How To PRINT Money In Insurance Sales ($500,000 PER YEAR)

What's up, y'all? How is everybody doing? Y'all hear me? Yes. Good. How are you? Yes, I can. Dig it. I always appreciate the 7 that start on video because it gives me something to look at. All right, dig it. We'll get started. Um, what I'd like to do is, if you guys will, um, anything you'd like to get out of today, feel free to put in the chat. Um, would love to hear. Sometimes we ask in advance. Today it's just on my agenda to like, hey, anything you want to kind of something you want me to cover or something you want to learn about, something you want to get out of, put them in here. I'll pick a few as I talk and kind of loop them in to, um, to the things we got going on here. A lot of y'all, um, certainly follow me in different places. If you haven't already, we, um, we kind of moving— we're sort of merging some of the places we have our community, if you will. We tried out School and it's worked for a little bit. Giovanni, who's on here, um, if I know there's different multiple pages, but he, he recommended we use, um He introduced me to Discord, so we've been using that. A lot of y'all are in it already, but we're going to use that as kind of a central hub for, for not only our agency— my internal team is using it from a staffing and operational standpoint, we're using it for our direct agency that we're building out, and then just a general community that follows me that doesn't work with me necessarily, um, is going to have access to our Discord. So we have a few different channels, if you will, in the Discord. If you haven't joined it yet, Amanda— they— Reese just posted it in the chat. Um, it's just our community Discord. If you're not in the agency, what I'm— one of the things I'm doing is I'm actually allowing people to see in it. Um, so there's different sections. I'm not going to go through it all, but if you're not in it, join it. It's pretty simply set up. If you don't know how to really open a computer, it might make your head explode, but if you're halfway decent with phone and computer and apps, it's, it's pretty simple to navigate. Uh, my team made it, you know, by category, and it's named pretty appropriately. Um, but the— I, I am building a new direct agency. It's— we're kind of tagging it the Just Win Crew. And, uh, there's a section in there, and I'm building a new direct agency, and I'm gonna, I'm gonna document a lot of it along the way and share it. So any y'all that like— I talk about what I do a lot, but now not only am I going to do it, I'm going to share it and document it. And Reese is going to put a lot of the marketing behind it. Um, and Discord is a part of that. All of our new videos get posted in there automatically from YouTube. I share some stuff in there just about personal stuff. I have a— I put— we put a fitness section because a lot of people are interested in— I'm trying to like stay in shape and You know, I'm trying to fight getting old and it's not working really well, but I'm enjoying the journey. And a lot of y'all do some stuff, so we made a little section if you like accountability and want to talk about what you're doing in the fitness world, um, health world, being healthy. I'm a big fan of it, so there's a little section in there for that. And then for those that just want to watch the journey of the agency, you can see in it but you can't type in it. So we let you get a little peek behind the curtain, but if you don't work in our agency directly, I know it doesn't give you access to type, and I'm Sorry, but I had to like limit how much, uh, everybody could get access to. But there is a generic chat that everyone can share and everyone can ask questions, everyone can do participate in. And I'm going to come up with a way to kind of go live in there on occasion to help as we fill it. I think we have 150 people on there or something like that right now. But join the Discord if you haven't already. I am going to kind of migrate away from school over time if you're in there. Um, and then for those that don't know or most of y'all probably do because you're on my stuff. We have our workshop, what's in 2 weeks, is it, Amanda? 2 weeks, I think. Um, I don't know if it's 2 or 3, it's a couple weeks away. June 5th, 4th, 5th, whatever it is, y'all know. They know when it is. Y'all probably do. If you don't, you're gonna post it, Amanda. I haven't— I'm having an in-person workshop in my office. Again, I'll assume most of y'all have seen it because we marketed it, and I don't want to push you to death. If you have no clue what I'm talking about, you can click on the link there. But it's a 1-day in-person in my office. Day 2 is going to be with Cody, if y'all know and follow him. He's having an event here, so coordinated one day at my office, VIP mastermind dinner, an event at my house that evening, and then next day, um, if you, if you come to our workshop, everything at Cody's is included. So we'll get you in there, tickets for free to that part as well. Um, what I would say is, um, I want to see if any of y'all typed anything in there. Did anybody type actually anything that you want to get out of today? Are y'all playing shy today? Got your book, finished it in one day. Thanks, Mindy, I appreciate it. I have two screens over here, that's why sometimes I'm looking down. I'm not ignoring you guys, and one I can read significantly better on. I'm glad you liked it. What'd you learn from it? What's the biggest change you're gonna make after reading it? I, um, would love to know that. All right, so I'm gonna go over a couple things. I'll assume, since nobody asked specifically, most of y'all are trying to figure life out in this business, you know, figure out how to make it. I know a couple of y'all making some money because I see you But I find there's a lot of commonalities in, in people that are stuck. And, um, I think we can hit a lot of plateaus in a lot of different areas in life. Many of y'all have probably done that. Maybe in your, I don't know, personal relationship, marriage, boyfriend-girlfriend world. Sometimes it's great and sometimes it's a pain in the ass. Um, maybe in your health journey, sometimes it's amazing and sometimes you can't stop eating cookies. And maybe in your business world, sometimes you sell a lot and sometimes you sell nothing. If you haven't figured it out yet, that's kind of life. It's— there's always obstacles, there's always hard shit to come through. And even when you think it's good or even when you think someone's killing it, the amount of work they're doing to get there is hard to see because you can't follow someone 24/7. But I would say when I look at most people that are lacking success financially, they tend to lack discipline and consistency in most areas of life. There's very few people that are disciplined as shit in one area and undisciplined in the other. It tends to happen more with health, especially with sales guys, right? Giovanni, we start selling a lot, we get fat. That tends to happen. I got the Chick-fil-A belly when I sold for like 4 years, and I got up to like 250 and I don't know, shit, 25, 28% body fat. It was kind of disgusting. And I didn't like it. Yeah, any of y'all run out of breath when you tie your shoes? I don't know if you're at that stage of unhealthy. Like, that, that's where I was at, and I was like, I, I gotta fix this. Um, you know, but it's— the reality is, when I was, when I was like that, I lacked discipline in what I ate, and I lacked discipline in the amount of work I put in into me, myself, physically. Um, and I was super inconsistent with it when I did do it. You know, you go like, hey, I'm gonna start eating good, and you eat good for 2 meals, and then your friends want to go to Chick-fil-A and you go. You know, or your buddies want to have pizza that weekend and you have it, or you— your buddies or your friends or your girlfriends start drinking and you start having drinks. I— trust me, I am like— I'm always in line for— typically for stuff like that. I have to fight that still to this day. I haven't had a drink since January, February, March, April, May. I'm almost at 5 months. I haven't had a single drink of alcohol at all, um, or any fried— I haven't had one piece of fried food or any alcohol at all in 5 months. And just from that, I've lost like, I don't know, I posted it the other day, I think I'm down like 7, 6 or 7% body fat since January. Um, I'm down like 14 point something, you know what I mean? And I lost like, I don't know, I think 15, 20 pounds. Just no alcohol and no fried food. And for me, I found when I do something as simple as that, if I cut out alcohol and cut out fried food I tend to not want to eat cookies either. I tend to kind of work out more. I tend to be like, well, if I'm not eating fried food, I probably shouldn't have chips and salsa either at Mexican. I— because you can get, you can get salmon at the Mexican restaurant, you can get grilled chicken at the rec— you know what I mean? Like, Amanda got me Zaxby's today. It was grilled chicken, avocado, and boiled eggs on, on a salad with like a super light salad. I didn't— now I love the— and hey, that shit came with the Zaxby's bread in it. Y'all like that Zaxby's bread, dude? It came with two— it came with two big-ass pieces of that Zaxby's bread, all the butter, warm butter on it. I had to take the thing off the salad and put it there, and I left it on my desk and I stared at it and I didn't take one bite. You know, I really wanted to though because it's my favorite bread. I don't, I don't, I don't know. I don't know anybody else that gives away bread like that, but that shit is