How To Make Your First $100,000 As An Insurance Agent

What you trying to figure out now? You've been quiet.

So I had a social objection the other day, but I don't really know, like, I had one today and then sold it. You sold it?

That was the big, uh, that was the big one. To decline the calls. Yeah, probably both.

Well, we got through all of it up until the social, and she was like, no, I'm not giving it out.

That was it?

Well, she had— okay, so she got a policy, two policies, like a month ago from her friend, and then she told me that her—

who she gave her social to, to be clear. So how did you say— when she said no, would you, would you say next?

I said, well, well, Craig was kind of guiding me through it too. Um, I told her, well, they have to verify that you're dead for the policy. We have to have your social. They have to make sure it's really you so it's not fraud. And she was just like, I, I'm not giving it out. And she said that she didn't feel comfortable giving it out. And I was like, that's when I pulled the, um, well, for your last policy, she had to have it. She was like, well, she Yep.

So yeah, I mean, here's the thing. What I'll tell you is no matter what I tell you to say, it don't work every time, you know. So the things you said aren't, aren't bad at all. Sometimes you gotta re-tone. I mean, the lady that said it to me, she— I'm trying to think, I'm mixing the two up. Hold on. Did this lady have insurance? Um, no, they had, they had no insurance. This, this chick had no insurance. And, uh, so we go through it, and then again, she's giving me her stuff relatively easy, the other stuff. I went social and she went, oh, I don't like giving that out over the phone. I said, I need it to pull your medical. I keep my response super short off the phone because I just try to go, you, I need it, essentially. So I go, I need it to pull your medical. And she goes, yeah. But, and I don't know exactly how it went from there, but she was like, yeah, but how do I know? She actually said, how do I know you're a licensed agent? Which I've never heard it worded like that before. So yeah, so I said, all right, fair. I said, I can text you my credentials. And she was like, okay. So I just literally sent a fucking picture of my— that state license. And, um, and she didn't even really like give a shit after that. And again, for me, I'm always like, in my head I'm seriously thinking, I— and I have this little website that I almost never share, maybe once a month I share, maybe twice a month. And so I sent it, and as I'm sending it, I'm like— and I've always done this, like, even in person when people would, because There are some people wouldn't let us in the house. You've probably had it if you've gone in home. You try to go in the house and they get a little squirrely and they're like, I don't know you. Or they— and I'm like, all right. And I would give them my wallet or my ID. One of— if in the house I'd do a wallet, but at the door I'd give my ID. But then I'd fuck with them and be like, you know, if this was a scam, I'd be giving you a fake ID, right? Like, I would just call it out because I think it's stupid. And, uh, so this lady, as I'm doing— I didn't say anything, but I'm thinking I don't understand why this works, because if I was gonna scam it, I could have just definitely put— they don't know that's my picture or not, they don't know that that's my phone number or not, they don't know that's my license number or not, they don't know anything is real. But somehow it fucking does work sometimes. Um, so I sent it to her, she looked at it, and I went, all right, there's my license, you see it? She goes, yep, I see it. All right, that's my North Carolina license. If I do anything stupid, you can call the state. And she went, okay, $505. And she's right, gave it to me. Yep, yep. So it worked that simple that time. Now I've definitely had people just fucking hang up on me too, so it doesn't stop. Um, I think what I've noticed is the more confident and the simpler you ask for it, yeah, the easier it is to get. Yeah, I— what I see new agents do wrong is they start to explain why they need it. Well, I just fucking ask for it. I'm— and then you've— if you've probably seen the video, if not, it's like a repetitive— Reese put it out and there was like 10 of them that are like, can you verify your social? Can you verify your social? I say it the same way every time. Hey, can you just verify your social? Sometimes I say their first name, sometimes I don't. Hey Anthony, can you verify your social for me? You know what I mean? That works an obnoxious amount of time.

Yeah, the call that answered, the one that I just sold, uh, asked her for a social and she just was like, yeah.

Yep. Usually the simpler the better. Now I do explain when I'm saying like what we're going to do next, like pull your information, get your medical history, blah, blah, see if I can get you approved and then we'll go over pricing. I say there, I'm going to need a little bit more of your personal information so I can pull your medical records. It'll do the underwriting. And so I use that like as a, hey, I'm going to need more shit soon. I like doing that. Versus I don't, I don't mention the social in that sense. I just said I'm gonna need a little bit more personal info to be able to pull it, and tends to work for me most of the time, you know. So just expect it some, keep it short and sweet. And then maybe the last piece of advice I'd say is like, it— when you get it, try to at least a little bit pay attention back to the call to see if you can feel like early in the call you didn't really have them in. Because some people just answer the questions, but they're kind of like grumpy, a little like skeptical, a little like— you can feel, especially the longer you do this, you can kind of feel someone's like not in with you. You haven't quite built enough trust or rapport or whatever it is. So sometimes you can look back on it and the social objection wasn't anything more than you just missed making a connection up front or clarifying that you have to ask questions and that it has to you have to check the medical record and things like that, you know. But I think everyone knows common sense-wise, like, it's all tied to your social. When I— oh, when I did with her too on this one, I said, you know how when you go to the doctor and they give you a prescription and they just punch it in the computer and it just shows up at CVS? She goes, yeah, just get there and it's ready. I go, yeah, they do that by your social. That's why I need it, so I can pull your prescription history. Yeah, so I try to use like common sense shit sometimes too. Um, similar to one not about social, but in general how I try to use common sense. This lady had her husband— I'm trying to think, was it her or a different lady? Anyway, someone had $10 grand, $50, and they wanted $50 grand, but then I heard something about budget in there too. So I'm like, all right, now I want people to understand, if you're going $10,000, $50, common fucking sense says how much is $50,000 going to be? I know for you, if you non-math people, correct, meaning, meaning if one— and this is what I had to do to her because people don't do math well— if one gallon of milk costs $50, how much would 5 gallons of milk cost? 50, 100, 150, 200, 250. You know what I mean? So I'm like, I had to get her in the mindset, if you want 5 times the insurance, you're probably gonna have to spend 5 times the fucking money, you know? And so I did that early. Now, she didn't get the math either, so I used the milk thing. And then I was like, listen, if you bought $20 grand, then it'd be $100, right? Yep. All right, so then $40 grand would be like $200, right?

Yep.

