With the goals that I was given in my last position, there was really just one main goal that all of the new agents are put up against. That was the successful agent. So to be a successful agent, you have to get a certain amount of APCs. APCs are kind of just your commissions. So you need to reach a certain amount of commissions in a certain time period. And once you hit those criterias, you are a successful new agent. I did meet that, but I knew that if I wanted to meet that, I couldn't just focus on this one goal that was put on me by my employer. I had to set a standard of smaller goals that I set upon myself that would ultimately lead to that bigger goal. So what did those smaller goals look like? I have them memorized. I believe if you don't have your goals memorized, that they don't serve you any purpose. I wrote them down and I have them memorized. I was making 100 calls a day, which translated to about, sometimes I wouldn't make any appointments. Sometimes I would make six appointments from that one day. As long as I was getting about two appointments per day, that would average out to about 12, 14 appointments per week. Of course, a lot of averages would play into that. But my first goal was just 100 calls a day, two appointments a day. With that came the next goal of $700 commission per policy per week. So breaking down this big goal of new successful agent into these smaller goals is what helped me to ultimately reach that big new successful agent goal.