How To Get FREE Insurance Leads To Make $90k PER MONTH ft. Joe Kampert | Ep52

So 2018 was the year we started Scratch. 2019 was when we were still really heavy outbound. For 2018, 30,468 total calls, 4 weeks and 1 hour of talk time, and 20,087 texts sent. That's how we started the agency. Just cold calling, dude.

What up, y'all? John Wetmore back with another episode of the Insurance Insiders Podcast. Got my dude Joe Kempert today. Appreciate you getting on, homie.

Absolutely. Yeah, thanks, thanks for having me.

I'd be surprised if people didn't know you at all because you're, you're, you're killing it out there. Um, but for those that don't, you know, the little I know is one of, one of the coolest dudes. You know, sends Maddox cleats every once in a while. It's one of my favorite— like, the kid loves it. They like have this little bond over stuff and have barely met. Um, but yeah, super cool dude running, um, Insurance Syndicate, massive Facebook group. It's been cool to watch you build that. You know, you've come a long way since we first met, bro. Um, obviously have Clearview, had some, had some transitions in the space. You've seen a lot now in the, in the time I've known you. Um, so excited to hear more, dude, and dive in because I don't think we've ever done this this way.

Yeah, not on, not on this side. Yeah, typically it's like a live show or you're running your own show in syndicate or, or typically also in person. But yeah, for anybody doesn't know me, a little 30,000-foot overview. Name's Joe Camford. I'm president of business development now at Clearview Insurance. We are predominantly property and casualty. We went the franchise route as well, so we are an approved franchise property and casualty in all 50 states. And that is what I'm doing now. I've had a— as John said, I've had quite the come up. Started actually when I was 19, so was the college dropout and was just kind of going to school because that's— I don't know how I was raised and that's what I was supposed to do. And I guess that's where my friends were at too. So just was always kind of just going through the motion, just doing what I thought I was supposed to do. And then ultimately got introduced into insurance when I was 19 as an intern at a captive Allstate office. So that's where I started as a, as an intern. I went from intern to customer service, got into some agency specialist type positions with a couple different agencies, again all on the captive side. And then kind of saw the writing on the wall, uh, for me on the captive side where I had the highest close ratio in the office at 32%. And where people were worshiping the ground I was walking on, I'm over here thinking, I'm like, well, shit, that means I'm turning away almost 70% of what hits my desk. Not because maybe they're not good clients, they just didn't fit that captive box, right? Uh, so saw the writing on the wall, was with Allstate for what, 4 years? Yeah. Uh, a little bit under 4 years. And then ultimately me and my pops, uh, decided to start up our own scratch independent property and casualty agency called Redwood Agency Group. A lot of y'all probably know me from Redwood. Uh, we started that scratch in March of 2018, which is pretty crazy to think that's when we started that thing, just bootstrapping it, getting after it. Learned all the freaking— learned all the things that you shouldn't do, uh, which I, I call those experiences invaluable. It's why I love to give back. It's why I'm so, um, all about what you're up, uh, what you're doing with this show and how you're getting back into social media. John is— I just, I didn't have a Joe, just like how you didn't have a John, right? And it's like Gosh, don't get me wrong, I love the learning experiences, but if I could have skipped a few of those, uh, yeah, but again, it led me to where we are today, to where we're now. We're doing about 200, uh, close to $2 million in new business premium per month on the, again, property and casualty side. And we dabble into life a little bit. Um, I know that's kind of how me and John connected because it was like, yes, let's go life! And then it turns out not a lot of P&C agents, uh, like to do both. So still trying to crack that code like 2, 3 years into the thing. But, um, here we are, man. Very blessed. Uh, happily married, father of 3, girl dad, uh, and just rocking and rolling. Love what I do, man.

I love it, dude. I love it. It's good stuff. I'm glad— glad to see his water in the cup.

That's impressive too. Yeah.

Oh, it is? Is it really today? Yeah, get that. Obviously not while y'all watching it live when it comes out, but live, me and him— I did not realize that. All right, so no green beer for you.

No green beer. I— dude, I can't stand the— it's a squirrel, but I can't stand the freaking food dye in the beer, man. I don't know what it is. I know it's like supposed to be nothing, but it's just— yeah, I don't know.

But the beer is fine.

Toilet looks different for like a week after, man. So it's like, I just— no food dye. We're pretty raw, guys. We're pretty raw.

Welcome to the show.

I'm listening. Yeah, welcome.

That is funny, dude. I love it. You know what's funny is like, man, there's so many things I wanted to say as you went along, but I'm like, I'll just shut my mouth for a minute. Man, it's funny, like when you said the problems and it was a learning experience and you wish you could skip them, but it all worked out.

Mm-hmm.

It's really funny that like as we teach people how to do this, it's this weird balance of like help them skip the hard things, but yet at the same time tell them to stop being a freaking wuss and deal with the hard things. You know what I mean? It's like this, like, it's the most valuable thing we ever went through.

Yeah.

And yet we spend all day trying to get people to avoid the most valuable thing we ever went through. It's the weirdest dynamic, dude.

It's— well, it's— I mean, shit, we're doing it with our kids where it's like, I mean, I always learned everything the hard way, which is who— that's how Joe became Joe, right? And how I became, you know, the confident guy that I am, or resilient. And it's like, but I also don't want my kids to kind of have to go through everything I went through. And I know you share that, uh, similarly as well. And it's like that hard line to draw, and especially with your agents, man, where it's like, I don't know, part of me it's like, okay, if I can give you the— you're gonna have to do the work, and I, I know you're all about that, right? You're gonna have to do the work. But I think that's even where people fall off. I'll give you the secret sauce and I'll tell you how to do everything you need to do in 3 months what took me 3 years. But then it's like, it just, it always comes back to that freaking simple little piece, man. They still just don't want to do the work because the work is what's going to amplify that and really scale you fast, right? It was like, don't get me wrong, I was doing a lot of work when I was learning, but a lot of it was the wrong work. I didn't know what to do. I didn't— you don't know what you don't know.

Um, I think that's so good though, dude. And people want to, they want to like get the perfect CRM down so they can avoid doing the wrong work, quote unquote. That works smarter, not harder. I'm like stop it. Yeah, you know, and you've always been afraid to not— you've, you've not been afraid to like mess this thing up.

Oh dude, you know how many things I've broken, man.

Yeah buddy, I've watched.

Yeah, it's— but that's— I mean, I guess to your point, I guess I agree on that. That's how you find the things that work, you know. It's like when you break them— I always say this too, it's kind of my line, uh, really it comes from my dad when we were first breaking things because we started growing especially when we started recruiting, right? It was— I mean, when I came over, it was, you sell auto and home insurance, and that's how you make money in insurance. And that's all I ever thought. That's how we started. Um, and then getting around people, getting around to Cody Askins and people like yourself, really just kind of challenged us, was like, dude, we're sitting on gold with these direct contracts. Um, and again, this is on the P&C side, so it definitely operates a little different for us. But yeah, I mean, like, why are we not doing— so then when you start adding other agents into this thing That's when you find out systems that work for 5, dude, sometimes they don't even work for like 10.

