Why You Want to Focus on Big Problems

Most people are going after this very small percentage of prospects that have a need, have time to meet and then also are willing to make a decision. So I would be almost creating a problem there to solve if there's no one. If they have good insurance, since like, well, they've had term insurance for four or five years, I probably couldn't beat that rate because they were healthy when they got it. And so what you're saying is the reason you want another reason you want to focus on big problems is that if all you have is, you know, someone else doing a poor job, that's not an effective strategy.