How I Made $514,000 My FIRST YEAR In Insurance Sales ft. Vontre Howe | Ep84

You can't really have a success in life if you don't have a routine, all right? So my routine is everything. Waking up around like 6, 6:15. I gotta start my day off with a win. So what do I do? I actually play rock, paper, scissors with my French bulldog and I win every damn time. He has a paw, he never wins. So I'm already in the mentality, I'm about to win today.

I love it.

No choice but to win today, right?

Easy win, but I'll take it.

Yeah, man, I'm excited. And again, I'm very appreciative of the opportunity. Um, I can never forget when you have spoke, um, you and Arturo has spoke, um, down here in Tampa, and it was just like you were making— you're making the most sense by saying the simplest stuff. And I'm just like, bro, like, I'm overcomplicating the business way too much.

So I love it, I love it. Again, I don't remember what I talked about there. The one in Florida with the couches? Were y'all sitting on the couch?

No, no, no, this is when, um, what's the guy that owns Kaboom?

What's his name? Cody. It was a Cody event. Yes, got it.

Okay, so it was that, and like, you were— you really just breaking down like how you would— how you've grown your organization to, to do what it does. And you was just like, if I have a brand new person, I'm gonna teach them this one line, and you're gonna say that one line perfectly until then, and then after that we'll move on to the next step. But we're not— I'm not going to give you a whole script and expect for you to just perfect it. Like, I'm telling you, I remember it like it was yesterday. So you had an impact on me for sure.

You know what's funny, bro? Was there's, there's a lot— not, I won't say there's a lot of people, there are some people who hate that. I don't know why it works because they think it's mean to not give people everything they want when they want it, right?

And like, yeah, that's, that's, that's not it though. Like, it's, it's more to it. There's more to it. So yeah, like I said, it connected with me.

So when was that event? Do you remember?

It was this year. Um, I want to say April or May of this year. Yeah. Yeah.

So what's changed since then implementing that? And now you just got me shit curious. Yeah. And it's not even recorded. And it's been recording already. So this might just become part of it, bro.

Hey, listen, I'm all for it. I 1000% like the main focus for me has just been literally just keeping it super simple. So when I am bringing on a new person, like I'm like, all right, here's— I wouldn't necessarily say I'm doing line by line, but I'm like, yeah, yeah, here's page 1. You focus on that and then we'll come back tomorrow. And if you crushed it and you know it, then we can move on to page 2. But until you get this, we're not moving forward. So it kind of drives them internally to be like, all right, I want to get this so I can move forward and get to actually selling and whatnot. So it's helped out a lot to keep everything very simple instead of trying to, you know, fluff it up and make it look sexy. Like, sales isn't necessarily the sexiest thing in the world, but as long as you do what you're supposed to do, you can win.

Yeah. Does it feel better, like less emotionally draining in some way? Like, how's it feel doing it different for you?

It, it does. Um, it's still taking some time to get used to though, right? Yeah. Hell yeah. Just like, hey, let's, let's get to it. But I'm, I'm not all the way there yet, right? Like, I'm the first to admit that. Um, but yeah, I mean, it's definitely taking the emotions out of it for sure. Yeah.

When you, when you started selling, because I, I saw your— I saw some of your sales. I know you sell a shitload of insurance. Yeah. Um, I saw you just had $100K a month. I saw you on the leaderboard, which is, which is, dude, I live in such a wild world because I've been doing this a minute now. I'm like the old man in the industry now, which is weird as shit. Right. But like, yo, $100K in a month and you were number 10 or something. You know what I mean?

Like, it's crazy.

Like, where do we work, bro? It's, it is insane. Um, you know, but did you, let me ask you this to make my point. Did you come out of the gate killing it or did you have to figure some shit out? Along the way?

Great question. Um, first 2 months I was killing it. Well, in my eyes I was— yeah, yeah, yeah, yeah, yeah. $26,000, then I did $23,000 my second month, but it was all warm market.

So got it, got it, got it, got it, got it. So different. Yeah. So you know how, you know how like when you're trying to figure out working leads? Yeah. And like maybe you're good with people, right? But like figuring out the lead flow and then figuring out, all right, which carrier Oh shit, which— do they do an e-signature? Do they do a text signature? Oh damn, I don't remember. Can they use a credit card here? Can I not use a credit card here? Damn, do they take whatever, diabetes, do all the things where it's a little clunky, right? Remember that feeling? Yeah, that's what you're feeling on the agency side. It's the same thing. Okay, that makes sense. Yeah, as you play that out, you'll know exactly how the e-app works. You'll be like, yeah, Mary, you get— click the link, it's right below the second sentence. You open it up, there'll be a yellow box on the top left, click right there, it'll take— you know exactly how it works, right? But the beginning, you're like, ah, you mean you're kind of flying blind?

Exactly.

A little bit. It feels weird, it's uncomfortable a little bit, but it works, right? Just where now I bet you do it, you fly through an app.

Oh yeah, of course.

Same, same, same concept, you know what I mean? Now it don't make the shit go away, just like for you, right?

Right. Nah, that, that is a fact. I, I do know that. I do know that this is my first time necessarily building teams, but it's my first first time in insurance, and telesales is completely different, you know what I'm saying, than face-to-face. Yeah, so it's, it's been a learning curve, but it's definitely something that I'm 1,000%, you know, trying to learn, and I'm not gonna stop until I master it.

Where's your team at now?

Uh, as far as team production right now, we pay off anywhere—

say it again? Yeah, paid. Issue paid.

Where y'all at? Issue paid. Yeah, we're fluffing anywhere between like $125,000 and like $160,000. Um, so, of course, terrible.

Um, yeah, but you're the heavy— you're the weight of it right now.

Yeah, well, if we include me, then we're probably more like—

oh, that's outside of you?

Yeah, that's outside. We're doing— yeah, I'd probably say more like 250 to 250.

Yeah, yeah, okay, that's strong. I ain't mad at that, dude.

Trying, trying.

How many, how many people right now?

Active agents I have selling?

Okay, yeah, shit. Okay, yeah, so they're $15K plus a month average to you? That's good, good for you. That's good stuff. How long you been in the business?

2 years.

2 years.

Yeah.

Would you issue last— would you sell last year Hall of Fame?

Yeah, it was Hall of Fame 514, but I've already, already crushed that.

Yeah, you're already past that. You're already over 5— what are you—

yeah, I'm at 642.

Yeah. What are you— were you gonna hit it or not?

See, that's the thing, right? Hit it or not, John, listen, this is the thing. I, I never even had intentions of coming in this year thinking it.

I mean, but now the question is You know you can.

I definitely know I can. I'll say this much, I am making October my push month.

So you're going to try it.

You're going to see what happens.

Yeah. What, what are you pushing for? Do you have a number in mind you want to push to? As far as the paid production for October, you said you're going to push.

Yeah, yeah, yeah.

Number in mind or no?

Personal production, I want to hit 150. My highest is 132, so I want to hit 150 and I want my team to do 3.

So I mean, could do it.

Get you at 8.

Yeah, yeah, they get you at 8, then you just gotta bang it back to back, right?

Yeah, uh, it's possible, it's possible.

I don't know, you got to keep me posted. I want to know.

I got you.

I need like progress, dude.

I got you, I promise.

I love chasing it, you know. And again, we were chasing stuff, but the numbers, dude, I'm telling you, I remember the first time I wrote 5 grand in a week. The team I was on, dude, they threw a parade like it was the best thing ever, right?

Right. Listen, it's evolving. And it's crazy how crazy it is nowadays.

