How To Manage Your Money LIKE A PRO As An Insurance Agent!

Well, like a lot of these events that we do, man, a lot of the good— like, we tend to do events to want something to benefit ourselves.

Right?

Certainly you come to events to give too, but at the end you don't give a lot without somewhere inside of you thinking one day this is going to turn into something, right? Um, what's cool is like, as you do a lot of these types of events, the thing that happens— one, isn't the thing you wanted. Two, a lot of times it's better. And three is like, sometimes with someone you didn't expect, and it's way down the road. You know, it's like it sometimes it doesn't work out exactly like you drew up, but you can look back and be like, thank God I stayed at that fucking event. Or what, you know what I mean? Even now, sometimes when I go to leave one, I left the real estate one early. I went in with a mission, meet the guy, do that, and left. I can sit back and go, had I stayed at his house till 2 in the morning, I could have made more connections. But I chose to sack. I just, you know what I mean? But I certainly think about it. I'm like, shit, you know. I've— we've had a lot of things, a lot of my dots have connected through stuff like this, and in ways I definitely didn't fucking map out, you know.

He has no desire to go to medicine, but I know that's how we grow.

Yeah, it's funny, I say yes to a lot, and then when it comes time to like— I have to like get in the car at 5 in the morning and drive to the airport, all that— I'm like, I don't want to fucking go. I'm like, can I fucking— and I'll be like, can I— should I cancel? I know I won't and I can't, but in my head I'm like, dude, I don't want to fucking do it either. But I know when I'm in the moment, I love it. It's the headache around all of it that I don't love. And then after something dope will happen, she'll be like— I'm like, I know, you fucking told me so. I got it.

I do that with everything outside of the things. My wife's like, why do you do that every time?

Yeah. Yeah, that's, um, it's funny. So part of it's pretty early today, I'm not gonna lie. Yeah, yeah, it's no joke. And sometimes goes late. I mean, this isn't going to be— and super early, but it's not crazy, not 2 in the morning, but still a full day.

2 in the morning? Wait, I missed that part. What was that?

I said we're not going to be one of those. Oh shit, some events do. You ain't never been to an event that late?

No, dude.

Stop it.

Till 2 in the morning, bro.

I could tell you 100 I've been through that late. Yeah, see, it's like the norm. Insurance events.

Really?

Fuck yeah, dude.

Where are those invitations?

Um, I did it.

Yeah, I don't know. I, I grew up in the business in hotels. Just going to meeting events in the meeting. And then when you're done, you all fucking sit out. Yeah, you sit out in the front lobby and everybody meets again and then a few more people and then you all meet in the parking lot and you meet again. And then a few of us are like, fuck, I want to go grab a bite. And then we go to Ruby Tuesday, whatever, and we eat again, you know what I mean? It's like it. And it just for us, even locally, it just became one. We were doing meetings to present the opportunity to people, right? So it's due to run it. We'd try to fill it. But then when we were done, we all wanted to fucking game plan what went well, what went bad, what do we do next week, war stories, who's in the field. You know, I mean, we're all trying to learn from each other too. No different than y'all are here trying to learn from each other. Well, when we got started, and she probably grew up in the business the same way, them fucking meetings started at 6 PM. You know what I mean? 6 PM on a Wednesday night, you go downtown to the hotel and the meeting starts. That bitch ends at 11 or 12. And then the after stuff happens after that. You know, I was at a fucking hotel in not the nice part of Atlanta for— fuck, it was every Wednesday night for— I remember I used to— dude, I wouldn't— she'd be long out cold by the time I got home. I was down College Park area in Atlanta every week for— till we got the office. So probably all of 2012, all of 2013, and the beginning of 2014. 2 and a half years. Every fucking Wednesday night. Every Wednesday night. Yep. And then we got the office and we sort of changed it, but then we travel to events, you know, big events. Go to Cody's event, go to his event. Cody goes to bed at 8 o'clock. Dude, this shit don't end at 8 o'clock though, you know what I mean? Especially when you're at a restaurant, you're at a meeting place, we tend to— and my model doing this thing was I'm gonna try to be at the event first. And I'm definitely gonna be the last one to leave, especially when I was trying to gain the information, you know what I mean? It's like it turns into more in-depth conversations with people that you can't have when it's a group setting, you know what I mean? And it's— I've learned a shitload of stuff after midnight in this space. Everyone who taught me everything was at those meetings, and those are the ones that stuck through it. Let me just try to learn the business and learn how to do it and you find a group of people like this. What I like doing stuff like this is y'all can connect, you know what I mean? If you're not trying to figure it out with each other, it'd be crazy. You know, some relationships work, some won't, but it's hard. I mean, it's hard to get into my world where if you're not like trying to do good things for people, you know, I tried to do my best to eliminate the rest. Um, but yeah, for us, I have many meetings at God knows when. Hell, even us preparing for some of these meetings. We'll travel and we'll fly wherever. We tend to go in the day before so we have time to like— so I don't like to get up at 4 in the morning and run straight to a meeting and then do a meeting. I'm like, I'll go in the night before and kind of slow roll the morning a little bit. But a lot of times she's like, I don't know how many times they asked what I was speaking about at this thing. They changed the date on when I had to finalize the agenda. How many times y'all move that down the field a little bit more to print the things? And I'm like, I don't know what the fuck I'm gonna— I mean, I'm just gonna talk. I'm gonna do me. And they're like, yeah, I know, but we have to make a fucking agenda. I'm like, I get it, right? And so I push that to the end because I don't want to sit down and formalize it. I'm like, I can fucking just do it off the top of my head. So, but that's not good, right? So we spend time when we travel for events. I'm the same. You'd be like, what are you speaking about? You asked me at the last event, what are you talking about? I'm like, I was like, I don't know, I'll figure it out when I'm walking up there. Straight up, I don't prep at all to give talks. I have no idea what I'm talking about tomorrow. I don't know what I'm talking about at his events when I go to his. Yeah, and he lets me speak for a long time, dude.

I'll let you go. I'm like, like, uh, he tapped me last time, he's like, he'll go through tomorrow.

Yeah, yeah, but they know me like that, and I'm not offended if you're like, hey dude, your time was up 2 hours ago.

I'm like, oh dude, it's like him keep talking or just like let some dude get up there and like like, do you use some platices or something like that? It's like, no, man, like, keep going. Yeah, like, even my time, I'm like, he does, he'll sacrifice all of it. He came in, we got on camera, I'm like, all right, John's here, so I'm gonna go for another 10 minutes and then John get you mic'd up and we'll be ready to go.

Yep.

And then lunch came and I was like, he's still going. And that's when Reese was like, he'll keep going forever. I was like, yeah, let him keep going. And if I am like, okay, the food's gonna get cold. So John Uh, I got behind the camera, I'm like, 5 minutes, still going. Then he goes and, uh, does his David Goggins thing, right? Comes back drenched in sweat. She brings him a salad, he's like stuffing it on the patio, and guys just start sitting down around him like campfire. And they go, we're late for Topgolf because of him. You know what I mean? So, and he just keeps talking. Everybody just sat there and listened. And they're like, man, you know, it's your event, you can kind of do it. It's like, well, I mean, he's just given so much of the value.

Cool. Um, yeah, what else? What do y'all— whatever I can help with, whether you have questions for something someone else is doing that you think is worth sharing or anything I can help with, you know, I just want to continue to make sure we help y'all fucking knock some of these goals out. So the show is yours, whatever you guys need help with or Anything you want, or we can just go play ping pong and not talk. Yeah, please.

Yeah, I got a guy that I'm, you know, bringing on with me, and so right now I'm, you know, kind of helping him as far as like paying for things to get going, you know, helping out leads and stuff. And I guess I think, you know, once, you know, he's able to— I'm able to help him once he gets those first couple sales, just kind of looking at whether he just takes that money and— we've talked about pays his bills, whether—

I was literally thinking of it right now. You've heard my shit a few times.

Yeah, if he turns around, doesn't reinvest it into this, you know, you know, so I'm not going to just like kick him out easy.

Sure.

Yeah, it's like, you know, is it a friend? He was somebody that used to work with us.

Okay.

I think will be good in the space, but okay. Yeah, so I guess my question being, you know, your experience in the past when you've like really like financially helped somebody get into this, I mean, how many times does that tend to work out? How many times you just feel kind of burnt out?

It almost works almost never, but when it does work, it works really good and it makes up for all the times it didn't work, right? Like I always, I always during this experience this conversation explain my wife and the way she looks at things has helped me in this specific scenario. You ever like get off the interstate, pull off the interstate, and you got that kind of long off-ramp before you get to like the little basic local ass road, right? Kind of turn left, turn right, there's usually a red light right there. Who's sitting there right next to your window seeing if you got some money? Right? You pull up, dude's there like, hey, can I help? Or with the sign or whatever they're doing. Y'all give money to them? Okay, why not? Um, so Steph, every time we stop at one, we give them money. She'll flag them down, she'll stop, she'll hold up traffic, be like, hey. She made a guy run the other day. She literally made a guy— she was like, you better hurry up, you better run. Remember the homeless guy? Attention. I was trying to get— he was just like walking with his head down.

He was so sad.

And I was I was like, you need—

I sat there and I held up traffic and I was like, you have to pay attention if you're gonna stand out here.

So every— listen, if we stop and there's someone there looking for money, she's giving them money, right? And we got me, I'm like, I ain't giving that shit money.

Yeah, why?

He's gonna do drugs, buy alcohol, whatever.

And she—

I give because I want to give, and what he does with it, he has to answer for. Different mentality, you know what I mean? Like, you go, what if, and then you go negative. What if he buys crack? In her head, she's like, what if it gets him shoes and he can take care of his kid?

What if he has a place to sleep tonight, right?

So for her, she's like, I'm going to do the right thing. If he does the wrong thing, that's on him, right? And so with agents, it's kind of the same way, dude. Like, you do what feels right for you. Does it work out for you? It doesn't really matter, you know what I mean? Now, I'm not going to be continued to get taken advantage of, right? You know what I mean? So if I give a guy the money and he goes and I can literally watch him buy crack and pass out, and next time he tell— you know what I mean? I'm not going to keep doing it necessarily. But this is random one-off stuff and we just like to help people. But in this situation, for me, what I've learned is if I, if I do it the right way, it works way more often than not, right? If I don't set expectations, right, If you have feelings about the money and feelings about the relationship and feelings about what happens, if you don't express them, you're gonna get frustrated, right? And so for me, I don't— I love the helping people part. I hate when I help them. What bothers me is I give them leads, and then this is the thing y'all just brought, like the thing you brought up, and then they get paid and then they use the money to pay their car bill. I'm like, bro, you should have just sent me your car bill. I could have just paid it and skipped all this shit, you know what I mean? And I get why, but I know that bothers me a little bit. I wish they reinvested it. So I do want them to make enough to pay for both, but they tend to make poor choices in a moment. So I just set the stage, dude, for what I— how I want it to go. Because if you don't help him, he's got to figure out how to make the car payment. If you do help him, he still has to figure it figure it out. But now he might use your money or the money generated from your leads that you help them buy. So if that bothers you in any way, or you think it's, it's probably not a smart business move either, right? So you can talk to them about business. So if you lay the groundwork for like, hey, I want to help you out and here's why, whoever— this is how it plays out typically. I help people out, and again, you don't have the reps necessarily to see it, but common sense says if you help someone out, they get paid. Now you have a choice to make. What do you got? What are your choices with that money? I make them answer. What are your choices with the money? You get a deposit, $732. Now what do you got to do? And they can figure it out. I need to pay for leads or pay for bills is where I want to get. If you pay for leads, you can now do what? See more people. If you pay bills, where are we at now? You could call Daddy for more money. Is that where you want to be? He don't want that either. Yeah, does that make sense? Especially when they understand the dynamic of it all. They don't know that you didn't pick them off a fucking tree out there and hand them to them, you know what I mean? But if you're like, dude, I really want to invest— so for me, when I'm doing it, I, I invest in someone because I believe in them and I, I see something they don't, they don't see yet. So it helps when I let them know that because they don't believe in themselves.

