How To Make $100,000 Before Christmas (Insurance Sales)

August started, everybody. Um, if you have any questions, as always, along the way, feel free to put them in. I'll do my best to answer some as I go. I'm gonna give a little rundown of kind of like, uh, my thoughts on coming into this final quarter of the year. Um, it's always an important, important part of the year for a lot of reasons, but I, I see a lot of agents and people, just people in business, um, in sales in general because I obviously, I know a lot of people outside of what we do as well, and I see a lot of people attack this fourth quarter like completely wrong. Um, so I want to give some kind of input into the sort of the way I look at it. Um, one, I've learned doing this, I'm now, I don't know, pushing 15 years doing this thing, and, uh, the fourth quarter is always our biggest quarter for production by far. Relative to the rest of the year. It's never once has it been close. Um, but I run into a lot of agents, individual agents, that tend to get stuck mentally going into this time of year, um, from a couple things. One, it, it feels like we're 4 seconds from having just set all of our New Year's resolutions that, quite frankly, the overwhelming majority of people don't hit or get anywhere near what they said they were going to do. Um, and I see some people get a little bit depressed at the end of the year. I see then some people feel like they're not hitting their goals, so they feel like shit about themselves. Um, then holidays get in the way and people make a lot of excuses and a lot of reasons as to why they can't work, because they now have to spend time doing all these things that are supposed to be done, I guess. Um, and I can look back at the beginning of my career And I'll never forget, I talk about this every time I, I do this type of call at the end of the year. I'll never forget the, the first year in this business at Christmas time. Um, Quinn, I used to go back home to Boston every, every, every winter, like right at the beginning of December, um, to visit family because I moved to Georgia like 20 years ago. But I go back home and my family, we have a small family, but we'd always have like a little Christmas party every year and it would rotate whose house it's at. One year be my mom's, and my mom and two aunts, and every year would rotate where it was. And when I moved away, we would still fly up, go back home, and, and go to those. Really the only chance I got to spend some time with cousins and, and whatever family. Be 20 people at a party, nothing crazy. Um, but I remember the first year I went and I brought up my kids to this one, and we spent a full week up there. And I remember the, the feeling during that week that I had of being away from home, having no money, um, not being on the phones, which meant I made no money that week because I was away. And instead of spending time hanging out with my family and enjoying the kids and the babies and the candies and the foods and all the good things you're supposed to enjoy, all I could fucking think about was my bank account. And I spent a week on vacation in Boston— it was New Hampshire at the time, I was in New Hampshire at my aunt's house— and, uh, I remember going through that week, man, and I spent more time looking at my bank account than I did hanging out with my family. And so not only was I gone for the week, but somehow 3 days before going up, I suddenly had to get everything ready, so I couldn't work. And then naturally, when I got back, it was like— and we go before Christmas, right? So I had a week off there. Then when Christmas came, well, now all of a sudden I got another week where, you know, people don't answer the phone during Christmas, so why would I call? And everybody wants to do business after the New Year because they ain't got no— I'd put all these things in my head because I'd get objections. And that, to me, I meant— I would say everyone must feel that way. And thankfully, that was the last Christmas I ever had that feeling in my life, um, because I was determined to change it. That was— there was Christmas of 2014. And what's crazy is a year later Um, 12 months later, when I went back to my family Christmas, I could like take everyone out to dinner, and then we'd go to these like ice sculptures. They had this little ice thing where it's cold as shit in New Hampshire, and all this ice melts on this rock, and they make all these pretty little things that you could see and walk in. And it was one of the coolest Christmases ever because I got to like spoil my family, who was used to me just being the broke kid that they had to take care of for most of my life. I um, and I was able to make that change in, in, in under a year. You know, for 2014, I didn't do shit. I made like $80 grand. In 2015, I sold on my own pen nearly $500 grand. And that'll change your fucking life pretty quick. Um, and so as, as I looked back at that time and I seen the mistakes that not only I made but all the other people that I was listening to and talking to were making I felt like it was normal. The 2015 year, I got myself around different people, and these people not only learned— did a really good job of their schedule throughout the year, including summer, where most agents slack off. Usually the cycle for most agents is spring is usually pretty good, summer everybody slacks off because the kids are home and all the other shit you got going on in the summer, and then people panic in August and September, try to catch up, and then October, November, December, most people slack off again. And it's just like shitty roller coaster for the average insurance agent. But if you look at the overall industry, that roller coaster doesn't happen this time of year. The sales and the wealth just transfers like dramatically from the people who don't work a lot to the people who understand the importance of the quarter. And people start in our group, um, specifically the ones that that make these changes end up writing more insurance in the last— I don't know, what do we got, 70-something days left in the year, whatever it is. There will be agents, and y'all can watch this, if it's not— if it— if you choose to not make it one of you that does this, I promise you to get on and watch leaderboards, you will see people write an inordinate amount of insurance in the next whatever, 10 weeks left of the year. And you'll have, you'll see more people and teams have record months in December than anytime throughout the year. And it's because they get really like fanatical with their schedule coming up. If we look at what's coming, obviously we got Halloween coming up. It is what it is, whenever it is. I don't even, next week, week and a half, whatever it is. But pretty quickly after that comes Thanksgiving. And then pretty damn quickly after that comes Christmas. And so there's these like 3 or 4 weeks coming up in the next 10 that a lot of you will find somehow, some reason, some way to not work. You will figure it out, I promise you, and you've probably done it before. Um, and I can relate. So what I would highly recommend is to look at your calendar, like really look at it, and decide for yourself what days coming up in this last quarter— holidays, call them what you want— are actually important to you, to you to have off. If you build your schedule based on what you think a potential client prefers for a schedule, you will go broke this last quarter. If you believe the objections that say, I just want to buy after the holidays, you will go broke. If you believe the objections that say they're busy shopping and busy visiting family and busy because of the holidays, I promise you'll go broke. And what I want to warn you of is that the number of objections you get won't really change. They'll just be new because it's now holiday season, so they can say something new that they haven't been telling you for the last 9 months, 10 months, right? So when the objection is new to you, you're going to freak the fuck out. So I just need you to understand that the, I don't know, my son has baseball is going to go away, and I have church tonight, that's going to go away. And instead it's going to sound like holidays. You're going to hear holiday and you're going to freak the fuck out. And I just— one, I want you guys to prep for that. What's up, Cedric? See you pop in the middle of my screen, bro. Hope all is good. Um, So one, understand that new objections don't mean that you can't sell this time of year. It's just a new objection. Again, no different than in summer. Suddenly everyone's on summer vacation. It's just a new objection time of the year. So if you can mentally get your head around the objections aren't real any time of year, no matter what they say, they're just not real. Do you get them? I get it. We all get them. I get yelled at. I'm back on the phones. I'm getting cussed out every day, just like you guys are. Just part of the game. But I do understand the reps probably better