What'd you do before?

So before this, I was doing solar. So I was doing, um, I was a regional director, um, at Momentum Solar. So I started off in Dallas, Texas. That's where I'm from. Um, and so I ended up getting a promotion to move out to Florida. Um, and I was looking over all of Florida, Georgia, as well as Alabama as far as my region and having one region for that. So again, system and processes is everything. So, um, yeah, so did really good with that. Excuse me, but corporate America, I don't know.

Was it a— was it a salary job or a commission or both?

Well, it was salary plus commission, so I got a $105,000 as far as my salary, and then I got commission on every single sale that, that took place. Um, so it was cool, but, but you were managing all commission people, right?

Correct. Yes. 1099 also?

No, they were W-2. They got like a small, small salary.

It was nothing crazy. I mean, yeah. You know how to manage the chaos.

Of course, it's not easy. Yeah, I'm far from mastering that. But yeah, being in corporate America, like, we just— I don't know, like, you can't tell me how much I'm, I'm worth as far as the pay, you know what I'm saying? Because I, I guarantee I'm gonna show up every single day, I'm gonna work harder than anybody else that shows up, I'm gonna bust my ass, I'm gonna be the biggest student, and I'm gonna have the greatest attitude as well, right? So like, you can't put me in a box and say I'm only worth this certain amount, or you can't tell me, hey, you can't take off this week, or you can't take off this weekend and go see your family or whatever the case may be because I got, I got a job to attend. So I was just like, I'm good.

How long did you do that, uh, solar?

I did it for 2 and a half years.

No kidding.

How old are you? I'm 30. I just turned 30.

Yeah, yeah, got it. So 25-ish you were starting that? Got it. Yeah, yeah.

And then before that I was doing, um, I was doing— well, I guess you could call it telesales. Yeah. Or whatever. So basically, I was those guys that was in Walmarts and Best Buys and Sam's Clubs trying to sell you direct phones. Okay, DirecTV, all that stuff. So yeah, I came from learning from that. And I mean, if you know anything about that, like, that's— it's not easy.

Like, you're getting rejection all day.

Exactly. I never forget it. Like, I wouldn't say it's trauma, but it's like, I still remember, like, People used to literally will see me and literally go down the other— oh yeah, they even approached me. I'm like, bro, what the hell?

What's the most— how many do like the phone, the fake phone versus—

yes, all the time, all the time, all the time. Or, or just give you one of these. I'm like, yo, like, don't put your hand in my face. I ain't do anything, man. I do my job.

But yeah, they didn't— tough, tough back here. Yeah, I ain't never done that kind. I'm glad to see it though. I, I run from the one that I— those don't— I don't do much shopping like that, so I don't run into them much. The ones that get me are the ones the airport selling the Delta, the Delta credit card guy. Yeah, I gotta— I do that, I do that. I get the phone. I'm not— but I, I travel too much.

Listen, I, I feel that same, so I understand that. Thank God I got the American Airlines card, so I'm pretty solid.

So you played—

I'm looking at—

oh, I didn't know that. I didn't even look at notes yet. You played hoops, huh? Played professional overseas? No shit, cool.

Yeah, that's good. College basketball in, uh, Nebraska. Played at York University and then also played a little bit in Barcelona. Um, it was, it was short, it was short-lived, it was only like 7 months. Um, but I, I, you know, I was just talking about this earlier on a different, um, podcast, but like my biggest thing is like, I, I know that that was my passion, but I was, I was always taught to find your purpose in life, right, by my mom. I was raised by a single parent, so yeah, yeah, my mom, she's— yeah, for sure. So, um, yeah, I just I mean, passion is this, but like, you know, I can't— there's only one LeBron James, so I'm not going to be able to play forever. Like, it's just not going to happen. So, you know, my passion ran pretty thin pretty quickly. And so I had my degree, so I wanted to get into the work field and be able to start doing all these different things. Come to find out, yeah, I didn't know what I didn't know until I started applying for jobs and it wasn't that easy to get a job either. So found a sales job with, like I said, doing the TV and Xfinity, Spectrum, all that stuff. And fell in love with doing direct sales. And, you know, after that, uh, pretty much never looked back. I've always been in sales ever since. I'm too competitive to be in like a nursing job or, you know, I can't do that. So yeah.

When you were in sports, like, as there's levels, right? The competition gets harder and harder. Of course. And the people, like, you might have been great here. I'm trying to teach my son this. Okay. He's great here. Yeah, I'm like, yo, you know, when you get here, you're a little less great. Yeah. And here you're a little less great.

Yeah.

When did you hit a wall where you're like, oh shit, these cats are different, they're doing something different than me? 1000%. What was that like?

It was college. Um, it was— I mean, it was tough, right? I came out of high school, um, averaging 25, 5, and 5, right? Um, 5 assists and 5 rebounds a game. So I was the man. Jersey's hung up. I'm a 1,000-point guy, all that stuff. Crowds everywhere. Yeah, like I'm that guy. But I was also that guy just in Arkansas. So like, yeah, nothing, right? So ended up going to college and I remember my freshman year I was brought in because I was going to be the backup to our starting point guard. Now that was his senior year, so I was meant to come in, learn from him as much as possible, do what I need to do. And so, you know, sitting there watching how he works and how just the rest of these guys works. Because at that time I'm 18, these guys are 23, 24, 22, 21, like just older than me. So they're grown men. I'm like, I really gotta put in some work and put on some weight because, uh, these guys are built different. Like, you know, like, so that was my first, you know, rude awakening then where it's just like, you know, when you're— when you think you're at the top of your game, there's always somebody doing better than. And so I think that's where the, you know, being very humble came from myself because it's just like, yeah, like, okay, cool. I did 132, but like you just said, I was still like number 10. So like, what the hell, right? Like, yeah, it might be great to me and it might be great to others, but I still got work to do, you know? So yeah, yeah, yeah, that I would definitely say when I went to college, it was, it was a whole different experience where I knew I really had to tapping into my inner self and grind way harder than what I used to do in high school because the stuff I was getting away with in high school, it wasn't flying in college. Like, I wouldn't play.

So for those of you that have followed me for a while, you know, I've, I've helped build this agency up to over $200 million in paid annual premium per year. We have over 5,000 agents a year that sell, and I am rebuilding. We're building a new base shop, helping people build big agencies, get to multi-seven figures in income, or producers that want to, that want to just sell and get to a multi-six-figure sales, um, career. Hit me up. I'm hiring direct. I'm looking to train and mentor winners that want to work their ass off and build something dope. Click on the link below, or you can go to johnwetmore.com/join and put in your application. We'll see if I'd be interested in working with you. DM me, hit me up, whatever you like. So how are you in an office setting? Are you at the house, or how do you—

Yeah, I'm, I'm in my office, uh, well, in, in the house.

Are there, are there a bunch of people? Okay, but there's not a bunch of people with you.

No, no, no.

Just me. How do you, how do you, how do you, how do you gauge that same concept we just talked about in business? You mean like, how do you know, do you work in like— granted, you're on the top, you're up there on the leaderboard, right? So something's— but how do you— did you figure that out right away? Is that just you or do you still like— how do you do that now?