good. But it's like, I have to have discipline in those moments. I could have easily been like, ah, it's a slice of bread, I'm killing it. But dude, I just— I'm trying to stay disciplined in it, you know what I mean? It's like, and, and this, this side— business is the same, you know. I, when I, I, I fortunately got it in business first. When I realized how it worked in business, I applied the same principles I learned in selling a lot and building a team to my health. It's just— I could take, I could take the Do More concept of the book and write a health book using the same process. Um, and for me, the process is quite literally doing more than most around me. It always starts with that. Um, and I found that most people that are struggling with insurance— if you put 100 insurance agents in a room, where do you fall relative to the— you know how they— when you know when you could take your kids to the doctor and they weigh them and they do their height and you're like, oh, my kid's in the 93rd percentile, he's the— he's going to be tall as shit. Or you're like, damn, they're in the 42nd percentile, we're gonna have a little midget kid. You know, we kind of look at that stuff and we, we, we assess how they are relative to other kids, like what's normal, right, in our head. And some, some of us can overthink it even. But if you, if you— and all that is is saying, if like when Maddox, he's really tall, so he's always been like 98th percentile of height, but he's skinny as shit, so his, his weight is really low in the percentile, percentile thing, um, you know. And this goes, all right, and all that means is if you put 100 kids in the room, he's taller than 98 of them. I learned— I don't know if y'all know, I didn't know what that percentile thing meant until kind of recently in my life, which is weird. But same thing. So if we put 100 agents, insurance agents, in a room and we said, who gets the most leads consistently? Who makes the most phone calls and does prospecting consistently? Who's, who's role-playing and studying their craft and working on their skill? Like, who said their phone script out loud today just to study it? Who studied their product in the last 3 days? Who studied someone elite at exactly what you do and mimic their presentation last week? You mean if we put 100 of y'all in the room and we said, where do y'all fall percentile-wise, percent relative to other agents? I just want— I just know the ones that are at the top, it tends to work out better for them financially. You know what I mean? So for me, it's like such an easy hack. Um, I've never really found a way to go like, let me be at the bottom percentile for activity, but I'm going to be at the top for income. I don't, I don't, I don't, I don't, I don't, I don't see that often in life, especially early, right? So as you guys start to look at this thing, it's like, how consistent and how disciplined are you in your activity, because without some type of activity, how do you make sales? Pick an activity. I don't care what the activity— there's plenty of activities you can do to prospect, right? But at its simplest core, what we do in our space is you prospect and you present. That's the only ways you're making money in this deal. If you ain't prospecting, you can't present, and if you don't present enough, you won't make enough money, you know? Um, and that, again, that model is not that deep. So it's like, really look at your, your situation and your schedule and go Does my activity align with the things I say I want? And the discipline part of it is, when it doesn't feel good, do I do it anyway? You know, when I'm having a shitty day, do I still do the activity I said I do based on the things I want? You know, when life gets in the way, do I still do it? Or do I make an excuse and then I sell myself on the excuse? And then do you buy the excuse from yourself? When I'm doing all this workout stuff, if y'all follow the fucking training I'm doing to— for these events, it's like, it's kind of stupid when I, when I verbalize what I do, but I have to put a lot of hours into running, hiking, and, and walking right now. And, uh, Regina, you walking on the call? You get— I like it, getting it in. I should be doing that shit. I need an incline stair stepper for when I'm doing these, Amanda. Imagine how bad it'd be. I would be— I'd be out of breath so bad. But like, I'm at a stage where right now, to get to perform for these events I signed up to, where I'm, I'm up to— and if y'all been following me for a while, I didn't, I didn't start out doing a lot of running, but I'm 7 weeks away, and part of my training right now is a 5K every day. Every day I have to run a 5K for the next 7 weeks, which is 3 miles for those that don't know. And in addition to that, I have my workout I have to do, the strength side of the training plan. So last night was box step-ups with a weighted vest for an hour and 55 minutes in addition to the 5K. How many times during the 5K and the fucking 3,000 step-ups with 20-pound vest on me did you think I went, why am I doing this? I— my knees hurt, my legs hurt, I'm sweating, my underwear soaked, my socks are wet because my sweat's dripping from my t-shirt to my socks down to my shorts down to my socks. I didn't want to keep going, and then I had to get up and do it again today. I had a 5K this morning, and I have a core workout later, you know, but right in front of where I do the step-ups, I have a, I have a big rack. You'll see in those weight racks where you can do a bunch of shit with it. Has the, the, the band, the— what do you call them? The, uh, shit, the cables. It has like cable stuff, it has free weights. It's a pretty badass rack. Right in front of it, in the, in the center where you would do pull-ups from, there's like a little loop that you can hook in one of those, uh, I don't know, I forget what they're called. You can hook stuff in it. And for me, I hung a medal of where I did this event and I didn't finish last year. So like, this motivation to me, because it's something I said I want to do because I didn't accomplish it the first time. Because the first time I winged it, I didn't put— I didn't follow the training plan. I was like, I'm in pretty good shape, I'll just fucking figure it out. Well, the mountain kicked my ass, right? And so I had to look at myself this year and go, why did it kick my ass, dude? I didn't do the training. I was in good shape. I was working relative to most people. I was in good shape, right? But most people were— relative to most people at Planet Fitness, I was in great shape compared to them. But you put me on a mountain with people who trained, you know what percentile I was in with them? I was at the fucking bottom. These— I'd get 60-year-old ladies smoking by me on the mountain because they had prepped and they had done more reps and they had done more climbing. They had— they followed the plan. You know, and so I had to look myself in the mirror and go, dude, someone that says they want to go do stuff and do whatever it takes, you sure did kind of fucking wing it. And so yesterday, as I'm doing my workout, when I was feeling like, damn, my knee hurts and my ankle hurts and my hip— I'm almost 50. Running a 5K a day when you're not a runner is fucking hard. I assume running a 5K a day when you're a runner is hard, but this shit's a pain in the ass. And then I have like I'll sporadically have a long one, like Saturday I have to do 12 miles, you know. 2 weeks ago I had to do 12 hours. I did 40 miles in 12 hours in one day on a hike. It was part of the training plan. But yesterday, man, every time I wanted to quit, I was like, but you said you wanted to finish the event this year. You keep telling people you're going to do it. You keep saying you're going to prep for it. You keep saying you're going to train, you know what I mean? My kid— the kids were coming over last night and they were going to play in the pool, and I'm like, I hadn't done it yet, and I'm like, I want to go play in the pool, but but I have to train, you know what I mean? So it's like, you guys have the same situation on both sides. You got it in life and health, and I'm sure, right, we're trying to figure out the money. I have an advantage today in the time I can train because I don't— I got the money coming in either way, you know what I mean? I didn't always have that ability, but the concept still holds true. When I was in the field and I was selling, some of the things that I'm afforded today, I remember being in the field in the position you guys are in right now And when I wanted to make— stop making phone calls, I used to picture my kids on the public school bus. Any of y'all have kids on a public school bus that go to school? Little bus drives by, picks them up to go to school. No one has their kids on a bus to go to school? Holy Lord, I don't— I don't know where y'all go. I— where I go. Okay, some people do, thank God. Okay, if you don't, ask someone who does. If you know a friend whose children go on a public school bus to go to school, ask them what it's like. It really, really bad things happen on public school buses. It's fucking insane. And so when I felt like quitting in the field or on the phone that day, I would always picture that my kids— because my kids had to take a bus for a while. Yeah, I didn't fucking like it. I wanted them going to a private school. I wanted my wife to be able to take them to school. I didn't want— I didn't want that journey. You know, when I grew up in the hood and went to public school, but I never took a bus. I always walked to school, so I don't— I didn't know what bus life was like. I knew what