5 Steps To Make $100,000 PER MONTH in Insurance Sales (Recruiting Masterclass)

And it's just really about building an agency. And, um, I know a lot of guys have some questions, and you gave some amazing sauce during, um, the event that we did in Orlando, which was incredible. Just, uh, I think people had the wrong expectations of recruiting because I went back and watched some of that about like you were talking with, uh, I think it was Zach. He was like, I don't want to do it that way, I'm kind of trying to wait and do it this way. So I wanted to talk about that, but But also I have some personal questions about the logistics in regards to the backend stuff. When like what happens after somebody's interested?

You know what I mean?

Like, are they going into a pipeline automation? Are you going straight to a booked call or somebody reaching out to them? Like when do they actually, is it like a weekly business overview? Is there a Zoom call? Is there like a Telegram portal?

Yeah, I mean, dude, it evolves and has evolved for me, and I think it depends on the person, you know. I think if someone has no team relatively, don't do shit but pick up the phone and call people and learn how to do it, you know. I think so many people want a whole system and process and automations and CRMs, and it's just like agents, dude. They come— agent coming in, the first thing they want to know about is which CRM do I get, which dialer do I use, and which da da da, all these things. I'm like, just use your phone and call people.

Right.

Um, so for me, recruiting, I think at its simplest form, I'll say this, I think all systems are built based on doing things manually and learning how to become more efficient at it, you know. But if, if you, if you're trying to run a system and you ain't never recruited manually, dude, your system ain't gonna do shit. It's gonna be— it's actually gonna be worse because you're not involved, you know. So I, I steer people away from getting into systems, dude, and I teach people how to like do this legit. Like, this is a people business, and it's really hard to recruit people if you don't talk to people and, and, and handle things on your own, you know. So I think if I look back to the beginning, bro, early stages of recruiting, for me it was, you know, printing out something of who I wanted to talk to, whether it was a resume or a DM or something like that. And I was, I was handling it while I was driving around town, driving to work, driving— you know, I mean, it was just, I was just calling people. Um, You know, so I think in today's world there's definitely different ways to get people in, interested in what you're doing first. So I, I would say probably start there because I think everyone messes it up. And then we can get into systems and process stuff if you'd like. You know, I, I think at its core, um, the overwhelming majority of people don't share shit about what they do in the business.

Meaning like, on social media, what they do?

Yeah, no one knows what you do. Yeah, no, I mean, and what's the only way for people to know what you do? You either speaking to people in person, whether individually or in groups, or you're sharing it on social, you know. And I think, I think most people underestimate the power of building a brand, and that just takes time. I think I talk to people about putting stuff on social and they do it, you know, 3 times and then quit, and they get confused on why it doesn't work. So I, I think it's like, what are you doing to get people interested in working with you as a person, period, first? You know, um, so I, I, again, I think if it just as simple as sharing sales that you're making, sharing— you can, you can be entertaining or you can be educating for people, and if you're both, it's even better. You know, I'm probably not the most entertaining dude, so I started adding some shit about our, my call recordings. Because that shit's entertaining as hell, you know.

Oh yeah, because it's unpredictable too.

Yeah, it's like, I mean, I'm not gonna get on there and act like a goon and be a dance to shit and say that's not me. I'm not doing that. But bro, I get some really entertaining calls, and when I get going with them, do I, I egg them on, then I get some crazy stuff. So me sharing that, dude, my so— my social is— and I was doing good before, but our shit is blowing up now because I'm sharing live call calls from, from sales that I'm making. Um, and I'm doing it every day, you know, so there's always stuff out there. And then certainly showing, hey, I've made this much, sold this much. I think basic things. Um, I invite everybody in to watch me do it live. Every sale I've made in the last 3 months has been live in my Discord. So I, I'm like, I'm not hiding shit. Come watch it. Come watch me get hung up on. Come watch me get yelled at. And then every once in a while I'll make a nice sale. You know, so I think putting yourself out there, no different than all these people that know how to sell a lot, when they start recruiting, they get frustrated as shit with the agents that they're working with because they're uncomfortable doing things that they aren't good with, like getting on the calls before they know everything, or putting themselves, unmuting themselves on the team Zoom call while they're dialing. They're all uncomfortable, so the agent doesn't want to do it, right? And the dude trying to recruit's frustrated, like, get uncomfortable. And I'm like, I see y'all social. You don't put nothing out because you're uncomfortable talking on social, just like the new agent's uncomfortable unmuting on Zoom.

Uncomfortable muting on Zoom.

