59 Minutes of Sales Tactics, Scenarios, & Closing Tips ft. Kyle Perry | Ep58

So you got to be like strategic enough to say it correctly, not that brash.

It's true.

Same type of certain people you can— fitness was the same way. Like, dude, you need to ask your wife if you need to lose your belly. She doesn't want to see that. Let's be real.

Welcome back. Got another episode of the Insurance Insiders Podcast. Got with me Kyle Perry, who I actually don't know at all. Um, so this will be fun for all of us. I like doing it this way. I told, um, I don't know if you know Amanda in my world. I don't know how much of my shit you've been on or whatever. I think one day you just hit me up or followed. I don't even remember how we connected. Um, but she sees all my stuff. She's run my office for like 8 years. And, um, she saw it get booked and she was like, who's that? I'm like, you, you not watch any of his stuff? She's like, nah. I'm like, all right, he's kind of crazy. He talks a lot of good stuff that I like, you know, I mean, I'm like, couple face tattoos and yelling at some people on the internet. I don't know, I fucking like him. Let's figure it out.

That's why I like your content a lot, because you cuss a lot. Because like a lot of people, they try to water themselves down for content purposes or like not to get canceled. Because I used to be with a different— so I used to do mindset coaching. I'm slowly transitioning just to straight insurance. And it's because people would pay me $750, dude, they would act like they gave me a million fucking dollars. And they would want me to like constantly be able to get a hold of me, constantly like bug me about a million things. And I'm like, dude, there's got to be a better way to make this kind of money. So I went into a— I was with the captive agency and I recruited like 100 people through when I was on Bradley's podcast. And as soon as I started recruiting them, bro, and I had all the people coming through, I'm like, I don't want to do this, I want to go somewhere else. And then I found FFL because one of my homies was doing it, and I just been running, running this ever since. And I like— there's like a lot of gangsters in FFL, dude. Like Chris, uh, I don't remember his last name, the other day he posted a picture of him and his Lambo Urus with his FN on his, on his lap, and I was like, yeah, I'm at the right place for sure.

Yeah, we, uh, it's funny, it's like started out, man, I've been with them since the beginning, it's just a bunch of like Rebels trying to make a bunch of money, dude. Like, we're just such a fucking mess.

We just—

yeah, it's 100%. It's just what it was, and it's, it's evolved into what y'all see today. And I think it gives a lot of people confidence that you can make a lot of money in the space because none of us walked into it like insurance gurus. We're like, yeah, we can just hustle.

And, and it's foolproof too, dude, because like, if you buy the leads and you just work them, then you'll make the money. And like, yeah, first it's not as profitable because you come in at a lower comp, but the further you get up, like, where else can you get that fast of a pay raise in a generation. Because before I did mindset coaching, I was a corporate leader, and they give you like a 10% raise every year. Like, there's no way you can climb up somewhere that fast, like almost a 50% pay raise over a year.

Yeah, no, I agree, I agree. It, uh, it's, it's wild.

Then you can control it pretty quick, and it's the lowest barrier to entry for cost too, because like you go to college and spend $40 grand for business and not learn jack shit, but you spend a couple hundred bucks and get a few states and make thousands of dollars right off the bat.

Yeah, that's crazy. So how long you been selling insurance?

I just started taking it serious like the last 2, 3 months. I was with that captive agency for a while and I was really just recruiting because my page was so big and I was just gonna not really produce and just run a team. But then I fell in love with the process. I'm like, dude, I can make $2,000 in a day and I don't— I only have to check up with these people like once a year, every 6 months. But I was selling $2,000 fitness packages for a whole year, so I had to like literally talk to these people for a whole year straight.

Got it. And it brings the same 2 grand.

Yeah, for the same 2 grand. And it brings in very low vibrational humans in your life too. Like, they're constantly complaining. I'm like, dude, you haven't used your food log in 2 weeks. Of course you're getting fatter. Yeah, here, like, they pay their premium, they still get their insurance, and I'm just good to go. Or if they don't pay it, I just call them, hey, what happened? I don't have any money. So, all right, that's all you got to deal with. Maybe a chargeback here and there, but I don't have to— like, here it doesn't work over and over and over again. And I'm a brash person anyways, bro. If you tell me it doesn't work and I look at your food log, I'm like, yeah, I'm gonna send your fucking money back because this is— there's no point. Because the before and after will make you way more money than them just paying you.

It's true. That's funny. How have you started recruiting to get agents started here yet?

Yeah, I got 2 people under my team already. They just got licensed. They'll be onboarded within like the next week or 2.

Nice.

Um, I got like 4 more or 5 more taking the test currently, so I should have like a team of— well, obviously not, not everyone sticks or sells. But no, bro, so that's why I was trying to see how—

because it's like, it's kind of like the gym membership, dude. It's like, for very low barrier entry, they want to ask you 9,000 questions a day and not actually go to work a lot.

$50,000 a month and they don't want to buy any leads or anything.

Yeah, how are you dealing with that?

I, I— dude, you just gotta tell them, like, the people that I'm bringing on now, like this one dude, like I told you, I was going through the same thing that you were, like when you got into insurance, you was kind of going through a separation or whatever. So like my homies is like big gangster like me, so I know he'll work hard. So he sees me do it every day because we live together right now. So he's like, oh, that shit easy, I can run that up no problem. So I've been just recruiting people with my kind of mindset because 10 savages is better than 100 average people.

Yeah, it's true, it's true. It's, uh, it's an interesting build. It'll be, it'll be fun to watch. But I'm excited.

And then I'm gonna open up office even though like I'm not making a lot off people or anything yet, just because like I know that camaraderie when you're inside, and I like my motivational screaming type shit. Like, if I can get them amped up at 8 in the morning, you know, it's better than them trying to sit at home. They can walk out the door, go to the bathroom, then, you know, an hour later they still haven't dialed. I heard you talk about that on a podcast once. So you're like, yeah, you said you dialed for 4 hours, but you made 4 calls, bro. Yeah, like, I'll dial someone 12 times, and if they cuss me out, I'll still dial them again tomorrow. Like, they just have to find people that are willing to do that kind of stuff.

Yeah. How'd you get there? You did mindset coaching, you're not worried about the phones. Like, what's, what's the journey to that?

I've been a person that cared what people cared about me. So like, if the dude answers the phone and he's like, fuck you, and I'm like, next. Like, I don't know, it doesn't bother me. I've always been like that. Like, everyone I went to school with have always said I was a— like, no one's surprised that I'm this person on the internet because I've been this person my entire life. Like, there's people that try to make videos and say it's a fake persona, but everyone that knows me, like, nah, he's always been an idiot his entire existence. Like, I went to the Marine Corps, dude.

Those—

everyone in the Marine Corps is a bald idiot. Like, that's just what we are.

That's funny.

So I don't know, I'm used to like big bald people screaming at me. Like, to get promoted, you got to go in front of people that have killed hundreds of people, and they just look at you like, hey, fat ass, you're not doing good enough, get out of my face. So I'm just used to that. So like, being on the phone, you don't even see them. They're like, yeah, fuck you. Like, it's not—

I don't know, it's just another day.

It doesn't even— yeah, just nothing. It's just words to me, and then I just call the next person.

How long were you Marines?

