How To Dial Insurance Leads LIKE A PRO ($2,500+ Per Day)

More sales today than yesterday? A little bit. Cool. Much I need help with today? You want to— I like it. He's learned how to make the look. Eventually he won't have to turn around. Yeah, a specific situation or no, just in general? Just in general. I mean, so for me, what I try to do first is I want to make sure that I understand what, what they're looking for first, right? And what I want to separate is that I'm not trying to beat a price and that they're looking for more. That's the ideal way to do it. You know, if they're just trying to beat a price, the value is can you get it fucking cheaper or immediate coverage, you know. So if someone's genuinely looking for more, the reality is you usually don't necessarily have to— especially it also depends if it's older or newer, the insurance. You know, because a lot of times you don't necessarily have to quote unquote build value because they have some value in their head, which is what made them apply for more when they already had some. So more often than not, it's hunting for what they believe the value is and why they're looking, more than it is you pitching them the value. You know, I think that's the mistake a lot of people make, is like we think it's our job to pitch them on why you should get more than $20K. No different than when we were talking about interviewing yesterday, a lot of us want to interview someone, then pitch why they should work with us. Where I— all I did was ask the chick 472 questions, you know. Um, so I, I think it's more about asking questions to discover the value that they see in insurance. And, uh, like, what he kind of told me to do, like, you know, hey, you know, did you kind of have somebody pass away? You know, kind of have some health issues? Yeah. Yeah, yeah. I mean, I think just asking straight up like, hey, what are you trying to accomplish today? That can be simple as fuck way to ask, you know. Now again, you don't know what you're going to get, so it can be scary. Whereas the way you asked, it's a little more leading. It's going to lead them where you want to go, um, you know. But at the same time, if I ask what someone's trying to accomplish today, that implies I'm not here to pitch you some shit, you know. And I, and, and I'll say it, I'm just trying to get the prices. Well, I ain't the fucking quote guy. What do you want prices on? This fucking 472 different programs. What are you looking for? I need to understand what you're looking for so I know how to help you. So it starts there with the concept first for me, is I want to be on the same page and understand what they're trying to accomplish, because then I can start talking about things like, all right, we already got $20 grand, now I'm going to put it in a bucket somewhere. Even if they have a big term policy or they have something else or work insurance, I'm going to move it to be for something, you know. So typically I'll be like, all right, now I can assume it, or I could just ask it. Like, all right, that $20K you have already, what's that for? And why do you think you need more? Like, what happened, you know what I mean, to cause you to look for more? I can go that route, or I can go, I'd assume that $20K, is that to put you in the ground? Now it's dangerous because if I do it that way and he says yes, now everything new I have to sell has to be just extra money for the kids. So it can be— you can mess yourself up if you define it for that. So it's almost better to go, all right, is that used for— again, if it is for burial, it's like, all right, are you looking then for taking care of final expenses? Like, I assume there's more bills you want to take care of when you die. You understand dying ain't cheap. Then you start going down that road of like, Do you have a mortgage to pay for when you pass away? Do you have rent payments you want to take care of? Do you have credit card payments you don't want to leave behind on your— because if y'all don't know this yet, creditors will chase their fucking family when they die, whether legal or not. You can fucking argue it till you're blue in the face, the creditors are going to call your family, you know, when you stop— when you stop paying stuff, or when you die and obviously stop paying it. So then it's, you know, figuring out what else do they want to It's more about not being a burden and seeing how important that is in their world. Some people don't give a shit, dude, you know. So it's again mortgage payments, car payments, credit card payments, utility bills. Hell, transporting a body ain't cheap depending on where they're trying to go. Does someone— does a spouse need to move near the kids, grandkids, you know I mean? Is that out of state? Is it local? Like all those Things cost money. So it's just figuring out what it is that they want taken care of when they're done. When— yeah, when they're, when they're done, literally, you know. And that, that for me, starting to have that conversation builds value. Again, you can certainly add the cherry on top, and I think this is the piece some people do first and too soon and think that's going to sell it, is all the living benefits. You know, that's certainly a value add. That basic-ass life insurance policies typically don't have. And a lot of clients, if you haven't figured it out already, when you start asking or talking about it, most of them haven't heard of that as even an option. You know, you had a heart attack, cancer, stroke, you still get the money. So that starts to add a lot of value, value to, to folks. You know, I sell the shit out of that even after they say, tell me, yeah, I want to take care of my— I have no life insurance, I need burial because My mom died and it cost us $20,000 and we had to come out of pocket. Dude, I'm still selling the living benefits because everyone that age, especially working final expense, they know someone that's had one, had one of those few health issues and didn't die and got in trouble financially for the most part, you know. And you can even ask it that way. I like, I like to ask the question, you know, hey, my assumption is you know someone in your circle that's had a heart attack, cancer, stroke and didn't die? Yeah, caused some issues. Maybe they couldn't work, had some medical bills, things like that. You're just going to be rare for them to say no. I had a guy tell me no last week. I'm like, you don't know no one your age that's had a heart attack? Nope. I'm like, well, like, you must have no friends, you know? So I, I think helping people understand the concept. Not that— not understand it, bring them to the reality of real life, because everybody understands it. And I think if we get into like, you're an insurance sales guy and they're just a client, they're sometimes playing the game where they don't want to be maneuvered and sold. So asking the questions that way tends to at least get them thinking. You know, like, all right, well, in that example, you know, Steve, if you were to have a heart attack like your buddy did and you can't go to work or whatever, you can get the money out of the policy to take care of— and I tell them, I'm like, you can take care of medical bills, you can take the money and give it to your family and kids or whoever you want as a beneficiary, you give them the cash while you're still living, or shit, you can go to Vegas and bet on red with it if you want. And that fucking makes everyone kind of cut up. It's just my little humor, if you will. But they can. I mean, go buy a fucking boat, do what you want, you know? And so it's like, then it's— then it's more than just paying every month for when you're dead. Because a lot of— some people do get weird about like, shit, I'm paying for this whole thing and I never get to use it. That is a thought that's stuck in some people's heads, especially when it's like, what do I care? Yeah, man, I don't think that's true, true fully. I think people say it, you know, but it's like the one thing I do know is folks don't want to be a burden on someone else in, in most situations, you know. Fucking even asking your buddy to come help you move, people, some people are like, I don't want to be a fucking pain in the ass, I get it myself, dude, I'm good, you know. I mean, how often people offer us help and you're like, I got it, I'm good. It's like, shit, I would take the help, but I don't want to inconvenience. We all are kind of wired with that. Yeah, so I think if all of that culmination, you got to figure out how to maneuver that conversation because you can't give all of that in one. You overwhelm someone. So this is a little bit of the ammo that I use depending on the situation. Spinning off of this, so like some of these people, obviously some of these older folks, they literally, they sit around all day and apply for this stuff.

Like you said, the person you just talked to, like they just apply, apply, apply.

How do you know? I guess, well, there's some people get on the phone, they're like assholes, but like how do you get forth like a This is just a person just talking to like, yeah, yeah, kind of instead of just being on until you get to the quotes and get hung up. Reps, I— dude, I can about tell when they answer the fucking phone if it's going to go sideways or not. It's hard to explain. I don't even know how to explain that, but he feels that.

I've seen him.

Yeah, they've done that to me before.

I'm like, hey, I think I got a sale.

