How To Make $10,000 PER WEEK As An Insurance Agent

No matter how good you get at this thing, there's always fucking problems. What up, y'all? John Wetmore back, giving you another update on the Direct Base Shop Just Wing crew. As I continue to do this thing and train people and talk to all kinds of agency managers trying to figure this thing out, the part I always mention— I'm gonna, I'm gonna preface this whole video with this— is like No matter how good you get at this thing, there's always fucking problems. Being able to guide people through this thing and juggle all the pieces everyone has to juggle, um, never really gets easier. Like, it gets more clear. And I think what I've learned how to do is figure out how to expedite the path, good, bad, or ugly. It's like, let's figure it out sooner than later. Um, so it's been fun. We've been— I've certainly had a lot of help I'm kind of getting the thing established. Obviously, we talked a lot about last time the Discord. So we're running a lot of our group and following and community and stuff through Discord. If you're not on there already, get in. Johnwetmore.com/discord. Giovanni helped set that up along the way, and he's certainly been helping, like trying to teach him how to scale his agency further, teach him how to lead people, how to communicate well. He's been running some of the team calls, which has been super helpful because I've had some some travel up recently, and it's, it's, it's funny watching. It's like I get to watch myself do this over again, working with the people hiring. There's a few, few directs now that are hiring also, and watching them make the mistakes that I was making. But it's cool to see how open they are so early for feedback, um, because I talk a lot about my journey wishing I was open to feedback sooner and wishing I made changes to myself sooner in the way I speak and communicate. So it's, it's, it's really neat to get and help some of these young cats in their 20s, early to mid-20s, um, navigate the, the business and people and communicating earlier than I did. Um, we had, uh, 8% in July, that conference there. We have had an incredible amount of traction and attention since doing that event. I spoke at it, Giovanni spoke at it, there were some other Integrity Partners at it as well, and I think all of us are continuing to do a good job of raising awareness of all of our companies. But my DMs, Giovanni's DMs, have blown up since that event. I obviously got to speak on stage. If you haven't seen that talk, my full talk is on YouTube, which was neat. And it's— I'm even learning how to more accurately get my message out there to people. And I think I did a good job on that talk at 8% of explaining the simplicity of it and my process for teaching people this, this business. Um, but I've learned, man, that marketing is, is a key piece to this for all of us. And so me pointing— me learning that shit, I didn't really start doing it till, I don't know, 6 or 7 years into my career, period. And I think we've only been doing halfway decent for 2 or 3. And somewhere in the middle, it was a disaster. So I'm teaching Giovanni and some of the other guys, Zach, and trying to think who else is posting online. Tyler's been posting on some, Kyle has been posting on some. Oh yeah, Anthony's doing a little bit. Max has already had some social stuff. They're starting to post more and they're seeing results. We have people, it's been neat teaching people how to find and access and communicate with newly licensed agents. Um, so Giovanni's been doing that for a little bit, so we've been teaching some of our other, other guys how to do that as well, bringing in new recruits. Um, we issued a hunt right out— was it just over or just under? $400 bucks over $100 grand for July, um, in this new base shop, which I don't remember what our total was, $17 million or something, uh, total hierarchy. But this new base shop, $100 grand issued, we're submitting like probably average $75K a week right now. Some of the, some of the people coming on transfers, contract transfers haven't gone through. So some of the $75K doesn't place with us yet. But we're, we're, we're submitting $75K a week. It turned into issue 100 in July. It'll probably be 150+ in August is what we're tracking. And we're going to grow this bitch pretty quickly to $1 million a month is the goal. Just need a few more, a few more people that are interested in leading. Not only from a management standpoint but from a sales standpoint. So teaching some of these guys how important it is to get to that $40K mark, how to invest the right way. A lot of people are messing that up early on, trying to get their lead flow down, um, kind of limping in a little bit or, or being aggressive for a week and then pulling, pulling back a little bit. Um, you know, combined with the struggles of learning sales and learning how to communicate with these clients, the struggles of, heck, trying to learn telesales when you've never done it. So coaching guys through that's been interesting. Still, as always, I find that people lack asking for help. I'm trying to, trying to communicate that as well as I can to get people— instead of just asking for help from your peers who are also at a similar spot and struggling probably with the same things, it's like finding people that are better. And there's a lot of them watching content. A lot of y'all watch content, watch mine, watch other people's. But there's, there's something to be said about taking someone someone's feedback directly and making live tweaks. So I've been getting on Discord a good bit, doing live coaching sessions, making tweaks to people's presentations or scripts or thought process a lot. I'm finding that thought process can be quickly changed if you don't continue to communicate with people. They might have a really good thought process, but they have a bad day, week, whatever, month, you and/or other people around them being not so positive. We're seeing that pull people down already, which is wild, um, given how much I talk about not letting that happen. Even so, my point is I'm, I'm warning them of the things and they're still running into the same traps, if you will, on some people. Um, so again, continuing to learn how to articulate this stuff along the way. We are doing a lock-in in Nashville, um, so we're going to bring a bunch of people together since everyone's really remote. There's Giovanni's crew, somewhat local together in Florida. Most everybody else, they only connect virtually. So we're doing a lock-in on— what's it? No, uh, September— it's 10th and 11th officially. I think we're doing a welcome thing the 9th. So 9th to 11th. Um, so I'll be in Nashville from the 9th to the 12th. I leave doing a 2-day lock-in. There's— we have these 2 Airbnbs right next to each other. They're like a fence, open them so they join one property. Both dope, dope houses, um, not a shithole Airbnb. So if you're watching it, it's probably already happened.

But putting it—

putting together that just to help create culture, to create a competitive environment, to get people around each other, push each other, show how it's done. I find a lot of people still continue though, even though you say start early and get in as many dials as you can and don't let things sidetrack you during the day. It still continues to happen week in and week out. Life gets in people's ways, their thought process gets in their way, and I still hear like, I thought I was working way more than I was. That's a very common theme for new people getting started. So we're going to bring them together and show them in person what— how many dials it takes and how many calls it makes. And I'll be putting in a little bit of work with folks there as well. So it'll be fun there. I did some dialing. I dialed one day for my son Brayden, was making calls for Giovanni. He's 17, can't get his license yet, obviously, but he can get it in November. So currently I have him on the phones learning how to do it, like working it and getting his, getting a script down, his mindset down. And he's been dialing for some agents for us and just booking appointments. And he came in and asked for my help, how I would approach people, because he had a list of leads that Giovanni had already called a bunch of times. He had already called a bunch of times and they couldn't get him to pick up. Was part of the list, and then the other part of the list was highlighted a different color, and it was all the people that had hung up on one, if not both of them already. Um, so I was like, shit, I mean, those sound fun. So I told him to dial one. He gave him a thought process. He started dialing it, and this lady picked up and yelled, like, right— she was like, ah, like screamed at him or something.

And I—

in my instinct, I yelled back because he was sitting right next to me, because he was a little bit— I think a little bit nervous to dial people that hung up on him or hung up on Giovanni. And, uh So I snatched the phone and started dialing, and then I was like, well, that just put me in a dead end. So there's a cool dial video. Ended up booking an appointment with this lady, chopping it up. She went from like anger, hell, mad as shit to like allowing someone to come over. So that one booked. We— I booked, I think, 2 or 3 in a little dial session. It's live on YouTube.

Speaking of YouTube, we did launch also like a YouTube membership section.

