How to go from $0 to $100k per year in Insurance - Mastermind Training

Cool. If y'all are here and want to get on video, feel free to unhide. Even if you're eating lunch or hanging out with babies, it's all good. I like seeing who's on, and, uh, I don't know, be weird if I hid. So, and I like calling people out for fun. Anyway, hope everybody's having a good day. Um, Carrie, I can't help it some days, dude. It's what I do. So I hope you're out on the road trying to get some, get some money, dude, and prospecting out there. Always, man. Always, man. Always. For real? As much as I can. I like it. I like it, bro. Hopefully, hopefully some change is coming. Um, cool. As usual, if you guys have any questions along the way, feel free to type them in. I'm gonna do like a completely open Q&A at the end. I have like 4 topics I'm going to run through today and cover some stuff that I've just I had on my mind as usual and go over some things, but I am going to do a Q&A. Someone hit me on social. I don't know if she's on here, but I'm thinking about it and had a question about lead flow. So if you're on at some point, certainly you can unmute. But at the end, if you, if you want to ask a question live, need some help, whether it be with your sales stuff, your agency stuff, whatever you got going on, you want to go through scenarios, you can. If you just want to type something and be shy and I can answer it, I certainly don't mind either. Um, so I want to do my best to help you guys with everything I can. So I got 4 topics written down today, um, all things that, you know, I just kind of go throughout the week and I, I like to pay attention to the way people think and speak and message me and say weird things. And, you know, I, I, I can relate in a lot of ways because I remember the way I used to think a long time ago, um, and it's in some ways still do. It's like, I think the the struggle with mindset continues forever, even as you get better. So I notice a lot of people think that— I don't know. I know one day I thought it would all go away and I'd be perfect at everything and this shit would never be hard. And get used to doing hard things because it don't ever go away. Even, even if you're having success in life and doing well, like, dude, we're all shit shows. We still go through hard stuff. We still have struggles with the way we think and believability in ourselves and things like that. So My first item is literally labeled Do Hard Things. And like, the reason I brought it up, I had— so I do— I like to do hard things. I like to— I like to do things that most people won't do. If you follow me for a while, I do a lot of like crazy— I don't know. And I don't do a ton of them relative to the people that do a lot of them. But I like to do, you know, I did like a marathon earlier this year. I'm hiking some crazy mountain later in August. It comes up. I got to hike this mountain 8 times. Times in 36 hours. It's like obnoxious, 30 miles or something stupid. Um, and I literally do it to just— because most people won't do it, right? And there, there's a lot that's the— I messaged— I go to the gym almost every day. If I don't, usually people around me notice, and it kind of messes up my flow of just my, my mental space. I like to— the gym is like the only spot in my world that I can mentally check out of everything for an hour and I don't look at my phone once. And so if I miss that hour, it's like I missed— like, it'd be like not recharging your phone at night and you wake up and it's dead. I feel that way during the day if I don't get it in early. So I get up typically. I mean, I've changed my routine a little bit lately because I felt like I was being a little bit lazy recently. I was going to like Crunch Gym at 8:30, 8:00. 8— some days I'd slack and get there at 8:30. And again, I don't know if y'all feel this, but if I go to a gym or I go to like a class where someone's telling me what to do and I have a certain amount of time to do it, one, I work out significantly harder at, right? So I had a buddy, um, invite me to a CrossFit gym a few weeks ago. I've gone twice with him in like the last couple months, and I thought I was in pretty good shape. Til I did that and I saw him doing these like, you know, he'll clean whatever, £185 and overhead squat it 62 fucking times and run a mile and do 200 jumping jacks and 58 pull-ups. And I'm like, I'm dying over here. But like, normally I was in Orange Theory. I do crunch and I would do Orange Theory for like the class. Like, hey, do this. Hey, go A, do B, do C. Here's your timing. I like people just telling me what to do so I don't have to think. If I go to the gym, I have to think a lot and I, I'm not as efficient and I definitely don't sweat. I might move some weight, but it's not like I don't leave there dying. So I do, I did Orange Theory to make it hard, right? Just a hard thing. I don't like the treadmill, so I signed up to Orange Theory because they have a treadmill, which sounds counterintuitive. Like I'm literally doing something I hate doing solely for the challenge. So I go to CrossFit with my buddy. And what— let me preface, when I'm at Orange Theory, dude, I usually crush it. If there's some kind of like, I don't know, row as many meters as you can in 15 minutes, dude, I'll kill everyone in the class. If it's do 6 rounds of, I don't know, something with weights, and then you go to the treadmill for a minute, and then you go to the rower for 90 seconds, dude, I'll smoke everyone. I just— I will. I've just done it so long, and I've gotten in a routine, and I've gotten comfortable with how to do the breathing and move between sets and how to pace myself. I go to CrossFit and 16 minutes in I thought I was gonna die, right? And I'm like, CrossFit's not Orange Theory. They're not the same CrossFit. Like Orange Theory endurance is not, does not correlate to CrossFit endurance whatsoever. And so I kind of got mad in a weird way, kind of a challenge way that, that my buddy was doing CrossFit and I couldn't keep up and I'm like, I got to do something harder, right? So now I signed up to CrossFit maybe 3 weeks ago. And one of the things that, that they do, which is cool. So I've been going literally for 3 weeks and yesterday, before yesterday, Monday. So every Monday, Wednesday, and Friday they do like some type of weight. Monday was bench press. Today was a clean. If y'all don't know what it is, Google it. And I don't know what Friday is. I think it's front squat. And at the beginning of the class, you have to do, you have to figure out your max lift, like a 1 rep max. Monday, Wednesday, Friday, every week, that's what they do. So Monday I'm figuring out my max bench press. Today I figured out clean. So Monday I'm doing it. And I don't know what I do because at the gym I don't bench press max. I just, bench press, whatever I can do that I won't drop on my fucking face so someone doesn't have to rescue me. You mean like I do enough to say I worked out, but there's no challenge. So I don't typically go over, like, I'll put a 45 plate and a 25. So I think it's 185 if my math is right. Every once in a blue moon, I'll get like some nuts and I'll do 225 and I'll do it like twice. I'm afraid to do it more because again, I don't want to like look like a fool. So we get to, we get to CrossFit and they're like, hey, what's your max? I'm like, I don't know. I ain't tried my max in like 15, 20 years. I have no fucking idea. So we start doing it. Yeah. I put up 265, never lifted that once in my life. Had no idea. And I was, I was max in the class, but working out like every Monday, Wednesday, and Friday now for the foreseeable future, I'm going to try to get past 265 on the bench. right? That's the goal. Like, why not exceed my PR, right? Today I did a clean, and again, I've never tried a max. I, I do 'em with like 135 at the gym just to do 'em, dude. I put up 225 once right now. Again, I go next Wednesday, I gotta try to beat 220. They got like little half-pound weights. So if you want to get 226, you can. Like, it's just, it's always about hitting a new level, right? And I had someone, and then so I go to the gym. Now I go to CrossFit, 7:30. So I get up at 6:30, I'm there by 7:15 to warm up. We start at 7:30, it ends by like 8:20 something. Then I leave, I go to Crunch just for the sauna. So I spend 30 minutes in the sauna. Then I leave my house and I go to the, uh, I have a cold plunge at my house. So I get in the cold plunge, 10 minutes, and it's like 45 degrees. So I post a picture of it last week. And someone messages me and they're like, is that cold? I'm like, dude, I showed a picture where the temp says 45 degrees. Like, yes, it's a cold plunge. It says cold plunge right on it. Like, I'm thinking in my head, like, what are you asking? And they go, I like a hot tub better. I'm like, yeah, no shit, Sherlock. So don't I. I get in the cold plunge for the challenge. Not because I like the fucking cold water. Like, I'm trying to— I'm trying to do things that suck, right? So when hard things come, I'm like, I'm someone that does hard things. I'm someone that pushes my limits every Monday, Wednesday, Friday. Does it make sense? Every day I get in the cold plunge, I have to— I hang on the side and I'm like, mentally, I have to get ready. Now, what I do know is every time I get in, 3 seconds, you stop feeling anything. It doesn't matter anymore. It's not cold anymore. It's the weirdest dynamic ever. But for the first 3 seconds, it takes your breath away. And so they messaged me like, I got hot tub batter. And I'm like, okay, now in business, like I posted the other day, well, I say all that to say, like, what are you doing every week that's hard? What are you doing every week that's hitting a new limit? What are you doing every week in your business? It's like, are you making more dials this week? Are you contacting more clients this week? Are you prospecting more this week? Are you buying more leads this week? Are you recruiting more this week? Are you— what are you doing to challenge yourself every week? Because in the physical world, it's completely normal. Everyone's bobbing their head. Makes sense. Perfect. I get it. You know what I mean? But it's like, are we doing the same thing in the business world? Now, me, what I've become, because I wasn't always— I've become someone who does hard things. If I'm not doing something hard, dude, my days aren't good. I wish, you know, we should do, Amanda, sometime we should— when we invite people to the, to the office, we should have them fucking— we should have people join the staff meeting again, like, to see how much stuff we do. You know, I mean, I don't, I don't think people understand it fully. Like, just this year so far. Not even this year, dude. Reese has been with us, what, like 3 months, maybe something like that. He's on here. Is it 3 months? You got 3 months yet? Or almost, give or take. Somewhere around there. Angelo's been what, 5, maybe 5 or 6 months. So he started January or something, didn't he? February, something like that. Like right beginning of the year.

February.

