How to go from BROKE to $10k/month in Insurance Sales

If you're a broke insurance agent and you're trying to figure out how to get out of the situation you're in, watch this full video. I'm going to give you step-by-step instructions on how to go from literally no money to actually making as much money as you want in the insurance space. I get a ton of people who join my social, our school group, um, YouTube, emails, DMs, you name it, I get it. And A lot of the questions that come to me are like, how do you get started? I have a job, I'm part-time, I'm trying to figure out how to make it, I have no money for leads. And we even, um, in some of our marketing stuff, like in my school group, when you register— some of y'all might have come from school— um, we ask some questions and it's like, what are you struggling with most? And I don't remember the exact wording, but it's like mentorship and accountability is one, I think leads is another. Um, I forget the third one. And one of the options is just, I'm broke. And probably 50% of the people who fill that out answer, I'm broke. And I'm like, certainly some of the people looking for mentorship and we can help them, and people look for leads, I can point them in the right direction. And the I'm broke people, I've always wondered like, hell, what do I send them? And so I got with my team and I'm like, why don't I just create a video on what to do when you're broke? Because I've been broke. I've been a broke insurance agent. I've been broke lots of things in a lot of my life, and I've helped a lot of broke insurance agents succeed in the industry. So I'm gonna, um, I'm gonna walk through some of the things that I teach people, and I'm gonna give you the exact things that I did myself. This isn't like theory, or I kind of hope it works. Like, this is— I, I— for those that follow me, that know my story, have read the book, um, things like that, watch podcasts, you, you know the full story. For those that are new and like, who's this guy, Um, short version is, man, I, uh, I was 35 years old with 5 children, broke as a joke, making $40 grand a year as an accountant at the time, just trying to figure out how to make some side money. And I got my insurance license and I had no money and I did a really bad job at calling leads and I quit. And it took me 2 years to get back in. And a short version is, since then I figured out how to sell You know, at the time, this was 2015, I made a big transition, went to starting to sell $40,000, $50,000, $60,000 a month in paid premium, in life insurance premium, premium on my own pen. Um, made multiple six figures for the first time ever that year, and my income just continued to double and triple. By '17, 2017, I was making seven figures. By 2020, I sold an insurance agency. Now we're 2025, coming off back-to-back $200 million years with, you know, 5,000, 6,000 agents a year selling a policy. So, um, I'm gonna give you, give you the goods, and I'm gonna give it to you free. And, um, you know, I feel like I, I can talk a lot about what it takes because I was one of you. And if you're an agent that is doing well and you don't know how to teach your agents what to do when they're broke, take my video and send it to them. But I certainly hope this helps, and I hope you stick around and, um, I hope you're not offended by some of the advice I'm going to give, because the, the reality is what I learned, man, is I, I'm going to tell you the mistakes I made, and I've learned a lot of y'all are making the same mistakes. I, um, I was broke, but I was also pretty whiny. I complained a lot, and I was pretty lazy, um, and somehow I thought I could get out of being broke with that mentality. If I just got my insurance license and called a few leads. And the reality is it didn't work that way. Um, so for me, what I've learned is most agents struggle and they don't think they can succeed if they don't have a bunch of money. And one of my least favorite sayings on earth is it takes money to make money. I don't believe that at all. I certainly believe having money makes it easier to make more money. I believe that with everything I got, but I don't believe it takes money to start making money. Um, and I'm not saying you're going to make a million dollars your first year, but I can certainly walk you through how to make a few grand like your first week, whether you got no money or you have a bunch of money. Excuse me, if you have money to invest or you don't, if your spouse is on board or they're not, if you think leads are a scam or you don't. Um, so I'm going to kind of break down some thoughts on this first. And I think it's important that if you're going to be part of this ride, of this video, of trying to get better— and I am going to help you get better— I think it's really important that you know the very first thing is you're going to have to change your outlook on a lot of stuff. You're going to have to be willing to be challenged. You're going to have to be willing to do things differently. You're going to have to be willing to do things that are out of your comfort zone. You're going to have to do things that you don't really want to do. And these, these, these things I'm going to give you very specifically, I don't want you to look at this as a forever plan. This is like a I'm stuck and I need to get out of the mud plan. So here's what I need to do now. And there's a better plan going forward. I don't, I don't— if you have money, I wouldn't recommend any of this. So if you're somebody with a bunch of money and you're like, this isn't the video, again, you can use the video because if you, if you, if you try to build an agency or hire some people um, a lot of them are gonna be broke. And I just— I think I can relate a lot because I was one of y'all, and I am one of y'all minus the part that I'm not broke anymore. But my upbringing, my background, um, I come from welfare, teenage mom. I was teenage dad as well. My mom is who