Yeah.

And it's like, crap. Okay. We gotta go back to the drawing board. I think that's another piece. You know, I've become a huge fan of mapping things out. It's like, okay, if something's broken, okay, let's, let's really draw it out. Like draw it out, like physically on a whiteboard, on a piece of paper. Let's map this thing out and then see where we can take it. I think a lot of people even miss that. They just instantly will skip to the next thing. They'll go to a Facebook group and go, change their entire tech stack when they're only utilizing 50% of their current tech stack. With like one click of a button or a training call, they could utilize it more. I don't know, I see that a lot too.

Yeah, yeah. What's, what's something— because I didn't, I didn't know you did that whiteboard. I mean, I've seen you do the House of Dreams stuff, but I didn't know you did it for mapping out other stuff. I love— it's one of the favorite things that I do ever. What's funny is, uh, do you, do you, do you keep them?

I— dude, I have— you should see. And it's funny, I have— oh yeah, dude, and I've got stacks. I actually keep the papers like on my desk because I like— every year I want to be able to go back through and see like, okay, let's see what we broke in 2020, right? Or 2021.

Yeah, Amanda saves them for me. So last time when I had the workshop here, last few weeks ago, whatever, yeah, we showed a screen. She did like a little video where it was like dozens of them, just us mapping things out. And I could go back and be like, yo, that runs so good now. And I remember when we planned this thing and how much of a shit show it was along the way. It's really neat to— I've never met anybody else that does it and saves it. And my—

even our comp grids, dude. I mean, because when we were trying to figure out how to pay people, because on our side, again, it's like, okay, new business was easy. All right, that's— we, we know what new business is, that's how we're going to pay that. Okay, but then what if it's a rewrite? Which a rewrite in our world is where you got to rewrite it to another carrier. Well, that's not— I mean, it's new business to the carrier, but it's not new business to the agency. So do we treat that like new business and pay the producer that way, or do we change the comp scale on that? Because, yeah, because then again, for us, we're giving up so much of that first-year commission. So then it would be like we were 2, 3 years down the road because you lose it on the other side, right? We've been banking on the renewal, but then it's like, if we keep paying, if we keep moving the client and then we keep paying out 90% to the producer, we're waiting 3 years for our money. And so then, okay, okay, crap. Well, what if it's a cancel and it's off the books for 15 days, but then we're able to get the policy reinstated? What do we pay on that? Because the carrier pays less commission on a reinstatement, but it's been off the way. But then now it's reinstated. So is that new? But I mean, just simple stuff like that where we would have never had that. We would have probably just been paying new business bills, new business. And if it's a renewal, it's a renewal just off a transaction code. But there's so many transactions Mapping that out, I do the same thing with social media stuff. When we first brought on Lily to help with the virtual assistant, just social media publishing, editing, all that stuff. Like when I mapped out everything I do, I'm like, holy crap, that was the first time I'd mapped out like, oh, and that ultimately I'm like, I'm never going back. I never want this map back into my schedule because that was, that was too much. But yeah, mapping it out and really visual, I think that's the big part too. Writing it down. I'm a visual person, but I'm also big on writing it down. That it just really helps me like get it up here. Um, and yeah, man, I'm a big fan of mapping that stuff out. You need it.

What's up? What's the most recent one you've done, like a good one, like a big one? Um, that you're in the middle of now?

I mean, probably, probably Pluto. I mean, I would say our CRM and how we're gonna really utilize it. Um, I've got to be kind of a part of the build-out with Pluto. Pluto is the revamped insurance version of SalesPipe. Uh, again, it's a CRM I use, very GHL-esque. Uh, it's funny, actually, people don't know this, it came out 2 years before GoHighLevel.

Did it really?

Jeff just doesn't— didn't have millions and millions of dollars to scale it like he was an insurance agent, you know. Um, and don't— they're not small by any means, but yeah, that was probably the most recent one. And just really, okay, if it's this, it's this, right? And or if it's this, and just the triggers. And really with automations, that's when you really get— I know you love that stuff. You get the to really map that crap out where it's like, oh, and then if it does this, it triggers this workflow, and then once this workflow hits, or if they respond, it triggers this and moves it over here. Um, my brain doesn't— I have to map that crap out because I cannot— my brain doesn't really comprehend very well with that stuff. I have to be in my corner for that.

So yeah, yeah, you do. Yeah, I love it. I like taking it from the whiteboard and then putting it in the system. Yeah, you know, seeing it like come to life, that's my favorite part. Yeah, yeah, we do it a ton. Um, chilling. The other thing is like, uh, it's— you were talking about like how you deal with your kids. Like, we want them to avoid— and now like legit, and we ain't gonna get into the whole thing because someone would be mean of me, but you're seeing me now have to teach my kids some shit about life because they don't know. Yeah, dude, my kids don't know how to get car insurance. She's 18 and she doesn't know how to get car insurance. Yeah, you know what I mean? And I was like, have I won or have I failed? I can't— like, you know, 18-year-old has a car, has insurance, goes to school, doesn't have a clue on earth what anything costs. Yeah, I'm like, damn.

And that— but it's like, in that— I love that we're going— I struggle with this a lot, dude, because it really is just like— I mean, I come from— I, I don't think I have the necessarily the same backstory as you, but I definitely— we did not come from freaking money. Yeah, we went to Aldi when it was for the broke people. Now it's all hip, organic, and owned by Whole Foods, you know, all this, right?

Is it really? I thought, yeah, I didn't know that.

Trader Joe's, all that, they're all owned. Yeah, they own the same stuff now. And, you know, for me, I mean, I didn't know it at the time, so I didn't have a problem with it. But then now it's like, man, I don't know if I ever want my kids to have to go through cleaning the cupboards, which was— I just thought that's what you do. You don't go back to the store until all the food's gone. Like all of it, literally. And some of the stuff we would eat, y'all, I'll never eat canned chicken again. And we put it in pot pies and it was the worst, dude. It was so freaking gross, but we're freaking hungry. Um, I don't know, it's those things. It's like, that's a big part of my whys. I don't ever want my kids to go through that, but at the same time, I don't want them to miss the lessons that life is, is trying to give them too. It's like the hardest freaking— it's, it's definitely something I struggle with. And your kids are older than mine. I mean, I got a 5-year-old, a 3-year-old, and a 5-month-old. So 5-month-old, really, I mean, that's— she's just doing her thing, right? But for the— even the 5-year-old, um, you know, it's like I'm trying to think about— I don't know, I guess I don't remember too much of what I was doing when I was 5, 6 years old, but still, like, it's a different though when they're—

how— what are the age ranges of yours again?