Well, you want $50, it's probably going to be in the $250, $300 range. I said, are you okay budget-wise there, or are you going to need a little less insurance if your budget's not quite there? And she goes, nah, I can make that budget work. I was like, okay, dope. So I sold her $250 grand, and that was the, the first bigger sale. It was like two I think it was like 2— shit, I think it was like $240 something a month. I mean, y'all can see it. I don't remember the total, um, but that's something that like I see coming. I just— I, I just— I do— you do it enough, you realize someone has $10K for $50 and they want this big amount. Somehow they think they're going to get it for $100. It's the weirdest fucking dynamic ever. So I use that early because it's common sense. Again, you know, if you go buy— if you relate it to milk, it fucking makes sense. And that, that worked in that case too. So then I got to have that kind of— which I don't have budget conversation early very often, but when they're trying to go from $10,000 to $50,000, I'm like, all right, we're having budget conversation now because I want to make sure she had that in her budget. And hell, I got to go sell the husband in a little while. That was selling the wife, and the husband wants— she wants insurance on the husband too. So, and then a different one, the second sale which, by the way, I forgot to fucking record. Reese, I thought my Zoom was recording and it was not. The second one, uh, the wife had $25K, the husband had zero, and she wanted $50K each. He was 79, she was like 64, and He had no insurance, and, um, he had like a heart thing, a stent and something else. And she had fucking liver cirrhosis, right? And I don't know what to do with that because I'm fucking— you don't come across it every day. So I fucking run it, and it says Royal will write it. So I was like, I was starting to write hers first, but I get a little worried. I don't if I'm writing to people, I don't want to decline first. I want an approval first. So I'll finagle both at the same time, which is hard to do when you're new. But I start taking info on both and I submitted his with trans and I started doing the underwriting. So with, with her, when I got— when I heard the cirrhosis thing, I went, hey, why don't we do this? What if we start with his? Because he has no life insurance. So we get as much as we can. And she wanted hers— hers was paying— she had her $25 grand was like $100, and she wanted another $25 grand for about $100. So I went, all right, so you have another $100 in the budget. You can spend $200 a month. She's like, yes. And I said, if I can combine them into one, are you open to do one? She said yes. And then I said, all right, what about him? Do you have more room in the budget for him? And she goes, I want his to be about $120. Then I find out he's 79. I'm like, there's no fucking way in hell he's getting a bunch of insurance for $120. So I start writing his, then I at the same time do hers. While his is pending at, uh, Trans, I come over and I start writing a Royal app, and I want to see who I can get approved or who I can't. And whoever got approved was who I was going to pitch first, and then second, once I get one locked in and sold, then I can be like, ah, sorry, yours got fucking declined, let's adapt, let's whatever. So Royal said it takes cirrhosis, at least on the toolkit. Well, I put his through and that fucking mother— he— oh, and he had a pacemaker put in a few months ago. So he had a stent 2 years ago and he had a pacemaker like 6 months ago. So— and 79. And I'm thinking that's probably gonna come back fucking declined, but who knows? So I put in a fucking thing, comes up approved at Trans. I'm like, holy shit. So I go over to Royal and I start doing it and I don't tell her yet. I start doing hers. Royal comes back. You don't have to do a PIN or nothing. You just put in the fucking questions and it will come back. And it told me great. It told me guaranteed issue. And I was like, shit. So then I don't want to fucking lose anything. So I was like, I go over to his and I'm like, hey, holy shit. I don't remember his name. Steve's fucking— holy shit, I got his approved. And she was like, really? Like, yeah, I wasn't expecting it either. And then I said, now, when I already talked about lowering their expectations for insurance, I said, hey, let me ask you a question, because— and she goes, I'm just worried about the price. I go, yeah, the full amount, I think you got approved up to $25,000. I said, $25,000 is going to be a nice little car payment, so you're probably not going to get that much insurance. But hey, let me ask you this, you said you had $100. Meanwhile, I looked at the pricing. 10 grand was like 160, and in her head she wanted 25 for about 120 originally. That's what she framed early. And so I said, hey, I gotta, I got a question. You already have 25 grand. Meanwhile, I didn't tell her she got declined. I go, you already have 25 grand, he has nothing. Wouldn't it make sense to shift some of your budget to his budget and put $200 towards his and you just keep what you got? And she was like, shit, that's a good idea. And so then I was like, all right, now just keep in mind, we want to make sure we take care of burial and not necessarily worried about a ton extra because he has zero right now. So let's just pick whatever's within $200. Are you good with that? And she was like, well, yeah, how much does it get me? I was like, all right, $10 grand's $160, whatever. She was like, all right, let's just go with that. And I was like, dope. So I wrote her up. I wrote him up. And then with hers, I was like, hey, if you ever want more, you just let me know. And I didn't even— I didn't say shit about Royal. I didn't say she was declined. I didn't say nothing. Just moved on, took the one app and called it a day. So I think as you start to do this is learning how to maneuver things that are scary or freaky. Because you know me, I've lost. I'm like, fuck Susan, sorry, you're declined. Hey, let's get to Bob. They're like, nah, fuck you. And they're out. So it's like Those are things you learn how to maneuver along with social and other— it's like dealing with stuff before you have the problem. I've been hung up on enough after one gets declined that I'm like, nah, I ain't playing that. I'm not going down that road. I'm going to kind of avoid that if I can. So just a couple easy examples that turned into $5K. Both could have easily been lost. Social objection and one getting declined, those are very easy to lose on both. Both cases. So just learn to maneuver them. So how do you pivot whenever you're with just one customer and say they get declined?

You don't— you still don't speak as far as how they—

you should tell them like how they got declined? I never talk. I never— I almost never. Now, I did tell a guy today because he told me he takes no medication, is healthy as shit, and he got two declines. I'm like, dude, Steve, I don't know what the fuck to tell you. Declined twice, you ain't telling me something. I gotta go. And I hung up. I basically told him to fuck off and hung up on him because I hate when people straight lie to me. Um, but when they do get declined, which happens often, I bet shit at least 25% of my apps I'm writing, I'm not getting the app until second or third policy that I, that I put through. Um, now keep in mind, we always tell people that we're broke, we shop it around, we do all the things, right? So as I'm pivoting, I'm just like, if I'm— if I feel it, sometimes I'm starting the second app while the damn thing's spinning, you know. Um, but a lot of times if I get the decline, I go, all right, well, that one's kind of thinking. I'm gonna go over here and check another company and just see which one I can get you the best deal on. Hang tight, I already got your info, just give me a minute. And I just start mumbling the shit I'm typing in so they know I'm working, you know what I mean? I literally— I'm like Yeah, yeah. I'm like, all right, date of birth this, social that, no to this, no health stuff, no heart stuff, no cancer. Got it. All right, just hang tight. I'm gonna get you another text in a minute just to see if I can get you the best deal. And I just maneuver it like that, like I'm shop— like I'm literally shopping it. Um, no one ever says shit, dude. Ever, ever, ever. And the, the one thing I do find you run into is— and I don't know what cases it does it, if it's just the email or both But Trans, if you get a decline, it'll fucking tell them. Yeah. So they— I've had it when I'm doing that, they go, damn, I just got declined. I was like, shit. And that one I did not sell. They bounced.

