Medicare Evolution & 1,000 Client Blueprint: Elena Scofield & Christian Brindle

0:00 This program is designed to provide general information with regards to the subject matters covered. This information is given with the understanding that neither the hosts, guests, sponsors, or station are engaged in rendering any specific and personal medical, financial, legal counseling, professional service, or any advice. You should seek the services. Of competent professionals before applying or trying any suggested ideas. Attention to individuals, families and caregivers. It's Medicare Hour and More with Peter right here on k for HD Radio. This is the podcast for all types of insurance solutions while specializing in Medicare. Because we Medicare. Here's your host, Peter R.

0:49 Joseph Bay, Good morning, Good morning, Good morning, and I hope everyone's doing well. Sorry we're starting a little bit later today. It's my fault. I have got some So what we usually do, We do have guests that come on live from time to time, but we also have guests that have to tape their sessions earlier, and so we want to make sure we get those videos set and so it's taken us a while to upload those for today's show that we are excited to have you guys join us. We have an exciting show today. Just remember we are live on K four HD Radio as well as our Facebook page Joseph Insurance Broker LLC, as well as our YouTube channel. It's at Medicare Minute with Peter, So do find us on there. You can make some comments, ask questions and we will respond back in real time.

1:46 We are excited to have you guys. So today we're going to have a couple of clips. One is going to be a clip about how I broke through one thousand clients. If you don't know, I've been doing this for about almost ten years now. I can't believe it's been ten years, and it's it's taken a while to you know, get that status going and to get the amount of clients retained. It's been a lot of hard work. But we want to, you know, obviously share that success story with all of you guys. We do have our audience to our agents as well that listen in and so if you're interested in joining our agency, that video is definitely for you. We also will have an interview with Elena Schofield. She is the owner and CEO of Scofield Insurance Consulting out on the East Coast and so she's got a lot of knowledge twenty six years experience in the medicure space. I'm excited to have her on the show as well. So we're going to show the Elena video first and take it from there. Good morning everyone that we want to welcome Elena to our show Medicare Hour and More. We are so glad that you've joined us this morning. Elena, You've built an incredible career twenty six years in the insurance space, public speaking, Forbes Recognition, Who's Who, Women of Influenced, and recently featured in Influential

3:18 Women magazine Wow. So what is great is Elena and I actually connected through social media. So that's how strong this space is. We all have similar colleagues in this industry. The reason I'm bringing Elena on is because she has so much knowledge in this space. I think it's important for our audience to hear what you have to share about your experiences and your opinions on what's going on. All right, so thank you so much for making time for us this morning. My pleasure. All right, you're not having me, Peter. So Elena, let's let's take it all the way back. How did you get started in this business. Great question. So let's go down to let's see trip down memory lane. Nineteen ninety seven. I got licensed with Health and Life and yeah, I was young and just ambitious to get started. I was hired by Connecticure and I did pretty well. Then I moved on to Kaiser Permanente.

4:27 And this is when Medicare Part C was created. The Balanced Budget Act created Part C and so it was new and new to Connecticut. I jumped all over it. I did quite well at Kaiser. I was their top agent, and I loved just helping people because that's really what we're doing. Right. So from Kaiser. Kaiser is a staff model, so it was not popular here in Connecticut, Peter. The staff models are more popular where you're located out West California, Colorado.

5:10 But in Connecticut, Connecticut, the beneficiaries liked their own doctors. They don't like to change. So Kaiser left West Hartford and went back to I believe, back to California. So I left the Medicare space for a little bit, but I stayed within the insurance space. I started to sell long term care insurance. Wow. And so that's when the products were not as expensive as they are right now again I'm helping people. I love it. I did quite well. I think I went in March of what was it, two thousand, they gave me a word for top sales. So I said, you know what, I'm going to stay in the insurance space, even though the Medicare Part C business had kind of quieted down for the most part. Well after that, let's see, let's go to two thousand and three, and that's two thousand and three we're going to when Part D was made into law, and so I started working out Wellcare, and Wellcare was known mainly for decent products, HMO products, Part D products. So that was an experience for me

6:41 because it was quite different. Each company offers its good and bad right, right, And so as much as I love helping people, sometimes the D snip segment of the population, I tend to change over five dollars, right. So that created an issue with rapid disenrollments and such. So now we're going to let's see twenty ten ACA. Okay, so the Affordable Care Act. Well, before we go to the Affordable Care Act, I want to share that from Keiser I did, or I'm sorry, from wealth Care. I went to ETNA and at ETNA, I got the best training for delivering profitable medicare presentations and Medicare one on ones, so I you know, polished my skills and I honed in on just presenting the best that I could, and public speaking I love to do. So I thought, you know, this is great, because isn't it better to get in front of an audience that has twenty thirty forty people?