Uh, so it's 5, 3, and then 5 months.

Yeah.

Yeah, so basically two between the Nora and Laura race.

Like, mine, um, mine all grew up very differently because of the age gaps, you know what I mean? And it's neat to see— like, I was— where I was going with it is I wonder if you'd see what I see. Like, the way Maddox thinks and moves and behaves is very different than even the 17-year-old, just because the amount of time that he's— they've spent around other people's success, you know what I mean? Like, the 17-year-old, I was still broke when he was little, so he kind of lived on both sides, if you will. Um, but it's really neat to watch the kids grow up around that type of environment and, and see. And I know you also get to live cool because they get to see all the stuff you're doing, yet you're there a lot. You know what I mean? It's like you have this dope— what people love, the, the catchword balance.

I try.

You work your face off.

Really no freaking balance. But it's funny, it's like I used to love that word, and now it's like people don't like that word. I like that. I just say I'm present, right? And I'm present in a lot of things that I do, and obviously being a father is, is the forefront of that. So Yeah, I'm present. I don't know if I'm balanced, but I'm there, man. I'm there. Maybe doing 1,000 things at once, but I'm— hey, I'm freaking— I'm there. Yeah.

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Like, dude, what if I'm building all this shit and none of them want to do insurance? No, it's— I don't think that's it, because literally, like, that's their favorite thing to do is if they come on, Dad, can we please come in the office? And I almost— because they're on spring break, I almost brought them in today, but I was like, no, because I know I've got back-to-backs and they will be terrorizing everybody else in this office, which— but they love being in office. Laura loves being on calls. She's like, are you optimizing deals today? Like, what are you doing? 'How was your day at work, Dad? Can I come to the office?' Like, so I think that— I think they'll be around. But do you ever worry about that too, where it's like, man, I'm building this whole thing, and then it's like, what if they don't want to take it over? Like, who do I— where does it go? Who does it go to?

Yeah, I used to, and now I'm like, do my kids— especially Braden, he's so close to being an adult age, and he likes his lifestyle, but he gets to, you know what I mean? And he's not going to get to continue that because I have money, you know what I mean?

Right?

Like, this whole deal, dude, he's now working for me. So I'm like, I'm gonna put him to work to pay for that policy because I'm going to teach him how things work, you know what I mean? Um, so between him and Maddox, one of them suckers, they both like the— like, and I've warned them, like, Daddy's at 18, Daddy's money runs out.

It's different.

Yeah, you know what I mean? I'm not gonna let you not go to school, or I'm not gonna let you, you know, end up in some bad situation, but It's time. I told Braden the other day, I was like, I know you're only 17, but today's your first day of adulthood, bro.

Yeah, well, you'd be like, yo dude, I had my— I already had a kid at 17. So in that, in that a perspective shift, right? It's like, oh crap, Dad already had like— and he was like still in high school and had a kid and like was doing this thing. And like, yep. And I think I wanna, I wanna go back to the, the balance piece, right? Um, I think, you know, for me, the reason that I'm able to be And I know that you can relate to this, and I know you have a lot of agents that can as well. The reason I've got the balance, or the reason that I can take time off or be present, or I set out years ago— I've been doing— I know I look like I'm a baby, y'all. I just shaved too, so it does not help that I don't have any facial hair right now. But I'm 30, and I've been doing it over 10 years. When I first set out though, it was, dude, I'm going to grind my freaking face off. So I don't have to later, so I can enjoy those moments. Because I knew I wanted to be a father, I knew I wanted to be present. So don't take that as in like, oh, I've just been blessed. And I am blessed and fortunate, but like, you know, I work 6, 7-day weeks for 5, 6 years straight, like, to make sure that now, hey, I can coach T-ball. And I, oh, I don't think I'm doing it again, y'all. Uh, I was like, yeah, first time coaching T-ball is Laura's first time doing— I'm like, dude, this is worse than dealing with like the worst agent I've ever dealt with. Like Trying, dude, 5-year-olds, trying to get them to freaking play T-ball.

I'm like, are you the head coach?

Yeah, I was the head coach. I didn't, I didn't know I was— what I was getting into. I'm like, this ain't gonna be that bad. I love kids, you know, I'm involved with youth at my church. This is— dude, I mean, I dreaded practice. Like I said, I'm present, right? I'm like, please rain, please. I'm like, I really don't want to do practice, man. These kids, like, and it's like they're 5, so you can only expect so much. And they're not my kid. So it's kind of like that weird— like, I'm, I'm a coach. Like, I'm a coach at heart, and I know I love coaching, and I know how to coach, but it's like, I'm only going to coach my daughter the way that I would, you know? I'm like, I'm not going to really do this to other people's kids, especially when the parents are standing right there.

Yeah, um, yeah, dude, you know my favorite spot? We're gonna stay here because this was one of my favorite times ever, and I can't do it anymore. So Maddox is now in 13U baseball. I've been doing— I've been helping Maddox's team since he was like 3. And the role I always played, I was like, I'd always work my way on to be a coach.

Yeah.

But I don't know one thing about like how to teach sports whatsoever. I don't know what to do with an elbow or a knee or a shoulder. I don't— I know how to play a sport, but I have zero idea how to teach one. So I stay out of it. So I'm always like Hey dude, so I can't teach anything, but if you need help with the kids, I'll help coach anything you need. And dude, my job was the dugout.

Yeah, that's important, dude.

Like 8 years in a row, I just dug out. And as they got to like 9, it started to shift where I'm like, oh, they don't really need me at all to remind them that they're up next anymore, you know what I mean? That started going away. Yeah, at 12, you— they were like, hey dude, it's been fun. But we need someone who can teach these kids baseball now. Yeah, I got shooed away.

Yeah, it changed from, hey, stop climbing the fence, to now, yeah, okay, you guys are grown, I get it. Yeah, it's, it's fun though.

So just change roles if you don't like the head coach. This is my point, like, it's fun, it's a blast that you still get to coach other kids. Not that you're not great at sports, but like the mindset stuff and keeping people's head on, getting them— because the dugout dudes None of the coaches are in there, and that's where all the kids go to sulk after they get out, right?

Right.

You mean, so it's like I enjoyed it because I got to be more of me than I did. Not know that was coming. I bet you'll love that.

Yeah, yeah. Like, but then part of me too is like, man, I don't know if I— how well I'd do with somebody else coaching my kid either, you know? It's like, and then I'd be the parent that I'm worried about when I'm coaching. So then it's like, you know what, maybe I just freaking pony up. And, and I know ultimately it just gets better over time as they mature and get older and like aren't chasing crickets and doing somersaults down the first baseline. I'm gonna enjoy it more, right? Um, a question, question on that. How does that— I mean, because like you're coaching, so it's like obviously you know life insurance and you coach agents and you can do that. Do you see like, how does that— it's kind of funny that that didn't translate over into, okay, I'm athletic, I'm in shape, I know how to play sports, I have played sports, but I don't coach sports. How does that— it seems like you're a coach, right?

