probably will get better results than some full-time people. Yeah, you're part time yeah, if you value your time and you're actually there to have some productive hours versus just being on your phone, you know, scrolling, playing chess, just kidding.
SPEAKER_00:I mean, there's some full-time agents that are fake full-time, I guess you could say, that don't actually they always say, like, are you dialing all day? Are you taking all day to dial? Like the other day, I know she won't mind me sharing this story, but I was in the office with a new agent and she was sitting next to me. She got to the office at like 10 a.m. and she was just scrolling, and then it was like 1 p.m. and she's like packing up her bag. She's like, I'm gonna get out of here. And I go, What do you mean you're getting out of here? You're full time, aren't you? She's like, Yeah. I was like, Okay, let me see how many dials you've made. She showed me her call log, she made 14 dials.
SPEAKER_02:Yeah, yeah.
SPEAKER_00:And yeah, insane.
SPEAKER_02:Which takes three takes 11 minutes.
SPEAKER_00:Less than that, even.
SPEAKER_01:And that same agent this week so far is what, over like 30,000?
SPEAKER_00:Yeah, for the week. For the week. After that, she like sat down and I was like, Hey, you have you know, you're gonna stay here for a couple more hours, like dial the phone, and she made a couple sales because she actually dialed intentionally.
SPEAKER_02:The reason I love this is because you don't have to recruit and you can work part-time and you could still make decent money. Because like you're looking at like five to ten sales a month probably to to take home on average 5k. Five to ten closes a month after chargebacks, lead expenses, all that stuff. But is that really that hard to do two sales a week? Is it no? It's not so easy. And it's super fulfilling. Alright, Adam, I want to go back because I forgot to ask this. Um, what did you find after making a bunch of money and then restarting that are the true important things to focus on? Was it finances? Was it people? Was it what was it? Like, did it did it show you what truly matters at any point?
SPEAKER_04:Start like restarting like in in solar or or with insurance or with insurance, yeah.
SPEAKER_02:I'm saying, like, did you realize like um working with people makes me happier than having a bunch of money or my guys making money makes me happier? Was there anything you discovered?
SPEAKER_04:I mean, yeah, I I don't I I think if you're doing it for the money, like I've never looked at my uh paycheck, you know, on Friday. As we used to get paid once every two weeks and once a week. Um I I think you gotta you gotta fall in love with the process and and and the journey. Um and you know, there's a lot of destinations along the way. Uh, but to me, what matters is having relationships that can grow. And I I'm excited about insurance and the industry because not only do we no longer have to have the conversations about going away for two weeks for a blitz and then another blitz, and uh so so homes don't have to be divided anymore. Um but people are gonna get paid for the work they do, and so now we can have uh a better relationship since I'm never touching your money or or responsible for you to get paid. Um, but you know, starting uh you're never really starting over. You get to use your previous experience and and everything. But um I think that's what a lot of guys that have made money in solar are going to struggle with a little bit. And that's why you're seeing the young uh 20-year-olds that potentially didn't have the best red line or or weren't making 50 hundred grand a month passively in overrides, but we're still knocking doors and getting after it. Those guys are coming into insurance and they're they're killing it off their own efforts, off their own pen. They're they're experiencing the$30,000,$50,000 months and above. And then that speaks for itself. That's how you recruit. You know, it's like people do what you do, not what you tell them to do. Uh those guys are better off than some old geezer like me, even. Uh, you know, your your production speaks for itself. It's inspiring, it's real, and now you have authority and you can sound off and you can, you know, share with your guys what works, and you can be like, say this, no, say that. It's gonna be really, really hard for you to to come into insurance and and build a business if you're not willing to pick up the phone and dial. And I'm sorry, but that's a lot easier than knocking a door.
SPEAKER_03:Yeah.
SPEAKER_04:And and and you're right, there's no women knocking doors. There's very, very few of them because it is dangerous. It's very dangerous.