Since they've come on, before it was me and Amanda. We've, um, so I have a book coming out. I've wrote a book. I've been told for 8 years by 400 fucking people I should write a book. And I'm like, dude, I suck at writing. My grammar's terrible. I don't really know how to put it in order. Like, I'm overthinking the shit out of it. Right. And it seems so. I put it— it's been like an idea for I don't know how long, Amanda. Like a serious idea for probably 3+ years. Like, I'm like, it's on my list of things to do. And I just kept procrastinating it. Maybe 8 months ago, I'm like, you know what, eff it, I'm doing it. So I start— we start hammering through. Now, I hired someone to do my video. So we do video calls every week and then they transcribe it and they put it in my words and like I then I go back and I edit it so I don't have to do like they type what I say and then I change it because the dude's funny enough, he's in England, like London. So sometimes he says words like, hey mate. I'm like, you know what, don't say hey mate. Like, let's fix that. You know what I mean? And so I have to make sure the stories make sense. And so I'm like more proofing it and editing it. And anyway, long story short, I put out a book. We got it coming. Actually, shit, it's right here. We got— can you all see it? We got, we got some pre-edit, like, this is like not edited version. We got them printed because I didn't want to edit it on the computer. So I like, we print it out to read it and see what it feels like. So we got like 10 of them shipped. We love— we're dropping it on, um, 8 at the 8% at Cody's event on what's the July 17th, 18th, whatever it is. So this will be out in a month. So literally a physical copy of a book, right? We, since I hired Reese, one of the things that came in, we wanted to do a course because I've, again, a million people ask me, do I have, do you have a course? Do you have a training? Do you? I'm like, nah, I just do this free shit. But I only do them when I want to do them because to be honest, it's inconvenient a lot. And I'm like, I'll do one a month. People want training now. And I'm like, all right, well, sounds like a pain in the ass to be honest. There's a lot of work. We hire Reese. He has history doing it. So I'm like, F it. Let's do it. Dude, how, how, how quick do we knock it out? So we have a course now too, like a sale. We're going to do multiple, but it's like sales training on everything I did to go from like broke as shit and struggling to issuing $460 grand. Right. So we knocked that out. We dropped a merch line this year. I wish I should— I should have had you bring— show them some. I'm like, hey, at the end of the— at the end of this, we're going to do some— I'm going to give away some shit for free. Just for fun. Um, so that's a— to be clear, that's bait for y'all to stay on transparently, right? But we're gonna give away some shit because I have merch over there and I'm like, fuck, let's just give it out. And then some people are like, you should charge this for it. I'm like, well, I'm gonna charge for some of it, but I like giving away stuff and I don't need the $12 that bad, so we're gonna give some stuff away. Um, but so we dropped a merch line. Like, y'all hear me talk about doing more and getting shit done, and I'm like— and I wear other people's merch, right? Like this is not my stuff. And one day I'm like, why don't I have my own shit? Like, this dude did it, why can't I do it? Well, it's a pain in the ass. Figure out where to get the stuff from, how to get it printed. So Amanda helped with that, right? And we had— we did a whiteboard yesterday. Amanda text me. I'm gonna share your stuff, Amanda. I'm sorry. She texts me and she goes, I need Adderall for the next few weeks to get through this fucking list, to stay focused. Because by 8%, we have a list of I don't know, 200 fucking things we want to get done. Like, there's a big-ass whiteboard full of stuff, right? Because when the whiteboard gets empty, I'm like, what are we doing? That's hard. What are we doing? Why are we stopping? Because financially, I could stop. Like, I could be okay. I could be, you know what I mean? Like, it's— I, again, I can't travel private around the world for the rest of time, but from a dude who was making $40,000 a year 10 years ago, I could survive on interest for a long time, you know what I mean? And be okay. I could, I could live, but I like, I like doing hard things and accomplishing shit, you know? So, um, courses out there if you, if you're interested in this is not, if you want it, great. If you don't, who gives a shit? I don't care either way, but JWCore, JWCourse.com if you want it. Um, people here were given, it's, there's a code Mastermind if you want 15% off it. It's like $300. It's, it's no money for the course. Um, so like what I want y'all to understand is like, are you looking at your stuff every day and going, what am I accomplishing? What am I knocking out? We have to-do lists. Like, we have more motherfucking to-do lists in this office than anything I've ever seen because I like accomplishing things. It feels good. And when I do hard things in a personal world that put me in an environment where it's uncomfortable and I'm used to getting through them, How do you think it feels when I hit something hard that I didn't see coming? Because remember, who am I? Someone who does hard things, right? So like, if you don't put yourself in those situations on a regular basis in your current status, when something's hard, who are you? Do you quit? Do you pull back? I was at a training, uh, last week speaking at an event in Chicago. And start asking people like, hey, what do you do when, like, leads don't answer? Yeah, we just stop calling them. I'm like, wait, so they— the goal is to get them to answer. They don't answer and you stop calling them. Like, I don't want to be an asshole, but isn't that stupid? But we tend to do it because it's hard and we pull back. Does that make sense? Getting rich, it's hard. Who are you? And do you watch Netflix at night instead of doing stuff you said you'd accomplish? You know what I mean? Do you go to the grocery store instead of prospecting today? Do you go to the game instead of recruit? And if that's you, all good. I just— I wanted to be someone who gets through hard shit. So I intentionally put myself in those environments in a physical way all the time. And then when I start second-guessing myself, like, writing a book is hard, dude. It was one of the easiest things I've ever done when I went for it. The course, dude, how long did it take me to record that thing, Rhys? Day maximum. Done in a day. No, me to record. Oh, you recorded for probably 2 hours. Correct. 2 hours it took me. People been asking me for a course for 12 years. I'm like, that sounds like a lot of work. And what order do I put it in? What do I give for titles? And what do I do for background? What do I do for talk? And I'm overthinking the shit out of it. Why? Because I'm human. But then I remember, dude, I'm losing— I'm messing myself up by my thought process. So I'm like, you know what, eff it, we're gonna put it out. What if it don't look good? Who cares? It's out. I don't care. Again, we do more now, get better later. What if the course sucks? All right, I'll make another one later. Who cares? You know what I'm saying? And so are you putting yourself in those environments every day so you become someone who gets used to doing hard things? The believability— the belief I have in myself to get through hard shit on a scale of 1 to 10 is like a 14 because I do it all the time. 10 years ago, dude, it was like a 2. I just had no self-belief that I could do something hard, you know. Um, next thing I have topic, um, is just— and it sounds weird, but it's like seeking pain versus avoiding it, right? And again, I can go towards working out again, the same analogy as earlier. If working out is easier, if working out is easy, if I go to the gym and it's easy, am I gaining any muscle? No, not at all. In fact, you know how many people at the gym are fat? Fucking most. I go to the gym, most people in the gym are out of shape. Are out of shape. Most people at Orangetheory out of shape. Why? Because they just do enough to say they went and then they leave. It's hard to be disciplined with what you eat. It's hard to push yourself to new levels of how much weight you lift, how quick you lift the weight, how much you sweat, how much your incline is on the treadmill, how far you run on the treadmill, how many stairs you climb on the stair stepper, the elliptical. Like, how hard do you push it, right? It's like, it's uncomfortable. You know, shit, that's what makes you grow. I was reading this book. What's the name of that book, Amanda? I just did it with Bette David's thing yesterday. Fuck, it's on my desk. Go. I think it's on my desk. The one I did. What's it called? Peak Opportunity. Peak Performance. Close. Peak Performance. I don't know who wrote it. And he has this quote in there. It says stress plus rest equals growth. Right? So putting yourself in high-stress situations yet having a balance of very intentional rest. And the, the, the ratio— they did scientific studies on this thing, it was really cool. And the ratio was like, on average, high-stress work of 2 hours to function at the best capacity the brain can, the, the rest needed after 2 hours is 7 minutes. High-stress work, 2 hours, rest 7 minutes, 9 minutes, whatever the number was. It was super low. Where I know I've been around, I've been around this long enough to know people dial for an hour or two, they take off a few hours, they dial for an hour, they— a morning session, an afternoon session, an evening session. Pretty standard. I'm gonna recruit a couple in the morning, couple in the evening. It's like the gaps of the rest are so long. So it's the appropriate amount of rest with high levels of stress and intentional, and it creates growth. Same as, same as exercise. You stress the muscles, they— you literally break them down. And then the rest, I mean, you're good to go the next day, you know? I mean, like, you can work out hard as shit every day, you know? Some people like, you need rest. I'm like, yeah, I got like— I'm in the gym for an hour and a half. I got 22 and a half hours of rest. One and a half of work, 22 and a half of rest, you know what I mean? And if you fuel your body the right way, that helps even more. And so it's like, in this situation, it's like high levels of work stress. We did a lot yesterday in the office. Last couple of days. Was it yesterday, Amanda, where I felt like I got hit by a truck? Or was that day before when I fell asleep on the way to baseball? Yeah, that was yesterday. Yesterday? My days run together. We do so much shit. So we knocked out, I think yesterday was my nonstop day. Is that correct? Where I had all those calls. So I get in at, so I had the gym, normal thing. I think I got to the office at 10. Was my first call at 10 yesterday, I think. And I did not stop till, when did I, when did we leave? It was like 5, was yesterday like 5:30? Mm-hmm. So 10 AM to 5:30, I did not get off the phone or Zoom for more than a few minutes. It was like out of 10. At 11, at 12:15, at 1:30, whatever it was. It was back to back to back to back. Then we met with Reece in the middle. Then you and I sat down and we brainstormed some shit because you were stressed the fuck out laying on the floor in your office. Fair. Reece can't— was it Reece or Angela? Angela walks around the corner and he's like, why the fuck's Amanda on the floor? I'm like, that's her stress spot. So I'm on the whiteboard writing down what she's stressed about. We make a list and we look at it. It's like, it's only like 4 things, but the 4 things have 10 things in them. But we made a path for it. Right. And I leave the office and I feel great. I feel energized when I work like that. But I get in the car, Maddox has baseball, and I get in the car and I drive to the house. It's like 10 minutes away. My wife drives to baseball. I sit in the passenger seat and I pass out like in a fucking coma at 6 o'clock driving to baseball. And I get to baseball 6:20, 6:30. I text Amanda. I'm like, yeah, I feel like I got hit by a truck. Because the energy put towards the work in that window of 7 hours was so much stuff. I take basically a 20-minute nap on the way to the game. She tells me she needs Adderall. I needed a nap. Then we watched the rest of the game, and I was fine the rest of the night. I just needed a little— I just needed a moment, you know? And again, for me, it's high activity, high stress, little bit of rest. Hell, we can be really transparent. Amanda took a little 10-minute catnap in her office this morning because she was, like, feeling