So like, all right, so it's like, get this, this is perfect. I'm glad you asked this. Think about the guy who's All right, you— they're out there, they got dope social, they're popping off, they might even have some nice stuff in the background, and they can't build a team worth a crap, right?

Yeah. Why?

Because they don't know their inner workings of succeeding at a high level of— as an insurance salesperson. They don't know the intricacies. They, they— you know what I mean? Like, there's some people that just want to build a little bit and they can get enough traction going to where they don't have to sell. Right, where they don't have to barely sell. They use that as kind of a crutch to get by. And but when you get in and you really sell it, like, no one can ever say that you can't generate business without leads if they talk to you. Yeah, you'd be like, yo, I'll, I'll show you how to make leads, bro. Not— and I'm not talking run an ad and pay X amount, like, find people who need insurance. Joe will teach you that. Yeah, which we can talk about after, but it's like think about the guy who's out there teaching courses or this, that, the other, and they've never done the grind you've done. The language is different. Like, you can tell the language is different. And so, dude, when I'm watching the kids— I know sports, but dude, you ever see like, um, you ever watch like a pitching coach, for instance, and they're like— I watch Maddox take his pitching lessons, and the guy's like your shoulder opened up, your knee was at the 30-degree angle, and your toe— you had your weight on your toe, not on your heel. And I don't know that any— what I just said is right. I'm just making shit up because I don't know how it works, right, dude? I don't know that about baseball. I know how to throw a ball to the catcher. I don't know what makes the ball spin different. I don't know, like, if the balance has shifted a touch this way. I don't know that piece. So I— dude, I stay so far away from it. I don't say a word at Maddox's games. I don't tell him what to do. I don't— I just, I feel like I'm— I'd be like leading him wrong.

I hope, I hope everybody just heard that because there's power in that too. Um, there's— when you have the awareness about you, and I would say it's the awareness, but it's also the, the swallow of the ego pride, right? Or the, the ego pill, right? In the pride pill of like, hey, you know what, dude? Like, I don't know any of this crap, so like, why am I sitting here trying to teach it? Or why am I Why am I getting behind the camera and acting as though I have if, if I haven't, right? And that— and you may be able to get— you may be able to fake it a little bit till you make it, right?

In T-ball, I was fine teaching the kid how to hit off a tee, right?

Right, true.

And then, but at 13, dude, right? I don't— I, I don't know. I don't understand any of that level of technicality or whatever the word is, you know what I mean? Um, I don't know, dude. So I stick to what I'm good at. I teach them how to work hard. I teach them to put in the reps. I teach them to not be mad so long after he misses a play. I teach him to pay attention to whatever. I'm like, yo, the coach taught you. Yeah, listen, drills or a setup or points, there's little checks. I'm like, don't forget the thing. Don't forget the things he told you. I don't try to explain the things. I just know there are things. So I just try to teach him to be aware of, you know what I mean? And it's like, building this can be a part of that. How did I use that here? Dude, I didn't know how to build this, this business before I started building it, but I had a guy who did, and I would point everybody to the guy who did. And I'm like, yo, this guy knows what he's doing. Go, I'm just learning with him. Come over here and learn with me, right? You know, um, so no, I, I mean, that's, that's it right there.

That is team building, right? There's never— I think a lot of the times you're looking for another Joe or another John, you'll never find that. And for me, I did spend years like, man, I wouldn't bring people on if they weren't a Joe, right? And then it's like Yeah, and I'm wondering why I'm getting upset or they're not meeting my expectations. It's like, because dude, my standards and how— I'm just the only Joe, and that's okay. But if I can find 2 people that can do half of what Joe can, I've just found a Joe. But then you got to learn to delegate. And but I mean, that is literally to me the foundation of building a team is, dude, I know that this is my lane, this is what I'm good at. It's not that I don't see the benefit or the value or the power of certain products or whatever, but it doesn't need to be my strong suit. But it also doesn't mean I can't be in that space. I just have people that are in that space that have my back, that are doing those type of things, right? Strategic partnerships. We've all heard it.

Yeah, you're good at it.

You're good at it.

Let's talk about some of like your strategies to grow your business, dude. Pick what you want, man. You're so good at so much of it. Um, I don't even want to steer you. Yeah, I have ideas, but I want to let you go like some big keys to how you've gotten from literally nothing Yeah, it feels like when I met you were like trying to still figure a lot of things out, like just daily life and bills and—

Oh yeah, bro. And I swear I feel like I still have days like that. But then I look back and I'm like, oh dude, like this is— I'm loving life right now. No, man. I mean, it's crazy. And again, it goes back to y'all. Like the reasons or the like why I have what I have today is because of the come up and because of how much work we put in to start this thing. And it wasn't easy by any means. Um, I would say, dude, the best way— you're gonna love it, John, you've heard me talk— it's outbound efforts. Now we can categorize what outbound efforts are, but for us, dude, the first, the first one was just we're dialing, man. Now you can't cold call, consume the individual anymore, but back then, dude, it was, bro, we just had lists. We'd run it through the scrubbing tool. And you can still do this with businesses. So you can still apply what I'm about to go through with businesses. You just can't do it with the individual. But obviously if you have opt-ins or leads, like you can still apply this to that funnel as well in that pipeline. But we just can't cold call anymore. But that, dude, we're literally like—

I didn't know that.

Yeah, because it's something with the new FTC, whatever, right? Yeah. Um, but man, I would— we just download list, uh, it was called Data Man Group was this source we used. I don't even know if they're still around. And we would just get a bunch of like— I mean, I could get like penny leads basically, right? And it's basically just a name and a number and just download it And back then we didn't even have a, like a power dialer or anything like that. You know, we still, I think we're rocking a headset and we're just sitting there dialing, man. And that was, dude, literally, I can't tell you how many like leads I was able. And, and this goes back to scripts. Scripts are really important, especially really your hook. If they gave me and my hook was a little long, but I knew if they gave me that 30 seconds, dude, they're gonna feel dumb to even tell me no. Like if they just gotta let me get through my hook. And go through my explainer as to the benefits of doing business with an independent broker and the reason for my call, blah blah. But dude, that is literally the first— we were so broke when we started, 18 months to 2 years, because even then my, my Facebook stuff still hadn't caught up. And that's my other outbound efforts that we'll get to, y'all. Um, dude, to start, it was literally cold calling. I mean, I wish, man, how many I have. Oh dude, hold on, I freaking have them.

Let me see if I love this. Someone told me the other day, I'm trying to think who, who I was listening to. Might have been someone on the podcast, for crying out loud. Someone gave me like a crazy number of dials they think they did all time, and I don't, I don't— it was like a ton. Cheers. You have something?

