How I Made $1,000,000 in Sales by Door Knocking ft. Sam Taggart | Ep74

So my great-great uncle was Grant Taggart, and I learned this like not too long ago because there was written a book about him. He had 20,000 agents in the 1920s, '30s, and '40s working for him in insurance. 20,000. He opened up Idaho, borrowed a horse, and went door to door to different farms. In 1923, he wrote his first million dollars of insurance policies. 1923, bro.

Like, I always tell these stories, but like hypothetically. I've never like met someone that grandpa did it or whatever. All right, y'all, welcome Welcome back, have another episode of Insurance Insiders Podcast. Got a new friend over here, Sam Tiger, who does nothing with insurance at all, but yet all the same principles apply to his world too. So y'all gonna want to stay with this one for sure. Um, does a lot of stuff, dude. Runs, runs the door-to-door world in my eyes. You know, you got a lot going on with a big convention you do every year, you have the podcast, wrote a couple books, and have sold a shitload of stuff door-to-door. So appreciate you coming on, bro.

No, I'm excited to be here, and it was fun to connect, uh, on two levels— speaking on the same stage at 8%, and then running the freaking 3 marathons in 3 days right after.

That was badass. Yeah, it was fun, dude. When I was out there, Cody hit me up. He's like, he had, he had mentioned you were coming, so I've seen your stuff online a little bit the last year or so. I didn't know a ton. And Cody reached out, he's like, I think I'm gonna get Sam in. And so I started watching you a little closer, maybe the last 6 months. And, uh, sure shit, when I was there, dude, I left to go to dinner that first night and he texts me, he's like, where you at? Sam said he's running the same thing you are. So I was fired up, dude, cause I don't know anybody else crazy enough to do some of these things.

Yeah, dude. And it was way harder than I was expecting. And I did, I remember just following Trudy and she's like this like overweight Wisconsin lady and I'm like huffing and puffing with her in the back. You know what I mean? I'm just like— and she's like, well, I did the training. I was like, well, I didn't do the training. Just because I'm young doesn't make me more of a hiker.

Um, anyways, isn't it crazy? For those that don't know, we did this event— a lot of, a lot of people follow me, I talk about a lot— but we did this event in, uh, where the hell were we?

Park City. Park City, Utah.

Oh, you're in my backyard. My dad was literally—

I literally called my dad. I was like, hey, meet me at the Potters. I'm gonna be walking right back through their house. Just park there and then do the last 6 miles with me. Like literally crazy.

So I'm, I'm like in awe of what I was seeing. We did, again, we did this event, Park City, Utah, it's 3 mountain marathons in 3 days. So back to back day, what is it? We did Thursday, Friday, Saturday, and they say marathons. The shortest one was 27.5 miles. The longest one was 29 and some change. And elevation, I don't know. We went up 5,000 feet. I don't know how high we are.

Yeah, we're at 9,990 feet.

That's— dude, it was one of the— it was the hardest thing I've ever done. Not even, not even close. It was the— I can't even wrap my head around how I finished.

Well, it was like we showed up to day 1 and they put the map up. And granted, guys, I was born and raised on that mountain particularly. Like, I was pointing at my house like half the time. And I see the trail and I'm like, I know exactly where all that is. And then I'm like, I don't think people fathom how far that is. You know what I mean? Like, I was like, I'm like, we were literally going across the entire city. City via the mountain ranges and up and down 5 different ranges. Like, I'm— we're like, you know what I mean? And I'm just like, uh, that is, that is a beast. And that's when it like hit me, and I'm like, oh. And then you do the first one, you're like, that was long. Wake up the next morning sore as a freaking joke, and you're like, oh. And then you wake up the next morning, you can't put your pants on, and then you're like, oh, and I'm supposed to do a marathon right now?

Oh bro, mental game was legit out there and I trained. I was like, when I saw you, you said something like, you were like, let's do a lap or something. And I thought, well, it's not— the lap is 27 miles. I don't think I can keep up with you just looking at you. I was fired up that you didn't train at all because then we were somewhere.

Yeah, we were in the same vicinity. I was like 10 minutes behind you. Like, you're like, oh, I just left station 16 or 16 miles. Like, yeah, getting there. And I was like, oh, I'm not that far.

Like, yeah, I, I did like 800 miles or something stupid in the last 9 months training.

Yeah, dude. Like, I, I did my longest training was like I did one trail run for 10, and then I did like maybe a few 5-mile runs, and I was like, at least elevation didn't get to me. But everything else too, freaking foot broke day 2. I got like a stress fracture, and then yeah, it was gnarly. But anyway, sorry, we pushed through though. If you're listening, do hard shit. There you go.

Yeah, I agree.

I—

dude, what's funny is like I started getting into the endurance stuff because it seemed really similar to going through a sales career, trying to figure it out, not having a background in sales. And I know you're a good bit younger than me. I started in sales at 35. I'm 48 now, you know, so I had no clue what the hell I was doing. Um, but when I learned kind of the grind of it and the grit and sticking to it and going through the hard shit and doing it anyway and all that, it's the same button for me.

It is. I think too many people in insurance or sales or whatever, you know, I interviewed a guy yesterday on my podcast called the DDD Podcast, and he's the CEO of Aptiv Pest Control. They have 2,500 salespeople, you know, they did half a billion exit last year, you know what I mean? Like just massive. Um, and he was just like, I've been doing this for 20 years, you know, and he's just like, oh, that makes more sense. Like, it's just like he— and he goes, you know what the difference is to me and all the other guys that never succeed? And I was like, what? He's like, I just consistently solve problems. Like, I am getting obsessed with solving problems consistently. And I think too many times we get faced with problems. We're like, I'm just exhausted, or I fatigue. And I'm like, man, you pick up the phone, you go talk to a customer, you sell them again. You know, you like, like there's not much any crazier juice to this. Either find more people to sell for you and train them better, or you pick up the phone and talk to more people, or you go knock more doors. You know what I mean? Like, it's, but we get fatigued at solving that simple problem for customer, for you know, and try to distract ourselves with some other random crap.

And I'm like, okay, now, now you, um, you start— was it alarms that you got your—

yeah, uh, started doing alarms. Before that I did paint, painted the addresses on the curbs all through high school.

Did you really?