8:07 Right and back then, well back when I worked at Kaiser, it was like forty fifty people and we could offer dinners back then, right right during a sales presentation. So I did. Quite well, awesome, awesome. And I loved it. I said, you know what, this is it. This is my passion because now I'm helping people doing public speaking and I get to entertain them too. Yeah for sure. Yeah. So you know the seniors love it. I love on them, give them gifts, education and it's all for free.

8:48 You know, they absolutely loved it. So now Etna in twenty thirteen, that's when I left UTNA, and that's when ACA was already in effect, the Affordable Care Act, and I went to Excess Health and I was top broker in twenty fourteen. I did really well and at Access Health. A lot of the people that I helped at Access Health stayed with me. I kept my book of business. They followed me to this day. I have over one thousand clients and a lot of the people that I met through Access Health, they were p sixty five. Well they were turning sixty five in a few years, so I was able to capture them right from under sixty five to then going transitioning to Medicare. So that was a beautiful thing. So my books started to grow exponentially, and I just said, okay, twenty fifteen, I said, that's it.

10:05 That was my defining moment when I was able to deliver medicare experience to my ACA clients and I knew that I was able to do both and you give the best that I could do. So that's it. Wow, Well that's a lot, So I mean, yeah, appreciate everything that you share. I mean, that's You've been all over the map. You've been with a lot of major carriers, so you definitely have a lot of experience in this space. What do you think, like, you know, you've been doing this for twenty six years. What's the biggest shift right now?

10:47 You think in the Medicare industry space, what's what do you feel like is going on maybe the last year or two that we should be aware of. So with all the changes since doctor Oz came on board, which I'm not political, but there's a lot of changes that happened, Medicare advantage for me was my baby, and I built a huge book off of Medicare advantage plants, and I did some Medicare stops also, and I did some ancillary also known as necessary plants, that's what we're calling them now. So I did that, but Medicare Advantage I started seeing a shift in twenty twenty four where the plans started to pull commissions at the last minute twenty twenty four and AEP twenty twenty five in Connecticut, especially where I was sitting at a table no Lie October thirty first, getting ready to you know, button up the sale with two ladies. On November first, I get an email, you know, we're that's it, We're pulling commissions and I'm not going to mention the carriers because you know who they are. Yeah, And so that started happening, and I didn't have many carriers to offer. I really

12:20 didn't Connecticut, was you know, we had some national carriers here, but they started to pull that and so I had to start pivoting and start thinking on my feet, Okay, if I can't offer this, I mean, I'm going to offer what I can and what's best for the client, because that's what brokers are supposed to do. That's what I did all my life. But then you have to really balance it out and say, well, if this carrier is in pain and that carrier is in pain, and I'm left with XYZ carrier, what do I do? So I started to just really think hard about it and say, okay, meds up plus the necessary plans plus Denlin Vision is now the way to start shifting focus.

13:21 Yeah. So in twenty twenty five, my book was mostly many cure Advantage, but I'm selling a lot more medsups now. Wow, okay, that's interesting. I know. I mean every state's going to be different. You know, out here in California it's so competitive. We're still I mean, I do sell some of the ancillary products or the necessary products, but because max out of pockets are so low out here, it's it's a hard sell because people think, well, I'm not going to be paying too much out of pocket on these plans, right, so I don't really need to worry about cancer or heart issues or you know, anything like that.

14:05 So I get it. Yeah, Connecticut knacks out of pocket sixty seven hundred and. This is a big difference in out here. It's like two hundred dollars. I mean that's a huge Yeah, it's a big difference. Yeah, we live in a very it's an expensive state. It is. Cops are very high for the seniors, so it's tough for them, it really is. It is. And I you know when because we sell thirty three states, so we you know, and I know you're probably licensed in how many states are your licensed in? Fourteen fourteen? So I know, you know, when I come across a state, I'm like, wow, there's not many plans out in your area. When I'm looking at California, it's like a pluth row. I mean, it's it's crazy what it is. Yeah, we are.