I met the first, so she had me as a teenager. I had my first kid as a teenager, grew up on welfare. I had government assistance paying my rent when I was an adult. Um, you know, I've had— I've lost two houses, had them foreclosed on. I had a car repoed. I've had bankruptcy. Um, certainly I'm in the divorce club as well. And, uh, I have problems in life just like— just like y'all do. So although I can relate, I have no sympathy for you whatsoever if you're broke and you don't work your ass off. So if you haven't read the book, and this isn't me asking you to buy it, but Do More Now, Get Better Later. If you know me, I'm— do more is who I am. Like, let's, let's do more now, right? Let's work. Let's stop overthinking. Let's stop overanalyzing. Let's stop with all the stuff that's causing you to stop working. Overanalyzing product, wanting to know everything about everything before you start, having the perfect script, having the perfect— like, you have to stop. You have to stop. Um, and I was talking to a guy yesterday and I'm like, let's, uh, let's, let's, let's pretend we're trying to get, you know, figure out how to play golf better. And I'm not really that good. If I— am I going to be any better by watching 5,000 videos of Tiger Woods? Am I going to be any good if Tiger Woods coaches me but I don't actually go out there and swing the golf club? You know, can I tweak my golf swing before I swing? And so all these fears you have that's holding you back, of all the things you want to be better at— I just got to get better at the script, I have to know the product, oh my God, I have to know what to write when— I just— you're gonna— you're just gonna have to get over that and understand. And this is basic common sense, right? But we— when we get fearful, we get emotional. And like, if you think back here to your first job, you your, your, the first day on your most, most recent job. Now you could think of your first job ever if you want, but what I always say is the, the job you have now, or your, your last job that you were good at, if you think back to your very first day walking in, the fears you had, the unknown there was, and then as you started to do the job every day, things started to fall in place and you started to understand the flow, and you started to understand your role a little bit better, and then you started getting really good at it, and then you got really efficient at it, and then you maybe you got a, a like a promotion or whatever, you know, this thing's gonna work the same way. So I need you to be willing to do what it takes to win. If you're not willing to change, you're not gonna see any change, and this video is not gonna help you at all. I'm gonna give it to you direct and straightforward, and I'm going to give you things that you can implement right now, like today, to make sales. So Depending on what part of the industry you come from, um, I, I always tell recruits, right, I post a lot of stuff about working leads on social, and, uh, sometimes people disagree with me and the way I, the way I talk about things. Um, I mentioned something about like, if you, if you're not having the sales you want with the leads you have, more leads isn't always the answer. and some guy got onto me about, you know, uh, pushing leads and you shouldn't have to buy leads after so long, da da da, you can just work your book of business, blah blah blah, and get referrals, which I agree with fully. And I responded to the guy and I think I said, I think you misunderstand. To me, leads don't mean I pay for them. A lead isn't necessarily just because I have to pay money to get a piece of paper or contact info or Facebook or a text or whatever. That to me is not a lead. A referral is a lead. A person at a networking meeting is a lead. My family is a lead. You mean like you have an insurance license? So I, I first want you to redefine what the word lead means from— if you come from my world of leads where you buy leads to, to sell insurance, because that's, that's pretty common. But I have a lot of people that follow me. So for me, what I've learned in the industry, there's only a few ways to get leads. There's only a few different models. So depending on which one you come from I can help you with any of them. But the only things that I know of that I've heard, some companies, you all know their names, or if you've been, maybe if you're brand new you don't, but there's some, there's, there are companies out there that focus on working a list of family and friends, working your warm market. That's all you do. You, you work that list. Maybe you give it to a manager, maybe they call them, maybe you call them. It is what it is, but you call your friends and family and try to get them to to buy insurance from you. That's one type of approach. Some people hate that idea, some people love that idea, but the reality is there's a publicly traded company that that's all they do and they're worth billions and billions and billions of dollars. So my question is, not is it something you wanna do, but does it work? Of course it works. There's a multi-billion dollar company and there's plenty of them that they look at those of us that buy leads and they're like, Y'all are broken. Why would you do that, right? So you can, you can call friends and family. That's one approach in the industry. Number 2, um, you can, you can like network and cold canvas. I can think of off the top of my head another publicly traded company. They're massive. They don't buy leads, but they also don't focus on friends and family. They go door-to-door, business-to-business, and they market their product. and they have— I know people that run the company and they worth a lot of money and they've sold a lot of insurance and they've, they have agents that make a lot of money selling insurance and they don't buy leads and they don't go to their friends and family. They go business to business, right? So that's one strategy in the, in the