How To Make $100,000 In Insurance Sales in 2026

Hey, what up guys? The footage you're about to watch is me spending a day and a half with others, teaching them how to make multiple 7 figures a year building an insurance agency. Everything that I've done in the last decade, plus you get to watch in the following clip. Enjoy it. Make sure you make the next one. Johnwetmore.com/workshop. I explain a lot, man. This, um, this thing for me was How can I make what I do just an everyday part of life? Every time I'm trying to accomplish something new, like, how do I implement something and just make that what I do? You know? And when it comes to the sales side or building side, this is going to be— Y'all can handle this either way. I'm going to kind of overlap the both. It says identify 3 objections. Which if you're getting in the house objections, you're dealing with building. Like the sticking points. Like what are the things that you get stuck on? Consistently? There's not— there's probably not that many, you know. So I try to identify the top few. When I was in the sales space, I was like, what objections was I getting? And I started looking at like, I get these most of the time and I get these over here sometimes. I'm a big fan of going, what— you all know, like the bell curve, right? Right. I don't know the exact percentages, but that chunk in the middle is like what most people fall into in any X situation. I'm like, let me get good at that. And I don't care about the rest. I just, I'll deal with it maybe, but I don't stress over that. So like for my specific example, the way I was selling, I would get a lot of objections. I struggled selling, give me someone that was like older, that had a big mortgage, 65, 70 years old, $200,000, $300,000, $400,000 mortgage. Maybe they're sick, maybe they're not. I struggled there. Give me someone 22 years old, just got their first house. That for me? Thank you. I'll take that one. Yeah, thank you. I'll eat that one on break. No vodka. Oh, that's fucking good. You know, someone that like 22 years old, they'd go into the house, someone your age, I'd walk in and like they were like putting out the weed right before I get in and there's Budweiser on. I struggled in that sale. They got to ask mom permission, like, with their bank. Like, I struggled there, you know, on final expense. I struggled a lot in general. Like, I would get like, I thought this was free, I didn't know what it was. I would get that a lot. Um, trying to think if there's any other scenarios that— those are the, those are the most popular ones that I would like, damn, I'm not good there, you know. Give me someone like— I got good at like someone in there, they both got a job, they got the 2 and a half kids and the white fence. Selling a 25-year cashback, I was really good at that piece. I'm like, "I figured that out first." But the others, I'm like, "How do I figure out those?" So, I took those scenarios and I'm like, "All right. Let me dive into those now." All right. Now, when I get there, "Why? Like, why 173 do I get like... Man, I just... That's not enough coverage for the money." Right? I'd be like, "You're sick. I can't get that for you. But we got this product over here. The most they can give you is 40 grand. Your health says you're only eligible for this." But what we can do is make it structured and it's, you know, 6 months, 12 months, 18 months of payments, yada yada. And they'd be like, that ain't enough insurance for the money. That was always the objection. Or they'd go, I want either all or nothing. I'd get that all the time. I'm like, why am I getting that? It's because the words I was saying. That make sense? I wasn't taking them down the right road. I wasn't setting it up like he did the cake thing. There's the cake equivalent of that stuff too. So I started learning how to present it in the right way. And all I ever do is go, where do I lose people? Like, if you're, if you're watching the people you're communicating with, I do it here. Some people on their phones, some people are paying attention, some people taking notes, some people leave. I just, I pay attention to stuff and I try to get better at each piece. But in that case, when I'm delivering stuff, as I'm doing my presentation, I'm like, where did I lose them? And sometimes we pretend we don't see it, you know what I mean? Like, you ever shown someone pricing? And I'm talking field sales guys. I don't know how on Zoom if it's quite exactly, but I'm going to give some my experiences. I remember showing some pricing and they start tapping their foot like you're tapping your foot, right? They get a little— you see them like get a little nervous or swallow hard. I'm like, y'all don't pay attention to that stuff. Do you do anything about it though? Some— most people, even if most people don't pay attention to it, then the next level is they pay attention to it and they keep talking. Me, I'm like, yo, you're all right, bro, you're about to put a hole in the floor. Did the prices mess you up that much? Now they loosen up. Does that make sense? I'm like, yo, that vein— Mary, that vein always there when he's stressed out. I started doing it, like, engage. Like, why am I gonna not address this situation? And I tried to do it in a like humorous way. I wasn't afraid to like call people out about it because I'm like, yo, I want to address— I want to deal with it. Why not deal with it? You know? And that changed the game for me. And I'm like, all right. Oh, that's where I lose them. Got it. How do I— all right, how do I tweak— this is stuff I'm working on with you. How do I tweak the word here where you send the thing and you want to go like all these things? Here's 27 bullet points I did wrong. Right? What'd I say here? What'd I say there? What'd I say there? What? I'm like, you know, if you did one thing here, you would have never got the rest of the shit, right? You would have never went down that road, you know what I mean? I'm like, can I teach how to overcome all those? Yeah, but it sounds dumb to me. I just— I'm like, how about I just teach you to not get them more often than you do? I'm not— I don't know how to solve it 100% of the time. But I can go, if we do it this way 10 times, it works 6, I'm in. I don't need to go like, let me try this way, then next time this way, then this time I'm like, no, I'm this way. So for me, I had a rule, dude. 60+, here's my presentation. I didn't like hover whole life, term. Let me see if they're healthy enough and I can sneak one in. I'm like, fine, Tom. That's my presentation. You, you had to arm wrestle me to get anything else. You had to fight for it. Every presentation was the same. 22. Every presentation was the same. That demographic— now I get to judge what demographic bucket I think they fall into. Does that make sense? If I think they're just young and barely know anything, dude, my presentation was like 4 minutes long. I don't do any of the why. I don't care what happens if you die. He doesn't care. No one— it doesn't matter. His Parents are gonna be sad, but he's not thinking about it. That's not gonna get him to move. What's gonna get him to move is me getting out of his house and him getting back to his weed. Fair? If I can make it good for him, I can get paid. He's smart enough to have bought a house, so I give him props. Does that make sense? I go— what I learned is none of them know how it works, so that became my opening. Hey dude, you know how this thing works? Nope. Perfect. Now I get to make the rules. Here's how it works. You live, you get your money back. You die, your family gets the money. That was the— that was my presentation. Here's how it works. You can pay them, you can donate for 30 years, or you can do this one, and when you're 58 or whatever the age was, you get $37,000 back. Which one do you want? He'd be like, that one. Okay. Paper apps in and out of his house under 15 minutes. No presentation whatsoever. I have videos up, tons of— it's one of the most popular videos I have out. One of my faves. Yeah, bro, 100%, dude. If I feel like you're young and relatively immature, I had a different presentation. Did it work 100% of the time? No. But if it missed, how long am I in the house, Andrew? 3 minutes, bro. I'm gone. Gone, dude. Final expense, my opening, guess you need some insurance, huh? Why wouldn't I? Because every other time when I started with all the reasons why people, they'd be like, this is insurance? I didn't know it was insurance. I thought it was the government was giving me. Nah, they need insurance. Guess you need some insurance. They say no to me. It's weird. They go, no, which happened this percentage of the time. I look at a phone, I go, damn, I'm in the wrong house. Is this you? No, it's me. It says insurance right on it. Look, that was my in-home. That was the present. Because again, they go, yeah, I need some. I think I just sold it. Guess you need some insurance. Yes, done. I don't have to get deeper, dude. I'm not kidding. And some people are like, that can't work. Try it. I was the number one final expense producer at FFL. Damn trophies upstairs, go look at it. I got shitloads of trophies up there. No final expense appointments, all buying time, senior mortgage protection leads. That was all I sold. Number one final expense producer in FFL. I didn't sell that year, I didn't sell final expense leads. You know what I mean? I'm like, it was the product. It was a final expense product. So I got the award. See, that's where you're missing. Not qualify for what they wanted. What do they want? No, what do they want? You're getting closer. What do they really want? They don't give a shit about their mortgage. Peace of mind. Peace of mind. They don't want to be a burden to their kids, period. That's what they want. That's what they want. They don't want to be a burden to their kids. So I can structure the conversation and the story in a way that I— hey, I assume, Josh, when you die, your kids got their own place, they're just going to want to sell this thing and get out, right? What is that setting them up for? Do you need 30 years of coverage if they're just going to sell the thing, get out? Really good question. Versus, "So Josh, tell me why you filled this form out." Fair? Yeah. They don't want to be a burden. Does that make sense? So I'm like, "Hey Josh, I assume if you're like most people that I sit with, I do this every day. Your main concern is you want to be a burden to your kids. Is that fair?" They're gonna say yes 99% of the time. Quality of question. I learned that question gets yes way more often than, why'd you fill this out? Does that make sense? Getting agents started, same thing. Hey KG, are you the type of person wants to get started quick or get started or go slow? You want to go fast or go slow? Everyone says go fast. So now what can I do? I can push them. Correct. I'm out. 100%, dude. It's the quality of questions that's changed everything for me. And so, when I sit down and I look at all my problems, I go, "What questions can I ask to get to the root faster?" Dude, you don't know. You ask why someone filled it out. You telling me you don't know why they filled it out? Everything that someone fills out, it says what it is on it. That's why they filled it out, right? Can I go deeper level? Yes. Burden. You ask a grandma, hey, I assume you don't want to be a burden on your family. Every once in a while you get the joke— the jokester. I don't give a shit, put them in the backyard. You know what I mean? It's some nonsense. But for the overwhelming majority, they just don't want— seniors just don't want to be the burden. You know what I mean? So I'm like, let me attack that way. Guess you need some insurance, huh? I mean, what else am I there for? You know, you get like, I was just curious. Y'all ever get that? Just curious. My response, I'm like, yo, KG, can I ask you a question? And I don't want you to be upset or throw me out the door at all. But are you telling me that you were so bored one day That you have— You just were shit-curious on the pricing of life insurance but you had no interest in actually getting any? It sounds pretty crazy to me too. So, can I ask? Instead of like the fluff, can we just talk about what you're really trying to solve here? Because I don't believe that piece. And then if they didn't go right, sometimes I mess with them a little further and go, what else do you— are you curious for pricing on? And I mess around. I go, you want pricing on like a helicopter or something too? I can Google it. And they'd be like, what? I do want to make sure it fits in my budget though. Amen. Why would you not? It'd be weird if it didn't. Insurance ain't no good if you can't pay for it, right? That's— yeah. This is how I communicate with clients. That's good. It's how I communicate with any of y'all I talk to. I'm not letting you go down this road of complication and overthinking. I'll stop someone in their tracks and be like, yo, it's a skill set that was acquired with time. I didn't learn this in one day. I had to like practice it and practice it and practice it and practice it. You know, the discipline of it. I work on this stuff. I said I do voice notes in my phone. Y'all got that voice thing? So I— do any of y'all use it, like to tell yourself stuff? I have store machine smoothies junkyard stories, treadmill analogy, breaking neck in traffic analogy, riding a bike annuity analogy, marketing idea for broke agents. Uh, there's all kinds of shit. I have like hundreds of voice notes in here when I'm thinking of something. When we're done with this, I will analyze it and go, that guy didn't catch it, this one missed, that one hit. And I'll sit back and I'll think of things. And I think of stories on the way to deliver things. And then when I'm thinking, I put them in there so I don't forget them. You ever think of something, like 4 minutes later you forgot it? I hate that. Sometimes I'm like, ooh, that's a fucking good one. I don't know where I'm going to use it, but I'm going to use it. And so I put it in there. And then when I'm driving around, not listening to your stuff, I listen to my stuff, talk to myself. And I'm like, ooh, where can I put that in? And I find ways to put stories in deliveries. Because I learned that analogy is a really powerful way to pass a message. I had a hard time communicating with people being direct. I learned if I tell a story about me or someone else, I can be really direct and it doesn't offend you the same. So then I had to get really good at telling stories. Does that make sense? When I talked to you last week, the thing about, "Hey dude, don't you do something at the car dealer with paint?" You think I didn't know that? I knew the fucking answer. I wanted you to go, yeah. And I go, hey, who does it? I was setting you up for you to tell me about the process so I could go, hey, fair to say if I came in there and painted, you would know immediately if I had done this before or not. You told me all the problems about hiring people and they leave you and da da da. That was all intentional. Before I called you, I knew I was going to do that. Why? I needed to get you to track with me, dude. And I wanted you to understand this is just like that. If you can get people to understand this is like that, it's a game changer. 