SPEAKER_01:I feel like too, it's like, you know, solar and like door to door, it's all sales. Like you said, it's all the same thing. Like we call people, we read a script, like it's we're selling a product. I think though, with a lot of people, and like with you, what's been impressive to us is like you've made a lot of money, had a lot of success, but pretty much from like day one, you've been like, hey, I don't know insurance. I know how to lead people, I know how to recruit, I know how to market, but I don't know how to sell insurance. And so it's like you drop your ego and then you learn it and you teach it. And I think that's so with a lot of people, whether they're from network marketing or door-to-door or mortgages or real estate, it's like, yeah, you've made money in the past, but if you keep your ego, it's gonna be hard to come over here and do it. But if you drop the ego and you have all the resources and people that can help you, it's like, dude, you can build it super, super fast, but you gotta be able to, you know, drop that and be willing to learn from people that do it.
SPEAKER_02:So you just started. What's the biggest success story on your team?
SPEAKER_04:Um, well, we're really just just getting star started. But it's fine, but like, is there anything? It probably has to be Pedro, right? Yeah, pressure.
SPEAKER_02:And what is that success?
SPEAKER_04:Pedro, I think he's 25 years old, uh, comes from a captive agency, so he's got uh insurance experience, but uh came in, fell in love with uh Hayden and Nina and the leadership. Um just got back from convention. He's on fire, and I think he had 24k deposit into his into his uh accounts with his first his first two weeks. Super, super pumped.
SPEAKER_00:Oh, he's fired up because in his mind, he's like, dang, I used to at my last company, I used to have to write like 75 to 100k to deposit this much.
SPEAKER_04:Yeah, not only that, but he used to truly have to put in the 12 hour days. True. And he is uh, I would say he's he's working half as hard.
SPEAKER_02:Imagine if he does the same.
SPEAKER_04:Yeah, yeah, it'll be it'll be wild.
SPEAKER_02:Okay, so if now I want to talk to you a little bit about personal branding. You're big on Instagram, sure. You're different in person than you are on Instagram for sure. Like I thought I was meeting a completely different person from watching your videos to actually meeting you in person. In person, I think I found out you really care about people. You aren't really that into you're doing things to motivate people, like your watch. Tell us about your watch. Show show the watch. Show the watch.
SPEAKER_04:It it it came out in 2022, and I was like, that's the that's the Kumquat watch. I I uh I wanted it at the time it was trading for$450,000, wasn't gonna spend that. Um it came down a little bit and um was able to negotiate something in in solar and and uh make it happen, I guess, this year. Yeah.
SPEAKER_02:So how much does that thing cost if someone bought it right now?
SPEAKER_04:You know, when when you get into the higher dollar amounts, like I um I bought a$59.80. And then when one of my installers went bankrupt, in order to make payroll that week, I had to sell the$59.80. Now in 2021, I was offered$325k for it, said no, I'll never sell this watch. And then in 2023, I sold it for$165,000. So I tell everybody you should get a timepiece. Uh, like my first watch was a stainless steel sub, and I bought that when I bought my first house. Bought my house for$399,000. This was like 10 years ago, and I ended up selling it for like$470,000 after paying fees and everything. I walked away with I don't not very much, bought my first watch, stainless steel sub for$7,300, sold it for$14,500, made like 100% on it. So, you know, the the more expensive something is, the more margin there is and blah, blah, blah. Uh if you go on Instagram, they'll tell you it's a$350,000 watch. If if I needed to liquidate it tomorrow, I'd probably get rid of it for$225. Who knows?
SPEAKER_02:Okay. So, but you you are good at getting people to watch you.
SPEAKER_04:Yeah. So, you know, I eyeballs, I I think it's not what you can see, it's it's who can see you. And it's a double-edged sword. You don't need the flash, you don't need the watches and the cards. I loved this young man from stage at FFL who uh who talked about it. You loved that too.
SPEAKER_02:And it's and it's what do you say?