For—

so for me to believe in someone empowers them in a way that they can't normally have. And I do want to help them, but I also don't want to be taken advantage of. So I explain what I feel like being taken advantage of is, and I feel like if I give you money for leads and I'm telling you to reinvest it— now, if I don't tell you to reinvest it, that's on me. If you don't explain it and he pays his car bill, that's your fault. It was my fault so many times because I didn't explain it right. And that's like her, if he— I mean, that's— she gave the money, she did her part. So in this, if I explain the way I want it to go down, you know what I mean, now they have to like fuck me to not do the right thing. You know what I mean?

I think they're learning to be more, yeah, direct about like not assuming that somebody knows.

Correct. You can't—

we've talked about it, but I haven't.

Yeah.

So you got to like clearly map it out in a way like, hey, you get a deposit on Tuesday and you got to work with them. And it also depends how many leads you give them. I mean, if it's hard about a couple, you know, I mean, if it's a decent amount, $1,000, couple thousand bucks, different conversation than if you're like, okay, here's fucking 50 leads, you know. Um, but for me, dude, I want to teach people the business. I want to teach the, the get money and delay certain things to be able to put marketing dollars into your business first. That's a hard step for most people. Not a lot of people wrap their head around that. Definitely not a lot of spouses and support in their life can wrap their head around it. Much less the person you're dealing with, right? So the— now the other factor that comes in is with all that, what's home life like? If home life manages the deposits and now I got to go to Steph and be like, hey baby, that's $700 I made you today, so he, um, he gave me the money for that and I'm supposed to buy more leads with that money. I know you have to pay the mortgage, but he said, you know what I mean? Like, that's a tough situation to put someone in. So I, I've learned— I've done that by mistake a lot because I didn't know a lot of information, you know what I mean? So then it became, all right, let me be really clear about how this works and what I expect from it. And again, not in a mean way, but if you, if you get the money and then don't reinvest it, you're going to be stuck in the same spot. And I mean this with— I love you a lot, dude, but like I can't— it's not welfare. I have other people to help, so I'm going to give you a shot. Here's a shot. I'm going to teach you how to get out, but if you don't take the money and reinvest it the right way, you're going to put yourself in a situation where you're going to be in the same spot today as you are next week as you are today. And if you do that, again, that goes back to that coachable thing, you know what I mean? And I've never had someone not do it when I explain it that way. Right? And then I'm paying attention. Dude, how's it going? What do you— how many apps you get? What do you get? You know what I mean? And today, like, when I gave him lead, I didn't— how— like, we've had enough conversations. I'm not stressed over 100 at this stage. Yeah, man. I'm like, it is what it is. We'll just send them out. But for the overwhelming majority of the career, getting things started, it was, yo, let me— here's the play. Are you in? Because I'll, I'll do the pay part. I need you to do the rest of it. You know what I mean?

And then, you know, like, especially like when you're taking people that don't have license, shit, you know, and And, you know, is it like you want them to show how serious they are about putting that skin in the game?

Yes. Yeah, yeah. I, I very rarely do it if they don't have reps and money in first. I used to, and it's— the reality is the industry is loaded with like free leads, and they're never free anywhere. They might be free to the agent, but they ain't free to the person who made them or bought them. Someone's paying. Yeah. So dude, if someone— and that goes back to like, who are you willing to hire, right? Why does that happen? They're broke and they typically have no money coming in. My odds of turning that person around are, are, are low. So they're going to have to make up with it, make up for it with a lot of work ethic, you know what I mean? And again, if someone has a story and I buy into the story and I'm like, you know what, I'm gonna make this one a fucking charity case, which I've done. I still do it in some ways, just having conversations with people or, you know what I mean, time with people that like hit me up on DMs and have a question or want to pick my brain and I don't know them from a fucking hole in the wall. I just, I can't do all those, but I do at least one or two a week. Well, I walk out of the office, I'm like, that was my fucking charity case. What are you laughing at me for? I was trying to— I saw like her head was in the way and I'm like, shit, I'm supposed to be standing. And then I realized you probably finagled it and I'm sorry. I make him work for his money. Same thing. As soon as you sat down, I was like, Reese is going to the camera right now.

Yep.

Now y'all better be on your game. You get over there, start having conversations and lose track of me, you're in trouble. Yeah, so it works a lot more when it's well-defined. No different than if like, think about, I always relate it to welfare program. Like how well does the welfare program work in the US? The overwhelming majority of the time it doesn't. It doesn't do shit to generate, it's hooked as help them get through a hard time so they go get their next job. That ain't how it works, you know what I mean? My mom was on welfare for like 12 years because she made more money from the government than she could at a job. Now, she went to school, and you know what I mean, she— I don't think she took it for granted, and she wasn't doing crack, you know, but it didn't exactly get her out of a hole quick. It kept her in a hole, you know. And I don't want to create a dependency where someone stays in a hole and now they have to kind of almost beg me for— you know what I mean? I just— I don't want to create that dynamic. I want to, I want to make people feel really empowered and, you know, feel like they've done something for their family. And again, if I give them a shot, all I did was give them a shot and it cost me a little bit of money, I'm in. Because again, worst case, I can, I can make money on that leads, on those leads somehow, whether I sell them myself, you sell them, you know what I mean? Like, you sell, you could call them yourself and you can put, uh, like, what's the word to use? Like, you can put Um, what is a really good word I want to use? Like, if you give them leads, you can put— criteria is not the word I want to use, but you— yeah, you can put like contingencies on it, right? You can, you can make the rules. If I give you leads, you got to run 12 miles today, you'd be like, all right, I'm in. You can make up whatever you want, right? So for me, it was— it tend to be around activity. And the first deposit I learned, I had to say The first deposit, I need you to put all of it into leads. And I talk numbers. Now, first deposit's $2,000, maybe we can have a different conversation. But if your first deposit's $300, $400, $500, $600, all of it has to go back into leads. Otherwise, I may as well just pay your fucking electric bill. And they agree. They're like, yeah, that makes sense. And I'm like, you know, and again, if I know the dynamic of the spousing financial situation, usually I do. If I don't, you can ask, you know what I mean? It's like, dude, you get a deposit. You good, or she gonna spend it first, or someone snorting it before you get to it? Like, what's the deal? Um, huh? Yeah, shit, you think it don't happen? No, no, I'm not saying it doesn't.

I just thought it was funny.

Yeah, I will say it if you ain't learned that yet. Um, you know, so I think if there's clarity, and you learn it along the way as you go, you go like, ah shit, I messed that one up. You know, and I used to blame the agent for it, certainly. And I was like, you know what, I've said it 100 times today, it's like, how did it get there where they didn't understand what to do? I must have fucked up royally. If they bought, got the lead money and then snorted it, I did something wrong. Yeah, you know what I mean? I just, I missed something, I misjudged. But I'm willing to take a hit too. I'll take a loss on it, I don't give a shit. Because then you think about the flip side. What about the agents I've never bought a lead for ever and they sell $400 grand a year? You know what I mean? Like, I don't go, oh shit, I owe money over here. But for me helping you, in return I get a guy like that that figures it out easy. You know what I mean? And I don't look at one— although I'm gonna again set expectations— I'm not losing my mind over one dude I missed on. I was like, I fucked that one up. It's like a lead to me. It's no different. I'm just paying for more opportunity for more volume. Maybe it's a $1,000 lead, you know what I mean? But if I've got someone this far in and I'm willing to get them licensed, get willing to get them trained, willing to get them onboarded, like, no offense, I mean, I can make $1,000. Fucking, I can sell a policy today and buy some leads, you know? So I didn't, I didn't, I didn't, I wasn't afraid to do it. Hey guys, just created something really cool, and if you want to be part of it, join the Discord group I just created. The link is going to be in here. It's a dope environment. You can, um, chat with others that are kind of in the community. You can see beyond the curtain of our agency, have access to all kinds of stuff that we got going on, events, and my staff is in there. Um, we have agents in there selling, me helping agents and sharing information. We're gonna, as we build this thing out, share everything, um, out there with all of you guys. So again, follow the Discord if you want to be part of everything we got going on. Join it now. We'll see you in there. Hope to help you more. Um, 2017, first year I got out of the field. So I got out kind of end of '16. I think I tinkered the beginning of '17, just kind of figure out how to get out fully. But I didn't, I didn't sell anything after like February or so of '17. I saw a couple policies in January, February, um, almost nothing. But 2017, I spent $450 grand on leads that year. I didn't— I sold $30 grand for the year, maybe. The first couple months combined, like cumulative. Spent $450 grand on leads. Yeah, dude. But my income went from $650,000 to $1.8 million.

Good investment.

Worked out. Everybody loves it after the fact. You know how many liked it when I was dropping 10 G's a week on leads? She did— wherever she is, she didn't know that shit. She didn't have a fucking clue. She probably— she might have just found out right now.

Yeah, she didn't know then.

She didn't know during. She had no fucking idea during.

This is either gonna go really bad, this is gonna end.

I mean, again, it wasn't like I dropped it all one day. I was just doing it a lot. Yeah. In the beginning, I was doing it for everybody. It was like welfare. And then I was like, that's really fucking dumb. You know what I mean? I'm like, I take money and I throw it into the woods, and I go to my front door and I hope more shows up. That did not work.

Well, see, I had a question about that too, because we were talking about that the last time when you were speaking, right? And I'm noticing that a lot of guys are top producers, right? But then they realize that it's like, I don't want to sell forever.

Yeah, yep.

They're like, okay, this is what it feels like to make good money, an insurance agent. But you also look back— sounds cliché— until you make the money, you realize you're sacrificing a lot of time for this. And it's— there's only a shelf life of being able to, you know, just run and gun, do 4, 100%, right? So then they try to get the system for their agents.

Yeah.

And two things are happening. One, their production goes down.

95% of the team, right? I'm 95% of the time. Yes. Yeah, for sure.

They're trying to get like, do the free lease program to the agent week one, week two, week three, right? Like, uh, some people have issues with this now, and I haven't figured it out. That's why I'm bringing this in too. And then their agents who they give the free leads to, it sounds like a good idea, but then they don't work them as hard.

Correct.

