Highlight genuine scarcity

- What could be possible if you dig your teeth in and learn this stuff? - Well, there's a lot of things that we do, Pete, every single day that may not seem monumental, but they are very important to move the ball ahead in our job. And I will give you an example. In my former corporate life, part of my responsibility was to help with the recruiting of insurance agents to come to the company that I worked for. When we learned about the-- - That's not always easy. - Selling insurance doesn't sound like a great gig for many people that you might be reaching out to. - I have not yet met somebody who grew up and said, "I want to be an insurance agent." Everybody's got a story about how they fell into insurance, but it's actually a wonderful industry. And if you do it well as an insurance agent, it can be very lucrative. So they are usually looking for good companies to represent. And part of our job was to help recruit them.…