How To Make $1 MILLION in Insurance Sales (Exact Roadmap)

When you go to the doctor, you ever been to, say, the dentist? Every time I go in, she's like, all right, John, here's what we're going to do. We're going to go in this room over here on the left. I'm going to put this vest on you. This thing's going to go in your mouth. I'm going to scan some x-rays. When we're done with the x-rays, I'm going to show them to the doctor while you wait in the other room, and then she's going to come back. We're going to do the cleaning, and they explain the whole process. I didn't go like, show me the pricing first. So for you, the piece you're missing is explaining what's going to happen for the client next. Welcome in. We're going to get started. Um, I'm going to go over probably the first, I don't know, quarter of this thing. Some of the stuff we're working on internally, um, and, and for those that are new, we've had— I don't, I don't know how many are registered. There's whatever, 50 in here now. I think we're up to 250-something registered. Y'all are the ones that are here early and on time to stuff. There's a bunch of people obviously late. Um, I'm gonna, I'm gonna go over the beginning. I always like to share like things that we're working on, and they apply to you guys no matter what level you're at. And one of the things that I've definitely learned is, like, early on we, we polled y'all when we, um, when we sent the invite out. Y'all obviously had to pick, like, what your biggest struggle is, and it's wild seeing people's responses to me, um, We had 250 answers. The most common trouble was leads. People answered— y'all answered that the most. Um, weird enough, consistency, um, consistency was strong up there in terms of that's where people struggle the most, which I was surprised by that one. Um, how many y'all, just for shits, in here now struggle? Put— just type a 1 if you struggle with leads or 2 if you struggle with consistency. In the chat. That's where most are. A lot of people are broke. One and two, Courtney, I love it.

That was good.

