Typical Work Week For A Solo $200M Producer | 7 Figure Annuity Sales Podcast | Ep. 124

Welcome to this week's podcast. I am Chad Owen.

Well, let's do that again, because we.

Did this last week, this whole, like. Well, I'm kind of important in the industry. Here's Caleb. He's not important at all.

Okay, well, we do need to leave that in. Yeah. Okay. Ready?

Hey, everyone, I'm Chad Owen. Welcome to this podcast. Here's my sidekick, Caleb north, and we are going to knock it out of the park today.

Oh, yeah.

Or at least we're going to try. If not, we're going to act like we know what we're talking about. So you're going to act like you know what you're talking about.

I'll throw in some. Some pepper every once in a while, and you can be the. You can be the talent here. How about that?

Well, that's the salt. That's the.

Okay, I'll throw.

Salt of the earth.

Yeah, I am.

I am not the salt of the earth, actually. Are we. I think we're called.

We are.

We're called to be the salt of the earth. Anyway. Wow. Okay, back to this week's message. Go ahead, Caleb.

And, well, we're going to talk about your typical work week. Chad, kind of outlining and breaking down. What do you.

You are not read.

Talk about my typical work week.

Let's say typical work year, any work week is generally how it works.

What do they say? Days. Days go slow and years go fast. Or something to that effect.

Huh.

It's interesting, right? Because sometimes days, they can just drag on.

But interesting concept.

Very simply profound and profoundly simple because.

2020 feels like we've been stuck in a torture device. But, man, the days and the year is going slow. But I'm like, almost. We're almost at the end of 2020, and Lord knows I'm ready. I'm ready. Unless I saw something just the other day. It said, I want to see the terms and disclosures of 2021 before I agreed to going into this year. That's kind of how it's been. So shoot, let's go.

Yeah, let's do it.

So what.

What does your typical workweek look like? I mean, on the annuity side, specifically? And for those of you that don't know, Chad understand he's riding his annuity premium, simultaneously running six other companies, which is. And still branching and still growing. And those are growing. And so it's quite an interesting and unique situation that Chad finds himself in. But in the midst of that, obviously still riding remarkably high annuity production numbers. And so that's What I want to kind of focus on today, Chad, is your annuity business specifically and mapping out kind of your weekly time slots and what you do in those.

Yeah, it's interesting because I do think about what you do at times and it is kind of overwhelming. But the reality is, you know, if you're deliberate about everything, it's amazing what you can get accomplished. Now I'll tell you, you know, some weekends, just this last weekend, I literally sat on the couch probably three hours, if not four hours, two days in a row and that never happens. But I feel like my batteries are about as low as they could potentially get. So, you know, but the reality comes into because I do, I own seven companies in a non profit. I'm actually about to start an eighth company and that's actually going to expand into a technology development company. And it's, it takes a lot of time but I look at what I get to do and, and this is the crazy thing. Mondays from 4 to 7:30, that's when I'm making my calls. Tuesday, Wednesday, Thursday, I'm running appointments. Friday is a potluck day. I mean whatever needs to be done, pending business. Oh, also before make my calls, I prepare for the week. And so if I have appointments I met with last week or that I haven't met with yet, Mondays is when I put together illustrations, my kits, everything. I put that together before I make my calls. That also means sometimes when I'm done making calls at 7:30 at night, that means I'm here till 8:30, 9:00 clock at night, 9:30 at night, preparing for the appointments that I just scheduled for that week. So Mondays can turn out to be long days when everybody's gone. I'm still here a lot of times. And God, I hate this daylight savings. It makes it feel like I'm here at 2 o' clock in the morning. You're going, man, it's only 9 o'. Clock. But it feels like it's 2 o' clock in the morning. It's been dark for sunset at 5 o' clock in the day. It also makes it challenging for hunting too. But anyway, so that's a typical work week for me. Now it never ceases to amaze me the number of agents that go well, so you do all your pending, all your own, all your case prep, all your own appointments, setting phone calls, everything. Yeah, I do. But when it's that time, like I do not schedule appointments on Mondays after 2 o', clock. Right. Every once in a great while when I say once a Great. While maybe once every six months, I might do a Monday morning appointment.

So rare.

Sure.

Because Mondays and I see agents and I tell them that. And I tell them that. I tell them, make Monday your calling time. Don't schedule appointments. Let that be your prep for the week. And then I call them. I saw my, even my inner circle people, they'll call me. Oh, hey, I was on an appointment. It's 4 o' clock on Monday. What are you doing? Run an appointment. It's now when you have very few leads, I get it. But when you have a bunch, you gotta have a designated call time. So that's, that's typical week for me.

Yeah, well. And it seems like it comes down to kind of trying to bunch a little bit. Right. I mean, if you've got. Because you have leads come in kind of sprinkled throughout the week.

Yeah.

But for you to mentally get into a place where you're ready to call a lead as soon as it comes across like that just. You would be jumping around all over the place. And so you take all your leads and bunch them.

