How To Make $40,000 Per Month As An Insurance Agent ft. Frederick Marichal | Ep62

Funny enough, I made like $8,000 in 2 days and I'm like seeing the deposit in my bank. I'm like, whoa, this is real. Honestly, since then I haven't stopped. Like that was a $30K month, my first month. And then from there has been like, you know, $40K, $50K plus. I haven't gone lower than like $45K.

So you've never had like a $12,000 month?

No, no, no, no, no, no, no. I— it's just how my schedule is run. And then all the dogs I have around me, like, no, it just— it wouldn't be acceptable.

Those that don't know, this is my dude Freddie. Been around a minute, a beast producer, multi-year Hall of Fame, over $400K a year on his own pen, building the team. Um, just a good hard-working dude, man. Always a smile on your face too, which I like. Yeah, I never seen you not smiling.

We're blessed, we're blessed.

You kidding me, man? Amen. Oh, those of y'all that don't know, you're gonna get to know him here. As always, welcome, welcome to the Insurance Insiders Podcast. We're gonna— we always— we're doing is trying to just share value, man, with people killing it. And I just try to make it normal, bro, how easy it is to win in the space, you know. And, um, it, it, it's cool to see all the, all the people in our world winning at a high level. And then, you know, you going out of your way to help other people win too. And appreciate y'all that I've been sharing. Obviously Braden did the run with us. My, my 17-year-old's wanting to get in the space, and I'm like, who could I put them with? I'm like, I'm calling these cats. Y'all got a crew, man. Um, I'm just good people, man, working hard to make good money and living, living life good. Like to eat good, like to work out well. Oh yeah, I'm mad I didn't go with y'all to eat. I saw the spread after and I'm like, yo, if I wasn't almost 50 and really sore, I could really be eating that food right now.

Now you ate good too, man. You ate good too. Now, but it was amazing. We love ATL, especially, you know, visiting Maddie and his family. And yeah, for sure, doing that competition with you, John Wetmore, oh man, that was incredible. It was special, special.

Yeah, y'all gonna come back for the next one?

Oh yeah, you gotta join us in a Spartan Race. I will do it together.

Yeah, I will. I'm definitely down if all I need is the timing to work. They have Spartan in Atlanta sometimes too. I don't remember the dates, but it's here sometimes.

Yeah, they have one in, uh, in March. I think this— they're coming back probably November or October.

For those that are wondering, we did the— here we have a, one of the races, Savage Race. I think we did, what, 7 miles? Yeah, on a horse farm in the mud, bunch of hills, ice water, crazy obstacles. Um, it was, it was interesting. I think, what, 6, maybe 6 or 7 of us did it together?

6?

I don't know how many were there.

Yeah, it was the 6 of us. Yeah, great time. So it was fun and a little uncomfortable, you know.

Was it? What was the hardest part?

No, I feel like— so for us, I mean, you've been in the business for a long time, right? And like, we have that mental challenge daily, but we don't get the physical challenge. So like, you know, the crew and I, like last year, we're like, all right, let's do a Spartan races. And now doing the Savage Race. And now when you do it with everybody as a team, it's just special because it's just bonding. And like, you get to challenge yourself. And I know one of the obstacles, I was like, I was a little hesitant. And I told you, I was like, man, I felt like my first day in insurance, you know? Having that tough time picking up the phone.

Yeah, yeah. Which obstacle? Which one? I don't remember.

It was— ah, it was the one. Yeah, I think it's the one that was like, you have to like cross, uh, like a little wood to get across.

Yep. And— oh yeah, yeah, the balance one.

The balance one. And I was like hesitant about it. Oh yeah, just do it. It's like the little things. It's crazy, man.

It's funny, the ones that sit and overthink it I just— now I'm just like, just go, just go. I did. I heard when I went down the slide, I guess I was supposed to wait for the other people.

I don't know.

I was like, yo, I'm going. You know, I heard y'all screaming, yo, he just went, he just went. Yeah, yeah, that's funny, man. That's how I live, bro. Let's just go.

Yeah, I don't think it—

for sure. I love it. Well, welcome in, man. You've been in the business a hot minute and you know how these things go. Yeah, I mean, love to hear a little bit about the journey, man. Um, you know, on, on the, on the current end, you know, dude sells like a shit ton of insurance. Um, so if you want to kind of give them a little sneak peek of what we're going to get into, man, I'm gonna let you let it rip. I don't really have to guide you a ton.

Well, no, obviously, once again, thank you for the opportunity. And dude, this started about almost 4 years ago this August, and see Funny enough, I saw this opportunity. So I come from the banking industry. Well, I grew up in Salem, Mass, right next to Lynn where you grew up.

Yeah.

And I was working for, you know, one of the top banks there as a financial advisor. And, you know, I was just looking for another opportunity. You know when you have like that inner fire, you're like, this is good, but not enough, you know? So I was looking for something else. And funny enough, I was on TikTok watching funny videos. And a video pop up about like life insurance industry. And at that time, there was a specific kid, don't know his name, he's probably not in insurance anymore. He was doing like $25,000 a month. I'm like, nah, there's no way. I have the same license and he's doing $25,000? Nah, I'm not cool about that. So like, I did a little more research. It was a video with like Andrew Taylor and Funny enough, I was kind of like one of those like clients. I filled out a form on Family First Life and Schmitty, since I'm in Boston, he was in Connecticut, Schmitty reached out to me and he was kind of like the one, I recruited myself into the business.

Yeah.

But he was the one on the other end of the phone. He was the one on the end of the phone. And, uh, and it was kind of like, I loved it because like the initial call kind of set like the momentum and the tempo moving forward. Because he was like, he was like, oh yeah, what questions do you have? I'm like, well, I kind of did some research on it. I had like some questions about like the chargebacks and how that works. And he was like, but like Frederick, you seem like a nice guy. You seem like, yeah, you'll be successful in this business, but like, I'm not looking to hire anybody. Like you have to be an adult. Otherwise, like don't waste my time. And I was like, all right, well, what's your definition of an adult? And he goes, I don't know, somebody responsible, somebody who's going to take care of business, somebody who's not going to complain, and somebody who's just going to work, you know, and be coachable enough where, you know, he allows himself to figure out. And I say, oh, let's see, I could do that. He said, okay, when are you looking to start? And I'll go, give me 2 weeks. He's like, all right, cool, that works.

So I can picture his voice doing that.

Exactly. He was pissed because he was having a tough day. In the field back then, and it was a rainy day, one of those dark days, you know, in the Northeast.

Yeah, hell yeah.

So it was like a perfect timing. He picked up the call, he was like, oh, that's a new recruit. He probably been like through like, you know, 10 calls that day plus a couple no-shows, you know. You're in your head, you're like, ah. And he was just, boom, he hit it right on the nail. He was like, this is what I'm looking for. If you fit this specific, uh, characteristic, cool, I'll hire you. Otherwise, let's not waste each other's time and you stay in the bank. And I said, no, I could do that, give me 2 weeks. And I don't know how serious he thought I was, but like, after those 2 weeks, man, like, I remember my last day was Friday. On Monday, I was dialing the phone.

