How I Made $836,950 in 1 Year (Insurance Sales) ft. Madison Pimentel | Ep59

Last year, thank God, I was able to do $850,000.

$836,950.14.

Boom. I want to have at least 30 appointments a day, 25, 30 appointments a day.

Say it louder for the people in the back, bro.

So every half hour I double book.

Every half hour has 2.

So this is today. I have you on there, obviously for the meeting.

Hell yeah.

That's today. And I mean, I can go back.

One day, every one of those.

That's Monday.

That's yesterday.

What up, y'all?

John Wetmore back with a to another episode of the Insurance Insiders Podcast where I just explore around the insurance industry and find dope people to talk to, share stuff with y'all, help everybody make more money. And hell, quite frankly, I learn a lot every time I do these, bro. Um, so I got my buddy Madison with us today, one of the few people on the planet who, when that you go like, where are you from, I can actually say where I'm from and they know what it means. And where is that? Because homie's from the same spot.

Yeah, uh, yes sir.

Lynn Mass, man. Lynn, Lynn, the city of sin.

Yes sir.

Looks significantly younger than me. I don't know your age, but I think I got probably 20 years on you.

Yeah, I'm, uh, I'm 30. What are you, 38?

I'm 48, bro.

Uh, beast mode.

Yeah, 40.

You run like you're 38 for sure.

Thank you, bro. I'm trying, I'm trying to not age. I'm doing my best, you know. Um, but yeah, dude, appreciate you getting on. Um, this dude, for, for those that know, we'll dive into it, but sells a ton of insurance, been in the business for a while, business guy, runs his own business, has a lot going on in life and makes this thing work. So I'm, I'm intrigued. And I know you and I have chatted a little bit, but I'm intrigued to dive in, dude, and, and learn more. I don't, I don't know a lot of details, and some of the details I do know I always forget. I get an old thing, man. Um, but yeah, dude, would love to dive in a little bit. Um, I know you sell a insurance, I assume, working on building, building side as well. I don't know a ton of what you do there, but tell us a little bit about— let's, let's see where you're at now first. Kind of curious because you've been in business for a minute.

How long? Um, yeah, so next month would be my, uh, actual 2 years here.

Okay.

In the business.

Dope. What are you, what are you at now? So you should— all life, you do only life, right?

Yeah, just a whole, um, usually I focus on final expense and, you know, you get your typical IUL, um, you know, here and there. But, you know, whole life, and I usually focus on veterans, and, um, it's been literally the core of my business. Um, so if it ain't broke, don't change it. And, uh, you know, I'm kind of funneling in a little bit of IUL just because everybody's talking about it.

So with different leads or through those clients, the vet clients, you're just finding Different leads, but also because I'm going—

because I'm investing a little bit on, uh, on IUL, I get to have more conversations about it. So now I get to ask the right questions with the veterans that do have the money to actually invest into, you know, an IUL program.

So yeah, I love it, dude. What's, uh, what's current look like for you in the business? Paid volume, what are you knocking down right now?

Um, so last month is a great month. Um, Put about $90,000 last month.

Knocked out $90K in March.

Yes, sir. And yes, sir, I'm trying to beat my last year. Obviously, you know, you know, this— we're in competition with ourselves and we're trying to get, you know, better and better each year. Last year, thank God, I was able to do $850,000. And, you know, I'm shooting for a milli, a milli this year.

A million on his own pen.

Yes, sir.

Oh man, there's no joke, dude. And what'd you do the first year?

So it's weird because my first year, as you see, kind of started halfway through. Yeah.

So, uh, so '24 was your first full year?

Yeah.

So $900 grand in your first full year, 8, whatever you said, in your first full year. Bananas, dude. Good for you, dude.

Thank you, man. I appreciate it. Yeah, man, the first 6 months were, were rough for sure.

Not bad for a dude from the hood.

Yep, yep, for sure. We made it out. I love it, dude. My goal is to catch up to you one day for sure though.

Let's go, let's go, let's go, man. Did you ever think you'd be knocking down that kind of money when you were—

nah, man. I, uh, I know you remember when I first started, my first couple months I was in your office.

Yeah.

And I was dialing whatever I could get my hands on. Oh yeah, you know, ILC leads and, um, uh, the, the direct mail at that time. I was just getting whatever I can get for cheap. Yeah. And, uh, I remember asking you for advice, and it's funny because, you know, you talk about the same stuff every single, you know, day in, day out. And you just like— but when I asked for the advice, the first thing you, uh, told me was, well, how many dials are you doing?

What was your question? Do you remember?

Um, my question was, how do I get more people on the phone? Okay. And immediately you said, how many dials are you doing? Because— and then we came up with like, okay, well, you're not getting to enough people. Usually you used to shoot— if I remember the number, I think you told me it was like 30 to 45. Uh, no, it was like 45. Uh, by the way, correct me if I'm wrong, but I think he's almost like 45 an hour or something like that.

Uh, I like 60 an hour.

I'm a fan of that. That's one of them.

Okay. But it's different. It's different with telesales, right? Because if you, if you, if you stop and try to present in the middle, that sways the numbers. I'm talking just 16-hour dial time. So every hour of dial time excluding presentations, you know what I mean? It's one minute, basically, when you listen to the ringtone. I mean, if you're presenting, amen.

Yeah, correct. Yeah, the presentation could be an hour, correct? I think, I think that's what it was. You were, um, trying to figure out, you know, what I was doing because I was not on the field. I never started in the field, so I was like, I was just all bought in on telesales. So you told me, hey man, track your, uh, your dials. Um, you told me you draw little boxes. So yeah, so I literally, I'll say this is simple. I'm like, all right, whatever, I'll track them. Uh, but come to find out, because I'm tracking, you know, I'm like, hold on, you know, I'm hour 2, but I'm like way far away from where I'm supposed to be. So it puts you in a position of discipline and, you know, where you get to like, you know, you know, Basically, you know, get it going because you're clearly slacking right now. So start your dialing, start your dialing, because when you're tracking what you're doing, it's easy to be on point. But when you're not, it's very easy to fall off.

Yeah, buddy. So, yeah, buddy, what were you doing? Do you, do you remember? Can you look back and be like, what were you doing instead of dialing? Do you remember all the BS that was getting in the way?

Yes. So I still own, I still own a restaurant, but I was letting the restaurant come in between my dial time. I was allowing, like, you know, wifey to call me whenever she wanted to call me. I was allowing her to, you know, throw a FaceTime to see the kids, which is all cool, but not at the time where I'm trying to make money for us and we're at basically ground zero. Also on Instagram, you know, here and there, like, I just did a couple of dials and hop on Instagram real quick. Let me check my email for the 50th time, like, if something new is going to pop up. Basically everything but that.

Oh man, I love it. That's— hey, that's pretty common, bro. I remember the days. Now that's just like— I, I always think I have like this weird— I don't know, dude, like I didn't come into it killing it, you know what I mean? So I feel like I, I have an advantage to be able to talk to people who are slacking because I was a slacker. You know what I mean? And I was like, oh dang, I can see clear as day where I messed up. Let me just talk about that. That's why it's always the same thing, because it's, it's so common. We all do the same dumb shit wrong, you know what I mean? I'm like, can I teach some other stuff? Sure. But what would that have me teaching you sales stuff at that time? Like, what would that have really done? You know what I mean?

Right.

I just don't think the impact is, is, is, is as big. When, when you can go like, hey, let's be like 10x more efficient, you know, and then we can work on all the other shit. And obviously you figured out the sales side because I don't think I helped you with that at all. Maybe here and there, I don't know.

Well, definitely, definitely helped because the, uh, the tracking, the tracking, I mean, the more you, you know, you're, you're on fire about getting in contact or, you know, tracking your activity, then the more contacts you'll get, and in return, the more you'll learn and the quicker you'll learn, you know, which gets you better at sales, you know what I mean?

Yeah, yeah, yeah. So what do you— you issue— call it, would you say 8— what was the number? 8-something?

Uh, 850 last year.

Would you— would you put in the bank for those pessimists out there?

Yeah, yeah. Um, no, last— I was actually just doing the numbers not too long ago. Um, it was a 400-plus.

Yeah, dope.

Yeah. Plus, I assume, you know, when they come in, renewal money come in.

You know, for those that don't do the life space, we're heavy advance. So he starts about 25% of that coming back.

Exactly. That's, that's counting, you know, investments and all that stuff, obviously.

So, you know. Yep. Yeah. Yeah. Oh, man. Half of your lead stuff, is that what you mean? That's your net number. Mm-hmm. So that's not your deposit number.

Uh-uh.

Oh, so your deposit was higher than—

Yeah, it was more closer. Yeah, it was more on the, the high fives. Okay, but then I spent about $100,000 on leads.

Okay, you travel a lot too.

Were you like— yeah, yeah, last year I did travel a lot. And really, if honestly, we can work from everywhere, you know, which is dope, but there's just something about being in your environment. Um, and I was out of my environment, and, uh, you know, so, uh, I traveled a lot. Correct. And it does affect you. I'm not going to lie because you're getting pulled from everywhere. And I was, I was over there in Lynn, so I got the whole fam over there. You know, they're over there grilling and stuff as I'm dialing. That's awesome. That's awesome.

Yeah, I love it. What was that like for you growing up, dude? I'm kidding. We're going to go sideways for a minute. I'm just curious. I know what Lynn was like for me growing up. I can explain my experience. But you— hell, you— what year were you born?

