How to Make $400,000 Per Year as an Insurance Agent (8% Nation 2024)

Y'all are packed in right here. He's like, that's like being in the plane when you get two big dudes next to you. It's like, ah. All right, y'all good? I'm gonna start a minute early, and if they're late, F them. Everybody good? If you're missing pages, sorry, there's too many people in here. This is going to be really simple, don't worry about it. It's simple as shit. If you don't know me yet, I'm simple. We made— we printed these last night at— yeah, the hotel printed them for us last second so we could look cool, because I was just going to scribble it, make y'all do it in your notepads, and she made something nicer. This is gonna be the simplest exercise ever, but it's super important. Yes, yeah, again, this is just, you don't even need it to be honest. The concept will work, but if you wanna do the exercise now, later, again, you'll see it's really simple. Dude, selling over $400 grand changed my entire world. Anybody make that kinda money now on their own pen? What's that? Sell $400 grand a year on your own pen selling. There's a couple people do. It's very different than $40, $50, $70, $80, $120, $150. This is a completely different— it's mind-blowing to understand how different it can be. Like, anybody ever do like $20 grand in a month and then come back down to earth to $7? That sucks. Does that make sense? It's like a little tease, then the chargebacks from the $20 hit and you only made $7 to cover it the next month, so you really only made $2. Does that make sense? That blows. Yeah, and so how do I make that fix them? Oh yeah, thank you. So if y'all didn't, there's a little QR code. I don't know what it gets you, the staff set it up, but I'm sure it's something cool. Huh? Is it? Oh, they get to get free books. So there's a raffle for free book, 5 free books we're giving out. I guess we're giving out a bunch of shit. So scan it and I'm sure we'll email you too. Dude, I'm simple. I'm like, do what you want, make it cool and go. And I let them decide. You involve me, I'll start— I literally, I'm like, you can't— I'll overthink it and it'll stress me out. Just make a decision. And so they give my shit away. So what I've learned is— what do I hit, Amanda? That I don't know much of anything except how to sell a shitload of insurance and how to teach it. So when it comes up, I'm going to show you a little example. So again, that process, when you start to get it consistently and you hit $20,000, $25,000, and now you're— maybe you're spending $3,000, $4,000, $5,000 to make it, but you're keeping $20,000 and then you're keeping $20,000 and then you're keeping $20,000 and it starts to compound. I heard this saying, I think it's a Maxwell saying. I didn't hear from Maxwell. Someone else quoted him, but it was consistency compounds. And I can remember living it 'cause I was like an 8, 10, 12, 14 grand guy for 2 and a half, 3 years. And the decision which I talked about yesterday to change it all, I jumped immediately. I didn't go from like 12 to 14 to 16 to 18 to 20 to 24 to 28 to 31 to 30. I went from like 12 to 40K a month every month. Overnight. Due to action. If anyone's confused that you're gonna have to work your fucking ass off to make $400 grand a year, I apologize. That's what it's gonna be. Now, if there's some wizard in here who knows how to do it otherwise, high five, dude, keep doing what you're doing. I'm trying to teach us normal people how to print money. I don't know how to do it another way. I'm not your 90% close ratio guy that can get 75 referrals and they all show up and pre-booked appointments. I don't know how to do that. I know how to make money, working your ass off. And what I, what I learned is like, can I do this? Hell yeah. So this is many people's career in this business, right? You do $2K, $7K, $3K, $8K, whatever, up and down. Anybody feel— live that? Yeah. Okay. So I'm going to put you on a secret. Selling $400,000-plus a year. Mine looked just like this. Okay, but it'd be $32K, $65K, $28K, $57K, $38K, $72K. That's what my life looked like. The roller coaster don't change. It's just way higher in the fucking air. Does that make sense? So if you're looking for $40K a month every month on the dot, it ain't gonna happen. You know what I mean? So here you still have to manage expectations and money. You make $65,000 in a month, you're gonna have $65,000 worth of chargeback. Now obviously not the percentage, the ratio. You're gonna have more cancels, you're gonna have more shit, you're gonna have more stuff here. And if you start living on this lifestyle and next month's $28,000, $28,000's dope until you start spending $65,000. Does that make sense? So it's about the consistency and for me, we didn't change our lifestyle when we started making money. And I'm going to get into how to do it. But the most important thing, I see so many people do this and quit because they can't handle this. If you don't learn how to handle this, I don't care what number you're making, you're going to quit, you know? And far too many people start making this, they change their lifestyle right away, and now you have to make