Just 4 years.

Got it.

I just got— I went in there to just get out of trouble, bro. All my friends are dead or in prison. I'm like, I don't want to end up like that. Like, if you Google my city, like, the nicknames, like Danger City, Little Detroit. So like, all my friends acted like that. A lot of them didn't make it out. But what's the name?

What's the city?

It's called Mansfield. Columbus is below me, and then Cleveland's— I'm literally right in the middle. So we get all like the traffic from all the major cities, but it's a really small city. With an extreme amount of crime.

Yeah, makes sense. Mine had a— my city had a nickname too, if you read it in the book.

I got—

I'm similar. It's funny.

I mean, I'm like comfortable in the chaos, so like when people cuss at me, it's just like the most mediocre thing about all the things I've been through in my life.

Yeah.

So if no one's ever been cussed at or like had a rough life, insurance probably eats them alive pretty fast, but they'll get used to it too though.

So upbringing wasn't pretty necessarily? A lot of shit going on as a kid.

Yeah, yeah. I don't really— I don't even have any family members that I talk to really, because like they're just like same mindset that I just talked about. They're just stuck in the loop, bro.

How'd you get out of that?

Brad asked me the same thing, dude. And then I said, well, you have to get out of your environment. He's like, yeah, but you didn't get out of your environment. Like, yeah, I got out of my environment in my head because I took this— that environment with me to the Marine Corps. And that's the thing about the military, like if you left as a gangster, you're going to find friends that are gangsters in the military, and then you do the same stuff. Yeah. So like, unless you leave the environment inside your brain, like now I just, I just don't fall victim to it. Like I'll hear people, like I don't sit around people that gossip. I don't sit around people with negative mindsets. And that's what most humans do nowadays. They just sit around and just gossip and gossip and gossip and talk and worry about other people. Like they're counting the pockets of other people. They do it to me and Wes all the time. They're like, you're not successful because X, Y, and Z. I'm like, dude, but what— you're not doing anything. If you have enough time to sit and watch all my videos that compiled into a 25-minute YouTube video, you don't, you don't make no money, bro. Like, bottom line.

Oh Lord, that's funny. All right, so after 4 years in Marines, then you did what? Because I'm curious how you got to that, uh, the coaching side.

I was in the corporate world. I was running a fault— so I did accounting in the Marine Corps. I went to school, I got my Six Sigma black belt, Agile, Scrum, human resourcing. So I went to— I got a lot of education. And I had the military pay for it.

No shit.

And a Six Sigma black belt is actually extremely hard to— it's got a very low pass rate. What's that mean?

I don't even know what that means. It means you can kick someone's ass, I assume.

Like, if I come into your business or organization, I can effectively save you a million dollars a year. That's what a Six Sigma is. I got a black belt in it, which means I'm the highest one up. No shit.

I thought it was like black belt, like—

People— I said that on the internet one time, they're like, he thinks he's such a tough guy. I'm like, dude, goose Google. Like, I'm not—

it's like—

so it's like project management Agile Scrum, it's all about leaning out, it's cutting out all the excess fat. And I did that exact same thing in my life. Like, I was like 300 pounds, working the corporate world, I hated my life. I'm like, what if I just cut out all the bullshit in my life? How much better will my life get? And I instantly just like started posting videos online. I hired Wes as my mentor, and then like within 6 months of changing my life, I was hanging out with celebrities. Like, I was in the gutter, in the ghetto. And then 6 months later I was hanging out with celebrities. Like, it literally changes that fast if you make it change that fast. Yeah. But so many people get stuck here and they're like, well, what if my friends judge me? Or like, what if— then they're not your friends. You'll find your people along the way. Like, I just randomly messaged you and then now we're doing a podcast. Like, you just find your people.

Yeah.

And I like all— like, everything you say is very like cut dry and basic. Like, and that's the same way I coached and I did my life is like, if you just cut out all the excess bullshit.

Yeah.

The success will come regardless of how much stress you go through. And like, I didn't have a lot of success in insurance at first. I had a lot of bad luck. A lot of people, um, running leads for people were all having really big problems with Facebook at first. So there was a couple times where I threw like $2,000, $3,000, $4,000 and like my leads took a month and a half to come in. And this was like with big companies and like they were all doing— especially vet leads, people were having big issues with it.

Yeah.

So like most people would quit and I'm like, dude, if I like I already had some money saved from everything else I was doing. But if I go dead broke doing this, I know eventually I could fix myself. Like, people aren't down— they're not down to go through the dips, so they'll quit and give up. That's why a lot of people give up on insurance.

That's true. People give up on everything, bro.

Yeah, like they give up on everything. Just like you said, like, I don't know if it was a podcast or just a video I was watching, like, what if you gave Cody enough money for 30 leads and they all told you to go fuck yourself? What's next? Like, that's a perfect interview question because it's real. Yeah, statistically speaking, you'll fix it the next week off the next 30, and you might sell 6 versus 0. But like, they don't— they won't look at it from a number standpoint, and they're like, dude, I'm screwed, what am I gonna do? It's like, figure out how to get another 30 leads, and then you'll sell statistically, you know, 6 out of the 60.

Yeah, most get in their head and think that's what it's going to be like all the time off the jump. Yeah, yeah, it's true. Yeah, and it's almost— it's funny Even when it goes good at first and the zero comes after, that's— it's like, that comes too.

Yeah, because they get a really big spike. The fitness is the same way. Like, I've seen a lot of fitness people come and goes, like, uh, or mindset, or just like in general on Instagram. Like, they'll get a spike and they'll be like kind of popular for a little bit, and then like when the algorithm messes up, they drop down and they get in their own head. They're like, I'm not getting a lot of views anymore. Like, dude, it happens to everyone. Yeah, hell yeah. Like, the algorithm is smoking everyone right now. If you don't stay consistent, when it fixes itself, you're not going to be able to pick back up anymore.

Yeah, it's, it's funny watching that shit. We just put out— I don't, I don't pay a ton of attention to it, but I got a dude on my team, Reese, that does. Now my deal is we just put shit out every day on every platform. I've just done that for years.

It doesn't matter how many views you get because sometimes you don't get that correct views, but then— but I found you still regardless of the views. Like, we found each other, and that's just all that matters is like the 1 or 2, the 3 to 4 connections that you make that. It does. It only takes one connection to really like skyrocket everything.

It's true.

And I— if you looked at it from a grand scheme of things, if you like bird's eye view, if 100 people were listening to you talk a day in a room, like, that's a lot of people to be listening to you.

It is. It adds up.

But we're so warped, like, oh, we need millions and millions of views. Like, no, you just need like a couple thousand people that actually really resonate with your message to make a lot of money.

Yeah, that's true. That's, um, that's dope. So how, um, so insurance, you said started out rough. How's it going now for you? The personal stuff?

Really good. I went through that high at first. I actually spent $1,000 and I turned into $8,000.

Okay.

And then I had the lead thing and then I literally just lost it all. And then now, like, last week I spent $1,000 and turned it into $6,800, and then I'll just do that on repeat. Um, the team I'm with has a really good just like blueprint. We use the CRM Center. Um, like this girl from last— she started last month, she just had $25,000 and she paid first month right off the jump. But then there's other people that start and they don't do that, and it's just the work ethic. It has nothing to do with the blueprint. And now I'm on track to do the exact same thing now that the leads are fixed. Like, I'll take $1,000, turn in anywhere between 6 to 8 to just whatever. And then as obviously as my comp goes higher, and then the people under me, and it just keeps skyrocketing.

