How I Made $300,000 My First Year In Insurance Field Sales ft. Javanni Wright | Ep63

What's the craziest thing you ever got sent home with so far?

A dog.

Shut up.

I have— he's my dog now. My dog.

Stop it. I swear. Your dog came from crying.

I have a photo from the day I have— I got the dog. I have dog. It's a pit bull, bro. He's 3, 2, 2 and a half, 3 years old, bro.

This is stuff telesales people won't know, like figuring out where to go to the bathroom during the day. It's so stupid. Y'all that sit at home and run, you're missing stuff, bro.

There's times I go to the bathroom in my car, bro. I have a bottle ready to go.

No, you don't, bro.

Bro, yes I do, bro. I have a 2 gold jug.

All right, y'all, welcome back. I'm another episode of the Insurance Insiders Podcast. I got my dude Giovanni Wright in with me. Um, this is gonna be a fun one, dude. We cleared my next one just in case because I had that back to back. Yeah, and I was like, they were like, y'all two should probably chop it up a while. So we'll see. I appreciate you getting on and, uh, being part of this. So I'll let Giovanni certainly introduce himself. What I know is, I think, 22, hustling his ass off. 23, right? 23 already, hustling his ass off. Learned how to sell, hasn't really— it doesn't seem like you have a ton of fears about making mistakes and kind of going through the process of learning this thing. Um, crazy coachable, selling a bunch, and makes this thing sound as easy as I like to make it sound, you know. So we're gonna get some kind of simple tips and, and unique to most dudes selling in the field still, which I like. But dude, it's like almost foreign language in today's world where everyone's like, why would you leave your house when you can just sit at home and sell or whatever? So appreciate you coming in, dude. And yes sir, Sharon, man of many words, by the way. Give him a little background, dude. How'd we get here? I wonder how we got here, because me and Giovanni gonna do some cool shit actually. So we're gonna, we're gonna share a little bit of everything today, bro.

I mean, Bro, we all started from the event, really. The, um, Get Fucking Paid workshop. Okay, that's where it started first.

You weren't following anything before that?

No, I was following stuff before that, but so I DM'd you one time about the, um, about the book one time. So after that, we didn't really respond, text anything else after that. And then I started texting you once I, um, bought the ticket to the workshop.

Got it.

And then that's when everything started flowing because we started texting more. And then, um, I ran in your backyard.

Oh, that's right. Yeah, yeah, ran into one of my policies, bro.

Yeah, like 10 years later. Yeah.

Oh yeah, I forgot about that.

Yeah, and that's what started it off was the workshop, really.

Yeah, that's what you get out of that, the workshop. Obviously we're still working together. You sent me a wise-ass text last night like, I guess, I guess you add some value around here, or some whatever the hell you said. I love it though. I love it.

Um, yeah, I mean, out of the workshop, I learned, uh, like to how to really train more people better because I kind of know how to sell. So I didn't, some stuff clicked or reminded me, but I feel like I learned how to relay it back down to like downlines and agents better than anything from the workshop and like kind of how to like know when to cut ties and kind of learn how to interview stuff. So for me, it was— I gained more stuff for like growing an agency than I did selling or teaching people how to sell more than like personal growth. Yeah, that's—

I try to blend the two because as you saw, everybody's at different levels. So it's, it's like, and same as our text last night, teaching, it's one thing, and teaching someone how to teach, it's a different game. Definitely. Um, well, cool. How'd you get into— let's kind of rewind 20, you know, obviously you've been in it Is it 2 years?

Year and a half? I'll be 3 years in June.

So at 20 or 19, how old were you when you decided to get your license?

I was 20. My birthday's in July, so I was like 20, 21. I just turned 21 when I first started going.

How the hell did you get an insurance, bro?

Uh, my dad, he, he was selling, um, life insurance. So he started in like 20— I don't know, he started when I was still in high school. I was like, it was like 2020 he started. Um, doing it. So, and I was supposed to get licensed right after I graduated. Um, I failed the exam 4 times.

Did you really?

Oh yeah, exactly. Yeah, I saw the exam 4 times. Um, what was it? So I got 2 69s back to back, and that was the end-all for me. After that shit, I was done for like 2 years, bro. So really? Yeah, after that, it beat me. It beat me to death too. It was the same week too. I took it like Monday and Friday. And got $269, bro. I remember I literally fucking cried in my car like, bro, fuck this shit. So I went back to work my regular job. What were you doing? I was bagging groceries. No, I was a manager at Winn-Dixie. And then I was making like $400 a week there as a manager, like $450, I think.

You were bagging groceries at one point? Is that how you started?

Oh yeah, I started when I was 15, 16 working there. Yeah, yeah. And I worked my way up to being a dairy manager. Like in a department. So I had that going. I was getting like $450 a week. I wanted better. So instead of getting licensed, I went to a warehouse job making glass and breaking out glass for a living. I got paid like $16 and some change an hour from there. And then I got fired from that job.

So you really—

I got fired from stealing time.

What do you mean?

I was, um, were you not working hard enough? No, no, no. So like, I would like, so my homeboy at the job would clock me in and I would clock him in before we got there. So just to get a few, I wanted a few extra bucks, man, on my check. So, so he would clock me in.

But like how early?

There was a few, I mean, they didn't catch every time. There was a few times they could have been like 2 hours early. I'm not gonna lie, but it went on for months, bro. It went on for months. So I got caught doing that. They let me go. They told me, hey bro, you can reapply because they liked me. Like, hey bro, you can reapply in 3 months and we're hiring you again. Yeah, yeah, 3 months basically, you reapply, we'll hire you. And I was like, nah, bro, it's— this is my time to finally get licensed. So I basically went and studied for 2 weeks straight. Nonstop. I didn't have a choice anymore. And then after that, I finally— I passed the exam with like a 76.

Really?

And then that's what got me started after that. And the funny thing is, uh, my dad didn't pester me about joining. He let me be, let me do it. Like, he didn't beg me to join. He was like, if you want to get your license, go ahead. So yeah, that's another thing too. He didn't like try to make me get it. He— it was always there. I— he wanted me to go get it instead of begging me. So it took some time, 2 years extra, but I finally got it.

Crazy. I didn't know how similar our starts to this journey were. Obviously, I assume you see that shit, haven't read the book and all that. Yeah, yeah. You know, I was a manager at Little Caesars and made no money, and then I obviously— I did the warehouse thing. Yeah, 4 years, dude, I did that, except I didn't get my license for Many, many moons later.

Yeah.

Crazy. Was dad like, does he still, was he making money doing it?

Were you watching him like, I mean, he wrote, he wrote like 18, 20K average a month. You know, he wasn't killing it, but he was doing the average numbers. He was starting to try to grow a team eventually. So he was making decent money doing it.

I love it. Just this or do you do something else?

Did he do something else?

Yeah. Or just insurance?

Just insurance. Well, wait, his whole life? No, he started—

No, I get that. Yeah, yeah, yeah, yeah, I get that. I meant during the insurance part.

Yeah, just life insurance. Nice.

What does he do now?

He does health insurance now. That's his main, main focus now is health insurance. He kind of got out of the life side, let me take over. There are some things he didn't really like about the life side and chargeback and stuff, so he went to the health side and he loves the health side now.

So that's cool, dude. It's, uh, There's money in all of it.

Yes, sir.

Yeah. So you're— it's fair to say you're selling more than your dad?