100%. You know, and I had to study this stuff. I don't read well. Y'all read the book. I don't write that well. Like, I don't— I can, but I can tell a story. I can make things seem simple and I can make this seem like that. And that's a big powerful part of this thing. You know, so for me, the intentionality of it in the sales side works. And we can go through some certain scenarios if you want to. But for me, this process I do now. Identify things, how do I get better at them? How do I work on them? And then I work on them. And then I watch. "Ooh, that one did not land well." "Ooh, that one went pretty good." I use that one again, but I've been doing this for now 10+ years. I remember a dude used to do it to me. It's how I learned it, from someone doing it to me. He always set me up. Usually you don't see it coming right away, but as you get to talk to me more, you'd be like, "Motherfucker, I see it coming. I don't know where he's going, but I see it coming." Correct. And so this dude would do it to me and I'd see it come like, Oh, God. He'd be like, hey, can I ask you a question? And I knew that meant buckle up. I'm like, yup, go ahead. And he would do it. Then he'd tell a story about this guy and that guy and this. And I'm like, my bad. I didn't see that. I got you. And then I'd go, can I ask you a question now? He's like, yeah. I go, bro, how do you come up with all the analogies? And he says— They're everywhere, bro. You just got to pay attention. He's like, I got to go. Hung up. I was like, that did not answer my question at all. I wanted to know what book he bought that gave him all the analogies. You know what I'm saying? And I'm like, but then I just start paying attention to people, you know? And it's like, there are stories in everyday life that you can go like, this is like that. You know what I mean? The one I was talking about in breaking your neck. I'm the type of person— you ever sit in traffic somewhere? You're on a side road somewhere, and you're at a red light, and you can turn right, and the traffic's coming this way? Right? But you're the second car. You're not the first car. You're the second car. And that guy's got to turn right, and you're watching traffic. And then maybe you're watching him, maybe you're watching traffic. Which one of you, are y'all like this the whole time? Or are you this guy? You do back and forth, or you like this? You know what I do? I'm like, why am I, that hurts my neck after a little while. Turning left to watch the whole time, and then you see the gap and you're like, any of you ever hit the gas and then you look up and you're like, that fucker didn't move, ah, and you're gonna hit the brake and you're like, you ever done that? Yeah. Yeah. Over a year, and then you're mad at him? You ever cuss at the guy in front of you like, there's so much room, a truck could get through, and you're yelling at the, Right? That was me. Losing my— in fact, I was doing it on the— I did it yesterday by mistake on the phone with Amanda. And she's like, you're going the wrong way, jackass. If you didn't go that way, you wouldn't end up there. But when you're looking right, you ever stare so long you get a little sore over there? And then I've almost hit people a couple of times. I'm like, why do I look that way? So me now today, I sit here back, chill, and I just watch the car in front of me. I don't have a clue what's coming. I don't look at all because it don't matter. I can't go nowhere till that fool moves. So I sit here and I wait, and every time I do it, I'm like, I used to cuss at this guy. This used to frustrate the hell out of me. Boy, we've been sitting here for a long time, and I just kind of wait till he moves and then I look. I ain't trying to match it in like speed out with— that's stressful to me, you know, and And I like that feeling of like, why am I bringing on that added stress? I did that. He didn't do that. If I wasn't looking, I wouldn't have known there was a gap. And so I like to just live my life that way. I'm like, can I just— why overcomplicate it? Why bring things into play that don't need to be brought into play? Why— like, I got cars that go fast. I don't ever— I'm like, dude, I'm gonna have to drive like a grandpa now. Because when I would put myself in a situation where I want to go, I'm like, I would get so irritated, you know. And in certain sales situations, I would get irritated. And I blame other people. And hiring and building and scaling stuff, I get really irritated. And so I'm like, how do I control this situation so I I take away the problem I'm adding to it, you know? And this, this, this little exercise helps me do that. I've just done it hundreds and hundreds and hundreds of times, and I see so many people that keep doing the same thing over and over again and keep getting frustrated by it. So anything you're frustrated by, I like to go like, where are you causing the issue? Even if, even if you're right, even if the jackass could have gone, how could I have controlled the situation? How could I have bettered it? What could I do differently to not get there? You know what I mean? And all those sales scenarios I talk to and everything I talk— and I'm going to talk a lot about building and scaling tomorrow— but all those, I go, how could I, how could I adjust so I don't get in a situation I don't like? You know, and that's, that was always the, the, the reason why I started tweaking the way I say things, you know. And certainly I'd ask a lot of questions, and I would seek guidance from people that were doing it and take sales tips and go like, oh, let me try this. But let me make it mine, you know what I mean? Let me just be me. And when I started being me, intentionally me, this thing took off. And you enjoyed it more. Oh bro, do you know how satisfying it is to fuck with someone with sarcasm and intentionality and be able to control the outcome? Maybe I'm nuts, dude. I get off on it. Like, to take someone that's pissed and get them to come around, or to take someone that's like thinking wrong and get them to slowly discover like, oh shit, I was looking at that the wrong way— that's my happy spot, dude. I find it like a superpower. I find it intriguing. I like that I can control it. I felt out of control in sales. I felt like I was just, if I showed enough pricing, maybe I'd sell some. You know what I mean? Show pricing, you ever sit there like, please pick one, please pick one, please pick one, please pick. I don't like that. I like, guess you need some insurance, huh? Yep, sold. I guess we gotta do the paperwork now. You know what I mean? And did it get deeper? Sure. Hey, do you have any now or do you have none? Those are the only two options. I gotta answer for both. I got none. Oh dang, why? Is it because you've been procrastinating or are you too sick to get any? Either answer, I'm in. Been procrastinating, dope, finally ready to stop doing that, huh? You think they're gonna go, I'm too sick to get any? Rare, sometimes. Yeah, I had cancer, got this, tried to get some. Yeah, most. I'm healthy as a horse. Look at me. Here's my medication list. I got ABC. I can get some insurance now. I settled down. I got you, dude. This was at the front door walking to their table. This is happening like through the screen door. Like, I'm not— I'm not even presentation mode. This is me chopping it up. You know? They're like, "Yeah, I got some." "Cool, I guess you figured out it ain't enough, huh?" Really good fucking question. What's the other option? If they already got some and I'm there, they must have figured out it ain't enough. Seems like a good question to ask to get them tracking with me. "Yep." "Hey, did something happen? Someone die? What happened?" Stories for days. Not tell me why you filled this form out. Something happened? Who died? Crazy stories. Now they're selling me, you know what I mean? Yeah, this, that, the other. I got it. Any— how much you got now? 10? Got it. Who'd— something happened? Yes, no, indifferent, whatever. Maybe no. Cool. All right, got it. How much you think you need? I don't care her answer. 20. So you want double. Got it. Why double? What made you realize 10 ain't enough? It's just intentional question. That's it. You know what I mean? They tell me a story, they go, "No." I go, "How long you had that one?" "5 years." Got it. Why assume if you want double, You know it's going to be at least what you're paying now, but you got it 5 years ago, so it's going to be more than you're paying now. For the 10 you got now is $50. You know you ain't getting it for $50 now, right? Why? How many times I got to the end and like, $83 now? I got it for $50 5 years ago. I ain't dealing with that shit. Nah, you ain't tricking me. I don't believe that they're shocked. They just want an excuse to adopt the product. Correct. So I'm like, I ain't going to fall down that trap. Why? I fell down that trap too many times. I'm like, why do they keep saying this? You're telling me after 5 years they think it's the same price? You believe that? Stop. They buy milk every week, and it ain't the same price as 5 years ago. I'm just not going to be suckered. One of the great things about the way you do it is that the questions, the, the questions are, you know, they're not scripted, but they are scripted. But what it allows you to do is it allows you to flow right afterwards. Correct. So like, you, you may say, oh, so you expect to be the same price? You buy milk every week and it's not the same. Like, it allows— that's not necessarily scripted, but it allows you to It's playing though. It's playing. And that's the part that I think— And it's saying what I really want to say. I really want to just— can we just cut? Like, here's— I'm by default an oblivious person. We're hiking— who laughed? Someone was like, I agree. I was like, damn, I am really oblivious to a lot of stuff. We're hiking yesterday. Me, Brandon, and Andy hiking on Kennesaw Mountain. We're going up, we're hiking, all good. We're like, I don't know, 3.5 miles in, something like that. This helicopter flying over, like, huh? And I'm like, hey, you see that bucket? It's flying through the bucket hanging, like the helicopter had a bucket. I'm like, what the hell? A few minutes later, another one goes by. Huh? We start going That'd have been a really good fucking thought. I go, I don't know what the hell those things are doing. I ain't never seen them out here. We keep hiking. We're like 85%, 90% of the way. We go over the mountain, and then we're going to go back over. So we're going to go over the whole thing twice. It's like 7 miles total. We get 3 and a quarter miles in, so we got like quarter mile, half mile left. And a fire dude comes up. He's like, I hate to be an ass, but I got to turn you guys around. And I was like, why? He's like, there's a fire. And Brandon goes, do you not see the smoke right there, bro? There was smoke coming through the woods that we just hiked. Like, you could see it on the thing. I'm like, actually, now that you say it, I remember seeing the smoke. But I did not once connect the smoke to the fireman. Until right now, bro. Then we're hiking back over and we passed it again. I didn't notice again. And he's like, there's the smoke. I was like, what's funny is I smell it and I didn't see it still, you know what I mean? So I can miss stuff, but I'm like, in the spot that I'm trying to be really good, I'm trying to be like really intentional. Especially in a situation where it helps me grow financially or grow my business. And I think far too many people try to get intentional and pay attention to details and to what I think don't matter. I just, I don't think a lot of things matter. I don't know the weather ever. I have no idea what's coming ever any day of the week ever. I don't know if it's gonna be hot, I don't know if it's gonna be cold, I don't know if it's gonna snow, I don't know if it's gonna rain, I don't know ever and I don't care. I travel somewhere, I don't look what the weather's going to be when I get there. I don't care at all. I just will like, I'll figure it out. Go ahead, bro. How did you figure out how to do that without coming off as rude? I did come off as rude first. Ask Andrew. He'd probably tell you some stories, dude. I don't know, but we used to talk a long time ago. And I bet he probably has a story or two where he's like, hell, dude came up. Where is he at? Dude in the red hat came up to me. What'd you say