How To Recruit Your First 10 Insurance Agents ($40,000 Per Month)

I would cold DM 100 people a day, dude. I see you're in the business. Are you happy with where you're at? I help people make $400 grand a year with no lead expense. How many fucking conversations a day you'll get? You know what I'm saying?

Yo, what's good, man? How's everything?

What's going on?

Doing good, doing good, man. Yep, you're muted.

There you go.

Now I got you. Okay, cool, cool.

How's everything with you, man?

All is good, bro.

You out knocking in the rain today?

Yeah, well, no, I had actually— I got like a windbreaker and some shorts because like in Houston it's like the weather's crazy, man, out here. I don't know what to wear sometimes, man. Yeah, but, but, um, yeah, man, I just wanted to pick your brain, man. I wanna, I wanna open an agency pretty much, um, and really just really get into it.

Um, I'm listening, keep talking. I'm gonna grab Drake.

Yeah, yeah. I want to just kind of like work more smarter than like— I want to work smarter and harder, not just harder.

Yeah.

Um, so like for me, you know, like I always— it's me, I'm always on the grind knocking, knocking, knocking. Actually, I'm gonna buy some leads too. Um, yeah, so I'm gonna do stuff like in the morning and then like 11:30 I'll start door knocking and, um, you know, in the nighttime I want to start doing like telesales and stuff like that. So I'm, I'm trying to put like more hooks in the water, right? So then I could just make more. And for me, I have no problem working hard, it's just I want to make sure I'm work— I'm going the right direction, right?

Yeah. Um, are you doing any kind of recruiting right now?

I've been trying to, um, so TikTok been— I've been actually getting more traction the last 3 months. Um, actually, that, that video you talked about me, I actually got a recruit off of that. Hell yeah. Um, so thanks for that. Um, so, but it's just like everyone's kind of like moving not too fast. Yeah.

How many you think you're talking to a week, roughly? So like about the business, just rough, rough number, first number that comes to mind.

5, 10. Okay, 5, 10. Um, I definitely mentioned a lot on TikTok. I promoted, hey, any requests?

I'm looking for physical conversations. Or does that include like—

yeah, no, I, I say that too. So I said on my video, you said 5 or 10.

Is that you physical convos?

Yeah, yeah, yeah. So like, let's say they ask a question, I just kind of be like, hey, just here's my number, give me a call, right? It's like, whatever you want to talk to, so give me a call.

Some are trying to ask what you do. It's— they don't go like, hey, I want to work for you necessarily. They might say like, what's your script, or how do you do this?

Yeah, yeah, yeah.

Try to flip them.

Cool, good. And then I'm like, you know, telling them, and it kind of be like picking there, like, what company you work at? Oh, what's, uh, Prime America, or whatever, right? And then I'm like, okay, now I show them like the different opportunities and kind of like See what they say. And then they kind of like want to, it seems like they just want to stay there. All right. So I'm like, all right. But, um, yeah, I'm not sure I have to like work on like presenting the opportunity.

I mean, I think, I think it's, it's, it's, it's like sales, dude. The better you get at asking the questions to guide them to discover what you want, the better it'll be. You know? So it's like, again, your questions are right. Where you at? How's your, yeah, I'll help you with your phone script. Do you mind if I ask you? And you almost have to like play dumb, dude. Cause again, if they're like, hey, what do you say here? You don't really need to know their comp to answer that question. You know what I'm saying? So it's like, I kind of string them along and be like, yeah, dude, absolutely. Yeah, 100%. But hey, dude, who do you work for? I want to see how I can relate it, match it up. And you just kind of play dumb and fish like you did the hooks in the water. It's like, you just keep digging a little bit, you know? And then like, if someone's like Prime America, I'm like, got it. So all friends and family, you run out of— you run out of— you run out of that list yet? You know what I mean? I might mess with them a little bit. Yeah, kind of see where it's going and be like, yeah, man, I got a buddy that used to be over there, and I think comp's only like 30, ain't it, dude? You got to sell a bunch of insurance to make— you know what I'm saying? I might, I might dig a little bit in a way, kind of through questions, kind of play dumb, like I don't really know it's 30. Yeah, I'm saying And then every company can be like that. So it's, it can be questions. And then my tonality is going to say ours is better, but I'm not going to pitch that yet. I want to create curiosity typically in that type of situation versus go right in for it. You know, I almost want them to go like, yo, can I just do this for you?

I want to get there.