drained. Just 10 little, 10 minutes, but back at it. She actually finished editing my book this afternoon at 1. We had a deadline at 1:30. She finished at 1:32. So she did really fucking good. And, so I say to seek pain, not avoid it. Most people try to avoid it, right? But you understand when you're avoiding pain, you're avoiding the, one of the key metrics to growth. You're trying to skip it. You can't have the growth without the stress part. It's a phenomenal book and they relate it to, they relate it not only to physical activity, athletics and Olympic athletes and crazy shit, but they relate it to business as well. It was a really good fucking read. And so some of the stuff I'm wearing today, this, this, can y'all read that? Into the Storm, right? So I think this is from Rich Froning, which is a CrossFit dude. I'm pretty sure this is his brand. And the, the thought on this and you can just Google it. So if you Google, you don't have to do it now because I'm gonna tell the story, but if you're like, is that real? Google it. Like buffaloes. So this is the other one, right? So buffaloes, crazy enough, I learned this when I learned what this meant. Like the big animal, a giant ass fucking beast of animals, which one day I want to like, I had the opportunity to like shoot one this year and they were so easy and didn't move. I'm like, I want to try something tricky. Like I went hunting. For the first time in my life. Anyway, into the storm. So buffalo, when it starts storming out, a big-ass thunderstorm, rainstorm, something like a weather storm comes, most animals, people like, ah, we run away, right? Hurricane in Florida, what do you do? Lock down, do your windows, you bounce. Animals fly away, whatever it is. Fucking buffalo, they turn and they start charging towards the storm. They literally head right the fuck into it. Because if the storm's coming this way and you try to run— I don't know how to do it— like, you try to go the same way and it catches you, you're gonna be in the storm for a long time running away from it, right? Think if you're driving, you're driving with a storm, you're in the storm forever. If you just go right the fuck through it, you're in it the shortest amount of time. So the buffalo are smart enough to go, eff it, let's get through the hard part. Let's just go in it. And they go right into the storm so they're in it the least amount of time. Right? And so this dude's thought process is, why do we not do that in life and business? We have something hard in life, we run away. We have difficult times in business, we pull back, we run away, we give up. So for me, I, I, I like things like this cuz I'm like, yo, let's just take it head on. You, we freaking come in my office and we're like, we don't know how to do something. All right, let's figure it out. What if we mess it up? Sweet. That's how we learn. That's, that's what we're supposed to do is fuck it up a lot. You know what I mean? And learn from the mistakes and learn from the journey and learn from the process. We've learned a lot about books in the last 2 weeks. Oh, we've learned a lot about courses. We've learned about course hosting. We've learned about the fees that the people who host the course charge to do it. Merch is expensive as shit. I didn't know that, especially when you want, when you want nice stuff. 'Cause you make a merch line, you get TikToks, you start looking at it, right? And now all the ads on social media follow me. So you can get merch cheap as shit, but it's garbage. The feel of it, the texture, it's garbage material. And I'm like, nah, I wanna wear my own stuff. If y'all buy it, cool. I don't actually give a shit. It's for me to wear for myself. Cause I'm like, I keep sponsoring other people, but you start learning a lot. You know, and again, you guys can think of anything, you know, today and have experience with. Think about before you were good at it. There was a point where it was hard, you know, and I find in this business and in sales, so many people run away from difficulty because they think it's not supposed to be, you know. And again, if you think of, I don't know, without storms, how well would our world operate? Like weather-wise, physical storm, you know what I mean? Like there'd be no flowers and food and plants and animals. Like, it affects all that shit. And again, if there were no hard things in business, that would mean everyone could do what you're trying to do, and it wouldn't be that exciting, and it wouldn't pay very well. And there'd be like a new level of— it'd be like fucking socialism. And I don't get into politics, but it's like, if it was all the same for everybody, like, who's winning now? No one, you know. And I was talking to, um, who was I talking to yesterday? I had a podcast yesterday. Oh, it was Easton. So on a podcast I do— some of y'all know I have a podcast, Insurance Insiders, and I had this dude Easton. He issues his top— he's issued like $4 million in life insurance on his own pen in the last 5 years. His top year was like $940,000 on his own pen, just selling life insurance. And we were cutting it up because I remember when he was new and I was newer to building when he started. And his team's doing— I think they'll do like $20 million this year or something. And I remember training him when he was brand new. And one of the things he said he was most thankful for along the journey were all the people that had more talent than him that quit, because it gave him the opportunity he has today to have the agency he has, because there were so many more people that he worked with that were colleagues and other people in my agency that were better than him. In sales. And I'm like, dude, I can fucking relate. Guy who trained and mentored me, some of the guys that he was mentoring when I got in, they were sharp as shit. They had sales skills, they had all kinds of good stuff going on in there. And I'm like, but when things got hard— because they will get hard, I promise you— they— and you've already had hard, like, buckle the fuck up. That don't stop. It actually gets harder in a lot of ways and becomes more expensive. I was talking with these— we started talking about like um, building an agency, every big agency player I know, every single one of them has had a multi— a multiple six-figure roll-up from someone else. So we start talking about making it through a roll-up debt of six figures where most agents give up after a chargeback of $1,000 or $2,000, you know what I mean? But like, we've grown our capacity and we've grown our circle and we're not afraid of that stuff. We seek it in the craziest ways. Like, you seek a big roll-up. That means I'm doing something. I mean, I don't prefer it, but if it's part of the journey— meaning if I told all y'all you could make $10 million in the next 10 years, 5, 5 years, whatever the date is, but you have to endure a $200,000 roll-up— who would sign up? $10 million in the next 5 years, but you got to endure a $200,000 roll-up. Everyone would do it if I could guarantee the money. You know what I'm saying? And it's like, it's weirdly as guaranteed because most of your fellow running mates will quit before they get there, you know. So for us, it becomes one of those things where— oh, and then this one. So this is a different one. This is a Backbone Swag, which is again not mine, but this dude finds me on Instagram ads all the time. I have a ton of his shit. Um, and this one is like Fuck it, I am the storm, which I like even more. You know what I mean? Like, let's cause chaos in nice ways. You know what I mean? Like, I don't want to like crush people, but like, I, some people I do kind of want to crush. You know what I mean? So it's like, run into the storm. Nah, F it. I am the storm. Like, let's, let's cause disturbance. Let's cause, uh, change in the industry. Let's do things. I was listening to Inky Johnson today. I keep referencing him lately because I'm on like an Inky kick and, uh, He would— what's the title? Look at that text I sent you, Amanda. What was the title of that thing that I— that his, his topic today? I'm, I'm, I'm like 20 minutes into his podcast. She'll tell you the— what's it called? Capacity. Capacity. And he talks about— go listen to it. The short version is he's talking about the capacity to handle things versus the skill set. And he's like, many people have the skill set But do they have the capacity to handle getting through it? Skill set has nothing to do with big growth. And it's a, it's a, it's a, I'm, I really like his podcast. The way he thinks he's deep, him and his, him and this guy Oak. I don't even know who he is, but they're buddies and they always chop it up back and forth. And be honest, they both sound like they just got done smoking weed. And I really like the vibe of the podcast. I don't know if they did. So if I, if he ever gets out, apologize if I put that on Yankee, but it sounds like it. I really like it. They're cool, two cool, cool dudes. And, um, you know, it's like, so, and, and they're talking about like, as you start growing, and I could relate to a lot of it, they're like, people in your world, this program is me, turn on you. They'll challenge you. They'll think you're crazy for doing some of the things you're doing. They'll talk shit about you. People that have you helped will fucking stab you in the back. They'll turn on you in a sec. Like, that's coming. If you haven't already had it. And if you have, it will not stop. And it's like when you do things outside of the norm, which I'm a big fan of— like, I like going against the grain a lot. I like standing out. I like doing things that you're not supposed to do, or staying— like, I like to— I just like to do not the norm. I don't want to be everybody else, you know? And he started talking about it, and, uh, he was talking about like people that are once on your side how they may not be on your side when you kind of go against their standard or their norm or their version of it. And I text Amanda, I'm like, yo, this is us right now. There's a lot of things— like, I coach people from other companies. Some of y'all probably don't work with us, I would imagine. I know, I know some of y'all that don't. You know how much shit I get for that? And I'm like, right, it feels right to me, so I'm doing it. You know what I'm saying? And so for me, that's a growth thing that I know we're going through because some days it's hard and I'm like, man, I'm like, should I stop some of this shit? And I have stopped some of it in the past, not this specific, but things. I'm like, it feels good to me, dude. This is, this is the path I'm meant to be on. You know what I mean? And so maybe you feel like you're on a path that you're supposed to be on, but people are trying to hold you back and tell you you shouldn't be and all these things. My advice is eff them, get through it. You know what I mean? Like, just run into the damn storm, embrace it. And know that it's okay to feel that way. You know what I mean? Like, it's, it's, I can tell you so far in 12 years, it's normal to feel heat from outsiders. It's, it's not changed. It's the people who are giving me the heat changes, but the concept has not changed in 12 years. I feel it just from different people at different stages of business. Um, before I get into the third one, any of y'all going to, um, Amanda, they're quiet. I can't see the questions thing. So is there anything I should answer? You don't have to let me know now, but if there is anyone— there's nothing. Say again. You're good. There's nothing on there. Anyone doing 8% this year? Anyone going? Put it— put like type 8% in there if you are. I'm curious who's going. Raise your hand if I can see you. But if you're not, I'm just— any of y'all going to Cody's? It's— where the hell is it? What's the damn— Missouri. Springfield, Missouri. Next month. Curious if anybody's going. Something tricky. Hmm. I don't know what that comment means. I'm seeing it late, so I don't— working on it now, bro. You going, Carrie? None of y'all know? Does anyone— does anyone not know what it is? 8% conference? Anybody not know? You all know? Don't know? Interesting. All right, cool. So not many going. Interesting. All right, so Cody Askins, maybe you know, maybe don't, I don't know. Runs a big insurance conference every year. I think this is his 7th or 8th. I don't remember how many he's on. You mean Springfield, Missouri? He must have been. I don't know who that is, but he must have been at the last one. Is that what that is? Yeah. Is he saying what I think he's saying? Yeah. I love it. Yeah. So he runs a big insurance event. It's non like IMO specific. He's just kind of like in the middle of— he's like, what's that country that does that? Like Switzerland or some