He's like, have you asked him this? Ask him this one question. I guarantee they back out as soon as I say it. Yeah, you do. It's— you die. You'll just eventually— you'll find— it's like, how do I explain this? I assume you don't have no kids. You've been around little kids at all? Like siblings? You have to— you have kids? I didn't know that. Okay, dope. How old? Okay, so let's take the 2-year-old, especially when they're a little bit younger, but even at 2. And you, you deal with this, like, you know how with your kid you can tell they're going to be sick before they're sick? And you can tell when they're cranky even without making a noise. Like you just, you do like, oh shit, it's going to be a day. How do you know that? But I can look at your kid and not know that. Why? It's the same concept. It's hard to explain, but when you see it, you just see it all the time. Yeah. So it just one day it will click. You know, now you're around enough babies like I am. I can about tell. With a lot— I mean, I've been around babies my whole life. I was born to teenage mom, so all of the siblings in my family, I was grown over it. So I was taking care of babies when I was fucking 5, 6, 7, 8 years old. Yeah. Um, so when I started having babies, I was like, I've done this fucking 800 times already, you know. I can change a diaper with my eyes closed. I just— it's not a big deal. They don't freak me out. I play with Amanda's twins like, oh shit, they're sleepy today, and I gotta work with them a little bit before I can get to— you know, you just learn. And it gets the same way. I mean, I was talking to a guy earlier. I think I did it twice today, maybe 3. I hung up on the client. I'm fucking out. I just— I didn't even— I'm in a mood today a little bit too. And so when they were giving me bullshit, I'm just like, fucking click, and I dial the next one. I didn't even give them the courtesy of ask the question to confirm they're out. I was just fucking out. Um, because some people are just— and it doesn't mean they don't want something, you know, it's just the timing sometimes is off, or they ain't in the fucking mood to hear from you right then, you know, or something you said on the phone just like hit— I mean, you've had conversations with people, it's like, damn, he was an asshole, and your friend's like, he's cool as fuck, you just— you hit it off at the wrong time, you know. And so that's where the lead swap comes in. That's why some of y'all selling off of those just because timing was wrong. So I don't really give two shits because I know if I don't get the deal again, I'm just— I'm, I'm bad. I'm cherry-picking like a motherfucker. I'm just literally weeding through people to find easy— I won't say easy, but I don't want to fight people, you know. And then I also know the second I hit like no good on my leads, they go to other agents right away, just the way I have my process set up, you know. So I have people calling behind me all all the time. You know, Brandon and Salem right now, the two main ones are getting leads right behind me. So a lot of times they're selling right off the shit that someone told me to fuck off or no-showed me or whatever. So were you about to say something? No. So obviously, like, I'm new to this.

How do you know when to move on from your leads?

Because I'm on my first set right now. Don't even try. You meaning like talk where you're talking to someone or like—

I'm saying like in general, like when you run— 'cause I've called my leads probably John Wetmore 5 times. And how do you know you're like, okay, I need more?

Yeah, 5 times like this morning?

No, throughout yesterday and today.

Like 5 phone calls or like I worked the shit out of them 5 times?

Each person 5 times.

Yeah, that's light. That's light for a morning for me. Yeah. Do you know how we teach to dial?

Uh, the first year, 3 times a piece.

And then what?

Uh, after that, I don't know.

3 times again.

Oh, like 3 times again?

3 times again.

So I'm, I'm a fan of like, how many leads do you have right now? Okay, so if you work— damn, eraser somewhere. So It just works for me. I think always work to some extent, but if you got— you said 120 leads and you got Bob here and you got all these people, and then lead 100, he's lead 1, and lead 120 is Steve down here, and you call him at— what time do you start dialing this today? 9. So you call him 9. Do you triple dial right away? Uh, I usually call. That's a no. Got it. Why? Why are you scared to call a third time? Have you heard us say how well it works? You've never heard someone know and say that? I understand. My question is, have you heard? I didn't. Yeah, okay. Some people pretend they haven't heard it, so if you haven't, it's all good. If when I track my stuff, the overwhelming majority of people answer on the second or third call, very few answer on the first, some answer on the second, significantly more. Meaning, think about if I call you, if I call you once and you're like, who the fuck's this? And I call you a second time, are you going to think a little bit more like, huh, I wonder who the hell that is? What are you going to think third time? He really needs more likely to pick up after 3, you know what I mean? Like, if I had Vegas putting odds on picking up after 1, 2, or 3, where are they going to put the most odds of someone answering? Yeah, so I like going with odds. And then for me, the 4th time is FaceTime audio if the 3 don't work, or they're going straight to voicemail, or ringing once and they're sending me to voicemail, whatever. But all right, so let's And there's a longer video if you Google literally John Wetmore how to dial. It'll be a video with me in front of a whiteboard with Cody Askins, and it's like a 20-minute video. I'm not going to spend that long on it now, but you can watch the full if you want. So let's say you call him, you call him twice. Now you've got to call through 120 leads before you get back to Bob again. So when do you think the second time you're going to call him is? Exactly right. So for me, what I do, I'll call him 3 times in a row, and then instead of taking 120 leads, I break it up and I'll go give me little stacks of 25. You could do 20 to 25 in this case. You'd be 5 stacks of 25, call it. And I take the 25, I would triple dial Bob at 9, and then all these people, these 24 people, all right? And I always, in my example, go, let's say 5 pick up and 4 tell you to kick rocks and 1 works out. You have a conversation, you book an appointment, whatever. Now, now let's call it— I don't know how many you're gonna not answer on 3, but at most it's 75 phone calls. Right, 25 people, 3 times each, at most it's 75. If after those 25 you take the 20 that didn't pick up and you go back to the top, now what time do you call Bob back after 75 phone calls? Um, okay, so now I'm calling them at, say, 11 AM. Now I've only got The first time through, I got 20 leads left. Now I come back through, I call them again, the last 20, right? But I only got 20 this time, so I'm gonna get through it quicker. I call all these people. So now I've called 3 times here, so now I've called them 6 times. Then I go through those last, the 20, and I redo it again. 5 pick up, 4 tell me to kick rocks. I talk to one, have a decent conversation. That gives me 15 left. I come back up to him again. Now what time was this? Time I could only do like 50 or 60 calls, 50 calls probably. So now what time am I getting back to him? So now I'm calling him at noon. So now my question is, if I call him 9 times in 3 hours, or 3 times— well, in your case, 2 times maybe ever 'Cause Lord knows when I'm gonna get back to him, you said. Now again, I go, odds of Bob answering this way versus that way, which one's going to give you better odds? So I just go with this, and I'd rather work the shit out of a stack. Now one could argue I don't get to Steve for a while. Like, I agree, but my goal is to get as many people to pick up as possible. And if I call through 100, 1 or 2 times at a time, it's gonna take me a long time to work 100. And I ain't gonna get as many answers, I don't believe. For those of you follow— 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 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. You know, so I think if you do it the right way, it solves the problem of how many times should I call them? Quicker. And again, I don't— I prefer the answer to be yes and they buy some insurance, but I'm okay with a no too if it's fast, you know what I mean? So I'm more concerned about the speed of my answer than I am the actual answer. I just want to know if Bob gives a shit now. I'm like, can you just fucking answer the phone and tell me if you give a shit or if we can have a conversation about insurance? That's the whole shake the egg, and there's money in it, great. If not, move on. I don't want to, I don't want to chase Bob for 3 days. I'd rather know by noon and be done. And then when I'm done there at noon, now, now I can— maybe I take a little lunch break. Now I can work this stack from 12:30 to 3:30. Now I can do another little break and work this stack 4 to 7, and then I can work this stack, whatever, 7 to 10. You know what I'm saying? So then I can work them in chunks instead of— it just works for me mentally. It's— I don't know, it gets me through the, through the leads quicker. I'm less stressed out. I, I don't know. And I've done it for so long, and I've seen it work so well for people. An obnoxious amount of people. I'm telling you, you try, you try triple dialing people this often By tomorrow you'll be like, dude, someone picked up on the third call and said— and they just said hello, and you'll fucking sell them, or you'll have a good conversation. Or if you're, if you're timid about what they say when they answer, everyone I do this with always sends me a message like, it worked. Like, no shit it worked, you know. I've been doing it probably— I probably started doing that in 2015. Took me a couple years because at the beginning I did not do it this way. When I switched to this, my whole world changed. And then I started teaching it, people started getting more results, you know. And there's certainly people on the internet who will say it's stupid, but I'm like, yeah, I'm not giving a shit about you idiots on the internet, you know what I mean? Like, I guess I'm a guy on the, on the internet saying it works, but I've had so many people— I've never had someone be like— and on the rare occasion that you get someone that might yell at you for it, I'm like, have you had a lead yell at you yet, period?

Oh yes.