Both. Hell, one, two, and three. Yeah, I got it. Hell, and there's some of these names I know that I'm surprised. So I get to— I have two screens here, that's why I'm looking down. I have, I have one screen in front of me and one down here. Um, dang. Blows my mind, um, the more I do this. And what I always want to try to do is like help people understand part of this, part of building anything is being really good at understanding nothing really ever works perfectly. That's kind of what I've learned along the way is like a lot of people see what we're doing and they assume in the background like everything's rainbows and sunshine, I think. Um, but I just was literally meeting with my crew 10 seconds before this, and we were going over the things we're struggling with now and the things we're working on. And so the leads thing, I'm going to skip for right now. I might bring that up later. The consistency thing, I really want to talk about a lot. Um, mentorship was a big one. How to get started and just being broke were the other main ones. Um, but consistency That's one thing that, like, I, I, I real— I figure once I realized that was, like, the key to this whole thing, I, I've not struggled with that piece since. I look at this thing like a little bit every day. I got to work on something very specific that I'm trying to get better at. And I wondered, is the problem consistency Or is it that you don't schedule the time to get things done? Schedule very specific things to get more done in the direction you want. And one of the things my team is working on now, we took my entire sheet— Liz did this, um, she took my entire calendar. I know you can't see it very good, it's irrelevant. It's a calendar. It's highlighted. She took all, all of February and she went backwards into every appointment I had in the month of February, and then she categorized them into certain things. I'm reading this book right now called, um, Buy Back Your Time by Dan Martell. If you don't follow Dan Martell or know who he is, you should, um, if you like following, um, leadership type stuff, people have built something, mindset stuff, um, things like that. It's a good dude that, that's built a really good software company and, uh, wrote super popular book about it, and I'm, I'm stealing a lot of his ideas on how to get better internally. And one of the things he talks about is calendar. And I'm— I, I, I train on schedule and calendar a ton, so I thought I was really good at it. And, you know, I have my schedule tight to where I know what time I go to the gym every day, I know what I do after the gym every day, I know what time I come in for my first call at the office. I I know when my latest call can be. I know how many roughly like coaching clients we have and I kind of fit them in where I can fit them in. And we shared at the— I just, we just finished a 2-day workshop at my office that was like a crazy big success, sold out. And we're having the next one in June, which we'll share later. And one of the things we went over is my schedule. And like a normal day might be, again, I get up at 6:30, I go to the gym at 7:30. I leave, I'm at my house by like 8:45. I'm— I have breakfast, a smoothie, I do a sauna, um, and then I, I do some— I usually read in the morning, then I leave. I get to the office usually around 10, 10:30, something like that, and then my meetings start. And I might have like an 11, 11 o'clock coaching call, then I might have like a 12 o'clock team training, then I might do this at 1 o'clock, then I might have another coaching call at 2, and then I might have a staff meeting at 3, and then Who knows, maybe I have a sales call, someone wanting to work here, wanting to do something with me potentially at 4. That's kind of my day. And I'm like, oh dope. So I look at Dan Martell stuff and he talks about, um, batching, um, tasks, batching tasks, tasks. And so I started looking at my, my schedule and I'm like, oh, it's not really that organized because I bounce from coaching to this, to staff, back to coaching. And mentally, my mind has to go to 4 different places all within a couple hours. Then he's like, why don't you look at your calendar and set up your day where you do all of your coaching at these times, and you only record your podcast on Tuesdays, and you only do trainings like this in this window? And so my team took my— I wish you were here and could see this stuff. She took my entire calendar And the total for the month of February, I had somewhere, I think it was like, uh, Liz, I left the paper upstairs where I wrote on the totals. Um, I think it was like 19 coaching calls for the month. I think I had like 15 sales calls, whatever it was, right? So now we took my calendar. Can y'all see that? And I know it's not perfect, but the chunks, like the blue is the same thing. That's what my workouts. And the next section is personal stuff, like where I'll just chill or get my hair cut or go to the Stretch Lab, or hell, whatever personal things. I'll go to the chiropractor, whatever it is. And then we came up with the green will be like where I do sales calls. So it's Mondays and Thursdays from 12 to 2. And then the orange in the middle is podcasts, so Tuesdays and Wednesdays between 12 and 2. And then the purple and the yellow are coaching and virtual things like this. So now we're going to build the calendar out for the rest of March and April and go, what if I— what if my— I take the entire month of February, which took me 5 days every single day of the week, every week, to now I can narrow it down. I took all the same amount of hours and I put them into a 12 to 5, a 5-hour window, 20-hour window. There's this, this box right here, this section that totals 20 hours for the week. So if I take 20 hours a week and make it available to y'all, I can get in every single call I did for the month of February and still have downtime because it won't fill them all. There's extra padding in them. And so I've literally been working on this exercise. Liz has been helping me. I have a team that fortunately, when I have ideas, I don't have to be the only one to do stuff. But it's like, have you ever really looked down audited your entire schedule? And if, if you don't do it going forward, do you keep your calendar enough where you can look at it backwards and see what February looked like and go, how can I clean this up? You know, it reminds me like when Stephanie sends me to the grocery store. Y'all ladies, what happens when you send us dudes to the grocery store to pick up stuff for dinner, right? I know my house, it's easier for Steph to just go by herself instead of send me because I'll be like Where's the ketchup? What kind of ketchup? What size ketchup? What color ketchup? What bought— what brand? What? And I asked 14,000 questions. And when I go to the store, I end up in aisle— I like know where the cereal is, but then I forget where the milk is, and I have to go like up aisle 2, and then I go down over here to the deli side, and then I realized I forgot something over by the paper side. I have to go, and I go back and forth. Like, I don't go up to aisle 1, down aisle 2. That's not my journey in the grocery store. Mine's like up and down every aisle 19 freaking times. My head's spinning. I'm like, I've already been in this aisle 4 times. I still can't find the salt. I don't know where they keep salt. What— the sign up there says salt and I can't find the damn salt. And I just— I, I— my brain wants to explode. And that's kind of how, even though I felt like I had good control of my calendar, looking backwards at it, I'm like, this could be way cleaner. Instead of going from aisle 2 to aisle 12, back to aisle 3, up to aisle 7, back to aisle 1, I'm like, why don't I just get all the shit in aisle 1 while I'm there and not have to go back to that aisle again? And that's what I'm building on my end. And again, I feel like I was highly in control of my calendar. Like, I, I like pride myself on how well I run everything on a calendar. And so I, I feel like a lot of you guys are probably not planning out much of anything at all. And if you are, when I have people do my calendar exercise, which I have at— if you go to johnwhitmore.com/resources, for those that haven't downloaded this exercise yet, you can. It's the way I've always taught it. It's, it's goals and, um, calendar exercise. So those of you that are new here, johnwhitmore.com/resources. Um, when I, when I have people do this exercise, it's very The most of the people that share it with me, the schedule is so broad and vague. There's like, do you know what you do every Tuesday between 10 AM and noon? Do you know what you do every— I thought I knew. I'm like, I know I'm at the office, but what I didn't know is I'm at the office and that's when I take sales calls. I'm like, that's just— I know I'm at the office that day in that hour. I know I'm not at the office at 9:30 AM. But I never had like to the hour. And so I'm trying it. Um, I love the idea of it. My brain's been like exploding with excitement and ideas since I've— since I've been working on this. And it's been like 4 days. I think I gave it to Liz on like Thursday maybe. Um, and when I walked in this morning, she was excited out of her mind to give this to me. And it took— I'm looking at my full calendar printed out, and what's wild is I stay pretty damn busy. But there's a lot of white space on it still, you know. Um, and now I'm looking backwards at it and going, if I could just condense everything— why do we condense everything? Well, now I have choices. So now I can spend that time doing things that make me more money versus kind of bouncing from one aisle to the next. I can be super effective during that time, or I can just be like, yo, I'm going home today. Like, I'm in that position to where if I don't have stuff to do on a Friday I went and golfed with my son on Friday last week. Like, I'm at a stage where I'm like, why am I here waiting 2 hours for a coaching call when I could have put it on— when's my coaching schedule? Hell, I don't know it yet. I'm gonna put it on Tuesday and Wednesday between 2 and 4, and I wouldn't have to be sitting here waiting for the next coaching client, you know? And so Amanda goes, well, some people can't do it at that time. I'm like, okay, no different than when I was calling insurance clients like y'all are. If, if being in whatever city or doing a one-call close at 2 o'clock on a Tuesday wasn't in my schedule, I didn't change my schedule and allow the client to dictate what I did at that time or that day. Any y'all ever like, I'm gonna run on— I'm gonna run appointments on Tuesdays and you go, hey Bob, I can be there Tuesday at 5. And they're like, no, no, I can see you in 20 minutes. And you're like, okay, and you stop everything and go see that one client or call that one client or whatever. I used to fall into that. And when I really had control over my, my calendar from a sales standpoint, dude, I was deadly because I knew for me on— and y'all have been following my stuff for a long time— you knew on either Tuesday or Wednesday mine was packed full of sales calls. I didn't do anything else on Tuesday and Wednesdays but see clients and close deals. And I know in today's virtual world I would do it slightly different, but the concept would, would, would be true. So I challenge you guys to really— and if you don't use a calendar now, um, there's an exercise you can do that's tedious and annoying as shit, quite frankly, but it works really well. If you just every, like, pick a time, 15 minutes, 30 minutes, whatever, set some kind of timer, and just for the next 7 days Write down exactly what you did for the previous 15 minutes or 30 minutes, like one word. Don't, you don't, don't take 15 minutes to write down what you just did for 15 minutes, you know. But if you take a blank calendar and just fill it in with what you did and you do that for a week, you'll really see, like, it'll paint a picture that you've never seen before, um, you know. And I, I even took it so far as Jesse Itzler has this, he sells this big-ass calendar he calls it. You can Google it, that's literally the name of it. It's not just me cussing. I hung one on my wall a week ago, and it lets you see the entire year in one calendar. It's big. It's like, I don't know, 6— 4 feet by 6 feet, or 3 by 5, or whatever it is. It's, it's a huge calendar. Um, but I can see the entire year