shit where they're like, they're just there. They don't— they kind of do their own thing. So Cody kind of does his own thing in the insurance industry, and I like that. So I reached out to him a few years ago and I'm like, yeah, I want to be part of this thing. And so I speak at them all now. So we're going. And my point is, if anybody wants to go, if he gave us a little discount code, what do they get, like 25% off his tickets? If you use my last name Wetmore, if you're already going, it literally just gives you a discount. It doesn't— it gives us nothing. But he lets us, all the speakers get a little code and he tracks who gets the most people. And I think we get a high five or sticker or something at the end. And but I'm speaking at it from main stage. So I have like a 25-minute talk. I'm doing 2 breakout sessions where I'm going over one, we're going to do like how to, how to build like a $500,000 a year schedule, like, in goals, like personal production schedule. And the second one we're doing, like, agency growth and scaling, how to build an agency, things like that. And there's a ton of good speakers, a lot of cool industry people. And I've made a shit ton of friends in the industry now from going to his events. So if you're, if you're looking for an industry-specific event, he has— I don't know who his main speakers are. Has he even announced them yet this year, Amanda? Like the big ones? Just Coach Bert. And Hunter again from last year. Okay. There's usually some like big, like Jesse Itzler spoke at it. My Lex spoke at it. Uh, Andy Elliott spoke at it. Uh, Tim Tebow was there. I don't know if it was last year or year, but it was a couple years ago. Maddox got Tebow's autograph when he was there. It was pretty cool. Um, so anyway, it's a cool event. We'll be there. And, uh, if you're going, hit me up. I'll be there. We have a booth, all kinds of cool stuff. We're doing some cool things and that's where we're actually launching the book. We're dropping the book. That day will be the first day we have it live. Um, so as long as Amanda's— nah, I won't be mean. I was gonna say as long as you're 2 minutes late, doesn't hurt us, but you're actually a day early because they actually, they actually said Thursday and I said how about Wednesday, and then she said can I do Wednesday afternoon, and I was like what about Wednesday morning, and then she tried to put— we negotiated back and forth and we decided 1:30 before this so mentally I could stop thinking about it. Next thing, visualization. I was listening to something on this the other day, and I think about like Maddox a lot and playing sports, and he just started pitching like he's a dude. So he— we play last night, play this team, pretty good team, and it's just a scrimmage, right? So they have different rules in a scrimmage. And we start out the game, he doesn't start pitching, someone else is pitching, and it's scrimmage. So they mix things up a little bit. So I have different players that don't normally pitch pitch, and we, we go down 6-1 in the first like 2 innings. And, uh, I think, I think we played 4 total innings. And, uh, 4th inning, uh, Maddox gets up, he gets a hit, and it starts a little rally, and they score 5 runs and they tie at 6-6. But in the scrimmage, they made it to where you can only score 5 runs in an inning, and they swap innings. They won't let you like score, whereas in a tournament, like a real tournament, you you can— you score 25 points an inning, they don't care. Now there's run rules, but in this they capped at 5. So they— we tie it 6-6 and it goes into the bottom. They're the home team, so it goes in the bottom of the 4th and they call Maddox up to pitch. And 2 years ago, when— year and a half, even last year, when they would call him in to pitch, Steph and I would panic because he didn't have a lot of like belief in himself, right? He had— he like, if he felt— if he came in in the— in a tie game In the last inning, his, his thoughts and his visualization of how it was going to go was that he was going to throw wild pitches and hit people and let up hits or home run, and he would lose the game. Like, that's what he thought. So what do you think happened? He fucking threw the ball in the dirt and he would hit people, hit batters and walk them, and he'd let up hits or home run. He would lose some games. It happened a lot. And so over the last his whole life really, but with pitching specific. Because when we play at home, that kid throws heat now. Wasn't always accurate. He might bust out a window of the neighbor's house, but he'd throw heat. And we just kept working on it, working on it, working on it. He started getting— he does some coaching stuff too, and obviously he plays on a bunch of teams. If y'all follow my stuff, I share shit all the time. And, uh, so we've been talking about a lot, like, yo, what do you, what do you thinking before you go up. Another example, he was, he was up the other day. He, uh, he gets up in a game against a way higher ranked team, and I think we were down, we were down 2, bases loaded, the last inning, 2 outs. He has 2 strikes and he's up with bases loaded. Again, a couple years ago, strikeout for sure. Like, we just he would just panic. This time gets a hit, little dinker over the— in between like the shortstop and the left fielder, nothing crazy, didn't smack a grand slam, it's not that big a deal, like, but he got a little hit, drives in 3 runs, we go ahead, we win the game, right? So I ask him like, dude, were you nervous? He's like, yeah, I was like shaking. I'm like, well, what were you thinking? He's like, about getting— about what happened, like knocking in the winning run. Where a couple years ago he'd have been worried, his whole thought would have been, don't strike out, don't strike out, don't strike out. Where now I'm trying to teach him like, yo, why don't you think about— if you're gonna make shit up in your head, and I tell you all this all the time, like when you have thoughts and visualizations, it's made up. And most of us have made up fears. We, we foresee the negative things that we, that we fear. And I'm like, I don't think anyone's not smart enough to realize that that's made up. Like it hasn't happened yet. You realize you're making shit up. Yes, we all do. Cool. So if we're going to make up shit, can we make up good shit? Like we're making it up. Why don't we pick good stuff to make up? And I've been teaching Maddox this the whole time. So he gets in last night again, 6-6. We can't win because it's, it's ending at 4 innings. There's no chance to win, but we could still lose. So he gets up, strikes out the first kid, 4 pitches, strikes him out. Second kid strikes him out, 5 pitches maybe. Next one he walks. Uh, one dude got a hit, like kind of an error hit, hit the dude's glove, fell. So he has 2 people on, he has second and third. The last dude up, big dude, like can definitely hit a bomb. Long, super long, not that long a story. He strikes out the third guy. So he strikes out 3 guys. He did let people on base, but he walked off the field like confident, happy as shit that he didn't make a that he didn't lose. And the parents were cheering him on. He was throwing heat last night, and he, he had this level of comfort that was different. And I'm like, dude, why did you seem so loose? Like, he was cutting up with the catcher a little bit while he was pitching. Like, they were— he was kind of like jokey a little bit. And I'm like, dude, what was that all about? And he was like, I mean, it was a scrimmage. There was no, there was no fear. I'm like, But it was a game and you were trying to win, right? He's like, hell yeah. I'm like, so why can't you have that same relaxedness when it quote unquote counts? Because to me, the scrimmage counted just as much as the real game. Call it what you want. It's a game we're trying to win. You know what I mean? And, but he has it when there's things on the line. Sometimes we can, we can think different and visualize things differently. You know what I mean? Where if I'm like, yo, pretend to call me, you call me, no problem. I give you an objection. You don't give a shit. But I'm like, yo, here's some leads, pick up the phone. People get nervous, you know what I mean? It's like live. And so you have to like, you have to be really aware of the way you're picturing things all throughout the day. You know, when you buy your next batch of leads, are you like, sure, hope these fucking things work. Hope it ain't another bad batch. You know what I mean? Are you like, yo, I'm gonna go kill these. There's so many opportunities in here. I'm gonna crush. Like, are you, are you thinking the right way and speaking the right way to yourself? You know, and just seeing Maddox at 12 have a growth mindset that surpasses most adults because all he hears about— and again, to be clear, I ain't perfect at this shit. Ask Amanda, she wanted to punch me in the face the other day because I was being a fucking whiny bitch about something, you know what I mean? But it's like, I don't let it linger long. I learned to catch it. I even apologize about it. I'm like, my bad. Hey, can you just smack me in the face sooner next time? You know what I mean? Like, I'm good. Just— I know I'm imperfect, and y'all are too, but I have belief in myself that I can stop it and fix it and make it right. And I want y'all to have that level of belief too, because I'm just a dude like y'all, you know what I mean? I'm just a guy trying to make some money in the world. I know there's some ladies on here, so same concept, you know what I mean? I'm just like someone out here trying to take care of his family, you know? Um, last thing Attitude and effort. So Maddox's baseball team, and I heard this, I was listening to this dude. I've been following this guy. I don't know how I got connected with him on social. Brian Covey. Covey. I think it's pronounced Covey. Used to be— I'm learning a little bit about him. He used to be a professional soccer player, and now he's like a big dude, big wig in the mortgage industry. And he does a lot of self-development stuff and whatever. I like his shit. I was listening to his stuff earlier too, and he's had the same— his, his professional soccer team had the same principles. But Maddox's team's principles is attitude and effort in practice, on the field. That's it. So when we're done, if we lose, certainly we're going to try to tweak maybe some things they did wrong. You field the ground ball at the side where you should have got in front of it. Like Maddox has this problem when he's swinging, and I don't know a lot about mechanics, but I watched the coaches train him and like when he tries to swing the bat, he like flicks his wrist like to try to hit the bat. And he's like, nah, you gotta— your wrist shouldn't— your wrist shouldn't move. It's like you— and he's trying to— he's teaching him to punch through the ball, right? So they do fix mechanics, but what they focus at the end of each game on is how was your attitude and how was your effort during the game. Because if we win and you had a shitty attitude and no effort, they're not really that happy. And if you lose, but you went all out, you know what I mean? And your attitude was right and you put in effort. Granted, they're 12, they're going to be sad. But if overall the attitude and the effort were there, dude, it's a good day. You know? And again, I think that's a really simple thing to, to, for you guys to maintain for yourself is like, I know when I was, when I was struggling on the phones or struggling in the field or struggling financially, but I sure as shit took a shitty attitude home to my family. They definitely heard about the bad day. They definitely heard about the bad batch of leads. You know what I mean? The people around me certainly heard about the agent who was an asshole or didn't make his calls or didn't call me back or said he was going to do this and quit or whatever happened. You know what I mean? Agent rolls me debt. Someone gives me shit. I don't know. So whatever it is, I know a lot of days, man, I poured my garbage on other people. And I know if Maddox's coaches were there. They'd be like, yo, attitude and effort sucked today, bro. You know what I mean? And like, when Maddox plays golf, this is— I'm struggling teaching him in golf. It's really weird. But he gets like so frustrated if he doesn't play golf perfect every time because he's gotten pretty good for 12. Like, he's, he's okay given he's only playing like a year. But man, when he has an off day, he'll hit the ball and he'll shank it to the woods. And the first thing out of his mouth, I'm so bad. I'm so bad. I'm like, yo, stop saying that to yourself. Like, cut it out. So we're on like one of the final holes the other