1994.

Yeah. I mean, I graduated high school in '95. Yeah, I mean, I, I left Lynn in '93, probably.

Okay.

Yeah, that's when I moved out. Um, okay. Yeah, curious, what was it, what was it like? What'd you grow up?

Uh, comparing it to now, I feel bad for the kids because they don't have that, like, uh, I guess childlike, uh, environment. What I mean by that, it's like we used to just get a freaking, uh, uh, uh, play kickball, you know, in a big old parking lot, um, and have a blast with your boys, or, you know, bike ride, you know. And I feel like, uh, growing up too, just being able to ask my mom, hey Mom, I want a dollar, and that dollar I could have bought myself, uh, 2 chips, uh, uh, uh, a teeny, and something sweet. You know what I mean? Yeah. So like, just, just it— I think that from a childlike environment, that's kind of gone now. Everything's being gentrified over there. I don't know, when was the last time you've been?

I haven't been, dude, in so long, bro.

Yeah, what are you saying, like a decade? Like two decades?

Oh dude, it's been longer than— I probably— I've never taken any of my kids there. I took Steph. Yeah, I took Stephanie to see where I grew up. Um, you know, what part, what part of the town were you in? Like, would you— like, were you in the projects like me, or were you a different part?

Practically, I was, uh, right— I was connected. I was on Rogers Avenue, right connected to, um, uh, the Highlands at the bottom.

Yeah, yeah, yeah, yeah, yeah. Dope. Yeah, I grew up Neptune Towers, so complete projects, welfare babies everywhere. Every mom— my mom didn't even work. Welfare paid her more than work. So I remember my— when my mom got her first job, dude, you know. So yeah, it was us, but just a bunch of hood rats running around, dude. I— it's like funny, I remember some kids I grew up with And again, I— we moved out of the Neptune Towers when I was like 12, moved to another couple— we moved to a little nicer apartment and another apartment, then we moved out. Um, and a while later, dude, like, I remember some of the kids I grew up with just running around, all those little hood rats. I remember looking up a few, dude, and like, you know, they were— a couple died, a couple on the news going to jail, just shooting, like all kinds of stuff, bro. And I wasn't really like in— I was in that environment, but I wasn't one of those, you know what I mean? Like, I tried to like stay away. My mom tried to keep me out of it. Like, I was in it, but I wasn't part of a lot of it, you know? Um, but I guess all I remember, dude, is drugs and gang stuff and fucking hookers. And like, that's— I remember, I remember bums sleeping in the hallway in my apartment building as a kid. Like, that's all I know as Lynn. And I've heard nice things about it, otherwise I just don't know those things.

Yeah, yeah, yeah. I say I, uh, I was right in the middle Now it's more definitely a lot more gentrified. You still, you know, you still see the, you know, the hookers and the drugs and all that stuff. Like, a lot of my friends at the time, um, were all, you know, either dealing or, or gangbanging or whatever, you know, held guns and, you know, in their lockers, like, type of deal. So, uh, but I never chilled with them, like, outside of school. It was just more like, we're in school, we cool, and then, you know, we go up on, uh— sounds similar.

Sounds similar.

Yeah, you know, but now, now they got freaking buildings, man. I mean, they, they, uh, they're, they're investing a lot of money in Lynn. Really? A lot.

I'm gonna have to go back one day. I'm gonna check it out one day.

You're gonna be surprised.

Have you been to my office since I did the wall, the spray paint? Have you seen it? Oh dude, so when you first walk in my office on the side, and I promise y'all watching, we're gonna get some fun stuff in a minute. This is just me and him chopping it up, but like, and it's all relative. You know, I mean, it's like, dude, some people feel like— I know a lot of people I grew up with don't feel like they could be successful. You know what I mean? It's like it's shunned upon. It's we— I don't know, dude. And I just— so I like when I see people that grew up like us make it somewhere in life and business, whatever, sales, whatever it is. Anyway, when you come in the office, there's right before you go into the training room, there's a giant wall. A lot of times at events we have the desk right there. But like when we grew up, So I grew up right near the train tracks that went to Boston, and so I used to play on those train tracks. And, you know, the, the MBTA, whatever the hell it was called, uh, everyone had the graffiti spray painting all over them all the time. So I did a mural on my wall in graffiti with the Neptune Towers, the train tracks, like stuff represent Boston, some George. It's got like my life story on a wall in graffiti. Yeah, I just got done.

I never Yeah, that's fire. Uh, so you have the Neptune— so you have the, uh, the train station that's right behind the, uh, this— well, right behind Tech, right?

I— yep, it was. I wasn't at the station, but I was at that right behind Tech. Yes, where it passes over the bridge right there. And the station's downtown, but I used to literally—

oh, okay, okay, okay, okay.

Yeah, so I'd go the— so Tech was there and the Neptune Towers were here, and that big field in the middle, now it's a baseball field.

They got, uh Revamped for sure.

It was just, it was a lot of grass. There was some, this kind of fields when I was there, but it was, it was huge. I mean, the whole city went there and you just go up the back, dude. We used to play on the train tracks. We used to get on the bridge, dude. So that's the bridge that I don't remember the road that goes under it, but it goes to like the Lineway. We'd get on the bridge and when we'd see the train coming, we would race across the bridge to try to beat the train. Like, that's how I grew up playing like that, dude. Throwing rocks at the train as kids, just doing dumb stuff, dude.

Yeah, I grew up on those tracks. So right under the bridge, did they have it in— when you were there, did they have the McDonald's still there? Like right next to, uh, it's right attached to the Lineway, right next to the gas station.

Oh, down by the Lineway.

Yeah, yep, yeah. So right under the bridge. So I used to walk that way through middle school because Ford was there right behind the GE or whatever it was. So I used to walk down through Tech and go to Rogers Avenue every single day, you know. And then they closed down the school because there was too many thugs, too many shootings. And come to find out, actually, right behind you where they have the big field, they, uh, they did carnivals there. Not sure if they did it in your time, but okay, so they did carnivals there, but it took like 3 shootings back to back to back, and then they got rid of it.

Yeah, buddy, I'm not surprised, dude. It was like a melting pot of people, bro. It was like, it was wild. All different backgrounds, all different. A lot of like, uh, Asian was there, Cambodians were there, a lot of Spanish. I was loaded with Spanish people in there. But I mean, it was a mix. I was— it was everything, dude. Um, it was wild, dude. But I left, and again, I look back and I'm like, all right, it was fun, I enjoyed the way I grew up. But when I got out, I was like, oh, there's a whole world out here, you know?

Yeah, it's funny that you say it that way because that's how I tell my mom right now. I'm like, you have no idea what you're missing.

Yeah, yeah, it's true, dude.

Air is different.

100%. 100%. I love it. So what she think? Little kid in the hood, man, killing it now in life. What's mom think?

She, she's, uh, when I went— it's funny because I went and posted, uh, I want to post this here on the, um, on Instagram.

So that— show that number. Show that closer. I want to see that.

Yeah, that's not as updated, but it's pretty darn close.

$836,950,014.

Boom, boom. So I posted that and I was like, she was like, she was like in Spanish, y todo es el cuarto. And I mean, where you go? Where all that money come from? So, but no, she was, she was pretty, she was proud. I took her to the convention and, um, uh, she was able to see me speak in Spanish a bunch of times. And, uh, she was just a proud mom, so it felt really good.

That's dope, dude. Good for you, man. Good for you. Love it. Yes, let's, let's talk about the insurance stuff, bro. You mentioned the first 6 months sucked. Dive a little more in there. What did you struggle with, do you think, or what's what sucked for you?

Uh, so the very beginning, the most difficult part is for me was I was right in that bubble of, um, basically telesales starting to kind of get big, I guess. Yeah. So a lot of people started to kind of— there's still a lot of people coming out of the old—

yep.

Yeah. So there wasn't really like much like support when it came from that side because I was just trying to figure things out. And when I joined any Zoom or anything like that, it was more like, let me book appointments for, you know, Tuesday, Wednesday, you know. So there was none of the call to closes, none of that stuff. Sure. So I was just watching videos and, um, and I literally— I'm a workaholic. I know you're a workaholic too, so— but especially when I have a fire inside me and I want to learn the damn business, like, I, I just love the journey of it. So like, I'll dial, uh, I mean, at the time in your office, I used to be there till like 8 PM, 9 PM, because you would, you would, you would be— your assistant, I forgot her name, um, she— Amanda, yes. So she would like just lock the top part and then just let me chill downstairs.

Just let you stay down.

Yeah, she's like, you just gotta leave through the back.

I love it.

I'm like, ah, this is awesome. So I'll just dial to, you know, whatever, 8, 9 o'clock, and then I'll come home, shower, and then watch YouTube videos just to learn. Uh, so that, you know, those first couple months, those like that first 3 or 4 months, I mean, I didn't, I didn't make any money like at all. Um, it took me, uh, people don't believe it, like it took me a month and a half to close my first policy.

Yeah, dang. Like, can you imagine? Do you think, like, how many nos did you get? Missed sales, roughly?

That I can't give you like an exact number.

It wasn't like 4, just so if y'all are wondering. That's what I'm getting to. It's like it takes some people a month and a half and they see 2 people.

Exactly. I was just getting hammered, um, because I just didn't know what the hell to do. There was no script, you know what I mean? Like, this is just, just trying to figure things out.