I just am like, oh, that one was super expensive.

I had to withdraw.

They do it.

Oh, that's a good one. See, that's fucking— that's smart as shit. I'll use that forever now. Like, it's fucking really good if something— now again, very— what's weird is most don't see it when it gets declined, but the ones that do— yeah, yeah, yeah, that's true. Yeah, yeah, I thought of one that I didn't— that I, I wrote one guy 7 fucking apps to get him to couple weeks ago. Yeah, and I didn't tell them they're gonna get 27 letters getting declined. I should have, but I didn't think about it, and we were both ready to get off the phone, so I just fucking did it. And to be honest, they're moving, and I don't think they'll see it anyway, and she's kind of a cluster, and I just— I'm like, yeah, it is what it is. So anyway, what you got?

Anything?

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Speaking of underwriting, I've— there's been a few deals that I've just— I've been doing that. Like, I'm simultaneously writing a few policy drafts.

What is that? How do you kind of vet? Keep talking. Sorry, I'm fucking like squirrel.

Uh, how do you vet?

Like, someone's selling. It's just the volume's up.

Underwriting questions.

Yeah, I don't. I do, bro. I go through fucking health in like 2 minutes max. I'm fucking quick. Yeah, and I know what I'm looking for. I'll tell you this, I don't ask any medications almost ever. I'm not suggesting you don't, but go ahead with your question.

It's just more so with—

so you just—

I guess that's what I've been doing, like I just run it through either Americo, trans, trans less, because I've been—

I'm surprised they didn't fire me at this point.

Um, I just been running into a lot of people that claim they're healthy. I look at their meds and they're good.

I ask them about— so I'll tell you the way I do it, and it works. I mean, I get a lot— I get declines too, because I think people lie no matter what. And I just don't want to fucking sit around and try to type all the names and get them to— I just— I'd rather know why they take meds. I'm good enough to understand if I know why you're taking the medication, what it's for. I don't give a shit. Again, I'll ask a couple, um, like if they're on pain meds, I'll ask if they take any of those ones to help them stop the pain. If they're on heart meds, I'll ask if they have that nitro. There's a couple that I, that I point out. Um, I'll throw out metformin if they're on diabetes just so it sounds like I know what the fuck I'm talking about, you know, for no other reason. I don't give a shit what they're on. I ask if they're on insulin, you know, so that's because that's important. But for me, what I, when I do with everybody is I go, all right, hey, so as you know, insurance is based on your health. Hey, anything, anything major that I need to know about first? And I just want to hear what they say. Dude, a significant amount of people say no. They said no and had a fucking pacemaker and a stent put in. So people's version of major is very different, but I just want to hear what people say. Now, some— I had a lady yesterday, she's like I said, anything major going on? She went, yeah, buddy, like she had a gang of shit. So I like to hear the reaction and the way they speak. No different than when I'm interviewing. I, I just, I'm like, I like to hear people talk because I can pick up stuff. It gives me ammo and data, you know. So I go, hey, anything major I need to know about? And I just leave it at that and see what they say. Um, yes, no, indifferent. I'll get what I get. And they'll go, I had this, I had that, I had diabetes. Sometimes they tell me medications, it fucking makes my eyeballs spin, especially over the phone. And I know the basics. Yeah, yeah. And I just like— yeah. So for me, depending on what they say, let's just— whatever it is, I go— the main things I go, I go, all right, any, any, any history of heart issues or cancers at all? For you, Anthony? And I say for you because when I say that, sometimes if I don't word it right, they start telling me what their sister and their dad and their mom had, right? So I go, any, any heart issues or cancers for you at all, Anthony? No? Okay, nothing there. Um, diabetic or no? Uh, pre— pre— got it. You on pill, metformin or something? Or you take anything? No insulin or anything? No. Okay, cool. How about any kidney Liver, any organs? Got anything going on? Nothing there? Okay, got it. Tell me this, are there any prescriptions that you take daily for anything at all? A few. That's— so that's what I get into. Any prescriptions you take daily for anything? Yes. All right, what do you take prescriptions daily for? I don't go, what prescriptions do you take? Because fuck, then I gotta Google them anyway, you know what I mean? So I just— I go, what do you take prescriptions for? This, that, the other. If they give me a gang of them, oh my God, anything else? Anything else? Anything else? If they go, just metformin and blood pressure, I go, okay, you only take 2 pills a day? 90% of people go, no. Okay, tell me all the pills you take, prescriptions. Now if I don't say prescriptions, they'll start telling me they take fucking vitamin C and shit like that. Yeah, so I'm like, just take 2 prescriptions a day? Nope. Okay, what else do you take daily for prescriptions? This, that, the other. I go, okay, anything, Anthony, that you stopped taking that's on your prescription history?

Oh yeah, I think—

yeah. Okay, what were they for? Were you taking them for— again, I want to know what they're— I don't give a shit what they are. I just don't care, dude. I, I don't— I almost never write down a prescription name. And again, if that's counter to what y'all do, keep doing what you do because it's working. You know, but I just— it makes my fucking— yeah, I mean, it makes my fucking— now teaching it when they're brand new teaches that— do you know how many fucking prescriptions I've written down in my career? Holy shit. I kind of know what's happening now, so I can, I can sort of skip that step, you know. If I know what it's for, I'm probably good, you know. And then depending on what they got going on, I will ask them like, have they changed any of your prescriptions recently, or these same ones you've been taking? Because that's important on a lot of questions as you as you know, if they change them up too frequently. That's all I do, dude. Um, yeah, I don't, I don't know what, what else are you doing, dude?

I'm going through— I, I use the medications because I know so many now. Damn, it's almost like a form of credibility. Like, so like they'll start—

I'm not mad at it.

It's like Liz, like, would now say it's the syntho.

I'm not mad if it's working, keep doing it. It makes me want to fucking hang myself. Honestly, I just don't like it.

Like, there's been a few people where there's not— like, you just have COPD. He was honest with me about it. Yeah, I asked him about inhaler, and all of a sudden there's this plethora. And of course, I do ask the questions, kind of like, well, I'm like, any heart problems?