14:55 I'm kind of jealous. Yeah yeah. Yeah. So so for audience understands, every market is different and a broker has to they have those challenges. You've got to maneuver and pivot and figure out what's the best for your client. So yeah, and that's sure. That yeah, yeah, for sure, for sure. So just in your experience, what's the biggest mistake beneficiaries make you think when they're going into the medicure space. That's a great question. So what I'm finding is that my clients will call me and say, Elena, could you help my sister out? And this just happened recently and during OEP, and I said, sure, what's going on? She goes, well, she picked a plan by herself, without a broker, without an agent, because she thinks she could do it. Well, come to find out, she didn't do her homework and it didn't cover some of her clients. And so, I mean, it didn't not cover some of her providers, and she didn't know that. She just she just chose a plan.

16:08 And I said, well, you know I could help her. I'll research all her doctors, her medications. That's what I do. And I asked why would she do that? She goes, well, she just worked all her life and she's parentallegal and she thinks she could do it. But I have clients that are dentists, doctors, lawyers, and they say to me, this is complicated. I don't want to do it here you take it sure for sure? Well, and you know, and you realize too, that we don't get paid like by the client. We get paid by the insurance carrier. So a lot of my clients always go, so what do you charge? We don't charge you anything and for your benefit, right.

16:51 And they don't realize when the company pulls the commission. You know, they don't realize this is education and it's free knowledge that they're getting. It is for sure. Yeah. So well that's a great example that you brought up. So I'm glad you brought that up. You know, we we think it's easy to do it by ourselves, but it's not complicated. It's not. And you need to know prescription costs, formularies, doctors, you name it, right. And they always assume that the formula is going to be the same from year to year or carrier to carrier. That's not the case. And I tell him that during my educational classes, and they look at me. I said, no, just because you know X y Z your diabetic drug is, you know, on Ethna's formula like novologue. Let's take, for instance, but make a be offered at United Healthcare vice. First of all, they have their own formulas and they they're kind of shocked.

17:57 Yeah, so true. Now that's a great plena. So here's a here's a big conversation topic. What should clients really be thinking about when they start their process is you know you're because we've already been talking about advantage party supplements. There's so many different scenarios that you can choose from right right. What are things that they need to be aware of or what are some red flags out there? So, as you know, Peter, a lot of the Medicare advantage plans are eliminating a lot of these extras like the OTC over the counter the food card is basically going away unless you have a chronic illness. And so these are all things that are happening. A lot of a lot of clients are calling me saying, what happened to my OTC? H did go away? Remember? I sent you the summary of benefits? And of course stay forgat right, do a thorough presentation. I send them the documents, whether it's PDF or the book, and they will forget, so you have to tell them again. And during OEP I always reiterate these things. I'm like, yeah, okay, did you get your card? Yes, Lena, I got my card.

19:23 Thanks. Did you review your benefits? Your OTC's gone way? Oh it is they're shocked or dental what it's just preventive. No, this is how they react and oh you forgot. Okay, so let's take a look at some dental options. Do you want to try perhaps dental supplement to cover your dental needs? Yes? And then I position myself and I pivot to the necessary plans. Let's cover some of those high copys. Because in Connecticut, hospital co pays went way out. I don't know how Cali, but in California there's through the roof.

20:08 Yeah, yeah, no, I mean California is uh, it's still mainly zero's across the board, believe it or not. Hospital, yeah, can you believe that? I guess it is so competitive out here. But you know, the reason too is cost of living. I've know in Connecticut, Connecticut is an expensive state. But here in California too, cost of living is is nuts. A lot of my clients are leaving California because of that. So going to. Austin, Texas, yeah exactly. Yeah, so it's kind of give or take. You know, cost of living is so high. That's probably why these plans are so low in terms of costs and copays and all that they're they're able to do that for whatever reason. So but yeah, it's a bit difference.

20:55 Difference. It is, it is, it is for sure for sure. All right. So before I go into our next question, I'm going to share my screen here. Okay, you did get a pretty cool award. Let's see if I can show it here. There we go. Can everyone see that? Oh? Thank you? Yeah, I mean, week. That is a great accomplishment. So yeah, I shared earlier when we first started. I mean, you've gotten so many accolades. They've definitely done so much good work, Elena, And obviously you care mentally about your clients. We can tell by that.