Yeah. So I was the— I was the other route where you're like, I started in sales at 35. I'm like, I'm 35, I started at 11. So I've never had a W-2 job. Like, it— like, it's so weird to me hiring W-2s. I have like 20 W-2s working for me, and I just get so confused every time they like come to me. I offer them like variable compensation, they're like, take the lesser. I got this girl I just hired for $85 grand, and I gave her a variable comp to make $200 grand, and I was like, here's pretty much a guaranteed $150. She took the— she took the $85 grand, and I was like, makes no sense to me. Like, I just— like, I, I've just never been in that situation where I've never had a lead. Like, I never got any like marketing leads. I never had call center. Like, all I did my entire career was door knock. And like, until literally about 8 years ago, I started at DDD Experts, where now obviously we spend tons of money in marketing and we have leads and stuff like that. But like, I even still don't call those leads. Like, I'm like, I almost feel guilty calling them. I'm like, sales guys, you can eat on this, but you're still herbivores, so don't call yourselves carnivores. But like, at the end of the day, you want to be a stud, like, just go freaking network, go freaking belly to belly, go find customers, and I'll pay you way more.

You know what's crazy in insurance, dude? There's this weird, like, like, I see your business and lots of them— pest control, alarms, all kinds of stuff— and they just go find business.

Yep.

And dude, in the insurance space, it's so easy to get a license. Now, I, I don't know that there's any licensing in your world. I don't think, I don't think there is. Um, but in our world, it's relatively easy. Gets a couple hundred bucks, get a license. But dude, we're like, we're like lead addicts in this space. Like, people will not work without a paid lead that not only, not only can they call in today's world, they want some kind of automation to have the client reach out to them only. No, it's not a quality lead.

Well, this is where the culture created that. So think like you have the Bohemians, right? And you just kind of are a product of your environment, right? So if like the— I was hired into a team that that's what they were doing, that's what I'm going to do. Where I come from, Utah, where you got like multi-level marketers Mormons and door-to-door people. And, you know, and that's what you do. And so literally, it's like, there isn't like— we're not like a marketing agency strong. I mean, there's a lot of good tech companies here now, but like, just that your rite of passage, you know, I served a 2-year mission in Argentina knocking doors. Like, it was like proselyting, right? And so it's just like more in our nature and culture to be like, okay, we can go do that. And so then they cultivated a few industries strong to where now you know, that pest control company I interviewed, there's the third largest residential pest control company in the country, but they just have to have— they happen to have a strong channel in door-to-door versus mergers and acquisitions versus, you know, call it online marketing or whatever. And they're adding those channels. But just the culture and where they cultivated was that. And it's like you're not cool unless you actually go savage knock. And, you know, and I don't think insurance really had that. Well, it did. In the OG days. So my great-great uncle was Grant Taggart, and I learned this like not too long ago because there was written a book about him, and somebody handed me the book. They're like, do you know this guy? I was like, no, I never heard of him. He had 20,000 agents in the 1920s, '30s, and '40s working for him in insurance. 20,000. He was— he opened up Idaho, and he borrowed a horse and went door-to-door to different farms the first 2 years in his insurance. And in 1923, he wrote his first million dollars of insurance policies. 1923, bro.

Like, I always tell these stories, but like, hypothetically, I've never like met someone that grandpa did it or whatever.

No, dude. Like, and then I look at my grandpa was a State Farm agent. So like, I like, I feel like my bloodline is actually more insurance. So my grandpa was top in the top in the West in State Farm and had you know, just crushed it. And I look at like his relationship ability— like, they didn't have freaking Facebook when he was doing freaking State Farm. Like, he had the largest. And then I just remember going to his office as a kid and I saw those little foam footballs and like the little like branded State Farm crap. And, you know, and I just— he was a relationship guy. And he go, you know, and now today since the internet, everybody's like, oh, that's just the easier, faster way. And I'm Yes, but if that's where all the money and dollars are going, the cost per lead goes up. So how do I be different? And I say, I'm just going to go eat what I kill and not be afraid of that, which most people's biggest fear is rejection. So I'm like, okay, you're just getting a bunch of soft moms that are like, look at me, I got my insurance license. And I'm like, you talk to your 5 friends and I'm like, cool, you sold 5 policies. Then what? You know what I mean? And I'm like, how about you just go and find new prospects? And like, Ed Mylett's a perfect example. I interviewed him on my podcast a few years ago. And I'm sitting in his, you know, $20 million house in Laguna, and he's like, people didn't see the 10 years of door-to-door I did to build World Financial Group. Yeah, I went and pound the pavement for 10 straight years, and nobody effing talks about that.

Yeah, it's true. It's— and it's— what's weird is like when you read anything about successful people, interview them, talk to them, listen to a podcast, everyone says the same thing relatively. It's just to get through that grind stage, you know what I mean? Figure it out. Usually get some help. Somebody helped you along the way, you know what I mean? Gave you some tips and advice. But, you know, the biggest ingredients— and that, by the way, is the name of your book, one of them, Eat What You Kill.

Yep.

I mean, dude, it's a hell of a lifestyle to go at. How do you, how do you get people that don't come, like, from a leadership standpoint, that don't come from that background, like, how do you normalize, especially where y'all leave where you're at to go sell. For the y'all insurance people sit on your couch in today's world, for the most part, these cats like go out of state for the summer. A lot of them. I don't know that your guys do, but I know in the industry it's pretty common.

I did that for years.

Yeah.

Um, I mean, it's getting out of your environment. What's on the couch stays on the couch. I call it sales inertia. What's in sales motion stays in sales motion. Right. So it's like, we found I could get more production in 4 months and play for 8 than try to get people to work for 12. Does that make sense?

Yeah. Oh yeah.

Found even a blitz model. I could get more people. Like, I even have friends that sell insurance and they'll go blitz in Texas and they'll go, they like create a massive pipeline. They'll fly to Texas for 4 days, sell a ton, and then fly back to Utah.

Yeah.

And I'm like, why? Because they want to go concentrated, balls to the wall, instead of like, oh, I got 2 appointments today, and they're like putzing through. And I'm like, well, what'd you do for the other 7 hours of the day? Does that make sense? Like, you really— like, like, let's— like, everybody that's listening to this, pull your effing calendar right now and say, do you actually have a full calendar of people that sell insurance to? Because that's your job. You sell insurance. You know what I mean? Like, if there's other things that are on your calendar, that's cool. But like, I'm talking to potential buyer. Now ask yourself how many of those are on your calendar today.

Yeah.