SPEAKER_04:And something along the lines of, you know, it's it's all BS or um, but but I'll I'll tell you guys right now. You do not need a car to build a business, or I would buy you one. Okay, you don't need$50,000, or I would give you$50,000. My whole life though, I was like, oh man, if only my parents believed in me. If only I had$50,000, if only I was a trust fund baby, if only I had, you know, uh a Mercedes or something, then I could really build it and and and attract people. And and and there's something to be said. Um, I I think having nice things is great if you earned it through the business and working your butt off, because now behind it there's a little bit of substance. And then you'll be you'll have to be careful because a lot of people could be attracted to your lifestyle, but then they don't want to do what you did to get there. But ultimately, in order to get whatever your dream is, and I and I think you know, you'll outgrow a lot of those things. But that's the beautiful thing about hitting your goals, right? Is outgrowing them and and having new goals. I've I've not I haven't been a car guy in a really long time. But I do I do love um Rolls Royce. I think they're comfortable, they're safe, nice little status symbol. Um, but you're not gonna recruit people because you have a nice car. You're gonna recruit people if you have a little bit of substance that you've acquired along the way by doing the work. I I I somebody asked uh Sean at the event, uh, what book does he read and this and that? And he pretty much talked about how he values productive activity more nowadays. You know, the personal development is great, you'll get inspired by it. But there's there comes a time where it's got to be productive activity over personal development. I tell my guys, an hour in the field beats 40 hours in the classroom. A lot of the stuff you're gonna hear, yeah, it's gonna go over your head, and you're not gonna truly understand it unless you implement it and try. And a lot of people are scared to pick up the phone and dial or or or to try because they're they're they're they're scared of the outcome. And you just gotta just go for it, baby.
SPEAKER_02:Yeah, it's gonna come. Yeah. Now you when you started, you were hesitant to work with us because you heard a lot of negative things about us. And you also heard negative things about integrity.
SPEAKER_04:Sure.
SPEAKER_02:Um, what did you discover and why'd you end up working with us? And what like you got to be around Sean Mike, who runs Family First Life. What are your thoughts on the company after working here, seeing for yourself, uh, working with people to see if they're helpful, and like really getting a feel for for what's going on?
SPEAKER_04:I mean, I'll I'll be completely honest, I've never been around um this level of leadership. You know, it's real, it's raw, and um I'm just blessed to be in the room. I I want to get back to you know, building a personal brand. For me, Instagram started out by being uh a way where I could could track my activity and document it. So back in 2018-2019, journey, I I would post being in my Camry or Prius, and I'm in the field every single day. I barely got 200 views on on my stories. Um, but it was an accountability tool for me because I I needed to know I'm working and I needed to document. And I'm so glad I did because now I can go back through my gallery and there isn't a single day where I'm not in the field putting up a sale, doing this, doing that. And you know, for anybody that's attracted by the flash, it's like, hey, you want to see what it took to get there? And you know, you recruit these hundred people and none of them are still in the business, and and that's okay, and so on and so forth. So I I would say use social media to to document your journey, and eventually it can turn into a lot more if you focus on it. It's funny, uh, I read somewhere that it's the thing you want to do the least of uh in your business that you probably need to pay some attention to. And and I used to be allergic to social media. I still am in a way. Like if you're if you're actually well off, you probably don't even have uh an Instagram and you definitely don't care to to post. But we are in the people business. We are, you know, there is there's got to be something to be said for attraction marketing, peaking and uh and approaching interest. And um it it's it's kind of wild how um the world is changing and and how many people you can uh meet and impact, you know, but but for you guys out there, like think about it. Am I consuming social media or am I creating? You know, am I adding value or just getting brainwashed? And and it's interesting, like it takes you two seconds to like and share and and and comment um and and support people, and it takes you another 10 minutes to to to post your activity, and it's wild because 99% of people just won't do it. And and and we talked about this earlier. Commitment and consistency over time beats talent and skill. Commitment and consistency over time. It's not because you post a couple stories and make a couple posts for for a week, a month, or whatever that that you deserve anything or that it's not working. You know, you look at all these guys that talk to you about content, the amount of time and and effort and energy and years they've put into it before we ever noticed, before they ever got traction. It's real.
SPEAKER_02:Yeah, they always used to tell me don't compare yourself to another sales guy who has 20 years of ex of grinding that you didn't get to see. Wow and that it's not an overnight success. They'd always tell me that because a new guy would come in, he'd smoke me because I didn't know what I was doing. Yeah, like this guy's brand new, he's killing me. And they're like, bro, this guy's been grinding for 20 years. You just you just starved.