Yeah, I think it's like it's been instilled in me so, so much to where it's like, it's like unconscious. Like, I don't really think about it. It's just like I go out and I do it right because I have, I have a purpose now, which is like I just had my first child. Um, he's one. And so it's like, you know, I'm doing everything for him. So there's no such thing as an off day. There's no such thing as I'm too tired to wake up and dial or make sure that I'm there for my team. Like, I got too many people depending on me to just sit and just chill. So it's like, you know, my— a couple of my guys have always asked me, they was like, when— when my first— I mean, my last highest, uh, month was $97,000, and that was actually last July. Crazy how July must be my month, but Um, they were like, bro, like, how did you just keep going? I was like, I didn't think about it. Like, when you— when you're in that zone, you're in there. Yeah, I always kind of go back now. He wasn't my favorite player growing up, Allen Iverson was, but Kobe, like, the way that he thought and the way that he just moved around and did things, it was just like, you can't take that man out of his mentality once he's in it. And I feel like that's what I'm getting into, and I want to make sure that it's consistent to where it's not just me doing it, but I wanted to be able to coach and train my guys to be able to— not even if they don't have the same mentality, but have something similar to it, to where they could tap into something where they just go and they go and they go. It, it's a great thing whenever you, you pull your head up and you see like where you're at.

Yeah, you can get— you, you still at the top of your own team leaderboard, I assume, right? Given the years. So it's like it gives people something to chase, and it's like they can touch it. They're like, oh, it ain't just a dude on Instagram. Like, I can call this cat, you know, right here. Yeah, it does. I, you know, it's, it's funny to see. Um, you know, we all, most of us did that early on in our groups. It's like, yo, we led for a while until eventually someone took over. You know, Zach took over my group and he, dude, he was selling— I sold like 460 my highest year. He came in, he starts selling 700. I'm like, Easton, 800, 900. Then I'm like, yo, yeah, all right, I'm sitting in the background, right? Like Um, you know, it's funny though, I'm messing with, uh, building a new base shop direct now because most of my agency, they just run everything. I got so many good people, I get way too much credit. So we're building direct, and that's— I'm trying to watch these newbies who don't know nothing about nothing. Yeah. And, and quite frankly, I don't know anything about the way y'all do it because it's different today. Telesales, everything's electronic. I, I didn't do it that way, right? Um, So now I'm, I'm, I'm like, dude, I gotta lead this team. So I started selling a little bit and the bumpy, the bumpy I was talking about earlier, the way I could explain that with the yellow button, I'm having to learn it again because I ain't never done that. I'm old school in the home paper apps, bro.

Right, right, right.

Some of the apps, but very little and very little, very little remote telesales.

Got you. Got you. But you'll figure out real quick. It's all the same.

Yeah. Yeah. So with that, it's like, and what I always like to do on things like that is like, yo, my goal is to teach people how to make a bunch of money.

Right.

I've just learned the more I do that, the more shit just works out in my favor, right? Um, so I just keep helping people figure it out. So it's like, if we want to teach people how to make $100K sitting in their home office, there's a lot of people, little 1-year-olds, that say they want it, right? You know what I mean? So what's it— what's it like, like, to do it? What do you— what do you actually have to do, you know, schedule-wise? Wherever you want to start, whether schedule, lead flow, call, you pick. I mean, you do.

I was going to say, I mean, you, you can't, you can't have any type of success. And I don't want to even just say that this is in, you know, insurance. I want to say this is in life. Yeah. You can't really have a success in life if you don't have a routine. All right. So my routine is everything, um, which is, you know, every single morning waking up around like 6, 6:15, try to be in the gym by 6:30. Um, and before, before I go to the gym, the first thing I'm doing, and I know this sounds crazy, well, Second thing is gonna sound crazy. First thing I do, obviously I pray. I'm, um, I'm, I'm very religious, so, you know, you know, just get my mental right. Um, after that, I gotta start my day off with a win. So what do I do? I actually play rock-paper-scissors with my French bulldog, and I win every damn time. He has a paw, he never wins, so I win, right? So I'm already in the mentality, I'm about to win the day.

I love it.

No choice but to win today, right?

Easy win.

But I'll say, he's crawling around here somewhere, Dior. But, but yeah, so So I do that. And then, you know, after that, once we go to the gym, I do what I got to do and I get back. I'm making sure I'm on the phones every single morning right at 8 o'clock. Why? Because again, the early bird gets the worm, right? And if I don't have any appointments, I'm dialing. So from 8 to 10, I'm dialing every single day, if not taking appointments, of course. And then, you know, after my morning dial session, I do things that most people probably don't do. Um, again, there's nothing wrong with that, but I literally take a break. I take a mental break.

Um, huh? At 10?

Yeah, well, at like 10:30 or 11.

Yeah, yeah, just wait, whatever, at that period.

Yep, got it. Whenever that period comes. And the reason why is just because I like to stay fresh. I like to stay fresh as possible. So during that mental break, regardless if I'm playing with my son or if I'm running errands, whatever, I'm still posting on social media, I'm reaching out to my warm markets, I'm sending out mass text messages, just doing all types of things, still trying to be productive and maximize the day as much as possible. And then around that 12 to 2 range, I'm back dialing or I'm helping out my team, whichever one is needed, or I'm taking—

that one you?

Yeah, that's me. Yeah, yeah. Appreciate it. Make sure I follow you back right now too. Yeah. So do that. And then, you know, from 5 to 8 is go time, right? I always like to say those are prime hours, but in all reality, really, our day is prime hours for real, for real, because somebody's gonna answer at some point.

So you just— are you doing that mental deal, just whatever you want from that 10 to 5 till all the way to— what time do you—

no, no, no, no, my mental is from 10 to 12.

Got it.

Okay, it's short, but I just want to refresh myself. Um, you know, sometimes you don't, you don't start off the morning the best, and, and there's nothing with that. But I preach attitude all the time, and like how you got to be able to safeguard your attitude. So yeah, your morning might not go great, and quite frankly, you might not get nothing until the, the 7 o'clock, 8 o'clock hour, but, uh, like at night. But you gotta have the right mentality.

Yeah, same. So you ain't, you ain't sulking 10 to 12, you're doing stuff that's going to fill you.

Yeah, of course, period of time.

So it's—

yeah, yeah, you got to. So do that, and then like I say, from 5 to 8, that's go time, get after it. Then I try to, at 8 o'clock, I try to shut it down and have family time after that. And then, um, Rinse and repeat and do it again the next day.

Sick. You— now you said earlier, what's your, what's your mix of like, what are you running and how are you dialing? Do you have dialers? Do you get how many pre-booked? Like, how's the logistics of your appointments work?

Yeah, so, um, I, I feel like I actually do need a dialer. I'm glad you brought that up because I've been thinking about that for the longest. I just—

so you're doing $100K plus on your own pen straight by yourself?

I'm doing it. Yeah, like, yeah, like, I, I don't, I don't need help.

Well, hey dude, they should have— they should take the leaderboard, bro. You should petition for this. Take the leaderboard and be like, who has a dialer, who don't, right?

Right.

I'm just saying, I definitely don't have a dialer. Get you a little asterisk if you got a dialer.

Absolutely.

So I ain't mad at a dialer, right? But dude, $100K on your own penny— on your own fingertips dialing and shit.

Yeah. So, um, I run, you know, a tour of leads. So I run AJC's, um, I run Infinity Box, and I also run, uh, Leads for Life. Uh, Leads for Life is just like my own— I wouldn't say it's my only source, but it's just like a lead source where they do trucker IUL. So I'm doing 3 different lead sources. And, um, yeah, I mean, I'm spending anywhere between $20,000 to $25,000 a month in, in leads. But I also, you know, send out leads to some of my teammates as well. Um, so it's, it's coming back in a return, but I mean, you got to spend in order to make. So, um, I'm just a firm believer in that. Just like, you know, when you're trying to grow your organization, if you don't have new recruits coming in once a week, then you're not really building an organization because you always got to keep something fresh coming down the pipeline. It's the same thing, it's the same model. So, yeah, um, so yeah, I, I do, I, I do all three. Now with Arturo, of course, we get, you know, pre-, uh, we can get some appointments already booked based off of our Calendly. Um, but of course, you know, some show, some don't. Who cares? Yeah, I'm saying you got to keep going. So that's the only like appointments I really get unless I'm dialing in the morning.