Yeah, definitely. Yeah. This time he texted me, he was like, he's like, I've never done a, uh, I have like a $14K day. He's like, I've never done a $14K day or a $20K week before.

Yeah.

Yeah.

That's badass. What's he think?

He loves it. He, he loves it. Yeah.

That's badass. That's badass. Would you, would you— you'd— $3-something last year you did?

What was the time? Yeah, 3— I think it was like 3:05, nothing crazy, barely cracked 3 on my personal pen, by the way. Yeah, yeah.

What was early days like? I want to talk about that because you share a lot of cool stuff with me.

Uh, I don't have the story of the, the slow start. I, I, I have the story of buying the leads, working the leads, and making money. It was— for me, that's how it was. I, I mean, my first month My first rolling 30 days, I did $20K. So, but I mean, I initially started buying my leads. I mean, I had $60 in my name and had a credit card with like $1,000 on there that my dad told me, hey bro, clear that off and use this for leads. Like there was no lead help, bro. Like my, I got my homeboy started before me and he was my dad's downline. He was buying his leads, but he wouldn't buy my leads from the jump. He wouldn't buy my leads from the jump. So I had to learn. I mean, I worked crusty old dollar leads that were like resold probably 5 or 6 different times back in the day. Um, started doing that, bro. And I mean, I would work 14-hour days. I would dial from 7:30 AM to like 8:30, 9 o'clock at night in the back corner of an office, book 14, 15 appointments, and let's go run them. And I was brand new, and I was just walking the deals. Like, I didn't know what I was doing, bro, but I would walk into deals and close them. So in my first week, I did, uh, $5.8K. Really?

Yeah. Sick. What were you— what— so if you're getting— would you say appointments, 15 or so you were walking into?

Uh, well, I would book on a, on a dial day, on a dial day. Yeah.

So like 30 a week, anywhere from 25 to 30 a week, right off the rip. Yeah.

Yeah.

Why? Like, what made— obviously you see now most people like struggle with that, and we're dicking around in the group making fun of people for not— nicely, of course. We appreciate— we were just—

we I love you, but, bro, I mean, I just worked. I don't, I don't know how to explain it.

You didn't know any better. Did your dad be like, run 30, and you just said okay? Or you just saw people winning, or I don't know.

Are you just— I believe he did tell me the average number is 30 appointments a week is what's going to get you something. I was always told, spend 20% of what you want to write for the month and book 30 appointments a week. And so I went and got it. I mean, It wasn't— I'm not saying it was easy, bro. It was just simple. I had a script, I knew what to say, I had enough old-ass leads to call enough people to get lucky basically and get them on the phone.

Leads were you buying, like old-ass leads? How many you think at a time, bro? Dollar leads, I remember, like, bro, 300, 400, like a week or at a time, a multiple. So I was spending anywhere 300, 400 leads every day. You were working to get 30 to say yes, or to say come over? Not even say yes, to say come over.

Come over. I would do like—

how many, how many would tell you to fuck off, bro?

I mean, if I had 400 leads, I only book 30. I mean, a lot.

Roughly, how many would you have to talk to to book 30 when you were new?

I want to say over 100, bro. Just guesstimating, it had to be over 100. Like, I think I still have videos of me when I was first dialing. Yeah, I mean, my script wasn't good. I'm not a unicorn, bro. I just had enough leads.

You should put that old— that old content out.

Yeah, I think my dad has recordings of it. I'll ask him for it.

Sick. And, uh, did you learn anything that like worked for you during that stage? Like, obviously at the beginning it's different than if you're doing it for a couple months, or what was that like, would you kind of figure out working age leads that was beneficial?

Uh, like for my script or the book Appointment to Sign?

Just in general, you know what I mean? Like advice you could give people, like shit you did right, shit you did wrong, things you learned, like things you messed up. Just like, what did you learn along the way during— because that, dude, most people don't go through that phase and they get stuck in the beginning where it's like difficult and you're emotional and, you know what I mean? A lot of people stay there. Yeah, and I know you so relatively so well now. Like, dude, your emotions don't fucking move ever. You're very like just, you know, even though on the inside sometimes you want to kill people. Yeah, yeah, which we're similar there. So I'm like, I like this kid. We can— I— we communicate the same.

I mean, bro, in the beginning, don't get me wrong, I definitely quit insurance in my head, for example. Like, I used to quit insurance in my brain every, every run day, bro. Um, but I think the main thing that I learned was just really in the beginning, it just hitting the numbers, getting enough numbers to do it and tweaking enough scripts to, to persuade people to let me go sit down with them. I just, I just tweaked it, man. I mean, I really, I just hit numbers.

I knew that's all. What number were you aiming for? Appointments or thing you were chasing in general? Like, you go into a dial day, is there something like, is it dials that you're like, I'm chasing this dial number, this appointment?

I want dials. Dials for sure.

Or minimum, let's say, like, what are your standards?

Like, I'm doing at least this, I want to do at least 400 a day minimum. Okay, at least.

And that would be orange. I assume you've had those where you do that many and don't book shit.

Yeah, definitely.

Yeah, yeah, those are the days you want to quit. 14 times a day.

Yep, sure is.

Yep, man. Craziness. And was that when— because you were sharing, I almost want to put them on the little— Reese can edit that shit in. But like, your rent bouncing, what was the other thing that bounced? It was like $20.

Uh, the insurance toolkit bounced, bro, like 14 times, dude.

What, like, what was going wrong if you were selling so much right away?

So the crazy part is, bro, that was not that long ago. So that was, um, last year.

Okay.

So I mean, I messed up myself, like, so when that happened, yeah, when that happened, like, I was still selling, but in the long run, that came from me writing bad business, uh, having chargebacks to pay off, uh, from that writing bad business, not like illegal, just like the, the way that you teach don't sell, like don't say, let's define it for people.

What's bad business to those that don't know?

For me, it's, it's, it's, hey, we're just going to apply to see if you're approved today. Basically, it's how it was first. That's how it was first taught. So I would do that and I didn't get chargebacks for a while. Like a while. Yeah, yeah, yeah, yeah. Like, oh, you want to think about it? Sure. Let's make sure you're approved and then basically leave. And so eventually all those stacked up on me out of nowhere, all those people. So out of nowhere, I woke up one day with like $10,000 in debt between like 3 or 4 carriers total. Um, so I had to start a payment plan with those, obviously. And I was, and then I had, uh, bills obviously and lead buys. So with everything combined, I was basically spending what was coming in. And then I had more to spend because I needed to buy the leads. So compared to the chargeback ratio that I had, like the payoff,, the bills and I needed to buy leads because I knew I needed to, to go make money. That's the only way I had to do. So I had to let the rent, the rent bounce like 4 months, like every month, like 15, 30 days to the point where they're like basically saying, hey, hey, if you don't pay this in 3 days, you're going to get kicked out basically.

Like you're going to get kicked out. What was the late fee? Do you remember?

$50 day 1.

Sí.

Okay. And then I think it's like $30 a day or $10 a day. Yeah, bro, it stacked up to where my rent was like $1,500, but I was paying like $2,000 a month in rent easily, bro. But I could afford it once the, the, once the lease started giving me my own return. So I was cool with the waiting, bro. I didn't care. I really didn't. Yeah, like, I'm sure my old apartment hated me.

The people that struggle there though, they go like, that's crazy, or not willing to do it, but it cost you $700 in late fees. But if you paid the rent on time, it would cost you how many thousands in lost commission?

