How I Went From BROKE To $6 MILLION in Insurance Sales ft. Dylan Smith | Ep100

What up, guys? Thank you. For those of you that have been watching the podcast over the last 2 or 3 years that I've been doing it, this is officially episode 100, and it was by far not even close my favorite episode ever. This kid Dylan, I think he's 22, killing the game, had just a blast doing it. So I decided to make him the 100th episode because we were unsure who I wanted to be on, and he crushed it. So we decided he's going to take the 100th episode. I hope you enjoy it. Keep watching, keep sharing, keep subscribing. Appreciate all of you guys. For those tuning in, Thanks for getting on another episode of our Insurance Insiders podcast. Got another young killer in the space. For those confused on whether or not you can make a shit ton of money, I will just keep bringing people on that are just printing money in this space. So appreciate you taking time out of your day, dude, and, and sharing with us.

Thank you.

I, I've seen a good amount about you, but my, uh, my guy Reese left me a couple notes here that says your biggest net in capital letters, net, was $74K. And you're opening an office soon? I mean, unless it's bigger now. I mean, shit, maybe your biggest— bigger, I don't know.

That was a few months ago. So I, uh, bigger this— well, November was my record. Well, that was— $74K was in, um, April, May. That was in May of 2025. Then November I had my biggest month, and then December I had my biggest month. Like, so it was a record month in November of '25, and then Uh, December of '25 was—

so what was December's?

$158,000 net profit income deposited in my bank account at 22 years old.

After expenses?

After everything. $158,000. My man. Yes, sir. My man. God.

On your own? How much was on your own pen versus, uh, override? Do you know roughly?

To be—

assuming you got some kind of a team going.

Oh yeah, yeah. I don't, I don't know the exact number, but I would say probably 70 to 80% override. And the rest of it's personal. And I do a lot of annuities and, you know, bigger automobiles. And, you know, I do things that are on the bigger side. Yeah. Oh yeah, I love it. I love it. A lot of annuities, yeah, which is cool. Yeah, they do.

Annuities don't suck, bro.

No, they don't. It's not great products.

You getting them from final expense leads? Are you doing other stuff? Or what do you—

how do you—

how you finding them?

All just Frank Ufima. Shout out Frank. Just got up on stage and was like, please, for the love of God, ask one question. What do you have that acts like life insurance that has a beneficiary if you pass away that your family would would, you know, benefit from that product or that plan or real estate, cars, whatever. I got a 401, I got an IRA. Great. How's it looking for you? I don't know. I haven't seen it in 40 years. It's everyone's answer. Ah, it's all right. I'm losing some money in it. If I open you up or I open your mind up to a product that has all of the market upside potential of a 401 with none of the market downside risk, would you be open if I broke that down for you? Anybody with a brain who says no to that, of course. Like, I, I honestly, honest to God, I've been doing this 5 years. I don't think I've ever gotten no to that question ever. Yeah, it's not like— yeah, I'll tell you my story briefly. So I was— yeah, a lot of people don't know that. So like, I'm in Playbook, but I'm, I'm longer— I, I have over double the time in the industry than Ronnie.

No kidding.

I love to start when you were 12, dude. Yeah, right.

So like, on your 18th birthday, legit, you got your license?

Basically, honest to God, my 18th birthday, that gift for or from my sister because she was 26, I was 17 at the time. I'm a senior in high school, and this is a good story for a lot of young guys who are watching.

Oh yeah, hey, my son just turned 18 and I keep whacking him over the head like, you get— you take your exam yet? You take your exam yet?

Give me his number, I'll light a fire under his ass.

I'll fucking send it to you right now, bro.

Let's do it.

Give me your cell number.

Hold on, my number is 908-692-0138. 692-908-692-0138. Yep, 0138.

All right, I'm gonna send you my name and then I'll text you his number when we're done.

Oh, please.

100%. My man. Yeah, let's hear the story.

I'm excited. I'm gonna say, if your son listens to this, this will be a really good story. So here's my story. So I was 17 at the time. My sister, she was 26. I'm a senior in high school and my sister lives out in San Diego, California. I'm born and raised here in Jersey. So my sister at the time was doing life insurance and real estate, juggling both businesses killing the game, doing really, really well with both out in San Diego. She knew at 17 years old I was very outgoing, never wanted to go to college, always wanted to run a huge business, become an entrepreneur. I just had no plan, you know, there was no direction. I had no idea what I wanted to do. So she laid out both businesses and said, Dylan, what would you rather do instead of go to college? Or what would you rather do, you know, than go to college? You have life insurance, real estate. I'm watching these TikTok videos, these YouTube videos, these guys are doing $2 million 5 million, 10 million a month, completely passively. They're all doing real estate. Sign me up, Sarah, I'm sold. Real estate, it's all I wanted to do. Then she asked me, she goes, Dylan, who do you know at 17 years old that is buying a house? Absolutely nobody. Who do you know at 17 years old that needs life insurance? And I'm like, life insurance? Like, I'm 17, not married, you know, don't own a house, no kids, not really planning to die anytime soon. So there's a huge disconnect when I first got involved in the industry. Number one, why do Why do I need life insurance? Then number 2, why should I get licensed and broker it and help people with it in the future? Then she brought up the IULs and the whole infinite banking Rockefeller Rothschild method and really just, you know, didn't even try to sell me, just kind of explained the product. And I'm like, I saw the value. I'm like, sweet. So like, my friends don't know about this. My family doesn't know about this. Brothers, you know, cousins, family, coworkers, teachers. Like, that was the vision. That was the opportunity because Obviously, if somebody in my circle knew about this, I would know about it because it's that big of a product where you like, you just can't really lose if you structure everything the right way. And I was like, people would definitely be talking about this more. That was my opportunity. I couldn't even get licensed till I was 18. So on my 18th birthday, that was my birthday gift. My sister, you know, paid for the course and licensing and the test, and I got licensed in a couple of weeks. And it's been 5 years, January 2nd, and I haven't looked back since then. Full time. I've done nothing else but this. Feel good. All you know is this. I made no money with another brokerage and no leads and recruit, recruit, recruit and just a very ass-backwards system. But I— yeah, low comp, 30%. I mean, seriously, it was like fraud, to be completely honest with you. Like, it literally is like, how do people even like accept getting licensed and they're all like talking crap about these other companies? Like, why are you focusing on all these other people? Like, just focus on yourself and selling. Like, it just— it never really made sense to me. But I'm blessed. I'm with Family First, the powerhouse of the industry, and I mean, we've made some big moves in the last 2 years. I've only been here 2 years, so my other company, I was there 3 years.

You see, I love it. I see all the books in the background, they just jumped out at me.

Yeah, I'm a big reader, I love reading. I give a lot of my books away, you know.

Recognize a couple of them. Oh yeah, oh yeah, that's good, that's good shit. So it's 18, couple years messing around trying to figure it out, not making any money first couple years. How'd you get here? What happened? How did you get into Ronnie? Are you director Ronnie or somewhere in depth?

Who are you doing? No, so I am director Ronnie. Yeah, I joined the family first. Yeah, with another agency, another upline. Long story short, the guy quit. So, um, I ended up like— I'm very close to Sean Mike, the CEO. He's an absolute—

oh, no way.