And then look at the white space and then ask yourself, what am I doing with that white space? And so we found if we get them balls to the wall for 10 days and we'd ship them out to like, you know, Arkansas for 10 days, then they'd come play for 20. And when you said, how do I get people to do that? I'm like, I don't know. Let me ask you this. Hey, do you want to make more money in 4 months and play for 8 months and do ski and do whatever the freak you want? Go to Bali. And only work 4 months a year? Yeah. Is that even possible? I'm like, here's my 1099. Like, look, I made $500,000 in 4 months. And they're like, what? Sign me up for that. You know what I mean? Hey, do you want to work for 10 days really, really, really hard so then you can be with your family and do whatever the freak you want for 20 days? And they're like, I don't— I don't fathom that. You're like, come out for 10 days and let me show you. And they make $5 grand in 10 days or $20 grand in 10 days or whatever, and then they go hang out and do whatever the freak they want for $20,000. So it's just reframing the way people live, because, you know, the traditional mechanic or the traditional 9-to-5 person is gonna be like, that's impossible. And you're like, well, come do it for 10 days.

True. But you ever get people that say yes and then they go there and they don't work, like they just dick around still?

Yeah, either that's because they have no confidence, they feel like they suck at it, and so like either low confidence equals low action. High confidence equals high action. So you've got to play with that confidence game. You get people that are still like young and they say they're hungry, and then you're just like, you're still a piece of shit. I can't— like, you can lead a horse to water, we can't make a drink kind of thing. But culturally, you as the leader, you can't be leading from behind. Like, like when you say, how do I get people to actually go be more carnivore, eat what they kill? Well, if you're there just taking appointments all day and then you guys are like, go hunt, which happens traditionally to seasoned veterans in insurance, for example, Yeah, it's like I have a big relationship, I have recurring income because I have a pipeline, and so now I'm like resting on my laurels of like 5 years ago.

Sure.

But to a new person, they're seeing you today, they didn't see you 5 years ago. So all they know is what you do right now, not what you did 5 years ago. So if you don't have a leader that is showing them and doing the thing that you want them to do, it's monkey see, monkey do. Does that make sense? You're actually setting them up to failure because no one's actually doing the activity that you want them to be doing.

It's true. That happens a lot in insurance, especially with the override model.

Huge.

Which, yeah, people just sit on the override and think that's the path to glory. I'm like, nah, dude, world changed when I started selling half a million bucks on myself.

100%.

Everything changed.

Like you, they like, I'm gonna do with him, I'll recruit better, I'll sell better, they'll follow suit. It's monkey see, monkey do.

Yeah. How do you play? So you said play the confidence, like with that lever. What do you, what do you do there with?

Well, think confidence is built through, uh, your own experiences. So let's say that I get my face kicked in for a week, my confidence is going to drop, right? So that leader has to like reinvigorate that, right? But let's say that I get a sale. The easiest time to get a sale is right after sale because you're like, yeah, I could do this, cool. Or then if you see other people getting a sale, the competitive ego ego in you is going to be like, freak, I'm the only one not selling, which has to do with culture. So if you go to the office and it's like we're doing 2 a month where everybody's writing, you know, it's funny, I talked to a— I was telling the story about my uncle or great-great-great-uncle to one of my new hires who used to sell insurance. He's like, man, I wrote my first million dollars of insurance. It was like 5 years into the job, and that was like 2 years ago. I was like, oh yeah, you're really good. Because like, he probably— and he was, he was like, and I was number 152nd out of 5,000 agents. He was like, I was the top 1%. So I go, wow, okay, culturally, out of 5,000 agents, it's really, really, really cool to write a million dollars of insurance. But we've been saying it's really, really cool to write a million dollars of insurance for the last, well, since 1920, so 100 years. Oh, that's cool. Yeah, yeah. Well, let's just say the economy is the exact same as it was in the 20s. Does that make sense? Yeah. So the standard coolness and effectiveness of the company or the culture and the industry and all of those things are telling that new hire what they should be doing and what they shouldn't be doing. And that's creating the confidence. Everybody's broke around you. You're going to be like, how do I get confidence to not be broke?

Yeah. Get effing paid.

Get effing paid.

Get effing paid.

Get effing paid.

What up guys? If you guys are looking to get to a new level in your career, you may have seen that we've been running some workshops in my office in Atlanta. I have them every quarter now. Last one sold out fully. It was a massive success. A couple different levels you can attend. Just a general ticket, um, get you in the door, listen to 2 days of training, interactive workshop style. We really dive into what you got going on and how to get to new levels. If you're looking to be in a new crowd, higher level up, I have a private mastermind. Last one was at my house. It was insane, all the value that everybody added to each other, and we had a good time. And, uh, I heard it was way underpriced relative to what people got out of You can check out some of the testimonials here, I'm sure. But if you'd like to attend, click the link below. I do them every quarter. The date will be around here somewhere. Look forward to seeing you there. If you are in the insurance industry and you're looking to scale and grow your business, I highly encourage you to check John Wetmore out. Honestly made the cost of the event back in like the first 2 hours of being here.

John Wetmore is a beast.

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It is worth the price of admission. Make sure you get to the next meeting.

So if you— I'm going back back to this 4 months, 4 months working, the rest of the year not. Did you actually not work for 8 months?

Well, I recruited in the offseason because I was like, you know what I mean? I just recruited hard for 8 months, but like my work was so different. It was like taking dudes to lunches and dinners and wining and dining and going to trips. And you know, we— I spent a month in Bali and you know what I mean? Just like, yeah, had fun, skied. But I'm like, come ski with me, don't you want this lifestyle? Oh, I gotta, I gotta work today. I'm like, oh, that sucks, you're still in the 9 to 5, you know what It's like, it's easy recruiting.

I love it. You do a lot of cool stuff. I learned that. I saw the, uh, Iceland thing we chatted about briefly, but you got a pretty big network mastermind group, I think you officially call it. Tell, tell, I'm, I'm intrigued, dude.

So we host— yeah, so we have kind of 4 verticals: online education, where we teach kind of these sales carnivore techniques, whether it's door knock or in-home presentation, And then we have events, we do them monthly. So we have a business boot camp basically every month or a sales boot camp, and then we have a mastermind. So we have a CEO mastermind and then a non-CEO mastermind. So it's kind of like if you're not a business owner, I don't want you in this one. We have about 100 business owners in this one. We've run it for about 7 years. And then if you're not a business owner or like a really crappy business owner, we'll put you in this other one called the Elite. which is great. One-on-one coaches, we got like calls every other month or every other week and stuff like that. But basically I found like, again, you're a business owner, you're leading a team, you're like an entrepreneur, entrepreneur kind of person. The problem is, is you don't know where to find cultures that help uplevel you or inspire you or, you know, kind of you're in, you're a creature of habit. So if we're always in the same environment and, you know, I have turf companies to fiber companies, construction companies, to roofing companies, to, you know what I mean, all these different business owners that are kind of in that home service space, which insurance would fall into that. Like, I had a mortuary guy in it for a while. He would sell like death insurance, whatever, final expense. And so what we found is they just compete. Like, you're an entrepreneur because you're competitive and you have an ego, hence why you're like, fuck anybody, I'm going to go sell I'm going to do my own thing. Now you surround yourself. So we just did a competition starting in August where I call it the Circle Summer Bash, and we're competing all the business owners of who can have the biggest increase in growth in comparison to their June and July month. So I calculated all of their June and July and I said, okay, you guys are going to get $2,000 for the winner and second place gets $1,000 for whoever just beats. But I'm like, they don't care about the $1,000.