SPEAKER_04:Everyone's a 20-year overnight success. Another thing people do is the second someone has success or has a result, they have to say, yeah, but 99% of people are making excuses for other people's success and excuses for their lack of success. And now you close yourself off versus being like, oh wow, that guy's killing it, and you get inspired.
unknown:Yeah.
SPEAKER_04:You're not like, oh, well, he just had a bunch of money to buy leads, or oh, he's best friends with Nina and Hayden, or oh, whatever. You know, don't don't don't make excuses. Get inspired.
SPEAKER_02:Now you're grow you're doing this with people. You're not just recruiting people, you're in Zoom with them. You're recruiting, helping them recruit. You're very involved.
SPEAKER_04:Belly belly, eyeball to eyeball in the trenches. Do it with them and for them until they can do it without you. But make sure that they want it. You can't want it for them more than they want it for themselves. You gotta meet them where they're at.
SPEAKER_02:Yeah, you can't get the wrong person to do this, and you can't stop the right person from doing this. Amen. Yeah. All right. Now, Neen Hayden and Nina have a very good track record. Like when they invest their time and energy into something, it does very well. You obviously have a crazy work ethic. They're you guys are doing this with him, right?
SPEAKER_01:100% every all day, every day.
SPEAKER_04:They're the first people. I mean, it's it's to me, it's it's wild and it's shocking how involved they are. And uh one of the biggest things I've gotten out of uh Nina and Hayden is their their mindset, how positive they are. Like anybody that gets around them is gonna leave the room feeling better and empowered. And I definitely need to work on that. And I'll tell you, Nina's pretty powerful uh because I find myself ask uh asking myself, um, you know, would Nina approve of this? Would she be okay with it? Uh she she's kind of like raised the standard for for how I want to live my life and and carry myself as well.
SPEAKER_02:Wow. Let's go. Wow. You're a leader, you know?
SPEAKER_04:It is what it is.
SPEAKER_02:And she's just starting, dude. She's yeah. When was our first podcast in here?
SPEAKER_00:Dude, I was thinking about that. We haven't been in here. I think our agency might have just hit like a million dollars a month.
SPEAKER_02:Dude, so we had a little white table, some skateboard, some cameras that you use for skateboarding. And like, but we were crushing with that setup. We loved that setup. Mom. Yeah.
SPEAKER_00:2021.
SPEAKER_02:2021. Damn, time flies.
SPEAKER_00:That's crazy.
SPEAKER_02:2021. You still look the same, though.
SPEAKER_00:Oh, I don't, I haven't aged at all.
SPEAKER_02:No.
SPEAKER_00:Dude, I was 24. We were 24 when we started FFL. We're 30. It's crazy.
SPEAKER_02:Still young.
SPEAKER_00:Yeah. Kyle Yee the other day said, I don't hire people over 24. I said, So you want to hire me? He goes, No, sorry.
SPEAKER_02:You know what's crazy though? Like episode 87. Oh, you guys were the 87th episode. Wow. The crazy thing is, like, you kind of attract who you are. And now I'm attracting all these people that they have kids, and they're like, bro, I want to change my family's life. I don't just want to change mine. So now you have like you could recruit younger kids, like we were all 18, had a dream, want to go crush it, change the trajectory of what anyone in our family ever thought we can do. But then then you also have another opportunity where it's like you got people, maybe they're married, they have kids, they have uh bills, and they want to change their life for their kids or their family or whatever the situation is. So now I'm getting a lot of that of those calls. Yeah, which I enjoy that a lot.
SPEAKER_00:For sure. Because it's more than just them.
SPEAKER_02:Yeah. And then you got people who it's a single mom, they're recruiting single moms. You got it, dude. It's amazing.
SPEAKER_00:Yeah.
SPEAKER_02:But if you want to work with us and with this team, Edmund, how can they reach you?
SPEAKER_04:Edmund Bayard on Instagram.
SPEAKER_02:Um he's standing on top of a Rolls-Royce on Las Vegas Boulevard throwing money at people.
SPEAKER_04:It's AI. It's and don't do that. It's dangerous.
SPEAKER_02:Yeah. This yeah, that's one of the videos that I saw that somebody sent me. Like, it's legit. But you probably got a lot of people to watch it, right?