21:38 And then you were saying you might be in the Wall Street Journal coming up soon too, right. Yeah, that was confirmed today. Wow, Well congratulations on that. Obviously, you know you're getting these awards. What sets you apart from other agencies out there? Other agents? What you know? Is there something you're doing that other agents aren't doing, or some agencies aren't doing that are making you more successful? That's a great question. I don't know. I'm gonna say this my work ethic is. My husband says, I don't know anybody that works harder than you. I worked fourteen hours a day straight during this past AEP, no joke, you know. I get up, I do my meditation, I do my exercises, and I hit it hard. And this particular year was crazy because we had PPOs pulling out and plans stopping commissions, so I had to pivot and juggle many balls in the air. So work ethic. I don't know how their people work, but that's how I work.

22:59 And throughout the year year I'm doing Medicare dinner events or just Medicare one on ones, and I do them throughout the year, and that's how I get my pipeline full all the time. So I get I do some print ad, I've got billboards, but I'm constantly out in the community just giving my presentations and my clients refer to me. I have business partners that refer to me, so I'm always going. Yeah, for sure, for sure.

23:40 So if you're not doing that, you're not going to get the business because it's not working during AEP. I mean we're not part time worker, no, but some agents think this is a part time gig. No, it's not. It's full time. Well, and I love I love one. What you see on the social some agents going, oh, AP's done, now I can relax. Well, unfortunately, no you can't. No, I was at CAPCON. I haven't done my vacation yet because I'm busy now with just catching up because after my fall and CAPCN, so it's been hectic. So it's it's constant, and you know it because you're very successful.

24:26 I don't know what the other people are doing. But this takes a lot of effort. You got to work smarter, not harder, and you have to build trust amongst the community and amongst your clientele for sure. For sure. Well, Elena, we're going to have you know, obviously we're not live right now, but we're going to have a banner scrolling across the bottom sharing your information. What's your website? How do people get a hold of you? My website is Gofield and Sure Consulting dot com. Okay, and you'll see all of my services plus all the accolades on there.

25:10 Awesome, awesome, And you're servicing fourteen states? Is that correct? Correct? And do you have agents that work underneath you? There are agents. There's three in Connecticut. Okay, that's what I had during AEP so okay, perfect, okay. Okay, I just want to make sure I didn't want to interrupt our whole session by this. But obviously you know, people aren't seeing it right now, but we'll have that information out for you, folks. Elena is a trusted colleague of ours. We inherently trust her, and she's been in this space for twenty six years. So if you're out on the East Coast and you need a great agent, Elena is your person, all right, So I just I wanted to say that before we continue to that of course, of course. All right, so you've obviously built a personal strong brand. What advice would you give other agents to establish and become an agency like yourself? Wow?

26:13 Okay, So when I read that question, I had to think for a minute. This business is not built in a day. So a trusted brand you have to, you know, just set your values and your mission and everything you do, whether it's privately or publicly, has to reflect your mission statement and your values that you hold dear. Because if you don't reflect that, they're not going to trust you, They're not going to come to you. And my clients see me on Facebook and they see my website and everything matches every thing I say. They go to the website to confirm it, or they see me at a senior center, so they know Elene is not BS in US.

27:10 Yeah for sure. Now that is that is really important that you got to be consistent across the board, right you do? Yeah? You can't be posting pictures of you at the bar, you know, being drunk and acting like stupid. Yeah, no, I agree. I agree. Oh well, so, as we shared earlier too, you've been you know, admired and recognized as among one of the most influential women in our industry. So what advice do you have for women building a career in this space? What is something that you would let them know that they can apply themselves. So the insurance space is was always predominantly male oriented, and now women are up and coming. So what I say to you women out there that are young babies getting into the space is you have to work diligently and just collaborate with as many professionals as possible, whether you're your FMO, other agents, you know, people like you and I that just met. You have to collaborate and build trust within the industry itself and people that will then start to take you seriously. Yeah, you have to, but you've got to be up on your compliance medicure

28:44 rules and rags. You have to be you know, your exams. You have to do it all. Don't think that you know, oh it's AEPL just work really hard. Then, No, you've got to be out there making the connections with professionals. Well, so how important are those relationships for you, Lena, not just with clients but other professionals. What kind of things have you gleaned? You know, obviously we're you know, I'm going to the Medicarians conference next week. You've been there last year. Yes, you just came back from a conference. You know, we're constantly studying, right, So what's important? What are things that you glean from these conferences, from meeting with professionals in your industry.

