How To Make $100,000 in 90 Days in Insurance Sales ft. Oscar Gonzalez | Ep39

Why would an agent stop selling insurance and learning sales to go create leads? Imagine the guy that's like delivering food to make money is like, you know what, in order to make more money and be more profitable, I'm actually going to start making cheeseburgers myself, right? Yeah. And you got to deliver in a Johnny's Cheeseburgers. I'm going to make my own cheeseburgers to make an extra $3 a delivery.

That's literally like the perfect analogy.

What up, y'all? John Wetmore back with another episode of the Insurance Insiders podcast. Got my dude Oscar Gonzalez with me today, um, referred in. We actually don't know each other at all other than the 6 minutes we just talked offline, but, uh, we crossed paths. We know a lot of the same people, and, and, and the people that I know that referred you, dude, I trust and like a lot.

So nice.

I was a little hesitant at first because I'm like, I don't know this dude. And leads, you know, I mean, lead people hit me up and stuff. I'm like, yeah, another lead guy. Yeah, you come with, uh, you come with good references, bro, so I appreciate you getting on.

And, and it's awesome, man.

I know you're out on a little travel trip right now, but appreciate having you.

No, it's awesome to be here, man. Good to connect. I, you know, I was just telling you, I see you out there all the time and, um, and all the con— everything you're putting out there. It's like, man, this guy's, this guy's doing it, you know. I gotta, I gotta, I gotta get this guy in the network. We gotta connect, man. And, uh, so Happy to be here, man, for sure.

And for those that suck at it, you, you followed up, which helped because I didn't, I didn't get back to you right away. And you know what I mean? It was like, yeah, what do they say? The, the— there's— I don't know the right term, but I'm gonna say my version of someone who made up something that sounds good. There's a lot of money in follow-up.

Not there is necessarily, but man, it's, you know, because, because that is like what happened. What I, I reached out to you a couple times cold, just cold, man. I just hit you on Instagram. And, you know, you're busy, you got a million things going on. And it's like with me, people hit me up and sometimes I don't see it or I don't go into messages. And, and I was like, all right, I'm not that guy that's gonna hit you like a million times, you know. I'll drop a couple lines, I'll give you a couple likes, you know. And then I saw my opportunity when a few people mentioned you and they were like, oh, I talked to John. I said, oh man, let him know, let him know who's out here, you know.

And, uh, here we are, you know. I love it, dude. Well, cool. Well, I saw what you sent me. Um, it's kind of— it kind of seems like you got kind of a cool long story, but you've definitely sold insurance, which I liked a lot. Yeah, you know, I think there's a lot of people that get in your space that get in your space because they don't know how to sell. And I'm like, yeah, this dude's done it. So, um, would love for you to— so I don't have to give the background— give a little, give a little story to them. And, you know, ultimately what we're going to help people with— I always want to give people like actual tangible shit that they can walk away with and go, damn, I can, I can actually implement something.

Yeah.

Um, so would love, you know, for you to maybe start with what we can help them with and then get into your story a little bit, and we'll go from there, dude.

Yeah, for sure. You know, look, I think, um, one of the things I've been— you know, I do a lot of— obviously lead generation is our— is my main focus now. Um, but, but just to, to give people right into it and some of the stuff that we've been working on, and— or more like transitioning, right? Um, has been the flow of, of ads that are out there running lead forms, right? Facebook lead forms, which is now like the common, the common thing for everybody out there.

Yeah.

And now you're noticing the saturation in that, in that campaign type, right? And you're seeing all the things that Facebook is doing to monetize those lead forms and show other people, you know, other companies along the lead form. And so we're really noticing the shift, right? And we've been really focusing now on conversion campaigns where a year ago we were only doing lead forms and it was hitting really well. Now what you're seeing for us, at least for my clients and the stuff that we run, it's like, man, you know, somebody fills out a lead form on Facebook and before they hit submit, Facebook is showing them 10 other lead forms that they can fill out. Yeah, you know, and so It's just a game of who catches the person first, right? Who's gonna, who's gonna dial this person and stay on it?

Um, so you're saying now, to make sure I'm clear, Facebook, if I see an ad and I go, I want more info, I get the little form to fill in my info, they're showing ads on that screen now?

They're showing, yeah, they're showing after you fill it out and you go to hit submit, a new page will pop up and it'll say, since you have interest in this, not yours.

That's like Indeed does that.

Yeah, yeah, yeah, not yours. They're saying since you have interest in this, here are 5 other businesses that do something similar, and the algorithm will aggregate other lead forms that are running. It's not always great. Like yesterday I just went through— and I'm always going through lead forms, right? I see, I see an ad and I'll click learn more, you know, just to see what it does, see what's out there, you know. And yesterday I filled one out and it was an insurance agent, and I went through it and then when I hit submit, it showed me 5 other lead forms. 2 of them were like agency lead management, 2 of them were like for insurance. So the algorithm, I think they're still like trying to hone it in. Um, but you know, obviously Facebook just wants to monetize, right? How do we monetize every single impression that we got out here, man? You know, so yeah, so I think because of that, you're— and then Combine that with just the, the, the revolution of like self-gen, right, in the last 2 years, which I've been— I did insurance, you know what I mean? Like, I did—

everybody's their own lead vendor now.

Everybody, right? Everyone is like going, getting into lead generation. I think, you know, obviously TCPA, all the stuff that's happening in January, you know, so obviously people have been moving into it. So the easiest way to do it is a Facebook lead form. Right? And I just think that there's a big saturation in that market now, um, and we started noticing it. So we said, well, conversions are still there, right? It takes an extra step to create a conversion campaign just because you got to do the pixel and you got to actually create a, a lead form on a landing page. And so there's a few extra steps, um, to take, so you have less people doing it, at least the majority.

They go to your world instead of staying on the Facebook You got it.

We're just taking them into a landing page and, and, and doing that.

Oh, you mean do you get dinged a little bit? Go like, hey, we're leaving our, leaving our platform. And does that— what do you think there?

No, no, I don't think so. No, I think if you, if you have the campaign set up properly, right, I think, I think it's all driven by creative, right? But if you have those steps set up properly, um, you know, we're actually seeing prices pretty comparable to lead forms, you know. Now you still got to call them, you still got to follow up, you still gotta work, you still, you still gotta do the sale, you know. So, um, it was back. There it is. Yeah, you gotta do the work. That's right, man. Yeah, you know, because that's the thing that I always talk about. It's like, man, you know, agents will set up all these systems and things and like spend money, and then, and then leads hit And, and it's like, well, why didn't every one of these close, right? Why am I not talking to every lead that came in? Why am I not presenting to 10 out of 10 leads that are coming into my system? And so, yeah, you still got to do the work, you know, and the work is, is a grind.