I've had a lot of people reach out for help and coaching, but at the same time, people I don't have money and I only have so much time. So we made this— uh, Reese, um, came up with this idea to create, uh, this YouTube memberships thing. It's— I think it's $50 a month, and it's giving access to just some, uh, content that's not out there to the public. A lot of coaching stuff, a lot— me doing live coaching with people in Discord, um, doing live interviews. I'll end up putting some more calls on there. We're going to do all kinds of stuff, some more behind-the-scenes stuff. I just have so much content out we didn't know where to put it. And he's like, hey, what if we put it here for people who love your shit and have time to watch more? And it's again more hands-on, what I do behind the scenes.

It's—

this, this deal is way more than just do more. There are— there's a lot of things to do along the way, and one of them is helping people tweak their skill set. I think so many people train on theory, and what if I get hung up on it, what if this happens, or roleplay scripts. And I'm a very big fan of just coaching live, like real world stuff. So I'll be doing a lot of that. You'll get access to that in the in the YouTube membership section if you're interested there. Another thing I would say is like, if you're getting started, or if you're trying to get a team started, just understand people have fears of getting started. So you got to do your best to get them paid quick. I do know if they don't get paid quick, they quit fast. So for me, I'm just trying to find people who are willing to go through this process, willing to kind of get punched in the face a little bit along the way, but do the thing the right way for the long-term reward. If you follow the podcast, every time I have someone on there, they always talk about kind of this breakthrough moment where this, this deal does become easy. And whatever it feels like at the beginning, I try to articulate to this team that like it's temporary. We, we will get better. This thing does come together. We've had some, some cool people on the team call. I'll continue to do— Grady was on, he's been killing it for years. Easton was one of my favorite stories along the way of this journey. I got to work with him super early, um, in his career and relatively early in my journey. We were probably doing, I don't know, under a million a month when I met him. And he was— he's, he's one of my favorite stories. He's in Padan. He's been on— I think he's been on the podcast. Yeah, he was on the podcast recently as well. Dope story, so go watch it. He turned into a, you know, $800K plus a year personal producer, team doing millions a month. So I had him on as well. And, um, let's see, we did, uh, let's see, oh, Giovanni ran a lock-in in Orlando too for his team, which was cool. A couple people talking about opening offices. We're working on that with two of them on, on literally getting them into real estate and getting them into a spot where they can build their team, create a culture out of state. Well, actually, one we're talking about in Georgia, one we're talking about in Florida. So We're going to continue to push. Tyler Harris was number 1 on the leaderboard for this month, issue paid. Good dude, and life's hitting him in the face, so he's, he's plugging away best he can to get through and try to do this thing and grow his team at the same time and, and punch back to life. So all of you building, it's like, buckle up for the journey because you have to help people get through all these issues. And I could dive into a ton more. There's been internal shit already, people bitching about just where they're at in the business or whose comp is what, like just all kinds of stuff. And I don't think anybody means ill will, but just people and personalities. So if you aren't in there and connecting with your group and speaking to them and have a pulse of what's going on all the time, it can get ugly quick, which is why a lot of you quit the building phase, because it's, it's, it's, it's a mental challenge along with trying to get people to see the light, um, in advance. So doing my best to continue to push people to grow. We're going to continue to recruit. I have a ton of recruiting calls this week lined up just from social and people following. So if you're not doing marketing out there, just know it, it continues to get easier and easier to recruit as you, uh, build your own brand and, and awareness out there on, on, on the internet. So appreciate you guys that are following and intrigued by the growth. I will keep pushing. We'll keep it transparent. $100 grand a month issued right now. There's a few people out there that I'm like, all right, you're on my radar. We're gonna chase and catch and pass some of y'all, um, and I'll continue to build this thing. It'll be a fun journey. Keep watching. If I can help in any way, anything specific you want me to talk about on the next one, hit me up. Send me either a DM or comment below, and we'll get you answers out there. Appreciate you guys.

I understand that, you know, kind of talking about affordability, especially since you're in this transition space, um, what would you say is like a comfortable number for you monthly? Like, even if it's a tight month, is it like $200, $180, $190 a month? Like, what's a good comfortable number for you?

You know what I can get for that?

Yeah, well, we can see, you know, it's my job to find you the best thing. And so I'm just kind of waiting on the system to load back up. So we'll see what we can do here. Now, while the system calculates your rates— OK, how do you feel about the coverage? Do you feel good?

Feel better. Yes.

Good.

OK. And I don't know why you would do this because it would kind of defeat the purpose of what we just did. But at this point, Is there any reason you think you wouldn't keep this in the future?

I don't think so.

All right, see ya.

Bye. Bye.

Brad, don't kill me. I know I—

How do you feel about that one, bro?

Not good. Okay.

But I want to push it through.

Like, I'm—

I just didn't—

Why? I—

Excuse me? Hey, you remember when you came to me, what you told me your persistency was?

Not great.

What's the number?

It's like 79%.

I, I'm— you told me lower than that.

Yeah, but everything that came through at the end of the month—

tell me what it was when we started. Look, I just looked at it. You told me it was 56%. And I'll be super honest, everybody watching, that's how you earn a 50%, 56% persistency. Is by closing like that. Just is what it is, dude. That's why you have 56%. I can get a fucking check, dude.

You know what I mean?

Like, I can give you feedback on it, or you can be close. I would never close a deal like that. And you know, you knew along the way that what you—

I knew it.

I just I know, I know. You know that was trash. I know. Correct. So what, like, you— I would never send a new agent to listen to you, John, and expect them to learn ever, ever, ever, ever, ever in my life. I mean, it's just, dude, you're not going to fucking keep deals like that. That's why you're struggling financially and spending the money you're spending on leads and not fucking keeping any money. You knew that going in. You'd been— you told her the entire fucking time she doesn't have to do anything. You know what I mean? Like, it's just, again, if y'all want to get checks, keep doing that shit. You want to keep deals on the books and be profitable and build a big agency, don't do that shit. You knew the whole time. I mean, like, you told her 100 times she doesn't have to do anything. We're not doing anything. We're just seeing if you're eligible. You can cancel whenever you want. You don't have to keep it, dude. I— fuck that. That ain't how you sell insurance and keep them. I don't— but you know that. I mean, I don't— I'm not telling you anything you don't know. You know, I mean, that's what— that's what gets you 56% fucking persistence. What up, y'all? So YouTube memberships, we have one now right next to the subscribe button.

There's a neon white join button. You can't miss it. Subscribe, whatever it says, click the link, get in there. I do a ton of coaching, teaching people how to dial, corrections, working on their presentations, working on their mindset. I will coach on theory, but I like coaching real-world stuff. And if you join the membership section, you're going to see live coaching where I'm not only helping people, but every once in a while I get in there and dial myself. There's some cool videos coming out, tons of content.

All the training videos will be directly on my YouTube channel that's available to members only, super easy to find.

In order to access them, you have to join our exclusive training videos tier. Do More does not get access to the training videos. So join now if you're interested. Click below. See you in there.

Again, put that shit on the leaderboard. I feel good.

Yeah, I knew what I was doing.

I didn't—

you know what I mean? I ain't a fucking sale, bro. You all— everyone in here—

I—

please tell me y'all don't all close like that.

And I don't—

again, I just— I want—

I want—

I want to be able to be able to openly, and I I don't want you to take it personal and be all offended. And I'm not like, you know, that was trash.

Yeah, I'm not offended.

It's okay.