when I got here? When you got— when we first started, you said something like, I called you, I did something to you. Yeah, I was like, did you take it well? Yeah, I was like, cool, thank God, good job, bro. Does it make sense? Like, I have messed up, dude. Jesse is in here, ask her, she'll tell you a story. I was an ass to her one day. I didn't want to be, but I was, you know what I mean? And so I'm not trying to harm anybody. I'm really not. I want people to win. But you see the M in the Do More? I ain't afraid to make them, bro. I'm not afraid to make mistakes. There's so much value in a mistake that I get everything I can. If I'm going to make it, I'm going to get something out of it. And I think so many people are unwilling to mess up. Dude, I don't give a rip. Like, at all. I, again, I'm not— do now— do I want to keep making the same mistake over and over again? No, that'd be really stupid. So I have a limit. Like, I care that I don't keep doing it, but I'm not— I'm not afraid to mess up. I'm not— I don't— I just don't care. Um, and I've learned, dude, nobody else really does either. Nobody cares about you guys as deep as you care about yourselves and your family. No one does. That's facts. You know, so I've learned to just not let the noise— and noise to me defines a lot. Because whatever ain't simple and help me get to the next spot, to me is noise. And I just learned how to just do my best to let it go. And early on, dude, I can tell you stories about getting kicked out of houses, bro. I got plenty of them. Dude, when I first started trying to do this stuff, you ever get that guy— and again, I'm in home stuff, so I did a lot of face-to-face stuff. You walk in a house and the guy's like, right off the rip, opens the door, pissed. What do you do? I'd be like, you try it, right? So I used to try to address it. Now I've had enough people open doors where I know if they weren't expecting me or not. I see it in their eyes. They look at you funny when they like, who the hell are you, kind of, but they open it up. So I started going, she didn't tell you I was coming, did she? And we start joking about wives. Like I knew how to overcome that right away. I remember one time I walk into this house, this guy goes, Man, can you just give me the pricing? I'm like, damn, bro, you seem pissed. I just got here. And he didn't like the way I said it. And I popped back off to him. He was like, you fixing to get the fuck out of this house. Like, he came— big dude too, you know what I mean? I like, I addressed it the wrong way too soon. I didn't ease into it. I didn't laugh. I learned you can say about anything to anybody, if you laugh after, there's so much grace. You know what I mean? So sometimes I'll be really direct and I laugh about it. It's like babies when they fall out, when they bump into something, fall over, they look at you. If you're freaking out, they freak out. You're laughing, they laugh. That's— we're wired that way, you know. So I just— I messed it up a lot, and then I'd go back and I'd be like, well, that one didn't go so well. How do I fix it next time? Knowing I can't ever be perfect But I can look at it and go, I kind of was a dick to him because I used to want to get up. I used to want to be right. I used to want to like push back and get them to be like, nah, you're right. I did fill it out. Yeah, you're right. I used to, I used to need that validation of like, I'm correct. Now I don't care if they say I'm correct or not. I just care that we get where I want to go and I'll play dumb in a second. I don't care. I'll play. I don't. I'll, I'll play the role. You know what I mean? If I can get people to track. So it's a lot of trial and error, dude. A lot of asking for help. You know, I follow good people that were good at it. I didn't invent any of this stuff, you know what I mean? But there's books on psychology and communication and sales and the art of people. And you know how many books there are on this shit? So now my question back to you is, how many books y'all write about this stuff? Go upstairs, see how many on my bookshelf. Come in the house tonight, see how many on the bookshelf there. Hundreds of books in the last 10 years. Prior to that, I can name the two books I read my whole life prior to that. I just didn't, I didn't, I didn't try to educate myself. So that's one of the things that went into my schedule is I have time where I improve upon who I am and I try to seek him. And I hate reading. I hate reading, but I love what it gives me. You know what I mean? It teaches me a lot. So I'm like, I guess I got to do it. So I've studied psychology, I've studied sales stuff, I've studied how to ask questions. I watch videos, I watch podcasts. I don't consume anything that ain't bettering my mission. TikTok's about the only thing that I'll dick around on a little bit. That's some dumb stuff, but it makes me laugh. Outside of that, I don't really mess with stuff that doesn't help me. And some people think, is it like whatever's going on in the world? I don't know or care. Smart people got to figure it out. I ain't gonna shift it. My opinion on this, my opinion on that, I ain't your guy. Trump or that one, I don't, dude, y'all a lot. I don't care. This thing, that, I just don't care. I don't have time for noise. And people in my life, I stop it. I don't allow it. Hell, I've done it to a couple people today. They started talking, I'm like, "No, no, why are we going there? Why don't we talk about what matters?" You know, and that's for this, this stuff, that's, that's kind of where it's at. If you're an insurance agent and you feel like you're stuck, you've hit a wall, you're trying to figure out sales strategies, the scripts to use, how to get like off the ground and get to that top of the leaderboard type status. I have a course that I've put out, super affordable. I'm getting a ton of great feedback from people every day on the strategies they've learned and been able to implement from goal setting to sales techniques. Links to calendar scheduling, everything you would need to get your business off the ground and get running quickly. jwcourse.com, click the link below and get in there today. The leads, the leads thing, I'm gonna touch a little bit on that since it talks about it. We're gonna break in like 15 minutes, Amanda? 3:45 to 4? Cool. 15 minutes, I'm gonna touch on this thing. So leads and opportunities, one, like, and you can do this leads for anything. These leads, like a lot of people here are sales, leads could be recruits, leads could be, hell, y'all coming to this event. Like there was some intentionality about putting this together. You know what I mean? Like there's things we do on purpose to get enough people here. And so my best probably advice on leads in general, I'm gonna start with this kind of sales side. I'm a big fan of like multiple lead types and multiple lead vendors. I'm not getting in bed with any one lead anything. 'Cause I just know with time it's eventually gonna change. And I know the best one today is gonna be the shittiest one in 6 months. And I know what y'all love now, you ain't gonna love in 3 years. Everybody's IUL craze. I'm like, dude, they've sold quadrillions and trillions and trillions and trillions and trillions of insurance before that was the craze. Someone asked me earlier, in-home versus telesales. Who cares? It all works. It— you think in-home's going away? You think human connection conversations inside people's houses going away? They, at the core, they still want to take care of their family. Go see them, talk to them on Zoom, call them on the phone, who Who cares? It all works. There's companies killing it every way. My opinion— someone asked me yesterday, do you really think just a lead is a lead is a lead? I'm like, kinda. Like, if it says fill this out for free ping pong balls and I gotta sell them insurance, obviously that's quote unquote bad lead. But if it says at all what it is, to me there ain't no bad lead. And they go, why? What is the lead? Someone who fills something out. It's a person. It's a person. That's it. Yeah. Who probably has family. Do you think they love their family any less than you love yours? All right. Do you want to leave your family in a shitty situation? I don't know. Do you think they probably don't either? I don't care when they filled it out. Does that change? No. The length of time that they filled out a piece of paper, how much you pay for the piece of paper, Does the core of what a lead is change? In that way, a lead's a lead's a lead to me. 'Cause at the core, they all care for their family, and they all want them in a better situation. Now does the approach change? Hell yeah! Why wouldn't it change? You know what I mean? So it's like, you're having bad result with a lead, you go, that lead sucks, let me go to this lead. I'm like, time out. Have you thought about the possibility that you suck? Have you thought about that possibility? Most people, the answer is no, dude. Fair. Who's hopped different lead vendors because they didn't like the lead? I'm like, yo, if they've been in business for a minute, fair to say someone's probably making money. Or they wouldn't keep getting orders. Fair. So someone's figured it out. Is it gonna be easy? I ain't saying that, dude. AIL, anyone ever work there? Child safety kit union. Yo, it's like curveball over— look over here, psych insurance. Billions of dollars a year. That's the model. Aflac, they don't even do lead, they go find them. Bang on doors everywhere. Combined, bang on doors everywhere. Some of those senior places, bang on door, that's all they do. You know what I mean? Fill stuff out. Hell, free coupons to win this. Someone's closing them. Or people wouldn't keep ordering. Supply and demand, basic marketing and economics would come into play. And so many people are the lead vendor. I'm like, I just, I don't know. And then you look at the lead and you're like, that lead didn't work or it did work. I'm like, why do we stop at that lead? Recruiting, same way. Give me the best recruiting lead. You know the average person's a dipshit, right? Hey, get a bunch of recruiting leads. You know what you're going to get? Bunch of dipshits. Does that mean they all are? No. I gotta learn how to weed through them. I gotta learn how to talk to them. I gotta learn how to work them, right? Either way, now I'm like, at its core, is the lead just an opportunity for me to sell, or is it an opportunity for me to meet someone else I don't yet know? Also, is it an opportunity for me to find an annuity opportunity, a cross-sale opportunity like they were talking about earlier, referrals? Like, are you actually working them? Probably not. Some companies go, you, you get a lead, they say no to you here, then you go knock on their door too. And then if you knock on their door, you also know they have this little T thing, you knock on the neighbors across from each other and across the street. Bet y'all ain't doing that. Why? It works. There's successful companies doing all this stuff. So for me, I'm like, how do I just get in front of more people that love their family. That's how you sell a shitload of insurance. Should you start in one arena and get really good at it before you start bouncing all the others? I think so. You know, do I need to know how to do every— like, I never cross-sold nothing. I'm not saying you shouldn't, but you know, I had a chance to go like, I could get them homeowners insurance too, or Medicare too, but that sounded like more noise for me. Sounded like something new to learn that I didn't really want to. I'm like— and people are like, yeah, but I can make the money on it, I'm already there. I'm like, yeah, but well, you're there extra. You're no longer at someone else's house that you could be selling the shit you know. So for me, cross-selling meant I saw less people doing what I do well. I'm not mad at people that do it. My choice was, I'm good there, I'm gonna stick to this, and I'm gonna do this more than you do both combined. You know, and then when I'm there, I'm going to get the most I can out of it. I wish I did it better with the sales side of leads. I was not good at getting referrals and following up. I wish I was good at that. It's now the way we work it on the way I've learned to work it on the recruiting side. Dude, I get a ton out of— give me— let me communicate with someone and some examples I'll give you. Like on the recruiting side especially, I've had a ton of situations The equivalent of asking for referrals. If y'all follow me for any amount of time, I talk about this often. So if it's a repeat, I apologize, but this business is not really that deep. Um, I, uh, anyone I recruit, I always have a really simple concept. Like, if, if I'm working with you in any capacity, even if it's an initial interview, immediately to me, you're a recruiter for me immediately. Why? You know people I don't know. And I want to know the people you know. Right? And if I can get you to go, hey, Wetmore's hiring. She believes in you, which makes her believe in me. She don't believe in me at all if I one-on-one. She don't know me. Cold market, off an ad, whatever, she don't give a rip. But you tell her about me, instant change in the dynamic. Right? So I started going like, all right, I'm going to recruit people. He's recruiting these. Ah, the guy's an idiot. Ah. Idiots know really smart people. Right? So I'm like, I want to know more of them. So I was very intentional, wanted to do interviews and start talking to people. Part of the conversation is like, hey, obviously you seem like you're trying to figure out how to do more in your life and get yourself in a better situation. Maybe this works, maybe it doesn't. Crazy thing is our industry is blowing up. I'm hiring like crazy. Do you happen to know anybody else that you hang around with that's looking for opportunity