And the ballpark, how many people you tried to close?

At least every day I'd at least have— yeah, I said at least 2 shots at least a day, like, because I'm dialing all day. But my struggle was pickup rate because I'm calling literally people, you know, from like 6 months to a year ago, uh, bare minimum. So pickup rate was bad.

So present, 10 a week.

Yeah, so 60.

50, say 40, 50, 60 people before you made a sale.

Yeah.

So y'all better suck it up. Some of y'all better suck it up.

Yeah, for real. So like when I tell them that, you know, they're like, they don't believe me. And I, you know, I hit them with facts because it's like, you know, I literally sold $600 in like a month and a half on an issue page.

You seen this shirt here, right?

I have.

Uh-huh. This is for— this is for those of y'all that are mad you didn't make a sale in 3 presentations.

I love it. I gotta buy me one of those.

I'll send you one, bro. We got it on the website. I'll send you one.

Get—

I assume my team already got your address out. What's your shirt size?

Uh, medium.

Medium. I'll send you one.

Appreciate it. Um, so yeah, so, uh, first month and a half, um, it was one sale. And then I remember like it's yesterday, um, because the summertime— oh, by the way, just to give you a little context on having to literally produce nothing in the first— oh, sorry, yeah, it took me 90— almost, almost 60 days, 45 or 60 days to get to that first sale. I just moved here, just spent all my money, you know, to get my whole family over here. So I'm here, I'm broke. I mean, I don't care, like, I literally have $300, like, to my name. Nothing to say means nothing, you know what I mean? Like, I'm, I'm at a point where I got wifey in the house, stay-at-home mom, and I have my, uh, my two kids. So I'm the one I have to provide for my family. Yeah, you know what I mean? So she's looking at me with full trust, and again, kudos to her, you know, believing in me. Yeah, uh, because that ain't— that's difficult, you know what I mean? So, you know, as she sees me, you know, day in, day out, literally working hard but making no money.

Yeah, what were those conversations like?

Definitely, uh, put pressure on, on do I want to stick to this, through this or not. Yeah. And I saw the— and this is why it's so great to, one, have a good partner by your side, but, you know, support you. But it's great to see success stories because, you know, you see where they came from. You know, what they have to go through to get to where they are. And you ask any of them, you ask me as well, would you do it again? Hell yeah, I'll do it again. $300 in my bank account, getting, you know, slammed all day and making no money for, you know, whatever, 4 or 5 months to be able to have a year that I had last year, you know what I mean? So sick, dude. So, you know, it, it, it, this, when it comes to the relationship is something I learned, um, as I, you know, progress in the business, that you have to be clear on what it is that you want for your family so that you guys share, you know, the same vision. Because if I just tell her, hey, I just want to make more money, well, you know, you can go find a salary job and make more money, you know.

No, babe, I want us—

at that point, yeah, yeah, exactly right, when I'm making no money. Um, but no, I'm like, you know, like, babe, like, I want us to have this type of lifestyle. I want this type of freedom for us. I want to be able to travel, and if I want to work, I'll work and not have to be stuck.

So what was that vision? What did you want? I want this type of lifestyle, this type— besides the travel, what were you— what were you— what did you see? Get effing paid.

Get effing paid.

Get effing paid.

Get effing paid.

What up, guys? If you guys are looking to get to a new level in your career, you may have seen that we've been running some workshops in my office in Atlanta. I have them every quarter now. Last one sold out fully. It was a massive success. 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 'em every quarter. The date'll 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. Probably 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 is a beast. So much value. And 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. Um, I saw me and my wife and my two little ones in a nice big house, uh, with cars that we love to drive, and being able to— I love to eat, and I eat very clean, but I love to eat. Me being able to decide if I want to eat, you know, filet mignon twice or three times a day, me being able to eat, you know, the, the food that I want to eat, me being able to go out and buy whatever I want to buy, not extravagant, but not having to look at, you know, at my bank account. Um, and that's the lifestyle that I wanted, uh, for us. I want us to have freedom. Um, and part of that freedom, I want to be able to also have my house paid off, um, before I'm 40, you know, my mortgage paid off. I want no bills, no nothing. You know, so, and I know that's not— I'm not going to be able to do that with a salary job. Yeah. So, and I also want my wife to be a stay-at-home mom. She loves it. Well, you know, she'll say otherwise, but I know she— she loves it, but you know, she also hates it. But I want to be able to give her the ability to choose if she wants to do that or not.

So how old are the kids?

2 and 3. They're 9 months apart.

So they ain't gonna know broke at all.

No, no, no, they're not.

Life is good. Mine, mine were quite a bit older. Well, Maddox doesn't know any different, my youngest. He doesn't— I mean, he's never seen broke parents. Honestly, the other kids did because I had them so damn young.

But you know, Maddox, he, uh, he plays baseball, right?

Yeah, he's 13. You, you met Brayden. So, uh, um, Madison and I, my son Braden. There were like 3 other dudes, 4 other dudes, whatever came. A bunch of us went out and we did this like mud— I think it was like 7-mile, 7-mile mud run obstacle course thing. And, uh, hey, we killed it.

It was a good day, a lot of fun. Yeah, this dude, you were killing it, man. You're like a machine. Because we're young, I have no excuse. This dude is over here, you know, 40 years old, just keeping up with all the youngsters.

Brayden wanted to race me on the monkey bar one, the one to monkey bar up and then a monkey bar down. I was like, let's go. Yeah, I smoked his ass.

Yeah, he's a beast.

He is.

Oh, he could—

I can't keep up with him running. I just have more strength. Yeah, yeah, dude, he was— I mean, he was laughing at all of us. He was running backwards like, what are y'all doing? But he's in— he does, uh, cross-country. So that fool can run forever.

I already knew he was gonna kill it when he was like, oh man, the last time I, I did it rain like this was like October. I'm like, bro, it's like a few months ago. Like, I never done this at all.

That's what he tried to tell me, dude. I'm like, bro, not only October, but you're 17.

Yeah, exactly.

Yeah, thanks. Oh, had to turn on the fans, getting hot in here. But yeah, it was fun, dude. We're gonna do more. Are you here in Georgia now? Are you? Okay, got it. So I know those dudes are in Austin. They got the place in Austin. I don't know if you ever went out there or not. I assume you're here more often, obviously.

Yeah, but yeah, for sure. I'm trying to buy a house this year, man, and God willing, I'm able to do so.

I love it.

Yes, sir.

Well, let's, let's give them some— what's, what's activity look like to knock down a million bucks?

Yeah. So to give you guys the whole thing, give them like a rundown.

Like if you had to draw on a single sheet of paper here's what I would do if I want to make a million bucks in life insurance right now. What would that look like?

So I wanna— I'll walk you guys through my journey, and everybody has their journey, but it's very, very similar, um, to what you'll hear out there. So for me, my first 6 months, so from, you know, May-ish, uh, you know, about 2 years ago, May-ish to, to, um, December, kind of this is what it looked like for me my first 6 months. So like I said, it took me a month and a half to get my first policy. That puts me right into the summertime. Um, throughout the whole summer, my biggest, um, my biggest month, um, so right after I had that one policy, um, the month after I sold $8,000, which is nothing. Um, the following month I sold $11,000, $12,000, nothing again. Um, and then we got to September, it was my first month that I hit $20,000. So we're talking all the way from May I just finally hit $20,000 in September. Like, that is no money. Like, I'm just flat out broke. I'm literally doing Uber to fund leads, and I'm literally like— my wife would tell you, we're literally like putting hats and like whatever on eBay just to sell, just to get some cash, just so that we can literally invest it into leads. And I love it. It's funny because like I was telling— I was talking to her about that not too long ago. I'm like, it's really crazy how we were literally, but we were literally like selling these, basically trying to get cash from anywhere, anything you just sell. Yeah. Just to fund this damn thing, you know.

So what were you spending on leads then, roughly?

So at least like $1,000 a week, somewhere around there. And that was a struggle. I mean, it hurt every time. Yeah. Now it's completely different. I'll let you guys know what I spend now. So then I got to October, and I doubled my production. That's my first, uh, $40K month. Okay. And, and then that's when I— at that time, before I hit $40,000, I was just dialing, just being keeping the road with you. I was literally buying, uh, age leads from ILC, and honestly, it just didn't work out for me. Yeah. So I found, um, I hit up my boy, uh, at this time, this one I met Mahmoud.

Okay.

And, um, I saw a bunch of his posts and stuff like that, and I saw that he's like you know, big in the game. And I wanted to reach out to him. And I reached out to God knows how many people, and nobody hit me up. So I'm just asking for help, you know what I mean?

Most people are assholes, to be clear.