This is great. Okay, so this is, this is 2018. Okay, so 2018 was the year we started Scratch. 2019, uh, was when we were still really heavy outbound. All right, so for 2018, 30,468 total calls. Uh, this is between me and two other people. So we had basically— it was, well, I say two, really just one other salesperson. It was my dad, me, um, and then Alex Hanke, who's our service manager. So, uh, 30,468 total calls, 4 weeks and 1 hour of talk time, and 20,087 texts sent. That is all just from outbound stuff in 2018. And then 2019, uh, 38,484 total calls, still the same amount of people, uh, 5 weeks, 3 days, 17 hours of talk time, and 24,291 texts sent. Was 20— that's how we started the agency, cold, just cold calling, dude. And you could still text and everything back then too. So it's like, I mean, these people had no freaking clue who I was. I'm selling out on the East Coast I'm dialing. I mean, we had just gotten an office and I'm straight up, dude, I was selling over $50,000 a month of premium, um, just off cold calls. But then it, then it was like, okay, I don't know if am I doing well? Is there other things I should be doing here? And then that's when we started to get into the rooms and started attending 8% Nation and all these other events. And it's like, oh damn, why are we like, there's so many other things that we could be doing. Um, and, and again, in that time I was still building up my, my organic Facebook presence. So, um, Yeah, that's, that's what I was about.

But yeah, so what's the, what's the word to the ones that are like, well, I would do that, but I can't, I can't cold call people? So what's that, what's the path in that? Like, how do we help people get paid in this now?

Uh, I thought, stop lying to yourself.

Thank you.

I mean, literally, you just got to pick up. I mean, but that goes back to— oh gosh, this is a perfect tie-in to what we were talking about earlier— map it out. Like, we had a whole structure as to when we were outbound dialing and doing what we were doing, man. I have— and it's not anything crazy for us, that, that map out was the 1-2-3. It was 100 dials, uh, a day, 2 hours of talk time, or 3— at that time it was 3 policies sold, 2 out of the 3 have to be done. So again, 100 dials, 2 hours talk time, 3 policies sold, 2 out of the 3 every single day before you check out. Yeah, and that was just our structure. And that's— dude, we just knew it worked. I will give you guys this, the truest correlation we found, because I was doing $50,000 a month off these things. Nobody else was, dude. Like, I mean, they were like That's why I love Hanky. I'll never let that dude go because I watched, I mean, he'd go like 3 months with negative paychecks, man, but he hung with us and did his thing and used credit cards. And I was like, dude, I'll never let you go, bro. And now he's, he's doing really well. He's our service manager, but you know, for, he was not making those sales, but then it was like, okay, I got to crunch these numbers and see why am I making more sales than everybody? The truest correlation I found, John, which again, this is, I know people can argue this and it is, but everything was skewed. It was like, okay, why does Joe have so much more sales? But this person's over here, they're dialing and quoting more because that's what it's supposed to be, right? Like, well, the more dials, the more quotes, the more quotes, the more sales. And it's like, but that just was— it wasn't adding up. But the one true correlation I found in all of those numbers that I just gave y'all, dude, it was my talk time. My average talk time was a minute and 21 seconds per cold call. So it's like, these people, literally, I am a— I'm cold calling them. They have no freaking clue who I am. And I'm keeping them on the phone for over a minute on average. I mean, that was like the—

what was others?

So talk to dude, like 30 seconds, you know, maybe 45 seconds. Like, literally I had double the average talk time. I mean, again, I know some of that can be skewed because I have— okay, I'm on the phone for an hour versus whatever. But still, that was the— out of all those numbers, I had the most talk time. So that is what— dude, like, the more talk time, the more you can keep them on the phone, y'all. Really, just if the buyer intent increases, they're freaking interested. Otherwise, they would not be giving you the damn time of day.

So how do you keep them on the phone, bro?

Uh, well, the hook. The hook is the most important part. Um, so for me, like, for our truckers, dude, it's like I can freaking recite that thing to you, man. Exact. Hey dude, I'm gonna— I'm gonna shoot it to you straight. I know you're getting hundreds of these calls. The reason for mine is I'm absolutely freaking pissed off at other insurance agents treating truckers like they're dollar signs. You guys are the backbone of this country, and that shit just ain't right. I'm just looking for a couple minutes of your time. And like, boom. And they're like, you know what, fuck yeah, man. Like, screw those insurance agents. But I'm an agent too. And that— what is that, John? That's a cold call. So that first 20 to 30 seconds, man, when I can instantly find a— Todd just actually held a training on this of just commonality. When I can break down that barrier right out the rip, because I know they're already pissed at agents, and I know they're pissed about getting all these damn calls. Because I'm not the only one calling them, but I want to be the last one. Um, and so dude, that hook is so important. And then as much information, you know, your rapport building and stuff, but we try to get pretty much any and everything I need for a full submission on that first call. So if they're, if they pick up and they're going to give me the time, guys, take advantage of the time that they're giving you. Um, because otherwise they would have already hung up on me. So yeah, that, that intro is huge. You get a good intro, man. And really describe your, you know, your services and how you can help them and why and the reason that you're calling. Because I am pissed. I am. It drives me crazy with all these shitty trucking insurance agents that have commission breath and they just see, oh man, like it's $25,000 in premium per truck. Like, dude, we can just be all trucking. And they have no clue what they're doing and it screws up a lot of these truckers in their business. So when I call, like, and I tell my guys, like, when they first started because it was a new script, man. I'm just really pissed. It's like, dude, you sound sad, man. Like, I mean, you got to be pit— like, I'm fucking— I'm pissed. And it's funny, Tony tells us, he's like, hey man, we got clients coming in, can you guys stop dropping the F-bomb? But it's like, we literally talk to them that way because that's how they want to be talked to.

Uh, so yeah, it's funny though, the importance of like how you say stuff, not what you say. And so many agents are like, the script isn't working. I'm like, Oh no, you sound like a robot. Yeah, dude, some are brutal. I'm like, do you not record? Do you not listen to yourself and try to improve upon— it's like such strategy, man. I noticed that over the years, um, I find that most people are trying to have the end result they want as the purpose to their phone call, right? The purpose of the phone call is to make a sale or to book an appointment or whatever the end result is you want. Versus like the approach that you and I have in common is the initial approach is just to buy a little bit more time on the phone to talk.

Yep.

You get that now? Like, it's just an approach thing, and so many agents are trying to approach the call with, you pick up, I need to get in as much as I can possibly say before they hang up on me.

Yep.

And that ain't the game. That ain't the game.