Love Sean. He's really, really— I met him at the first event, uh, 2 years ago. This is my third event now. So he's got it, got it. And, um, met him and he just kind of set the scene and was like, look, you're a really, really sharp guy who's got a big team. I, you know, brought a few guys over when I, you know, left and recruited a lot of new talent. I was like, if you ever need me, call me. I never really have to call him or be in touch with him. And then, you know, my upline quit. I was suggest, like, you know, this guy was in California, I'm in Jersey, like, I want somebody local, like, I'm doing a lot, I got all, you know, everything structured, but I just, I need more help, you know, I needed some admins, I needed some, you know, just real, like, upline help that people, not just me, can answer questions, it's everyone. I switched over to Ronnie, and what's really cool is, you know, he's doing, what, $9 million a month, and, uh, it is, uh, really, really fascinating to see him and the way he structures everything, like, it's all about structure, like, he has something, he's built something, he's put so into the systems and the structure and just the everyday, you know, just the business model and how this works. And it is— it's a monopoly. It's fascinating. It really is cool to see because everyone else overlooks it. They're just recruit, recruit. They're just so focused on sales. He's so focused on the systems and the backend and the operation side of it with the admins and the assistants. And it's really, really cool to see. We're blessed to be with them. We've grown exponentially since we've been with him. Less than a year it's been. Savage.

Savage. He, uh, he was telling me last time I talked to him, he had like 20 VAs or some obnoxious number of people. I don't even remember.

It's literally obnoxious, but it's awesome. It's like, oh my God, it's, it's a complete blessing. It really is just having that help, like not having to do any of the backend stuff. Like you got to follow up with your clients and do the back office stuff and missed payments and stuff like that. You still do, but a lot of the contracting and the onboarding and, hey, I got a question about Aetna and AmeriGo. Like they just, they have everything there. The website's got the underwriting guidelines, what companies accept this, what tax codes are the easiest to resell, what 85-year-old, maybe don't go to this company because the tax codes are 7 pages. Like, he's really, really, you know, just on top of that. It helps everyone.

That's dope. I love it, I love it, I love it. So that happened in what, '23?

No, I joined Family First October of 20— or October of 2023, then November or October 2024, then— yeah, so I'm like a little over 2 years on— in Family First Life, I've been with Ronnie since May of 2025. This has been less than A year I've been with him. I think just about 6 months. Got it.

Got it.

Got it. 6 months. Yeah. Cool.

So how much did you sell a bunch or were you recruiting right away? You didn't have to sell a ton long time or what was the sales process like?

I've always sold. Yeah. I've always sold. I am selling a lot less now at this point, but when I switched to like, when we made the transition to Ronnie, it was, or Playbook, it was really, really cool to, to have someone like him and the admins being able to help my team. So all the BS and just the, the crap I have to go through and answer those questions during the day, I I didn't have to do that. So I'm like, $2,500 a week in leads. I'm sitting here like all day dialing, and like, that's my happy place is dialing. I love training, I love coaching and leadership, but everybody wants to be in my position. I want to be back in the OG, sitting there, nothing to worry about, man, just slinging it. Like, that's, that's what I like doing. But yeah, at this point, I don't— I'd sell probably 4 to 10 policies a week.

So like, you don't— like, you don't work? There are people out there that would die to sell that a week, bro.

That's nothing. Yeah, you should know what you're talking about, man. Everybody just wants all this money, money, money and start, you know, helping all these families. But like, help yourself before you help other people. Learn this shit cover to cover. You got to know about other companies. Yeah, even if we're not contracted with them, you got to know about these other companies and how they work. Okay, yes, I'm not going to say any companies, but this company doesn't have double accidental that you can even offer. So you're telling me that you have all those benefits that I just read off to you, but you told me your company's X, Y, and Z. Yeah, I know for a fact, man, that company does. So my agent lied. Like, that's how a lot of these sales happen. It's not even the rewriting I'd say about 10% of the business that we do is rewrites. We don't like to sit there and rewrite a ton of business. It's just not good business, at least in my opinion. I hate when people rewrite my crap, so like, I'm not going to rewrite other people's stuff. But when you have a client who's like telling me, like, sir, I'm telling you this is how it works, I'm like, no, like, it's— I'm telling you now, sir, like, I'm the professional. I'm calling you for a reason. So those are the guys that you got to know. And 10% more closes in a year is a lot of money. So you got to learn other companies.

Yeah, it is.

It is.

Most agents barely know their own companies, much less the competitors.

Damn right. Especially with the license, it's a very easy level of entry, which I love, but like people overlook that a lot and they just want to mass recruit. Like, I'm very picky with who I work with, extremely picky. You know, we got a really solid culture. We got really young, good-looking studs. Like, you call me sexist, call me racist, whatever you want to, like, I care how you look. Like, looks matter in life. It really does, in my opinion. And, and when the people come in here, we want to build a culture of I want to be in that room. I don't care what you're selling. I just want to be involved. We got beautiful young women in the office who— the girls are the killers, man. They kill it in the business. Kill it. We got young killer studs, the guys in the office. Everyone's got the same ethics, morals. You know, we're all on the same page. We all have the same goals. Some goals are bigger than others, but we all have the same system, the echo of everyone doing the same thing, calling the same type of leads. Everyone's here to help you. And we don't abuse and take advantage of other people's time. You know, we're really conscious of that. Time is money. Know what you're worth.

How many people you got in your office?

Uh, in front of me, probably 35 right now.

Hell yeah.

Okay. Oh yeah, well, we're gonna open up a new office, so we're gonna have to— I mean, we look toward the office. Yeah, it's a blessing. I had one office in— and if anyone knows where Monmouth University is, right in, uh, Jersey— I was about 4 minutes away from there, so we had a lot of college guys from there. That was back 2023. Yeah. And then 2024, I signed the lease— or no, 2025, I signed the lease. That was old office back in 2024. I had a year lease up until 2025. January 6th, 2025, I signed the lease here. And now we just passed the year here. It's a 5-year lease, so I got 4 more years to go.

Oh yeah. What size office you got?

I think it's 3,200 or 3,600 square feet. Okay, heavy.

Yeah. So you pack— yeah, you're packing.

Cubicles. The best part is we got the office every— like, it was a real estate office, so everything was fully furnished. The chair was here, like the— everything was here. So that's the best part is like, you know, I probably saved $150,000 on furniture. We came in day one, we were like, yep, everyone move in, start dialing. We were ready to go. Killer. Really cool.

Are y'all on like dial system, dialer, CRMs, or you more cell phone, just slinging in?

What's your cell phone? Hand dial, my man. Yeah, that's what we do. OG. Yeah, we don't do any of the fancy shit. We really don't. Yeah, I got, I got my— I probably have, uh, probably not even exaggeration, 250 spreadsheets that like we're just transferring. Like, that's just my leads personally, probably in the last however many, you know, months or years. And going through that, dial them right off a sheet, right off.

It's come in, they go to the same way. Yeah, yeah, color code them, all that shit.