And what percentage are pre-booked versus your booking, rough ballpark? Um, like how many you looking for a day or a week? How's that like?

As far as like on a daily basis, I need at least 10. If I have 10 booked appointments, um, I'm, I'm for sure gonna at least close 3 to 4. 3 to 5, more than likely. Um, as long as I'm on the phone, it's a wrap.

Yeah. And how many of those are, are you booking versus pre-booked?

Absolutely. So I would probably say it's a 60-40 split, 60% pre-booked.

No shit? Hell yeah.

Okay.

Yeah, that's strong.

Girl has a really good system, you know, going that.

So that's strong. So if 10 book, how many show?

Half or better? Nice. It's, it's about anywhere between 30 to 50%. Okay, cool. Yeah. So, um, and like I said, they do show and they give me the time of day, it's hard to say no to.

How do you, how do you deal with it from a strategy standpoint? Do you, do you, do you book close together? Do you double book? Like, how do you, how do you connect the dots to make sure you're not sitting around doing nothing?

Yeah, if I'm booking, I double book on purpose. Why? Because every appointment, appointments lead to disappointment. So I'm, I'm not— I'm just being real, right? So like At the end of the day, like, I'm not—

I'm not here. I've never heard that one. I love it.

For real. I'm not here to pray and hope that an appointment will show up. No. Like, I'm just gonna double book, and I'd rather somebody be mad at me for not showing up than I'm just sitting here on my— on my you know what and—

and not— I agree 100%. I always said, yo, they no-show us with no problem, so why playing their game?

Why can't we, right?

Like, I'm the same way.

If it means a lot to you, I'll get back to You ain't going nowhere. Yeah.

So I love it.

I agree with it.

Crazy. So $20,000, $25,000 a month in leads. How many, how many leads you working a day, a week, day, week? Again, ballpark, because I know it varies and all.

If I told you a number, I probably wouldn't even know. I would probably say anywhere between 100 to 200, I guess.

You just got so many leads coming out your ears. There's always someone calling.

Yeah, I'm literally like, I could show you all my freaking stuff right now. How do you organize it? The way I try to organize is each day I'm doing like a different lead source. So Monday, Atturo. Tuesday, Infinity Box. Wednesday is still Atturo as well, but I throw in, um, Leads for Life because Leads for Life are small, right? Like, trucker leads, they don't— and they're not the, the best leads in the world, but truckers do need life insurance at the end of the day. So, um, I sprinkle those in, but I just keep alternating back and forth from Maturel. Got it. Infinity Box the next day.

Are they like in one CRM or they all go?

No, I got like 4 CRMs. So pray for me. GoHighLevel hates seeing me come around because they— I got all types of emails.

Why? Why do you got 4?

Well, because I don't want to integrate all of them into one.

So each— what else do you use? Use GHL?

What else? That's it.

They're all in GHL. Separate GHLs. Got it.

Got it. Got it.

Got it. Yep. Separate subaccounts.

Yeah. Yeah.

So. I love GH. I mean, we use it for a ton of shit.

Hell yeah. It's good. It's cool. Good. I love it. And you could have the automations. You could set it up to where mass texts will go out. Like I say, I freestyle a lot of stuff as far as like the mass text, but it's a clear structure of what I try to do. Yeah. Days that I'm trying to do it and just make it happen.

Are you getting in there and playing with some of the marketing yourself? Setting up some text? I'm starting to do that. Are you?

Okay. I'm just now starting to do that. Yeah. So like, you know, I actually want to start doing self-gen leads. Um, so Yeah, I'm getting a little excited about that because it's just like, you know, I want to be able to provide something for the brand new people that are coming in. Sure. Um, not necessarily at the highest rate. Like, you gotta, you gotta be making some money in order to afford Arturo. Oh yeah, you know, leave their Infinity Box. So, um, I want to make it to where it's like, you know, good for them to start off and then we can make a transition later.

Yeah, yeah. What's the Infinity Box lead? What are they, IUL leads too?

Yes.

Yeah, yeah. That's dope. I love it, I love it. Sick. So how do you get new agents started? Because dude, everyone at the top of the game always is like, dude, I just spend more than everybody else. It's not that fucking deep. Yeah, you know, so you're spending $4,000 to $5,000 a week. Yeah, it's about $800 a day safely, you know. Um, so someone gets started with you, how do you, how do you, how do you, how do you get them there? So are you only looking for people that got the money, you know what I mean? I'm assuming not.

No, because then I'm limiting myself. So what I typically do, my main focus is, um, when I'm starting somebody brand new and let's say they don't really have the most experience in telesales or life insurance in general, I'm starting them off on shitty leads. Excuse my language, but I am. And the reason why is because I want to see, do you really got— can you 100%, bro? Like, can you, can you take 100 nos? Can you take nobody answering the phone for a day straight, 2 days straight?

If you like suicides at the beginning of practice, bro, come on, man, right?

So like, you know, um, with the Final Expense leads, like, I buy just, you know, cheap ones. They're $2, $3 a pop. Got it. I'll start at them, $1,000 at them. Let's, let's go. Let's see what you can do. And if they could pull 1 or 2 or even 3 out of that, oh, I'm excited because I know how rough those leads are. Like, they're dope. But I, I preempt my guys every time they come in, like, listen, You're about to work shitty.

It is what it is.

Yeah, I want to see what you're made of. I want to see where your mental is at. And you know what I feel great on?

You know what I found helps when I— when you add to them? Because like, it is cool being honest about what it is.

Yeah, right.

But also I've learned, um, people, as you said, struggle with mindset stuff, right? So it's like we tell them as shitty as good, but then sometimes they fucking tell themselves how shitty it is. So the piece I added to it that is 100% true, most of those leads were worked by a shitty agent before you're getting them. So they're shitty, yes, because they're old, and certainly they probably bought someone— a good amount of them probably bought insurance somewhere else by now, right? But the reality is some shitty agent worked them. There's some in there ain't nobody talk to. You just gotta find them. And so the, the delivery of it is like it's completely different. Yeah.

Yep. If I say that it's a shitty lead—

because it is a shitty lead. I ain't mad that you say it's a shitty lead. I say it's a shitty lead too. But let's define what a shitty lead is, right?

Right.

Because if you don't define it, they're going to define it. And that's the danger if they define it in their own way. Does that make sense?

It makes a lot of sense because it's like, like I said, it's almost coming off like I'm the negative one instead of me turning this into a positive, talking about this was—

you're trying to do it as a positive. You probably even deliver it as a positive, but it's not. The very— the variable is you don't know how they receive it, right?

That makes a lot of sense.

So yeah, some receive it well, but a lot don't, right? You know what I mean? And then they— and then you know what happens? Sometimes they go home to their girl and they're like, here's me, we're in these shitty leads, rough day, shitty leads, rough day. You have a bad day, you go shitty leads. Must have been. Oh, or did you have a shitty schedule today? You mean it could— you, you can't— so I just, you know, I used to run into it a lot and they'd say shit to me sometimes. I'm like, God, I gotta, I gotta, I gotta word this. Just can't think— think presentations, right? You tweak something in a presentation so it's received different. It's like, oh, it clicks better for a client.