Not at all.

Yeah, they care about beating the winner. Like, I'm more like shit-talking about like, oh, you're not growing, that sucks. I just exposed you as a business and nobody wants to be exposed. So we just found that having camaraderie and collaboration and sharing best practices, you know, I just got off one of our calls this morning and, you know, they were asking about recruiting and onboarding training. And now all of a sudden you get this different feedback of how they do their pass-off from second interview to first day, you know what I mean? And like, how do we see less fall-off there, you know? And it's like very valuable. True.

We deal with the same thing. There's a couple points where people just— they're excited and they fall off here or they fall off there. There's two—

like, if we can put safety nets so they don't fall into destruction, and you can increase your retention Now your cost per candidate goes down and your revenue goes up. Like, that's a thing that everybody effing deals with because you're in a high recruiting volume. Like, you are a high build a team or go get a hell of a lot of customers. And so I don't know any other better place than like the door-to-door world that is the best at build a team or go get more customers. Like, yeah, Utah MLM world, they have like doTERRA and Young Living and Nu Skin and all the like MLMs of the world. And then all the big door-to-door companies like So insurance, it's the same thing. You look at even the biggest insurance companies, World Financial Group's outta Utah. Like, like a lot of these huge Prime America, like they're all like, they're outta Utah too. Yeah. They come outta, they cut out of our effing cloth, guys. Like, let's just be like, call a spade a spade.

Hire people from Utah.

That's who we're getting. I'm not saying, I'm not trying to brag about Utah, but I'm just saying like a lot of the foundational shit of this multi-level insurance play was birthed from effing Utah.

Yeah, you know what's funny? I don't know if you knew this, I used to fly to Utah to sell insurance, right? In 2015, I'd do what you said earlier, go out there, I'd spend like 6 days out there, I'd sell all up north. Yeah, Utah focused in Davis, Weber. Then I'd drive down to St. George on Friday, go— I'd fly in on Sunday, work 4 days up there, go down St. George on Friday, work St. George, and then I would drive to Vegas and take a red-eye home Saturday morning. But you'd have like, I pick up like 20 G's.

Yeah, you focused, you dialed, there's no distraction, and then you go home after 20 G's and be good.

Yeah, yeah, it was dope. Hey, I, I rented a place right by where you live now that I, now that I know where you live. I used to stay in Park City, one of those off-season ski resort condo kind of things.

Yeah, I did.

Oh yeah, that was dope. Crazy. So what was the transition, dude? This is kind of a selfish question because certainly you and I have talked a little bit, but that transition from like running your deal and running your I don't know what you call it, agency, company, whatever y'all terminology is. So now you're very independent helping the industry, right? You know, how did, how did that happen?

There was no 8% conference of door-to-door. There was no, you know what I mean? Like, it was door-to-door was just an archaic, like, methodology that never was really professionalized. Like, but it had been internally to companies, but not as an industry, right? And so I felt the call of like Hey, you got to go and help this space, whether it's content, coaching, teaching, whatever, because I had made tons of money by the time I was, you know, I started this in 2018. So, you know, 28. And by no means have I got it made and I'm done and whatever, but weirdly was making a lot of money in my 20s. And what happened was I couldn't serve two masters because we're so dang competitive at recruiting. No one was believing my true authentic mission of still being VP of a solar company at the time and not recruiting their people because I was a savage recruiter. Like, so what happened was I had to be like, hey, I'm all in on this. And it was scary. I didn't take a paycheck for like a year and a half. Like, it was like, how much money are you gonna make on this conference? I'm losing money. Like, how much, you know, as you build a new business, like, I was pioneering an industry that I Like, didn't ever know. I never ran an event, let alone been in an event, you know what I mean? Never ran a mastermind, all these things. Like, I was just like, all right. So I'm just— luckily had a bunch of nest egg, like, kind of savings saved up, so I was all right. But like, then we popped off. And, and, and now it's interesting is I've done this for 8 years, and I think people have to make that determination of like, am I doing this because of the love of the game? Because coaching only has a cap. Like, you know, the best of the best maybe are doing $50 million and they're like at scale, you know what I mean? And then like most coaches do under $1 million, you know what I mean? It's like you take like, okay, if I could build an organization with an actual product behind it, there's so much more leverage of growth.

Yeah.

But you also kind of say, okay, what fills my cup? So for the last 8 years I was like, I pinch myself, I get to take people around the world and like help change their life, not just their business. And like, you know what I mean? So you're like, what's the trade-off I'm getting? And what's interesting now is I'm actually buying a roofing company and, you know, our goal is take it to $1 billion in the next 3 years and like, you know what I mean? And I'm actually kind of getting back into it a little bit, but still maintaining this thing over here because it's built to self-sustain a little bit more. And, you know, I got that itch for like, all right, let's go freaking now take everything I've learned in the industry and do it in a one-pack kind of model.

So, so sick, dude. I, I've been talking to Amanda about it a lot. My, my— I say assistant, but she runs my whole operation. And, uh, it's intriguing seeing what you've done. It's pretty cool working with all these people. What do you, um, what do you see that like gets business owners stuck that y'all help fix? Like, in general, if we had to kind of generalize where people tend to get hung up, like they miss—