space. Um, there are some people I know that do all mark— like networking. They go to like BNI groups and speaking groups and these like I don't know what they're called because I hate them. Um, they're just not for me, my personality. But you go and you create this like little circle of like, there's a life insurance agent, there'd be a P&C agent, there would be a real estate agent, there'd be a banker, there'd be a mortgage person, there'd be a, you know, a plumber. And they all meet every so often and they try to refer business to each other. Every city has those, you know. And, and so that's the way some people build their business. I know a guy making a million dollars a year and that's all he does. He doesn't cold canvas, he doesn't cold call, he doesn't buy leads. He just does his networking group. And then there's what I know, which is I don't want to do any of that stuff, so I buy leads, right? And that approach is different in that you need money up front. Typically you need at least something to, to get clients. It's like marketing, um, in a different way, you know. It's paying for it. It's paying to skip the line in a sense, but it's not magic and it's not perfect, and there will be always problems, but it works. So depending on what line you fall in is maybe what you know and why you feel like you're struggling, because you're not doing that one one thing well. And so for me, what I've, what I've learned is I want to be, I want to be a person that buys leads and sells insurance, and then I want to certainly get referrals, and I want to follow up and do annual reviews. And I want to, you know, for me, I didn't want to be in the sales side forever. I wanted to build an agency. So my deal was, let me learn how to sell, then let me learn how to pay my bills, then let me learn how to sell at a really high level so I can get what most people would consider rich, you know, making multiple six figures a year. And then let me start to teach people to make multiple six figures a year so I can build my agency and make relatively passive multiple seven-figure annual income and me not have to be the main sales guy. I want to run a company, and that's what I do today, among plenty of other things. Um, so you're going to fall somewhere in one of those buckets, right? And maybe some of you are like, can you just tell me how to not be broke? I'm, I'm, I'm working on it. So many of you have asked if there's an option for more access, more direct coaching. And so we've created a coaching platform called the Winner's Circle where you have a couple different options. There is a one-on-one option to where we can work directly with you on a regular basis. And then there's a small group setting, 4 to 6 people, really high achievers looking to get to just a new level in their career. We've had a ton of success in this already. First month, actually the first guy that joined deposited $7,500, worked with them, back and forth, one-on-one. The very next month, he deposited over $30 grand. So basically a 5x return on his income in 30 days. So if you're looking for something like that, you can click on the link below, get access to an application, because I'm not taking everybody. I do wanna make sure it's a good fit for both of us. And if we feel like you'd be a good fit, we'll set up a one-on-one call directly with me, um, and kind of go through your struggles, what you need help with, and what I expect of people that are joining the coaching program. So if you feel like it'd be a good fit for you and something you want more of, click the link below and we'll see you on the other side. Welcome to the winner's circle. Here's what I've learned. Um, I remember when I was new, and man, I remember we were living in this little 800-square-foot house, Powder Springs, Georgia, and I was living in my wife's house actually. And, uh, my wife bought a house when she was like early 20s, and when we got together before we married, I moved into her house. And so I always say I was living in our house, but it wasn't really our house, it was her house. I just happened live there. And, you know, our kids would share a bedroom, and we used to clip coupons every weekend to be able to go shopping on Sundays. We had an $80 weekly budget for us and 5 kids, and we'd have to go up and down the aisles with a calculator to calculate the stuff as we put it in the cart so we made sure we didn't go over budget. And maybe some of you can relate. I've had to like ring things up and you miscalculate, or the coupons don't work quite the way they were supposed to, and they didn't triple bonus and you didn't get it on the right day, so it didn't come out free. It came out to whatever it cost, and you have to put stuff back. And I hated that. But I, I remember going through that stage, and I didn't have money for leads, and I started going out, and I grabbed a little clipboard, and I went out and I started knocking on doors in neighborhoods and, uh, trying to make sales. And literally like, hey, my name is John, I'm here to see if you need help with life insurance. And, and I literally just went door to door and I, I tried to make sales and I hated it and it sucked, but it— people said yes if I knocked on enough doors. Um, and my goal was to never have to do that again in my life, and that's my goal for you. But right now you may have to do that. Um, so one of the things that I'll tell you this, um, that works really well is, is massive activity in this space. So what I always tell people is, if you're sitting in your house watching this right now, or in your office, wherever you are, and you look at your front door, right where I'm at, mine's right over there. Just look at it, open it up, and the second you open that door, there are like 300 million leads out that front door, right? Stats show that over half of adults have no life insurance, and some obnoxious stat, you can Google it, of the ones that do have life insurance don't have