day and I lost my shit, which I don't like to do, but I grabbed him by the shirt and I'm like, dude, if another human being spoke to you the way you speak to yourself, I would beat the fucking shit out of them. Stop speaking to yourself that way. You know, I mean, I'm mad at the— I'm not mad. It's a weird balance because I'm not mad that he's upset about his performance. I'm mad at the way he behaves and verbally talks about his upsetness about his performance and the way he speaks to himself. I hate when he says he's bad. I'm like, dude, can you at least say you made a bad shot? I'm going to work on it. Like, tweak the wording, tweak the way you speak to yourself. And I just— man, I can relate so heavily. So I'm trying so hard to train him. So we play on Father's Day, 18 holes. That motherfucker was pissed for 17 of the 18 holes. It was a tough day. I'm trying. Steph's like, he's tired, he's been baseball and it's sunny and he was at the pool all day yesterday. Like, give him some grace and patience. And I'm like, I'm trying. I just hate how he tears himself down, you know? And when I, when I, when I hear about some of y'all tell me about the way you believe in yourself or don't, or the way you see this business or the way you're struggling, I'm like, yo, I hate the way y'all speak to yourselves. It drives me motherfucking bananas because you all have the potential and ability, you know what I mean? But if you're telling yourself you suck, dude, you're gonna suck. It's not— this is not that deep, you know what I mean? And then are you really putting forth the effort every day? Like, and only you can judge you. You have to figure it out for yourself, you know what I mean? Well, like, what's your scale of high effort? You know, every time I post something on social media about like high activity. I posted something the other day about— it was something like, every— anyone can make 1,000 calls in a day, but almost no one will make 600 for 600 days straight. Meaning the consistency. Like, anyone can work hard today. Who gives a shit? Are you gonna still be working hard next week, next month, next year, next decade? Probably not for most people, you know. And I'm like, what is your level? What's your standard every day? You know, so I post that, someone replied, and I like the dude, he's great. And he's like, we make 50 calls a day and do just fine. I'm like, cool, if you're making money, don't change. But yo, for me, 50 calls, that ain't my world. I'm like, that ain't my standard. Yes, yours, I don't care. You know what I mean? Another guy was like, if you made 1,000 calls, you're wasting your time. I'm like, I'm talking to the people who sit around doing fucking nothing. He, and he, cuz he's some AI guy. I looked at his profile, he sells AI shit and I'm like, so what are you gonna sell AI and tell 'em they don't have to work and they can be lazy and get rich? Yo, they should go to work. They can get rich. You do AI later. I, I need you to build a skillset. I need you to build thick skin. I need you to build the ability to handle no. I need you to build resilience. I need you to build skillset communicating with people. How do we do that? Sure as shit, not AI. You know what I mean? I'm like, yo, pick up the phone, call a bunch of people. I'm at a meeting this week, chick been stuck at $100 grand for 3 straight years. She's like, how do I get better? Like, how many presentations you make this week? She said 3. I was like, cool. How long is each one? 30 minutes. I was like, so you presented for 90 minutes all week? I wish we had the clip. I could share my response to her. You want to tell them, Amanda? You should tell them. I know you don't want to. Reese will tell them. I know he will. Amanda, you're gonna be a wuss. I'm not doing that. Why not? You can let Reese do that. You should hype up the clip. Clip will be ready. Hey, do it. Pull it up if you can. I'll keep talking. Yeah, I'll see if I can get it up. Even if you just play it like, who cares? They don't have to see it. You don't have to show it. You don't play it. Nothing. But I mean, I'm like, dude, you're trying to get— you're talking to me about making multiple six figures and you're in a sales environment and you presented for all of 90 minutes all week. It was 100 and whatever. What's that? 168 hours. I always forget the number, whatever it is in a week. 90 minutes presenting. I'm like, ah, fuck. And then I was like, dude, you want me to teach you some scale sales tip? To get back. Like, I can't triple your income when you're presenting for 90. I don't know how to do that with sales. Like, who gives a shit about sales at this point? Let's, let's have prospecting, let's have activity, let's have hard work. And then I felt bad because immediately the next guy that spoke after me was there to do sales training. He's like, now that Wetmore said sales training is useless, I'm here to go over sales training. But, you know, it's like, again, what is your level of effort and what's your, what's your— someone said bar. In there, you know what I mean? Like, what's your bar for yourself? What's your standard? Where you at, you know? And I, I think look at that shit every day, um, and figure out what your standard is. And it doesn't have to be mine, I don't give a shit. But for me, if it's not high or you don't care, all good. Just stop bitching, stop complaining about your situation in life, you know what I mean? Like, I'll be real, it's fun to be rich. That shit don't suck. There's still problems in life, like those don't go away. There's still health issues, there's still drama, like there's still family, like this stuff sucks, dude. I've tried the broke side, it sucked, you know. And so it's, it's worth the journey and it doesn't take crazy long, you know. And again, hell, think about how long you've been trying to do it so far. Like, fuck you, it ain't working. You may as well try something different, you know what I mean? Because what you're doing so far got you where you're at. Oh, be silly to keep doing the same thing every day and think it's going to change because it ain't, you know. So it's like, are you hitting those new PRs every day, every week? Are you, are you challenging yourself every day, every week? Are you doing hard things every week? Are you seeking that versus avoiding it, you know what I'm saying? It's like, who are you? And if you aren't there yet, who do you want to become? And are you working on it every day to become that person you want to become, you know? Um, I'm going to do some open Q&A. Last couple of things I want to touch on. You're going to do the links, Amanda. Do you have the Zoom one? Can I share it now? Next Zoom we're going to do like this. We're going to do July 16th. We're going to do 10 a.m. Eastern. I'm flying to the 8% conference that afternoon, so I'm going to do it before. We're literally going to knock it out, leave to this. She put in a link if you want to register to it. That's the direct link she just posted in there. Oh, you got two in there already. So the first one's the Zoom. So like this, and then in my office on August 1st, Atlanta. If you're in Atlanta, it's Kennesaw. We're going to be going through a full day. I know a couple people on here were at the last one. We've had some really good success helping people get out of their own fucking head, make some money, make some changes, do some things, and I'm enjoying it. So the next one, August 1st in my office, there's no cost. It's just come. And it's literally, we last time. Last time we helped, uh, we went through some specifics. One, let me think of the examples. One chick had to get like, she had like 15 G's in debt that had to be paid, and she had like 3 or 4 grand that had to be paid in 9 days or she was getting sued. So we helped her go through a plan for that, and she executed it in 2 or 3 days instead of the 9 she needed. So that was cool. So she, she got that situation taken care of, gave her very specific steps, things to do, which I shared with you, Carrie. Same, same plan we talked about. It's like the same shit. She executed literally by Saturday. I think our event was Thursday. So maybe 2 days, day and a half. We talked to one, one dude about, uh, want to buy his uncle a new car. Like uncle helped raise him and support him. It was a cool little story. And, you know, I mean, so like we went through like how much is it was like $80,000 Lexus. Here's how you do it. You mean, in addition to paying your bills. So we made a plan. And then was it not, was it a woman? Who was that? Pay off the house. I'm trying to remember helping someone to— who the hell was that? I can't remember who it was, but someone went through— they had like $150,000 on the house and want to get it paid off within 2 years. It's like, cool. So we made a plan, mapped out a schedule, mapped out some goals, and here's how you do it. So we're going to be going through that August 1st. Again, link there to register. Before I open up for Q&A, and I hope you guys have some, don't be shy if you do. Um, so one of the things I'm trying to do this year is get better at marketing stuff. Literally almost everything I do is just, I give shit away and value and things like that. So we're going to do a cool little giveaway. We're going to give away some merch. Hey, will you come? Will you come here, Amanda? Grab a couple of things when you, when you come over, I want to show them some shit. Um, we're going to give away, I'm going to give away some shit. We're just gonna mail it to you free, literally no charge. It's not like free and then pay me postage. I'm literally going to send some shit to free for people. In return, I'm just going to ask you guys to do a couple of things because I want to continue to get the brand out, the message out. I want to continue to help people and help the industry. And I assume you're here because you like my shit. My preference is you also share my shit because there's 29 people on here and I think I should have 10,000. So I'm working on it. We're trying to get there. So obviously y'all are all here. I would love— here's, here's what you get to get something free. Right. We're going to send some merch. We're going to send something. Depending on how many do it, we might do a raffle. We might give them all away. I don't know. People are going to get some free shit. Literally just take a picture of this shit. Tag me in it. Share it on social. Really simple. Shit. I asked Amanda to come. Hey, Reese, you might have to share this because I told Amanda to, but then I made her come down here. Make sure you're enrolled in the newsletter we send out if you're not already. Most probably are because you got this. But if you saw it on social and you're like, shit, you have a newsletter. Yeah, we send out some cool stuff there. If you're not, JohnWetmore.com, there's a little fucking little thing pops up. Register for the newsletter. With that, you actually get the free activity tracker we built. We track all your activity. It's all free. There's literally no, there's no catch to it at all. And then we have a podcast. Anybody heard the podcast? Couple. Cool. So I'm doing a really shitty job marketing it. So that's this little gimmick we're doing here is to try to fucking market more and to get y'all to help me. Because I'm not good at it and I need help. So— oh, hey Reese, go hit enter on Amanda's laptop. She already typed it all up. Oh, then— yeah. So if you— all I want you to do is subscribe to and rate the podcast, and if you don't rate it 5 stars, I ain't sending you shit. So that's it. Share a picture, tag me, rate and subscribe, be in the newsletter. If you do that, shoot me a DM, show me proof. I will send you some shit. Check out, we got some stuff like this. Sorry. So we got like, can y'all see that? Own. Let's see. Own your shit. This is one of my sayings. I say it all the time. I used to say ownership, like take ownership of your stuff. And I'm like, we have that. This one has both. This was a hoodie ownership, but it really means own your shit. So now I just say own, like, this is what I really want to say. But sometimes my wife wants me to be politically correct. So we got that, we got this one. Y'all see that? Shit done. They're not really like church approved, but they're pretty good. And this one, well, you can, you can roll into church and not tell them what it means. God says do one. And we got a little GSD. Y'all see that? I don't know if you can see that. Check it out. So anyway, I made my own shit. We'll send you some. We got some other cool stuff. We got pens and bracelets. Anyway, so if you help me with those things, I'll send you some free shit. Um, questions? Anything I can help with before we wrap up? Just unmute, be happy to help if I can.