also? Because I'm hiring and I'm training. I would just ask that every time I talk to someone. He goes like, most people probably say no. Most people do say no. But every once in a while, some people say yes. And the most common story— there's a couple, two stories I've done a couple of different times, but we have lots of them. The one I tell the most because it's the funniest to me, when I used to fly, I'd fly out to Utah to sell and hired this dude Jesse out there, sat down with him, talked to him about it. He was like, I'm going to kill it. That guy, I'm the best at everything. I'm going to kill it. He was that dude. I'm like, okay, great. All good. I heard that 42 times today. Anyway, who do you know? All right. He tells me about this dude, Alan, in Texas. He refers me to Alan. I go, Jesse, cool. We'll send you the stuff. We'll get you hired. All good. It was longer than that, but that's the gist. Go to Alan, same thing. Talk to him, recruit him. Hey, who do you know? He refers me to Jackie in Missouri. Same thing, hire her, get her started, da da da. She knows James, who she was dating. He's licensed also, wanted to come over. Long story short, Alan sold a handful of policies, quit. Jesse, who was the conduit to it all, never got contracted. Jackie and James built a team doing a couple hundred grand a month and have sold millions of dollars in insurance in the last 10 years. Jesse never did one thing, never even got contracted, never did the paperwork. He was the guy that's going to kill it that ghosted me. And y'all have a lot of Jessies out there. You just don't ask who they know, you know what I'm saying? And I have tons of relationships now that came to me through people that I met at one point may or maybe didn't work, may or may not work out, but they led me to other people. And I built the whole agency doing that, you know, cold market. Let me find their warm market. My warm market is what it is, small. I didn't have a lot. I don't know a lot of people. I didn't really like the idea of calling every one of my friends and family. Hey, and I did it. I didn't like it early on, dude. Made a list of 100 people, called them all, threw up on them about the opportunity. Hated how it felt. I ain't doing that shit. But if you want to do it, I'll let you do it. I'm going to tell you how to do it. I mean, I just started asking. And so it's like opportunities are available to you all the time, but so many of us see it on just a surface level and we bounce. So I'm all about bouncing in 3 minutes, bro, if I have to. But while I'm there, I want to try to get some value out of it, you know? And there's opportunities around us all every day, all the time. Think about just your trip here. How many people did you see that you could have communicated with that are probably doing something in life but they'd like a better opportunity. And maybe they're good at what they are. Maybe it was the waiter, maybe it was a flight attendant, maybe it was the person, the Uber person, maybe it was whatever, the person at the hotel, the person— like, are you talking to these people? Or you just hope it falls out of the sky and hits you in the head with a big agency one day? You know what I mean? I talk to people everywhere I go about stuff. Like, why wouldn't I? You know, you start, you start living different, it's really easy for people to notice. You start making a bunch of money selling. Any of y'all ever had the ability to like— and I know there's a few people in here, I won't say it this way— you ever like, those of you that aren't where you want to be financially yet, you ever like wonder what it feels like to go like somewhere and order a bunch of shit and never look at the price? Like for dinner, it's like go out with 4, 5, 6, 7, 8, 10 people and just like, let's just order 4 of those and 3 of those and 5 of those and 7 of those and 8 of those and just bring them all up. It sure feels good, don't it? Yeah, buddy, it feels good as fuck. You ever been to dinner with a bunch of people and you have to fight with who can sneak the credit card to the waiter first to pay for everybody? Or you— hey, but when your buddy knows that trick, you might have to call in advance and let them know not to take that fool's card. I'm paying. That life don't suck. Credit card roulette. Y'all wanna play that? Get dinner, $1,000 dinner. Put the cards in, someone picks it blind, whoever picks out pays for the whole thing. It's fun, dude. You know, it's like I don't know. I like living different. And when you start to live different, people notice. You know how many times waiter, waitress be like, "Yo, that's a dope watch." I'm like, "Thanks." Start talking to them. You know what I mean? They start seeing you order like that. People are like, "Yo, what do y'all do?" And I'm in sweats or basketball shorts or whatever. You know what I mean? I'm like super chill. And it's like, "Wait, y'all are fighting?" How many tables do you think that they wait on that fight over who's going to pay? Versco, can you split it 16 ways? I've been around some people y'all know that you think got money that asked to do that. And I'm like, I'll just pay. I'll pay. I got it. I like that life better. Is it everything? Nah, but it doesn't suck. And so for me, it's like opportunity. I can find opportunity in any of those environments. You sell a bunch, you can live a little bit different. People are gonna notice. Do you take those opportunities and help them get further in life? And I go like, how many people out there that you know currently probably want to make more money? All of them. Anybody dispute that? How many of them you talk about this thing with? Of the all of them, what percentage do you talk about this with? I bet it's really close to zero for most. It's pretty close to zero for most. I'm like, is that smart? I don't know, you happy with where you're at? I ain't saying talking to them all is going to change everybody, but I'm definitely talking to people about it, you know what I mean? I want to provide opportunity to others. And so for me, whether it's a client lead or a recruiting lead, I'm like, I want to, I want to get more out of it. I want to identify opportunity. I want to be able to push the needle, you know what I mean? If I'm going to do the work— I, I told you, I do like easy too. I am willing to work my mother effing face off more than most of you are willing to. I am willing to do it, but I don't want to keep doing the same thing forever over and over again. I want to get really good at this one thing, go like, got it figured out, teach y'all how to do it, and then go figure out the next thing. I like the chase, I like the challenge, I like the— I love that part of I've learned. I didn't know that at first. I used to get frustrated by the challenge. The challenge is where it's at. The hard is where people fall off. You know what I mean? Most people get to hard and go, "Oop, don't work." What? Do you actually believe that it don't work? Or are you just saying that so you feel better about yourself for stopping when it was hard? I know my answer. Because I did it, you know what I mean? And I didn't want to— I want to feel good about myself. I want to be able to say I'm giving everything I got, you know? And I don't know, this thing can— this thing can turn into insane world. The luxury I have is I get the— I get the ability to look backwards and now see how those dots connected. When I was doing it, I was just raps, raps, raps. Reps. I'm a big fan of reps. I'm going to do more reps than you. I will. You might be better. I don't give a rip. You ain't going to last statistically. Are there some people do more than me? Yeah. Do better? Yeah. Smarter, faster? Yep. But I'm like, bell curve, dude, I'm in top 1% about everything I do. That's good enough for me. I just want to be in that room. I ain't got to be the guy. But to outdo the average person, Ain't hard. It ain't hard. There are hard pieces about it. There are going to be hard times. There are going to be difficulties. It's not a cakewalk. But the concept of keep going, get better at it, adjust, learn from the mistake, keep going, fix it, adjust. Problems are the opportunities. Most people see the problem as like, "Ooh, I should stop." It's like, "Nah, that's where you should— that's where you put the gas down." I had a guy hit me up. He's like, "Hey, man, I was at an event with you a couple weeks ago." He goes, "I'm figuring out— I'm finally figuring out if I do this many, I can sell this many." He goes, "I'm finally profitable. I learned if I spend this, I make this." I responded and I was like, Now's the time to step on the mother effing gas versus just keep doing what I'm doing. I'm profitable. That dude back there, who was telling me? Was it you again? Were you talking with the— how much you're spending versus what you're making? That was me and you, right? What was the numbers? You're running how many appointments? What was the question? What was the original question? How to get to— where the industry is going is the original question. Yeah. And I squashed that in 4 seconds. Yeah. And then we got into— Yeah. It was like 50 leads get you 12 appointments or something like that, right? Yeah. So then I was like, "What do you make versus what do you spend?" Something about profitability or whatever. And then he said— So remind me what you spend. To make— Okay, so for me, I go, if you spend 2, what do you think you're gonna make? 10. Why do we complicate it more than that? I don't understand. But one lead vendor— no, no, no, no, no, no, no. One turns into 5. I don't care if one turns into 1,500. If I had a blackjack table over there right now and you came over with $1,000 and you left with $1,500, be fired up out of your mind. You spend $1,000 on leads, make $1,500, you act like you got murdered or robbed, family taken away. But you have 50% on your money in a couple days. I ain't saying that's the best number in life insurance, but it don't suck. So I'm like, can't we just— can't we just spend $2,000 and make $10,000? Or like, what if you spent $1,000 and made $5,000? What if you said F everything. Drop all 5. Now we gonna make. Is it gonna be easy to book appointments? Easier. You think? It's gonna be easier to make some sales? You think you're making 5 G's back? How quick? A week. So why when we spend $500 to make $2,000, why do we go, let me spend the $2,000, forget to make it. Let's not turn it into more. My bills are due, bro. You're telling me I can take that 2 and make— pick a number. Yo, the bill can be late. I'll come up with— I don't care. $57, so late fee. Perfect. My credit, okay, it already sucks. Who cares? Because I can make it now. So you— the, the beauty I learned is I only have to do that game once. Right? You make a few bucks, say you make $1,000, whatever you make one time, you got to go forget every— I put all the noise, I'm gonna bet on me, put it back in. Because now you, you, you exponentially make more. Now you can continue to invest at the high level and there's plenty left for the bills. Y'all just keep playing that same hamster wheel game with a little bit, get a little bit, put in a little bit, get a little bit, put in a little bit, get a little bit, put in a little bit, get a little bit. I'm like, now let's go, let's push them in. Now what do you got back there with? A lot of work. And that's what most people are afraid of. They won't push in because they ain't willing to do the work. I'm like, the work's the easy part for me. Does it make sense? And so we'll get into that. We're gonna break now. Um, come, just go to the bathroom, do whatever you got to do. The rest of it, I'm just going to end the next hour, just Q&A, whatever y'all want to know. We're just wide open, ask questions. Um, yeah, just maybe the first one when we get back. All right, y'all good? All right, this is your time. We got an hour. And talk about whatever the hell you want. You go first, bro. When you did field, when you housed, um, field trains, um, did you always have a lead from somewhere else, or you just went door knocking and— yeah, sure. Um, I've done all of it. I, um, when I was brand new, I didn't have money. I buy leads. First time I bought leads, I dialed them a few times and quit. And then I would be the guy that would buy leads. I would call them once, they didn't answer, and I'd be like, that lead sucked. And I would never— I'd have a pile of those. There was a stage when I was at— where's— oh yeah, you ran into one of my policies. So which I would— so yesterday, dude came up from— we're in Florida, right? Yeah. Dude came up from Florida, was going to run while he was up here for a couple of days. I gave him a couple of counties to run. I'm like, here's where he was going to run in one county. I'm like, yeah, I'd go here. So I give him the county. How much you write yesterday? $7K. Flew in from— drove in or flew in? Drove from Florida. Huh? $8.6K. $9K, call it. Cool. He said $8.6K. $8,600 in 2 days. Came up from Florida, ran in my backyard, text me yesterday a screenshot of a policy with my name on it. Yeah, coincidentally happened to run into one and It was 100%. How many policies they have? 4 policies. So you need some more life insurance, huh? Imagine that, dude. This thing works, you know. So early on, man, I, um, I remember when I was— that was Stephanie's first house she bought when she was in her early 20s. You should literally drive by it. Go drive by one day. It's number 34, which is also again my favorite number. Huh? Yeah, the address was on that damn screenshot you sent me. Yeah, that was the— that was the house I lived in when I started in insurance. I have 5 kids in the house, tiny little house in a ratty subdivision. It was Steph's first purchase. But when I got evicted from the apartment I was in, I went and moved in with her. And, uh, so when I was there, there's