enough, right, to cover more than very incidental expenses, maybe their income for a year or two or three. But very few people have enough to take care of their family for their lifetime as well. Most people don't have enough to put their kids all the way through college and replace their salary until their spouse gets to retire. And, you know, I mean, like, that's not normal. So opening your front door gives you access to every adult in the country. Okay, I want to remind you also that you are in sales, so you are a salesman or a saleswoman. And what's most important in sales is prospecting, right? Leads just allows you to prospect a little— paid leads allows you to prospect a little differently, but it doesn't mean you can't prospect. So my question to, to you is, if you're broke, how many people have you tried to prospect today? How many have you tried to prospect yesterday? And if your number's not really big, chances are that's probably why you're really broke. I travel a lot. I travel all over the country, speak at events, do trainings. And, uh, my least favorite time to travel— and again, if you haven't figured out, I'm in it, I'm in the Atlanta area— um, going to Atlanta airport on a Monday morning and the line— and I have all the skip-the-line passes. I have like PreCheck, I have, uh, a CLEAR, I have the Digital ID, I have all that. I can skip any line that there is. Go on a Monday morning and every line is so far backed up past security, it's, it's bad. And it's chock-full of salespeople going onto airplanes to fly all over the country to sell medical supplies uh, software equipment, whatever they sell. It's— there's salespeople out the wazoo sitting in Atlanta Airport ready to fly out all over the country to make $60,000, $80,000, $100,000 a year. Maybe some make more, sure, but there's plenty of salespeople out there making not crazy bank that have to get on a plane and fly across the country and leave their family for 3, 4, 5 days a week. I know some. There's some guys I work out with at the gym that sell stuff, medical supplies, and they travel nonstop to go make sales. And then me, I was sitting around my house complaining and sulking at why I was broke, right? So prospecting is king. Now, how do we do it? Keep it simple. I have an agent in our group, um, you can follow him on TikTok. He's on one of my podcasts. I forget his TikTok because he keeps changing the name, but if you go back to the podcast I have on YouTube It's one of the early episodes, one of the first handful. I don't remember which one. It might even be one of the first 3 I did. Had him on. Name is Jorge. Cool dude. Nothing special about him. Like the guy if he happens to see this, but again, nothing amazing or special about the guy, nor do I believe anything about myself. But he, he goes around and bangs on doors literally all day, every day. His goal is to knock on 100 doors a day. 100 doors a day is the plan. He has at some points had no car, and he will Uber to an apartment complex and then Uber home. He's like, cost me $8, I can Uber there, I spend the day knocking on doors, and I Uber home when I'm done. He's done it with his children, with him. You can follow him on TikTok today and you'll see him doing it. Um, sometimes he has to take care of his kids, and his kids will be with him. You know, it's just, it's just what he does. In 20— I don't know if it was '23, trying to think. I met him last year in '24, so I'm thinking it was '23. At the point I met him at an event, I think I was in Houston or Austin, somewhere in Texas at an event, and I met him for the first time and he had sold $300 grand that year without buying a single lead in life premium on his own pen by knocking on doors and going, hey, my name is Jorge, I'm just here to see if you need life insurance. That's the script. Hey, my name is John, just here seeing if you need help with life insurance. A lot of people are going to tell you no, but you're not making any sales today anyway. But if you knock on enough doors, you're going to get someone that goes like, yeah, I actually need help, you know. Um, I, I recommended to a guy recently, um, I've recommended two people I'm thinking of in the last week. One, she went out and didn't overthink it, started knocking on doors Tried to get in to speak to people and made a couple sales the first weekend. Her goal was to make like, I think it was like $3,000 within a certain period of time, and she made that within 2 days. Other guy went out and he had to get the clipboard and he had to print flyers and he had to print brochures and he had to do all this stuff. And he was going around handing out brochures and he wasn't making any sales. I'm like, I didn't ask you to hand out brochures. I ask you to go out and see if people need help with life insurance. Like, you're trying to get in and present. You're trying to get through a gatekeeper if you're going to businesses. You're trying to get through— you're trying to get an appointment with the person you're speaking to. Is it— is it— this is not an exercise to go hand out your business card. This is an exercise to go out and find people that need help with life insurance now. And your goal is to sit down with them and solve— identify their problems and solve it with your product. So I promise you, if you're sitting at home, you can just go out your front door and you can go to any neighborhood. I don't go to Compton, you know what I mean? I'm not trying to get you shot. Like, don't overthink this. Go to an apartment complex where people live. I, I know some places have no soliciting signs. It's okay, you'll survive. If you want to knock on them, cool. If someone tells you to leave, leave. Be respectful, you know what I mean? But a lot of places don't. You can find subdivisions. There's one right next to my office. I can walk up and down the subdivision. There's 1,000 houses in it. I can certainly walk around and talk to people. If you want to go to businesses