on one page. And so I went and filled in first the concept of like filling in big rocks in your life, meaning the important stuff first. So I took things that I don't want to miss personal, like, um, either personal trips or like the runs and hikes that I like doing. I put those on the calendar. And then I'm filling in next, um, all of Maddox's baseball tournaments. And then the next thing I filled in was the, the trips that I want to take for business, whatever events I'm speaking at, workshops, whatever. Um, and then now I can look at the wall and I can see my whole year in like a color-coded like here's what my year looks like from a super high level. And then this exercise is now what's my week going to look like? And I just want to be in control of it. So we're— I'm building that on my end. And I think if a lot of y'all would go through the process of that exercise, you'll find that the consistency— if you schedule your stuff, it's easier to be consistent. I found most people that are inconsistent, it's because they allow the other noise in their life to get in the way of what they intended to do in the first place. It's not because they want to be inconsistent. It's not because they're like, I just want to be broke and mediocre forever. It's you don't have these boundaries with your calendar, you know. And again, I'm, I'm 14 years into this business and I do really well financially, and I'm still tweaking my calendar to be even more efficient. So if, if that doesn't tell you the importance of making sure that you have your, have your stuff down and know what you're doing when you're doing it, I don't know what does. And I, for me, I think the consistency problem is a, it's like a symptom of the real issue, you know. So hopefully that helps a little bit. Again, we're working on it live in my world, you know. For me, I think I also allow a little bit of flexibility. It's like sometimes shit happens. I can allow it sometimes. You know, but I just, I know in terms of my daily life, if my stuff's on my calendar, I'm gonna stick to it, um, 95+ percent, 98% of the time. Um, so I would say that. And then two, I think that my next bullet point that I have here— thank you, Liz— is like time and energy management. And I know that when I have to go from one thing to the next, it hurts my brain. And so sometimes I can go, all right, these heavy— y'all, y'all do something that like weighs on you mentally more than other stuff, right? And there's some stuff in your life that's more mentally like— I don't know if freeing is the right word, or, um, it gives you joy maybe. Like, there's, there's like, for example, I don't like to open my email in the morning. Most people like to open their email early. For me, mostly emails, like, typically, like, not necessarily good news and definitely not urgent stuff. It just puts stuff in front of me to do that I don't really have to do. Now, fortunately, I also have another layer of protection. I told Amanda, I got out of a call, um, I had a team call I did from 10:30 to 11:30. 11:30, I go in and I hadn't yet checked my email for the day. So I go in at 11:30 to peek at my email, and I had 3 emails because Amanda had already cleaned them out for me. And I was like, my favorite part of the morning so far is I didn't have to look at my email. Thank you. She left me 3 that apparently I have to look at, and I chose to not look at them yet. I still haven't looked at them. So if one of y'all sent me something, I ain't looked at it yet. Um, you know, but I, I think if you— if, like, for me, being at the gym is important. Like, I just— it, it sets my day up right. If I can, if I can go to the gym and get a workout in, and then I can come home and have a smoothie and relax before I go into chaos, my life is better. Now, some of y'all do the same schedule. You're like, I'm gonna go to the gym at 9, and then I'm gonna have a smoothie at 10:30, and then I'm gonna go get my haircut at 11:30. But you're broke. I don't suggest you do it that way when you have no money. You mean, I think when I was broke, I went to the gym at 5, or I got up at 5. And I would get to the gym at 6. I'd get up at 5, leave at 5:30, be at the gym at 6. You know, in today's world, I don't have to do that. I can get up— I get up at 6:25, my alarm goes off, I get up. Maddox is getting ready, Steph's getting ready. Like, we can kind of be around the house a little bit together, and then I go to the gym, and my phone stays on do not disturb. I don't turn my phone off do not disturb till like 11 AM anymore. My team and my family can get through, and that's it. You know, for me, that protects my mental energy because I know if I don't— if The one thing I know is if I don't get a workout in regularly enough, everyone around me notices, you know, and I feel better about myself in the day. And, and so you guys all have that stuff. Now, some part of building something is sometimes you have to sacrifice stuff. So there was a period of my life where, although going to the gym made me feel good, it didn't make me feel as good— it, like, the not being able to pay my mortgage on time outweighed the feeling of feeling good at the gym. So I'm like, oh, I hate that worse, so I can't go to the gym when I want to yet. I don't like working out at 5 AM, but I did it for like 2 years because I had to due to circumstance. So you guys have to like really look at it and go like, I know I feel good at this time, but is it beneficial to me as a whole? Um, and I just want to— I just want to do my best to protect Like your mental energy is very similar to your gas tank in your car. If you just keep driving, eventually it's going to run out. You have to stop and fill it. And some people and some things you do drain the gas more. No different than sitting idle in your car chilling. Chillin' is different than if you have it on, you have your gas floored. You're going to use and expand more gas. In that situation. And mentally, we all have our stuff that causes us, like, drain mentally. And so be very intentional about scheduling that stuff, you know. I, I'm the— my, my personality, if I have something on my mind, I want to get it off my mind. So a lot of things I'll have to go like, let me write it down, let me send a message, let me text Amanda, let me say— I just, I want to stop thinking about some things. So I have put processes and systems in my life to where if I just want to stop thinking about something, I can document it somewhere. Like, I had stuff I wanted to do that I was thinking of this weekend. A couple things I sent my team because they don't mind when I message them stuff on the weekend. It's not like I need it right this second. It's just like, hey, I'm thinking. And they know I just sometimes need to stop thinking. Whereas sometimes I'll send them an email. To me, that's like, yo, this is less urgent. Just get to it when you can. And then we have this board, we use Trello, is this app we use. So if I want to put something on there, I can put something on, make a Trello card it's called, and they can see it when they come in. But for me, I just, I know if I don't handle some things in the moment, I'll think about it for the next 4 hours. And you'll do that where you just can't stop thinking about something you know you should handle. I know I should call this person and tell them this, or I know I should handle this situation, I know I should address so-and-so about this. That's so draining to me. I'm like, when I feel that, I'm like, yo, let me get it let me get it out now. Why? I want my mental energy back, you know. So some things got to be handled now, some can be put off. Um, and, and finding that for you. So like, pay attention to what's draining you and what's not. Um, and then momentum. Um, I wish I knew how to keep momentum in all of you. I, I really do. Um, I can just tell you things I do. Like, I chase stuff. Um, I'm gonna give you a personal one first. Like, if anybody follows me on social and saw my stories last night, I posted a workout and I was in my gym at the house and my whole shirt was soaking wet. It was sweat. Like, I worked up a good sweat and I posted it and you could see like the weights in the background. I sent it to Amanda too, and she's probably the only one that noticed exactly what I did. But I'll share it with y'all. And if you want to go look at it, still on my stories. I have this like weight, like a rack, which does— it's like an all-in-one workout gym thing. You can do bench, you can do squats, it has cables, it pull-ups, it does all kinds of shit. And I am— I have some really big endurance events this summer, and to get ready for those, I have to do workouts that are really hard. I have to do a lot of running and hiking and like high-level cardio with weights. And in the moment, like, those things hurt and they suck. And hiking 18 miles means I have to take 5 hours out of my day on a Saturday to go hike 5 hours for God knows what reason, because I'm psycho and I'm doing a big hike in the summer, and that's who I am, right? And so some days I don't really want to do the workouts. I just— today's my last day of 75 Hard. I'm on— today's Louie Day 75. I don't always want to do a second workout. I don't always want to just drink water, so I'm just like, but I have such crazy goals that for me, if I do 75 Hard, I know I have a checklist to do every day. I'm not going to miss it. I'm just not going to miss it if I put myself on the program. 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. I'm just teaching people how to get to a point where they're selling on their own pen 30, 40, 50 grand a month. And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability you can. There is an application process. I'm only looking to work with like high-end people who really want to make big things happen. Couple recent clients that we've had in the, in the coaching program. One dude as an individual went from selling like $8,000 a month, barely getting by, about to quit the industry, found the book, hit me up direct, started the coaching program, went to $35,000 his first month, has issued like $150,000 in the last 90 days and has changed the trajectory of his career. Working with another agency builder, very first month went from doing like $800,000 a month to almost $1.1 million. We added like 10 or 15% production in 30 days. And continue to work on things there. So if you're interested, click the link, apply, and if you're a fit, I'll reach out. And on the workout, I actually told myself— this is the fourth time I've done 75 Hard, and early when I wanted to do it, I was like, that's too crazy and too hard, it's too much, I can't fit it in my life. Um, thank you, Erica. This time is the first time I finished it, and two things have happened. I'm at the end and I don't want to go have a drink tomorrow, like at all. I don't give a shit at all because you can't drink alcohol on it. And I'm not really like dying to go eat like crap where every other time I finished I couldn't wait for lemon drop martini and like ice cream and pizza and crazy bread and brownies and cookies. And, and this time I don't feel that. In fact, I text Amanda yesterday and I'm like, I think 75 Hard is slowing me down now. Because some days I have to do an outdoor workout just because it's part of the rules. So I go outside and I walk, or I'll do a little jog or whatever. Whereas if I didn't have to be outside, I would be indoors doing like a very much higher intensity level workout getting ready for the hike. And so I'm like, I'm at such a different level now because I, I try to hold myself accountable to chasing goals. So July is my first one. I have 3 marathons in 3 days. So Thursday, Friday, Saturday, every day I have to do a marathon in, in the mountains. So it's a trail mountain marathon, 3 days in a row, 3 of them. So it's like 82 miles or something. And so last year I tried to do one and I didn't prep quite enough, and I was supposed to hike this mountain 8 times, equal the amount of Mount Everest. I did it 5 times. So a lot of people are like, dope, you did it 5 times, congrats. I was pissed that I didn't do what I said I wanted to do. So now if you look at the gym picture last night, I got a medal last year and it's a yellow medal and it says, congrats, here's how high you climbed. And it says you climbed the equivalent of Mount Kilimanjaro. And everyone around me is like, that's dope. Congrats.