I appreciate feedback. When I was in the middle of it, I didn't—

Dude, you started— this was your opening line was you don't have to do anything today. And you said it 4 more times during the presentation. We're here to help people buy life insurance, dude.

You know what I mean?

When you don't— when you get them— when you get them wavering on like, uh, yeah, your why, you gotta crush the why. You skipped over it. You didn't ask any— you barely asked anything about the other insurance. You don't even know what she's paying on the other insurance. You know what I mean? You don't know her income. You don't—

I just like—

all of y'all watch my videos. There ain't one fucking video of mine out there that says that. That's someone else's shit. Y'all don't fucking learn that. Don't, don't— y'all say that shit, I'm out. Because we don't— we will get fucking murdered in chargebacks doing that shit. Which is why you're not keeping any money, dude. That ain't how we fucking close. And stop doing the pussy closing. That doesn't work. I scream it from the rooftops, dude. You don't have— you could have closed 3 more fucking real deals by the time you drug that one out. You were begging her to fucking just get approved, just get approved, just get approved. It's fucking trash, dude. That's not how we sell. So I'm— and I'm only being that direct because everyone else in here is listening.

It's fine.

You're not fucking— and I know other people are doing it, so it's not just you, bro. I'm— this is for everybody because I know others are doing it. Yeah, I'm fucking happy as shit that you kept doing it because I know I could see your face, dude. You knew the whole time it wasn't You weren't supposed to close that, Brian.

I was trying to look at you like I knew you— I knew you'd say something after.

I want to fucking bang my head against the wall, bro. You know, now, are there good pieces of what you do? Hell yeah, dude, there's some good shit in there. You got some good fucking stuff. But like, you picked up on it. You weren't confused that she was fucking giving you pushback like that, but we're gonna pretend she wasn't. No, we're gonna pretend that she's not gonna fucking cancel that policy. Y'all want to fucking play that game and pretend she ain't gonna cancel that? You told her she could look at the fucking paperwork first before she had to make a decision, dude. Yeah, just don't do that shit. Y'all ain't doing that in my group. I don't fucking sell that way. That's not how we sell life insurance, dude. It was shady as fuck. She did not buy life insurance. She just saw if she could get approved. I know you can get the banking. I got it. I, dude, I know we can get fucking routing and account numbers. Says you're 56% persistency. I know it. That's why you like, y'all got to do this thing the right way. And it's not like you haven't heard how to do it the right way. You know what I mean? I don't think there's anyone in here that would dispute that. That again, I hope everyone ain't closing that way. Is this not— that's why you're struggling where you're struggling at. And that's why fucking so many policies fall off the books. You know, again, I think you have a lot of really good fucking attributes on the things you say. There's some— there's some— there were some good lines in there, bro. You really— you have some good ones. But like, let me just see if I get you approved. Y'all got to cut that shit out. We're applying for fucking life insurance. That's what we're doing. People are buying life insurance. That lady did not just buy life insurance from you. And you're hoping like, fuck, she keeps it. That's at best a coin flip. At best. You know, I just—

ah, fuck, dude.

You know, I give you actual feedback on some of the stuff, but like, you gotta switch that shit. Y'all, please, whoever's caught, please don't do— don't sell like this. This is not the way to fucking sell life insurance professionally. That's a way to do the pussy close and get people to give you fucking routing and account numbers so you feel good, you make money now, and then you have to play. That's why you have to ask questions about, can I have that type of policy or the approval where I get paid before they fucking pay? Because you need the cash flow because everyone's fucking canceling on you, fam. Is that fair? Yeah, so many people cancel. Well, yeah, and I post-date stuff, so I know because you're afraid to tell them they're paying today. You didn't ask her how much money she has. You didn't ask her income.

You didn't—

you didn't ask shit. You did no financial inventory at all. You know what I mean? I just— ah, yeah, yeah, yeah. I just don't— I— there's so many people in the industry that sell that way, which is sadly what gives the, the industry the reputation it has. You know, you don't have to do that to make a living in this industry. You don't have to do it that way. You can do it proper and make a fucking phenomenal living, dude, placing 90% and keeping 90% by just being straight up with people. You know what I mean? Like, you don't have to do the, like, I got to get you out. You'd like— hell, even, even if it were clean and she picked the coverage and then you lower, there's ways to do that cleaner. You know what I mean? It's like, there again, there are some positive things you do there. I, I do the, the, um, some of the stuff where you like ask them where they're going to keep it was cool. Part of the thing where you in advance told her, if this is something you want to think about it, can you tell me up front? I like— I love shit like that. Those things were clean, you know?

But we're—

the reason that you're doing that stuff is because you weren't— she didn't— where people buy life insurance is right after the Y. And where you get commitment is you go, all right, Susan, whatever the hell her name was, the way this is going to happen now is I'm going to show you some prices, you're going to pick one that fits in your budget now, and I'll have you life insurance in about 10 minutes. Is that cool? That's it. They say yes, you're in. She did not say yes, which means you should not have proceeded. There's a big giant fucking stop sign. You ran the stop sign. That point right there where you, where you get the why I, I like the way you did the why. It wasn't that bad. I could have dug a little deeper, done a little more things.

Sure.

The value stuff we talked about last week, you didn't do. Asking about final mortgage payments, other expenses they have, all those things I taught you last week, you didn't do one of them, right? To build up that— you just threw out $30 grand when she told you she wanted fucking cremation or whatever. You know what I mean? It's like you, you—

there's—

you got to build that value on that stuff. You skip that whole thing again, and we spent an hour on it last week. And then once you build the value and you get the why, now you tell them what's going to happen. And again, what's going to happen is not— we're not just seeing if you're eligible. That's not what's about to happen. Y'all are fucking lying to people when you do that. You're lying to clients when you're telling them you're just seeing if they're going to get approved, because that's not what you're just doing there. You're not just seeing if they're approved. Is that fair? Does everyone agree with that? Yes. Stop fucking telling clients that we don't lie to clients to get sales. That's not how we fucking sell. We tell people ethically that they're about to buy life insurance. We do not fucking tell people they're just seeing if they're eligible. Please don't do that. I don't want to fucking have to deal with you guys when you're getting all the chargebacks and shit, and then you're confused. I've not hid any of this ever. I train on it every day. It's in my book. It's in every video I fucking talk about. Y'all want to learn how to make multiple six figures and make fucking seven figures as an agency? Do shit ethically. Do shit real. Stop fucking sugarcoating it. You know what I mean? Again, you all want to do that, do it. I'm fucking tapping out on training if y'all gonna keep doing that shit.

I ain't—

I don't play that game. I've seen far too many people sell 6 figures a year and get fucked by not selling the right way. I can tell you the path. You're gonna sell fucking 40 grand a month, fucking issue, issue 40, fucking 20 of it's gonna fall off the books, and you're gonna have no money in a few months, and you're gonna be looking for another IMO because the script over here sucks. That's the reality, dude. That's the industry. Y'all all know that, right? But we do that because we're under pressure financially. And I know it's counterintuitive. I know it's hard to fucking change your mindset on stuff because so many fucking idiots out there on the internet teach this stuff. But dude, like, your numbers say it doesn't work. I've screamed it doesn't work. I don't know how you think it's eventually going to work. It's not going to work. If it worked, we'd teach it, you know what I'm saying? And anybody that does teach it, ask them how much fucking money they're keeping, because we all know the answer. Call the carriers, they'll tell you the fucking persistency of them. I have my shit in writing. Y'all can come see mine, you know. I just like, yo, if y'all gonna do that, knock yourselves out.