I call it the gap. So most people start a business because they're really good at selling and creating revenue, and now they're like, okay, let me go do it and make all the profit, right? Yeah, the problem is like that's actually what gets them stuck because they never want to overcome that gap between going from high producer to business owner. And there's this like weird tunnel you have to go through that's like make way less, it sucks balls, and it might be a year, it might be 5, I don't know, you know what I mean? There's that, that man, I wish I could just go back to selling and make my 20 grand, you know what I mean? 100 times you have that conversation. And so there's this duality of like, I have to commit and reinvest and become a business owner, not just a performer. And I think that's where they get stuck is they're like, do I really want the trade-off of if this doesn't work, I just wasted 3 years of my life reinvesting all of my profits into a business when I could have just been like riding in frickin the sunset working frickin 30 hours a week and being happy. Like, you know what I mean? And so I think that's number one, is they have this duality of like, you have to pick one, you can't do both. Like, you can't, you can't like have your cake and eat it there. You have to scale, and hiring quality people costs money, and, you know, reinvesting back costs money. Like, there's so many things— tech you have to pay for, admins you have to pay for, you know. Like you just said, this girl that runs her operations, probably not cheap. Like, you know, I mean, you had to train her, you had to take time, and she probably is now asking for more equity because every time she turns around she's getting recruited by your competitor. Like, all All those things go into running your organization. So the second piece that gets stuck is they try to manage people instead of managing systems. So think of like, we are in a people business. So it's like there's a dichotomy here that, you know, your business, your culture, it's made up of the people, but also it's made up of the systems because you have to treat everybody as if they're replaceable. And too many people, they get too attached to like Tiffany and Jameson and Sarah because Sarah's her cousin and they were there at day one. But not necessarily everybody that got you to where you are today is going to be the people that get you where you want to be tomorrow. And I'm not saying loyalty is bad, I'm just saying we go through iterations in our business where we get attached to people instead of getting attached to building the right conveyor belt and system that I know I can bring people in, train them up, and duplicate and scale. Does that make sense? And hell yeah, yeah, because people are gonna come and go, like, you know, and they, they to think that you own Tiffany because she was there for 2 years is, is ludicrous.

Yeah, it's always preparing for worst case, preparing for things to break. You said it earlier, solving problems was a big thing. It's like being ready for that. It's, uh, we have this sign on our wall in my office that says 'Always Something' because every fucking day, dude, as you know, bro, it's always, you know. But we turned it into a positive thing. It used to come out as frustration. You mean like, fuck, always something, dude. What the hell? I can't get it. I can't catch one, you know. And then at some point in my career, I was like, thank God, because there's shit that weeds other people out and things for me to solve that keep me in the game.

Yeah, it's always something. I'm gonna stay sharp.

Yeah. So I'm like, now it's turned into kind of a very positive thing for us, because without the problems, what the hell do they need me for?

Yes.

You know, like, shit. How, um, so you mentioned the recruiting side. You've called yourself a savage recruiter. In our world, it's very frequent for people to be afraid to actually recruit. It's, it, it tends to be much more run an ad, have someone apply, hope they work out.

That's hiring. That's like, that's like, that's like HR. That's called an HR hat versus a sales hat. Is like, I'm a savage, gonna go hunt.

Explain how you go about that, dude, because we need that in our space a lot. There's only a couple guys that I know that killed it that way.

Um, well, think— it's funny, I just trained this group today on the same concept because I run Recruitematic. I run a recruiting company. So if anybody does want to go and automate that whole, like, you know, run an ad, screen them, play some— like, we, we did, I think, like 37,000 applicants last month You know what I mean? Like, high level. And it's funny because every time I go to one of our clients, I'll say, okay, did I get to where I got doing this? No. And they're like, well, why are you— why am I paying you to do this? I said, because I can only teach you the other 5 branches to recruit. I can't do it for you. This is one of 6 branches, and it is a metronome that you should always press. And out of 100 people, you might find a few good ones. The issue is, if that's your sole dependency, you know, it's mind-boggling to see the type of applicants you're going to get for a direct sales job. And you're like, wow, where are all the purple hair lesbian chicks? Like, like, what does society turn— like, no offense if you have purple hair or lesbian, but I'm saying, like, you're like, I mean, like, when was the last time you took a shower, right? And you're just like, yeah, where is the world gone? And you're like, why is it that out of 3 out of 100 are actually presentable human beings, you know what I mean? Like, it like blows my mind. And that's what you're gonna find there.

Agreed.

And it's not the industry. You're not like, well, insurance is different. I'm like, uh, I've recruited for like 50 industries. Like, it is just what it is.

Yeah.

Now if you want to go build a savage— like, when I say I'm a savage recruiter is I, I built a solar— I was a VP of sales. They had no sales arm. They were only a construction company. And in 3 months, we built it to 100 people. And people were like, how'd you do that? Like, not posting an ad on Indeed, I recruited, you know, 10 people that all had 10 reps under them, and I savagely pulled them because I knew they were talented, and they all come over here. And so I would, you know, headhunting, there's public encounters, there's, you know, how do you do events like trade shows and, and job fairs and college campus blitzes and things like that. Like, we could go down the list of other strategies when you say savage recruiter. Yeah. Do you go shoulder tap at a mall and say, hey dude, why are you selling freaking phones for $10 when you could be making $5 grand a deal on an insurance policy, right? Like, yeah, I don't know, nobody's invited that guy into another frequency of, of sales. But you need to know how to have that conversation, be willing to actually talk to the dude selling cell phones at the freaking kiosk, and then go meet with them and make your offer enticing and build a culture with that guy because you're like, dude, You're sharp looking, you talk the part. I liked our interaction. You're better than Susan who came in and she's like 400 pounds on Indeed that I'm like, there's no way. No offense if you're, you know what I mean? But I'm just like, it's true. What culture do I want?

Yeah, we, um, I would, uh, even if we did the ad thing, which we did plenty of too, same thing, like we ran that, but that was for me to find people so I could find their people.

Yes. And I depend on this. I go, let's say your average cost per day one hire is like $300. $800, okay?

Yep.

I know all the metrics and analysts, so that, that's probably a low— you might range in some markets up to $900 to get somebody to start. So now you're like, okay, I can literally cut that in thirds or fourths if I can just get a, a few recruits from that person. So we call that your circle circle, which is your sphere of influence, their circle, their circles, and their network. And if I know a system and a process to maximize that, then I could scale quickly and less effect— they're less costly.

Yeah, yeah, it's— it, it is always funny how short-sighted people look at the cost of things or profitability.

Oh, 100%. Guys, we have a 27-hour Recruiting University course that goes through all 6 of those branches and plays to run. And then we do a recruiting boot camp, we like twice a year, and I think we have one coming up in the fall. But if you're like, hey, I want to be a recruiting savage, go get professionally trained on how to be a recruiting savage and stop being lazy and being like, I placed an ad and it just like, I can't seem to get people. I'm like, yeah, you're getting your ass handed to you with even people that know how to place better ads than you, just like on Facebook.

It's true. You don't even do that piece good.

Exactly. When I spend, I probably spend $200 grand a month in Indeed.

Indeed.

Do you think I understand the metrics of Indeed versus you that's like, I threw $500 and it didn't do anything?

I'm like, no shit. Yeah, it's crazy. It's, it's so wildly similar because you're right, it's not the industry, it's people. It's people are people.

