How To Go From BROKE To $500,000 in Insurance Sales (FULL GUIDE)

If I look at all time, you can kind of see I've made 10,000 phone calls and I've written a lot of insurance. This is kind of by month it shows, but I can— my all-time pickup rate is 7.6%. It's probably going to be in the ballpark every month. I think so many people get caught up on what's it like today. I'm like, no, this ain't— it ain't like this today. But in 10,000 phone calls, I bet it averages out and it's just what it is. My average AP is $1,500. I've put $200 grand in my account just doing this on $44K in leads. I'm making 350% of my money. I keep track of this shit like crazy. All right, cool. I'm going to, um, we're gonna— as always, I'm gonna kind of run through some stuff today. I'm gonna go over some, some numbers. I'm gonna kind of go through my month. I'm gonna, I'm gonna nerd out and do some math stuff. I got some lead stuff I want to talk about, um, and then I'm gonna, I'm gonna kind of drop something new that we've been working on as a team, um, that's going to help all of you. Some of you already on the, on the, on the system we have, but I'm gonna drop some info on a system we've been working on, um, internally for months, something that I use every day for me and my team to, um, help us all make more money in, in the space. So I got a cool little announcement that we're gonna— I'm gonna give you at the end of the call, so hang on. Um, my team is literally putting some stuff together as we speak now to, um— damn, you gave out your number to everyone, bro! Was that you? No, buckle up. They're all— they're going to want to know is what lead types. That's where they're going to know what leads. I know what leads. Reese, post the link for them already. I was going to drop it later, but we'll give it to them in a minute. Um, so you just buy goatleads.com. That's where we get 'em all. And again, it's not because they're magic. Do they work great? Yes. Can you sell a bunch of insurance without making calls? No, they're not magic, but they are pretty good. It's what I sell, what I'm running to. Anyway, so I'm gonna run through that. And then for those, I'm gonna kind of go outta order on my agenda here a little bit. For those that want a little bit more, I have, we have our in-person workshop coming up in 2 weeks. April 16th and 17th, um, on a Thursday, Friday. It's a 2-day workshop in my office where I'm going to spend 2 days going over everything that you could possibly want to know about, um, learning how to sell at a high level and learning how to build a team. Um, not only from an agent standpoint, but from a staffing and internal team standpoint. Um, we, we literally run through everything. There's a lot of, um, we'll go through some exercises. It's gonna be super interactive. It's literally just in my office in the, in the room right next door. So it's not like a bunch of people coming on stage, just speak at you. It's me interacting. Acting. We, we only have 30 seats in the office. Um, it's filling up a little bit more every day. We're not quite sold out, but we're getting there. So if you're interested in that, there'll be a link here in a minute as well. Actually, there's 28 seats. I always mess that up, Amanda. There's 7 rows of 4 seats. I always round up to 30. Um, but yeah, so we got, we got a few seats left for sure on that. There's 2 ticket levels. There's a basic entry level one, you can spend 2 days here, cool. And then there's a I forget what we call it, but VIP-ish version, um, where we're having a private mastermind at my house, dinner, things like that. We'll spend a few hours at my house as well. And usually the people that want to make real money come there, and we get a little bit more of an intimate setting to spend a few hours, um, teaching how to make some more shit happen. And I don't know, give you some vision, because my house don't suck either. So some people do like to see it and see what's possible. And what this industry has done for me and my family, it's, it's kind of, it's kind of, it's still mind-blowing to me. Um, so what I want to go through first, I'm going to— let me see if I can share this shit right. Um, is this mine? Yes. Stats. Let me go through. I think I'm going to go through. Hold on, let me move this stuff out of the way. Let's go up here. Oh, that did not— why am I locked? I'm locked out. Hey, I'm Reese. I'm locked out of my own, bro. Let's see, it gave me the kitty access over here. Might not be able to share it with you. Let's see if it worked. Yeah, I'm— oh wait, let's see if mine works. Hold on. Uh, there we go. All right, let's go March. So if I go to my March, this is my March personal. This is my personal production. Y'all can see that, Darryl? Yes, you don't see the screen? Cool. So what are— what I kind of— what I want to open with is something that has always worked well for me, especially once I understood kind of who I was in the space and what my numbers were and kind of what it took. I'm a big like— how do I— Nick, I apologize, I'm putting you to sleep, bro. Um, I'm playing. Uh, I swallow my own yawns talking to myself. Half— I'll probably do it 3 or 4 times. Hell, I think you might make me do one now. Um, one of the things I like to do, staying on track, is, is like revert— I think reverse engineering numbers is super important. It's a little hard to do when you're brand new, um, because you don't really— most new agents don't track their numbers at all. Most don't understand how many contacts or calls or whatever it takes to make, you know, A, B, or C happen. You know, I've been certainly tracking my own numbers for 15 years now. I am an accountant by trade previously, so I'm a numbers nerd, um, and, and knowing my numbers has taken the emotions out of this business for me. And so it became a really critical thing for me to do day in and day out in the business is track everything. And I, I don't, I don't, I, I pretty much keep it simple as tracking my activity, which is phone calls, um, how many people pick up, how many of the people that pick up I present to, and how many of the ones I present to I close. I keep track of that every day. I put it in this little— I used to put it in a spreadsheet, um, and I use, like everybody, or not everybody, but a lot of people use a little dial tracker. I don't know how well y'all can see that, but it's a little one where you do the tick marks And, um, and at the end of the day, I enter it into this system here. And, um, this is my total for March. Um, so I made 2,176 phone calls in March. I contacted 132 people. Like, 132 people picked up the phone and said hello out of 2,176 phone calls. Only 132 people picked up the phone. So if you say your answer rate sucks, I'm like, Mine too. Mine, I actually know, I'm going to scroll down, but I think it was 7% if I'm not mistaken. You'll see it here in a minute. But of the 132 people that picked up, I, I'm going to kind of skip appointments. Um, those are basically if I attempt a one-call close or I book one, and then I get a small, a very, very small percentage that happen to book on my calendar automatically because when you buy premium GOAT leads, they leave a link with the ability to book on your calendar. So I get a small percentage that happen to do that as well. So I count a presentation and any of those, or when I book, like if I can't— if they can't do it right now and I have to book them, great, I book them. Um, the overwhelming majority of my sales are one-call closes though, and I'll show you all that in a minute. But I made 52 presentations in the, in the month of March, and I, I wrote 35 apps. My average AP does not suck, so 35 apps equaled $48,000 in production. And what I like to see is— actually, it's lower than I thought. So these kind of metrics here, y'all can see the whole conversion metric section now, Darryl? Yes. Cool. Um, so here, and this is just for me to help y'all understand things, um, I— 6.1% of phone calls I made picked up. So every time I made 100 phone calls, 6 answered. Doesn't mean 6% of my leads picked up, because that's not accurate, because I call my leads a shit ton of times. But of every 100 phone calls, 6 pick up. So every 10 phone calls, I don't even get one. Basically every 10 phone calls gives me like half a pickup. I need about 20 phone calls to get one person to answer. Um, I present to about 40%— I'm gonna round up— 40% of the people who pick up. So if you pick up the phone, 10 pick up, I'm probably presenting to 4 of them, you know. I might book a couple others, not present to them at the time. The other, call it 5, are going to tell me to kick rocks. Um, if I present to you, I close 67% of the people I present to. I don't, I don't, I don't suck at that part. Um, I'm fairly decent there. My close rate was not always that. Most of my career was closer to 40%, maybe Harvard if I got lucky it might have been 50%. Um, but I think over the years I've learned who to present to. And for me, presentation means I went through the whole process and showed them numbers, you know. So if I don't get through the process of getting in, in my world, the way I do it, I actually underwrite. For those that do e-apps, I actually do the e-app underwrite before I show pricing. So I don't show pricing unless I have an approval. So for me, the 60s— the, the, the presentation to me is I, I got their social, I ran an underwriting engine, I got an approval, and then I showed them pricing. My presentation is not someone I talked to for 3 minutes and showed them pricing and they told me to kick rocks in 3 minutes. That's, to me, that's not a presentation. Um, so mine— oh, why did it reset? They— my team is playing with it real time, so if this resets a few times, that's why. They're literally making updates to this thing live. So, um, again, I— if I, if I, if I present to 10 people, I'm closing 6 or 7 of them. It's just, if I show pricing 10 times, I'm getting 6 or 7, like, final signatures. Um, probably the only objection I really get is, I want to think about it. I mean, that's, that's the other 3. That's what they all say. Um, every once in a blue moon, I get a banking objection. But more often than not, when I get banking, it's like someone that's driving and they don't have their banking info with them now and I get it later. I don't get a ton of like, I picked a price and I just refuse to give you my banking. I don't get that a lot. Very, very rare. I do get some— I do get— I do get some think about it. And to be honest, I don't do a good job pushing back on think about it. I just kind of hang up and move on with my day. I might push a little bit, but I'm not a hard push. I think when you knew you should— I push hard early. I can feel a think about it coming, and I don't present to that person if I don't feel— if I feel like it's coming and they aren't my kind of client and they're giving me shit and they're like standoffish and they won't answer questions and they're just like, I don't know, I'm just kicking time, just looking around, I just— I don't know, I don't even present to that person. Um, so, you know, if I, if I went through the process of, of getting their social, getting, getting an underwrite, getting pricing, showing it to them, and they push back, I'm not really good there. It's— I'm not, I'm not amazing. I don't, I don't have any special tips there. I push a little bit. I bet if I get 10 think about it, I might close one. Just being real, I don't close a high percentage of those. But again, for me, I'm okay with that. I just move on and, uh, and keep it moving. I'm really good though, like really fucking good at getting people to give me their social and, and do the underwrite. Like, I'm fucking phenomenal at that piece. So I do get people to give me their social and go through the process, and sometimes they don't always give me a massive, like, deep why. And so sometimes I'm okay with a coin flip, you know, like I don't— I'm not 100% sure if they're buying, but they give me their shit, so I'm like, I'll go forward. Hence, pretty decent close rate, 100% approval rate. And all this means is I don't send shit to underwriting for it to find out later if it's getting approved. So 100% of the $48K I wrote was approved. All of it, all of it simplified issue, all of it approved on the phone. I don't do any products that have to go to underwriting ever, like almost ever. Every once in a blue moon, like maybe 3 all year have, have been referred to underwriting for me. But almost everything for me is I get an answer now. Um, I don't mess with fully underwritten at all, like ever. And I don't like the carriers that don't give you an instant decision. I'm not— I just, I hate— they drive me crazy. And most of the times they don't come back favorable, and I just, I don't know, it's not my, it's not my favorite thing to do. So I want to know now. Um, 45% of my closes, um, paid same day. So for those of you that bitch, you don't make any money because everything's postdated, My argument is, one, you don't sell enough apps, so it hurts more. And then two, you probably don't, um, you probably don't have the right structure, and you're probably not presenting the numbers or asking the right way at the end to get people to pay today. So basically, one out of every two, for the most part, um, of my apps, they pay today. And I'm selling final expense leads just like y'all are. Of the rest, the 55%, 90-plus percent of it, they pay on the first or the third. Because that's when they get their money and they just don't have the money in their account today. So I get, again, half my policies are paying me real time throughout the week, and then the first and the third, I get a big-ass chunk, um, on the first week. I get— I always have a huge week one of deposits. Uh, persistency, 91% of what I wrote last month, um, people, people kept. And that— this includes ones that like first draft falls off, like with NSF. So it's either they called and canceled, first payment didn't go through, or I think that's really the only reason they call and cancel. Yeah, I mean, that's really it. And NSF, or that's really it. So 91% of my stuff stayed on the books. I saw— meaning I think I had 2 out of the 35, um, canceled in, in the first month. Now certainly I may get more down the road, um, but you know, I know a lot of people complain they write final expense and they cancel right away, and I'm like, well, 90% of mine stayed on the books at least for the first payment. Um, And here, um, some stats again for me. It takes me 62 phone calls on average to make a sale. So although this part stresses people out, only 6% of people pick up, I know every time I make 60 phone calls on average, I'm probably gonna make a sale. So if I'm in a— if I'm in a shitty little streak where I'm at like 150 or 200 phone calls and I haven't made a sale, I keep dialing because I'm 100% sure one's coming. I just know it's coming. And mine kind of happens in streaks a lot. I, I, again, I do pay attention to my numbers, and when I use that dial tracker, I can visually see it. There's a lot of times where I'll, I'll close like 3 deals and like 5 phone calls, but then I'll go 300 phone calls without one, you mean. So it— I promise you, I don't close one every 60 phone calls. That's not how it works. But when I look at the, the large number and I put everything into a bucket on average, so meaning I know for sure I'm never, ever, ever gonna go 500 phone calls and not make a sale. That's, that's never going to happen. Um, so, you know, it's kind of where my head's at. Um, and again, it keeps me dialing if I'm going through a streak. I'm just, I'm like, I'm, I'm certain one's coming. Um, every, call it every 4 contacts, basically every time, every, every 4th person that picks up buys. So my whole game is how many can I get to pick up? Because I know every time 4 pick up, I'm selling 1 on average, which is what my numbers is, what my numbers are. And then it takes me 41 phone calls to make a presentation. Obviously, again, I don't close them all, but every— so every 40 phone calls on average, I'm presenting to someone. And then it's 1.5 presentations for me to make a sale. So if I— I don't, I don't need to present twice to close 1 typically. Um, and that's kind of where my stats ended up. I, I wrote 48K. My average Premium per sale is $1,300. I deposited $57,000. You go, how'd you deposit more than you sold? And it's not because of overrides and things like that. This is all just straight advance money. This doesn't include any renewals or agency stuff or any of that crap. And just quite frankly, for those that really want to know, any of the override or team volume, Integrity gets all that money. John Wetmore don't get that money anymore. Um, but I did sell $67K last month. So some of the $67K from February rolled over to March and deposited in March, and then obviously I got paid. So there's always this rolling thing that happened. So I put $57K in my account just from my personal production advance money only, and then I got $13K in deposits. So I have 14 policies approved. I'm just waiting for basically the first or the third to hit for them to pay me. And I spent $8K in leads last month, $8,200, which is basically a 600%, 600% return on investment in 30 days. Um, and then I can nerd out and say every phone call I make, I make I sell $22. So I make phone call, you don't pick up, I'm like, cool, I made $22. And y'all that have