And then they have to change that system, but it does two things. Now I just pulled these from you. Well, you weren't making money, so you're already knowing that I gave these to you. So there's a little bit of something there with that, which is just like, but then if I give the leads to you now and say, all right, you're not on the lease thing anymore. Well, there's another issue that's stacked on top of that. And then now I've changed it.

Yeah, he can be pissed.

Yes, micromanaging. Now I'm like, now I'm micromanaging the system and it's like, it's now nothing working.

Yeah.

So I got to revamp the system. I got to recoup some funds. So I'm like, well, how the heck do you like have a lead system and then grow the team? Because there's— there— it's just not working.

When you say lead system, do you mean someone trying to run a lead company too? Okay, cool, because that's a different game. Yeah, I follow. Yep, yeah, yeah. So I think what I learned, dude, is when it becomes a broad way you run your agency, it's tough because you just— it's like shotgun approach. You're hoping like shit it works, where I'd rather be like a sniper, right? And so I identify— the way that I found during this, what I learned from that $450 grand, one, I didn't know what the fuck I was doing, and I I changed a lot of it, but it worked. The next year, 2018, I bet I spent $40 grand that year on leads. I made the same gross. It still was like that 1.8-ish, but my net was like fucking 1.2 that year. I mean, it was like crazy net because I learned to do it targeted. So instead of like, whoever the fuck wants it, come sign up, there's the leads, I did it more out of like— there wasn't really a program for it, you know what I mean? Like, in my head I knew what I wanted to do, but I would identify people that were doing more things right than wrong. They were investing in leads to the best of their ability and turning it into money, enough to sustain know that like $10-15K producer? He's like, he's, he's investing leads and he's selling, but he can't get his head above water. He can't get enough to like buy $2-3 grand worth of leads, but he can get $500, $600, $700, $800. You know what I mean? He can't figure out how to get 40 appointments, but he can run 12, 14. That guy that's semi-consistent, he just can't break through. I go to that guy, and that's where I like to just find that guy and go, hey dude, come here. I got a question for you, bro. Um, obviously you're kind of figuring out more leads you get, the more appointments you get, the more appointments you get, the more you sell, the more you sell, the more you make, right? Great. It gets, it gets a lot better fast once you get over that $20K. You're seeing $20K and $30K, like, granted it's $10 grand, but it's typically $10 grand to your fucking pocket.

It's net. And I think that's what people don't realize as an entrepreneur, you have get over this certain line.

It's a fixed cost in accounting world. There's fixed numbers, correct? Yeah. So the second $20 grand is infinitely more profitable than the first $20 grand. And so if I can get someone to taste that second $20 grand, oh dude, their whole world changes, right? Because now they can pay for the leads, they can pay for their bills, and they got extra. It's just getting to that hump. And again, when you put the money back into leads and you have the lead flow, the right guy is going to go, dude, they're not doing anything different. And they want to do it more, they just can't figure it out. Which sounds weird to you and I, but to the average agent, dude, climbing from $14,000, $16,000, $18,000 to $40,000, it seems like a fucking Rubik's Cube to most people. So I'd rather go like, hey dude, I gotta quit. You've been fucking— seems like you're trying to do big things, man. I'm You seem kind of stuck at this fucking 15 appointment thing, $700 a week in leads. Do what gives? Like, you see all these guys over here knocking out 40, 50 grand. I assume you know the difference. Like, what's the difference between a guy knocking out 50 grand and what you're doing? They all know that. Appointments and leads. They all know the answer. I think I— so if you had the ability to book 40 appointments this week, would you do it? The hand— no question asked, you'd change your whole schedule, you'd make it fucking work, nothing would get in the way? Wife, family, kids, nothing get in the way? You sure? Because I kind of want to help you with a way to get to 40 appointments. But dude, if you like mess it up, it's going to be this weird thing where you get to taste it and then you're going to be broke again quick. So I got an idea, but I just really want to make sure you want to go through with it. And I sell them on it. I set the stage for that and he's like, yeah, fuck, I'll do anything, fucking. What I do not love dogs, when they wag their little tail all happy, they're fucking kind of happy. So he'd be over there wagging his little tail like a little puppy, you know what I mean? Like wondering what's happening. I'm like, all right dude, so if I can get you, if I can get you enough leads to book 40 appointments like easy, you'll fucking do the work because I can get you the leads. I can figure that out. What I don't like is when I give someone leads and then they don't do it, you know what I mean? It's just, I just have the conversation, fucking bothers me. So I can do that. Now when you get more leads, you're gonna run more appointments, you know you're gonna make more money. When you get more money, are you gonna know what to do with it to keep it going? And I make them answer. It's obvious, I gotta reinvest. I mean, they kind of know from a loose level. I go, what, do you know what will happen if you don't reinvest it? And they kind of like hem-haw around it. They like, they're not sure where I'm going with it. You know what I mean? I'm like, I'm gonna watch you fucking drown if you take for granted that I can help you get the appointments and you don't reinvest. And say you get a deposit for $800 and you choose to pay your car bill, you and I are not gonna have a problem. I'm not gonna be mad. However, you will never get another lead from me again. Is that fair? In fact, if you don't do it, I'm going to take the leads I give you and I'm going to give them to Tyler. And I'm gonna make him call all the clients and then tell you how much money he made off the leads I gave him that were yours. I really want to give you a shot, dude, but there's a lot of people here, and I just— I feel like you could do it, you know what I mean? And it's more of an exclusive, like, yo, I see potential in you. That's actually what I'm doing. It's not like a made-up story that makes them feel— I'm actually trying to do that, you know? And so then when I start doing it, dude, I've walked in— I've had Amanda do it a ton, and I don't give her amount. I don't— they don't know what's coming, dude. I'll walk in and I'll fucking slap 2 grand worth of leads on someone's desk or send them an email with a shitload of— I just— here it is, here they are. They'd be like, what the fuck? They're like a kid in a candy store now. And I just watch. If I do— if I give him leads right now, when can he start calling them? Shit, you wait till tomorrow, I notice. And you don't have 10, 15 fucking presentations tomorrow, I notice. I find out quick. That's what I like about it. I find out tomorrow if he's serious. Serious? Yeah, I don't have to wait till it issue paid report comes out, dude. I know tomorrow. I give him so many people to call, it's easy. All he has to do is spend 12 hours on the fucking phone. He's gonna trip over appointments, you know what I'm saying? And I've learned like where agents, managers want to help agents with leads. You ever see it? And they're like, anybody ever had help with I'm like, so anyone ever give them leads? Like, I'll give you— yeah, I mean, I've given you some, right? And I go, what's the most I can be at once? No, it's not a bad number, right? But some go like, they give them 20 leads or $500 in leads, right? And they're trying to get a guy off the ground. And I'm like, yo, what do you spend on leads if you're an agent killing it? What's an average guy spend on leads? $2,000 a week? And you're trying to help him and you gave him $500 in leads. You need 2,000 to be successful and he's brand new. Do you think he needs more leads or less leads than you to win?

He needs more leads.

So you gave him a quarter of the leads you take and you're frustrated he didn't figure out how to issue $60 grand like you.

Ah, see what I'm saying, bro? That's what it is.

It's just the— they miss it. It's so simple at its core.

I would never ask that question, which is even— because they may have the intention, the agency owner may have the intention. See, I don't know, but I need to go back and ask this question, which is they may be trying to implement the system, but there's not enough gas in the car to get 100%.

Yeah, it doesn't do anything.

And it could be just that one thing, and that's what they frustrated So that we're all trying to build it. I'm like, oh, okay.

So yeah, so for me, I learned if I'm doing him $500, him $500, him— for everyone, everyone $500 fucking dollars for everyone, dude, that adds up to $450 grand real quick. And I can't track everyone, I can't hold everyone accountable the same way. Not everyone's going to do it, you know. And you find out that that's the way your system works. He calls his buddies like, yo, this dipshit's giving away free leads, come work over here with no accountability at all. We can do whatever the fuck we want. We can take it and snort it. You don't think people figure that shit out? Whereas if I'm like, yo, one shot, bro. There's no— you roleplay the Eminem song right now. Yeah, I'm giving you one. That's it. Because it only takes one to change everything. Like I always tell y'all, like, invest heavy up front. You only have to do that once to where the machine starts to feed itself. And I actually believe— I don't believe— like, when I say I spent $450 grand, I don't actually believe, although it added up to $450,000. To me, in my head, dude, I just kept spending $10,000 over and over and over again. I spend $10,000, I make it back from the overrides. I just take that same $10,000, I allocate it towards leads, and this week I give it to this table, next week I give it to that table. I'm just rewashing the same $10,000 in my head. Does it make sense? Even if I convince agents, you put $1,000 a week into leads, I put, I put $6,000 a month into leads. Nah, dude, you put $1,500 4 times. Right? And some people buy into it, some don't. So then I've had to learn how do I explain it so it's more clear, because you can't— you wouldn't say that in any other context. So I use Vegas all the time. I'm like, if you went to Vegas with $1,000 and this was blackjack, this is poker, and that's fucking craps, and you put $1,000 on this table and you won $1,000, you're up a grand on this table. Okay, you put the 2 grand in your pocket and you come over here and you put 1,000 out and you win another grand, right? You put— now you got 3 grand in your pocket. How much did you spend? But you did it twice. Why is it not 2? You put 1,000 here and 1,000 here. So why do we only count it once in Vegas, but when they pay you for leads they count it twice? They put money on the table, they walked away with more money, they took the original money and put it down on this table, right? And then they do it again over there. So now they did it $1,000 3 times. You come home from Vegas, what are you telling your buddies? How much you telling them you went with and spent? And how much you tell them you came home with? Okay, so why when we spend leads can't we do the same thing and go, I paid Arturo $1,000 this week, I made $4,000. I kept the $1,000 and gave it back to Arturo. He gave me more leads. Now I made another few grand, whatever it is. At the end of the month, I made $15,000. But in our head, we go, we spent $4,000. I've convinced myself that I've only spent $1,000 4 times. I just did it 4 times. It's just what I've convinced myself of, because it feels the same as blackjack. I started with a grand, I went out into the world, and I came home with $10,000. I just don't see it as spending the number that we say we spend. I think people word it wrong, you know what I mean?

That makes her feel a lot better.

It works really good too. It's a mind trick that it's hard to defend, especially when I throw Vegas in there, you know what I mean? It's like, argue it. I, I see the other side of the argument. I just refuse to accept it that way, right? So as I'm doing this, people, you spend that much on leads? I'm like, I mean, the way I learned to do it when I fixed it going forward was I target the person, I drop 2 G's, he goes out and sells. I'm definitely making the money back in overrides, right? I take that same fucking 2 grand I gave him that came back to me through the carriers, and I just give it to him in leads. You know what I mean?

The thing is, you're not just blanket doing it to everybody.

No, fuck no, dude.

Specific individuals. And if I had to guess, I think that's probably what's happening, right?

Is that's what most people—

all right, I'm gonna put 2 grand in the leads for my whole team.

Yeah, right.