And yeah, I'm like, like the fact that I like, I've only done one thing and like a couple things in the insurance space, like we've done, we've had a lot of insurance people come through our door when they kind of like find us, they're like, wait You're what— you're our people. You're like what we're looking for. 100%. Teach us your ways, right? And then we implement it like this, like the mortuary dude. And he was like, dude, this is amazing. I sent one of my experts out there to go knock with them because they didn't really do door-to-door. And they're like, would it work? And so we go to San Diego and in his first day, the guy writes like 5 policies, like on the spot. And they were like, our best guy wrote 5 last week.

And you were cold knocking leads.

Yes. Yeah, literally just cold. No.

Yeah. 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 you need to get your business off the ground and get running quickly. jwcourse.com. Click the link below and get in there today. So crazy. What's, what's some tips to approach in that work in, in knocking cold? How do you just give some advice there? So because people do it here, some we tend to in the insurance space tend to do it more when we can't get a lead on the phone. Those that actually go out in the field still.

Yeah.

And that, yeah, they'll, they'll follow up through a door knock. That tends to be more. But dude, I get a lot of people that reach out to me, broke shit. They're like, I'll do whatever you need. I tell them to knock 100 doors a day, and usually they won't even do that, but I'll do whatever.

And then when push comes to shove, yeah, trust me, you, you know, you— there's no shame in going and getting your face kicked in 99 times to get one, because that was one more than you had. What else did you do? Look at your calendar today, and if it is blank, there's always something you can go find. There are people in neighborhoods sitting on couch that you could switch over policies and sell them something all day. All that—

there's stats out there like half the country doesn't even have insurance, and I think the other half is underinsured, basically.

You know what I mean? Mind-boggling. And, and, and it's like, you really ask, like, what percent of them are like best friends with their insurance agent? Like, you know what I mean? It's like, yeah, some rando that they've had to get car insurance, or they had to go get a correct transplant, you know. So the tip would be get off your ass. I mean, that's step number one. And then let's say that you wanted to be a little bit more targeted. So you go to that lead that didn't answer. They weren't home. Do you get in your car and drive away or do you go knock the 10 doors to the right and the left of it and say, hey, I was actually had an appointment with Tiffany. She's over here on, you know, just down the street. You know Tiffany, right? I figured while I was in the neighborhood, I'd just tell you what we were doing with her. That's it. Like, just go do that. And they're like, no, I don't know Tiffany. Okay. Anyway, what we're doing is there's your very, very, very level, like zero.

Yeah.

Because if I can get you off your ass and go to 10 to the right and 10 to the left and across the street, I just got you 30 more leads that cost you nothing. And you were going to drive in your car home with your tail between your legs because they weren't even home and you just drove 30 minutes to get there. You're an idiot, dude.

I love how similar we are. You must have people in that space too then, because you make it— you simplify things. You look at like the path of least resistance, go do the work, it, and it, it works out. I'm guessing that because in my space there's people who want to overcomplicate and overtrain on everything and make it feel more complicated to the sales rep, maybe because they want to like sell you some coaching or something.

I don't know, you know what I mean? Like, I'm like not trying to sell you anything on this. I'm just like, guys, it's so funny. You will succeed. Like, I had this kid, he did $14 million in roofing his first year in sales, and he's 25. He drives a Urus, lives on like the top floor of a nice apartment, you know what I mean? Like, and I go to his office out and I'm like, he has nothing on the walls, it's almost ghetto, you know? But he's just like this hustler kid and I'm just like, I will take you all day over these like overcomplicating 40-year-old business dudes running roofing company. And they're like, I've got this organized and this organized and this style, I'm trying to optimize. And I'm like, okay, who would I take more? I'm like, I can teach him how to go put a bookkeeper in place.

Correct.

Like, I'm like, hey dude, I know you haven't paid your taxes in 4 years. Like, you know, literally that was it. Like, I was like, oh, you haven't paid taxes in 4 years? I'm like, oh I'm like, I can get you an accountant that'll help you with that, but I can't get this dude that's like chilling being like, how do I take my company to $10 million? And I'm like, uh, get out of the office maybe. Like, it's like very simple. You doing in here? Go out there where you work.

Yeah, I was like, I always tell people too with like this health journey I'm on, because I was a little— when I got into insurance, I was I was in the field, and my excuse was I was in the field, so I got fat because I ate Chick-fil-A every day for lunch. And, uh, you know, I didn't like it— running out of breath, tying my shoes, not being able to play with my kids and do cool shit in life. And so about 5 years ago, I started getting into it. And I'm not very— I can be by default analytical, like the old version of me. I like simple better than analytical by far. And people are always like, what are you doing?

You're in great shape.

I'm like, I'm like, dude, I lift something heavy or sweat every day. That's it. That's my— that's my plan.

Yeah.

And people are like, that's it.

I'm like, I went on a hike today, you know. Like, I was like, I had to get outside. Like, I had to go do something. I don't have like weird regimen. Like, I just work out every day.

Yeah, same. I'm very just roll out of bed, see— I'll go to CrossFit because they put something on the board and tell me what to do, but most days I just go run and lift some shit in my gym and go to the sauna and don't eat like dog shit. Yeah, you know, I stay pretty healthy that way.

Yeah, but you know, I, I actually want to create a new Instagram. I was joking with D yesterday. This is gonna be so good. I want to become a health nut, but like the opposite. I was like, hey, did you know if you rub pineapple on your arms long enough, your lymphatic system will actually go down? Like, I'll just say like this crazy shit. It's the crazy thing. I'm like, hey, if you crush up walnuts and stick it up your bumhole at least 3 times a week, you have a less likelihood of getting pancreatic cancer. Like, I just—

like, you know what I mean?

Like, I swear people follow this, right?

They would do it. You'd blow up.

I, I think if I had like a full serious, like, hey, I am teaching the most science straight, newest technology, best uncovered secrets that no one's ever telling you, and just like straight-faced everything, I think I could crush, dude. I'm like, I'm gonna start that. I'm like, you know, hey, there's this rare jellyfish. If you, if you extract it, like, you know what I mean?

And it's like, just, I'm in, dude. I'll be, I'll sign up today.

I know. I don't think people overcomplicate it. I'm like you.

Like, just go.

Go now.

Just go, go to work.

Go now.

Hey, I sent you, uh, my team is sending you, I wrote a book last year, which has been cool. Mine was just do more now, get better later. It's my methodology. Just go do more. Don't worry about getting better now. Just worry about that another I like that. Yeah, so we're gonna send, send some shit out to you, which is why I got your address the other day. Um, tell me about ABCs of Closing, dude. You wrote a book, so I want to know some closing shit.