Yeah.

And to me, when I see that medal, it like fuels me to work harder because I didn't hit the goal I had last year when I did the event. So now I took that medal and I hung it on the gym rack. You can see it in the background and it hangs there. And it like taunts me every day that if I feel like not working out, I see the giant yellow medal that to me represents disappointment for not hitting a goal ahead. Whereas everyone else in the world is like, good job. I'm like, no, no, that's like— that's my, my motivation is that medal. Every day I walk into either my gym, shower, or sauna, I see that medal every day. I put it right in front of my face to where I see it, to where it bothers me. And so last night I had already done 2 workouts yesterday, and they were quite frankly, I just did 2 outdoor walks because we had baseball and I had time, but I felt like it was an easy day. So when I got home last night from Maddox's baseball tournament, I got home, it was like 8:30, and I'm like, I kind of whistled today, and I saw the medal hanging. I'm gonna do another workout. I'm gonna do a real one. So I did this crazy 40-minute, like, monster of a workout because that's what motivates me, is getting better than I was last year at this event. And I do the same thing in business. There's things I do in business that I'm trying to achieve, and I have triggers that push me to stay consistent. And what I've learned is a lot of y'all just don't have dreams that are big enough that when shit gets hard, you stop pushing, you stop fighting for it, or you take— I don't know, name one of 50 million things— and you sit and watch Netflix and eat popcorn and Cheetos instead of doing all the stuff you said you want to do. So you have to find your own thing that makes you catch yourself in the moment. You know how often I don't want to do shit I say I'm going to do? All the time. But I also use logic to know myself, and I put myself in situations to where I don't allow myself to procrastinate. And, and those are just a couple examples of mine. Again, I have some business ones we can certainly talk about at some point, but I don't want to carry on too long on this. It's just you got to find your thing and really commit to What is going to hold you accountable to being consistent? There's things you're doing wrong in your everyday life that are causing the inconsistency. It's the inconsistency means you're doing something incorrect up front. So change up front. And for me, I found it changes the level of consistency I have by default, you know. And so many people are trying to be more consistent but live most of their life in chaos, and I just— I found it, it doesn't really work that well. And again, I think I'm super organized and I just found a way to improve my schedule, so I'm, I'm 100% sure y'all can. Good job, Luke. Day 8, my dude. Day 75 goes fast. The middle from like 30, 30 to 40 to 60 is brutally slow for me, but the last 2 weeks is like, it goes by so easy. Um, cool. So a couple things coming up. And then I'm going to actually open it for some questions here in a little while. Um, so those of you that have some, want to know something, um, if you have any question for me at all that you want to cover, if you'll type it in the chat, I'm going to pick a few. I only see a few people on my screen, so I'm going to figure out how to see more people in a, in a sense. If there's someone on here, I know some of y'all I tell to get on and ask me questions, we chat by DM or whatever, and I might pick out someone I know as well. So start thinking of some, anything you need help with currently specific in your world, um, whether a specific situation, some kind of strategy, some kind of agent issue, client issue, sales issue, whatever it is. I'll be happy to answer a few. A couple things we have coming up that I want to share. Um, we have— let's see, good— Tamara and Luke on the same day. Reese, let me see if I can share this. He sent me— all right, let's see. I'm gonna try to share my screen here. Someone thumbs up if you— all right, thank you. I see like 3 of y'all on the screen. So the workshop we just have had, if you haven't missed it, it was, uh, not this past Friday, the week before. Sold out 2-day workshop in my office. Um, we had a, we had a mastermind event at my house. Um, I think maybe 15, 8, 15, 18 people came by the house on a Thursday night. We got to spend a few hours at the house. Certainly they got to see what, I don't know, pulling off dreams can get you in life. My house doesn't suck. It was cool for the people that got to come see it. Um, and kind of looking backwards, every— anybody have like a dream home, like in their head, they're like, I know where I want to live, right? I used to too, and now I live in it, which is bananas to say out loud. Um, and I like to be able to like provide that for people. Like 12 years ago, dude, I was— I could barely pay my mortgage, you know, and now I'm like, life is good. So one of the things I like I like doing is teaching people how to actually make money, like workshop style. And the event was 2 days, me giving very tactical hands-on information to succeed. It isn't just me talking so you feel good. It was like we had activities and work and what's the word I want to use, like exercises and case studies, things like that, real world stuff we went through. And if you go to JohnWetmore.com/workshop, they'll put it in the link. Uh, you can always go to my events page to this. You can see it here. We got the next one coming up June 6th and 7th. We're gonna wrap it around Cody Askin's event. So Cody's in Atlanta June— I think it's the 6th, if I'm not mistaken. That Thursday is his event. Um, so we're gonna do Cody's event. If you come to the workshop, Cody's event ticket is included in it. So if you come to my workshop, we give you Cody's event ticket free. Um, and if you buy the executive ticket at my event, you get Cody's VIP ticket with it also. Um, and so this one's going to sell out for sure because the first one sold out. We only fit 28 people in my office, um, at the table, so we're capping it. Um, so if you're interested in it, sign up soon. You can go on here and you can see Reese put together details from the last one. There's testimonials in here, there's a video. So if you're like, what's it about, what's it like, go watch the video on this page. You can see it and watch. And a ton of people walked away with an insane amount of value, and they're like, you should definitely charge more. But I haven't yet. Um, so general ticket gets you in the door, executive ticket gets you in the door plus VIP access, you get to come to the house, etc. My goal, quite frankly, is to fill it with just executive level tickets. And if, and if, if I got to tell the general ticket people they can't come, I might apologize and say sorry if we fill it with 28 people that are like looking for next level stuff. And it's just, you get you around different people, different people in the industry trying to do big things. We have multiple 7-figure earners there. There's some pictures of the event. Oh dope, he put some, some testimonials there. You can kind of get a little glimpse. Uh, there might be some here in the house possibly. Oh yeah, so we got some pictures at the house. So it was, it was a cool little event. There you go. So some pictures in my living room. Put some tables in the living room, had dinner. Steph ordered dinner for people and it was a good couple days. So next one, June, uh, 6th and 7th. If you're interested, someone on my team probably put a link there. And I'll get to one more thing we've got coming up here in a minute. Uh, let me read some of these questions here. Let's see, closing question. Dials, contacts, appointments, easy. I present options, they make a selection, I start the app. Then I get pushback, telesales on the phone. Any thoughts of how to move more thorough through the app? Steve— Stevie, can you unmute? I'm going to— I have a question. I don't fully understand your question, and I have—

hey, I was trying to be concise and I think I wrote it stupid.

No, no, don't— it's all good, bro. That's— you know what's weird is this, Reese, I just realized that AirPod's not in my ear. Actually, the sound's over here. Hold on one sec, dude. Let me see if I can get this in my AirPod. Maybe, maybe not. Hey, Amanda, I can't figure out how to get this in my AirPod, and I don't know if y'all care. I don't care at all. All right, Stevie, clarify your question, dude.

Hey, I'm just saying that, you know, dialing, contacting, setting appointments, running them, you know, been doing this a long time. Was doing a deep dive on like just a really small sample size of leads because I felt like I just wouldn't get the profitability out of it. And, you know, was just eating a pile of think about it. And they were all at that same spot.

At what spot? It's that after pricing.

Yeah. Well, hey, here's your 3 options.

Cool.

$50, $75, $150. What do you think is going to be best? Uh, $100. All right, cool. Where do you want me to go ahead and send that? You know, what's the address you want me to send that? What, you know, I've tried a handful of transitional questions. Where do you want me to send that address? Uh, what's your middle initial? Uh, you know, what's the best— make sure I've got the best email.

Starting when you want them to pick a price, you're saying they've picked a price? Got it.

So I give them 3 options, they pick a price. Yeah, all right, cool. Then I just assume that we're going into the app, going to the app, and like in that space right there is where—

that's where you're getting pushback?

Yes, sir.

Cool. All right, let's go back a little bit. First of all, when you show pricing in general on, say, a scale of 1 to 5, how confident are you that they're buying and you're closing a deal right there? 5 means, dude, slam dunk, I know I'm getting up, I know I'm getting— I'm going through with this.

I mean, how confident am I? Now that you ask the question, probably 2 or 3.

Okay, so you shouldn't show pricing yet then. Okay, does it make sense? If you're not a 4 plus, don't show pricing.

Okay, why?

Because they don't buy from the price, bro. The price is just part of the process, right? I mean, it's a, it's a, it's a formality, if you will, okay? Right. So where's the sale made?

So it was made in the, in the beginning, in the, in the need, correct?

All right, so let's say you have a need. Let's just say you got my need. Right? You're satisfied and you're going to move on. Okay, after you get my need, how do you explain to me what's going to happen next? Okay, so if we're in the need, um, yeah, when I go, dude, I'm screwed, my wife, yeah, dude, I don't want her to be in a bad spot, whatever, you know I mean? Yeah, I get it, we'd be in trouble a little bit.

Okay, cool. So, um, let me get— let me make sure I understand this a little bit better, John. Um, It's you and the wife. You take care of most of the bills.