Yeah, but you also want to— like, it's a business, treat it like a business. People have weekly recurring leads. Like, you know, I'm like, what leads you calling, kid? I'm doing this. I'm like, you bought those leads 4 weeks ago. Like, you gotta have them do— and you bought them aged anyway, which is okay, but like, have— don't be afraid to invest in your business. Yeah, like, most small businesses are unprofitable within the first 5 years. Think about that. I'm not saying this is a small business and we're not going to be profitable, but like, don't be scared to invest in your business. I make the standards clear. Like, this isn't Mommy and Daddy coming to save you and like, you know, paying for this and paying for that. I get bonuses every week. I gave away $7,000. It's already, uh, Thursday of this week. I gave away 7 grand. I did another kid yesterday. He's like, I want to do an incentive. I'm like, I'm like, you close one policy— it was like 9 o'clock at night— I'm like, you lose one policy before the end of the night, I'll give you 50 brand new veteran leads that are, you know, $43 apiece, premium leads. And he qualified for that, closed however much a month last night, and that was it. So you got to feed your people, but they also need to— I'm rewarding them because he just spent, you know, probably $20 grand in the last couple months on leads. I'm going to keep feeding guys that are putting money into their own business.

So yeah, yeah, feeds— feed the machine, bro.

I love this shit, I really do.

Is it all final expense basically y'all run?

Yeah, final expense, veteran. Yeah, we switch it up every now and then. We focus solely on veterans, but you know, it's— if you're saving $10 or $15 per lead and you can call some final expense leads and switch it up, like, why not? It's all the same thing. Yeah, I agree. Yeah, we do replace the word veteran with senior, you know, it's literally— it's that simple. Like, everything else is the same. Yeah, I love it, dude. You can't get into like IULs and the trucker leads because that's a little a little bit different, you know. It's— those are—

it's a different—

35-year-old wants to do a couple thousand a month and he's like, well, what's the premium and what's the participation rates? And you're like, what the hell's the stock? You know, they didn't— you know, the agents don't even know. They're all young guys.

Yeah, yeah, yeah. You can keep it simple, dude, especially early on. I like— I like keeping it simple. If you're in the insurance space and trying to build an agency, or you're trying to like break records in sales, just hit new levels, new heights, click the link below to apply to my consulting and coaching program that I have out there. I'm helping tons of people get to new levels, get to new income heights, help them build their teams, put systems in place, staffing stuff, recruiting processes, automations. I'm just teaching people how to get to a point where they're selling on their own pen 30, 40, 50 grand a month. And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability you can. There is an application process. I'm only looking to work work with like high-end people who really want to make big things happen. If you're interested, click the link, apply, and if you're a fit, I'll reach out. That's badass. So what are you, what are you doing to recruit? I want to get into some sales stuff, but I'm gonna do it last. So for those watching, I'm gonna, I'm gonna hit them on some sales things. But since you seem like you love the recruiting side and you're killing it there, you mentioned you're looking for a certain type of people, person. You don't want to work with everyone. What's your method of recruiting? And then who, who, who is it you're looking for and how do you go about that?

Great question. So I'll start with this. People want what they can't have. So when you're like, hey everyone, come join my agency, this is the best thing since sliced bread, everybody can do it, it's such a low, low barrier of entry, like it's so easy, can do it, any, anyone can. I, I don't like— people want what they can't have. So make it more exclusive. Now another thing that I do, that's just kind of like the main sentence that I kind of like live by when it comes to recruiting. It took me years to learn that. Don't think I started because I would be doing $50 million a month if I learned that the first day I started. Because I was, I was that guy like recruiting homeless people off the street. I'm going to change your life.

We all did it, bro.

That was me.

We all did it.

It was hard forever. Yeah. That's why the company, the brokerage, it's important that you're with because the other brokerage is like recruit, recruit, recruit. This is like, how about you go sell? So what Family First taught me, I, you know, all to everyone listening to this, you guys ought to pick this up. When it comes to recruiting for newer agents. Dude, you made $3,000 last month. Who are you going to teach to make 3 grand? Like selling life insurance. Go make $30,000, $40,000, $50,000, $60,000, $150,000 in a month, then go teach people how to do it. So everyone's got this like, you know, pre-existing, you know, thought, or, or, you know, really thought of the industry of like, oh, it's just a multi-level marketing, people are recruiting, pyramid scheme, this, this, and this. When you're recruiting high-level people, you don't get that. I haven't heard that objection in probably 2 and a half years at this point. Like, I don't hear that nowadays. Back in the day, used to. But for newer guys watching, you're going to hear it a lot for your friends and stuff. You know, if you show people— like, all I do is post about my wins. You'll never see me post about, you know, I'm looking for 3 licensed agents, I have 3 new spots open. Like, just post your wins. People want to be your winners. That's it. And it takes one person to change your whole business. So stop this mass recruiting and bringing everybody that you talk to on. It takes time. Understand, guys, good things take time. It's not going to happen overnight. If it was that easy, everybody would do it. Then another part of it, when it comes to recruiting, I do not work with anybody that I've known back in the day, because all of the people that I've known in high school and middle school, guess how they're going to think of me? The same bubble of me at 14 to 18 or 14 to 17 years old in high school, going out, drinking, smoking, having having fun like all the young kids do. I was never like into drugs and drinking, but you know, you have fun, you go out, you enjoy yourself. You're in high school, you know, after football games. And sure, yeah, you're a young kid, you know, being stupid.

Yeah.

That's why I don't recruit people that I know, because they're gonna get like— I'm sitting here as like in a leadership position, like really trying to change the trajectory of your career, the trajectory of your bloodline. Like everything will change if you really pick this up and make a lot of money. And they just don't take me serious. So a message to everybody is don't recruit your friends and don't be stuck up on that because they're gonna sit there told me that before. They're gonna wish you fail. There's no man— this is what, um, what's the guy's name, Steve Harvey with the mustache? Yeah, this is what he said. I don't know if you've ever seen the video. He's like, the only man that you're ever— that's ever going to actually like truly want you to do better than him is your own father. That is the only man. Your best friend, your, your brother, your, you know, it's your father's the only one on Earth that will actually truly want you to be more successful and a better and a bigger man than he ever was. So all of your friends that are like, yeah man, keep going, like they, they're preying on your downfall subconsciously, you know. Like, I, I don't like to prey on people's downfall, but like it's just a natural thing where I'm like, oh man, like he's doing dropshipping, like that's like kind of what I wanted to fail so I look even better, you know. Not that it's like an ill intention, but it's just human nature. Sure, sure. It's very important. I, I, I truly, um, you know, I, I truly pushed everyone to not recruit people that they know. They can recruit co-workers and guys they've known for a couple years, but like the guys who really knew you and you're like sleeping at their house and like hanging out, you know their parents, like they're not going to take you serious. So stop wasting your time. Now on the other hand, let's give— let me give people real steps of advice. How do you recruit good people? How do you find these people? Go out in public. Here's what I do to recruit people. I still do this to this day, so help me God. I go to the gym, for example, and fucking 10-pound weights in my hand. Hey bro, can you help me out with a spot? So it's not weird. So I'm like, oh man, you look like a sharp guy, what do you do for work? And like I'm trying to sell them something. I'll like I'll start the conversation where it's like, I like your shoes, or hey, you look like a sharp guy, man, where you from? Like there's no sort of sales involved, it's just me trying to like small talk and have a relationship. You meet a girl at the bar, it's the same thing. Where you from? What do you do? Where do you go to school? It's the exact same thing, you're starting that small talk. So I'll be out in the gym and be like, hey man, can you help me out with a spot? You'll— I'll be done with the weight, you'll, you'll, you know, finish the spot, and I'll be like, oh thanks man, I appreciate you. Where you from, man? You look like a sharp guy. He starts talking. Oh, I'm from Freehold, New Jersey. Phenomenal, man. What do you do? You go to school? Do you work? Oh yeah, I'm in school. Nice. How do you like it? They all hate it. Oh yeah, I, you know, I work. Where do you work? Chick-fil-A. Awesome, man. How do you like it? That's all right, man, it pays the bills. People hate what they do. They are dying for opportunity. So if you're cool, calm, and collected, and you can talk to these guys in a professional manner and not try to shove shit down their throat and not try to sell them anything and over-promise anything, He'd be like, yeah, man, you look like a sharp guy. You look like a lot of guys that I work with in the office. You seem like you got a good head on your shoulders. Let me get your number, man. I would love to connect. I didn't say anything about life insurance. I didn't say anything about sales coming to work with me. I was just like, hey, let's connect, man. Like, people want to be friends. Like, I'm looking for friends. I'm looking for people to go out with. You think if you think that you don't think other humans, like other guys your age or girls your age, would do the same thing? That's what I do. I just, I just small talk with people. I don't bring up insurance. I don't bring up sales. I don't bring up the business. Sometimes I'll give them my Instagram to follow. Most of the time I give them my Instagram. Instagram, but I'll, you know, have them take down my number. Yeah, I'll be like, yeah, man, come to the office, check out what we do. You don't need a million followers. You could have 100 followers on your account.

