How I Made $1,500 PER DAY In Insurance Sales ft. Clark Stanley | Ep71

Like, I won't eat lunch until I have a nap for the day. I like—

for real, don't glaze over that one, dude.

I don't know.

I mean, just skipping past that one.

No, I don't. I've had lunches at like 4 PM, or I hit 4 PM, I'm like, well, it's almost dinner. I'm just not eating lunch today because I just—

you don't eat unless you get a nap, correct? I'm stealing it, bro.

It's great, man. It gets you going.

All right, y'all, welcome back. Have another episode of the Insurance Insiders Podcast. Got my dude Clark Stanley with me. Well, I was fortunate to meet at Cody's, uh, Ultimate Agent Academy. Um, was a cool, cool little week, and I spent a day with you and, uh, you and others. So it's neat to see what you're doing. Learned a little bit about you then. Um, what I do know is relatively new to the insurance space, relative to, to me anyway, and, um, sell a shitload of insurance. What I learned there though, dude, is you like by default are really good with people. Like you have that skill set. Some— I know a little bit about your background, but not a ton. Um, but you, you've been selling more than the average Joe that walks into the space. I don't know the numbers.

Cup—

you, you gotta be like a couple hundred grand already this year, right?

I hit $275, uh, yesterday. Yeah, yeah, yeah.

Feels good. Sorry to undercut you, bro.

Yeah, give me that extra. Give me that extra $75.

Hey, there's people watching that ain't at $75 this year.

Fair. It was fair.

Lots of them.

Yeah. Yeah, yeah.

You know, you were at the event. Hell, 90% of people in that room ain't at 75 for the year, much less 275.

Yeah, yeah.

So how the hell does one do it, bro? How the hell does one?

Uh, it's a lot of work. I, I just got off a training call with, with Roger Short and, um, was talking to some agents there, and my main, my, my main thesis and what I was sharing with them was there's systems, there's automation, there's AI, there's all this stuff, but it just does not make up for bad work ethic. It just doesn't.

It doesn't do shit for most agents.

Fair? Does 100%, 100%. And also, agents that are more focused on that, I think, are do— whether they admit it or not, are doing so out of laziness. Like, you gotta like— or the other thing I see too, and actually you mentioned it, I loved it, I wrote it down, at 8%, but like people that want all the training up front before they put in any kind of work to even like know what to train on, they're doing that. It's like almost like, like subconscious laziness where they're just like, hey, gimme all the deets and gimme the training and the facts before they've even picked up the phone. Yeah. So it's, it's a, it's a combination of those, but it's just getting in a ton of reps and being comfortable. Yeah. Doing that, you know.

Yeah, I think it's funny too, man. People try to like— you always hear that like— and you, you're recruiting some, right, at this point? Yeah, you always hear it. I don't know if you've heard it yet, but if you haven't, I'd be shocked. Yeah, so-and-so works at XYZ IMO and their upline didn't give them support. What they mean is no one would fucking train me while I sat on the couch doing nothing before I did anything. That's what they mean. That's what it says.

Yes, yes, it's a— it's— I've learned that that's, uh, now that we've been recruiting a little bit, I've learned that's a— maybe not a red flag, but it's an orange flag for sure. Like, when I hear that, I'm like, okay, well, what's going on there?

So yeah, because again, it's the thing that you learn, dude, too, is like, dude, you don't think every company has support? I mean, training? And like, stop. Like, stop. Like, just now, did you earn it? You know what I mean? Like, and I think the part that's broken of the industry is people think they don't have to earn it. And again, everybody has some base level of like, here's the stuff, watch it. Sure. But in today's day and age, to not know how to get training—

yeah, I mean, this podcast is free. Every part— like, you could find barrels and barrels of training for free online. Like, yeah, what are you doing? Yeah.

So my favorite part you said so far is the work. So can we define it for them? Because I've learned that like when I say I work hard, other people go, me too. And I'm like, all right.

Yeah, cool.

Yeah. So what is, what is work really hard or whatever you were the way you were, did it mean to you?

Sure. I mean, you, when you are in this industry, you, yeah, you have an upline, but you're self-employed, which means that you are managing yourself. And if you are in a W-2 job and I'm sitting in an office, I have a manager who is watching what I'm doing. And you have to look at yourself the way a manager would look at you. So being like, I'm at my desk at 9 AM, like, I know that I will start calling at this time every day. It doesn't have to be 9, it could be— I learned from you actually at Ultimate Agent, I'm probably not starting early enough.

Um, I wonder why it's so late.

I know, I know, I love it. No, that— since you said that though, it's, it's— I've been calling earlier and calling later because I'm like Man, you're right, they do yell at me at 1 PM. Why not get yelled at at 8 AM?

So yeah, um, I'm gonna show you this little picture. Hold on, let me see. Let me pull it up for you. We got this thing. I don't know how well it'll show up on camera. Let me show the black one. There we go. Yeah, there we go. There it goes. 7 AM Club.

I love that.

I love that. Yeah, so we got a little 7 AM Club for people who get on, start dialing at 7.

I love that. I love that. Yeah, so, but regardless, whatever that, that start time is for you that you've committed to being on and sitting down. And, um, I mean, I will make— I mean, I triple dial every person I call multiple times a day. I'm making 150 to 250 triple dials a day. I mean, that—

and that's something— 450 to 750 calls a day total.

Sure. Yeah, yeah, yeah, yeah, yeah. In that range. Um, and that's again, like, that's if no one's picking up. There are days when everyone wants to talk and I make 60 dials. Like, it, it's because I'm on the phone all day. But, um, I'm very big on, on not getting up from my desk until I feel like I've earned standing up. Um, so like, and that's to pee or eat. Like, I won't eat lunch until I have a nap for the day. Um, I like—

for real?

For real.

Don't glaze over that one, dude.

I know.

No, we ain't just skipping past that one.

No, I know. I've had lunches at like 4 PM, or I hit 4 PM, I'm like, well, it's almost dinner, I'm just not eating lunch today because I I just get a nap.

So you don't eat unless you get a nap?

Correct.

I'm stealing it, bro.

It's great, man. It gets you going. And I mean, there are times, I think there was one day actually at Ultimate Agent, I broke that 'cause I was so grumpy and like starving. I was like, if I don't eat, I'm not gonna sell. So I gotta, but my day to day, yeah, I don't eat till I get nap. And I just kind of tell myself like, you got, you have to earn the standup. Like if I get hung up on or I get an objection and I don't get to the nap, it's easy to sulk or like open Instagram or get up and take a lap around the house, but that's not paying the bills. So I just jump right back into dialing because I want to feel like, hey, I've done something I can like hang my hat on before I— yeah, you know, before I go upstairs and my wife and son see me and they're like, how's it going? And I want to be like, ah, nothing yet. They're like, well, why are you up here? You know, like in my head, that's what I would be thinking. So, um, I'm just very big about like being at my desk and, and committing to that time. My goal, um, daily is 1,500 AP, like minimum. Okay. So it's not— I was doing apps early, and then I had somebody, a mentor of mine, be smart. He was like, why are you doing apps? Because you could get 2 apps and only be at 800 AP. Like, and that's not what—

and guaranteed issue.