Yep. We already did all that.

We already did all that. We're good. We've got the need. Okay, cool.

Now keep in mind, you're at a 2 or a 3 right now, right?

All right.

So right now we're going to proceed. What do you say next?

Okay. So right now it would be, okay, we've established need. We're good there. All right, cool. Um, I want to go ahead and just make sure we can get you qualified for this. Okay, so let me get a little bit of medical information, you know.

That's it?

Yep, dig a little deeper in the medical. Okay, and then we're just rolling.

Okay, and after they get— after you get medical, then what?

Uh, after they get medical, then it's options.

But you don't— that's it? You just go, here's your options?

Oh, I'm trying to figure this out. Okay. Yep. All right. Then literally think about this. After we go medical, then we're digging into term versus perm. Oh, do you understand?

Okay.

You made a face.

Yeah, buddy.

Yeah. So then, yeah. So that's into— got medical because now I've got an idea of where they're going to like, what can they qualify for? I feel the face.

So yeah, you know why you— do you know why you're getting it?

Why I'm getting the pushback?

Yeah, I mean, no, do you know why you're getting the face feeling that you're getting from me?

Oh, so I see you're safe feeling because I put something in the wrong order.

Yeah, so think about like, hi dude, term versus perm is like an insurance class, and that's happening for you after an emotional need part.

Okay, right.

So you said the sale's made early, so you're gonna make the sale and then explain options to them where the sale is made by a solution to a problem. Okay, does that make sense? So that conversation to me You should already know what you're doing before you get anywhere near pricing, in my opinion. You know, for me, I, I, and if you've ever been through any of my trainings or course or any of that kind of stuff, like, it's, it's a, it's a slippery slope, dude, because you can't, you don't know which one to offer before you know their health. And if you mess that up, you can't undo it, right? Like if you go down the term road and then you find out they had a heart attack 24 months ago, you're in trouble. Right. So I get why, right. But at the end, it's like, you're kind of letting them pick, you know, and I see why I do understand it, but almost like if I go to the doctor and she's like, well, you have these, you have all these options. You could either, you have, you have high blood pressure. We can either put you on a medication, you could change your health like this, you could take this supplement, or you could, you know what I mean? You could go these different routes. Well, then at the end, now I have a menu of stuff that I now have to do what with?

Now I've gotta sort through, pick, get confused, chase two rabbits at once.

So you're going here, have stuff to be confused about. Okay, whereas if my doctor goes, yo, if you, you know what happens if that blood pressure don't get fixed, right? Yeah. Hey, how's that look for your family? Hey, will you be able to do this with Maddox? Hey, will you be ABCD? Nah. She goes, all right, take this pill twice a day for 6 weeks and come back and we'll retest. And then in the meantime, we're also going to work on your diet and start doing these things along the way. And they give you like a, here's my recommendation. Right. So when you go to the doctor, you ever been to, say, the dentist, right? I hate the dentist. I can't stand the dentist. I have so much dental work in my mouth, it's obnoxious. But every time I go, I laugh because I get in there and the little girl will bring me up and she's like 5 foot nothing and I'm up here and she's trying to do the, the scan on my mouth and she has to lift the thing way up to get to my face. And you know what I mean, there's this whole process. But every time I go in, she's like, all right, John, here's what we're going to do. We're going to go in this room over here on the left. I'm gonna put this vest on you. This thing's gonna go in your mouth. I'm gonna scan some x-rays. When we're done with the x-rays, I'm gonna show them to the doctor while you wait in the other room, and then she's gonna come back. We're gonna do the cleaning, and then she'll come in at the end and make sure we didn't miss anything, yada yada. And they explained the whole process, you know. I had this another medical thing this year, and they're like, hey, you're gonna come in at— you're gonna drink this stuff the night before, and then you're gonna show up at 7 o'clock, and then you're gonna put on your gown, and you're gonna go in this room and then we're gonna give you this thing and you're gonna fall asleep and 2 hours later you'll be released and so-and-so has to come pick you up and drive you home. They explain the whole thing. Now I could have gone, nah, I ain't doing that. Does that make sense?

Yeah.

I didn't go like, show me the pricing first and then I'll decide what I wanna do. I didn't, it doesn't. So for you, the piece you're missing is explaining what's going to happen for the client next. Right, so your need is super important. Yeah, if your need doesn't solve a problem, if you can't solve a problem, a major problem, like a specific problem, not like I'm keeping them from being in trouble, that's so surface level it's insane. You need to be able to go like, dude, if Steve dies, Susan's gonna have to move in with her sister Emily in North Carolina and take the kids out of private school They'll lose the BMW. They'll probably be able to keep the Nissan. It's like you should be able to get detail, right? And once you feel comfortable enough that you have enough detail, here's how you'll find out if you have enough detail or don't have enough detail. Because the reality is, dude, you know what you lose when you give pricing? The moment you show pricing, you lose control. You lose all leverage and control. All of it. It all goes out the window. So the second you give pricing, dude, You are no longer in control of that appointment, so you better sure as shit have it before that, right? So if I feel like I've done a good enough— so I open it like, hey, here's who I am, here's what we're going to do today. Hey, do you mind if I ask you some questions just to figure out what, if anything, you might be eligible for? You know, I gotta, I gotta go through some questions. That way I can make a good recommendation for you guys. You know, if I don't know a lot about your situation, it's going to be hard because there's so many products. I work with a ton of different companies. I'm a broker. I can find you the best pricing. 'But are you okay if I go through some questions first to really understand your situation?' That's step 1. Then you do that piece, which you're doing. I don't think you should proceed with a 2. Does that make sense? Like, you need a 3.5, 4+ to proceed from me. Once I proceed from there, now I just want you to explain what happens next, dude. So after you get their why, we'll call it their need, now what do you do? You said ask health questions. Okay, once you ask health questions, then what do you do?

We're asking health questions. Well, now we're taking— well, now we're giving options.

Now you got to figure out the options first. Well, yeah, right.

Okay, okay.

Then what are you going to do?

All right, now we're going to present the options.

And then what do you want them to do?

Pick an option.

And then what?

We write the app.

And then what?

We do a dance.

We see if we get you approved. We see if we see if we get you a policy number.

Okay.

And assuming I get you a policy number, I can have you the policy when?

It can be email delivered or 7, 10 days or whoever.

So now, right when you're done finding the need, you need to explain all that shit's coming next.

Okay.

Meaning, hey, Stevie, I do. Now that I understand what you're saying, if you drop dead, so-and-so is in trouble. I get the scenario. Makes perfect sense why I'm here. All right, here's how the rest of this thing works. I gotta go through some health questions to make sure that I can actually get you into a plan. Okay, there's different plans. I have a recommendation. I'll give you what I think makes most sense for you guys. Now, if I'm having a term versus perm conversation, I'm having that before this shit. Okay, I ain't going from need, boohoo, I'm depressed, to hey, let's talk about the difference term. Now I'm staying in that zone, dude. Okay, I ain't taking them from a 4 and bringing them to a 2. Okay, does that make sense? When I'm in emotion, that's a— it's a wrap. If I'm gonna do that, I'll be like, y'all know much about insurance or not? And I don't— I'm not the guy that feels like I have to educate everybody on everything, because I know, I know my job is to solve problems. And I know a lot of people like to explain all the differences, dude. The reality is, if they don't lose their house and they have the amount of money for their family at the end of the day that you said they would have at the time you said they would have it, do they— does it really matter? Right. And I'm not saying be a turd and sell them a term when you told them it would hold. Like, I'm not— that ain't what I'm saying. But if they're like, I want to make sure forever that my family's taken care of, do you really have to explain deeply other than, hey, this will be there forever and the price will never change? Like, do we really have to get deeper? Again, some people want that, and let them ask that. For me, it's like, I want to get the need, and now I want to explain what's coming down the road. Because if I— if they're gonna pump the brakes, I want them to pump the brakes right now, right after they just told me their problem. Not after I gave them a 4-hour course on the different types of insurance available. I don't give a shit. That, that's bad timing then, you know what I mean? You ever like, I don't know, think of a scenario, you out on date night with your wife or with a girlfriend, you know what I mean? And you're like, you bring up like the dumbest thing ever in the moment. It was like, why did we bring that up then? Or someone's having a good time at a party and you bring up your cousin who's been pissing you off all week and now everyone's in a bad mood. It's like, why do we bring it up then? Couldn't you brought that shit up later? You had to bring that up during my damn party, you know what I mean? And it's like you're bringing it up just at a—