than most. And so coming into this type— this, this time of year, I really want you to look at your calendar and I want you to proactively mark off when you choose you're not going to work. Whatever those days are, they are. The magic will become is if you can take those days off because they're different than your current days off typically, right? If I don't work on Sundays because of whatever, I don't work on Thursdays because my kids, whatever. Holiday season, there's going to be new things. So if you don't plan this accordingly, you're going to have the old things in your way and the new things in your way, right? And so what I do is I sit down and I go, when can't I work, period? Like, what are the— and there's, for me, there's not many. Um, so if you go in and, and look at it, what I, what I, what I prefer people do is every time you mark a day that you can't work, to then go in and make up that day somewhere else. All right, so meaning Halloween's coming up. If you're like, I don't want to work that day, but you normally work that day, you should figure out how to work an extra day this week so next week you don't get fucked up, right? Whether that means I work an extra day, maybe I work Saturday and Sunday this week when I don't. Maybe I still work my 4 or 5 days, but instead of making 400 phone calls, I make 700 phone calls. Instead of booking 6 appointments, I book 12 appointments. Instead of booking 12, I book 15. Whatever your number is now, you're going to have to figure out how to get— and for those of you not making money, you're going to have to figure out how to get a bigger number in less days coming up in this last quarter. You— if you don't account for all these days that you're going to in your head say you can't work— I've said it a few times already, this last quarter will be bumpy. And momentum is so key. And I'll see a lot of people kind of mess this up. The last quarter, and then you get into New Year's, and then all of a sudden the kids are off a few more days, and then they don't go back to school till the 6th or 7th, and then you start working again on the 8th, 9th, or 10th of January. Now all of a sudden, especially if you work here and it's, uh, at FFL or plenty of the other companies that have the annual conventions at the end of January, then you get 2 weeks on and you're like, fuck, now I gotta travel to go to an event. And it can trickle over. Before you know it, it's going to be fucking halfway through the first quarter. It will go from October to March like that. Um, so if, if, if you— there will be someone on here that will ride this wave of momentum into next year, and they will go out and make multiple six figures next year selling life insurance. Um, the overwhelming majority are gonna— it's gonna be a rocky fourth quarter, and people won't adapt and change. And it— I see it tend to be a repeat flowing into next year. Um, so on top of the schedule, what some of the things I would look at is like, all right, now that I get my schedule, one thing you can't do is slow down your lead flow, right? Holidays tend to have less days in the field. I see a lot of agents turn lead flow down because they're like, I can't keep up. And I remind everybody that if your lead flow is down, that will also turn the money that goes into your bank account down. If you get more leads and you combine it with work, your bank account will go up. Because it's a funny time of year where people are, people are, people are in a buying mood. People buy a lot of shit this last quarter. It's a buying quarter. Um, and I hear a lot, I've been told, and I don't know if this was just trying to, people trying to convince me that it was a good quarter or a good time of year to sell. Um, so I'm going to kind of use it on you guys, but it was what I was always told and I sort of bought into it, is that people are around their family a lot. People visit family members they haven't seen in a long time, and you visit Auntie and Grandma and Auntie, all these people that are now a year older and a year sicker, and shit happens. People have died. People go back to their Christmas parties and someone's not there this year that was there last year. People get emotional about shit like that. Um, And I think that has a lot to do with tying into, to what we do as a career. For us, you know, people being around their families and seeing all this stuff and us selling insurance, there will be a lot sold. And the beautiful part about it is there's less agents competing for those clients during this time of year. I promise you, the bottom of the barrel agents are calling less. So no, no different than any of you. I get 10 people called me already this week. Y'all get that when you call leads, right? You're the 9th fucking person to call me about this thing. Stop fucking calling me. I've had it 3 times today. There will be slightly less of that because people will sell this type of quarter, this, this type of year, this time of year. So when I was running, I not only wanted to get my own momentum, I wanted y'all's money because some of y'all are going to let me have the money. Because you're not going to work and I am. I will take your money, I promise you. If I can earn the money instead of you, I will take it all day, every day. And so I look at it as a very opportunist— opportunistic time of year also, you know, to take easy laydowns away from other agents that just aren't getting them because they aren't going after it, you know. Um, So as you, as you start to do this and, and plan your schedule, now the thing is, how do you, how do you put the activity in during that said schedule, right? It's gonna be a lot to do with lead flow as always. And if you don't understand lead flow, call someone cuz you can get unlimited leads literally starting tomorrow for relatively any budget. If you don't know how the, and you're deadass broke, I've said this a hundred times before, open your front door and go outside. There's 300 million people out there. They all fucking need insurance. If you have money, you have no excuse to not be able to call people because you can get unlimited leads literally starting today. Any kind, anywhere, all over the fucking country from 100,000 different lead vendors. Getting leads is not hard. Now, some of you only want those leads that come with like an instant yes and yes, I'm buying and you want them easy and you want the high quality, high intent. Like, I don't know where anybody gets those because I never had them. I have— I work my fucking face off and I learn how to talk to people and not get emotional about all the objections, and I talk to enough people that I sell enough insurance. But I think the high-intent, high-quality lead is a mindset of the person calling it more than it is the lead on the other end. And I've always said, I don't, I don't, I don't know one lead, if you will, that has a family they don't care about as much as you care about yours. So I'm, I'm a believer that if someone fills something out, especially about life insurance, they definitely want to take care of their family and they definitely need life insurance. That's how I go after it. Now, I know it doesn't work that way every time, but my give-a-shit level is zero when they give me pushback because I know it was just me in the moment. I know it has nothing to do with anything else other than timing. And I'm technically a salesperson, they're technically a consumer, and they fucking hate us, but they want the product. They just don't want your shit. They don't want you stuttering, they don't want you slipping over your words, they don't want you begging them to buy, they don't want you to sound like a telemarketer, they don't want you to beg the shit out of them, but they do want to take care of their family, right? So some part of that is skill set, which is the other piece of this. Like whatever you've done so far for this year, Cedric, right? Like I know you're selling a little bit. I don't know where you're at compared to last year, but I do like seeing that you're still around a year, year and a half later from when we first bumped into each other. But I bet you could get better, right? So now we go, all right, now not only do I got to work on my schedule, but from a skill set standpoint, what do you focus on every week or every day? Like each one of you, what are you working on right now in your craft? Like, what's the number one thing you're working on in your craft right now, in the period of your career where you're at? Most people don't have something like they're actually trying to work on every day. Meaning, are you trying to work on lead flow better and organizing, keeping, keeping things organized when they come in? Is that one thing? Are you trying to work on your attention span on the phone? So instead of making 7 phone calls and needing a break, can you do 400 before you need a break, or 100 or 200 or 300 before you need a break? Right? Are you working on that? Are you working on