public transportation was like, but not a school bus. And, uh, I found out when my daughter got to high school. I was like, oh shit, that happens on the bus? And, um, you know, so when I wanted to stop, I would picture that stuff, you know. When I didn't want to keep recruiting, I would picture the house we were in and be like, dude, my, my my daughter Gabby and my son Brayden had to share a bedroom until they were like 12, 13 years old. Like boy-girl share, you know what I mean? I'm like, I didn't want that, but fuck, I had 5 kids in a small house. That's what had to happen, you know, for a stage. There was a stage where they had to share rooms. There was a stage where the kids' playroom was my office, and I would get frustrated dialing because they wanted to just play with their little kitchen set. You know what I mean? And I'm like, I can, I can just dial later and let them play. I could, I wanted to do that, but I couldn't. I had to kick him out of the room because I had to— Daddy had to dial to make money because we want to get a bigger house and send you to a nice school, remember? You know, and so as you guys start to do this thing and you struggle with the discipline and the consistency, I, I can just tell you, for me, what got me to stick to it is quite frankly guilting myself for giving up on the things I say I want. I just call myself out. Hence the D-Bab and the Get Shit, although all the terms y'all hear that I put out there, marketing, that's all how I— that's— that just got out because people hear how I talk to myself, you know. And so when I want to quit, I tell myself, don't be a bitch and get back at it. You said you want this. How bad do you want it? Are you going to quit on yourself? And I talk to— I literally talk to myself, and I will guilt myself into continuing to push for the things I say I want. Because in the logical moment, everything you want makes sense, and all the things you say you're going to do make sense. But when life gets in the way and you get emotional and you start thinking and your brain starts going to work, dude, you'll convince yourself of all kinds of stuff, you know? So I had to be careful. It's like, for us old folks, maybe it's— I don't know the kids' shows today— but where they had the two characters on the shoulder, and one is telling you to go do the bad thing and one's telling you to do the good thing. You, you got to learn to control that shit, you know. Um, and, and it's hard, you know, because life is life. But the part I want you to explain to you guys is everybody has that. And I found for me— excuse me— if I have those things written down and I have them mapped out and I don't have too many of them and I believe in— and I actually believe in them. For me, I'm— I— and I was talking about this on a call I just got off. When I put things down on paper, I then go chase them. It's a daily effort to chase that thing that I say I want. And like, I want to be in good shape. And again, as you get older, it gets significantly harder. But I've had health issues. For someone in really good shape relative to the Planet Fitness people, and Planet— relative to most people, general people, I had a lot of health shit going on. I had some kidney issue stuff going on. I had high cholesterol, high blood pressure. I had some like I got all kinds of shit going on wrong on the inside. And I'm like, damn, imagine what being really unhealthy would be like, how bad it would be, because it is pretty bad and I'm kind of healthy. Um, and so I started, I started looking at it at a different level and I'm like, dude, I don't want to deal— you see our clients, like, you ever— any y'all ever gone to see a client and they pulled out the, the box or the bag or the grocery bag or the storage thing of medicines? Like, dude, you don't take care of yourself, that's the future, to be clear. Especially if you fall into the medical system where they just— that here's the issue, here's the pill. And they were doing that to me. High cholesterol, they're like, here's a pill. I found out the reasons why I have high cholesterol. It's not because of the way I eat. There's other things, there's other factors, you know. Um, but that motivates me a lot to keep pushing health-wise when I don't want to. When that Zaxby's bread is on there, dude, I think about the high cholesterol I don't want. You know what I'm saying? Like, just when people are around, and it's hard because I go to— I still go out with all my, my, our circle. If I— if we go to the— like, we have a little country club, or the kids and our little friend circle go to up the street. And, uh, when we all go out to eat, dude, they all get dessert, they all get drinks, they all get fried stuff, and I sit there and I eat my grilled chicken and salmon or filet and you know, get the, get the salad, the salad bar, and I just say no to the other stuff. So I— and then I— you don't think I get made fun of? I get poked at, especially the more they drink, the more they fucking poke at me, you know what I mean? And no different than y'all in life where you're trying to do your thing and people are telling you you're stupid for doing it, or that can't work, or there ain't no money in that, or they were lucky, they just— they're here because ABC. You're gonna get that same fucking pressure from people about in business as you do if you try to eat healthy and try living extremely healthy and continue your current lifestyle around the people you're around today. It's fucking hard because you have all this pressure of people just eating whatever the hell they want, you know. And business, y'all are dealing with the same thing on business. You, you have all this pressure of all the people around you, or you're so isolated you don't have good people around you getting you excited that when someone tells you it's hard, you start to believe the shit. When someone tells you it's not possible to live different, you start believing the shit. When someone says you can't make $250 grand, $500 grand, $1 million a year, you start believing it. I just don't believe that shit. I'm like, yo, if someone can make it, why not me? You know, and I just— I won't stop chasing the things. And I, again, I think discipline and consistency is is the hardest part for you guys. And I share the definition a lot. I put it in the book, and it's one that I had to Google a lot when I was new, which is why I know the definition so well. I've had to literally Google discipline versus consistency 500 times in my life because I didn't understand really the difference. And I don't know if I'm alone in that or if y'all think I'm retarded, but I actually didn't fully know the difference, like, as an adult. Like a grown-ass man in insurance, I didn't really grasp the difference between the two. Um, and the best definition I ever saw that I, that I liked, I put it in the book, and it's like, discipline is the ability to do, to do things in, in the moment when you're not currently motivated to do them. Discipline is the ability to do things that you said you would do when you're not currently motivated to do them. That's what discipline means. So in the moment when you're not willing, when you don't want to do something you said you would do, if you don't do it, you lack discipline, period. Consistency is the ability to do those disciplined things over a long, inordinate period of time. Not over the course of a week or a month or a year— in a long, inordinate amount of time. 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 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. We have agents in there selling, me helping agents and sharing information. We're gonna, as we build this thing out, share everything. 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. You know, so it's having this discipline daily over a long-ass period of time, and it doesn't have to be perfect. If I mess up and eat a slice of pizza today, it will not mess up my, my routine at all. I, I don't want to do it because now it makes me feel like shit. I've learned, especially as you get old, you start eating good, put clean food in your body. You put some wrong stuff in, it's like, oh shit, who knew? Oh whoa, what is that all about? You know? And so it actually gets easier for me to eat really good. Is so easy today. I found things that are clean. I found things that I love. I found staple items, things that cure, like maybe some, some snack I might want. Dude, you can take a protein shake, literally a gym fucking protein shake, put it in a Ninja Creami and it's ice cream. It's the same shit. I just poured it in this little machine and hit a button and it makes it taste like ice cream. I'm like, this is the fucking best thing ever, you know? Um, but it's healthy as all get-out. And so in, in this space, as you're doing this thing, I, I really want you guys to map out— just be real with yourself about like, don't put the fantasy shit down that you say you want, because if you say you want it, you're gonna have to go get it. And it's, it's going to be hard. And are you willing to sacrifice and be— oh, we got another walker. Carolyn, get it! I like this shit. I'm a fan. We're gonna have everybody on here walking soon. Um, you know, if you're gonna write the things down and say— if you're gonna say you're gonna do them, you should write them down and, and be willing to fight for those things, you know? And there's a lot of things in y'all's lives, and this is the stuff I had to accept about myself early on. Again, keep in mind, I was 35 years old and broke. I told my wife Stephanie— I wish I could have her, I should have her on here one of these days—