Yeah, see, I go, I go two at a time max. Cancer's heart— any cancer or heart issues? Yes, no, indifferent. Anything with kidney, liver, organs, anything there? Yes, no, indifferent. You know what I mean? I just— I've learned to kind of go like that.

Well, he said no.

Now, if they're a smoker, certainly I'll ask about COPD. I don't ask that on everybody though, but if they— if they smoke, or if I hear them fucking wheezing on the phone or hacking up a lung on the phone, I'll ask it. But I'm not great at asking it up front, just being honest. You know, I tend to sort of skip over that as I'm thinking of this. It's not one of my defaults. And I ask a lot about stroke seizure. I'll ask that a lot too, because I've missed that a couple times. And then some of it's feel. I mean, you hear enough, you talk to enough people, you know when they're sick. No different than we walk up to a house, you can see them, and you see them fucking spots on their arms and shit, and they're like, I'm healthy as a horse. I'm like, them fucking purple spots say otherwise. So a lot of it, again, after this long, I don't know. Now again, it doesn't mean I don't get declines and shit, but I like efficient speed, and I know enough to go like where I need to go. And if I get major, I fucking stop. Like, I have cancer, dude. I don't ask any more questions. You know what I mean? If I know where I'm going, I'm fucking done. You know, if they give it to me, fine. But now I will ask dates. You mean when was the cancer? When did you get the stent put in? I'm certainly writing those basics. I go roughly, you know. And if it's right on the edge, like the pacemaker, they were like, it was a year ago. I said, is— have you hit your 1-year anniversary yet? And he was like, nah, almost. Because I know the question asked, have you had it in 1 year? So I had to say yes to it because it was that, you know what I mean? So, but I don't— I'm, I'm pretty quick with medical stuff. I feel like my, my, my presentations are taking so That's what I hate. I'm into underwriting in 10 minutes. I'm writing an app in 10 minutes.

Yeah, I'm starting to happen 10 minutes, but I'm writing multiple. That's what's dragging that presentation out so long. I'm surprised I'm keeping them on time. Yeah, they're wanting to stay engaged. Sometimes, like, there's one deal I lost because I went from AmeriCoTrans to Royal, and the Royal takes Yeah, real slow.

Yeah, that's just part of it. Again, I think, I think we're all falling into that to some extent, you know. Now if I got to write multiple, I can do that second one pretty fucking quick. If everything goes smooth as shit, I mean, I do, I'll do a full app, the whole deal, get payment and stuff, 20-something minutes. The 30 be a little bit longer. If I'm on longer, something went wrong. I was on with 50 minutes, one lady, because I kept fucking not verifying it. AmeriCo, it wouldn't verify her name. Then I had to do the app again. Then I went to go to Moo and the fucking e-app wouldn't open. So I just said, fuck it, I'm going back to Trans. Trans is so fucking easy. I'm just— who cares? I'm just going to write that. And it worked, you know. So I had to open 3 apps on that lady, a big one. But yeah, again, if you're getting apps, I don't— I'm not worried about time. If you're not getting apps, I'm worried about time, you know. So if you're on the call for 45 minutes and getting— not, not getting applications, that's a problem. If you're bailing after 10, 15 minutes with no sale, who gives a shit? Yeah, I mean, because you don't want to go too short and be like the douchebag who's not giving the proper amount of time to people and effort, and you know what I mean? So there's a little balance. Sometimes I'm too quick, so I have to pay attention and not go too quick and forget that, you know, kind of remember like they don't know it's fucking John Wetmore calling and I gotta be a fucking normal human, you know what I mean? Like, I, I got 17 things going on, they don't give a shit. I'm worried about getting to something or an event or speaking or a podcast, or, you know what I mean? So I have to be careful sometimes to slow down, to be honest, you know. But as you all know, my give-a-shit level is almost zero. I don't mind messing up. I don't mind, you know. And I haven't sold the last 2 days, really, but I know that's just gonna— I'm— I knew that was gonna happen. It just— it's how it works, you know. Steph was like, last night she's like, Y'all still dialing? I'm like, yep. She goes, hopefully you're at least selling. I said, your boy sold zero so far today. It was like 11 PM. Now I didn't kill it and dialed me a couple hundred dollars yesterday, but I sold zero on 200 dials. And my last, last week was like 400 dials and only took 3 apps. So I had like 600 phone calls, only 3 apps, which is rare for me. But now back-to-back phone calls, $5K. You know what I mean? It's like average is always average. This is what it is, you know. So I don't, I don't get too caught up on the— I'm getting the bad— I think about it. I definitely think like, dude, I've had a lot of pickups. Who was that? That was you. I had a lot of pickups and nobody fucking selling one. I, I definitely thought the same thing, but I correct myself so quick that I'm just like, I'm, I'm certain it's gonna work out. I just know it with everything, you know. So I don't, I don't get too caught up. I move the fuck on quick too. I just, I just move on, which is a great feature and a really bad one at the same time because I can move the fuck on, you know. Relationship, something don't go right, I'm, I'm on again. I don't know if it's good or bad, but I can move on quick. Yeah, so there's, there's areas where it's good for me and I'd say where it's probably bad for me. Yeah, it's good to know. Yeah, for sure. What you got? Um, I mean, you need help with— you need help with nothing.

I mean, you're good.

You can— how about you can think about it for a minute? So I'll put you on the spot like I just did. Go ahead, Craig. I'll let her go.

Uh, when you're like doing your walk and you're not really getting the answers that you want out of them, um, I feel like I'm bad about going ahead and just going ahead and still hoping to happen and just hoping that they give me their social and pick a number.

Give me an— give me an example of not getting the answers you want.

Like, you know, were you, uh, did something happen recently? They're like, and now I just been, been looking around, like, okay, well, you know, blah blah blah, I did a shot for you, all that. Like, you know, what do you want this to cover? You know, like, like, yeah, I just want to cover my burial. Like, is there anything in place now? Like, you tell they have like no purpose.

So yeah, one question that has been helping me a little bit more lately when the first one is like, eh, you know, is there a reason you did this? They're like, eh, just kind of been— again, you get a good answer pretty often. Yeah, it's well over half the time.

Yeah.

Yep. Number one, I'm okay with a coin flip. I'm just okay with it, especially— no, I, I'm going to know the answer in well under 15 minutes, especially with a shitty Y. It's because a short conversation, I mean, you ain't talking much. I can get to the app and get an answer in 10 minutes. So I'm okay with a 10-minute coin flip because I sell a decent amount of them. You just never fucking know. So one, just be okay with it. 50/50 odds. If they give you your social, fuck it. I'll take a coin flip sometimes. If— because I'm not going to beat them over the head.

That's because you try to like dig a little bit.