Yeah. So, and that's still equivalent of the $500 scenario, correct? And they're not targeting the person that's just doing enough leads for this person to be successful if they do the actions, right? Give you enough leads, if you put in the work, it's impossible you not to—

it's throwing shit against the wall and hoping it sticks. Where mine is, kind of, except I sort of take you by the throat and put you against the wall and make sure you're going to handle it right. But I'm okay getting burned, quote unquote, on it.

Yeah, but the way the conversation still goes, like, most people don't, uh, they're afraid to have the conversation like that, which is like, here are all the stipulations on both ends, whether you do it or not, we're cool. But I'm gonna watch you drown after the fact because you told me that you were gonna do this.

You told me you can swim. We're in the middle of the ocean on a cruise ship, right? And you tell me you can swim. I'm jumping in the ocean. I can swim. I go, bro, I ain't coming in after you, dude. I'm not the guy. I don't do dogs. I definitely don't do fucking sharks. He jumps off the boat, dude. I mean, I might tell someone, but I ain't getting wet. I'm just not, you know. And so I just— man, I've given— I've been given opportunities a lot in my life, and I try to take advantage of them and be grateful for them. And I don't want people to feel taken advantage of from me either.

Yeah, but you have that conversation. All right, it's like all the expectations, like, hey, I'm willing to do this for you. Are you willing to commit committed to it. Here's what it's going to take. You want to get to this level, this is what it's going to take. I'm willing to help you, but if you tell me you're going to do something, I'm going to invest in you, and you don't do it, then we're done.

Nicely.

Like, that's pretty much it.

Nicely.

So, you know, yes, it is, but it also takes away of yourself as a leader because now you're like, all right, you know, you don't have to waste any more time with that wasting your time.

It's their shot. Literally, it's their fucking shot at succeeding now. And I, as I've said a million times, I want to know now. I don't want to know— I don't want to do $500 a week and see if he grinds it out. I get some people I have to do that with. I'm not giving that to everyone. But if he's done above and beyond the rest and he stands out from the crowd, and I'm like, dude, I want to give someone a fucking shot, We do shit like that all the time. We give out stuff, we invite fucking— not everybody paid to get here. I'm like, just fucking let them, it's all good, I got it. I know some of y'all paid, you're— and you weren't— sorry, I sometimes I give people a fucking shot, you know what I just do. And Amanda knows that style, and hell, a lot of times she makes that call with business stuff. She's like, I hooked him up with this. I'm like, dope, thank you. She knows how I think now. She's been through the reps enough to know what I'm looking for and who I'm targeting, and she'll see people more clearly than I will sometimes because she's in contact with them more when they're newer, you know what I mean? So she'll— she can now know how to identify what I'm looking for too. So she'll— now she has— she can make that decision today, you know what I mean? Um, but that's, that's, that's, that's, that was the tweak I made. 2017 was figuring it out, throwing it to everybody, and what I, what I liked more was when I put a little pressure on people. I, I like putting pressure on people. I like having pressure on me. A lot of people perform well under pressure, you know.

You're spending more time working with the 20% than the 80%, or investing in them for like the top producers or people in that threshold of they're showing up, they're doing the work, they just can't get over the hump. Like they're showing you something, right?

Yeah, you know what I mean? This is like, I feel like a lot of times it's kind of that mid-range, dude.

Take a 2 to a 10, but they're like, they're not really doing anything. You can see the potential, you want to help them change their situation, but you end up wanting to help them more than they want to help themselves. And you're like, yeah, pushing people.

And that's really where the piece they miss, dude, is like the guy limping in $500 a week and taking home $7,000 a month or whatever it is, $8,000. Like, he's actually— his ROI is really good. But again, that first layer of profitability sucks. Because it's got to pay for everything, you know what I mean? So that first rip, dude, you gotta— yeah, I gotta reinvest in leads, but I also got to pay for my life, you know what I mean? Like, you have to do both. Hence the job pay for the business thing. And when they— the reality is almost no one spends full-time hours doing the prospecting part of our game. Almost no one. 40 hours prospecting. Almost no one does that shit, right? So there's usually more time to give. And I understand the dynamic, dude. I was there. And, you know, I got a— I got a little bit of help with like age leads, but I had to kind of figure that climb out myself. And I saved all the money when I was part-time. I didn't spend any of the insurance money for the first year. So even though I was only making a few grand a month, it all went into a savings account. I didn't touch it. She didn't— I don't even know if she knew we had it. She never— she never really paid the bills, like, ever, ever, ever. I came into her life and I'm like, what the fuck? No, I'm taking over. You know, she just didn't do it. Um, so yeah, man, I think that for me it just— it became a way to— it was like a boost that I could give someone. And then you see someone that's been around for a minute, kind of in that mediocre little world, all of a sudden jumps to the top. And it's like, what'd you do? Oh, I helped Wetmore and he helped me, and look what happened. I'm like, cool. Hey, can you— hey, do you think you could do that for someone next time? And then you think he's not gonna do that for someone next time? And you think he's not gonna do that for someone next time? How many people I have doing that model today, you know what I mean? So if they— if I do it for them, they're certainly gonna think, oh shit, I should probably do this for the next round. They're gonna mess it up a bunch, but I can walk people What I just said is not— nothing complicated about what I said, just super intentional.

You know, you had to explain, like, you gave us that sort of tip a couple weeks back to implement that, like, with our team, that piece.

Oh cool, dope.

The 3 tiers of agents.

Yeah, yeah, yep.

And we made it into like a chart.

How'd you— would you put them? What are your tiers? Like, I try to trust you. If you're into a gold agent, silver agent, bronze.

So yeah, they're gold, silver, and bronze. The bronze are the ones that don't show up and have no production. It makes sense.

You don't show up, you have no production. Do they know your rankings too? I mean, or is it still internal? It's, it's internal. Cool. Yep, I like it. I'm at it.

Like, they think— I mean, kind of self-explanatory.

Someone who taught me some of this stuff, he used to, when he was doing this interview process, um, he used to give a score. He did. He had like 5. It was too complicated for me. Huh? It was a— what was it? Was a star? Stars. What do you mean? Oh, like, but there was like 5 categories and they would rank them and they have some point system, stars, I guess. And they'd be like, the agent is this level. You can get, I'm gonna make it up, 10 total stars. And they would rank them during the onboarding interview process and everyone would give their input to the 5 things that were important to them. And when they fell into this level, that's how they did it. And I was like, I like the concept, too complicated. I'm gonna simplify it. And so I didn't.

Started showing it, they've been— they've been showing up more.

Yeah, fuck yeah, they will.

Why?

Do you know why?

Because now they know that there's opportunity and to get more production.

Fear of loss will fucking make people move. They'll change people, you know what I mean? So if he fears losing that connection, that relationship, that help, that— he's gonna work his ass off, you know? Where you go like, here it is, Is this still working? Let's go back to them. Yeah, they just don't— you know what I mean?

They were like sucking the life out of us whenever they wanted, so we had to set the boundaries.

And what's funny is like I've learned— I don't— and this is maybe me convincing myself of shit— I don't think most people try to suck the life out of you and take you for granted on purpose, like fully. I don't think there's bad intentions with most of them necessarily. They just don't fucking know any better. You know, and if you don't set the stage, they can make up whatever they want in their head. I mean, you can, you can apply that to all parts of life, you know what I mean? If you— if there's not clarity, you leave it up to whatever the hell they make up in their head, you know? They don't understand the lead game. I mean, how many people that get free leads don't understand the concept of that they're not actually fucking free? People can't wrap their head around that simple concept. But you start talking about— it's like Dude, how do you think it was generated, bro? You know? And so just clarity for me, that's it. And I like— I love being able to do that. I love— you know, she loves being able to give money to whoever she wants, homeless, whatever you want. And maybe it works out, maybe it doesn't. Maybe God blesses you with some cool thing. I mean, like, we do live a good life. So in her head, she's like, I help them over here and somehow we're helped over here. It's fucking weird how it works out, you know? So where some— most people want a direct, immediate impact that you can quantify, you know what I mean? And this, I can a little bit more, but not fully even, you know. And I've certainly done it, and people figure it out for a week or two or a month or two or a year or two and then drop it. And I fucking told you, you know. I've never had any part of this business where I wasn't profitable. I don't understand when people say they're not profitable. I don't fucking understand it at all. Y'all saw the comp I started with, and I've been profitable since the day I started the business. I wasn't printing money, but I was never negative. Like, I don't even understand it, you know. Um, so it's, you know, it's just— it's an easy way to help people get to a new, new level, and then they become self-sufficient, and it's like a fucking machine. You know, again, and then you look at one of the layers I was talking about, the depth of agencies. Dude, I teach that and that becomes normal, which in part of our world it is. You take that whole other group that I've worked with for years, they're out teaching the shit right now. You know, it's just new to most because it's not, it's not the norm, and it, it takes a different breed to believe in. You believe in someone enough to get the override when they give it to you. But do you believe in someone enough to invest in them and pour into them? It's funny, your belief level when you gotta come out of your pocket, you know what I mean? And most people don't really believe in the people they bring on, which is why it's hard to invest in people financially, you know? And then when you start doing that, you get taken advantage of. You go, oh shit, I got to adjust and adapt who I allow into my world and who I— you know what I mean? I just want to make sure it's the right people. You don't think I've seen Some people go like, hey, this fool's giving out free leads and bring their buddies over like fucking crackheads to come over and get some free— like, that's happened a lot. 100%, dude. Oh, dude, 100%. You know, our office used to be chock full of them. They'd come in and be like, you know, I'd give leads away on a dial day in the morning. I would do that a lot. You never hear from anyone. Talk about they know to show up that day. I'm like, sneaky motherfucker. You know. But I can give you stories of a lot of people that I've done that with that have literally gone and done fucking crack with the money. We've had fucking people do— we've— I have paid for someone to be in rehab. I've sent someone to rehab before. I've paid— yeah, like, we've done some crazy stuff to help people get out of sticky situations. You know, there's some stories that I can't even tell now. I'm like, Well, trust me, I've had to pay for some stuff to just make the world go around sometimes, you know. Um, that's one of the best strategies ever. And again, we still use it to this day. Now I kind of give it out a little bit more. I don't— I didn't like quite— I had the conversation with you a little bit, but it wasn't too in-depth, and you're already spending a bunch of money. And I'm like, yeah, fuck it. I think you actually asked— you actually asked to buy leads when I sent them to you. Yeah, he actually was like, hey, do you got some old leads I can buy? I'll call, whatever. And we get them up and team's like, what do you want to charge? I'm like, what am I, 50 fucking bucks? Like, just give them the fucking leads. You know what I mean? Like, who gives a shit?

Do you guys use Kaboom or?

I don't use Kaboom because it's an individual campaign for a person. Does that make sense? So they run campaigns. So I don't mess with it. I mean, I'll refer people to Cody sometimes.

Facebook ads?