Yeah. What, um, from your perspective, having sold and messing with the lead side, where do you think Why are so many agents still broke, dude? This is so easy in my opinion. Obviously, you know what I mean? Those of us that make money in the deals, like, this is not complicated. Yeah, you know, but they come to you because you got the— and again, no offense to you, I'd say this stuff to Cody and every lead guy. It's like, they come to you, you got the magic leads this week, and the piece they miss is when you go, shh, I got the magic lead vendor, call Oscar, he'll hook us up. And then you— they go to their buddy and they're like, hey, go to him, hey, Hey, go in every lead vendor I've ever worked with, with time at scale, eventually there's some version of watering down, just natural evolution of business unless you keep your head on a swivel and you adapt, right? You know what I mean? But where do you see the agents go wrong mostly on your side? Like, what's the rub in your opinion?

And it's so interesting, right, to now seeing where I was selling, right? Because I came into the business now 3 years ago. Right? I sold the business, I sold out, and I sat around trying to figure out what I was going to do. And when I decided, man, insurance is a good opportunity, I got some money, let me go into this and learn it myself, I immediately started converting sales, right? Obviously I, I had an idea of marketing because I had been promoting and selling products for 8 years. I had no idea about lead generation, right? I understood the concept and all that, but It immediately clicked. But if I didn't have marketing and I bought leads, it would have clicked either way, right? Because I think the missing piece, it's not the leads, right? And like, you know, like I'm here saying it, I do leads.

I help the guy.

I love it.

Most of your buddies are not honest like this.

Leads are not the answer, guys, right? Leads is not what's going to get you to $40,000 to $50,000. You need leads to get there. But what you need is your skill. You need your discipline. You gotta stay— you gotta be a salesperson, right? You have to do the work required to convert. And I think that's where people— that's where agents fail, right? They come into the business, they have this idea that like all they need is to buy leads, buy a system, and that they're just going to make this money. And that's just— it's just not the truth, man. It doesn't matter what lead they buy, live transfers, it doesn't matter, right? Like, it's all the same, man. Is you got to do the activity, you have to do the work behind it. Um, so like when I came in and I started and I said, all right, my focus now will be to help agents, right? It was like, I want to provide them with the lead process, but they also need the other systems, right? The CRM, the automations, all these things. And initially my thought was, I want to coach people, right? Because before I was in e-com, I ran call centers. I had 100 people in a call center at one point. So my sales— I've been selling since I was 15 years old, right? That's all I've ever done. And so it was like, all right, how do I combine all these things? And then it was kind of more— I was biting off more than I could chew, right? So it was like, all right, let me start with this process, right? Let me start with the lead generation, the systems that go along with lead generation. And see where it goes. And now, after helping 200-300 agents, right, agencies and the whole thing, it's the same thing where I see people fail, right? It's they're missing the discipline to do the work required to be successful, and they quickly will point at everything around them as the fault rather than saying, shit, man, I didn't— I just I'm not dialing, right? Or I'm not following up. I'm just not staying on it, you know?

Yeah, that's, um, it's always— I always had a, I had a mentor of mine that would always tell me new leads don't make you good. And it's the same. My iteration of that is a new lead vendor doesn't make you good either.

It doesn't. And that's what happens, right? Because then they have a bad week, or they start and it's like, shit, I didn't— I wasn't successful this week. And then somebody whispers something, Oh, well, I'm using this guy, or I'm using this guy. And then, and then they go here, and then they go here, and then they go here, and then 3 months go by and they've used 10 different lead vendors and they've gone through 3 CRMs and they haven't closed the door, you know what I mean? And it's like, well, it's because you're making profitable.

I'm like, yeah, you know, I was really bad at this business, like the sales side, the communication side. I wasn't in sales my whole life. I was a— I worked— I had jobs. I worked at a warehouse, pizza restaurants. You were an accountant, weren't you? An accountant at some point, right? After a while I got into accounting in, yeah, literally a corporate desk job and got into insurance. And I had a lot to learn, and I was really bad. And I was— I've never— I don't understand the people like, I'm not profitable. I've, I've been profitable since the day I started in the industry. And I wasn't killing it. I wasn't making millions. I wasn't printing money. I wasn't making $100 grand, you know what I mean? I wasn't. But even when I was making $4 grand a month, I was profitable. Yeah, you know what I mean? It's like, what— it's funny, I have a, um You know, I, I now have a lot of people reach out to me for coaching and, uh, super picky about who I work with because I'm like, yeah. And I'll talk to some people, dude. I had a— I talked to a guy last week that we didn't end up working with, and he's running his own ads because he thought he could save money doing it, right? Which I'm smart enough to do all that. And I'm like, I've always had the mentality of, yo, let the lead guys run the leads and make money. I ain't mad at you guys make money. You should make money because it saves me time, which inevitably makes me more money, you know. Um, but this dude decided he wanted to save, you know, $3 a lead or whatever it was to run his own and then doesn't call them, dude. He literally gets in like 150 leads a month and doesn't call any of them.

I'm like It, it boils my blood, man, when I see it, you know, because I— we set up clients, and when we set up someone for a lead, like a, an ad campaign, we're also setting them up for— on a CRM, right? And we're including automations, and we're doing all that.

What do y'all use?

Yeah, all the different versions.

I'm a GHL nerd, dude. I love it.

It's incredible, man, you know. So we set up all these things, and so I have access This just happened a month ago, by the way, right? I had a client, guy came in excited. I mean, this guy was going to take over the world, you know, he was going to be the top producer in, in the business, right? So great, man, let's get you set up, let's get you rolling. This thing goes live, 2 weeks go by, right? And I— when, when I, when I start a client, in those first— that first week, I let the ads run, the learning phase, all these things. So you got to let this thing run for a week or two. Week 2, I'll sit down and we go back and forth and figure out what's going on and make changes if we need to. So I sit down with this guy, and the con— he comes in hot, right? It's like, man, these leads, I just didn't expect the quality. I didn't expect this. It was, it was every reason why this thing wasn't working. And I had prepped for the call, right? I had gone into this guy's CRM, and I had looked at all the leads that came in. And this is me, man. I'm like, I'm like ADD about this shit, right? So I went in lead by lead and looked at the automation and like his responses. And in a 2-week period, this guy had generated 140 leads. Again, ad just started, so we hadn't scaled this thing. Yeah, but there was 130, 140 leads.

There's money in there, man.

Of course there's money.

I'll make 30 G's on them.

Come on, man. You know what I mean? There's deals in there for us, right? So I'm going through this thing and I'm clicking it And I'm seeing this AI bot, right, that's like talking to these people for 3 and 4 days. This guy's nowhere to be seen answering a text. There's not a dial on this thing. And so I let this guy vent on the call, right? I let him just say how everything doesn't work and all this shit. And then I say, I'm going to share my screen right now, right? And he goes, okay. And I said, I'm going to show you. I just want to make sure that we're on the same page because What I'm seeing is something a little different.