Like, really? That quick?

Good for you. Quick. I didn't want to think about it. I just, I just knew, like, if I got comfortable, I wasn't going to do it. So I, I started right away and the rest is history. And, uh, funny enough, you know, I, I'm, you know, 4 years in, I'm like, man, it's just time just flies by. Crazy, man.

So that was '21?

That was '21, yeah. I was late '21, yeah.

Okay, yeah, got it.

And then you know how the feel is in Boston. It's not even— it's not even discuss that.

Um, oh, I want to discuss that, bro. I want to hear all about it, dude.

Oh man.

Hey, so I never got to sell at home, bro. I only sold here in the both. I went to Utah and Ohio. It was like taking candy from a baby, bro. I couldn't even wrap my head around running at home, you know. I obviously could have figured it out, but it, it definitely gonna be different, that I know.

No, it's, uh, I remember, so when I was like working in the field, like, I was a Hall of Famer the first year, but like, I guess that's what you want to say. I'm so thankful for Schmiede because like without him I wouldn't be able to figure out, because the good thing about Eric, it's like, you try to complain and he's like, but do you have cancer? I said, no, I don't. So, all right, keep dialing. Like he say, like he goes like straight right away.

Yeah.

And they're like, I remember like one time I was having like a tough day in the office dialing with him and he goes, ay, Els. He's like, you having fun yet? I'm like, I mean, I guess so. Like, and like he just minimizes everything. In such a great way where like you can't complain. Okay, next style, next client, next, you know, prospect. Um, but yeah, so my first month in the business, the first 2 weeks I made no money. I was running around, I was running around in the field, uh, cold dark days, door knocking. It was, it was a grind.

It was— you said end of the year you started too?

Yes, I started like cold. Ew.

Yeah, cold and dark at 4:30.

4:30 PM. Yeah. And it was nerve-wracking, just like knocking on the door that late, you know, especially, you know, the families we were helping out, they were not like middle class, they were low end class, you know. We were in the trap houses in Lynn.

Hell yeah, knocking over there is a different game, bro. You knock the wrong way, you might get shot legit there.

Yeah, it was, it was interesting and difficult. So I made no sales. I remember having a conversation with Schmitty. He called me a couple times, like after, like I would call him.

Yeah.

After I was done with the client or the prospect, he'd be like, okay, but you helped, you helped them? I'm like, no. He's like, why you didn't call me when you in, in, in, in home? I go, well, I didn't think I needed to. He's like, but did you help them? No. He said, well, yeah, maybe you should.

I said, okay. A lot of agents make that mistake, meaning field sales. You miss something. I was trained the same way. Yo, if you don't make a sale, you pick up the phone and call the person who can help you and put that shit on speaker and let them close it.

Yeah. So, you know, after that, after not making any sales the first two weeks, my family was like, you should probably go back to the bank. I'm like, I'm not going back there. You know, I'm like, he's like, he's like, call me when you're in the— he's like, don't call me for anything else, but if you're in, in the in-hole give me a call and I'll help you out. Yep. And I started implementing. I'll go into my first— I go into the in-home, I will do my first initial, like, setup, you know, get some information. And I'd be like, oh, really quick, let me just call my, uh, senior underwriter so he can help me out, like, the, the best solution for you. And they'll be like, okay, yeah, that's cool. Schmitty, you're on the phone. And then he will help me out. I'll see how he's, like, closing deals. And then I'd be like, okay, I can do this. So any type of hesitation I got from the client or prospect, I'd be like, "Shmitty, you available?" And they'd be like, "Yeah, yeah." "All right, you on speaker." And he would like take over. And like from there I kind of like, you know, learned the process and did it myself. And funny enough, I made like $8,000 in 2 days. And I'm like seeing the deposit in my bank, I'm like, "Whoa, this is real." And honestly, since then I haven't stopped. Like that was a, $30K month my first month, and then from there has been like, you know, $40K, $50K plus. I haven't gone lower than like $45K.

So you've never had like a $12,000 month?

No, no, no, no, no, no, no. I— it's just how my schedule is run, and then all the dogs I have around me, like, no, it just— we wouldn't be acceptable. It wouldn't be acceptable.

I love it.

It wouldn't be. Yeah. So now No, I remember I saw a podcast early on, John, uh, Sean Mike, and he said if you're in the— like, that was when I first— he said if you're not making $20,000 a month, you're broke. I was like, oh, oh no. And it's real because like with all the expenses, yeah, you will be. You're making it— you, you live in paycheck to paycheck like somebody who's working like a typical 9 to 5.

Yeah, I get, I get sad, man. I do this obviously a lot and help a lot of people trying to build in agencies, man. I look at their teams and I'm like, dude, the average person's like doing 3 grand a month, bro. Like, you excited being surrounded by broke-ass people? Like, and, and you're not giving them the way to more. Um, so I, I try to get that out there, bro, and I try to have a lot of people on here to make that more normal because it is in our world. You come in our little corner of the world Yo, this $50K a month thing's like, that's low end, fair? Like, that's— you're not even at the top of the top.

Not anymore at that.

So, um, but most people want to get there, so let's, let's help them get there, bro. You, you mentioned— you said something about your schedule and the way you run it. Let's— I want to hear it, man.

So, I mean, honestly, like I mentioned to you, so we, we constantly get challenged, uh, mentally. So yeah, first thing I want to do every morning is some type of exercise, either hitting the gym, either going for a run. I just want to get that mental Clarity. Yeah. Um, it's to start off because I just feel like, you know, it warms up the, the engines. Yeah.

You know, I feel different if I don't go. I didn't go to the— I didn't today because I took on another call. I didn't know, man. I feel completely different today.

I know. Listen, I got anxiety. I gotta go tonight. Yeah. So that's the first thing for me. Um, and thank God enough, like, I moved in with, uh, with Jeff and Melvin. Uh, we live in the same house. We actually moved to Austin, Texas, so I left Boston and we keep each other accountable and it's so good because we're in the same business. So it's like, okay, cool, bro, you had a good day, bad day, doesn't really matter. We gotta show up tomorrow. And like, if you're not like, you know, in the car by like 5:15, dude, I'm leaving you. You're gonna take an Uber.

I'm out.

And that's how we, you know, that's how we set it and we implement it. And so that's the first thing. Second, for me, second win, I have to make sure I do my daily affirmations. I got to read the Bible, at least a chapter of the Bible. And because for me, I'm like, all right, well, I physically completed my goal for today, right? Now I got to make sure mentally and spiritually I'm there, not only for myself to be able to provide that help and support that agents and families need. Because if I'm not there, I'm just taking whatever I'm going through, I'm taking it on them, and it's not their responsibility. To deal with it. My job as the leader is to make sure that I'm there to help them in whatever they need. So I wanna make sure I get that outta the way. But typically from 9 to like 8:00 PM Eastern time, I'm running. I'm either, we're either doing calls in regards to like recruiting or I'm helping somebody like over the phone and I'm always live on Zoom unmuted. And then I'm following up with anything else I have to follow up. And then for like lunch, 30 minutes of the day. I don't, I don't have any breakfast because like it just— yeah, um, but like it's not really that difficult. We just have to call people for a living.