and talk, speak to businesses, you can do that. You could walk into, um, if you sell— depending on what product you sell, right? But you could walk into life insurance agencies, if even if you sell life insurance, the captive type agencies, and go, hey, I'm trying to partner with people that don't have all the products we have. Are you open to send me your declines? And anybody that any of these captive insurance agencies can't cover, especially the ones that do like home and auto, They're not really that great at life insurance. They don't have a lot of options, and they're only looking for a certain clientele, so they decline a lot of stuff. And a lot of them do fully underwritten stuff. But you can go in there. Imagine if you went to— I think how many P&C places are local to you currently? You can go around and canvas them and try to build relationships. Bring them cookies, bring them donuts. If you got no money, just be nice with a nice smile and create relationships. You know, you're gonna have to, you're gonna have to turn on the salesperson. That you are and learn to build relationships if you have to. If you don't want to go to apartment complexes or subdivisions, try the business angle. You could go to real estate agents. They all are talking to people who are buying houses. See if they'll send you people that are looking to cover mortgage protection. You could go to mortgage people and do the same thing. Hell, the mortgage people know about the people buying houses sooner a lot of times because they go to see if they can get a mortgage before they see their real estate agent. Sometimes it's back and forth, but you could go to either one. You know what I'm saying? You could go to a Medicare shop and offer to do their life. If you sell Medicare or P&C or any of the other stuff, go to the life shops and go like, hey, can I— can you send me referrals for this? Like, create opportunities for yourself. Stop sulking about your situation and go out and be a salesperson, right? Literally get out of the world, out into the world, and, and, and prospect. This deal is about prospecting. And I'm 100% sure if you go out there and you knock on 100 doors a day, or the equivalent of businesses, homes, it doesn't matter, you will start to have some success. You could go stand with a sign on a major intersection or at a major, um, like, shopping center near you and hold the sign that says, 'I sell life insurance.' Someone will speak to you eventually. I, I'm not saying it's the number one plan. I'm not saying it's the best thing. But my question is, does it beat what you're doing now to try to get attempts. I was going on a hike recently and I went over to Stone Mountain, and when I got there I parked and it was chaos. There was a million people there to go climb this mountain, and basically it's a big rock if you've not been there. And right before you get into the main area, there's like these, um, it's like these metal poles so you like can't drive a car through. Right? There's like 3 or 4 poles before you walk down what looks like a driveway, but it's meant to walk to like where you check in or whatever, right before you get to the mountain. And standing at each one of the poles were those people that stand there trying to get you to like join whatever religious belief they believe in. I don't even know what it was, but they just stand there all day waiting for people to go climb the mountain and go like, hey, are you interested in whatever? And they had little things, you mean like they stand there all day and they don't do it because it doesn't work. Now, 99% of people ignore them or walk by or take the thing and don't look at them or don't speak. But dude, they were speaking to people, you know what I mean? And they were just trying to get their religious beliefs out there. It— stuff like that works. You've all seen it. You've seen people around, around do that. I think of when I was in New York City recently, I took Maddox, my 13-year-old, to the World Series this year, and we went to 2 games. We got to see the Dodgers win the World Series, which was super cool for a 13-year-old Dodgers fan. And it was right— his birthday's in October, so right around that time as well. And when I took him around, I took him on the subway for the first time. And, you know, he's fortunate. He got to grow up as a kind of a country club kid, and so he's not kind of grown up in the city like I did. And I take him on the subway to experience it, and we get there and he's like, um, that was cool, but can we Uber back to the hotel? So we Ubered back that night. And then next morning, before we go to the second game, the one they won, we saw the game where the Yankees, uh, beat the Dodgers, and then we saw the actual game where the Dodgers won the championship. Um, second day, he wanted to spend the day shopping, so we went down like Fifth Ave, Fifth Ave, Sixth Ave, stuff like that, where all the store stores are. And he wanted to go create some custom Nikes. So we, we go to the Nike store, and right before we go in, there's three dudes standing outside handing out CDs. Trying to hand out their music. And he hands it to me, and I've grown up around the— this, this environment a lot. So I— they, they hand it to you, and as soon as— and as soon as you touch it, it's a wrap. You're about to have a conversation. And you— and even some of them go, you can have it, and they make it like it's free. But as soon as you touch it, it's a wrap. You're, you're in. It's basically you own the CD, and they're going to sell you— you're going to get 5— but they're going to get $5 or whatever. You're going to have a conversation, or it is what it is. But they spend all day there. So we go to the Nike store, we figure out you have to book an appointment. So we go for— we book an appointment for a few hours later. We go out, do some other shopping. We go to the LEGO store, we eat some pizza, we do, we do some cool stuff in New York