how much time between phone calls? You make a phone call and you get told to fuck off, how quick do you pick it up? Or do you need a coffee break because you got yelled at? Right? Like, who are you relative to what we do? And for me, it's like one of my favorite things to do is when I start getting yelled at on the phone, I hang up on them. And I get to the next lead before they finish yelling at me because I don't give a shit. And then what's weird, and I said this on the last call I was on a few minutes ago, if any of y'all on this one as well, I apologize for repeating this, but I had 3 or 4 people call me back and ask why I hung up on them. And I'm like, what do you mean why I hung up? I'm about to hang up on you again because you were saying dumb shit, dude. You're pretending you didn't want this, that's why. And I hang up again. Why? It makes me feel good. It's like an emotional win that I can move on with someone. And I'm like, well, you were yelling, so it sounded like you didn't want to talk. It's weird that now you want to talk now that I hung up on you. Now you want to fucking talk, Bob? You know, um, and those things don't bother me. I booked an appointment yesterday with a guy who told me to fuck off as soon as I answered the phone. What the fuck do you want? And I fucking booked it. Because the way I went back at him, and it's recorded. I hope you find that one, Reece, soon and edit and put it out to people because it was, it was fun. Um, but he said something, I was like, damn, that was a little aggressive, bro, for someone that gave me their phone number to call him. He was like, wait, what? Like, I mean, you did ask me to call you, bro, now you're cussing at me. That was a little aggressive. And I went on and I booked it, and he was fucking nice as pie after that because I didn't get emotional and I didn't get— now sometimes I do, I still, I'm not perfect, but but I don't do more than one at a time. If I get emotional on one, I go, ooh, that was fucking stupid. Especially since I'm doing it in front of people most times and all of mine I'm recording. So I'm like, all right, I lost my mind on that one. Get a grip, get back to it. And the next call I'll be back to normal. Whereas I remember when I was new and many of y'all probably fall into, if someone says something negative and you get, and you get foul, the next phone call you tend to carry that with you. So now the question is, that's something you're working on. Meaning this week, when someone— the very next person that starts to tell you to fuck off, literally hang up, hang up on them, and then call the next week right away. Like, one second. Someone mute him. Is that you, Salem? Just mute if that's you, bro. I can't tell. I see a phone and I heard a voicemail, so I don't know if that was you. It might not have been you, dude. I can't see the mute buttons. I just saw a phone and I heard people. It was him. See, I got it right. I ain't mad at you multitasking, bro. Keep dialing. I ain't mad at you, dude. You hear me all day. But I do want you to try that kind of stuff. So it's like, what are you working on to get better at your craft? Maybe you're working like Salem, his job this week, he's gonna be working on how many people, and this is his words, is setting the table. Meaning when I get someone on the phone to keep them on track with me and keep them from hanging up on me, he's doing a really poor job of explaining who he is and why he's on the phone with them. So he starts asking questions, people get uncomfortable, they're like, why so many fucking questions? And they want out because he doesn't do a good job of explaining why he's about to ask those questions. He doesn't put it to their favor to be asked questions. Meaning, a very simple way I do it, I go, hey, hey, Salem, hey, do you mind if I ask you some questions? Um, just because there's a lot of products and I really want to make this as easy as possible on you and not give you 4,000 options. If I ask you like 5 minutes worth of questions, it'll make everything a lot quicker for you. Is that okay? Who's going to say no to that? It's going to make it quicker for them and less shit they got to deal with from me. So I word it so it's to their advantage to say yes, but it opens the door for me to then be able to ask whatever I want. It's a really simple tweak, right? So I'm working with him on that this week. For those of you that have followed me for a while, you know, I've helped build this agency up to over $200 million in paid annual premium per year. We have over 5,000 agents a year that sell, and I am rebuilding. We're building a new base shop, helping people build big agencies, get to multi-seven figures in income, or producers that want to, that want to just sell and get to a multi-six-figure sales, um, career. Hit me up. I'm hiring direct. I'm looking to train and mentor winners that want to work their ass off and build something dope. Click on the link below, or you can go to JohnWetmore.com/join and put in your application. We'll see if I'd be interested in working with you. DM me. Hit me up, whatever you like. Then you could go, what else could we work on? I don't know. Once you set the table and they say yes and you start asking some questions and you find out why they need insurance, do they buy? Because if they told you why they need insurance and they didn't buy, you fucked something up. If they go, hey, I need insurance for all these reasons, and you don't make a sale, you did something wrong, right? Maybe they didn't like you, maybe they didn't trust you, maybe you let them procrastinate more, maybe you aren't good at showing them options and then pushing them to make a decision. Maybe you don't have a good close. There's all kinds of different reasons, but the question is, if it keeps happening, are you working on it? Are you recording yourself and listening to it at night and making tweaks compared to what you hear me or someone else that you follow says? Or do you just keep saying the same thing over and over every day without ever listening to yourself and without ever studying your craft and without ever making slight adjustments daily? There's some crazy things that can happen by tweaking a word or two, just the way you say things, you know. But I've learned the overwhelming majority of people don't ever listen to their own shit, you know, just never listen to themselves talk. It's embarrassing. I don't want to hear myself. I'm like, well, it's fucking embarrassing to not want to get better at your job too, like, right? And I, I was taught If I want— if you— my mentor used to always say, if you want to get paid like a professional, you better act like a professional. He was a sports guy, and so when he said it, he would say it from the perspective of someone playing sports. He was a football player and he was a quarterback. So meaning if he went into a game and he threw an interception, it'd be weird if he didn't go watch the game film to see what he did wrong on that play that caused him to throw an interception. In fact, many of y'all I love you to pieces. When your favorite player on your favorite team makes a mistake and you know the play they should have run better than they know the play they should have run, I find that even more weird, right? That you study your favorite team's plays but not your plays on your career. And you might, and you might not. I might not be talking to you, but I don't think that anyone in here can't get better, right? So I think the mistake a lot of people make is they try to work on everything. They try to overhaul their entire script. They try to overhaul their entire lead flow. They try to overhaul their entire schedule. They try to switch from, you know what, no more final expense, I'm going to go sell IULs because that guy on the call today, man, he's selling $87,000 a month in IULs. I'm going to be an IUL guy this week. And then you try that for a couple days and it doesn't work, right? There's all these things work, whatever style there is, there's someone killing it in every style. Um, but they really know their craft, you know, and you're not going to learn it overnight. So this, this time of year not only is a good time to gain momentum, but if you combine your schedule with the momentum with the studying your craft unlike you've ever studied it before— how many of y'all actually listen to your own phone call? Like, study yourself. Like, play. Oh shit, rewind. What did I say? Play. Ooh, that's not Rewind, tweak it. Like, do any of y'all do that or work on— oh, that's weird, a client called me. You know, work on your tonality and re-listen to it, work on it on the next— and I'm not saying stop what you're doing in the middle of the day to do this. This is like late at night stuff when you aren't working based on the schedule we built. So again, that fourth quarter schedule, build in training time, build in study your craft time, build in watching video time, whatever it is. But Salem sent me— how many did you send me today? 