Yeah.

And dude, I share my screen and we start going through literally lead by lead, and this guy was just pale white. He didn't know what to say. And I was like, brother, you paid for this, right? You invested money into this system. You have leads. You've dialed— it was like 32 dials in 2 weeks, right, on 130?

My book, bro.

I was like, man, I don't want to like fight here, but The problem is not the leads, man. It's not the system.

It's like you have no shot.

You're not working, man. So like, it doesn't matter how many leads you get, this isn't gonna work. And the conversation like turned over and, and it turned into like, man, I'm just having a bad go at it in life and this and that. And I said, that's— I get it, right? We all have those situations, but you got to get to a place in life where you stop blaming everything else around you and you start like doing it, right? Because nobody's gonna do it for you and you're just gonna fail out of this thing.

Were you ever one of those people? Because I was. I'll explain it, but I'm curious if you ever had the others, if you were ever the other type.

No, unfortunately I— the—

like, we just always had the drive and go.

I, I had it because I had to have it, right? Like, I grew up in a household where it was just like we didn't have anything and I was selling bubble gum in 7th grade, you know what I mean? And to get my own shoes because my mom didn't have money to buy me anything. And so from a young age, like, it's just been in me that I need to prove that I can, like, support and that I can, you know, I can pay bills and I can do this. So yeah, that's always something that's been in me. Now with that, I also have a ton of trauma and shit that I grew up with and deal with, you know what I'm saying? But when it comes to this, I've always just been somebody that's just, you know, I, um, I'm weird too.

Like, it's probably a mix too. Like, I was same way, grew up welfare and, you know, I mean, like, all that was selling crap and elementary school too. And it's like, yeah, I always had enough drive to work a lot. I always had multiple jobs, work 70, 80 hours a week. Like, that was no big deal, you know what I mean? But when I got into this, dude, for whatever reason, I was very blameful of everyone else. And I, I didn't, I didn't put in the same level of work with this as I did like working at Little Caesars, dude. That's true. Way more hours, making 4 bucks an hour, making $4.25 at Little Caesars, working 75, 80 hours a week. And I come here and I'm working like 12 hours a week complaining, you know what I mean? It's like weird.

Yeah.

And somehow I believed that I was full-time, like in my head, like, right back, I believed I did this, right?

That you were working a full 40-hour week every week. Yeah, yeah.

And one day it just clicked and I was like, oh shit, that's the answer. Yeah, because I wasn't— I didn't have the skill set, so I was, I was like the guy watching a million videos and You know what I mean? I was doing all the other stuff.

Yeah, yeah.

Uh, the paralysis by analysis— I was that, yeah, analytical guy. And when I— when it clicked that all I had to do was work hard, was work, I was like, yeah, why did someone not tell me this, you a-holes? Because everyone was— and still today, dude, I hate it. Everyone sells the magic script. I got the magic script that's gonna kill. I got the magic this, I got the magic— it drives me insane.

Yeah, yeah.

And so it's like, I'd have more book sales if I sold like the magic script to insurance, but yeah, sure, I actually mostly dive into whether or not you're working. Yeah, yeah, we sell a lot of them, but I'm like, I just, I don't know, dude, I'm so true to it. And I appreciate you understanding that side of it too, you know. So many of you have asked if there's an option for more access, more direct coaching, and so we've created a coaching platform called the Winner's Circle where you have a couple different options. There is a one-on-one option to where we can work directly with you on a regular basis. And then there's a small group setting, 4 to 6 people, really high achievers looking to get to just a new level in their career. We've had a ton of success in this already. First month, actually, the first guy that joined deposited $7,500, worked with him back and forth one-on-one. The very next month, he deposited over $30 grand. So basically a 5x return on his income in 30 days. So if you're looking for something like that, you can click on the link below, get access to an application because I'm not taking everybody. I do want to make sure it's a good fit for both of us. And if we feel like you'd be a good fit, we'll set up a one-on-one call directly with me, um, and kind of go through your struggles, what you need help with, and what I expect of people that are joining the coaching program. Um, so if you feel like it'd be a good fit for you and something you want more of, click the link below and we'll see you on the other side. Welcome to the Winner's Circle.

You know, it's interesting, like, I think a lot of it has to do, especially for like new agents especially for people that come from a 9-to-5 employee position, right? Where, you know, you were at Little Caesars busting your ass because shit, that's what you had. That's what you were told to do. And somebody was on top of you, like, if you don't make the pizzas, then shit, something— that you're fired, right? Yeah, yeah, somebody else is going to do it. You come into this business and you're just at home and you're just like hanging out and you're watching YouTube and you're doing this and you're doing that. And I think that, that, that discipline that you must have when you're, when you're doing this, because it's your own business, right? Like, if you don't do it, shit, no one's going to do it for you, man, you know? And I think that's, that's a big part of where people like fail, because they're like, no, I'm going to do this, I want to get this, this $20,000 a month, I want to get to this number and I can do it. But then they go and they sit in front of their computer and they have the freedom to get up and, and go, you know, get a snack and get up and go walk the dog or do whatever.

Fear of loss, that's what they're missing there. There's no fear of loss with the— from the employer, and they don't give it to themselves.

Doesn't matter, it's on you, man. It's on you to figure it out. And so they get into this rut where it's like, all right, you know, now I work 10 hours this week and I didn't close any sales, it must be the leads, or it must be the CRM, or it must be my upline, or it must be my contract, you know. And they get into this like rhythm Yeah, and unfortunately then they're out, you know. I think that's what happens a lot, you know. I think I didn't, I didn't get that because, you know, like, I, I've had a handful, probably in my hand I can count, man, the amount of times that I've actually worked for somebody, for a company, and everything else has just been me hustling and like coming up with it and doing it. And it's all been around sales, but it's always been on me, right? If I don't work, if I don't commit, then I'm not going to produce, you know. And so from an early age, that's just— that was my— that was my thought process. And I went through those failures, right? When I was 20 and I was working at a stockbroker room and they told me that I had to do 300, 400 dials a day and I didn't, I blamed it on them and the system and this. And so I went through that process like really early on, um, to where now I, you know, changed.

So in the book— have— no pressure, and I don't care the answer— have you read the book?

I have not.

Okay, so in the Do More is an acronym also. It literally means do more because most people watching should effing do more, right? There's an acronym to it. There's these things I learned over time, and the M is mistakes, meaning what, what I see that you have that most people don't is you're willing and understand the process of making mistakes learning from them, adjusting, right? And knowing that they're never going to go away. You're going to have mistakes till the end of time. Where I see a lot of the new agents who struggle here, they make the mistake and they want— they don't— they, they want to blame the mistake on someone else.

You got it.

And they want them to go away. Where in, in my world, I'm like, yo, you know how valuable mistakes are? It's everything if you use them the right way.

Yeah.