Yeah, it's not— people definitely overcomplicate it. What is, um, what is, what is your expectation of activity throughout the day? Like, do you have call minimums? Do you have contact minimums? Presentate? Like, what is— what are your standards that you're trying to hit day in and day out, or week in and week out, however you try, however you look at it?

No, so that's actually an excellent question, John. So for me, in regards to, I'm trying to get anything between like 6 to 10 presentations a day, right? And I'm trying to make minimum 300 dials that day. Now obviously I have a dialer, so if I know like if I have, you know, between 10 to 20 appointments, I can definitely get 5 presentations in. And then I don't wait for my next appointment. I'm like, if somebody no-showed me, I'm like, all right, cool. Let me follow up with like last week, uh, no-shows and see if I can get one of these people before, um, I jump into my next call. And it's just like constantly just dialing somebody. And I have like a little timer, so I have like a 10-minute timer. And when that timer goes off, I'm like, I gotta be in one type of, some type of phone call or a presentation. Otherwise I just been slacking for the last 10 minutes.

So wait, if you hang up on, when you hang up the phone, you set the timer?

So, so let's say, so if I'm going to call, right? Yeah. And the timer works both ways. So if I'm going to call within those 10 minutes, I have to like get like, okay, like understand like where we're proceeding and I'm going over quotes or otherwise I'm like, all right, cool. Pleasure meeting you. God bless you. It looks like you're not like really—

So if you ain't deep into them buying 10 minutes in, you're out.

Wow.

Next one, bro.

Next, next, next one. Next one. Because I just, I mean, It's enough information. I already have all your basic information and we already went over the why and I should know if you have insurance or don't. And then what are you looking to do? Like, I should know the purpose of it. If I don't and I don't understand, that means you've just been talking the whole time or I haven't set the right structure and we actually not going anywhere. So I'm like, I'm going to put— I'm going to put my foot down and be like, okay, well, John, what's the actual purpose behind, you know, you fill out this form? Just so I can better understand. And if they give me some BS answer, I'm like, all right, cool, well, it looks like you're not really that serious. I hope you have a beautiful day.

Well, next one, you're out.

I love it. I'm out, I'm out. Because I just know that I'm gonna be 30 minutes, 40 minutes in trying to convince somebody, and like, that's the last thing I want to do, you know?

10 minutes. All right, what do you, what are you looking for in 10 minutes, and how do you do it? What's the, what's the strategy?

Yeah, so within 10 minutes, so I mean, let me, uh In regards to like the script and stuff?

Sure, or whatever you, whatever you're teaching now. Obviously you got guys getting started, you got people getting paid, it's work.

So in regards to like those first 10 minutes, as you know already like who the beneficiary is going to be, how it would look like for them, like if you didn't have any insurance in place or if you don't— yeah, or without it, right? And then as you also know already like all your medical conditions, and I should have already explained to you the difference between like term and whole life. Like, you should already have that narrowed down. If within like those 10, 12 minutes I'm not there yet, there's something missing, there's something I probably, uh, skipped, or your why is not strong enough. And my, uh, question will be, it's like, well, John is cheesy question, but like, you know, different families have different purpose for this, but in purpose, that you're looking for more insurance at 75? And then I'll let them speak. If they don't give me like, no, well, I'm looking to make sure I don't, you know, leave them with any type of financial burden, or I want to add more legacy, I want to do this, this and that, they don't give me like a clear explanation, I'm like Hmm. So, John, I mean, which, which should we go from here? Like, what do you consider the next step? And then there, they should be like, well, I'm just looking to see if I could qualify for more. Or, ah, now I think about it, I'm actually like, not interested in it. You see, John, I was actually thinking the same thing. I hope you have a nice, beautiful day. Moving on.

Who's next? You know what it reminds me of, dude, is very similar to a conversation you had with Schmidt.

Yes, yes, we're in it.

It's very similar. You mean you have the same demeanor and the same thing where you're getting them to sell you, or what's the point?

Yeah, yeah, because I just know, because I'm gonna be asking for social, I'm gonna ask it for banking, I'm gonna ask for more personal information. Like, they have to be— they have to sell me, like, why I should help them. Yeah, you know, because the business is going to be A business is going to be— it's going to be great business. You're going to have sustained a client and it's actually going to become like a family member. It's not going to be like a forced policy. You know, those days are over. Get effing paid. Get effing paid.

Get effing paid.

Get effing paid.

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

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

Probably honestly made the cost of the event back in like the first 2 hours of being here. If you want to win and you want to grow, I'd get around John as much as you can.

John Wetmore is a beast.

So much value in everything that I've learned here.

Growing, about building, delegating. He's talking about systems and automating right now. It is worth the price of admission. Make sure you get to the next one.

Yeah, it's funny watching Everyone, we've all messed this up. I mean, I can tell you, I don't know how many appointments I've been in for an hour and a half and I ain't getting nothing, bro. I'm like, what am I doing? I, I get sent home with like leftover Cheerios and SpaghettiOs or something, some apple pie, but I ain't getting no check. Oh my Lord. In-house, bro. But it's true, man. I do, bro. In-home, dude. I'd have an app in 15 minutes be done. Then this is paper app days, dude. I'd have a whole paper app done, signed, void check, the whole deal. 15 minutes, 20 minutes, bro, and I'm in my car again. And agents would be like, how? I'm like, I mean, there ain't that much to talk about. It's all the stuff that you fill it with that takes the time, you know. I think people have fears of getting right to business. Yeah, which— where's your head on that? Like, why do you— and do you see new agents struggling with that? Like, you know, right to business essentially?

Well, it depends. Obviously depends on the individual you're dealing with, right? Yeah, for sure. Uh, but I mean, it's all about the structure. I mean, I know before we used to call it setting the table, and, and it is, especially now. They probably already spoke to like 3 or 4 different sales individuals who are like very like structured about like selling them the insurance. Yeah. Compared to like actually like asking them more questions and they're giving you the answer why they need the insurance. So like I tell them, I'm like, hey, listen, John, like I'm not, I'm not a sales guy here, you know, I'm just the underwriter assigned to you. And what I mean by that, I'm going to personalize it to you, but I'm going to ask you questions to actually see if you need this, you know. And by those questions, you're going to tell me if you need it or not. If you don't, that's cool. You know, my family already has insurance, but if you do need it, then I help you out in regards to the process to getting you qualified. Okay, now if any part of this call, you know, you're getting bored or you're sleepy, let me know. That means I'm talking too much. Okay, and that could happen. They're like, okay, no, no, no worries, I'll let you know. And then I proceed, and then like I ask them some questions, I'll get them the, the information. Once I go over the quotes, it's like Hey John, I mean, out of those 3 options, you know, which one you feel makes the most sense for your spouse? And then just pause, let them say, okay, you know, silver, gold, whatever option it is. And then from there, I don't even tell them I'm sending you my credentials. I can tell, hey John, listen, just so you can put, you know, a face to the voice, I'm just gonna send you my digital business card that has my personal number. Has all my other information you need because listen, I'm your guy moving forward. That means if, you know, you need to— I tell them, if you need to change your beneficiary, add a beneficiary, change your address, if you need to change your routing account number in the future, call me. Listen, I don't want you spending 2 hours with the carrier. Just call me and my assistant and I will take care of it. Sounds fair? Yeah. They're like, yeah, I love that. That's perfect. Boom. They already trust me. And then I proceed to everything else.