Yeah, all telesales, I assume.

Yeah, I've never door knocked. The person that talked me into coming to FFL, his name's Steven. He door knocked for like 3 years and he's like one of those people. His name is Steven Ferrillo. He's not like a big producer. He was just doing like, um, $150,000 a year, which is still good money, but like he just wanted to live a good life. And then he just decided to start building a team. And then he's got someone on, like me, on his team that knows everyone. So like his team's just going to build by naturally knowing me. So it's just, I don't know, just luck of the draw. I commented on one of my YouTube videos, we grew up together. He's like, dude, uh, come to FFL. I'm like, I don't want to switch, dude. Everyone's always switching. Everyone's always jumping ship. I got a lot of homies in Columbus that work for this company. I think it's a cool company. But then when he started showing me the comp chart and that you can— I'm a busy person because of my mindset thing. So free leads doesn't really work for me because it's too much work. Yeah, because you got to hound them more. I just want someone that applied for insurance just now, even though I got to pay $30 for the brand new lead or whatever it is, because I can sell it in 15, 20 minutes versus doing a free lead, it's going to take me an hour and a half. And then I just didn't have time for that, didn't make sense for me anymore. And, uh, so I switched, and it was probably the coolest thing I ever did because like now I'm starting to meet a lot of people. And I really like Sean because Sean had Wes on his podcast, and that's how I found Sean.

Yeah.

And he's a very anti-cancel culture person too, and he says the same type of shit as me. So I'm like, oh, if I ever go super viral and they try to cancel me, Sean's not gonna care.

Yeah, no, he won't care.

I just have me on the podcast 100%.

Yeah, he's He's crazy as the next guy, dude. Yeah, yeah, I would like him. It's funny as shit. Tell Steve he better keep hiring.

Yeah, so now I was his first, and now he's at like— he's up because I brought on 2, and he brought on 2 more. He's at almost 6 now, 7. That's dope. From in the next couple. So yeah, I hope it starts just skyrocketing too. And then like when you get around more people like you, obviously you bring each other up. The person that I just brought on, he's super motivated. So it did just keep him motivated to keep—

yeah. So the— you froze up a little. I don't know if you can hear me.

I mean, $150,000 in our area of the household median income is only like $38,000, so he was still smoke checking all of our peers. Oh yeah, I can hear you.

Yep, I got you now.

But yeah, he like— now he was beating everyone in my area, so I mean, it was still good money, but now he's really ready to elevate. And when you stick around a bunch of people ready to elevate, I mean, it's just to the moon after that.

Yeah, it's true. It's, um, if you're an insurance agent and you feel like you're stuck, you've hit a wall, you're trying to figure out sales strategies, the scripts to use, how to get like off the ground and get to that top of the leaderboard type status, I have a course that I've put out, super affordable. I'm getting a ton of great feedback from people every day on the strategies they've learned and been able to implement, from goal setting to sales techniques to calendar scheduling, everything you would need you need to get your business off the ground and get running quickly. jwcourse.com. Click the link below and get in there today. It's a different game, dude, when you run it with some, with some, with some buddies and handful, a couple handfuls of people. It turns wild, dude. We had the same thing, office setting, and it, it blew up, bro. Um, this is a cool vibe to be around, just people making money, dude. And we'd have people literally sitting in corners on the floor and the closets just dialing and making, making a bunch of money every week, dude. It was It was fun at the beginning.

And the person I just— I brought on, my first person, he was in car sales and was like the number one producer constantly. So he knows like this entire area, and we grew up together. So as we start making a bunch of money and people start seeing it go crazier and crazier, it's just going to be a massive recruiting funnel in Ohio.

Yeah.

And then eventually I was gonna go to Florida, but now I'm going through with that situation with my wife right now, so I'm stuck here. But Either way, I'm gonna run it up wherever I go. So I'm gonna start with Ohio, and then if I end up in Tampa like I wanted to, then I'll just start an office there. Because I know Jay, he has one there, Masca, and I— because I watch his stuff a lot too. Yeah, because I found him because he had Wes on his podcast also. For real? Yeah.

Got it.

So everyone in FFL is not scared of cancel culture, so I'm like, fuck, I might as well just go over there. Either was the other place either though. They're a bunch of gangsters. I think all insurance companies have a bunch of gangsters on it, to be honest. That's It's true, they're always driving around talking shit.

That's funny. Uh, you kids or no?

Yeah, I have 3 kids.

3?

My oldest is 13, and then my middle one's 9, and my other one's 5.

Hell yeah.

I wonder how I'm young so that way I can— like, my parents had me when they were like 50-something, dude. So like, I don't wanna— yeah, I don't want to be an old parent. And my brother is old enough to be my dad almost, like So I didn't want that for my kids, so I did it in reverse.

Yeah. How old are you?

Uh, 32.

Okay, cool.

So I started—

I turned 46 at my first one. My oldest is— should be 31 this year.

It's the same type of thing. Yeah.

And then my little guy's 13.

Because then you can enjoy your life later.

Yeah, I just kept having them.

I heard you say that too, like you— like you tried to fix your first marriage by having more kids and it didn't work.

That did not work. A lot of kids were dope, but the marriage did not get better. A lot of people do that.

You're not on the same page with somebody, dude, it doesn't matter what you do to change it. That's what friends do. A lot of people stick around with their friends from like 10 years ago just because they grew up together, but then that's why you're where you are right now, because you just kept holding on to things that didn't need to be held on to anymore.

And I looked at it like that.

I mean, people do everything. Like, I heard you talk about that with the insurance also. Like, if you're not making any money off those leads or whatever you're doing, why are you still trying it that way? Like, why don't you go to the next thing that someone's showing you how to do? Like, people do that with their friends and their family all the time. Like, just because you were born into that family, if they've done a million things wrong to you, doesn't mean you have to— I mean, you can love them from afar, but you don't need to stay around them.

Yeah.

Because like, people will always be like, well, Jesus walked around among sinners. Like, yeah, but they killed him too. And I don't want to— they'll kill your soul if you stay around on it.

That's true. It's a good point. It's funny how, how, how many people's circle limits them from doing well.

That just happened to someone I just brought on. He's like, well, my, my X, Y, and Z said like, what if we go broke or if it doesn't work? And I'm like, I'm telling you right now, dude, if you don't sit them down and tell them, leave me the fuck alone for the next 6 months, it will fail. Because if someone's sitting there telling you it'll fail, it'll fail, it'll fail, the day you don't have a sale at all, you'll get an argument. It'll fuck your whole week up. And now you haven't made a sale all week because you were stressed out about that fight you had about not making a sale the first week, day of the week.

It's true.

And then it's just a vicious cycle and you need someone in your corner, whether it's a friend, your spouse, or whoever. Because as soon as that negative bug— it's like, we've all been at workplaces. Like, did you like ever work in a factory before you were in insurance or any type of normal warehouses?

Man, I was in warehouse.