Yeah, yeah, you know, so I think it's getting to a new level of uncomfortable and sharing what, what it is you do and why, why should someone want to work with you. Again, you, you, you've got to quote unquote advertise to the world that it's what you do. And I, again, I think there's plenty of opportunities for you, for all of us to talk to people about what we do. Whether you're in the gym, whether you're at a restaurant, whether you're getting a waiter, whether you're getting, you know, an Uber. And there's always opportunity to speak to people, you know. And I think if you just strike up conversations with people and the opportunity presents itself, I don't think you throw up on people about come join my team type. I'm not saying that, but if you just have conversations and your goal is to help people, help put people in a better situation than you find them, those conversations happen more naturally than you would think. It's much like the script concept. I think if people that follow a script end up reading a script and it sounds weird as shit and doesn't work, but if you know how to have a genuine conversation with a client about what we're trying to accomplish and you stay within the guardrails of what a script is supposed to be doing, it's, it's easier to sell at a high level. And I'm not saying when you go talk to people you got to be weird and scripted and have these 5 bullet points that you talk about, but if you're trying to get to know someone and you're trying to figure out if they're sharp or not and trying to figure out if they're seeking opportunity in life and you just happen to have one, it's a very natural progression of a conversation. And I bet most people don't do that, you know. So I, I think it's— I think it's starting to put yourself out there first, and then you can progress from there because there's levels to it, you know. I could get in to go, all right, when you— when you're speaking to clients who you have trust with already, are you asking if they know anybody that's looking for a better situation? Maybe they are. You know what I mean? Maybe they know someone who is, maybe their cousin, their grandkid, their daughter, their son, their uncle, their mom, their dad, whatever. You just, if you talk to enough people about like, hey, um, do you know any, do you know anybody looking for an opportunity? There's bound to be some people every week that say yes. And you don't gotta be weird and throw up and pitch everyone, but it's okay to just ask, you know? Um, and I think people don't do that. I think that you could very easily go out of your way and find people on social. You can search parameters any way you want on any social platform and target people, you know. So I always did that, and we still— my team does it now, but I've always done— I was manually doing it back in the day when I didn't have the money to pay for anything. I was— I used to DM 100 people a day on LinkedIn, dude, and just like, hey Arturo, what's up? See you're in the business. 'Are you happy with where you're at, or are you open to opportunities? I help people make $400K on their own pen. You open to talk?' You send 100 of those a day, dude, 4 or 5 or 6 are gonna say yes, you know. Um, and that's free too. So I think that's a, that's a second step. It's uncomfortable for a lot of people, and they probably won't put the time into it. And then third, you can pay for unlimited recruits. I think they're the least valuable per person you're talking to. But I, I can get unlimited recruiting, uh, increase for anybody at any moment. You know, there's always people looking to click on, just like leads, you can get unlimited leads, you can get unlimited recruiting leads too. And again, I don't think you should jump to those because if you don't do the beginning things, you're going to be frustrated as shit paying for them because they're the least intent. Yeah, because they don't know you. You know, if you, if you start looking at like, I don't know, I'm a big fan of John Maxwell's 5 Levels of Leadership. You know, it's the perspective other people have on you, kind of a ranking 1 to 5, and 1 being the least. Like, you're just— it's a positional leader. You're just in charge because you're on the phone. You know, someone that just applies to an ad, dude, they don't know if you're the janitor, they don't know if you're the secretary, they don't know if you're the CEO. They don't really give a crap who I am. Whereas if I send someone a DM, they then have the opportunity to look at my social, so my status goes up a little bit in their eyes because they see some stuff happening on my world, you know. And then if I go warm market, my status goes up even more because they've been watching me for a long period of time and they've seen— they've seen the evolution of it all, right? So it's, it's learning how to how to kind of go through those levels the right way, you know. And then I think I've always told people this: if, if you can't figure out how to teach this thing, you're probably not going to build anything big anyway, you know, because just again, it's, it's— you, you can only depend on the size, you know what I mean? If you want a small agency, have a couple handfuls of people, that ain't hard for any one individual to do. If you're trying to build a mega agency and have hundreds or thousands of people, it, it takes a different level of skill set. You know, but if we go back to the basics, quite frankly, it's, it's just most don't talk to enough people about the business. And people are weird about it. But again, if you look at any one of us, dude, every one of us got into this because of a conversation with someone. None of us saw us being in this industry as coming in our life. Mm. You know, and you're just, you're just on the other side of it now. If someone didn't send me a DM I'm not here talking to you right now. Uh, you know what I mean? It's just that I'm just not. He was like, hey, you open to an opportunity? I found a thing I think you'd be good at. I was like, sure, let's talk, you know? And I think now that I'm on the other side of it, it'd be weird if I didn't think that I could send enough of those and I would find interest. Granted, we were warm market. He knew me. Warm market helps, you know? But so many people are afraid to, to talk to Warmarket, and/or they have this weird, um, like, thought that they can't or don't want to do it until they're really good or at some certain level. You know, to each their own, but I never worried about that because I didn't think the insurance industry needed me to be amazing for someone else to be able to kill it.

Like, you, like, you being in the way of somebody else's success because you need to know everything?

Yeah, like, what the hell do I have to do with the equation? Other than providing the opportunity. Someone can get really good at this without me. I can point them to training calls of really good people. I can get them in contact with someone who knows what the hell they're doing. I don't have to know anything. I just— if I don't know anything, I better be really good at promoting though, you know, and providing third-party validation to others, which is what I did at the beginning. I didn't go like, I'm the man, I can teach you how to make a zillion dollars. Those messages came later. Those came, that DM that I said I would send in LinkedIn, dude, I didn't start sending those till like 2015. It was 3 years, 3 years into selling. My first 3 years, I'd be like, hey, this guy Mike is hiring and he's looking for more people. He's teaching me how to sell insurance and he's looking to hire more people. You open? And I would send everyone to Mike. You know?

Oh, so you were, you were just the introduction.

That's it, dude.

Hey, this guy's helping me. He can help you instead of like trying to be, cause I think that's what people are kind of worried about is being the one that can teach.

I didn't— I wasn't worried about that at all because Killam was teaching everybody. I'm like, well, hell, he can teach more. He can teach more people. Let me just put more people in front of him, you know? And that's how I built the first 3 years. Now, I didn't build a massive agency at that stage, but I'm— you're new, you're not supposed to. But it taught me a lot because then he would start talking to the people and he would do what he does really well and figure them out and ask all the right questions. And then he would correct me and be like, hey dude, Next time you invite someone to an event, can you tell them not to show up in their pajamas? Like, that'd be really good if you told them it was business casual, you know what I mean? Hey dude, it'd be really good if you told your people to be 20 minutes early instead of 20 minutes late. Hey, it'd be really good if you told your people to come prepared with questions, you know what I mean? He would just teach me what to do as we went on. So I just learned how to do it over time because I was just bringing people and putting them in front of him, and then he would make corrections on that stuff.

Mm-hmm.