this. So now you got to go— 65 is going to be down here and this got to be 110. And I have guys that have to sell $100 grand a month to live. To live. It's dope. Yes, because they buy the boats and they buy the cars and they buy the big house and they love to go out to dinner 5 times a week and they send all their kids to private school. And now they have to sell every month. So selling $400K a month— a year is dope. But if that's all you do, eventually you're going to feel like you feel today and you're going to be just above water. Hence the building an agency part. Teaching 400— selling $400 grand a month, the best thing it did was teach me how to get people to make $100, $200, $300 super easy. I get my dog to make $100 grand a year on this business. Put a little note on his collar and send him around the neighborhood with apps and pricing. I'm telling you he can make $100 grand a year for sure. And I believe it with everything I have. So when it— that's the best thing this did for me. It changed the trajectory of my agency forever, right? So the reason I have these things, the sheets y'all have, for me, the biggest change I made was schedule by far. If you don't have your schedule on lock, it's never going to happen. And so I'm going to draw the most pretty calendar ever and y'all can use that one. You can do it really later because it's a little bit longer exercise. I'm a big fan of like involving my family. It's a fucking calendar, bro. I'll add more days somewhere in here. Right? 3, 4, 5, I gotta get, is that 6, is that 7 days? Right, we'll go Sunday, Monday, Tuesday, Wednesday, Thursday, Friday, Saturday. I literally, so literally what I did in my house, 2015, right? And I built my ideal schedule. And what I started with was shit I don't wanna move. Ideal schedule. Right? Only thing that mattered to me was my kids. Certainly the wife, family, you know what I mean? But like my kids, because not all of them lived with me. So I have 5 kids, 4 from previous marriage. So I only got to see them once a week for dinner and every other weekend they were with me. That I had to have that in my ideal world. So the first thing I did, we had the kids Thursday nights, I'm just going to use— that's okay. Right? So I put my kids in Thursday night. So that's like a half a day for me, right? I had them every other weekend. So Friday, Saturday, and this Sunday. Friday, Saturday, this Sunday. And then ideally I wanted to be off on Sundays. That's what I wanted ideally. So that left me Monday, Tuesday, Wednesday every week. It left me Thursday mornings, right? I picked up my kids from school at 3. So I had to like 2 every other Friday, 2 Saturdays a month. I was like, I'm gonna be off one, preferably, right? Now I come from call leads, book appointments world in home sales. So I'm gonna give you my schedule because it's what I did. Y'all adapt. Does that make sense? You sit in your pajamas and call from your couch, amen, I love it. Make it work. So for me, Mondays were dial days. I was going to dial all day Monday, every week, starting at 7 AM. Monday, my family can't see me. I come home when I'm done dialing. That was our plan. I won't be home for dinner. I won't be able to do kids' stuff, school stuff, sports stuff. I just will be gone Monday. Tuesday, Wednesday, I was in the field every single week. Every other Friday field and one Saturday a month. And I would dial Thursday mornings for that Friday, Saturday week. Okay, so like on this week, I only ran sold insurance Tuesday, Wednesday this week. I was off this entire time and I'd get back in the field Tuesday the next week, do Tuesday, Wednesday, Friday, right? Next time, Tuesday, Wednesday, kids. This week, I'd be Tuesday, Wednesday, Friday, Saturday. So 4 days in the field that week, 2 days in the field twice, 3 days once. I was 11 days a month in the field. Tuesday, Wednesday every week, so that's 8 days. Every other Friday, that's 2. 1 Saturday a month. 11 days a month. I issued 460 grand in 11 days a month. I missed, you started at 7 and I missed. When you quit? When I was done. I had to, for me, so we're gonna get to the math for me, right? I was booking Tuesday, Wednesday. Again, if you dial, do one call closing, the concept works. You don't have to do it exactly like I did it. But I come from, you mail people letters and they fill 'em out and mail 'em back to you and you open it, you call 'em, you go sell. The telesales thing wasn't there. So again, I'm just giving you, I could shift it and be like, if I were today, Dude, I'm just taking the concept of what I did, right? So 11 days a month, issued $460 grand. I'm not like work 6 days. I like working and I did recruiting around this all the other time, but sales 11 days a month. This for 2, a little over 2 years. Again, y'all heard the story. 2010 to 2015, I made no money. From '15 to March of '17, when I got out of the field, I sold $1.2 million worth of life insurance issued on my own pen. With this schedule. Simple as shit. Now I had to reverse engineer it from me. I knew my numbers. I knew how much I made on average per appointment. I had to get in this schedule 120 appointments a month. It's what I had to do, right? It's not that deep. 11 days to get to 120 appointments. 