I just—

I ain't sending fucking new agents in to hear that shit. Y'all have got to fucking do this legit. You just have to, you know.

Ah, fuck, dude, you know.

And again, there's so— you're so fucking talented, bro. You have such a fucking good skill set and sales ability. Your communication is good, but like, you sound like a robot, bro. That's not— it's not authentic. I want you to be you. I want you to be fucking Max, you know what I'm saying? Take the concepts, but be you, bro, and take care of fucking clients. Ultimately what happens is they cancel. They don't want to talk to another fucking guy like that, and people die with no life insurance. You know what I mean? And then my reputation's on the line, you know.

I just—

fuck, dude, I just want you guys to do this thing the proper way. Tell them they have to pay. Would have paid today had you done it legit. She would have bought from you. She's a fucking buyer. You have a buyer. You have a real buyer on the line, dude. You didn't have to do that to get her to buy. It's not like she wasn't a buyer and you twisted her fucking arm. You had one that would have stuck good, dude. Scared her away, and that again, you know, she got— you just got her to do it. She fucking pretended she couldn't hear you for a little while. She got nervous when you asked for the account number again. She double-checked. Are you sure I don't have to keep this, right? I can make it like— ah, fuck, bro. That means you didn't really have it yet. You know what I mean? It's like, ah, and I apologize, I'm fucking irate, but I can't explain how— there's nothing I hate more in our industry than closing like that. And y'all know how to do it right. You're just too afraid to do it right. You're too afraid to dig and too afraid to be honest. I don't know why. The bitch would have bought. All you had to do was tell her she was gonna buy. And again, I know you got the check. Maybe you get lucky and this one don't fall off. Maybe you get fucking shit lucky. But dude, do you really want to run a career getting lucky? You know what I mean? I just— fuck, bro. I want, I want you to kill this thing so bad because your fucking talent is through the roof. A lot of y'all— and again, I don't know who's doing that, but I know a lot of people are looking for you for advice already even though you're new here. I see that because they see your skill. You have a fucking massive skill set, dude. You have a sales skill set better than most people in here. So you've been, you've been doing it for a long time, you know. I don't know how it worked in your other industry and your other— if you get deals like that through and they don't get the chargeback, I don't know how it works. But in this deal, that ain't how we fucking do it. That ain't how we fucking do it, bro. So either change or find somewhere else to do it, because it ain't going to be here. We ain't doing that shit here. I'm not going to have one of them fucking agencies. There's no way. Y'all all know how to do it. Trainings are out there, you know what I mean? Y'all know what to say, and if you don't, ask. But I don't think anybody— I don't think anyone in here would dispute that that wasn't the way to do it.

But I also don't believe you're the only one doing that, you know what I mean?

I don't know, I just It's not my favorite, bro. It's not my favorite. I apologize, I'm losing my mind, but I hate that shit. I know. Yeah, I just don't like it for you, man. It's not going to get you where you want to go in your career, bro. And maybe nobody else is fucking brave enough to tell you the truth, so I'll take the heat if that's what it takes. But I'm not—

I appreciate it. Thank you for the direct feedback. And then I know I've given other people advice too, so, uh, I'll just take responsibility for like some of that stuff. I know other people are using what I've shared. So I apologize and I take responsibility for that.

So hey, it's their fault if they listen to it because they know too. But it's easier to walk down the stairs when you got a broken ankle when you got a crutch. That was a fucking crutch, you know. I just— all I ask is that you guys be fucking honest with clients, you know what I mean? And I get we have to push them. I'm not saying we don't, but there's better ways to push them than pretend they're just seeing if they're eligible. We're not going to play pretend land here. We don't pretend we're just checking because that ain't what we're doing. That's what you do in your financial inventory. I gotta— you gotta see if they're eligible. Yes, you do. Which means you need to do a proper fucking underwrite, right? And you glazed over stuff. Any prescriptions? No. Car accident? You weren't gonna ask that shit. I knew that bitch had prescriptions. You knew she had, you know what I mean? Like, you can't glaze over that stuff. That's where the— that's where you make a sale. That's where you underwrite. I mean, you can't underwrite like this and just have the computer do it. That's why you didn't get the first one, because something came up that you didn't identify. Does it tell you what, or no? I don't know if it tells you.

I was Mutual, or I don't even remember who I submitted through. Um, no, it was with Royal. No, it just— the price was It wouldn't—

I should have done it. I was confused, you know. And again, it's not what prescriptions do you take, that ain't the question. Y'all know that. That ain't going to get you the answer you want. Yeah, right. What's the way to ask the question? How do we get their prescription history?

Have you been prescribed any prescriptions that you may not take?

Hey Mary, part of this process, they're going to take a look at what they call a prescription history check. They're going to go through and see all those prescriptions you've ever been prescribed, even if you don't take them. Can you tell me about the medicines that you've been prescribed? That's the way you ask. And when they say no, you must be healthy as a horse. Oh dude, no, no, you've never had a s— you don't put a single pill in your mouth? That's the way you ask, you know what I mean? It's like that thing where you get from serious to comedy, that's messing you up too. You go, you have them, and then you fucking make a joke, and then you have them, and then you make a joke, and then you got them, and you make a joke. Again, why was okay, was okay, it wasn't bad. But if you go, what happens if— you can't tell me the story of what happens if right now. Maybe you didn't need her.

She—

I think she'd have bought either way, I mean. But again, even on a financial inventory, when you have life insurance, wouldn't the first question be, how much you fucking paying for that thing? What's your income? You'd have known her budget. But we're only thinking about getting a policy submitted, which is why we don't ask stuff. Not know the price puts you in a fuck— put your hands behind your back. Would she say her budget was $50 or something like that? Yeah, please don't do that. Hey, what's your budget for this? Don't do that shit. That's a bad fucking— that's a bad, bad question because her answer sucked. Now somehow you got to show her triple her budget and hope like fuck she buys it, which she didn't want to, and then you got to push it through. You don't need to ask the budget when you ask— when you do proper financial inventory, you know the budget. You don't know her fucking— you don't know if she has payments for anything. You don't know where her income source is. You don't know if she's working or retired. You don't know nothing, dude. You don't know if she's married. You assume she's divorced because she has an ex, but you don't know. She could be engaged. She could have a live-in boyfriend. She could have 3 more fucking kids in the house. You don't know shit about her. You're just throwing quotes out and hoping like fucking people don't cancel, hoping like shit people don't cancel. It ain't the way to sell life insurance and get it to stick, you know.

Um, yeah, I don't know.

I don't want to kill you too much. I got a lot of notes though. I'm not saying you want to be, um, like you're—

I don't want to say the wrong word to offend.

Like, I don't— I'm not saying you're doing it ill-intended, you know what I mean? I don't think you're trying to be—

for sure.

Yeah, I don't believe that. So don't take it that way at all. This is, this is very normal stuff for the average agent to do because they're afraid. I don't know why.