I used to— that's all I did before. And like, we— you could always see like the 7 or 8 people in the corner that were pointing the finger at the positive person, like, he's a brown-noser, he's this and that. And that positive person literally climbs to the top while they all sit in the corner and make the same amount of money for the next 20 years. And they all say how they hate the job, but they're still there 20 years later. And your friends and family would do the same shit to you just in real life. They'll just keep you stagnant for, for an eternity.

That's true. When I was in that warehouse, we would load boxes and trucks like a food distributor, and I did nights. So they would, they would deliver the boxes to the warehouse from each of the companies in the morning, and the morning crew would put them up on the shelves or whatever. And then at night, we would pick the individual orders for restaurants. Back the trucks and then ship them out. And dude, there's people on night shift for 15, 20 years, and their whole goal in life, bro, was just to get to day shift. That was it. That was it.

That's, that's how Ohio is. Like, dude, I can't wait until Steve retires so I can go to First. Yeah, I'm like, dude, there's something that pays this exact same amount right down the street. You can go to First right now, bro. Why do you have loyalty to this company? Because dude, during COVID if it taught us anything, is that companies have zero loyalty. The company I was working for, like, it was either like, get the jab or you're all fired. They're like, damn, like $100,000 a year, what am I supposed to do? And they did that too. So like, a lot of companies did that to people. So you're— you won't jump ship to make an extra dollar to go to a shift you want to be at for your family? Like, dude, but it's also them just scared to take a risk. They're like, well, what? Because it's not always greener on the other side. What if the job is way worse on first over there? You know. Yeah, which I understand that too, but I'm not going to sit around for 15 years straight and wait for a shift, dude. That's insane. And I've met a million people like that.

That's true. That's what, that's what got me looking at life different. I was like, I was like 20, and I'm like, nah, I ain't, uh-uh, I ain't doing— and all the guys working there were like in their 40s. They're like my age now, you know what I mean? I was young in the warehouse at the time, and I was like Nah, dude, I, I can't imagine still doing this shit at 40-something.

I look back all the time, I'm like, what if I was still in that factory that I hated, dude? And then I think about it, I'm like, there's still people there that I knew of back then that hated it back then that are still there 12 years later, bro. It's true. Or like another instance, like jobs shut down all the time ever since everything happened back to the economy, is like that place I did work at. I used to do toilets. It was called Mansfield Plumbing. It's like 100 degrees in there, dude, and they keep the humidity at like 70% because the toilets are cracked. So they put their bodies through that every single day, all day long, 12-hour days. And then it went out of business, bro. So these people thought they were working till retirement to get let go at 40, to have to go start their lives over. But it employed so many people that when they all got laid off, they all couldn't go into our economy and find a job. So now they're like going dead broke from a place that they thought was safe. Like everyone says, business and entrepreneurship is not safe. But 9-to-5s aren't either. Like, 70% of gyms went out of business during all the vaccine stuff because everything got shut down. And like, nothing's safe. Like, it's just as risky. Or like the '08 crash, like, people had to delay their retirement.

True.

So none of it, none of it's safe. You can go dead broke on doing anything. And the cool thing is you can become rich again. And like, how many successful people claim bankruptcy? People are so scared to take the risk. Like, dude, all the big big names that people look up to have all been dead broke trying to chase what they were doing. Oh yeah, Grant Cardone and all of them. So like, I don't understand why people are so— they want the success, but then when they see the struggle, like, I'm just gonna go back to my job.

Yeah, it's, um, it's funny that, uh, how much people will get stuck in their head over stuff. I think it's worse like when you see people in this space that do enough to know it works but still stay mediocre.

Yeah, like they, they'll, they'll be like, dude, I just made $5 grand. And I'm like, then buy a whole new pack of like $1,500 worth of leads. I'm like, well, then I only have $3,500 plus I got to pay bills. Like, well, then how do you expect to make the $5 grand again? Like, well, I'm just going to chew on this for a while. Like, dude, like you're trying to squeeze like the seeds out of the lemon. The lemon's done for already, dude. Like if you don't keep—

what?

What other business can you have such a high mark margin on and not spend anything? So I don't know why people come into insurance and think that. Like, my brother owns a tree service, right? And I remember watching him, like, we worked on a tree service together, then on the weekends he would go and he would cut trees on his own, and then he would buy like a $5,000 shitty truck, and then he would have a $7,000 truck, and then, you know, he worked his way up to paying cash for like a $70,000 truck. And it— and then he would have to buy a chip— a wood chipper that's like 50 grand. But like Where other business where you not have to invest it to make $5,000 a week? It doesn't exist. But for some people, people come into insurance and they're like, I'm just gonna just, you know, buy it this one time and just start keep flipping it and getting referrals and this and that. Like, but dude, it didn't work. You didn't make any money last week. So until you can figure that part out, go buy more leads and just— and if it doesn't work, dude, do it again and do it again and go dead broke. And then you'll statistically, you're always going to catch back up. Like, you might have a bad week, but over the 3-month period, 6-month period, you're going to close anywhere between 20-30% of all lead you by. So like, if you bought 200, how many are you going to close? Like, you know how many you're going to close, so just keep calling them and then buying more and just keep like cycling through. And it fixed itself eventually. All, all businesses like that. Like, well, like, I spent a lot of money the month I went to the Bradley podcast, and I didn't get any return on it at first, but then I had hundreds of people— like, that dude's following is realer than anyone's following that exists. I had hundreds of text messages like, hey, I saw you on Bradley's podcast, because I've shouted my number out. Got it. And like the end result ended up being really good. But most people are so set on like, I need it right now that they're not willing to invest it and then get it back in 6 months.

It's true.

Or they're like dead set on the stock market. Like that might be one of the slowest returns ever. But you guys love that. Like you're not putting $5,000 in the stock market and turn it into $15,000 the next week. Uh-uh.

Maybe ever. Yeah.

So like, why? Why is it such a risky thing to do with insurance? I don't understand.

It's funny, it's true.

Fitness is the same way, like you gotta turn it in. Like if you run ads, you got to do X amount to get them on the phone to close them. It's almost the same as insurance, just a different script, really. Like, how long have you been fat? 15 years. I need to think about it. Dude, you've been thinking about for 15 years and you've gained 20 pounds since then. So I mean, it's— do you want to lose the weight or not, bro?

So you were selling packages for someone else to coach them, or were you coaching them too?

I would coach them. You were like— most of mine, I used to close them through the DMs because that's how Wes taught do it and it makes a lot of money. But obviously you'll get more, like, to say yes if you get them on a phone call.

Sure.

It's the same type of script, like, hey man, this is Kyle, I do X, Y, and Z. Um, I'm gonna just have a 5-minute call on what— how I can get you to your goals. Like, what do you struggle with? And then, like, you just have a script that you follow, just like you do with insurance. Like, with insurance, I'm like, hey, this is Kyle, I'm your veteran consultant. I see that you requested some life insurance with the email, blah, blah. So I The veteran consultant thing really gets their ear.

Yeah.