1,000%. Yeah, I needed that. There you go.

Ad-lib a little bit.

Come on now.

Yeah, that was a good one. That one helped me a lot though. Honestly, it was a— it just came to mind. It's not, not something I think about a lot, but got you. What up, insurance agents? If you're looking for a roadmap on how to win in this industry, check out the book I wrote about a year ago, Do More Now, Get Better Later. Check out the reviews here somewhere. My team's putting them on. I'm getting tons of great feedback about all the people it's helped. Appreciate those of y'all that have bought it. Appreciate all the reviews that are going out. If you're new to following me or the industry, check out the book. And get it in your hands now. Yeah, I dig it, dude. So, and one other thing you said, you're booking, you're not— are you doing many one-call closes, I guess, on the pre-booked appointments?

Yeah, yeah, 1000%. The pre-booked appointments. But then again, if I have to dial and I got to get in the trenches, then yeah, I'm definitely, you know, doing a lot of one-call closes. But again, there are some people where they just like, ain't no, you call me at a bank.

Do you prefer one over the other? Is it very, or like, I prefer one call close. You do?

Got a reason why? Is just because, you know, when a person knows, they know, right? And you can make, you know, time for 10-15 minutes for me to really go through the benefits of the IUL, then, you know, that, that shows me that you're really interested. Um, you know, sometimes a lot of people don't like one call closes because they feel like it's too quick of a sale., and that's cool too. But I've always been a fan of One Call Close.

Yeah, I, I like— I'm playing again. You put me in a house, dude, this is a different game.

Yeah.

So I'm learning, I'm learning to play the game remotely and I like the One Call Close better because I started— I played booking some appointments and I'm like, ah, dude, they're on the phone, right? So I like playing it. Let's go for it. Unless I feel like I can't, then I'll pull out and schedule if I need to. Yeah. Like they're sitting in the grocery store or something. I'm like, yeah, maybe not.

Right, but I dig it, dude.

It's pretty sick. Um, what's the— what's the— give me— give us some tips on the phone, dude. What have you learned? How do you— how do you— how do you deal with all the shit that everyone deals with, you know what I mean? And again, start at— and kind of let's go through the progression of a phone call. Yeah, but I would love— especially from the beginning, that's the hardest part, right? Yeah. How do you get them to pick up, bro?

Listen, just keep dialing. That's what I say. Um, of course, you know, like if it's like a pre-booked appointment and they don't show the first 2 times I call, um, I'll text them, right? Like, hey, is this IUL call important to you? Does it work every single time? No, but some people will respond and be like, hey, yeah, call me at this time, or hey, I have to reschedule XYZ, whatever the case may be. But once you're able to actually get them on the phone, keeping them on the phone is not that hard. You just gotta, you gotta, you gotta come with a tonality. I feel like that, that you know what you're talking about, but you're, you're confident in that the person is going to stay on the phone, right? If you come in kind of shaky and nervous, I feel like that kind of automatically puts you in like a sales mentality, and where it's like they're like, oh, I'm not talking to this person, hang up. Now, have I had the phone hung up on me plenty of times? 1000%. Like, it still happens to this day. I haven't mastered that. However, you know, when it comes to being able to get somebody—

is it fair to say that still happens every day you're on the phone?

Yes, of course.

Thank you.

Sensei, that's, that's a part of the game though.

Yeah, yeah. I think some people are confused though. That's all. I just— I think some people think it goes away eventually.

It never goes away. I just got cussed out this morning, literally just got cussed out this morning because I called a woman and she had just got off work and she was ready to go to bed. So it's like, how was I supposed to know that? And yeah, you said don't call my effing phone no more. Okay, yes ma'am, I'm gonna put you in the CRM and it's gonna start dripping you anyway.

Um, so yeah, dude, I had one that answered, uh, yesterday that was like, uh, she asked if I was calling about the final— the veteran's final expense insurance. She's like, are you calling about the vet final expense insurance? I was like, yeah. And then she went off on me.

Jesus.

Yeah, I was like, yeah, it is what it is, keep it moving.

That's part of the game. It's part of the game. So yeah, once I get somebody on the, on the phone though, um, my main focus is just, you know, talking to them, making sure that they understand, you know, why I'm calling, right? So I, I always like to explain who I am what I'm doing and why I'm here, right?

Pick one and go and do it, whichever one you want.

Yeah, what is that? So once I do that and I'm able to get them on the phone, then my next thing is I want to really be able to put them in a position where I outline how this conversation is going to go, right?

And I want to know, you do the beginning part, can you, can you do it out? Like, yeah, say it's IUL, says pick one, I don't give a shit. Yeah, just do your quick little Yeah, we can roleplay.

All right. Ring, ring, ring, ring. Hey, John, what's going on, brother? How are you?

Good. How you doing, bro?

Listen, I'm blessed. No complaints. I woke up this morning. So, but listen, sorry, this is Trey House, senior vice president down here at the Trill Johnson Consulting. I was reaching out because you saw our ad. It looks like it was yesterday. As a matter of fact, you saw our ad talking about the IULs and you put that your primary goal was financial freedom. You remember saying that, correct?

Correct.

Yep. Perfect, perfect. Well, listen, didn't want to be rude or disrespectful, wanted to call and just, uh, introduce myself first. Um, wanted to reach out because I— again, you put in this request, so you got a quick 10-15 minutes to chat, correct?

I love it. Yes, I do.

Perfect. Love it. So, um, John, talk to me. What exactly was it that really sparked the interest for you? Again, you saw the ad, you said financial freedom is your goal. What was it that, that caught your Okay, let's do that.

Let's do this, Trey. Let's— what's the biggest thing you deal with right there in that little window right there?

That part right there?

Objections, BS. Like, what do you— what do you have to— what do you got to be good at?

Yeah, if I'm overcoming anything, it's I don't have the time.

Okay, easy.

Cool. All right, you don't have the time. All right, so I like to respect people's time and schedule. So when would be a better time for me to reach out? But my biggest thing is verbiage, right? Like, I always like to say say you do have 10 to 15.

You definitely did. Yes, I like the way you said it.

Yeah, and always give them that, that like, hey, you do have 10 to 15 minutes, right? And they'd be like, yeah, or they'll be like, no.

Either way it goes, there's no fluff behind it, whether it was booked or not.

You say that? Oh yeah, well, if it was booked, if it was booked, no, I'm going for the kill. Yeah, yeah, yeah, yeah, I'm going for the kill. I'm not even asking, do you got 5 to 10?

But even if you get them on the phone first time off the rip, you're saying you got 10 or 15 minutes. You assume you got 10 or 15.

That's what I do.

I love it.