You know, so I, you know, and I think most people don't— they aren't willing to go through that phase. They want to— they want to be able to handle everything on their own. They want to— they want all the glory. I didn't— I didn't give a shit, dude. I just— I wasn't confused that I was gonna— that I was trying to build something and it was gonna take time. And if someone rich was willing to help me, I was in. I— you didn't have to ask me twice. I was— I was building this sucker when I was part-time. You know, going to my accounting job still. What up, y'all? So YouTube memberships, we have one now right next to the subscribe button. There's a neon white join button. You can't miss it. Subscribe, whatever it says, click the link, get in there. I do a ton of coaching, teaching people how to dial corrections, working on their presentations, working on their mindset. I will coach on theory, but I like coaching real-world stuff. And if you join the membership section, you're going to see live coaching coaching where I'm not only helping people, but every once in a while I get in there and dial myself. There's some cool videos coming out, tons of content. All the training videos will be directly on my YouTube channel that's available to members only, super easy to find. So join now if you're interested, click below. See you in there. So I, I, I'd— same as I argue with the, the reason most agents aren't successful is because they don't prospect and they don't present enough, you know. And it's no— why is it any different on the building side? Most people in here that aren't building any sort of a team, they don't prospect for potential recruits enough and they don't present the opportunity enough people. So as, as I was at my peak, dude, I had this like 30/30 club concept where you would do 30 appointments a week for clients and 30 conversations to potential recruits a week. So you do 30 of each and it's— you'll sell a lot of insurance and you'll start building a good-sized team. You know. And that, for me, that just separated who was serious and who wasn't, you know. So it's only talking to a few people a day, 5 people, 4 or 5 people a day to get to that number. It's not crazy, you know. And I, I think where most struggle now, especially probably in your world where you, you work with a lot of higher level people, is figuring out how to do both, you know.

Yeah, that's the, that's the magic piece is how.

Yeah, you're gonna be busy as shit, dude. I mean, it's just— there's no way around that. You're going to be doing 2,000 things a day, you know. So it's, it's learning how to put systems and process in place over time. And it doesn't mean— I don't mean a crazy CRM necessarily. Again, does, does one help? Yeah, dude, I've built one from scratch, but it took me years to build that, you know. I, I think if you start— like, if I ask most people, it's like, if you hire someone right now, what's the first step? Most people don't even know that, dude. I'm like, no, I mean literally. If you hire John Wetmore right now, we hang up the phone, what's the very next thing you do? Do you send a text? Do you send an email? Do you write it down? Do you put it on a whiteboard? Do you put in a notebook? Do you email someone? Do you upload their name? Like, what do you do the very next thing you do? What is that, dude? The overwhelming majority of people I coach don't know. I'm like, you don't have a Step 1? So yes, let's work together. All right, now what? I'll— let's pretend they do know. I'll send you the pre-license course. Okay, dope. How do you do that? Do you have to walk over to your computer and look up the link again and look up the code again and then open the email and type their name in and type the message every time? Or is there— or maybe could you go fill out like a Google Form that automatically sends? Like, how, how complicated? I can make it as complicated or as simple as you want, right? You know, but most people have nothing in place. And so that's how all of our automation started was just quite frankly, dude, I was in the car hiring so many people and I'm, I'm trying to write their name down, write their cell phone down, write their email down. I'm like, all right, I'll get Amanda to send it to you on Monday. And we'll get everything to you. And I'm like, why do you gotta wait till Monday? And why do I gotta write their name down? Why do I gotta hand it to Amanda on Monday morning? That's stupid. Why can't I just put the thing in a form? So the very first thing we did— what are those forms? It's not a Google Form. What's the old school? The JotForm back in the day. Very first thing we did was I made a JotForm, and this is in 2016, '17, whatever it was. And so when I hired someone, dude, I would type in their name, their, their email, their cell phone, whether they were licensed or not, and what comp I wanted them at. And I would hit a button and it would go to Amanda. That was the first system we ever had.

That was the first automation.

Yes, the very first one. And then she would go and go, all right, they're unlicensed, let me type this email. They're licensed, let me type this email. And I'm like, you send them the same email every time, right? She's like, yeah. I'm like, all right, well, why don't we look based on the form when it says licensed or unlicensed? Why don't we look? And if it says unlicensed, why don't we just send that email automatically? Then they get the email on Friday night and they don't have to wait till Monday morning when you get in and get organized. You know what I mean? And it just started from there, dude. I was just, how can we manage it better? And then we learned things like, all right, if I send that to them then they don't pay attention to the email or the progress. And then they would call and text me for updates. Then they'd call and text Amanda for updates. So then I was like, why don't we send an auto reply and let them know that we got it and we're working on it and how long it'll be for us to get back to them. That way they stop bugging you. So then we created that. All right. And then, you know, it kind of evolved from there. And I remember the next big thing would happen is I started having downline hiring people. So I gave them the form. I'm like, hey, just fill this form out when you hire someone. And they'd fill it out. Well, then that my downline would start calling and the agent would start calling. So I'm like, all right, now we got to make the form not only reply to the person who got it, we got to inform the upline that hired them who got what the— what the status is, right? And then they would start calling me, go, hey, they got the pre-license thing, what do they do next? And I'm like, I'd start telling them and then they'd forget. And then we'd send them like a little instruction thing and they'd lose it. So then Amanda was like, all right, at certain stages, why don't we inform the manager automatically what they need to do next? And I'll make a video explaining it. So if Arturo, if you hire someone at that stage, you'd get a video and be like, it'd be me talking and being like, all right, bro, you hired so-and-so at this stage. Here's what you do next. And our, our system is— I didn't buy something out of the box, bro. I built the bitch.

You built the system?

Yes. As a byproduct to like, by the steps, it just wasn't like a pre-problems I was having. Yes. You know, cuz I was trying to improve the flow. I was trying to solve problems along the way. And I think so many people want to get into this building thing and they want to avoid all the problems. And I'm like, all the money's in solving the problems.

Money changes hands and problems are solved.

Yes, sir.

Always said, buddy. Yeah, buddy.

You know, and I think, again, do I think systems and automations are great? Yeah. Do I think buying one out of the box is the smartest thing on earth? No, because you're not going to know what the hell it's doing. You know, and you don't have to have anything elaborate. Dude, I promise you, and I said, I literally said it to Amanda a little while ago about something else. I've told a zillion agents over this, dude, I don't care if your system is you write it down with crayons on a napkin. You just have to have something in place for step 1, and then you worry about step 2 and 3 and 4 later, you know. And most people just kind of wing it, or they just go, I don't know, and then they call Amanda or whoever their staff is or their upline, and they just panic. And you know, I mean, there's just no process in place. Mm-hmm. And I had upline, I had 4 of them, but I'm like, you're on my end. Even if I have to send something to someone else, on my end, we're gonna do stuff to keep track of everybody, what stage they're at, where in the process they are, and what I can do to move people along. And it wasn't because I didn't want to talk to people, it's because I didn't want to talk to people about things that were unimportant. So for me, having automation, what it does is it makes my conversations more effective. So if I have to know when to follow up with someone because they didn't get registered for the class, I'd be like, hey bro, did you get the thing? It doesn't show you registered today. Or they were supposed to have— they were supposed to take their exam today. I can call and be like, hey, good luck today on your, on your, on your exam, bro. Call me after when you're done. Let me know what's up. Like, our system notified me when someone was scheduled for their thing because I couldn't remember everybody. So the day before someone was supposed to take their test, because we asked along the way, it would notify me and then I'd reach out to them and give them an encouraging conversation. You know, so for me, your automation does that right now. Yeah. Yeah.