Um, someone—

some— something came up about, I don't know, just the way I am, who I am with the way I treat things and discipline and stuff today. It came up in a, in a, in a friend circle conversation or something, and, uh, Steph was like, dude, if they only knew. And I was like, what do you mean? She's like, how different a human you were 10 years ago. She's like, I remember you being lazy He was sleeping every fucking day. He'd lay on the couch and watch TV for hours with the ice cream carton on the couch and would dig in with the spoon. And like, our early, early stage of our relationship together, I was not who y'all fucking see. I mean, she was the go-getter. She was, she was up and at work long before I was, especially when I was in insurance, you know. Um, and I can look back and I, it's like, I don't remember what it felt like to be that way because it feels like so long ago. But I have so many memories of just laying down watching TV and doing fucking nothing for 12 hours a day on a weekend. I have so many memories of literally just drooling on myself because I haven't moved off the couch in so long, you know. And I, I just, I, I had to, I had to, I made an active decision to change that shit. And, um, you know, I really want you guys to be able to believe in yourselves that you can make some shit happen if you go at it in the long run. Because you, you deserve— your family deserves to live different. I, I don't— I know that the only reason mine lives different— I get a lot of credit for a lot of things, and it's weird, and I just tell people like, I'm just a fucking guy in Atlanta who works his ass off. That, that's it, you know? And y'all all have the same ability. You can be a guy or a girl in whatever town you're in, and your entire world can be different in 5 years. Literally, you're— I, I like— my life is surreal today because of the effort that I put in and the people that I found and taught how to make money, you know. Um, and, and I, I know that a lot of people see that, but I wish you could also see when I lived just like everybody else and I struggled with all this shit just like everybody else. In fact, I still struggle with it. I just win more days than I lose, you know. I eat like shit very infrequently, but my diet's not perfect, you know. I don't, I don't do a good job at counting macros, and I'll grab 4 handfuls of cashews and eat it, and I know that, you know what I mean. I I, I'm not perfect, but I have way more days on the right side of things than on the wrong side of things. And I've learned that a lot of, a lot of people that aren't winning are the opposite. There's way more days where you give in to your own thought process and you give up and you don't put in the effort you say you will. And when things get hard, you, you, you, you sit down, you know. And when people tell you you can't do things, you believe them. And when people tell you it's the lead's fault, you believe them. And when people tell you it's the industry or the product or the company, you believe them. You know, when people tell you you can't make that happen and you should find something else to do, or only a few people get to make money, only the ones at the top make the money, and you believe that shit. You know what I'm telling you, that ain't— it ain't real. You can go get whatever the hell you want if you want to go get it. I mean, it takes time, it takes effort, and it's probably going to change your circle. My circle is not the same as it was 10 years ago. It's just not, um, you know, and, and that happens from a lot of little everyday things, um, changing over time. So discipline and consistency, work on it. Find a way to, to, to make yourself— because the reality is no one's going to hold you accountable. Everybody's looking for accountability. Fair. Everybody wants accountability. I think it's kind of fake. You know, I think you can have running buddies and that's cool. As I train, if I train with other crazy people, it makes it a little easier. As I build this business, I build it with other people who are going through similar issues, it makes it a little easier. But dude, at the end of the day, if I fucking quit today, you know how few people would come to my house and be like, yo, you good? Fuck, like almost nobody. They would let me quit. And the world's gonna fucking let you quit on yourself too if you do it, you know. So no one's really gonna hold you accountable. I can pretend, but quite frankly, y'all quit, I'm gonna go home and go to sleep tonight too, you know what I mean. So it's like, you're gonna have to learn how to be self-accountable. You're gonna have to learn how to, how to put things in your life that make you accountable. You're gonna have to learn how to, how to trick yourself into doing things or remembering things. I have all kinds of little hacks because I know me. Like, you all know yourselves, you know your flaws. You know, um, I go to this doctor now I talk about a lot because she's like fucking changed my entire world. She's, she's allowed me to understand my health in a way I've never understood before. And, uh, she told me recently at a, at one of our, our follow-ups, she was always surprised that I followed like the, the protocol that she gives me. She tells me exactly what to do, what to take, frequency, how much, when, all the shit, and I just follow it. And it's a lot to change your entire self internally is a lot of work, um, with not only food but supplements and kind of what you take and all that jazz. And when I go back and she's like, how's it been? I'm like, it's been good. And she always asked me in a way where it was like, is it too much? How are you keeping up with the supplements? Are you sure the food is everything okay? And she always asked me from like a, a weird like negative angle. And what— when she did it, I was like, why do you keep wording it that way? Like you're expecting me to say it's hard. And expecting me to say I didn't do it. And like, I don't— why are you asking me like that? And she goes, quite frankly, because you're the only client I have who listens to everything I say. I was like, shit, the only one? She's like, yeah, dude, most of them say they're going to take the pills and they don't. Most of them say they're going to fix their diet and they don't. Most of them say they're going to eat better and they don't. Most of them say they'll take the vitamins and they don't. You know, I was like, shit. She goes, how do you keep up with it? I'm like, I put them in a fucking pillbox once a week. And what do you mean? Like, I'm confused by the question. She's like, it's harder than you think for most. I'm like, I don't know, I have a little counter in my house that I walk by 100 times a day. I have a little pantry, and my stuff that I like to eat and drink is in a cabinet. Just if you know me, like, we have a really big house and I have 2 cabinets. She's like, here's my stuff, leave me the fuck alone, you can have the rest of the house, Steph. I get, I got 2 cabinets. And it has all my protein powder and snacks I like and all the things just for me. And I make myself a little smoothie bar station in my pantry. I have like a walk-in pantry and, uh, I go in it a lot. And, um, so the little pill thing that I have, all the supplements I have to take and her schedule— she has like a written out schedule and I have to do a couple shots. I have a testosterone shot I have to do because I'm old as shit. And but I put it in a spot to where I walk by it so many times a day. The pills are sitting right there. So every time— and I have like 5 different things I have throughout the day, like 5 little ones I have to take throughout the day, because adds up to a lot of stuff. Every time I walk by it, I look and I go, oh, I got to take that one today, number 1. And I take number 1, I put it down, I go about my day, and I don't think about it a lot during the day. I just know it's in a spot that I'm going to walk by so many times a day, I'll see it again later and be like, oh, I got to take the next one. Oh, I gotta take the next one. And then I have a couple refrigerated things, and I put them in just the right spot so when I open the fridge I see it, and I go, oh shit, I'm supposed to take that in the morning and the evening. Got it. I don't have a timer, I don't have an alarm, I don't have a— I don't have anything. I just put it in a spot where I can't miss it. And when I, when I did my goals early on, they were on the— they were on a mirror in my bathroom, and they were on the wall in front of where I dialed. I saw my own goals 100 times a day. I'm not a big write your goals down every day kind of guy. I'm sure it works, I just know I'm not gonna fucking do it. There's no way I'm gonna do it. I'm not gonna journal, I'm not gonna— I'm not like a morning, like, meditate kind of guy. I don't, I don't, I, I don't operate that way. So I put myself in a position to where the things I say I want to do are right in front of my face as often as possible. So I'd be like, you say you have all these goals, how many times a day do you see them? How about that spot where you make phone calls that you fucking quit every day? Wouldn't it make sense to put them right there? Wouldn't it make sense, like, if you have to turn around and get off your chair to leave your office, the first thing you see is your goals right in front of your face? Or if you taped it on the door where your office is, and in order for you to leave your office, you have to untape your goals from the door to get out. Would that change your outlook? I don't know. I know for me it would. That, that stuff works for me, you know what I mean? And I just, I, I hold myself accountable in certain ways, and, and I'm a weird— that to me, that's kind of the way I do things, you know? I make sure that I walk into the things I say I want and put myself in a position to not lose in a tough moment. I have this sign, if you've ever been to an event at my office, I have to sign around the corner and I don't know exactly what it says word for word because it's kind of long, but it's a, it's a, it's a big picture of Michael Jordan and it has his stats and it's like he's got 5 zillion game-winning shots and this many of that and this many of that and it's all these accolades. But then it's something like, because he failed, and it talks about his amount of failures and the failures are way more than the wins. This is a motivated— it's a, it's a It's a framed photo I loved. It motivated me. And that hung up on the wall. So I had a dot— when I dialed, I had a wall right here, like a pin wall. That's where the goal thing went. And the Jordan poster was right in front of me on the wall for— we were there from 2014 to 2019. 5 years I stared at that Michael Jordan sign every single fucking time I dialed for 5 straight years. And it was about reps. Which is why I talk about do more a lot. I stared at reps from Michael Jordan every day for 5 years while I was dialing, you know. Um, stuff on social media, I really only follow stuff that's motivating and gonna push me towards my goals. I don't really follow anything else. I don't really follow the news on social. I don't really follow sports. I don't really— when like Amanda, my wife, Steph, they ask me about stuff going on in the world, they're like, they know that I probably don't. They're like, hey, you probably don't know about this thing, huh? Hey, have you seen this? I'm like, nah, dude, I don't, I don't fucking know much of anything. Why? I just, I went on it too much, so I fucking delete it, you know? And I just, I don't, and I just, you, I don't miss it. So I don't know, I could ramble about that stuff. I do lots of things to, to hold myself accountable. And all I'm saying is you all have dreams, you all have vision, I just don't think you take get— getting them, chasing them, eliminating all the other stuff from your life so you can achieve them— I just don't think you take them as seriously as, or know how seriously you need to take it in order to hit the things you say you want. There's a different level. Whatever level— if you're not where you're at, want to be financially, health-wise, all the stuff— there's a different level of discipline you haven't hit yet. You're just not pushing that hard. Again, if I go in the health world and I go to any one of these mountains where I perform all this crazy— you'll see the stuff I do and you're like, holy shit, he's an animal, dude. I literally— every race I go to, I get passed by a fucking 70-year-old person every time. I get passed by 9-year-old kids when I do a half marathon all the time because they've just been doing it longer. So in that setting I'm not really that good, but I'm like, yo, there's only 40 people in the state at this thing right now. I'll take top 40 in health on this thing. I'm good, you know what I mean? I don't, I don't need to be number one in number in the top tier. I don't give a shit. I just want to be in the top room. I want to be in that neighborhood. I want to live, I want to live in that subdivision. I don't have to have the biggest house and the nice car, but I don't want— I want one of the nicest ones, that's for sure. You know, um, and it, it takes a lot. So I, I'll challenge you guys to really put, put forth some effort and really mapping that out and having a conversation with your families because it's important, because they have to be involved, because they're gonna have to sacrifice too. There's gonna be sacrifices from a lot of people in your life, you know, along the way. You're not gonna, you know, you're not gonna be the only one that has to sacrifice. Hell, me getting in this health journey, my family has to sacrifice because I always have to be paying attention to when I can train. When I can get ready, what I eat, you know what I mean? We go on a road trip, we have Maddox's baseball tournaments. You don't think I have to figure out how to work out around bringing Maddox to baseball all weekend long, you know what I mean? It's like, Steph's like, fuck, you still got to get 2 hours of training in today, don't you? I'm like, yeah. She's like, shit, I want to go to dinner. I'm like, sorry, I, I have to fucking do my thing, you know what I mean? And instead of going out to dinner after baseball, she has to come home because I have to work out, and then she has to cook dinner for me because I have to eat the right shit. Like, that interferes with everyone's life too, but she understands what I'm trying to accomplish health-wise, and she's on board with it, you know. And it's— she has to sacrifice too. She has to— she has to make me a lot of food. Amanda has to sacrifice. She has to always have food ready for me here and know when all my calls are and make sure she orders. She made it— show them the spin wheel. She made a little spin wheel yesterday. Yeah, I, I know you have it right there, you little sucker. Because she always— she doesn't like to pick food, right? Amanda doesn't want to make the decision. I'll make a decision, but sometimes I'm like, can you just have the food ready for me? You know my calendar and you know what I like to eat, but she doesn't want to pick which of the things she thinks I want today because there's only a handful of things I really eat. So I was like, make one of those little fucking spinny things and every day just spin it. You know all my favorite things to eat at my favorite places, so just spin it. And that's what I have for lunch that day. It works. It's just a system to put in place to keep me on point more, and it makes our life, our things easier. It's, it's stupid. She literally taped it together with one of those little fidget spinners, you know, but it's how my lunch is going to get picked now, you know. And so things like this are kind of easy. They're quirky, but they work. Um, let's see, I want to look at the comments real quick. Hold on one second. Let's see. Still dialing while I'm on. I have a question. Do I just come off mute? Zach, you can unmute now if you want, dude, if you're still on there. Any lead sources that you would recommend for annuities? Um, Ray, can you, um, send me a DM? I can't— if anybody's interested in lead source for annuities, first of all, you got to have real money. Like, there's no $10 annuity lead. Like, they're real money. But if you send me a DM, I can, I can get you a connect. Hit me on Instagram or something. Okay, thanks. Yep, yep, just remind me. That's what you look like, please. Yep. And then Zach, I don't know if you're on here. If you, if you hear me now, you can unmute. Um, anybody has any questions while I'm reading these comments, feel free to unmute and ask because I'm trying to go through them all. There's a shit ton I wasn't paying attention to. Hey brother, what's up dude?