And they're like, what was he, what was he calling about? And then they're like, oh yeah, I did apply for that. I'm like, awesome. I'm just a veteran underwriter assigned to your case. I work with vets 6 days a week. I'm also a veteran myself, transitioned out of the Marine Corps in 2017. I've been working with vets ever since because before I did this, I used to get Vet Sober as my main fitness business. So like I've always worked with vets and that just hooks them in right there. And then obviously with vets you get higher premiums. So the persistency is a little higher than normal because I get VA benefits versus Social Security because some people might be bringing $1,200 a month in for Social Security, but vets are bringing $4,300. So $150 premium, this guy is going to keep it longer.

It's true. Yeah.

And fitness is the same way. I just targeted like, I'm like, hey, are you an overweight person in the corporate world and you just feel like shit and you want to be able to play with your kids? Like, it's the same thing. Like, because I knew I would get a higher caliber of human. Yeah, that's going to have the $2,000 to invest.

Makes sense. And you just ran ads for that too?

Yeah, and the same type of scripts. And then I would just run ads and I would retarget, and it's the same thing. Because eventually I'm going to run my own ads for, uh, insurance as well, but I want to be able to see what systems work first so I can give my— because most people don't have the money to run their own type of leads and stuff, or they don't want to take the risk. So if I'm like, you can do that— because we start all of our people out with age leads at first until they see they make a sale or two, and then, you know, they can transition into new because you're going to blow the— if you buy brand new leads, you're going to blow it as a new salesperson. And then if you blow $1,500, like, you're probably going to lose the people.

Yeah, most, most don't have it right up, right off the rip. It's funny, you talked earlier about that, the black belt thing, cutting fat. How do you, how do you apply that here?

Same thing that you talk about all the time. Like, I have it— I use the Wave system for dialing instead of hand dialing, and then I do triple dials just like everyone else talks about. I know a lot of people are scared to triple dial, but the worst thing that happens is Why did you call me so many fucking times? Like, you weren't answering, dude. You apply for life insurance, like, you know what I mean? Like, you don't— it doesn't have to be like this giant, massive, salesy, weird, scary thing. Like, dude, you weren't answering the phone. You requested this. I'm just trying to give you some information. Yeah, especially with vets, dude. They're super cut and dry. I'm like, hey, man, I'm just going to be honest with you. I'm going to crash this entire conversation. So then when I get down to it, like, I've heard you guys talk about, like, I need to think about it. Like, dude, you've been thinking about it for 15 years, and if you die tomorrow, your daughter is going to have to deal with this. Or when they say, I need to ask my wife, like, like, so you who served in the military as a man wants to put this burden on their wife, this $100 a month burden, which she's gonna have the burden anyways if you pass away. Like, and it's just very simple. Like, and then they're like, fuck, dude, you know what I mean? That a hard close sometimes— like, the bad thing about a hard close is sometimes like they get off the phone, they're like, oh, I'm gonna cancel that, he fucking pissed me off. So you got to be like strategic enough to say it correctly. Not that brash.

That's true.

Same type of certain people you can. Yeah, you just got to fill out the conversation. I mean, you have 20-minute feelers. Like, you have all these introductions, how you do. I'd say how I'm an independent broker versus captive agent, and then I just feel it. And as I see, like, if they're like really aggressive or like they're very— I'm— that's how I am with them. I'm just blunt at the very end because they don't need to think about it. It's just an objection. Like you say all the time, they don't— they What are you going to think? They actually going to sit down and you're not going to sit down and think. I say all the time, I actually think I learned it from Cody. He's like, um, the amount of times that people actually get off the phone and think about it is probably 0.1% chance. And someone might call me back thinking you have insurance and you passed away. Now your family's mad at me. So let's just go ahead and secure this bonds package because there's nothing else to think about because the other ones are more expensive that you really don't even know if you can afford and you can add them later. So let's go ahead and start this application. Grab your ID and your social, and then you just go right back into it. Fitness was the same way. Like, dude, you need to ask your wife if you need to lose your belly. She doesn't want to see that shit, dude. Let's be real. And that works, dude. Like, men like being talked to like that, whether society wants to admit it or not. I don't want someone on the phone like being all like, I don't know, fruity and weird and like salesy and like, dude, how much does it cost? Like when Wes hit me, when I hit up Wes, I'm like, how much does it cost? For 6 months of mentoring. He's like, 10 grand. I'm like, send the wire. Like, I don't need to talk to you on the phone. I know what you do. I see what you do. I've seen you help people. Just send them— send the wire.

Yeah.

And then I just— like, a lot of people are like that. Like, they know they need it, and if you can just tell them brashly enough to where, like, dude, like, it's a very selfish thing to tell someone, like, oh, like, I know it's funny, but they're like, oh, they're just gonna throw me in the backyard. Like, John, you know how selfish of you that is to expect your daughter to do that? She's gonna be mourning. She's gonna have to start a GoFundMe. So let's just go ahead and secure this bronze package. Go ahead and grab your ID Yup. And people are just scared, I guess. I don't know.

I mean, most people are procrastinators by nature and they're going to try to do it again with you.

Yeah. And then I cut out— but how you ask how I cut out the fat, I use Wave. So I triple dial everyone. I do 25 people at a time. So I start at the top and then I get it down to at least like 15. I move over to my next 25 because there's going to be obviously people that don't answer no matter how many times you hound them. And then I do the same thing. I do the 25, get them down to 15, and I merge the two groups in my CRM, do the same thing till I get them down to 15 and then move on.

Yeah, just work, work little piles.

Yeah, just little piles. And you just got to keep yourself like, if you start getting down or you call, call someone you've already signed up, just check on them, bring your happiness back up, get someone to answer the phone. Don't ever complain down. Don't complain to someone not making any sales. Like, call your upline that made $50,000 last month. Like, hey dude, I'm just not having it. Because they'll bring you up. If you, if you complain downwards, they're going to bring you down. And then that's not cutting out the fat either, because like you're just making it— two people complaining doesn't change the situation.

That's true. You use that in life.

Yeah, I mean, I did apply a lot of my mindset stuff to this. I've always done it. Like even sometimes, dude, I'd be a little bit too motivating at work though when I was a corporate leader. And I'm like, yeah, you guys can do this, you should do this. Like, look how hard this dude works. And then he's like, hey dude, I'm gonna go take this $30 an hour job. You made me realize I'm better than this one. Which is cool because I like changing lives, but at some point if you motivate people too much, they'll leave you.

Yeah, that's true.

Which is good karma if you believe in karmic debt and stuff though.

So that's true. I mean, at the end, if you're trying to help people win and help them see a bigger vision, dude, you know.

But insurance, literally, if you just dial, like cut out the fat, like get a dialer system, Kixie Wave, whatever, and you just triple dial every single person every single day, and then you get it down to a point where, like, obviously those people aren't going to answer. If you bought them brand new, you treat them like an aged lead, like 30 days later, because you buy aged leads and people make money all the time. So I'll just put them in a 30-day-old category, let them sit for a while to where they don't recognize my number, and then bang them again for like a day or two and get another 2 or 3 out of it.

I'm working.

Yeah, people are just lazy though. So like, if you're not successful and you have a good upline, you have good mentors, and you're not being successful, It's not, it's not insurance. It's not the leads. It's not the CRM. It's just you not trying hard enough.

It's funny. You hear people go like, I just want to, I want to see if it works. And I'm like, you want to see if insurance works?

Yeah. Do you see how many people are driving around the car you want to drive, dude?