City. We go to Central Park, check that out, come back a couple hours later, and the same dudes are still standing in front of the Nike store handing out CDs. They did not move. That's what they do for the day. You know. And, and, and if you pay attention to any kind of current culture and popular people that are in music, you probably know some of them that have succeeded, and they talk about their backstory, and they once did that too. Selling CDs out the trunk was, was pretty normal back in the day. And certainly people— again, you walk down in any major city, you'll see stuff like that. Um, so I, I just want you to understand that like this is normal stuff in the world. Um, you know, it's like normal salespeople have to go out and generate business, so you might have to do that. Um, now if you got a few bucks and either you don't want to do that or you only want to do that so much, like my advice would be if like say you do want to buy some leads, um there's no perfect lead, but you can buy aged leads so cheap. Like, my advice is get as many at-bats as you can. Like, if you got $200, I wouldn't buy 5 $40 leads and think they're the good ones, because you'll have— you'll be done calling people in 10 minutes. I wouldn't buy 10 $20 leads. I just— I wouldn't. I mean, you can if you want. And hope it works. And can it work out? Sure, if you make a sale and flip it right. But for me, I'm like, how many leads can I get for as cheap as possible so I can get as many as possible? And maybe your IMO has some, maybe your CRM has some. There's lead companies out there. I don't have any magic ones to give you. I can certainly recommend places, but again, there's— that's not the point of the video. And I actually have a video, maybe Reese will watch and link it, um, but if you Google John Wetmore how to dial I go through a process in which I dial, especially when I'm trying to generate money and I'm more concerned about getting people to pick up versus I am, you know, I got a bunch of money and I can— if again, I don't need to dial the same way if I'm, if I'm struggling versus if I'm not. So, but if you Google John Wetmore how to dial, there's a video, it's like 15 minutes and some change. I'm on stage, there's a little white record. It's a virtual event I did, and I go through it. You should watch it. And if you use that approach the right way, you'll get people, um, you know. So it's like, how much of this stuff are you doing on a daily basis? Are you, are you on the phones working? Now, have you posted on social media? Do you post regularly on social media? What do I post? Hey, why don't you start with, hey, I'm in the life insurance industry and I'm looking to see if anybody needs some help with with, with life insurance. Pretty simple. Hey, do you know anybody that's passed recently and had to do the GoFundMe or pass the hat around or have the, the, the, you know, paid picnic or whatever people do today, the car wash, whatever, to help pay for it? If you're looking to prevent that in your family, why don't you contact me? Why don't you every day create content based around what you do? I don't know what to say besides those 3 things. Do you go on ChatGPT and ask it, it'll tell you. Or if you see some clients and just not enough, your clients have questions for you every day. Every single time you see a client, they have questions. Why don't you write down their questions and then make video content based on those questions and just do something every day? You know, why don't you get creative and start to post about your profession and who you are and how you're trying to help people? And again, that's free. You could do it literally every day. And you're like, well, what if people think— dude, if you're worried about that, like, just go get a job, you know what I mean? Like, are you going to give up on yourself, or do you want to fight, you know? And, and I see— I got a message yesterday from a lady, and I, I hope she changes. And she was like, I'm in this bad situation and I got no money and my son this and my dad but I just— I'm not— I just— I want to do it, but I just can't pick up the phones. I just can't do what's uncomfortable. I just can't. And I'm like, aren't you doing what's uncomfortable every day by living like this? Doesn't it suck? Like, imagine if your kids were at risk in a crazy accident. You had to get to them, to the hospital, to whatever, you know. Not solve, but like cure some disease or find the medicine or whatever, like, would you just give up because it's hard? You know what I mean? And it's like you're going through a stage that's hard and you're like in the middle of it and you're kind of there and you're dipping your toe in, but ultimately you've kind of given up or you have no hope in yourself or no belief in yourself or you don't think it works. I'm like It's the insurance industry. It's worked for like 200 years. And be clear, think about this: Prime America, uh, A.L. Williams, right? He built what became a publicly traded company as well. And I don't know exactly the years, I'm not that smart, but I think it was like in the '60s or '70s. It was a long time ago. So it was before internet, it was before phones, definitely cell phones. I don't know if there were home phones at that stage. Again, I'm not— it's not my thing. Um, but it was before any kind of ability of tech or technology of today. There was no e-apps, there was no Facebook ads, there was no mail drops, there was no live transfers, there was no, uh, let me get a VA to dial and book appointments for me. Dude, they went out in the world. And my understanding is, because I know some people who are connected to that world, my understanding is they were like, I think, high school basketball coaches were like the start of that, and they just did it on the side, and they sold to their friends and family, and they built a multi-billion dollar company with no technology, no leads, no phones, no internet, no