29:32 So I always learn from other people. I listen more than I speak, and I just take tons of notes at Medicarrians That's what I did, and I got to see a lot of my colleagues, well respected colleagues. I learned from other people. My FMO also great relationship that I've built with them. They've also done some great trains, So I hold that dear to my heart because they have really moved me up my FMO help me get to where I am. So if you don't build good relationships, you're not going to make it in this business.

30:19 That's a good point. And I hope our agents that are listening, whether they're my agents, your agents, or just agents wanting to know how to grow. I hope you heard Elena loud and clear, because that is really important. Yeah, don't burn your bridges. Yeah, oh, exactly exactly. There is so much business out there. You know, there's no reason for us to fight against one another. We're all in this together, right, right. It's better to collaborate than compete. And that was one of your questions. That was that was you nailed it right there. So how do you balance a national presence with being grounded and connected locally? I mean, obviously you're in fourteen states, you go to these national conferences, but I'm sure you have a huge foothold in your own community. So how do you balance all that?

31:13 That's great question too, How do I balance? I just I'm very organized and I'm good with time management, so I know that my community here in Connecticut. They know me. I get tons of referrals from them, and my professional business partners, I get a load of referrals from them, So I am constantly there also helping them. Like I have my P and C guid, I give him tons of referrals and key reciprocates. My clients do the same for me. So I'm always in the community helping, helping, and then nationally, I just tried to stay on top of all these conferences, like I was at miss Medicare in twenty twenty four, Capcom this past year, Medicarreans last year.

32:10 So I tried to go to many of them. I hope to go to HAFA because they're doing great work. If people aren't aware of halfa what is halfa? Like? What do you? Oh? I'm sorry? Okay. So in our space Health Agents for America, Renel Nolan is the CEO. She fights like a bulldog and constantly on the hill fighting for agents compensation. So shout out to Renell. Yes, and Nabib does also fight for us, but also is for the carrier's carrier reps as well. So I'm a member of both.

32:58 Okay, perfect, perfect, all right, So let's put some serious stuff aside. Real quick, what kind of things do you like to do personally outside of work when you're not doing this? Wow? So I love to travel, so vacations are important, and I'm planning, you know, to see my son in Fort later deal and then possible from there. Yeah, very cool, very cool. And last year where were we tricks and Caicos? Hey, I was there two years ago. Oh my goally that place is. My family loved it. It was amazing. I felt like I was on Giligan's Island. It was so remote.

33:38 I know. I love the fact that three steps out of the hotel room I was on the ocean. Yeah, it was beautiful. It was very beautiful. Yeah, I agree. I agree. The year before I was in Costa Rica, so I did the jungle thing now favorite. I like the monkeys, but like other Yeah, the monkeys were cute. They would jump into the garbage and pick up their food. Oh my gosh, that was cute. Yeah. Yeah. So I love to travel, I love jazz music, I love to exercise, and I love art. So now I'm creating lots of AI art, which I love.

34:23 To Oh awesome, awesome, that's very unique, very cool. Yeah, all right, all right, So we're going to have a rapid fire here with you. You can answer, you don't have to say why. You can if you want, but you can just keep it short. So first thing, one word to describe today's medicare industry chaotic. I would agree with that. Biggest myth about medicare. That it covers everything. Yep, most underrated opportunity for agents right now. I believe that they're not selling enough of the ancillary or necessary plans. For sure, and I think they're not doing the client justice by doing that, right.

35:08 Right, they're not because there's so many gaps, like the hospital copas, which they're very high in Connecticut, not so much in Cali. But and hospital indemnity plans are so important. You know, I just sold a nice heart attack plan along with the hospital indemnity. So those are great plans to help your client. Yeah, yeah, yeah, and they're going to love you for it. They will, they will, Now, I know I have a feeling I know the answer to this. But social media are referrals, which builds stronger trust for you. Referrals. Yeah. And then if you had to start over today, what would be your first move?

35:54 Be independent? Yeah? Yeah, because that was why would you say that? Well, what's the difference. When I was captive, I could only offer, you know, their portfolio products. So I was very limited. And when I was out doing educational events, they would come to me and say, oh, is that all you offer? And so that was that was a bummer because I wanted to offer other products but I couldn't. I was captive, definitely, all right, And then what is one habit that's contributed most to your success?