Yeah. I love it. Yeah, it's funny. I see so many people wanting to send all that stuff in the first 30 seconds.

Melvin, um, so before I used to struggle with that. I'd be like, yeah, let me send them my credentials. And then I'm like, they tell me, dude, don't say credentials. It's like defense, you know, it's like the defense mechanism. They're like defending themselves, like credentials. Oh, I should be concerned. So now I tell, nah, I'm just gonna send you my digital business so you have it, so you have it for future reference. And like, they don't question that. They don't question like, let me see your state license. They don't question that.

They already know.

You know, they figure out, and that digital business card is like detailed enough where it has like an actual picture of me and everything else and where I'm located and, you know, just builds that trust and goes to the guy.

So 3, 21, 22, 20. Wait, you started in '21. So '22, '23, '24, you hit— what were your numbers each year total? Do you remember roughly?

But no. So I know for '21 I barely hit it. I was like probably like 4, like 412. Got it. And then, yeah, from, from there on, um, the other one was like 5:30 and then 5:50, and then lastly was 6, uh, 6:50.

Love it.

Yeah, yeah. So blessed, man. Honestly blessed.

I heard, I heard you're in a race this year, and I, I asked someone else who was winning. I mean, maybe you're not in the race, but someone else is in the race with you, bro.

Oh man, oh man. Oh man, now I'm not aware of a race, but hey, I'm ready for it.

Someone's competing, bro.

Someone's competing. They always competing. They always compete. Maddie, man, all them are always 100%. Always, always.

Who's in first place?

Well, right now it's Maddie. Maddie's—

I know, he told me.

You know how it is. You know how it is, John. You know, when you're, you know, new to the business, you have a little more, a little more juice, you know. Yeah, a little more, you know, what's your Russian Yes, he is. I always say it's, you know, it's like, you know, if I was considered LeBron James, you know, and you're the new cat coming in, Anthony Edwards, you a lot hungrier than I am, you know? You know, I already got a couple of championships in, you know, I'm averaging 25. Yeah, yeah. You're not. You're setting a name for yourself. And I say, listen, you're the GOAT. You're definitely way better than I am. If I did something right, it's to hire you, you know, and give you the opportunity. But in regards to that, I mean, he's a machine. The dude's a machine. He's a human machine. Like, literally. Yeah.

Like, he shared his— he showed his schedule when I did— when I interviewed him, he showed his schedule, book. Like, he went through the whole thing. He's a— he's a monster. But it's good that way, dude. The people I hired sold more than I did too. And I sold a lot. But some of these cats came in and they were like, if that fool can do 5, watch what I do.

Yes. Yeah. That's what I told him. So when I hired him, uh, when I told Matty about the opportunity, he joined. I was like, dude, your tonality is amazing. And that was like his first weekend. He said, nah, you messing with me. You want to just hype me up? I'm like, no. I said, dude, you're going to be a killer in this thing. Like my, I said, my job here is just to do honesty, just to support you in everything you have to do moving forward. Cause you have like, you just have that gift. You're going to be unstoppable.

How'd y'all connect?

I've known Matty for about 12 years, so we, uh, we used to work together in retail, uh, yeah. And from there, yeah, we kind of just, you know, became friends. And then throughout— he had also a restaurant too, so I used to go to the restaurant all the time. Uh, I moved to Lynn and I probably lived there for about 3 or 4 years, and it was like down the street from where his restaurant is. And I used to go all the time, say hi to the family, say hi to him, and then he told me, dude, I'm going to be with you one day. I was like, dude, whenever you're ready, man, I already showed you the opportunity. And, and the rest is history. But he's— yeah, he's a savage. Yeah, he's—

I told him I'm gonna get him on. We're going to do another one with him because I'm like, are you building yet? And he went, uh, trying. He wants to. So I want— I told him, I'm like, I want to help you build something, dude. I like his— I like his demeanor. All y'all are cool. It's a cool little group, man. Yeah, Max killing it. How's, um, how's the— how's the agency side going? Obviously you're hiring, you're building some stuff. What's— what's that like for you?

So, um, so before, for me, I mean, honestly, everything has been like organic, like, oh, everything to social media. Um, I actually been, you know, posting, you know, you saw the Savage Race, posting those videos, posting some training events and, you know, just keeping up with social media has been huge because now I get like people who are very alike to the group. Yeah, yeah, yeah. And the funda— because we have the foundation is more about growing organically in regards to that sense. Now I'm trying to get to a goal where like I send those DMs, I have my assistant also sending DMs too, and it's more like getting consistent like appointments where I'm throughout my week. Yeah, where like I'm having this conversation, the process smooth, if it makes sense. If it doesn't make sense, and then kind of proceeding from there. But Shmitty been helping me out a lot lately. A lot, a lot. Um, we had a conversation after the last, um, convention, and, and I'm like, I'm like, Shmitty, you're a little overwhelmed. A lot of like potential, you know, leads. And I said, dude, send some over, man. I help you out. You know, especially if they bilingual, we'll make them feel like home and we'll get them started. And you know me, I'm willing to, to invest and help them out on whatever they need as long as they, you know, they're willing to, to put the work.

So that's cool.

I love it.

I feel like y'all would kill it. I don't know why I'm thinking of this just real time. I picture it like, I don't scroll much social media. The only social I scroll is TikTok. Because it's no one I know and it's funny stuff or stuff I'm interested in. I'll do it a little bit, not, not too crazy, but I will scroll it some. Um, the others I don't really scroll, I just put stuff on. But I always see a lot of people going live. I feel like y'all would kill it with lives, dude. Yeah, I feel like you need to find a way to implement that in your world, you know. Just watching the, the vibe of you guys do what you do. And obviously I put Braden in the, in the Zoom yesterday and he's like, everyone's muted but these three. I'm like, well, those are the three I want you listening to. Those are the killers. Everyone else, I don't really give a shit. Like, listen to that.

I just—

I don't know, dude. I feel like y'all have such dynamic personalities. Y'all should come up with a way to do something and, and attract some people live. I mean, obviously live dials is tough because personal information, you got to be careful. Yeah, I'm saying. But I, I think y'all are, y'all are smart enough to figure, figure that out.