11 appointments a day I had to book. I wasn't going to see them all. I was going to cancel, no-show, shit was going to happen. All the stuff was going to happen. So Monday I finished when I had 11 and 11. That was it. 11, 11. Yep, I just booked 11 appointments every day I was running. And if I was having a great day and I had 11 done by noon, trust I'd stack them. I'm double booking, I'm putting— if it's flowing, I'm booking more. You know what I mean? How do you run the schedule? You're busy. First one as early as they'll let me. Typically the earliest I could get is 7. I've definitely run some 6 o'clock appointments on the occasion. Crazy trucker, nurses, weird shit, travel people, you know what I mean? Just weird stuff. My last appointment typically was 9 PM, but I've definitely run 10, 11, midnight appointments. Weird occasional shit, you know what I mean? People are gonna let me over and I'm already out traveling, 3 hours from home, I'm fucking running it. Y'all can do the same equivalent messing with time zones, you know what I mean? Doing telesales, you can play a time zone game. Telesales. My top guys are booking 20, 25 appointments a day like this. Book them every 30 minutes. You know what I mean? So it's just figuring out the math that works for you. Figure out how much you sell, figure out how many appointments you run and go like, all right, here's how much I make per appointment. It's basic level math. And go, here's what I want to make. All right, do math. I want to make $400 grand divided. That's your net. And all I did was in the math here was for me to make $250 grand. Huh? Life. Yeah, life annuities, final expense, mortgage protection. Concept works in every arena. We have guys selling everything— health, Medicare, all the shit. I mean, take the concept and the principles and make it work. So for me, the math I did, I wanted to make $250 grand going into the year. That was my goal. That's how it worked out. 1,000 appointments. I was gonna schedule 1,500, run 1,000, $250 an appointment. It was gonna be $250 grand. That was the math to me. What I didn't account for and I didn't understand was that consistency compound shit. I didn't realize momentum is very different when you're on a schedule that's fucking tight. Momentum is a beast that you can use to your advantage, and most agents mess that up and don't do it. You have appointment at 9 AM, noon, and 3 PM, dude, it's probably gonna suck most days. I did it, you know what I mean? Hell, have a 9 AM, a 4 PM, and a 9 PM. You know what I mean? The 4 PM cancels at 7 AM. What do you do? You're like, at 9 PM, hey, y'all gonna be there, right? Hoping like hell they go, nah, you're right. Ah, shit, I forgot about you. So you don't have to go. I've done that kind of stuff. But when I'm stacked, so again, I wasn't with my family. If that's not your ideal schedule, make yours. This was my— we were okay with this. I only sold insurance at a high level for 2— I round up to 2.5 years. You know, I was part-time dinking around mediocre as shit for 2.5. I'm like, let me get after it. And doing this, this was 2015. By 2017, I was making— I made almost $2 million in 2017 because I taught this. I taught— I've taught this stupid scribble lesson 14 million times and I still can't make it look neat. And we still didn't have the paper on time. But I don't care because it works. Does that make sense? Any questions on this? Really simple exercise. You can do it on your own time. This hung on my kitchen, on the fridge in the kitchen. Everyone knew the schedule. I can— I have agents been with me, they can tell you, be like, what was John's schedule? Tuesday, Wednesday every week, every other Friday, one Saturday a month. Everyone knew my schedule. Every agent, every person, everyone fucking knew my schedule. No one called me to do anything on these days ever. Because it became my schedule. You know what I mean? I said no to everybody for everything, literally everything. Holidays, shift it. You know what I mean? Now I'm a work on a holiday kind of guy, especially the fake holidays. I mean, dude, there's gold in them. You know how much money I've made on like Fourth of Julys, Memorial Days, Labor Days? And again, fake, don't get offended if you think you want to be, but you get the point, right? Like I printed money. New Year's Day. Oh God, we'd clean up, clean up. And people go like, who works on holidays? Y'all watch sports on holidays, right? They all fucking work. You don't go like, why is the NFL working on Christmas, on New Year's? That when you go to Dollar General to pick up the shit you forgot on Thanksgiving, they're working. You ain't mad at that. Does that make sense? You go to the movies, they're fucking working. You can work too. Does that make sense? People think it's nuts. We printed money on holidays. People are chill, they're drunk, they're excited, they ain't worried about their boss. It's nuts. And are they all happy to let you over? No, dude. Just like every other day of the week, they're never all gonna be happy and let you over. But a day's a day, you know what I mean? So again, we just shift it. If I'm going on vacation, I shift it. I need 120 appointments a month. Cool, maybe this week I'd miss a Saturday with my kids. Does that make sense? I just shift stuff. I'm not missing my 120 a month no matter what. So if things come up, you gotta maneuver, maneuver with the whole water thing they talked about yesterday. You know what I mean? Just make it work. This was very consistent for me and super easy. What time we going till, Amanda? 