Okay, correct. And you did not call him 3 times in a row, right? Uh, I did call her 2 times. Okay, leads are going to yell at you no matter— meaning, who's had a lead yell at them? You mean, it's like if they're going to yell at you about the weather or the time or you woke them up or it's too late or it's too early or it's a Sunday or it's a Saturday or it's an off day or it's a holiday, or like, who gives a shit if they yell at you on a triple? Who cares? But I also understand it's not going to happen often. And then I also have to say, like, if that— if you don't know how to overcome that, I think you're weak at sales and you should quit. Meaning if someone's like, why did you call me 3 times? It's really easy to go, oh, sorry, it wasn't ringing on my end. So anyway, my name is John, and you just start over. How many times have you called someone and you don't know if it's ringing or it rings weird? You know what I mean? You're like, oh, shit, and you just keep calling someone back, a buddy or a friend or whatever. So I think my thought process is that. And then I could go even deeper with it and go, And this may not be your thought process, but I like to teach it all at once. If— I could go several different— I've heard people teach it several different ways. If you knew they were going to die tomorrow and you had some magic power and could notify them, would you hesitate calling them 3 times in a row? If you had a check for them, would you hesitate calling them 3 times in a row? If they won the lottery, would you hesitate calling them 3 times in a row? Dude, you will win $100 grand if you pick up the phone in the next 30 minutes. How many times would you call then? You know what I mean? And so I just— and probably worst case, if the way I really love to look at it the most is let's assume because you only called them once or twice, they don't pick up and they don't get insurance and they die without life insurance, which I wish I had. You know, Reese, we should— one of the things we should do I've been showing Amanda this. You know the, uh, the text— I don't know if you see them. Do you see all the texts that go out in the Lead Champ thing? All right, so I get— they're in my— I get a little notified on my phone because I send— we send like, I think, 50 age leads a day that we just text, like, hey, we're following up, hey, blah, and it just hammers them. I get probably 1 to 2 a day sometimes. I get 3, 4, 5, 6, 7, 8 of them a week. That respond and go, Susan died, Bob died, Sandy died, following up on aged leads, you know. And they're people that we didn't sell. And so for me, I know what happens, that leads die with no insurance. And I always go, fair to say that family's probably in a worse situation than a better situation. Given they die with no insurance. If we could go somehow magically go up to the dude that's dead, wherever you think people go, I go up to heaven and go like, "All right. Hey, Bob, I had the chance to call you 3 times in a row, but I was nervous you would be mad. But had I called you 3 times in a row and you answered and you had life insurance and your family lived different, seeing what you see now with no life insurance and had to pass the hat around and collect money from church to pay for your funeral." would you have been upset had I called you 3 times and solved that? What are they gonna say? What's the dead dude gonna say? So I go with that dude, you know. I don't, I don't put myself in the headspace of all the haters and all the what-if. They're— I just— because I'm like, what if they die without it and I could have been the solution? And some people might think that's a wrong angle too, but it works. And I, I, I, I've seen so many people die without it in leads that— y'all all have leads that are dead right now. Every one of you has a lead in your stack that's dead now. I just get confirmation of it fucking 5 or 10 times a week because I'm following up with them so much by automations and stuff. You know, it literally happens fucking all day or all week.

I get that objection, which I mean, not every time, but most of the time I'm like especially if they're like really angry, like they're like, why are you calling me, yelling at me and stuff? I typically say like, I wouldn't be able to forgive myself if I didn't make sure that you were covered.

How many people— yeah, I don't get anyone that yells at me on the phone. Like, like almost never does someone answer yelling.

Huh?

Yeah, they answer yelling. Yeah, I don't get it a lot, dude. I mean I guess, I guess maybe my tolerance is higher and I don't consider that yelling. I just consider them like fucking crabby people. Yeah, I just, I guess our, our view of it's different because I get people that are louder, I guess, or, or these folks are mad.

Yeah, they're pissed.

Or maybe again, maybe our view of mad is different because my give a fuck level zero.

Yeah, yeah, I'm working.

Literally, I don't give a shit if someone's mad. And it's not to be disrespectful, I just— it's not personal to me. I know they're not mad at— in that moment, if they're angry, it's not because of me. It's just timing that they're mad at life and I happen to call them. Yeah. So if they call yelling, honestly, I'll probably fucking laugh. I'll be like, damn, who pissed you off, Adeline? I would approach it from a different angle. I wouldn't be— because you feel, well, I'm calling you about the form, I'm just trying— that wouldn't be my angle.

And what if they say, you pissed me off, John?

Hot damn, you're not the first one today. I'm gonna try to not make it worse. So anyway, I'm calling you about this thing that you sent in. I just— I just— it doesn't affect me, you know, because again, I don't— it's not— I know it's not aimed at me personally, right? And I'm also trying to win the game, right? And I promise you, if you sit with me, I get annoyed. I fucking yell at the computer a couple of times today. I just— I'm not perfect. But in the moment with the client, I just— I know there's this little fucking psychological dance, psychological dance going on, and I want to try my best to control it. So for me, when someone's angry, And we have enough of them on recording. Reese will find some, hopefully, now that we say this. Like, there's, there's some that, again, y'all would consider pissed that I fuck with, and they come down, right? It's like kids that are screaming, like, getting them to fucking come down off there.

Because I'm like, are you really gonna talk to a lady like that? And they're like, okay, I'm sorry, I'm just— you're— what's up?

You know? No, that stuff works.

They immediately drop.

Yeah, I seen you tell somebody, he's like, damn, you ain't had your coffee today. You've seen me say that? Yeah, I'll say all kinds of crazy shit, dude.

Are you saying you don't want to buy it?

You don't want some asshole salesperson? Yeah.

Okay, I'm not a salesperson, but I am an asshole.

Yeah, it's just be natural, you know. In any other situation, think about, I don't know, if you're in the grocery store and someone's fucking pissed off that you got too close to that? Like, how do you handle it? Are you going to fight with— I'm going to be sarcastic as shit with them, you know, but that works for me. That would work for you. So that's just bringing your natural personality to it. But at the same time, being careful not to create friction with it, right? You know, you start arguing with them. I just remove me from it, you know. So I just— I don't know. I think after so many phone calls, you become immune to it. And I just don't see them as— because I don't think he gets a lot of people yell at— I don't think he would say what y'all said. And you see him dial. And you see him fight with people sometimes too. It's funny. You know what I mean? He's not— although he does cuss after. So we have the same mad. Like, you're mad, kind of. But at the same time, we move the fuck on. And I think the hard part for a lot of agents is y'all bring that mad with you. You know, in the frustration, if you learned how much that affected you on the future calls, you would learn to control it more. You know, it's just— it's— for me, it's part of the game. Um, let's see if I can find one of these suckers. I think I got one this morning that said they were dead. Um, cool. What else? I'm going to multitask.

Hey, uh, John, this is my first week of really testing out telesales. I've been doing in-home a lot, and obviously in-home it's a lot easier to read people's expressions. It's a lot easier to—

it is—

it's a lot easier to speak in home, I'll say that. And doing telesales, I don't know when to shut the hell up, basically, and I talk way too too much. Giovanni already got over it. There's times he's like, dude, you gotta chill out on the talk. And it's causing roadblocks later on. I'm not getting enough information when I need to be listening. Really, my answer to my question really is just shutting the hell up. I realize that it is.

I'm glad you're noticing you're answering your own question during your question. This is great.

Yes, correct.

Yes, you're literally doing it now.

So outside of just shut the hell up though, Is there areas that I need to focus on? I guess I'm trying to say building in the pre— me trying to speak to her and work.

I pushed too hard for a while, I will say that.

I'm pretty confident as far as speaking to ladies and on the phone and trying to build a why, but I don't spend enough time, I guess, collecting the additional information that's gonna help me out there. Like earlier, I had a lady on the phone, uh, at the end when I got sale, she used a, uh, uh, the, the expense card or whatever it was. Yeah, the, the expense card. She didn't have— we'll end up going through her savings account. But if I would have shut the hell up to listen to begin with—

he's still going.

Yeah, I'm really bad about it.

Excuse when you need to take a breath.