The goal is the first yes. Just get a yes, and then guess what? If you're good at what you do. Now, guys, you guys heard me just recite that. I haven't dialed on a truck. I haven't been in production. I can't tell you how many years, dude. Like, I don't even dial on that. But I know that because again, it just— I listen to all those calls. That is— y'all, I love that you said that, John. There is no better way to get yourself to stop sounding like an idiot than listening to yourself sound like an idiot and you just can't stand it, dude. It drives me crazy. I remember for whatever reason, I had been working on my ums a lot for when I was first getting into podcast. I just always was saying, um, a lot. And I'm like, why? Why? And so the best, dude, I just started freaking listening back to myself and do within a month. I'm, I'm not saying, um, anymore because it literally would drive me crazy where I'm like, oh my gosh, I just said it like 20 times in the first 10 minutes of this damn show. Like, I got to stop. And just more times I heard it, dude, the more it was just cringe. I'm, I'm never, I'm not doing this again. Um, there's a lot of value in listening back to those calls for sure.

Yeah, yeah, that's sick. I love it, dude.

Yeah, let's watch.

Good. No, please.

No, I was gonna say, you wanna— no, go ahead, you go ahead and we'll talk about some Facebook stuff.

Yeah, that's what I was gonna— I was gonna say, let's talk certainly about, um, marketing, branding, social, just the way you've built. I mean, not only just built, it's like Facebook— he runs a Facebook group. This cat's built like a community. What up, insurance agents? If you're looking for a roadmap on how to win in this industry Check out the book I wrote about a year ago, Do More Now, Get Better Later. Check out the reviews here somewhere. My team's putting them on. I'm getting tons of great feedback about all the people it's helped. Appreciate those of y'all that have bought it. Appreciate all the reviews that are going out. If you're new to following me or the industry, check out the book and get it in your hands now. It's funny, like, how different— and I saw your video this morning, which made me laugh.

You should have— you should have seen the— did you see the post last night though?

So what I was— what I, what I always say is, dude, yours is the only Facebook group I'm still in because it doesn't have any drama. I don't do those Facebook groups. I can't do them. I can't handle them. I, I— every once in a while I'm like, this would be smart business and marketing for me, branding. I should get in there. And I get in there and I want to poke my eyeballs out, dude, every time. And yours I've been in for— I've never left it, actually. So whenever you invited me in, um, so you, you run a— you, you have a lot of intentionality, dude, between— behind what you're doing here, and I would love to hear more. So I did see it and I did peek at Pete's post, and I'm like, you know what I love though? Pete's just Pete, bro.

I know, I know.

He's just gonna be—

I love that. Oh man, like, you guys obviously have never met the freaking guy.

I don't know how he has the energy.

Yeah, props to to you, bro. I can't do— I can't do what Pete does. Yeah, it was, dude, it was probably like the most— like, probably one of the highest, most engaged posts of all time in that group. 100%. And I was gonna do on my ass.

Uh, it was like 170 comments when I saw it this morning.

Within an hour, dude, it was just like, oh gosh, dude. And Facebook's like, man, a lot of people are—

my favorite thing he said, the person that posted is, is commenting back, man.

We love it. Yeah, dude, I had like 10,000, 15,000.

How many times did he say dog shit in that?

That was not how I wanted to end my— so I was getting calls and messages and I'm like sitting there trying to watch Tangled with my 3-year-old. Um, I was like, I mean, but again, it's to that point, man. I mean, I'm just a— and you got— you saw the video— I'm just a very transparent, like, yeah, this is what it is, man. Um, and I think that's, you know, people are definitely attracted to that when who I am behind the camera, who I am in— it's— everything's the same, dude. I don't ever really kind of waver from just who Joe Camper, and everybody knows Joe Camper. I wear ball caps and t-shirts or jerseys. I always have a Coors Light in my hand. Like, I mean, and I don't care, whatever. Like, and so I think that's really big, especially when you're building the community side. Um, I'll go through how to leverage it or just literally like generating leads. I'm a bit— a catchphrase of mine, y'all, is I don't spend a dime other than time. Never run a Facebook ad. I've never— literally, I've never spent any money on marketing or money in any of that. And it just— I mean, every single day I have leads and referrals, and I mean, I'm getting tagged across. I mean, it's crazy how many come in per week just from organic social media, specific to Facebook. But on the community side of things, again, it's— I mean, why did I build the group? And that's what I put in that post is like, dude, I built this group to disrupt, man. Like, I mean, the whole goal was to disrupt the industry, and like it or not, y'all, that disrupted it, right? And so it's like, I'm kind of I mean, I gotta— I'm trying to respect others and stuff like that too, but at the same time, I mean, I'm staying true to what the group was for. We're here to disrupt that. That's a life agent that's extremely successful. He's a good friend. And you know, it's honestly— I mean, more than half his time—

wrong. That's what Joe's trying to say. He ain't wrong.

I know, I know. He's correct. Yeah, no, most agents are bums, dude. Yeah, yeah.

And that's my words, not Pete's. That's how I— that's how I— if I had to say what he said, that's kind of what he was trying to say.

Yeah, and that's— and literally, he isn't wrong. And I think that's OK to— now, can things be communicated differently? For sure. But that's also, oh, that's also the important part too.

But that's Pete. Right. That's why I like him too. We have that in common. We're like, just, we are who we are.

His messaging, and he's like that across the board. And so if you know that, and that's really powerful, your messaging is, if that's tied to your brand, make sure it's consistent as well. For me, again, the Insurance Syndicate is the group we're referencing right now, y'all. And it's just, it's a group that I started, man. I had this idea. I was getting exposed to life insurance and health and Medicare, and I'm like, wait, you guys get paid over $500 and it's a zero premium plan? What is this? Medicare? Medic— what is this?

Yeah.

And so it's just really starting to expose me. And typically, me and my dad was just on my podcast last week, and we were talking about just the lanes that you run in, right? And very traditionally, and you know this, it's how you probably were brought up, it was, dude, if you're a life agent, you're a life agent. If you're a health agent, you're a health agent. If you're P&C, you're P&C.

P&C.

And even in that, there's different lanes within that. There's some that we only do commercial P&C, we only do personal lines, whatever.

We're only simplified issue, we don't mess with the other, right? Yeah, same.