Yeah.

Yeah.

So somebody's okay. So I filled out the form, then the pre-licensing thing, it, it, the notification comes from where?

Oh, we just would send it from, from the system. We've used all kinds. Now today it's GHL. Back in the day it was other stuff. Right.

But if they register for the class, where are they registering for the class at? I guess that's the question.

Today it's in Excel, for instance. You know, and for us, we get notified when people register. I'm a nerd, dude. And again, this is why it's like, how deep do you want to get? Because the overwhelming majority probably aren't hiring anybody and they don't need to get this deep.

Well, I'm just, I'm just had this gap into like what actually happens and you got, you've done this multiple times.

I'm like, so you can actually really happen. Yeah, so when, when someone registers for class, you get notified. So I can do it two ways. I can parse emails, I can watch my email notification from such-and-such@excel.com, I can send it into a parsing thing, have it read who it was that registered, and then have it match to a system and go, all right, this dude registered in it. If, if then type automation, go, if this comes in, then do this, if it doesn't, then do that. You know, so we did it that way. In today's world, you can connect with a freaking direct API and see who's, who's enrolling and who's not. But again, I'm not teaching that to most of my agents. 99% of people don't mess with that deep of detail. That's just me because I'm a whack job and I'm really good at it, you know. But I think, again, even at a basic level, dude, get a whiteboard and on the left have everybody's name and on the top have every step in the process. Step 1, did you register for the pre-license course? Step 2, did you pass the pre-license course? Step 3, did you register for your state exam? Step 4, did you pass for your state exam? Step 5, did they apply for their license? Step 6, did they receive their license? Step 7, did we enroll them in the boot camp training thing? Step 8, did they apply for contracting? Step 9, did they get contracted? Step 10, did they have a lead planning call? Yes or no. Step 11, do we have leads ordered? Step 12, do we have dial training or ready to get on the phones? Yes. Step 13, did we get them paid? And I had checkboard, dude, I had 15 whiteboards in my office at one point, just full of names. And every morning we would come in and we would erase checkmarks and check off where they were. That I did that for years before I created the system, you know, and then the system got so overwhelmed. I mean, the whiteboards got so overwhelming, I wanted to throw them into the interstate and have them run over by traffic. And that's when we started creating more in-depth systems. But most people just whiteboard names on the left, status on the top, and just check them off every day. And dude, then look at it instead of wasting all this time trying to build some shit when you got no people. I'd rather you spend more time talking to people, right?

You know? Okay, so that's fair enough, because again, it's like, set— again, people will go down a rabbit hole setting all this stuff up.

Yeah, it's just too much. And they—

and then they haven't even talked to anybody about about the—

I was making $150 grand a month before I started doing crazy stuff like that, you know what I'm saying? It's like, then I could do it, then I could, I could take— but the first 3 years, dude, it was whiteboards, bro. You know, it's whiteboards, man.

Okay, but let's— so let's talk about that, the 30/30 thing, right? Which is having 30 conversations. And I feel like most agents, they want to build, like, in their mind they want to build, and it's like, all right, how do you actually— obviously you just need to do it. but like, it's like actually doing it consistently. So when you were doing it or how you're teaching it now, what's that process?

Yeah. I mean, for me, a lot of it's, especially with the younger crew today is sharing stuff on social. That's how, that's how we're getting most of the direct growth right now. You know, just sharing stuff on social as you're making sales, being open, making quick little videos. Um, sharing sales, sharing deposits, doing just the basic stuff, dude. Just, just sharing a behind-the-scenes look of what it's like, and not just all the glory and the highlights, dude. We're sharing like some of the sloppy stuff, you know. We're having a lot of lock-ins, and some of these cats, when they start— when you start teaching people how to make money, their lifestyle changes. Their warm market wants to know how and, and why. And so as we start promoting and having people posting on social very regularly, that's the easiest way You know, you get— you teach someone that's 23 years old how to make 4 grand this week and get him to make 3 posts throughout the week about it, he'll have 40 people reach out to him that you don't know that you can then talk to. And he just gets out of the way. I'm like, no, just put them on the Zoom or get them in touch with me, you know what I mean? Like, they don't have to know shit. And it's, it's so freeing for the new agent because they don't have to know anything. Other than they spoke to John or Giovanni. Giovanni's doing really good at it in my group now.

He's like, I saw him do his little mastermind thing. I said, he's killing it.

Cause he's listening to all of this.

He follows it verbatim. I'm like, that looks like the mastermind that you came to in Orlando.

That was mine. Yeah. He's just, he, everything I say do, he does. He's just, he just follows the process, bro.

And there's no wonder that he's having the success he's having. Yeah.

He don't have no systems, no CRM, nothing. He's just, he's just sending DMs and they're sharing stuff on social. And when I say set up an event, he's sets up an event. When I say set up a recruiting Zoom to do an overview about what we do, he sets one up, you know what I mean? He's cold emailing licensed, uh, newly licensed agents. He is doing that straight up cold emailing. You can get, you can get any list of license from any state Department of Insurance. It's not hard. Google it, figure it out, go to the state Department of Insurance. He downloads the list, he sends them cold emails. He gets a fair amount of people interested from that. Again, they're cold. They don't see a lot of stuff. But for me, I'm like, when you do that, just add something to it instead of just, hey, cold email, hey Arturo, you got your license, want to work here? I add to it, hey, follow me on social. So it increases their social following and then it increases belief because a lot of these fools are watching and they start seeing consistent posts from him and his crew. That's where they start coming out the woodwork. But they'll get on an opportunity meeting. Again, if you send 500 cold emails once a week, say, you're gonna get 10, 20, 30, 40, 50 people interested, you know? And it's not that deep today. He goes into ChatGPT, says what he wants to do, and it damn writes the email for him. Yeah. You know what I mean? It's like, stop. This is not complicated.