Yeah, for sure. Yeah, I mean, I certainly refer people to him, but, you know, I wouldn't make it the only— there's very few people I'm like, you can take that lead source and fucking ride home with it. You know, it's the downside of running a campaign for you. And Cody will admit— Cody will talk about all this openly. It's going to be hard to get a campaign going and get like a waterfall of leads right now the way their deal runs. I mean, it's more of a trickle, and everyone who's got— understands that. And he's not saying otherwise. He's not pretending it's not that either. You know what I mean? It's just like, it's hard to put $1,000 into one of those leads and it takes 2, 3, 4, 5 days to turn on a campaign. And you put, you know, $50 a day into it. It's like, all right, you're gonna get fucking 3 people a day? Fuck you gonna do with that? Right? 'Cause in your head you're $1,000 a week. That'll do it. Sure, if you could slap down $1,000 and pick up all your leads right now, it works really well. That ain't how the game works. You got to pay the money and then say, wait, you know what I mean? Part of his business model is, I don't work with this— those guys down here fucking dicking around, I don't mess with them. What's your minimum to invest right now? $2K a week. He won't fuck with someone unless he's spending $2K a week. He doesn't have to— he doesn't have to water down his leads. Right? You don't have to— it's just a different game. I mean, they both work. Pros and cons to both ways. But yeah, what up, insurance agents? If you're looking for a roadmap on how to win in this industry, check out the book I wrote about a year ago, Do More Now, Get Better Later. Check out the reviews here somewhere. My team's putting them on. I'm getting tons of great feedback about all the people it's helped. Appreciate those of y'all that have bought it. Appreciate all the reviews that are going out. If you're new to following me or the industry, check out the book and get it in your hands now.

It's just, you know, what you're— I don't like having to do, be responsible for everything in the insurance agent's business.

Yeah.

And when I was doing it the other way, everything was also my fault.

Yeah, 100%.

I realized that when, when people pay, they pay attention, and people willing to invest like that, like they're looking for something specific where they're just like, just give me this and get out the way.

Yeah.

And it's like, dude, I don't care about any of that. Like the, the conversation is very simple for me. And now, you know, the ambitious level that I'm trying to scale, I can't solve all the other problems in the $500 agent's business that have nothing to do with me, but it all comes with it because they gave me their last $500. And also, they want that pressure either because I don't sell insurance, I'm not an upline, where there's only so much I can do, right? Like, he could probably throw them other leads, but he can make his on the back end.

Yeah, I can do all kinds of stuff on Facebook. Facebook ain't giving no refund back.

Yeah, so I can only do so much. And then I'm like, okay, I can do the marketing, I can get you to the highest level. So here's what we're going to do. If you've already been banging them up and you're tired of doing that, we're going to go to efficiency level. And it's, it's, if you're a lead counter, then this isn't it. But if you're like, hey, I want to talk to this and I want to be sniper with it. And as long as I can get to this, this ROI, get these numbers here, my pipeline stays full and I got deals deals that are always flowing where I could see, you know, you look and see your end, you can see how much value is in it too. Plus things are depositing, then I'm like, okay, so now only I only just solve one problem. Yeah, make sure that this pipe never ends. And like, that's been my model. But I mean, I've tried it before. I was doing it for him, I was building it in their campaigns, I was setting it up, I was selling the leads. I was, uh, you know, doing this way before, but I was doing $500 to $1,000 bucks, and I realized, well, you need to have a certain amount of leads. Then Facebook made this change, special ad category.

Yeah, right.

Well, you can't use certain targeting, so, um, I just stuck with that model right there. But I mean, it's tough too because I want to help everybody too, but I just— I don't have the bandwidth. I don't huge team. And so I just went for the, the kind of the, the person that's willing to kind of do it. It just, it just made more sense.

The same shit we talked about this morning, he just did that with his business. Like, here's who I want, here's what it is, you either this or get out of my way, you know. And I think everybody gets to that point. Everybody, everybody that wins big gets to a point where they're like you know what, fuck it, this is the way I'm doing it. If you don't fit, and they get just frustrated. You get to a point where you're so frustrated doing it a way that don't work, you'll change, you know. And some people make that change abruptly and hard and harsh and it doesn't flow well. And some people, you know, make it with a little more tact and intentionality and it can work really well. But typically, if your shit ain't growing, you gotta make some kind of change, you know. And I've learned it's just small tweaks. Because what you did works. You just probably didn't line it up right, you know what I mean? That's all, just a baby tweak, nothing crazy complicated. It took me hundreds of thousands of dollars to figure that out. Yeah, figure out here for pennies. And so just tweak the conversation, start seeing how it goes, you mean. So it's like every time we're trying to deliver a message, watch it too. Watch how they react, watch how they handle it and how appreciative— you'll see, it'll be a complete change in demeanor when you deliver it right. I'll get thanked 900 times, which I don't need it, but it does happen, you know what I mean? Fucking— it's— which I ain't mad at it, it beats the alternative. So it's been, it's been a big piece of our growth along the way. And that concept can apply in a lot of ways. Same concept in recruiting, same thing I mentioned earlier. Just give people away with no fucking nothing, or if I give someone comp early, dude, that comes with contingencies. I'm gonna give— hey, I'll move you. Hey, it looks like you're trying to build something big, dude. Hey, if I move you from $110,000 to $115,000, you're doing X amount, this will be X amount in your pocket, that'll help out, right? Yeah. Here's— you need a staff, dude. You, you need to fucking get staff. You need an office. You need whatever. Hey, I'm gonna move you up over here. That extra money, I need you to put it over here. And if you don't, you're going to struggle growing. Amanda can't keep doing everything for you. We're— fuck, you're bringing a lot of people, she's busy as shit. I need you to hire someone to take some of that load off, and here's the comp for it. Now I'll give the comp a touch early. They were going to get it anyway. Give it to them early, teach them where to spend the money with it, and it works a lot better than if I just go, good job on your raise, buddy, and I, and I keep going. I'm going teach them how to spend the money in the right way to continue to buy more volume with it, you know. So better to oblige them and then give them, do a favor for them, right? Is that what you're saying? I don't know what that first word means, so I cannot confirm that.

You make them feel like they're obligated to do this, like they have to do this.

Like, it's— they do. I'm not, I'm not making them— they do. You do have to do it my way or I'm out. Now, if you choose to not do it that way, I'm just— again, I'm gonna watch you. I've learned just— it's like the homeless guy giving them money. If I'm gonna get— am I really gonna get mad at him? I don't have the fucking energy to get mad. I mean, he fucked himself. He's gonna pay for it for years, years of regret, because he's gonna— the bad part is if you hang around, you're gonna watch me do it with your buddy, and he's gonna get fucking rich. I'm gonna help your buddy get rich right in front of you, and you had the shot before him. Hell, he might only have the shot because you ruined it. Yeah, I can, I can— you want to succeed? Yeah, 100%. Yeah. It's fucking— I look at this a lot like a sport, man. You know, you go into athletics, hey, if you don't perform, bro, they're going to bench you in a second, put him in to start. No fucking question. Nobody's confused about that. No one's confused about that. And most any other dynamic, we are, which is why I take people to another world first. I'm like, hey, this is like this over here. And then I bring it back to what we do. And I'm like, you're not going to fucking trick me into thinking this This ain't a welfare system. You're not going to trick me into thinking it's something other than what it is, you know? So if I can tie it to something else— I mean, sports, dude. If you said you were going to learn the plays and you didn't learn the plays, what the fuck happens? You know what I mean? If you had a job and you said you'd do the report and you don't do the report, what's gonna— like, this isn't that deep, you know? It's just learning to word it in the intentional way and understand the dynamic of the insurance industry, which is ass backwards in a lot of ways. It's just, it's fucking ass backwards, you know? So I just don't, I don't like to live in the fantasy world, you know? And it is pretty simple.

We had somehow a release, like a termination release, 2 weeks ago, and she almost but cussed me out, like, how could you do this? I thought I was invited to the wedding.

Yeah.

Yeah, man, you haven't showed up in the past 5 months.

Yeah, like it's a person that shows up once every 5 months and she only shows up to ask for help.

Yep, that's tough. It's weird, people don't see that. That's fuck— but they don't. And it's hard to undo when you're in the middle of it, right? So y'all go on a phase where like you want to implement new stuff, but all these other people know the old stuff, so you have to like put the toothpaste back in the tube kind of thing, that's hard. But with the new ones over here, it gets significantly easier. It's actually fucking really easy. Um, correct. Yeah, yeah. When they walk into it and they don't know any better, you know, you tell people they got to put 3 grand up front in leads and that's how it works to get rich, they go, okay. Especially when I can be like, that's what we do. Track record tends to help. But if they go like, I don't want to do it that way, I'm like, Okay, remember what did I say the other way is going to feel like? You know, what if you don't put enough in leads? What's this business going to be like? It's going to fucking suck forever. I can't get more clear, you know, and I've never had anyone convince me otherwise. Again, can I see a guy who doesn't buy leads? Yeah, but in my head, I don't— when I say lead, I don't necessarily mean buy it. We just happen to be in the buy lead world. You can figure out how to generate a shitload of leads by somehow like waving a sign around a fucking tree on a corner and you get— I don't care, man, more power to you. Yeah, but Cody's dad, I mean, he writes 7 figures a year on his own pen and he don't buy— he's never bought a lead in his life, but he's a networking machine and he loves that shit.

I ain't going to fucking networking meeting, you know, and not door knocking but like tabletops.

Yeah.

Tabletops in.

I don't know what that means. Oh really?

No.

Okay. Yeah, yeah, they give us access. Yeah, yeah, yeah.

And then we just—

we'll give away.

Sure. Yeah, yeah.

We even give them that, like, a free access to do that. All you got to do is go and stand there for 2 hours, not even all day, and they won't even do that. They're like, no, you know, I'm scared of talking to people. I'm like, it's easier than cold calling. Like, cold calling is even—

that's what it's like, is you're Is your standard— will— like, are you— I don't know, dude, are you willing to take on people who are scared? You know what I mean? It's like, you just kind of— you got to decide that. But for me, I'm like, well, I'm talking about, yeah, the older—

the one that we have older, but the new ones, we're definitely filtering it out. Sure. Are you scared to talk to people? And the answer we're looking for is no.

Yeah.

If you say yes, then we're like, no.

Correct. The question is now, what do you do when they say no but the real answer is yes?

Remember when I asked that if you were scared to talk to them.

100%. Yeah, 100%.

Throw it right back at them.

Yeah, because it's gonna happen. People will definitely fucking yes you. Yeah, you know, so it's like now you got to watch the actions as well and be willing to commit to them, which is the hardest part, to go, hey, I'm willing to watch you drown. I ain't fucking lying. I've had to do it with close people to me, and I don't, I don't like it. It makes me feel a little bit like shit. But I go like, he did fucking bring it on, you know what I mean? You put me in a— and I've always, I've told people forever, if you put me in a position to make a hard decision, it'll be a really easy decision. You put me in a corner and my option is to shoot you in the face, dude, it's not gonna be hard. I'm just fucking not. You know, um, I don't know. And business is hard. Business decisions are hard. It's part of the game, you know. So if you can't learn how to have hard conversations early, buckle the fuck up building something, you know. And it, it will tend to be people that are closer to you that you have to have harder conversations with through the years, for sure, you know. But big things come out of it. When you help people do good things, they don't forget it, you know what I mean? It comes back around. It's like, oh shit, I can look at some people and I'm like, god dang, I remember when that fool couldn't scrape together 2 cents, you know? And I, same as I can remember when I couldn't, you know? And although dude didn't necessarily beat down my door with a shit ton of leads, he did give me leads, you know what I mean? I did sit on this dude's back fucking porch and call leads that he said he called, but he wasn't good at. And I made, I made some money. I was like, whoa, you know?