Yeah, a lot, bro. I would get like— I would still see a $15K deposits coming in and I was still negative in my bank. That's how like— that's how bad it was. Like, I still seen $15K at some months coming in and I was still negative. But I know to this day, if I didn't use the rent money, for example, for my leads, there's no way I would be where I'm at today. It would be impossible.

Well, I try to teach people, dude. I'm super honest about it. If you're issuing $15,000, $20,000, especially when you're new, you ain't making no effing money.

There's no money in a month, probably.

No, there's no money in it. Yeah, you know, and you see so many people like I did at the beginning go at it pretty mediocre. And again, $20K sounds great, but with all the shit now, $20K 2 years in you, there's a damn good chance you're putting $20K in the account. Yeah, yeah, you know what I mean? Like, but it takes a while to get there. Um, and you're, you're, you're definitely, you're definitely in a new spot today, you know, learning how much you got stacked and kind of what the money's coming in. I was like, shit, all right, this, this kid's figured some stuff out. What about your car? Cash, right? You said— I don't, I don't know how much of this you want to share, but I'm sharing the stuff.

I mean, I mean, the car isn't crazy. I bought it for the field. It's just a $10 grand Prius.

But still, yeah, how many y'all would like to buy a $10,000 Prius in cash? Do you mean, you mean to be efficient in your business?

I guess, yeah.

How many guys you know have done it?

Not a lot, you know what I mean?

But it's like, dude, it can happen for them too if they go through that phase. Yeah, you know, manage it right. Who— yeah, I mean, that's tough, dude, to make it through that and not have people in your corner, which obviously your dad sounds like I'm sure it—

he didn't know about this either though.

Yeah, really? I didn't— seeing him go for stuff. So you were— you were just— were you getting help from anyone keeping your head right?

Fuck no. Why do I need help? I, I caused it. My— look, like, my dad, bro, I shout out to my dad, he's a good guy and everything, bro. Like, he's not gonna give me a handout. Like, he's not. He's gonna teach me though. If I would have told him, well, shit, figure it out. Like, like which to me is the best way. I was— I get scared to ask for help. I wouldn't ask anybody for any money. Nah, bro. That's why my account was negative, because I didn't want to ask anybody for any money. Like, mind you, I had the two down at this time too. They had no clue. I had to play it off too, like it wasn't happening for me because I had to keep working so that way they could— they know to keep working. If I was acting like insurance doesn't pay me and I'm not getting paid, they're going to quit. And they're not going to believe in themselves either if I'm not doing it.

True. That's so sick, dude. I've never heard that before. Not many. It's like— and it's simple. I— people get there. Having it as early and as— I mean, listen, it is what it is— and young as you do, it's fucking impressive, dude. It's good shit. But it's all controllable.

Yeah.

You know, that's the piece most take a while to learn. I took a while to learn that lesson. 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, um, we have agents in there selling, me helping agents and 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. So how'd you get— when did it change for you? And again, I want you to, at some point, you decide where to, to, like, sprinkle in. I want to give them some, like, actual training stuff. Okay. You know what I mean? So, but you, you pick where to, where to put it in. I'm just going to ask more high-level stuff right now. Oh, like the transition? Because you don't— I asked you the other day, I'm like, yo, if you want to go issue $100 grand in a month do you feel like you could? And do you hesitate at all? You're like 100%.

Yeah.

But obviously you're trying to build something and we're figuring out this balance of production and things. So what was the— when did it change for you? Like when you felt like it was out of control and the money wasn't flowing and you weren't necessarily confident that you could net be profitable, you know what I mean? And obviously some— your skill set's up there now, which I'm guessing it even though you worked hard, it probably sucked at the beginning. Yeah. I mean, when did you start feeling the transition of like, yeah, I'm gonna have this thing figured out?

I would say there's two different times I felt it. One was before the whole thing happened with the negative stuff and all that stuff. I started going, but it was like 6 months in, so it probably was— it really wasn't nothing. And then, crazy enough, when I was still having my rent bounce, I started to feel it then. Because like I would still go write 20, 30K and like it was more consistent, started flowing. And then I thought that's really when I felt it, like I felt good even though like, and I knew I had to come off with non-commission breath when I was selling people. So like I had to focus on that too because that's— people can feel that. So like that part when you're negative is hard. So I felt it probably around like a year, a year, year and a half, year in when I really like knew I was like, I'm not half bad at this. That's kind of when I felt the most—

yeah, that's dope, that's dope. But now you're learning to a new level, which is fun. Yeah, yeah, watching you kind of figure that stuff out. And now we're starting to work together. I don't know how much of your stuff's transferred over, but I think some of it is. I think that's right, on, on some of the paid leaderboards and shit. And you know, where obviously you, you've, you've helped put some stuff together. We're going to build another direct base shop. We're gonna start fresh. We're talking about a lot more. Obviously, you, you were a big part of me going like, this sounds fucking like it'd be fun to rebuild with some cool people. And then Tyler and some of the other guys started coming into my world too. It's like, all right, we're putting together a little crew, you know. So it's, it's going to be fun to watch where this goes, us not only teaching people how to do it, but go like, hey, you want to come work with us? Come on, he'll, he'll teach you, you know what I mean? And I mean, we're starting a team call. We're, we're in, we're in Discord now. Thank Thank you for helping me figure that out. Grandpa figured out some new technology, and bro, I'm gonna run it like a crazy man, uh, to be super effective and efficient for the team. We're gonna share— we're gonna actually put the link in this too.

Okay.

And so like, we made that third level, we called it Hustlers. It's like just people follow me that aren't in the agency, like just come, come look, you can watch us. We're gonna share all this stuff. They can't, they can't type in our team chat, but I'm gonna let them see it all. So if they want to see the content, see the videos, and see what's going on, like, come, come watch us. You know, some people join the team, some won't. It's all good. But we're going to document the shit out of it, dude. You and your, you and your goofy glasses.

Yeah, bro, I've already told two people to do it.

I've already told two people, bro.

I can't wait to use them today.

Tell them what you're doing.

I'm, um, so I bought the, uh, what is it?

You have them on? Do you have them right there?

Yeah, right here. So I bought the, uh, they look good actually, bro. I look like a dweeb, bro.

Well, that's because you don't wear glasses.

But so I got these, and so it's the Meta Ray-Ban one. So it's gonna record like all my in-homes or all my door knocks and me selling and whatever I run into, and I'm gonna like post it on social media and everything. Yeah. So that way people can see the real stuff. And it— I mean, it records. It's good quality, good sound.

And I think I should put that little clip up you sent me the other day when we did. I'm gonna ask Reese to do it. Remember the little test one? Yeah, yeah, it was crisp.

It's not bad, bro.

Yeah, it looks good. Again, a part of us documenting the whole journey of us building this agency. He's going to document his stuff too. And I'm like, that's the piece I wish I did better. Now that I understand that and I know what people like to see and have fears of seeing, the things they won't do. And this dude's just willing to document it all. So it's gonna be a cool journey. Yeah, put it out, dude. I can't wait. Banging on doors, it translates. Hey, I can't wait till you close a deal with a dude who don't speak a lick of English. Bro, I've done it before without the glasses, so now it's going to be even better where it translates for you and talks to him in Spanish or whatever.

It's wild. Hey Meta, read out loud, do you have any life insurance in place, in Spanish.

Tiene algún seguro de vida. This industry is getting nuts, dude. Yeah, yeah. So anyway, if you want to join, kind of watch what we got going on, join, join the crowd. I'm doing some fitness stuff in there. I'm gonna put some— start sharing some stuff. Let me get you running laps in the morning soon, bro.