John, so not a question, um, just an observation, couple of them.

Okay, I'm nervous now, but I like it.

No, no, man, it's, you know, it's, it's all love.

Um, who's talking? I haven't found you yet. Oh, Chris, I see you. Cool.

Yep, yep. So first off, thanks for what you do. Um, you, you had said I'm not good at marketing. Same thing you tell Maddox, right? In the past, in the past, I haven't been good with marketing. In the past, I've had some challenges. Watch your story, brother.

Hey, so I'm like, you know the devil in the thing, the whatever it is in the cartoons? I have a little bit of like F you on one shoulder and thank you on the other one.

It's a Jersey thing. I'll take either one.

I love it, dude. I can, I can tell the accent. Hey, here's the thing, dude, I ain't perfect, bro.

No, no, for sure. And we all need these reminders.

Doing my best. Yeah, so I appreciate it. I love when people call me out. I'm a boxing guy, I can handle it.

Listen, man, second thing is, and you know this, right? Know your strengths, know your weaknesses. You, you have a, a kind, compassionate heart. You want to help people. So as a result, you're quick to give all your stuff away and maybe put somebody else in a position to monetize that, you know, maybe, maybe still give some of it away because it makes you feel good or helps you to feel good.

Yeah.

But put somebody else in charge of raking in the dough for you.

Love it.

Just a thought.

I love it. I'm going to— I'm going to— I'm a big value first, and I'm 100% sure the money will come. And I've been blessed with money, but I'm trying to make more.

Plenty of value out there.

So I'm trying to make more of it. I want a jet. Like, I legit— every time I travel somewhere, like, we traveled to Cody's event last week and it was in Chicago. Anybody from Chicago? Anybody in here from Chicago? No. So it was really in— where the hell were we? I don't know if you're on there yet, Amanda. We were in fucking, like, middle of nowhere Illinois. It was not Chicago. It was an hour and 15 minutes from Chicago. And so I fly there and I'm like, dude, if I had a jet, there was a private airport 6 minutes from his meeting in Bodunk, Illinois. I'm like, I really wanted to fly right there. And then I was like, or if I had a helicopter, I could fly from Chicago Airport and land on the, on the, uh, hotel, uh, roof. You know what I mean?

There's always a, there's always a NetJets membership or, or one of those memberships where, you know, you can do that without buying a plane.

But I want to be able to do it every day, everywhere. You know what I mean? And I'm just like, not— I'm, I'm, I, I'd spend 200, 300 grand a month on— I'm like, I ain't got it like that yet to spend that on frivolous, you know what I mean? I'm like, so I, but I think about it every day, you know what I mean? I want to do more and I want to, with it I can help more people, I can bring people along. We're gonna do, we're gonna do, and we get it, we're gonna do some dope stuff, I promise you. And, and those of y'all that work your ass off will be along with us. And Amanda's gonna stock it full of cool shit. It's on the vision board. So we're getting there, man. But I appreciate the feedback. It helps. John, can you hear me, brother? I can. Who is it? Tell me. Hey, this is Joseph here. You the one that was in, uh, Chicago? Yes, sir, that's correct. Now, now the message makes sense with the— I got it all. I remember you. Yes, I love it. I'm here with, uh, JY the Insurance Guy, man. Oh, what's up? That's him back there hiding. Yes, sir. What up, dude? That shit, homie. Appreciate you. You got it, dude. Hey, we're gonna see you, um, July 17th as well, but I do have a genuine question I wanted to ask. Was there a point in your career where production-wise you had like a drastic increase? Maybe you were stagnant, you had that drastic increase in your results. And also, what, if any, changes were made in your mentality, relationships, or day-to-day routine that was a direct correlation to the production results? Yeah. So I'll give you the short version. The full version is that's what I wrote the book on. It's literally the journey. This, the, the, the, the, what I'm about to tell you changed my mother effing life. So I can, I can only give you a short version because I got 100, 200 pages on it here. And it, it sounds stupid, but it was literally just doing more. And it, it sounds like that's it. I'm like, dude, literally, that was fucking it. Because that's the only thing I could change in one day. Right now, with time, more things developed. My mentality— I couldn't change my full mentality in one day. I couldn't change my full belief level in one day. Does that make sense? I couldn't, I couldn't just fix it all at once. So what I made a decision to do was I, I'm very analytical by nature, a former accountant. I give like 900 examples in the book where I was a kid and I would track shit, I would monitor stuff. I kept stats when I was in Little League of my own. Dude, I was, I'm psychotic about, I'm very analytical. And when I, when I was doing some analyzing, I had a big revelation that I was— so I was, as I shared there, I tried to get in the business in '08. I got my license in 2010. I sold my first policy not till 2012, and I didn't start making real money till 2015. So it's a 7-year gap. I was mediocre as fuck. Does that make sense? Yes, sir. So 2015, March of 2015, it was February is when I had the conversation with a few people. March is when I really implemented everything. Going into March was the first full month that I implemented this. And I had a little— prior to that, I had a little bit of a revelation that during those years, although I was making only a little bit of money, and again, I was paying my bills, but I wasn't— there was nothing phenomenal happening in my life. When I looked at the activity I had and I looked at the money I made, and I like alluded to it a little bit in Chicago, when I looked at those two things, remember when I'd circled the thing in the middle, that everyone hates. There's the activity and there's the money. It's all the shit in the middle everyone hates. The prospecting, the nos, the closing, the carrier shit, the apps, all the bullshit you got to do and deal with, right? Everybody— activity, money, all the stuff in the middle is the tough stuff. So I looked at the activity and I looked at the money and I figured out per activity I knew how much I made. So I learned that I made— and it's the title of one of the— so chapter, let's see what chapter It is— I don't know if it's set. Are they numbered? Chapter— where the hell is it? Chapter 4. I don't know if you can see that. Can y'all— can y'all see that? I don't know how well that comes out on the— I need— I need— I wish we could share it. It says 17, the number that changed my life, right? So when I looked at activity and I looked at deposits, every time I made a phone call, it deposited $17 in my account. That's what the math equals. Now, I was only making like 300 fucking phone calls a month, so I was only making like 4 or 5 G's. I was making no money, but every time I made a phone call, it equals $17. And then one time I did it later, and every time I booked an appointment, I would make $300. I book an appointment, make $300. The middle didn't fucking matter because activity equaled money. Cancels, chargebacks, no-shows, all the stuff, activity, money. And so I was like, I spent 5 years trying to get really fucking good, dude. Product, phone script, magical objection overcoming. And I'd feel bad like that dude that came up after me because he was really good at sales stuff. And I'm like, just tell him how, you know what I mean? I'm like, goddamn, he had to be next. And his stuff was really good. And I do believe in sales stuff. But I don't believe the people who are broke as fuck and don't work need sales stuff today. They need it, but they need it tomorrow. You know what I mean? I'm like, who gives a shit right now? So for me, I took those numbers and I was like, and I was very emotional, analytical and emotional. So when I— all the stuff in the middle, I would lose my shit. I was like Maddox on the golf course. I would lose it. And so when I realized activity equals money, I was like, yo, what if I just— hence the name of the book— what if I just do more now and get better later? Which is why I changed Cody's thing to Do More Now. All right, you know what I mean? I was like, what if I just worry about doing more now? I'll get better fucking another day. Just, I don't care right now. And so I went, how much do I want to make? $250 grand was my goal at that time. So I reverse engineered it. And I went, I know I'm making X amount per appointment. So I did the math and I had to sit. If I sat 1,000 people and I made $250 a pop, it's $250,000. It's not that deep. 1,000 activity, $250 per, $250 G's. It was a math equation to me. How do I sit 1,000 people? I have to book 1,500 because a shitload of them no-show me. Right. So I'm like, all right, what if I just go see 1,500 people this year and see what the fuck happens? Nothing else mattered to me that year. That was my goal. 1,500 scheduled, period. What product? Who cares? What'd you say? Who cares? 1,500. Because I had already performed to prove the number. I sucked. I'm like, what if I just suck 1,500 times this year? What will it do? The math says it'll equal $250,000. So I'm like, I don't care how bad I am if I make $250,000. You know what I mean? Like, I could get you to go pick up cow shit in a field for the next 12 months. Many people, if I pay $250,000, they're like, I'll eat it. I don't care. It's $250,000, right? So I went into it with that mentality. What I didn't realize— and that was it. So to get to the 1,500 people in a year, that meant I had to do 120 in a month. To do 120 a month, I meant I had to do on average 30 a week. To do on average 30 a week, 4 days a week, meant I had to do on average 7 times— 7, you know what I mean? Like the number, I just whittled it down, dude. So for me, I only, I only did the field, and I didn't share this there, but I did Tuesday, Wednesday every week, every other Friday, one Saturday a month. It was 11 days a month on an average month, on a 31, maybe 12 if the calendar falls right. So I just booked 10 or 11 appointments every, every, every day I was in the field. $120 a month, $1,500 a year, $250 a pop. That was the goal, and I executed it, dude. And then what happened is I didn't take into account— my analytical thinking didn't take into account momentum and skill set improvement. I didn't think of those two things. There was no formula for that. So instead of $250, I hit $460. So I fucked up and made an extra $200 grand because my math was wrong. Let's go. You know what I'm saying? And I'm like, that's why I teach what I teach. Can I teach you how to sell? Fuck yeah, dude. I'm really good at sales. But dude, if you're making $42 grand a year, who gives a fuck? I know the reason you're making $42 grand a year is because you don't see enough people. I'm 100% sure of it. But most people want to get rich on the 42 people. And I'm like, cut it out. Why can we do that later? I ain't mad if in 2 years you get rich, stay rich on 42 people. You should, you should get better. You should get referrals. You should build your plan. You mean like renewals? Like it can get that way, but you're trying to do it first. So I said, fuck it. Let me switch the order. Let me get better later. Literally, I'll just learn sales another day. Let me go see a bunch of people. And I was like, let's go. And I knew the math was going to work in my favor because I knew what I made in the mediocre years per activity. So I'm like, it's definitely going to work. Again, it worked in my favor by $200 grand extra. And so for the last— that was 9 years ago. That's, as you know, most agents don't do shit in this business. Most don't see enough people. Every meeting I go into. People who want to make more money tell me they see 2, 3, 4, 5, 6 people a week. I'm like, do you have the clip yet, Reese? If not, I'm just going to tell them. I got it. You do? Can you play it? There's a link. Yeah. Yeah. You got it? Oh, they have to play it or you can play it. I got it. Hold on. Suspense is killing me. I just want to tell them. I wonder, can you hear it right away?