Live. I'm gonna put it—

you would kill it, dude. I just see, dude, I see dipshits on TikTok in our industry live, and they get hundreds of people on talking about not— they're not even doing anything well, you know what I mean? And talking about how it's a scam, this company's a scam, come work. It's just from a wrong angle, you know? And I think if it was— if you guys do it with your own personality and positivity and, and getting better in life and all the things you guys stand for I, I, you all would stand out, bro, relative to the— I see a lot of people on live that ain't doing anywhere near what you're doing, but they're, they're getting a lot of attention and attraction because they're, they're doing something different than most. Everyone's posting on social, everyone's doing stories. I mean, I'm going to talk to my team about like some of the things that I'm doing. I'm like, yo, what if we just grab a phone and put it live while I'm doing the— not thisness, but the things I do here, going live separate. Um, as well.

I like that.

Yeah, so we're gonna, we're gonna start implementing some stuff. But your, your age, that demographic's online, that's normal in the streamer world. Yeah, I mean, it's just, I think y'all would crush it, bro. Live.

Yeah, well, I, I took notes on it. Um, no, we're gonna implement that because I, that's what I tell, uh, I told Maddie and Mel the same thing. It's like, do we, uh, we'll be having a lot of fun.

I know if people are really fun about what we're doing, if basis, everybody will be with us because they— bro, I can picture at your age, when I was at your age, dude, it was not like it is for you. I was not in that circle, you know, and I wish I was. It's like— but it's becoming more normal. It's definitely changed. The game has changed. It's becoming like, oh, I can be young and get into this no matter what my background is. School, no school, work, no work, it don't matter. Um, and I think you guys putting that out there in a positive way, I bet, I bet y'all blow up. If you did it, if you did it consistently.

Yeah. And any other recommendations that you would like recommend for us to do apart from the, the lives so we can implement, right, in regards to growing? Because that's what— that's the main goal.

Yeah. Especially I think that sharing more other people besides yourselves winning. Yeah, I think sharing yourselves winning is dope, but if you can create the reputation you have internally to the external world of like, yo, if you come in this environment, you can't help but to want to be better in life being around all you guys. You just can't help it, dude. It's, it's like contagious, you know? Even just at the race, bro, I was like, dude, they're fired up about— you know what I mean? Like, I like the energy and the— it's, it's neat. Y'all have something different than most people by by nature, just naturally this way. It's not weird and it's not fake and you're not turning on. Like, if I have to have energy, I somewhat have to turn on. Yeah, from my natural personality, you know, or be in the— be in the right environment. So I would, I would say, as you bring people in, continue to share the journey of y'all developing people. I want to create some content with Brayden, dude, and I don't even know how. I told my team yesterday, I'm like, yo, Brayden's getting on the phones. I don't know what to create, but this would be cool to, to journey. Take a 17-year-old from— and, and just teach them how to do it. Yeah, you know, and obviously at this stage he can't sell, but he can, he can get on the phone and start— he can start learning the hard part, you know. And hell, he'll be 18 in 6 months, November. So whatever it is, 6 months or 5, 6 months, whatever. Um, you know, so can you imagine y'all being able to do what you do, show lives, and then take a kid like him or someone like him and you're like, yo, watch this journey that we helped this dude with this background go from point A to point B to help his mom, help his family, help it, whatever the story is, you know. I think that's what most people are not, and quite frankly, I'm not doing it. I don't do it. Yeah, you know, but if I could, if I could fix, if I could go back in time, we did it really well internally, and you all probably do team calls. Hey, let me highlight this guy, lock-ins. Hey, watch this guy, this guy's killing it. But you're showing 12 people, 20 people. Yeah, you know what I mean? It's like, if you, if you bring people along the journey, the buy-in you'll get— because after a minute, dude, you're supposed to win. Yeah, they follow your stuff for a hot minute, they'd be like, oh, this dude wins every day, whatever. They watch me, they're like, I'm supposed to win. Yeah, you know what I mean? So it's like, okay, they don't think— but if you constantly show others winning, that model works. We just did it in a bubble, you know what I mean? If you bring that out to the world, oh Lord. That's powerful.

Yeah, that's probably because I feel like there's a lot of— I mean, if you see it, like, it's a lot of influencers who they'll be like, oh, this is gonna be my first day of 30 days working out or doing a 75, you know, day challenge. And then people like intrigued every episode. You know, so it's the same thing, but obviously with new agents, showing them, you know, from zero to 40,000.

One of the things I'm gonna start doing is I've been recording it. I just don't have the energy to put it places, but I've been recording stuff as I do all this fitness journey. I'm gonna start sharing more of that stuff just because this is part of my life. It's who— it's how it helps you become successful. It's the discipline and the control and the going through hard things every day. Like, we're just— staying healthy ain't easy. Y'all, just to be clear, it's hard. It's the hardest thing I do, you know. Um, so I'm gonna get my, my team to start sharing some more stuff like that. So I, I just, you know, bringing people along for the journey, man, you know, making it a culture where others around you want to bring more people to the table naturally, you know. Again, you help, you help Braden win, you don't think by default he's going to tell a couple of his buddies who are working at Chick-fil-A making $207 a week Oh man, that he just, you know what I mean? Like, he's got hell, he'll help you close the deal and probably get paid, you know what I mean?

It's like, ah, so no, that's dope, that's dope. Yeah, no, no, that's typically in, that's in the right now, the society is all about attention, right? So we have to do certain things that's going to bring the attention, um, to individuals. Now, like, keep scrolling, they're like, okay, cool. Oh, okay, cool, another sale. Oh, you're winning again, cool.

Correct.

But what else?

Yeah, it gets old. Yeah, I haven't shared a leaderboard in so long. I like— the thing that does the best on my social is when I'm interacting with people. So when— now when we trap, when I do anything, we record it, and he catches a lot of like very genuine conversations, you know? Like when I had Madison on, um, he was telling me about the first time he was here in the office and the questions he was asking. And I remember y'all being here, but I don't remember the, the— I don't remember the back and forth because, yeah, this is a dude that asked for help and I was answering him. It was very just authentic. Yeah. But he remembers it because it was impactful for him, right? And I've had that happen so much over the years. Now I was like, yo, why don't we just record everything when I speak or travel or help people? And the best stuff, dude, always is when he puts a mic on me —any, and I, I forget it's on me. They just put it on. Yeah. And then I just do what I do. I just talk to people, ask questions. I figure out how I can help people at these events. I'm just, I'm just there to be helpful to people. And dude, Reece will sit over there where no one will see him, and he'll catch it. He'll— so he has the audio because it's on me, but he'll also catch the video from an angle they can't see, so there's no pressure. Does that make sense? It's just, it's a very just a conversation, dude. And dude, that stuff attracts the most attention from others too, you know what I mean? Because it's real. Yeah, like, again, this is good. Yeah, but it's, it's, it's not— the conversation would be different if me and you were standing over there. Slightly. It'd be slightly different, you know what I mean? I, I don't prep for these, so it's, it's not scripted at all. Like, I don't— I do not prepare for these. One idea. Yeah, I just, I don't have a clue what I'm gonna ask. I just— again, it's like, I do this for a living. I can figure it out. Just get me on the thing and let's talk.