So what's the follow-up? You follow— you get there, you get their contact, you leave from there. Next, is it— what happens next?

Typically I'll text them word for word. This is the sauce, man. I'm giving you guys the sauce. You just text them, um, you just— I— what I always do is I text them my first and last name. I just say, Dylan Smith, pleasure meeting you, Steve. I would love to connect sometime this week and tell you more about what I do, period. What's your schedule looking like? Uh, Tuesday or Wednesday? Let's say today's Monday. You'll say, what's your schedule looking like Tuesday or Wednesday? That's it. That's it. And they'll be like, oh yeah, man, I'm, I'm free Tuesday at 5:30. Sweet, man. I would love to have you come out to the office, check out what I do. And they come in and I just literally sit there and I'm not showing them like anything crazy. I'm like, yeah, man, here's the script. Here's what we can do. Here's the commission. Here's an average commission on, on a deal that you make. And then they come come in, they see a bunch of young studs in the office that are like all running around, doing the gong, making money, and they're like, that's why it's important to have an office. You need somewhere to plug into.

It's true. Yeah, yeah. So yeah, I'm just trying to get that through people's head. It's like this work from home thing's cool, virtual is great, but virtual from an office is— everyone that's— the people that are growing the most are selling virtual from an office. It's not even close.

There's— the numbers don't lie. It is no comparison.

That's sick. Yeah, what's your team volume doing now? What are you guys doing?

We just did, uh, half a million, just under half a million in December.

Okay, so you're making some jack. Yeah, clearly you said it earlier, but yeah, I was, I was— that's where I started making real money. I was like, oh shit, yeah, money here.

We, we have done a lot of training and I tried— we switched to final expense in May when we joined Ronnie, and that was like no recruiting for months on end because we were just like, let me get the main guys, like the 7 of us in here, like really, really focused. And then we blew up. So a lot of the guys out of 35 guys in the office right now, I would say about 15 of them are like brand new as of like 2 weeks. Then the other, call it 20 guys, maybe 25 guys, they're somewhat experienced and, and, you know, doing well. But these guys have their own teams, they're training their own teams. So it's— we're really in like the building and training stage right now. We still have a half a million dollars that we're doing a month. Um, we'll do— you have a million a month Q1, I believe, like before Q1's over. Convention. Yeah, exactly. Every— I got 40 guys going to convention, so hell yeah. Yeah, well, out there, events are important. You got to get out to the events. That's why I'm still here to this day, was going to my first convention back in my old company, and I haven't stopped that. I was 17 when I first went.

Oh yeah, I look forward to seeing you out there. I'll be there for sure. That's dope. So you doing— I know some of the guys, other guys in your group, they tend to get— they hire— they're, they're not doing this for every dipshit, Tom, Dick, and Harry, but they hire the right people. Sharp are all the things you just mentioned, helping out with leads for, for a couple of weeks, something like that. You doing that? Are people coming and buying their own leads right away or what's your strategy?

Yeah. So I set the standard. We give them what's called like the vault is what the playbook has, which is really cool. I suggest everybody does this. All the leads that you have, like the age leads, put them all on one spreadsheet, separate the different type of leads, IULs, veteran, final expense, you know, have scripts for each one, but don't give everyone different types of leads. You should have an echo. Everyone's doing the same thing. Yeah. I have 10,000 IUL leads, 15,000 final expense leads, but I have 30,000 veteran leads. Fuck the IUL and the final expense. Only do veteran. Like, just stick to one thing and do not deviate from that. You're gonna have shitty weeks, you're gonna have great weeks. Just stick to one thing. I give everybody the leads that, like, the whole team— after 2 months of you not closing your leads, we take them, we put them in the vault, and then all the new agents have access to the vault, and you're in there for 60 days.

First come, first serve. Whoever comes first, they all call the same person.

It's a dog fight. We love it. Stop it. Oh, we love it.

So one sheet, everyone goes to—

one sheet, everybody goes to town. You have 60 days, and if you want to buy leads earlier, you have every right to do it. Yeah, that's like the real sauce. That's the easiest level, like the lowest barrier of entry, where it's like, I'm 18 to 25 years old, don't have a lot of money, like still kind of feeling this out, not really wanting to invest into the business. Like, the license was enough, and it's a dogfight. And 85%—

instead of sending Steve 100 leads and Bob 100 leads, like, fuck it, here's why you're doing that shit, dude.

And then when somebody— like, you got the one kid bitching, but at least they're their age, and they're just bitching and moaning. Quit, bro, quit. Like, I'm right in there, quit. Like, this is not for you, dude, quit. I'm serious. As a man, like, I'm dead serious. There— I swear to God, I do that every day. There's two— there's two outcomes as a man if I tell you to quit. And I'm not like, fuck you, you're put— like, I don't do all that. I'm just like, bro, I don't think this business is for you. I think you should you quit. That's what I tell them. There's two things as a man that you're gonna do. Yeah, man, I guess you're right. Like, I don't think this is for me. Or these are the guys I love. Fuck you, Dylan, I'm gonna prove your ass wrong. I'm gonna run laps around everybody in this office. Yes, you got what it takes, bro. Just keep saying the shit for a little bit longer. You're gonna figure this out. Like, those are the two outcomes. But like, I don't want to waste time. Like, I'm spitting in your face. I'm doing you a dishonor. 85% of people in the industry, they quit. Like, I know most of the people that we work with, they're going to be involved or a part of that 85%. I'm just trying to weed out the shit. I'm not like a Nazi and I'm going to come in here and be disrespectful.

It is what it is.