I can't—

I, I have a hard time wrapping my head around why. Um, and I've not been perfect in this industry, but I ain't never done that. For me to just ask questions is like, I don't— I'm not afraid to ask anybody anything, you know. I fucked up a lot of stuff, but the, the, the fear of asking questions, hard questions, and putting— being direct with people, I've never, I've never pussyfooted around that. You're either gonna buy or not. I don't give a fuck because I have so many leads and so many appointments. I don't give a shit if you buy or not. Y'all are so desperate for sales that you give a shit so much you want to do whatever it takes to get a fucking app put in. You know, and that's unfortunate. What the industry is made up of right now is a lot of people doing that, which is why a lot of people struggle, dude. And a lot of people have bad persistency, which is why they change a lot of shit on y'all. You know what I mean? That affects everything. That affects pricing. Y'all know pricing would be a lot better if more of your shit would stay on the books. They gotta price in 19 people have to touch that fucking policy now. You know what I mean? You have to factor all that stuff in. It's just, there's such a— this, there's such— this thing is so easy when you do it the right way. It's so fucking easy. And I tell all of you, some of the stuff is counterintuitive. The shorter the better, the more direct the better. All the other stuff, dude, and then you get yourself in a corner when you told her Royal Neighbors is the best fucking company in price for your age. Well, how the fuck she feel about you now when she just found out it ain't? And you had to tell her after the other one's the best one. I got the best one for you. Nope, I lied, it's this one's the best one. She don't fucking trust you at all now. Yeah, nor would I. I'd have called your ass out. I've been like, yo, motherfucker, I thought the last one was the best one. Fair? Sure. So you explain the process after you gave her pricing. So just move it to before the pricing. After you get the why, explain the rest of the process and be honest with people about the process. Stop bullshitting people. It ain't right. Um, I think, yeah, expectations.

I think I got, I got a few more notes.

Um, you should ask everybody up front if it's for just them or them and a spouse also.

You'll find out if there's someone else involved.

You didn't ask anything about anyone else in her family, I mean. So like, she's stuck with you aging for life, now she dies, you don't even know who the fuck— now you got beneficiaries, but you don't know if there's anybody else involved.

I mean, it's like, I want to, I want to understand.

I want to understand them, you know. And then again, just think about it the other way. Put yourself in your shoes and in her shoes, all of you, and pretend someone did that to your spouse and your spouse came back and said, hey, this guy Max is just gonna check and see if we're eligible. They manage the money and all of a sudden comes out be like, yo, I thought you were just seeing if it was eligible. He said I could review it all first. He said I had 30 days. Tell me that shit ain't happened, you know what I mean? I know far too many agents that do this shit, and they all get complaints, you know what I mean? We used to have agents in my office do this shit, and fucking clients would come in and be like, yo, she told me I could look at it for 30 days and I wasn't gonna have to pay for 30 days. And then you gotta fight with the carrier to get them refund back, and it's a shit show.

Prices are— what did I write?

I'm trying to read my own note. I can't read some of my fucking writing.

Prices are—

yeah, prices are— you put the prices are loading thing, which all good. Um, I think that a simple question— you, you dug on it and you got her to answer you. When it was like what type of policy it is. Just ask people, know when it's going to expire. You start getting into too much technical shit, they get, they get fucking lost, you know. Um, so like when you were trying to see is it a term or is it a whole life, the better question is, you know, when that policy is going to expire. Very simple. You don't have to get technical. You don't have to use terminology, lingo, shit like that. Makes sense. Easy question. And it provides fear because now they go, wait, expire? What do you mean some of these expire? I mean, she knew a little bit about the differences, so it helped you out. A lot don't, as you know. Sure. Yeah.

How much you paying for the $50K she has now?

You have no idea, right? So again, now she shows it to the daughter. The daughter's going to be like, yo, you got $50K for $32. Fuck that shit. Yeah. You know what I mean? So she has an easy— granted, it might not be apples to apples. The daughter don't know that because she ain't involved. And remember, now she's— her daughter's the wizard. Her daughter understands everything. Her daughter's smart as shit. Her daughter wants to review that fucking paperwork, bro. Yeah, you know, um, already talked to you about the other bills, building budget again, uh adding value, shit like that. Again, 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 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. Honestly made the cost of the event back in like the first 2 hours of being here. John Wetmore is a beast.

So much value in everything that I've learned here. It is worth the price of admission.

Make sure you get to the next meeting.

I don't know, maybe I scared half the agency away now, but I ain't building like this. I want to build y'all a multi-million dollar fucking agency each. And if you guys are the best of the best and you're doing that shit, what do you think the next level of people are going to do? What do you think the people below them that are going to do? It's going to get worse and worse and worse and worse.

That's where roll-up debt comes from.

There's a guy that sells 2 policies a week doing that shit, can't afford his fucking mortgage next week. Then he fucking quits, and then they roll the debt to you. Then you stop recruiting because you hate fucking roll-up debt. I mean, there's a trickle effect to this. It's not just you have 58%. This shit fucking goes down layers and layers and layers, you know what I mean?

So I want to harp on it too much, and I hope y'all can fucking keep your wherewithal.

And dude, I appreciate you taking it like a champ, straight up.

I appreciate that.

Yeah, I mean, I do.

I, I hope you change and I hope you stay with us and keep doing the thing, and I hope I ain't scared the rest of y'all away.

But I ain't— I don't— I take this shit serious, dude, and this is, this, this, this is serious business what we do, you know? And I just—

I'm not gonna have one of them fucking agencies that does this kind of shit.

I ain't doing it.

Yeah, remember, I'm already rich as fuck. I ain't got to do none of this. We're gonna do it, we're gonna do it the right way, and we're going to teach people how to do this thing the right fucking way. And we're going to teach people how to make a lot of fucking money in the space.

Makes sense. Yeah.

When you're trying to figure out like who to pour your time into, right?

And you have this little combination of like the tech helps, but you got those guys and girls that want to use all the tech and they still don't see anybody every week. You mean like, how are you dissecting that fucking weird dichotomy where they think it's the tech and they're not doing the work? But I really like who to help, who to, you know, I mean that, that like these guys are having a hard time, like who to put their time into.

From a, from like a lead and client standpoint? Nope.

Nope. From a, from an agent, like who to work with more. Yeah. Because again, you, you hear all the AI stuff and they spend all week doing the AI and they, they run, they do 3 presentations for the week and they're like, oh, I must be a different AI I need.

Yeah.

You know what I'm saying? It's like who to focus on. How do you, how do you pick who to pour your time into?

We started with a cell phone, you know what I mean? Like, and then we've got now HighLevel numbers, and then HighLevel's got the SMS number or the MMS number or the iMessage number. Then there's, they like, at some point, guys, like though, the answer would be your results have to dictate what you're doing. And if you are organizing your Rolodex and, and, and taking the Ameri— I got a guy this morning, he's like, I was on the AmeriCoat product overview video. It was great. And I was like, great. I didn't tell you to do that, but I'm glad you did. Like, good job. Thumbs up. You know, double thumbs up. Sums up, right? But like at some point, if you've got 3 presentations at the end of the week, you have to be mature enough and have the internal discipline and vision to go, this isn't working, I need to change. Now, it doesn't mean that you don't keep trying to tweak it, but it does mean you've gotta go back to the basics of hand dialing the phone. Because being honest, guys, the best contact rate is 100% always gonna be from your personal cell phone. It just is. It's your personal cell phone, right? If you call them 3 times, they're going to answer. If Max Hornstein pops up 3 times on my phone, I go, what the fuck? Who's Max? Max, what's going on? Like, he's like, hey man, I'm calling you back about the request you put in my office. My— oh yeah, yeah, that's right, man. You know, Max is going to know his script and he's going to convert and we're gonna have a conversation. But all the tech stuff is great, right? If you're— but I mean, we've got agents that spend $400 to $600 a day on Facebook leads. At which is going to bring in a ton of traffic. Now, at some point though, they have the maturity and discipline to go, I need to have 10 to 15 appointments on the books per day because I know my close ratio. And they also at that level know if there's not 10 to 15 appointments on their books pre-booked, they're going to be dialing. And if they're dialing from Kixie or from Wave or from PhoneBurner or from whatever these— all the different dialer systems, and if it's not working, they're going to pick up their phone. And that's something that, you know, Michael, Zachary, Tyler, you will mature in time to go, I have to have a baseline number of appointments. Now, granted, we would always say out of 10, out of 100 presentations, 25 are going to be laydowns. They're just waiting. And it's true. They're just waiting. What took you so long to call? You know, then 50, 50 of them in the middle, 50, you're going to have to have some sales skills. You have to just overcome some objections, build the rapport, build trust.