I like Yeah, I'm always asking, yo, you got 10 to 15 minutes, right? And then they'll be like, yeah, sure. And then we go through it. And then what, like I said, when I, after I hear what they got, um, as far as their goals, how I outline it, this is how I outline it, right? So I'm like, all right, perfect. So, uh, first things first, um, I got 3 goals in mind for this call. And again, I want to know how my goals match up with your goals because this is all about you. It has nothing to do with me. Um, but the first thing is this, I, I want to be able to educate you off of the IUL, right? Because number one, that's what you, you know, you wanted to learn about. So my main focus is to go through the benefits, also go through the, the cons of what an IUL is, and make sure that it is still a product for you. Because in all reality, I could explain everything right now and you could literally be like, Trey, I'm good. And guess what, John, I'm not gonna be upset about that at all. That's fine. Like, you didn't waste my time. At least I was able to explain it to you, right? Like, you got what you wanted out of this call. However, let's say it is something that's for you. Perfect. So if it is something that's for you, then what we're going to do is this. I am an insurance broker. I do represent over 20 A+ rating carriers. So I'm representing companies like Mutual of Omaha, AmeriCoast, National Life Group, Fidelity, Transamerica, Forces Allstate, State Farm. The list could go on and on, right? So I represent all these companies. And what I'll be able to do is I'm going to be able to customize something strictly to what benefits you, right? So based off of how much coverage you want, based off of what you want to pay on a monthly, as well as who's going to give you the best chance of being approved. I have the ability to go find you options. So this is going to be a one-stop shop, okay? Um, so that's number 2. The 3rd and final goal for me is this: I have to make sure that you can get pre-approved for this type of policy if, again, if this is something that's for you. Why? Because at the end of the day, they're not just handing out IULs to any and everybody. So, you know, we'll fill out a free app, make sure we can get the pre-approval, and then of course, if we do get the approval, then you'll be able to, you know, let me know when you want everything to start. So, John, listen, how does those goals fit within what you want to accomplish on this phone call? I love it.

Let's do the same thing. Lay it out there. Yeah, that's clear. This— you could not be more clear.

I can't. So when it comes time and now we're customizing it in the later on in the conversation and now we're also, you know, filling out the app, you can't say I didn't tell you in advance. When I asked for your social, you know why. When I'm asking for banking information, you know why. Like I laid it out just there.

Them? What percent out of 10, what percentage say, go, all right, perfect?

A solid 7 or 8. That's not me. That's not me. Like a solid— I love it, dude. Now, have I had people, you know, go through—

it doesn't mean they buy though.

Yeah, yeah, I was gonna say, I get it.

There's still— hey, we still got more hoops to jump. Exactly.

For sure.

Yeah, yeah, I get it, I get it, I get it. What's the biggest pushback you get right there? On the 2 or 3.

I just wanted information. Yep, I just wanted information. That's fine. All right, perfect. I just wanted to make sure. So we can still go through the information. I have no problem with that. And then I still go through the information because once I give you the information, it's still going to be hard for you, correct? Say no.

All right, it's basically a yes either way.

Yes, I just need you to let me in the door. Like, that was a smoke screen. I'm, I'm blowing through smoke. I'm not worried about that.

Yeah. And almost none hang up on you there? No, no, no, no, no.

Yeah. So yeah, if they gonna hang up, they gonna hang up. Within early 30 seconds, or if they don't have a bank account. And yeah, yeah, yeah, that's a whole different conversation.

But, but yeah, dig it. All right, cool. What do you address next?

So after we get through that, then I'm diving into explaining what the IUL is and how it can benefit them, which you can—

yeah, or whatever product you're selling. Yes, yeah, or whatever.

Yeah, correct, right? Because I also let them know, um, I also let them know too, you know, once I get done explaining the IUL that again, you have to qualify for it. And what the main 3 things that they're going to be looking at— it's not credit, right? This is life insurance. We're not talking about credit. Um, but what they will look at is driving record, criminal history, as well as medical background. So if those all 3 check out, then great, there is a high possibility of you being approved for that. Like, and then that's when I dive into asking about, you know, how is driving record, how is criminal history, how is medical background. And that right then and there, that's when I'll know if I need to pivot and go to more of like a whole life or a term, which I, I don't really sell much term, but if I need to go to a whole life or if I could stay on the path of an IUL, if I have to go a term, I'm still talking about a cash building policy, right? Um, where they're still able to gain, it's just not going to be 6 to 10%. Like, that's not, it's not realistic at this point. And realistically, you're not going to get the highest in the world that you may have thought that you were going to get. But do you have coverage? You don't have coverage at all? Perfect. You have to leave this call with some type of coverage. You got kids Yeah, yeah, yeah.

So how do you, um, so for— I'm gonna lay the groundwork because I don't know exactly all the types you've sold since you've been here. You've only been remote telesales, right? Correct. Have you ever done mortgage protection or no?

I have done it, but it's not—

it's not much. Not your strength. Cool. I did a ton of it.

Yeah.

And one of the things we would run into is, uh, someone had wanted mortgage protection and they'd be like 70 and they'd fill out one with like $300,000 mortgage.

Oh geez. Right.

And in their head they want the whole thing. They want $300,000 in coverage, but they're 70 and they had a heart attack 3 years ago and they're in an all the stuff, it's not gonna happen. So we had to, we had to also pivot, right? There was a way we would pivot, okay, right? And I would sell a motherf-ton of quote-unquote final expense product in that scenario. So I'm curious, when you said if you got to pivot, what do you do if they're here, IUL, retirement, building cash? What's your pivot to whole life or something they can be eligible for? You know what I mean? How do you do it there?

The pivot is, like I say, I still hype up the fact that it's a cash building policy. Um, you're just not going to have a high death benefit with it. Um, unfortunately. And, you know, if, if they're just super unhealthy and we do got to go final expense, it's a little bit tougher to talk about the retirement piece. Um, to talk about the retirement, I, I'm just straightforward about it.

Like, listen, like, you find out they had a heart attack 2 years ago, what do you— what's your approach?

Like, I'm like, all right, cool, so we can probably still get you approved for a policy. Now it's going to be a lot tougher, um, and the reason why is just because of your health conditions. I'm gonna be honest with you, like, there's no point about Now, as far as trying to get like an instant decision approval today, probably not likely for IUL. We can— one or two things. I can either go the, the cash building policy, which is a whole life life insurance policy, and you're still going to be able to build. It's just going to be a smaller range. So we can go that route. Or if you want to, we can still try to apply for IUL and it could be a fully underwritten IUL medical But then we could just go from there and see if they're going to approve you. And so I've had people that want to do the smaller policy, the final expense, but they still also want to do the IUL too, um, underwritten. So like an F&G or NLG. And I will do that only just so they can see for themselves that they're not going to get approved, you know. So it's, it's, does it take an extra 10 to 15 minutes to fill out? Yeah, sure. But like, that's not bad. Yeah, I don't, I don't care because it's just like, I'd rather them know for— yes, I know for a fact they're not going to get approved, so I'd them do that and see, okay, yeah, I'm not going to get it.

The ones that are fighting it a little bit more, like they really want— yeah, but if they're just like, no, I'm good, well, let's do that, you fucking take it and go.

Yeah, I'm taking it.

Yeah, yeah, it's sick. I love it, dude. Appreciate it. Um, cool. What else do you want to give that is beneficial or important to you, like during presentation, whether again you're kind of health underwriting, anything else that— because ultimately now we got to transition to picking a price, application, banking, all that crap.

Right.

How do you get there smoothly?

Um, yeah, I mean, it's— I feel like it's just like second nature, right? So like, yeah, talk about medicals and all that other stuff, then I'm like, all right, cool, let's get into the price point of things. So what's the ultimate goal for you, right, John? Like, is your main focus to build generational wealth, you know what I'm saying? And like have this, this type of money that you're going to leave back for your family, you're going to put it in trust, X, Y, and Z? Or is the goal for you to just build massive cash value to where you're going to be able to leverage your money through life insurance, or is it a little bit of both? And they'll let me know. I'm like, all right, perfect. So if that's the case, this is what I would suggest. Now I'm just suggesting to you what I tell all my clients is this: at the end of the day, the best policy out there in the world right now is an active policy. I'm not about to put you into something where 3, 4 months down the road you're gonna be like, Trey, I need to cancel, I need to do this, I need to do that. It's not happening with me. I'm not that person. What I will say is this: I want to know what you're going to feel comfortable contributing to a policy like this when you know all the benefits and what it can do for you. What are you going to feel comfortable paying? And then they give me a range. Once they give me a range, then that's when I'm— I go to work as far as the customization of everything.