8:40, 10 past? So we got like 15 minutes? Cool, goals thing. Goals. 1, 2, 3. Y'all can, again, do this later. Yeah, if you want more, you can grab them on the way out. If you want them now, you can. I just don't create too much chaos. Goals, everybody knows how to do them. What are your goals? Write them down. You know what I mean? Like mine were, certainly had financial goals. You know, I mean, I had— I want to donate certain money. I want to, you know, I mean, I want to put my kids in private school, want to buy the wife a house. I want— you know, I just had stuff. We all have our stuff, right? So I'm not going to get too deep into that. Everyone knows how to set goals. What worked really well for me and what I've trained a lot on is what things do I need to add to my life to achieve my goals? Run 120 appointments a month, be first one in the office. You mean just whatever things you got to do. I needed to— I needed to do trainings on certain days. You I mean, all the things, whatever you need to add to your world to hit your goals. Does that make sense? What things I need to do in addition to what I'm doing today? Maybe I gotta study more, maybe I gotta recruit more, maybe I gotta, whatever the things are, right? The key for me is, in order to add stuff, we all got 24/7. You add something, where you gonna put it? You gotta get rid of something. Does that make sense? You have to get rid of stuff. Typically, this is all the shit you know you shouldn't do. The cut it out stuff. You know what I mean? Mine was sleeping in. I had to quit it. Mine was football. I played and I watched. I played flag football for 15 years every Sunday of my life. From 20 to 35, I played every Sunday. Wife's like, it's Easter, can we go to church? I'm like, we got a flag football tournament today, girl. Swear to God, for 15 years of my life, every Sunday, that's what I did. And I'd pitch a fit about church. I'm like, is there like a 4 PM mass? I got a 12 o'clock game. Like, what can we do? You know? So I had to give up playing, watching, and I gave up TV. I was a TV junkie. It was bad. I mean, I knew all the Real Housewives. It was that bad. Oh yeah, Kendra and all the ones in Cali. I knew them all, telling you. I watched so many. That's how bad I still know the names. I don't watch it anymore unless it's on the Wife with the T. There's like 27 of them now. But for me, I had to remove that because it was like, it was, it meant, and y'all all know the reasons. I don't have to dig into why, you know, maybe you drink too much, maybe you got whatever. You mean you all get your shit in life. And so for me, the reason this worked is I tied the things that I had to remove to my goals. So if I had an inclination to sit around and watch TV, I'd be like, I can't put my kids in private school. Which is more important? If I have a desire, I still get, I still follow a bunch of my buddies that play fly football. Some of them are still playing to this day. Early 50s, still playing. And I'm like, I'm in pretty good fucking shape. I kind of want to go sometimes, you know what I mean? I won't do it. And it's been that way for years. I'm like, if I go play, start playing flag football again, I can't get the house I want for staff, you know what I mean? If I play too much fantasy football— how much, how pissed was I when I got the text the other day? Were you with me when I got the text? Fantasy football, September 5th is kick— whatever day it is— kickoff, it's getting started. Who's in for fantasy football? I'm like, why the fuck am I in this group text? I've lost it because I don't want— I don't want to do it. And I did it last year, and I'm pissed I did it last year. And then the computer did it for me, and somehow I made it to the playoffs. I didn't even do anything. I had Maddox doing my team every week. I'm like, here, can you make it work so they at least think I did something? But for me, no fantasy football, I can't donate the money we donate to church. Does that make sense? If I don't— so every— I guilted myself into hitting my goals because I put it on paper and I left this. It hung in my bathroom and over my desk. I saw them every day. I have goals written, handwritten. I share them all the time where literally from 12— 2012, '13, '14, '15, we have most of them. And I share them with people and you can see my goals. It might like the first one was like, I want to make $70K a year. Oh, I want to go full time. I have that handwritten. Be full time in insurance. I think the first one was like donate $5 grand like one day. You know what I mean? I'm like, shit, I've stroked significantly bigger checks in one day now, which is great to be able to, but they