Yeah, so ABCs of Closing. I'm sitting on my houseboat in Lake Powell, and for anybody that hasn't been to Lake Powell, that's what you should do is come to our Lake Powell journeys. Um, and I just got this idea. I was like, I need to write a book on closing. And I was coming up with all the different sales closes that I've done, like A is the assumption close, B is the bandwagon close, D is the discount close, you know. And I just kind of went through the alphabet And, you know, F is still felt found. S is spelled.

Yeah.

You know what I mean? I just went through every— and I was like, there's no good sales book that literally gives you the lines to say. Most sales books out there are like theory, mindset, go do the thing. And I'm like, what if I just gave you one-liners to use like in the home? Like when you go to try to get an objection with the customer, can I give you a close to like close? And then Eat What You Kill was my one that came out this January that is like the manifesto that every insurance agency should effing give every single one of their people. Because it's teaching the sales carnivore versus sales herbivore. So it's like, it does go through the present, like pitch, present, close, objections, you know, follow-up. It goes through like the whole sales process in detail, but it's more so manifesto to kind of get this mindset of shifting from, if I don't have a warm, hot lead, I don't sell. And then you're bitching about why you're broke. You know, it's, it's like, how do I get this in the hands of like the world? Because I think there's a vanishing sales rep in America today because of the internet. And I'm like, how do I reinvigorate this, like, practice authenticity of Grant Taggart, my great-great-great uncle? You know what I mean? Let's go back to get on a horse if that's what it takes. Borrow a horse and go door to door, you know what I mean? And like, like, it's no good. I, I love— like, I'm gonna start— like, I should make a freaking logo with me on a horse or something. Like, I'll go horse— I'll go get on a horse without a car door to door if that's what it takes. Because I think too many people are complaining about not having the life they want and the lifestyle they, they could create, but then they're not willing to get on a horse and go knock doors.

It's true. It's crazy.

My new mantra—

I like that.

The book.

Next book.

Yeah, I was like, get on a horse, knock doors.

Yeah. Did you like writing book?

Yeah, I've done a few, and, uh, I have one called the DD Blueprint, another one called The Self Experience, which is more like a personal development book. And what's funny is when I was writing the self-experience, the co-author I did it with, he's like, why are you writing this book? He's like, what do you— what's your goal? What's your outcome? How many you want to sell? And I was like, honestly, if I sell like one, I don't care. I was like, it's who am I becoming in the process of actually writing this book? And I think anybody who wants to go create books or content or whatever, I think the real question is like, why? And then who— who's the man in the making? Because you have to now compile your thoughts. So like, you take Eat What You Kill, it's 20 years of sales experience compiled into 300 pages, but I had to say it in a way of it engages you, it's entertaining, it's educational, it's, you know what I mean? Like, I had to really craft and, and spend 2 years like architecting that. Where the one I did, the ABCs of Closing, I spent 1 week on a houseboat and wrote the whole thing, and then it took me like 3 more months to edit it. But like, I took 2 different approaches to writing a book, but I think that process of like, I'm getting sharper because I have to teach the methodology that I know is inside of me.

Yeah, it was, it was interesting on my end of like having to prepare and be intentional. And I do— you do all that in sales, sure, but like you get so good at what you do. Like, I don't need to prep a talk. I just roll in and do a talk now, you know what I mean? But the book, dude, that was like, that was hard for me. It was not easy.

Yeah, you have to edit. Like, I didn't pass English, you know, so it's like, same, dude. And my literal English teacher, uh, a copy and be like, you know, sucks to suck. How many books did you write, dude?

The editor on mine kept wanting to like put proper English in it, and I'm like, I don't I don't talk like that. Can you just leave it? I don't care.

I know, I know. I was like, this is rough.

Yeah, craziness. So what do you— what's, what's, what's on the radar for you? Like, you seem like a vision guy, you're trying to build some shit. What are you chasing?

Yeah, I think my big thing is how do I be an incubator? And I found that my superpower— I think this is a piece anybody listening, they should practice finding their superpower. And over the last 8 years, I've got an— kind of, I had my own petri dish of lifting up the hood. I've now consulted personally over 350 companies, and so I've been able to go to their offices and lift up the hood. And damn, it probably helped, I don't know, 60-plus thousand salespeople. I'd probably help like thousands of businesses indirectly, but like where I personally work with the owner. And I started to realize my superpower is more of a business architect like, if you think of building a house, you have the architect, or you have the concept, like you have an idea. John's like, oh, I want to make this cool house, and they look on Pinterest and then they like send you a bunch of photos.

And they're 100%, you got exactly what we did, right?

So, so you're like, hey, and then you send that to an architect who's like, okay, I'm gonna have to take this Pinterest board you just created and then like format it into a blueprint that will fit your budget, will fit your parameters, and then go through iterations of that, and then they give it to the builder that then goes to work and finds the crews and does all the general contractor, right? So I found I don't love being the dude that's living in the house. Weirdly, I get impatient. I like variety. I don't like to be the dude that's building and has to sit there and pound nails all the time. I found my superpowers— I'm really good at business architecture. And so the vision is How do I make DDExperts, or maybe it has a new name, be an incubator of helping businesses architect themselves better, going from either startup phase all the way through acquisitions phase? And so running this acquisition right now, I'm taking 10 of my clients essentially that I've worked with for 2, 3 years. I already have mad trust. They followed my business plan. They've scaled from, you know, $4 to $30 million or something. And now it's like, like, can I roll you together and get you all $50 million, $100 million, or, you know what I mean? Can I get you guys checks, like, through an acquisition? And I think that's like my vision, is just being the guy that knows how to either put the pieces together, connect people to the right pieces, and help them see really life-changing business. Because it's like, out of 100 businesses, how many of them actually go to acquisition and have like a roadmap to get there. And so I'm doing it myself so that I can then even write a better playbook to then go through it again and again and again.

That makes sense.

Sick.

It's badass, dude. I'm intrigued. I, I like all this stuff, dude. I'd love to figure out how we can do some shit together more because let me come in and train the freaking—

the, the army, dude. You've got like a massive army, I promise, and most of them sit on their hands too much. So let's go get them fired Yeah, give them some better tools.

It is definitely true. We could, we could always use more sales training and getting people excited to move off their ass.

I'm not your David Goggins. Like, I'm a, I'm a sales trainer, so I'm not just like, hey, go to work and do hard things.

Like, you actually teach the shit.

I have like a deep psychology background of like inner subliminal subconscious. Like, you know, I, I can go way deep into the subconscious training. Or we can go like high level. But I'm like, step one is like, hey, let's get the mindset and high level stuff. But if we want to get into the deep inner psychology of sales, like that to me is fun.