Man, just remodeled her kitchen and it was like a, a huge win for her.

Yeah, yeah, that's cool. I love it, I love it. Now, Shogun, you ready to sleep?

No, I could. Yeah, I think I could sleep for days, probably.

Probably.

It's good shit.

I was gonna add something to—

Yeah.

Y'all's conversation a second ago, uh, with being so new. Communication of expectation is huge.

Yeah.

But the way Giovanni did it, that really was impactful with letting me do it, feel so accomplished, and I'm talking like 10 doors knocks, only door knocking in one day. And I was like, damn, I really did the damn thing. 10 door knocks. Yeah. And he was like, should I do that in the morning? Like, just as practice.

And I was like, what?

And he was like, yeah, what are you—

what do you mean?

You can do more. What did you do?

I was like, oh, I took an hour line, shit, did this, went to Publix.

Yeah, all that.

And it— when he was like, no, let's not on it, I've noticed a lot of communication of expectation early and like fixing things before he gets pissed off at me. It's like super fucking nice. Like, and it goes with Levi and everything. So like, if you— if I buy you leaves, you know, have fun. You don't do what I wanted you to do in bad.

Whose fault is that?

As in any relationship, it's your fault.

Yeah.

And I've noticed that with like myself and in business. It's like, you're gonna need sleep, but I really want to see you. That like, just communicate, add the extra oomph, and then pays off for sure.

It's good.

It's working. It is working. Now I got a little crew. You just got to get a few more like you and multiply us a couple, you know what I mean? Each find one or two, be on the same page. I've seen a crew of 3 or 4 blow this thing up quick before, for sure. At the beginning, that's all we were, just a few people wanting to get after it together. And we fucking went after it as a group. A lot of it was like cross-line too, people not even in hierarchy. And we just like— just like that, you know what I mean? Fuck, let's get after this thing. And we would push each other and motivate each other. We met at shit like this. Um, so it's a, it's a fun fucking industry that comes with lots of headaches.

But what do you think about like our model of business as far as— because it's been picking at my brain of like what we should do with like the P&C side. Yeah, a lot.

It is a lot.

Should we focus on like delegating it to agents or kind of keep doing it ourselves? Because right now we're doing it ourselves.

Do you get anything out of it relative to what you put into it? Honestly, it's so much work that you sell probably a few supplemental policies, life insurance, whatever it is, you make double.

Yeah.

Why are you in that space that? Like, what is it, just where you defaulted to?

No, I mean, we started initially—

you added it.

A lot of the people were asking us for P&C, so we were like, we were referring it out.

Clients? Yeah, really?

Okay, well, we would refer it out to— would keep our commission, and we're like, why are we losing it on our commission?

I mean, you sell a $10,000 premium for a house, it's like $1,100 right there. How many of those are you gonna do?

Yeah, we gave out a lot of those. Do you And the guy never gave us anything.

Not even really, here's $25 for the referral.

Damn, you just made $1,000 off what I sent you.

Can you find someone that will do a legit split with you? Can you— you can split business in that spot too, right? You split business in that space? What do you mean? What's that mean? Like, I don't know, if I'm fucking contracted with Progressive and you're with Progressive, can we both be on the app and both get paid? No, it's only one person. Only one person get paid, which will be us. But y'all pay them direct? Y'all pay like LOA? Uh, like let's say if it's a new business client, uh, agent closed the policy, we give them 60% on new business and 40% of the— So if I sell P&C and I work for another agency, I get the money, but I can't cut you in on it unless I pay you directly after the fact? There's no Yeah, um, when you say y'all got a lot of them, how do you— like, how— when you're selling life and health, how do you—

we have a thousand clients active in health.

I know, but how did you get a lot of people looking? Was it because it was part of your discovery? So you just— I get— but I didn't get a lot of people asking because it wasn't part of my discovery. Does that make sense? So I wasn't— they weren't like waving me down to—

like, let's say, let's say we helped out—

you did such a good job with the health insurance, do you you have. Yeah. Yeah. And then they'll just come back and I mean, I, I suppose if I look at the thousands of people I've seen, I've probably had a lot of 'em too. I just couldn't help but look at the time spent over there fucks me up over here. And I didn't want to learn all of them.

No.

I don't want to know how the inner workings of Medicare. I just don't think you can consume that much and be an expert in all of 'em. You know what I mean? It's like, I don't know, what's the closest thing I can think of? Sports. You ever see— do y'all watch sports? Like, do you pay attention? So I don't even pay attention a lot. I assume you'll hear this frequently because I— or you hear often if you pay attention, because I hear it enough and I don't ever watch it. You ever see like football guys that think they can be in the NBA, and NBA guys that think they can be in the NFL? Have you ever seen them like bicker over that shit? Yeah, they fuck with each other. It's like, how do you How are you— how can you be amazing at the NFL and the NBA at the same time? I just, I don't, I just, I don't know a lot of people that fucking kill it at both. And I know a lot of people try. I've seen like big-ass companies do it with time because like you, they find someone and you're in charge of that division and you build that division up. I've seen that work. I don't know many people that like, I sell life and I can give you names, but I don't want to fucking I think that's what we should do, just make it a department and kind of—

yeah, because that's how the other P&C agents do it.

Yeah, it's like its own entity.

It is.

Yeah.

Um, I don't— you know, for me, I didn't want to run two entities at the same time. I mean, I technically do now. We got a lot going on behind the scenes. It all feels like one big one to me because it all complements each other really well. But I certainly had plenty of opportunities to sell health and sell and fuck a license in it. And certainly people enough would ask me about others' car, and especially like seniors Again, I wouldn't say I had an overwhelming amount, but I probably a couple times a week people would ask. But if I spend time a couple times a week to move that volume, I'm going to miss other volume. Yeah, I just— and I'm not great at it, so it's a little slower, the process a little more. I don't know, dude, I just We— it's not like we haven't thought of that.

It's something that has to be delegated.

I just didn't want to fuck with it. Yeah, I still have people ask me to this day why I don't do health and P&C and all that stuff, and I'm just like, I don't know, this bitch keeps working, you know? And I know a lot of people that do well in P&C, but it takes forever. It takes me like fucking 15 years before they make any money, um, and I didn't want to build that thing. And I'm not saying that's a perfect decision, but it was a very intentional one. I'm okay sacrificing other money opportunities. It's no different than if, I don't know, you sell cars and you run a fucking— what's your favorite car type? Like, if you pick a car, you have any car you want, what are you buying? Ferrari. All right, so you sell Ferraris and someone comes in and they want a fucking, I don't know, a Porsche, but you sell Ferraris. Do you then shut down your showroom and go find a Porsche to get this guy? You know what I mean? But you do when they want home coverage and not health. You shut down your health operation and you go start to do a P&C operation because you can't simultaneously, you physically do both at the same time. So for me, that was a very active decision to just be like, I'm just gonna— to me, it wasn't extra money. It cost me money to switch gears. Um, and so I just, I intentionally stayed away from it. I've had a motherfucker ton of people approach me, do partnerships and all kinds of stuff. And I don't do really well in partnerships either. I've learned— I've tried to kind of get in business with some people, like, hey, you do this and I'll do this and we'll chop it up. And dude, that's gone fucking to shit like 5 times in my life. And I'm like, this is fucking dumb. You know what I mean? People don't hold up their end of the bargain or they tend to just— I don't like to— I'm really simple. And that seems complicated to me. You know what I mean? But if you have the ability to— maybe you can run an operation better than I can. I'm not a real big operational guy. That's— I'm not— that's not what I'm— my strength, per se. Um, I'm— I, I like to think— keep things simple and duplicatable. So I could see it working, I could figure it out, but if it were me, I'd find someone. But then, see, I even go to pretend to find someone, and in my head I don't want to find someone. Like, I just deflated myself thinking about how I would do it, and to me it's not worth it, you know. So I think I wouldn't do it. What I think y'all should do is decide who you want to be in the space and run with it. And if you want to be both, be both. Just— I just find it hard to be an expert in both. Or maybe you run one side and you run the other side, you know? Yeah, I mean, that wouldn't be a bad thing. It's just going to be hard to not cross over each other, step on each other's toes. Y'all gonna have to figure out that dynamic. But if I were to do it anyway I'd do it— y'all would be each other's partner, and you refer him business, he refers you business. I would pick that first over anything. First, try to create this whole thing with another person and have all these guidelines and rules and documents and signatures and attorneys and legal shit in place that would be required to do it the right way. That's tough when you still haven't established where you want to be over here, you know. I don't know, it's like juggling too many things for me can be— I've seen it mess people up more than I've seen it help them grow, you know? So you just got to think long and hard about how important is it to you to have all of it. You know that dude Pete Fournier? Ever seen him? Some people know him. His fucking title, name his company's All Things Insurance. You watch it, and I love him, he's one of my favorite people. You watch his social, he's like, if you aren't doing literally everything. Health, PNC, fucking supplement, ACA. In his eyes, you're a dipshit, but it works for him. Uh, he doesn't have— he's just— he's, he's really good at— he's a— he's smart as fuck. Um, he's a really good sales guy, and he balances— he, he doesn't really have— he runs the whole thing. Pete Fournier. Um, it's like F-O-U-R, I think. Yeah, F-O-U-R-N, something like that. Yeah, he's a good dude, but he's been in the bit— I mean, he can sell, he can sell $100 grand a month in life like this, but he's never really scaled something to the size he wants, in my opinion, because he's touching a lot of things. And I tried to work with him for a little while, and he was, he was reaching out for help for a little while, and I tried to get and he just, he wants to do his own thing and he wants to be the all-insurance guy. That's his vision. Like, fuck, more power to you, dude. And one day he'll be like, bitch, this worked. It's just a slower build, you know. If you watch his journey, again, he makes good money, but I know people that make significantly more and been in the business a lot less time, you know. And yeah, I could, I could name thousands of people killing it in one spot, building something big. I don't— I can't— I don't— I can't even name one that's an individual. I could pick a company, but even the companies that do it don't do it well. Pick a national brand that does all of it, they usually suck ass at one of them. The P&C people that sell life, they suck at life. I replace the shit out of that stuff. You know what I mean? So I just like, I just see for me more negatives than positives of it. Um, and I don't want to deal— I don't want to be all things, and I don't— it's for me, it wasn't that. It's like, let me build this thing, let me build it big, and kind of go from there. So tough, tough to answer, you know. But I would hunker down and go, how important is it to you to have all of it? And if you could, if you could pick one to do, if you you had to pick it in 3 seconds, I'm only gonna do one, which one would it be? 3, 2, 1. You can't pick one? If you could only pick one, would it be health?

I think health is where we started.