It depends on their attitude.

I'm talking about more so like they act like they're kind of annoyed.

If they're annoyed, I'm more often now getting off the phone.

I heard—

I did it yesterday. Someone might correct me on what I said. What— how did I word it? Do anyone remember what I said exactly? Because again, I moved the fuck on. That's right. I don't want to either.

Yeah, you don't sound very excited for me to go through this. I don't feel like I— I don't do it, so I'm gonna go ahead and get off here.

I was like, damn, just like that. I just don't give a fuck, dude. Yeah, I feel like that's different for us new people too. It's like, it's hard for us to like not, or like to—

we still fishing, so it's like we want it so bad we don't want to just get, you know.

So, and that's the problem.

Yeah, man, especially if it ain't gonna sell anyways.

Again, put yourself— put it in a different situation. Some girl who's like, nah dude, I got a boyfriend, I'm good, I'm not dating. You're like, please, can you— oh my God, will you please go out with me? It's fucking obnoxious and it doesn't work. You know? Yeah. So it's— hey, I mean, do you feel good about it? Yeah, correct. Yeah, and I get the balance, dude. I do. But what I'll tell you is it frustrates you. If you— I, I promise you, I challenge you to do it next time, even if it was in the wrong situation. It will empower you in a way you don't understand. 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. Getting tons of great feedback about all the people it's helped. Appreciate those of y'all that have bought it. Appreciate all the reviews that are going out. If you're new to following me or the industry, check out the book and get it in your hands now. I'll give you an in-home example too that we used to do a lot of people. And Johnny, who's done in-home? Johnny, Kyla, anybody else? For— okay. You know when you walk in— and it happens on the phone too, but you can't do anything about it quite— you can't do exactly this about it. You go into an in-home and the fucking TV's on level 74 and it's like blaring, and you sit there uncomfortable. Now, step level 1 is, 'Hey Giovanni, TV's messing me up, do you mind cutting it down?' Most agents won't even do that. They're just afraid to like inconvenience someone in their own home. It's uncomfortable. What I trained was, don't ask, just stand up and grab the remote and just turn this shit down and go, sorry, it's messing me up, I gotta— and you just— and 99+ percent of the time they'll fucking apologize. It's the wildest thing. And when I teach agents to do it, because it's very uncomfortable to do, they're like, holy shit, it fucking worked, and they apologized. And it just gives you this feeling of like control that you didn't know you had, an ability to get out of your comfort zone and the reaction not be what you thought it was going in. And this is the same thing. If someone's like popping off to you and being a fucking asshole and you do it the right way and you're like, hey Bob, you sound like, like you have no interest in this whatsoever, he's probably going to be like, I don't. Like, I do. Well, you have a good day, and you fucking hang up. I don't know about y'all, but that empowers me. It makes me feel good. I feel like it's a win for me. I feel like it's a loss when I beg someone to go through this process. I just feel yucky, and I don't like that feeling, you know. So again, I think you might do it too soon or wrong, and— but if they're foul as shit and you just want to try— like, and again, what y'all don't see also is When you stay on the phone with someone way too long and you're dragging through them and you get a no sale because you're so desperate for it, you now missed a phone call in my eyes of someone sitting there waiting for you to call them that was going to give you their shit, no problem. I've had that happen so many times where I bounce on someone and do the very next phone calls like easy sale, you know. And again, it gives me a level of confidence where I know I'm not speaking to people from a desperate angle. I don't sound desperate. I don't— because you can imagine how they're feeling. I'm half pissed off telling you, yeah bro, what do you want? Dude, I just need— just bro, can you just get to it? And you're still doing a sales pitch. In my head, you know what I'm thinking? This fucking douchebag doesn't hear me pissed off. Is he retarded? Like, I know if I'm on the other end of the phone and you keep going and don't hear the tonality and the signs I'm giving you, I'm like, what is wrong with this guy? I respect it a lot more if you call me out for it. I try to call someone out for it. A lot of people apologize. You get people yelling at you, it's like, "Hey, what are you screaming at me for? Someone pissed you off today, girl. Did I do it or was someone else?" A lot of times they'll be like, "Oh, sorry. My bad. I didn't—" Sometimes they go off the deep end, but some of the times, dude, if you word it the right way, people will apologize and they'll stop. I did with a guy last night. Did you hear the guy? Did you hear the guy that I was popping back off to a little bit? Old man, he's super nice guy. He goes on a rant. I don't know what he's— I don't even know what triggered it, but all of a sudden he's like— I said something about him being— I don't think it was the same guy because I feel like I talked to this dude for a minute. Yeah. And he goes He was mad too. And I'm going like, dude, you sound upset, bro. And he goes, I'm just pissed off. I'm like, what did I do to you? And he goes, I'm just pissed off at America and y'all's president. And I said, y'all's president? How do you know he's mine? Just messing with a guy. He goes, well, I mean, he ain't mine. I said, ain't mad at you. How do you know he's mine? Now keep in mind, I fucking like the guy, you know what I mean? So it's like, and I did vote for the fucker. If you don't like him, fuck you, I don't care either. But he doesn't know that, right? So I'm like, how do you know he's mine? He go, dude, he instantly attitude changed. He was like, well, I mean, yeah, I mean, I didn't— sorry, I didn't— I actually don't know. I was like, all right, I'm just saying, you fucking assume something you don't have a clue about. And he stopped, and we had a little bit— I didn't sell him, but it de-escalated his— it called out his attitude in a nice way, and it brought him down to earth. And we started having a normal conversation. Now, I promise, dude, I've messed it up so many times. I have been kicked out of so many houses, literally kicked out. You've been kicked out of houses? Yeah. Who's been kicked out of a house, like, get the fuck out of my house? Yeah, like, dude, I've been almost gotten punched in the face a few times. Yeah, so it can— it doesn't work every time, but I'm okay with that too. Again, I'm always okay with it because I don't want— I know I'm not going anywhere with it, you know. So now for me, it becomes a game of like, can I de-escalate? Popping off to be a dick isn't the right move. I've tried that, it doesn't work. It feels good in the moment, but it's really stupid. So can I do something to de-escalate? You can be direct and you can be sarcastic and you can push back to people, and they— most people— what's that Tyson saying about getting punched in the face? Yeah, it's a similar concept, you know. So I don't know, just work, just continue to work on it. If you're getting— my goal is I need to stop worrying about selling We're so ready to sell it. Okay, come out of sales mode and go into de-escalation mode. Can I get their attention mode? Can I build rapport mode? Can I build trust mode? Right? We have to be very versatile in who we are. So if you're getting someone with a shitty attitude or they're not really into it, dude, cut the sales out. Stop selling because it doesn't work. We've got to like be a human and learn to communicate in that moment. You know, that makes sense. I don't know why I just had another question.