And being that entrepreneur type, that's what y'all are used to. And me now, I consider myself now, but I wasn't my whole life.

Well, then you're scared to make a mistake, correct? You know, like, it's like, oh, it's like this fear that like I'm gonna fail. Shit, man, you gotta fail, you know?

I love it now. I'm like, dude, put it out, let's start it, turn it on.

Yeah, let's mess it all flat on our face, man. Let me fall flat on my face so that I can figure out what the hell I gotta do. Yeah, yeah, yeah, that happened. You know, I talk about it because I, you know, the content that I post, I, I talk about this stuff and it's like, yeah. I'm 40— I'm 43, right? 43, 44. In these years since I started business, which was, you know, when I was 20, I went into stocks, I was in real estate. I've, again, handful, 2, 3 times that I can say I've had like a success, right? Where I built the business, where I, where I, where I did really well. But for those 3 or 4 handful of success stories I've had 30, 40, 50 businesses, bro, that I started that have just been complete failures, man. You know, like 100%, you know, everything we do is like that.

People see the, you know, the instant—

I don't think it's just like, oh, this guy just went straight up, man. And it's like, shit, man, you guys have no idea. You have no idea.

Mess stuff up every day in my office, literally every day.

Yeah.

Um, what's your IG? I don't— I'm looking it up live, that's why I'm looking down.

Uh, Scale My Social, @ScaleMySocial. Yeah.

Oh, there you are. All right, cool, I got you.

My content journey has been one of like mistake after mistake after mistake, you know.

And mine too, bro.

Yeah, that's— that's right. Again, that's how it is, you know. And it's so interesting. What's that?

I just followed you back finally, you know what I mean?

Give me a follow, man.

Yeah, I don't follow a lot of people, dude. I'll be honest, I just don't. I don't have the energy. I don't like to consume Oh, you, dude, you're worse than me. You only follow 69 people.

I don't— yeah, I don't like to follow people either.

Good. Hold on, I got, uh, I'm at 227, dude. I follow 4x the people you do.

Yeah, but you have a lot more, you know, you're out there a lot more, you know. So I'm just a little guy out here, man, you know.

I love it.

Um, and what's interesting, like, for sales mistakes is, man, if you're not like getting on the phones and falling flat on your face and people hanging up on you and people saying no to you, how the hell can you ever figure out how to close someone, right? How to listen to someone, how to pay attention, how to do all those things? It's never going to happen by reading— no offense— by reading a book. Or I agree with you 100% million videos, man.

You know, like, I think somewhere in the book I tell them to stop reading and go work, right?

Yeah, man, go get it, you know?

Yeah, yeah, I agree with you 100%, dude. Uh, yeah, you know, it's, uh, dude, I have, I have, did I have people that I coach?

I do.

I have people that pay me and then won't— like, I'm like, just record some calls and send them to me and we'll go through them and I'll tweak it. And they won't do it.

They won't do it.

I'm like, I could be like, yo, y'all watching this, if you record some and send them to me, I'll pick some on my next open call, which is, I think, January. My team will post this, like, January. I do like every 6 weeks, I just do a free call. I just Anyone wants to get on, not on my team, anywhere they want. And then I pick a few people and I'll like go through stuff. So it's like, I'll be like, on this podcast, if you send me some record— DM me on Instagram, send me some recordings of your calls, I'll pick 2 people. And I think our next call, if you go to johnwetmore.com/events, I think it's January 6th, I believe. Um, I'll pick some and do it. Dude, like 1 or 2 people. It's crazy how few people do it. Yeah, and I'll do it free. There's no, no, no question, just for how to help some people. Um, it'd be interesting to see how many come. I'll keep you posted.

You know, it's like, I, I think I— what I have always found in sales and like training people, people are so nervous, especially like call reviews. I, I think call reviews are the number one way to train a salesperson, right? Like, if you're not doing call reviews with your upline or with someone, man, you were just— you're, you're extending the process of learning how to sell a deal by, by months and months, right? Um, and but the fun— the crazy thing is people just don't want to be put in that spot. Most people, it's like, no, I don't want you to listen to me and like point out my faults.

And it's true.

And tell me what I'm doing wrong, right? We don't want to hear that shit, right? I don't want to hear that I'm not good or that I did something wrong on this call. But if somebody's not there to— and, and at the same time, that's why it's so valuable, right, a call review, because if you and I are doing a call review and you hear yourself where you missed something, how the hell can you say no to it, right? You can't like fight it. It's, it's an end game. It's like, man, you're right, you know, I effed that up right there. And it's like, yeah, I don't want to hear themselves.

I, I watch a lot of my con— I watch every talk I ever give. I watch and I go through it and I'm like, even if you don't know what you're doing, if you hear yourself, you're like, you can find where you messed up. Of course, cases, everything. But having a mentor do it is, is invaluable. Sadly, there's a lot of people who suck at that too, like they don't know how to teach it or whatever. But yeah, part of the deal, that's part of it.

Yeah.

Um, dude, I have a question. What is, um, what's the deal like, in as dumbass of terms as you can explain, this whole lead thing that's changing with the— what do they call it, like the one-to-one? One— yeah. Like, what's up? What's the, what's the deal? Like, make it simple.

You know, you, you can no longer buy a lead, right, or call someone, a consumer, that hasn't given you, specifically you or your company, direct consent to call them. That's it, right? You can't—

or your company, correct?

Yeah, your company. Well, it depends on the structure of the company, right? Because then you have like broker models where each agent is their own company, um, then that consent has to be to that agent, not to the agency, because the agency's not calling them, right? Their upline isn't calling them. It's that broker agent that's calling them. So whether that agent has their own company LLC or it's just them, that's—

can't that hurt agents in a way? Like, say a lead guy right? And I don't— I will figure out how you do it in a second. I have my own assumptions, and I know how a lot of people are doing in the space now. But if you run ads generically and then you distribute them to not each lead— Bob fills out a lead, you don't send it to 5 people, but you send Bob to one person, you send Mary to the next person, you send Susan to the next person— 3 leads come in, 3 different people get it. Doesn't that— does that actually go away or not? Um, I think if it does go away, doesn't it jack up the agent who doesn't want to or can't run their own lead campaigns? Or, you know what I mean? Like, how do you— how's that— how's that affect people?

So, so let me see if I understand what you're saying. So, so one ad, right? Agents, okay, not so—

not one lead, multiple agents. I'm not saying that. Yeah, one ad, yep, 10 leads come in, they go to— each lead goes to 10 individual different people, exclusive leads direct to them, okay? But the ad doesn't say John Wetmore is going to call you. It says Scale My Social is going to call you, for instance, as an example. Not saying you do business that way, I'm just making—

yeah, yeah. So, so I mean, there's, it's, it's, there's a few ways, right, that, that needs to be set up to follow one-to-one consent. So again, if you, if you're, if you're, uh, if I'm Scale My Social and I'm an agency, right, um, or, or I'm just an upline, I'm not an agency, right? I don't own an agency, I don't have agency licenses. Then my downline, right? Let's say you're my downline and you have your own LLC, your own thing, but the consent from that campaign is to scale my social, then you can't call that person, right? Because you're not—

can't run an ad and give leads to my agents.