read the book, it used to be $17. This fluctuates month to month a little bit, but in my head I know if I make a phone call, I make $22. So a lot of you get in your head and you think you only make money on sales. John Wetmore is 100% sure I make money on every phone call. That's just how I've conditioned myself. That's why, Nick, I don't get as frustrated as you get, because I know I made a phone call. I made money when I made a phone call. When everybody that answers the phone, on average I sell $360. So every pickup to me is worth $360, and my comp don't suck, so for me it's actually worth more. That's how much AP I sell. Um, and then every appointment I have, $400. Every time I make a presentation, whether I sell it or not, it's $900. This is what my averages are. You know, made $48K, I did 52 presentations. That's just what the math— maths And then you can see the different, um, types of leads, sales by carrier. I sold $25K in AmeriCo, yada yada. Um, so yeah, almost all one-call closes, a little bit by booked appointments, a little bit by call-ins, a little bit by text, a little bit by a carrier referral. Um, and then I sell every day of the week. For those wondering, you can sell on Sundays, you could sell— I sell every day of the week. Um, I, I work a lot. I don't work a ton on Sundays, but I, I had a good Sunday this week. Funny enough, that Sunday, a lot of those sales on that Sunday I was calling my— my son had baseball practice. I stayed home for the day, which I usually don't do, but I decided to stay home because I got some travel coming up. And I was like, let me get in some more, some more reps because I'm traveling 3 times, maybe 4 times in April now. I think I have 4 trips in April now. I just booked another one yesterday, Darryl. So if you don't win this month, you're a complete punk, to be clear, um, because I literally have 4 trips in, in the month. So I was— I spent a little bit more time on a Sunday. It was maybe 2 weeks ago. I don't think it was this past Sunday because I was traveling the week before. And I was calling my NSFs, so like the, the, the policies that didn't, um, go through for the month, the clients. I was actually on my Ethos portal. I was logged into Ethos, and on the main page of Ethos, it shows— there's a little section on the right that shows like a status for clients that didn't pay. They're their payments didn't go through. So I was calling through them on a Sunday, and I called this one dude who I— my team, quite frankly, my team does most of that. Usually it goes to them, and they were calling, and they called this dude like 30 times in the last month. He never answered for them. I called him on a Sunday afternoon, he picked up. I was like, hey bro, what's up? It's John with your life insurance. He's like, hey man, how are you? Like, we hadn't called him 86 fucking times already. I'm like, hey dude, just calling about your life insurance. Did you know it lapsed? Like, it's about to lapse. You haven't paid. I was just calling him, you know, make sure you want to put your payment through. And he goes, yeah, yeah, no problem. How much do I owe? It was $190. Is he— $90, 2 months, it was like $180 or whatever, $185. So he's like, yeah, he let me pay it. So I— on Ethos, you can click a button and take the payment right there. So I took his payment and I was like, all right, you're good to go, everything's good, blah, blah. I said, hey, if you need anything else, you let me know, okay? He goes, yeah, actually, um, I'm interested in some more insurance. My sister— my wife's brother passed away unexpectedly a couple weeks ago, and we're looking for some more insurance. Hey, do you have any of those— do you sell those policies that build cash value and stuff? Those ULI, UL? And he did like that, like he stuttered, like he didn't know what it was called. And I was like, yeah, the IULs. He goes, yeah, I want, I want one of those. I'm like, okay. So we start talking about it, and I write him up. And long story short, I write him up. When I write him up, his wife's in the background, and she's like, I want one too. And so I was— his was His was $340 a month, hers was $320 a month from calling about a $90 NSF that most of y'all wouldn't have called on. And I promise you, we called this dude 30 fucking times about his payment and text him and emailed him, to be clear. Like, my team does a whole bunch of stuff to try to get— keep payments on the books. Um, so I wrote like $8 grand on Sunday in 2 phone calls in like an hour. Um, just calling NSF, you know, so everything works a little bit, which if you paid attention to how I make sales, you saw a bunch of different things, and that was— that happened to be the Sunday sales, um, or at least 2 out of 3 of them. And then the other one, was it yesterday? No, it wasn't this week. I don't know when the other one was. Apparently I sold 3 on a Sunday this month. What up, y'all? So YouTube memberships, we have one now right next to the subscribe button. There's a neon white join button, you can't miss it. Subscribe, whatever it says, click the link, get in there. I do a ton of coaching, teaching people how to dial, corrections, working on their presentations, working on their mindset. I will coach on theory, but I like coaching real-world stuff. And if you join the membership section, you're going to see live coaching where I'm not only helping people, but every once in a while I get in there and dial myself. There's some cool videos coming out, tons of content. All the training videos will be directly on my YouTube channel that's available to members only. Super easy to found. So join now if you're interested, click below, see you in there. Um, anyway, so that's kind of the math for me. Um, and so for me, I can go, all right, if I want to write $100 grand, what do I got to do, right? And I, again, I know my— I know what my numbers are. I know exactly how many phone calls I have to make. I can literally just back into it. Granted, I could just double it and go, all right, I make 4,000 phone calls, I'll make $100 grand. You know, obviously we can do easy math there, but you can take any number. If you know how many phone calls Here's, here's, uh, here's what I sell on average per sale, $1,300, and here's how many phone calls it takes me to make $1,300. So if I go, if I want to make $13 grand, it's $1,300 times 10, all right, $600. I gotta make $620, I'll make $13 grand. That's just what my number is. If I want to make $50 grand, I want to make $100 grand, I want to make $10 grand, I can make any number I want. I just look at the numbers and go, here's how much activity John Wetmore has to do to make the, on average, You know, and I've been tracking this shit forever. I could go to like all time. If I look at all time, you can kind of see I've made 10,000 phone calls and I've written a lot of insurance. This is kind of by month it shows, but I can— my all-time pickup rate is 7.6%. All time since October. I've only been— this system only tracks since October. I'm closing 60% all time out of 10,000 phone calls. My number ain't going to move much. 10,000 phone calls, I make a sale every 58 phone calls on average. It's probably gonna stay there. It's probably gonna be in the ballpark every month. Now, Nick, it ain't gonna be that way every Tuesday, bro. It don't work that way. Some Tuesdays suck, you know what I mean? It's just, it's what it is, you know? And I think so many people get caught up on what's it like today. I'm like, no, this ain't, it ain't like this today, but in 10,000 phone calls, I bet it averages out. You know, and it's just what it is. My average AP is $1,500. I've put $200 grand in my account just doing this kind of on 40— on $44K in leads. I'm making 350% of my money. It's just— I make $20 on average. That last month was— on average, I make— I sell $26 for every phone call I make. You know what I mean? So I, I keep track of this shit like crazy. Um, and so my suggestion is to you guys is that you start keeping track of shit so you can learn your numbers, because learning your numbers makes this thing, for me at least, very unemotional. And I'm going to, I'm going to show you some more stuff on it here in a little while. The next thing I want to talk about is, again, we're going to get a little bit more into leads. Again, the leads I'm using right now, if you go to buy, like buygoatleads.com, you get access to— that's, that's who we're buying them from. This dude Mike Fowl runs them. He sells, he sells between 10,000 and 25,000 leads a day. He's about 4,000 agents on his platform, um, and, and they're printing money. I have some cool stats from him that I'm going to go over in a minute, um, but actually I might do that first. Am I going to share that? Let me see if I can share it. Did I— you pulled that thing up, Reese, right? Let me hit this, and then if I hit this, does it show you the screenshot like nerdy numbers, Darryl? Do you see like a white page with words on it? Yeah. I had the real time. So this is straight from Goat Leads. He sent this to me the other day. Real-time orders are 44% of the sales. Aged orders are 3%. Premium leads, 51% of the leads that are closed at Goat are premium leads. Only 7% are standard. 56% of leads that are sold are from people who are on recurring. 13% of leads sold to people that buy one time. People that order leads, between 26 and 50 of them, 23% of leads, all leads sold, are from people that order in this little batch here. And then, uh, final expense leads, 20% of all this. And they sell all kinds of different leads, 20%. The highest volume is, is final expense leads, their close rate. And they sell mortgage leads, they sell trucker leads, they sell IUL leads, they do all kinds of shit. So this is straight from Mike Fowle. Um, he just— he— me and him nerd out about numbers together. And so if you read the bottom, I can't see it on my screen. Here we go. Real-time premium quality weekly frequency with 26 to 50 on each order, usually people to order twice a week, final expense, or vet that speak English are by far the highest sale rates on his. And again, he's selling 10,000 to 25,000 leads a day. Like, he knows his numbers. And I say that because I'm going to talk about, like, cost per acquisition on leads. I think so many people get caught up on the lead cost. Everybody's like, what's the cheapest lead? He had, um, he shared a text with me yesterday, and I'll kind of keep some of it private, but somebody else was buying leads from another company, and they text him, and they're like, this other company has given me this cheap lead price, can you match it? And Mike was like, no. What? And he's like— and so my conversation with Fowl, and the reason we started looking at these stats, I was like, does he not realize like saving $4 on a lead doesn't help him if he closes fucking half the leads that he closes on a higher lead cost, right? And I think a lot of people don't look at the cost per acquisition. What is the cost for you to acquire a client, right? And I have some examples. If you spend— if you buy 50 age leads and they're $8 a pop, because people are like, I want cheap leads, I'm going to spend $8. If you buy 50 leads for $8, you spend $400. The close rate on those, as you just saw, is under 4%. So if you're under 4% on 50 leads, you're going to make 2 sales, maybe. All right, you spend $400, you make 2 sales, it costs you $200 per sale. That's what you spent. Who cares what the lead cost is? You're $7, $3, $2. You spend $400, you make 2 sales, it costs you $200 to make a sale. If we use this number from Real— the Realtime Premium Leads, on average people close at a— they close 15% of their orders. So instead of, instead of like a 4% close rate, it's like a 15% close rate, but the leads are $20 a pop. So if you buy 25 of them at $20, you now spend $500 but you make 4 sales and it only costs you $125 for a sale. So the cheap lead is actually more expensive, but so many— to acquire a customer. And there's so many of y'all that limp in on cheap leads and you wonder why you struggle. I'm like, dude, the— it— you have to buy— you have to have so many more of them to make any money. You know, and I get some people have to, and that's the situation. And I certainly started out— hell, I started out with calling someone else's leads for free because I had no money. And some people have to start out with age leads, and I get it. And then some people shop lead companies because they promote that it's 5% off, 10% off, whatever discount. They have the cheapest lead. Like, oh my God, my lead cost is this, that, or the other. And I'm like, yeah, but what does it cost you to acquire a client? And most of y'all aren't paying attention to that at all. You know, and so for me, I've learned why would I not buy a premium lead when I know the close rate on them is 7x, 6x what it is on a non-premium lead? You mean why would I work— and I'm— I hate the term work smarter, not harder, but I ain't fucking stupid, you know what I mean, with it. And I want to be like, how can I be really efficient with it? If I'm going to work hard, I want to work hard in and, and, and make it very intentional. You know, and so I, I think if you guys start paying attention to that stuff and looking at, um, what does it cost you to acquire a client? And again, our tracker is going to do a lot of that for you guys. If, if, and I'll show you guys a little bit more about that here in a little while. But I think that's one thing that people sleep on. You just have no idea what it costs you to acquire a client. You know, if you— any of y'all watch Shark Tank? Any of y'all see that, that show? I know a lot of people love that show. That's almost always especially when it's like some kind of online type business that they do where they sell shit on the internet. And especially that Kevin O'Leary, he always asks, he's like, what's the customer acquisition cost? Every single time they ask that. And if the dude doesn't know what that's presenting, oh, they slay them. They, they whack them. They're like, you don't know your business at all. And the reality is, I bet most of y'all have no idea what it costs you to acquire a customer, you know. And I think, I think that's something to pay attention to over time. You know, it's not going to develop in one day. You shouldn't look at it on every lead batch because that's not going to matter at all. Because again, the law of large numbers— I think too many people look at one batch and they lose their mind. Um, if your, if your cost to acquire a customer, Brendar, is $3K, there is a problem for sure. There's stuff, there's something, there's something going wrong because it shouldn't— if that's what you meant. And maybe that's not what you meant because I didn't read that, it just popped up on my screen right there. Um, so I'll look at the chat here in a little while. Uh, can premium leads run for field or telesales work? I mean, Brittany, you can do either, dude. But the reality is when you run, you don't know what's going to come in local to you. You know what I mean? And certainly if you buy some out of state, I mean, you can go run them if you want. I used to fly to Utah to sell, but it's, it's, it's definitely a lot easier. Um, yes, I am going to give, I'm going to give you some feedback on inbound leads a little bit. I'm not going to touch on it too much, but I will, I will a little bit because a few people did ask. Um, and again, that, that goes into kind of my, that my cost of acquiring a customer. So you can do either, dude, because the reality is the lead doesn't know. It's not like the lead fills out like, I only want to be sold over the phone. They don't, they don't apply for a type of way to be closed. Um, but just basic common logistics will sometimes prevent you from being able to close them in the home. And you can't order premium leads like in your neighborhood. You can't like order this zip code only. It's going to order by state. So you're, you're very unlikely to be able to run it efficiently in-home. But to be honest, if you get some locally and you want to go run to people's houses, especially ones that don't answer, smart to go knock on their door. I mean, you could definitely work leads that are in your relative area. And if you buy enough of them over the long period of time, you will be able to stack up leads. Like I used to, I used to sell all over Georgia. I sold in like 40, 40+ counties in Georgia while I was in the field. Back in the day. And, um, I used to just wait for leads to pile up. And hell, back then, direct mail mortgage leads, we were paying like $50, $60 a lead. And I wouldn't go to Macon, Georgia until I had like 30 leads. So I would just let them— and I only get like 3 or 4 or 5 a week. Um, so from there I would let them pile up. I didn't always work them. And then I'd go run down to Macon for a day or two when I had enough leads to go work in that. So again, you could do the same thing, Brittany, if you really wanted to. If you let them If you pay attention to area, but I would work them along the way for sure. It's just a little bit, a little bit easier telesales in today's world. Actually, I'll get into the call and leads. Who was that that asked that? Let me see who that was. Is that you, Josh? What's your, what's your, you're brand new, so you probably don't have a lot of input on that. What's you got? You said someone in your team, they're working them.