5? 4 or 5 calls? I don't even know. Um, it's somewhere in here. Let's see. Yeah, you sent me 4 or 5. So far I've listened to zero of them. Literally, I've not listened to one second. But you got a lot of benefit because I knew if I told you to record them and send them to me, you would listen to them first. Right, this is not that deep. That was definitely a fucking trick. I'm definitely trying to trick all of you because I want you to hear yourselves. Because you don't even gotta know what— you don't even have to be good to hear and go like, oh shit, that ain't what I thought I was saying. You will hear some stuff that you had no idea you were saying, um, and that's okay. We all do it. Hell, I'm good at this. And sometimes I listen to what I say and I'm like, oh, that was fucking terrible. I gotta fix that. You know, no different than if I was playing sports and I threw an interception. I'd be like, that was the worst throw ever. I wouldn't blame the defense. I'd be like, shit, that was a terrible throw or a terrible read, or I didn't know the— whatever it was. Um, so that's, that's something like super tactical you guys can do. Again, pick your thing, whether it's leads or scripts or whatever piece you need to work on, fine. And then I would also challenge you to reach up to someone, whoever you might consider a mentor of yours, and ask for some help on something this week. Now hopefully you're not the person that goes MIA for 6 months at a time and just popping up out of the blue and you got to remind them who, who you are. You know, hopefully you have someone you're working with semi-regular. But there's also that person that you know will help you, you just won't fucking call. Because you think they're too busy. You all have that person. I, I know you all do. Um, and if you're not doing all the right things day in and day out, I can understand the feeling guilty calling someone. But the point of this call is to get you to start doing different things and working on yourself and your craft. And dude, a lot of us that help folks win, we like to help people make small tweaks that are working their face off, because our job's really easy when you do your job. For me to change what Salem says is literally one of the easiest fucking things ever. But if he doesn't say it 38 times a week, I'm like, dude, I can't help you anyway. You only say it twice a week, no matter what I tell you, you're still gonna suck, right? And that's unfortunately the truth. Um, and so maybe some of you feel that way. Like you don't feel good reaching out because you know you don't put in what you should. Anybody feel that? I know I felt that in my career for sure. I'm like, I ain't calling that guy cuz he's definitely gonna tell me I ain't doing shit. Um, but dude, a lot of us allow grace for people, and everyone I know that's killing it in this space was fucking broke one day and got help from someone else. That I know for sure. I would not be here without— I could name 100 people off the top of my head that helped me in my career. What I learned though is when I do my part, it's really easy to ask for help because it's so relatable to where they were once that they're dying to give someone else the roadmap. Because once you figure it out, it's like, oh, that was it? That, that was it? That fucking stupid thing worked? And I could give you that for like— y'all watch my in-home stuff. Anybody watches my videos and likes the content and the vid— some of the stuff I put out, I'm like, that's it's fucking retarded that it works, but it works. My in-home present, my, my Final Expense in-home, I think, is one of the shortest, cheesiest things ever, but it's so intentional and it works really good. Um, and I learned it from studying other people and seeing what I liked and what I didn't like, and I just learned how to really cut out all the noise and just get to very intentional questions in a very intentional process. And not— I learned how to not let clients control the meeting. That's probably the biggest lesson I learned in that 2015 year where I made a change, is to learning, learning how to control people. And I wasn't able to do that without a lot of conversations, not only with clients, but then I would have to take that conversation and go to someone who was helping me and be like, yo, in this scenario, when I don't know, I'm sitting with this lady, she was 73 years old and a widow, her husband died last year. She had this $300,000 mortgage, her payments like $2,300. She fucking had a heart attack 3 years ago and she wants to cover the whole damn thing. And she just, she just told me that it's just not worth it for the money. It's just, it's, she can't afford the, the full amount. And buying time, getting her $20,000, $30,000, she just said it wasn't enough insurance for the money. I used to get that a lot. So I'd go to Mike and be like, dude, I got that fucking thing again. What are you saying there? And he would slowly start tweaking my wording. You know, and I learned how to— I became one of the best at presenting that specific scenario at the company because I worked on it so diligently day in and day out. And I spent a period of time, like several months, working on that particular sale. Not that I ignored the rest of what I was doing, but I was super dialed in on— because when I was new, if I got a lead and the person was like over 70 or the date of birth was whatever the year is that makes you— I see that, I see someone born in the '40s. Or I'm like, ah, fuck, I wouldn't even call them on a mortgage lead. I'd skip it. I'm like, yeah, they're too old, they ain't going to buy. And I would skip it, you know? Um, that's just because I didn't know how to approach it. So I spent several months working on that particular thing. I used to be really weak at like middle-aged 50-year-old dudes who had their, you know, their, their 30-year term. They had 10 years. I, I, I used to struggle there. So I learned about living benefits. And I learned that that age group, talking about living benefits is really beneficial to people buying. Everyone in their 50s knows someone that's had a heart attack or cancer or stroke and couldn't perform their duty. Everyone at that age knows someone. So then I learned how to tie critical illness to that age group. Whereas on the first one I mentioned, the seniors, widows, what their main concern is not being a burden on their children when they die. That's the main hook. Grandma don't want to be a fucking burden. Period. That's all she wants is not to fucking— the last thing they remember is, oh shit, she left us with all her bills. That's what they want. When I learned that, it opened up a door to completely different conversations that I was never having before because I didn't understand that piece, right? And that simple tweak meant when I walk into a house, I could go, hey, Aileen, if you're like most clients I sit with, my guess is your biggest concern is not being a burden when you pass away on your kids. Is that fair? They will all say yes. Every one of them will say yes. Like, who's going to say no to that question, right? It makes no sense. But if we don't think about wording it that way intentionally, we go down a different path. Whereas if I start the conversation off with a question like that— not being a burden on the kids is your main concern— they say yes. I immediately got away from the $300,000 mortgage being the main concern. Right? That's no longer the concern. The concern is not being a burden. Now, if I drop $10,000 in your kid's bank account when you die and they can pay the mortgage for 6 months, that's less of a burden than if they didn't get the $10,000. Fair? Changed my entire world being able to sell that demographic just from one small tweak in wording. That's it. Final expense. I'll give you another example of a small tweak I mentioned a little bit earlier. When I was trained in this space, I, I was taught to say something like, I don't know, if you're like the top 3 reasons why people don't have 'And they used these 3 reasons and they were corny and I didn't like it.' I don't remember what they were, but I didn't like it. And I got to a point where I started just going, 'Hey, guess you need some insurance, huh?' And people started saying yes. And I was like, 'Why would I ask anything else ever again?' If I go, 'Hey, guess you need some insurance,' and you say yes, how do I not sell it or have a conversation about it at least? You know what I mean? It just, again, it opened the door to a different level of conversation with just a different question at the beginning. Some people are afraid to ask that. I do it in a very casual, non-aggressive way. I'm not like, hey, Salem, so today's the day you're buying insurance, I see. You know what I mean? I'm not super— it's just kind of off the mark, off the cuff remark. Hey, guess you need some insurance, huh? That is why I'm here. It'd be weird as shit if they said no. So that became my