it—

you're messing with the emotional flow, right? So you get through that, now you're like, hey, all right, so next question, next step, Steve. This is real simple health, health stuff, just to see if what, if anything, I can get you approved for. Um, that'll take about 5 minutes, maybe. Medications, might have to go through some, and you explain that process. Then the next step is, I'm going to come up with a solution for you. Take me a minute or two, I type this stuff in the computer, it spits out some options, the best one for you based on your situation. From there, I'm going to show you 3 options, you're going to pick one. We're then going to apply with the insurance company. In order to do that, I'm going to need your social and your banking info for where you want to pay it from. We'll get you approved in like 10 minutes, and in a week or so I can have you a policy, but you can actually have coverage today. Does that all sound good? Now they can go, well, it depends on the price. All right, they just confirmed you were at a 2.

Okay.

Or they can go, yeah, that makes sense. And you, you get— that doesn't mean they're all a win, right? But they did approve going through the entire process. Where yours, they haven't approved going through that process yet. Why do I want them to say yes? I have leverage. If they put the brakes on, now I can be like, hey, wait, maybe I misunderstood. Didn't you say X? Hey, what about this? Hey, did you think of this? It's a lot different angle than after they say no, having to go, I mean, but wait, didn't you say 27 minutes ago before my training lesson on term versus perm and all the health questions and all the stuff? Remember, remember 27 minutes ago when you told me about Mary? Nah, dude, I want that like, hey, 4 seconds ago, bro, you just told me this, right? The closer to the emotion you get the pushback, the better for you. Yeah, does that make sense? And you're just, you're just allowing it to happen later. And quite frankly, and I don't know if this is you, I'm generalizing a lot, most people have a fear of being that direct. That's of saying to a client that we're going to apply, you're going to pick one, and I need your social and your banking info to get your insurance now. Most people have a hard time getting that out of their mouth for fear, right? So hopefully you don't have that. If you do, quite frankly, it usually means you don't have belief in your, in your product and/or your solution, and you're just kind of Hail Mary, hope like hell I throw one out there and they pick. And quite frankly, dude, if you do that to 10 people 2 are probably gonna say yes and pick something. But I'd rather you have 6 say yes. And you'll get much more likely to have 6 say yes if you do it in the right order and understand the psychology behind it, you know. And then in my, in my trainings, I'd put a million out there, but any of y'all that have bought the course, like, the way I sell, it's in all those videos. Now, the course, it's cheap as shit. You can see how I— and for me, I knew, like, If someone's 60+, here's the strategy I use. If someone's, say, under 30, here's a strategy I use. If someone's kind of in that mid-range, 40, 50 years old, they have their, you know, 2.5 kids and white picket fence, here's the strategy I use. You know, so I had different strategies based on each thing. Like, someone over 60, dude, I'm not— we're not going down a term versus perm conversation ever. Why? I'm assuming whole life the entire time. And so my solution involves only a whole life product. They would have to literally arm wrestle me for me to have a conversation about the word term. I ain't having that with most people. And then quite frankly, anyone that's 20, 30, or 40, dude, I'm probably not having a conversation about whole life. What's the freaking point? Does that make sense? So I eliminate 80+% of the people just by pure common sense. Yeah, you know what I mean? They don't need all this, all the noise. Now again, do we get the anomaly, the over-analytical guy? Like, yes, I got it, but I ain't training on outliers, dude. You know what I mean? It's like most people will fall into that bucket right there. Yeah. And the exceptions, fine, handle the exceptions differently. I got it. But your structure should be like, yo, here's what we're doing. Just think the dentist. Imagine the dentist didn't tell you they were going to drill your face open until right when they were drilling, and they're like 'All right, you're numb. I'm about to numb you. Pick one.' And you're like, 'What?

What?

What?' You'd be like floored that they didn't explain they were about to drill your face out before they did it. And to me, it's kind of the same.

Does that help very much? Appreciate you. And side note, I think we need more Maddox baseball content. I'm a baseball dad.

For real?

Yeah, my son just texted me. He's in spring training with the Nationals. He texted me right before I got on that, uh, he's gonna be in the big— or gonna be with the big team tonight.

So congrats!

Hell yeah! So yeah, we'll get Maddox out. He, uh, he, he pitched yesterday. They had a tournament this weekend. He, he messed up his— he had that Little League elbow last fall, so he hasn't pitched since like October probably. And they threw him in yesterday like, yo, you're pitching, just get in there, we don't care what the result is. He hasn't even thrown a pitch. He went out, he, he threw 19 pitches, he threw 10 or 11 strikes, struck out a dude, picked a dude off at first, you know. So it's like we're back in baseball season, so we're gonna see some stuff.

Appreciate you, John.

You got it, dude. Yep. Um, all right, who has— who else says something else? Um, that helpful to you guys? Type of one if that stuff's helpful, or if you're like, get effing paid, get effing paid, get effing paid, get effing paid. What up, guys? If you guys are looking to get to a new level in your career, you may have seen that we've been running some work workshops in my office in Atlanta. I have them every quarter now. Last one sold out fully. It was a massive success. Um, couple different levels you can attend. Just a general ticket, um, get you in the door, listen to 2 days of training, interactive workshop style. We really dive into what you got going on and how to get to new levels. If you're looking to be in a new crowd, higher level up, um, I have a private mastermind. Last one was at my house. It was insane. Um, all the value that everybody added to each other and we had a good time and, uh, I heard it was way underpriced relative to what people got out of it. You can check out some of the testimonials here, I'm sure. But if you'd like to attend, click the link below. I do 'em every quarter. The date'll be around here somewhere. Look forward to seeing you there.

If you are in the insurance industry and you're looking to scale and grow your business, I highly encourage you to check John Wetmore out.

Probably honestly made the cost of the event back in like the first 2 hours of being here. If you want to win and you want to grow, I'd get around John as much as you can. John Wetmore is a beast. So much value in everything that I've learned here.

Growing, about building, delegating. He's talking about systems and automating right now.