nothing. So like, what do you mean, does it work? You know, it's like the equivalent of going, all right, today you're hungry, you get DoorDash. That's what like Maddox wants all the time. Where we're like, well, we usually go to the grocery store and cook. Well, hell, there was a time in life, and there is still, quite frankly, somewhere in this world today where it happens all the time. Someone wants to eat, they need to like pack a bow and arrow or a gun or whatever it is and go out and hunt and like find their food. Like, that was the way the world worked forever, you know what I mean? And it's like You're not going to be able to DoorDash this industry right now. You may not. If you got no money, that's not an option for you. You need to go out and hunt. You need to like survive for your family, you know. So again, social media, like, do you have a TikTok? Do you have a YouTube? Are you, are you putting stuff out? Again, you're not doing anything half the time anyway. Um, so I really want you guys to sit back and go, could I be doing more to prospect? You know, and I'm 100% sure you can. These are a few things off the top of my head. Quite frankly, I didn't plan this. I didn't write it down. My staff had me recording some ads, and I'm like, I really want to do this video. Um, can I just let it rip for like 30— I don't even know how long I've gone. I haven't paid attention at all. Um, I just— I really want to see some more people win, but I'm quite frankly tired of people being broke and not willing to do more and get out of their comfort zone. Um, so there's just a few tips for you to take into account. Now, when you're working with those people, what do we do? Dude, when you get one, now you got some money. Now what? Well, you can spend it on your bills or catch up your stuff or pay your credit card debts or pay your whatever you owe, you know what I mean? Catch up the child support, get your back rent due, get, get the repo man away from your car, you know. And depending on the timing, maybe that's what you have to do. And then you have to keep doing one of these prospecting things for a little while. But some of y'all, when you make the money, and if you don't want to be that person forever, maybe you should invest into leads. Maybe you should, Pat. Maybe you do a little bit of both. Maybe you go, all right, I made $1,000, $500, whatever. Maybe I take $200 by leads, and then maybe I do go do some more knocking on doors. Right now the question is, how quick can I flip this into what I want it to be? And maybe you want to— maybe you find prospecting is cool and you want to build a networking group locally. You know what I mean? If you don't— if you aren't signed up to one now, why not? Like, go on the Google it, local networking meetings to me, and you go to it and you start telling people you're the local life insurance agent. Go to your BNI groups where they, you know, it's one of those like speaking things where they teach you how to speak or we practice speaking or whatever it is. Like, go to them. There's like a— is it meetup.com? I feel like it's Meetup. When I Google stuff like local to me, one of those sites comes up and you can find events like this for anything. Hell, y'all are probably smart enough— some of you young kids are probably smart enough to make one of these, like, virtually on the internet. They probably have those. Like, why are you not going to them? They have, um, what do they call those things in the county? Every county has one. Like, um, what's that word called? Chamber? Chamber of Commerce, maybe? Is that what it is? I feel like though that's a thing, um, that you— I think it's, it's something through the county that you go to that does meetings. I think it's Chamber of Commerce. Um, go to yours. Libraries have events. Hell, you can put on an event cheap at a library. You could do seminars, you know what I mean? You could work it out. Can— do you have a buddy that has a restaurant and you want to do a seminar locally? Can you— like, you're gonna have— you might have to hustle. You got to get your inner hustle on. I think of like when you go downtown sometimes, you have those people handing out stuff to get you to the newest club or the newest restaurant or the newest, you know what I mean? And they get people to camp. Like, you might have to be the person to canvas for what you do, you know? But again, if you're not knocking on a bunch of doors, going to different businesses, posting on social, going to networking groups local to your house, are you really doing everything you can to generate business? And, and, and I don't believe that deep down, after hearing really simple things like this, that you're going to be able to convince yourself any longer that you're doing what it takes. You're certainly not going to convince me. Um, but my question is, can you— can you— is there a way where you can stop convincing yourself that you can't do more, that you can't get out of the hole, that you don't deserve it? Your family deserves it. Your kids deserve it. Do you know how good it is to be able to provide for my kids the way I can today relative to what I could 10, 12 years ago? I mean, it's insane what this business has done for me, and I had to claw my way out of it. But I understood when I made some money, now I had an option. Again, think, uh, we have a pizza shop. We make some sales first week in the pizza shop. We're struggling to open the doors and da da da da, we're starting out, we make some money. Now what do we do with the money? Do we buy more product to be able to make, you know, make more dough and put more cheese on it and more pepperoni and things like that? Or do we go, ah, I'm gonna spend the money, I'm not gonna buy any more product this week, I'm just— I gotta catch up my bills. How well would that pizza shop work? And then would you just close like until you had more money? Like, I make some money on Tuesday, but I gotta pay some bills, so I'm