Technically, technically you cannot unless they're part of your— you have to say it's got to say the name of that agent or how that agent is represented or you have, or you have an actual agency, an agency license, and that agent is calling from your agency.

That is Wetmore Enterprises.

You got it.

Okay, fair.

The agent can't say, hey, I'm calling from Scale My Social if they work for Wetmore Enterprises LLC, right? Um, that's the, the one-to-one consent. That consent is only to one entity or person.

That big an act, really? Like, some people are freaking the fuck out, dude.

Well, like, people are— like, the people, by the way, individual agents, there's nothing to freak out about, right? Like, the only, the only freak out is if you're buying age data or if you're buying shared leads.

Okay, got it.

You can't do that anymore, right?

Oh, dude, so what happens to like the old, like, um, uh, Uh, what is that company? Oh my God. Um, I'm gonna say— I'm gonna do real estate. Say Zillow. Okay, Zillow. You do— you, you could— someone wants to see what it's like, go put your name and number on Zillow right now. You have 400 phone calls by the end of the day.

That's over.

Yeah, that just goes away one day. How— what's—

I don't think it goes away. I think they find ways to continue doing it, right? I think they've— like, for example, Um, EverQuote.

There's some of those— there's the Zillos of insurance, the same thing.

Yeah, yeah, EverQuote, correct. Yeah, you know, there's another big one, I can't think of the name, but there's 3 or 4 that are like massive, right? Quote Wizard, right? Quote, uh, something like that.

What is another— Quote one too, actually. I know the guy who runs it.

Yeah, massive, right? These guys have, have been living off of shared leads and that's That's their model. So now they have to find a way to replicate that model. And the only way you do it is you have to run campaigns to individual companies, right? You can no longer— and if— and I like Quote Wizard, that is what it was called. It was called Quote Wizard because when I came into insurance, the first thing that I did, you know, how I came into insurance is my— a buddy of mine in South Florida who ran a call center, an insurance call center He was like, man, come help me. I buy age data and I run it through call centers in the Philippines and we create the transfers, blah, blah, blah. I'm sick of it, right? I want to, I want to get into like exclusive leads, this and that. So I came on, I became like his media buyer, right?

Yeah.

And I learned the process that they were doing, right? He was buying— everything came from QuoteWizard, EverQuote, and the 3 or other big ones that were out.

Yeah.

And right now there's agencies that still only run on that shit and they figure out—

they're in business. They obviously make someone money.

Big money. Yeah.

That's my thing with people that bitch about lead vendors. I'm like, dude, they're in business.

They've been in business.

Yeah.

They continue to be in business. Yeah.

So someone must be making money. Right. Yeah.

Someone's closing deals, right? Yeah. Someone's going to— yeah, for sure, man. Yeah. That like, so, so those, most of those companies own thousands of links. right, of just landing pages. They drive people to the landing page, and at the bottom there's a consent that says you agree to be contacted by our affiliates, by anybody, until, until your phone catches fire, right? Yeah, that goes away, and those companies now have to set up individual campaigns for these big individual agents, for each individual. Now, QuoteWizard, EverQuote, A lot of them are out of insurance January 10th, January 8th. A lot of them, you know, like I've seen the emails.

They'll figure out how to run leads for solar, whoever.

We're gonna get out of this. And here's, here's an interesting part, like I'll talk to agents and they'll say, man, how much more are leads gonna go up? Like, what's the price of leads? What's gonna happen, dude? Companies that are doing millions of dollars have shifted into this like 6 months ago, bro. Bro, right? Like, they're not waiting for January 1st to flip the switch.

They're already getting the pricing.

They've already—

yeah, like, better.

We've already seen it happen, you know what I mean?

Like, what's the opposite of watered down, whatever that is? I don't know the word. There's gonna be less people doing this shit. It's gonna push people out.

I think it is. Yeah, yeah, yeah, I think so. But, and, and on the other side, then you see again the wave of people of like lead gen, right? I'm gonna go into lead gen. I'm gonna go, you know, I'm gonna do it myself. I'm— so I think there's, there's both, right? I think there's an exodus, and I think there's also like a mass amount of people coming into it, um, which then kind of maybe balances it out, right? Like, I don't see it as— again, as long as you follow, right, what you're supposed to do, I don't really see this as a, as a, as a major, like, shift, right?

For me, it's like, this is what I talked about earlier too, it's like just keeping your head on a swivel. Like, if you think you're gonna figure out, I got the best lead vendor, do you really think that's gonna be the best lead vendor 3 years from now?

5 years?

6 months?

8 months?

Yeah, I mean, it's like whatever you're used to today in business— I've been in business 12 years, dude. You know how many changes I've seen, bro, with leads?

Holy moly, crazy.

Yeah, I remember when Facebook leads were new and the new shiny thing, and people didn't like them because they felt like internet leads to people, and we were printing money off them. Um, so It's, it's being able to adapt. Is, is if you can't figure that out on business, you either fail now or fail late. You're going to fail eventually, you know, which is for sure.

I mean, because it's— yeah, failure is always the constant in, in any business, right? Like, failure is just around the corner, or some form of failure is just around the corner. Doesn't mean that your business is going to fail, but some, like, mistake, some— something is going to happen. And I just saw yesterday, I saw a video, right? So I just hired a company to start helping me with content, right? One of my biggest struggles has been letting shit go, like hiring people and, and letting other people do stuff that I feel that nobody can, right?

Control freak.

Yeah, yeah, yeah, I definitely—

trust me.

Yeah. And so I finally hired this company to go to help me with content, right? Surprisingly, I hired this 19-year-old girl, right, who's like blowing up. And it's like, all right, I'm gonna pay you this money, let's see, let's see what we got. And so she sent me this whole structure of videos, how to record, how to do it. And I'm watching one of these videos as an example, right? One of these viral videos as an example. And it was a psychologist, and she was talking about— she was built— in front of her were all these little like dominoes, and she was building this like, this like tower of dominoes, right? And it was such a great video because she talked about how as humans we, we look at the problems that we have on a day-to-day, and in business, the failures, the challenges that we face, and we allow one failure, one mistake to determine the entire day, right? Or, or the entire business. And it's like, shit, this fell apart, man. This— it's over, right? This whole thing is over. And that's where our mind goes to by nature. And I thought it was so interesting. And she's like building this thing, and then she goes, one thing happens, and she pulls underneath, and they all crumble, right? And it was such like a good like explanation of that, because that's literally what happens, you know? Like one mistake, something happens, and a lot of people just like crumble, you know, and, and spiral out of control. When in reality, it's like, man, just take a step. This is just one, one challenge. We can like work around this, right? We can make it through this thing, you know.