opening, and it led into yes or no. 90% be yes. If they say yes, I go, cool, do you have any, or you not have Do you have any now, or do you have none? Right? Either answer I can work with. I have none. Oh shit, you real sick, or you been just putting it off? 90% of them will say, I've been putting it off. And I can go, today's finally the day to stop putting it off, huh? What happened, someone die? And now I can have this conversation, right? If they go, no, I don't have— if, if they go, yes, I have some, I go, oh, guess you need more, huh? Right? Where a lot of you guys, as an example, if someone has some insurance, you immediately think you have to beat the price, or you can't sell them, where I'm like, nah, they had the insurance before I was involved. They had that insurance already. That has nothing to do with me. If they already have insurance and they filled out something new, they need something new. So my tonality and my conversations aren't wondering if they need insurance. I just assume they need more. All right, and it makes her— it doesn't make them all sell. It doesn't mean I sell every one of them, but I get a lot of yeses. So it leads me a little bit down the road further of where I want to go. Right. And so those are the things that I want you guys to start working on this quarter. None of those few examples I gave you are hard at all. I didn't do anything, say anything earth-shattering, and I definitely didn't use any new or big words. Right. But it's the intentionality of not only what I say, but when I say them. And if you guys don't have like a little arsenal of openers based on the clientele, probably something you should work on. I'm not a big fan of, like, I think especially with time, different demographics of clients I have different openings for, right? If someone's 22 or they're 74, I have a different strategy for them. I don't— it's not the same conversation to me at all because they're totally different stages of life, right? So if you find you're saying the exact same thing to a 20-year-old as you are a 70-year-old, and you aren't having success, let's, let's work on some tweets. Now, if you're killing it, keep doing you, because there are people out there— I know lots of them— that say the same exact fucking thing on every single call, no matter who the client is. They— the exact same script. If it's working for you, keep doing it. You know, for me, I don't, I don't know, it just— that never, that never worked amazing for me. I'm much more of a conversational kind of guy, and, um, I tend to put people in buckets And I tend to know what those buckets, how people tend to— no different than I do with agents, right? All these examples I'm giving now where y'all nodding your head, these are just very generic things that I hear all the time. And it just so happens to relate to a lot of you, right? Because you see it often. And so this other side becomes very similar. And, um, you know, I think that if you are running into this time of year especially if you have a team. If you're trying to build it all and you slack off, your team is going to slack off way more than you do. Um, I've always been told your crew's going to do like half of what you do. So meaning if you're kind of sort of making it and you're trying to hire— and I don't know who's hiring on here and who's not— if you don't lead the way like a crazed madman into Q4 your team won't do shit. They will just follow the leader and be like, oh, it's this time of year where you just can't sell insurance. So a lot of this stuff is— I almost wonder sometimes if we're so bought in to the way we see things that that's part of the magic, because I just fucking believe I'm gonna kill it in the fourth quarter and you don't. I feel like that has a lot to do with it. You know, you ever wake up and be like, man, fucking shitty day, and then sure as shit you have a shitty day, right? You put the words out there and it's like, oh damn, look, it came true. Um, and I, I think a lot of people do that in our space too, you know. So I, I think your mindset's going to have a lot to do with it. Um, and again, I can look at 2012, '13, '14 when I was in it and super mediocre this time of year. You know, 15 on. Not only did it work for me, um, I started giving this mindset and this thought process into other people, and our team grows every year this, this time of year. So I, I know that you guys can do it as well if you put in those things. If you haven't seen ever— most of y'all probably have it because you're on my emails— but if you go to the resource I have, uh, if you go to johnwetmore.com/resources, someone will probably post a link If you haven't yet seen it, there's a whole worksheet and video session that teaches you how to do this whole schedule thing that I just mentioned. Not that it's complicated, but there's really a printout and an exercise if you're like, how does John do it exactly? It was like a 10 or 15 minute video that I attached with it too. It's free. You can just download it if you go to that site, um, and get some things there. And then if you aren't already, I know a decent amount of people are in our Discord, um, anyway, it's open to anyone. If y'all aren't in it, you can get in it. You can watch. If you're not in our team, we let you kind of see it, but you can't really type in it. But you can get on live dials. I don't know how many are in there now, but we had a, I don't know, a dozen or so people in there dialing live. I've been dialing live in Discord, um, most days for like the last 3 weeks. And more days than not, I'm in there live dialing by myself. Which is weird. Salem comes in a lot, I will give him credit. He's in there with me a decent amount, a decent amount of my team direct the new, new base shop. Half of them run in field, um, and there's a lot of people in the Discord but not a lot of people coming in and doing work in the Discord. So if you're in my Discord, great, but it ain't helping you if you ain't in there working, you know. So if you, if you want to be part of it, there's, there's plenty of people that get in and just dial with us. I don't honestly give a shit where you work. Um, because that's certainly how some, some people get in. We just let them in. So if you're not there, please come in. You can see people dialing live. You can see me dialing live. You can see Giovanni in there dialing live. We had this dude Tony that's coming on board with us, um, just, just currently right now. He sold $1.3 million already this year. He was in my Discord this morning. I mean, it's October and he sold $1.3 million this year already. Someone with the same license you have. Working at the same company you work at, with the same carriers you have, with the access to the exact same leads he has. He sold $1.3 million this year. And maybe that's a big fucking number for you, but could you do 20% of what he did? It'd be $260K already this year. Bet that would make a lot of you happy. 10% of what he did would be $130 grand already in October. But a fair amount of people ain't made that this year. I'm a big believer if one dude can do $1.3 million, I can probably fuck around and do a quarter million. I just don't feel like anyone's that good. All right. But he works his face off 7 days a week on the phone. He's spending $12,000 a month on leads. He's getting— I mean, he's putting in work. He's doing the thing. And I don't believe I'm the only one that's ever told you all that. It takes a lot of leads, a lot of activity. All right. But what we're doing is opening it to people. You want to, you want to see what we do? Come watch. There's, I don't know, 4 or 5 people sitting upstairs in my office right now. They came in from Florida. They want to be around, get around each other, get around the office, see the staff. We hang out a little bit. I'm helping them where I can, you know. And, and so if it's not here, but maybe you have an upline, someone in your upline has an office, especially if you work at FFL, because the whole company is direct to like 4 people, right? So somewhere in your group has loads of people with talent, loads of people that are teaching this thing, and loads of offices that you— or virtual, whether in-person or virtual offices— that you can get around and see people doing it live. Um, and every time I— every time we add people to it, I think they're surprised that like we get told to fuck off too, and we get hung up on too, we get disconnected numbers too, and we get all the same stuff. But you know, best I can. The people that are around me, I, I try to teach them to not take it personal and keep pushing and showing it by me doing it. And if you can control your emotions in this game, you will come across a decent amount, and you don't have to come across that many people. I mean, the reality is if you sell, I don't know, 5, 4 or 5 apps a week, which is like 1 a day, it's literally 1 a day, you, you're in the top 10-15% of the industry. You know, there's only one app a