Yeah, I know I need to. You know, you got me thinking about fucking running and I hate running. Me too. I like— I want to try it. Like, I've ran before, but I never stayed committed to it. But I was like, doesn't seem half bad trying it. It's like the result would be cool. Yeah.

You may see a lot like this. Like everybody wants the result. But they don't want to go through the hard part. Yeah. And I would love to be able to go like run at an event and just go work out today and run and enjoy it and not hurt. And you know what I mean? I would love to be there. And now relative to where I was years ago, I am in a lot of ways— hell, I couldn't run a half a mile 5 years ago, like at all. And now I'm putting in crazy amounts of mileage out there.

I know, it's crazy.

It still hurts. Like, it— I still haven't got to a point where I feel like it's easy. But I'm so much further. Like, I had to do 8 miles yesterday, and in my head it was just like, I'm just gonna go knock out 8 miles real quick. I can't— I can't even imagine those words having ever come out of my mouth before, but just— I've been working on it for a year and a half now, and it's like, oh, it's getting pretty— it's getting— it's getting a lot easier compared to what it was, you know?

Definitely.

Yeah. And dude, I'm cutting weight like crazy from it too. It's insane. So it's just pushing. It's the same thing.

Insurance made me fat, bro. When I started, I was like, I was 150 pounds, bro. I'm like 215, 220 now, bro. Like, I remember one day I woke up and I was like, bro, what the— I was like, what? And I was kind of glad because I could never gain weight, but then I now I gained too much weight to where if I cut it down to like 200 pounds or so, bro, I'll be happy with it. Or like 180. But I can never gain past 150.

Let's get you in the chat, bro. Get you working.

I need to, for sure.

I got fat too. I got up to 250. I know, I see. I was, I was like 190 when I started in insurance. I was obviously— I'm the same, I'm 6'1", but I was super skinny. I was like a rail. And then I got fat. What's your favorite, like, in the car, on the road meal? What do you always get that you know you shouldn't get? What's yours?

I would go to— I used to go to Publix and go get the, um, the, the chicken things, the chicken, little chicken nuggets they have, they sell there. I get those popcorn ones. Yeah, the popcorn chicken nuggets.

That's what Maddox eats.

I would get those, some chocolate milk, and then some dip. And bro, I would be cruising and dipping, eating, and then the chocolate milk, I'll be drinking it, bro. That's what— that was the main thing because it was quick and easy. It was healthy to me versus like going to McDonald's, even though it was probably still like 800 calories in the fucking popcorn chicken alone and then another 1,000 of chocolate milk.

So, bro, mine was this— I, I haven't ordered it in so long I forget the number. At Chick-fil-A, is it 7? The meal, it's the spicy, uh, spicy chicken deluxe, whatever.

Oh yeah, yeah, okay.

Yeah, I'd get that. So with like all the toppings on it, large fry, uh, large lemonade. If I was feeling spicy, I'd order an extra large fry, just an extra one on the side.

I've done that before.

Give me a bunch of salt packets and I bury it in salt. And I wondered why I was 250 when I was done running.

It's pretty bad. I mean, bro, sometimes in the field it's so convenient or easy, bro. Like it is just to go to fast food and get some food and eat. But it catches up fast. Yeah.

This is stuff telesales people won't know, like figuring out where to go to the bathroom during the day. It's so stupid. Y'all that sit at home and run, you're missing stuff, bro.

There's times I go to the bathroom in my car, bro. I have a bottle ready to go.

No, you don't, bro.

Yes, I do, bro. I have two Go Jugs. Bro, you ever been in the stick before? There's no, no store, bro. I'm going in my car, like, or the woods. I don't know which one I'm doing, but I'm going somewhere.

I'm gonna be on a dumpster in a tree or something. This is the dumbest insurance podcast ever, but it's real, bro. I knew how to get to it in Publix or in McDonald's. McDonald's bathrooms are relatively pristine most of the time.

Walmart is too. One more. It is— Walmart has nice bathrooms, man.

The real deal. I, I didn't like going customers' houses sometimes.

Nah, dude, you can't, bro. You can't go to their bathroom, bro.

Nah, the pictures— we were chatting by text the other day. He sent me some pictures of bugs on the wall or something. I'm like, yo, I remember the time I caught fleas in the house.

Guys, it's crazy, bro. It is crazy money in it though. Yeah, I don't want to say it's crazy. It's crazy what they— what these people can help us make. Yeah.

What's, what's some nutty ones you've seen recently that just like people would judge and you walk out with? Like maybe something like deals you maybe you didn't even expect.

All right, I got this one deal I closed, like what I think was $3,000 just the other day. Lady lived in the dump. No offense.

She, um, bro, sweet woman, I'm sure.

Yeah, sweet lady. She just called me the other day. She had 5 policies, by the way, so that was cool. And she was driving a U-Haul as her daily driver. And not just like the U-Haul truck, the box truck.

Like rent for $30 a day thing.

I was like, bro, and she lived in like a little shed, like a little shed house, like Oh, that was that one you shared.

Yeah, yeah, yeah, yeah, bro. This is like the thing— this was small. This was like one of the things you see in the Home Depot parking lot.

Yeah, bro, one of those people live there. Yeah, people. And those are usually the, the sheds and the trailer park homes that are beat down are usually your biggest deals. They're usually the biggest deals, bro. It's crazy.

But yeah, she walked out, they were 3 G's.

Yeah, she was paying— she paying $301 a month. Dang. Yeah, there's a lot of houses like that, bro, where like in the past I used to judge and be like, they're not gonna buy no insurance, bro. Like, look where they live. And like, they're usually the nicest people, the chillest people. And they usually, because they never got money left behind, they always want to leave something behind. And they don't pay for shit. They live in a dump. So they have more money for insurance.

Those are my— those are— I can picture tons of them. History, dude. I remember this one time I went, uh, I got leads in Ohio and we built the team up there a while back, and I was still selling at the time, and I would send agents up to travel to Ohio from Atlanta. Wow. And, um, you know, they closed deals. One dude comes back one day and he's— and we're steady closing deals. We go to— we went to Cincinnati area, um, so we go and run around there, and, uh, it's, it's, it's, it's cool, cool little place, wild, but This dude one time comes back, he's like, man, these leads, they said the area sucks, nobody's got any money there. It's like the smallest houses I've ever seen. Part of it's like super hood, but it's like redneck hood kind of. It's the weirdest I've ever seen in my life. Um, so I travel up after, I'm like, give me the lead. So I take this dude's leads and I go run up there. And one of the deals I closed, bro, it's a house, and on the outside you wouldn't know, it wasn't anything amazing, but it wasn't a shithole outside. Yeah, but I walked in, dude, and there was so much stuff in this house. There was a path, and you go in the front door, and we had to sit in the kitchen, which was through the living room, and it was on the other side of the house. And there was a little path that sat with newspaper laid out around the house. There was a little walkway of newspaper. Everywhere outside of the newspaper walkway was junk stored, like hoarder stuff.

Yeah, yeah, yeah.