But I tell them, I'm like, guys, I prepare them. That's the biggest thing you guys have to do is sell them a nightmare and not a dream. Prepare them for the hardships they're going to go through their first 90 days. Don't sell these kids a dream or these people a dream when they first start. I'm like, this is going to suck. Your first 90 days. It's a new business, a new career. You're going to be learning a lot. You're going to see guys around you making a lot of money, doing very, very well. You're going to be like, why can't I do it like them? And you're going to start thinking all these thoughts in your head. Stay focused, stay level, stay grounded. Don't get too high on the high and low on the lows. Just stay neutral. And you have a job to do, and finish that job, and do that job at the highest level, and execute, execute, execute. That's what it's about.

So good.

That's so good. I just— I prepare—

I love the fight over leads, dude, too.

Like, I'm a fan of that.

I am going to be—

love it too.

They love it.

I'm going like it's the vault. But the point is, like, you got the guy sitting here and they're bitching and moaning, then the other guy 3 minutes later closing the vault, like, closes on the same fucking leads you're doing, dude.

Yeah, they got a list of leads. Someone closes one, it obviously comes out because you don't want people calling the leads. Bob tells Steve to fuck off. Yeah, Joey's calling the same guy.

Little— we don't take them off. Yeah, yeah, I take them off the list if you say, if you call me again, I'm going to sue you. Literally the only time I take somebody off the list, it's like, I'm not interested. All right, cool, man, you're gonna get a call 3 minutes later, you know, like, it's coming. You get this or you hear us out, and we really figure out like you're broke and you can't afford it, that's one thing, you know, I'll take you off the list at that point. But we're just all about, you know, savings.

That's one of the dopest things everyone's— anyone's ever shared on this, legit. That's—

I got nothing to hide, man.

Some people will hate that, but I'm your guy. I love it, dude.

I'm telling you guys, it works. It literally works. Oh yeah, everyone gets so fighting for the money, so personal with like, but I've recruited him and I put a couple hours into him. Like, yo, I'm telling you guys, I have rebuilt more than 15 teams. That's an honest number. It's not an exaggeration. 5 years into this, I have rebuilt over 15 teams, not just with Family First. Family First has been the biggest team that stuck with me, like the guys that I have, because the system just works. It really does. My old company, I probably had 13, maybe 12 teams. I just, you know, 10, 15 guys there, and I sort of got 90 days putting everything into these guys. Everything. That's not for me. No one's making money. Quit. Next 15, 20 guys. And just, I did that 13, 12, 13. How's my old company? Figured out a couple things with the leads and learned a lot in Family First. We lost a couple guys in the very beginning in the first couple rounds, but sure, you know, we've really figured it out now, dude. It's just you need to get with the right upline and the right people that have the right systems.

Hey, so you gave out your number earlier. We'll leave it in if you want, but you will not get the calls from the weak ones.

Yeah, that's right.

If you want me to leave it on there, I will, because you'll get— you'll get some calls.

So, oh, my number?

Yeah. Oh yeah, you want me to leave it on there, out there?

I mean, I've had so many people help me in this industry. I'm open to help everyone. And yo, here's the thing, just so everyone knows, if you text me, I'm so horrible with text messages. I'm so guilty of it. I'm horrible. So I promise you I'm not a douchebag, I'm not ducking you. Just call me, like, I'm totally open to it. If you need me, call me. I can help you guys with IULs and annuities, not like the instant decision IULs, like the real fully underwritten, like structured IULs. You guys call me, I'll help you guys with everything. I could do trainings for your team. But I've had a lot of people give me a lot, and I just want to give back as much as possible, and it's a blessing. And you know, just understand, if it was that easy, people, everybody would do it. The only way you fail is if you quit, and that is the God's honest truth, because I failed a lot in the beginning and I just didn't quit. Just stuck it out.

Yeah, I quit. Everybody does it multiple times, bro.

Yeah, there you go. Yeah, that's the truth. That really is. Yeah, yeah. Craziness.

All right, well, that's— there's some Recruiting 101 for you. The question is, do you have the nuts to do it like Dylan does? You know, it's risk.

It's a lot of time risk. It really is. Yeah, you have people you just trained Duplicate, delegate, that's the system. You have people you could delegate work to and it takes a lot off of your plate.

Yeah, so goal for those people dog fighting for the initial is like get some cash up, buy your own shit so you don't have to be in the— in the right— buy your own leads so you don't have to be in the fight anymore.

And listen, there's guys that come on, they buy leads day one right away. I'm not scared of money. Yeah, like I'm— it's— I'm open to all that. I'm not like you're forced to go in the vault, but it, it really works. You got the young guys, low barrier of entry, they don't really have a lot of time or money. And they're like, I have nothing else but time. I'm sitting my ass here for 18 hours. I'm not getting up till I close. You have that attitude. I love it, dude.

Hey, you come in the office late, you're going to get smoked on leads.

You don't stay late, you're going to get smoked on leads.

I love it, dude. Oh my Lord. Hey, my team watching this, y'all better watch the fuck out. I love it.

Yeah, man. So dope. What up, y'all?

So YouTube memberships, we have one now right next to the subscribe button. 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 YouTube channel that's available to members only.

Super easy to find.

So join now if you're interested. Click below. See you in there.

Cool.

What else? Anything else on the recruiting side you want to— or you want to play sales? You tell me.

Yeah, just the recruiting is—

or even getting them started and keeping them. Like, if you want to go past the recruitment point.

Yeah.

Sorry, you cut out. You glitched out a little. I didn't hear what you said, dude. Sorry.

Yeah, I was going to say just recruiting. It's very easy, but it's in the beginning. It's hard. It's good things take time. You got to learn it and you're going to fall on your face. You're going to fail a lot. but just don't get too hung up and stuck up on one set of guys or girls. Like, move on. You gotta recruit new talent.

Yeah.

Like, it's not normal for it to take more than a month to like pick this stuff up. Like, it's really, it's not normal. Pete, like, some people are just slower learners. That's okay. But recruit new talent that people are dying for opportunity. They don't care what you've done. Just plug 'em into a good system that works and help these guys train these guys.

Yeah. And not to sound offensive, what you just said for a system is not fucking complicated.

It's not, it's not.

I mean, geez. Oh my Lord. You know, take some time to organize all the carrier stuff, all that stuff. That's work like that, but it's not complicated. But for the— again, it just takes time, you know. But this is, this is great, dude. I love it. Um, who's your, who's your right-hand guy, your top guy? Who's next? Who's coming up doing all the right things, doing the recruiting? Who's your guy?

Well, there's two on the sales side and the recruiting side. And what's really crazy is they're both girls. So on the sales side, we just have a record in the office. I've never done personal pen and paper. This, like annuities, I have, but we don't really count annuities. But I'm talking personal pen and paper IP for— I haven't even— I'm not even close to this. Electra Miller, $93,000 last month in December. For personal penetration. Miller.

Good work, Electra.

Electra, cool name too, right?

Hell yeah, it is. Eat this, Carmen Electra. But they're pushing it. I love it.

How old? Excuse me, um, she is 25. Okay, yeah, I'm 23. I just turned 23 January 2nd, so yeah, so sure. And then the— on the sales side, or actually that's Electra on the sales side. On the recruiting side the building side. Um, actually, my girlfriend Sophia, she is a monster animal, like really, really good with the girls and the recruiting and onboarding and training. She's been extremely helpful with that. She's got her own team of killers, girls, guys, has a lot of new talent coming in. But she's, um, really, she's, she's stepping up big time and she just gets it, you know, like some people come and they just get it. They're like, oh, Yeah, this is really not that hard. You just gotta plug them in with the system.