Yes, exactly. So I was like, I was like, I need help. And I'm just— but I never gave up. So I kept, you know, contacting people, contacting people. And I remember like it's yesterday, my mom will tell you too. I sent him a DM He didn't reply in like, probably like 4 or 5 hours. I see that he's on Instagram because he's posting stories. So I comment, hey, you see the, uh, the message I sent you on your DM? Yeah, you know what I mean? Uh, so I'm literally just following up with this dude, and then he finally— he looked at it. He got me in contact with his boy Ronnie, uh, which he was doing the leads. And yeah, me and him, you know, he kind of FaceTimed, uh, with me. He has 2 kids, I have 2 kids at the time. He owns a restaurant, I own a restaurant. We just clicked immediately. And, um, and that really changed, uh, my business because now I had a person that actually did leads that was dedicated to me, um, and I was ripping through those. Um, so, you know, in other words, find a guy that, you know, will run your ads and those leads are going to be for you only, exclusive. And if you don't have a guy, hit me up. I'm here to help. I don't give a damn what agency you're from. I just don't care. Like, I needed help, I got help. And I know what that feels like to be broke and, you know, disgusted and, you know what I mean. So, you know, you need the help, I got you. Um, and then after— so after I connected with him, um, month, uh, November and December, I had $50K, $50K. And then I'm like, okay, I figured out the whole $40K, $50K in that quarter. And again, we're about growing, right? So we have I'm working like 9 AM to 8 PM every single day, sometimes even longer.

Yeah, tell them about like activity. So I want to know activity now, but we can do— tell them what was activity like then to get to 40. Like, what changed? I know the leads changed, but I can't imagine that was it, you know what I mean? Like, schedule-wise, how many appointments were you running? How many calls? Like, give them what I want. I want people to understand like how much you motherfucking work.

Yeah. To make this— when I— so coming out of the summer to go from 20 to 40.

Yeah.

I say the biggest— I say the biggest switch, obviously the lead— so switching your lead vendor helps for sure, without a doubt. So finding yourself a good lead vendor—

calling new leads is definitely better than calling old leads.

Exactly. For sure. Rocket science. Yeah, it doesn't.

But I always tell people this. New leads don't make you good.

Correct. So I think that I, I appreciated the, you know, I guess the ass kicking I got. Oh yeah, the grind of it, those 4 or 5 months, you know, prior to those good months, because it molded me to not give a damn when you say no to me.

100%.

Because, you know, if I, you know, me and you, if we have a stack of leads, um, whatever, 20 leads, you give those same stack of leads to a new agent, they ain't gonna sell what we sell. Correct.

Same leads. Agreed.

I agree. You know what I mean? But in order to get to a level where, you know, you're one, confident, right, that you can sell to anybody, you have to go through a lot of BS, um, to get there.

And it's a necessary evil.

Yeah, yeah, yeah, literally. So, um, you know, going through that definitely, um, you know, sculpted me to where I am today. And I call it character building months. I never call it bad months. They're character building. So I definitely built my character. And I kept the same work schedule. I mean, I dial at 9:00 in the morning. I do my stuff, my routine in the morning before I dial. But just to talk a little bit about the dial part, I'll dial at 9:00 in the morning until 8:00 PM. And sometimes it'll be 9:00 PM, 10:00 PM, 11:00 PM, honestly. And it just depends on the day. But if I end at 8:00, My day doesn't really end at 8. I'm literally learning beyond that. So I'll watch podcasts, I'll be on YouTube, like, what's new? What can I take from this guy? What can I take from this guy? And just implement it. Um, and that— studying your craft, that drive, um, that fire, um, you know, I think that if you don't have like that fire, it can't be just, you know, I want to make more money. Like you can always make more money. Right now you make a lot of money, right? You can always make more money, you know what I mean?

Like, I try every day, bro, you know what I mean?

So it's like, there's got to be a bigger picture, you know what I mean? Because you can always make more money no matter how much you got. So for me, it's, you know, with the type of life I want for my family. So I'm never gonna, you know, that fire is just never, you know, gonna go away because I know the type of life that I want for them. And I'm gonna put in the work together because it's the only thing I know is just literally put in the damn work and eventually you figure it out. I mean, it's, it's pretty simple in anything you do, you know. This, this— and Shawn Mike talks about it— this is not like, uh, uh, an industry that you need to have freaking talent, you know what I mean? You really, you genuinely don't, you know. Anybody can make it— fat, skinny, tall, short, black, white— it doesn't matter. You know what I mean? Accent, no accent, like it just doesn't matter. So as long as you work hard, like, you know, eventually it will, it will click.

And if you have to— if you're studying, you know, I mean, it's like, because I know a lot of talented people that don't work. And then I know a lot of people that work a lot and they don't, they don't learn their craft. They don't seek guidance and mentorship and training. And so, you know, I mean, they just don't. You know, you had no problem walking in here asking, asking for help.

Exactly, exactly. And that is— it's funny that you bring that up because that's gonna be my next point. Like, I'm a sponge today. Yeah, yeah, I was a sponge then, I'm a sponge today. You know, what can I learn? And that's what being hungry to grow, um, is huge. And that I never let my ego dictate my bank account or my growth. Ever. So, you know, being able to go from 20 to 40, I'm like, okay, this is great. Um, and then I got to 50, I'm like, okay, this is, this is good. I'm starting to figure this thing out. I could have just been like, oh, I figured it out, I'm all set, I'm that, I'm that guy, you know what I mean? I'm that guy. No, instead I'm like, okay, hold on, top of the leaderboards, these dudes are doing freaking $100,000 a month. How the hell are they doing $100,000 a month? I know they ain't outworking me because I'm working freaking, you know, morning to night, you know what I mean? We got the same damn hours. I was like, you know, what, what, what are they doing different, you know? And immediately I started doing this, doing the same thing, right? I work my schedule like I normally do. At the end of the night, YouTube. And then I started contacting people and started hearing the same thing. I'm like, okay, so all I need to do is literally copy the right guy just doing the right things, and theoretically speaking, it should work for me. So I'm like, okay, people at the top, what are they doing? Well, they got dialers. Like, okay, well, I'm hired a dialer. I'm not gonna question it. I'm not gonna be like, oh well, this, that. No, no, I'm gonna hire a dialer. They got admins. Okay, I'm gonna hire an admin. Like, I'm not gonna— I'm gonna sit here and trying to reinvent the wheel, that, you know what I mean, of how to get to $100K You know, if I'm not even there yet. Yep. Once you get there and you want to make some tweaks, cool.

Amen.

Yeah, exactly. So, you know, I'm like, okay, so I immediately going from, um, right in the beginning of December, I started making switches, you know. I'm like, okay, I gotta contact somebody, I need a dialer. So I got a dialer and I got, uh, 2 admins to, to literally alleviate time. And this is what people make mistake, John. So people get to $40,000 to $50,000 And they're like, dang, like, how, how are these people doing, you know, 70, 80, 90, 100? And what ends up happening is that they end up hiring the admin, they end up hiring the dialer, and they got all the right pieces in place. But what ends up happening is that because now they have more time back, they use that as an excuse to basically be lazy. Yeah, right. Be lazy or be like, oh, I don't have to clock in at 9, I can do 11 to 6 and get the same performance, right? Opposed to being like, okay, but now you got all the expenses too. Exactly, exactly. Opposed to you being like, okay, hold on, I just got 4 to 5 hours back, how can I reinvest my time in those 4 to 5 hours? And that's when I saw the increase., right? So more time selling. Exactly. So once I hired those two pieces in my business, um, uh, right by the end of December, January, I did $115K. The next month, another $100K leads.

Yeah, I had someone hit me up the other day and tell me there ain't no money in final expense, bro.

Well, for those, for, for those that think that Let me tell you something. The first 4 months, I was able to hit Hall of Fame doing final expenses. And for those of you who don't know what Hall of Fame is, it's $400K plus.

Yeah. And so you had it by April?

Yep, end of April.

Twice last year.

Yeah, yeah, yeah. I love it. And that's, you know, that's, that's what made the switch for me. Um, and in regards to, you know, what you put into the, the actual, you know, yeah, business.

I love it. What, um, what's that? So let's get to the current— what, what's activity look like doing $100K? I know you're— you got a dialer, fine. Admin, you should. So how many do you have, like, lead flow, appointments, presentations? Like, what's your goal every week? Structure, day of the week? Like, what do you—

yeah, yeah. I got you. All right. So for me right now, now I got $2 and my goal is to get— I figured out this is my math, right? So I figured out that I want to have at least 30 appointments a day, 25, 30 appointments a day.

Okay, hold on. Say it louder for the people in the back, bro.

Yeah, I want to have no less than 25 to 30 appointments a day. Yes. Um, because every 20 minutes, um, so I double book. So every half hour I double book.

Every half hour has 2? Yeah.

And just, you know, I like to, you know, I speak with facts. I don't just yap here. So this is today. I have you on there obviously for the meeting.

Hell yeah.

But that's today. And I mean, I can go one day, every one of those.

That's already booked appointments for you to call.

Yeah, that was yesterday, like, and then this is today, and this is tomorrow. No, tomorrow, tomorrow's empty. I got my daughters getting busy. But either way, um, if you notice, I'm stacked, right? If you keep going, you know, there— I don't get no less than 25 or 30 appointments a day, you know what I mean? So it's just— but that's— you have to put a plan in place that works for you. I already knew that you know, my no-show is ridiculously low. If you already know that your no-shows, just to put simple math, is definitely lower, but, but 50%, if you know this on average for the past 6 months, half ain't gonna be there. You just know it don't matter who the hell you're calling, half ain't gonna be there. So schedule more.

Why not book 2?

Exactly.

I did it in the field, bro.

You know, exactly.

So to all the critics, how do you answer all the people that when you do this, you're like, but what about the client if I'm late? Or they're not— they— I— every time I talk about this, I assume you hear it too. Oh, so what's the mindset?