And yeah, exactly. So he was like, 1,500, figure out your number. And what is that? And so that's 7,500 a week minimum, which is $30,000 a month minimum. And I know backward— like, I've backward engineered engineered the math to go, all right, with chargebacks and placement issues, whatever, I can still pay the bills, you know, and cover what we need to on $30,000 AP a month. So that's kind of my, my goal. If I hit $1,500 by 1 PM, I'm still gonna go, um, obviously until 5, 5:36, um, and then get dinner with my family. If I don't have $1,500, I will still go up and eat dinner with them and then come back down and call through the evening until I hit my goal, at least. So whenever. Yeah. So I mean, I've been— I had an appointment, uh, last week at 11:30 PM with a, with a West Coast lead, and I'm in my office in the basement alone, you know, calling. So whatever, whatever that takes.

How frequently do you get a zero day, no matter how hard you try, all day, all night, don't eat?

This is going to be an annoying answer for new agents. I've not had a zero day since my first week. I've, I've not had no, I've had a couple days where I didn't hit 1,500. I maybe got like, you know, 1,300 something and I was like, you know what, I literally, it's, it's 10:30, it's 10:45, nobody's picking up. I'm gonna whatever. But I've not had a, a no app day since my first week.

Is that 5 days a week the math said?

Yeah. Yeah.

Yeah. So weekends off or what do you do?

If I don't, that's the other thing. If I'm like, eh, I, I'm feeling rough about the last week or whatever, I will work a Saturday afternoon. I actually really like calling on Saturdays because people are home. There's not doctor's appointments. It's great. Yeah. And that's how I actually saw a video of you talking about how you gave up watching college football because it was like eating into so much of your time. And I've— that convicted me because I'm like, man, I'm a big basketball fan and I spent a lot of time watching basketball and it's eaten into like time where I could be building business. So, but yeah, I mean, if I finish the week at 7,500 or around that, I don't really feel great going into Saturday. I'm like, eh, that's not my best.

You know, I like 10K plus.

Yeah. I want to be in double digits for the week at least. Yeah. So I'll work a Saturday. I've called some Sundays, but generally I'll get to where I'll get into double digits by Friday and I can feel good going to the weekend. But yeah.

Yeah. You know what's funny? You ever, you ever go to sports games? Yeah. You ever go to like stadium, whatever?

Oh yeah. Yeah.

Sit front up for you. You know the cost of them tickets up front?

Crazy.

Yeah, yeah. Hey, you know the cost of watching football all weekend's way more than that shit.

That's— you know what, that's a— I'm gonna, I'm gonna use that. That's great.

All the people watching, they're like, I can't afford front row seats. I'm like, I know, that's because you spend $8,000 sitting on your couch.

Yeah, that's a bar, John. That's a bar. I like that.

I love it, dude. Um, craziness. So you just said something I was going to ask you about. Let me think if I can remember it. Damn, you said something too I want to touch on. All good. Um, what are you seeing, like, because you are recruiting, what do you like—

what—

let me ask you this: what made you come into it so hot? Like, what'd you do before? Anything, anything like it? Because I sort of know, um, but kind of get into that. Like, yeah, how— because not many people come into it and hit the ground running the way, the way you have. So kind of talk about the past and what was the mindset coming in.

So I actually went— I was a biblical studies major. I was going to go into ministry full-time, um, in college. Um, leaving college, I wasn't really in the right, like, mental, like, headspace, emotional space. I was like, I'm not ready for full-time ministry. I went into a corporate job, was selling— it was, it was recruiting healthcare staffing, so I was like helping with nurses. It was not— I, I, before this job, would have called that sales. And now I look back, I'm like, that was not sales, that was professional flirting. At 22, I was just talking to nurses. That's all I did. That's, that's all I did.

I can see it, bro.

I can see it. It was— I mean, it was great for a single 22-year-old. I was just like, dude, let's chat all day, you know, whatever. So, uh, but it was not hard closing. It was basically just winning them over with your personality and then finding them a job. It was not hard. I did that and then I moved into— I got promoted and did some outside sales on like the hospital side. So I was actually talking to like C-suite level people at hospital systems and that got me a little bit more like acquainted with the sales world, but still longer sales cycle. No one-call closes, a lot of appointment setting, a lot of travel. After that I went— I did go back into— I was a youth pastor for about 4 years. The only, the only transferable skill there is just talking to people. So I did get comfortable with that, obviously leading teams. I had volunteers and stuff and then, and then was, had a little stint back in the healthcare staffing space before I came into this. So I was a manager of like an inside account management sales team before insurance. Again, not really. I mean, it's sales adjacent, it's people-facing, but it's not what we're doing. And I just had some connections in this industry. I kept seeing their Instagram. I was like, man, I've always— I have a very entrepreneurial spirit. So I was just like, I've always wanted to be self-owned. I feel like I have the drive to do that. I've never had the right vehicle to do that. And I was just like, when my wife and I had our son, he just turned 18 months. I was like, you have a whole different view of time. And I was just like, I need my time back. I want time freedom. I want different things for his life. I don't want to be an employee the rest of my life. So yeah, I was just tired of being in, in middle management. I was— I had a nice salary, it was comfortable.

I was like, I don't think—

or no, yeah, it was 6 figures.

Yeah.

What is— can I pause you on something?

Yeah, because I just— I want to get it. You said something about sales and travel, and you know, one of the things I always talk about is like people who bitch about not having leads, and I'm like, dude, I go to Atlanta Airport a lot, and when I go there on a Monday morning It's one of the worst experiences ever because the Atlanta Airport's busy anyway. Like, most humans that come in on a Wednesday evening think it's bananas busy, and that's one of the lightest days in Atlanta Airport, you know, but for me anyway, because I'm used to it. But if I go on a Monday morning, the line to get even, even all the stuff I get to skip unless I do that bougie thing some of y'all watch me do. But if I go to the regular airport stuff, even PreCheck, Digital ID, all the things, CLEAR, The line is from like here to fucking Kentucky. Yeah. With full, chock full of salespeople getting on a plane to fly across the country to go sell some shit. Mm-hmm. You know? And I'm like, meanwhile, we got salespeople with an insurance license who won't go out into the world and find people if they don't have leads that hit 'em in the head with automations.

Right.

So I'm curious if you can kind of define, well, I'm curious what the sales like, cuz I don't know a lot of people that did that for a living. I just see them in the airport. Was that your life? Like airplanes and travel? Like, was that part of it? Or what's, what's sales life like in corporate world?

Yeah, I mean, it's, it's not nearly as fun, uh, I can tell you that. It's not as sexy as it looks. Like, it— in my head going into it, I was like, oh dude, now I'm gonna be the guy in a, in a sport coat in the airport. I was like excited to be that guy you're describing. And I was like, man, how cool is this? I'm gonna go to New York City and like, you know, on the company card. Um, yeah, I mean, it, it's a lot of, in my space, I was trying to set up appointments with C-suite level people at hospital systems like New York University, NYU Health. And I'd be like, finally, I'm calling them and, and doing anything I can on the phone to get their stupid receptionist to let me to talk to them.

Gatekeepers and all that.