You're looking straight at me. I said, that's funny.

I don't know what just happened. I was about to ask her if she had one yet. You poor thing, you're so— see, you look like you just want to go to sleep. Amanda was upstairs taking a nap. I like it though. I'm a beast.

I'm impressed. No, my question is, um, or when you're pushing for the newer people, how do you like balance the difference in a push versus almost like a, like a pussy close?

Like a, this, this carrier is not going to be here, or the rate will be different. I don't use any of that stuff.

I've never said that in my entire life.

I think if you say anything along the lines of First of all, that the rate's going to change tomorrow is a complete and total fucking lie. Now, I hate that. It's— and they know it's not. Now, could things change? Yes, they could have a fucking heart attack tomorrow, not be available to them. Yeah, man. Um, so I, I know that most people, when they do the pussy close, they know they're doing it. I just don't believe you don't know you're doing it. I'll never believe that. So for me, it's like, if you had a genuine conversation with someone and it was someone in your family that was doing it, you wouldn't tell your mom when she's like, nah, dude, we're just— we're not— we're just not getting insurance today. We're just not doing it. You wouldn't be like, but Mom, we just got to see if you got to get approved. You'd be like, Dude, if you drop dead, we're fucking screwed. You would be very upfront and blunt about it. I think if you can do it from that perspective, and I've learned— Sean taught us this— is if you ask permission to be honest with people and they say yes, have at it now. Hey, Kyla, do you mind if I give you an opinion and can I be super direct like I would talk to my mom? So you're telling me that you're okay hanging up on the phone when you just told me if you die, little Mary's not gonna be able to pay the bill, and you're gonna pretend you're gonna think about it, and you and I both know you're not gonna call me back tomorrow. Remember where you told me how important it was for little Susie? And I know you're probably nervous about making a decision, but don't you think you'd feel better and sleep better at night if you had some insurance in place? Like, I'd rather you do that. And they may tell you to fuck off, and again, that doesn't work every time either, but I don't feel like— I feel like it does more personal standpoint. It does. I've closed way more of them like that. I can't even do the other way. I just— and I know there's so many agents, this will go out to somewhere, I— we— y'all still do it. I just— and there's some people that sell a shitload of insurance and they still close like that, but their persistency is trash. It's like a Lazarus. And again, it's, it's not true. We're not just seeing if you get approved. Now, the way I do it, where we're doing underwriting first before we talk money, I am just seeing if you get approved. That's real. But when you have their banking and you're hitting submit That's not just seeing if we get approved, especially from the carrier standpoint. You're submitting an app, you know. So I just— I somewhat get why people do it, but I also don't at the same time, you know. So I think as a group, we just got to police it really well. So the bigger it gets, the more people are going to want to do that because they aren't getting direct training from people who are really honest about it. You know, and I think it's one— I think it's most of us shady as shit, more than anything, you know. And it's like turning off the TV. Like, you should get bold enough to speak to someone directly. And if you're afraid to do it, I promise you, if you just ask for me— I do it to all y'all all the time. Hey, can I ask you a question? Hey, do you mind if I really direct to you? Hey, can I be honest about it? It just is— ask permission. You say yes. Now I don't have to filter. If you don't take it right, that's your fault. You said I could fucking be honest and direct. So that's worked for me.

That's a good way to like build a relationship there.

Yeah. So you're being real with them. Yeah. Like, let me sit you down and like tell you.

And I don't want to offend them, but I don't want to not be truthful. And I know in the moment they're lying to me. I promise you they're not going to think about it. There's zero chance they sit down at the table and go, "All right, babe, what do we think? John's presentation, is he a guy we like? That Transamerica, you know, what do you— you want to Google them real quick and like let's look up their rating?" They're not doing any of that. It's just a way to get you off the fucking phone, you know. But again, keep in mind, if you understand The reason these people don't have insurance is just because they're procrastinators by nature. Most people are. Most— think about how many things you all procrastinate doing. I know I procrastinate stuff, and I'm pretty good at getting stuff done. We all put things off.

Can't you use that like same concept with— I mean, you can use that with a lot of different objectives.

I use it in life.

Like, you can use it with like, they tell you it's too expensive. It's going to be too expensive next month too, and it's only going to get more expensive. Yeah. Are you really gonna do this? No, you and I both know this. Yeah, you need to talk to your wife. You know what your wife's gonna say. Like, we both know that. Yeah, I, I use that on somebody, and I've— I mean, I thought I'd need it.

Yeah, I've learned if you ask permission first, that's helpful as shit. And then second, as you're saying, like, Hey, you know your wife. If you can learn to do it and put your name into it— so meaning, if I did it to you, I go, hey, can I be really direct with you? I know if I went home to Stephanie and said, hey babe, I really want to get this insurance for you, but it's $400 a month, what do you think? I know she's gonna be nervous. She's gonna— she isn't gonna know what to do, and she might tell me no because she doesn't want me to be a burden. In or the budget, or she assumes I went to her because I'm timid about it, right? Where deep down I know I have to be a fucking man and take care of my wife, right? Me putting the story in my world but talking to them and letting them be like, oh, I'm John, she's Stephanie, got it. It hits different, right? Then if I go, dude, you're being— if you don't take care of your wife— now that does work, right? But if you can do it in story format, or another client. Yeah, yep. Put them— put your shoe— put yourself in their shoes, however you say it, you know. And/or using other clients as stories. I do that a lot too. Hey, I had other client in the same situation as you, and here's what happened. That works really well too. Yeah, it just lands a little— lands a little softer, you know. You're an insurance agent and you feel like you're stuck, you've hit a wall, you're trying to figure out sales strategies, the scripts to use, how to get like off the ground and get to that top of the leaderboard type status. I have a course that I've put out, super affordable. I'm getting a ton of great feedback from people every day on the strategies they've learned and been able to implement, from goal setting to sales techniques to calendar scheduling, everything you would need to get your business off the ground and get running quickly. jwcourse.com, click the link below and get in there today.

With the sale I made. Uh, he had something— it was something to do with his wife. I was like, uh, well, I mean, you're the man, you know. You want to— you want to get this in place for her. So you got— I mean, it's your wife, so I mean, I know you care about her. Yeah. I mean, that's— and if you're saying it's up to you, then don't you want to be that guy that makes sure your wife gets this protection put in place?