And along the path, I had to step over all the dog whiz and poop and like— oh yeah, I've been there before. So we go to the kitchen, dude. I write like a $200 app and like an $80,000 annuity. I pull out of that house and the dude not only complained about the area, he sat the lady. Well, and missed it. When I came back and I was telling the story like I'm telling it now, this dude— Terry, I love you if you're watching— we, I, I, we laughed about it for years. I'm telling the story the next time I'm back at the training and he's like, you see his face like I'm like, this house is very easy to recognize when you're describing it. He's like, bro, was it so-and-so? I don't remember her name today. I'm like, yeah. He's like, no way, dude, I went in that house and she told me that. And dude, I walked out of there with a ton. You know, you couldn't even navigate through the house. And, uh, I think it's a lot in the approach, you know what I mean, your thought process towards it and the way you, the way you communicate with people and find opportunities and things like that. So would love you to share some of that, dude. How do you, how do you go through the shit, figure out the leads fine, but like, how you getting paid, bro? How you— because you're keeping the money now.

Yeah, for sure.

You're, you're, you're, you're, you're profitable as shit today. So yeah, yeah, how do we get them there?

Um, I mean, are you asking like kind of like how I'm selling? Am I?

Yeah, yeah, sure. Yeah, yep, anything you want, man, in terms of whether you want to start on the phone, you want to go straight to the sales side. Like, I want to share some actual tips, like sales shit for them? Like what's working for Giovanni?

Yeah, I mean, I think it's like you said, all about their approach. Uh, like I've closed multiple downlines deals the same way. Like I've went to the house. I think it's, I think a lot of people are like to tell people things and they don't like to ask them. So like, I'm always like, if I want them to say something, I'm going to ask them a question. So they say what I want them to say. So therefore I can use it against them. You can't use what you say against somebody. Like you can say, oh, well, I said it wouldn't be good for your family. But Ms. Mary, you said these exact words. And I feel like that has gotten me so much farther because they get to say it and they picture it emotionally. So like it hits more emotionally when you ask them the questions for them to know where they're like, know what's happening. So if it's about like, let's go with a What does it look like for your son to cover your burial? And they say, bad. I'm like, okay, bad, got it. I'm like, bad how? Like, what does bad look like? Walk me through. God forbid, Miss Mary, you died here yesterday, and I walked in here, me and your son went to the funeral home, they asked for $10,000. What is he doing? And so it gets them to actually picture it. And when you get them to picture it, bro, they open up a lot. And you get so much free information from that. And that's what kind of helps me is that is the why building is the biggest thing to close more deals and to get them emotionally.

Yeah. You even put the story out there for them.

Yeah.

In your question.

Yeah.

You like set the stage for the scene in a sense.

Yeah, yeah, yeah. I mean, I want them to picture it and get emotionally involved and I don't want it to be transactional at all.

What makes you like, okay, to proceed? What are you looking— like, how deep do you want to get? Or how do you know when to go like, I asked enough, I didn't ask enough? What's your— how do you gauge it?

So now I just know. But in the beginning, because that's the best way, was I had like a mental checklist of like certain things that I know needed to have a certain answer. Like, not an exact answer, just answer it good enough to where I know they care about the family. They want protection in place. Like, I had like a 5 checklist in my head that I know like these need to be answered. In order for me to even proceed forward. Or if not, I need to keep asking questions or get out the house because they just don't care.

What are the more of those? You said 5 things.

Yeah. So let's say it would have to be at least, at least a beneficiary. So somebody to pay for it. They would at least have to say they don't feel comfortable even if they could afford it to cover that checklist.

Leaving it on someone else.

Yeah. Like even if, even if their son could afford it, I need to hear like, you don't want them to no matter what. Another thing would be it would have to be like their why would have to be deep enough. So like, I can't— I'm not doing surface level why. It will look bad. They have to take a loan out. Like, I'm not doing that. I need to— that's what I need to dig deeper. What does bad look like, etc.? And then after that, my last question is if we can find something that fits your needs most importantly and your budget because you're on a fixed income or whatever you're selling. Is there anything stopping you from submitting the application? Just get protected in place. If I had like someone like those 5 checklists, I know— not that I don't want to close it, but it's going to be a lot harder to not close it.

And a lot— you asking that last question before pricing?

Oh yeah, I asked that question before I start doing my, uh, health questions and shit. Yeah, yeah, yeah. If we can find something that fits your needs and your budget, Miss Mary, any reason why you wouldn't want to proceed forward, I want— I want to fix my budget.

Cool.

Got it. So then we work for something that fits your budget and we go from there.

What's the most common objections there that you get?

That question?

Yep.

As long as it fits my budget. There's sometimes you'll get the— and which is why I ask this, though, you'll get the, oh, well, I want to talk to my daughter. I want to talk to somebody, but I don't get that a lot. It's usually just the budget, which is easy. Well, yeah, Miss Mary, if we find something that fits your budget, When I get those other ones though, I like to beat it now. So like, what do you want to talk to your daughter about? And then they start to answer it because I've learned usually when it's an objection, the first one is usually a smokescreen and the second one typically is a real one. So if you ask questions to what they're saying, you're going to get the real one.

Yeah. Sick. What if someone just gives you full pushback right there?

What do you do?

They're like, nah, dude, I just don't know, man. I don't, I don't know, man. I just curious pricing. I don't, I just don't know. I'm not committing to an app right now. Whatever. They just don't go there.

So do you want the price, John? Yeah, go online. Yeah, yeah, man. You can go all over the internet. It's all over there. My job is actually to help you get protection in place. I mean, do you not love your kids? And if they say they do, I do. Okay, so what is there to think about? Oh, well, I just want the pricing. Like I said, you can go online. My job is to actually get protection in place, John, so that way you have something to protect your family because you said X, Y, and Z. I'm not the quote guy. If you want the quote guy, go online, man. Go find the captive company to overcharge you. I don't care, kind of thing.

That was one of my favorite lines. I'm not the quote guy. I used to say that.

I use that all the time, bro. I am not a quote guy.

I would always go like because I felt like if I said the, you don't love your family, I've been kicked out of houses because I do it wrong and my tone was terrible when I did it. Yeah. Um, so I had to learn how to kind of ask things in, in little different ways. So I would, I would push and I'm like, so like the pricing, just, just shit curiosity, Giovanni. And they'd be like— sometimes they'd be like, yeah. I'd be like, all right, hold on, dude, can I— and I asked you earlier if I can just be honest, right? Like, I just— to wrap my head around this, you're trying to convince me right now that you just rolled out of bed this morning, and of all the things in life you could be curious about, but you didn't have interest in really buying, you just have just shit curiosity about the pricing of life insurance today? I'd be like, sometimes if I really, if it was going well and it, you know, I mean, it felt like I could joke with them a little more, I'd be like, do you want me to get you pricing on anything else crazy like helicopters? And dude, bro, I remember this one mean military guy that I did that with, and dude, it, it put his wall down and he was just like, good point. I just hate all the shit in the presentation stuff. I'm like, me too, bro. I don't know why you're fighting me here. If you want insurance and you're gonna buy it, I'll help you and we can skip all the shit. It seems like you're the one giving it to me. And dude, I wrote that dude like a $200-something app with no real in-home, just pushing back like, yeah, in my way.

Uh, yeah, I have plenty of people like that.

Yeah, it's wild. That's wild. I love it. And that's the piece a lot of people won't do, that piece. You know what I see? I learned— I was at Cody's this week doing that, like he has that show, the agent, whatever. I'm so bad. Uh, he has the show that's coming out, Agent— what does he call it? I feel bad, I don't know the name. I'm such a— my brain. Agent— I wish Amanda were on with me.

Uh, I know what you're talking about.