I'm talking to gatekeepers most of it. Finally, I get 'em. I finally get 'em on LinkedIn or email. Hey, I'll be in your— and I'll just, I mean, I'm just saying, I'll be in your area at this time. Anytime that week will work for you. And they tell me, I'm like, boom, got it. And I would do that with any other hospital system in the area. And I'd get like Philly, Boston, and New York. And if I could get them within 5 days of each other, I would just go rent a car and then show up at their office in a stupid suit from— at that time I was 23 and poor and just, you know, it was from probably like JCPenney and I'm just knocking like, hey, can I talk?

You know, so you weren't staying in the Four Seasons and—

No, I mean, they put me up in like, you know, being like a Marriott, but it was not— Yeah, yeah, yeah. No, I'm not, I'm not wining and dining or anything. No. So no, it was not nearly as sexy. And then, and then, you know, get back to the hotel bar, you have a bourbon, you call it a night, you know, whatever. So, um, but yeah, no, it was, it was a, it was a much longer sales cycle cuz then I would get in front of them. And I mean, I'm presenting, hey, can we— can our system— can we help start to staff your— help with your staffing shortage at your hospital? We have the nurses. Can we help? And explaining how we can help with their processes with staffing. So, but that's a way longer conversation with CEOs and CEOs. They're not just going sold, you know? So, correct. Yeah. Yeah.

So it was a lot of processes and all this stuff, red tape everywhere.

So much red tape. So there was— you didn't get like the quick hit of like the sales high where like, here, I can get that 6 times a day, you know, I'm like, boom, boom, boom, boom. I love it. It keeps you going.

You're an addict.

Oh, like, please give me some. Yes. All day, dude. It's— there's no feeling like it. Yeah, there's no— I told my friend the other day, there's no better revenge than a closed deal. Like if somebody was rude to you before, I'm like, I'm going to sell this next person so freaking hard. Like, just watch. Like, it just, it just gets me going. So Um, but yeah, no, it's, it's not, it's not what it looks like when you see those guys in the airport. They are exhausted and they look miserable.

Yeah, they look miserable.

We were, I can assure you.

And I'm like, nah, dude. And I, I show up in my gym shorts and my t-shirt and, uh, you know, right, right, right, chilling with Amanda or whoever, just, yeah, yeah, strolling through. Yeah, different, different game.

A whole different game.

Yep.

Yeah.

What up, y'all? So YouTube memberships, we have one now right next to the subscribe button. There's a neon white join button. You can't miss it. Subscribe, whatever it says, click the link, get in there. I do a ton of coaching, teaching people how to dial, corrections, working on their presentations, working on their mindset. I will coach on theory, but I like coaching real-world stuff. And if you join the membership section, you're going to see live coaching 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 Members only. Super easy to find. So join now if you're interested. Click below. See you in there. So who did you— you said you had connections in the space. Anyone I know that you were connected with or anyone there?

Yeah.

Oh, you knew each other before?

Yeah. No way. Yeah. So, okay. So Roger's son-in-law was my college roommate.

No kidding.

Yeah. So Paul Miller.

Oh, okay.

Paul Miller and his wife, Roger's daughter. Yeah. Lived 3 houses down from my wife and I had a son about 4 months before we had our son. We can't seem to get away from each other. So, um, yeah, I, I had been aware of Roger. We'd go over there, like, watch the Super Bowl with him, whatever. Followed him on Instagram. I was like, what's this guy all about? You know, he's, he's always smoking cigars in Italy or whatever, and I liked it, and I was like, I want to do more of that, man. So, uh, so I, I had like kind of— we didn't know each other super well, but, um, when I started looking at, hey, what are some other options outside the corporate world, I reached out to his daughter Maddie and was like, And I bugged my buddy Paul too. I was like, dude, you've been in this family for like 8 years now. Why are you not doing this? What are we doing? So he, Paul jumped in with, I got him.

We, we started, he better recruited than Roger.

I guess so. I never thought about that. I'm gonna have to rub that in his face.

I like 100%.

I love that. But, uh, yeah, no, so we, we started, he's my business partner, so we started our agency, uh, Anchor Point Group together.

And then, oh, y'all got a team? I didn't know that.

Oh yeah, we got a team. Yep. So we, we're, yep. Yep. So we started that and then we had our LLC going into it when we started first of the year, officially launched in March because we wanted to make sure obviously we could do it, you know, before we started recruiting people and bringing them on and everything.

So he's selling to—

yeah, yeah, business. Yeah, cool. Yeah, he's doing great. And then my brother Jack, actually my younger brother Jack jumped in with this full time too. He left his corporate job. So yeah.

So Reese, you probably met Reese. He does all my content stuff. He put a note here for me. I didn't know this. Says you only wrote 4 apps in your first few months. Is that accurate?

It is. Not, not this year. So I— yeah, yeah, yeah, yeah, yeah, yeah. I got licensed at the end of July last year. Okay. And, uh, was I— the goal was for Paul, Jack, and myself, we're gonna do this part-time in the evenings, make sure we can do it, get the sales process down, with the goal of quitting and going full-time in 2025. And we all started they started way hotter than I did, like, okay, because they were actually putting in the work. And I was like, I would back pat and be like, oh my gosh, you had such a long 9 to 5 and now you're calling, like, look what you're doing for your family, dude. Like, I was just this, like, and I, but I, I wasn't diligent in like actually tracking stats, keeping myself on the phone, buying enough leads. Like, when you talked about limping in with leads at 8%, that was me to a T. Like, I was just like very lead shy and, and what, you know, buy a batch here or there, buy some aged leads, but it wasn't. Um, so yeah, my first 4 months I sold 4 policies. I think 2 or 3 charged back. So it was like pretty rough, pretty rough stuff.

Were you at a point where you were like thinking this wouldn't work, or did you know it was you, or were you kind of excuse-driven, or who were you then?

I— oh, I for sure— I think in the past I've been excuse-driven. I think part of, um, and I, I did— I was aware, hey, you're probably not putting in the work needed to— required to see success in this. And a huge flip of the switch for me was, um, I went to like a, like a Lock In boot camp event, um, hosted by Roger actually. And we, uh, A, being in that environment, because I was used to the sales bullpen, so I was like being back in— like, I was back in my, my environment. Um, and I was also like, I can't fall on my face in front of these guys.

Like, I gotta, I gotta put in some work because you're gonna see him at the next Super Bowl.

Exactly right, exactly. So, exactly. So, um, so that was like December and we had this goal of going full time in January. And I'm like, man, I got to get on the horse. I'm going to— I'm going to— this is not going to be good. So I was like, I'm going to give everything I can to this. I bought my first, like, real big batch of leads. I came in ready. And then in that, it was like 2.5 days. I sold like 8,000 AP.

So this is 8 months ago, dude.