incrementally went up. And so I could look at it day in and day out. And dude, what I love doing on my goals is I check them off when I get them. I have papers with them all checked. I mean, I just look at it every day. Y'all have heard Cody talk about writing them down every day. I'm not an every day kind of write them every day. I'm like, it's already fucking written. I can just read it. And I believe in what he says. I'm just too lazy to do it. You know what I mean? I'm sure it works better. But as you can see, I didn't even write down my shit. I got tired of it over here. You know what I mean? But this combined with schedule, that was it. The sales side, y'all can get that shit anywhere. There's no— there was no magic to the sales side. What I loved about the schedule is it combined with training. The sales part is the easiest piece of this. Y'all know how to sell insurance. You're already selling it. Can you get better? Sure. You know how to get better? Run 120 appointments a month. You will get better. Either because of reps and you get used to seeing stuff, or you'll get so frustrated that you still suck at the same scenario, you'll finally get off your ass and watch the training they've been telling you to train— to watch. It's not like y'all haven't received all the information. Fair? Anybody not get the information they need to get better? So I'm not going to give you any new stuff because you ain't watched the old stuff. Does that make sense? So when you get your schedule down, put it in your schedule when you train. You're supposed to be an expert in your field. Why is that not on there? Why is that not one of your goals? I spend 10 hours a week learning my craft instead of PlayStation 4 nights a week. Some of y'all still play it, grown ass. I love you. Grown ass adults shooting each other on video games. I don't understand it when you're not rich. I ain't mad at you, I'm just saying I don't understand it. And if you do it, cool, you're not allowed to complain. So that was my world. If you don't follow this in agency building stuff, not mad at all. One rule, can never complain to me, right, Tony G? If you don't, if you don't do it, you just can't complain. And that saved my mental energy and allowed me to do this thing at scale. So this is very easy. Anything complicated about this? Simple as fuck. You know what's crazy? Most of y'all won't do it. Most of y'all won't do it. A decent percentage of the room won't even do the exercise. A significant amount of the room won't do the actual part of it. They're gonna go down to the sales training next and try to figure out an easier way. I've been doing this for 12 years. How many people I've had— I was talking to Rocky last night. We were chatting and he's talking about coaching, one-on-one stuff, group stuff, and I'm messing with it. We do coaching now. I'm doing course stuff. I do all— we do all kinds of stuff. You want a course? I have a course. You can buy mine and not watch it too. Does that make sense? I'll take my wife to dinner one more time. Right? We have coaching. I won't deal with people who don't do shit. Fair? First thing, dude, I don't need the money. I'll take it to hold you responsible. But if you don't do it, I'm out, you know? And it's— we were talking last night and I'm like, do you do— I love group stuff. I love shit like this. I did it every— on my schedule, I did it every Monday. Those dial days were also training days for us. So I dialed in the morning, trained agents in the afternoon from like— we did it from like 1 to 3, I think. Yeah. Thank you. I quit doing it. You know why? Rocky said last night, two group meetings. No one ever fucking does anything. It's frickin'— not saying y'all won't. But Rocky validated it for me. And that's why I quit doing the trainings in my office, because the same people kept showing up, not doing anything different. And I'm like, why am I spending my time saying the same fucking message every week when no one changes? You're gonna have to change. And this is the easiest thing to implement. It's so simple. This is not a complicated business, I promise you. Everyone wants to complicate it. It's so simple. The hard part is doing the work, the discipline of it, the consistency of it. That's the difficult part. I'm telling you, that's the code. No one believes me. I'm like, I'm rich because of this stupid fucking exercise. This is all I teach. How many times you seen this, bro? You probably never watched it because you didn't get on the training. That's why he's fucking here. I know.

I'm gonna tell you why sitting in these rooms with him gets like this, because John is everything. There's nothing— I can say this out loud, there's nothing special about about John. He's not like ultimately brilliant, he's not ultimately gorgeous, and he just sits there and you're like, it can't be that easy, it can't be this easy. And listen, I drove from, from Greenville to Atlanta sitting in these things, drove 4 hours, all that stuff, got up at 4 in the morning and then ran from it.

Yeah.

And went somewhere else and implemented everything he's talking about. It's—

so now they get paid.

Not that— yeah, right.