Like, what do you mean you want to see if it works? It definitely works.

All of them work too. Like people, like I, it's true. 100%. Like I, captive agents argue with independent brokers all the time. Like, dude, both of you guys drive nice cars. Both of you, like, if you just network together, like, dude, I, I still talk to the people from my captive agency. Like, anyone that gets denied, send them to me, I'll get them approved.

Yeah.

And I'll send you guys that don't want to pay for leads. Like, I'll just send you guys recruits that want to start off free because they have no money. I'm not here to fight with nobody in this industry because it all works. And they'll be like, there's independent brokers, like, well, they're doing bait and switch and this and that. Like, is the person happy that they bought the insurance plan? Are they happy that they got something secured for their family? Because that's really all matters.

Yeah, yeah, it's just an angle and it does work.

50% combo doesn't pay for leads, then that's all that matters. Like, if he's cool with that lifestyle, then who cares?

That's true. Yeah, it's like every company, every line of insurance, Medicare, health, ACA, any of— they all work. Every company, every company has someone rich for the most part, any decent-sized company anyway. 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. Couple recent clients that we've had in the, in the coaching program. One dude as an individual went from selling like $8,000 a month, barely getting by, about to quit the industry, found the book, hit me up direct, started a coaching program, went to $35,000 his first month, has issued like $150,000 in the last 90 days and has changed the trajectory of his career. Working with another agency builder, very first month went from doing like $800 grand a month to almost $1.1 million. We added like 10 or 15% production in 30 days and continue to work on things there. So if you're interested, click the link, apply, and if you're a fit, I'll reach out.

So be like, well, it's just a recruiting tactic and it's a scam. Like, dude, someone's making sales to make that dude money. So there's definitely people underneath that guy making sales or he wouldn't have any money.

Correct. Yeah, correct.

So, but yeah, it might be a little bit more work. Like me personally, I didn't have time to work leads that hard that have been worked a thousand times. Like I just didn't have it in me. I didn't, I'm just too busy of a person for my Instagram and I'd rather just pay the $30. Someone that just applied and the chances of me closing them in 20 minutes, 25 minutes is relatively higher versus, you know, I had to give them something free, then sell them something. And then I'm an hour and 15 minutes in. And if they tell me no, I just wasted an hour and 15 minutes. Because here I could have done 4 presentations and made a sale regardless.

True.

So it just worked out better for me. But I think that's another thing that if you network with people, even if they weren't on your team, like, you could go a lot further eventually.

Yeah. What do you have?

Do you know people that do that? Like, they, they— 2 top people at One Captive, one— they do exactly what I do. Like, sure, just send me everybody that gets denied through your insurance, I'll get them approved, and then I'll send you all people that want free leads. Because some people can't have— some people can't afford to start where it's, you know, I pay $400 for my states and then I do $350 for aged leads and then I did whatever else. I got the E&O and I got all these other things. I took this AIL class and I did all these things. Some people just, you know, some people are really are dead broke in our economy, which—

it's true.

Go get some free leads, bro. Go get 2, 3 states. Go get a company. And if you don't like it, at least you have the experience now. Yeah, because you— I mean, you could at least make $5,000, $2,000, $3,000 a month doing free leads at a company you don't like if you just tried hard enough. And but you spent no money, and it's still better than that 9 to 5, and you got experience, and then switch if you wanted to. Yeah, just don't burn any bridges on the way. Like, when I left, I'm like, hey bro, I'm like, there's no hard feelings. I like your guys' company. I like—

I like—

you guys are all cool. I still kick it with all you guys. And, um, FFL just makes more sense to me. I know Wes, I know Bradley, and I know, uh, like, he know— they all know Sean. And I just like how gangster it is over there. I just respectfully let them know, like, I'm just gonna go over here. And they still communicate with me. I still send the other guy free, uh, recruits. I want free leads. And like, because two— the one person, this dude I'm talking about, he's beefing with someone in FFL, and they're like going back and forth right now on Instagram. And I'm like, dude, just— who gives a fuck? Just tell them to get into insurance. Like, they'll figure it out later.

That's funny.

They both attacked each other and now they're like, he attacked me. Like, dude, who gives a fuck?

Who gives a shit? Yeah, who cares? It's always funny.

I just have fun. Both of you are driving around Lambo Uruses, so both of you figured it works. So true. And that's the thing with the internet, it's just full of a lot of hate and a lot of haters. And like, if we all just figured out how to like push each other forward, imagine how much further we would all go, which has been an argument since the dawn of time. But Insurance is the same way, dude. Like, you don't have to beef out here. You don't have to have the perfect system. You just have to work it.

Yeah. What do you get the most on social that's like, why the hell you sending me that? Because I see some of your stuff.

I, I don't—

I ain't seen a lot.

You talking about my comments and stuff?

Yeah, something drove you crazy recently.

Right now some fucking YouTuber made a video about me and they're all like your wife left you and you're not allowed to see your kids anymore. And they keep commenting that, and I'm like, where do you guys get this information from? And, uh, that are like— someone will get mad because I say something aggressive and they go around saying I got kicked out of the Marine Corps. This is the thing, dude, when you post proof, they just switch the narrative, right? Like, I would post proof, or like, I would post bank statements of how much money Wes made me. Like, I've had $10,000 days from this, and they're like, it's a fake bank statement. So like, there's no real point to argue with these people because at the end of the day, they just want to be losers. They just want to make themselves feel better and attack. Like, like I was talking about earlier, like they're counting my pockets when they don't have anything in their pockets at all. Yeah. And, uh, if you get like— the bigger you get on social media, you'll just randomly start to get it too, like for no reason, dude. Like, you're not even an aggressive person because they blame it on my aggressiveness, right? But how aggressive is Alex Hormozy? He's not aggressive at all. And if you go to his wife's page, it's nothing but like, you got a nose job, you stupid bitch, you're ugly, you sound like a man. Like, dude, she didn't do nothing to you guys. She's not aggressive. It's not the aggressiveness they hate in me. No, it's not.

I get it on YouTube a lot.

I'll never be too old or too grown to talk shit back to you. Like, they'll be like, dude, I can't wait till I see your wife. I'm gonna do this and this to her. I'm like, I will dent your fucking forehead in tomorrow. If you ever show up. And they're like, dude, you can't say that, you gotta— I might say whatever. Like, you brought it first and now you're getting the same aggression back, and now I'm the bad guy. And they'll post those. Like, people will be in my DMs like, don't ever come to— don't ever come to Boston, it's over for you. I'm like, I'll touch down in Boston tomorrow. Like, why? Like, don't threaten me first. Now I got proof, dude. And I was in the Marine Corps and trained enough to be able to not, not get taken out of the situation. The internet is weird. I get that a lot. Or they'll threaten my kids. Or like, dude, I'm not even saying anything that bad. I'm like, if you're fat, you overeat. If you're broke, you didn't work hard enough. If you're negative, you have negative friends around you. Like, if you— like, the most— if you drink more than one time a week, you're an alcoholic by definition. Like, and you shouldn't be drinking and smoking if you're broke. And they're like, oh, fuck you, you don't know what you're talking about. Like, dude, that's how you get successful, by doing all those basic things. That's just basic, like, life principles. Yeah, because like, you're talking about doing 75 Hard right now. I mean, that's literally 75 Hard in a nutshell. Don't drink, work out twice a day, stay positive, do drink water, read books. Because I met Andy Frisella in person, he's just as aggressive Yeah, he might be worse than me, bro.