Yeah. Yeah. So it was— but it went from 4 in 4 months to— okay, I got a lot of helpful coaching from them. Obviously they're in your ear.. But, um, honestly just putting in, like, I, cuz I wanted to see if I give it 2 full days, I've not had a full day of work calling through morning through evening. Could I do this if I did this full time? And leaving that, I was like, oh, I got this. Like, you know, I just, so I, I, I, yeah, that was a huge flip of the switch for me. And then yeah, coming into it full time, I was like, I knew that I had been excuse driven. Like I, I just asked people on the last call I was on, how many of you have said said you were going to do something, started it, gave 60% to it, and then used that as evidence that maybe you weren't made for it. Yeah. And that was— that 100% has been my story 100 times. And as much as I wanted to like change my family's trajectory, I wanted to rewrite that for myself, about myself too, because I was like, I don't like— I don't want to be that. Like, I, I have a son now that's looking at me. I don't want him to see Dad fall off every time something doesn't go quite right, you know. So that was a big thing for me too.

Is it right now, are you still at the phase that it's busier for your family currently than it was when you were still on your job?

Oh, so much. Yeah.

Yeah.

I, I've—

talk about how y'all deal with that. Like, how's that work?

Uh, a lot of patience from my wife. Um, she, I mean, she's, she's jumping in more. And so the, this job actually allowed me to bring her home. Like, I want— the goal was to retire her. Oh yeah. Already? Yeah. The goal was I wanted to retire by the end of 2025 and she quit her job in April. So that was pretty cool. Um, so she is now able to be a full-time stay-at-home mom, but she's picking up a lot of the slack. I have, you know, recruiting calls at night. I'm doing stuff like this. I'm, I have appointments I'm setting in the evening. So, um, it's a lot of figuring out when I will have time, like, hey, maybe, maybe I'm going to have a packed evening. But I know my dead zone. I don't know how you feel about this, but 1 PM to 3:30 PM every day seems like you— I'm scratching and clawing to get a conversation. So maybe if I know I'm working from 6 to 10 that night, I'll take, you know, 1 to 2:30 off and play with my son or whatever.

So my opinion on that is, if it's working, keep fucking doing it.

Yeah, yeah, yeah.

Does that make sense? And for sure, and don't— y'all, I love you all, You're broke, don't try it.

You know what I mean?

And keep doing it, man.

Like, why not? For sure. And that's— to be clear, that's not every day, but like, it's just fine. Who cares if it was, you know? Right?

Who cares if it was?

But, but I would say most days I am working straight through the day, and then I'm like, hey, you know what, this is a packed week, we'll have a great Saturday, whatever, you know? So I, I see it as, hey, this is the season and I'm gonna work my butt off now so I have way more time when he starts remembering things. Like, that's— yeah, that's, that's, that's more my thought is like, if I can, if I can put my head down, and I don't want to, you know, miss this season of his life, and I don't feel like I am, but if I can put my head down and grind, grind right now when he's 4 or 5 and he's like, Dad, it's Tuesday, can we go to the zoo? I could be like, yes, of course. Yeah, we got it.

I'll tell you this, my youngest is 13. He was 9 months old when I started. My second oldest is Braden, he's 17, so whatever that made him when I started. Um, He's actually now dialing, but he's not licensed yet, so I just got him on the phone learning. I love that. And, um, they don't remember me selling life insurance for a living, if that helps you any. They don't know that. That's— they know that's what I did because it's in my stories, but they don't remember me selling ever. They just know Daddy's on the phone a lot and travels. That's the only part they remember.

I love that. Yeah, that's, that's actually super encouraging to hear, because that's, that's my hope. But obviously, I'm— this is my first kid, so I'm a new dad. So I'm like, man, what are they gonna, you know, what's he gonna take away from this?

When Brayden started, because he, um, he just recently was like— he's kind of hit a shift where he's sort of seeing the vision of the future, and he's going to college next year, and like he's starting to see people live different, right? He goes to a really nice school, he goes to a nice private school, and he gets to kind of see like the way some people live and the way we get to live. Like, he's— it's like, whoa. Where Maddox is still in the stage where he doesn't understand that people live different because all he knows is his little bubble. Sure. And so he's like, I wanted to start figuring out how to make money, and he hated working at like the sandwich place up the street or whatever. So I'm like, dude, come in the office.

I'll—

you want to work? I'll put you to work. We'll figure it out, dude. He just figured out kind of what I do 3 months ago, 6 months ago.

Yeah, yeah, you know what I mean?

He's like, he's never— he's like, he knows it's insurance, but he didn't really know what I do. You know, and it's so— it, it— we have those conversations now because a lot of people do worry about that. So I'm like, hey, how much do y'all remember? And they're like, all I remember is you taking us to the playground and Wendy's and the game and karate and gymnastics and all the things we got to do along the way. Um, because I was so tight on my schedule like you. I, I'm— I always want to clarify for people, like, I'm a maniac about working, dude. I only sold insurance 11 days a month, bro. I don't know that you know that.

I didn't know that. That's crazy.

11 days a month, dude. That was it. I sold— 468 was my high year. Wow. Yeah, 11 days a month.

You're doing that 11 days a month and you did 468? Yep. Crazy.

Because I was psycho when I worked. When I worked, I worked. Now, right, recruiting was 7 days a week forever. Selling insurance, 11 days a month, dude. I did Tuesday, Wednesday every week. Every single week I did Tuesday, Wednesday. So it's 8 I did every other Friday because my kids' schedule had them every other weekend and I did one Saturday a month.

That was it.

Wow. But 11, my 10 to 12 appointments a day, my average was 11 a day.

Wow.

Yeah, that was it, dude.

That's, that is impressive that you're making me want to call now, John. Yeah.

Yeah. I mean, I didn't want to do this more than I had to. Yeah. But I did so much work with prep and intentionality and schedule and lead, all the things I talked about at 8%. I never say work 24/7, right? I don't understand is when someone's broke and they won't work 24/7. I don't understand that. Yeah, because I've done that since I was 16, because I had my first kid on the way at 16. Okay, so I've worked, working 80 hours a week, 70 hours a week. I'm like, do I do that forever? As long as I remember, right?

Right, right.

Like you, I didn't have the vehicle, right? You know, so there are ways to do this. And people always hear, do more, and, uh, he says never work and he misses his family. I'm like, yo, I got all the time in the world with my family. Family, you know, because when I worked, dude, I didn't let my family interfere.

Yeah, I didn't. What is that— what is that quote? I'm gonna botch it, but it's like, live how no one will so you can live how no one can.

Oh dude, I wish I could take this computer upstairs. I have this, um, God, I'm gonna tell Amanda to bring it down. Uh, I have a sign upstairs. It's a, it's a quote from Jerry Rice. And I— my wife had it custom made. Um, I'm not on that wavelength, and it's in my hallway. I've had it for like 10 years.

I'm gonna—

it's almost the same quote.

I'm gonna bring it down. I love it. I love it.

Um, it's like, it's something the same thing, like, do today what others won't so tomorrow you can do what others can't. Yeah, yeah, it's roughly the quote.

Yeah.

Um, and I used to have that. My wife got it made for me early in my career, and it hung right where I could see it every day.

I love it.

Yeah.

So John, above my desk here, I have a flag that just says, nobody cares, work harder.

It's one of my favorite. I have a t-shirt. It says the same thing.

I love it. Yeah. It's, it's literally, it's, it's 5 by 6 above my head. So I'm like, if there's, it's, if I, I cannot look anywhere without seeing that. Yeah.