Right.

And then 25 of them, they just fill out forms or they've already died. Right. And that's just part of the business.

Right.

So 10, 10 out of 100. Now, the hard part for you to wrap your head around is those 25 laydowns. Oftentimes they come at the end and you got to work through all this shit to get through to that level. And but it's, but it's, it, those numbers ring true. You get to enough presentations, enough appointments, people are just, they want to buy insurance. Like, that's the thing. Like, we screw it up. Now, buying aged leads puts you at a challenge, right? Because they may have been called a few times, right? Buying new leads is always going to be easier. It's always easier with new leads. Always. Why? Because they just filled it out. They just filled it out. Now, aged leads, you got to dig back in. Oh, someone didn't call you, but there's still going to be that same numeric amount of gold in both of those, both of those avenues.

So how do you, how do you teach people like the whole, like A lead's a lead, even though we know they're different, you know what I mean? But the mentality towards all the variations, and, you know, for us, we always were able to look at, go like, dude, someone's winning on all of them. Someone loves and hates every kind, you know? So how do you go about teaching that from a management standpoint? Like, I need to get my guys on the same page and think like Grady.

Yeah, I teach them that, uh, what a lead is. Is someone that loves their family so much that they want a stranger to reach out and talk to them. That's like, if you think about that, like, that is what a lead is, is someone that has, that has no access to buying their own life insurance. They don't know anybody that sells life insurance. They don't have a license or sell life insurance. No one. And they don't know where else to go except either going to Ethos and trying to maybe buy it themselves. But it gets confusing calling in a phone number that came in the mail filling out a form online about IULs or veteran benefits or final expense or term coverage because they want to know more about either quotes or benefits or have some review. So if you understand that mindset, like I made the joke 3 minutes ago, but like we are not ripping a page out of the White Pages and they say, here, start at the A's— Anderson, Alabaster, Abernathy, right? We're not just starting at the A's going, good luck, right? These are actual people that have filled out these requests. Now, sometimes they already got a question answered. Sometimes they don't answer phone numbers they don't recognize. Sometimes they're out of the country and you just have to work through and be strong enough to do that. And like, that's, that's my philosophy on leads. Like, I had this girl on a call a couple of months ago, Christina Andy. I highly suggest you having her on. She's phenomenal, but she writes 10 a week off referrals. But how does she get the referrals? She buys $100.50 bronze final expense mailers that are 3 years old. And calls them and digs in and says, hi, I'm following back up and super sweet. And we can all be sweet, right? And then just builds rapport and says, well, let's just do a review and see where you're at. And boom, from there she then will dig out 2, 3, 4, 5 referrals, go down pathways, and all of a sudden she's writing— she said she spends less than $1,000 a month on leads and writes 30 to 40. Why? Because she's working.

She's just—

she's smart. That's why. She's just smart. And she puts in a little bit extra effort for asking for referrals and digs in and builds the rapport, which is the problem that a lot of us have is we We are, um, conditioned to the path of least resistance, which is just buy leads and call people that want it. I agree, it's easy, but there's a lot of, like, you know, ERS or ERN, Emergency Response Network, calling the beneficiaries. There's a lot of different ways where you can increase your profitability, and it honestly helps tie down the original sale. Because if you're calling Betty's son Janine and— or son, daughter Janine— and getting her a policy, bro, could be in today's time, uh, But that puts you in such a position where you're now working within the family, solidifying your business, right? You're— what you guys understand though too, and this is heavier business stuff, is your clients are your competition's best prospects. So if you're not doing things to elevate yourself as their broker and taking care of the family and send— like Wiley Hawkins said on a call one time, and I try to share all the time, he goes, any policy over $100 a month, I go to 1-800-Flowers.com and I send flowers. $34 plus shipping, it's under $50. It's like, I made $1,200. Why am I not sending $50 to say, you know, thank you for allowing me to take care of your family, or have a wonderful day, Betty, or whatever? And his persistency is like 90%+ on term and final expense stuff because he does that little bit extra care. But I get these other agents that go, 36 minutes, it was $250, slammed it through. Would you call them? No, I don't call them back. Oh dude, chargebacks are coming. And so like oftentimes, guys, like take care of your clients and your leads the way that you would want to be taken care of as a customer. Or as you'd want your mother or father to be taken care of as a customer of a business. And that philosophy will ring true. And then referrals will come in, your chargebacks will go to the floor. Anything happens, they'll, they'll reach out to you and go, hey, someone's calling me about doing a review. Is this guy from your office? You know, no, it's not my office. No, don't bother that. That's spam. You know, just block his number, right? So you can keep that persistency high.

What did you consider doing What, like, what did schedule, lead, investment, recruiting, like, how did all that, like, what's ideal for you? Like, what did you find a groove in doing that just worked for Easton?

Because you were a fucking dude.

You took— they thought I was crazy with high volume. Y'all fuckers don't know. Like, my shit's kind of low compared to what you were just— you took it to a new level for us. You mean like when I did that for Kilimanjaro? Kilimanjaro, when he was the guy training him, taught him to have his team run 10 fucking appointments a week. I was like, what? And I learned from Mark and some of the other guys, 30 a week. Dude, you were doing like obnoxious numbers of appointments. I don't, I don't, I won't even quote them because I want you to share it and schedule in my run days. I was 11 days a month, dude, selling half a million bucks. You're like 11 in a day, 11 in a row. I mean, you just go like, keep going. So I would love for you to share like your targets and numbers and and what you were hitting for an obnoxiously long period of time too.