Yeah.

I mean, that's actually, that's like what I've been doing my main work from is my inbound and I've been getting a lot of success from it.

But I also know that, bro.

Yeah.

Hey, let me, let me ask you this. If you get 10 people that call in, how many of them say they thought it was free from the government?

Sometimes all 10.

Yeah, but I mean, so, so it's like, that's where I go, everything works a little bit, okay? I don't want to fight that ad because the ad is very misleading on purpose so they can get their cost of a lead down. That's where lead cost versus client acquisition cost is different, right? And this is what I was having a— I was— some of my guys, I have to kind of argue too, because the internet post and goes like, they're calling in, I don't even work anymore, I sit here with my feet up at the beach and they all call me. Yeah, horseshit. That ain't how it works, you know what I mean? And so again, I think there's pros and cons to everything, dude. There's no perfect answer. You're not going to get out of the work, I promise you that. Um, but there you— the demographic that they're targeting is lower income on purpose. It's people not very affluent because they're gonna read something and somehow believe the government's gonna give them more free shit, right? That's always funny. Yeah, I mean, because you and I, you're like, what do you mean free life? Well, keep in mind, half the other shit they have is free. They gotta— they're calling you on a free government cell phone, probably from a free government apartment, on free government food. You mean like it's, it's the demographic they market to a lot of times. Um, now can you close them? Fuck yeah, you can. 100% is just— ah, it's not my favorite preferred way to do it. It does— it work? Yes. Is it my favorite? No. I hate it, dude. I want to poke my fucking eyeballs out. For me, for John Wetmore, like with a spoon. I want to literally dig it out with a spork, actually. A little spork they gave you in elementary school with your lunch. I want to put it in there and just wedge my eyeball out. That sounds like more fun than taking inbound calls who thought it was free. To me, you know, um, but I know people that kill it on them, dude. You know, you just have to know what you're getting into. If you have a buffer, do you have— how long a buffer you got? How much time you got to get off?

It's a— yeah, I'm working just ILC and it's 90 seconds.

Yeah, yeah. So again, if you can learn how to— now it's probably not the best thing to chase the buffer and try to get off the phone. It's probably not the smartest approach, you know what I mean? Because you're going to miss some shit. You aren't doing a proper financial inventory. You aren't handling them right. You know what I'm saying? It's like, again, they work, dude. It's just what's your preference? I know people that hate final expense leads. I can sell $4 million of them, people still hate them. I know people who love them. I know people who hate mortgage protection. I know people love mortgage protection. I know people hate IUL leads. I know people love IUL leads, trucker leads. There's a love-hate relationship with all of these things. So what I say is, if you're working with someone that it's working for and they're making money and it's profitable, just copy them. Just make sure that they're making money and they're profitable and at a space that you want to be. Don't trust the advertisement. Don't trust the guy that DMs you on LinkedIn and tells you he's got the next coolest one. Don't listen to those people. But if you got like someone that's mentoring you and they're like, dude, here's how you make $40K a month on inbound, fucking knock yourself out, dude. They're great, you know. Now there's a higher class of them too. You can— there is a better targeting that you're gonna pay more 60, 70 bucks a lead. It's not— it's not a poor man's game, you know what I mean? But you can get a little bit more higher-intent call-in leads. You're not going to get unlimited, you know what I mean? Like, there's only so many are going to call in. But I got some buddies that are running some call-in leads right now, and they're, they're closing a decent amount of them, and they're not fighting people over free government stuff near as often. But they're paying 70 bucks a lead, and you don't have the buffer, you know what I mean?

Yeah, those, those are really great. And I was thinking about even getting into those where they have more of that Amanda, Aris, can one of y'all bring me a water please?

I'm like dying down here. I didn't bring one. I'm a dumbass and my throat's starting to like wear out. If you're an insurance agent and you feel like you're stuck, you've hit a wall, you're trying to figure out sales strategies, the scripts to use, how to get like off the ground and get to that top of the leaderboard type status, I have a course that I've put out, super affordable. I'm getting a ton of great feedback from people every day on the strategies they've learned and been able to implement, from goal setting to sales techniques, to calendar scheduling, everything you would need to get your business off the ground and get running quickly. jwcourse.com, click the link below and get in there today. Thank you. Um, go ahead, Josh. Sorry.

Yeah, my main thing with like the— no, thank you. Uh, my main thing with the inbounds has been like, you know, looking at my customer acquisition costs because, you know, sometimes I do go streak and maybe I'm just not filtering correctly or this or that. Um, but I go a streak where it's like, oh wow, like, you know, that the cost per lead is, is a lot higher, you know?

Yeah. Yeah. Again, that's one of those things, dude, as new as you are, don't overanalyze it too much. You know, I think if you look at what did it cost you last month, that's better. Don't look at today or yesterday or this week too much. And also, if you're only getting 30 leads, how many leads, how many of them do you get?

I mean, if I'm, uh, yeah, uh, billable. Billable would probably be like per day maybe like 4 to 5. And I mean, I'll at least be closing like 1 or 2 of those.

Yeah, yeah, cool. So to get billable, you got to talk to what, fucking 30? 20, 30? Yes, something like that. Yeah, yeah, yeah. So again, if you look at it over the course of the month, cool, figure it out, you know. Again, for me, probably the other thing that I dislike about it, and this is more due to my schedule and availability than anything, I don't want to have to turn something on and sit there and twiddle my toes while I wait for a call to come in. It drives me mental. I'm not built for that, you know. I'd rather just pick up the phone and fucking work. Now, for me, the Premium GOAT Leads, when you sign up to them, a fair amount of them call in. Because when you, when you have the Premium, they give you a landing page with your picture and link and phone number and all that shit on there. So a fair amount of them will text or call in. I like those, you know what I mean? They call— hey, you get a, you get a premium GOAT lead that calls you, that fucker's buying insurance. Now it's not a big percentage of them, it's a very small percentage of them. 5% of them maybe call it, you know what I mean? It's a very small percent, but they're laydowns. They, for the most part, you mean I get 10 of those, I'm writing up 6 or 7 of them for sure, you know? But I can't— they— he can't get enough of them that I can get just those. There's just— it's hard to, it's hard to target that, that many, that at that level. Um, so again, I say all that to say it all works, dude. You just got to figure out what feels good for you. And for me, for John Wetmore, what I liked was what is most duplicatable, because I was trying to not be a life insurance agent forever. I wanted to be able to— what can I teach? And I can teach people very easily to spend $20 a lead on final expense and get, you know, 100 of them a week and make a 4 to 5x return in a week. I can teach that unlimited times. There's literally unlimited final expense leads that you can call outbound. Now, some people don't want to make as many outbound calls as it takes, and that's okay too. And if you're profitable, amen. If you're printing money and making a few hundred grand a year net, keep doing it. But most people who are looking for inbound are looking for magic because they don't like making outbound calls, and they're like, oh, I want the inbound so I can be no offense to anyone, so I can be lazy and not do the work and not get told no as much, and I think they're all going to call me and close. That ain't how it works. Fair?

No, you're right.

That is not how it works.

You know, it is its own grind.

Yeah, it's just a different game. And again, I know how to close them, but I just— you got to work them different, you know. Um, and that's with any lead type. So again, I'm a big proponent of every lead type works. I think even every style in insurance works. You know what I mean? We, we work leads. That works great. There are some companies who think leads are the dumbest thing ever. There are some companies that just think we're stupid buying leads, but they make money too. Now, I think they're stupid to go networking meetings. I don't, I don't think that's the smartest thing, you know what I mean? But we both make money, you know. There's people who hate life and they like Medicare. I know plenty of Medicare people, man. They all work, um, you know. So it's, it's just, are you working it the right way? I always say it's easy game game if you know how to play it. And most people are playing the game wrong every day, and that's usually why they're not winning, you know. So for you, again, they do work or they wouldn't be in there. Um, just make sure you're copying someone who knows, who's, who's having success, you know, because the word track's got to be very intentional, especially on that type of lead. You gotta like, you gotta be, you gotta know your shit, and you gotta know how to overcome those objections.

And that, you know, that it definitely comes a little bit more with like a scripting, which I know you have um, yeah, more of a structure than a script, which I like.

Yeah, yeah. I think there's gonna be very intentional word tracks. Yeah, you're never gonna go script word for word for word. I don't believe anyone ever— everybody that says they have that, I'm like, there's no way 100% of phone calls are word for word exactly the same. These old people are crazy as shit. They go off script all the time, no matter how good you are, right? What they mean is, I have very intentional structure, and I'm, I'm not showing pricing before I get the why, and I'm going through, you know what I mean? And that's usually what people mean. I, um, I just, I just really mean it. And I don't give out a script. I do not give my team a script ever, never. They do not get one, but they get my structure and they get to watch me do it live and hear the recording. So I'm like very intentional, and I, I tweak their mistakes live if they're in there doing the right thing. Um, and again, some people listen to what I say and they write one down and put it on paper, but I'm like, there's so many ifs and ors. What if they say this? What if the— you know what I mean? There's too many what-ifs and it becomes so long If you're trying to read all that, it just gets harder. Like, like, get a skill set. Like, know where you're trying to go and how to navigate the conversation more than like, ooh, they said this, hold on, hold on, page 3, hold on, let me look up what to say. Like, that shit don't work, you know? It's, it's learn it. The script is there for day one. Like, I'm not, I'm not mad at it, but after a couple weeks, like, you should know your shit, you know? Especially after several months. Like, you should not need a piece of paper after a few months, and if you do, it just means you don't study your craft, you know. Um, so I'll move on from that unless you got anything else on the inbound versus outbound, because again, I think fine, they're decent if you can get them, but outbound is never going to go away, you know. And the overwhelming majority of the volume in all of our groups is from outbound calls. It's not even close, you know. Can a one-off guy write a shitload of insurance taking inbounds only? Yep. Happens all the time. But a one-off guy can also write a shitload of insurance with no leads, you know what I mean? It's just like, there's always one-offs. It's like, what works for the masses and what's duplicatable and what can I teach to hundreds if not thousands of people? That's— that was always my perspective on it, you know. And again, that doesn't make it right, it just makes it mine. And so that's what I teach, you know. Um, all right, I think that— what time we got? 3:50. I'm going to actually— I'm going to kind of merge these next two sections. I'm going to share with you guys a little bit more about this tracker. Um, this thing is— some of y'all been on it. Who's, who's on— who uses this dial tracker now? Just put a little thing like a 1 in the chat if you use it now. I'm just curious who uses it currently. Um, it's tracker.johnwetmore.com. I'd be curious how many y'all currently use it. Um, it's a gang of people. We got, we got 300 and something agents on it. And this started for me. I put this together. I've always used a— I've always used a tracker. For those of you that have been following me for years, a lot of y'all have the old school Excel download that I used to give out. And we had, uh, we had over 1,000 people download that file last year that use it. The problem was I could never see it, and I like to see it to be able to help people and give analytics and look at things. And I always wanted an online web-based version, and, um, I just— we just never got around to— it's just a long story. We just didn't— we never pulled it off. Um, and maybe 2 months ago, I'm quite frankly talking to Mike Fowle, the dude who runs Goat Leads. He kind of taught me some stuff with AI and how to do some stuff. And so I took my Excel version, and I put it in— we created this, um, web, web app, basically, on this web version of, of my brain. And then I got my team hooked on it, and now they use it for all kinds of stuff. So this is, this is our version of, um, our dial tracker. And again, I still use a paper tracker while I'm dialing, but then you're coming from right now. Did I mess something up? I'm gray. Oh, that's funny. Um, I still use— I— y'all could— do I look great to y'all, or is that just— yeah, really?