Yeah, when your heart rate starts going up while you're sitting down, like, no. Do you— do you— is— man, I could go a lot of different ways with it. Um, I think, I think one, you've got to learn to— this takes time too, but like, you've got to learn to sort of, as you run your appointments, you've got to learn to sort of be on— be a fly on the wall and also watch your appointment. So being hyper-aware of what is happening in the moment. I catch myself quite often because I can naturally be an interrupter during conversation. I'm guilty of that often. And so I have to work on biting my tongue, or when I want to interrupt, I've learned over time that silent— if someone else is talking, give me info when I want to interrupt, sometimes that messes up the flow of information that I would have gathered. So I have to like intentionally bite my tongue often. So learning to be aware in the moment. The second thing I'd probably say is like, are you using a client inventory sheet? Why'd he look at you like that?

I'm saying that's why I was thinking about the tracker. That's what I'm putting in my head.

Now I get it. When you say tracker, you're talking about dials? Oh yeah, the client inventory sheet, like the client.

Yeah, that.

Oh, you use this?

Not that single sheet, but I did have the worksheet packet.

What do you have when you make— when you're talking to a client, what do you use to know what you need, what info you need to gather? He has the OG, but somehow you fill it out.

That's not a good example.

Yeah, I think that's why he wants you to show it to me. Want to do it again?

Yeah, this is a bad example.

That's really not how I do it most of the time. This is better than the other one. Do you use this on every call? Yes, this is your first page of tender. Killing it, bro.

I got a better one.

He has some of that. But is it— is this the one in your suitcase? Is a copy of this just filled out? Yes. Okay.

More filled out. In the in-home though.

No, no, no, not more filled out. Filled out. This is not filled out at all. There's not a single piece of ink on this minus the one the printer did. Yeah, I mean, for me, I would follow it like— and these are really similar. And again, if it works, keep using it. Just I like simple. You know, again, this works fine. This— the problem with this is it doesn't collect as much information as this, but I also don't need— I think this is really good for new people, you know. Um, but at the very least, what this should— what this is meant to do is to guide you through the process, you know. So you should— this should— this is like the flow of your appointment. And this is like, things on here are meant to help you prevent objections. What up, y'all? So YouTube memberships, we have one now. Right next to the subscribe button, there's a neon white join button. You can't miss it. Subscribe, whatever it says, click the link, get in there. I do a ton of coaching, teaching people how to dial, corrections, working on their presentations, working on their mindset. I will coach on theory, but I like coaching real-world stuff. And if you join the membership section, you're going to see live coaching where I'm not only helping people, but every once in a while I get in there and dial myself. There's some cool videos coming out, tons of content. All the training videos will be directly on my YouTube channel that's available to members only, super easy to find. So join now if you're interested, click below. See you in there. Let me see what else is on this one. Do you have like payment info and shit like that on here? It's on the next page. Oh, he did it backwards. I see. No, on the back. This is your— is this thing you were talking about upstairs, that two-sided thing that you were— okay, I kind of heard half of that. Yeah, like the bank. Now for me, if I know that's at the end because we collected at the end on the application, but if it's— if, if I'm in your shoes and you're struggling, I remember and ask that question. I would put a little note on one right here and be like, don't forget to ask if they have a regular bank or not for discount. However you want to word it, you can word it, you know. Um, I mean, I, I don't complicate it that much, especially the final expense on Social Security. Am I— you're on Social Security? Yep. All right, does your money go into a regular account, a little green card? Because not every company accepts the little green card, and they'll tell you right then, you know. So it's like that tells you which direction to go. I think whether you use whichever one you use, they, they all work. Um, but if you start— as you start studying this, start paying attention to how we use that information to prevent future problems. That will make you look at this paper differently than just checking boxes and filling shit out, because you can just fill shit out. But it doesn't mean you're absorbing what it's meant to do. You know, all these cheat sheets and stuff, just being honest, early we never used any of this shit ever because we, we spent so much time studying the psychology of the whole thing. These, quite frankly, were created because most agents were lazy and didn't study. And we're like, here, we'll fucking make a copy so you can't fuck it up. You know, I listened to an obnoxious amount of in-home sales training when I was new, every day, just to learn the psychology of how it goes. So it's like, the question is, are you studying the stuff too? Or you listen to your own calls to hear how you're doing it compared to how he's saying do it? Are you listening to Giovanni's recordings or my recordings or someone that's good at sales that, that does what we do in comparing what you're saying versus what they're saying? My guess is no. My— honestly, my guess is most people in here, the answer is no. I studied the shit out of this industry and the people that were good at selling it. I can still— I'll tell you, this dude Bill Martin taught me how to sell in-home. He wasn't in my group. He's old. He's been in the industry forever. He's actually one of the owners of Equus now. But he was with the original company I was with. He was with FFL for a minute, and I just— I liked his style and his personality, and he was just very calm, and his demeanor was similar. I was just very, um, I don't know what's the word, like I resonated with his style. I would listen to his shit 50 times a week, and I'd go study, I'd go try to make a sale, I'd miss it. And again, I'm— I come from being in the car, so I'm driving house to house As soon as I left one appointment, I'd get in the car, start driving, I'd play his shit and I'd start listening to him. I'd be like, damn, I didn't say that at all. Holy shit. And I would learn what I messed up because I would study it right after I missed something. Y'all can do the similar equivalent of at night and have sales stuff loaded on your fucking iTunes, whatever the hell y'all use today, listen to stuff. That's how— that's the way I did it. I studied the craft. You know, and studied multiple people. And so all my sales stuff is just like a culmination of multiple people. It was like 3 or 4 people. Bill Martin was the first one. I studied a lot of stuff from Mark— this dude Mark Mead, this guy Matt Smith, and then Kilomet. I just studied their styles and the way they delivered things. And it's like, all right, when it was time to explain what we do next, it was like, oh, I like the way he does that, that's more my personality than the way he does that. Let me take that piece from him. Let me take this piece from him. Oh, I like the way he asked for the social. I like the way he gets the why. I like the way he explains the process. And I would just steal little pieces from everybody. So as I started going through, I didn't quite talk as much. It was more questions. And be clear, I'm guilty, as y'all know. I'm guilty as fuck of talking too much. I'll run for 3 hours sometimes without shutting up. Recently, make a fucking 5-hour video off one question. Sometimes. So it's just learning to be hyper-aware of it and give yourself grace at the same time. I think learn to study at a high level, but also do understand it is going to take a minute. Yeah, man, I still do it. I still tweak my presentation, and I hear stuff from— I hear a lot of stuff I mean, the cool— one of the cool things that I get to do is interview people on podcasts. So dude, all the questions I'm asking, I ain't mad that it helps all y'all, but I'm looking for information for me. And just having the platform, I can literally call about anyone in the industry and be like, yo, can I interview you? And they'll fucking tell me everything. I like that. Yeah, so a lot of the stuff that I get, little things I use from the people on the podcast. So if y'all aren't listening to that, at least listen for just little ways to ask for things or find out things, you know. But follow some structure too. And then again, as you're that fly on the wall, you've got to learn to start catching yourself talking too long, or when you interrupt someone. So I try to— when I interrupt someone, I go, fuck, I did it. All right, sorry. You know, I do this thing upstairs with Amanda all the time. Well, I'll explain something And she'll be like, yes. And I'll fucking explain it again. I just can't. I just can't. I say it again like she didn't hear me the fucking first time. But she doesn't give me like a big old sign with drawings on it saying I understood. And I have a bad habit of it. So I was explaining something earlier upstairs. And she kind of half answered, half didn't. She was working on something. And I went to do it again. And she just looked at me and she grabbed my arm. I was like, got it, my bad. And then Reese and I were working on something and I explained something to him and they came in my office and I almost said it and I went, remember when you came in? I went, never mind. I almost repeated something to you I said to you in the office 2 minutes before, but then Amanda had basically smacked me for repeating. I'm like, fuck, I almost did it. So I try to catch myself.

I'm so bad at that.

I think a lot of us are.

Bad.