You're lucky I like them. I don't mind though, it's all good. You know what I mean? I— you know how many people come up to me and tell me this shit works I don't even meet? That's the crazy thing. Every, every one of these events I go to, I've had 100 people walk up to me here. Thank you, man, watch all your stuff, seen all your stuff, I learned everything from you. I've never met them. Then people in rooms in Atlanta, still broke, still struggling. It makes me mental. I'm like, I'm telling you, it's— one day, dude, this was a light bulb moment for me. I'm like, that's it, that's all I gotta fuck do. You've got to be kidding me. I thought I had to learn how to do the actuarial science and the A rating of every carrier, know all the moves. You can do none of that shit. You know how many brochures I gave out to clients? I didn't even keep carry them. I threw them away when they sent them to me. You don't need that shit. Business cards, I didn't use them. I don't, I don't need any of that stuff. I didn't have a badge with my ID on it. I didn't show anyone my license. I did none of that and made $460 grand in life insurance 9 fucking years ago. This today, knowing what I know now with the ease of the industry and eApps and instant decision and the way leads are, I'd make a fucking million dollars all day long in my sleep with this schedule on my own pen. The business is so I said they can't make it any easier. The leads can't get any better. Stop it. You want magic leads that close 10 out of 10 every time. Careful what you ask for. You want the AI to do all the stuff for you. Y'all understand like supply and demand? Y'all understand the concept of that? Why is this shit cheap right now? Because it's new. Get it to automatically book 120 appointments a month and close them all for you. You know what that shit's gonna cost? Careful what you ask for. Insurance companies will be like, fuck, we need you for? We'll just hire him to automate the shit out of it. We'll keep all the money. This never goes out of style. You know what I mean? I think about, I watched this show, it was like building the US, it was like Andrew Carnegie and Rockefeller and guys like that. You know what I mean? And think about how, what they built. 1800s, early— I'm so bad, I don't know the years. It was a long fucking time ago. Does that make sense? Imagine Andrew Carnegie sitting around waiting for Zuckerberg to create Facebook so he could get automated leads. Dude, he built the United States with no technology, and y'all trying to complicate this shit, sit around and create fucking CRMs all day long. I love you, dude, cut it out. Go to work, make a schedule, put goals, talk to your family, make a plan and execute it. I'm telling you, I promise you it's that simple. It is not deep, and it's even simpler to teach when you keep it, 'cause everybody's like, and when they're new to the industry, they don't fucking know any better. Y'all overcomplicate it 'cause you've been in it, and you're like, I can't figure it out. How long you been with, you were here at NAA, right? So you watched me, you watched me do this. There's not many people who got to watch it and are still here. Almost everyone I started with quit by now. He watched. I was 2012 to March of 2015, I was like any— no one knew my name, no one. From March to December, $460K. By July, I was training the entire country. On this dumb shit. Like, who's this fucking accountant printing money? I came from bottom of the leaderboard to literally the top leaderboard. I was number 4 in the country that year, dude, against guys who have been printing money for years. They were on stages speaking, teaching this shit. Fancy suits, nice cars, nice homes. I'm in the crowd going, I want that. And Mark Mead's like, leads and appointments, bro. Leads and appointments. But what about leads and appointments, bro? But what about leads and appointments, bro? I'm like, that's it? He's like, I'm telling you, dude, that's it. Mark Mead changed my fucking life. That was it. I went to work and I went, I just shot to the top and I was like, God, this is really simple. Just do what you do now with this schedule and again, this is what keeps for me the consistency of it. The discipline of it. So the two tied together, it's deadly. You combine it with recruiting, you know what I mean? I had to get out of the field, dude. I was— my office was packed, bro, and it was a shithole. Well, you had the— you were at the first one, the Church Street one. There's fucking rodents coming in and out of it. The plumbing was always out. There was shit coming back up the toilets. Fair? You remember that crap? Literally. Remember where everyone dialed? Dude, we had people dialing in the printer office, in that little hallway where the toilet— right before the toilet, in the back room that you have storage, that there's no floor, where they keep like the electrical panels. Oh dude, people would be back there. The— our office was packed with people. I was teaching people how to print money doing this every Monday, Thursday, 8 years, every Monday, Thursday. And this is all I taught. And I learned how to tell stories to make it sound different. Make sense? Anything we do to help you guys, of course, again, we do all kinds of shit. We have the book, we have trainings, we have all kinds of stuff. I do Zooms. You can register for them on JohnWetmore.com/events. They're free. You can jump on, you can ask questions in my office. The next meeting is August 1st. I know it's soon, but I do them every month or two. Just follow us. I share fucking everything on how to make this thing work and everything in my journey. So hopefully it helped you guys. I know y'all got to roll. Any questions, I'll be here for the rest of the day.

Being bluntly honest is not being an asshole.

Yes, sir. I appreciate that.