a— there's a few subdivisions up and down that road. If you go by there, it's technically Powder Springs, but it's really Hiram. It's right by where you are running. And I would go up and down that road and I'd go into subdivisions. I'd bring around Mutual of Omaha. Like I had a little— those little folders they give you that they— I don't know how they do it now, but when you used to get contracted, they ship you all kinds of shit for free if you wanted. You can call me like, give me brochures, duh. And I'd walk around subdivision with a clipboard and a Mutual of Omaha thing saying I was the new manager in town representing Mutual of Omaha, just here to see if you need life insurance. And I'd knock on doors around neighborhoods, sold some insurance, hated it. Not my jam. I'm much more of a like, let me buy a lead kind of guy. I'm not really much of a like, let me go network and meetings and events. I just— that's not my jam. I find— but I did it because I needed to make money and I've done way worse stuff to make money. You know, before insurance, I was telling them There was a period I was in the mortgage business, made some money, lost it. And before I took the last accounting job I had, there was a period of time where I almost— I accepted a job to deliver newspapers for the Atlanta Journal-Constitution overnight shift in 2009, '08 or '09. Like I was going to be a paperboy again, like I was when I was 8. All right, and then I went into like, I got a job at like, uh, at a call center instead. So I didn't do the newspaper, I did call center, and I did a tax thing. But at the time I had no money, so I walk around the neighborhood where you saw that policy at and I go bang on doors. And for me, I want to do everything in my power to never have to do that again because I didn't like that. Um, so I started buying leads, dude. And you know, for me, I had a rule where if you had to say no to me twice, once on the phone and once in person. This is a rule for me. You go, I work somewhere else. I'm like, they have airplanes that can go to where any of your leads are if you want to. I sold insurance in Utah, I sold insurance in Ohio, and it worked. I'm not saying you have to, I'm just saying I couldn't get what I needed here to sell what I wanted to sell necessarily, so I went other places too. Y'all have the ability to obviously buy and sell remote now, Similar concept. So I would knock on doors of leads also, always, until I got to a point which— did I love? No. Did I sell insurance? Ass ton of it. And I had— I found a good way to approach a home that got me in more doors than not. And it was, again, very simple. But I didn't want to do that either. So I found if I spent more on leads, I could now book easy because, right, you buy any batch of leads, some appointments are easy as shit to book. Some are pain in the ass, some don't answer. You get a mix of that no matter how— you buy 5 leads, you might not get a mix. But if you buy 100 leads anywhere, you're going to have some easy ones, bunch of pain in the ass, shitload don't answer. I'm like, if I buy 2 stacks instead of 1 stack, isn't the cream on the top now thicker? Because I get 2 stacks of cream on the top. So my strategy was, y'all, spend more, take the cream off the top, and not stress so much about this side. And when I started building, that's the side— remember, I worked that side for years. I did not like it. So I'm like, let me get the cream off the top and let me have other people run these. So when I'd recruit, I'd be like, here's leads. I'd call appointments, I'd book easy appointments, here's the rest, y'all go sell free, go sell. And I would supplement people that were working with those leads so I didn't have to. Then I got to a point where I was booking so many easy ones and I could book so many in a short— I mean, you heard me earlier, 7:45, dude, I got my whole 2 days booked out. I didn't have to door knock anymore. So do I do it because I love it? Nah, I do it because I didn't have money and I know I can get more money if I do it, right? But I didn't want to do it forever. No different than selling. I didn't want to sell forever. I did it to get out of a situation and I moved on from selling. I didn't want to be the one doing recruiting calls all day, every day. I don't do that anymore either. I did that for a period of time. I taught how to do it. I got out of it, taught other people how to do it, and I built systems on how to do things and how you do this. And I, I didn't want to do that either. So I'm like, shit, someone else do this. So I'm always going like, where does this thing lead me and how do I get to the next thing? Right? So I did knock on doors. I've done every piece of this business, dude. But I didn't want that to be a forever plan. A lot of the strategies I give people, even some of the stuff I'm talking about today, It's not a forever plan. Sometimes you got to look like, how do I get from point A to today's point B? And your point B ain't got to be 1,000 agents doing 9 zillion. Point B could just be like, yo, I can invest automatically in leads without ever worrying about it. That might be your next step, right? And it might take knocking on— last time we had an event here, I told you, I told some of y'all this. Last June, I had 3 people show up to this event and it was free. We had 30 registered, 3 showed up. I was pissed. I came downstairs, I'm like, I'm going the fuck home. Amanda's like, you can't. I'm like, why? She said, they want to get paid. I'm like, got me on my own words. So I came in here, I did a meeting like this for 3 people all day, just 3 people. None of them do this anymore. But I'm like, one day this is going to turn into something. One day I'm not only— and I've packed this out with agents for years when they're in my group, but going outside my world, different game. Does it make sense? And quite frankly, sometimes people in my group don't like it. I'm like, all right, well, remember what I said earlier, what my thoughts are? I don't give a fuck. I'm gonna keep helping people. And so last time we were here, I challenged a girl to go do it because she was in a financial bind. She had a few weeks to pay some bill or something got taken away. And I'm like, you seem really stressed for it being a few weeks away. She's like, it's in 3 weeks. They like take something, a call. I don't remember what it was. And I'm like, can I ask you a question? You've— she sold some insurance. Like, how long does it take you to make money in this space? If you sell policy today, when do you get paid? 24 hours. You have 3 weeks. To figure it out. She's like, I don't have money. I go, open that door. 300 million people out there. I said, I bet you if you go around this neighborhood and knock on doors in my complex and go, hey, John from building 800 told me to come knock over here and see if anybody needs help with life insurance, I bet you'll find one. At lunch, I made her go outside. I said, go outside, go knock on doors, don't come back till someone says yes. She's back before lunch ended. Guy right over there was like, yep, $40-some-dollar-a-month policy, nothing big. But that taught her like, oh damn, there's something to do. So next time she was out on her own on a Saturday, she went door knock, sold a policy, $4,000, knocking on a door cold, you know what I mean? And she was worried about this couple thousand dollar thing 3 weeks away. She made it back in 48 hours with no leads, no money. You know what I mean? So for me, I'm like, yes, I knocked on doors, dude. I, I was— I'm trying to get paid. I will do whatever to get paid. I don't— and have I been the guy that sat around doing nothing? Yes, I, I tried that. It— I'm telling you, it don't work. It don't get better. Those of y'all that ain't changing, it does not get better. It continues to suck. The only way I know how is to go like, let me do exponentially more of it for a window. Let me have a run. Let me go at it for a minute, and then I can— then I can pull back, and I can judge. Then I can— you know what I mean? Like, if y'all follow me around every day, I'm like, I am busy, but I'm not as busy as y'all think, because I don't— I don't— I don't have to go all in all day every day anymore. There was a period of time and I learned how to navigate it, so now I'm more effective with it. But one of my least favorite things, you know, do more. I talk about it all the time. My least favorite response to that, and the people who I— and I hate saying it, I hate— is when they go, work smarter, not harder. I get that on my comments all the fucking time, and I'm like, can we not do both? Like, why, why, like, why do we have to work smart and less? I don't, I don't understand that, you know. And if you want to, cool. I find it weird though that people do that and also complain about their situation. That part's really confusing to me. If you want to work less and you're happy, I'll give you a high five. I'll be the first one. But most people are unhappy, you know what I mean? So for me, dude, I'm like, whatever it takes. To get to the next level. And hopefully I find a way that that's not my living forever, because I'm going to navigate to find a way out of that permanently, you know. And I think some people are willing to navigate for a little while, and then it feels like a hamster wheel, and they only want to knock on doors because it's cheaper, or they only want to buy the 4-year-old leads because it's cheaper and the ROI is heavy. I'm like, I don't know, that don't sound fun for me forever. Forever. Ain't much I want forever. You know? So yeah, dude, I don't know, man. I don't know if that answered the way you wanted to, but I've done all of that. Go, bro. What up, insurance agents? If you're looking for a roadmap on how to win in this industry, check out the book I wrote about a year ago, Do More Now, Get Better Later. Check out the reviews here somewhere. My team's putting them on. I'm getting tons of great feedback about all the people it's helped. Appreciate those of y'all that have bought it. Appreciate all the reviews that are going out. If you're new to following me or the industry, check out the book and get it in your hands now. Script versus flow, especially as it relates to training new agents. Sure. My honest answer is I don't think a script's worth shit, but at the same time, I'm not dumb. So I like to, um, I like to help people see things different, dude, right? It's like, where do you think people mess up with script? You said script versus flow, right? So it implies they're missing flow. Which, right, where do they— what's the real struggle when you're trying to say book an appointment? We'll go that script. I would say that the place where people mess up with script is when someone takes them out of the script, they get lost. And how do they get out of the script? Why? Either because they're not reading the script, they don't know it, or because the client is running the call. Correct. Part of the mistake is what you just said, is that because they're not reading it. I didn't ask someone if they can read a script. I give someone a script so they can learn what it does. Dude, no one asked for story time. So when I go like, give me your script, if you have to go, hi John, stop. I just like, what? Now day one, do I want to give someone some bumper lanes to make sure they don't fall off the rails? Yeah, but I'm not trying to be an ass. Pick a script. How long does it take to learn it? No time. Define no time. I mean, how long is a script really? Paragraphs? Couple? Couple, few. I do. Maddox was like in second grade and they gave him till Friday to learn Bible verses. I figure if he's 7 and can learn a whole Bible verse in 4 days, is it fair to say you could probably learn this script this week? Yeah. So I kind of start there with people. And then if people that have been doing it for a long time, I think where people mess it up, you said flow. What I hear is like their tone and the way they say things and the timing of things. Right. And kind of like making it natural. Okay. And so the analogy I always give people is like they get confused on how to do that tone right and why. And I always— my favorite thing to do, I wish I had one here, but like someone, someone had on a hoodie. Brandon's wearing it. If I had on one of the hoodies, right, and we're at this event and maybe I know you a little bit, like we know each other, but we don't know each other super well. Like if you call me cold and I didn't have your number, fair to say you'd have to explain who you are. Yeah. Okay. Let's just say we leave this event and I forgot my hoodie right there and you saw it and you had to call me later to get me to know who you are and tell me you found my hoodie and you need to bring it by tomorrow. Do you need a script for that? No. Do you understand the tone you would use? Yep. Pretend you call me like you find my hoodie and we don't know each other well. How's it go? Hey John, cool. Yeah. Yeah, John Wetmore. All right, so the magic in that is what? Hey John. Hey John. What's it do? It makes him not a telemarketer. It creates curiosity. Yeah, it's like kind of like he knows me but kind of like not sure, right? And I go, yeah, now what? This is, uh, this is Josh. We were just at the, uh, we're just at the conference together and, uh, looks like you left your hoodie here. I'm the, I'm the big black guy that had on the black hoodie. Got you. Yeah, what up, dude? It looks like you left your hoodie here. Uh, I just wanted to bring it by your house. Tomorrow. Perfect. Hell yeah. All right, perfect. In the morning, afternoon, or evening? Afternoon. All right, perfect. 1 o'clock or 3 o'clock? 