But then one of the things I'm—

go ahead, please go.

I was gonna say, one of the things I'm getting from this is, is you were doing it, it was working before, but obviously leveraging social media just makes it— it's leverage for you because you're already doing it, just recording it, and you kind of build. So that part for me as a marketer is, is you have a personal brand right there, so that helps, right? You got a— you got a YouTube and an Instagram to do that. But then when you get somebody paid, that's the ultimate testimonial where they start doing it.

He text me this morning. He was like, I got an $850 override today. He was like, this is crazy. I'm like, yo, you ain't seen nothing yet. Wait till it starts cooking.

Yeah. But again, the thing, I think the thing is, is, is the people don't start recruiting because they think that they need to know all the answers. So then they can't get the next step, which is pouring that down and saying, hey, you don't need to know everything because I didn't know everything. And then it kind of flows upstream.

To open the door. The one in his group— Giovanni's getting a lot of glory for it and he's doing a lot of the training and, and stuff like that. But the, the one that— the way it works in his group, he's got— he's, he's got Giovanni's there, and then he hired this girl, uh, Kyla. She hired— I think that I got the hierarchy right— she hired this dude Craig. Craig is like from Bodunk, Tennessee somewhere. He doesn't care at all. He'll be a goofball on the internet in a second. He does not care. He'll put himself out there in a sec. He doesn't care. So we had— he closed a big deal like early on for like $500-something bucks a month. Dude's sweating bullets, nervous, tripping over himself, you know. I mean, literally, dude, throwing up going through the app. Well, I have everybody record— we record all of our dials so we catch all the stuff live, right? So Giovanni's really good at this. He had Craig recording it, so it was recorded. So we took some clips from it and then we had him post a video that's like 'But I don't even know what I'm doing, and I just wrote an app for $500 a month. My commission's gonna be 4G, 5G,' whatever the number was. He— now, this dude Craig, barely learning what he's doing, he's getting better, he's been around a few months now, he's hired like 7 people just because he's posting what he's learning from Giovanni and some from me, you know what I mean? We try— we do it together. He works directly with Giovanni. So that dude Craig, who's 3— who's now 4 deep He's the one hiring the most people because he's putting himself out there the most. Not because he's selling the most, not because he's the slickest on the phone, not because— none of that. He's just willing. He's just the one that does the most of things we tell him to do. That's it. He just doesn't care. He'll put himself out there and he gets DMs, and then he connects him with Giovanni, and Giovanni does all the training. Craig don't do nothing. I mean, he tries, he tries to contribute because he's a nice guy. He's not trying to harm anybody, but he's, he's not thinking he's gotta be the man. He's still trying to figure out how to be profitable every month. You know what I mean? How to reinvest. He's still trying to figure this game out. So Giovanni just gets in there with his crew and he starts coaching them all one-on-one. They're all getting in live trainings. They're in that mastermind. And that fool went and locked down like a, I think he's paying like $13K a month for that. You see that big-ass house he's in? Hmm. They locked that down on a lease. That one you see in the video. That's not like a, he, he lives there. And I think they got like 6 people there living with them now. And he's just bringing people in and they're all dialing and making money together and they keep sharing it on social and it's, it's spreading. That group's gonna blow up, dude. They're blowing up. Now they're hiring staff and I'm just working with them one-on-one. I'm like, hey, do this. Hey, do that. Hey, do this. And he does it. I don't have to babysit him. I don't have to bug him all day long. And you know, I love Giovanni. If he sees this, he know he— the other day he's like, tell me what I'm doing wrong. I'm like, bro, I got a list. Here's your list. Grant, I got a lot of shit I do wrong too, but he asked. You asked. Yeah, but correct, correct. But since you asked, here it is. I've had it ready for you. And we start going, but what I love is he, he goes, got it. And he starts making changes. You know, he genuinely wants to know because he wants to make changes and get better. And because he wants to help other people, um, get in a better situation. Hell, just a crack over a year ago, that fool couldn't pay his rent. And he knocked down $300 grand this year in '25, you know, and he's gonna— he's— our goal is to get him out of the field this year and get him to $100K a month. That's what I'm working on now is getting him to $100K a month and get out of the field. And he's a couple years into the industry, you know, but he's so coachable. I'm like, all right, that's all I need. I can be the nerd, I can be the system, I can be the— and not everybody has to do all that piece, you know. And again, almost everyone here that's involved has someone that's doing that bigger piece, especially if they're with us. I mean, the whole company's under a few hierarchies. Someone has that shit, right? You know, so I think it's keeping it simple more than it's complicating it, you know, and doing it every day. And then you start putting stuff out there. It's not hard to talk to 4 or 5 people a day if you're intentional, you know. Now you start talking to them, now you get a balanced selling and getting them started and now managing the flow of all those people's— we could talk about that for 7 hours, you know, but no different than with, with agents. It's like, why do I need to know the inner workings of an IUL before I start making phone calls? Well, dude, you don't need to know how to manage the chaos before you're bringing anybody on. That comes with time and coaching down the road, you know, it's— and what I love about a dude like Giovanni is he doesn't, he doesn't worry about what we got to do when he gets 30 agents when he only has 10. He's like, just tell me what to do today, you know. And for me, that's all I'm looking for, someone that I can implement, implement systems and process with that will follow it. It's not just run on Wetmore and Amanda doing all the work. We're going to teach you to do the work. We have a process, but be honest, I'm teaching him to do his own. I'm teaching him to track on his own stuff. Like, we keep track of some stuff, but like, I'm teaching him to do it. Otherwise, I can't scale, right? Because eventually I'm going to move on— not move on like fully, but like there's going to be more time focused on someone else because he's going to have it down. There's only so much I have to teach the kid, you know what I mean? After this year, it's like, all right, that's, that's my entire bag. Like, yeah, there's more stuff to learn along the way, but the overwhelming majority, the structure of it all, like, we'll have that all figured out in the next 6 months.