gonna close Wednesday, Thursday, Friday, Saturday. I'm gonna figure out how to make a few bucks, scrounge some things together, rob Peter to pay Paul, and then I'm gonna open again on Sunday for just a couple hours, only for a little bit, because, you know, I just— I got a lot going on. I can't— I just can't attend to the pizza shop very long today, so we're just gonna open for a couple hours and then shut it down again. Like, how well would that operate? But a lot of y'all operate your life insurance business that way, like you do it a little bit sometimes when it's convenient, and when you make some money, you don't reinvest it. You just kind of quote unquote close the doors and you shut down shop. Like, you should be going at this thing essentially 24/7 to get you out yourself out of this hole, you know. Um, and again, this is just some things off top of my head. There's certainly ways to to, to, to continue improving the business and not have to be any of those if you don't want to be one of those forever. But can you be one of those for right now, for the next 30 days, 60 days, 90 days? You know, um, you might just have to quite frankly eat shit for a little while. It just is what it is. Um, and if you're not willing to, do everybody around you a favor and go do something else, and that's okay. It doesn't have to be this. But I see so many people say they want to do this, and they want the upside, and they want the income, and they want all the things those of us that are doing well in the industry have. But some of y'all forget that, like, we had to climb too, you know? And I had to get out of a hole, and I had to look at myself in the mirror one day and go, I'm just not doing what it takes. And for those that read the book, you know, I share all— I'm very transparent with it. So I appreciate all y'all that send me the messages and stuff like that, that that they get some, some benefit out of it. So I'm going to kind of end with that. If this video helps you, please share it. Would love for you to tag me on social. I'm, I'm going to be doing some giveaways for some merch. I have a merch site at wetmoremerch.com. We have some cool stuff. Mostly it's for me. I'm not wearing any of it right now, but I was quite frankly tired of buying other people's uncomfortable shirts and hoodies, so I made my own with some of the crazy stuff I say. And, uh, and, and so I give some of it away. So if you share, share this, tag me, make a comment, put you in a raffle to give some stuff away. Some of the free resources you can get, they'll probably be linked below, I would guess. But I have a school group you can go to, johnwetmore.com/school. I'm going to leave you— lead you to a free school group that you can get some free resources on. If you go to johnwetmore.com Resources. There's a couple of worksheets that you'll get attached with a couple videos that teach you how to build out a schedule, set your goals, and an activity tracker that I have that will, if you use it, will really break down how many hours per week you're spending doing money-making activities. It'll track your dials, your presentations, you're doing all kinds of stuff. It's— I'm kind of a nerd with tracking numbers and a spreadsheet geek, so I built this. It's very easy to use for those of you that are not. I made it like relatively foolproof. Um, so you'll get a free copy of that if you just fill out the form and, and register. And then I'm always putting on events, um, johnwetmore.com/events. Really simple, go to the website, enroll, register for stuff. Again, please share it with whoever you know, and if it helps you, um, again, I would, I would love for you to share that. I love seeing the messages, I love seeing people change, and I hope that this gives you some insight into not only what to do to get out of the hole you're in, but I hope it gives you the kick in the butt to stop having a pity party for yourself and go out there and make a change and, and do what it takes for your family. I told someone recently, man, it's time for you to step up and go be a superhero for your family. So you might have to go in and convert to someone you don't want to be necessarily every day and go out there and make stuff happen. So hope it helps. All right guys, thanks for watching the entire video. I hope you got a ton out of it, and more Most importantly, I hope you implement some stuff. Um, for those that want to get a deeper dive into learning the business, learning sales, learning how to build, learning— you just— just more details about how to get to the next level, um, and, and want to dive in further with us, I'm having an event coming up at my office, uh, February 27th, 28th. It's a 2-day event. Um, you can go to the link, click it to register. You can always go to johnwetmore.com/events if you happen to be watching this after it passed, um, or want to see any of the other stuff we got going on. You can go to the events page. Always, there are a couple ticket tiers for people to come in. 2-day entry, basic level package, you get all the stuff, full 2 days of content. Um, you can join there. And then there's a— there's another tier, executive level, where we're having a private mastermind at my house after I'm gonna do some networking. There's some high-level people, 7-figure people coming to that. So if you want to learn just to another level, feel free to grab the executive ticket. And there's a lot of people coming. I get messages every day for people that want to attend, and some people aren't— haven't yet registered. So we are going to raise the prices soon because we can only handle so many people in the office. So if you haven't registered yet, get on, I think February 1st. My team is, um, is raising the prices. And then if you, if you use a code YouTube— thank you for watching the whole thing through— you actually get a discount. I believe we did 15% off of the code. So hope it helps. Click the link. We'll see you there. Later.