Yeah, so it's just I try to work on the flaws a little bit every day, knowing I'm a fucking shit show. But there's positives to being a shit show, because I'm a shit show, it allowed me to do a lot of things I've done in life, or not give a shit, or not get stressed out, or, you know, just keep plowing through it. Because this thing is a disaster. A lot of this, this bit is, is simple as it is, it's hard as fuck, you know. And even you see Giovanni killing it, in your eyes he's killing it, but he comes to me and he's like, dude, he feels like y'all feel. He feels like he's stuck and then hit certain things and he ain't doing it the right way. And I mean, he still feel— I still feel that way. So in some ways, if you're a high achiever, that feeling never really goes away fully. It's just about a new thing.

So you kind of feel like when you're growing, you're trying to get out I'm not good at one thing at a time.

So literally upstairs right now, I was making calls. I have 3 monitors up. So on my front monitor, I have that program I was showing y'all yesterday. I have that. I'm fucking chatting with customizing the AI thing to program that. On my left monitor, I have— I have my mortgage license too, and I don't use it. I don't sell mortgages, but I have the license, and you have to do CE to keep it active. Well, my dumbass didn't pay it. Between me and Amanda, we didn't pay attention to the emails, and my shit expired. So I'm having to take this fucking mortgage CE before next week, or I have to like redo that. And again, I don't know why I have it. One day maybe I'll use it. I have no fucking clue. I was bored and just went and got it there a couple years ago. So on my left screen, I'm taking the CE, and on the right screen are the final expense leads that I'm dialing through. So while it's ringing, I'm chatting with AI, I'm trying to talk to fucking whoever's going to answer, and I got the mortgage thing going on there, literally simultaneously on my screen right now. I don't know how to just do one thing. I don't know if it's a good thing or a bad thing, but I'm really bad at it. Now, I am a checklist kind of guy. So I have 50 things on my checklist probably at all times because I like knocking things off my list. So as I go through a day, I either write it down on there, I use my notepad on my phone, or now in the little app we have, I made it build a checklist on the screen for me. So I literally have a checklist there. And I mean, I knocked like 10 things off a checklist yesterday. You know, um, so yeah, I'm not really good at the work on one thing at a time. I think in the moment it is hard to, because I could argue you can't really multitask. The mortgage thing fucking signed me out 3 times because I kept— if you're not on it for so long, it knows you're not paying attention, it expires, signs you out, you know. And it's— I'm probably not dialing as fast as I should be because I'm fucking with 2 other things. So there's unhealthy pieces of it too.

Is it more so like in your present, say like when you were trying to perfect your presentation.

Yeah.

Do stuff, handle objections. Were you focusing like, hey, I know me and you talked one time. Yeah.

I had the notes thing where I was like, I'm focusing on this. Yep.

Like, is that accurate?

Yeah, I think trying to, I think you shouldn't have a ton. You shouldn't be trying to overhaul your whole presentation at once. You should break it down into sections, meaning like for Adeline, she should be working on right after the initial intro, like how to transition from like, hey, this is Adeline calling about the form to, hey, here's what we got to do next. Like if I'm in her shoes, I'm paying attention to that on every call and I'm tweaking it every call to see what feels good, what works right, what gets their attention, what gives me a few more seconds on the phone. Like we talked about it yesterday. So if I'm in her shoot— yeah, so I'm— if I'm her, I'm focused. I'm not going to ignore the rest, but like I'm really trying to fine-tune that piece, you know. So for you, it's like, where are you stuck right now relative to what you're working on a couple weeks ago? How many people you got in this room, bro? To be clear, you got more people in this room than anybody else in here has in this room. Am I, am I wrong there? Okay, so let me get so scared of—

I feel like even with sales, kind of past month or so, I didn't— I couldn't get past like the 5, 5, 6K walk I did one time.

Yeah. Are you look— are you getting past— meaning for me, I, I think it's— I think most of this goes back to some level of activity. So you keeping up? Are you keeping up with that? And are you comparing it to last week, last month?

Uh, I thought numbers, numbers-wise, probably that's probably where I'm messing up because I'm I'm not looking at like as a total month.

Yeah.

Um, but as far as like my sales and stuff, yeah, I'm probably looking at weekly, like, see, so you're looking at only result.

Exactly. So what I always tell people is if you focus on the input, the activity side, and you judge that, judge, judge this sucker like you're currently judging that And it'll open your eyes differently. That's one thing this year I've been tracking a lot. Think about like going to the gym. If you knew exactly what workouts you did, how much weight you lifted, how many reps you did, how many calories you took in, right? And you're checking your weight, you're checking your body fat, you're checking your strength, you're checking your muscle mass, or you're just showing up and working out sometimes. Like, where can you see the most improvement? I mean, it's the same concept. So, and that's, that's been a staple of, for me, for the end, because it's so easy to show you why you're not on track, especially long term. Now, forget if you're looking at a Tuesday and going, I had 300 phone calls in the last couple days and sold one app, like No, no, if it's fucking a day and a half, like, it's okay. But over the course of 3 months, it'll start making you feel more confidence in what's going to happen. You'll feel like you have more control. You know, I, I have a lot of control over my result. Because I know what input it takes to have that result. Yeah, I thought I'd get in my head about—

we do like the whole 2 sales, $500, or 5 presentations, hit 2 out of 3. Yeah, I don't, I don't hit 2 out of 3, you know what I mean?

So what are you missing? I mean, but which of the 3 do you miss most?

It depends.

A lot of—

sometimes it's the sale. I want to get 2 sales. Other days, I'll presenting a lot, it's usually the dials.

I don't think the dials. That's why I like doing the hours for the activity. Yeah.

Which I've been, I've been using your activity. I've been tracking my stuff and be like since the start of the year, that was like my main job.

Yeah. I'm done winging it.

I'm gonna actually try to organize something.

Do you have it to where you can look at it though?

Yeah, I've got my Google Sheets.

You do?

Okay.

So do you, do you pay attention to, like, do you have a goal for how many— let's talk about then how many hours of prospecting, presenting a day. Do you have a goal? No, I don't want you to read. I want to know what your goal is per day.

As far as like hours?

Yeah, like literally, if you, if you're tracking dials and you're tracking presentations and you know more presentations equals less dials, less presentations equal more dials, You've got to have a total number you're looking for.

So I look in the sheet and see like the actual hours.

Now I want you to know here what you're chasing. I mean, I would say— meaning how many hours is 500 dials and 5 presentations for you? Is that a good day, a bad— like, do you know what that equals?

I mean, I'd say, I'd say that's usually like I mean, you know, we'll take it.

It's like when we were at the gym today and he was like, yo, this fool's usually in the gym, does 2 fucking exercises. He'll be here 45 minutes taking, you know, fucking with his phone in between things. Where he cranked out 8 exercises before you touched the bar twice. You mean he did not, he didn't sit. It was literally fucking movement to movement, back to that movement, back to that movement, back to that move. I was like out of breath. Not really, but like, I was like, damn, it's a cool pace, huh?

That's—

stop, right? So for me, I go like, all right, 500. And this is the only way I see it is If you hit 500 phone calls, that's, that's a solid 8 hours cranking out phone calls, you know. And if you're doing 5 real presentations, that's depending if they're legit, if they're real presentations, it's a few hours, you know. I mean, that's a solid day. But if you're at, if you're at 250 phone calls and 5 presentations, like All right, that's kind of a bitch out day, you know.

I feel like most time if I do hit my goal, it's usually I'm hitting the 5 presentations and 2 sales, or I'm hitting the 5 presentations, 500 dials, and no sales.