Yeah.

I love it. I love it. Yep.

So get into like, I wanna get into some kind of some of the sales stuff, you know, I was, um, my team's gonna see this one a little bit, but I was, um, I, I'm building a new base shop as you probably know, cuz I've been talking about it and people are like, ah,, and I got a bunch of people in and I'm trying to teach people how to sell. And, um, there's ways to do this the right way and there's ways to do it the wrong way for sure. And I lost my ever-living shit yesterday on my entire team because they were doing it the wrong way and I was frustrated. I'm like, y'all don't see videos of me doing it that way. Mm-hmm. You know, and I think so many people do it the wrong way and I'm not convinced that they don't know it's wrong. Mm-hmm. I think there's like some timidness and some fears and to say some of the things we have to say or at more. Ask some of the questions we have to ask in that sales process. I would love to know kind of what you changed, like what you were doing wrong and what you had to change to do right. Kind of some of the uncomfortableness to go from 4 apps in your first few months to— yeah, app a day, bro. Yep. Um, give them some of the sales stuff, like this— it's whether psychology or word tracks or whatever it is you think, looking back, you wish you did sooner.

For sure. To me, it's, it's all in, in building the stakes in their mind. That to me, when that clicked for me, it went from, gosh, I hope I win them over with my personality and I can follow the script well enough to— I knew that the app was done before I even did underwriting because I was just like, that's where it's fucking at. Like, but it is that gap. Like, you hear gap selling all the time, but it truly like the, the stakes are, can I raise the stakes enough that they realize— I forget that, man, I keep throwing out and botching quotes— but like, when the pain of staying the same outweighs the pain of the change. And like, you're trying to get them to that place where, um, so it's all questions like, why is that important to you? What happens if we don't do that? Oh, your daughter Melissa can't— what does that look like for her? And just shut up and let them talk. And, and allowing them— so I I spend the majority of my time and energy on trying— there's a room in everyone's head that they don't want to go into, and our job is, is to hold their hand and open the door and take them in together. And that, in the call, that's how I see it. And if I can do that, and I get— even if they're not crying, I can hear in their voice when they've actually hit that emotion. Um, asking why it's important to you, and then them saying, well, I'm their mom. That's not the stakes. Everybody, I will literally say to them, yeah, I mean, I'm a dad, I get, I hear that 100 times a day, ma'am. Like, why, why are we on this call though? Like, you're their mom, of course you care about it, but like, why, why? Give me more about that, or whatever, tell me more about that. So that was the big, big flip for me, um, in, in that. And then balancing empathy and authority, like, okay, in, in a moment where, because I I had a lot of coaches early on be like, dude, you're so authoritative, you could drag someone to an app. Like, yeah, I was really big on the authority piece, and— but that's not, that's not sticky business. I was having a lot of chargebacks because there's no emotion tied to it. I just got them there, and then, then that comes out, and then they can't buy their hot fries and honey buns, and now they're like, I'm mad, what is this charge? You know what I mean? Like, so getting them into that emotional space where they're like, ah, that was, you know, That, that creates stickier business. But that balance of empathy and authority where— and I, when I added the empathy piece where like, if they're like, you know, I just really feel like I gotta talk to my daughter, and coming in and meeting them where they're at and going, ma'am, I get it. Like, I, I would want my mom to talk to me about this. From what you've told me, this sounds like it's been kind of stressing you out, keeping you up at night. I know how important your daughter is to you. 'What we're going to do is.' So it's 'what we're going to do' is an authoritative piece. Like, that's language— I'm telling them what we're going to do, but I'm telling her how we're going to solve this emotional problem, you know. And so when those are paired, you're meeting them where they're at and still have the steering wheel, and they trust you to guide them, right? So, um, I, I think that to me is where most agents struggle. There's actually a There's a quote, um, by Brené Brown that says, compassion and confrontation are not opposites, they are allies when used with intention.

Compassion and confrontation are not opposites. Opposites. That's sick. I've never heard that one.

They are companions when used with intention. That's deep. I love it. I love it. Yep. So, but that's— that is to me the, the meat and potatoes of like what you need to be successful in this.

What are you looking for before you move forward?

Like the why?

Like how, how do you— I know you said you can hear the tone, I get, which I understand fully, but when people don't understand that, do you— because I have ways I explain it. I'm curious how you explain it to kind of a newbie that doesn't know how to read it right.

Yeah, um, I mean, yes, definitely tone. You get better at reading, um, reading that. When I don't have to interject or pry anymore and they're just talking to me, that's a huge indicator for me. That's good. Like when I don't have to keep saying, okay, but why? Or what, what is that? Or tell me more about that. Because those are my go-tos to keep them going. When they just start going, that to me is like—

You're looking for a story, kind of.

Yeah, I'm just getting—

In a sense.

Yeah, that I, that if they've told— Details. Yes, exactly. Beyond, well, I'm their mom, or what— when they tell me, well, when my mom passed and this, this, and this, right? And I had to do this. Then I'm— so I'm looking for them to kind of— I see when I'm on the call, to use a sports analogy, I played basketball, it's a lot of give and goes. Like where I, like, I only toss them the ball when I know they have to toss it back. Like I'll ask a— I'll ask a question that they have to— the answer will give me the ball back and I'm still running the call whether they know it or not. Yeah. Um, when they— when, when they have the ball and then it's a fast break, like when they run away with it for a second, That's when I'm like, got it. Okay, cool. Like, I, you know what I mean? So that's, that's a big one. I mean, I've, dude, I've gotten to, I've moved on too early from that stakes piece. Done underwriting. I heard it. You did. You did. Yep. You did. 100%. You did. Yes. But there, the, oh, I, I mean, I, to be clear, I've done that hundreds of times, but there have been times where I've moved on too quickly from the stakes. Got the underwriting, got to the— where the natural next part of the, the call would be quotes. And now I'm— now in my head I'm like, you know what, I don't feel good. Like, if I— because the quote, you're— that's what— that's all your leverage. You're holding the keys. The second you give them a number, it's— oh, so now, now they can go, cool, thanks, I got what I needed, I'm gonna go put this on the stack of other quotes and think about it. And so if I don't have the stakes high enough, I know that I'm gonna get— I think about it. So I've literally redirected back, like, after everything, and then the natural conclusion is, I'm just going to give you numbers now. I'll go, hey, I got your options here. Before we do that, you mentioned something about Melissa earlier, it stuck out to me, and then I'll revisit it to try to, like, excavate more emotion before I then get— and, and honestly, I kind of like it because now it's freshest in their brain. So you can do that. Like, yeah, everybody's got a script. Most scripts, if it's worth— most scripts worth their salt can get you where you need to be, whatever. Um, you— that's a time where I'm like fully comfortable going off script. And I mean, I'm not really on script anyway, but you know what I mean. Yeah, I can go out.

So all right, I need this question from you.

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People tend to view my thought process as very different than most. Does that make sense? Yeah. Like, I love Roger Short. We're two different styles.

Yeah, yeah, yeah.

They both work amazing.

Yeah, right.