Yeah, yeah, that's what I enjoy that I like. I do a lot of workshop stuff. I enjoy that. It's so much more interactive and I can engage with people versus—

that's like why I do a boot camp every month. Like it's in person. Come to my training. Fired up. Yeah, I try. I mean, I'm literally next week going to Denver, then to Nashville, then to Dallas to speak. Like all different places. That's why—

when are you in Nashville? Uh, the 20th, August or September. Got it, August. Yeah, I'll be there in September, uh, like next second week. So I'm gonna come to Utah though, if you don't care. I'm gonna find— come find a time that works for you.

There's— summer's beautiful, winter is beautiful.

That's true, can't go wrong.

Yeah, I was like, yeah, I knew the seasons. It has all the seasons.

Come on, I want to wrap it around an event? Come hang out, we'll do whatever. But I want to also— where should I— what should I go to?

January 23rd and 24th, Door-to-Door Con, guys. It's like, we had 3,000 people there this year. Huge event. If you're looking to scale recruits, so like we have recruiting breakouts, we have leadership breakouts, how to run your teams, how to go, you know, it's a very cool sales event. And I would invite everyone to effing come to Utah end of January at Door-to-Door Con. And we're going on our 9th year, so it's a fun time. And then usually that's right around the festival. What's it called? The film festivals. Sundance. And then skiing is great end of January. If you come too early, skiing is not that great. So like you kind of hit 3 buckets if you want to do the Sundance Film Festival, Tordorkon, and ski.

Hell yeah, that's dope. I love it. I love it. What, um, to end it, anything that I didn't ask you that I should have? 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 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 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. In order to access them, you have to join our exclusive training videos tier. Do More does not get access to the training videos. So join now if you're interested. Click below. See you in there.

No. Covered your bases.

I love it. And however you want though, then, dude, just share something, give them some insight, whatever you want. I'll let you wrap it up however you think, see fit.

Yeah, I think like, you know, my advice— and I think back to the early days of my door-to-door, like, you know, I'm 1099, I'm commission-based, never had a W-2. And I, and I sometimes like, we have what's called the curse of knowledge. And so if you're The hard part is for me and John to put our shoes back on and be like, oh, remember when I was going out to Utah for, you know, pounding the pavement essentially and road tripping? That's a 4-hour drive he was talking about on like on a Friday. I'm like, why did you do that? But like what, what people don't realize is he was willing to do the 4-hour drive and fly and leave his family and have to get on the road. And, you know, and I think people, they don't realize like the grind that goes into it. And if you're an owner, that curse of knowledge of like like putting yourself back in the shoes and never, never being above the door knock or whatever that is. And, you know, and there's many doors you can knock, right? But it's, it's how do we humble ourselves and just realize like life is about remembering the basic, you know, chop wood, carry water, pound the stone, you know, those are kind of the frames that people might say. And then also realize that on the other side of that, as you scale, there's new problems, and, and you never trade— like, you always say, like, oh, if I only had, or if I was only John. And I'm like, he has his own freaking grind that he has to trade problems for on a regular basis. And just realize, like, you're exactly where you're supposed to be, and your problems that you have right now that you're running into are designed to be the teacher of life that you are supposed to be learning right now. And then sit comfortably or uncomfortably in that, regardless, you're in it and say, how do I just be and be okay with where I'm at? Whether you're broke and you're just in that, I gotta go bust my balls all day, every day, or you're got an organization of 1,000 agents under you and you're kind of resting on that laurel, but just like your problems are meant to be the teacher to get you to the next iteration of where you're supposed to be.

Yeah, love it, dude. Well said. Can't end better than that, my man. I appreciate you getting on and taking time. Um, we'll share all your stuff, but what's your— share your Instagram for me.

We'll share it. Yeah, if you go to @thesamtaggart, uh, you can find me on Instagram.

He's out there doing it. I saw you knocking on doors with someone the other day selling some shit you don't know how to sell.

Yeah, dude, I just saw a random kid in the neighborhood and I was like, yo, can I come knock with you? And he's like, that was— yeah, dude.

So he knocked you, or he's walking around your neighborhood?

He's walking in the neighborhood, and I was just like, can I come knock with you? That was so cool.

I saw that. What was he selling?

Window washing.

Got it, got it. Yeah, I caught that. I was like, this cat's actually out there doing big shit and living it, and super cool demeanor. He's a chill guy. I love you, and your wife are awesome. I'm so glad we met out there. And, uh, sucks she, uh, didn't quite make it. She, she came down. She came down with it, bro, right? Dude, 90% of the way in.

Oh my gosh. We ran into Colleen at this other race who's the announcer.

Yeah.

So put context, my wife and I both did this race. She got rushed to the hospital with 6 miles left on day 3. So like, guys, fathom that. I'm like getting a phone call like, hey, your wife is going to the hospital. What do you want us to take you to her? And I'm like, oh, I'm like, do I finish?

Do I not?

No, I'm like, do I leave and just forfeit the damn thing? You know what I mean? It's like, ah, I was in the doghouse. Let's just be honest. This. Um, so I— turns out at Jackson Hole, a dude died from the exact same thing of water poisoning. So like, she overhydrated. So I didn't know this, but like, why they were probably freaking out and so like conscious is because a guy went into cardiac arrest and died at 6— on the 6th lap at the Jackson race a month prior.

Damn, isn't that crazy? Oh shit, from too much water.

Too much water. She drank 3 gallons in like 4 hours, like 5 hours, bro. Crazy.

She was chipper though later that night.

Yeah, she was bad. Like, dude, she was sad that she was like, yeah, I didn't finish.

But she moved on though, it seemed like. She's like, I'm sure there's always—

that was the lesson she needed to learn though, you know what I mean? Like, how sucky it is. It's like, what is her problem was, she needed to learn whatever that was. It happened exactly how it was supposed to happen. And I think too many times we resist and fight life in a way that goes back to my last thing I said.

I love it, dude.

Morning.

This got real. Oh, we're 6 miles into this shit. Sick views. Check this out. Mile 16, got my roll-ups. Had to take my hands because these fucking poles— didn't train with poles. Here we go, check this out.

Look at this shit.

Alright y'all, day 2, sore as fuck. Got blisters, my knee's on fire, but time to go. Most of the day stepping over rocks. Stunning views. 4.75 miles. All right, 15.9, 10 and a half more miles. Thank you. First aid station, 2 and a quarter miles in. Station 2, 2 hours and 4 minutes in. That was a bitch. Last aid station, 25.4. That fucking sign said I have 3.8 left. Made like 29 miles. Did not account for that. I appreciate it, man. Thanks for your time.

Time.

Y'all follow him, subscribe here, share it out, because it's a good one. And anything we can do to help, please let us know. Appreciate your time, homie.

Peace out.