So this is the— it's, it's funny because I tell this to everybody. I'm never on time. I'm always late. Always. I'm never on time. I'm on, on average, I'm like an hour late. If I'm keeping every 45 minutes, 1 hour late.

Oh yeah. So you just call whoever's on your list, dude. You don't care what time, what, you know, nothing.

Yeah. And when I call them though, John, I hit them, I hit them with like, uh, uh, such a good like message so that they don't, they're not like pissed off at me, you know what I mean? I'm like, hey John, uh, this is Madison, your veteran consultant. Uh, I'm just giving you a call. Looks like you scheduled a call with me earlier today. Regarding the veteran life insurance. And they'll be like, yeah, you're late. I'm like, yeah, John, my bad, man. I was, uh, I was helping out this lovely veteran couple in their 80s, and, uh, it just took a lot longer than expected, man. My apologies. I do appreciate your patience with me. Yeah, if you're a decent human being, you're gonna be like, okay, no problem. Oh, and then I follow up because I already know they're okay with it. John, is right now still a good time for you, man? And then this is where you, you, um, uh, exalt your status. They're like, no, right now it's not a good time, I gotta go, um, do whatever. I'm like, oh, thank God, John, because honestly I'm backed up heavily right now. This actually helps me out, I appreciate you. What's a good time I can give you a call back to see if I'd be available? That increases show rate.

Hell yeah, hell yeah, it does. Versus the, versus the guy who just begs him to stay on the phone or pretends— yeah, yeah, buddy.

Exactly, exactly. So, you know, my schedule, I— that's what I shoot for, 25, 30 appointments. Um, and by the way, when an appointment don't call, I'm called to closing, you know. I'm—

even though if you have downtime, you're still making phone calls yourself.

To book. I'm able to call to close even if I have 30 appointments, you know what I mean? Like, like if 2 people don't pick up, right? If I call them at 9 o'clock, right, it's my first appointment. If they don't pick up, I call to close for half an hour. And guess what? Someone— if it's 9:30, I'll still call to close until like 9:45. So I don't like calling people on time, just don't like it. So I'll be literally calling.

It messes up your flow.

Yeah, yeah, I like to say I'm late. Um, so I'll call to close, but guess Someone picks up, that's my, that's my client right there. I can care less about the appointment. I don't care. In my head, he ain't gonna show.

Yep. You just call him later, call him another day. It is what it is. Yeah.

Yep. I'll call him. It's been times where I literally, literally would not get to like 6, 8, 10 appointments because I'll get hit with 10 presentations. You go through 10 presentations, forget it. Yeah, yeah, yeah. Like, so it happens. I'm like my dialer will be like, hey, now think about the perspective on the client, right? Hey, my, um, our apologies, Madison could not get to you yesterday because A, B, and C. Yeah, it's like, oh, this guy's busy. Yeah, you know what I mean? This guy's important. I gotta talk to this guy, you know. Clearly he's doing something right. Yeah, yeah, dude. Um, so in regards to like, um, you know, obviously you got the activity, um, but you also gotta track you know, kind of like what you're doing. So like, if y'all don't have— by the way, I'm not an affiliate, and I wish I was— but if y'all don't have like a tablet or something where it keep— where it basically, you know, keeps all your stuff digitally—

oh, that's your trackers?

Oh yeah, I can't really see it.

I see the boxes, kinda.

I got you. I'm gonna pop one of these up right now.

Oh yeah.

So let's say if See, yeah, Jesus, the thing is freaking slow.

It's overheating from all the appointments in there, bro.

Um, so just in general, just having a digital tablet, man, this, this tablet, the ROI that you'll receive in this tablet, um, is, is massive. Because John, let me tell you, there's clients from last year that I'll put on my Google Sheet, like check tablet, because I spoke to them. All I need is freaking routing and account. And when they call or they somehow book from my dialer because my dialer called them, I'm like, hey John, we, we spoke last year. I'm, you know, popping up your files here. It looks like, um, you know, you were looking at A, B, and C. I mean, did you ever decide with your wife what happened? Oh, um, I thought, I thought I had it set up. I'm like, set up? I was like, man, you were deciding with your wife. You said your wife was the boss, and we never heard back. Oh man, no, I definitely wanna— I definitely want to get the coverage. I'm like, okay, or it can be anything, right?

You have—

sure, any scenario can happen, right? Oh, I forgot about it, or, oh, whatever, you know. Oh, I, I— at the time I wasn't ready, but now I am, you know. It, it could be anything. But now all you got to do is search the client. Yeah, I'm like, hey John, I just want to make sure I got all the right information. And this is where you build credibility. Hey John, got your, uh, social ass, you know, whatever. Now you're like, okay, hold on, this dude got my social? How the hell this guy got my social? Then it starts to click. It's like, hey, do you want to— do you want to do $10,000 to $15,000? That's a $15,000. Okay, you said you wanted to use the Navy Federal? Yeah. Okay, go ahead, pull up.

So you're closing deals for people that told you no, didn't answer you, didn't call you back, all the time because you're still calling them. Yeah, you mean to tell me they didn't sit down as a family and think about it and call you back?

It's crazy, right? Exactly, exactly.

And they still didn't get insurance anywhere else. It's wild, dude. If people understood the game— like, you get the game, you know? It's like, is this serious stuff we do? Yeah, but like, there's a— this is a business game to play.

And the way I see it, man, if I couldn't close you, man, and someone else closed you That guy's a beast.

Amen.

Yeah, you know, I mean, like, I ain't hating, but just a little bit of like a tracker here. So the boxes just represent presentations. Got it. So my goal is to fill that damn board every day. We fall short. Got it.

So you just check it off every time you have a presentation?

Yeah. So an X would be, you know, obviously I didn't close the client. Two check marks would be a his and hers.

Ah, got it.

Got it.

So that's a one-day thing right there. Yes. And then what are all the X's right below it?

Your dials? So, so the X's below are all the appointments. So I got a no-show and a show column. I see. I get to figure out what my actual show rate was and what my close rate was every single day.

That's good. That's good.

And if I see that I got freaking 30 no-shows or whatever and 2 shows, and then I have no dials at all in between, then I literally just screwed up the whole day because of my own activity. Yeah, you know, you gotta, you gotta be honest with yourself.

I love it.

I love it.

I'm still working, dude. It's so cool to see like the amount of people that have come up to me over the years that got like no money to their name, they're broke as shit, and they have this dream. Thousands and thousands and thousands and thousands and thousands. Yeah, man, every once in a while, dude, someone like you pops up and you're like like, yo, a while back I was here struggling, and I'm like, I remember, I remember you here, but I don't remember the details of the conversations because I have them so frequently, you know what I mean? But I love seeing the other side of it every once in a while when it's like, yo, this little thing here helped. That's why I do what I do, bro, you know what I mean? Because every once in a while someone, they go, oh, got it, and they actually execute. That's all you did was go execute, dude. It's not like anyone invented— and hell, to be honest, The stuff I told you, I didn't create either. I stole that shit from someone else, you know what I mean? It's like, did I put my own spin on it and trick myself and use words that help? Yeah, sure, I got it. But at the end of the day, man, none of this is— none of this is rocket science.

But it also comes with status too, John, because like, um, it's as simple as you saying it's completely different. It's like, you know, like you saying the same message and me saying the same message, completely different, you know what I mean? Yeah, exactly. You know, it's like, it's like a fat dude telling you, hey man, you shouldn't eat donuts, or a dude with a six-pack telling you, yo John, cut the donuts, do this. Yeah, you know what I mean? It's completely different, you know. Um, but in regards to activity too, man, I wanted to add something. Like, I got, um, dogs, you know, around me. I got, you know, Mal, Freddie, uh, you know, Tom Austin. So I got— I have such a good group Yep, around me, Hall of Fame group. And I think that this statement is, um, I wouldn't say overseen, but maybe underplayed, maybe, especially in our industry. Like, you become the average of who you are around. Agreed, without a doubt.

Like, you're around killers. You are around killers. You're what— y'all, y'all's little group's my favorite group. They're just like, you're such cool people. We always hang out, laugh, have a good time. I mean, every time I see you guys as a crew, you're always together a lot, you know what I mean? Running packs and taking over the world, dude. It's, it's fun to see.

It's fun. And the dopest part about it, John, is that we genuinely want to help each other. We genuinely want to help others. And we are all in different agencies.

I was gonna ask, you know, I don't know who's direct to who in that group. Y'all are also cool. I'm just like, oh, they're just—

yeah, it's crazy. Yeah, yeah, I guess me and Freddy, same agency. And then like, uh, Mel has, uh, under, uh, um, Richard, um, Dave Richard. Uh-huh. And then Austin is under like, uh, Southwestern or something like that. So, you know, and, and, um, so it's like we all have different agencies, but if you walk it, if you go into our Zoom, it's like, bro, none of y'all are getting paid from each other though.

It's people helping each other.

For me, Freddie is—

for me, Freddie does. Got it. Freddie, Freddie makes a few bucks.

Yeah, yeah, yeah, yeah, yeah.

But he's a beast too. He's— he, he would live just fine without you.

Yep, yep, for sure. Without a doubt.

Yeah.

Who's gonna—

who's gonna sell more this year? Who's winning?

Who's winning?

Yeah, who's gonna win?

I know y'all battle. You want my humble answer?

Yes, yes.

My humble or my real answer?

I want—

I want both. Um, humble answer, uh, we're all gonna tie.