Um, so yeah, what can you give if you got someone out there that's like trying to run their own leads and figure out their own thing? What advice can you give them to do it better? Like, where, where can we help them?

You know, look, I, I think that number one, right, because again, as we look at like leads, what's the best lead, what's the best method, I think before that, if you're a new agent you should really focus on your sales ability, how you're improving your discipline to show up every day to dial, whether it's a lead that's 2 weeks old, was just generated, or a year old. There should be no difference in how you approach that phone when you get on it, right? It, it doesn't matter. So I think that aside from leads should be what a new agent should be focused on, specifically if you've never ran your own business, if you've never worked for yourself, man. Number one, take accountability, right? Measure yourself. Am I doing what I'm supposed to be doing? Am I sitting down at 9 AM? Am I dialing until my fingers hurt? Am I not getting up to pee? Because that's what I do, right, man? Like, when I was dialing on insurance, dude, I wouldn't— it happened to me yesterday, right? It was like my stomach was hurting because I hadn't gone to the bathroom, but I was on a call. And I literally got off this call and I went right on to another one. And by the time I get— like, you know, I was, I was in pain, but I'm not gonna stop doing this. I'm not gonna stop. Nothing's gonna stop me.

And I think, uh, yeah, keep going, keep going.

No, I think if you can like build that mentality, that mindset, fuck, man, you're unstoppable. Nothing is going— it doesn't matter what lead or who gives it to you.

I like thinking of really dumb analogies to make points, and as you're talking, I'm kind of thinking like, where would this make sense, like in another avenue? Like, why would an agent stop selling insurance and learning sales to go create leads? And I was in an Uber yesterday, and, uh, they, they also now deliver food to you. Like, they bring— I don't know if it's Uber Food or whatever those companies are that bring food to you. My wife does all that crap.

Yeah, yeah.

And, uh, I'm like, imagine the guy that's like delivering food to make money. He's like, you know what, in order to make more money and be more profitable, I'm actually going to start making cheeseburgers myself, right?

Yeah.

And you gotta deliver in a Johnny's Cheeseburgers. I'm gonna make my own cheeseburgers to make an extra $3 a delivery.

You got it.

You know what I mean?

It's literally like the perfect analogy too. Yeah, because that's what it's like, you know? Yeah.

If you're in sales and you're trying to figure out how to get effing paid and stop getting so many objections Register now for my 2-day workshop here in Atlanta, Georgia, February 27th, 28th. We're going to have some special guest speakers, uh, there is an exclusive mastermind for VIP ticket holders. For those that just want to attend the event, you can. There's a very low entry, um, to get into it. We'll be going over everything you need for sales, objections, scripts, role playing, um, everything you need to build a business, scale a business, staffing, automations, everything I've learned in the last decade-plus, um, building what I've built. Of course, we've had a lot of help, so we'll be going over how to scale it, how to structure it, everything you need to get to the next level. Click on the link, register below. We'll see you there.

It's, it's the opposite. It's interesting because I'm in Colombia, and in Colombia there's this app called Rappi, right, which are these super apps that haven't hit the States yet. They're in Asia, and now they're in South America. And this app, dude, you, you can get anything, bro. You can literally order a car and it'll be here and a contract to sign, right? And here everybody's in motorcycles, right? So you see these dudes gunning through red lights, like— and, and yesterday we had dinner delivered. We use this app all the time, right? And I'm downstairs and I like talking to these guys, and most of them are Venezuelans, right? Because they left Venezuela, they're here in Colombia, and they're just on a hustle, man. They're just trying to make a and these dudes are carrying these backpacks with 40, 50, 60 pounds of grocery. Whatever you order, they bring it to you. And so yesterday I go downstairs, and I like to go down there, I tip the people, and I'll talk to them. So I was like, man, how many runs have you done today? And this guy was sweating, bro. He was sweating. And he's like, not enough, man. Like, today I need— and this guy was like, today I need to make 150,000 pesos. Which is probably like $30, right? And he's like, man, I've only made like $60 and it's 6 o'clock. He's like, I'm gonna work tonight till 4 AM to hit my number. And it was like, man, I gave the guy 60,000 pesos. I was like, here you go, bro, you don't need to work till 4 AM, man, keep the hustle up. But like, yeah, and that's the mentality of like, you don't need to figure out how to do all these other things, you just gotta work. And you just gotta get on it and hustle, you know, and just do it, you know.

Amazing at what you do, you know. I mean, it's like, that's because people— in same concept, people are like, why don't— what, Wetmore, why don't you do health and why don't you do Medicare and why don't you do P&C? I'm like, how about I just do what I'm really good at and let the other people do the other? For sure, you know. Yeah, so I agree with you 100%, but you know, there's always these stubborn a-holes who aren't going to listen to any one of either one of us. Give them at least 1 or 2 little tips if they're gonna do it.

Any— if they're gonna be stubborn and make their own cheeseburgers anyway, you know what, if you're gonna go make cheeseburgers, you gotta have a griddle, you know what I mean? You gotta have the condiments, right? So, so like, the number 1 thing I think right now in, in lead generation is creative. Creative is your number 1 friend. And we're like, 2 years ago you could slap an image of a, of a, of a, of a casket and put some really dingy words on it and you were generating leads. Like, that still kind of works, but I think more than ever, creative is like the number one focus and what's going to set you apart from the sea of other ads that are out there running and that will continue to run. And so that's, that's for us like our number one focus as a company. When we bring in a new client, it's like, okay, we need to get videos done, creatives done. Not just one, not just two, but if you're gonna run a campaign as an independent agent, you gotta have 3 to 5 creatives ready to go, right? And you gotta make sure that you run them, and the one that's not performing well, you gotta turn it off and replace it with another one. And I don't think agents do that enough when they get into lead generation, right? They put in 2 pictures and they just let this thing run and they forget about it.

They steal the same two pictures from the lead guy.

You got it. Yeah, they go on Ads Library and it's like, oh, this looks good, man, I'm gonna use this one, you know. And so creative, creative number one. Um, you know, outside of that, systems, right? What happens when the lead— thinking about the idea that like that ad, right, that person that filled out your lead form is gonna announce in other ones, right? So how are— what do you— what are we gonna do to touch that person as soon as it gets into the CRM? So having the systems, having— use AI, use all the stuff that's out there, workflows, all that stuff. I think those are probably for me the two most important pieces of, of right now, like lead generation.

Yeah. Do you track— I, I know this is probably a stupid question, but I'm asking it anyway because I kind of know the answer. Do you track like a lot of stats on the leads that come in? How many, how many— this is one thing that drives me crazy with agents. I'll explain it after, but do you have any idea how many, uh, clients fill out a lead form multiple times? Can you put a number on it somehow, like a rough percentage, or, you know what I mean?

