You end up investing in an unlimited number of "producers" that work for your 24/7, 365 days a year. It's hard to see now, but most of that work will only get better with age and create an unthinkable compounding education effect. That effect will make it almost impossible for the people you want to do business with to not pay attention to you. Because if you've identified them correctly and committed to completely solving their problems no one else stands a chance. That's what I talk to Mike Crowley, of Crowley Insurance, about as he's looking to make a big bet to start 2019. P.S. Join the Agency Nation Newsletter to learn how to keep playing the long game.