It is worth the price of admission. Make sure you get to the next one. Well, if it wasn't helpful, you'd all leave. So I guess it must be working. In the chat, I think you should address it, but is an annuity good for a person who has cancer? Um, sure. Why not? The ones, they're not related to each other at all. So annuity is really good for fixed index annuity specifically, which is what all of us can do. There are certainly different types of annuities. Fixed index annuity, which kind of leads me into the second thing we're going to share. Let me see if I can share the screen. Hold on. Can y'all see that page now? The annuity page? You see that? All right, dope. So JohnWetmore.com/annuity. We're teaching people how to sell annuities, find annuities, get better at annuities. We have an annuity boot camp every 2 weeks. If you go here, you can watch a little video on what we're doing, um, and I will answer your question here in a second. If you're looking to sign up to the next event, it's next Monday. Just click here, it'll take you to a Zoom. You can register there. Um, if you want to see the past boot camp recordings, you can click here. Amanda made this page. It'll go down here and show you the past ones we've already recorded if you want to catch up, get more info on them. Cool. And then what we're doing is we're also helping people if they're like, hey, that's all good and dandy, but I literally want you to hold my hand through writing the annuity. We'll actually take you, take your client. I'll match you with someone who's an annuity expert on our side. They'll close, they'll, they'll do the deal with you on Zoom with your client, close the deal for you, do all the work for you and give you half the commission there. If you're interested in that, ready to submit a client, you can fill this form out. If you're like, hey, I want help. And you want someone to close. And we have agents doing this every day, filling this out, and we're helping agents close their first annuities all the time. Um, so if you're looking for more annuity stuff in general, join our boot camp, watch the previous ones, um, and on the workshop we're gonna, we're gonna be going over this stuff too. But to answer your question, annuity is really good for someone who has a certain amount of money and they want to take risk off the table and eliminate downside. So meaning they've built up a nest egg, whatever that number is, it is, and they don't want it to go down at all, um, or at least have some portion of their money not go down at all. It's really not good for, um, you know, it's not necessarily good for someone for cancer just because they have cancer. It's like if they have cancer and they want to make their money safe so it goes to their beneficiaries and they don't risk losing it, then yes, it makes all the sense in the world. And it's meant like my mom, my mom watches some of my content and she asked me about annuity last night. She's like, hey, I have this old 401 just sitting here. My mom's 60, she'll be 66 this month. And she's kind of nearing retirement. She, you know, and she goes, you know, I just, I saved all the money in my 401. I just want to make sure that when I retire, it's not lower than it is today. So I said, cool, email me a statement and we'll take care of it. So my mom emailed me a statement last night. I'm gonna help her move money because she just doesn't want to lose anymore. So there's this whole like accumulation phase of life where you're building up and saving money, and then there's this what some people call decumulation where you're, you're living on your retirement. There's this period in the middle where you got to make sure that you protect the money, and the annuities are really meant to protect the money that you've built up over time and prevent it from going backwards. And riding the upside of earnings that it will have that far outweighs money just sitting in a savings account or a basic bond or something like that. Um, so no risk, safe money is really for— it's really not for someone who's like, I love gambling, I love watching the ups and downs every day, I love the idea of potentially hitting a Google stock one day, or day traders. It's not good for those types of people. Um, and I don't remember who asked that. But did that answer your question at all? I didn't see who asked, actually. I was just reading it. It was Linda Johnson who asked. Oh, cool. Did that, did that help? Oh, you were reading someone else's? Yes. Oh, hell yeah! You're even helping the group. I love it. Who asked it? Let's see, uh, whoever asked it, that— did that answer your question since she put you up there? Yes. I love it, I love it. Cool. Um, what else you guys got? Anything, anything you want me to cover specifically? Any scenarios, situation, agency stuff, building stuff, um, that I can help with at all?

Yeah, if you wouldn't mind my question in the chat. This is Ted.

Ted, why don't you just say it? I've lost— I've lost the chat.

Well, what else would you recommend for a new agent? I mean, I'm in my month 2, I've had some success month 1, not a whole lot, um, you know, to help me achieve success sooner, greater level. You know, I've maxed out my schedule with regards to, to family obligations. Um, they're the reason I'm doing this. In the time of days, 8.5 to 10.5 hours per day depending on the day, 6 days a week. I'm dialing, calling appointments, dialing, uh, training in the evenings, uh, eating right, maintaining exercise, sleeping as best I can with a newborn. Um, anything else you might recommend without neglecting my wife, kids, and health?

Ah, yeah, I suggest you don't do that at all. Um, what— so you said you've had, um, some success. Can you define that for me a little bit more clearly?

2 sales in the first month.

Okay, okay. Do you do something else full-time?

No, this is, this is it.

What'd you do before?

I was a middle school orchestra, band, and jazz director for 14 years.

Okay, got it. Why insurance?

Ah, well, there's much greater potential for income providing for my family. And, you know, if I'm putting in the time resulting in money, whereas previously I put in the time— sure, students were successful, I can talk about that if you want, but income, never anything.

What made you jump into this full-time and leave that?

Uh, because I met my, my now wife shortly before that, for a final year of teaching, and you know, knew it was never going to be. She came with 3 kids and now we have another one. And, you know, sales, I'm, I'm, I put in the work and I'm absolutely 100% dedicated to putting in the work and, you know, providing for the family.

Have you done sales before?

No. Besides, you know, I struggled to find a job. No one would take me on for like 10 months until I had a small business sales job. Door-to-door ADT alarms and cameras. And month 3, I was the top producer on the team. Month 5, I, I beat that record. But in both of those, I never surpassed, never approached my final paychecks as a teacher. So moved on from that opportunity to, to doing this here.

Nice.

Okay, who do you work with?

John Booty.

Oh, go dope.

Got it.

Very cool.

Um, Dig it. Give me some idea of numbers. You said calls, you're making appointments, one call closing. Give me some rough ideas of per day, per week. What do you— do you know numbers at all? Like in terms of input, dials, leads, spend, stuff like that?

$1,000 of leads per week, dials per day between 1,800 and 1,500, pickups like upper teens, lower 20s in terms of connections, presentations one or two a day. And again, only 2 sales in that first month.

And let me— I want to correct something. You said 1,500 to 1,800 dials a day.

Sorry, 800 to 1,500 depending on the day.

You're making that many phone calls?

That's what the data shows.

That's not— are you actually making that many phone calls?

I, you know, I'm a little suspicious about the 1,500 number, but that's what the dialer says.

So you use a dialer. You're not making phone calls on your phone.

No.

So it's calling people in the background?

Correct.

And connecting you when people answer?

Correct.

Got it. Interesting. Okay, how many people are answering a day?

Upper teens to low 20s per day.

But you're only getting one presentation out of that?

Sometimes zero, sometimes two.

Okay. Are you, are you recording those calls? Mm-hmm.

I listen back to them as well.

You Are you and John going over them?

We have a one-to-one every week. Yeah.

Does he tell you what you're doing wrong yet?

Mm-hmm. He's seeing progress and letting me know.

What do you think's going wrong?

What I think is going wrong is still based on his feedback.

Not what do you— what is he telling you is going wrong? Like, meaning 20 people, no presentation. Something's wrong in communication.

Uh, well, I can't do anything about people who don't pick up, but those people who I pick up and listen to—

that's what I'm talking about. I need that pick up. Yeah. Um, what do you think?

Tonality. And a lot of the 20 you pick up, they are like appointment set. So that's, that's something. But beyond those people who are actually continuing on—

clarify that part. What do you mean their appointment's set? What's that mean?

Well, like I contact people and they say, you know, now's not a good time, I'm at the grocery store. Okay, looking at my calendar, let's set a time.

All those are follow-ups.

I also call follow-ups during the day.

Sure, got it. How many of those 20 you said that answer are you trying to one-call close right there versus book later?

I'd love to close them all.

Um, and then how many you're attempting to— yeah, versus how many are you booking for later?

I mean, if I'm only getting 1 to 2 presentations, they're, they're the ones that I'm getting that far and attempting to, to get to close, right?

No, if you booked an appointment today and you presented to them, not necessarily.

If I book an appointment and call them back—

my point is, if you talk to 20 people in a day, how many of them were already booked that day?

Oh, okay.

First, how many do you present to right off the rip?

20 contacts per day are like first-time contacts. Appointments I'm not counting as contacts.

Okay, that clarifies. So 20 and you're getting zero, that means something's definitely wrong with the script part of what you're saying when you get them on the phone. I, without hearing it, I don't know exactly because— but 20 people every day and only have 2 sales in a month, there's something really wrong with the communication part. Um, are they, are they new leads, aged leads, mix? Do you know?

A mix.

Yeah. Have you ever tried just picking up the phone and calling people?