Which happens, but if you're doing that 5, 6 days a week, and if 3 days a week it's good and 2 days a week it sucks ass, you're still 6 sales a week. Which I don't believe you're averaging. You know, do you know how many you sold in January? How many apps do you know? I'm 100% sure. My question is, do you know? The answer is no, you don't know. Yeah, it's okay. Looks like that's what I would focus on. If you understand your— whatever Craig's number is to equal something. I know I feel better. I feel like I'm in more, more in control, you know. And it's not hard to look. You should look it up. So for me, I'm a little bit of a nerd, so I'll take this thing and put it into Sheets, or again, now we're going to use the new online thing. But I just kind of stare at it, dude, and I try to— and maybe I'm weird, maybe I'm broken, I don't know. When I look at stuff on that sheet and I see dials and totals for the week and totals for the month. And I just— it tells me a story. No different than when he grabbed Tiger's phone and his paper. Like, that told a story. Tiger had a story, but it told another story. So you're telling yourself one story, and I look at the data and I go, what's the real story? And it just speaks to me and it lets me know how to maneuver. So, dude, I can't tell you how many times I'll be staring at my shit, just look I literally just look at it. I'll play with ratios, I'll play with formulas. I just like, how many of these equal how many of these? And I'm a little bit of a numbers nerd. So some people, numbers make their head explode, but I'm only doing like third grade math in most of these calculations. You know, it's not that complex. So I think for you starting to understand what it takes for you to hit your numbers as a whole, you can't look at Tuesday. But if you go 30 days, if I hit X amount of phone calls and again, my head hours, 30 days in a row, it's going to be hard to not be pretty damn accurate to what you're going to produce. 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 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 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.

I do a really lazy job at first, like tracking everything.

So this is really my first like full month.

Yeah, actually track my numbers.

So what I would do is look at it for January and keep it simple. You can't overanalyze it too much because it's only one month. Like, it is what it is, but I would try to beat it in February. That's it. Just chase yourself. Gotta made 3,000 phone calls in January. Cool. Can you pass it this month? You know, no different if you go to the gym and you lift 225. It's like, all right, can I get up to 275 this month? I don't know. Can I? You know what I'm saying? Or I can run a mile in 10 minutes. Can I do it 9 and a half this time? It's just, I'm always— what's up, dude? Looking slick today. Best dressed. Sorry to point it out on you, kid. So yeah, I always chase my own stuff. So I think that you should be working on every day. And then, you know, I think you're really confident talking to people. I've— and Giovanni could probably give you a better— this private conversation with him to figure out where you can improve presentation-wise, but I know for sure after a 30-second conversation, you need to study underwriting, period. Like bad.

Like bad. To be fair, I would not get help in a home if I did not know that.

Right?

At your point, you'd be like, figure it out.

No, it's bad. Hey, hey, hey, liver transplant, anything other than GI is bad. And again, it's all good. That just says you make a lot of snap decisions and you're probably hoping like shit for an approval. Granted, we're all kind of hoping for one, but I'm pretty— the only reason I'm getting a decline is because they didn't tell me some shit, or I asked bad questions, didn't get the info. It's not because I didn't understand what was on the piece of paper, you know, for the most part, you know. So I, I think at this, this far in now, you're, you what, damn near 6 months in? Like 4, 3, 4, When did you start?

October.

Yeah, so we're going December, January, February, so we got 5 months. I mean, liver transplant is on like page 1 of underwriting, you know. Now again, they're going to be some quirky— do this quirky stuff, I don't know, just is what it is. But that's going to make you a ton of money. Not only from your own personal sales but being able to teach it. So you're at a stage now where— and you ain't the only one, but I can just give you feedback from yesterday because then— and you still are still somehow trying to defend it today. I think that just says it's a weakness that you don't see as well as I do how much money it's costing you because you're going to miss sales. There's only so many— so so many times. It's, it's harder to keep people on the phone that long, especially when you're 4 months in. Like, I'm pretty good at keeping someone on the phone for a minute and kind of navigating through multiple apps, but if you miss, it's— I mean, it can cost you a ton of money, you know. So I would add that to your list over the next couple weeks, few months, to go like, let me really master this without just being, let me write it down, let me put it into a fucking toolkit or whatever and hope it gives me the answer, or ask Giovanni for the answer. Again, it's not a bad thing to do at the beginning, but as you start getting— you sure as shit don't want to be 12 months and still not knowing it, you know. No, and no different than what I was able to teach him yesterday versus he ain't learned from anyone else yet, is, dude, ask for the worst shit first. Where he otherwise would have been plugging in fucking blood pressure into the toolkit before liver disease. You know what I mean? It's like, nah, start there. If you don't know it, cool, but you should at least know, let's start with worst. And then once you get, yo, I got cancer now, dude, it doesn't matter if they have diabetes. You don't have to ask any more health questions. You know what I mean? You can move the fuck on. You know, but I hear a lot of people asking, "Spell lisinopril," when they just got done saying they had fucking chemo yesterday. Yeah, and that's a skill set issue. Y'all hear it too. So I think you're at a state— clearly. And because of the tools, the tool I studied under— I would do it. I remember sitting there reading, dude. I nerded out and I would just read the underwriting guides. And then I would read another one. I remember the first time I noticed that like this one said, have you had in the last 2 years? And this one said, have you ever had? I was like, oh, that's fucking different. Same question, worded different. And then I went, oh shit, let me see what these guys say. Oh shit, they don't even ask that question.

Huh.

And it just intrigued me at how different they can all be. And so as you start to learn the industry, different companies and different products are literally looking for different clients. Their questions are worded in a way to attract a certain demographic because they understand— this is super nerdy, but they understand the, um, the like actuary tables of who they're looking for. Like Trans taking all the shit they take, that's on purpose. That's— they want that demographic. They've studied it. They understand the pricing of it. They're like, if we go after this demographic, traffic, we can get this much money, it brings in this much revenue. Here's when they're all going to die statistically, here's what we'll make. So for me it was just like learning who they want as a client versus just like, eh, just hope like shit they say yes. That makes sense.

I do.

What do you consider all— I have so many ways to run with this. This is a good one because it's like made my head explode overnight.

What's the question?

He wanted to know what do you— what do I— it's me specifically.

Yeah, like what do you consider, you know, like how far you've made it, like, yeah, you consider being all in?

I'll tell you this, there are definitely people in our space, in the world, that would say I'm not all in in some ways. I mean, if I go to the gym at 7 instead of 5, there's some people who would argue I'm not all in, right? So I think the, the hard part about the question is it's very subjective. You know, it's one of those things we could all argue forever. Um, so for me personally, to answer it all in for me or all in my perspective of you're all in are going to also be different. You know, I've learned to have a weird perspective of it for other people, and that's why I came up with like, be coachable and do the shit you say you're going to do and communicate. You know, if you, if you If you are coachable and you do what you said you will, that's your version of all in for me. Meaning if you're like, dude, I can only do this 3 days a week and I only got $500 a week and I don't really want to recruit and I can only show up to— you're your version of all in to me. Now, I don't think you're all in in the industry, but I'm okay with that. So again, this is a fucking hard question. Question to answer because I could argue all sides of it. Now, if I went very generically broad version of all in, I think that's—

I think it's a very humbling question.

It is, yeah, because again, I could definitely argue against myself for sure. Um, yeah, I just— there's a lot of things I could look at and go like, hey, I'm weak there, you know. And again, I could take— fucking bring Shawn Mike in here. I'm like, I ain't all in compared to him. I think I'm pretty fucking all in, but he's psychotic all in. I don't— I'm not his level. I'm not that, you know. And I don't know if that's good, bad, or indifferent. And he would argue he's broken, I'm broken. Like, we're all fucked up in some kind of way. So I think there's levels to it for sure. But from a very generic standpoint, the way you're asking the question, the way you want it, I think that's showing up for yourself every day and really trying to— like, really, I think understanding the industry first is important and attacking it the right way. Meaning, am I, am I really getting enough leads? Am I really making enough phone calls? Am I really studying my craft? Am I, am I really attending the trainings? Am I really trying to get better at this thing? Am I really asking the mentor for help every day? Am I taking the feedback back and implementing, or am I running out like a little bitch when I get— you know what I mean? Like, I'm not pointing at you, I'm pointing out who was there, if he's ever watching this video. You know, um, I, I think again, and it's hard because if I went all in, are you recruiting or bring people in? Sometimes, like, you ain't ready for all-in recruiting yet because it'll mess up everything else. You know, I could argue Giovanni's all in way more than everybody else in here, But at the same time, I wear his ass out because I'm like, when are you going to get a damn admin? You know what I mean? And help you build this thing. When are you going to do some of the things? Because— but he could do the same for me. We can, you know what I mean? So it's like an endless pit.