Yeah, you disappeared. Oh, you're back.

Oh, I just froze, kind of thing. Interesting. That's fucking weird. It's like reboot it. He turned it off, turned it back on, it worked. Um, so I still use the dial tracker. I still use a client inventory sheet, which is a little sheet. I don't know how well y'all will see it, but just a sheet that I— as I'm talking to clients, I still like to handwrite stuff. Then at the end, I plug everything into, into this, into this tracker. So I'm going to kind of run through it a little bit. What we're doing now is making it available to whoever, because the more I share it, the more people want it. And there's, there's been, there's been a lot of additions to it. We've, we have and always will have a free version. So the, the activity tracker, it tracks your activity by day or week, that's free. It's going to stay free. Um, I don't know what else is free on here. The where you can see the phone scripts. So there's a phone script section on here that'll stay there. But we're coming out with a, with a paid version because a ton of people just want to keep using this. And I have a lot of managers that want to use it to help manage their team. So I'm going to kind of run through how I use it. Um, this is kind of the dashboard where it just gives a little breakdown. We have this hustle score, which I stole from a chick on my podcast. If any of y'all watched the most recent one, I think it was this week's version. Um, she kind of— I've always talked to you guys about, you know, a minute per phone call and an hour per presentation, how to get to your 40 hours, yada yada. Well, she kind of gamified it and she used a point, one point per phone call, 100 points per presentation, and 100 points per sale. And she tries to get 1,000 points per day. Um, so I took that concept and I kind of built it into this and we kind of call it a hustle score. And I'll show you a little bit more about that, but this is just a little summary. It kind of tells you how you're doing for the week. So this week I've earned 650 points. I've only made 51 dials. I was traveling with my, one of my kids this week, but on 51 dials, I've Sold $4,800, so I've had a pretty damn laid-down kind of week. Um, I've only worked— put 4 hours in, into, into phone calls and presentations. I made 3 sales. I've deposited $6,000, um, this week so far. And then if you kind of scroll down, you can earn these little badges for different things. So if you— I don't know— you finish number 1 for the week, you get this. If you build, if you close— so these little badges you can get— selling a certain amount, $20K for the month, $30K for the month. It just, it gives you a little, I don't know, a little shit to chase, little gold stars or whatever, stickers. Um, you can kind of put in your goals. So I can see year to date, if I want to, if I want to sell $400K, I'm at $157K. So it tracks where you're at relative to— yeah, turn it off, on and off again. Um, I don't know how to do it when it's small like that. How do I get to it without the shot? Oh, so weird. I am frozen still, huh? Am I frozen to y'all? Y'all can hear me though, good. I don't know why.

Totally frozen.

There we go, there we go. Now I'm not frozen, I don't think. Fucking wild technology. Anyway, as long as y'all can hear me, it's all good. Pretend I'm moving if I'm not. Um, so it lets you track your goals for the, for the year, for them, or for the year, for the month. And then if y'all are, you know, with, with us in, in FFL, or you have a Hall of Fame type production, you can use this any way you want it. It kind of tracks your progress there. Um, what I like most is this Dial Tracker section. This is what I built it for initially. So you can, every day as you do this, um, so if I go in at the end of the day, I can click this little button, I can put in how many phone calls I made, how many contacts I made, how many appointments. It automatically calculates the sales because we put in sales in here, how many presentations. I can submit my activity. And if you're in our Discord, you see it posts. As you— at the end of the day, it'll post. But then it keeps track of how you're doing for the month or the week. So I can look at, like, if I look at this past week, it can show me how I do per day, how many— so I can literally visually see, um, my, my activity for the week or the month, however you want to look at it. I can do it by day. I can see whatever I want. I can get a breakdown of everything by day, by week, or by month. And Reese made all the color coding. The brighter— the brighter the color is the bet— the more I worked. So they're like shaded down. The, the dark days are zeros, but the kind of lighter shading, those are days where I slacked off a little bit. I didn't do as many phone calls, I didn't have as many contacts. The bright colors are like, oh, you actually worked your face off that day. So it kind of color codes relative to how much work you put in, which I like. And then if you want a copy of the, the, um, the dial tracker or the client inventory sheet, you can just download it here, a PDF version. And so you get to kind of see your stuff in here every day, see how it works. It gives you all the stats, all that jazz, um, again by day, by week, by month. And then my next favorite thing that I use every— literally every day is we— I took this client inventory that I just— that I— oh, I just heard myself talk. That was weird. That was weird. Um, um, I, I— oh, fuck me, why am I hearing myself echo? Hold on, let me, let me, let me, let me— so then do that, otherwise I'll keep talking over myself. Um, I took this client inventory sheet and when I'm done, done I can literally click here and scan it in. I'm not going to show you a real example here because I didn't upload one, but I scan in the sheet and it reads it. Or you can type it in. You do it either way manually. I'm lazy, so I like to scan it in and it reads the text and it plugs in the client information in here. So I put in all the client info. You can do this real time as you're taking a— talking to a client. I tend to do it after because I like to handwrite it, but you can do it either way. You plug in all your client's information, you plug in the carrier you sold, the monthly coverage, the premium amount, all the banking info, whatever information you want. Social Security billing, what day of the month they're paying, all the jazz, policy number, yada yada, um, your lead type, your lead age, whether you sold it in the field or telesale, and what kind of call— one call close, appointment, yada yada. You can put in, if you know your comp on that product, you can put it in and it'll calculate everything. And when you post a sale, it'll go over to your client database. So you can manage all your clients in here. So I can see all my past clients. The color coding is just pretty simple. Green means it paid me. Blue means it's approved and I'm waiting to get paid. Um, so really simple, but I have all my clients in here forever. Um, and then I can, I can coordinate it, sort it by anything I want. So I can see all my, all my sales, sales, all my numbers, numbers. But my favorite part is, and where I use it, is I click on the unpaid. So this means I haven't yet been paid on it. And then I sort it by oldest, uh, draft date oldest. So I can see like someone that drafted on the 9th, I haven't got paid on yet. So I like to watch all my policies that are approved and pending. Why did I not get paid yet? This one I happen to know is a— it's a client, her children's policies. The payment didn't go through. So my team reached out to them, reached out to her. They got her to sign like a bank draft form or something yesterday. So we sent in yesterday. So this one will pay me in a day or two. But for the most part, I tend to only not have gotten paid but a few days ago. So this one drafted on the 28th, 31st. And, um, that's where the pending deposits are. So I can click on pending deposits and see who I'm waiting to get paid on. Um, I can click on like canceled policies and see all that information. I can see whatever I want. Um, sometimes there's extra filters on here, so let me clear the filters. So I canceled, I can see any policies that have canceled in the past. I can follow up with them. I can do whatever I want. Um, so yeah, so easy way to track your clients. Again, enter your clients. And if you want to add past clients before this, if you like already sort sold them and you want to put them into a system, you can upload or enter in manually some past clients if you want. So that's kind of one cool little section. The free version, I think, lets you get, what, 10 of these? Amanda, Reese, I think you can get 10. You can try it out if you like it.

Cool.

Again, the dial tracker is free. You can test the client thing if you want. It's free. It's free for up to 10 of them. You have a leaderboard. So those of you that run teams, you can see your entire team stuff on here. If you manage a team through this thing, you can see that. That if you're not managing a team and you just see it, you will see like a global leaderboard. So you'll see everybody that uses the system, you'll be on that leaderboard. So if I go like, if I go March, you can go in here and see everybody's leaderboard. So this was my, this is just my team on this one. So you can see as a team, we did $300K. This is my direct base shop. So $300K last month, I led the way with $48K. I can click on it and see all the policies that added up to my $48K. I can go down and see who's, who's where on the leaderboard, how much I sold at each carrier. All this stuff comes at it again. I can click on anything and get details, lead type, close type of policy, all the jazz. Um, oh, one thing I'd use a lot too on this client side, you can search. So if I go like, uh, if I want to look up whoever, I can search over there. I can search by ethos. I can pull up the carriers. I can search by policy number. I can literally search by whatever I want and it filters out everything there. So again, leaderboards are here. Um, our issue paid is on here as well. Again, this is just my team. So I'm at $34K, 2 weeks in. If you manage a team, there's going to be a version that you can, you can do your team's issue paid in here as well. And then trends kind of shows you how you've been doing month by month. So you can see a little month by month glance at how you've done each month, how much you've issued, how much, all that jazz, how many apps you've written. Yada yada, by month, little graphs because I'm a nerd. And then if you have a team, you can click on and see your team stuff too. So I can go through and see everything my team's doing here. You have the ability to track your deposits, and these are real numbers. These are actually mine. And again, these are just advance money deposits for me. I get a little back— a little bit of back-end money from stuff I wrote earlier last year. But you can see all the deposits. I can do it by year, by month. If I want to see someone on my team Like I can go in and go Darryl. I can go in and I can see Darryl's stuff so I can see how much he's been, he's been depositing. If I, if I manage a team, I can go look at their stuff. Um, and again, just shows month by month how much I'm depositing. I can go in here and manage my leads. So again, if I go March, I can go into March and I can see I spent $8,200 on leads. I got 250 leads. The average lead cost me $32 and I get to see every order. I can log a new order. I can put leads, whether I got them for myself or I bought them for another agent. Um, I can see year to date, all time. I can see whatever I want. Um, so a little way to manage your leads. And again, if you, if you got a team, you can kind of drill down and see your team stuff too. Um, and then this is my favorite nerdy section, analytics. I can go in and see anything I want. This is kind of what I showed y'all to start with, so I won't go over it too much. This is the beginning stages. But again, I can go in and see if I'm managing a team. I can go in— that's hard to see when it's yellow on this screen. Um, I can go into Darryl's and I can see how many phone calls he made and how much I can go see. He actually has a better pickup rate than I do. Hell, Darryl gets 10% of people to pick up. I only got 7. Close ratio 47%. So I can go in here and see. Now I can go with Darryl and go, why did I have 45% of people that had immediate draft and you only had 17%? How do, how do we work on that? What can we say? What can we tweak in your phone, in your, in your presentation, and maybe get that up a little bit? Because you get paid a little bit quicker, you can reinvest in leads quicker, and I can use this to manage my team properly. But I can look at him if he's having a down day and go, hey, every phone call you make, $14, dude. Keep making calls. Now I'm 23, I've been doing a lot longer, I'm a little bit better, right? But I can work with him to try to get these numbers up if I want. I can see where he's closing his deals. He's using all GOAT leads as well. Um, anyway, so you get to see all that thing. The Hustle Score is what I told you before, um, which just kind of adds up based on— you can see this section right here kind of tracks based on those numbers there, points. That's how the point system is made. Um, but I've made— I've earned 11,000 points this year. This is my phone calls, just a 12-week history. And then all the little nerdy badges that you earn tells you what they all mean. So I've got like— let's see, I was the Hustle Leader on the score board 5 times since we've been doing it. I've closed the best per— most apps, um, in a week 7 times. Yeah, you kind of do things, you can kind of see what you got. 30 days, let's see, logged activity on 20+ days in a month. I've done that 2 months in a row. Um, you know, how many points, how many streaks. There's some cool stuff that you can— just helps you know who you are. Um, I like this submit stuff on, uh, submit monthly. So I've issued 20K 3 times, I've hit 30K 3 times, I've hit 40K twice already, hit 60K, uh, once. And so it gives you a little thing and you click over here and see the leaderboard. Um, this is my phone script and this is— watch what Reese did. So watch when I click right here, when I click phone script, it crosses out script because I hate phone scripts and I like structure. So he made this fancy little thing for me, cross it out. So those of y'all that want this, I think this is, this is, this is included in the free section too, actually, Reese, isn't it? Amanda, they get this. Yeah. So this comes with the free version as well. Um, this is just the full structure and it goes through literally— this is exactly how— this kind of my exact structure. So thought process on how I open calls, literally the keywords and questions and phrases I say in each section, my thoughts on the section. Um, I spent a few weeks putting this thing together. Reese is now helping me kind of finalize it, but kind of the reason why people are looking at insurance and do you have anything in place currently or nothing at all, all the little quirky questions I asked that have worked really well for me. You guys can go in here and take all this stuff. Again, some more thoughts, but it goes through all 6, um, steps of kind of how I structure a phone script, how I close it, the things I say. And then what's going to be in the paid version is if you click on one, there's going to be videos. Hey, Miss Catherine. Yeah, hello. Hey, Miss Tina. Yeah, hello. Hey, Charles. Hello, I'm Miss Felicia. Yeah, hello. Hey, Miss Joyce, John, how are you? So each one of these sections where I say the thing, Reese is taking videos. Oh, you did this one too, or is that the same one? Oh no, that's the same one. Yeah. Oh shit, no, that's the same one. I thought you added more. Did you add more, bro? There's— yeah, the whole open section. Fuck yeah, dude, I didn't know you did this. Hell yeah. I'm in Fort Benning right now. Okay, good. I love it. I was just calling you back. I got another request from you today. Well, I haven't been able to get a hold of you, but you had sent in the request where you put in you were in the Army and, uh, date of birth. Was that you?

Yeah, yeah.