No, you're not. Who's winning?

I'm winning.

Are you winning year to date so far?

Yes.

Uh-huh.

Okay. Yes, sir.

I love it. Who's closest to you?

Uh, closest right now is actually—

of your crew?

Of my crew, I say Austin. Okay, it's the closest to me.

Cool.

After— yes, sir.

Oh, do I know Austin? Trying to think if I know.

Ah, no, he's never been over here. Uh, but when we, uh, when we started, it was me— especially the telesales part— it was me, Austin, and Freddie, and then Mel joined a little later. Yeah, but from a level of connection, it's more like me, Mel, Freddie.

Yeah, yeah. I think I got him soon somewhere on my calendar too. I should— you should have Austin— tell Austin to connect with me. I'll get him on too. Yeah, I got Freddie next Wednesday.

Yeah, he told me.

And somewhere I I think Mel's on some, or maybe I already had him. Oh, I already had him. Um, but yeah, connect. I mean, anybody that you think would be fun, I like promoting people, helping people win and doing stuff like this, and I like sharing it, dude.

So, oh, I got 2 people, man. I got— oh yeah, for sure, I got you.

Yeah, just tell them to hit me up. I got you. Um, what is— what is— just for my— I'm curious, so what does it take to operate this machine? What do you— what do you invest? Obviously knocking down $100 grand a month, whatever. What's it cost you dialers, leads, all that jazz. And I want to clarify something too, dude. A lot of people try to— like, I love The Path, right? Because you can actually teach your dialer how to do this thing because you did this thing. So many people want to do the— get the dialer and not make the dials ever. They want to skip the learning phase and they just want some person in the Philippines or their sister to make phone calls because they're afraid. I'm telling you, that ain't the path. Yeah, I mean, like, this dude did it right. Um, but yeah, I would love to— I would love to know what that looks like, dude. What do you— what do you— what are you investing into all this to make it— make it work? 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. And to kind of piggyback on what you're saying, you're right. People want the easy way out. And, you know, when it I've owned the restaurant for 13 years now, and the restaurant business is a freaking hard business.

And, um, and what's the net on a restaurant, your restaurant, the net number percent on a good, a good percent?

Yep, net percent that you keep, 3 to 5%.

So $100 grand, you make $100 grand in the restaurant, you're netting $5 grand after everything?

Like, that was obviously my salary.

Yeah, that's not— I'm still— yeah, I mean, I'm sure you ain't paying yourself a million bucks on the salary.

Yeah, no, no, exactly.

Does it make sense? It's like, yeah, I, yeah, I mean, I was in, I was in, I was in that space for a while, um, even in the franchise space. And dude, if they hit 10%, they were doing cartwheels, bro.

That sucks.

Yeah. So I'll lead— now we'll lead into— because some people are like, the spend— I'm like, yo, this business ain't like any other business. Yeah, on this is stupid.

Yeah. So I already knew early, like very early on, that, you know, you have to invest to get a return on something. Whether, you know, you know, if you don't, if you don't have money, then you have time. You have to invest something. Um, so, um, for the restaurant, simple math. Well, if I buy a box of chicken, I can only sell a box of chicken. Yeah. You know, if I want to sell more chicken, then I need more boxes of chicken. It's my inventory, you know what I mean? So same thing goes for leads, you know. I'm not gonna go and do $100,000, you know, getting 5 leads a day. It's just not gonna happen, right? It doesn't work out.

So I mean, 25 appointments a day, dude, they got to be working 100+ leads a day.

So when it comes to the, um, appointments, I invest $400 every single day. Okay, just to leads.

So into lead flow.

Okay, yes, which will probably average around like 30 leads a day. Okay, now all that—

call it inventory too.

Yeah, exactly. So I have a stack of leads, you know, like over 10,000.

Where they ain't booking 25 on 30, for y'all watching, that ain't— it ain't that good.

Absolutely not. I've been doing 3, 4 million a year. Yeah, yeah.

So, so $400 a day on ad spend?

Yes, $400 a day, 7 days a week. Um, uh, yes.

So you're spending $3,000 a week? Yeah, it's roughly $2,500, $3,000, whatever it is.

And get yourself in a position where you're, you're not like, um, to some people, for some reason, they'll, they'll have an ad Monday through Friday, stop it on the weekend, and then do Monday to Friday.

Don't do that.

Like, do the damn math and then you split it correctly because your ads is going to keep getting better and better, um, over time. Um, so yeah, $400 a day, and I do, um, $300 is for, um, the bets, and then I'll mix in some IULs and stuff like that with $100. Yep. And then from there I have— now I have 2 dialers. So give or take, I'd say with the dialers, probably like around $750. Yeah, around like $750 a week with the book dialers.

Total? Each total?

Cool. Okay.

And so now we're calling $4,000 a week. I'm gonna round up.

And then I have, uh, 2 admins, so put another $500 each one. Yes. No, no, no.

$250 each.

Okay. So about $500. So I'm on for a little over $4 grand. Yeah. Yeah.

$4,500.

And then I have a software. So, you know, talk about software and stuff like that. So I mean, give or take, I would like— I'm using $5 grand a week. Yeah.

And you're spending $20 to make $100 plus. So you're 70, 80% net.

So even if you don't do— think about it, right, John? Because people want to look at that extreme, like $100K is easy task, right? But if you did, if you did, you'll definitely do more than $40K for sure. Investing that kind of money, like, you're at least gonna be averaging at least $60K, you know what I mean? So like, you know, you do $60K, you invest, um, you know, $20K, that's $40K. Okay, let's say, you know, let's say $10,000 falls off. Yeah, you know, that's still, you know, ridiculous income every year, you know.

Because to be clear, you get a shit ton— I mean, I, I know you're good and you keep things on the books, but relative to the average Joe, you get a shit ton of cancels.

Oh yeah, yeah, because you're pushing out a lot, you're pushing out a lot of, uh, policies. But it's crazy percentage-wise what sticks. It ain't what sticks. If I'm gonna throw, if I'm gonna throw a real number out there, man, like And obviously, yeah, if I will throw a real number on there, I don't see my book of business canceling 10 to 15%. Honestly, I think I'm pushing it. Like, I'm thinking 15 is me being like, you know, pushing it because 10 is really good.

But I just don't get in the 30, 40, 50% falling off like some of these new agents.

Absolutely. Yeah, absolutely not, John. I don't see myself doing a hun— I don't I don't see myself doing 100 policies and 10 falling off.

Money, dude.

It's not happening, you know, because I don't— I'll literally look at you and I'll be like, I'm not going to be like, oh yeah, let's get you pre-qualified, um, you know, oh, I gotta think about it because I don't know if I want to do this. I'm like, well, John, I'm just a little confused because what I'm not gonna do is waste my time or waste yours because the whole point of the pre-qualification is to get you the coverage. Is this something you even want? I'm not that guy that's gonna be like, well, when you get the paperwork in the mail, you can think about it, you got 30 days, blah blah.

You ain't doing that shit close, dude. I hate that close.

I never liked it, never did it. So yeah, worked out for me.

We don't have to make any decisions today. You got—

nah. Yeah, I'll start with that.

I ain't a fan of that one, dude. A lot of people do it. I don't— that's why more falls off. And a lot of people are doing that. It's like a wussy close. I mean, it's like, dude, close the business. Exactly. I love it, dude. What, um, you got time?

Yeah, absolutely, man.

This is, this is so good, dude. I want you to share whatever you want on sales stuff, anything you want. Whatever time you got, I'm gonna steal from you. I have a 2:30, so I got 20 minutes, but I don't need that much time. So whatever you can, I want to give them some actual phone sales stuff like, yo, we can— here's, here's what I say, here's when I say whatever you want. Just you do this enough. Yeah. You know what I'm looking for?

Yeah. So, I mean, I think a lot of the biggest part about telesales and, you know, people get, you know, hung up on and all the time and they say telesales is hard and, you know, all this, you know, the same generic stuff that everybody says. Um, I think that the telesales, first off, is amazing. I love it. Um, I never did the field, so I had nothing to compare it with. So I just knew I just had to figure it out. Um, but it is so important the first, like, 10 seconds of the call.

Okay.

Like, I honestly don't hang— I rarely get hung up on, like, you'll be on, you'll hear me on Zoom and like, I rarely get hung up on, um, if they may not be interested, You know what I mean? Like, they'll tell me, but it's not like, hey, this is Madison, click. Like, that's— it's just, it's not usually something that happens. And it's, it's important that you promote confidence right off the jump, you know? And something that I— that we all do, and, um, when I call, uh, uh, a client or whatever, from call to closing or, or whatever, my tonality needs to match like a level of confidence that the client will feel it on the other side. It's not some weird bozo or some telemarketer or whatever trying to call this dude. So for example, before when I wasn't too good, you know, I'd be like, hey, this is Madison giving you a quick call for the final expense and burial programs. See, you have your date of birth here is 5/5/54.

Yep, yep.

Like, you know, now I just literally just be like, hey John. Yeah, hey John, uh, this is Madison, your veteran consultant. I was, um, giving you a quick call, man. Um, it looks like, uh, you submitted a form to us, uh, regarding the veteran life insurance. Is Is that what it was or something different?

I think that's what's the most common response.