He was like, yeah man, you're right, that's true, let's get it, let's get working, let's go. I stole this thing off— I saw it on like a reel or something recently, last couple months, and a guy said something along the lines of like, you know, he asked his permission and I said yes. He goes something along the lines of like, hey, so your wife is the main reason why you're trying to get this coverage in place, correct? Yes. So if she's the reason that you want to get it in place, don't make her the reason you don't put it in place. And he worked the way he worded it. I was like, oh, that's fucking cool. I like the way he worded that, you know. So I've been toying with trying to— again, I don't get it a ton necessarily. I take a coin flip and miss it, but, you know, I don't get a deep why and then miss a ton anymore. I tend to miss the ones that the why sort of sucked and I took a coin flip. You know, now y'all early, you're gonna— you're still gonna get some where you get a why and they just for some reason they don't trust you. You're stuttering all over yourself during the call and it's like, yeah, they get a little squirrely. Shit happens, but it definitely works. Imagine reverse it and someone talk to you like that. You'd be like, damn, okay, you've got the fucking point. Especially when you can use their words. It is their words, you know. And again, keep in mind I don't like to use that you can cancel it. I'm just like, dude, wouldn't you sleep better at night fucking knowing you got some insurance? And if somehow in a year or two you think having fucking life insurance is a dumb move, bro, they'd be fired up for you to cancel and keep your money. But I put it way out there, you know, like when people go, hey, can I cancel this? Are you meaning like 2, 3, 4, 5 years, something changes, you don't need it anymore, you hit the lottery? Sure. I'm not the guy that goes, yeah, you got 30 days to cancel. I don't play that pitch. I don't use any of that stuff because again, I think everyone knows they can cancel it. So there's something else.

So I— this is like nothing that can really be fixed any type of way, way, especially working with Giovanni.

Oh, sorry.

Um, but the hardest part—

I'm glad you picked up on that. See how you can— after you do it for a while, you feel things, you communicate a lot. Sorry, we're like two boys, little kids sometimes.

Um, the hardest part for me is like getting into the app and then I already know it's it's going to be some shit whenever I'm trying to send them the message and they can't get the message and then they get frustrated and then some of them are just like, fuck this. And then it just— I get caught up there a lot because they don't— they just don't know how to use their phone or they don't know or they're 80 years old and they're like, well, what do you mean I can't do it while I'm on the phone with you? But it's not just that though. It's like once I'm like, yeah, yeah, you just got a couple messages. And then you won't have to worry about giving me any more codes until I'm transitioning to another app. Yeah, then it's 2 more codes or 3 more codes. And just like the lady that fell asleep on me, it's because I was in the middle of filling out another app. Obviously I'm not telling her that. Now I did tell her that I was looking at a couple of different options, but like she had already told me like 3 times already that she was like, well damn, like we've been on the phone for like an hour now. Like, I, I'm ready to get off the phone. I'm tired. I get it. And that's kind of— which I know that like, obviously, even like now, I'm a little bit quicker at it than I was in the beginning. I have less questions. Like, I can kind of zoom through depending on how much I write them. But that's kind of where I got stuck there. Yeah. And that's happened a few times. Like, in like the The girl the other day, yesterday, I was selling her and she couldn't find her email from Trans, and then she just like hung up on me. Haven't heard from her since. And these are people that were genuinely like interested in it, and I couldn't sell them over a fucking text message. It pisses me off.

I mean, I think we all run into it a little bit. I think like, who's had it happen? You get stuck, they can't get a pin. I mean, it's part—

yeah, but I mean, it's the question is, it's like It's—

go ahead, sorry.

Like keeping them, um, from getting pissed off.

That thing she said yesterday she does. What? I'm gonna fuck with you, keep going. What was it?

Like transitioning from application to application, they're like, I thought you just said we were almost done. Like, and I'm like, yeah, yeah, yeah, I'm just like waiting on the under— like I'll bullshit the whole time. And sometimes they're just like I'm like, okay, whatever. I mean, hell, Marty, I stayed on the phone with him for like 5 hours. I stayed on the phone with him for like 5 hours.

He's laughing because it's a 7-minute question.

It's— I don't even know if it's a question.

That's why he's laughing, Evelyn.

The situation that I run into quite often, and it has nothing to do with skill set.

When you say quite often, often, how many times?

At least once a day. Okay. And I'm like, fuck, like I literally was selling them. They were pretty much mentally sold. The why was built, everything was there. We were gonna find something in their budget. They just can't get a damn text message. And I mean, that one time when I was told that one girl, she gave me the wrong baking, I didn't even sell her really. But I mean, this girl had like 4 4 panic attacks and cried and then laughed with me and then cried again and then laughed and then—

Okay, what are your options if someone can't do a code?

Email and text message and sometimes voice, but not all the time. Most of the time you can do voice on America.

No, but you can switch to AM/AM most of the time. Well, I mean, you asked for a solution. Yeah, but that's meaning transitioning. Yeah, one, so you got to see it coming better. You can also learn to ask clients. I go, hey, are you pretty handy navigating on your phone and stuff, or are you terrible at it? They'll tell you. Most— very few go, I'm fucking terrible. Every once in a while you get a guy that's like, I can't even open my phone. For the most part, um, most won't say that, you know. So I think that— bless you. Yeah, I mean, I think, I think it's— there's no perfect answer that's going to get you out of it all the time. I am 100% sure that you got pretty riled up explaining it just now. I know. So they feel that probably too. They do. So it's like you like animals, right? You like— you're a dog person, aren't you? Bless you. You like dogs? Yeah. Yeah, you love dogs. I love dogs. Okay, there's a giant stranger dog right there. I'm running straight up. Okay, you know what I'm doing? Fucking gone, dude. I'm throwing you in front of me. I'm out, dude. I won't— I'm out. I won't walk near a dog. I'll walk around something to not go near. I don't like them. I want to like dogs. Do you know why I don't like them?

Because you've had bad experiences.

That's, that's why I'm scared of them. I don't know how to read them. I don't know how to tell if a dog is happy or mad. I can't fucking figure it out. I don't know if it's gonna eat me or if it likes me. And they're like, watch its tail, it wags. I'm like, bullshit, them big teeth wag if they're happy or mad. I don't know. I just can't figure it out. So you know what happens when I go near a dog? Any dog? What? It knows that I'm fucking nervous. Yeah. So then how does it respond? The same way. Correct. Very timid. Correct. Do you understand what I'm trying to tell you yet?

Yeah.

You're causing it. I know I'm causing it with a dog. I'm not confused. It's my fault. Right, but I'm scared. Yeah. So for you, you've just got to understand that that's a weakness of yours, that when you're frustrated, it comes out. It— you have like this aura that you're frustrated. Like, no one's confused, you're frustrated.