And so like, I did a post yesterday in my little Discord group, um, that I have a ton of people in that don't even work here. And, and people just— I just try to build this community as a whole. And I said something about— I just went on a rant because I was frustrated with someone who wanted a script, and 9 people shared 7-page scripts. And I'm like, I said a post, I'm like, why are so many people infatuated with a script? I said, name one other area of life that you communicate that you use a script before you communicate.

Give me one. Yep.

And, and I'm like, yeah, do you need intention? Yes. Are you supposed to ask, like, stay on, on task and be intentional? And you know what I mean, like do certain steps?

Yeah.

Oh yes, to all of that.

Yeah.

But to go like I need to think. Oh, hold on. Let me look that one up. Like, I just saw him. I want to hear someone else say your version, your world's version of it ain't the script.

It's not the script. There's no, there's no magic script or lead gen or like lead vendor or any like leads are an opportunity for a conversation and they all, you know, whatever. I really think that most leads are closable and have similar conversion rates unless they are trash. But they're all doing the same thing. Same with scripts. If the script is built with intention to, to achieve the objective and has a good principled sales process within that, you're good. There's not, there's not different verb— and like, I mean, I, I, my upline, Mike, Mike Quarteng and Jalen Talley with True Wealth, they're amazing. They have an amazing script. Early on, I had their script, I was doing it, I was very robotic going down through it. I closed some because it's a, it's a really quality script. You can still close some. But where it started clicking for me was when the desperation of me going full-time, not having a salary. Dude, I'm gonna do anything I can to keep you on the freaking phone. I don't, yeah, I, and there's nothing about that in the script, any script, it doesn't matter. And, and that demanded of me, um, to, to actually be present with the person I'm talking to and listen to them. And respond like a person. Um, so yeah, no, uh, I don't— you could give me any script and pretty quickly I would have moved— I, I will have moved off of it because I'm trying to do my job well, which I think requires me to be off script, or you know what I mean? So I don't really care. So I— my— most of my quote-unquote script now is, is the, the skeleton of Mike and Jalen's script they first gave me. I know the flow Yeah, but within that, it's now just bits and pieces I've taken and added to prevent objections I was sick of hearing. That's, that's, that's my script now. That's all it is, is, and now I say 100 things that just over time I was like, well, I'm never gonna listen to that again. I hated hearing that. Yep. And, and adding this earlier in my call and making sure I'm preventing that. So now I just, I have my, I say the exact same thing every call, more or less.

Relatively. Sure, you fall into a group.

Yeah, but, and I'm following that, make sure I hit the points I need to hit. Um, but I don't, I don't, I don't get, I need to think about it anymore. Like, yeah, we were talking about this the other day. I, I got, I get one a week, maybe, maybe, and that's talking to a lot of people a week. And yeah, um, you know, so no, I, I could not agree more with you. I think there's this obsession over— and again, I think this goes back to what we were talking about early— there's an obsession over scripts, lead vendors, training. It's all, to me, an excuse to— that you're not working hard enough, uh, I, I, I—

or, or that, that might not be intentional enough at the very least.

Intentional enough. That's— yeah, yeah, yeah, yeah, yeah. So I just think there's a lot of things you can write off as, oh, I didn't get enough this, this script isn't good enough. There's not a magic bullet that you're gonna get script-wise that's gonna take you from 3 apps a week to 10 apps a week. It's just not gonna happen.

I like that, because I do see people that work hard, but they're still reading a script. I'm like, dude, this isn't story time with your 3-year-old, right? Right. If you're reading it, I don't care, dude, it's not, it's not the same. There's nothing, there's no emotion, there's no, it's just, you're just reading.

And you're gonna miss the point of the sale. Correct. You're going to miss the point of the call that will actually make or break the sale. If you're on script, you're going to get the logical buyer or the person who just was ready to buy regardless of who they talk to. But if you're— you're going to miss the point where they go, I had a new agent and he's doing great, but we heard him the other day on our live dial session and the guy said something about when his mother died and he was like, oh, I'm sorry to hear that. And like what he went through. I'm sorry to hear that. So— and kept moving on the script because I was like— script said Exactly. And I, and I thought, and I was like, buddy, you— that, that was it. Like, that he just teed you up so hard and you, you moved on. So, um, yeah, I, I don't know if I, I'm a very visual guy. And to get to the football thing, the beginning of the call I see is like if I'm a running back and there's the defensive line and you're just looking for a gap, like you're just looking, you're reading the coverage And sometimes it's an awful coverage and I got a wide open— they, they're like, someone just died and I didn't have— they didn't have life insurance and I had to pay for it and I need this right now. And like, there's just like, it's just a wide open, wide open field. Other times they're like, well, I have New York Life, I don't believe in life insurance as a, as a— it's just in theory, I don't even believe in it and I don't even remember filling this out. And you got this much, like you got this much. But you got to hammer that guy.

Yeah, run someone over.

Exactly. You know, and, but I'm going to hit the crap out of, okay, you got, you have coverage, but it's not what you think. And that's what I'm going to hit. So, but I told that guy that and I was like, dude, that was as wide open as you can get. He just, he just gave, poured his heart out to you and has struggled with not having coverage. There's the sale. Like, that's it. So yeah.

Crazy. What do you do? Like, so you said before underwriting, I believe is the way you said it, you know, if you've made a sale. All right, so can you get into, like, once you get a why, what are you doing? What do you— how do you— do you set expectations right there? You're like, hey, here's what happens next. Like, explain, because that's where I do it. I get why, now it's expectations.

Yes.

Yeah, you kind of explain how you do it.

Yeah, Roger calls it setting the table. You're setting the table for him. Yeah. Um, yeah, so I, I, I am big on early in the call Um, a lot of people like to send like, like credential, do all these things. And God, to me, and I'm not, I'm not, I'm not dunking on anybody, but what I—

you don't need to do it.

That, and also they have, if they're, if they're on the line, like if they're like, I don't even know if I want to be on the phone with this guy and now he's texting me and getting all official, I'm like, dude, why am I even on the— what value are you bringing me right now? Correct. So I try to jump immediately into, this is why I'm calling, why did you fill it out, tell me more about that, and I'm in the stakes. Like, it's really quick. Yeah. And after that, again, I just try to have these touch points. Like I said, give and go, where like, okay, they gave me the ball back and now I've got control. I'm going to tell you where we're going next and how we're going to solve this thing you just cried to me about. So I will just— I will say something along the lines of, um, you know, appreciate you sharing all that, whatever, you know. So, so the way this works, ma'am, like I told you, I'm a state underwriter. All that means is I'm not calling you from one specific carrier. The reason that's good news is I can actually hold up almost every carrier in the state side by side, and you and I are going to look at those together. And then based on the one that sounds best to you, I'm going to help you submit an application. I try to mention the application like 40 times before I even get to underwriting so that they know and think the point of this call is to submit an app. It's not if the call goes well enough and I like Clark enough and I'm then maybe we'll sub an app. I'm like, no, I called you with the purpose of subbing an app, you know what I mean? So like, I'm trying to set that really early and set the tone that that's what we're going to do to make sure that they'll even approve you. Um, and then, you know, I'll throw in like a, you know, so rather than you having to call 4 other clerks just and fill out a form just to get a quote, and then you have to compare all of them, we can just end that now. You, you know, after this you won't hear— get any more calls like this. And we'll make sure you're approved, whatever. And then I, and I'll, you know, hit them with like a, you know, sounds good, or how does that sound, just to get a little— and then, and then I'll move on. Exactly right. And then I'll, and I'll give them a— so what we do is, is we'll go into a few health questions, and then you and I will look at the options. So yeah, immediately after the stakes, I'm setting the table, setting expectations. And like you said, I'm littering it with trial closes throughout. Yeah, you know, even, even in the middle of like underwriting, if they ask a question, I will say, yeah, so later, here in a second when we're submitting the app, like I'll literally just keep— yeah, yeah. So, so by the time I give them their option, they're not like, if not if, it's like, okay, yeah, let's see if I get approved for that one, you know what I mean?