Hey, not much. I just want to say Finally got your book in the mail.

My man, I love it.

I just want to say, I'm not all the way through it, but I do love it. Um, uh, it— biggest takeaway I've taken away so far is come from semi-difficult background, so the foster care system and everything. Um, and just one of the biggest things resonated with me with your book was that Really just not making excuses for prior situations. It doesn't matter where you've been and whatnot, that you put the work in, whatnot, you can accomplish whatever.

Yeah.

So, but I did have two questions. A, so I'm new to annuities, like the concept. So I have a finance degree. I know about, I know what a nudity is, but I'm new to the concept. And then B, I was wondering like, hey, I guess, like, let me say this. I've been watching your YouTube videos with, what's his name? Dave, I think, your nudity boot camp.

John Gavin.

Yeah, yeah, John. So I've been going through those, whatnot, little bit by little bit. They're extremely long, but very— a lot of information. So, but I guess, like, I guess, where do you recommend getting started? What companies do you recommend getting with? And then B, I know you say you were— I guess, just kind of— I like— I love your energy, man. Thank you, bro.

I appreciate it.

I'm with a company now, but I don't know, just the consistency as far as like getting—

what do you sell?

Uh, so right now, final expense and, uh, IULs.

Okay, with who?

Um, so he's an independent guy. His name is, uh, um, uh, Jason Final Expense on YouTube.

Okay, cool. Mostly irrelevant. I was just curious more than anything, see if it was someone I knew. Um, cool. So I mean, I think that the boot camp is certainly a good place to start. I'll keep annuities super simple for you, right? Especially for our finance guy. We can overcomplicate things. We can look at like the way the banking system works and all the things and all the moving parts and insurance and reinsurance and all the stuff and assets and liabilities and leverage and all these things, right? I have a finance degree too, and all the shit they teach you is complex.

Yeah.

The reality is, dude, the annuities we mess with, with a life insurance Right? Because there's annuities— it's like saying, as John Gavin said in one of his trainings, I'm definitely stealing this from him, it's like saying, I don't know, what are trucks like? Well, shit, there's a lot of different kinds of trucks, bro. You want a tractor-trailer? You want a mudding truck? You want a little Toyota Tacoma? Do you want a dump truck? Do you want— you mean like, what kind of truck do you want? Does that make sense? Yeah. So in the life insurance space, we can't sell every type of annuity. We can only sell a certain type of annuity. Yeah, it's fixed index, correct? And all that means is it's a savings account with a life insurance company, dude. That's right. That's really as simple as it is. Um, because the money's not actually in anything, you know what I'm saying? It's, it's in, it's in the insurance company's account. That's it. And it's a savings account with them. And all the other stuff, how they create interest and indexes and all that stuff, those are just measuring sticks. The money's not actually in any of those things. They just know their numbers so well. Like, no different than if you read my book. I know if I made a phone call, I made $17, right? You remember that chapter? I knew every time I made a phone call, I made $17. That's kind of what it worked out to be. Does that make sense?

Yes.

The insurance companies know every time the S&P index goes up 1%, they make X. They just fucking know because they know their numbers and they know their investments. Does that make sense? So they tie it to that because they understand it. No different than— I want— I could go, if you want to make $400 grand, make 2,400 phone calls a month, you'll get there. It's the same concept, you know. Um, and so it's, it's as simply as a, as a savings account with a life insurance company, and it's meant for agents, for clients that don't want to lose money. There's other benefits for sure. You mean there's certainly more moving parts, but I'll— you know what, how many of those your client needs to understand? As many as they— if you have a finance degree, think about what happens when someone puts their money in a savings account, all the things that happen with that money behind the scenes for a bank. Does that make sense? How many of those things does the average client that has a savings account know?

Very, very little.