You start playing with illustrations and stuff like that.

Exactly. My main focus is, I have to say, that key part, which is active policy is the best policy. I love that. And in my early days, I'm sick of damn chargebacks.

Like, I'm—

oh yeah, over it. So it's like I don't know, like, yes, it sounds sexy for you to put in $500 a month, but that doesn't mean anything if you ain't gonna be able to pay for it. Yeah, for a long time. Like, let's be honest, like, life happens. So instead of $500, why don't we cut it down to maybe like $200 a month and you can overfund it? Yeah, I make it optional to where you can overfund it whenever you want to. Like, I'd rather do that, you know what I'm saying? So it's a— it's, it's quite a few different ways that I, I like to pivot, but I, I definitely stress the fact that, listen, uh, active policy is the best policy out there in the You got some good one-liners, bro. I appreciate it, man. Listen, I learned this from all different types of people. Oh yeah, I learned from different people and then I bring it into, into myself.

So is you just watching people remote or you going to places?

I'll be, I'll be, I go to the office. So, um, I was with, um, Financially Fluent, then I transitioned over to, uh, Polaris. Um, and Polaris, we don't have an agency out here yet. Well, we don't have an office out here yet, but you know, just being around different people in the office setting or in Discord where, you know, I'm able to listen like I'm, I'm never too good to not listen to people and pick up like little small things.

So y'all dial together in Discord?

Oh, absolutely.

You do?

Yeah, that's how me and my team—

what's the best? So I got this. Remember, I got this new little base shop and y'all that were watching that are in it, I love you. And I'm going to use this time to take advantage of this opportunity. To let him tell you the benefits of dialing together in Discord, because they don't listen to me, bro. I mean, you know, some do, some— it's— there's pros and cons to it, of course, of course. I would love to hear what you get out of it, man, and why, because they hear— I, I know what I feel, right, right.

Um, you know, I say the reason why it's so important is just because, like, you get to have people— it's scary, but you get to have people listen to you talk, right? Um, people can give you pointers. You might get stuck in the application, or you might get stuck on a, on a call where person might ask you a crazy question, you'd be like, all right, cool, let me go ask my managing partner. And then you can hurry up and type it in the group chat, and we're there to help you right away and help you along the way and cheer you on instead of you just trying to do it solo. When you try to do it solo and you're not equipped to do it solo yet, like, you, you're, you're screwing yourself because now that person is going to hang up, or you're gonna have to put that person on hold and then try to call John, and John might be in a meeting or whatever the case might be, or filming a podcast like right now. It's just like you got to have multiple people accessible to you. And yes, it might be a little scary to, you know, have to present in front of people. But believe it or not, if I see— I'll tell you my mentality. When I saw somebody else closing, I was like, I'm fucking up next. Like, I have no choice. Like, I'm up next. So it actually motivated me to see other people closing, not, you know, make me feel some type of way.

So 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 to members only. Super easy to find. In order to access them, you have to join our exclusive training videos tier. Do More does not get access to the training videos. So join now if you're interested. Click below. See you in there. And then at this point you're doing it, you don't need necessarily the motivation.

No, not at all.

Now you're doing it. Why? Why do you— why do you still get in there?

Because it's important for my people to see me, right? Like, um, I have this— I gotta do Yeah, I was gonna say, I have this, uh, this saying where it's like, you know, I do, we do, you do, right? So I'm gonna do it first, and then we're gonna do it together, and then you're gonna do it. You gotta take the train wheels off, all right? So if they see me leading from the front, then they know it's possible because I'm doing it. But then I want to make sure while we're in Discord, we're doing something together. Like, if I can help you out, if, you know, for example, or if we gotta hop on Zoom and I'm on Zoom, you know, helping you do the application, but you're on the phone talking to them. We're going to do this thing together. I wanted to make sure that you understand how I do things. And then after I do it and we do it together, it's time. It's time for you to shine.

Dang it. Are your, um, are these presentations you're doing on Zoom or phone or mix, or how do you mainly phone?

But if I get any type of pushback, I'm sending over my Crankwell, um, my Crankwell link, and I'm closing on Crankwell. So Crankwell is a platform that allows you to send a text message link to, um, whoever your client is, and they can click on that link and then they'll get full access to your, your computer and like see your computer screen. And we'll— they'll have me on speakerphone, but I'm literally going through everything. And I can also turn on my web camera too so they can see me as well. So it's essentially Zoom without them having to create a Zoom.

Oh. Oh, it's just easier. I was gonna ask the difference.

Yeah, it's way easier because it's the same for you to create an account. All they do is— got it. They put me on—

oh, brings them right in. Oh, it's like one of the customers I follow. Yeah, yeah, I got it. I'll have to check that out.

That's dope. Yeah, it's called Crankwheel. Crankwheel.com.

I've heard of it. I didn't know the difference between it and Zoom.

Yeah, it's— I mean, it's just easier for the client, especially if a client doesn't have Zoom, then they got to go create— they gotta do stuff.

What do you do in the situation, bro, where like they can't figure out the damn sign in anything. They can't find the button. They can't put their signature in. They can't put the— how do you—

how—

what's the trick, bro? Help a guy.

I don't know if there's a trick. I would just say you gotta preach and you gotta practice patience.

There's no way you can see anything that they—

there's nothing that you can see. But the thing is, this is where, you know, you, you talked about it earlier, John, you gotta know which carrier you're using. You gotta know what the sign-in process looks like, and you gotta master that shit because you're gonna have clients that can't figure it out. Literally, like, I've had a client where, you know, I was filling out a Mutual of Omaha application and this client literally— oh my God, tell me about it. Yeah, he couldn't figure out why he couldn't move forward. Like, it was all because he didn't scroll all the way down and then instead of clicking save documents, click close and then apply e-signature. So it was just like, you just gotta have patience. You gotta have patience, but you gotta know it. You gotta be the expert.

Yeah, got to be there. They make, they, they make all those documents too, right? Yeah. Oh, and they make it, you can look at it and see it.

Yeah, exactly.

Which, what's your favorites to use right now?

I want to say, um, for instant decision, Americo. Um, anything longer than that, definitely NLG. Um, I use MM a little bit just because they pretty much like, they are approved. Yes, they are approving a lot of people.

What product do you, what product you write With Amex Final Expense or—

oh, the IUL.

IUL. Got it. Yeah.

So like, if I'm getting like— if I'm getting, um, a decline on Mutual of Omaha and AmeriCo, definitely going Amex.

Really? Okay. Yeah, I love it. You ever messed in like the vet and trucker work? You said truckers, you do a little bit?

I've done trucker. I've done trucker, never done vet. I heard— I mean, I've met some people that's like, they've talked to me and they're like, yeah, I made Hall of Fame and I only work vet in, yeah, final expense lease. I'm like, how in the fuck? Like, yeah, because it's like, there's no way. But I respect those people even more because they, they put in the real grind. Like, I feel like IULs, like, so they, so they really have to— like, the, the final expense and vet lease, like, you are on the phones consistently every single day, like, like hardcore, just dialing, dialing, dialing. So yeah, I give them more respect than anything because it's like I don't know how you do it. I don't know. Yeah, I mean, I could do it. Let me stop lying. I can definitely do it if I am. You could definitely—

you could definitely do it.