Yeah, Cody's show about— yeah, yeah, whatever. I was there and I was a coach this week, and, uh, one of the girls that was there that I was helping, she would do it she would ask those hard questions and push back and stuff like that, but she only did it after she showed them pricing and they told her no.

You lose all your leverage after pricing.

Yeah. So I said, can I ask why you do it there, right? I'm like, imagine if you had that information sooner. Like, those are great questions, I just feel like you're asking them at the wrong time. Have you ever thought about asking them earlier in the presentation, like before you get into pricing? 'Cause now don't you kind of feel like— kind of what's it make you feel? She goes, well, if I ask early and I push hard, I feel like a schmucky salesperson. I was like, all right, how do you feel at the end after pricing? She was like, good point. I'm like, it's got to feel worse. It feels like— it sounds like you're begging them to buy from you. That's got to feel worse. I was like, why don't you just try to ask the questions and just stop reading it on the piece of paper? Just ask them, you know what I mean? Like, you have valid questions at the end. You're just— when it's to defend the price, it's stupid. So dude, she changed it and she started asking and she started popping off sales just from one tweak. And I didn't even tweak what she said, I just tweaked when she said it or asked it, you know? And, um, she sold like And I ain't saying it's all from that, but she did— at the end of the day, I was there, I was only there for a day, she was like, dude, that worked like multiple times in one day. And she sold a ton of insurance for the week. It'll be out on the show. I don't know our totals, but they sold— she sold a bunch just from one change of one thing. Yeah, it's crazy important, dude.

Yeah, everything needs to be in the beginning, bro.

Everything. Get effing paid.

Get effing paid.

Get effing paid.

Get effing paid.

What up, guys? If you guys are looking to get to 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. Um, 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, um, I have a private mastermind. Last one was at my house. It was insane. Um, 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 it. 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.

If you want to win and you want to grow, I'd get around John as much as you can. John Wetmore John Wetmore is a beast. So much value in everything that I've learned here. Growing, about building, delegating.

He's talking about systems and automating right now. It is worth the price of admission.

Make sure you get to the next one.

Are you doing anything to like set the stage when you walk in? Like, how do you go about setting expectations and here's what's going to happen and how deep do you get there? Or do you just kind of skip it and—

I'm not getting there unless I know there's a reason why I'm here. So then I'll explain what I'm going to do next after I find out the reason why I'm here. So if they don't have a why, they're not— if I don't feel like they're buying today, I'm not going to tell you what I'm doing. It doesn't matter.

How do you— you sit down at the table. How's it start? What do you go with?

All right, John, you sent this request in for the final expense info. Most families, they either have coverage or they don't have coverage. Which one are you?

I have coverage.

Okay, perfect. So were you looking to add coverage or get new discounts?

Good. What if I say I have none?

Okay, so what got you thinking about getting insurance?

It's really easy.

It's simple.

I remember when I was thinking about simple, they would, um, I was trained to do like 15 minutes of small talk at the beginning no matter what, and I had a checklist. It was so uncomfortable, bro. And when I started just getting into like, hey, all right, cool, I got the form, I assume. And I did the same thing. Um, people were like, you do it without getting to know them first? I'm like, listen, one, I don't care at all about the color of their cabinets or the toy in their front yard or what college they cheer for. I don't care at all. And I feel like I'm full of shit when I pretend I do. And I'm trying to get there. What I learned is when I just go to business dude and I start talking, things naturally fall into place in terms of small talk, you know what I mean? I'll find things that I actually can have a conversation about, and it always, it always felt better to me, um, to build it along the way versus segment it and do it up front.

Yeah, that's how, that's how about this, like, I don't— I'm probably the most business person up front and during the application we become cool. Like, that's how I am. I don't, I don't like to small talk either, bro. I don't— I'm— for me, I know they know this is fake. Nice house, nice, nice kid, whatever. They know it's fake. So I'm here for a business reason. Let's handle business first and then we can talk. Yeah.

Yeah. Now there are some people out there that actually give a shit about that stuff. Keep being you. I mean, do you? I just— and that's why I always try to teach people is like, if it's natural, do it. All right. Now I think some people do it too much. Even they are nice, they get stuck there. Yeah, so sometimes they almost gotta pull back. But, um, what else do you— what's the craziest thing? This is not even a good question. This is me getting back to fun of in-home. What's the craziest thing you ever got sent home with so far?

A dog.

Shut up.

I have— he's my dog now. My dog.

Stop it. I swear, dog came.

I have a photo from the day I have— I got the dog. I have a dog. It's a pit bull, bro. He's 3, 2, 2 and a half, 3 years old, bro. A dog.

How did you get a client's dog, dude? Only the real in-home people know this shit. Mine's a ladder, dude. A full ladder. And I got lots of weird— I got lots of weird ones, dude. But a ladder.

I have other ones too. Yeah, I got—

he made me take it. I had to shove it in the back of my Kia. Dude, he had like 20 of them out by his barn, and he's like, dude, I got these ladders. It was like a, you know, dude, it was like a 21-foot ladder that folded in half or some shit, I don't know. And he's like, you have to take one. And I didn't even sell this guy. I missed the sale, and he made me take home a ladder. So I opened up the back. It was like, you know, kind of hatch-like. It was that little sporty Kia Optima or whatever.

Yeah, yeah.

And so you lay down the back seats, and I had to literally slide it in there, and the damn ladder— and I was running relatively local to my house on that one. So after his appointment, I had to— I went and brought it home and then went back to appointments.

Like, that's what they want, my dog, bro. Oh, also, the lady who gave him the dog, I sold her.

Did you?

Yeah, it was like $50 a month. But yeah, she, um, she—

bro, did you save her money on dog food to get the app? Is that what the pitch was? I'll take your dog so you got an extra $50 a month for this policy.

Oh man, bro, that's— bro, she already had like 5 dogs, right? So she had him in the crate and let him out, and he was all over me. And then I was building wide, doing a regular inhale. She then was like— the dog was like— the dog was like loving me. And she was like— I was like, oh, I've been trying to get a dog, that's so cute, whatever. She looked at me, she goes, well, I got 5 of them, you want them? And I was like, are you serious? She was like, yeah. And she's like, let me double check with my mom because they live together and make sure. So her mom— the odds of her mom walked in from work while I'm writing the application. She asked the mom, the mom looked at me, made sure I had the right stuff for it. Like, the dog was taken care of, to be fair. And yeah, they were like, yeah. So they gave me the crate that he was in and all the toys. We put them in the back of my car. I drove home, dropped them off, and went back to the field. I got photos and everything of it, right?

I can't wait. I took it so for granted. I never thought it was going to change the way it has. And again, people still— there's still a ton of people who— there's whole companies that haven't got out of the field yet. But I think so many people miss the— just especially once you figure out how to make money in the environment. It's hard at the beginning when you go to these dumps or regular houses and deal with all this stuff and you're not making any money, it's a lot. But when you figure it out, it's so fun and comical, especially to share with someone else that gets it and runs with you. And just the weird stuff that happens every day, um, dude, it got me through my days, bro. It— I'm like, holy Lord, man, you see some crazy things out there, bro.

You see some things, bro. You laugh at people. It's fun. Yeah, when you're not struggling, bro, it's so fun out there.

Like, more than I ever knew what to do with. Oh my God, someone gave me a bathroom tile once. Just one, just one bathroom tile. Just a single bathroom tile. I took it home for Steph. She's like, why do you have a bathroom tile? I'm like, I don't know, he insisted I have it. I did a fake compliment and told him how nice his tile was, and he remind— he let me know that he had extra in storage, and if I wanted one, I could take it home to show my wife so she could go buy them.