It's almost like it's like motivation.

Yeah. I mean, again, if you get too deep in it, you can also like— it can be depressing on yourself that you never feel like you're doing enough.

You feel like you're all in, you know, you're like, I'm doing this, I'm doing I'm doing this, I'm doing that.

Yeah. So I think I look at it and go, are they chasing something? Giovanni's chasing something. He may not be doing it perfect every day, but shit, neither am I. And thankfully, he comes to me for advice so I can give him feedback and he takes it and he adapts and I can fuck with him pretty bad. I'm chasing something. And I'm definitely not doing it perfect. So it's like, are you actually chasing something every day? Are you just like checking boxes? You know, you working on improving every day? Or is this just like, I'm just literally trying to get paid enough to fucking party this weekend? You know, I think they're very different. You know, are you improving week in and week out? Because dude, you're gonna mess this thing up for your entire career He— Giovanni was saying something yesterday along the lines of like, I don't want— I'm probably not going to word it the right way, but he was like, he wants to make sure— he, he's so caught up on making sure he builds this the right way every day because he doesn't want to make mistakes. And I'm here to help him not make as many mistakes, but at the same time, I'm like, that's gonna happen, bro. I don't want one of my managers to one day— one of his fear— can I share the thing about that? Yesterday he goes, I don't want anyone to say at some point that I'm this size because of me. He doesn't want Craig to go like, yo, Giovanni's that big because of me. That's a valid fear. That motivates me to keep hiring because I don't want Giovanni to one go, We're all Wetmore's group. The fucking little shit, he wouldn't even be the size we are because— like, I think that way. And now that I've built it, what we have, I'm like, I'm sorry to tell you, bro, someone's gonna say that one day. My team says it about me now. I promise they do. I've heard it. You know what I mean? I'm like, I've said it about my upline. I remember thinking that. I'm like, ah, I was I mean, I'm like, damn, you get humbled quick in this thing. And then it's like, do you help people to a certain point? And like, now we get to a certain point where like, dude, I could quit or get fired tomorrow and our team would still grow. Like, is that good or is that bad? I don't know. I don't either. You know, that's—

I mean, some— it's going to grow with or without you.

It is today. So it's like, do I really add value then? That's a pickle I'm in. I'm like, weird. You can look at this and go, ah, he did all this. And I'm like— but they're— you know what I mean? You can get in your head a lot about stuff along the way. So I think everybody's definition of all in is different.

This job alone is humbling.

Boy, I tell you.

Everybody can say they can work their ass off.

I can—

I, I was working 5 to 7 at night, you know, thinking I'm working my ass off, you know.

But this is—

it's all about strategy. It's like, yeah, using your brain. Like, I'm using a whole different motor skill.

It's, it's tough, dude. So I, I just— for me, I've learned to just— I'm trying to improve every day. I know that if I help people get paid, that tends to push us in the right direction. We tend to grow. I don't ever want to feel like I'm not there for people, especially the ones that I think are working hard. Again, I think I'm a big activity guy. I just think if you're putting in the work— and there's so many people that get on the Discord and they like pretend they're that, and they're never on video and they're never on mute. I'm like, why do you even get on? Like, why are you— are you on here just to show me your little emoji and pretend you're doing something? It drives me bananas. But I've learned how to articulate that in a way where it's like Okay, if you don't want to be, cool. Can you just tell me you don't want to do this all the time? And then I've mentally learned to be okay with it. Because where I struggle is thinking that everyone thinks like I do. And I'm not saying my way of thinking is perfect. That's not what I mean when I say that. But I do struggle. Giovanni's like this in some ways. Sometimes I'm like, dude, they ain't thinking that. They don't— he's just a different breed relative to most people. And again, that comes with bad. It's like it just does. But just watching the way he leads the room and y'all all are looking to him for direction and feedback, and that's unique. It just is. So I go like, all right, cool. I'm attracted to that. I go, I can work with that. Now, we're both going to make a shit show out of this thing. Sometimes we do it together. We piss someone off simultaneously, you know, and they quit. And, you know, it is what it is. Um, but, you know, I, I think most importantly I'm looking for people that are progressing, making changes, being vulnerable and putting themselves out there to get correction and feedback. I think that's important. A lot of people are doing a lot of the right things, but they aren't very vulnerable sharing where they're struggling or asking for ask for help or feedback or guidance. I know I mess up a lot, and I'm not, I'm not, I'm not the best at necessarily asking for help. In the right situation with the right people, people I trust and value, I'm like, I do— where am I? Just tell me where I'm messing up. You know, that's why I loved having the mentor I did along, along the way, because I could ask him that and he wouldn't belittle me. And for all the things I did wrong, he'd fix it, he'd point it out, but he knew how to deliver it to me. Or some people don't know how to deliver it to me, and the weakness of me is I can be stubborn, man. I'm impatient.

I feel like I'm impatient. Yeah, I just feel like, you know, that's a lot of us. I'm like, man, I'm over here, I'm like, man, I still ain't got the hang of this shit yet.

Yeah, you're gonna feel that way a long time.

Oh yeah, I'm realizing that.

You're gonna feel that way a long time, you know. Again, I can sit up there and make 3, 4, 500 phone calls, and I can start to feel like, shit, does this work? We're human. You start to wonder. And I'm like, I literally crack myself. I'm like, you dipshit. Stop thinking stupid. Yeah. So does recruiting count as being all in? I think it does if you want to build something. But I think it don't matter at all if you don't want to build something. You can be all in on sales and not want to build. And I think it's weird. Because then you just want to be a sales guy forever. So I find it to be awkward, but I've learned to accept it too, because again, not everybody thinks the way and wants to lead people and be a thing. They just— some people do just want to sell and be by themselves and not have the burden and take the phone calls and deal with the shit and the debt and the roll-ups and the dipshits and the— you're like a therapist. And you're all— oh bro, building is hard. I wouldn't say that. I say like you're all of it. You're all of the above. Oh dude, you have no idea. I promise you, but I've been a therapist, I've been a financial advisor, I've been a psychologist, I've been a parent, I've been cleaning up people's pissing themselves. It's just, you're all of it. And not everyone can handle that. And I don't know if it's good or bad that some of us can handle it. Like, I'm so messed up, I can deal with it. I do it openly. Yeah, but at the same time, it's like he couldn't do it. He couldn't go home right now and just sit down and watch a movie and let y'all be here. He couldn't physically do it. Yeah, yeah. And that's— this is a different breed. So I go like, who else is doing that? Because if you're saying I want to build something and be kind of a partner with me and build something together, like, that's pretty fucking all into me. I'm gonna wear them out about some stuff because it's fun and I like to challenge them and push them, you know. But again, all gas, no brakes. Yeah, yeah. Hey guys, just created something really cool, and if you want to be part of it, join the Discord group I just created. The link is going to be in here. It's a dope environment. You can chat with others that are kind of in the community. You can see beyond the curtain of our agency agency, have access to all kinds of stuff that we got going on, events, and my staff is in there. Um, we have agents in there selling, me helping agents and sharing information. We're gonna, as we build this thing out, share everything out there with all of you guys. So again, follow the Discord if you want to be part of everything we got going on. Join it now. We'll see you in there. Hope to help you more. Yeah, and I, I think you guys need figure out and be honest with yourselves about that. Because everyone says they're all in, dude. There's no one in here that's gonna say I'm not all in. Now they will in this moment because we've worded it that way, right? Because no one wants to be put on the spot. They're like, no, I know I'm not all in. But at its core, most people feel like they're killing it, putting everything they got into it. Yeah, but I'm like, dude, if there was a camera on on you like a film crew. Yeah, all the time, dude. I notice people in here doing dumbass shit that ain't making the money they want to make, playing video games and watching movies, you know what I mean? Just doing dumb shit. I know it's happening, you know, because I work my face off and I have a lot of downtime. And I know I outwork most people, and I— but I get bored bored. Again, I don't know if that's a good or a bad thing, but if I'm not working, I'm bored out of my trees. I'd rather be working them. I just— I would rather work than watch TV. I would have no interest in it. I mean, I like hanging out with Maddox, you know what I mean? Certainly Steph and I like to travel, but we're at home— me and Stephanie don't hang out at home. I'm fucking— that would be one of the weirdest things that people do. Like, I don't know what even— what that means. Honestly, she sits and watches TV. I'm probably in the office or the gym or the sauna, or I'm downstairs playing with Maddox. We do some things together, certainly, but most of ours is taking care of Maddox, raising him, the family, the house. And then we do trips and stuff like that together. Shit, Brayden's here. I mean, shit. How often you see me sitting around doing literally nothing versus in my office working? I mean, that's— I play— they come out— like, I like to play pool with them. We go down— we go through phases. For a little while, it was ping pong. Sometimes it'll be the golf simulator. Right now, we have a pool table. So we're playing pool pretty often now. So he came over last night. We played for an hour. He bounced. And I'm like, all right, they're tired of me. I'm like, all right, I can move on. And then they go do their thing and play video games together. And I don't know. I like to set an example for them. I think that's cool. I don't know if it's working or not, but I like to feel like it is. Maybe that makes me feel better about myself. So yeah, that's a hard question to answer, dude. I've literally thought about it the entire time since you asked it.