36:42 Being disciplined? Very structured and disciplined. Awesome? All right, so we are going to have this final takeaway, Elena. I appreciate really you're making the time for us. We've we've had it was, Hey, we've had some great conversations. I wanted to make this interview a little bit longer because I only have you once on our show, So okay, I want to make sure you're you're. I'll be glad to be on again if you Yeah, we'd love. To have you, you know, down the road, whenever you're free. I know, especially that you know we're all busy, but you've already shared quite a bit of information that I think is going to be helpful to our audience. So thank you. So much for that.

37:28 Oh, you're welcome, of course. So if you're a client or an agent, what if someone's listening today wants to make better decision in today's betecure landscape, what's the one thing they should focus on. Finding a good broker or agent. Don't do this by yourself. I agree. You don't want to shorthand this process at all. Absolutely not. Yeah, it's difficult to navigate for for sure. All right, Elena, Well, thank you so much again for coming on our show. Oh it's a pleasure, Peter, great conversation.

38:11 We obviously love to have colleagues like yourself with the expertise sharing that knowledge with others that are listening in This is our seventh episode that we're doing and it's taken off. We've had over twenty two hundred views on a couple of our episodes, so that's excellent. Congrats, thank you, Thank you so great that. Peter. Well, it's it's people like you that make the show work. So I appreciate you. And is there any last words that you want to say before we hang up. No, just keep up the great work. And if anybody is in Connecticut and wants to find me, go to Schofield and Shareconsulting dot com.

38:52 Thank you so much, and we will have that information during the interview process while it's being broadcast live. So just look at that banner scrolling on the bottom. It will have Elena's information, her phone number, her website, and again, if you're on the East coast, please please please look her up. Thanks so much. Hi, great, you too, thank you. Oh right, well, I hope you enjoyed that clip. We just had her on one time, and so we wanted to make sure that we got her plenty of airtime. And you know, obviously we all go through different journeys in this business, but we're all here to help you guys out in the Medicare journey. We are running out of times since that interview was long, so we are going to show the next clip next week of how to Break a Thousand Clients, my interview with Christian Brindle.

39:49 I do want to share just a few of our sponsors. Schofield and Sure Consulting is one of them. Everything Senior Insurance Lead Heroes, Johnny Alagna, realtor with exp He's a big sponsor of ours. All these sponsors make this show possible and we you know, give you all thanks, and kdos I Shop. There's another one. It's a mystery shopping company. So you know, definitely look at our past episodes and look at these resources where you can use them for yourselves. We only bring guests on that are reputable and that we inherently trust and that we've done work with, or that our colleagues have done work with, and so we want to make sure that you hear that loud and clear.

40:36 We wouldn't bring anyone else on our show that we don't trust. So but just to close out, I, you know, I hope you guys are getting a lot of great information about the Medicare process and the industry. It's definitely a chaotic process. It changes every year because of the CMS regulations that we have. Just this next year, I mean, what we learned from the Medicaaran conference is that we used to have to wait forty eight hours before we could conduct an appointment with you guys. That is actually going to be going away next year, which will be awesome because that just confuses you guys immensely. Why do you have to wait forty eight hours? It just doesn't make sense. And so that'll be nice that we can conduct.

41:26 What's called the scope of appointment gives us permission to talk to you about the benefits right then and there when we meet with you. So we appreciate that that is going away. We also are going to be hopefully seeing you know, some good things coming out. It might be a shaky market again this next open enrollment period, but that's why you want to go with a trusted agent like myself. You can look at all our resources on josephinsurancebroker dot com. You can send an appointment with us. Again, all our consultations are free. We want to make sure that you understand the ins and outs of this industry and in the ins and outs of this process, and so any questions that you might have, we would be more than happy to sit down with you guys and answer those questions. And if you're an agent who's looking for a new home, you know, obviously check in our episode for next week we will have that clip of the one how to break one thousand clients and how to keep those clients under your belt. It's all about relationships, right.

42:31 We don't want to be a transactional broker. We want to be all about creating relationships and maintaining those relationships. That's how you grow your business. So thank you again for listening in and we Medicare. Thanks for listening. Tune into Medicare Hour and More with Peter every Tuesday at nine am Pacific time right here on k for HD Radio at k for HD dot com for more real life stories from experts who medicare about you and protecting your health, your finances, and your future. See you next week.