Um, we, we see an ad— I do, I actually do have a number. It's somewhere around like 10 to 15% of, of, of people actually become duplicate, duplicate leads.

Yeah, you know, it drives me crazy because we help, obviously, in our space. I don't— we don't do a ton with it, but we do, we, we mess around with leads a little bit. My agency does. I don't really at all, um, but we, we help with some of the automations and stuff behind the scenes. And I always see agents, dude, and they've done it since even probably all of eternity, but even in my direct mail start of the industry, it was like, I thought they were exclusive. My cousin got married too. And I'm like, yeah, you do know that people who fill shit out fill shit out. You know what I mean? And they get— yeah, I've seen agents lose their mind. And you probably get the complaints, lose them 3 hours complaining, calling, emailing, disputing credit cards because the lead wasn't— someone else called them. I'm like, y'all know they have the internet and they get ads all day long, and you took forever to call them back. And you probably weren't the first one that they filled out, to be clear. And even if you were, they're going to continue to fill out more. So there's no real exclusivity. There is from a lead vendor standpoint, I got it.

Sure. As far as a human being, nope, zero, man. There is no exclusive. I just posted a video about this not long ago, right, talking about this, because again, we talked about this earlier, like Facebook monetizes on impressions, right? So, so if, if Facebook identifies that you have an interest in a product or service Yeah, how can they make more money? Well, we're gonna show them ads of other people. So the idea that you can— that, that like somebody is not gonna fill out—

correct—

something else is just like dumb at this point, right? Like, that's just like stupid, man. Like, what are we talking about, man? You know, it's just like, give me a clip, bro. I promise you, you know, it's just dumb, man. It's like, ah, guys— and it happens with us, right? An agent will— especially new agents, right? Yeah. Oh, I got Duplicates. The smartest thing that's happened, right, was when I sat with an agency last year, right? And I won't mention the name, but I sat with an agency last year and they— and that was their complaint. It was like, man, look at all these duplicates that are coming in. I said, guys, instead of sitting here and trying to figure out how to filter these duplicates, right, and get rid of them, and like, if the person filled it out again, doesn't that mean they're still looking for it? Doesn't that really bad Man, doesn't that mean that like instead of like pushing them away, how do we actually like bring them in closer to us, right? And so we ended up building a workflow where when a duplicate comes in, it would notify the agent and say, hey, this is a— this is a lead that already came in.

Home run!

Call it now. This is a layup, man. Get on the phone now and call these people. And dude, sales went up. Right? All of a sudden you tracked after 3 months and it was like, look at this, we wrote this person that filled out a lead form 60 days ago and then 30 days ago and then an agent just closed it.

Yeah, what's funny is like a lot of people don't want the duplicates too. And I'm like, even again, I can go back to direct mail, dude, when I'd get— I'd use 3 different vendors for direct mail and I'd get Bob would fill out all 3 of them.

All 3? Yeah.

And agents would get pissed and I'm like, why are you mad? Would you not pay, call it $150 for a lead that you get all 3 of them instead of me getting 1 and 2 going to 2 different people? Come on, give them all to me. I'll take all the duplicates.

Yeah, yeah, yeah, yeah. It's interesting how people will go against something, right? Because their thought process is, this is bad, this is bad. Yeah, but if you just flip it for a minute and you go, how much better could this be, dude? Like, this person just keeps wanting it, they keep asking for it. Who's gonna give it to them, guys? Is it gonna be you or is it gonna be someone else? You know, and so that's how— now that's the approach we, we take on it. It's like, hey, duplicates are part of this thing, especially if you're generating leads. You're Costco, right? You're the wholesaler, which is something that agents don't like process in the beginning when they run a campaign, right? And they're like, well, do I call Facebook about the duplicate, you know, or do I call Facebook about the wrong number, you know? And it's like No, man, you're the, you're the maker of the lead, man. You're Costco, right? You're gonna get 10% of duplicates, 10% are wrong numbers, 10% are this. But of all the leads that you're gonna get, how about you focus on the people that are actually going to be your clients? Because it's not going to be 100 of the leads that you generated, it's going to be 5 or 10 of those people, correct? Yeah, so you got to go through 80 or 90 of them. You got to go through the wrong numbers, you got to go through the book. It's to find the people that are going to buy from you in any industry. That doesn't change in any sales environment. For me, and again, real estate, loan modification, like, it's all been the same process, you know. Um, so that, that's something that agents doing lead generation, getting into it, man, don't think about that stuff, right? Think about like, get on the phones and get on the horn with the ones that are going to become your clients.

Yeah, they lose. So they don't— I wish we could somehow, like, um, how's the word I want to use? Not monetize, but like identify the loss in income due to people chasing a lead credit or complaining about that, you know what I mean? It's like, I used to tell the story, I haven't told it in a long time, so I'll get Maurice, maybe he'll use it. Um, when I was a kid little, um, during Easter. And again, keep in mind, we grew up broke as like welfare.

Yeah, yeah.

So Mom would take eggs and hide them. We'd go to my aunt's house and go to her backyard, and we'd hide these— she'd hide Easter eggs all around. Like most people hide Easter eggs around, candy in them, you know, little plastic eggs.

Yeah.

And your job's to go pick up as many as you can and whatever. Well, I used to run around and she used to leave like 50 cents in some of them, right? So I used to run around the yard and I would pick it up and I would shake it, and if it didn't jingle, I just put it down and ran to the next one because I was just looking for the 50 cents, dude.

Yeah, yeah.

And that's how I look at leads in this deal. It's like, I wish more people would just shake it. If there ain't any money in it, put it down and move on to the next egg. Yeah, I mean, I just—

I just—

that's how I learned how to approach the business. It's just like, it ain't this one. All right, cool. And I didn't lose my mind and cry that there wasn't 50 cents in this egg and the candy wasn't the one I liked. And, you know, I mean, it's like, who cares? Yeah, you know, um, and I, I just, I wish more agents would have the right approach, you know.

It's so hard, man. It's so hard because of the messaging that's in this industry, one, right, to recruit these people. So like, the messaging is so skewed, even though I think in the last couple years it's actually shifted a little bit, right? Because I think that social media is exposing all that bullshit, right? Um, but I think the messaging is still made in a way where agents come in and they're expecting like certain things, but it couldn't be further from the truth, right? Like, man, you gotta— it's just about doing the work. It's just about doing the dials. It's a grind. It's a grind, but everything is, right? Like, running a business is a grind. Whether you're calling, whether you're building, whether you're coding, it's just the grind. And so you can't, you can't make the grind any easier, right? That's the process of like building.