Yeah, I should say I definitely could.

It's just a different game. It's similar, but it's different. That's all it is. Yeah. Um, that's sick. That's my world. I never sold IUL, my own kids, but I didn't have clients. No, no, they weren't— they weren't really cool. And I mean, I hadn't sold in like 8 or 9 years full-time, right? Um, and we had them. I sold like this little index UL America used to have sometimes. Yeah, yeah. Um, but like the, the, the style in which we sell it today, the build the cash and borrow the money retirement and that, that out there wasn't really— we were so small as a company, we were just trying to figure the fucking next day out. Um, so they weren't— it wasn't really a big piece of our thing. We were selling all final expense, mortgage protection, shit like that. Again, we said a few people would sell them, some annuity. I saw some annuities.

Okay, I've only sold one annuity. Um, That is fun. I do want to get into the—

yeah, those are fun. Those are fun. Cool. What are you, what are you doing? Let's, let's close it up. What are you doing to close things down, deal with all the shit, the banking, the social, all the, just the normal stuff, dude? Unless you've got something different, I'm assuming you deal with the same shit as everybody else.

Great. So, um, when it comes to social, first and foremost, first thing I'm doing is I'm going through everything through the application that's on that page. And I'm saving the social to last. Why? Because I want to get them on a yes train. I want them agreeing to everything, saying yes, or hey, yes, this is my date of birth, yes, this is where I was born, yes, I do have a job, you know what I'm saying? So I focus on that, um, and then when it comes down to the social, I'm like, again, I bring it back up. I'm like, listen, um, now we have to confirm identity. So with this, again, main focus is it has nothing to do with credit, has everything to do— driving record, criminal history, and medical background. Now, you told me earlier that you have this, this, this, this, this, right? Like, I take notes on it. And then they'd be like, yep, yep, that's correct. Now, I was like, all right, so again, we do have to be honest on this application because if there's any discrepancies, it's going to be a flat-out decline. Like, it's going to be the quickest decline you've seen in your life. So one more time, right? Is this everything? Is this all the prescriptions that you're on? Are you completely healthy? Like, I just reiterated one more time. I'm like, all right, cool, so what's the social? And we go into it. I don't really get too much pushback. If I do, I'm saying crank wheel. But cool, we fast forward. Now we get into the banking information. What I do, regardless if it's on the application or not, I always go through a couple things. So I'm like, all right, cool, so now we're at the banking. It looks like we do have a potential chance of actually getting approved, so I'm excited for you. Um, now when it comes to this, um, it's going to be $200 a month and you're going to get $450,000 worth of coverage, whatever. Now my question to you is this, um, they are saying if you are officially approved, you have two options, which is we can either start the policy today, um, which means, you know, you'll have immediate coverage. Most of my clients do do this, and the only reason why is because we don't know when our last day is. So, you know, if you want to do it, great. If you don't, that's, that's okay as well. They're saying if right now isn't going to work, um, when is your next payday? Because that's the only other option we have. 5. Got it. I don't do the whole wait 30 days, a month, and all that stuff. F that, right? Like, no. Like, you only got 2 options. It's either starting now or starting on your next payday. And then cool, we started on the next payday. So then after I'm going through that, I ask them all the time, and I'm like, listen, hey, so you're going to be the payer on the account, correct? Yes. All right. And then I ask them this regardless if it's on the application or not: in the past 2 years, have you ever been convicted money laundering, or have you ever filed for bankruptcy? And they'll be like, no. And the reason why I ask that is because I want them to know if they try to give me pushback on why they need the banking information, I'll refer it back like this. I'll be like, okay, cool. So the reason why we need this banking information is just like we needed your social. Your social was to confirm if you were honest about your driving record, your criminal history, as well as your medical background. This is also— this is going to be, you know, uh, this is going to confirm confirm if you're being honest about being— have you ever been convicted of money laundering, or if you've ever, you know, filed for bankruptcy? I don't know, you're telling me that, but I don't know that. Like, so don't, don't get mad at me, we have to confirm that. And so they're like, oh, okay, cool. So then when we get into the banking part, I'm like, all right, cool, which bank are we putting on file? They'll tell me, cool. Whole time I'm over here searching up what the routing number is and what state it is. So I'll be like, all right, perfect. So it looks like Mutual of Omaha is actually, um, partners with, um, you know, with whoever— Navy Federal. Yeah, let's say Navy Federal. They're partners with Navy Federal. So, um, the routing number did populate. However, I'm not 100% sure if it's the right one. So what I want to do is I want to confirm this with you. So whenever you're ready, I'll read off the routing number and you let me know if it's the right one or not. Whole time I know what the correct routing number is. I purposely mess up that last number on purpose just to make sure that they're telling me the truth.

Do you really?

Me every time. I'll be like, all right, because I know, I know Navy Federal like the back of my hand. So it's 256-074-974, that's the real one. I'll say 256-074-973 just to see if they're going to tell the truth or not, because they'll be like, oh no, no, no, no, no, or they'll be like, yeah, that's right. I'm like, okay. And I'll be like, okay, are you, are you sure? And then they, they actually go through like, oh, I wasn't checking, I'll go check. All right, perfect. So go check because I might be— oh, I'll call them off on that bluff. Like, yeah, I need to know that you're serious about this. Like, don't waste my time, you know what I'm saying? So it's like, let's go, right? So I purposely mess up that last digit on purpose every single time. I don't care what routing number I pull up, I mess it up on purpose.

Here for you, dude. That's so sick. I love it. Cool. And that's really it, dude. Yeah, wrap it up, put a little bow on it.

There we go.

All today, get back on the phone.

Move, get back to the next one.

Oh man, I love it. Well, wrapping up, anything that you, um, I always ask, like, anything I should have asked you that I didn't that you want to share?

Um, no, I mean, I feel like we, we covered a lot. We talked about my team and then we, we got into, you know, my mentality, and then we talked about my routine and everything like that. I, I think the only thing that I could leave, you know, for, for the guys, the guys and girls that are watching, is just like Understand you have to put in the work like this is, this is not meant to be easy, but you have the right— I would imagine you have the right systems and processes in place to where it's hard for you to like fail if you're showing up every single day giving 100%. I tell my guys this all the time. You can't come in and give 100% work ethic, great attitude, be a student and suck. Like it's not realistic. At some point you're going to get good and at some point that, that number is going to hit and you're just going to be able to go to the next level. So it'll click for you. So that, that would probably be the last thing I would leave you with. This is just like, just put in the work, get after it. It gets better later. Um, but you, you, you have to, you have to get yourself. Seen it? No way. See, come on, baby. Come on. Absolutely. Yes, sir. Yes, sir. So again, Danny Patel said it, you know what I'm saying? So yeah, that, that would be my last advice. Just, just put in the work. I promise you it does.

I love it, my man. I appreciate your time, dude. Thanks for sharing, bro. If I can help in your journey, hit me up. Absolutely. Don't be shy, my man.

I'm definitely hitting you up for sure.

Keep crushing it, bro.

I got you. I appreciate you, man.

Good chatting. Hey guys, if you've enjoyed the podcast or any of the previous episodes, if you're on Spotify or any of the other Apple podcast platforms, would love if you'd go in and leave a review for us. Um, if you're If you're watching on YouTube, comment, like, subscribe, share, do all the things. We'd greatly appreciate it. Helps get the word out to everybody. Appreciate you and we'll see you on the next one.