Like, he walked on stage, 100%.

He did the Boston sit-down. So I went to Boston and he walked up on stage, dude. He's like, I'll just let every one of you fuckers know right now, if it was in competition or in war, I'd kill every one of you right fucking now. And then he just went into this giant speech, bro. And I'm like, what the fuck? I don't even say nothing half as bad as that. But when your following's that big, it eats up all the negativity. So when you're as aggressive as me and the hate comes first, Because I'm attached to Wes. So when they make videos, they found me through Wes. So their following is all automatically bigger than mine. So they'll come and like eat my page up. So, but as I keep going, I could eventually even out because I'm sure when he made videos at first, his hometown did the same thing to him and hated on him. It's funny, bro. People in my town that hate me because of how I am will share his shit. And I'm like, we're the same person. Like I hung out with DJ, the dude that does the podcast with them for like 3 hours and we talked and he's a veteran too. And he's just as aggressive as me, if not worse. But like, it's just, you're— no one wants to see you keep climbing past them, so they'll just keep like trying to pull it backwards. It's crazy. They do it to David Goggins all the time too, dude. They talk crazy to David Goggins, and he's the most savage dude on the planet.

He is savage.

They just, they just— I don't know what it is about the internet. They just try to like make up false— the guy that hangs out with Wes, his best— his videographer and his best friend, he's a Marine that did 350 weeks in a combat zone. His stack on his thing is like this fucking big, bro. And they make a video about this dude once a week saying how he's a fake alpha. Like, if that's a fake alpha, I don't want to meet a real one. Like, people— yeah, I get the same comments. Like, they'll just— one page will post something about me and then they just spread it like wildfire.

Yeah, I think it's funny. It stops a lot of people from putting stuff on social in general, knowing they should, just for their business stuff. Because you put— you actually have a strategy on your social. You can see it when you're watching it. Um, so it's like sometimes I think you just like, it's like, all right, I can't help but answer this one. But the other 90% of your stuff's like legit, dude. Yeah.

Um, it's just a giant— Wes taught me, it's a blueprint. You follow the same blueprint every single day and you post the same shit and you do call to action certain ways.

Yeah, you can see like one's a text, one's a video, one's like the mute. It's— you got a little rhythm to it.

Yeah, same thing with my stories. Like I changed my— that's one thing about when they say that these people teaching you like these classes online or these courses and they say they're a scam, right? If you taught me exactly how to grow your business and I tried to recreate John Wetmore without putting my spin to it, it would fail, bro, because I'm trying to duplicate you versus take yours and turn it into mine.

Yeah.

And that's why I was so successful with this blueprint, because he'll have like round 1, round 2 as his workouts, and then he'll like have macros and whatever. And instantly I'm like, I don't want to be a copycat like all these other people. So I put, earn your breakfast, earn your dinner. And that was like coin phrase in my city. When I was walking through like the stores and stuff, they'd be like, earn your breakfast, bro. So I coined myself off of his blueprint.

Got it.

And I'm doing, when people come and they say it's a scam, they try to be Wes or they try to be John or they try to be Brad instead of take, cause Brad sat down and he's like, dude, you're. You're— he's like, I love every one of these mindset coaches, don't get me wrong. He's like, but you need to listen to me, and mindset coaching cannot be the only thing you sell. And that's like one of the reasons I knew insurance was going to do good for me, because it's just one stream of like 7 things that Brad does. Because Brad has the, the real, and then there's solar, there's the merchant services, there's the insurance, there's the sales of the sales, which he makes salespeople sell for him. And then he sells a coaching course called The Closing, The Closer. And then who, that's $6,000. And when they pay for that, they can come work at any of these companies he has. And after X amount, they make that money back and he pays them back the $6,000 for being such an exceptional worker. And that's how he taught me how to do my shit. And that's exactly what I'm doing. So I'm going to have insurance and then all these other sales businesses, and it's all going to be under the umbrella of the Perry's Powerhouse that I started originally.

Got it.

Cause eventually I'm going to get back into coaching, but I'm only going to do social media coaching instead of fitness.

Correct.

I want, I want to be able to show people how much, and it comes with all your scamming people, but the people that listen and I change their lives, that's all that matters to me.

Yeah.

Cause like the thing is like I used to charge $3,500, right? And $3,500 ain't shit to you. But if I showed you like, hey, this is how I got 18 million views and now you've went from 6,000 agents to 6,500. I just turned that $3,500 into $350,000 in a year for you. So you're going to be grateful. Yeah, sure. 5 people will make a video about me and say it's a scam. But look how many lives we just impacted by doing it. And it's because I heard you say that yours is a little underpriced for your mastermind. Like there's people that charge $20 grand to go to that for mastermind. I paid to go to a mastermind. It was $10 grand. I got to have dinner with Birdman, Andy Frisella, Wes Watson, Mike Rashid, and people like, you got scammed. Like, dude, first off, you only have $10 grand to spend to go to that. First of all. And second off, I got more in that one night. Like, you've never hung out with someone that's a billionaire to learn and pick their brain. I would do that 5 other times, dude.

Yeah, yeah. I paid a mint to get around, uh, Patrick Bet-David and, uh, Mylett. I did some stuff with Mylett that was, that was not cheap. I've done it a bunch. I paid, I've paid a lot over the years to get around just people that look different, see different, give me a quicker path, give me some info I didn't know before.

Don't pay 50 grand to go to college, but they won't pay 10 grand to learn something, compress the time, because I've probably spent, like, at this point, between masterminds and coaches and mentors, probably like $50,000, $60,000. Same as someone spent in college, but I don't have to work a job no more. Yeah, I have a great network, and my life is way better than it was before I spent that $50,000.

Yeah, makes sense. I mean, I, I, I offer it, but I also consume it in the same way, you know, it's like, and it's always helped. Every time I've got—

it's like these business people, if you spend 10 grand, like if I spend 10 grand to go to your mastermind, I mean, that's a coaching course that's then still a write-off anyways.

Like, correct, that's true.

Or the government's going to get it, and everyone knows no one— the government's not doing anything for us right now with our money. Elon just proved that.

So yeah, yeah, it's going somewhere.

You might as well just give it back to the economy, dude. You might as well give it back to someone else that's going to put it into the economy.

True. I always was taught to like basically buy more cash flow. Yeah. And there's lots of different ways to do that. Leads, coaching, masterminds, things like that. I've spent a mint. Yeah, I've spent—

coaching, masterminds are definitely probably the best money anyone can spend. And I don't even have a mastermind, so they can't come and say, well, he's just saying that because he has a mastermind. Like, no, dude. Imagine if you're used to hanging out with 10 people and they all make $40,000 a year and they're telling you all these things that they did to get their life where they're at, and that's all you hear. And then you spend 10 grand to get into a room and everyone's making a million dollars a month. Just the conversation alone can get you motivated enough to get out of the $40,000 a year tax bracket.