day, which sounds hard for some people, but if you're doing 6 or 8 presentations a day, it's not that difficult to sell one. If you're only doing 1 or 2 or 3 or 4 or 5 presentations a week, this is a very difficult business. So it's excruciating, actually. It's like ungodly painful if you're not doing it. Um, so if you don't know how to do that part, get with someone who can teach you, because I promise someone in your upline not probably more than a couple people away from you, worst case, is printing money. And you just— if you don't know what to do besides this free shit I give away, get on the phone or get around an office or do whatever it takes to get the— it's the word I want to use— like, I'm not confused some of y'all call people and they don't call you back, or you reach out, they don't. I'm not confused that's a thing. But at the same time, um, yes, uh, Joe, I got sidetracked. I see some other questions, I'll get to them in a minute. You can literally watch people live dial on Discord, there's a— on camera, um, you know. But if you can't figure out how to take one app a day and you do this full time, you're going to have to— and you, and you you don't have someone that's coaching you regular, what I would advise— I'm trying, I'm stuttering because I want to say this and be nice about it— do everything on your part to earn someone's time that can teach you how to make multiple six figures a year. I see far too many people, agents want to do nothing but reach out but not implement stuff. And it, it, it does get hard when you start making money. The amount of people that reach out to you for help that don't actually do shit after you advise it— it's hard to distinguish who you take calls from and who you don't. Because if I took them from everyone, I would never get off the phone. I'd be on the phone 24 hours a day with the overwhelming majority of people not being willing to do what I suggest. And if you think about all of the things that you've been advised to do that you don't yet do, understand it's hard on our end when we watch. I'm like, I know you said you want to today, but the last 75 things I've advised you do, you haven't done. You know what I mean? So if you're not getting the callbacks you think you should when you reach out, I really want you to look in the mirror and go, do you do what it takes to earn the time from someone who's completely independent as you are? No different than you don't have to do the work, they don't have to take your call. It's a 1099, it's a two-way street. You're independent, I'm independent, right? Whoever hired you, although they're supposed to be there for you, I get it. I just, I, I know when I was new, I expected a lot from people at a level way higher than I had expectations of myself. And when I started raising my own personal expectations, the help started coming so easily because everyone around saw I was willing to do whatever it took to win. You know, when I showed up sometimes, dude, nobody was really that fired up to help, you know. So what I would suggest is, if you're struggling getting help, you're in a big sea of agents also looking for help. You have to do something to stand out from the crowd. You just, you just do. It's the reality. And I don't know if everybody will say that, but if you aren't standing out from the crowd You're just another agent who's calling us that's probably going to quit next week. It's how it feels. And so for those of us, we all that are trying to build something and build a business and build an agency, we also have to be very mindful of our own mental energy to be able to be there for clients and the agents who are doing things. So I teach my guys, be careful who you put your time into, because if it's draining and it's exhausting and they're— and they bring you down in life that's gonna affect your money. And don't let that shit affect your money, you know? So, meaning, Quentin, if you're calling for help, dude, and you're affecting my money, bro, you get the red button. That make sense? If you fuck my family up, dude, you get the red button. If you take time away from my family and then you don't implement, dude, you get the red button. Like, watch it on YouTube, it's free, and then we don't have to talk. You know what I'm saying? But I really want to fucking help people. I've just learned it's really hard, man, unless you're helping yourself first. It's really hard, you know. So if you feel like that, which I know a lot of people do, and I know decent amount of people on here, I'm gonna challenge you to look in the mirror a little bit and take this last quarter and find a way to change that so you attract people wanting to help you. And I promise you, heavy, heavy activity and heavy training on developing and improving your personal and professional world will make you stand out more than most, right? And being around— be around people. You know, I pay attention to who's in our DAO group. I pay attention to who gets in there early, who gets in there late. I pay attention to who unmutes and who doesn't. I pay attention to who helps others and who doesn't. I pay attention to who's asking questions and who's not. You know, man, it's just like we are aware of things. So just keep that in mind as you're going out there. And then if you're building, same concept. You know, I think it's okay to have, um, expectations that others bust their ass if, if they want my help. I don't think that's unfair, you know. Um, so just a tip for you, for whoever, whoever it is you work with and whoever it is your upline or whoever it is you want some help for, use that over the next 3 months to go, can I build a relationship with this person somehow? Can I work on it over time? It doesn't mean it's gonna happen today. But if you keep showing up to meetings and you keep showing up to your team calls and you keep bringing applications and you keep bringing questions about, um, sales scenarios and objections you got and all my— you know what I mean? You keep, you keep bringing tangible stuff for people to tweak, dude. They'll know you're working. Where if all of your questions are hypotheticals— what if this, what if that, how do I, if that— if those are your questions Someone on the other end of the phone wants to poke their eyeballs out with a pencil. I promise you, the hypotheticals suck. You know, I'm like, I don't know, what if, what if, what do you mean what if? I don't know, what if you— that all happens but there's a blizzard and you don't make it to their house? This whole conversation was pointless if we're gonna go what-ifs, right? And so as you start doing these what-ifs, I try to get people to go what if and then have something positive come out of your mouth. You know what I mean? What if you're the one that issues $150 grand this last quarter? Someone's going to fucking do it. What if you're the person on here training next year that talks about, I heard this dipshit cuss at us about my schedule, and 12 months later I'm making X? Every year we have someone that does it. Every year, you know. And unfortunately, I also— there are people on this call that are broke as shit right now that I remember being on this call last year that were also broke as shit last year. I can see you. I love you. I wish you would figure this fucking thing out. I really do. Yes, I'm talking to you 100%. I'm talking to you. Yes. Yes, I'm talking to you. How many times are you going to keep doing this the hard way? You know 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. So join now if you're interested, click below. See you in there. Yeah, I, I, I think a lot of you would— I told someone today, who was it? Let me think. Oh, it was Anthony. He might be on here. Anthony's upstairs. He said something funny. What did he say? He said something about his food. I think how he said it, he says, he says something about being— it wasn't picky, wasn't the word he used. He said something about being broke and buying some cheap food or something. I don't remember what the context was. I overheard it. And he— and I go, uh, my response was, hey, you ever tried being rich? He was like, huh? I go, no, you should try it this year. It's fun. Let me know how you like it. Compare the two. If you like being broke and buying food, or you like being rich and buying food better, you go figure it out this year and let me know which one you like better. Just fucking with him a little bit, you know. But it— I don't know how to explain it. Food does taste better when you got some money. It's fucking weird. And a lot of us that, that kind of figured things out, we remember being in the position you are. So I, I hope for some of you this is the last time that you have to go into this time of year and wonder, damn, am I gonna be able to buy Christmas presents? Because I know some of you are fucking thinking about that already. I know some of y'all are worried about that budget already for Christmas, and you shouldn't have to be. Um, so do the things. I'm gonna