Turn the mic on.

Yeah, you know, they give me this, they give me this little thing, a little sheet.

I don't know if you can see.

Yeah, I can see, I can see. It's like there's, there's like 3 lines on it that he always prints for me. It's like, 3-time Hall of Famer, owner of Highest Point Financial, did Savage Race with you, posts a lot of content, fan of Sports Analogy. He handed me this at this the same time I hit enter to get into the Zoom, he handed it to me. This is great though. Yeah, so I don't even read this in advance, it's just sitting here. And if I— if it— if the convo's not going, I can peek down and use something if I want to. I love it. Yeah. And so what I found is when the content's the same way, very natural, I find that more people tune in and they listen. And it's, you know, I mean, they don't really know what's coming and I don't know, dude. And then for me, I like to watch it because some of the, like, the stuff you see, like the dude I put— if you see my social yesterday, this guy that wanted to hit his goals for his like mom and dad, but he's struggling being lazy and stuff like that. I forgot that conversation existed. Oh wow. And so when I saw it on my social, I'm like, I actually don't even know the dude's name. I don't even know who he is. He was just a guy at an event. I'm like, man, I remember that day, dude. I remember that conversation, and it was like months ago. I'm like, dude, I want to reach out to him now and see how he's doing, see if he implemented any of the thing. And because I talked to him for, you know, 10 minutes, a 30-second clip, but I talked to him for 10 minutes about getting out of his own way. Um, and I think y'all can bring that to the live world better than I can because you're doing the thing, you're in the, you're in meat of this thing still, you know. Um, and that, that's the piece I wish I shared the journey more than in like a closed WhatsApp group or whatever we did back in the day, you know.

I love that because it's all about attention nowadays. Okay, so share the— yeah, journey. What would be in regards to, um, you know, recruiting, um, how I mean, do you have a specific, like, goal for the week or daily that you want to hit, John?

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 going out, if you're new to following me or the industry, check out the book and get it in your hands now. So it's changed over the years, right? Okay. Obviously, my, my, my goal today is very different in terms of daily stuff, right? Because it, it flows in very organically today. I have so much content out, bro, that just— I talk to people all the, all the time, very naturally, and the caliber of people that I speak to today is higher because I have so many, so many years of talking about it the same way and who I'm looking for and a lot of success stories. Does that make sense? I have a track record now of like, all right, I'm working with this guy and I'm not the magic because they can get help from other people too. They can get help from you, help from me, but I've helped a lot of people win, you know. So with, with years of experience with that, it, it does tend to bring me a— I can look back on it now and go, when I started social most people told me I was an idiot or told me to fuck off or didn't respond or talk trash, you know what I mean? It just, it wasn't positive. Or like, my mom and my staff were the only ones who gave me a like. Does it make sense? No one did anything. But years of doing it, it's turned into like a little bit of a machine, quite frankly. We've created a little bit of a marketing machine, um, best I know how for a guy that's not a marketing guy. You know, I think we're doing— I, hell, I get 50 people a day come into my world somewhere through something. They join some type of list of mine. Right now, the tune of 50 people a day is our average. Um, you know, so I would say that when I was in the thick of it, what I, what I would like— and keep in mind, field sales days, right? So I'm going to tell you what I did then and you make it adapt today. Yeah. So our goal when I was, when I was trying to teach people how to sell at a $40K a month clip was 30, 30 appointments a week. Field sales, in-home, going to kitchen tables, 30 a week was kind of the bar. We're now telesales, y'all are like 10, 15 a day, whatever the number, right? Yeah. But it was 30 a week kitchen tables. And so when I was recruiting, I decided when I was doing, when I was only talking to a handful of people a week, I wasn't growing a lot. Right? It was, it was— and get a person here or there and they'd quit, a person here or there and they'd quit, and it just wasn't working. And I was like, well, if I, if I did 30 appointments a week, I'd probably sit with 20, right? So that gave me— and I was like, maybe an hour each— so that gave me 20 hours. This comes from the whole 40-hour concept that I talk about in the book and trainings. So I, I realized if I spend about 20 hours presenting to people I made really good money, right? If I spent like 10 hours on the phone, it set up my week to have 20 solid presentations a week. So I put 20 hours into the presenting side, I put 10 hours into the prospecting side, and I was trying to get to 40 hours. I was like, well, my average interview takes like 20 minutes. For me to get another 10 hours, I got to do 30 of those. And I was like, oh shit, I run 30 appointments. What if I just do 30/30? 30 appointments, 30 interviews. And so I created this like 30/30 club in my head. And if you wanted to sell at a high level and build at a high level, you hit 30/30, was what I was doing at the time. You know, um, obviously you would— you could tweak it slightly differently today based on today's terminology and telesales and in-home. But for me, I had— it was a thing, it was a marker. And you, you did some sports references. Remember back in the day, like Jose Canseco hit the 30/30 club. It's the same concept, man. I learned when you name stuff, it sticks more, you know. So for me, it was like, dude, if you ain't in, in the cool kids club— we were talking to 30 people a week, um, and that number just adds up, dude. So I, I always found ways to get to 30 people a week was my goal every week, and that's what I taught. You know, and that, that stuck for a number of years where that was, that was it, man. $30 a week, you know. And like you in the sales side, bro, some of them, I'm off the phone in 2 minutes if, if they don't understand leads, 1099 commission, that whole deal. I'm talking about that right off the rip. I ain't getting to know them. I ain't explaining comp. I ain't explaining like industry. I ain't explaining leads. I'm doing none of that until I decide if they're a good fit. So that meant I had to ask questions first. Does that make sense? And my initial questions were their fear points. Being commission only with no salary, no base, being 1099 versus W-2 is weird to some people. And then investing, that's weird to some people. So I'm like, well shit, let's knock that out first. So if they ain't into those things, I was out. All right, bro, well, how did you say it? Have a beautiful day. Later. I was out, bro. I'm hanging up. You know, you mean this? Does this— does this— what is the base with this? Yo, I gotta go. Have a good day. I'm out, you know what I mean? Like, I just, I just, I just— and, and to get the amount of people that somewhat understood it and were willing to do it, you have to talk to a lot of people, because the percentage of Americans that are willing to do this from a conceptual standpoint— yeah, straight commission, eat what you kill, invest in yourself— the percentage of people want to do that's really low. Yeah, especially. So I had to understand that at first, and then the magic became when I talked to the 30 This is, this is where it got good for me, is I didn't just stop at that person. I wanted to know who they knew. So I then work, would work their circle, you know what I mean? I talked to a guy like you, I find a guy like Matty. Yeah, talk to a guy like you, I find a guy, you know what I mean? And I'm like, so I worked the shit out of people's market, and that was just me asking who else they knew that wanted to make money. I'm like, yo, Freddie, you're obviously— you're getting started. You seem like you have a big vision. You want to do some cool stuff. Um, I got a question for you, bro. I'm hiring like crazy. We get unlimited leads like this. I assume you know some other sharp people. Hey, who else do you know that would be open to making some extra money that I can talk to, see if they'd be a good fit for me? I didn't really do it in a way to where I was trying to teach you how to build an agency yet. I wasn't like, if you start building and you start recruiting here's— I didn't do it that— I tried it that way, and so many people were like, they put the brakes on. They were hesitant. They didn't want to do it yet. They wanted to know what they were doing first. They wanted to learn it first. They, they were just weird about it. So I just changed the angle, you know, and I was like, yo, who else do you know? I'm training you, bro. Who else do you know that would want to make some extra money that I can talk to, and maybe I'll train them too? And it was just, give me introductions, you know. And I started working that dude, and then I was able to turn off at some point the 30 leads a week that were coming from cold areas, DMs and paid ads and all the stuff we do, you know. And you get enough people doing that, and that was, that was easier to teach. Yeah, because you ain't afraid to go— you ain't afraid to tell me like, oh yeah, I got some buddies that want to make some money. I'm like, cool, for sure, no biggie. And you don't have to pitch them, you don't have to do shit. Yeah, I don't want you talking levels, I don't want you talking comp, I don't want you— I didn't want you to talk about nothing. I just wanted introductions, you know. But then if you come to me and you're like, hey, so I'm intrigued by this, I got some people, how's this whole thing work? Oh, now I'll talk to you. Now I'll explain the bigger picture. But at the beginning, I just want referrals, dude, you know. And I figure for me, I had a little bit of leverage because I was spending time with you teaching you how to make money. Yeah, the least you could do, in my opinion, was to introduce me to more people. It's true. Does it make sense? It's like, yeah, you want me to give to you, can I just get a little crumb over here of some people you know? That's it. I just, I just, I just need a little bite. Yeah, man. And it worked really well, dude. I built this whole thing off the warm market of my cold market. Okay, warm market, you call it. Yeah, you know, no different than Schmidt. And I don't know if it was intentional But he hires you and then you start hiring your buddies. You know, I mean, it's the same concept. Yeah, just some people do it willingly and most you have to ask. And if you ask in the right tonality, in the right manner, they don't feel weird about it.