Just literally zero. They know it's in the bank and they can go get it. That's all they need to know with the annuity. It's at the life insurance company. They can't go get it anytime they want because to have all the guarantees, they have to leave it there for a while, which is also like a CD at a bank, similar concept, like, right? You have to keep it here for a while. Yeah, you ain't gonna lose money, period. That's it. And you're gonna gain more than you will in your savings account for sure. Okay, you know what I mean? Outside of that, dude, 95% of clients you come across don't need to know shit more. You should learn more so you understand it, but you're not really— so you have to explain it, because the more you explain it, the less of them you'll sell. And I'm not saying don't explain it because you're being unethical. I'm saying there's not a lot you have to explain because there's no risk for the, for that, for the client, you know what I mean? Other than tying up their money. So be ethical, meaning if they have $100 grand, you can't put $100 grand in there, or you can't write on the app they have $200 grand when they only have $100 grand, so you get it slid through and you make your commission. You know what I mean? Like, you got to be ethical, but if you do it legit, the client never gets hurt, bro. Um, and there's so many outs. If they have medical issues, if they need the money— hell, Athene, if you just change your fucking mind after 4 years, you can have it. Yeah, I mean, like, there's— they're so easy to get out of. Um, so yeah, just keep it simple, dude, you know? And what I would suggest is find the money, um, first, and then we'll teach you how to write it after. And that's what Erica's going through. She's finding the money and she's getting on our annuity boot camp and filling out the form and going, hey, I want some help with the client. We get on on with a client and try to help her out. If your company doesn't have that, you can use our resources to use that. And if you don't have the ability to get contracted with the companies, Amanda, if you message us, they can hit us up in Discord Direct if they want something, Amanda. Yeah. If you just send a message in Discord, we can point you in the right direction if you need some. Some people want to get contracts here because they don't have them at their current place and they just want to write annuity. We can help. And you can do splits, and you can stay where you work, and we can work where we work, and there's plenty of ways to make it happen. But, but at the beginning, keep it simple. Okay? Savings account with a life insurance company and, uh, find the money. And when you find opportunities, the closing of them gets, gets significantly easier the more you find.

Okay. Yeah, yeah. Because for the annuity conversation, uh, two things. Um, I'm gonna say one, I have I have a buddy that, um, for the longest time I, I did not— like, I knew he, he used to work for Northwestern Mutual when I— and then he moved to Arizona about 8 years ago.

Yeah, that's going to be a different game. Northwest Mutual is a very different game than what you're doing.

Yeah, yeah, no, no, no, no. But so, but so he, he started— I, I just found out recently that he sells annuities or not.

Yep.

Because for the longest time I was like, I was like, how, like He's always traveling out the country, just living life with his family and stuff like that. I finally messaged him, I'm like, I was like, bro, like, what do you do? He's like, he's like, he's like, yeah, I sell annuities, blah, blah, blah. But my godmother, she's about to retire or not. She's a principal at a public school here or not. And my godfather owns his own mechanic shop but doesn't have any type of retirement whatsoever. Whatnot. And I was speaking with her about rolling her 401k over into annuity, whatnot, to protect it, um, just because of just how volatile the market is right now. Um, like it went up $3,000 just a few weeks ago and back down.

So yeah, it's a great— it's a great spot to be in, and anyone can get in that space of annuity world. Because our insurance clients tend to have money, right? Maybe not all of them, but a decent amount of them have some type of savings for retirement, and all of them are scared shit to lose it because it's all they have. Does that make sense? Yes. So your current book of business is a very good lead source for annuities until you get to a point where you can kind of build maybe your circle, your reputation in your community as being kind of the guy that does that. That takes time, you know. But you can't— you can do— that's what John Gavin has today. He's known as that dude in his community today. But early on, it was just, hey, let me find leads that need some help and do it that way. But with time, you become more and more of an expert at something, and you can turn it into where— I know a lot of people that only write annuities. They don't fuck with insurance at all anymore. You know, but it takes a while to get to that point where you're— where you have that temper. And that's, again, that's stuff you guys can all build. It's— I think, I think the mistake a lot of, a lot of y'all make is you think whatever it feels like today. If you had to explain the insurance industry or your insurance career to date to some stranger and give like details of what it feels like and what it looks like and how fucking crazy you would sound explaining that to someone who doesn't know what this is, The feeling you have today, if you do this thing right, I promise you it is not— that feeling will go away. It does get easier. It does get better. You do have more control over it. It does become a numbers game. It becomes so predictable. Get effing paid.

Get effing paid.

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

John John Wetmore is a beast. So much value in everything that I've learned here.

It is worth the price of admission. Make sure you get to the next one. Why do you think— think about this. You, you understand how the insurance companies can price it, right? Like, they use actuaries, right? And they, they can use data because they, they can only price it because everything is so predictable. That's how they come up with pricing, pricing models. They can literally predict on average what's going to happen. Based on your age and health. Fair. They put everyone in a bucket and they go, if you take these medicines and here's what your health is and here's what you're eating, here's what your weight is approximately, here's how long you're going to live. I can also take everyone and put them in a bucket and look at your activity and look at your lead flow and look at your mindset and look at your discipline and look at your consistency and tell you how well you're going to do in this industry. It's so fucking predictable. It's just not super predictable with like Only a little bit of activity. No different than if an insurance company took all of us, just however many are in here right now, 50 people, whatever it is, I don't know the number, 56 of us, right? If they took us and they, and they tried to build a life insurance model on just us 50 people, it would fall apart. Fair? It's just not enough. There's just not enough data. There's just not enough people to create like a predictable model for an insurance company. And your numbers are probably very similar. It's like, how do you make it predictable when it's just the pool? It's just a small pool, you know. And I wanted to make it predictable. And although there are people who make money on not high activity, it's so unpredictable, especially for the everyday person like you and I. I don't, I don't believe I'm blessed with any kind of sales ability any more than anyone else here. I don't think I have the gift to get— I mean, I can talk a lot, but I don't necessarily like with strangers. It's not my thing, you know. Building rapport is not my— I'm not the best at it. I'm not, I'm not the best with people. As good as I am, you know what I mean? It's like— and I don't have to be because I understand the predictability part and the law of large numbers. I was taught that really early in my career, you know. And he would always remind me, it's not the law, it's not the law of small numbers. The law of small numbers sucks ass, you know. So, um, hopefully that helps, dude. Just keep, keep at it. And again, if I can help at all, hit me up direct. But I would dive into the annuity thing. We have another one coming up. I think it's next week is our next one. Um, it's on my events page if you're not registered for it yet. Johnwetmore.com/events. Let's see, prospects hanging up on me. Uh, let's see, I can't read that. My eyes are really bad. And I know it doesn't say Marilyn. I am going to mess that name up. Holy shit. Since being new to insurance, I'm struggling with prospects from hanging up on me. What do you recommend for me to work on to be better catching their attention? Um, are you on here now?

Yes.

Is she on? Where you at? How do you say that name? How do you say your name? Myelin?

It's Myelin, but it's actually my A-L-N.

Is it an L or an I, the third letter? It is. Okay, I can't read. My eyes are bad. I'm like, it's kind of blurry. So when you say people are hanging up on you, how— what do you— what kind of insurance do you sell?

So right now I do life and health and mortgage protection.

Okay, how many— how many people do you call a day, you think?

I, I would say about 200 people, and during those 200 As soon as I say hey and their name, it's like click.

So how many of those do you sell?

I haven't sold as many like I should. Yeah. So these are actually the leads, old leads that I'm working with. And they're just, you know, I just keep calling them.

So if you were calling me, what would you say?

I say, hey, John, this is my lane from—

That's why they hang up on you.

Okay.

Do you know why? Have you heard your own recording?

I have, and that's something I, I'm trying to do my tonality.

Yeah. And so what did you do different when I asked you to go do a script versus how you were talking to me before?

What do you mean?

When I was just asking you questions about your name, right? You had one tone.

Okay, so that's—

sorry, because I just got you talking. Just to get you talking. Okay, just so you know, like, that was on purpose, right? And then when I asked you to say, 'You call me,' do you know what you did?

I had a higher—

Oh my God, you yelled at me! Does that make sense? You were like, 'Hi John, my name is—' I'd fucking hang up on you too, right? Does it make sense? It's like, do you call your friends that way? Like, do you call up, like, some, you know, an acquaintance that way? I wouldn't even say a friend because you might call your friends that way if it's your natural personality. But like an acquaintance, right? You mean someone you'd like— if you called Amanda at my office for help, you don't know her, and I'm like, hey, call Amanda, she can get you that form, right?

Okay, so to be like, hey Amanda, very different, right? Like if I had to—

if I had to tell you right now, call— hey, call Amanda, ask her for the annuity form, ask her for the script, you have to call her right now.

Yeah, hey Amanda, she answers you.

She, she picks up and says hello. What are you going to say first?

Hey Amanda, this is Mylin. Okay, what's up? Hey, you, uh, John asked me to call your office about getting the form from you. Okay, the new form. Yep.