Yeah, sometimes they're like, oh no, I'm not— if they say I'm not interested, or they'd be like, oh no, it was something different. Oh, okay, something different, gotcha. Like, like your disability rating? No, no, no, I'm looking for burial. I'm like, oh, okay, yeah, we definitely can help you out with that. You know, opposed to— because for some reason people think that, you know, uh, veteran life insurance, burial, mortgage protection, are you— all that stuff is different. It's all freaking life insurance. Yeah, but since you give them, you know, kind of like a little way out, you know, you're asking them, are you looking for the life insurance programs or something else? Now you look— now you seem like you're, you know, calling from a place where you can help them out, not just for life insurance, but Multiple avenues.

Yeah, it seems super counterintuitive at face value for most people.

Mm-hmm. And something I like to throw on because I'm always down before appointments. So as soon as I hit you with this, then they know I'm busy and it also preps you for a nice quick rebuttal. So like, for example, when you say, hey, John, and they'll be like, Yeah, this is John. Hey John, I was just giving you a quick call here, um, before my next appointment. It looks like you submitted a form to us, right? But then when they're like, oh, I don't have time— no, I get that, John. I just had a few minutes before my next appointment. I just wanted to see how your schedule looked like for the next couple days because I'm actually fully booked for the day.

You pivot right there. You don't even push at all.

I love it. And, and something to really like be aware of, um, is figure out where the hell they are. Like, if you hear freaking beeping in the background, like, they're clearly— you're not gonna have a solid conversation with this dude at Walmart, you know what I mean? Like, you know, figure out if they're in a car. You can tell if you're on the speaker of a car, right? And, and be that guy.

Pay attention.

Yes, exactly. Be the guy that literally tells him, hey, I don't have time today. Because I know that you're out and about. Let me schedule a time for tomorrow, you know what I mean?

A dude sent me a recording last night, dude, literally last night. It's a new agent I'm trying to help. Nice kid, I like him, trying to spend a little time with him. And, uh, the late— he's like, how would you have kept this girl on the phone? I tried to keep her on the phone. And dude, as soon as she picked up, you could hear kids in the background, sound like they were cooking dinner, all kinds of stuff going on. And he kept going like— she's like, yeah, I mean, dude, I'm just really busy right now. And he's like, yeah, I know. I mean, I'm busy too, but this only takes a minute. So anyway, what's your— who's your beneficiary going to be? Or whatever he said, you know what I mean? I'm like, ah, like, did you not— can you not? And then she'd answer another question or two, and then she's talking to someone else halfway and kind of paying attention, and he's just trying to go through a script. And so many people go like, just keep doing— just stay on the script. I'm like, yeah, I think your script should be adjustable.

Yeah, yeah, it gotta be. It has to be real, man. You're talking to a human being, you know what I mean? You gotta be— you have to be real with the situation. It is what it is. They're out and about.

You're putting odds on your side so high too.

Yeah, exactly, exactly, because you're already telling them, hey, I'm tied up.

Yeah, yeah, you know what I mean? Sick, dude.

I love it. So, and, and like, when it comes to like, um um, when it comes to— because agents make mistakes. So like, oh yeah, call me back. And they're like, uh, okay, well, what time, um, you want me to call you back? And they're like, um, call me back at like 4 o'clock. Okay, yeah, I can put you down at 4.

No.

Yeah, you know what I mean?

Like, whenever you want, sir.

Yeah, exactly. Literally, you sound available, man. And it's like, you know, instead You know, be like, call you back. Oh, okay. Yeah, let me, uh, take a quick look at my calendar, see what I'm available. How's the availability looking like? Oh, can you call me back at 4? Uh, let me just take a quick look here. You mean 4, like 4 tomorrow? No, for today. Oh no, man, I'm, I'm, I looks like I'm fully booked, man, all the way till 8. I mean, would it be okay if I, uh, maybe gave you a call before, um, before I leave the office if I have some time? Worst case though, I can definitely push you tomorrow between 5 and 6 if I can't get to you tonight. That's dope. You know what I mean? Now, this conversation, I may or may not call you.

Yeah, yeah.

If not, worst case, I'll just call you tomorrow.

Yeah, that ain't the sound of a sales guy who needs money, I promise you that.

Exactly. And they sense that, man. That's commission breath, man. They, they sense it. You know, um, and when it— and then when you're, you know, going through your thing, like, you know, when you're going through your script, I don't, I don't have like an actual script. Like, I have bullet points. Um, like, for me, I spend the most amount of time on the why part. Like, why the hell are you looking for life insurance? If I can't get a solid why I don't go nowhere because I know that once I get a why, I— it's literally, it's, it's like steamrolled. Like, I'll close you in 20 minutes. Like, like yesterday I closed 3 policies in 1 hour, 20 minutes each, you know, because I found out why they're looking for life insurance, right? And then I move on because the other stuff is whatever. That's because I know my strengths and my weaknesses. I love to talk. I don't want to just yap and talk to you in the beginning. I'd rather figure out why the hell that you're looking for life insurance, and then we can yap a little bit, you know, through application process. Yeah, yeah.

What's— what do you consider a good why? I want you to define that a little bit because people mess this up bad.

Yeah, so I'm actually training a new, a new guy, and, um, he, he's, um, unmuted and he's trying to figure out— he actually asked me, right, uh, it's like about a week or two ago, he asked me, he's like, hey, how do I, how do I, uh, push the why? Because when he said, um, he was assumptive. He said, oh, are you like most veterans just looking to make sure that your final expenses and all your burial is covered?

Yes, that's what most scripts say, and I hate it.

Yeah, it's like, okay. Yeah, I was like, well, he's like, how do I like, you know, spend time on the wire? I'm like, well, ask more vague questions where they don't just yes or no you. Be like, hey John, um, every veteran has a purpose for this kind of thing. What will kind of be your purpose for this? And just, just shut up and let them, let them talk, right? And they can't give you a solid answer, you keep pushing, right? So in other words, they're like, oh, it's my current final expenses. Oh, okay. Are you like planning on being like buried? I haven't really thought about it. I'm like, oh, I mean, no rush, but you got to figure out if it's— if you're gonna get buried or not.

I don't know what I mean.

No, for this conversation, yeah, you know, you don't just, you know, sweep it under the rug. Like, you know, like, do you think you'll be buried? Oh, my wife might want some. Okay, so you think burial is probably what she'll end up doing with you, right? Yeah. Okay. Are you planning on utilizing the Veterans site for your burial? No, we got a private area. Okay, have you looked into about how much that's gonna run? Yeah, uh, you know, I just give her a second. By the way, this is where it gets really good because some of them like, oh, probably like $6,000. I'm like, $6,000 for what, a cremation? Dude, have you not seen the prices? You know what I mean? You're like, it's more like $12,000, $15,000 on average, and that's, that's just the wife being frugal. You let alone she wants to be fancy with you because you clearly don't have a choice when you're dead. If she wants to get crazy with you, get a white horse and a gold casket, that's on her. Yeah, right. So, and then the other side of it's like, well, I just buried my mom 4 months ago and it cost me $20,000. I'm like, dang, that's an expensive funeral. Yeah, you know, it's a big family, food. Now he's thinking. Yep, right now I'm like, okay. Now, John, you know, we have to be real with the situation, right? Because it is what it is, you know. You don't— by the way, I already figured out this question— you don't have any life insurance. So God forbid you was to pass away today, do you like have money put aside to kind of COVID the burial? Or no, I don't. Gotcha. So how would your, your, your wife kind of, kind of handle things? I mean, God forbid you're not able to get any life insurance today. Oh, it'd be difficult. When you say difficult, and this is when people get uncomfortable, right? When you say difficult, you mean like because, you know, your difficult, my difficult is completely different. Like, like, but she have to like, you know, sell stuff. Would she have to do a GoFundMe? Like, yeah, honestly, man, I really don't know. But I can tell again a little, you can tell like they're getting emotional about it. Yep. Like, got it, John. And you just want to make sure that Margaret doesn't have to go through that, right? Boom, I'm out. You know what I mean? That's it.

You know, so the biggest thing I think you said that I heard that maybe everyone— maybe they heard it, but it's important. You get them thinking, dude. You're getting them in that mindset of like that moment, not just like vaguely like, yeah, we need it. You're actually getting them to picture that time, that moment, and envision what it's going to be like. That's a different game, dude.

And to add to that, John, and on the flip side, they can have life insurance. Right. Okay, John, so you have, you know, you have a $15,000 policy right now. Um, so God forbid you was to pass away, the burial will be covered. I mean, I'm just a little confused here, John. Why, why even look for more life insurance if you already have your burial covered? Why? Oh, I just want a little more. Okay, for what? I mean, your burial's covered. Is there something specific that you're trying to cover? Figure it out, right? Why? And they're like, well, I just want to leave, you know, more money for, for my wife.

Boom.