Yeah, I'm with you now. John, this is— this is— oh my God, a lot of golden nuggets there for sure. So I appreciate that. Now, in regards to like, I already have like a dial, I have like an admin Who do you think is like the next, like, and I have someone who like helps me like posting with social media. Who do you think is kind of like the next piece for, uh, for like the agency to like hire to, you know, for support?

And are y'all, is, are all your staff like VAs, like remote? Or do you have staff with you? Like right by you?

No, no, no, no. They're remote. They're all remote.

Yeah. Game gets different when they're right by you, bro. It's a different game, dude. Yeah, you know what I mean? Because they can be part of the action. They can see what you're doing. They can feel it and touch it and see it. And you can be like, yo, can— hey, can you help me with this? Hey, can you run and grab— hey, can you— and it's— so for me, man, I wanted someone to help me run the operation. So, okay, one of the things that I, I would suggest that I do is I'm a big list guy. I like making lists, you know, whiteboard it, whatever. I use Notepad on my phone a lot. Yeah, but if you, if you throughout the next week, all right, I want you to think about every time you do something that isn't you selling or recruiting, right? And I'm not talking working out, like your personal world, but business stuff. Anything business-wise that's not you selling or you recruiting, write it down. Just put a note. You know, I mean, you can probably think of some things off the top of your head. Yeah, you know, even if it's like, yo, I gotta send ABC to the VA and teach them how to do XYZ, and you know, I mean, like, there's still time commitments even when you have a VA. Remote's different, especially if they're on different time zone, you know. So everything you do that's not making you the most money, like, where, where do you make the most money?

You dial in. Yeah, dial in the phone, recruiting.

That's it. Yeah, training, training. That's it. That's where you make your money, bro. That's it. You know, um, some form of the content, but you certainly shouldn't be the one posting it, editing it, uploading it, emailing it. You— I don't do— dude, when I'm done with this, bro, I go out of my way to walk behind this little thing I'm on I hit pause on— I hit stop on the camera and I hit eject with the little card that's in there. I walk it upstairs and I put it on Reese's desk. He would be okay if I just left it in the camera, but I'm like, I am already walking upstairs. Yeah, that's the only thing I do relative to my content. I take the SD card out of the camera and I put it on Reese's desk. I do. I don't even know what else happens. I don't know how the Zoom got set up. I don't know how you got emailed. I don't know, you know, I do because we, we set it up, but my team handles all that. Yeah, because I used to do things like that. So for me, if it wasn't either what makes me the most money or what brings me the most joy, working out— I do my personal time, my schedule's on point right now, bro, because of exercises like this. And I found after about a week of doing that, every 15-20 minutes, dude, pay attention what you just did. And if it ain't one of those things, write it down. By the end of the week, you'll have a job description of your next hire.

Oh, you said somebody locally?

That's right. I, I'm a low— I'm a work-with-me local kind of guy. Yeah, we're in the office every day, dude. We have offices, we have computers, we have fun. Like, we're just— because I do— like, to me, this thing is 24/7, bro. Yeah. So when I'm in the office Let's, let's just say me and you are sitting here chopping it up and we're in my office, and me and you are brainstorming about whatever— a recruiting campaign, a lead campaign, a new agent, something in our process, whatever it is— and we get a really good idea. Now, I— you expect me to go, Freddy, timeout, hold on, let me get my VA in the Philippines on and see if they can come in this meeting with us right now to finish the conversation? Otherwise, what do I have to do? I have to then go get on the phone and explain the whole meeting to someone else about what I want done. So they, they lose context. Yep. Right. For me with my team, dude, I want to talk about the next event we have going on. For instance, I'm like, hey y'all, hey Amanda, can you— you got a minute? No, busy as shit. Okay, hey, can we book a time? I want to talk about this. Or I'd be like, yo, hey, Freddie's coming in next Tuesday. Can y'all clear the calendar? We want to go over some stuff. I want y'all in it. And I want them to understand the business and who I am and the way I speak and the way I think and how we get to things. And I want them to understand my business. I don't just want things on a checklist done. That is a piece of— that is a piece, yes. Yeah, you know what I mean? Like, Amanda has VAs, dude. I don't know what they do or who they are. I don't have a clue. I talked to Amanda. That makes sense. I told Reese he can have VAs if he wants. I don't know what they're going to do or who they are. I don't care, you know, because there is sometimes little dumb shit to do. But if you're trying to run a business, I'm like, I don't know, man. I wanted, I wanted office structure. I wanted, I wanted people working with me that want to build something big. Now, on the flip side, I give, I give my staff a lot of upside. Financially too, you know what I mean? Because they did help me build this shit. That's right. Does that make sense? So like, maybe it's paid, dude. Yeah, does it make sense? We're trying— I'm trying to get Reese there. I want all my team six figures plus, you know? And it's hard to do when you're not with me, man. And my style, my personality, I'm like, yo, let's do it now. We'll go. I'm in. Let's go. Yeah, so I, I love an office environment. I think you— it's a good place for agents to come. I think it creates a cool culture. I think it creates a different energy, you know. I mean, there's obviously— you come here, you come down, and the energy is different on a Zoom than when you come to a place. Oh yeah, you know. So I think if you want to build it big, dude, you, you, you might look at starting to create some structure, you know. And when, when, when you're onboarding people, are there documents that someone else can follow on how to onboard people? Or the next time you get rid of a VA, do you then have to train the new VA? Does that make sense?