Okay, I got it here. Where do I send it?

Uh, can you send to my email? Yeah.

Do you see your tone, how like, la, it is, right? I like that. Okay, that's your normal tone.

Okay, that's what I need.

Somehow you think you need to be this thing you have imagined in your mind that you need to be. Okay, you know, and when— because I know it works.

Yeah, because I know it definitely works.

You just have to control it. You don't have to— you don't have to change who you are. You don't have to turn into insurance version of you, right? Okay, I work— have a normal conversation. Yeah, you're— it's like, I don't know, I'm fishing and my kids are jumping in the water. Why can't I catch a fish, right? Well, your kids are jumping in the fucking water, scaring them.

That's true, that's true. I appreciate that advice because I really needed to work on, you know, because I hear myself when I'm recording and I'm like, man, I just sound not so—

just talk interesting.

Yeah, just have a fun— just conversation.

Hey, just calling you back about this thing. Okay. I mean, it's way less about the script and more about how you say it. So try to say it, try to not scream. At the end of the night, 10, 11 o'clock at night, when you can't dial, listen to a few, go like, oh, and make a— make one small tweak the next day. Just one. Okay, right. So tonight, listen to some calls, make one tweak. Tomorrow, tomorrow, do it again. At the end of Friday night, listen to some calls. If you dial Saturday, make one tweak. Every day, just make one small tweak a day at some part of your script. Does that make sense?

I appreciate that. Yeah, because I— and also, I'm going to be starting to go door-to-door, you know, in my area. And I heard you say something when— in another video or we might have been on Zoom before— how you say, hey, do you need insurance? Yeah, is that how you just say it? Or—

yeah, but it's more about the tone in which I say it, right? Because the way I said it sounds very different than the way you just said it, right? That's true. Like, meaning, I don't know, if I had a chicken farm and someone walked in to my chicken farm, wouldn't it be fair to me to go Guess you need some chickens, huh? Right. It would make sense, right? When I walk into someone's house who needs insurance, and I know they need insurance and they know they need insurance, it's really easy for me to go, hey, I guess you need some insurance, huh? Right. They're probably gonna say yes a lot. It's not weird, it's not scripted, I don't scream at them, it's not awkward. I actually fucking know they need insurance and they know they need insurance, just like I would know they needed a chicken if I ran a chicken farm. And they came to it. I just— it's very just matter of fact, you know what I'm saying? Right. Okay. Like the little girl that checks me out at Publix every week. They just— they don't overthink it. They just check me out and they're like, it's fucking $297.42, right? Bag my groceries. They don't— they don't overthink it. They don't ask a lot. They just give me the price and check me out. Okay.

Very assumptive, right? Makes sense. I appreciate that.