Now you know that he can't hit you. Well, I already got a burial policy. Yeah, now you know he's not looking for a burial policy. He wants more money. Yeah, right. And you can even go even deeper, you know. You can really be like, okay, so you, you know, you understand that obviously, you know, things get more expensive and you just want to make sure that your wife has enough money when that time does come for you, huh? That's what it sounds like. Yeah, that's, that's, that's what it is. I just buried my mom 4 months ago and, you know, it cost me $20,000 and I just want to make sure my wife, you know, has enough. Now you know. And then when you pitch your numbers, like, hey, I know that $20,000 is typically where most veterans like to be in. And this is where you— this is where— this is where you control your chargebacks when you build your packages. This guy wants a little coverage. You don't go and show him $50K, $100K, $150K. Yeah, he's not— what he's looking for, you know what I mean? That's what people make a mistake. Yeah, because if the guy just wants a little more to make sure his wife is taken care of, just show him a little more, you know what I mean? You can show them 3 packages. For example, I'll do $5,000, I'll do $10,000, $15,000. Yeah, right. And I'll tell them straight up right there and then, hey, I know that you want to make sure that she has enough money, but if possible and it's affordable to you Would you like for me to look a little bit higher than just the $5,000 to $15,000? Yeah, Madison, I mean, if it's affordable, I'll be more than happy. I definitely would love to leave more, um, for my, for my wife if I'm able to. Yeah, John, because at the end of the day, man, like, we want this thing to be a blessing to you and not a curse, right? That's it. You just double down on it.

Yeah, I love it, dude. Love it.

It's good fit.

Hey, if you didn't pick up some value from that, you know what I mean? Imagine if we spent all day doing this. I love it.

I love it. Why, man? The why. The why is, is the most important part, and you can steamroll, steamroll through everything else.

Yeah, the tonality, the line of question, and just shit curious. It is, it is, it is something you should know. Like, they got 15, like, why the hell you look— why are you looking for more? There's something there. You just got to uncover it and get the truth.

Exactly. And people are uncomfortable.

Uncover. Hell yeah, they are. The agent's more uncomfortable than the client talking about— the client will talk about it if you push them.

Yeah, yeah, yeah. And, um, I want to keep adding value, so, um, uh, we get to the, the hiccups of the sale, which is the social. Sure. And, uh, and the banking. Amen. And I'm gonna both— I'm gonna tell y'all something. The level of confidence that you start with dictates what happens with the social and banking. Now, don't get me wrong, I still get banking objections, you know, and social here and there. It happens. But you eliminate a lot of it because the level of confidence that you bring up right off the jump. And crazy thing is, I don't— I have like an automation system, like a CRM that sends out like my credentials. But like, you know, most people don't even freaking look at that anyway. I haven't had a client since last year, like January, tell them, hey, I'm sending you my state credentials so that you have it there on your end. Make sure that you verify me.

None of that. I love that you don't do that.

I don't.

I don't. I don't. I don't understand. It's like you're It's like you're bringing on the fears and the— it's— I just find it weird, dude. I'm like, dude, we went into people's houses and didn't show them nothing. You mean like they let me in their house? You don't think we had to build trust? I mean, their living room, in their kitchen, you know what I mean? And I didn't show them ID ever. Never. Yeah, every once in a blue moon someone would say something, I'd literally pull out my wallet and be like, here, take what you want, here you go. But it was— yeah, I mean, never, never.

I didn't—

but I didn't carry a license, like my license. But I didn't— and I like it, I like that you don't do it. I mean, again, obviously someone asks for it, you'll send it. But yeah, yeah, don't come up like y'all think it comes up.

So like, because of that, because think about it, you don't go And, you know, this is my perspective. I'm the expert. I know I ain't doing no shady business and nobody going to take me out of that perspective. So when you call GEICO, you don't say, tell them to freaking send you your credentials or State Farm, right? Yeah. Like, you know what I'm saying? Like, like, don't make it weird, you know what I mean? So like, I don't— I just don't— I don't send it.

It's like being on a first date and being like, so I'm not a stalker.

And I don't like—

why are you bringing that up right there? That's kind of weird. That'd make me more nervous.

So like, you know, when it, like, when it comes to like, and people do this differently, I've done, I've done both ways. So and it's dictated when it comes to like asking for the social. I've done two different ways depending on how the, the conversation with the client is going. So when it comes to the social, I'm basically just doing like a pre-qualification through AmeriCo. Um, so now I got all the basic stuff, you know, legal name, blah blah blah. So the way I go into the state portal is important. So I go say, hey John, um, and by the way, sometimes I do this before packages, especially if I'm talking about IUL, because everybody's healthy until they're not. Um, so, you know, I always do prescription, uh, a pre-check every single time, uh, before I present numbers. Yeah. So I said, hey John, um, you know what I'm gonna do here? I'm gonna open up the state portal, um, and basically what we're gonna do is called the state pre-check. Uh, thank God, John, they don't do blood work, they don't do physical, they don't do pee in a cup, nothing crazy like that. I'm just gonna gather some information from you. And in the next 2 minutes, they're going to give me a thumbs up or a thumbs down. Thumbs up. That's a blessing. We're going to go ahead and break down a couple of packages and then you're going to pick something that's comfortable for you. Thumbs down. Well, we're in a little pickle. We're going to have to look at a plan B and see what we can put you at. All right, man. All right. But no worries, John. I mean, based on what you're telling me, you don't seem like the type to just lie to me. But, you know, based on what you're telling me, I don't see why they wouldn't give you a thumbs up. Does that make sense? Cool. I got your legal name here, and then I just proceed. And then once I get to the social, hey, uh, for the prescription check, uh, what will be your social? Just don't make it weird. If you make it weird and you start freaking explaining why you need it and all this crazy stuff, then, you know, then that's when you get in a pickle, right? Don't make it weird. What's your social?

They know why you need it. People ain't exactly—

yeah, exactly. Um, and sometimes, and sometimes you get your, you know, your objections. And then like, for example, make it fun. You know, you're not there to steal their information, man. Like what, what I see people do, John, is that they'll respond to the client like if they're trying to steal their information. Yeah. Like right now you'll hit me with an objection about social. I don't want to give you that. I'll pause. I'll just stay shut for like 5 seconds and make it weird. Right. I'll just be silent. I'm like. Um, okay. Um, well, do you know why they need your social, John? And then they'll be like, no, I've never done, uh, this with, you know, I can just sign up for, uh, uh, I got a letter from Mutual Omaha, I can just sign up, blah blah blah blah blah. I'm like, okay, well, you could. That'll actually save me time because you, you know, they'll put you on a 2-year wait period. Um, You know, but we talked earlier, you know, in that conversation that you want to make sure that your wife is taken care of, God forbid you pass away tomorrow, right? Yeah. Okay, so they don't do blood work, like I said, John. They don't do physical, they don't do pee in a cup. They just do that prescription check, and that's, um, linked to your social. You know when you go to the doctor and this— the— you got that nice nurse lady just punching all that information in the computer and you're trying to figure out why the hell she's typing so much? Well, all that information is attached to the MIB report, which is attached to your Social. But they just want to make sure, John, that you're not going to die tomorrow or you're not, you know, on radiation or dialysis, some crazy stuff. Does that make sense? Yeah, it makes sense. And also, you know, when you do pass away, your wife is going to have to collect the death certificate.. And on a death certificate, it's going to have your reason of death and, you know, your Social Security number. And that information has to be sent to whatever carrier you sign up for, John, because that social is the only way they're going to figure out that you are deceased. So whether you do it through me or not, you're gonna give it to somebody. Does that make sense? That's it. They want to give it, that's cool with me. I'm on to the next one, you know what I mean? But that's just the way I go about You know, I need it. Don't make it weird.

I love it, dude. This is so good, bro. We gotta do more shit together, homie. You're so close.

This is fun.

I know. I like, I like helping people win. Let's, uh, let's chat some more for sure. Um, certainly I got some events going on coming up and love to have you here. And, uh, yes sir, let's check it out, man.

If I say again, you let me know, man.

Yeah, and if I can do anything to help you, bro, just hit me up. Don't be shy.

And I'm gonna leave you one little nugget, one last night.

Banking.

Yeah. Again, don't make it weird. The way I love to ask for it. John, I'm, you know, I'm here. I'm at the moment I'm putting in your son Maddox. I said that right? Yep. Your son Maddox information in as your main beneficiary. As I'm filling in that information, just because I do type with one finger, And I type very slow. If you can do me a favor, man, and go ahead and grab like a statement or check where you'll see the routing and account that you want to use for this. Oh, yeah, yeah. No problem. Yeah, John, just bear with me. All right. As soon as I finish up, I'll get there and then we'll put that information in there.

Okay.

That's it.

Smooth. Easy, easy, easy.

Yes, sir.

It's good shit, dude. This is money. Good stuff. Putting in the work and being intentional with it all. Learn the game. I hope more of y'all stuck in through story time because this shit got good. We're gonna, we're gonna push it out, dude. Um, would love to do some more with you. I know you got a ton going on, so I appreciate your time and spending extra time here to help people out. Um, if people want to follow you, you're online, you're not hard to find. If you want to share your stuff, I think my team already got it, we'll put it in the, in the links and stuff like that. But keep killing it, bro. And legit, let's, uh, let me know if I can help in any way. I want to see you build something big, bro.

That's why I'm— that's something—

you gotta start building.

I know, that's something that I definitely want to pick your brain at for another time.

Yeah, let me know what's up.

By the way, we're on time. We're like, uh, double booked, but, uh, be late to 4 appointments on time, which means we're on time, bro.

My man, look at that, he skipped 4 appointments for y'all. My dude, I appreciate you sharing, bro. You're G. Keep killing it. Let me know if I can help in any way, man.

Appreciate y'all. Much love. Thank you for having me, my man.

We'll see y'all next time. If I can help with anything, let me know. Share it out, subscribe, all that jazz. Hit me up if I can help. Later, guys.

Peace out.