I will go straight at it if I need to, but it's like, you know, dang, 30, huh?

Shit.

The people I mentor, not, not that you have to be this, but the people I hire mentor, dude, I start them out at 100. Like, I assume that would be better if you, for you, for your commission, wouldn't it? Yeah. You know what I mean? And just feel them, see what they say, and then you can dig a little deeper. You know what I mean? It's like, that's the goal for me when I was dealing with people like that. But at the end of the day, dude, you got to figure out how to talk to even more people because talking to a handful a week, you ain't ever going to grow. Just being real. Never, ever, ever going to grow.

I agree. I agree.

Yeah. So the question is, one, you knock on a lot of doors. Do you ask any of the doors who they know that would be interested in that? Just straight up, hey, I'm hiring. Do you know anybody else that would be interested in reaching out to clients for insurance?

I used to do that a lot in the beginning. I just slowed down because I guess I got, I don't know, I got like discouraged a little bit. Just because I felt like I got everything. Because, uh, lady named Ali, she does like to help me with the recruits, and every time I send the info, it just be like, you know, it just— they never like be serious, right?

And then, um, all right, so that's a different problem. Two different problems here. So one, you can't get discouraged, you know, that's like banging on doors and getting discouraged after 5, you know what I'm saying? It's like, it is what it is, dude. So, two, did you ask if they wanted to do something, or you ask if they know someone? I like my style. You do you. My style is ask if they know someone that would— could do what I'm doing. Do you know someone that make an extra? And I want them to go, can I do it? That was my preference. Now, that's not everybody's preference. I just like that because I don't be like, you want extra money? I just— it's not my style. Yeah, it's, you know, it's like with every client I'd be like, hey, especially the ones I sold, I'm like, hey, do you know anybody else that could do what I'm doing for you? You know what I'm saying? And at the very least, to get you reps. And you just fucking never know, dude, where someone's like, I got my license last week. My cousin just got their license, dude. It will come up a lot if you ask 100 people a week or 50 people a week or how many of you see. Just who else you know looking to make extra money? You know what I'm saying? Yeah. Every time I sell an app, I make $500. Do you know anybody else I'm hiring? I got so many people to see, I can't keep up. Do you know anybody else looking to make extra money? You'll get— I promise you'll get a few a week, you know. Then step 2, the other problem is that doesn't mean like, all right, you're in, go. Now you got to create boundaries, right? Now you got to decide if you want to spend your time mentoring them. So now you almost take it away, you know what I'm saying? It's like no different than y'all go, all right, well, you know, we work with like 10 different carriers and, you know, I'm not even sure if you're eligible for anything yet, so I got to figure out what you even qualify for, if anything. And y'all do that shtick, it's kind of a takeaway, you know what I'm saying? And you want the same concept because you don't necessarily want to work. And it's not a fake one, it should be legit. Yeah, you don't want to work with all these fuckers.

Right? Yeah, yeah.

So now once you get them interested, now it's like, all right, cool. Well, why don't we do this, man? Why don't we set up a call? Because I get like 30 people a week that want to work for me. And don't be shy to tell people what you're making, bro. You know what I mean? I'm out here banging on doors in the rain, dude. I pull in 300, 400 G's, you know what I'm saying? It start like— don't be shy. Sean always taught me, if it's true, it ain't bragging. Yeah, I mean, yeah, part of the conversation. And if you need to go like, hey, you can make— you know, you know, you know your audience. Yeah, I mean, if you're in the fucking projects, it's like, I have $300 grand, they might not. But if you're like, yo, I put in an extra $50 G's part-time, that's like a big number to a lot of people. You can, you can model what you say, you know what I'm saying? But at the end of the day, it's like, if you get someone that's interested, then for me, I'd be like, all right, while we do this, dude, I actually got to run right now, I got another meeting, but why don't we set up a call so I can figure out if you'd even be a right fit for me to mentor. You know what I'm saying? And then that's step one. Like, because they may not even show up to the call. Maybe they do, maybe they don't, who cares? But if I do 30 or 40 or 50 of those a week, now I get 5 or 10 juicy ones. That's very different.

Okay, so like, talk to them. Okay, I usually just be like, send it to like Ali And she does the— so I go talk—

you're the pro, dude. And whatever you're doing now ain't working.

Yeah, it's not working.