But I love it. I'll get her on, dude. Give her the link. Just have her— oh yeah, if she wants to get on and show her some love, I would love it.

Yeah, I get my social media back up and running.

Yeah, just give her that one letter book online and we'll, we'll get—

I'm gonna blast this all over social media. I'm gonna show everyone this podcast.

Yeah, hell yeah.

I love it, man.

That's dope. Well, what do you want to share on the sales side, dude?

I want to—

I certainly love to help people on that. Last 15 minutes or so, give them some sales sauce.

Dude, so the sales side of the business, this is your bread and butter. This is what you really have to get good at. Like, you cannot recruit people if you don't know how to sell. You have to know every aspect of the business, and what better aspect to learn than the sales side? This is 99% of what you do. The contracting, the onboarding, all that comes after. You have to learn how to sell. Everyone's— I'm gonna sound like a broken record, but it's the God's honest truth— your cash flow is your lead flow. People, that is extremely, extremely important. If you're not making money, it's because you're not spending money on leads. You have to invest in yourself and into your business. Leads are the lifeline of your business. And then on the sales side, you know, when making these calls and, and, and, you know, doing this every single day, you have to be consistent. It is cutthroat, people. It is a cutthroat industry. I don't let my guys guys get up and take a piss in the middle of the day if they don't close. Like, I— not that I'm sitting over them breathing down their neck, but I make it the standard. I like it.

The standard.

If you tell people the standard, it's all they know. If you're like, oh yeah, it's normal to— for everyone to get up and grab lunch at 1 o'clock, everyone's just going to get used to that. If you tell them, no, it's not normal to grab lunch, we're sitting here for 18 hours a day, nobody drinks any water during— like, if you make the conditions extreme, they don't know any different. They're like, this is the standard, this is I do things. So if you tell them like, you are not allowed to stand up and leave the room unless you close or at least get a presentation or like get somebody on the phone.

Yeah.

Because like people, we're young people, so they're, you know, kind of floating around. I'm gonna go up here and walk outside for a little bit and kind of everyone else, it's like, you made 31 fucking calls. You gotta take a breather. Like, fuck you. Like, quit. Like, you just gotta keep saying like, they just continue to enforce the standard. But yes, it's very cutthroat. But I warn guys that work with me, I say, look, I'm going to be an asshole to you in the beginning. And if I have permission to be direct with you, I'm always going to be direct and be brutally honest and brutally direct with you and straightforward if I have permission to do that with you. And they always say yes. And I tell them like, look, I'm going to be an asshole to you, but I promise you, so help me God, you will thank me in freaking 90 days when you're making $40 grand a month. You will thank me. I promise you.

You.

But like, this is what it takes. I'm telling you guys what I've done in the— in the— my sister was my upline for the longest time. She was just breathing down my neck. She like didn't let me like an inch, didn't give me an inch, nothing. But it made me who I am today. Not saying you have to run people like that, but that's the sales side. You have to run yourself like sport. It is a sport.

So you're—

yeah, it's very— I love, I love that.

I love that mentality. Some people hate that. I'm, I'm like, you know what, they might hate you more than they hate me after this one, because I've I love it.

John's doing the right thing, people. He's, he's not wrong. I'm telling you guys, it works, right? And you have more credibility just because you're older. That's really what it comes down to. People will listen to you more and respect you. It's just how it is. Not that people don't respect me or do or don't, it's just the age.

Levels of leadership.

You read that book? What is it?

Maxwell's Five Levels of Leadership? No, man, make it your next book, bro. John Maxwell. You know John Maxwell, I assume? If not, you should. He's written like 90 books on leadership. Yeah, yeah, John Maxwell, Five Levels of Leadership.

I've heard of this book, I've never read it though.

Phenomenal.

Here's another great tip, people: take action. You tell— you have a guy like John Wetmore telling you to go do something, fucking do it. Like, you guys will see, I wrote that down right in my notebook. I'm all pen and paper, old school. Five Levels of Leadership, and you can see that right at the very, very top and I will buy that book right after this podcast and I will read that book. Yeah, you got it.

I like it. Yeah, it's my favorite book of all time when it came to like leading people. And my— literally it changed my world, dude. Yes.

Yep.

So, um, that's good.

Yeah, but the sales side, man, it definitely is— it's, it's cutthroat. You got to buy leads. You got to also like bug your upline too. That's what I would tell people. Like if, if as an upline looking at people, like how bad do you wanted. If you're like scratching, clawing to get it, and you're really like, dude, I want to win, I just don't have the money for this, hey, can you sit with me for a couple hours today or tomorrow and dial with me, edit my tone, the fluency, speed, like see what I can, you know, get? If I see that you want it, I'm going to give you all of my time. I'm going to give you my money. I'm going to put money into you, the leads, the business, because I know what it takes as a leader. You know what it takes because you're listening to everything that I'm telling you to do. You're looking to be in the same position as me. So do what the fuck I tell you to do.

Yeah.