3 is perfect. Cool, then I'll see you at 3 o'clock. Dope. I would confirm the address. So when I'm with a new agent that's brand new and they're worried about it, I do that, and 100% of the time they nail it. I've never had someone not know how to call me and say they found my hoodie, dude. You're telling me you can't call someone and say, hey, I'm calling you back about this thing you filled out, without a script? You've convinced yourself this is that hard that you can't call someone and say who you are and why you're calling without fucking losing control of it? What does it give them instantly when I do that exercise? What's it do? Instant confidence. I ain't going ring ring. I tried that, it don't work. Does it make sense? Yeah. Cool. So I was thinking about when you open up the agency, like where do these bad habits come from of like blaming on the leads or blaming on the upline or whatever? Because when I came in, for me personally, it was never about the lead. It was mainly myself and the belief in my follow-through and the work and all that stuff. I never hear of any, like, the agency owners talk about, like, the mindset coming into working. Only a little bit. It's more like training them on script and stuff like that. I think it's more important to train the agents on their mindset and all that stuff. Are you asking me a question you know the answer to already? I'm just asking how you would do it. You see how I do it. What do I focus on more? Mindset. No, I want him to answer. What do I focus on most? Activity. Do more. Do more. Activity, and someone else just said it? Mindset. Mindset. I think— that marketing scripts and sales and 5 steps to success, that stuff sells, that appeases most people's current thoughts. It makes them feel good. It makes them feel like you have training and you have support. I think it's horseshit, personally. Do I think it's important? Yes. Do I think it's number one? No, not at all. Because what's a great script for someone that doesn't work? What's a great script for someone who has a shitty mindset towards leads? What's a great recruiting script for someone who doesn't give a rip if they get paid or not, right? So like Meaning if you're stuck in a spot, me and you, straight up right now, if I teach you every script I got and I send you off to people tomorrow, will you be able to say any of them like I say them tomorrow? Okay, so fair to say is not really that important that I tell you exactly what I say in every situation. Okay, if I send you off tomorrow and you— I teach you how to see 30 people No script, just the jacket training. You think you'll sell some policies by mistake? Yep. Will that create confidence? Will that validate what I said, that you don't have to know this to make money? What do you think that does to their buy-in? Through the roof, dude. You know what I mean? So I'm, I'm— that's why I'm always careful. I'm like, I'm not saying don't get better. If you hear that, that is not with a megaphone what I'm saying. What I'm saying is activity makes you better by default. Fair? Fair. Yeah. And then I also made an active choice to postpone getting better until I was booked. Say that again. Say it again. I made a choice to postpone the getting better until I was booked up. Why do I have to get better if I don't see anyone? Why does it matter? I don't— I never understood that, dude. I would— I tell people all the time, if my book said work smarter, not harder, I would sell way more books than if I said work your ass off. But I don't believe in it. I didn't make money from getting smart at this, bro. I got smart and good at this because I outworked everyone and I was intentional along the way, combined with trying to get better. But so many people are trying to get better in bulk before they go. And if I go learn all this shit There's buckets of it. How much can you really absorb with the context of you don't even know where to apply it because you've never experienced it? Does that make sense? When I go like, hey, when you're— when you're sitting with a 72-year-old lady, $300 grand, and they go, I want it all or nothing, when you experience that, now I can go, here's what you say, because now you go, got it. You got kids? You? Yeah. Who doesn't have kids in here? All right, Justin, if I sat down— I got 5 kids, bro. I've been changing diapers since I was 8. I'm not kidding. Yeah, I mean, I've been changing diapers as long as I can remember. All my cousins— I was young, my mom was a teenager when she had me, you know what I mean? So all the kids born in the family at normal times, I was already fucking grown. So all the babies that came in, I was playing with, taking care of. I just— I love babies. Always have. If I sat down right now and explained to you how to effectively change a shitty diaper that explode— any of y'all ever do one that explodes? Me and you, bro. I explain it, and then I get Amanda's twins in here tomorrow. And I say, you're in charge, bro. There are two. Good luck. Are you gonna have any success changing that diaper? I'd have to figure it out on my own. Imagine that. Now imagine you do it a few times and I'm like, yo, all right, dude, I see you like trying to balance things with the elbow and do all these crazy— you know, you grab both feet and lift it up like this. And then as you take the diaper off, you wipe while you're taking it off, and that cleans up like half of it right away. You think? And then when you take the back off, be careful because sometimes it goes up their back too. So when you take out the back, you wipe it this way. You don't wipe it that way because it'll go up their back more. You wipe it this way. When you— the ones that have done it know what the fuck I'm talking about. You, you're like, I think this is funny, but I'm not really sure. I'm seeing it, but I don't really see it. Right? So to me, dude, going script training with him on how to change a diaper is pointless. Why are we doing it? Yeah. I've never understood it. And people wanted to do it with me, and I bought in. I'm like, oh, that makes sense. I should know how to change diapers before I have a baby. What? Imagine knowing how to raise kids before you have kids. Or even to put the car seat in the car before you go to the hospital to have them. You think Amanda has twins? Listen to me, Amanda has twins. They're 2 and a half. Who put in the fucking car seat last week? I did. My kids haven't been in— Maddox is 13. I put her car seats in last week and they've changed, but the basic concept is they hook up to the two little hooks on the edge and then you do the one over the back and you tighten them enough. You know how many car seats I've changed in my life? You know what I mean? And this is the same for me. It's like we learn, we learn by doing. Making mistakes and getting correction on that mistake from someone who's done, that's the path to winning. Can you, can you navigate on your own and learn some shit by yourself and invent some stuff? Yeah, are you that guy? Because I ain't that guy. That does exist, but everyone wants to be that. And I'm like, I don't need to be Christopher Columbus or anything, I'm just like good going like, can I just buy that land? So who found it? I don't give a shit. I just want it, you know? And I just— I don't know, I think people overcomplicate all of this, all of everything, you know? And I'm like, can we just be real about it? Like, I don't have a script, dude. And if I do, I don't— it doesn't work for most people because they don't put the work behind it. You know, and so I've learned to find this nice balance, and I've learned how to give stories and analogies like baby shit and diapers. I've never used that one before, I made it up on the spot. You're welcome. To help people make sense of it, because in any other context, who would want to know that before they got started? No one in anything. But somehow here we've all convinced each other we need to know it all before we do it all. I'm like, why are we all lying to each other? And again, the other side of it, people hear, he says don't have a script. No, no, no, no, no. It's not what I said. He said you don't have to learn your stuff. I did not say that. Are we clear? Thank you. Who said that? That was a fucking good one. That's the math thing. What's that EMD, whatever the hell it is? Someone in here probably knows that. What is it? See, I told you someone knows this shit. PEMDAS. Oh yeah, Matthew, there you go. And I'm good at math, and I don't know that thing. You know, who else? Can you talk about the mindset of breaking down the small? Sure. I think, uh, that, that Cody Askins, um, 8% that we went to launch. Okay, I was killing it in my opinion, you know, from, uh, February all the way till September. And I did exactly what— buy more leads, spin up, and go. And I drove Topeka Kansas City, Oklahoma City, and Wichita, Kansas. And it was the worst 3-month stretch ever. And I think I just pulled out of it like in December. Sure. So now when we say buy more leads, right, get your lead— I'm just getting back to where I need to be. And we say spend more leads. I didn't say spend more leads. I mean, you said that. Get more leads. Ah, that's different. Yeah. So that So can you talk about that mindset of when you hit slumps or when you hit those spaces that you know, okay, I have the skill set, I've done this before, I know I can do it. Yeah, but it has a tendency of getting out there and spending that money because you know that it took a long time for that money to come back after I, after I'm done. Yeah, because it wasn't— this lady, one lady, uh, guaranteed issue, but you had sold a bunch for a while. Yeah. All right, so let's talk about why, after you sold a bunch for a while, were you in a bind in only 3 months? I say again, meaning you saw the period of time you said you were doing well was what, right? Uh, February to September. Okay, so then the question is, why when you got here— I will answer the question, but what I really want you to ponder is why when you got there and you got in a slump, did it affect you so badly that you ran out of money? Oh, I didn't run out of money, it's just spending. Nope. I went back to— okay, so, okay, so you had the cash to do it, so there was just now a fear of doing it because you second-guessed yourself. Yeah. Okay. Yeah, different, different answer, right? So like, some people, they make it and then they get here and there's none. Like, that's another problem. We got to rewind and figure out how we got there first. But in your situation, I remember the first time Man, I remember the first time I sold— first of all, the first time I sold $5,000 in a week, I swear the IMO threw a parade for me. That's how different it was back in the day. $5,000 in a week, it was like, holy moly, you invented insurance, I think. And I'm like, it was 3 apps, you know what I mean? And then I remember the first time I did it 3 weeks in a row, and I said to myself, dude, have I figured this thing out? And I went, I wonder if I'm gonna go back to sucking or not. Or like, will it stay like this? I'm like kind of wondering, you know what I mean? Then like week 4, I did again. And then week 5, I did again. I'm like, what the hell, you know? And then you go through a time where it's like you book 20 appointments and 3 show up and you sell none. Or you sell the guaranteed issue one and they cancel before you get home. I always, um, I have to tell myself that I know what I'm doing because I've proven that I've done it. Also, I have to tell myself the game ain't really changed. It's the people are the people. And if I see enough of them, can it possibly stay this bad forever? Also, is there something I'm doing that's bringing it on? Meaning, when you're going through a slump, is it fair to say that your, your mood, your demeanor, your personality changes? It's a affected? Is that fair? Okay. Is it fair to say that if your demeanor is affected, that other people can feel the difference in energy? If they saw you great, high, and you low, and they got to view the two different versions, would they see a difference? I would say yes. Okay, so then my first question is Is that piece controllable? And did you bring that slump on more yourself by projecting the feeling you had on the inside, projecting it outward? So is, is that why the slump was there, potentially? Or did that add to it, at the very least? You know what I mean? I'm like, meaning, if you're in a bad mood and you're on the phone, you, you like— we could all go to another country right now. That don't speak a lick of English. Can you tell if people are sad? Can you tell if they're upset? Can you tell if they're scared? We ain't got to speak one word the same. You can pick up on it. Does it make sense? So you're giving off a vibe that feels like a little ew, you know what I mean? I think that causes it for most people, is they like— I always think Um, like Broadway shows. I don't, I don't really love a lot of them. Um, any y'all ever go like Broadway type shows? Like whatever they're called. I don't, I don't know the names of most of them. Um, but I went and saw the one I like is the one where they rap because I grew up in the hood. Hamilton, that's my jam, dude. They rap. I was like, I said to my wife, I'm like, this story She's like, you learned it in 4th grade. I'm like, I did not learn that. I was like, if my 4th grade teacher rapped, I'd be way more educated about the history of our country. I was a great— I've seen it 3 times. And every time I watch it, dude, that's one of the biggest ones ever, I think. They perform, I think, like twice a day, 2 or 3 times a day, like every day of the week for however many years straight. You think they got bad days happening in their life? You think they got shit going on? What would happen if you showed up to the show and they projected the negative shit in their life during that show? Would you buy more tickets? Would it be a best hit, bestseller, number one whatever ever? I mean, like, would it? And I watch these people and I'm like, they are on point. They're on when they're doing their profession. They're on. They— life just gets— athletes do it really well. Jordan's dad gets murdered, he's doing— show up. You hear about people having missing pregnancies and babies and people dying, and they're on game day. They're there. I'm not saying y'all got to do that necessarily, but like think about the level of control they have. I think that's the most important piece, one. And when I get— when I get down, I'm like, am I projecting? Am I doing like Hamilton would? Because that fool was on point every time I seen him. And then you read about it, you read about Hamilton, like they actually had shit going on with the cast. Some of them hated each other. There was like actual stuff happening. You wouldn't know it at their show, bro. Right? So when I'm doing this, I try to make sure I don't turn off when I need to be on. I can take that from selling to recruiting. I try to always be on. I have to be on now. You don't think I got shit going on in life? You don't think I got stuff upstairs right now going bad? In our business today. You don't think Amanda got shit to do in her inbox right now? Like we got stuff. But I have to be on today. So I think that's number 1. Number 2, what I do is I like to relate it to sports because I understand sports. You sports guy? Baseball? You understand the concept of baseball, right? Hit a home run, don't strike out, get on base, etc. Dude, they play like how many games a year? There's a lot, 160-something, whatever it is. You know, these guys bat.300, So they're failing 70% of the time, they're the best in their business. Failing 70% of the time, they're the best in their business. 