Yeah, I wanted to, I wanted to have right about 44 appointments on the board was kind of like my minimum was 11, 4 days a week. And then if I was traveling, I would always throw another 8 to 11 depending on how I could structure like my, my dial day. But I'm, I'm going for somewhere between 40 and 50 on a pretty consistent weekly basis because I knew that I was a bad quote unquote closer. Now I was very, I got very, very patient. Like if I got into a good financial situation with a family, who had a big need, they had money to spend. I was very, very slow and methodical, which is what I closed 42% of my appointments in 2020 and I sold 780. It was my first big year in sales and it's still an F in the closing department. So I was never focused on how do I get 44 to 80. I was just like, dude, I'll just keep running. And then as these good appointments show up, I'll just slow down and do a good job. And so like my average was still right about 3 Gs a close, And I didn't have to, you know, be the elite closer picking up 27 apps. I was like 11 to 14 apps a week, dude. And that always was between, you know, $20K and $35K of submitted business a week because I was very patient in my actual appointments. Um, it used to be 44 appointments and I would get 800 AP on the board. That was like, you know, obviously for the first couple of months. Um, the equivalent to virtual is like appointments are what they are. It's, you're, you're still coin tossing if they're going to show or not. So like, I'm not setting up 4 evening appointments and then like, well, got some good biz coming my way tonight, not doing anything all day because that's a little odd. I want to stack as much as I can and dial as much as I can volume in between. Like this, this 300 dials per day is like you're— if you're presenting a lot, then 300 dials a day is like a really good place to start if you're having 5, 6, 7 presentations in a day. But if you're, if you're not, if you're just like chasing to try to get somebody to answer the phone and you have 300 dials, like that's way under volume. You probably want to be looking like 700 to 900. And now you've got the crazy software and text messages and you can invite people to call you in a text, but you can email them, you can have speed dialers. They have all this stuff, um, in quote unquote systems that can serve as a distraction because you still have to physically do work. Um, but it is a big advantage now. So that's like the, from a sales standpoint. If you, if you want to be very elite functional, net profit are really high, $1,500 to $2,500 a week. We've always seen those numbers flip $30,000, $40,000, $50,000, like, and that's pretty much where you're going to be, $1,500 to $2,500. We set up block, like sales block. If you're strictly producing in the beginning, you sell from 8 to noon, 1 to 4, 5 to 8. And then we've adjusted that some for like the virtual trainings and the in-office trainings that we run. But like being in saddle, in sales saddle and not getting pulled just because you have a miss at 9 AM. This is not time for John and I to talk for an hour and 15 minutes on why I didn't close the deal right in the middle of a call block or a call to close block. So like write your shit down, bring it to training, write it down, bring it to training. So that's what we have everybody in office do. I guess we have like 8 to 8:30 script training where they, then you guys will run through some, you know, practice script stuff. And then 8:30 to noon, we're just banging phones all day and we train at 1. And then 2 to 5, probably 5:30 to 8 is our like last 2 blocks with the training adjustment. Um, but that's like the volume that we're looking for every single day.

Love it.

When you, and you were 40+ field sales, correct? You were doing those 40 appointments, flying fucking places, running that in fucking kitchens.

Yeah. Yep. I'd book an appointment every hour and 15 minutes. So I could do like 11 a day from 8 to 8:30. If I could catch a 6 or catch a 10, I always booked them. If you let me in your house at 6, obviously I'm getting a check 100% of the time. I'm not going over there at 6 for my health. So I'd love the 6 AMs. Those were a little bit harder to get, but I might not have batted 1,000, dude, but I was close if they— if it was 6. I didn't miss a lot of those.

So when you go, shit, we ain't got people getting on the fucking dial of the phone at 9, this cat's selling at 6 AM.

Much less fucking on the phone, you know what I mean?

It's like, so how does that translate in today's world numbers-wise?

Again, whether you want to talk about what you did or what you're having people do numbers daily, and, um, like, start there.

Like, what's— what do you— what do you— what are you looking at now? Because again, if y'all didn't catch it, he said $20,000 to $35,000 AP a week, man.

That's fucking serious numbers, dude.

And then we got obviously some people on leaderboards like Zeros and $700 and $2,000 and $3,000. It's like that, that's tough. Um, so what are you seeing the top guys doing now schedule-wise, appointment-wise?

What's normal?

And then I would love to get into the, uh, how we close them part a little bit after that.

Yeah. Yeah. So I, I had like 2 big infield years and then we, we pivoted to virtual, which was new for all of our group at the time. Nobody ever ran that model. And so, and we were, we were doing about a million and change a month as an agency when we first went virtual. And so I was still selling. I sold like 470 that year, you know, part-time, kind of like cycling out of the field. But that was all virtual stuff. And the, the process and the numbers, it was, it's all relatively the same exact thing, dude, except for, you know, now if you're getting an $8, $10, $12, $15 lead instead of $100, like your spend is the same with an astronomical amount of more repetitions, you know, per, per batch. So that by default should increase your call volume immediately. And it's, it's about the same if you're presenting 5 people 2 numbers a day. Those take, what, 30 to 60 minutes on average? It's the average length of the appointment. So if you're making 300 dials, that's about 6 hours of dialing, 5 to 6 hours of dialing, right? If my math is right, 50 to 60 an hour. Give or take. And then you're presenting 5 times, that's about another 5 hours. So that's about your, you know, 10, 11-hour day. So those are kind of like our stock metrics from like a volume of outbound. So if you got 2 presentations, probably should have at least 500, 600. And it's all just built on that 300 outbounds, 5 to numbers. And those should shake pretty consistently if you're, if you're running a legitimate 6-day, 10-hour type schedule, that's about what we're looking for.

So you're basically every, every presentation's knocking off like 100 phone calls in a sense.

You're at, you're at 8, 7, 8, 900.

But if you're presenting 5, 6 times, you're down to 300.

So it's like you knock off 100 relatively in the ballpark every time. Yeah. So you're doing 5 a day, you need 300 more dials. That's your, that's your timeframe. I like that. That's sick.

Cool.

What's the— so what's the magic, dude? What can't people figure out about closing over the fucking phone, dude, at high volumes?

What are they—

what are they fucking missing, bro? Besides the volume, because I think we all talk high volume, you know what I mean? And then still someone's going to do it and spend $700 this week and forget to re-up on leads and have fucking 2 presentations today and be frustrated that they're making no money and then also not work Saturday or Sunday. So how do we get them making money? What's the, what's the hook, man?

So structurally, it's almost the exact same as you would do any other, like, insurance sale at all. Like, you have your intro where you're building credibility. Hi John, this is Easton calling you back about blah blah blah that you sent me. Got this is your birthday, this is your address, this is your beneficiary, this, whatever you guys are calling. You're just confirming a couple of things and then making sure that we're headed in the same, like, you know, you go tomorrow, who's in charge, blah blah blah. I feed license and credibility info early. So as soon as I get like direction and purpose behind the appointment, like purpose for purchase kind of thing, I'm going to take a step back and like, hey, John, before we get too carried away, just want to make sure you saw like text or email sent you over all the credentials just to make sure you knew I passed state federal background check. I'm live to do my job. So if I take your info, I go to jail, they find me, I lose my wife, all that bad stuff. And I do some kind of crack joke like a pull away. You know, like, dude, loose, it's relax, it's just insurance, dude. I'm just here to help you. So I do need them to have my stuff. And then I'm like, also, just to make sure you know, this is what I do for a living. And if I mess with your stuff, they literally find me, put me in jail, take my ID, default setting. The wife goes, she's not going to be around for that stuff. And like, that's kind of how I start a lot of my calls is here's my serious info. We're just doing insurance, dude. We're not, you know, taking out a house. So it's not that complicated. So now they've got my stuff and I've got their stuff. I know the purpose behind, like, what direction are we going? You're not around tomorrow. Who's in charge? Have you guys talked about it? You know, is this the first time that you've done it? Do you have anything now? If you do, you know, why are you looking for extras? This for house? Is this for income? Is this for funeral? I just need to know where we're going to go. And then it still applies today. I am actually just looking for quotes. I forgot to tell you that. Cool. You're looking for quotes because you don't have any insurance now, or you have some and it's not enough. Does not matter. I always have direction, always. And it still works all the time. So it's, you know, just— it's not confusing just to give people a direction to go. And if you're like, well, I can never get them to tell me, like, all right, John, if you're not around tomorrow, are you married?

Cool.