Cool. Uh, let's see, when it comes to being successful in this industry, how important, how crucial is it to invest in leads versus working strictly in your warm market? It totally depends. Let's say JLP— IP— it's that damn tricky middle one I can't read again. I'm gonna call you JP. Oh, there you go, I see it up here better. What is it? What's it stand for? It's all capitals. Does it mean something? Is that your actual name? It's J-I-P, so Jip. What's it mean? Is that your name? My name's John Paul. There we go. Is JP and shortened again is Jip. One of my uncles gave me the nickname. Jip is not shorter than JP. One syllable versus two. Oh, fucking tricky. You got me there. There we go. Smart. I like it. Jip. I like it. I dig it. I dig it. Um, dude, I think— what do you— do you work leads now? Are you warm market? I assume you're a warm market guy based on the question. Primarily warm market, but I do see a lot of other folks in the industry work in the leads. So how much they're— it's like, it's like asking, I don't know, is buying commercials better for business than going viral on TikTok? Kind of depends, you know what I mean? If your warm market can get you to talk to 30 people a week and you can pick up 10 apps a week and you can make a half million bucks, don't change a thing, you know what I mean? But if your warm market says you can only talk to 3 people a week and you're begging friends at a barbecue for insurance and you're not happy with where you're at financially, you need more clients. And so what are your options to get more clients? It's to go ask strangers. Cold, right? It's to cultivate business somehow, networking, things like that. You've got to cultivate it in some form or fashion. Or you can have marketing dollars, you know, and you can pay for leads, you can pay for TV ads, you can pay for mail to drop, you can pay for billboards, you can pay for sponsorships, you can pay to host events, you can run seminars, you can do lunch and learns, you can go to old folks homes. And I, I talked to a guy who's coming on the team, he goes to old folks homes, like developments type things, and he, he plays bingo with them. And in exchange for him going to play bingo with them, they let him do a final expense presentation every so often. He doesn't buy any leads and makes a couple hundred grand a year. He plays bingo with old people. I mean, like, I've seen it all, dude. The reality is our business is made up of prospecting and presenting. That's the game. And some of us either can't or don't want to do one or the other, whether it's buy leads or go warm market, cold market. I didn't want to do friends and family. I tried it, I hated it, I felt icky. I don't— I still don't really tell my circle what I do, really. They kind of know, but I don't— any of our friends are— and I'm doing them around some people with money, and I ain't written none of them shit. Because I just, I don't know, I'm fucking weird. I'd rather buy a lead, you know what I mean? It's not right or wrong, it's just what I do. Um, so you get to make the choices, man. They all work. So I guess my question is, I guess based on your question, sounds like you're not where you want to be in the business financially. And I would, if I had to guess, you can't get enough clients in your warm market or you wouldn't have asked. So then the, the other thing is, what other option do you have besides to pay for it? You know what I mean? You're gonna pay for the— you're gonna pay for it either way. You're gonna pay for it in less sales and more time to build it, which is gonna cost you money. You just didn't pull it out of your pocket, it just never went into your pocket. Does that make sense? You left the money out in the universe instead of bringing it to you by avoiding paying for more contacts. You know, where I'd rather pay for the contacts and bring more money into my life sooner. Make sense? And you can play a hybrid if you want, because some people do, um, and they all work. I know people making 7 figures doing every— you name a style in insurance, I know someone making 7 figures doing it. So I just, I go, it's, it's about talking to people, man. No different than Coca-Cola is about how many eyeballs can I get on our commercials and to drink our can, you know what I mean? The more, the more they're in front of us, the more we order them. The more we see Chick-fil-A signs, the more we buy Chick-fil-A. LA. They pay for the right for us to see them. Ads on social, it's all the same. I had to get my tire changed the other day. We went to take Maddox to baseball and we— Saturday morning we had to get out of the house super early. And, uh, we have an Escalade. Here's one— I have 3, 3 vehicles right now. One is an Escalade. That's what we normally take. It's kind of the kid baseball car. So, you know, you open it up, put all the baseball shit in the back. This car stays a mess. The wife drives it, but we can lug everything around to the games. So we go, we put all the baseball stuff in, we get in the car, we start it, and the light comes up that says you're— you know, the, the tire pressure light. It came on and it said zero. Steph's like, fuck, my tire says zero. We get out, it's flat, flat as can be. And, uh, so we had to— we had to take the Porsche to baseball. It's only a two-seater, so me, Steph, and Maddox had to get in a two-seater with all this baseball shit to get to baseball. It was kind of a pain in the ass, um, but we made it happen, right? And, uh, hold on, let me see this. Uh, so we had to— we had— we had to get the tire fixed, right? But we didn't have time to do it, so I— and I didn't want to take it somewhere, so I— we Googled it, uh, mobile flat tire place. So we Google it, I get a phone number, I call a number, some guy who barely speaks English picks up, says he's going to transfer me to dispatch. I'm like, I've heard that bullshit story before about dispatch where some of these agents call and saying dispatch sent them out, right? And I'm like, all right. So he sends me to another guy. The other guy says, he's like, hey, what do you need? I tell him what I need. He's like, do you have cash? I'm like, I'm literally a fucking lead right now. I'm thinking this in my head, like, I'm a fucking lead right now. And I start thinking about their business model as I'm trying to book an appointment for this guy to come to my house. So I book in. I'm like, yeah, dude, I have whatever you want— cash, check. Car, just can you come fix my tire? He comes out, we meet him, and, uh, he's supposed to be at my house and he's like 20 minutes late. And I'm like, where you at? He's like, do you have cash? I'm like, bro, I'm still— yes, I still have cash. And I'm starting to think I'm gonna get fucking robbed now because I don't let a lot of people come to the house, especially like strangers and DoorDash and shit. Like, I don't like it. Um, so he comes and he pulls up in a beat-up, broken-down Toyota Camry from like 1987. To change my tire. I'm like, oh my God. He gets out in dirty sweatpants. He looks like he's been a mechanic for 17— he's a 30-year-old kid, but he looks like he rolled out of bed in sweatpants that have been worn by a mechanic for 30 years. And this dude rolls up to change my tire, and he's changing the tire, and he's looking around, and he goes, what do you do? And I'm like, insurance. He's like, what? I said, you know how I filled out the thing and the name went to you and your buddy sent my name to you and you came out here? I said, I know some of y'all fuckers are sharing the money. Either you paid him for my name and number, or y'all are doing a split, or something's happening here. And he's like, I own my own business. I'm like, bro, I understand I'm a lead. I don't know who owns what, but you know how y'all chopped up the money? I said, this works the same way. Instead of saying, do you need a flat tire, we say, do you need insurance? And then instead of you calling them, I call them, and then I go to their house and I sell them insurance instead of change their flat tire. And you showed up here in sweatpants and old Camry, and you're now wondering what I do because you're in my garage. Does it make sense? But he was still seeking leads. He would— the process is the same for him too. He just didn't have the model to hit where he wanted to hit. Um, so as he's starting to say that, he goes Man, you know, and he's, you know, he has— he's, he's from another country and he has a bit of an accent. Super nice young kid. And I just start talking to him just to get to understand a little bit. And he goes, man, I, um, I didn't know I was changing the tire of such a big vehicle. I thought, I thought it was a small car. And I go, here it fucking goes, here it comes, I see it fucking coming in my head. And he goes, normally SUVs are more money. But I wouldn't want to squeeze you for more money and you think I'm being, you know, because I just thought it was a car. I'm like, dude, can you just change my tire, bro? I got more, I'll give you more money. Can you just change my tire? He goes, all right, thank you, whatever you think is fair you can pay me. As he's looking at my fucking Porsche 911 5 feet away. Does it make sense? It's like, it is what it is, but I paid for the luxury for him to come to my house and change the tire versus having to wait till Monday and go to a tire shop and sit in the lobby for 4 hours with all the other people with the shitty water and the shitty coffee and the shitty donuts. I'm like, I'll pay for that shit. Um, so he comes and, uh, he goes and he, he changes— he puts up— he takes off the tire and he shows me the hole and he's gonna plug it. And I'm like, all right, so you just plug it and that's it? He's like, oh no, I'll be right back. Meanwhile, I already paid him. I gave the guy $200 in cash before he finished. I'm a big like pre-tip guy, just pay first because they tend to give you better service after. And he's like, I gotta, I gotta run up the street. I'm like, yo, my, my truck's up on a jack, dude. And again, this beat-up guy in an old Toyota Camry, I'm thinking I'm about to get jacked or his buddy's around the corner. I'm from the ghetto, I'm like paying attention where my gun is just in case. I'm losing it, dude. He had to put my tire in the back seat of his Camry and drive it to a gas station to get me air. So he drove my tire to a gas station, filled it up, and brought it back, put it on, left. The next morning, Steph gets up to, um, take Maddox to school, and now the tire pressure thing comes on. And I don't know if you know anything about tire pressure, but mine go at like 34 is typically the air pressure number that it has to hit before it's low or high. He put it to 60. So Steph had to get out and put a key in the fucking tire to let 30 fucking pounds of air out of this thing. But I had to respect the dude's hustle. He just put a fucking ad on the internet that said, do you need your tire changed? And he finds dudes like me who are willing to overpay for it to have him come out and change their shit. But he ain't making no money doing it, but he's out there hustling his face off. And he drove an hour plus to my house because I'm in the state— I live in a nice place outside of the city. And he's like, this is far. I'm like, I hear you, but you just got paid $200, you know, and I was just a lead. So it's like He's just hustling. He's a 30-year-old kid hustling his face off, and he changes 6 or 7 tires a day, he told me. I'm like, shit, you know what I mean? Drives all over fucking Atlanta changing tires with a broke-down Camry. No equipment, no lift, no fucking uniform, no protocol, no instructions, no website, no email campaign, no CRM, nothing. Just out fucking straight hustling, you know what I mean? It's like mad respect. And so you, Chip, you get to do the same thing, dude. You know how this game's a hustle, bro? You have a license to print money. You don't have to just do one thing, you know? It doesn't have to take 20 years to build. You can go see 10 people today, dude, if you're willing to pay for it. Like old dude in the Camry. Makes sense. Now he'll probably come work for us at some point, you know. It's like, damn. But I love people, giving people a vision, you know. I mean, it's hard to not have respect for the guy who was out hustling. And y'all have the same ability. Instead, instead of making $175 and $200 with a tip, even though he kind of scammed me out of it, I was like, well, shit, y'all can do the same thing. Go see 7 people and make a couple grand with your license. You know what I mean? You can all do that very easily starting today, and you all know that, or you wouldn't be in the space. But I'd question and challenge you how much you actually out there hustling. And when you combine that discipline and that consistency and hustle with training and coaching from someone who's actually fucking done it, who can actually tell you the shit to do, who can tell you when you're doing things wrong in a split second It's lethal and deadly how successful you can be. And I had that in my life. I, I put in the one side, and I had mentors that told me every step of what to do because they had made the money. I didn't, I didn't work with jackasses. I got very lucky, and, and, and I, I think I put myself in positions to, to get very lucky. And the action made those people want to help me even more, you know. But it was, it was a, it's a deadly combination, which is why I do a lot of this stuff. But I can only do it so much, so we have the different coaching programs and workshops and all the other stuff I offer because it's needed, especially in our industry. You know, there's, there's unfortunately a lot of people give up too soon and can't really point you in the right direction. So I, I try to be that for a lot of y'all. So hopefully that helps, dude. Um, I'm gonna kind of wrap with that. I know there's a few more questions that came in here and I kept talking, so I'll, um, I'll take notes on them. And if I didn't get to anything specific, uh, feel free to shoot me a DM or something if I can help. Otherwise, do we have the next one, Amanda? Come here, look at that. Before I— Reese put it up before I even finished the fucking sentence. Uh, June 30th is our next one of these events. You can register at the link right there. Um, again, if you haven't registered for the workshop that's in my office, I think— how many seats do we have left in that, Reese? I know there's not a lot. I only have 32 seats in my, in my training room down here. 3. You got 3 left. We only have 3 seats left. Yep, legit, like not a fake, like we actually only have 3 left. It's fucking great. I didn't know that. It was good. So I go to get a— the reason I say that, I go to get a car wash yesterday and I pull up and I'm like, hey, I got 45 minutes, I don't know if that's enough time, but whatever you can do in 45 minutes I'll take and then I have to leave. And he goes, oh, it's $55. I was like, all right, cool. And he goes, hey, right now like, uh, for a limited time you can get this for only $40 a month if you pay now. And I said to the dude, how long you been working here? He said, since August. I said, have you, have you told every person since August that this is a limited time deal and they can only get it today? And he cut up laughing. It was like, I'm like, just charge me, dude. That's good. I'm in. Sign me up. I'm a sales guy. Sign me up. So I was just curious if Reese was playing, but yeah, we, we are going to fill up for sure. Um, do we still have more of the VIP ticket? Can they still get those? Are those squash. Like, we still have— they can get that still. Yeah. So for those that don't know, the VIP, it's full day, but then we're gonna have dinner at my house. We're gonna Q&A, a mastermind. Giovanni, Cody Askins is coming. We'll have some 7-figure people there. So if you want to get in a small room and be around it and come to the house, um, feel free to get a VIP ticket. And, uh, if you're interested, get it now because you ain't gonna be able to soon. And we'll announce more. Again, look forward to helping you guys. And if you need me at all, feel free to hit me up. Otherwise, go make some shit happen in your life and let me know when it changes and what you're doing and what you're seeing for results, because I like hearing them. And we'll see y'all at the next one. Appreciate you guys. You got it. Later. Thank you. You're very welcome. Oh, oh, oh, oh.