Yeah, the, you know, then you start getting into the micro stuff when the incremental stuff's already happening.

Yeah, so If you're in the insurance space and trying to build an agency, or you're trying to like break records in sales, just hit new levels, new heights, click the link below to apply to my consulting and coaching program that I have out there. I'm helping tons of people get to new levels, get to new income heights, help them build their teams, put systems in place, staffing stuff, recruiting processes, automations. I'm just teaching people how to get to a point where they're selling on their own pen 30, 40, 50 grand a month. And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability you can, there is an application process. I'm only looking to work with like high-end people who really want to make big things happen. If you're interested, click the link, apply, and if you're a fit, I'll reach out.

Um, so getting, getting started in recruiting, introducing them to someone else, getting out of the way, continuing to produce, having 30, running 30 and 30, and then keeping track of it on a whiteboard to follow up with people. Um, so you can keep track of it. Um, continuing to produce at the same time, because I think that's one of the, the other false beliefs is, is I'm gonna get— I'm gonna start building, right?

Nah. And yeah, from one to the other.

Yeah, so they stop. I mean, I've had so many people you know, stop running leads because they wanted to start building. And then they're like, oh crap.

I keep reminding Giovanni, dude, you got to eat first, bro. You got to eat first. Don't let nobody else mess up your money. You know, you, you want them to learn, get them in, bring them in the group. They can learn with us. And we have, it's not like we don't have training calls along the way and plenty of stuff for them to watch. So if they're not educating themselves on their own time, I'm like, why are you stopping in the middle of the day to educate them? When they ain't watched a damn video or been on a training in 2 weeks. What are you doing? You know, so we're, we're, we're really strict, if you will, about like, if you ain't doing what it takes as an agent to educate yourself and get really good at this and put yourself out there and be willing to get live, because we train people live in the Dow Room. You mean you want training?

Cool.

Unmute, get on camera, make phone calls. We'll start tweaking it. I want to roleplay. Nah, we don't do that. No, you go live. We help you live, you know. But at the same time, Giovanni's making— now again, he's good at sales. He doesn't have to make near as many phone calls as the new agents. So he can, he can write $30K a month and not put in near the hours it takes a new agent to do. But he's on early. He's on 7, 7:30, 8 o'clock in the morning, and he's on damn late. He's on past 10, 11, 12 o'clock sometimes, working with agents, coaching them, training them. We're on our Discord all the time. You know, and he, again, quite frankly, he's on more than I am because I'm balancing 47 things. He's just focused on selling and recruiting, so he's in a lot, you know. And I honestly, he helps me, he helps me a ton. I bring new agents in, dude, he's in there, he's in there significantly more than I am. So it's like I can help him, but in return he can help me as I start bringing people in. He's helping coach others. So it's like it works both ways to where if you find the right person to work with That's how I used to have it with Zach and them, you know what I mean? Like, he helped— I helped him, sure, but he helped me a lot too, you know what I'm saying? If you find the person that can understand the game, he's willing to contribute back to my overall group because I'm contributing to his group. And so he handles a lot of stuff. He runs a new agent— we have an agent mentor program that I can't always be on, um, and it's a time for new agents to come in when they want to ask those crazy-ass questions about all the hypothetical stuff. We won't do that live on Discord. It's like, nah, we do real-time stuff on Discord. You want all the hypothetical stuff? Thursday night, 7 o'clock, get on, unmute, ask anything you want. You know, we have a builder's call once a week. You want to ask hypothetical stuff, we can do it there. We prefer like, hey, I had this happen, how do I deal with stuff? You know, but we're much bigger fan of live coaching and just helping people while they're in their dial-in and making tweaks. You know, hey, no, say this. Hey, say this. Hey, mute real quick. I mean, it's, it's chaotic. But it works. And if you're paying attention to his social, you see how many new riders he's getting. I mean, they're popping off new riders. Yeah.

And that's all— and that's basically mainly from social. There's no paid ads or no recruits or nothing like the recruiting things.

I mean, we can do that, but it's, it's so inefficient. And if you aren't doing the other thing first, the paid stuff don't matter. I won't even let someone do paid stuff if they ain't doing the other stuff first. I'm like, just quit.

Which is like just the basic posting on their own social and showing their numbers and stuff.

Yeah, and talking to warm market and stuff. If you ain't doing that, I'm not teaching you how to do paid stuff. I won't do it.

Is there anything paid that works right now?

I mean, it's a volume game. You know, again, you can pay, you can pay for targeted ads, you can pay to promote your own reels and stuff if you really want to. We don't. I don't. I pay— John Wetmore pays for nothing. I pay for nothing right now to be, to be put out there. You can, but today, to be honest, I mean, I've done, I've done so much paid stuff over the years. What works well in the paid space is volume, so it can teach you how to, how to interview, right? Because if you can't get 30, if you can't talk to 30 people unpaid, at least the paid stuff, it got me really good at what we do because I'm talking to people who don't know me, they have no trust in me whatsoever, so it taught me how to interview really well. You know, taught me how to— it taught me a lot, dude. It gave me a shit ton of reps. So that was worth it for me. I think the long—

is the interview process— sorry to interrupt because this is probably another question, I shouldn't interrupt you, but I just thought about this. Is that also a skill of interviewing people to bring them on?