I mean, they get stressed out. They're like, I just can't fucking find it. I'm just— I'm done with this. Like, fuck this. I'm like, okay, okay, okay. Like, it's okay.

Yeah, so you gotta— really, I'm freaking out. Correct. Yeah, so you've got to learn to not— you've got to learn to control you, which will then control— it's a lot like— it's a— it's another kid one that you'll probably understand. If, if Amanda's twins were sitting here and they go to run and they kind of hit— especially little babies, like when they're like under— when they're just learning to walk, right? And they run into that wall and their butt hits the ground. You know the first thing they do is look at you. Why?

Because they're looking to see if they want—

hey, or not. Correct. Yeah. If you giggle, they'll giggle. If you freak the fuck out, they'll cry. It's— we have it from the time we're born. Yeah. So they're looking at you when you're freaking the fuck out, you know. So I just— I don't make it a big deal, and it tends to not— I don't get it once a day. Did anyone else get one today?

Maybe it's just because I'm working with some old ass people.

Do you think we're not working with old people? Hey, did you miss the two analogies you guys made? What? It's not maybe because you're working with old ass people, it's maybe because you're putting it out there and they're feeling it and they're getting— you're causing the frustration because the way your energy is towards that, that situation. You know, so for you, what I want you to work on is as you're doing this, one, learn to deal with it up front. So as if you know someone's sound, you can hear it. You can hear when someone's 82 years old and can barely answer the phone. I can just like tell. So again, it's be careful to not put negative energy out there either. I think I believe in that a lot. Not everybody does, but I feel like you get that. So I think, one, control your energy when you're doing it. Ask if they're better, if they're good with it. And then I ask a lot of people if email's easier. Dude, a lot of people can pick it up in an email way easier than they can on a text, especially if you— they go over to their computer. And old folks know how to use a computer. The old folks can use a computer significantly better than they can use a cell phone. Yeah, hell yeah, buddy. So if you have to adapt, adapt over there, and then you're—

you're— maybe I've just had like some bad experiences lately, and I'm like, well, there goes another over.

Damn. Or, or maybe your energy sucks fucking ass and you keep bringing it on. Can you— I want you to— I want you to hear the words I'm saying to you. I was trying to nicely navigate it to you, and now I'm just going to tell you, stop being a psycho about it, and I promise you it'll go down. I promise you it will. You're not— it's not— you're going to avoid it fully, you know, but they are going to pick up on your energy. You have a very big shift in your tonality when you're frustrated, and that's normal. Yeah, you know, me, I get quiet when I'm frustrated, so people don't know how to handle me because I don't say anything.

You're gonna hear about it for like 45 minutes.

So Amanda knows if I'm not saying anything, she's like, oh, fuck. Yeah, because then I let it, I hold it in and then I hold it in, I hold it in and then I blow the fuck up. You don't see my shit coming. The building will be on fire. Just suddenly. That's her.

Yeah. We're opposite and I will tell you the same thing 25,000 times until I feel like my point is across. Especially if I'm like really riled up about it. Like you're gonna hear about it like 10 different times in different ways.

Like we just did about them being really old being the reason.

And then most of the time they're going to be like, so how many times are you going to repeat this? And I'm like, well, I'm just saying, man, like, you don't understand.

Anyways, love it. Can you work on it? Yeah, I want you to work on it.

I, I just like, I mean, the whole time you're talking to me though, I'm thinking, yeah, but they're telling me they don't have access to email or they, they don't use any internet.

I don't believe that all of them say that. I think I agree. So if you can eliminate half of it, it will help you a lot. Yeah, so just work on the next couple times getting a little better delivery. Try email. I had to do email today with a guy.

Okay, so whenever they're getting frustrated and they're not— they can't find the text message, um, I'm just like, what?

Like, no, I switched carriers today, but he wasn't getting the AmeriGo text. And I'm like, fucking, that bitch always goes through in half a second. And I'm like, all right, this guy an idiot or is there something quirky? So then I sent him a text from my phone. I was like, hey, did you get my text? He said no. I'm like, all right, this is a him problem, right? So then I went to email, he got it, no problem, you know. So maybe try sending them a text from your phone first to see if they get it. Yeah, you know, that worked for me today because I sent dude like 10 codes, because it wouldn't get them. Yeah. And then suddenly they see it. Yeah. Yeah. Yeah. Then, yeah, then that's the problem. They don't know which code to give you. Yeah. Yeah. So yeah, just again, it's, is be really dynamic and, you know, learn how to communicate with different types of people in different situations. It'll help you in a lot of, a lot of different scenarios, not just this one.

Yeah. Like even today, I, I like was trying to like What's the word? What did you say earlier about the D or dis? De-escalate? Yes, de-escalate. Oh yeah, the de-escalating. I'm like, yeah, this will be like the last text message or the last code that you're gonna have to give me.

Don't worry, you're done with the text messaging. Yeah, was he really though?

Well, I had to transfer apps.

So then don't say that. So then I was like, so for me it's like, hey, hey, I know this is taking a minute, but I'm, I'm just over here shopping trying to get you the best deal. I assume you're okay with me getting you the most insurance I can for your money, right? The only thing I say, no, right? Yeah. So it's just learning to—

yeah, when I run into problems, I, I most times don't say anything. I like saying like, yeah, I'm just, I'm just putting this in for you. I'm like, yes, her freaking out.

You do. Hey, I remember that one I helped you with. You were literally losing your shit. I was like, holy moly, this is the first time I've seen this. Golly. I was like, calm the fuck down, Adeline. Let's take a deep breath. That was my first experience with her like her. I was like, whoo-wee. And you were not there. Yeah, buddy. I'm like, holy shit.

What do I do? What do I do? Yeah. No, you're like, okay, ask if their husband asks. I'm like, okay, okay. Yeah, like it— yeah. And that— and I've had— I don't know, I guess maybe it just happens to me more than it does other people or something.

You need a little brown bag with you to just breathe in, take a puff of that fucking thing or something. Maybe take two.

I don't have this around while I'm like trying to—

yeah, so when they're 80 and over, just take a couple extra of those so you know need to put a little something extra in it, you know, get that THC version and fucking— yeah, yeah.

So then I just say nothing. I'm like, okay, well, if you can't get a text, bye.

Cool. All right, well, we're going to, um, we're going to the house probably at— maybe we'll leave here at like 6 or something like that. Steph said between 6 and 6:30. So remember, like, it's 10 minutes from Louisiana, like 10 minutes from here.