Yeah, yeah, for sure.

So, so now it's like, all right, who's creating the documents for your business to run properly? Yeah, starting brand new. Yeah, yeah, buddy, I've done that. I'm like, shit, we do a lot of stuff. Hey, where's the file that says how to do it? Yeah, we don't have one. I'm like, you know, that's really bad for all of us, you know, and you can fall into that. So now we have like, all right, let's put systems in place and let's create documents. And again, it's— so yeah, man, I, I think for you bro. It's like, put those things down and that'll open your eyes. But you're going to want to want someone that's going to help you run your operation. Yeah. Versus just a person who does whatever the hell you ask them for, you know. Um, and mine is Amanda, dude, and her role has changed significantly. But every time it changes, it's because I do that exercise with the notes. And so now my life is 98, more than 95%, either doing the things I love or the things I'm great at. Oh, and I found that most people building, especially at your stage, you spent— you're still spending a lot of time, which is part of the journey. Yeah, doing the shit you don't really want to do. Fair? Yeah. Oh yeah, you just do it because you have to and who the hell else is going to do it. That's right.

So he's coming to this call.

Yeah, correct. So now It's like, all right, start, start doing more of what you love and give someone else the rest of the shit, and it'll make you a lot more productive in the times you're doing the stuff, you know. So it's the same equivalent as having a dialer now. Like, why? You can make more phone calls, you can present more.

Oh yeah, yeah, buying time. I'm buying time, more efficient.

Have you— hey, have you read that book by Martell? Dan Martell? No, I have not. It's— let me see if I have it here. It might be upstairs. Dan Martell, Buy Back Your Time, I think is the official title. Dan Martell. Do you know Dan Martell?

Yeah, I have not. His book, Buy Your Time.

I think it's called Buy Back Your Time is the official title. Badass book, dude. I read a lot of books. I ain't read one that had that much impact on the way I'm going to change my inside stuff in a long time. Buy Back Your Time is, is, it's like a blue book. I read it last month. I got my team reading it. I have Amanda, and he's very— he's good. I like his stuff a lot. So I'm, I'm currently implementing a lot of stuff from that book. Um, let me make sure I got the— yeah, like this one. Uh, let's see if I can make that big. It's a little blurry. How about your time? Okay, awesome. Yeah, it's a killer thing on operational type stuff and simple. He makes it super simple. So I think the combination of those two things will help you a lot, dude.

Well, you're the man. You are the man. You know what I love about great salespeople?

What? My favorite thing, dude, when we do these— compliments? Nah, I mean, I ain't mad. I ain't mad at the compliments. That's just respectful, good people. Yeah. Y'all sales fools always turn my podcast into me being interviewed.

I love it. Got him. Got him.

But I enjoy it, dude. Yeah, I enjoy like, yo, let me add some value to people's world. So we're, we're having fun with it.

It's not about me, man. I haven't made it yet. It's about you, Wetmore. I'm like, I'm trying to get to that level.

So I know, and I'm here for it, bro.

Perfect opportunity for me to ask some questions, you know.

I told, um, I told Madison that we can, uh, jump on a, on a, on another one and do it. I love that. Maybe y'all talk, maybe we do it together, or you do— I don't know, I'm down.

I told him to schedule.

Please, please. So connect with him and see if he— I don't know if he scheduled it yet or not. I don't remember.

Uh, I think he mentioned it.

I think he told me. I think Amanda told me he did too, and she moved it off an hour so we had more time. He was like squeezed in the middle, and she's like, nah, y'all gonna want more time. So she— I think she moved it. I think that was her— that was him yesterday. She told me about Um, but yeah, dude, I'm open to— I'm open either whether you want to do a separate or jump in with them. I don't care. I think it'll be fun.

We'll do it together. We're part of the same team. Why not? Yeah, why not?

Yeah, just connect with him, get the time, get the link, and jump on, dude.

That way we have the right structure, you know? We're together, we're in the same room, you know? I love it. And the message— we don't, we don't miss the message. Yeah, I love it. Thank you. Thank you for this. I have like 3 pages of notes. I feel like I was back in school.

I love it. What do you want to end with, dude? Leave them with something good, bro. Oh, oh, no pressure, no pressure, no pressure, no pressure.

So, uh, I like this famous quote by Kobe, Kobe Bean Bryant, and he says, everything negative, pressure, or challenge is all an opportunity for me to rise. And what I mean by that is like, in this business, a lot of ups and downs, a lot of ups and downs. And what you have to understand is Things are doing— if things are well, you keep working. If things are bad, you keep working. Like, the only answer to that next problem is you working. So just listen, stay disciplined, uh, stay on task, and honestly, full faith, no fear. Just place it all in the Lord. He takes care of business. Full faith, no fear.

You need a t-shirt with that, bro.

I know. Full faith, no fear. I've been saying it for a while now. I gotta get one.

Amanda can hook you up. Hey, every time I say something I think needs to go on merch, Amanda goes and creates it and puts it out.

Full Faith, No Fear.

Let's get it. Next time you're on, you better have a t-shirt with that on.

Oh my God, I gotta work on it. Yeah, buddy.

I got you. Oh yeah, you need, you need to have something. I like that one a lot.

I agree, I agree. But now, thank you for the opportunity. This has been amazing, you know. I appreciate you sharing, dude. Appreciate you. And I can't wait to compete again together, man, on a sparring race. That was fun.

Let's set it up, bro. We'll set it up. We'll look at some—

I need y'all next. You need to do some of the big ones.

Yeah, I got going on. Hell, I'm doing— July is 3 marathons in 3 days. Holy moly. Hey, in the mountains. It's a mountain marathon. Yeah, I'm going to— I'm going to Utah for that one.

Okay, send us the information. We can join.

That one's sold out. It's a— it's a limited one. I sold out. But I do a lot of those types of things. Okay. Um, so I'll, I'll keep you in mind for the— I have to put that one— I had to plan a year out. Out. Okay, it sold out in 4 minutes. Wow. Yeah, but some— I'll definitely do some of the other stuff. I love doing it during the training periods and things like that. So let's, let's connect on it, man. And, uh, if I can help, bro, let me know. I got you. We got a workshop coming up in June if y'all want to swing through, man. We'd love to have you here. But let me know how I can help you at all, brother. Keep killing it. Keep doing you. You're on the right path.

Thank you. Thank you.

On the right path, homie.

So Nah, this means the world. I appreciate you, John. You're the man. All love, man. Um, and God bless you, sir.

We'll talk soon. Same, brother. Appreciate y'all joining. Catch y'all at the next one. Later.

You as well. Bye.