Same.

Yeah.

I have a question that to Well, maybe it's not a question. I think like my version of all in is like hour by hour, day by day.

Yeah.

Type deal. Like sometimes I can tell if I'm not all in because I've got like this feeling inside of me that's like, damn, you need to get to that. Or like, I feel guilty. Yeah, or like, I feel like I'm losing money currently.

Yeah, I don't think everybody has that.

That, that's how it made—

I'm like, which I find weird.

I'm like stressed.

I'm like, oh, just saying.

Yeah, yeah, it feels like you're doing something wrong.

We allow ourselves to do just like a lot of distractions that we have in our lives.

Like, but I also, I mean, I don't know, I do also love—

I think it's a good thing. I do.

I like I like to separate it, but I don't know.

I mean, I do too. I just don't— I don't understand long, drawn-out versions of it. Like, I don't, especially when I got so much going on I'm trying to accomplish. Yeah, you know.

How do you separate the differences between like distractions and then like releases? Like you said, you play pool with him.

I guess you could call that a release more than a distraction because you work so early.

You think it's just what you do throughout the day?

Release first. I'm not that good with words, dude. A release first, a distraction— I don't understand the difference. Can you— like when you're playing pool, which one is that?

When you're—

when you're playing pool, do you have that? That's what I'm saying.

I don't—

like, just like a cool down. Yeah, like, like a break.

Every, every 10 minutes.

Did you have a million things going on in your head saying, I should be doing this, I should be doing it? Like, did you feel—

when I was playing pool?

Yeah.

No. Well, no, I, I did have the laptop downstairs with me last night. I was multi— because I was— I'm neurotic. I don't normally though. I don't normally have a laptop down. That's the only time even in any time recently. But last night I was, I was working on that thing, the website, and it was in the middle of somewhere I wanted to be, but at the same time they were there. So I'm like, I had the laptop sitting on the table in between shots. I was typing and then I go. So I wasn't— I was sort of distracted last night playing.

So basically you have found a happy medium.

I don't know if I could answer for that. I have to stay— I have to chase something. I have to be chasing stuff or I will— I have a pretty addictive personality. You know, but I'm really good at like, I'm kind of an all or nothing kind of guy. That's why, that's why I quit drinking, because I, I can have no drinks but I can't have one, right? There's no point. I can have, I can have no cookies but I can't have one. I just can't. Like, I don't eat pizza, but they had it today and I'm like, I don't have one. Well, I ate 3 and now I have a fucking stomachache. Because I never eat pizza. And I'm like, I will not— I'm just done with pizza for— you won't see me eat a slice of pizza for fucking 6 months now. So if I don't find things to do— so that's why I do a lot of working out. That's why I do a lot of the events I do. Because it's like, I have a marathon I'm doing in April. Now, I just signed up to a half marathon in March. And now I'm thinking, what can I do next? Because that keeps me working out because I'm chasing being able to perform at that moment. So if I'm sitting down at the couch, I'd be like, bro, you're running the Boston Marathon, you dipshit. And again, I ain't trying to win first place. But I know if I don't train and prep enough, that it's going to hurt like shit that day.

Yeah.

You know? So I'm chasing something. I'm chasing certain body fat. I'm chasing a certain weight and things. I chase stuff. And then we were talking about, I do decent vaca, but I get bored on vacation.

See, that's what I chase.

Vacations?

Long vacas.

I had never done that in my life. I don't even know what that's like. I can't wrap my head around what that even means. Do it. I couldn't, wouldn't know. I don't know how. I go to the beach, dude, I go to a beach or something, the third day I'm like, can I go home? I literally want to go home. I just don't know how to sit down in the sand and just stare at the water for that. I just can't do it, you know? And I'm not saying it's wrong though.

You, yeah, you go on.

Now I can, I can explore, like I did Italy and that was cool. I did that for a week. It was fun because we went to different— I just, I need difference. Yeah. You know, but like, I don't know, I like spoiling people. Like, I like— Brayden's been on— how many mission trips you've been on? 3 or 4? 3? Out of the country? You Dominican twice. And then what do you got coming up? Alaska? That's coming. When is that? When is that? And you're going— you have a Disney trip with school? That's all you have planned right now, those two?

Yeah, like, that's what I chase.

I, I work like I work so he can go out of the country at— in high school, because I never— I don't know what that's like. We're planning— Maddox is now going into high school, so he gets— we're planning what he gets to do. Like, I don't know, I'm like, I want him to go to college and do his thing and enjoy it and go to school he wants to go to. And my daughter, I pay for her college and I pay for her rent and I pay for all her and that when I'm working, that like, I like being a provider more than I enjoy for yourself. Yeah. Yes, it doesn't do it for me. But when he goes, hey, can I go to whatever? Yeah. When he calls me last week, he's like, hey, can I buy clothes for this thing? Like, yeah, just say just yeah. They have my cards, you have my credit card, I think, on your phone. Maddox has my credit, you know what I mean? I'm like, I just— do they overspend? I don't— I Oh, how about that? But they're not gonna do it— he's not gonna do it obnoxiously, you know. But like, he takes his friends to the country club, and but I like— I'm like, cool, I like him being able to do that, you know. I just— that does more for me than sitting at the beach. I just don't give a shit. Now, do I like to go on vacation with them? Some, but they fucking argue and they fight and we're sitting in one room together and everyone— it's like, it's not near as fun as me sending him to somewhere he'd rather be with his friends and hang out. And like, I like that more and I feel like he likes it more. You know, we are trying to plan a trip. I'm like, where do you want to go for your birthday? And which was fucking months ago and he ain't told me yet. I'm like, you know, your birthday was months ago, dude. You know, and then I try to take him on a trip and sometimes he's like, no, I'd rather go with my friends. So So he's missed a couple of dope trips to hang out with his friends. But I'm cool. I'm like, all right, cool. It doesn't bother me. But we are trying to plan. Where I'm not good is going like, hey, we should do something one-on-one. I'm not amazing at that. I've had 5 kids. I'm running a million different directions. I'm like, I could get better there. So I'm trying to do stuff like that. But for me personally, dude, I don't know. I'm just motivated by different things. I won't— That's all I know. It's just— and I don't know, maybe it's— I could probably go to a therapist and they could probably tell me all the reasons I'm fucked up. I promise you, you know, um, but if I'm not doing that, dude, over my life I've either drank something too much or smoked something too much or just done dumb stuff. And I'm like, why do I— don't like that. I don't like being that person. So I chase things to avoid that stuff and I cut all that shit out of my life. You know, I don't know how the hell we got there, but I think we're always— for me, I'm always trying to work on bettering myself in different ways.

The man upstairs might have something to do with that.

Yeah, it's true. It's true. Giovanni's ready to work. I can see it. Anything else? What time is it?