This was about the final expense life insurance you were trying to get. So fucking cool. I did not know you had this in there already. Hey, what's up? It's John calling you back over with The Insurance. How are you? And you doing good? Yeah, about getting life insurance. Yeah, I got you. So I was just finishing up with another client, I was on the phone. This is so cool. So anyway, the paid version is going to come with that. He's going to take videos of all the live calls I do and literally let you hear word for word what I say. And you'll see it vary a little bit phone call to phone call, because again, I'm not, I'm not a perfect script guy. Um, so all these will have that in there soon. It is, it is a lot of work on his end. When I, when I, when I presented the idea, he was like, um, that's a lot of work, bro. So we used some AI to help with it. I had— we uploaded all my calls to AI and had it kind of pull out some, some of the things I wanted. So he's, he's, uh, he's plugging away at that. So that'll be included as well. And then for those of you that do manage a team, there's the ability to get issue paid. And we also have debt in here too for those of you that run teams. So I can— some of y'all can see the people. I apologize if you're on the list and you have debt. But this is actually real debt. So you can kind of see some guys that have debt, so we can manage it and see who has debt where and how much they're selling, and kind of lets us manage that shit as well. And then there's a little admin portal, etc. So if you're looking for that, you can go to tracker, the tracker.johnwetmore.com. And if you go— let me see if I can click. Do I have main page. I don't know, let me see if I can log out. Um, yeah, you should get to this main page. Um, it kind of shows you a little bit about how it works, but if you want to sign up, there's a little sign up link down here. We are launching it for only $47 for what we're calling founding members. So meaning if you get in now, it's $47. We're definitely going to raise the price. It's going to be $97 soon. But for those that sign up now, those that have been using it, those that want to convert to the paid section, you can lock it in. It'll stay that price forever. When we raise it, you'll, you'll be grandfathered in and locked, locked in. What I will tell you is, um, we are working on details all, all the time. We're working on this thing live every day. So something's quirky, something's not perfect, something isn't like— again, and we literally just turned this on like an hour ago. Um, so if you know anything about me and you've read the book, it's like do more now and get better later. We put out a website now and we're going to make it better continually every day. There's probably gonna be a glitch. Someone else had a problem paying earlier because they found it before we launched it. And so just like I'm imperfect and not everything is gonna be perfect the first day, we continue to work on this sucker every day. So please have patience. But there is a spot in there where you can like submit like, hey, I need help with this. Hey, this isn't— I, I want this feature. There's all kinds of cool things, but you can, um, oh, I didn't even show 'em the freaking post-sale thing. That's fire. I forgot about that. Um, Um, $47, you lock it in. And if you want to pay annual, you get 2 months off. So you can click that and pay annual. And then you got this little add-on. I forgot to show this. Um, but you see this little section here. When you're done with a sale, when you post a sale in there and it goes to the client, um, database, it gives you the option. As soon as you're done, you literally hit a button and it'll pop up and it'll text and email your client a summary that you can see here of the policy information. So it'd be like, hey Linda, John, your life insurance agent. Here's a summary of your new policy. Here's your carrier, here's your policy number, here's your, your face amount, here's your payment amount, here's your monthly draft date, yada yada. Here's my contact information. And you can customize it in your portal, but we have kind of a default one that, that goes by, by, by on its own. So it gives you the ability— you literally just click, it'll open up text. If, if you're on a Mac, it works on your computer as well. If you're on like a old school, whatever the hell they call those other computers, I don't know how the hell text works on those knows, to be honest. But on the phone, you can click it and text and email. Um, so it's literally just a button. You can send it to your clients immediately after a sale. And we've noticed for us that certainly helps with chargebacks. It helps them remember your phone number. It gives you the ability to text them from your personal phone, especially those of y'all that use dialers and all these other things. Um, I, I like to give out my cell phone number to clients so they can call anytime they need help. So this is a text directly from me and my cell number, um, that they get. You can add that on. It's $17 a month if you want to add it. If you don't, all good. Um, but you have the ability to add that in as well. And then if you're interested to the agency stuff, did y'all, is this actually live, Amanda, the agency shit? Did y'all actually do that? Reese? Kind of. Y'all are savages. I love it. We were going to launch this in 2 weeks, the agency side. So there, as you can see, we're launching it. It's there. If you want to use it as an agency, certainly you can. There's some— there's gonna buckle up, there's gonna be a little— the first week we'll figure out the details, how to get all your agents in there and all that stuff. I've been using this for months, it works for me and my team perfectly, we love it. But getting it out to the public is a whole nother fucking animal, um, and we just decided to take it on and just roll with it because I've had literally hundreds and hundreds and hundreds of people message me about this thing. Um, we, we surpassed 300 people using it yesterday or the day before, so, um, but you can kind of come in here and see what it does. There's Pro version, there's an agency version. I mean, agency sees less stuff, Pro sees more stuff. You get, um, all kinds of team access. You can add IP. There's all kinds of cool shit if you're running a team. Again, you can click on it, read it if you're interested in. But my goal is just to, to share what's been working for me and my, my agency over the years. Um, let me hit this stupid camera thing again, cause I think I froze again every time I share it. Um, but yeah, there's just something we, we, we're launching for, for those that want to help manage their team and kind of do what I do. Again, I'm a very big duplication person and people go, how do you do it? I'm like, I'm a nerd and I look at numbers. And now I made a system for you all to be able to nerd out, look at your own numbers as well if you want, and to be able to do it super cheap. So I'll end with— I'm going to open up for questions in a second, but I want to remind you guys, we have our Get F'n Paid workshop. If you weren't here in the beginning, I did mention it early. I apologize if it's a— if it's repetitive for those of you that have been on here. But again, 2-day workshop in my office. We have 28 seats here. I don't know how many are left. Um, there's two tiers: basic version, VIP version, which I know Amanda is not called VIP, but I'm going to keep calling it that. Executive. There you go. Thank you. My team builds a lot of this shit and I just let them do it and I forget names. But they got an executive seat and all that. The difference is, um, we're having a private mastermind at my house after, um, dinner at the house as well. Um, and there's usually, I don't know, probably about, probably 25% of the people who come. There's usually 6 to 8 people that come to that, typically out of the 30 that are in the whole event, usually only 6 to 8. Um, you know, reach a little deeper in their pocket and get to come hang out at the house and spend a few hours there as well. Um, and it's a fun time. It's usually people with money, so you get a little bit more intimate time, can ask each other questions. I'll help with whatever. All meals are included when you come here. I think moment. What do we do? Breakfast, lunch, and dinner? Breakfast and lunch the first day. Amanda, for general seats, I think. Is that what you do? Breakfast and lunch? Yeah, both days they get breakfast and lunch. Yes, both days breakfast and lunch. We cover their snacks like galore out there. We'll feed the shit out of you if you come, because I stay and I talk non-stop. I don't— I about don't stop. I give you a quick little break in the middle, take a, take a, take a pee-pee. And, uh, I don't know why I said it that way, because I held back on that word, and I tell people to F off all day long, um, and my team will make fun of me now for it. So, um, I— there's small little breaks in the middle, otherwise we're here and we, we get to work and I teach you stuff and we're very interactive. And, you know, I— we give you out— we give you actually like a workbook my team makes that they designed, and there's a lot of exercises and note sections and things like that. If you want to come register there— are you giving them any kind of— any kind of magic deal or anything, Amanda? I don't know what y'all have planned, but I know you put a link over here. Um, right now we just have Workshop 10. Workshop 10, what's that get them? 10% off.

Yep, both tickets.

Workshop 10 gets you 10% off. I like it. Um, cool. Um, anything else I forgot, Bennett? What did you say? Anything else I forgot? I don't think so. You're frozen again, so fix your camera. Fuck my life, why is it weird today? There we go. Did I forget anything or am I good, bro? Otherwise I'm gonna open up for questions. All right, did I miss any good questions in the chat? So I didn't really watch it that well today. Um, anybody has any questions, just unmute and ask away. I will give you guys a shout to open up. Um, who is that? I hear it vaguely. Someone sounds muffled as shit. Can you hear me now? Yes. Who is that? Okay, Joshua. Oh, it is Joshua. Okay, cool. Yeah. What's up, dude? So my question is, you know, I heard you about the old leads, price of acquisition versus the new leads. But if you're starting out, how do you know? Because to be honest, I have like 700 old leads.

I don't know.

Should I just drop them and get the new leads or— or should I— When did you get them? It's been about 2 months ago. So And have you called them for real, or have you called them like kind of sort of fake, like a new agent only does, and not really called them much? Not that called that much. Why not? We're, uh, still working full-time. Okay, what do you do full-time? Um, May 19th. You're in IT? Yeah. My brain heard May 19th.

Oh really?

So that's why I froze mentally. I'm like, May 19th? I was like, wait, what? I'm in IT. Yeah, got it. Okay, okay. Why have you not called them in 2 months though? Work has been taking over, but I'm, I'm quitting my job to do this full-time, so that's why I'm asking that question. Should I just go buy new leads or cold turkey? Do you have money or are you going like tight? I'm tight, but like this is basically all or nothing. Okay, are you tight like you can't pay your electric bill next week if you don't make a commission, or you got like a few bucks? Uh, a few bucks. Okay, I'm mad at that. Can you survive a month without pay or no? I mean, I can Uber. So the answer is no? No. Okay, I'm mad at it. I'm just trying to see what I'm working with, bro, because the answer is different. Um, I, I— here's what I know for sure, and I see Giovanni talking. I wish he was a little bit unmuted. Maybe he hears me talking. Here's what— here's the one thing I know for sure. Did you hear him? Did you hear his question at all, Giovanni? No. What's up? He has 700 age leads and wants to know if he should just ditch them or get new ones, and he hasn't called them barely at all. He's had them for 2 months. So I say that all to say, I'm 100% sure, Joshua, if you want to send your age leads to Giovanni, he will call them live on Discord and make money on your age leads and let you watch. And I only say that to say there's 100% there's money in there. 100% there's money in there. Um, I'll also say new leads don't make you good. So if you suck, which I'm gonna be— I hope you don't take this meanly— I'm gonna assume you still kind of suck because you're new and you haven't called a lot of leads. And I, again, I say that with all the kindness in the world. I don't mean it like as you as a person. I just mean at our skill, at our craft. Um, new leads are not going to make you not suck. So if you stutter on the phone with an old lead, you're going to stutter on the phone even worse with a new lead when you paid $20, $30, $40 for it. Um, so my recommendation is know who you are as a person. Um, if you're a little bit of a psychopath and you want an expensive education, um, you can ask Nick on here. He, he— I gave him the same option. I don't know if he's still on here or not. Is he here? I don't see him. Me. He might have come off camera. Um, Nick's kind of new with us. He's, um, he's like 2 or 3 weeks in. He's written, he's written a decent amount of insurance this week. Um, he loses his mind 14 times a day. He gets stressed out. He goes on tilt. He starts yelling at clients still. And I'm like, I gotta calm him down and remember like, dude, it's your third week. Calm the fuck down. Um, but he wanted to buy new leads because he didn't like making phone calls. And I was like, new leads don't make you good. And he got a bunch of new leads and he spent a bunch of money and he's made some sales, but his ROI isn't through the roof. Proof. Why? Because he still sucks and he makes a lot of mistakes on newer leads. Now he's okay with it because he's, he's, he's not super tight. He's got a few bucks, um, and he understood it. Now I think it makes him learn faster because he's got real money in it. So when I tell him to make a change, he tends to make a change, um, you know. And, and so if you can handle it mentally, new leads are easier more of them pick up for sure. Um, but I will tell you, dude, the average new lead there, you know, like the whole 80/20 rule, right? Well, 80% of the agents that relatively suck are still buying a lot of leads. And the aged leads are leads that are bought behind a new agent who didn't call them, if at all, definitely not enough. And so the reason that there's money in aged leads is because statistically, some dipshit had them before you and didn't work them at all. So there's plenty of money and plenty of opportunity in them, but it's probably going to take you 5 to 10x the phone calls to see the same return, to get the same number of pickups, to get the same number of conversations. Just the, the numbers are worse because they're— they've just been— they've been called more typically, um, over time. You know, and they typically feel— so it's just— and some of them have been sold insurance already, and some of them figured life out already. So it's just your, your, your, your percentages are going to be a little bit different. The ROI is actually higher typically on aged leads because your spend is low and your return is high, but the time spent working them can be like— it's a lot. Um, you, you probably can't make, you know, 200 or 300 or 400 phone calls a week on aged leads and make any money. It's more like 500 phone calls a day to make money on aged leads, typically. Um, so my advice, not knowing you very well, would be to take your 700 leads and actually work them, like, for real. Like, really work them. Like, break them down into maybe 100, 100 or 200— call it 200 leads a week. Take 200 leads a week, take your 200 leads, break them down. If you Google John Wetmore how to dial, there's a video out there you can watch how how to break it down even more, but take 100, uh, 200 phone— 200 leads a week and work the shit out of them. There's no way you don't write a few apps a week. There's no possible way you don't write a handful of apps a week if you work them the right way. Um, and again, I'm talking 200 leads a week. You should be making, I don't know, bare minimum, depending on how many people pick up, on the low end, 300 or 400 phone calls a day. If you have a shitty pickup day like, you know, a lot of people picking up. If, if you want to put the odds on your side, yeah, I mean, Giovanni will tell you early on in his career he was calling aged leads, he was making 500, 600, 700 phone calls a day, you know. It's just kind of, kind of depend how bad you want it, um, you know. So my advice is, you know, decide who you are, but I'm a big fan of new agents working aged leads and getting the reps in. Hi guys, if you'd like to attend my office 2-day workshop event that we put on 2 or 3 times a year, spend 2 full days, deep dive into everything you need to know to be successful in the space, whether you're selling or whether you want to build an agency, whether you want to learn how to run a staff, recruit, sell at a high level, whatever it is, we dive into it again, workshop style. So super interactive. I run them every 2 or 3 times a year. There is a waitlist. If you go to johnwetmore.com/workshop. You can put in your information and we will let you know when the next one is. There are two levels only. There's a basic ticket, uh, you sit in the back of the room and you can attend. But the executive ticket is, um, access to a private mastermind at my house where we have a full dinner. We spend 3 or 4 hours there as well, uh, engaging with each other and learning at a deeper level, little bit closer knit. So if you wanna be at the next one, register at the link later. What do you mean when you say work them, Giovanni? What do I mean when I say work them leads? You, you help, give them some, give them, give them what you do. Uh, I mean, the work— I mean, I'm calling at least, I don't know, 10, 15 times in a single day minimum per person. Um, I would call them. I'll do the stack method that you do for sure. I would try to touch them at least 9 to 12 times a day, every day too, until you can get a pickup or tell them to fuck off. Yeah, that's my work. How many—

how—

what's the most number of times you've called the lead in a row this week? We do this for fun. So if you aren't on my Discord and you want to see like, do you guys really do some of this stuff, we do it live. So we don't like— this isn't like theory. We actually do this and we share it. He shared— do you have the— I wish you could share it on the screen, bro. I probably have it somewhere because you text it. What was that? Discord? It is?