Oh yeah, it is.

So if you, if you, do you go in-home or telesales? What do you do? Can y'all hear this? Why'd it stop? How long does one of them take?

Presentation?

Okay, 30 minutes. How many total minutes have you presented this week? 90 minutes. I've peed longer than that this week. I'm like, it just came out of my mouth, but it was also true. And she admitted it, you know what I mean? And I felt like— but I asked permission first, so she said I could be honest, you know what I mean? And we talked after, and like, I gave her some more guidance on it, you know what I mean? I'm somewhat of a kind of wiseass with it, but that— I'm talking to me when I say stuff like that, you mean? Because I was that person once, and I've learned— like, a lot of people say it, I hear from like Mylett and a lot of these other guys, it's like when you, when you get to a certain point, like, I'm now equipped to help the person I used to be. And I was the very mediocre, I want to learn everything first, see very few people get rich on some magical skill set, like, you know, I mean, how to overcome this objection, Cody's leads versus fucking dude's leads versus Blow Joe Blow's leads, you know, I mean, like, I just, I thought there was some magic there. And for me, the magic was in the work. You know, so I'm like, for, for you, for you, Joe, it's like, can you just outwork everyone around you for the next 30 months, 48 months? You know what I mean? Whatever the number. 2 and a half. I did it 2 and a half years with that concept. I sold $1.2 million of insurance in just over 2 years, like 2, 2 years and 4 months, $1.2 on my own pen. And then I started teaching a really simple concept. If you work hard, You can make a bunch of money if you don't work hard. This is gonna be inconsistent and suck for the rest of the time. So stop asking me fucking sales questions cuz I'm not that good. Cut it out. Like if you work part-time, 90 minutes presenting in a week is part-time. If you don't spend 40 hours trying to prospect or presenting to people, you're part-time. Period. So if you're part-time, stop bitching. That's my answer in building agency. Because I was bitching for 5 years, and then I realized I was part-time because I was seeing 8 people a week, hour each. I gave myself hours. She said 30 minutes. I was like, yo, I got an hour. I'm 8 hours, you know what I mean? I'm, I'm making 4 hours worth of phone calls. I'm working 12 hours a week. Wondering why I was mediocre and where it mattered. All the other shit y'all count, stop counting it. I drive to clients, I look up carrier stuff, I watch Cody's videos, I'm on your fucking mastermind. Dude, don't count, you know what I mean? And when I had a regular-ass job, dude, when I drove an hour and a half or 2 hours to it, I still had to work 40 when I got there, you know what I mean? And when I went to college to get an accounting degree, I had to work 40 hours and then go to school at night to get better at my career. I didn't get to count it. I mean, like, I go to school, can I leave at noon? They'd be like, fuck you, you're fired. You know what I mean? So I had to start holding myself accountable to a different level. And the way I always word it, man, and it's one of the things that drives me the most crazy, a lot of people I hear say, I wish he had a— I wish he had— or I hear people say, I wish I had the mentality of an entrepreneur to stay more disciplined. I wish Joe was more like an entrepreneur and would stay more disciplined. I'm like, yeah, I wish you had a mentality of an employee, because when you're an employee, you're disciplined as shit because you don't miss no days. And if you don't figure out how to do it in this world, you're going to be an employee again. Some of y'all might be employees also currently, you know. And I just didn't want that, dude. So it was like, I changed that in one day, bro, because I had some shit in life and money was a factor in my life and I hated it. And I just one day, dude, I lost my shit and I changed. And I said, no, I'm done. I knew the answer. Y'all know the answer. It's just, will you do it? And will you stop doing the shit you do instead? That's the hard part, bro. Because to do, to do $1,500 a year, I had to give up some shit. I had to be gone a lot. I had to miss my family, you know what I mean? Like, dude, it was hard, but it wasn't any harder than being broke, you know what I mean? And it got good quick. You know, by July I had issued like $200 grand. This was like March and I'm like, what the hell? Let's go. You know what I mean? And it changed quick, man. And that's all I've taught for this entire time. And then if you put in activity, yo, watch when I give you some sales training too. You want some sales training? I got you. I can train on that shit better than most because I've done it. Same theory. Yo, I've done it and I've gone from crappy sales to really good at sales. So I can relate to both sides. I was really bad with people and then I got really good with people. I was really bad at asking questions and I got really good at asking questions. I mean, I got really fucking good, dude. So then I started, I started teaching it and I'll only teach it the way I did it. I don't know how to teach it another way. And the way I did it was work my ass off and get better at sales later. So if you want to do it the reverse, call someone else, but you don't hear a lot of those people going, Stay home, work as little as you do now, do this and you'll be rich. What do we call those? Don't do shit, say this and get rich. See an ad on TikTok today, what are you gonna think? $9.99, keep doing nothing, get rich. It's a fucking scam. I mean, I'm like, work your motherfucking ass off for 2 years. And learn sales along the way from someone who knows how to sell, you get rich, dude. You know what I mean? And I'm just teaching that, bro. We're up to— did $209 million last year with 6,000 agents, dude. It's working. I ain't changing it now. You know what I mean? It's like, hey, I am who I am and it's worked. So I appreciate that, brother. Thanks a lot. You got it. Anybody else got anything? You got 10 more minutes on the calendar. Y'all can bounce if you need to, but if anyone has a question, more than happy to answer it. John, what's up? What up, dude? Hey, how you doing? Um, yeah, so, um, I'm getting to a point where I'm booking 25+ appointments each week. Um, tell us, sales or in-home? Uh, virtual. Okay. Yeah. Um, problem is, uh, my show rate is really low. I know the problem. 25 don't cut it virtual, bro. What does it need? Well, let's, let's talk math, right? How many days a week do you sell? Um, I'm working basically 6 days a week. All right, so 6 days a week, 25 people a week is how many a day? Um, you mean as how many appointments average? Yeah, like 3, 3, 4 a day. Okay, so if you book 4 a day, how many do you talk to right now on average? Probably about 1. All right. So what time do you start booking? Uh, 8 AM. What time do you finish? What's the latest appointment you'll take? Uh, 8 PM. All right. So 8 AM to 8 PM, we talk to 1 person a day on average. Yeah. Don't cut it, dude. Right? So now the question is, how many do we want to talk to to accomplish what we want? How many would you like to present to a day? What kind of money are you trying to make? Um, trying to get 200 plus. 200K. So that's, uh, call 5K a week. It's 250. Yeah, right. How much do you make on that policy average deposit after chargebacks, all that? Like roughly how much you're gonna make? 500, 600. 500. So you're gonna sell 10 apps a week? Yeah, for 5 G's. Yeah, right. Yep. And you want— you're gonna have fall off. So let's say you got to sell 13 a week. To keep 10. Got it. Yep. So now 6 days a week, we got to sell 2 a day on average and/or increase your average premium. But we're, we're going to do the math on the, uh, conservative side, and then you learn how to increase your premium, you make even more money. Makes sense. So we're going to stay super— because $500 average is super low. We do $209 million, our average is $1,200. You know what I mean? So it's like, now I remember selling only $500 policies because I was scared. I wouldn't show, I wouldn't show big stuff. I'll give you one tip. You sell final expense or mortgage term? What do you sell? Mortgage term for the most part. Okay, start showing people here's the most you qualify for. They make me show you. Here's option 2 and 3. Like if you want to show them $100 grand, $50 grand, $200 grand, $100 grand, whatever it is, whatever the thing is, Be like, yo, they make me show you that this is the most you're eligible for. $400,000 is this much. You sell final expense, be like, the most you're eligible for is $40,000. But here's $20,000 and $10,000. You'd be shocked how many people pick bigger numbers, dude. You'd be fucking shocked at it, right? So again, we got to call it 2 a day. All right. If you— if you— how many people do you need to present to to sell 1 on average? Probably 3. So you got to present to 3 to sell 1. Okay, now to present the 3, you're saying half don't show up? More than half right now. Okay, how many, uh, right now? I mean, if you book 10, how many show up? 2, 3? Yeah. Okay, yeah. So we got to pick up 2 apps, so we got to present to 6. And if 10 gets you 3, 20 gets you 6, right? And if most aren't showing up— so the fear of overbooking for people is, what if more than one are there? I'm like, well, shit, they don't give a fuck if they ain't there. So why do you give a fuck if two are there? Worst case, you reschedule someone. Like, who gives a shit, right? So I was talking to Easton. When, when's that one come out? Reese, I know it's a while out. How far are we? 4, 4 weeks? 4 or 5? 4 or 5 weeks. So I did one with Easton Patton. Um, he issued top year, $940 grand, sells virtual, $80 grand a month without even fucking blinking. He's really good at sales, like really good. He's been with me 5 years. He books 15 a day. Now he ain't selling that today because he has a big team he manages too. He's, he's making $1 million anyway, and he's still booking 15 a day to accomplish goals. Does that make sense? So if you go, all right, I, I booked for now, can we get people better at no-showing? Sure. There's some tweaks we can make, but just right off the rip, imagine if you book every 30 minutes, 8, 8:30, 9, 9:30, 10, 10:30, 11, 11:30, 12, 12:30, right? Right. Now you book 24 in a day. You don't have to to hit your number, but I would say 15 would be my minimum if I'm you. I'm gonna space them out 30 minutes for— I wouldn't do a big space though, because again, on average, over half are not showing up, right? So what I like to do is book a range. Go, yo, you good between 8 and 8:20? And then tell the next one, yo, you good between 8:15 and 8:30? And if you call 8:15 at 8:07, they don't care. Right, you know what I mean? If you do your 8, you know by 8:30 if they're buying or not, you know what I'm saying? So it's like you kind of overlap them a little bit, ask for a little grace. Hey, I got a bunch of appointments, do you mind if I give you a call in this window? Look out for this number. Does that make sense? You can certainly confirm first if you want. You can certainly send them your driver's license, your ID, your website, shit like that, to build some trust, things like that. You mean like all little tips to help improve it. But just straight raw numbers. You book 15, you're probably going to speak to 6, and you're going to sell your 2. Gotcha. What you got going on now? Now, do you have the ability, willingness, money to get the lead flow to do that? That's on you. Yeah, you know what I'm saying? Like, you're gonna have to figure that out. How long you been in the business? Uh, just 2 months. Cool. You buying leads every week? Yes. Okay. But right now I'm just the ones that I sell. I put that money back in the lead. So I'm selling a whole bunch.