So I, um, the reason I was losing my mind yesterday, and when my team watches this, I'm— yes, I'm going to keep bringing it up and I apologize, I love you all though, um, is they were doing the thing I hate the most in the industry right now when it comes to this particular conversation anyway, about how to, how to get to an app, is that whole thing where we're just gonna see if you're eligible today, we're just gonna— like, when we're pretending we're not submitting an application for them to buy life insurance, it makes me insanely mental.

Um, yeah, so I've been guilty of that for sure. Yeah, yeah.

So thoughts on it and what made you change it?

I do it— I, I don't— yeah, I will, um I found that like the like 30-day free trial close is not a close and it leads to a whole lot of anger and angry texts and chargebacks. Um, you think? Yeah, it's not great. Uh, so I, yeah, no, I, I make sure that they know. Now sometimes I will say things to lower their like sales resistance or like lower the wall for a second, meaning assume early Early. Yes.

Not very— for sure. Yeah.

So I'll say something like, hey, and if you're not ready to start it today, we're not even paying anything today. I'll say something like that. Or, or if they're, if they're, oh, I got to talk to my daughter. Hey, we don't even have anything to talk to your daughter about unless we know you're approved. Like, I'll give them maybe that, uh, not to close the deal.

No. And I feel the deal with—

correct. Yeah. So no, I agree with you 100%. I was being a newer agent, I fell into that fall into that trap too often where I was just like, yeah, we're just— this is just fun, we're just subbing an app and it's, you know, whatever. It's, uh, so no, I, I try to make sure they understand as we're going on to, hey, this is going to start this day, that you're good with the payments this day, like all those things, so that they're not shocked when on August 3rd it comes out with their Social Security.

Yeah, my guy was like— the lady was like, because she had lost trust in them. He did, he did a good job with the sales thing. Some of it, some pieces of it were really good, but it didn't go the way. And then he had to switch carriers, and it just— the trust went down and down and down. And then she started using the daughter as the hook, like, as the excuse. Oh, my daughter, she's really smart, she's good at this stuff. I need to show my daughter. And she's like— and she goes, can I show her all the paperwork first? And he goes, yeah, yeah, you'll get it in the mail, you can show her all the paperwork first, and you don't have to make any decisions until then. So, you know what I mean? Like, that was the close. Yeah, I'm like, she's not gonna get to review the paperwork first. You're fucking lying to her.

Yeah, you know what I mean?

Yeah, yeah. So I literally lost my mind. So again, love you, dude, if you're watching. I was just yesterday— this is not live, it's recording.

Yeah. Also, to whoever this was, I've said maybe those exact words before. Yeah, yeah. But I, I just got bit, bit so many times, I was like, I can't, I can't do this.

Yeah, yeah. Will you, um, I want to see if you— well, I got 2 questions. How much time do you have? We got a few. Um, do you have anything right at the hour? No. Okay, cool. I won't go crazy over— if at all.

You're good, you're good.

Um, 2 things. One, you're a very fucking funny guy. You know how to have humor, right? How do you— how do you— and this, this dude's struggling with this, the same guy I'm talking about. And I'm not— I'm not the guy, the funny guy at the party. I can make people laugh on stage for a second. Like I got a little zingers here and there, but I'm not the tell the joke, have— get everybody rolling kind of guy. Sure. How do you not let it mess you up during this process? Like, because I see him yesterday, he would do— I've seen him a few times when I review his stuff. He kind of gets into the why and then he makes a joke, you know what I mean? Like, how do you control the humor the right way during this process? Does that ever mess you up in any way, or?

That's an amazing question. It has not because I hate, hate losing deals. Uh, like, I, I, and I, I guess I— that's a— honestly, I've never heard that question. Um, I'm big on building rapport after the value's brought. Like, I, I don't want to win you over with a joke early. I, I will inject a funny line here or there. You heard me at Ultimate Agent. When I get to height and weight, we just talked about death for 12 minutes. I'll be like, hey, my mother would slap me if I heard you— if she heard me ask you this, ma'am. I gotta ask it for my form. What's your height and weight? And then get a little, you know, so I'm, I'm— I'll pepper something like that in, but not in the middle of like, yeah, where the sale is made. So I guess having respect for the process and what you want from it, that to me scares me from trying to be too like, you know, bring too much humor to an otherwise heavy conversation. So I will pretty early on— I mean, again, as I'm first asking, how many kids? How many grandkids? Oh, 9. I'm like, oh man, you got a whole basketball team over there, or whatever. Like, I use those lines all the time, and that, that makes them laugh for a second, be like, he's a person, he'll be a person with me. But I'm not like, uh, like, I'm not giving him that early.

Super genuine at the right time is how— and I didn't know if you got caught and had to change that, or if it just You just naturally do that well.

No, I, I, that is thankfully not something I've run into where I start to really try to like, I'm not, I'm not like, all right, now it's, it's funny time. But when I get to the app, that now my goal is to like keep them engaged. Sure. And like mouth moving fast, finger, or mouth moving slow, fingers moving fast. I'm just like flying. And I'm, but I'll, I'll ask them, you know, oh, you said you like gardening. Tell me about that. Oh man, I, I don't think I can keep a fake plant alive. Whatever. Just like. I'll start to just engage with them more. They can see who I am. Then I'll be funny when we're in the app, because now it's just— to me, I'm like, sales over, the sale's done, we're just doing the thing now. So, um, yeah, thankfully I have not— that's not really something I've, I've super run into. Now I will say I use it way more when I'm getting them, like, when they're giving me attitude, or I'm like, whatever, that— then I'll, then I'll bring out the big guns, like I had a lady yesterday who was like venting to me about, I just hate the way the world works. Every company's trying to get one more dollar over this, the— and I was like, ma'am, I would love to sit here and fight the system that's been around forever with you, but like, that's not why I called you. Like, you know, and, and she's talking about scammers and AI and all this stuff. And I was at the end of the call, I was like, all right, I gotta go scam a family with some AI real quick, okay? And it was just silent. And she was like, see? And I was like, you know I'm funny, ma'am. You know what, you I know that made you laugh. So, so when I'm getting more lip from them, I'll like, I'll bring it back and, and I'll just kind of settle into my personality a little bit more.