Yeah.

Oh, but I'll post the pictures in there. Yeah, yeah. But I've called, what, this week? I think even last week I called people like 20 times in a row. They're straight, like back to back to back to back to back to back to back. 20. The two you did live in Discord both just said hello. Yeah, they're regular. One, we had like a 10-minute combo.

Yeah.

Hey, one apologized to you for not answering. She's like, sorry you had to call me so many times. Yeah, it's just like, so I, I don't know, somewhere between 0 and 22 times straight. I don't know if it's Danielle or Daniel. I'm really bad at English, so I can't tell if that's a dude or a girl. I don't— I apologize. From— I don't know how to pronounce it, but, um, but yeah, like, we again, we take— again, Google John Wetmore how to dial, you'll see the concept. It's really taking simple, taking 25 leads at a time and triple dialing them a bunch of times in a row, um, because our goal— I am a dude, John, real fast. What's up, Daniel? Good. Oh yeah, I recognize you. Yeah, yeah, you're good. No problem, man. Yeah, does that help? But yeah, it does. But when do you like move to the next one? Yeah, um, again, for us, if you Google that video, it explains it, like, because it's like a 15-18 minute video. I can explain a little bit further, but like, I always reference this, man, um, there, there's a fine balance, right? Like, you can't take the same 100 leads and work them, calling them 3— calling them 9 to 12 times a day and doing that 17 days in a row. There's a very big diminishing return on, on dials. You know what I mean? So for me, I want to, I want to call them that 9 to 12 times in a very short window. So again, the very simple version, I may as well just explain it. I'll take 25 leads at a time and I'll call them, triple dial all 25. And then when I'm done with the 25, whoever picks up and tells me to kick rocks, fine. They call it the remaining 20 that didn't pick up, I'll triple dial them again immediately after. And then the remaining, call it 15 that didn't pick up that time, I'll triple dial those 15 again immediately after. So if you're in that stack of 25 and you don't pick up, I call you 9 times in like 2 hours. I do that, and I do it in stacks of 25. So I'll work 100 leads, break them down into stacks of 25, and I'll work 100 leads today. And if I do that, every 25 leads I can get— usually, again, you call 25 3 times in a row, 75 phone calls. The next 20, 3 times in a row, 60 phone calls. The next 15 is like 45. You can get about 200, 250 50 phone calls out of 25 leads, you know. So we'll do that, we'll do that for the day. So if I work 100 leads for the day, if you work 100 leads like that for a day, that's going to— you're going to push 1,000 phone calls. You're going to have a shit ton of phone calls. More than likely you won't be able to do that for 100 leads because you'll have so many people picking up, you'll be having so many conversations, you won't be able to get— you, you won't have to You know, and again, if I've called you 12 times in a row all day long, I'm probably not going to do it again the next day. Because again, if you didn't pick up after 12, you're probably unlikely to pick up on 13. Unless you want to be crazy and just for fun, just to show it works, and just to show no one's going to eat you, that you call them 20 times in a row just to see if they'll pick up. You can do it, but I don't recommend you do it long term. It's not a good long-term play. But it's like, who can I get to answer quick and then move on? You know, you gotta find the money. It's like digging through a pile of trash to find the money real quick and then moving on with your day. So I like to work 100 total, 25 stacks at a time, and then move on. The next day I would work another 100. I promise you, if you work— if you work 100 for real, you'll know, you'll feel, you'll know when to move on because you'll be going through hundreds of dials with no phone, no one picking up. It's point— pointless. I'd rather you move on to a new stack. So this needs to be new leads to you basically every dial day, you know what I mean? If you work them right. Cool. And one last thing, man, I just, I was watching you with, uh, the, the, uh, podcast you did with Cody, and you referenced your son, like if someone had him, yeah, yeah, you need to call him. So I'm trying to, I'm trying to adopt that, that doctrine. I use that in a lot of stuff, dude, the way they put it. Yeah, when I do these crazy endurance events, like I had to do one in July— I have a marathon coming up in 2 weeks, but I did one in July that was 3 marathons in 3 days. This was 84 miles in 3 days, and it was in the mountains, so it was like a mountain— 3 mountain marathons in 3 days. It's 84 total miles. And the entire time going through it, the more and more I did it, I kept going, if Maddox were at the end of 84 miles, would I stop? And I just wouldn't. There's no fucking way I would stop. I would just keep hiking. And so that literally got me through. Yeah, it gets me through. Like, I'm just weird, dude. And that, it get— it, it helps me push me, you know? Appreciate it. Um, yeah. Um, Sal, I do it very similar with new leads. Yes, I still do the triple dial. My fourth dial is going to be FaceTime audio, honestly. So I'll do a triple dial. If they don't pick up on 3, number 4 is FaceTime audio. Um, and then I go through— I don't break them down into 25s quite the same. I just dial off a spreadsheet now. So GOAT leads goes into a spreadsheet. I just start at the bottom of the spreadsheet and I work up, and I work, um, I work typically— I'll be honest, dude, after about a week I'm probably not calling them again, just being real. Like, I'm probably not, because a new lead— if you come in, Sal, if you're a brand new lead today, between today and tomorrow I'm definitely going to call you 20 fucking times. I'm 100% gonna call you 20 times, and if you don't pick up, cool. You probably block me, and then I'll *67 and call you again. And a lot of people pick up on that too, um, you know. And I just— I'm hunting for the people that are going to answer. Half my leads don't pick up ever. It's about 50% of my brand new leads never answer the phone ever for me. And I only close about 10% of leads I get. So half don't pick up ever. Of the half I get, about— what's that— 25% of those I close. The other call it 40%, whatever the hell are left. So if I get 100, 50 aren't picking up, right? I'll close maybe 10 of them. The other 40 tell me to fuck off in some form or fashion. That's what my numbers are. When do you know to get off the old leads and get onto new leads? Like, which— if I'm setting a goal, we don't know if that should— this is the time I need to get as soon as possible. I mean, for me it's like How, how, um, like, I don't know, this is a weird analogy, but like, how soon would you rather drive a car to work versus walk? The day I walked. It's kind of my feeling. Now, if you can't afford a car, you keep walking or you take the bus, but you sure as shit put money aside so you can get a car so you can stop walking to work. And taking a bus to work. That's it. That makes sense. Okay, cool. Josh, what you got, dude?

Yeah, so I wanted to go over like, you know, how you would suggest for, for especially new agents like myself, how to like protect your schedule and, uh, keep it really consistent. I mean, I know you do part-time more now, but, um, yeah, I mean, I'm full-time in the business.

I'm just part-time dialer. I just make phone calls part-time. Um, yeah, I'm anal about my schedule, dude. You know, I, I just— I'm neurotic. I'm, I'm neurotic, period. Like, it's, it's a— it's one of the greatest features I have and one of the worst. You know, I'm, I'm a little, I'm a little out there, dude. I love working. I love working. I love accomplishing shit. I'd rather work than not work. I just— I get bored when I'm— I'm fucking weird, dude. I'm afraid to not work. You know what I mean? I've been broke a lot and I don't like the feeling. Um, so for me, to be honest, dude, managing my schedule and holding myself accountable is really fucking easy. I'm just being real. It's so easy today. Um, it wasn't always that way. I used to lay down on the couch and watch 14 hours of TV a day and lots of sports and smoke a lot of weed and drink a lot of vodka and do a lot of dumb shit. Um, and I just— it didn't benefit me in any way. And when I learned that I could, that I could that I could be a different kind of provider to my family and the people around me and my, my team and shit. Like, that drives me. Um, and for me to sit down— if I sit down now, I feel guilty that I'm not doing all I can. And not everybody wants that life. Some people are like, I want to sit down and watch TV and enjoy my life. Hey man, knock yourself out. That's not me, you know. So when I struggled with it, if you go to johnwetmore.com/resources my team will put a link in here because I, I share this all the time. There's the exercise that I did literally for myself in 2015. It was at the end of 2014, early 2015. I literally did this exercise for myself and I showed it to my wife and my family, and this is how I came up with my original schedule when I sucked at it 10, 12 years ago. Um, this is literally the exercise I did. There's a couple videos that will come with it. I suggest you watch the video so you can understand why the exercise versus just kind of filling it in just blindly, because if you just fill it in and it doesn't mean anything, it's not going to help you at all. But if you go in there, there's a goals and a schedule exercise that I did again personally, and I've done it with everyone on my team ever, ever. Everyone I work with does this, and it helps me understand what it is you're trying to accomplish, because kind of where you're at now and where you want to go, and then the things in the middle that you're willing to sacrifice, dictates what your schedule should be. Meaning, if, if, if you're where you're at and you only want to go a little bit further and you want to make $82,000 a year and you want to be able to travel, you know, 3 weeks out of the month, and you don't want to sacrifice soccer games and other things in life and all the things, and you're okay with that lifestyle, your answer is going to be different than the guy who's like, fuck it, I'm all in, I'll do whatever, you know what I mean? So it's— to me, the exercise is most important for you to use for yourself and your family. And I think— I don't know your situation, but But if you have a family, you should involve them, um, because I think it's important. Um, but for me, once I put it on paper, I'm the kind of guy, if I say I'm going to do something, I do it. I'm just who I am, dude. I don't— I just— I have that. If I say I'm going to do it, I do. I promise, dude. I looked at my schedule today and I did not want to do my schedule today. I've been back to back since 9 AM. I have not stopped speaking since 9 AM, and you were on the last one. I've literally— I'm fucking back to back all day long. I'm like, I told my— I'm like, I don't really want to do it, but I shared a video with someone this morning. It was from Grant Cardone, and it, it said something— who did I send that to? Is this someone in here? Who the fuck did I send that to? Um, oh, I sent it to Reese. It said something like, um, I got really good at doing things I don't like doing, and that's how he— that's— he talked about that's how he makes a lot of money. That's basically the premise of his story. Um, and I feel like the same way, dude. I don't always feel like doing these calls, to be honest. Sometimes I, I don't. I could definitely be selling insurance right now. I could definitely be recruiting someone right now. I could definitely be sitting at my pool right now. But I, I— and it just drives me, dude. And I committed to it, and I'm like, fuck it, I'll just do it. Um, so I don't, I don't know, man, if that helps you answer at all, but I have big goals, so that helps. And then I map out my schedule, man, and I, I'm anal. My schedule's on my phone. My team sees it. Everyone in my life sees it. My wife sees my kids, everyone can see my schedule. So if, if they need something, like if my family needs something, they have to go on my calendar and schedule it before I schedule something, or I win. So if my wife wants me to go to something of Maddox's, she has to go on my calendar and put it on there, and she knows to block off enough time before it, otherwise I'll run late. So meaning if he has a 4 o'clock game and they don't put it on there at 2:30 I'll have an appointment till 4 and I'll be late because I will be late. I just— you didn't block my calendar off. So my calendar gets blocked early if they want me to go to something, and if they miss it and I already have something on, now they can ask if I, I can make an exception and go, nah, I can move that around, you know what I mean? But for the most part, dude, if I got something on my calendar, everyone in my world knows, like, it's just what he's doing that day, you know?

I think that's like the most important part of what you're saying is like including your family and yeah and that so that like everybody's on the same flow of work with, you know, that.

Yeah, yeah. And again, I get my time, dude. I spent 2 days this weekend traveling with my kids. I'm going on vacation for a week. I go Saturday to Saturday. I'm taking my family to the Grand Canyon. We're traveling around Phoenix and doing some cool things. Like, I get plenty of time with my family, but my family likes living really fucking nice too. So when Daddy has to work, they leave me alone and they let me work.

I really hope you enjoy the Grand Canyon, man. My dad used to do tours out there.

Really?

In Flagstaff. So you're coming right through my neck of the woods.