And, and, and that's, that's what it comes down to on the sales side. You guys gotta be, I mean, it is brutal. I'm, it's brutal. Been told no, fuck you, fuck off. Every time you get told no, you're that much closer to your next yes. I know I'm kind of going on a tangent here, but this is my one biggest piece of advice when it comes to sales and selling. It is attitude. It's perfect. Is this half full or half empty? Ah, I'm, I'm dead serious. Like, I am such a geek over this analogy or whatever you wanna call it right here. This— the glass is half full attitude, attitude, attitude. I got the banking, then you hung up and you told me no. Like, quit, dude, quit. Like, you sound like a woman. Or a woman. Quit. Like, I'm just— as men, you got to be brutally direct with people. And then like, Dylan, that was a little harsh, but bro, you told me a couple weeks ago I could be direct with you. Then you'd come back and spit in there, like spit back what they told you a couple weeks ago. Like, but bro, you told me I could be direct with you. I'm just being direct. I'm not trying to be rude or disrespectful, but like, I'm telling you, I know what it takes. And, and you sitting here bitching, moaning, whining, complaining, it's— you're going to bother other people, you're going to bother me, and eventually you're going to quit because you're so focused on the negative and the wrong things. Yeah, someone told you no, but you got all the way to social. Dude, that's freaking sick. Good for you. All the way to social, they hung up. All right, man, says more about that client than it does you, but let's talk about out what, what you said. I'm the client. Tell me exactly how you asked for their social. Tell me exactly how you asked for the banking, how you asked for the address, how you started the application, ran numbers with them. Like, I do a role play and I tell them to say exactly what I did. Start with a couple compliments. Hey man, you did this really good. You did that really good. But here's what you should edit. Here's what you should tweak. You don't want to just bash on people the whole time. Like, I'm not an asshole to my people. I'm just, you know, I'm, I'm passionate. I'm fired up. Like, I give them compliments all day. I'm more positive to them than I am negative, but you got to also bring up some of the negatives and be like, yo, you got to cut that out. But the point is, the glass is half full. You get told no, awesome, you're that much closer to your next yes. Continue to move forward, continue to just, you know, forgive and forget. I like to say, just like, yep, forgive that client, awesome, forget, let's move on. Like, we don't get paid to have conversations with people, we get paid to help individuals and their families with life insurance. So like, these people are old. Think about when you call your grandma, she— Grandma, it's been 3 and a half hours, I have to go. I love you, but I have to go. Go. Like, you're on the phone with them for so long, like your own grandparents. It's the same idea. A lot of these people don't, you know, these grandparents don't have their kids and grandkids reaching out to them on a daily and calling them. So like, they're going to kind of replace that spot just to, you know, kill time and talk to you. But you got to get good at like, you know, just continuing to push forward, man. Like, I would love to hear about, you know, your grandson graduating kindergarten, but like, I, I, we have a job to do. Like, I have a lot of other veterans, or I have a lot of other families that are on hold. I got a couple more appointments. And you could say it in a respectful way like that. But, man, like, I just— we have— let me just see if I can get you approved here. Let's continue to go. Like, we're almost done here. Let me get you approved for the coverage you're requesting. Like, you got to be able to continue to move on. But glass is half full. If it was that easy, people— everybody would do it. You're going to fall on your face. You're going to fail. You're going to screw up. You're going to fuck up. That's the whole point. You don't fail. You learn. They're all lessons. But the glass is half full. Awesome. I got told no, but I learned something on that call. I'm never going to do that again. Or I like the way that that resonated with that person. I'm going to keep saying that part of the script and really emphasize that. Or maybe I don't like that, so I'm going to change that. I'm going to keep moving on. But you got to keep on keeping on. Everyone's so stuck up with, I had a really good conversation with them. How long you're on the phone for? 3 minutes? Like 30 minutes? Like what did you guys talk about? How far did you guys get? I didn't really ask them about health yet. They were telling me how much they like fishing. Like you don't get paid to talk to people. You get paid to help them with insurance. So cut out the BS of making friends with these people and continue to move forward. Like, you got to cut out the, you know, social part of the conversation and the scripting. You got to get right to the meat and potatoes. Like, why are we on the phone right now? Because you're requesting information on life insurance, and that's the information that I have. So let's stick to the topic and get this done today, sir. You just got to, you know, lay your foot down in a respectful way. It's uncomfortable. It's very uncomfortable pushing people. It is.

Yeah, it's also uncomfortable being broke as shit.

Yeah, choose your hard, man. It's hard being broke and it's really hard to make people uncomfortable, but choose your hard.

Reese was— Reese was telling me that— Reese is my social guy, he does all the marketing and social stuff. He's like, we're coming up on our 100th episode, we need to figure out which— who's good, who's it going to be? And now I'm like, 100%, dude. I'm like, this is going to be it for sure. This is my favorite. This is my favorite.

I appreciate you, man. Seriously.

Um, yeah, no out. Get, get into some of the— so sales mindset killed it. I love all that stuff. Get into some of the, like, the word tracks and important things you mentioned. How do you ask for social? How you ask for banking? How you do your intro? Like, give whatever you want there. We got maybe 10 minutes. I want to let you go, stay under time for you, but whatever you want. And as far as, like, specific word tracks that you find important to move the needle.

John, this is the size— I don't like doing podcasts because it's the sauce. I'm giving it away.

All right, here 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 career. Hit me up. I'm hiring direct. I'm looking to train and mentor winners that want to work their ass off and 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.

The Social Security number— this is how I ask every single time, every time, exactly this word for word, the cadence, the tone. Professionals are professionals because they have a routine and they do not break that routine. They say the same thing every single time. Here's what I say when I get to the socials. Think of AmeriCo, for example. First name, last name, depending on the product, sometimes they ask for marital status, but they're going to go height and weight. Then they're going to ask for the social. Then it's, you know, address, things of that nature. Here's what I do. I get all the information. I skip the part where I ask for the social because they can't see my screen. They're, you know, just right over the phone. I skip the part where it says social. I get their email and the last part is their phone number. I'll say, okay, ma'am, so Would you like the policy mailed to you physically or emailed to you electronically? God willing, I can get you approved. They want it mailed out physically. Okay, perfect. So confirm your email. Great. Confirm your phone number. And so I ask for a social. I scroll back up. Okay, so you were born in Pennsylvania, you're a US citizen, and then Steve just confirmed your social. It's exactly how I ask because you want to paint a picture for these clients subconsciously. I want you— this is— imagine this is a pen. You're sitting here and you're going like this. All right, check, check, check. Like you're just going through a checklist. Checklist on a box. So it would— I, I say it under my breath just like this. So I already— I know what state they're born in, and I know, uh, that they're a U.S. citizen. I already asked that before. So I said, okay, so you're born in Pennsylvania, U.S. citizen, and Steve just confirmed your social. That'd be the last part. And it works, I'm telling you guys, not even exaggeration. Every time it works. Every time.

I agree.

Every time. Just make it— people will be like, oh yeah, and the social and this. And there's other ways to do it. There's a bunch of different ways that work. I'm just telling you guys what works for me, and it works every time for the social. Then for the bank account, you gotta practice it. It's not something you're gonna like listen to this once and be able to do it. You gotta practice it. It really is easy. Then for the banking, here's what I do. This is my war trick. Um, all right, sir, so the part we're at now is the state's anti-money laundering verification portion. Now most veterans or seniors, whatever they are, I see, so most veterans, they'd like the premiums to come out the same same day that they receive their benefits. So what day would that be for you? Is that the 1st, the 3rd, the 2nd, 3rd, or 4th Wednesday of the month? They say the 2nd Wednesday of the month. Okay, phenomenal. Now you said that you banked at Wells Fargo, correct? While they say Wells Fargo, I'm looking up Wells Fargo routing number California. Like, I'm looking that up while they'd say that they're with Wells Fargo, and I knew that before, part of the script that we have. Okay, so you're confirming you're, you're banking with Wells Fargo and you open that in the state of California, correct? Yes. Wells Fargo routing number California. For you. Okay, sir, so the routing number for me that just generated, if you go ahead and grab a checkbook, I'm able to confirm that with you. It should start with 123. You let me know when you're ready. So now, because, because this— a lot of people don't know this, I didn't know this when I first started— routing numbers are universal. So what you're doing, you're subconsciously making them think, okay, sir, so the routing number that's already here that generated for me, 9 times out of 10 it's correct. Just go ahead and grab a checkbook so I can confirm it. And tell them it should start with 123 or whatever the numbers that start with. Then they're, like I said, subconsciously thinking, well, you already have my routing number, you already have my account number. I'm just going to give them all the information just to confirm it. I'm not saying, hey, can you read it to me? I'm like, oh, confirm it. That word confirm makes them think that they already have it. You just have to confirm that it's correct. Then I'll go and say routing number. Yep. Then it'll be 12345678. Okay, beautiful. And the account? That's it. That's it. Like, in the account and confirm the account. I'd be like, 1, 2, 3, 4, 5, 6, 7, 8. Okay. Just read that back to me one more time, sir. I just wanna make sure I didn't fat finger it. Don't ever, ever read it back to them. Make them read it to you. I like that. Every time. Hell yeah. Don't ever, because like, they'll, they'll, you know, give you one digit that's wrong in the very middle of it. And they're gonna read it back and they're not gonna remember the digit that they gave you because they're not gonna ever think you're asking it twice. I, I've called people like that a a ton of times. Doesn't happen a lot, but back in the day it used to happen a lot.