go through these questions real quick because I know I told you to post some. I saw— hold on, let me read some of these real quick. Uh, I'm too nice. I want to be more like you, John. Careful, careful what you ask for. Um, I think, Aline, with time, it's weird, I actually give a shit more than most. But I've learned how to not let that be my default. My default is I don't give a shit at all, and then I have to be converted to wanting to care. I found that easier. I don't know that it's a perfect example in life, but it works for me. Um, can you cover best practices for leads? How many fresh age a week? Some people say by 30 to 50, but how are you dialing all day, 5-day, 8-day? You're Great question, Brian. Nobody's dialing all day with 30 to 50 leads. No one. This doesn't happen. Um, I would say at my peak of my career where direct mail was amazing and mortgage leads were fucking killing it and you could just blink your eyes and get as many of them as you wanted, there was a stage where I could get 30 leads a week and book 20 appointments all day long. In the field, in-home, going to clients' houses and pick up 6 to 8, 10 apps a week. There was a stage, 2015, '16, it was kind of like that. Um, especially in today's world of technology and CRMs and spam and dialers and million different lead types, the, the game's changed a little bit in that sense. Um, you ain't making 6 figures. I don't wanna put 100% number on it. It'd be like the toothpaste thing. Like 99.9% ain't making fucking money with 30 to 50 leads a week. It's just not gonna happen. Um, to your point, there's not— you, you can't physically be on the phone all day, even if you wanted to be with that few leads. Cuz the reality is if you get 50 a week, what's that, 8 a day? This is one every 3 hours, one comes in on average. You know what I mean? It's just, it's, it's hard to make anything happen. Um, so lead, lead flow is important. I, I mean, well, one of y'all put the link to the 8% video out. I don't— I'm not going to go through the whole thing now, Amanda, but if— on my YouTube, I did this talk, it was 25-minute talk in July, and I talk about the 4 most important things that I teach. Lead flow is number 1. Um, and lead flow, not necessarily leads. I don't give a shit where the leads come from. I don't care what the type. I don't care final expense, mortgage, internet, mail. Web. None of that matters to me. It's the flow of leads that's important. All leads can be closed in general, like types of leads. I'm not saying every human can be closed necessarily, but if you get final expense leads, you can make a great living. You get mortgage leads, you can make a great living. If you get them from Cody, or you get them from ILC, or you get them from Arturo, you get them from— there's, there's opportunity in so many places. But what people mess up is the flow, in the sense that especially when you're new. If you start getting leads today and you're like, I want them, give me 50, dude, you're going to get one at 5:17 and then your next one's going to come in at 7:03 and then your next one comes in, especially if you get new, like, uh, digital type leads, right? Or you're getting, say, direct mail, bro, you get 2 today, 3 tomorrow, 4 the next day. It's just a slow build, if you will. So what I always advise for me when people are getting started is to front load lead spend. And I'm going to give you the short version of the video she's going to send you a link to, meaning you hear a lot of people say spend $1,000 a week, which is fine. But if you start spending $1,000 a week right now, again, you're going to have no leads tomorrow for the most part. So now it's— if you, if you buy only new, Brian, so for me, it's, it's, it's a time or money thing. So if you have time and no money, my strategy is different than if you got money in either no time or don't prefer to use more time. You can, you can pay for, you can pay for easier appointments. It doesn't make them perfect, and if you try to do it on a budget, it doesn't work as well. But if I take a person that wants to spend $1,000 a week consistently, I go, ideally, if it were me and I could do it starting over from day one, I would put $2,000 or $3,000 up front. That way I had a gang of leads up front and then allow them to start trickling in later. So I have a stack now. I get, I get heavy up front. So instead of getting one every 3 hours, I get one every 22 minutes. It's going to be a different feeling throughout the, throughout the day. I'm also a big fan, especially at the beginning, of combining new leads with aged leads, right? So I have a stack of people to call right now, and then new stuff starts flowing in, and eventually I'll transition If I go 75% aged leads and 25% new, as an example for someone new, my goal will be to teach them how to shift that. So eventually it's more new and less aged, but that's learning how to play the lead flow game. It's a difficult game for a lot of people because you got to manage your money, you got to manage the budget, you got to manage the timing, you got to manage what days they come in, you got to manage the lead vendors, you got to manage— there's a lot to manage, right? But it's a, it's a key critical part of the business, by far the most important. You could work your face off and you could know everything about everything, if you can't solve lead flow, you're fucked, right? So for me, it's super critical. So it, from when, when people are working with me, it's more of a sit-down conversation, it's much more of a one-on-one, it's very case-by-case. I don't think there's one plan that works for everybody exclusively. Um, some people's mindset goes into it, I know some people that love final expense leads, and they'll sit down next to someone who hates final expense leads. I know someone that has Joe's lead vendor, and they're like, it's the worst leads ever. And then the guy sitting right next to them are like, dude, I close all of them, right? So a lot of the lead game has to do with mindset more than anything, um, and making sure you have the appropriate flow based on not only who you are but where you're trying to go and what your budget is, you know. But I will tell you, if you don't have the ability to make hundreds— again, if you're making money, you can ignore, ignore the statement, but for the most part, it's almost exclusively true. If you don't have the ability to make hundreds and hundreds and hundreds of phone calls a day, it's just going to be tough to be consistent making sales every day. It's just the reality. You're just not gonna consistently make sales making 30, 40, 50, 60 phone calls a day. It's just never gonna fucking happen no matter what the lead type is. You could get call-in leads that call you. If you only get a handful of 'em a day, cuz they're 60, 70, 80, 100 bucks a pop. If you only get a handful a day, most people are still gonna struggle. Now, could someone experienced who's done this 5 or 10 years figure out how to do it on a— absolutely. I don't need the near the lead flow today that I once did, but I, I don't, I, I could, Brian, I could not make it work with 30 to 50 leads a week right now. John Wetmore, there's zero chance. I'm dicking around a little bit selling now. Excuse me. I've sold, uh, close to $30K this month, um, already submit. I don't know where I'm at issued so far. At least half of that's issued already. Um, but I've sold about $30 grand. And, uh, I'm probably dropping— I put $1,000 a week right now. I'm testing all kinds of stuff, mostly to show that money can be made on all of the lead types. One of the ones, especially if you're an FFL guy, I hear a lot of people bitch about Integrity's ILC leads. Dude, I'm selling them every week. I mean, $50 a week. And again, I have to call them a lot, but plenty of sales in them. Um, but I'm getting 50 of those a week. And then I tried another guy that I was getting like How much was I doing? $200 a day on ad spend with that guy. And then I tested some call-in leads last week as well. Um, so I'm probably getting, I don't know, 100, 150 leads a week right now, something like that personally. And it's probably getting me 40 or 50 to pick up and I'm booking 25 to 35 a week. It's roughly where I'm at, and I don't do this full-time, but I made 1,200 phone calls last week, and I bet a lot of people on here didn't. And I run a fucking company, I'm actually like 4 of them, and you know what I mean? And I still made 1,200 phone calls and still wrote $30 grand. And I granted I have some experience, so it, I, it is, it's not my first rodeo, but I also don't do it full-time hardly at all. You know. Um, so it's more about the, the approach and the strategy. And I'm getting hung up on probably as much as the next guy. I just don't fucking quit, and I stay on the phone for long periods of time. So that hopefully that helps with the lead thing a little bit. You're going to need significantly, significantly more. Uh, definitely reach out until I do the shit I know