We're going there. Where that's— we're going there on the way. We're doing like a road trip-ish. We're doing a bougie road trip, meaning I'm flying first class to Phoenix and we're renting a really nice car, and then we're gonna day by day stay in a new hotel in a new city or whatever and do little tours and shit like that. I don't know where we're going, but we're going up to Grand Canyon, back down, and on the way back down we're staying in Flagstaff one day. We're stopping in it or something.

If I can give you any good like recommendations or anything like that for dinners, I definitely will.

Yeah, we like, we like some like hole-in-the-wall, like shit you wouldn't expect kind of sandwich shop, like, do you mean just like places you wouldn't expect to be good, kind of good food kind of places. That's, that's what we prefer. Um, so if you got anything like that, you know, Sally's Shop or something, you know what I mean? Like one of those.

Kevin's Fish and Chips is my favorite spot. I mean, fish and chips in, uh, in Arizona.

I love it, I love it. Cool. John, make sure that you check the airline so that you know, um, how soon that you have to be there. Oh yeah, with the airport. Yeah, yeah, I will. We got all— we got all the line skipping stuff, so I do my best. And I'm in Atlanta. Atlanta's— Atlanta's a different breed. Um, but yeah, I appreciate it. It's been crazy. I went last week, it was— it was nice and easy. Okay, this— I'm not going to get political here, and I don't care what you think at all, but the ICE agents were in the airport and they were fucking dope. It was great. It was a way better experience with those suckers than the mean Atlanta TSA people. It was awesome. Yeah, it's— Atlanta has been good. They've got it figured out recently. What up, insurance agents? If you're looking for a roadmap on how to win in this industry, check out the book I wrote about a year ago, Do More Now, Get Better Later. Check out the reviews here somewhere. My team's putting them on. I'm getting tons of great feedback about all the people it's helped. Appreciate those of y'all that have bought it. Appreciate all the reviews that are going out. If you're new to following me or the industry, check out the book and get it in your hands now. Um, let's see, let's see. Is it better from an ROI aspect of just buy 50 to 150 depending on budget and just dial the shit out of them to get some sales? Um, wait, yeah, the money to buy a single batch. Yes, dude, if you don't have— who's that, Vito? Does that say Vito? I can't read my— I'm old. Um, yeah, Vito, dude, if you don't got money, just call, get old leads. There's so much money in old leads. It's just, it's just a lot of work on the phones. But yeah, get your money, and then, you know, for me, as soon as, as soon as you can get some combination of skill set in a way where you feel comfortable investing and you understand what your numbers are and return is going to be and how many calls you have to do to consistently make sales. You know, I think the, the problem with most of y'all is you make 1 or 2 sales a week maybe, and you think you're one day gonna buy a new lead or learn a new phone script that's gonna make you fucking 10 sales a week. And that's not how it works. Um, it's almost always directly tied to activity. And so once you really start to understand what input equals what output, then, then it's a lot easier for people to invest in. I have, I have zero stress on throwing unlimited money at new leads because I know what the return is going to be so well. I can predict it so well. I've been doing this a really long time, and it just takes time to be comfortable with that. And again, some part of it's skill set, some part of it's learning how well do you study your craft. And quite frankly, some of y'all just suck at talking to people. You just kind of suck at it, and you've got to learn how to get better. I was very confrontational with people when I new in the business, and I would get frustrated and be sarcastic. That was my flaw. I never had a problem— like, I was never uncomfortable getting in front of people, and I didn't care that I didn't know the phone script and stuff. That never bothered me. I could give two shits. I will go in, walk in anywhere, and like own it like I belong there. Um, but I didn't know how to deal with people that were confrontational. That was, that was a weakness of mine. Um, so again, everybody's a little bit different, you know. Some people can't put a sentence together. Some people wet themselves when someone gives them an objection. Some people are afraid to push clients. Some people are afraid to ask hard questions. They're uncomfortable. They think it's mean or rude. Some of y'all will not call clients multiple times in the day because you just think it's the rudest thing ever. And I'm like, I don't know, if they were dead and they didn't have insurance and you— and they, you know, went back in time and were like, hey dude, I could have called your family 12 times in a day and got you insurance and your family wouldn't be homeless, do you— are you glad I didn't call you? Was that rude? Or would you now prefer I called you like Giovanni did? You know what I mean? I just, I just look at things from a different perspective. So a lot of this, um, whoever asked that question because it disappeared, a lot of this goes, goes— your mindset's a big part of this, you know. The way you think about this business is going to influence a lot of your result. And I've learned how to think about this business in such positive ways, even when maybe it, it isn't. You know, I've learned how to give myself a really good perspective on things, um, and that, that helps. It helps my tone, it helps the way I speak to people, um, and that, that converts into more or less sales. You know, if you come off frustrated— Jason, I see you shaking your head. I mean, I can see some of y'all, like, I can see it in your faces that you're intimidated by some of this stuff. I'm like, that's— your tone is going to throw off. You're going to make less sales because the way you think is is going to affect the way you speak, is going to affect the way the client hears you, and they're going to walk all over you, you know. So it's not all just leads. There's a, there's a big piece of this, and part of it is you got to train yourself to look at this thing the right way. And although I'm a little bit crazy and outlandish with some of the stuff, to some people it works. And I— if you hear me talk to clients, dude, I'm very lax with clients. I'm not like, ah, all hyped up. And I mean, I'm fucking chill as shit. I cut up with them, I make jokes with them, I fuck with them. Like, I have fun doing what we do, um, and I've learned how to kind of make it my own and put my personality into it. Um, so some part of this is like, who are you as a person and how, how willing are you to change who you are? Um, because you're gonna have to change and to grow and get better at anything in life, but this, this especially. Um, you know, and, and the, the commonality with people that are selling and making making a lot of money in this space is we all think a little bit differently than y'all. We just look at this thing just slightly different. We're not really better humans in any way. We're not— there's nothing unique about me at all. I've just, I've just worked on myself a lot, and I've taken the thought process of people that are really successful, and I've changed who I am, you know. And I've seen success from it, and I'm willing to try things that are outside of what you would consider the norm, you know. And I think far too many of you put your own thought process in in the hands of the client, and you go, I think like this, so they must think like that. I'm like, well, that's, that's a terrible thought process. That ain't gonna work because they ain't you and you ain't them, you know. And that just takes time, and it's hard to do some days, but you know, we keep it pushing. Anybody else got anything? Any other questions? Let's see, was there anything in there? Nope. I have one, if that's okay. All right, was that Manuel? Is that you? Yep. Go ahead, bro. Can you hear me okay? I hear you perfect. Wonderful. Uh, my question is, I've been working with a different company for about 3 years now, and I probably have purchased maybe 1,000 years in the last 3— 1,000 leads in the last 3 years, but I haven't done a terrible job of calling them. I appreciate what you're doing for the industry. You have not. You have done a terrible, terrible job. You have not called them. You've done a terrible job. Got it. Okay, yeah, makes sense. So if I've got about 1,000 leads and they're 3 years old, can I still call them? All right, let me ask you this. No, let me ask you this. Do you think, do you think of the 3,000 people in there that some of them still don't have life insurance? I do. Okay, do you think of the 3,000 people in there, they care for their family? Yes. Okay. Do you think some of them still potentially want life insurance so when they die their family's taken care of? 100%. Okay. Yeah. So then, so then for you it's like, you, it's like your question isn't is there money in there, I assume, right? Based on the answers to your questions, you must be now, if you weren't before, you must be 100% sure there's opportunity in there, right? So I— it's like, should you call them? I don't know. Do you want to make money? Do you want to make money? Okay, okay. Not calling them is going to make you what? No money? No, definitely no money. Definitely no money. But if you got people in there who still need life insurance or still don't have any and still love their family, that's more money than the zero not calling them makes you. Is my preference to call 3-year-old leads? No, no, I prefer to call someone who filled it out 4 minutes ago, but it doesn't mean there's not money. So then it becomes down to a time or money thing. So if you got a bunch of money and you know what you're doing and you want to invest and you want to have better conversations quicker, buy new leads. If you don't have money or you're afraid to invest in money, you don't believe in yourself or the or the ROI and things like that, and you just want to like, you just want to like find opportunity, find it, you'll find it. I always use, and again, I'm going to use this, some of y'all have heard me do this a million times, I think this is a really good opportunity to, um, clarify how fucking weird I think, but my wife's family, I grew up in the city, like in the hood, in the projects. My wife grew up in the country around farms and animals and horses and cows and shit. And I'm not an animal person. They kind of freak me out. I'm afraid. I don't understand them. I don't like them really. They all smell, and I just— I don't understand animals. Um, and my assistant Amanda loves animals, and she always kind of—

we—

she, she sees me jump. And if I— if there's like someone walking with any kind of animal or a dog, I walk away so I don't go near it. If we're at like a little zoo thing, we had this— I took her to this little animal thing one day, and this little baby giraffe fucking moved the wrong way, and I shit myself and ran away because because I was scared. Like, I don't do animals, right? And but if I— if I— you got 3,000 leads, right? And your job, in my opinion, is to hunt for money in there. And if I— if I always use this with agents, and I go to show what people would do to make money. My, my wife's brother has like a little farm, and it's like on 20 acres or something. And if I said to you, there's 3,000 piles of horseshit out there on his 20 acres, but in 10 of the piles of horseshit there's $1,000. Would you be willing to go dig through the piles of horseshit to find the $1,000 bills? I don't even know if the $1,000 bill is real, but you get the point. And dude, I've never had an agent be like, nah, I wouldn't do that. Every agent I've heard, they're like, nah, I would dig through piles of horseshit to go find the money. And I'm like, okay, well, you won't call the leads. It's fucking weird. Thanks for that. I mean, I've been paying about $300 a week in leads right now. But I've got a bunch that I hadn't called. And I wasn't sure if I should go back to them. The other question is, I mean, I think you should start calling the leads you're getting now first, call them. Yeah. And then backfill with the old stuff, just to get in reps, dude. And then you'll learn very quickly. Again, there's money in there, you'll make some money. But as soon as you can invest into newer lead flow, you'll learn you can flip your money quicker, you know. Okay, again, do I prefer to dig through horseshit? No, no. But if I found $10 grand in it, you know what I would do next? I'd hire someone to dig through the horseshit and pay them $2 grand to find me $10 grand, you know what I mean? I would figure out how to progress. I wouldn't want to keep doing that forever, you know what I mean? So where's the other— you have a second part of the question? Yeah. Yeah, the other question is, uh, the company that I'm working for now has the standard underwriting where it takes 2 to 3 weeks for it to come back. Should I think about leaving that and going someplace where— I'm not telling you what you should do, bro, but John Wetmore would fucking quit. I, I don't— I hate that world. And there's money in it, dude. There's, there's big companies that do that thing. So I don't, I don't know enough to say what you should do because I don't know you at all. I just— the question is, do you like waiting 2 or 3 weeks to find out if maybe potentially they get the same price that you quoted them and hope like shit it comes back preferred or standard or whatever the hell you're quoting them? You know what I mean? I hate that world. I don't like that world. You know, I, I could never do that. I just— it's not my jam. Um, you know, it's just a different game. The game works well. I bet there's people making money there. There's got to be people rich there. You know what I mean? So if you like that— now the hard part is someone coming out of that, coming into this, you ain't gonna like the pricing on the quotes because you're quoting preferred plus fully underwritten shit. You get $100 grand for $18, bro. You start looking at a final expense approved right now, $100 grand is going to be fucking $400. You mean like you're just— so it's a different game. Some people struggle making that transition because you're looking at quote, hope I can get it, versus no, you can have it now, yes or no. You know what I mean? It's, they're just, it's like apples and oranges, dude. It's two totally different, two totally different games in my opinion, even though it's the same license. Um, so I do see people sometimes struggle making that transition and then you come over here and then you start selling that product over here. Cause we have those products too. I could write a fully underwritten crap all day long. Um, if you start getting into that, man, I just, the average new agent doesn't make a lot of money in that. Cause the cash flow is just so slow. You know what I mean? It's usually people that have built up a big book and they have a history and they have clients and they have a network and they get referrals. And those guys, they kill it, dude. Or they have high net worth clients, you know what I mean? That— I know, I know some people that do that for a living. They print money. Um, just not my jam, you know what I mean? Just not my jam. And I don't get stuck on the fully underwritten price versus simplified price. That doesn't bother me at all. I have no problem whatsoever. With how Simplified Pricing works, you know. But I do see people get stuck on that a lot. They come over here and they want to start quoting cheapest, cheapest thing out there. My cheapest thing out there ain't the easiest to get approved for, you know what I mean? It's, it's that price for a reason. Um, so I like our demographic and I like selling, selling what we sell. Um, so yeah, I mean, I know it's hard for me to answer on what you should do. But I think you should compare the differences and see which one fits better for who you are and who you want to be, you know.

I had a follow-up question on scheduling.

Good.

Uh, so your schedule— your schedule is jam-packed. I have twin 1-year-olds, a 2-and-a-half-year-old, and so you got your schedule. You have so much stuff in your schedule, and your wife can put on baseball games and other things. But if you have so much stuff on your schedule, how do they even have space to put that in there? Like, what's set in your schedule that, like, they can't overwrite or put anything on?

Yeah.

And what's, like, flexible? Does that make sense?