10 years in a row, Hall of Fame. 10 years in a row, failing 70% of the time with a smile on your face every time you get up to bat. 10 years in a row, you're in the Hall of Fame. What do you think I'm teaching Maddox when he strikes out? You think I'm teaching him how to not strike out in baseball ever? No, I'm teaching them that's normal part of the game. Learn how to play the game with what you got. You're gonna strike out, bro. Do I want you to strike out every time? No. Is it possible to never strike out? No. Baseball, dude, the best name of player ever. Have they ever every single game been on point with their production? Not in the history of the game. Not in the history of the game, dude, has there been an insurance salesperson on point every week ever, right? What happens when a, when a player messes up? You see, like, 34 is my favorite number. Bo Jackson. Any y'all know what he did when he struck out? Right over his knee. Pow! Bust it in half, throw it away. Next play though, Was he mad? Was he in the field ready to go? Next day, what's he do? He's hitting off a tee or is he sulking? Is he watching video? Tom Brady throwing interception, dude, he cussed like a mother. What's the first thing he does when he gets off the field? Watch the tablet. What'd I do wrong? Coach, hey, help me out. I misread the defense. Ah, this guy, the shoulder, he did that. Should have saw that. You know what I mean? When baseball, man, they go through streaks, dude. Take— name your favorite. I don't care who it is. Like, when they go 0 for 15, what are they thinking? 3-game stretch, 4-game stretch, no hits. Are they gonna swing more often or less often? They're bringing a mindset coach. That's what some— they do. Professionals do fucking— people pay me for this shit. Does that make sense? I pay people for this shit. That is a piece of it. That's— and that's major league people do that. They have more than just a mindset coach even, but they understand, dude, the law of large numbers. And that's the piece I think most of y'all misunderstand. The law of large numbers is what gives you averages. Where most people look at Tuesday and they go, my average was bad. I'm like, what the hell does Tuesday have to do with anything? I got beat up today. Anybody say that out loud? About getting beat? You know better, you definitely know better not to. I got tore up on the phones today. I got beat up in the field today. Let an agent say that to me. I'm like, bro, you ever been in a fight? Because if you got beat up where I used to get beat up, you wouldn't look as good as you look right now. So it's like, careful the words that come out of your mouth when you go through a slump. But like, why do we expect to not have a slump? I think that's pretty weird too. So for me, you know what I think when I'm in a slump? What do you think? Huh? You said, can you— you said, can you move as fast when you're going through something, and can you act like you already know it was coming? When I go through a slump, it means something good coming, bro. I go 0 for 15, you don't think the player's bound to go like 10 for 12 soon? But now, what's the mistake there? Get too happy, get too cocky, stop paying attention to details, right? Law of large numbers says, I know if I go out there every day and I work on my craft and I continue to get better and I continue to swing at pitches and I continue to do what I'm doing at a high level, I'm probably at the end of 162 games and 400 at-bats, I'm probably going to hit around.300. Is it going to be.298 or.307? Does it matter? He's in the major leagues hitting.300. Now if you're 0 for.400, we got a different problem. But you're talking slump, which implies you had an up. So if a slump means implies you had an up and you have a down, a slump also means by definition you're bound to come back up. So I just know that the down means I'm getting close to the upside, and I got to protect myself from not being too confident on the upside. And so I've learned to go, activity equals money for me. Activity equals money. The sale don't equal money. The check didn't equal money. The reps equal money. You just might not get the money today from the reps today. Does that make sense? I'm making money from reps I did months and years ago. The amount of reps I'm doing now to build this brand we're building, that travel like a mother. On my dime and make no— I didn't know how to monetize this thing outside of Override. So straight up, I had no idea how to do it. Like, if I keep speaking and I keep getting people paid all over the country and it's expensive to fly, I bring my team with me to 3 of us, 3 flights, 3 hotels, car rental, all those like dinners with 15 G's every time we go on a trip, at least. Fairman, 15, probably 15, 20 G's. Me go speak at Cody's event. Me go speak at any— I'm dropping money. And y'all spent money to come here. Give me events I did last year. Whatever that Delta— I got that. I got like a special number I can call in where it's like, you be on hold 47 minutes, we'll call it. Now mine, they pick up when I call because I knew with time it would— it will pay me dividends. Reps equals money to me. And I got money, but the money I got now is from the reps before. I'm like, yo, y'all think I got money now? Wait 5 years. Right? So to me, dude, slump is not that big a deal. I am going to do my best to pay attention, to try to get better. But I found that those things that I just talked about are the biggest reason that people stay in the slump. And they aren't intentional, and they aren't controlling their emotions along the way. And the reality of what it is gets way out of whack. And then we let the noise of other people come into play. We let our spouse and our brother and our sister and our cousin and our dad— I'm like, you know, if you didn't tell them, they wouldn't have feedback on it. You know, if when you had a bad day and you get home and wife's like, how was your day? I'm like, good day. What's up? How was your day? And then when I get up in the morning, like, today's going to be a good day. Why would I not say that? You know what I mean? And so sometimes we bring on our own noise, man. So I'm trying to be super intentional about how much of this is caused by me versus how much is a natural evolution of sales. And how do I get out of it? Dude, I go see more people as fast as possible so I can get on the other side of the slump. And most people slow down. You ain't having a good day on the phones, you slow down on dials. I find that weird as shit. You're dragging out the bad. You're having a bad sales one, you see less people. Like, what sense does that make? I did it so I can be like, I wish I could go back in time and slap the shit out of myself. You know, go ahead, dude. One thing I'm taking from this is that a lot of times, uh, we— or myself, I've done stuff just enough to hate it. What do you mean by that? So like, if I put in a massive level of effort, sure, then I'm gonna do it enough to get through the part where I hate it. Yeah, yeah, I got you. Yep. If I do below that, I'm gonna do just enough to hate it. Yeah. Taking from this, I see it in a lot of agents that I hire and train too, where they do just enough to hate it, and it's like, if you just did more, you wouldn't hate it because you get the— correct, you get the reward side of it. And that's the— so I, I mess with people, dude. And I go, right, because people get frustrated. Fair about the nos and the negatives. So let me— who's frustrated about negatives right now? Give me some. Like, who's actually— you've not made money. I'm gonna go with you back there first. Remind me your name again, bro. Wilson. Thank you. You get frustrated when people tell you no or F off or I didn't fill it out or cancel policies, things like that. You in that space? Yeah, I do. Only because I don't know how to— how to order that. Yeah, without me. Yep, yep, yep. Let me ask you this. If I paid you $400 grand a year cash out of my pocket every Friday payday, whatever the math is, 4 G's or 5 G's, whatever the number is, 8 G's a week, whatever it is, I paid you cash every week. I don't care if you sell something or not. Are you mad when they tell you no now? No. But, uh, do I have to rebook? You don't have to do nothing. I pay you $400 grand a year. I don't care what they say. Yes, no, indifferent. I don't care what they say. Are you mad? No. Nah, skipping down the road, bro. Cashing John's check, right? So the reason I asked that is, is it fair to say then that you can control the emotion Yes. Yeah, but you're only willing to control it if I pay you first. Well, in a way, only because I don't have to worry about results. I understand, but what I'm telling you is you don't have to worry about the results now if you put in the effort, bro. It pays. So basically just mix. Yes, but while next, work on getting better. Learn from it. I ain't mad. Like, when Maddox gets upset, I have to watch myself because I get frustrated when he's upset about a result. So I have to be really careful because I want him upset. I want him pissed off he struck out. I want him pissed when he misses his golf shot. I want him pissed when he walks a guy. What I hate though is when he carries it to the next play. I'm like, bro, you— I know you didn't want to walk the guy, but the next play you're walking up there with your head down, bro. Like, I need you confidence, back at it like you struck him out. So the next time it happens, I need you to get back at it. Like you sold the last one, like I paid you. Because in that case, you can control your emotion. Am I saying it's easy? No, I didn't say that, bro. It's hard as shit. You ever see them cartoons where they got the two on the shoulder? You are both of those at all times. And that asshole over here He's loud as shit, dude. He talks a lot. He jabs. He's like them basketball players talking smack. I was watching some stuff on Dennis Rodman the other day. Any of y'all remember him? Dude, he'd get on the court and mess with people mentally, psychologically, fuck with them bad. He couldn't score to save his life and considered one of the best players ever in the history of the game. And I'm like, he'd get people here. What changed for me was I realized I was getting myself there. I'm like, yo, if I lose to you, props. I lose to myself, that sounds really dumb to me. So I have to every day work on when I'm, when I'm yapping in my own ear, about some nonsense, which I do every day of the week. Every day of the week something negative comes into my head. Every day of the week I think maybe I'm doing too much, maybe this is out of my league, maybe I can't run that far, maybe I can't hike that far, maybe I'm not meant to build this the way I'm thinking. Every day, dude. And this one over here has to be like, yo, don't be a bitch. Shut the fuck up. That's how I talk to me. Y'all do you. I found what works for me. I yell at myself to stop letting it drag on. In the moment, mad, got it. How quick can we move on? That's the game. That make sense? Cool. If you're in the insurance space and trying to build an agency, or you're trying to like break records in sales, just hit new levels, new heights, click the link below to apply apply to my consulting and coaching program that I have out there. I'm helping tons of people get to new levels, get to new income heights, help them build their teams, put systems in place, staffing stuff, recruiting processes, automations, um, just teaching people how to get to a point where they're selling on their own pen 30, 40, 50 grand a month. And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability you can. There is an application process. I'm only looking to work with like high-end people who really want to make big things happen. Couple recent clients that we've had in the, in the coaching program: one dude as an individual went from selling like $8,000 a month, barely getting by, about to quit the industry, found the book, hit me up direct, started the coaching program, went to $35,000 his first month, has issued like $150,000 in the last 90 days, and has changed the trajectory of his career. Working with another agency builder, very first month