And it's always been that tradition. And I'm like, but man, I'm looking at all this, is like, this would be awesome to have as a value add. Like, why would I not want to be exposed to this? So that's the whole reason I started the group. And then now it's, it's grown to almost 9,000 members, again, all organic. Um, and then the main one, I guess I'll kind of shift to the, the client-facing side of things, y'all. Um, and you can— there's other trainings I do on how to like use your personal profile and stuff that— or we can do another show specific to that. I'm happy to do that for you guys. But, um, specifically with Facebook groups, I'm, I'm in 274 freaking Facebook groups. What? And I'm not even playing. And I— and that was me leaving like 50 of them. I had to go back through and clean them up because I was like, all right, this is over 300. I need to like— ones that aren't really doing much, I'm just going to leave and start focusing on the ones that are doing better. Um, but I'll tell you guys a story and how you get in first. That's the first thing. How do you get into all these groups? Well, what were we just talking— I tell them exactly why I'm trying to join. You know, it's like if I were to go into this trucking group and tell them that, you know, hey, yeah, oh yeah, man, I'm a trucker, I got a Peterbilt out back. Like, dude, I'm not a freaking trucker. I can't talk. They very quickly see that dude's not a trucker, he bullshitted us to get in, just boot him, get him out. Well, for me, I told them specifically, here is the reason I'm trying to join. I'm a trucking insurance specialist. I will not spam your members. I will not solicit or even comment or, uh, post in the group. Just if I see any places where I can help, that's why I'm here. What do you know? They let me in the group and now I'm in this group with like, at that time it was like 30,000 truckers. Um, so I guess real, real quick before we get to that too, let's— I did not go join a trucking group. This is really important. Make sure any of these groups or anything that you're going to join or that you're going to— I call it group mining, right? Where I'm going in and I'm trying to get referrals and leads and create fan clubs out of there. Make sure it's congruent with your business model. Like, if I didn't do trucking insurance, it would make no business— I would have no business being in a trucking group, right? So make sure when you're going and doing these things, um, and the search bar is your friend, y'all. And I promise you, there's a group out there for freaking everything. Literally one of the largest groups— I've talked about this before— one of the largest groups of Facebook history was the guy who said he was gonna, uh, storm Area 51. And they actually did, and they got shot with a bunch of rubber bullets and stuff. But like, literally one of the largest Facebook groups of all time was a bunch of people getting together because this guy was like, I'm gonna storm Area 51, right? Millions of people.

So there's a group out there for that, dude.

I'm in a group called You Don't Eat McChickens Enough. It's like one of the most engaged groups I've been in. I've got you, it's crazy. I've literally gotten referrals out of this, and it's a group that's all about the chickens, dude. It's wild. Like, and for me, it's the best fast food meal, the McChicken. I don't know, it's a stupid-ass group. But I literally have gotten referrals and leads out of it. It's— don't ask me how.

Um, I was about to ask you how.

I know people in the group and somebody said something and he's like, well, hey, you should actually talk to Joe, he's got my insurance, or something.

I don't know.

Yeah, big group for everything.

Yeah.

Do we lose—

it's like, I can hear you. It's like you genuinely um, love interacting with people. And some people try to do it and they don't actually— like me, I don't actually like the— it's a— it's stressful. I like interacting with the people I like interacting with, right?

Right.

To weave through the noise, I struggle there. So I found different ways.

And I, I mean, I think I just, I just treat it as a lead. Yeah. How I would interact when I see a comment or something, like, I would just treat it the same way that John Wetmore would treat a lead that he's calling on, right? And I have that same process and that same structure. I, I literally view Facebook as like my second CRM because that's how much is coming out of it. And with all the AI tools and everything they have in there now, and again, going back to the group stuff, the settings and everything that I can build into these groups and know my metrics and monitor all this, I mean, it's crazy. But again, going back, I mean, I get, okay, I'm getting in the trucking insurance, makes sense for me to get into trucking groups, right? I go join this one, I just see one post out there, man, and I've been, hey, it's like, if you do this, this and this, hey man, let me save you some time, here's their direct line, the email sucks. Just simple stuff like that. Every once in a while, people, hey, can you help me with my insurance too? Sure, absolutely. I would never ask for the sale or the quote. And at one point, the admin, his name is Prince, uh, and Prince Lee, and he saw it and was like, didn't even message me or anything. He just, I don't know, he just saw it. And then the next day, somebody posts about insurance, he goes in and says, you need to work with Joe. Joe's an insurance guy. And I've never met the guy, we've never messaged anything, so he tagged me in a post. And I'm not— again, I'm just a member at this point. He's the admin and the founder and the creator of this group.

Dang.

I'm like, okay, that's kind of some— okay. And I haven't done business with them, nothing. I helped that guy out. Then the next one, Prince messages me and he's like, yo, can you help me with my insurance? Again, y'all, this is all me just providing value. I'm not— I haven't solicited or spammed the group. I haven't done any of that. I just got in and was trying to help where I could. And then what do you know, the admin— and again, we were had like probably 30,000, 30 to 35,000 members at that time. I helped him with his insurance. The next week, this is when it got wild, y'all. This dude makes a post, and he did them both at like freaking 9 o'clock at night. So this is when I was still grinding too. He makes a post at 9 o'clock, hey everybody, Joe just helped me with— is now the insurance specialist of the group. If you guys need anything on the insurance side, reach out to Joe. I quoted over $2 million in trucking that night. I'm not like, I worked until it was like probably 1 o'clock by the time I got done because I was a— I'm really heavy on intake forms. That's another thing, uh, because I'm in so many groups, y'all. If you're working multiples, have it all streamlined to the same place because it was— I was getting messages, I was getting comments, I was getting DMs that maybe weren't coming through. They were going to my website because they would look me up. Hey, if you want to do business, just fill out my form. And then I knew regardless of where it was coming from on Facebook it all went to my same pipe, same form, same everything, right? Um, so that was big. And so, dude, these people just filling out the form. I mean, it was crazy. I'm like, damn, Prince. So then he messages me the following week. So this is— keep— I mean, I'm, I'm loving this. This is like, okay, great. He messaged me, hey, we need to talk. I'm like, oh shit. I was like, did— as soon as I got in, did I just burn the bridge or something? Like, did I do something wrong? Hey man, we actually, um, we need some help running the group, and, you know, just seems like you're a good guy. I just wanted to see if you'd be interested in it at all. Just kind of wanted to learn a little bit more about you, dude. Turns out the guy's from Nairobi, Kenya. Where did we used to do short-term missions trips at when I was growing up? Dude, Nairobi freaking Kenya. And I'm like, you've got to be kidding me. We connect on that, and then he makes me an admin. I'm literally like the, the main admin of the group now. We're up to 67,000 members. I've got like 800 member requests chilling in there. And I mean, we have it super mod— I'm the only insurance agent in there. Um, so it's, it's crazy. So yeah, you think if I'm doing trucking insurance, it makes sense to run a Facebook group with literally almost 70,000 truckers. Um, and I'm the only agent in there. And all of that started with— I used the search bar, it pulled up— I'm not going to tell you the name of the group because then all y'all are going to go freaking try and join my group and lie to me about it. Uh, but dude, it's like I just pulled up some groups, went and joined them. And then here we are years later, man, where I'm still the main admin, I'm still the main insurance specialist in there, and just getting quotes and referrals. Um, and it was as simple as just joining Facebook group. And I've never— that's an opportunity at 70,000 potential people, and you're telling me you don't have leads, and all you got to do is go join a Facebook group, right? So that was big. Facebook groups are huge, man. And they really— I mean, when I look at it, like, I would say 80 to 85% of my business leads-wise and agents. I've never paid any money for agents. We're up to 164 now, um, all of it through Facebook and then some through our website. But for the most part, it's all through Facebook and Facebook groups and people tagging me. And again, I'm just everywhere. And that's— people ask like, how do you have so much time? I was like, dude, it freaking makes me money. It's my second CRM, dude. Um, and I don't spend a dime, just my time, which my time is very valuable. So now that things have grown, now you, you've met Lily, we have other people in place that are helping kind of facilitate the growth of these things because you can You can break a group real quick too. Uh, 100%. That's—

I mean, I've seen that a bunch.