It's, it's changed over the years, right? So today my schedule isn't as packed as you might think it is, right? But when it's packed, I like it packed. Yeah. I mean, I didn't have my first— I mean, to be honest, dude, at 9:00 my first meeting, I was laying on a table getting stretched by a lady, you mean? It's not like I just— I had a fucking stretch appointment because I'm like, I like, I like— instead of me stretching at the gym, she does it for me once a week. So it's kind of bougie, you know what I mean? But as soon as I finished that, that ended at 9:50, I had a 10 o'clock call with my bank, and then I had a 10:30 lead, then I had 11— what was that? I have 11— I had something at 11. Podcast. I had a po— I had a podcast at 11 to 12, then at 12 I had a— was it a call? What'd I have next, Amanda? It's something at 12 too. Um, I had a client at 12 and 12:30, then 1 o'clock I had a coaching call, then that was till 2, then 2 o'clock I had a coaching discovery call, then 3 o'clock— did this start at 3? Have I been talking for 2 fucking hours? Then this started at 3. You know, now I'm done today. Now it doesn't mean I won't work, but there's nothing else on my calendar today, I don't believe. Correct, Amanda? This is it, isn't it? Correct. Yeah, so I'm done right now. Now I don't know that I'm gonna go home and sit down on the couch and watch TV. That's probably not gonna be what I do, you know what I mean? I'm gonna probably go play with the damn Tracker, dude. Who knows what I'll do, bro. I'll probably return some phone calls I didn't take earlier, things like that. Um, but like Sunday, Monday, Tuesday, my calendar was blocked fully and I spent 3 days with my son. I did nothing but hang out with him. You couldn't book on my calendar anything. You know, but that was planned a month ago, you know. Now Good Friday's tomorrow. My wife has— she put on my calendar East, uh, what's tomorrow? Good Friday Easter hunt fucking thing at my house, whatever. It's a bunch of people coming to the house to hunt Easter eggs. And I texted and I said, do I have to be there? She's like, well, Kyle and so-and-so and so-and-so are coming. I'm like, all right, I can be there if I— I mean, I'll go if you want me to. Now keep my, my office is closed, I guess my team is off or whatever. And I'm like, all right. So she texts me the other day, she's like, hey, so Kyle canceled and Josh can't be there, and so the only guy that's going to be there is this one. She goes, if you don't want to come, don't come. So I'm like, all right, do I want to watch 10 14-year-olds hunt for Easter eggs in my yard? Honestly, not really. I just don't. They don't care that I'm there. I don't care. I just— I won't. I just— I'm gonna let my 14-year-old son play with all his friends. I'm not gonna be up his ass all day because he's 14. you know, right? But then Saturday to the next Saturday, it's fully blocked off because I'm with my family, you know. So it's like mine varies day to day, to be honest. My team knows I prefer things back to back to back. I don't like having a meeting at 10 and then a meeting at 12 and then meeting at 2. I fucking hate that. I get annoyed. I'd rather be 10, 11, 12, 1, 2, and then be done. I'd rather have a packed Wednesday and nothing on Thursday. You know what I mean? So there's some variability, dude. And again, if my, my family just knows the plan enough in advance— now, shit hit the fan, I would adjust something, dude. But again, I'm in a different stage, bro. My kids aren't little anymore, you know? And so I don't, I don't, I don't, I don't know. I put all my son's baseball games on my calendar. Those go as soon as the season comes out, those all go on, you know? So those are all on there always. But if you want to clarify the question, because I don't think I've hit it fully— if you're in the insurance space and trying to build an agency, or you're trying to like break records in sales, just hit new levels, new heights, click the link below to apply to my consulting and coaching program that I have out there. I'm helping tons of people get to new levels, get to new income heights, help them build their teams, put systems in place, staffing stuff, recruiting processes, automations, and just teach them teaching people how to get to a point where they're selling on their own pen 30, 40, 50 grand a month. And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability you can. There is an application process. I'm only looking to work with like high-end people who really want to make big things happen. If you're interested, click the link, apply, and if you're a fit, I'll reach out.

Yeah, so my problem is is like I got my schedule. Like, first thing in the morning, I get the kids ready. One of them goes off to school, and then I go to work, and then I pick one of the kids up in the afternoon.

Uh, does your wife work?

I work for a few hours. Yeah, she works full-time. She's the breadwinner. Um, we don't communicate well at this point, honestly, just being straightforward. Um, so that's one of my biggest problems. But yeah, like, I have my— basically, I have my intended schedule and then doctor's appointments come up, all these things.

I mean, kids— the reality is that's your role if she's making money.

Yeah, yeah.

I mean, that's where it's like, when I, when I was first with Steph, dude, she made the money. I didn't make more money than Steph for the first— probably we got together in '07. I didn't start making more money than her until 2014. So the first 7 years we were together, my wife made more money than me. Um, so I, I had to do more shit then. To be real, you know. And when I came back from an event in 2015, I said, hey, I want to go make real money, here's what I have to do to do it. She was still working full-time at that point, um, and keep in mind I brought 4 kids to the table. So I only have Maddox with my wife. I had 4 kids from my previous marriage with her. She was helping take care of and pay day— pay fucking child support and help take care of and stuff. Um, but in 2015, when I looked at it, we looked at my— and you'll see if you do that video, that resources, you'll see the exact same. I'm not going to go through the whole thing but I had to bounce around, like, my kids on nights for dinner, my kids every other weekend, you know what I mean? Like, the divorce, I had to, I had to schedule all that stuff in. Um, and so when I was free, we just communicated really well on when I could do stuff and when she could do stuff. And she understood that she was going to take on the role of taking care of the kids. And she— Steph's— Steph was good at it, dude. If, like, she was home all day with the kids or whatever, it wasn't one of those things where I got home and then suddenly she got to be off and I had to do all the work. She wasn't that way. She was like, damn, you've been working all day, dude, can I make you dinner? Can I, can I, you know what I mean? She didn't like, she didn't need, she wasn't that, she's not that needy type still to this day. Um, and I'm not saying yours is, just mine was obnoxiously easy to, to do this with. Um, but when I said I wanted to go make the money, I was gone a lot. I travel a lot still to this day. Um, but she always understood it because she wanted to live different too. And she wanted— and again, we're not very needy with each other. I don't need to— her and I don't need to sit down on the couch and hold hands and watch TV for 4 hours. We don't have that relationship. We're good. We're good without that.

So that transition where you needed to do more, and when you transitioned into, okay, this is what I want to do, and like, that's— I'm like, this is what I want to do, here's my—

you had to be on board.

She doesn't believe in me. But she wants me to make—

bet she doesn't believe in you because you've said before you're going to do it and didn't. Is that fair?

Yeah, there's past history where I had a coaching business that I did terrible at. So right now she doesn't believe in it, but she wants me to make half the money. And she's getting to the point where I might have to find a new place to live if my shit ain't working out. So like, again, for you in that transition where you had to do more and you're trying to put in all the hours, like I got up really fucking early.

I was up at 5 AM and I didn't go to bed till 1 in the morning. That was a lot. I would— I was— I, I could only— I only sold in the field 11 days a month when I was in the field back in the day. I had a very tight schedule, but when I was on schedule, we agreed on these days, I'm out. I'm— I ain't doing nothing those days but working. And for me, the days that I worked, bro, I mother effing worked. I would overbook my schedule with clients. I would make an obnoxious amount of—

I—

when I had to get it in, I had to get it in. Because the alternative was this shit. When I say I'll be somewhere and now I have to go, oops, oops, I didn't make any money this week. Sorry, honey, I need to move some shit around. I never did that, dude. I took my kids to Wednesday— to Wendy's every Thursday night. I did not fucking miss. I picked up my kids every Friday, every other Friday from school. I did not miss. Very rare. Every once in a blue moon, something big. I travel, you know, I mean, life happens. You finagle some stuff. 95, 98% of the time, dude, I didn't miss. Because on the days where I said I was working, even if it was a half a day, because it was every other Friday, it was one Saturday a month, it was, you know, I mean, like, on the days I said I was working, bro, I went to work. And I got up early and I stayed up late, dude. And I got fat because I didn't get to go to the gym enough. You know what I mean? I did nothing for myself. I fucking worked. Yeah, I was just— I was up very late. I used to have to scrub apps till 1 in the morning because I'd be on the road traveling. I'd be out selling. I'd leave my house sometimes 5, 6 in the morning to go where I had to go to sell. I'd have appointments all day long. My last appointment would be 8, 9, 10 PM. Then I'd have to drive home. And back in the day, you used to have to like scrub your apps. For any of those of you that come from the paper app day, we'd have to write do all the paperwork right, fucking scan it in and fax it to the, to the, to the insurance company to get that thing to go in. So I'd go out and I'd have 2, 3, 4 apps in a day that I've written. I'd have to come home at night and get them into the carrier so I could get it approved and get paid. So I would stay up at night doing that. Um, and it's just, I was— I didn't sleep a lot, dude, just being real. I didn't sleep a lot for several years.

It just is 5 or 6 hours a night. I'm not— no, 3 hours, like I mean, it wasn't every night, but there were plenty.

There wasn't every night, but there were plenty. Tuesday, Tuesday, Wednesdays were brutal for me, dude. Tuesdays and Wednesdays were brutal. They were just long fucking days for several years straight. This was my— I dialed on Mondays and I was in the field Tuesday, Wednesday every week. Those were my money days, Tuesday, Wednesday. So it was 5 AM to 1 AM Tuesday, Wednesday was not so for me, you know.

So what about your face off? You were clear about your schedule, and if shit did get put in the way, doctors appointments, whatever, for your kids really needed to be done during your working hours.

I didn't think you had—

you didn't do them.

Okay, that was not the agreement with us. Now you're not in that situation, right? My kids had to go to a doctor. They did not go to the doctor on a Tuesday afternoon. That's fucking weird. It's just, it's not what happened, dude. You know what I mean? My mom couldn't call me and tell me to come help with the groceries on a Wednesday morning. Wednesday morning, can you come help me? No. Could my buddy— could my buddy call me and help him move on a— no, it just— that was not allowed, dude. Saturdays, on the one Saturday a month where I worked, when there were soccer games, I missed them. Where there were birthday parties, I missed them. I just— my schedule was I work one Saturday a month. Everyone knew it. Whatever's scheduled on that Saturday that month, you don't get me, period. It just was what it was, you know. I was available the times I was available. Again, I— 11 days a month in the field, dude. Didn't work that much. When I worked, I fucking worked, you know. And there were 2 days— there were 2 days, so there were 8 dial days mixed in there, for those are wondering. So it was 11 days in the field. The others, I had 2 dial days a week typically. You mean? So the days out— the other days I was working on the phones. But when I was working on the phones, she couldn't call me and be like, can you take— he's sick, can you take him to the doctor? For hell, I wasn't getting that call, dude. Hell no. It just wasn't what our agreement was, you know what I mean? That was her job. It's just— it's still her job. I don't— I don't even know where my kids go to the doctor, bro. I have no idea where my kids go to a doctor. I have no earthly idea who their doctor is. None. I don't know their homeroom teacher. I don't know their— I know nothing about it. I don't have a clue. My son has to tell me when I drop— every once in a while I drop him off to school. He has to like remind me which way to go, which door to drop him off to. He's like, 'That way, Dad, don't forget.' You know what I mean? I just— it's not— it's not what I do. Now my job is I take my son to the fucking Super Bowl. That I do. I know how to get around San Jose Airport with my son to take him to his damn Super Bowl. I know how to get the Super Bowl early so we can get into the shop before everybody go. I know how to do that. I know how to take my kid to Tampa this weekend and take them doing all kinds of cool shit like that. I know how to do— I mean, I do those things. That, that's what I do. I play with my kids, I entertain my kids, I support my kids, I, I provide for them. I'm not the doctor guy. But again, that's my life. That's how we agreed to, you know what I mean? And so you got to figure out your life. And right now, being real, the way you've done it, bro, you, you don't— you, you probably don't have that ability. So when you want to be watching TV or whatever other dumb shit you're doing in life that isn't working, you should be working.

I don't do that shit.

No, whatever it is. I mean, you have yourself—

that's not the issue. Yeah, yeah, it's— although we all have our attention, but yeah, we have—

we all have our stuff. So you got to figure that piece out, and during that time, you got to stop doing these things you know you shouldn't be doing and do the work. And right now, dude, cater to your wife. That is your job. She doesn't trust you. You gotta earn that shit back. You mean you haven't put in the work? That's on you. So now when you have the opportunity, do the work. In the meantime, don't let your wife leave you, bro. You know what I mean? So you got to be both. It's going to be a lot harder for you right now. You have to put in a lot of hours and you're gonna have to show it. You know what I mean? It's like that. I wouldn't, I wouldn't be saying a lot. I'd be doing a lot. I don't want to be talking. I'm gonna, I'm gonna— don't be that guy. I'm gonna Ah, be like, I wrote 4 apps today, babe. Got you. Hey, I paid for vacation today. Got you. Hey, car payment done. Hey, mortgage is all handled. Got you. You know what I mean? You start doing that stuff, she'll start trusting you.

Yeah, for sure.

Makes sense.

Makes sense. Thanks, bro. Appreciate it.

You got it. All right, y'all, I'mma roll. If you need anything, y'all know how to find me. Reece, you only got 2 hours and 4 minutes to edit this time, bro. Thanks, John. Appreciate y'all. If I can help, let me know.