Well. And I actually, I have a thought process behind this. So I go to the Internet and I put in this information and you, the agent, call me back right away. Are you just like sitting around doing nothing, wait for that lead to come across? Are you that free with time? And I just tell people, I'm just saying, I'm sorry, I just don't have time during the week to call. So that's because I'll have somebody, maybe the lead came in on Tuesday and I'll call them till the following Monday. I said, I'm sorry, I'm very busy during the week. I run appointments Tuesday through Thursday. So I make my calls on Monday. I just said to be very deliberate with my time because I am a very busy person. I am one of those people that I say, hey, I don't know if I can squeeze you in next week. It's because truly, I don't know if I can squeeze you in next week. I have things three weeks from now. I'm even saying, yeah, when I was trying to schedule a doctor appointment. They're going three weeks out, four weeks out, and like, hey, I need to check both my calendars to make sure I can do that. So. So it's very deliberate, very, very focused. But you know what? Very rarely does my family ever get sacrificed for that. I mean, when it's weekend time, Sundays, it's family time, Saturdays it's mostly family time. Every once in a while in the morning. On Saturday, I might have to work for a few hours. But that's not my annuity business. That's everything. I mean, that doesn't involve the amount of ministry I'm involved with. I'm heavily involved with the leadership of my church. And I'm able to just put. Pour into them. They're able to just share things and that's literally whenever they need to talk, I'm available for that. So that didn't include any of that.

Right.

And then people will reach out to you on social media having some issues or problems, whether it's marriage or family. I mean, if you would be amazed, what is that? 164 hours in a week? Well, I guess it'd be 24 times seven. Think we'd be whatever 24 times seven is. I think it's 164 for. Yeah, but either way, even if you're sleeping seven hours a night, which once again, that's a major accomplishment, but that's still only 49 hours. And so you. Minus the number of hours that are in a week, you have tons of free time. So I just choose to keep it pretty busy. Now I do make sure I do have some rest time in there, but also part of my rest time is my drive time. A lot of times people ask me, why do you still run to people's houses? I cannot stress the importance of the hour drive time, the two hour drive time, three hour drive time a day that I can just put on my podcast, my worship music, my audiobooks. I mean, I'm a very slow reader, but I can generally retain information very well, audibly. Sure, my wife may differ.

She would argue against it.

It's when I'm focused, you know, I mean, when that, when that elk is about to get shot on tv, I'm not hearing anything that's going on around me. It's just, just how it is. I'm focused on that. But you know, just be very deliberate in your time. When it's steady time, study when it's. I mean, when I'm driving, that's mindless time. A lot of times where I'm just able to kind of relax, absorb information, but be deliberate on everything.

Yeah, and that's the key. It's. It's being present. And that's the kind of. The thing that just kept coming back into my head as you were talking, Chad, is just this idea of whatever you're doing at any given moment, I'm 100% in on this right here, right now, whether it's a team meeting with all of us in the office. It's 100% I'm in this right now. If it's calling leads, I'm 100% I'm in this. If it's hanging out with your wife, it's 100% I'm in this. And so it's. It's just consistently living a life of presence. I'm gonna be present everywhere I go.

I would. This was. Happened maybe 10. 10 years ago, went on a date with my wife, and I was like, man, you know how sky skid at times. Hey, that was a great date, man. I was like, Rico Suave right there. You know, just everything was clicking perfectly, and we're driving home, and I said, hon, did you have fun on the date? And she's like, yeah. I'm like, oh.

That means no.

She goes, no, it was a great day, but you're on your phone a lot. So now when we go on dates, I mean, that phone is gone. If kids want to get in touch, they're gonna have to talk to mom because I'm not answering calls. I remember. I actually. I just did this. I went out on date. This was two weeks ago with my wife. And I had Josh reach out to me, which was VP of operations. And then I had one of my agents reach out to me, and I. For whatever reason, I answered the phone, and both of them, why are you answering your phone? You're on a date. Both of them, that's pretty good. And I'm like, man, you're so good. But, you know, it was a very important topic. Very important subject. We had to. But, yeah, generally, I'm not answering that phone. I'm with her. I'm gonna stay with her.

So I heard an analogy one time. This guy compared a man's brain to a woman's brain, and he used a eggo waffle to describe the man's brain, saying, we have compartments, and we're always in a square, and some of those squares are empty squares. So when a man says he's literally not thinking of anything, believe him. Now, I don't know if that's the case for you, because your brain's a little bit unique. But I could say, for me, I'm a woman using the spaghetti. The way he described the spaghetti brain for the woman was that everything was connected. There was all these different ways and nuances of ways that this connected to this, and that person was connected to this person in this big jumble of just.

So you're calling a woman's brain. A jumbled bowl of noodles.

No, of life. I said life. For on the record.

A jumbled.

The views and opinions expressed by this guy don't necessarily reflect the views and opinions of this guy. Oh, my gosh. Okay, so. So that said, revelations.

You should be able to, in theory, if you have a waffle brain, which I am guilty of. I have compartments that are empty. And when my wife asks me, caleb.