I do that all day.

No, you said the dialer does it.

Sure. And I've used my phone as well. Yeah.

How many are you making on your phone versus how many are the machine making? Machine usually for the majority. So my question is, have you ever spent an entire day just calling leads all day long versus letting a machine—

I have not.

I would suggest try it.

Okay.

If you, if you, if you go on your computer now and Google John Wetmore how to dial, like a 15-minute video you can watch on how I always train people to dial. And I'm not saying his thing doesn't working, but like, he's good at what he does. Like, he knows how to run this business. Like, he's a fucking machine. So I can't imagine he's not tried to identify something in the presentation side. So then I would say, look at it, and are you making those tweaks, or are you not intentionally— not because you're mean or a bad person— are you struggling to make the changes that he's suggesting? Suggesting? Because that That happens a lot to people. It's uncomfortable. It's out of their comfort zone. It feels weird being direct. You know what I mean? Like, a lot of people struggle there.

Yeah.

So my guess is maybe there's something there, you know what I mean? I can't— I can only assume so much because I don't know you and you don't know me, you know what I mean? And I don't want to, like, assume and be— sound mean in any way. I'm just generalizing a lot. A lot of people struggle making change, but he's one of the best at this business. I just can't imagine that you're 20 people a day, 5 days a week, 100 people a week, 400 people in a month, and you wrote 2 apps. Something ain't lining up, dude, like at all. Something's way wrong, you know. Um, so I'd reassess how many people you're really reaching out to, and I would challenge you to pick up the phone and call them and see, see if you get a different result. But again, you are getting 20 people on the phone, so I'd call John and be like, yo, what am I doing wrong? And then record the next one and be like, did I do it exactly like you said? Yeah, and I'd venture no, because if, if you were doing exactly like he said, I know you'd fall into more sales than that. I mean, to only make a presentation a day, sometimes zero, there's something you're— it's like, it's like if I took Maddox fishing and he didn't catch one fish all day in a pond where all my friends fish, right? Like, dude, do you have bait on your hook at all? Or are you skipping rocks in the water before you cast your reel in? You mean, are you do— are your kids doing cannonballs in the water and scaring all the fish away? There's something scaring all the fish away, dude. I would have to sit here with you, but he's so good, right? Just my, my get— my question is, are you willing to go like, yo, fix anything, and I'm— you tell me what to say and I'll say it, you know? And then really listen to those calls together and go, what am I doing wrong here? Because if I listen to a recording— if you want to record one and send it to me, I'll listen to it. You can send me one recording, I'll listen to it. Appreciate it. And I can pick up— you'll be able to pick up in like the hello, like, ooh, I see why you jumped in the water right there, you know? And so everyone here needs to take someone that knows how to sell and lay it all out there and be like, dude, where am I messing up? Because if you, if you don't feel like you're messing up And I appreciate you asking the question. So this isn't you, I'm kind of talking to others now. It is really hard to fix stuff, you know, and, and sometimes, man, it's, it's, it's people's fear of, of the— do you, what do you, do you have any fears at going at this thing?

I mean, there's always the fear of failing, but I'm not gonna fail because I'm not going for as much as I can. Again without neglecting the wife and kids.

Sure, yeah.

I mean, I don't think that needs to be a thing anyway. Um, I think there's plenty of ways to not neglect your family and do really well at this, you know. Um, I don't ever want someone to go like, I don't ever get to see my kids. I think if, if that has to be the case, it's such a short window where you can make money and flip it back in. But I just— some, some of the numbers ain't adding up, dude, for me. Again, it's 1,500 calls to only get 20. Something ain't working there. I could, I could pick, I could make up phone numbers on my phone right now, like literally just dial made-up numbers and I could get 20 people to answer in the next hour. Does it make sense? So something's not working there, clearly.

Yeah.

And then when you get the 20, to get not even a presentation out means you're saying something early on that's making them hang up on you. Yeah, you're scaring the fish away. You're gonna have to work with him to find that thing. Again, if you send me one, I'll certainly work on it with you. Um, and if for anyone that's like Do you do that stuff often? Sometimes when I get someone that comes on, I'll help them. But when we're at the workshop and things like that that we do, I— that's where I spend my time doing. And, you know, John and some others are coaching clients, and it's like, yo, let's sit down and really analyze. Because the stuff is— the good news is if you're putting in the reps and not afraid to do the work, the skill set stuff's the easiest part if you're coachable and willing to change. And a lot of personalities have to change. Me too. We— I just had to change different ways. Like, I was the polar opposite of a— I think you said middle school teacher. I was not like— I had to come back the other way. I had to be less aggressive and cuss less and be, you know what I mean? Where you're probably on this side and you probably have to get a little bit more direct and be a little bit more like— does it make sense? You need to come more towards me. Yeah. So for you, it's going to be harder. Your personality type, you seem like more of a kind, gentle human. Than like someone that they need to like tone down. Dude, you're too much. I was the tone down, you're too much kind of guy. You seem like the like, come on, we need a little more, like be more direct. I could be wrong, but I'm, I'm guessing. I've done this a lot. It's actually harder for you to get more direct and more aggressive than it is for me to get less. You know, a lot of the like people pleaser type person— and I don't say that in a mean way, just kind of some of us are wired that way— it can be a little bit harder You know, because people are going to take advantage of nice people, man. You know, the average client that we're dealing with is a procrastinator by nature, and if you let them be your friend— people have no problem telling their friends no, none whatsoever. So if your goal is to be the kind, nice guy— and I'm not saying be a mean dick by any means, but just be careful that you don't allow people to take advantage of you because they're missing out on protecting their family. You know, and I, I see a lot of people struggle with that directness and giving people the push they need to make a decision. And that's a lot of our clients are like, they know they need it, but they're such procrastinators. If you don't like push them off the edge a little bit, they're not— they're, they're going to walk away, dude. And just like they did with last dude, be like, yeah man, I got to think about it. You know, if you're even getting that far, which it doesn't even sound like you're getting as far as he is in, in the appointment process. You know, so really analyze it. Send me one, john@johnwetmore.com. You can send one, um, and hopefully that helps at least somewhat. And then work, work directly with John. Like, get on and y'all should listen to a call together and be like, fix me.

Yeah, every week we do that.

I would do it like, fine, something ain't working. Yeah, I mean, if you did it last week and you're still over 20 this week, something ain't clicking. So I'd beg him for a little more time. Appreciate it. Appreciate it. All right, Amanda, do we have, um, the next one of these? Where are you going to send them to register, um, for the next event? Obviously we have the workshop coming up. Um, if you guys are interested in that, um, please attend. And for those of you that do follow— I asked this last time, I'll ask again— if we're, um, if you don't mind, if you have the time, if you want to help the cause— I'm trying to help as many people as I can in the industry. A lot of y'all have read the book If you haven't, you can certainly get a copy on my website now. I send all of them out signed. But for those that have, I would love if you'd go to Amazon, leave a review. They help. People love seeing them. We have a ton of good reviews, and it helps kind of further the mission and put us up in the algorithm. Um, the next virtual mastermind is April 21st. You can see it in the chats, 3 o'clock Eastern. There's a direct link to it there. And certainly if you register for any of my stuff, we're gonna, we're gonna send you the date a million times. If you're interested in the workshop though, that sucker will sell out. So if you want to be part of it, get in soon. It's not a ploy. It sold out last time and it was the first paid event I ever did. And I think we've already sold like— we sold 6 tickets that day. I had a dude reach out to me this morning for 10 for his whole team. So we got like 12 tickets left and it's not till June. So, um, hopefully this stuff helps. If I can— if I can do anything for any of you guys or you want more information on anything we got going on, just follow me, hit me up on social. Share it out, and hopefully it was a good day. Appreciate you guys.