Something to be said there, you know what I mean? So how important is building the P&C side when you know you can stack the shit out of the health side? What's your confidence level in building a profitable health side versus your confidence level in building a profitable P&C side? We're gonna scale a 1 to 5. How confident are you on the health side? P&C side, 1 to 5? So you're dicking around with something you're not even that good at either. You know, I think you'd be better off finding a real relationship that you can refer business. You'll seem like you're good in that world and the tabletops and networking stuff. There's no way you can't find a good P&C guy and you all refer business back and forth. They send you health, you send them P&C. I were gonna do it, I'd find that person first. No partnership, no— you— I bet you could if you put stuff on, if you were more intentional. It's like, how many health people have you talked— or how many P&C people have you talked to this about in your area? Not one.

Oh, the only one that wouldn't give us anything.

Yeah, so it's like you haven't really talked to many about it. There's someone out there, there's someone else out there on the other side of the coin. Doing the P&C side, trying to dick with the health side. They're having the same struggle you are, but their confidence level on the P&C is a fucking 20, and their confidence level on the health side is fucking 2. You just got to find the opposite, you know. So you start looking at stuff like that, go to events that carry more P&C people. And I can connect you with a couple guys that do P&C in the space. I know some good people in that space, you know, quality people. Like, and then now some of the ones I know know a lot of people, so I don't know how in the in the line you'll be for referral business. But if you want some good quality, um, P&C people, I know a couple guys that do really well at it. But y'all can find someone, I mean, local area, put on an event, put on some type of insurance event, put something on to put some sort of—

yeah, not only to bring, you know, find new agents as well, kind of connect the community.

Yeah, you'll find better luck that way. Just find one that naturally works versus legal and paperwork and all that shit, like find a respectable referral business. I would see that being cleaner, you know. So where you at, bro? You went to Never Neverland right there. I watched it.

Huh?

I don't know. Was it anything good or was it— we can't talk about it. What you got, KG? You missed the morning, you want to catch up? Something you need to know you didn't find out today? You got it out, came in, got it, and done. I love it, I love it. Okay, new goals for next quarter? New goals for next quarter?

Oh yeah, 90-day run.

When's our next one? How many days out is it? What are we, June? June, all of June, all of July, all of August. So we got 4 months, 320 days, something like that. Is that what we did? 4 months? Are we doing 3 a year? We're doing 3 a year, not 4 a year right now. Is that what the pacing is? Yeah, 3 a year. Cool. A lot can be done in 4 months. You know what I mean? Like Arturo said, though, summertime's funny. You know what I mean? We all got a lot going on. Agents have a lot going on. It's like— but if you can establish a nice base going into next— this upcoming season, you blow the fuck up. 4 months, a lot of time to do some damage. So let's be super intentional. Obviously, if I can help along the way, you got questions— some of y'all are in coaching already and fucking ask them all the time. If not, don't be shy. Um, yeah, continue to—

offline, I want to kind of go into the details.

I want to understand it. Yeah, yeah, I do. I really— I don't— obviously I don't understand that specific detail of the— but yeah, I would love to understand the dynamic for sure. So just let's set up a time to talk. It's— what, what's today? Wednesday. I want to hear that. I don't know, with Trout. When y'all going back? Friday? Hey, what's up? Am I here next week? Am I here next week? Am I here next week? I am. Yeah, I don't travel till July, so yeah, let's set up a time, maybe early next week when you get back. Or I mean, again, you can call me whenever you want to set down a little window and we just knock it out. Love to figure it out, see how I can help. Hey, when do we— remember them old school opportunity meetings? When do we have to— when we stop doing— remember when he used to have us fly around doing all them fucking things. That was only a couple years ago, 2 or 3, something like that. So at the FFL level, at one point, dude, he took all of the managers and he basically was like getting a bonus, and we mapped out opportunity meetings all across the country. So we'd have like 100 a week at the same time all across the country, and we'd pick who went where to run it. So we'd take the map and go, here's all the locations. John, you go to fucking Ohio and Florida this week. You, you go to fucking Tennessee and Texas this week. You go here and here. And we'd fucking— originally I started at home and we just do my home, but as it blew up, we're like, fuck it, let's fly around and do this. And you can get a bunch of people in the room, I'll come do it. Yeah, yeah. So you just gather the people, I come do the presentation. So we got to that point too, you know. And then your team's out state. We were doing it internally for people that weren't even our teams. We decided as a company we're all going to help each other do it, because there's more power in me doing it instead of him doing it if he knows all the people.

Yeah, yeah, yeah.

If he doesn't know the people, who cares, right? But if you get a lot of people that you do know, it's more powerful for someone else doing it. Yeah, because you can hype— the dynamic is totally different. Yeah. So we decided as a company, we're like, fuck it, we're going to do all of the country, and we would tag team it. We'd all just go everywhere, you know what I mean? Be a run, there'd be 100 a week, and we'd look at what it did for the whole company. So the mini version of that is you do it first, and then when he gets like, why do y'all got to do it together? Go run your own. You run yours, you run yours, you know what I mean? As an agency, we go like, all right, you do Tennessee this week, you do Alabama, you do Florida, you go to fucking South Carolina. Everybody does it Wednesday at 7 o'clock next week. And everybody pushes everybody, and you all run ads everywhere there's one of the meetings. So you run ad in all the states they're going to be in, you run ads in all the states they're going to be in, and anyone you send to his, you tell him about— and you, you mean you tell them, go meet Giovanni, Giovanni's running it, go, he's the fucking dog, dude, he's killing it, ah, go meet him. And you do the same thing to him, and you send all your— and you just do that as a group. And we just played that game really fucking good together. Then afterwards we caught— yo, this was the one. That other one, dipshit. Don't fuck with them. This one, this the one. That's the one you want to watch. And we would try to identify people for the ones that sent them, knowing I could send someone to their meeting and they do the same thing for me. So it just became a mutual understanding. We're going to help each other. Not my agency, not totally different agencies, but under FFL umbrella. It's one of the ways we blew up the company. Yeah, yeah, yeah. I mean, people are looking for opportunities to make extra money. You know, so it's, here's how it works, here's how the plan works. You do it part-time, full-time.

I just—

you tell your story, that's it. Talk about how you got into insurance. You explain how the model works. Here's carriers, here's leads, here's comp. Do the math on how to get paid on a $1,000 premium. You know, fucking 75%, doo-doo, there's the math. Go, that's a wrap. Then you end it. Anybody have any questions, come up, let me know. We didn't really do a ton of open because it can get a little chaotic. If you're good, you can run an open Q&A there, but if you're new, it's like, yeah, careful, don't let the new— you know what I mean? And a lot of people come up and some people run out the fucking door in a sec. And Mike would always make a joke. He'd be like, all right, now that you're all here, all right girls, close the doors and get the money collection hats. I mean, I always had to laugh at it, you know what I mean? Because people are like walking in a hotel room late at night, you know, people are like, what the fuck am I walking into? There's always a little fear, so he'd fucking break the ice first, you know what I mean? You add that piece, dude, you fucking lights out. And if you can happen to do it in your own office, why the hell not?

You know what I mean?

But you can do it anywhere. You can literally do it anywhere today. You know, you fucking run them at the office if you want. I don't give a shit. Fucking run one at 7 o'clock Wednesday night. Fucking go do it. Once in a while you want me to show up and do do it, I'll do it. You can— y'all can use it. You want to run them here? Fucking, there's a space. Yeah, we can figure it out. But you can do them local to you anywhere. That's how you get the most action going. It's a good piece of it. I mean, some people don't necessarily do it and they just go share on social and bring people into a fucking melting pot of young people printing money in an office. That's a cool vibe to be into. But for the most part, dude, someone's got to be explaining the information. About the industry. And the average person recruiting sucks ass at it. So if their only job is to get people to the meeting, that's really easy for most people to do. So they just, they literally stay out of the way about explaining anything. Hey, you look open an opportunity? Yep. Hey, my, my company, we do this meeting every week. We have a training, but before the training, we have, uh, Mike explains the opportunity to people that are interested. So if you want to come down, watch the training, and then you can leave. There's no pressure. No one's going to charge you for anything. Just come in, ask questions if you have questions, but they're going to explain what we do. He's a fucking killer. He's teaching me to do this. Show up early, introduce yourself. I'll introduce you to Mike. I'll see you there. No pressure. If you don't do it, all good. And there wasn't any pressure. We didn't make it weird, you know what I mean? It is what it is. Here's what we do. Here's who we are. Now we're going to eat. Got questions? Every week, dude. You know, that You know, super powerful. A lot of people doing it at the same time. Should you make it to where they like, are you from—

making an ad on any registers or, you know, how you would—

yeah, yeah, fuck yeah, 100%, because then they should all be— then they'll all be on your email list. Okay, dude, yeah, 100%. We certainly did that poorly at the beginning, you know, but with more time I'm like, yo, why don't we check these people in? And you know what I mean, we have to start creating that stuff. It's like, fuck, how many meetings I did, I didn't get anybody's name. Huh? You run ads for sure, and you get people to be talking about it all the different ways. I've talked to people about talking to others about the opportunity, whether friends or family, clients, social DMs, any of it. You're always pushing people to a meeting.

You just don't post any shit on my story today.

I've had 4 people DM me asking me like, oh, what's this about? Crazy, dude. It's crazy. Right? And so at scale, you know what the fuck you're doing. You get 4. Yeah, now he got how many he got, you know what I mean? They start— it's like, as an 8— if I look at our umbrella, this little group we got getting started, y'all be bringing a couple hundred people a week pretty soon. It just will be, you know. It just takes time. That's why I'm like, I wish people would watch it. It's a little quiet in that Discord right now. Keep watching. One day it's gonna fucking pop, you know. Yeah, yeah, it's all— I mean, there's people in there. It's not popping yet. It's brand new, you know. It's going to take time to create momentum and excitement in that thing, and you're just part of it. Um, but shit like this— how long you been doing it? Oh, insurance. Opportunity meetings, all you know. Yeah, we just know them every week. Every week? No.

Oh, opportunity meetings twice a day.

Oh, there you go. I was doing—

I ran my full-time. I was doing, uh, opportunity meetings twice a day and then a big opportunity meeting in two cities 45 minutes apart twice a week in the practice company.

So what company you with? So what, this is your first month?

Oh, okay.

They just start to a day and then book in 20 to 30 interviews just to get somebody to come in and get a 25 or 50 name list to then go on 4 appointments every night to close to and get home by like 12:00 and do it again.

I was looking between a lot of places to build it that way.

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Make sure you get to the next week.

Wow, works. It's worked forever. Yeah, so there's other little things, but that'd be a big one. A lot of conversations about opportunity. I mean, how many reps you get? You can get— you get big message to a lot of people saying the same thing. If you get a lot of people to push people towards it, Again, do it online, do it in person. I like in-person stuff, but I wouldn't eliminate online stuff, especially you're going to start recruiting remotely. You can do them as often as you want. I like to pack them out. You do 2 a day and you got 3 people, I mean, it's not quite as exciting as film, but you can do it, especially if you're doing it remote. They don't know how many people are on it, not on it. But yes, I would put that in place.

And so I just drove a couple hours up and people came across.

It gets frustrating when you're the only one trying to bring people there. So that whole thing where I said I stopped training, I stopped doing those too. Because I was the only one pushing people there. So I do the opportunity meeting with the 3 people I got there and the 8 people I told to get people there. And I'm like, bro, there's, you know what I mean? Like, there's no one to talk. It's all my people.