Yeah, it's close, close calls.

I remember for a long time, I— it even still runs across my mind when I text you the other day. I was like, I know he'll see a Facebook DM faster, but you actually answered your text like super fast this last time. But traditionally over the years, I know you're on Facebook literally working this. I need to get Joe I tell them, dude, get me on Facebook, bro.

I have literally— because I won't have my phone on me. I mean, I literally— because my phone started getting— I have my phone on silent during the day now. And so people are like, what are you just like, do you have something set up for it? I was like, no, I just missed their calls. But if you really want to get a hold of me, it's like I always have Facebook up. I've got— I literally— it's hilarious. I'm on a freaking pot. I have Facebook up right now. I'm watching notifications and things. Like, it just never comes down. I guess it just always— I just always have it up. So yeah, when people are like, how can we reach out? Oh guys, I'm really active on Facebook, so if you ever really need me, like, just hit me up.

Sadly, some other people always have it open too, but they don't get any business from it.

It pays zero notifications.

They're just— no, they're just consuming crap all day long on Facebook and DMing their buddies and DM— like, you know what I mean? Watching reels.

Yeah, that's— I mean, that's a big piece too. Yeah, a lot of people like, I don't have social media, you know, I had to remove the noise. And I was like, then you're not using it. It's funny, I just posted some shorts from a call I did with Cody, um, years ago. Same thing. If you're not using it as a business tool, then don't. Just— yeah, you're right, you probably shouldn't have it if you're not going to use it that way. If you just have a bunch of noise and distractions and everything. And, and don't get me wrong, you know, I have— I've seen friends getting married and I see pictures of babies and stuff too on my timeline, but for the most part, dude, all I see is, is business-oriented opportunities, um, that make it make sense for me to be on there.

So I agree, dude. It's, uh, I've definitely learned a lot from you over the years and I've obviously done more with it, you know. I'm like, hell, you're ramping it up, you're ramping it up!

How you liking it? Do you like—

we get a ton of— I get— it creates a ton of opportunities for me, you know. Looking back over the years, I've, I've, I've, I'm not one that traditionally likes social media. Like, I could definitely do without it. Um, And so I was very ignorant to it for the first, man, 6, 8 years, 6+ years for sure. Um, a little bit different, a little bit different time though, I'd say.

Yeah, what was it, 2010, 2012?

Yeah, '12 really I started. But look, you guys, I always watch like Gary Vee and I see his throwback stuff and I'm like, there's people who thought, who were out, and Mylett was out there early.

Yeah.

Yeah, I mean, some of the guys were out there early, and I'm like, man, I didn't document anything at the beginning because I hated social media. So I wasn't on Facebook, I wasn't on— I wasn't on any of it. Um, I had them, but I didn't— I'm like, I ain't doing that thing.

Yeah.

And then I realized how much money that was costing me, and I'm like, oh, I can contribute, I don't have to consume it. And if I do consume it, I can edit what I consume, so I only consume what I want to.

You.

So for me, social is super valuable now, um, because I don't see— I don't see most things. I don't know what's going on in the world through social. Social media is not— does not inform me about anything on the planet. I unfollow all that stuff.

Yeah. And then, Craig, Facebook literally— well, one, it learns you now, it's got the algorithm and shit, but it also— would you like to see more posts like this? And if it's something you don't want to, just like, no, I don't. And then you won't see posts like that. Yeah. It's funny. Dig it, dude.

We'll end with what you want, dude. Give them a lot. We could do this for like hours and hours. Yeah, I feel like we should have 5 of these.

We should.

Um, so we'll do more of them for sure with you, but end on, uh, I don't know, whatever you— whatever you want to part with, bro. Um, anything I didn't ask you that you wish I asked, or something you want to share, or some road you want to— whatever, whatever's cool, man.

I mean, I'm— that's why I like— call it like, dude, you and Cody for stuff like, dude, I'm like these are my favorite shows because I could just sit here and shoot the shit all day. And it's just, there is no— I don't have an agenda on here. And so like when you ask me that, it's like, I don't know, I guess hit me up if you guys need anything. Uh, but yeah, no, I guess, I mean, I'll end with just, just keep putting in the work, right? I'll kind of, you know, phrase some of, of what John emphasizes a lot on these shows and on his social media that we've been talking about. But just put in the work, put it in now. Um, and again, it's not— for me, I put it, I put in, and I still put in the work now because of where my goals and where I'm trying to get to. But do it now so you don't have to as much later, right? Like, actually get to, like, to reap the benefits of, of the, of the fruit and everything that you've been planting and all, like, the harvest, right? Like, just do it. Do the work now. Keep going after it, um, and just, and stick with it, man. I tell you, this industry, it's crazy to see where I come from even at 19, you know, to where I am now, like, what this industry can do. And I guess that's, that's what I'll leave you with, is the numbers don't freaking lie. Especially in the financial services side of things. We like— we produce the most millionaires out of any other industry. We just have the highest fail rate. And at this point in time, the only reason you're failing, because of the resources, because of everything you have at your fingertips now, because of the Facebook groups, everything we talked about on this show, the only reason you're failing is you're either not doing the work or you haven't reached out to somebody to get help. So I'll end with that. You guys can hit me up if you need anything. I'm definitely heavy on the property and casualty side of things. But anything, again, social media, Facebook marketing, that, that's my jam. I love doing it. I love coaching. I've got other frameworks that we can do. I do team calls, consultations, all that good stuff. So you guys hit me up, hit me up on Facebook. Uh, Joe Frazier Campert is where you'll find me on there. Uh, you can Google me, you'll find all my stuff, and more than happy to help anybody. You just got to seek it out.

Insurance Syndicate Facebook and the insurance—

and the insurance. Yes, get in there. We'd love to have you.

Appreciate you, my dude. Thanks for getting on. We'll see y'all at the next one. Let me know if I can help with anything. Hey, thanks for watching the latest episode. I appreciate you. If you will do me a favor, certainly like this video channel, subscribe to it, and if you wouldn't mind, whatever podcast network you listen to these on, if you wouldn't mind going and leaving a review, that will help me, uh, greatly get the word out to more and more people. Appreciate you.