Yes. Most people don't interview, they just throw up on how great everything is and pitch their system. You know, most people aren't actually doing an interview and actually asking questions and actually challenging people. You know, so I think it's a, it's a, it's a great skill set. Most people that bringing someone on don't know shit about them. They don't know how— what do they do for work? They don't know how much money they make. They don't know anything about their family. They don't know anything about their schedule. They don't know anything. And I'm like, you hired them and you don't know anything? Like, what did you actually— you know, interview means? It means you ask questions. Most people that are building, especially on the cold paid side, are being recruited— or being interviewed, sorry. They're being recruited. Being interviewed, the agent— because our industry is weird, especially in the licensed agent world. The licensed agent thinks they can go around interviewing IMOs, which they do, but I don't mess with that. I'm like, yeah, I'm glad you have questions. I have a lot more questions before I have answers because we want to make sure someone's a good fit. If you're not a good fit, what's the point of me pitching my stuff? You know, I want to make sure you're someone I want to work with and that you want to work with me, both ways. I got a guy in my DMs right now And I've made very clear who I am and where I'm broken before we get on the phone. You know, he's like, I've been with multiple IMOs. I can't find anyone that will give me the good training. I'm like, clarify, give me a breakdown. How much do you sell? What do you buy for leads? What's your schedule like? What's the— what do you think the problem is? He's like, I haven't been able to put the time into it. I work full-time, blah, blah. But he's like, I really want to dive in now. I'm like, all right, well, I have— I'm going to tell you up front, I only know how to do this with high volume, high phone calls, lots of leads, and getting really uncomfortable— really uncomfortable before you know what you're doing. If you aren't willing to do those things and you're the type of person that needs to know everything before you get started, or you're trying to dip your toe in to see this works, I'm going to get frustrated with you because I'm really broken. So if you can't handle that, we aren't a good fit. Are you okay with that? That's the DM I sent him.

I'll see if he answered because this is literally live today, giving people the real dose.

It just is what it is, bro. If you aren't willing to work your face off, I have no interest. Um, he read it and has not answered yet.

Exactly.

Yep.

That's what you really want too, correct? Like, he already told you his answer, correct?

Yep. It's just what it is, dude. 'Cause I don't know. I get, he's like, I only do social media posts. I don't buy leads. I'm like, ah, you, and he said he watched my content. So I'm like, I mean, what do you want me to teach you how to write magic words on social media to get more clients? I, that's not, I don't know that game. I know that game exists, but I'm not teaching that game. You know, I'm like, I only know one. I, this is how I do it. If you want in, I'm in. I'm open to have a conversation, but you have to be this type of person first or I'm out. You know, it just is what it is. Why? I've learned so many times over and over again that people come in and their expectations are crazy, and they think support— I'm like, what does support mean? You think I'm not going to support you? No, I'm not going to drive to your house and role-play with you for 4 hours. I had another new agent, dude, hadn't heard from her in 3 months. She sent me a DM Sunday night, like 6 o'clock at night. Hey, I want to buy leads tonight to start dialing tomorrow. What kind of leads can I buy? I'm like, I haven't heard from you in 3 months. She goes, I want to— I just want to be really comfortable on the phones in the morning. I was like, you're not going to be comfortable on the phones in the morning. There's nothing I can tell you tonight that's going to get you comfortable on the phones in the morning. I haven't seen you on training. You haven't been on the new agent call and you haven't asked for help once in 3 months. I'll be on Discord tomorrow dialing. If you unmute and come off camera, you can certainly ask a question between calls. It's just what it is, dude, for me. And I'm okay. People, people are like, that's mean. Okay. I think it's mean that you disappear for 3 months and expect me to answer you in 4 seconds. I think that's mean.

So 6 o'clock on a Sunday night. Yeah.

I ain't mad at 6. Hey, I was talking to agents till midnight on Sunday night. I'm not against talk, but you haven't messaged me. I haven't heard from you in 3 months. So it's not going to be 911 for me because it is for you suddenly. You know what I mean? But Giovanni calls me at midnight. Brandon, dude, I was texting him at 4:45 in the morning yesterday. Why? He's working his face off. Those guys, I'm in, you know what I'm saying? So it's learning how to find who your people are, whatever. And again, there's no right or wrong answer here. Not everyone's attracted to my style. Cool, there's other people out there for you. I'm not mad at it. I'm not attracted to most people's style from an agent standpoint. Great, cool, there's plenty of other IMOs and managers out there that's a good, good fit. I need it to be a good fit for both of us, both ways. I want to make sure they're comfortable with me, and I'm— because the people that, the people that I'm for, I'm really for, you know what I mean? Like, the people that are attracted to my style really like it, and I work really well with them because I can be really direct, and I can be me, and I can make mistakes, and I can mess— you know what I mean? I can just— we can just be two humans trying to help each other. And it's— and I'm— again, my way is not perfect, but I am— it works when you get the right person, you know. So I think, I think learn from most agents, dude, is defining not only why someone should work with them and who they are as a person from, from a recruiting standpoint, but also doing a really good job at defining who it is you're looking for, right? I know who I'm looking for. And I know who I am, good and bad. I know my flaws. I'm not, I'm not confused by them, you know what I mean? Especially from other people's perspectives. But dude, I can, I can help you print money, but for me, I just get frustrated if you don't work your face off. For those of you follow that have followed me for a while, you know I've, I've helped build this agency up to over $200 million in paid annual premium per year. We have over 5,000 agents a year that sell, and I am rebuilding. We're building a new base shop, helping people build big agencies, get to multi-seven figures in income, or producers that want to, that want to just sell and get to a multi-six-figure sales, um, career. Hit me up. I'm hiring direct. I'm looking to train and mentor winners that want to work their ass off and build something dope. Click on the link below, or you can go to johnwetmore.com/join and put in your application. We'll see if I'd be interested in working with you. DM me, hit me up, whatever you like. Now, I always go part-time or, you know, part-time or single mom, dude, I have a, I have a different spot for, like, I'm gonna be crazy flexible in some, you know what I mean? But I have those definitions in my world who I can have. But you give me a 24-year-old who's got nothing going on in life and you're not willing to work till 11 AM, I'm not your guy. I'm just not. I'm just not. I'm gonna get annoyed as shit.

Yeah, all you got is a bunch of excuses.

Yeah, so I just put it out there, and I'm not saying I'm— it's valid, invalid, who cares. I'm just— it is what it is. So I, I've just learned to be really honest about it along the way, and I think people appreciate that, dude, you know.

So tell me about this, uh, because you said it a couple of times, but you say you got a Discord, you got— you do some live dials, but then there's something that's private too, right?

Yeah, so if you, if you go johnwetmore.com/discord It'll get you into Discord, but you don't have full access.

Okay.