I'm not doing. Yeah, definitely not re— but also, Henry, it's really easy to do the shit that you know you need to do? No, because you already know it. Most of y'all know. That's the beauty of doing this, is like, we all know the dumb shit we do. And if y'all think for one second I don't have a bunch of dumb shit I do instead of the stuff I should be doing, you're completely wrong. I tend to do it more often than y'all the right way, but it's still a challenge every day. I'm still human and I still have life and I'm still negative sometimes. You mean like, we're all the same in that, so we're all fighting the same fight. I just refuse to fucking lose. I just refuse to lose. And if you hang around my office, you'll definitely find out I'm pissed off half the day because things ain't going the right way. But I try to get out of it quick and I try to only do it— I'm sorry, but I try to only do it around Amanda. I love you, but I can be me when I'm with her and I can vent and then I can apologize and tell her I'm bipolar and she says it's okay and I leave her office and we're all good. And so, meaning all the feelings y'all go through, it's normal. The question is, can you figure out how to not let it drag on? Matt, I don't know, when was the last time I was bitching at Amanda? What's it been, 32 minutes? Well, I've been on this for 35, so it's probably been 39 minutes since I last bitched about something. But I immediately walked out of her office, got my head straight, and got on this. You mean I'm able to like just move quick mentally on from things? In the moment, I can be mad. And it took her years to get used to. And it's not personal. I'm mad. Can we just talk about it so we can fix it and I can move the fuck on? You know? And y'all gotta find your version of that, whatever that is, is for you guys. Uh, self-fulfilling prophecies. I agree with that, Preston. Great meeting. Let's go, fourth quarter. Let's see. Had low standards for food. That's what it was. He did. He said, I have low standards. That's what it— thank you, Anthony. I'm glad you got it because you're— it was way better live. He said, I have low standards for food. And I was like, why do you have low standards for food? He goes, because I grew up broke. I was like, you should try getting rich. You'll have better standards for food. It was just a random thought earlier. Someone sell one policy and buy Christmas presents. That's true. Is the Discord group a text group? There's text chat and dials. There's, there's actually several sections in the Discord. And when you get in there, I don't know where. Someone will probably type in here, but there's a little video somewhere in there that explains the different sections of what's what if you can't figure it out. But it's relatively easy. It's self-sufficient. There's an agency section, and that's where most of the stuff you can see of mine that's in there. Lead flow needs to be shouted louder. Someone put the video. Yeah, the link's right there if y'all haven't seen it. The 8% keynote. It's about lead flow and a bunch of other stuff. Is that the Amanda from your book? It is the Amanda from my book. Yes, that is her. Brian. It is. I'm impressed. Not everybody picked up that Amanda was on it. Uh, let's see, in it. Hell, Amanda, fucking— the book wouldn't be out without Amanda. Granted, I wrote it, but she edited that thing. Ah, how many times? How many times? 6, 7, 8 times you had to go through and edit the whole thing? 7 times. 7 edits after my edits. I don't know how many I did. Amanda did 7 edits of the book. So a fair amount of the book is uh, like, what's, what's the word? Not legible, that's when you can read. Which, when you can understand something, like you can comprehend a decent amount of the book because of Amanda. Like, she was like, that's not English, let's fix it. And she helped with a lot of the stories and shit like that, uh, because she's been with me for 8, 8, shit, 8 and a half years now, or a little over 8. Uh, let's see, start here as an overview. They got the start here section. Did you have a fear of making phone calls? No. How do you say that? No, no. How do you pronounce that? I get sidetracked. No, I'm going to call you No. I don't think— I don't feel like it's that though. I— if you have followed my shit, some— someone in here will know. Who knows how I used to dial? Who knows what I needed? Someone. I bet multiple people know. Someone's going to fucking type it soon. I definitely— who remembers the drink? Someone will know, I bet. I better be Preston, that fucker will know. Um, no, wasn't a Lemon Drop, bro. Close. Lemon Drop did become my favorite drink though, so you're close, you're in the ballpark. But there was a favorite when I was new, brand new. I used to dial in— so when I went in the field this week, I— we were— Reese was driving me around and we were in the neighborhood of the apartment I got evicted from. And I was like, hey, I know where I am, I used to live in that apartment. He was like, yeah, no shit, how long? I was like, nah, like, I, I don't think I paid rent once. I put the deposit, I moved in, and then I got kicked out because I never paid rent. And, uh, that's when I moved in with Steph. And so she had a house at the time, this was 2012, and, uh, I would go into the garage. She had a very small house, like a starter home, like 1,200-square-foot starter home, a little split-level with a 2-car garage, your standard shitty 2-car garage that's unfinished, concrete floors, no heat, no nothing. And I would have to go dial out there because we had 5 kids and no space. So I'd go in the garage and I would get so much anxiety having to dial that I would put it off for hours. That like pit in my stomach, I'd be so nervous to dial. And then I'd get on the phone and someone would tell me to fuck off, and I would want to argue with them over their signature that they filled it out, or I wanted to prove— I just, I was super emotional. And sadly, I learned— I hate sharing this because I feel like I'm going to turn someone into an alcoholic— I learned that if I put a little bit of vodka in my orange juice and I had some of that before I started dialing, I was very carefree, um, and I stopped caring what people thought. So for the first year on the phones, I wasn't drunk, but I was definitely drinking. Um, and I don't advise it, but it made me like a goofball. And I would joke with people and I just, I no longer cared what they said. And I was like, shit, I suddenly started booking appointments. But I thought it was a really bad idea to continue to drink vodka every time I dialed. So I eventually learned how to do it like a grownup and not need the vodka and keep the I don't give a shit level. Um, and then I found lemon drops. And I got to have a problem because they're really fucking good, and I drank way too many of those. And with that, I have not had a drink since December 24th last year. I stopped drinking almost, almost a year, and, uh, a lot of good benefits from that one. So it's been a— I, I no longer need that, um, but I have plenty of other vices, so I just probably replaced it with a different one, I guess. I don't know. Hopefully that helps. Uh, do I have any other thing? I think ever— I think I have a call soon. I do. Any other questions? Let's see. Thank you for being genuine. You're out there. Yeah, I hope it helps, Teresa. Um, anything I do to help you guys. What else am I supposed to share with them, Amanda? What do we got coming up? Uh, current trends in dialers. I'll be honest, Joe, they all fucking suck, and your cell phone works better than everything. I've used all kinds of dialers. I used PhoneBurner this week. I used Wave inside GHL. They all dial numbers faster, but I find I get less pickups. I get, I get a lot of pickups when I just use my cell phone. Again, I like simple. Um, I'm not mad at people who use dialers and fine, but if you're using one and you're not killing it, try this thing. It works. And I know it shows up as spam, but I get a lot of fucking pickups using my cell phone. Um, And that's what most of mine are. So I like to keep it simple, and, uh, I hope you do too. I think we have, um, the schedule for the next mastermind will be coming up. Certainly, if you guys want to get in the Discord, we— if you're not in there already, jump in there. We share everything, whether it's these calls or coaching opportunities or different events I have at the office. Everything's, everything's there if you, if you follow our email list. So if I can help, let me know. Otherwise, register for the next ones, and, uh, You got it, Preston. And it wasn't just you, bro, but I was fucking staring at you and I heard— I saw your lips move and say, I know it's talking about me. And I was definitely fucking talking to you among a few others in here. You aren't alone because there's a few others in here that I like that I wish would do something. But one day, one day. So if I can help, let me know. Hit me up. Appreciate you guys. Later.