But yeah, yeah, I think some people think they need it to do it, and I'm like, I never did. I wasn't— I'm not, again, I'm not that funny a dude in, in everyday. I can, I can get some good ones in now and again too, but—

well, think about like when I— if a sales guy calls me, which they do all the time, and I actually need something from them, I don't really need you to be funny. Like, give me the Give me the stuff that I need. And then once I'm like, hey man, I want to work with you, if he starts joking with me, we get to know each other, great. But like early on, especially if he's asking about like funerals and death, I don't really need your, your, you know, your, your Seinfeld routine in the middle of that, you know what I mean?

So yeah, I'm more sarcastic by default. I'm a sarcastic kind of guy.

I, I couldn't tell, John. I couldn't tell.

Yeah, I'll, I'll whack people with that all day.

Yeah, yeah, yeah, yeah.

Um, cool. Other thing, and this is just for the a-holes on YouTube that can't fucking help themselves every time I post a video. Can you talk about persistency, chargebacks, how much money you're actually keeping? Because every time I post one of these videos, some dick goes, that's until the chargebacks come.

Yeah, right, right.

Please share, like, openly, whatever you— whatever you got going on on that side.

Yeah, so I— that was the biggest learning curve for me being a new agent was persistency and placement, um, especially because some of the stuff we just addressed, like, sure, the, the soft close that just get the app, um, being too authoritative and not empathetic enough, not getting to the emotion. I saw some of that business early, um, and I'm, I'm still actually, to be transparent, a lot of my early business, because I came out hot, I'm seeing some of that fall off. So, so now I'm like selling my way out of holes with certain carriers where I'm like, okay, so I'm gonna see less So 100%. I've been issued paid $170,000 of the $275,000.

So issued paid.

Okay.

Issued paid. Deposits. What do you know what that is so far for the year? Is that your deposit?

You mean that's my deposit?

That's your deposit.

Cool. Cool.

So some people say issued paid as—

Oh, I'm sorry.

I issued $100,000, but they gave, they gave me the advance.

Yeah. Yeah.

So you put in your bank account $170,000 this year?

Yes. But for the YouTube people, I did submit $275,000. Now granted, a lot of that has not—

How much is on the back end? How much you got sitting in backend money? You ever figure that out yet?

What do you, what do you mean by that?

Backend money, months 10, 11, 12, that you haven't got yet from that $275,000. Yeah, I always tell agents that stress over this stuff is you got more money deposited. Yeah, it's just sitting with the carrier still. You can't have it yet. Yeah, you know what I mean? So if, if you put in $175,000, if that's 75% of your money, what's that make it? 80-some? You got $40-something grand sitting there, $40,000, $50,000 grand. Sitting at carriers somewhere or another coming. Again, maybe some of it falls off. Yeah, 20, 30 grand minimum.

Sure, sure.

Still, so closer to 200 grand.

Yeah.

And once all washes out, I'm cool with that because that's more—

way more. And it's 6 months in the year, that's more than I made in a year at my corporate job. So, um, but no, that's, that's the stuff where I'm really trying to button up. I think that's my weakest point as an agent right now, is, is that, that the actual Do you know what it is, your persistency? So far, it's like just over 80%. So I mean, it's like, hey, it's not with stuff to fix from previous. That's solid, dude. Yeah, yeah. So I'll take that, um, for sure. I'd like it— obviously everybody wants to be higher. Uh, it's also just part of the business. So just figuring that out. I also had an issue with one of my, my favorite carrier. I don't know if I'm supposed to— if I'm able to—

I don't care.

I use it. I, I write 95% of my business with American Amical. 95%. I love AMM. Um, I had an issue where I was not checking a box about like issued with different class rates. If they're not, they don't get approved. I didn't know that for the first 3 months, so I left about 20— so it's $20,000, $30,000 of my submitted, of that $275,000 submitted because of the wallbox. Correct. And I found that out like a month ago.

And I mean, if they apply for this but they get this, is that what that box means?

Got it. Correct. But they would have to then go back in and sign and send mail back in. They're not going to do that. No. Um, so, so I, I probably lost $20,000, $30,000 of submitted business with just that. So I was like— and dude, when I found that out, I could have run through a wall. I was like, are you kidding me?

So, but that's the stage where most people quit, dude.

Right?

Yeah, you know what I mean? They're like, this don't work, it's a scam, the leads. Yeah. Um, hell, speaking of leads, what do you, what do you spend on leads to make all this happen? Let's, let's end with that.

I spend $1,050 a month. All right, goodness gracious, $1,050 a week. Sorry. So about a month. Yeah, $4,000 a month. Yeah, $4,200.

6 months in, $24,000 to put $170,000 in your bank. You're up $150,000 halfway through the year.

I won't argue.

Yeah. Hey, F you, YouTube.

Yeah, we love you though.

Subscribe and like us.

Yeah, yeah, yeah, yeah, yeah, yeah. Can't complain.

Yeah, my man. All right, I'm gonna leave the last one up to you. Anything you want to leave them with? Any questions I didn't ask you that you wish I did? Or just something you want to leave to the people, whatever you want. Hey guys, just created something really cool and if you want to be part of it, join the Discord group I just created. The link is going to be in here. It's a dope environment. You can chat with others that are kind of in the community. You can see beyond the curtain of our agency, have access to all kinds of stuff that we got going on, events, and my staff is in there. We have agents in there selling, me helping agents and shit. Sharing information. We're gonna, as we build this thing out, share everything out there with all of you guys. So again, follow the Discord if you want to be part of everything we got going on. Join it now. We'll see you in there. Hope to help you more.

Great question. Um, I don't— I think you, you asked really great questions. Um, I would, I would say that as much— there's, there's so much clutter. We know this in the world and online and Instagram about like mindset stuff, fix this, do this, just, just whatever. And, um, as before I got into this business, I thought it was— I, I would just brush so much of it off because I was like, yeah, whatever, just noise. There are nuggets of truth in all of that. And I guess I would just, I would, I would challenge you rather than spending time consuming that stuff for motivation. Like, your work is not going to come from motivation. Your success is not going to come from motivation. It's in— it's— that's, that's nice little spurts, right? You didn't just walk to Mordor and back, uh, well, on motivation alone. It took— there were a lot of days you did not want to do that, but you did it anyway. Exactly. And the, the same is true of this business. It's, it's will see success in the small details and the, the reps that you put in. Um, and most of those do not come from spurts of motivation. They come from discipline and sitting down and doing it. So if you feel like you're stuck or frustrated or you're blaming your upline or your leads or your script, do a quick look in the mirror and ask yourself if you're actually giving 100%. And putting in the work and not outsourcing your motivation to Alex Hormozy or Jocko Willink or whoever and ask yourself, am I actually holding myself accountable to what I said I was going to do? I would be willing to bet 95% of people who are struggling could not answer that yes. That's solid.

That sounds a lot like the Do More concept and my favorite one ever, Hey, I love y'all.

What a way to end it.

I love it. That's what I heard.

Yeah, yeah, I love it, man.

My man, I appreciate your time, dude. If I can help you with anything along the way in your journey, let me know, because there are more bumpy roads ahead that I know you can make it through. Thank you. But if I can give you a cheat code anywhere, man, hit me up.

Appreciate you, man. Thanks for having me on.

Appreciate y'all watching. Later.