SPEAKER_04:Yeah, I mean, it's it's I I would love to just give you guys the substance, but then no one cares and no one watches. You know, I'll hover around two and a half million views or whatever, and then if I go on vacation, it doubles. Um, you know, if you do something that's like, oh my gosh, I can't believe you did that, it goes up even more.
SPEAKER_02:All right. We gotta wrap this up, but how do you get over not caring what people think about you?
SPEAKER_04:If you care about what other people think about you, you'll never be successful. You gotta, you gotta you get over it. First of all, no one cares and and no one's watching and they forget about you the second they saw you. We live in in a crazy world. So no one cares.
SPEAKER_00:I I saw a post the other day, Andrew. Try to remember three posts that you saw on Instagram yesterday.
SPEAKER_02:Yeah.
SPEAKER_00:You probably can't.
SPEAKER_02:I probably I might be able to, but yeah, it's tough.
SPEAKER_00:Yeah. You can't really remember off the top of your head. So it's like, why do why would you care? People aren't really gonna remember it.
SPEAKER_04:I mean, everyone's different. I I don't think there's any need to take yourself too seriously and uh just you know, live your life and try to leave an impact.
SPEAKER_02:Yeah, my b my friend was like the Queen of England died, and a few days later everybody was just like um what's for lunch today? Right, you know, that's right. Because you're right, dude, they're not they don't care. They're everybody's worried about themselves, so you could post whatever you want, and they might be ha ha, that's funny, but they're not sitting there thinking about you.
SPEAKER_04:And your haters love you. I mean, they're talking about you. And I I I can't even tell you how many top producers I've been able to build a business with, thanks to my haters that have been like, look at this guy. And then next thing you know, I get uh more eyeballs, they tune in, and then two months, six months, a year, two years down the road, we end up connecting and doing business together. And it's like, oh, how did you meet me? Oh, you know, actually, this guy was saying bad things about you, and I started looking at your Instagram, and then I thought it was funny, and you know, now we're here.
SPEAKER_02:Yep. Straight out of Compton, that scene where they get sued and they the government says how bad they are, and then they're like, All pub all publicity is good publicity because they sold a record amount of albums that week. Yep.
SPEAKER_04:Yeah, and and that's where like if you've heard anything about FFL and blah, blah, blah, get like, just show up to convention on January 28th. It'll be the best thing you ever did. You'll thank me for it. The first thing I thought when I was at Ignite on October 3rd is why wasn't I in that room in 2023 and and privy to this level of leadership, to this opportunity, to the energy in this room to all of it. So gotta be in the room and you gotta be in the right room. And there's so much opportunity in America, you know, it's it's a blessing, but it's also a curse because you don't really know what direction to go into. And at the end of the day, people end up joining the person that spends the most amount of time with you. But you have to understand, like uh uh Hayden, Nina, they're not gonna spend more than 15 minutes convincing you of anything. So you got to seek and you shall find. You got to show up, do your homework, and and before joining the next little IMO or or getting the best, you know, margin or or whatever it is you're gonna do, show up to check out this opportunity on January 28th in Dallas and see it for yourself, baby.
SPEAKER_02:Cool. All right, bro. We're gonna do this again with some updates. So I'm I'm excited to see what we build together. Um, one thing I want to say before we wrap it up the thing I'm most impressed with you about is the fact that you're super humble.
SPEAKER_00:Yes.
SPEAKER_02:Coming into a new industry, even though you've been successful before. And that's rare. You don't see that.
SPEAKER_04:Oh, we'll see. Time either promotes you or exposes you. Um, I I think you have to have a burning desire uh to actually add value. You guys have given so much thus far. Put your best foot forward, and uh, I just want to be able to reciprocate. And you got to stress for success, you know. This stuff doesn't happen on its own. Like you you gotta just make sure that you're doing your part. You know, people will show up for you when you show up for yourself, and and you can't just like it's I I have guys that'll randomly call me on a Sunday because they're finally ready to like look at something and and they don't understand it. And it's it's like, bro, where were you on Monday morning at 9 a.m.?
SPEAKER_02:Crazy. All right, guys. Thanks for joining us, and uh, we'll update you with this new journey with this new team. See you guys.