Um, so yeah, who just started a business, like a cleaning business, and he's not in that business at all now. Him and his wife just started it, and then watching them try to grow it, it's like, dude, they're having to hustle, bro. You know what I mean? And they're running— they got someone running Facebook ads, and it's like $150 a lead, and then sometimes duplicates or wrong numbers come in. It's like, and they're in commercial cleaning business. Yeah, it's the same thing, meaning, you know what I mean? To your point, it's like it doesn't matter the industry. People are people and leads are leads.

And at the end of the day, it's what are you going to do with it, you know what I mean? Are you going to connect with the person that needs it? Are you gonna— are you gonna listen? And are you gonna convert that person that, that wants to buy, right? Um, but yeah, y'all—

are y'all on the business side? Are y'all working with individuals as well as agencies, or just agencies, or how do you I started only with agents.

I started only with individuals. And now, now there's a lot of agencies, both, you know.

You do take individuals that you help?

Of course. Yeah, yeah.

What's, what's the— who you, who you looking for?

Um, so I, I've, I mean, so like, I've, I've grown to a place now where, you know, salespeople that I have are taking the individual agents, right, and helping those people get going and set up. My focus has really now been agencies, right, like helping an agency build. And so like, who's right for us? And just any insurance agent that wants to generate leads, right? Now, if an agent comes to us, right, and this is part of like discovery, right, sales, right, like how are we figuring out if this is a deal or not for us? Is if an agent is struggling to come up with, you know, a month's worth of ad spend, then you have no business being in lead generation, right? You need to go find a program that's going to give you leads where you can go learn, and you don't have to like figure out how you're going to scrape nickels to pay for a lead or to buy a lead.

What do you think a budget should be for someone getting— like, where do you see like people limping? And I like— I just tell people no. I'm guessing you do too, based on your last comment. So where do you, where do you think a reasonable budget should be for someone that wants to get into—

I think you need to have 30 to 60 days worth of ad spend, and that can be—

hell yeah—

you know, 2 to 5 grand, right? Like, I say this a lot because when I started, right, I saw—

that's $312 in their bank account, you don't want them.

No.

Perfect.

They have no business going into lead gen. They have no business buying a lead. Right? They shouldn't even be buying leads. Yeah, go find a free lead program. Now there's several, there's several really good ones out there, right? Go let them feed you, man. Let them, let them, let— take the lead and the spend out of the equation. It's already hard enough to figure out how to convert a sale, right? And, and who you're going to put it through in an e-app and going through all that stuff. Get rid of that, right? You don't, you don't have the capital to do this. And I think that's a big issue too, right? Like, people come into the insurance business and they don't have the money, but they're being pushed to just do it, to do it, to do it. Dude, you don't have the money to do it, right? Like, it's, it's, it's business, right? It's money in and money out. And if that doesn't— if those things are not correlating, then you have no business generating leads. Um, so that— those are the people that we say no to. It's like, no, look, I love it.

What do you do for agencies? What's it— what are you looking for there? What's a typical one do?

Agencies I'm looking for, really, um, agencies that are at a place where they've grown to a certain amount, right? Maybe it's $50 grand a month, $100 grand a month, and, and I open the hood and there's no lead distribution, there's no efficient systems to track whether they're calling the leads properly? Who's calling the leads? What happens if an agent doesn't call a lead in, in more than 24 hours? Does it go to somebody else? Who's tracking all this stuff? So, and there's so many of those people out there, man. There's so many like 2-person, 3-person teams, and they're just flying by the seat of their pants trying to figure it out. That's where, that's where we have really excelled, is implementing lead distribution systems, right? Like doing real dev work using GoHighLevel offsite servers to really reroute leads and distribute leads based on KPIs, right? Which you don't see that, which is— it blew my mind when I started talking to agencies and it was like, do we spend, you know, 50 grand a month in leads? Okay, how do you know your top producer is getting the most amount of leads? And we don't. Okay, so let me get this straight, you spend $50,000 on leads every month and you're just evenly distributing these things these leads to all agents.

Yeah.

And those are the people— those are the agencies that I really like to work with because that's where it's like, man, you have a team of 5, 1 or 2 people are your top producers. You should be getting— those people should not be able to take a drink of water throughout the day, right? Because you're feeding them with so many shots at, at goal, right? And, and agencies don't, don't have that. So that, that's where I really— that's where we found some really good success.

That's dope. Yeah, we'll have to— I can't wait to talk some more offline because I'm, I'm a nerd with all this distribution. And yeah, some programmers in-house that do some cool stuff with it too. We've helped some of our guys basically become actual lead, you know, lead gen guys because they didn't, they didn't know how to do the automation piece. I love that side of things.

Yeah.

And then naturally I spend a ton of time with agencies teaching them how to grow, like actually once they get them, because I don't want to be a lead guy. I have no interest in that world, right? Um, I like— all right, you get the leads, that's a piece of it. Now what do we do? That's— you spend a ton of time with that. So I bet there's some— I bet we can find some, some commonalities where we can—

we're going to, we're going to. Yeah, yeah, we're going to find it.

Love it, dude. Um, yeah, well, I appreciate you getting on, brother. Anything you want to end with? Anything you want to add that I missed that you want to get out there? Or if you just want to end with anything that's on your mind to get people off their ass and help them get paid?

No, I mean, look, I think the year is here, the end of the year is here, right? Like, man, you got— we're 2 weeks out and people are always like the resolution, right? The new year. What am I doing? What am I gonna— how am I gonna change? How am I gonna— guys, now, right? Don't, don't wait, because— and as you get closer to the end of the year, people have that mindset of like I'll do it January 1st, right? I'm going to start this January 1st. I just did it the other day. I'm a big coffee drinker, right? And for a while, no sugar in coffee. And in the last month or so, I put a little bit of sugar, a little bit of sugar. And literally yesterday, I'm putting sugar in my coffee, and mentally I'm going, January 1st, January 1st, I'm gonna stop this sugar thing, man, you know?

And you didn't do it today. I hope you didn't put— I hope you quit today.

I didn't, I didn't, you see, I didn't. Well then, bro, I put a little bit of sugar, man, you know, I'm not gonna lie to you, I put a little bit of sugar. But that's, you know, like on a bigger scale, it's like, man, don't wait. Now is the time to do things. It's not tomorrow, it's not January 1st, it's now. Get on it now. Stop worrying about all the things that are around you. Put your head down and work. That's, that's the message.

I love it, dude. Well, we already shared your, your social, your Instagram earlier. We'll put all the links in. I know my team is connecting with you as well. Yeah, um, so we'll share everything out. And if, uh, if anybody needs any help, let us know, please. And, uh, shoot me a— shoot me a DM with you. I don't think I have your— I don't think we have each other's number. I might have yours through my staff, but I don't have it in my phone. So shoot me a DM with yourself, we'll text offline and connect as well.

Let's do it.

Travel safe, brother. And, uh, appreciate your time and you sharing, and keep killing it, dude.

Likewise, man. Great connecting with you.

See you guys later.