Hell yeah.

Yeah, I like that a lot.

I've never heard that one either. That's slick. Everything else, I'm very similar, but the— I like the, I like the money laundering piece that you add. Cool little caveat. And then I love the—

yeah, which it is. People don't understand why we do the AML, the anti-money laundering course. People launder money. Like, we're making sure that this is exactly— making sure that that bank account matches up with your name and it's not some like overseas account. Which, you know, is an 80-year-old living in Pennsylvania laundering money. Probably not, you know, but still, it's, it's a good thing to say. And they— it's a professional. It shows a sense of, you know, organization. It shows a sense of like, you know, I have a certain protocol that I have to follow. Like, people like that. They don't like it when you just kind of freeball it and like, yeah, man, you're totally cool. And I don't care how cool these people are, like, yeah, bro, what's up, dude? I don't do any of that. I'm like, yes sir, yes ma'am. You just keep it professional because they're looking for that that little piece of like they're just looking for a reason for them to say no. Yeah, that's what it comes down to. So, and it really works every time. The rest of the script and the rest of the application, everybody should know, but the social and the backing, how you ask, that is very important. Don't change your tone of voice, keep the same thing.

Let's go back to earlier in your script, and what are you doing up there to kind of prevent objections? Like, I'm sure you have some kind of like, all right, here's what we're going to do, like early on right there.

Yeah, I make my intentions clear. People like to see that there's some sort of progress be made. So think about this. Okay, boom, boom. Okay, so next part. So here's what we're going to do now, sir. They like that. Like, imagine these are boxes that you're just boom, boom, boom, and you're checking the boxes going down the list. That's what they like to see. Okay, sir. So what we're going to do now is we're going to spend about a minute or so on yourself and your financial situation just to make sure that everything for you is going to be affordable and within the budget. Now, Steve, we typically don't have a problem because these plans were designed for veterans on a fixed income like Social Security and disability. Ability. Then we're going to spend about 2 minutes on your health, and that's just going to help me navigate which one of my A+ rated carriers that would most likely give you that approval today. Does that make sense, sir? Beautiful. Yes, it does. Okay, are you currently working, retired, disabled? And I just go through and I tell them, like, you know, okay, we spend a couple minutes on your self-financial situation, figure out what they make a month. Okay, sir, now a little bit about your health. Like, I'm here, like I told them what I'm going to do, then I moved on to that, and it's like, all right, awesome. Now a bit about your health. And you just move right there. It's like they'd like to see the progress and you're just moving along. And really, guys, the way you don't get objections is you're just confident. You can't be, uh, uh, uh, uh, uh, like just umming and tripping over your own words. Keep the same tone of voice, the same speed, the same fluency. Take it a little bit slow. Don't get too excited. But I don't get objections. Obviously I do, but like 90%, 95% of the time, I don't get objections because it sounds like this guy's done this like 11 times already today. You know, like they just, it just, it makes them like, I wouldn't question it. Like I'm on the phone with a car insurance guy. I'm not gonna be like, I feel like this is a scam. It's like, no, because he's just so calm. He's so cool. He's like, there's nothing in it for me. I'm just doing my job, man. Like I'm, I'm here. I'm hired at this firm. Of course I need to do my job at a high level. But the young guys getting into it, they think it's all fun and games. Yeah, bro, what's up dude? Like, no. You know, I don't care how cool these people are, but they don't like that. Whether they like— whether you think they do or they don't, they don't. It's unprofessional. And in the back of their mind, a little piece of their mind's like, I don't know if I should be doing it with this guy because he's a little, you know, he seems like he's just totally cool. Like, what office is he working at? Is this real insurance? Like, that's, that's what I would think at least. Yeah, humans all kind of think and feel the same things. We really do. It's human nature.

Oh yeah, I love it. It's so good.

So just follow the script, stick to it. It's not about what you say, it's about how you say it. It's so important.

Yeah, yeah. I'm a big, like, not a script guy, I'm a structure guy. Yeah, the script is, it is what it is.

Like, that too. She's not like very scripted. She's very like, you know, she knows a certain structure of each call. Like, that's how she is. But here's the problem with that, and she kills it with her team, but what I've seen, at least new people in my career, it's really tough. You have to, especially because now we're talking about the sales side. We really should be talking about sales first and then recruiting. If you want to recruit at a high level, guys, I've been doing this 5 effing years. Ronnie Salem has been doing it 2 years. My team's at $500,000 a month. Ronnie's team's at $9 million a month. Guys, I have 3 years on Ronnie. Why is he growing at such an exponential level? Why? It's not because he's special. It's— I'm not special. John, you're not like— we just, we show up and we kick ass. We do our job every day. The reason Ron does so well is because it's an echo. His team is doing the same thing every single time. You can go to anyone in my office right now, we're on the same exact script, same lead, same structure. Everyone's doing the exact same thing. So when a new agent comes up to you and they have a question, oh, what part of the script you're on? Oh, I know exactly what it is. Rather than like everyone just free-balling and yeah, that script doesn't sound like me, I'm gonna change it. Like, no, you can't change anything. The script doesn't sound like you, good. Start sounding like the script. This 81-year-old guy doesn't know who you are and what you sound like. They don't understand. 18-year-old kid still in high school. Like, seriously. But the script, that was, that was me when I, ah, the script doesn't sound like me. My friends won't like that. Like, fuck me. What do you mean the script doesn't sound like you? Like, oh, you're being told what to do. Like, this is your job. If I paid you $4 an hour and, you know, back in the day, or $7 an hour, some, some of these South States are still minimum wage, $7 an hour. And I told you what to do, you wouldn't give me a lip. You wouldn't question me.

That's true.

Yeah. Yeah.

100%.

No. Yeah. Start treating this shit like a job.

It's like you go to Chick-fil-A, they all say, you know, my pleasure.

The same thing. Of course, that's— you get the same experience with every, every Chick-fil-A you go to. It's the same thing in insurance. You got to make people have the same experience. They don't want something new. People don't like change. They like the old school way of doing things. Yeah, people hate change. I hate change. I like doing the same freaking thing. I had the same routine. I do it every day. I hate change. So yeah, man, dude, it works, man.

It's been killer. I appreciate you getting on. If, uh, along the way I can do anything to help you or your team, don't, don't be shy, dude. Reach out.

Yeah, I really appreciate you. I'll see you at the event, definitely. Absolutely. I'm gonna give you a few people too I would love to get on this podcast just to kind of get their outreach out there. Yeah, really cool.

So anything, anything you want to end with? For— I'll let you end however you want, bro.

For everyone watching and listening, I'm not special. I'm 23 years old as of however many days It's been 20 days. Today's about 22nd. I've been 23 years old for 20 days. Um, I am not special, and the only way you fail in this industry, in this business, is if you quit. Partners are very important, but things take time. Good things take time. If everybody— if it was that easy, everybody would do it. Don't ever forget that. That's, that's all I have to say. I keep it simple.

That's it, my man. I appreciate you, homie.

Appreciate you, John. Thank you so much, my man. Awesome, man.

See you, dude. Later.