How I Transitioned From a Broker to a Leader

I was not very, very good at brokerage. I was definitely not in the upper quartile of brokers in the business. What I recognize pretty early about brokerage is that it is an extremely difficult business. It's just psychologically this idea that no matter how good you do in a year, you wake up January 1st and your guaranteed income is zero and you start over again. From that moment on, I just was like a duck to water. I enjoyed leadership. Yeah.