went from doing like $800 grand a month to almost $1.1 million. We added like 10 or 15% production in, in 30 days and continue to work on things there. So if you're interested, click the link, apply, and if you're a fit, I'll reach out. Um, after all of the, um, success that you've had, um, accomplishing the goals that you you set for yourself and doing what you did for your family and all those things, and then ultimately, um, selling. What— where does the hunger come from with you? How do you keep— exactly what you do? I have a hard time answering that one a lot. Um, I don't understand, once you figure it out, how the hunger goes away. I'm afraid more than anything to go backwards. The thought of going anywhere near where I was once is scary as shit to me. I work not only in my career as hard as I do, because of fear. That— but that's why I take care of my health as much as I do. I'm scared shit to live like an unhealthy person. I'm healthy and I got unhealthy stuff going on. I can't imagine how bad it would be if I let go. So the fear is what keeps me moving a lot. And I'm doing well enough that I would never go back to exactly where I was. But there's a lot of people around me that if I don't keep doing what I'm doing, they're going to stay where they're at. You know what I mean? And I, I love being a provider. And like, if I quit, that means Amanda has to go find a job. Reese got to work somewhere and they'll survive. But I'm like, I don't want that, dude. I want more people around me to succeed. I gotta have an army of fucking people coming with me. I don't think I've done anything that impressive, dude. And that's not like being fake humble. Dude, I'm a freaking rounding error to multiple people in this business. The business would operate. If I quit tomorrow, nothing would slow down in the industry. I'm not confused by that. But I also am not confused by the impact I can have by doing what I do. And I love everywhere I go, bro. Every day I wake up, every time I open my DMs, I get a message from someone thanking me. Every day of my life. I ain't giving that up. I just ain't giving it up, dude. So for me, it's not even— I don't even have to sit down and think. I don't— it's just life to me, dude. I just go, you know, and I enjoy my life. But like, to want more, come upstairs one day, hang out with us. I'll talk about some of the stuff. There's— I got pages of goals and things we want to accomplish and what we're doing next and We sit down here on this whiteboard and map shit out for days sometimes. I love the process of figuring stuff out. I love the process of building anything. I love the process of mess it up, identify why we got to that problem, avoid that problem next time. And how do I monetize it? I, I love that. This The time flying. I mean, I could do this. I could not move from the seat for a week straight. I'd be fired up doing this. I just love what I do, you know? Go hobbies. Now this is one I know I'm good at this piece, dude, but I'm good at this piece. You know how many times I've done this? Like, so we go first event, you know how many times I've done this? Thousands. Every Monday and Thursday since 2015, I've sat in a seat like this with people right there. I did it for 8 straight years, 2 days a week. This is my comfort zone. I didn't prep shit. They made this book. I didn't do that. I have nothing planned. I walked in, Amanda said, he ain't gonna use the book today. I don't need a book to do what I do. The book fucks me up. It is. I don't need— I, I do this for a living. I could get on stage and talk for 8 hours. This is what I do, you know what I mean? It's kind of just like that picture, Michael Jordan. I think about it and what you were just talking about before about the refs. And it, no matter, they, you know, they always talk about him scoring and how well he played and all of the things about his losses. Yeah. How many shots he missed. Yeah. There was never a time where even if he, if there was such a thing of him going into a slump. Yeah. That he didn't want the ball. Yeah, I agree. You want to know something funny? That I— there's people in this room that have sold more insurance than me by a lot of it. Who sold cumulatively in their career? Anybody more than a million dollars cumulatively over their career? How much you selling? How long you been doing this? Well, I've been selling 11 years, but here cumulatively, a million all added up. You're past a million. Yeah, way past a million. What's your total roughly? Ballpark? 3 million? 4 million? 10 or no? Okay. You said you— how much you sold? Probably 5 altogether. Okay, how much you— 2012, 2013, 2014, 2015, 2016, 2017. I sold $460K here. I sold $360K here. I sold $30 grand here. I sold $170K here. I sold $110K here, probably sold $40K here. $1.1, $1.2 million career sales. Teacher from the front of the room. Brother, beast. Window like this, dude, I went after it. I learned how to do it very intentionally, and I started teaching it. Like, I don't, I don't need to be the best insurance sales guy to lead the most people to a bunch of money. I don't have to have sold the most. That's irrelevant to me. I'm proud. When I went full-time here, I went full-time 2014. Anybody been at my company a long time? I know you know him. Anybody like know Sean? Like, I was with the company early. And like, when you work with some people, they're like, you sell? That's what you do for a living. And this company had no people in it when I started. And so there was never a conversation about getting out of the field. That was like, You don't get out of the field, right? Like, that's just not— wasn't open. I was like, yo, I don't want to do this. I'm proud as shit of all the people that have been doing this a lot longer than me. I was out of the field in 3 years at FFL. I was second one. Mike Killamite got out first. I got out a month later. Second person in FFL that started, that did something big, that was like, I can get out of the field because I got the money. The second person in the NFL to do that. And I was the freshest, the newest. I like that. Like, I ain't gonna be the guy that sold $5 million. I don't give a shit if I sold $5 million. They were like, hit Hall of Fame. It'll change. I'm like, cool. Do it once. Let's go. Hall of Fame. Boom. Everything changed. I started working it. I saw another angle, how to build bigger, how to teach this thing. I'm like, I'll teach that. Talk about an indexed IUL. I don't know shit about it. How does the insurance work? I don't know. How they price? I don't know. How they— I don't know. I don't know. I don't care. I don't know. I don't care. I don't give a shit. And that works for me. You know, $1 million, dude. That's it. And I get a lot of credit for selling. I have a lot of trophies for selling. I did not want to be an insurance sales guy forever. You know, so I did it. I did it well. I did it at a high level. I started teaching it. I I started teaching aggressively, started teaching at a high level, and I taught so many people in such a short window of time, I got really fucking good at it. And I had to be good because I had so many people coming, I had to learn how to be effective and efficient with my time. That's where analogies and stories came in. That's where it's like, ah, stop the shit, ah, story, ah, analogy, diapers, this one, that one, driving, this one. It sped up the message. You know, and I don't know, it's like you could go ahead, dude. I just want to thank you for what you've done for me already. And like, I know 5 guys off top of my head that started on the same time I did that you helped create billionaires. Yeah, so like, you're doing awesome, my man. I appreciate it, bro. I heard you talk about the reports and you're really good. Talked about the —The what? You talked about the reports you did. Oh yeah. You're really good at doing that. Like what numbers did you focus on? IP, did you focus on AP, submitted? For a team? Persistence? For a team? Yeah, we'll dive into this. Yeah, let's— I'll answer it brief now, but we'll dive into it a lot more tomorrow. What I— remember, help people get paid. So when I talk to people and they're like, I'm like, how many agents you have? Do you know what their normal Answer is, it's the number that they've contracted ever, or talked to ever. When I say, "How many agents you got?" They go, "4,327." I'm like, "How many got paid?" "Oh, I mean, like a handful." That's the equivalent of going submit. Like, I don't care what you got submitted. Like, what'd you get paid, dude? And so for me, it's how many people did I help get paid? That's all that I cared about. How many writers? To me, that implies paid. Right? So I looked at how many people I got paid and what the average paid per agent per month was. And if I look at somebody's team and I'm like, the average is $2,000, $3,000, $4,000, I'm like, all right, we can improve. Someone somewhere sucks at teaching this. Who is it? You know what I mean? And my deal was like, I wanted to create Hall of Fame producers. I wanted to create— and I was okay with the others, but I wanted my average producer— I was like a $12K a month kind of guy. If that's the average per writer, there's some people making jack, and there's always going to be dummies at the bottom. But if I could get my average up over $10 grand a writer, We were doing some things, you know. So every time I talk to somebody's team, I'm like, I go, volume of writers, I can do the math about in my head. Like, you, $2,000, $3,000, $4,000 a writer, you can double just by learning how to get that to $8,000. That's not that deep. How do most of them just got one more appointment, you know what I mean? average, average, average premium, uh, paid per month per writer, and I would play with that a lot. There's a lot of things I do to move volume. Abraço. Yeah, yeah, brother. You're the first person I heard say maybe someone sucks at teaching, because I've always heard that, you know, every agent has to take accountability for themselves. Agreed. And it's never the upline. Yeah, I think it's both. But for me, as someone that's teaching it, I am going to see the things you do incorrect. But I'm going to look at it in a way where, where did I go wrong that allowed you to believe that doing it that way was the right way? You know what I'm saying? And I don't believe that people get their insurance license and get contracted and get in the business to not make money. I'll never believe that. Does that make sense? So I'm like, why are you not making money? I do believe you're probably doing something wrong. But I also believe people around you aren't willing to tell you the truth. And I'm just not gonna be that guy. Does that make sense? Like, I'm gonna go, what am I— what do I— how do I fix— how do I add my part? Now, you might not listen to me, but if I give you the stuff and you don't listen, I'm out. I was like the young 22-year-old in home, I'm out. 3 minutes, I'm done. I'll swoop in, you don't listen, I'm out. You know what I mean? But teaching this thing is really simple at its core. So I think there's a balance of there's a bunch of people don't know what to do, but I also believe there's a reason they don't know what to do. And I believe I can influence that for sure. I've done it. So it's like if I take my incorrect off the table, now it's just on you. And all you got to do is follow. You ain't going to do nothing but follow. You can close your ears, bout close your eyes, and follow my voice and I'm gonna lead you to a good spot, bro. But most people want to put their own input into it along the way, and that messes them up. That makes sense. Some of y'all are coming tonight. Who's coming tonight? We got— who's— how many are in? I saw the front. They did that smart. Yeah, that just clicked right now. She told me she did that. I think y'all got stickers on your things or something. So we have the exact— y'all got the executive tag too. She did. They did it good. Amanda's going to text y'all my address because we didn't send it to everybody. And those of y'all that have regular tickets, I'm sorry, you can't come. If you want to upgrade, you can. You can go see Amanda. You can pay a little bit more. You can come hang out with the people making money or crazy enough to want to learn how to make more money. We're just going to hang out at my house. We're going to feed you guys. My wife took care of dinner. She bought some stuff, made some stuff. We're going to hang out for a few hours and do more of this, more Q&A. We're going to eat. We're going to have a good time. We're going to do our best to learn from each other, teach from each other. If anybody's like, I should have went in, but I was kind of a wuss and I limped in and I know I can get some more value, you can come, but you got to pay. Just get with Amanda. If she gives you a ticket and says it's okay, you can come. For those that are coming, we're going to meet at my house at like 6. I'm going to hang out here, wrap up, meet with the team. So just don't go before 6. 6, just because my wife's there and she's getting ready. And so just meet there at 6 o'clock. And if you need anything else in the meantime, I'll be hanging out here for a little bit. For those that aren't coming, what time tomorrow? 9 AM? Open at 8 AM tomorrow. We're starting at 9 right away. And say again, Amanda? Open at 8:30? 8:30, the door's open. The doors are open when Amanda says so. But we're gonna start right at 9 tomorrow. Appreciate you guys. If I can help while I'm here, let me know. Hi guys, hope you enjoyed the video. If you did not attend the previous one, the next event I'm having is early June. If you want to make it to that one, you can use the coupon code YouTube for 15% off. If this happens to be after June when you watch it, JohnWetmore.com/workshop, you can always register for the next one. See you guys there.