What are you thinking? You're in one of them right now.

What are you thinking about? And I say, nothing. It is genuinely, I do not have a thing going on in my head at that moment. But all of that to say. It can be easier sometimes, I think, for gentlemen to get into that way of kind of staying in the compartment that they're in right there in that moment. And whether that analogy is true for you or not, I don't know. I heard that analogy, and I thought it was absolutely hilarious. And the waffle made sense for every guy that I knew at the time. And the spaghetti made sense for every woman I knew at the time.

So for whatever that's worth, not much. Okay, next topic. What are we talking about?

Oh, yeah, let's keep going. Seconds count, Chad, Seconds. What do you mean by that? Because you say that a lot.

Say that all the time. Every second counts. I actually. I was up hunting recently, and we were actually tracking where to find elk. And as we have a limited amount, I mean, the sun's setting, and I stop and I take some pictures of the sunset. And my guide looks at me and he goes, you never miss a sunset, do you? It doesn't matter where we are. I'm taking that moment. I'm taking the phone out, I'm taking a picture of it, and I turned him. I said, you will never get the same moment twice, and you will never. So I can go back. And this is just how I am. I'm all about the view. I mean, I married a beautiful woman. When I stay at a hotel, I want to be facing the ocean or facing the mountains. When. When we're on a cruise ship, I want to make sure I have a balcony. Why? Because I all about the view. And I don't think I can honestly say if I miss the elk. Okay, fine. If I missed the sunset, I would have been more bummed. I mean, if you follow me on Facebook or Instagram, you can see I just have pictures. I have. I don't even know. I have, like, 70 some albums of pictures in my Facebook, and a lot of them are the view. And when you Stop and think about what good is it to push, push, push through life just doing the grind. But you don't take a moment to enjoy the scenery. And to me, it's not just about the destination. I'm not a very goal oriented person. I'm about a journey. That's where I get my thrills. That's where I get my excitement. That's where I really take a moment. It's the journey. Because you know what? I remember this movie. You're way too young for this, but I'm sure you've probably seen it, but. Chevy Chase.

Chevy Chase. Christmas.

Yeah. Where they went to the Grand Canyon.

He's the one that had the crazy Christmas house where he put the lights.

Yeah, that's a different one. But they're going on a vacation and their whole vacation is driving to get the Grand Canyon. And they get to the Grand Canyon and they all just sit there, put their arms around, okay, we've been the Grand Canyon. And they get up and leave. And that was it. I'm going. You could stare. I mean, just the different contrast of light during the day. What would you see in the sunrise versus what you would see in the sunset? Animals move in the sunrise, in the sunset. So there's a lot of things you miss when you just get that snapshot versus enjoying the entire journey.

Right.

You know, there's certain times in your life where it seems lighter or darker. There's certain times in your life where things seems clearer than not. But you know what, your view is always different. So I think it's important to just enjoy this journey. Absolutely. So that's where seconds count, come they do.

There was a guy in the office, Chad, the other day, he said time is a currency you can only spend once.

Correct.

And that's the reality of it. And when you think of it that way, it makes it easier to kind of prioritize those seconds and those, those moments throughout the day and truly being present. Because when you're on a date, when's the next time you're going to be on a date? Hopefully soon.

But time, there's also a currency that you can allow other people to hold the wallets and they can multiply time because you're giving them the resources. So therefore, while you're doing one thing, you got multiple people doing other things. So you're all enjoying more time with just someone saying, hey, here's we go back to mentorship. I always hit mentorship. Do you really want to take all the time it takes to learn what you need to learn and try and figure it out all yourself? Or would you rather just have someone that literally is writing tens of millions, 20, $30 million a year in annuities as an individual producer just literally laying out everything I have in sharing it with you? I mean, talk about wasting time.

Yeah, I don't need to waste.

I will always pick up a mentor. I mean, YouTube is a masterful for that. Sure. When I don't know how to do something, I've done some things recently that I never would have been able to do unless I didn't take time to watch the YouTube channel and figure out how to do it from an expert who's already done it. So sign up for our academy. Become a part of our marketing organization. Allow a real agent to help you in real life circumstances. To where? And I mean this with the utmost respect, but marketers are not in the field like us. They don't fully get it. Now that being said, I would not be near where I am without my marketer. So I mean, there's things he's done and able to do that I never would have been able to do. So it's an important relationship, but it's important to get the mentorship from someone who is actually in the field, just like you. The marketer is a support. So the marketer is actually someone who can sit there and support you in the journey.

Absolutely.

I hope this helps you guys and obviously let's knock out this year and you have a great day.

One more thing. Oh yeah, I just have to clarify. I don't think that a woman's brain is less valuable than a man's brain. I feel like I need to recover from that.

You cannot recover from this.

The funny thing about this uniquely different.

Is you are married to my daughter and I know my daughter, so you're.

And I know her too. And she has a brain that connects everything and I have compartments that are empty.

So you're calling her brain a bowl of noodles?

Oh my God.

Don't overcook your noodles. Anyway, have a great day and happy selling.