Are you the primary? So if you're not around, pretty difficult financial situation long term for the wife. Is that fair? Like, just give them a direction to go and then confirm it. And now at least we have direction. So intro, why? Then we need to set like the structure of how this process works. Job is super easy, John. There's like 50 companies that do this stuff. That's who we underwrite for. I basically grab some info from you. I'm going to shop all of them. I'm like the Expedia or Amazon of insurance, whatever you guys want to use. It's going to tell me who your lowest company is that you match with. After I figure out the company, you're going to custom design your own plan and price to the penny of what you guys want. And then from there, all I do is shoot it to the insurance company. Make sure they get your offer back so that you're live. Something happens, the wife's good. Does that sound easy enough? Like, that's it. Just like, what's the process? What are we going to do today? Just give them a little structure. Obviously, you know that that was very hard for me to do for some reason, just to make a statement early. It has to be non-negotiable on the phone because you're about to grab all these people's info. They need to know that you're going to shop, find the cheapest one, that they get to make their own plan and price. And then my job is just to get them an offer back. Dude, it's pretty easy gig. Like, we're just taking orders now. So now we've got intro, wine, structure of the appointment. Your client worksheet is just data gathering. Like, how much do you make? What are your bills? And what's your health? Like, it's— there's a sheet that you can fill. Do you guys use that still, by the way?

They have— I don't know that anybody uses it, but we have them.

Hey guys, just created something really cool. And if you want to be part of it, join the Discord group I just created. The link is going to be be in here. It's a dope environment. You can, um, chat with others that are kind of in the community. You can see behind the curtain of our agency, have access to all kinds of stuff that we got going on, events. And my staff is in there, um, we have agents in there selling, me helping agents and sharing information. We're going to, as we build this thing out, share everything, um, out there with all of you guys. So again, follow the Discord if you want to be part of everything we got going on. Join it now. We'll see you in there. Hope to help you more.

So I understand what questions are on that thing, but it guides you structurally to not miss any important info. And I rearranged it a little bit to like how I was running appointments when I was in the house. So I get, you know, age, smoker status, beneficiary info. I get all of their soft budget bills first. I want to know mortgage, cars, insurance, ballpark utilities, ballpark dumb spend, and emergency fund money.

Money.

Like, I'll total that up. Let's say it's $3,200. John, what's your ballpark monthly income? 5 G's. Now I know we've got $1,800 that's unaccounted for. I'll give them another $500 just in case. How are they possibly going to object to cost? I already know they have a grand that they don't do anything with that's not attached to a bill that they're probably spending in an unintelligent manner, because that's what we do as consumers. We just spend money if we have any left. Like, that's kind of what we do in America. So I'm doing all of that stuff so that I have a very clear shot. Dude, if I, if I find somebody that has a grand or anything more than that left in budget, great news, John. Based on your guys' debt-to-income, you don't even qualify for insurance that's out of range. So you guys can literally design this exactly how you guys want, as much as you need. Sound good? That gives me full permission to show whatever I want. Like, I already know they got the money. I already know that we have a need. I can't overshow. I'm not going to show them something for more than a grand, dude, but I can show them something $250,000 to $500,000 and feel zero emotional tie to it because I know they can afford it and they have a need I can fill. And if you're in an appointment with a husband and a wife, the reason that income section is so frickin important— if I find out that you are 60 G's a year and you're 45, when you're 55, the wife is already out $600,000. Big problem. You guys have $100K at work. Awesome. That's gone in a year and change. Not counting the funeral. She doesn't make any money. $600K the first year. Now we're at $1.2 million by the time you're 65 trying to retire. Makes sense why you guys are looking. I can use long-term income loss to drive up need. And now we know that they have money. They have a huge need that I can fill. Now it's game time, dude. Now it's just like, don't overshoot and make sure we're on the same page. If you overshoot, if they have budget, that is a you problem. That's not good. Um, last piece of expectation that I do, um, on those calls is like, I just want to confirm if you've done this before. Like, John, this first time getting insurance sounds like— yep, okay, cool. It's no different than when you go to a dealership to get a vehicle. It's all the same stuff they're going to ask you for, you know, license, birthday, address, social, bank you guys used to pay, and all your beneficiary info. They don't even bang your credit anymore for insurance like they do cars. So you don't even have to deal with that process. That sounds easy enough. You got access to all that info. Wanted to make sure I told you because they are going to ask when we get that far. And like any objection that I'm ever going to get, I've already pre-framed. I've set the structure. I know what their health is. I know what their money is. I've done soft closes through the whole process. Now they know what info I'm going to get from them after they design their plan. What kind of object? I don't want to give you my Social. Cool. Did you get my ID? Remember how you went and got a car? They had to know who it was. You have to give your social to an insurance company. That's how they know who to pay when you're dead, dude. Like, it's the only way that this functions. It's tied to you. Driver's license, social. If that matches, we can pay the wife. If you don't supply that, you can't get insurance because it's tied to if you're alive or not. Remember? Cool. All right, so what's your social? And like, I can go in this endless loop with them, dude. But you can't object to anything if I've already prepped the entire appointment, what the process is, how it works. I don't even care. I don't care if you do $550,000, $500,000, $5 million. My job is to place you with however much you can get for the cheapest and how much you want. Sound good? Like all of that different stuff that you can say, we're just trying to downsell into permanent affordability because we want to capture really high level of persistency business. Think about this. Do we make a grand an hour to close on average? Let's say grand an hour. So like you nickel and diming someone an extra $20 or $30 or $40 a month, and pinching them because you want to make an extra— dude, it's a grand an hour to do our job. Like, why not just take your G? They keep it forever. You keep your business on the books. Their family gets paid when they die. Universal win for everybody. So we downsell like crazy to make sure that that stays. It's exciting to see $3K on the board. It's a lot more exciting to keep it. So just sell one at a time if you need to. But there's no— we don't have to rate drive and like milk people's budget. We just need to make sure it's good forever. And like, that's what we hammer, like, in our, in like all of our trainings in our office stuff, dude, because it's a lot of money for— I mean, what were you guys doing before? Making a grand an hour to close? Like, that's a crazy amount of money to sell insurance to people that ask for it. So no, no reason to press budget stuff. But anyway, that's the budget soapbox thing. But that's our entire process is trying to like understand direction, build credibility through my ID, set structure of the appointments. Suitability-wise, just like, dude, how healthy are you? What do you make? Where can we fit you? All right, here's your options recommended by the insurance company. Which one's easiest that you think is enough for the wife? And like, it's very, very simple. I don't know if that kind of— I think that goes through most of that.

It's super informal, as structured as it is. It's very just you being you, you know what I'm saying? You're just, you're fucking making it simple, slinging it out like you're talking to a buddy. And not taking anybody's shit. Nicely, of course. Yeah. Which is funny because early on you are, and it is very structured, but you come from a very corporate background.

You know what I mean?

Mm-hmm. So to just kind of let loose and be, I remember at the beginning, dude, you were tough cuz it was so robotic. You know, I see this dude Max in here now. He's so good at sales, but it, like, we're working on tonality and the way he speaks. And then some people are so formal, they turn on like the, the weatherman voice, you know what I mean?

And they get into it and you just, you've learned how to just be just Easton with structure and control and not let people walk all over you.

That's been neat to see.

If you're out there hungry looking for an opportunity and you're like, damn, I want in, you ain't got to have long because we're building something big and we're gonna do it without you. If you are interested at all in joining any part of this journey. Want to be part of what we're putting together from a culture standpoint, production standpoint, profitability standpoint? Uh, follow along. Go to johnwetmore.com/discord or shoot me a direct DM on Instagram and I will get back to you quick.

See ya.