Right now.

So it got, it got old that way. And so I just had other people start doing them. They were doing them out of state and I would just show up.

Work, right? So must be something too. You got the weather.

It's a big one. What do you think?

You can like create a really good life for me right now. You know, you know where I'm at, deposit for the month.

I want to try to get 100K. Like, what was it like to me? I was trying to stay here.

I was a billionaire. To get there.

What? That's the best thing. And I think the same answer, because what's— do you know what it takes to get you to $100K a month right now? I can sell my ass off. I mean, the way to do it the right way. For you to sell 30, do you know what it takes for you to make the other 70?

Oh, that's just— that's still up to somebody.

If you bring home 30, sell— no, I mean, you literally know your number. My number, like, deposit for me? No. Meaning how much volume do you need to get to deposit the $100 grand? Figure it out. I can do it. We can do it off the top of our heads. You know what I mean? So again, if you got every $100 grand, what's your spread? What's your average spread on a new agent?

Okay.

Yeah, call it 30. Is 30 a fair number? You can get 30— call it 25 better to use? Okay, so every $100 grand gets you $30. You should pay, right? Yeah, every $100 puts $30, so $200 would be $60. You're selling $30 on your own, it's $90. Yes, I was going to say $300 grand a month. If, if the structure is right, it's $300 grand a month and he's fucking $150, if it ain't going to But if you get $300,000 direct to you, you know what I mean, and all their stuff is just bonus, right? Because if you spread on him, ain't $30,000, I'm sure, I'm assuming, right? So that leg only gets you $5,000 or $10,000 or whatever the spread is. So you can map it out, you know, if I get $100,000 from him at 5 or 10 points, cool, that's $5,000 or $10,000. If I get $200,000 by myself at 30 points, that's $60,000. So I got $60,000 for me, 5 or 10 from him. 30 for myself selling. You got 100 in a second, dude.

She's really good.

How do you get to 200? Direct. Yeah, 20 people selling. Can you do it with less? Yeah, the dude did it with 60 to do something. That's not average. It's not gonna work out average-wise. $10K a month is a pretty fair conservative number to use. So go, I need 20 agents selling direct with 30 points. Hmm. Plus the two schools, plus his personal production right now. Yeah. The quickest way to it.

Yeah.

Huh? Yeah. You got to get— you got to get volume, dude. You add— if you get— if you remove remove anyone recruiting from your mind. They're recruiting on their own. You add $200 grand outside of whatever they do, you'll be there. You knock back $30, $40 grand a month easy on that extra. So $30, $40 over there, $30 recruiting, and a little extra you get now, $5 or $10, whatever it is you're getting over right now. So yeah, so it's like, all right, how do I get 20 people selling?

Always the biggest hurdle.

You ain't going to get 20 started to get 20 selling. Probably going to be at least 100. All right, so now the question is, how can you get 100 people into your funnel, into your— like, to the point where they're getting contracted? Yeah, you know what I mean? All right, I need 100. I want to do it by the end of the year. I got 6 months. I get 20 a month. You get 4 or 5 a week. Contracted, selling. So basically, you need every day, you need to get someone on the phone. Every day, can you get someone new on the phone? On the phone? Yeah. To get someone new on the phone every day, what do you got to do? I get someone in class every day. I got to get someone getting the license every day. Well, I got to get someone contracted every day. That's the moat, right? So to get one day of contracted, you're probably going to have to send contracting to more than one a day. Right? To get someone to get licensed, you want one— it ain't one a day getting licensed, ain't gonna get one a day contracting. A couple day popping out of licensing, how do you do that? Shove fucking 10 in, you know what I mean? And you start that water, that process now, start filling it, they'll start spitting out on the other end in a few months. If you're only putting in a couple on the front end, what you're spitting out, it's going to be one here or there. You know, so, yeah, handful of people a week getting a contracting process. If you're net writers, your total writers, if you can make it go up 5 a month, change your fucking world, dude. 5 writers a month. You, you add 5 writers a month, and then what's he got to do? Add 5 riders a month, that nets you up 10 total. 5 points over here, 20, 30 over here. Cool. So I just promoted, can we do 5 a month? Why? It's 1 a week. If you do less, it's 0. So can we go with 1? Pitched it that way for 10 years. Move on and focus on somebody else. Yeah, they ain't hiring. What the fuck you talk about? You just don't talk about hiring with them. Now, if they're not hiring and they want to talk about hiring, like, for sure, he's too busy. Why you ask me? You don't hire. No, but if I did— if you do, you let me know. I'm certainly talking to them about why not doing it hurts them, you know what I mean? But if they want to live that way and they don't— they want to be in sales. More power to you, dude. But he's not allowed to bitch ever. You can't complain about your team size. You can't complain about overrides. You can't complain about you have to sell to do everything. If you don't bring— you can't complain about that shit. You know what I mean? I'm not going to beat him over the head to recruit. We're just never going to talk about it. And how long do I need to talk to him about selling? How much sales information do you need to give him? Okay, if y'all— if y'all— you two, literally, specifically, if you two aren't talking about building, what the fuck are you talking about? And are you okay with that relationship if it's just talking about the sun and the weather and these new shoes you got and dinner? And I mean, if it— you don't have to talk about selling, rare. So, and if you ain't talking about building, y'all just want to be like Weird friends who are in the same business together but don't do business at all together. Fucking awkward. You know what I mean? So it doesn't have to be that weird. It's like, I don't know, if they ain't recruiting, what the fuck do you talk about? You know what I mean? Like, if you didn't recruit now, what on earth would we talk about? We don't talk about sales ever. So if you stop bringing people to the table, I'll be like, bro, same answer as last month, you know? So, so like, I guess what if somebody put in an activity and they just suck at it? Yeah, I like that. I can, I can fix that. Yeah, if he sucks at the training, I prefer that. I'm like, he's good at bringing people, but he ain't good at converting them. I'm like, keep bringing people, dude. Stop talking to him after you bring him though. Stay out the fuck away. I got it. I'll build this whole team for him. He's going to keep bringing the people. I'll build the shit out of it. Now, if he can't manage it, I'm only going to do that so much. If I build it for him and then he fucking lets it go to shit, I'm like, I'm out. But if he's bringing people to the table, I'm in. They're direct to me anyway. You know what I mean? I'm sure you got at least a little bit and you can get yours up enough to get a little more spread. I know that for sure. Right? You climb, you can separate and build a bigger spread on him regardless. So if you're building and he's not, you're naturally going to get more on that leg anyway. You know? And if he does build a little bit and doesn't build a ton, for him to catch you, It's gonna be hard because he's gonna have to have a decent-sized team to catch you. So if you're only helping him with 2, 3, 4, 5 people, it doesn't hurt you a ton because you keep the spread and you're just like, hey, call dipshit about this. I'll manage everything. And you can do the majority of the work and just let him keep bringing people to the table and sell and do his thing. I mean, but he suddenly wants to manage 30 people. You can't do it for free.

You know what I mean?

So it's like, bro, I need you to step up a little bit. I need your help over here. You know, but early on, dude, I looked at every person I ever even interviewed, much less hired. Every person I've talked to, I'd look at as a recruiter for me. Still to this day, you can recruit for me now. You can, you can all do it. No, but in my eyes, everyone I work with has access to people I don't. So for me, I'm like, can I use that as a conduit to new people? And if I can, cool, let me do my part. You do your part, which right now is bring people to the table. Let me do my part, which is teach them the rest. And again, if he's good at his piece, which I'm not saying he's not, okay, you teach this piece and then you slowly give more responsibility to the people. You know what I mean? It's no different than this. You'll take— you're gonna— we're doing some stuff, but I'm gonna keep giving you shit to do. Eventually you won't need us for a lot of it. You know what I mean? And the relationship gets easy then. Just talk about dumb shit and all the money and, you know, I mean, the fucking retarded stories we can relate to that no one else understands. It's totally different conversations when you get a couple of us in the room. It's like, holy fucking— this, we can cut up about some stuff that you just can't have generic conversation. Like, y'all don't even see half the shit that happens. Yeah, so those are a lot of conversations now with some of my buddies. I'm like, yo, I got some shit to time. Can I fucking spill it right now? You know what I mean? You know, you can't— it's hard to bitch to— we deal with a lot of stuff that warrants bitching sometimes. You just got to be careful who you do it with. So I got a couple buddies, I'm like, you ain't going to believe this shit. You get off your chest, move on with your day. All right, dude, talk to you later. Thank you. Little therapy session, I move the fuck on. You know, Mike and I got— we played that with each other though, but no one knew any drama going on. We, we kept it between him and I. But if he needed to vent about about dumb shit you did or I need to vent, we just do it together. Yeah. Which, you know, if we certainly, we're gonna be like, bro, we've had a couple little conversations, it's gone crazy. But other than that, dude, I wouldn't overcomplicate the rest. An army of people into your world. You know? Promote the shit out of it, show up every day, even when nobody shows up to the event. Yeah, the chances of you bringing 100 people into your first one, Probably ain't big unless you way overspend, you know what I mean? But you don't have to do that. You can build it, build it slow. I mean, get 10 people in the room the first time, let's fucking win. Yeah, just work on it every week. And when you catch— when it starts catching momentum, who wants to do this? Copy and paste. I mean, anyone can do it. It's not that deep. Write your story, talk about how you got in the business, explain how you get paid. Wash, rinse, repeat. Yeah, I'd put that in.

They put their information in again and just shoot for that target, dude.

200K direct to you. 200K that you got 30 points on.

I'm waiting for somebody to say, dude, I'm tired of burning money.

That's the first It's like, can you do that by October? 200K, 30 points by October. It's possible for sure. It's fucking 20 people. It's not 400. And everything else anyone else does on your team between these couple, it's fucking cherry on top. But people get excited about that stuff. It'll fuel you guys too. You get around, you start seeing some new hungry people that just want to win. And you ain't got to be that good, and they be like, holy fuck, you're all fucking rock stars. Because, you know what I mean? Because you're doing— even if you aren't satisfied with where you're at, relative to the average person that's going to come into a meeting like this, you're fucking killing it. So it helps confidence in your group too, you know? Then you can get out and bring people up front for a minute, like, hey, this dude's been with me this long, he got started. Hey, you know what I mean? You can, uh, like the concept of a panel where you can kind of— sometimes we would have people up and have a few people. I just— we'd line up with him at the end, and he would have each one of us. He'd be like, all right, Wetmore, can you just real quick, how long you been in the business, what you did before, where you're at now? Hey, my name is John. I guess I'm with him 6 months ago. I'm an accountant. I do it part-time, making like $4 grand a month. Next person we go, just real quick intros. You go down the line, kind of reiterate what he just said, kind of validate what the dude just talked about, you know what I mean? And where social proof that it worked for us. I was in one of these meetings, I came to this, I thought it was weird as shit too, but here we are. I mean, it validates everything that you're doing for the people who have somewhat of interest, and they're like, I mean, it works. Why are they trying to scam me? They just haven't figured it out yet, you know what I mean?

They're still like, that helps.

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