It just kind of lets you see what we're doing, but you can't participate necessarily. You can get on the live dials, you can get in, but it doesn't let you unmute or get on camera. Okay. Just because I don't want just random ass people coming in and bugging the crew with just dumb questions, to be honest.

Oh yeah, so you keep— yeah, you keep it to— so there's levels inside the organization.

Yeah. Or or people who are there regularly that we get to know. I let people not in my organization dial with us all the time, but they're in there to learn and participate, not in there to overanalyze and bug everybody, you know what I mean? So it's just like, it's just a safety feature, um, because I let people watch. You can see everything. I share everything we're doing, so you can get in and watch it. So if you go in, there's an agency section there's a Just Win section, which is just anybody who follows me. And you can chat, you can type, you can text, you can do all the things. We help people, we answer questions, we'll do whatever. I'll— we'll help anybody. Um, but then we let people watch the live dials behind the scenes. And again, there's, there's— right now there's, I don't know, when I was in there earlier, there's 20-something people in there dialing live, 25 people I think in there dialing live. And this is just a direct, just a direct base shop. It's not the whole agency overall. They all run their own thing at this point. Um, let me see, we got— here's about 20 people in there dialing live right now. There are 1, 2, there are 3 people in there now that don't work with me, and we let them on camera because they're in there and they ask good questions and they're on the— you know what I mean? They're involved and they just want help. I'm like, all right, get in there, we'll help you, you know? So it's just a 'til we get to know you, we don't let you on camera' type of thing.

So, and then I guess the last thing before we wrap up is you've got this cadence where you said there's a call on Monday and there's a call on Wednesday and there's a call on Thursday. Can you kind of walk through what the support calls you say you had?

Yeah. So we do a team call Mondays. Um, I do, I do it Mondays at 2, just because it was convenient for me, to be honest. It's just team call. We go over team weekly sales numbers and then whatever I think the team needs help with, just a different weekly call. I host most of them. Sometimes I have a guest on to mix it up, but for the most part, I run it or Giovanni runs it when I'm traveling. It's just a general team call, get people excited. Here's what's going on, new products, new information, phone stuff, blah blah, and then open Q&A. Anything anyone wants to know, we answer. I don't care what the question is, wide open time to ask whatever you want. Every over-analytical question you got, that's your time. Then we do on Thursday a very specific— we have an agent mentor program. So it's anyone can get on, but it's meant for new agents, and it's very specific, like tweaks we're making to their week, things they feel like they're struggling with. I keep getting these objections. It's just a little bit— it's much more one-on-one. There's no fluff. There's no intro. There's no leaderboard. There's no nothing. It's like, all right, get on. Here's time to ask any question you want. Things they're struggling with. We work on scripting. We work on, you know, intros. We just work on detail, mindset stuff. We just dive in. And dude, sometimes I'm on that call for 2 hours with these new agents. So we do that at 7 on Thursdays. Just again, if, if people have over-analytical questions throughout the week that aren't necessarily important in the moment, we can point them there and go, hey, that's a great question for Thursday night. If it's critical to a sale, we'll help someone in the moment. But if it's just like a what-if question, it's like, hey, put that on Thursday. And then we have, uh, Sunday night I do a builder's call. So people looking specifically to, for, to build. So we talk about everything building on Sunday night. It's a small group, a handful of people that I coach directly on the building side. Anything they want to know— recruiting trouble, system stuff, getting, getting all the stuff we're talking about now, you know, things they're struggling with. Hey, I got this new agent, he's said he'd do this and he doesn't do that, what would you do? And it's just me coaching people that I don't talk to just regularly throughout the week. Um, and just, it's very similar to this. You know, so yeah, we do, we do 3 a week, man.

I'm glad I asked you to come on this because I just was like, I'm wondering, people keep saying they're building and I'm like, well, do they even know what they're doing?

Or like, most don't pay attention.

Well, first of all, if y'all can give a 7 in the chat for John just dropping some, some game from the $200 million man, for sure, absolutely incredible. So definitely appreciate you. For short notice for doing this. And then, um, Stephen or Alondra, do y'all have a quick question maybe? Because we're about to wrap this one up, but I'm curious if anybody had a question. It looks like he covered everything pretty thoroughly, but just curious if anybody had a question.

Yeah, and they can always jump in if you got Discord. You can hit me there too. Go ahead, bro. No question on my end. No question. I was just, uh, I Just had some time, so I, I couldn't be down right now because I'm at work, but, uh, just wanted to, uh, listen in, get some value, see what you guys are doing.

Yeah, did you get some value out of that?

Yeah, always. I mean, I was in the, the network marketing space like 10 years ago and did some good stuff there, so it's very similar to what you guys are doing here. So looking forward to it though.

Bet, bet, bet, for sure. Well, man, John Uh, I've seen the recording of this, but dude, thanks again for hopping on and just kind of giving some game. Um, what, what else? What's, what's next you got going on? I always ask you for something. I'm curious on how I can help support you sometime.

Yeah, man, I think that, um, you know, this year is gonna be— we're gonna— I'm, I'm chasing, I'm chasing some people, dude. I, I like— we're gonna build it big direct this year. and break out some new 7-figure guys just because, like, why not? Um, it's been a while since I've done it direct. A lot of it's been in depth for the last 5 years or so. And I'm like, all right, well, let's, let's do it again. Let's, let's teach some other people how to build it. And, you know, I'm selling a bunch just to show that it can be done at a high level amongst everything else. I'm like, if I could sell $40K with everything I got going on, dude, It's really easy for me to tell other people that they can do it when that's all they do is sell.

Yeah.

You know, so I'm just going to do a lot of that. We're cutting back the travel a lot this year. Just, it is what it is. You know, we're going to stay back in the lab and cook some stuff up, dude. We got some cool stuff cooking. I'm working on some.

Yeah, sometimes that's a good season to be in. So I'm excited to see how it's going. I've been following it. So yeah, I love it. Love the whole journey, man.

My man. Appreciate you, brother. We'll see you around.

Always, man. I don't know why you always say yes to me, but I always appreciate it. It's always well worth it, man.

Thank you, my man.

All right, brother.

Peace.