Yeah.

Yeah. That's how it should go. So it's a lot easier to do that and live when you, when you front load it, you know what I'm saying? If you go put 5 G's in the bank this week, dude, you can drop 2 G's easy on leads and then you got the lead flow easy. Yes. Right. So at the stage you're at now, what you have to do— you, I assume you have a bunch of leads that have never picked up. Yes. All right. So opportunity. Does that make sense? Do you get leads local to you or at a distance? Most of them are at a distance. Okay, cool. Out of state. You have the ability to get leads near you? Um, if not, it's okay. It's possible. It's possible.

All right, cool.

Basically, the only reason I do that is if you're— if you got leads near you and they don't pick up, you can also go knock on their door. Yes. You know what I'm saying? And then if you knock on their door, you can also knock on 3 neighbors' doors and go, yo, I was just helping out Joe across the street, just trying to see if you need some help with life insurance. You know what I'm saying? So you knock on 10, 15 doors a day and then you knock on 3, 4 neighbors at each door. Now you're hitting 40, 50, 60 people a day. 2, 3, you know what I mean? It's like, yo, we got activity. We got, we got prospecting, you know what I mean? Something's gonna pop, dude. And so what you want to do is not drag it out, right? So the way you're doing it now, you're dragging the process out because you, you, you run a little bit, you make a little bit, you put it all back in. I ain't got money for bills. You run a little bit, you make a bit, you put it back in. You ain't got money for bills. That fucking rat race sucks. So what we need to do is take all those old leads you got, right? Take all of them. Maybe you got How many you get a week roughly? 40 to 50. All right, so we got a couple hundred. You got 400 total, 400, 500 total leads. Maybe a couple hundred have never picked up. Yeah, fair number. Yep. If you take 200, if you gave them to me right now, what I would do is I'd break them up into stacks of 25. Okay, and I'd start dialing early as fuck, and I would dial nonstop. I take stacks of 25 instead of the whole 200, break them up, stacks of 25, and you triple dial the first one unless they pick up. 3 times unless they pick up, right? Worst case, they pick up and they go, oh, what the fuck you calling me for? Oh, my bad, voicemail's messed up. I'm sorry, I didn't know. Anyway, my name is— and you move on like no big deal. You triple dial them, you go through the stack of 25. Okay, my thought is maybe 5 pick up, 4 tell you to fuck off, you book one. Now you got 20 left, right? You triple dial those 20 again right away. 5 pick up, 4 tell you to fuck off, you book one more. You got 15 left, triple dial one more time. 5 pick up, 4 tell you to fuck off, you book one. So now you got 3 out of the first stack, okay? The question is, can you handle 4, 8, 12 telling you to fuck off and 70 not answering? Mentally, but I got 3, and it'll probably only take you an hour and a half to work through 25 if you do it right. Okay, triple dialing, the like— if, I mean, if I call you 3 times, or I call you once now, once tomorrow, if I call you 9 times in the next couple hours, the odds of you picking up are certainly higher. All I'm looking for is odds, dude, an opportunity, you know what I mean? And I got— you gotta— you're gonna have to get over whatever fears you have of doing that, if you have fears. I know some people on here watching are like, fuck that, I couldn't do it. I'm like, yo, if you knew they were gonna die tomorrow, could you do it? Of course you could. And imagine if they died and you found out that you could have called. They find out like, yo, you could have called them, but you didn't because you were scared, and they died, and their family got fucked. And I said, hey Bob, I know you're dead, but Don had the chance to call you 9 times that day. Would you have been mad? What's he gonna say? He wishes I would've done it. So you gotta go at it from a different perspective. If it's a fear, which many people it is, that's why I'm saying it up front. Does it make sense? Yeah. So you work through those 25 like that. You're done with those 25. Now you got, say, 10 didn't pick up at all. You just put 'em over there. And however many we said, 12 told you to fuck off. Who cares? Put 'em over here. Two different stacks. You go to your next 25, you do it again. Next 25, do it again. Next 25, you know what I mean? I promise you, dude, you will not get through 200 leads without booking 15 appointments. There's no fucking way. You won't. You will. It will work. Done it with thousands of agents for 10 years. I've never had someone get through all 200 ever. Right now, you go book your appointments for the next week. Again, you're talking 15 a day, dude. 50, 60 a week. Telesales is bare minimum if you want to be rich. Booked 50, 60 a week attempt. Maybe you present to 20, you know what I mean? You pick up 5 apps, fucking life is good. And we can work on skill set stuff down the road, but you don't have enough reps to make skill set really good, you know what I mean? I throw you out on the NBA court right now, dude, I don't care how much 3-point training we got, you're gonna miss, you know what I'm saying? Just is what it is. So accept that part of the journey. Understand it's hard to get there. It's like getting the ball rolling. Okay, now you make it. Now you got decisions to make. You make the money, pop it back. That way you get the lead flow higher. It's 40/50. Ain't going to— you can't book 40/50 with 40/50 leads, right? You need 150 leads. You know what I'm saying? How do we get there? Cash flow. So if you, if you frontload the activity, You overbook appointments, you, you, you present to your 20+ this week, you pick up your 5 apps, your 5 sales. You're saying that's $2,500. Yeah. You put 2 G's into leads and then you keep $500 once. Now you got the cash flow every time to do it easier and you're not having to work through old leads. Yes. If you don't do it right, next time we're on this call, you're going to be— this is going to be the same answer. You got to work through old leads again. It's going to suck. You know what I'm saying? So if you can make that window really short, you can fix this problem in like a fucking week and a half, dude. You know what I mean? And then you just reinvest heavy right away and you get fresh lead flow and then it makes it so much easier. You know what I mean? Because I don't want you calling old leads forever. Business sucks that way. I don't want you door knocking on 3 people's doors forever. Business sucks that way. But to get out of a hole, So the question is, do you have the willingness to do that? You know what I'm saying? Yes. Makes sense. Yes, thank you. Who do you work with? I actually am not in this IMO. No, I don't care. Yeah, I'm, um, with Equus. Oh cool. Who do you work with over there? John Kite. Oh yeah, cool. He was— he was— when I was brand new, dude, he was a fucking— he is still, but he was a killer when I got started. So he actually is the reason my mentor's in the business. John Kite. So if you— do you talk to him regularly? Yeah. So tell him I worked with Kilomet. He might know my name maybe by now. I don't really know. Like, I know of him. I don't have a clue if he knows me, but I definitely know who he is. Mike Kilomet, he like did business opportunity meetings for my mentor, Mike Kilomet, 15 years ago. So he tells me John Kite stories all the time. Gotcha. Yeah. Yep. So there's some correlation. We used to work for the same dude back in the day. We were at NAA together at the time. You know, again, he was a killer when I got there, so he wouldn't have known me then. I have no idea if he does now. He's obviously— we're associated with the same high-level companies. Technically, we are together because he's Integrity also. Very partners, right? Yeah. So it's all good. But yeah, tell him I said what's up if he even knows who the hell I am. And if not, tell him I, I was mentored by Mike Kilimac. He'll fucking know Mike. Will do. Thank you, man. I appreciate it. Yeah. Hey, and keep me posted how it works. Hit me on social, let me know, give me an update, tell me if you quit, tell me if it worked. Let me— let us know. Will do. All right, bro. Thank you. All right, guys, if y'all need anything, uh, someone at— oh, you sent— how to send it to— either send it to Amanda or DM me the proof stuff and we'll get you some shit. And if I can help, hit me up, let me know. See y'all.