Yeah, you got to be careful with that, bro. When you compliment people's stuff, oh, here, have it, have one. I've been real fake bracelets that I didn't even like. I was like, oh, nice bracelet, because she was wearing it. She gave me one. I got a necklace. It's all girl stuff too. I'm like, I don't know what to do with this.

Like, people are nice out there. People are so nice. It's craziness, dude. But the way Steph used to get mad when I bring home food because I bring home their Tupperware, and she's like, dude, you don't know what's in their house.

And you—

but I bring home hella good food. Dude.

Yeah, yeah, I've been fed so many times. There's times I joke around it too, like if I have an 8 o'clock appointment and I'm sitting there, or if they're making dinner when I walk in their house, y'all gonna feed me too, right? And usually, bro, they feed you. Like, they don't care. 100%. They'll feed you. It's crazy, bro. I remember, um, Fourth of July, I think it was, some lady gave one of my agents like 4 bottles of alcohol. To go. Yeah, like little shot glasses.

I like the clients that want to do shots there.

I thought that too. A few beers in the field, I've all kinds of stuff.

People are nuts, dude. I'm like, yo, I don't mess with that, bro. I'm good. I'm leaving. I'm going to the next one. Uh-uh.

No, no. Oh man, face-to-face is love, bro. I love it.

You can't beat it. What do you, um you know, now that we've been kind of working together a little bit, what do you see right now as a vision maybe you didn't see or you have more clearly? Um, you know, obviously I try to share what I see with it a lot, and I feel like I can help a lot of you guys skip a lot of the learning curve and the stuff just I've learned over the years, you know. But what do you, what do you see coming together for this thing for you and your crew and everybody else that we're building?

Yeah, I mean, for the build side, I see better how I can relate things better to downlines that I've never kind of thought about. Um, also, like, I see, like, a bigger team that I've probably imagined yet, especially after you sent me your numbers. Like, that too was like, for me, is like, dang, like, he, he's growing some killers and stuff. So it's opened my— like, I've always believed I can do something, but like, you, you've opened it more, and you've opened it to training agents and just how simple you keep it, bro. It's so simple that like it's crazy.

I can't wait to see— like, we're talking about getting an office for you, Tyler's talking about getting an office here in Atlanta. Excuse me. I see like lock-ins, I see events, I see a lot of awards, I see a lot of people winning. I mean, I've lived that piece, and to now go backwards and go, oh, I can connect the dots with how we got there. Instead of like going around the block 47 times to figure it out. Yeah, I feel like now I can go like, nah, do this, you know, because it's like having the answers to the test a lot. Yeah, and it's not because I'm a genius, I've just done it a lot and I've learned some shit. And the Killers, I mean, I was part of their journey, but they were all good people that wanted to figure out more out of life too. Yeah, I mean, I added this much, it might have been impactful Well, you know what I mean? But at the end of the day, if they ain't willing to do the work— and it's like, I'm careful now as we build this. I'm like, people ask me a lot to come work direct, and I, I usually don't because it's finding the right type of person that clicks is hard. But I'm like, if I have a squad, it's a lot easier because I can help. There's, there's people to help, you know what I mean? As you see now, people are starting to come in, and I'm like, yo, hey, can you take care of this guy? Can you filter them out? And teaching you how to not hire them all. Yeah, because some of y'all we don't want. I, I love you You great human beings, but you know, we're looking for maniacs that want to do good things for them and their family. You got a little one. How old is— how old is your son? He looks like maybe 2. Yeah, yeah, that picture was cool when you sent me them, y'all napping.

Oh yeah, yeah, that was at your event. Yeah, that was in your event too.

Are you serious? Yeah, that picture you sent me like 2 days ago.

Yeah, well, I mean, yeah, I mean, I, I think the home screen, but yeah.

Oh, I didn't realize that. Got it. Yeah, I thought it was then.

Oh no, but no, I thought it was like that minute. No, no, got it.

Yeah, yeah, I didn't realize that. That's cool as shit.

Yeah, 18 months.

Yeah, when, when, how about, how, what's the schedule like with him? How's that all work?

Um, I mean, the mother does everything for him. I don't need to— I, I can just focus right on work for me. Yeah, and she, she respects it, lets me do what I need. So do anything else? Yeah, I need— I mean, she— I mean, at the beginning it was definitely a hard boundary, like, understanding it. But I was also in the business before he was born, so it was a little bit— it was already warped around, like, she knows I'm busy, it's going to be harder for me to see. But I try to the best I can take the weekends off, or especially Sunday, like, and focus strictly on him. Or like, if I do like a big week, I'll take off the extended the end of the week just to make sure I put in enough time for him.

You ever struggle to buy diapers? Was it there? It was— that was still happening at the beginning, right? Or you always had money?

Well, you know, I did. So this is crazy. So, um, when he needed diapers and stuff, bro, I tricked my bank so good. So Instacart, you can order Instacart on Apple Pay, bro. So I would trick my bank to let it go through for the first 24 hours. So which is how I got the stuff. So in the beginning, like Bro, I, I don't— bro, I— Apple Pay, the transactions, it, it would go through on Apple Pay, but my bank got to take it. Yeah, my bank would, bro. That's how I bought the leads, that's how I bought diapers, that's how I bought groceries. I could never go to the store because like my bank has it where I can go like a negative, like $200, I think, bro. My account was like negative $1,000, $2,000. That's not allowed, you're not supposed to do that far. And once it was there, I learned how to just keep doing it, like Apple Pay was working on the, like, on the Instacart. So that's how I got his diapers and, and everything. It's crazy. My food, that's how I ate like 4 months, bro.

What's the coolest thing you've been able to buy him now?

Oh, I was saying I buy him everything, bro.

So like, whatever. What's the coolest? Like, I used to, when I was little, I mean, when my kids were little, when I first started making some money, my favorite thing to buy was like, I'd buy my daughter like dope Jordans. Like little things like that, you know what I mean? I'm like, kind of hood in me, but I'm like, let's get you, let's get you some of that.

Uh, we buy them clothes like every weekend, bro. He gets clothes, he gets— he has Jordans, Nikes. I bought him like the little like Lamborghini car truck thing. No way.

Yeah, I bought him that thing so he can drive that one where you can drive it.

Yeah, he can drive and I can drive it.

Yeah, bro. So I used to have to— when, when Gabby, uh, Gabby, Brayden, and Maddox were little, the 3 younger ones I was trying to— I like those things, but I was brand new to insurance. And, uh, where I would go on Craigslist, and nobody knows how to take care of those things. When the batteries die, no one knows what to do. So I would go on and find one that just sat in someone's garage and the battery was dead and they just want to get rid of, because those things are like a few hundred bucks.

Yeah.

And I would get them for like $25 on Craigslist, dude, and bring them to the house. And just fix the battery, rewire it. And so I had like 6 batteries and we had a shitload of those cars, but I got them off for like $20 off Craigslist. My kids used to whip around the school parking lot next door because I would tweak the, the batteries on them. Yeah, I never could get the one— I did eventually, but you go to like Toys R Us back in the day and get one off the shelf, those were no joke, dude.

It's like $400, $300, $400.

Yeah, yeah, yeah, I remember.

He has a little bumper car thing that like spins around. He can drive too. He's, he's spoiled, I'll tell you that. He's spoiled, and he's not gonna remember when he's older, but he's spoiled right now.