Yeah, especially the ones actually making the money doing a thing, not just making the money doing the coaching. I mean, it's like, I see some people do coaching and they only make the money doing the coaching. They've never made money doing the thing.

Yeah, that's why, like, I never wanted to— to, like, now I'm comfortable with it because of how much I blew my social medias up and stuff like that. But like before, I'm like, I hate coaches that are creating coaches because they bought a coaching program. But I've had $10,000 fitness days, so I can assure you now I can teach you how to do that kind of thing.

Correct, correct.

Or like, I've hung out with Bradley, or like I've gotten rooms with millionaires, so I can teach you how to network, leverage your network. Yeah, the same thing. Like, I even— when I hit you up, I'm like, I was on the Bradley podcast before. I just used that to just bombard myself other places. And like, you can do that after you've been to a mastermind. Like, hey, here's a picture of me and Pat, uh, but David, um, I want to do this.

Yeah.

And then it just gets you in more rooms, dude. It's just— and then the more money you're willing to spend to get your life out there and show your face, and the more times you can change your life. But if you sit in that room with those people with that negative mindset that make $40,000 a year, which there's nothing wrong with the working man either, I'm not attacking them, They're just a lot of them.

There's more in life if you want it. There's plenty more.

But if you're happy with that, then cool. Because I tell you right now, every day I wake up and want more. So sometimes it's a blessing and a curse. Sometimes I'm like, that would be kind of cool to wake up back when I made $50,000 a year and I had no care in the world, bro.

Yeah, it's funny. I used to be that dude, and I don't know how to do it now. Like, I have a night where we don't have something, I'm like, what do I do exactly? Exactly. Like, I don't feel like if I'm— I feel like if I'm not going towards accomplishing something, I feel like I'm— to just sit and do nothing, I struggle with it, dude.

And I'm like, dude, most people that sell their businesses, they end up killing themselves.

Yeah.

Because when you just sit around and do nothing and you're just not living a life of purpose, like, I can't— you're not as— especially as a man, like, you're built to, like, be a protector and be a leader and, like, Yeah, work in the city and like be all these things, and then you're like sitting in your house, especially with technology nowadays. Like if you sold a business, you're just sitting there watching like mind-numbing TV. Like, I can't hear it.

That's why I've turned up everything on my health and the personal side, you know.

Not made— yeah, you will go crazy.

Yeah, that's true. Yeah. And you know, for me it's been like I'm getting some cool time with the kids, and, uh, dude, I'm like, but you can always be a little bit more. And then, yeah, and then, you know, the personal health journey for me has been fun because I was a— I saw some old picture of you. I wasn't quite that big, but I, I was 250. I was 6— I'm 6'1", I was 250. I had a little gut, dude, and my thighs were freaking huge.

Way bigger than humans are supposed to be.

Yeah, dude, I was, I, I was like, whoa, this is going the wrong way, dude. You sit the wrong way, and I'm like, that bitch pops out like I'm like 7 months pregnant. I'm like, oh Lord.

And the thing is, dude, I mean, it's not really about the abs or like the muscles, it's about how you feel internally.

Agreed.

Getting to there, right? Because when I used to make really aggressive fitness videos, they're like, you're so egotistical, it's not about the abs. I'm like, I actually— I agree with you, it's not about how you look. But when you look that good, you feel that good.

Agreed. I feel way better.

Just the food you eat, the way you consume things. Like being on a— like, I get up, my schedule is like, I get up, I work out. Um, I get up at 5:30, I work out from 6 to 7, then I dial from like 7:30 to whenever. Like, I just have a goal. Like, I normally dial to like 8. In between time, I take a break from 1 to 3 because like no one really answers during lunchtime unless you're calling West Coast, which, um, I just take a little bit of a break. And then I live that same life on repeat every day, bro.

Yeah.

And that's how I keep myself sane, because without a disciplined routine thing, I'm an addict by nature. Like, I'm a massive alcoholic, a massive partier. All my friends are like that, or were like that. And it's the same thing, they're disciplined and doing that drinking every night. And like, they go to work and then they drink from 5 to 7. They're disciplined, they're just disciplined in the wrong stuff.

It's true. It's 100% true, dude. Disciplined on Netflix and disciplined on being like—

same thing. I mean, you still got to dedicate the time to watch the TV for 2 hours or drink those beers with your friends every day. And, um, yeah, there's still discipline, bro. They're just disciplined in the— it's like you never stop being an addict, you never stop being an alcoholic, you never stop being any of those things. You got a habit, Matt, bro. So like, you got to replace those habits with fitness and reading and doing and working. And that's probably why I work so much because if not, I would just be drunk all the time like I used to be.

Well, me and vodka were way too friendly, dude. And exactly, I grew up smoking a lot of stuff. I'm like, yeah, I gotta— let me just— let me— let me— smoothies. I've now replaced vodka with smoothies, and I've replaced sitting around doing dumb shit with running.

And yeah, it's like, exactly, it's just a habit map.

And people—

because people think I'm like against all that, and I'm like, I'm not against you drinking or smoking if you can afford it. What I'm against is you sitting around complaining every fucking day about your life or that you don't have any money, but then you're drinking and smoking. You could save $200, $300 a week right there and then start getting ahead.

True, it's true.

Like, I'm not against any— I think moderation is cool if you can do it. I just can't. Like, I can't, bro. I'll start drinking again, then before you know, I'm like in the middle of the hood doing some crazy shit. Like, it was— it's a weird mindset.

It's funny what culture can do. Yeah, I get it.

Yeah, it will really consume your entire life, bro. And like It's crazy, dude, because I've met people— like, when I was in the Marine Corps, I had a buddy from Wisconsin. He's like, I've never been in a fistfight in my life. And I'm like, that would be such a cool environment to grow up in, to like not have to deal with any of that. Yeah, but like most of the world, like a lot of the world's really violent, bro. We downplay and water it down and try to act like it's not, dude. It's a lot of violent shit out there. It's true.

That's true, dude. This has been fun, bro. Appreciate you getting on and sharing. And, uh, thanks for hitting me up. Yeah, dude, it was different. And it was like, people were like, how? I'm like, he just sent me a DM and asked, and I was like, well, sure, why the fuck not? Let's, let's go.

Because the cool thing is, in 6 months from now when I build a bigger agency, I'm like, hey, look, I took that mindset and look what I did.

Yeah, I love it.

It's just documentation.

It's true. Well, keep at it, brother. Let me know if I can help at all, man. Appreciate it. Appreciate your time. Thanks for sharing.

And I have to meet up with you and do one of those marathons or something, dude. Let's go, bro.

You want to sign up? Come on.

Any— I just don't know if I can do it this soon because all that shit I'm going through with my house and stuff. But yeah, I get it.

You let me know. Yeah, we know. We got— I got, I got 6 or 7 people did one with me a couple weeks ago.

Really?

In Atlanta?

Yeah.

Oh yeah, dude. So I'm like, y'all want to come do some crazy shit with me? Come on. I'm always out there by myself.

You like rucking? I do a lot of rucking.

Yeah, I do. Yep, I do the weighted vest. I have a mountain 6 minutes from my house.

Oh yeah, we'll do some crazy-ass rucking and get it on film and shit.

I love it. Let me know.

Thanks for having me, bro.

All right, see you guys. Do more. Later.