So it's interesting, Maddox gets raised like that where he didn't know any different. The older kids remember the being broke phase and kind of it changing. I love doing this to be able to help people like your generation like just raise their kids different than I could. I mean, it's like you had a little glimpse of like, yeah, I gotta make make the money work funny with Apple Pay to buy some groceries. Dude, I lived like that for 18 years. It sucked. Yeah. You know, so it's cool to see you figure this shit out early.

I mean, plus I would say, um, bro, I don't— I also didn't, um, grow up with money. So like, I think that's part of it why I can work so hard. And before like 8th grade, bro, I was like broke my whole entire life. And then I went with my dad who started to work and get more money. So like, I've been through the struggles and I got used to it, which is why— yeah, what was it? Why?

Yeah, I feel that. That's why I think— feel like my kids, the old— like Braden, uh, you ain't met Braden yet, have you, or seen him or anything? So he's 17, um, and he, he, he needs to start making some money, so he started working in the office. Just, we're trying to figure out what to have him do, and, uh, I just pay him. And, um, maybe 10 days ago I got him dialing, so he's booking appointments for some guys right now.

Oh, okay.

So he's learning how to like work the phones, and because he can get his license in November So he's 18, right? He's 17 right now.

Oh, 17.

Okay. He turns 18 in November. So right now I just have him booking appointments.

Does he plan on doing insurance?

Oh yeah. He's going to get his license in, in November. Like we're going to, he's going to be on these team calls and shit. I'm putting, now he's in school right now. Next week it starts summer. So I'm going to start getting more involved in the stuff we're doing. And I'm literally teaching him right now. I'm leveraging other people to like, hey, just jump on the live dial with these others. And now every time I start to hear them, I'm going to start tweaking some stuff and we're going to get them ready to be selling. At 18. The same thing, he's like, he wants to make money and he likes his little lifestyle and he gets to go to the country club and golf on Daddy's bill and, you know, I mean, do all the stuff. And I'm like, all right bro, 18 coming, you know what I mean? We wear the same shoe size, so when I like mine get a little— when mine ain't perfect no more, I'm like, yo, here's some, here's some kicks. He's like, I want the clean ones. I'm like, sell insurance, bro, buy as many clean ones as you want.

Yeah, yeah, that's what me and my dad do. I had the same suicide. That's crazy, I forgot too. So when I was working out, when Dixie needed extra money, I would dial the leads for him too. No way. Okay, yeah, a few times. I've done a few, I booked him a few appointments and everything.

Yeah, yeah, we got him doing it now. He's booked like, I bet his first day, and I gave him like one sentence of a script because he looked at the actual script and he was like, this is really long. I'm like, yeah, it's because people overthink. Just call them and tell them someone needs to call them and talk to him. And I gave him one line, and he booked like 3 or 4 his first day. I mean, he's booking a handful a day right now, just after school, a couple hours. Yeah, but we're gonna— we're gonna get— he has interest, so I'm intrigued. I told him I'm gonna, uh— you don't know this yet, but I told him I could hook him up. I'm like, I'm gonna send you down to Orlando with Giovanni and go run in the field. He was like, for real?

When?

Like, he wants to go. Yeah, maybe we'll set up an event or work a lock-in or something down there and I'll send his ass out with you one day.

That'll be fun. Yeah, I'm down.

So we'll see, train Wetmore's kid, see if he can get, get any good.

Yeah, I mean, he's on the right, right path from you, so he'd be—

we'll see. It's kind of funny, dude, I was talking the other day, like, we just now started working together, but you've worked with people that I've worked with in the past, like a lot of them. Stuff you learn and like, oh, I remember teaching that dude that back then. You know, it's kind of neat to see how it's trickled down, the things we trained for years on hit you and we didn't even know each other.

Yeah, I'm pretty sure everything you've said I've been told or trained somehow, or however you train people. Like, like I said, there's times you tell stories, I'm like, bro, I've heard these. Yeah, it's crazy.

That dude was in the office for a while.

Yeah.

He used to hit me up on DMs a lot. I bet I still have them. I bet they're still in my Facebook DMs.

Probably, bro.

Yeah, I bet you. I'm gonna look now. Hold on, let me see. Sometimes I go through a phase where I delete shit just because I clean it up. But I bet—

I mean, bro, he even used to— he never said your name, but he should talk like, oh, my old upline, if he watched you guys in the field, y'all would be so different. He's all that kind of stuff, bro. Like, he, uh, he told a story like one time, I think you were making probably a million dollars in the field and on a ride-along, and like you were like, all right bro, I'm going golfing, or something like that happened. Like, he told a story like that before.

I can only imagine. I've done all kinds of crazy shit, dude. Just trying to help people win, man. Just trying to help people win, you know. So what do you want to leave them with, dude? I know you want to get back to doing your deal and making money, so What do you want to end with? Anything like I didn't ask you think we should talk about or you want to share or just what's on your mind?

Wrap it up with— I mean, I'll just wrap it up with— I mean, everybody knows this, but insurance, bro, is super simple. It's just not easy. Um, I think just buying the leads and showing up, you'll make money. Um, if you're struggling like I was, there's no— I mean, you're going to make it out if you keep investing into yourself. It's just a very simple business. And if you just keep working, bro, and you don't quit, You're going to be that 1% better and it's going to change your whole life. I know it did for me. So if anybody's struggling out there trying to make sales or broke or even starting broke, there is a path and you can make it because I know at first I didn't believe it.

They want to— if they want to connect with you, how do you want them to do it?

I'm on Instagram, Facebook, all of it. Same, Giovanni Wright. Everywhere. TikTok, Instagram, Facebook.

Yeah.

All the same.

Looking forward to it, dude. Those that want to just watch, again, jump in our Discord. We're going to share it all. He's going to have his Superman glasses on later recording some content. And, uh, we're gonna, we're gonna come back and like, we'll do this again. But I bet I'll be, I'll be curious to see what it is because I think I told you the other day, dude, like, you're making good money. Um, I think you're $40K a month or something putting in the bank right now.

I'm doing all right.

Yeah, I was like I feel like we can get you to $100K by the end of the year. 18 months for sure. I— for 18 months to me was like the slow path.

I thought you mean like a year and a half. I mean like end of this year.

I think what I— when I told you the other day, I said 18 months. In my head, it— I know it can be done faster. I just still got to figure you out, you know what I mean? And the pieces— there's a lot of dots to connect. And the more you ask questions about like how you're Your curiosity questions are really good. You know, the question would be how well can you relay that to other people and get them moving, you know what I'm saying? The faster, the faster you can figure that piece out, the faster you can bring people on, because you don't need that many to make the $100 grand a month. You know, 20, 30 guys, you can do it. You 20, 30 guys selling with the right spread and the right structure, you can get there. 30, I mean, I was doing— I, yeah, I smoked a million when we had like 40 people that year, and we, we added throughout the year, but I think, um, I think 18 months is easy, and I think by the end of this year would be hard but doable if you put in the work. So either way, we're going to share it. Either way, we're gonna put it out there. So yeah, I appreciate, appreciate you helping the team, getting on, sharing with all the strangers that watch this thing. I know at least my mom and a couple other people watch it still. So appreciate you giving back, bro, and go kill it, dude. Let me know if I can help, and, uh, if you know anybody else, that'd be good, bro. For this? Let me know. All right, we need to get some cool people on. So if we can help you guys at all, let us know. Subscribe, follow us, ask any questions. See you all around. Later. Peace.