You may as well stop that shit, right? Okay, so like, you, you want to think of this— quick break in the video. This is John Wetmore. Want to invite you to join my new school community. You will get access to tons of free sales training. There's a community of other insurance agents looking to win. We have hundreds of them already in there. Where we're giving out answers to questions people have, coaching, guidance, tips on not only selling but building, team, team stuff, leadership tips. And I'm personally in there responding to messages, putting out challenges, talking about our wins, our losses, our struggles, and sharing things that'll help you win as well. To join now, go to JohnWetmore.com/School, which is S-K-O-O-L. The link is also below. All right, so here's how I always explain it to people, bro. Let's just say on a scale of 1 to 10, right, Sean Mike is a 10 recruiting. Fair? Yeah, there's no argument.

He is the 10, number one recruiter.

Okay, so if Sean's a 10, what do you think that makes you as a recruiter?

Right now? Oh my, I think a 1.

All right, what does that make your staff, bro? If you're a 1 and you sell 400 or 500 grand a year and you don't have confidence you can pitch what you do for a living and how relatively easy it is in concept— yeah, dude, your staff has got to be a -14. Right? So if you go, all right, if you're a 1, your staff sure as shit ain't gonna close deals for you on recruiting. They're gonna attract dipshits completely. You know what I'm saying? So 1, you have to have more confidence in yourself. You're definitely above a 1. You know what I'm saying? Like maybe you got something to work on, but you understand the business, you get in it, you understand the process, you're a sales machine. You wouldn't sell what you sell if you weren't good at the psychology of selling. The problem is in the recruiting aspect, you're not using the psychology of selling. You're not taking your skill set and transferring it to recruiting. Fair?

Yeah, that's fair.

Yeah. Okay. So as you start to have these conversations, I need you to put yourself in a sales situation. You need to, you need to create, explain who you are. You need to create urgency. You need to ask questions and identify needs. You need, you know what I mean? Like all those things you still have to do.

Okay, no, they just, uh, yeah, that makes sense. That makes sense. And then kind of like change my mindset.

Yeah, just like you want agents or clients telling you how much they need insurance and if they didn't have it what their world would look like. Can you imagine how different the conversations would be if you got these potential recruits to tell you how different their life would be with an extra 50 grand or making 200 grand or whatever the scenario is? How different it would be. And if you didn't come into their life through this opportunity and they let it go, you know what I mean? Like, dude, there's two different paths in life. Think about how you got started. If you didn't get started the way you got started and jump on it, where are you working today? Yeah, yeah, no, yeah, I'm still a fucking accountant somewhere. You know what I mean? So like, what we do is legit. And so you have to, you have to own how good of an opportunity you're providing someone, because right now you have no confidence in yourself. And you just posted yesterday your goal is $500,000, dude.

Oh, you seen it? Yeah, yeah, I see it.

So on what planet does someone doing $500,000 a 1?

Yeah, like me selling, I have Confidence. My confidence selling insurance, it's just recruiting.

Recruiting is just teaching what you do. So if I reword it, and a guy— dude, a scale of 1 to 10, how well can you teach someone to go knock on doors and make $350, $400? How well can you do that? So, all right, you know what I mean? Like, the— it's just your perception. You consider yourself a 1 because you don't know the quote-unquote recruiting process. But dude, you get— you did get started. You can teach me exactly what to do. You can tell me what to say, what questions to ask. You can teach me how to do an app and the e-app and get it issued and keep it on the books. Like, you know how to do all the steps of a recruiter. You just don't— you just don't believe you're a recruiter.

Okay, okay, okay.

That make sense? So you heard it, and then I asked it. That's all. I asked a poor question based on your perception of yourself.

Okay, all right.

So the question is, can you help these people make money? The answer is 100% a yes.

Yeah, yeah, hell yeah.

Your staff? Not really, dude. Can they do some paperwork to help you with the process?

Yes.

You know what I mean? But you, you ain't at a point where your staff needs to be talking to anybody, dude, like at all. I wouldn't, I wouldn't do that yet. I would have them process shit, you know what I mean? If it's like, hey, send me your ID because we don't have it, I'm in. But you don't want them teaching what you do at all. Make sense?

Yeah, yeah.

So I think I would, I would very easily, because you're not afraid to talk to people, I would just ask people if they're interested in an opportunity to make an extra couple grand a week, you know what I mean? Like, come up with a, come up with a, a pitch that works for you, you know what I'm saying? If you get someone high level to you, that couple grand a week's laughable. Like, Talk to them real. Yeah, you know what I'm saying?

Okay. Yeah.

And then, okay, and then from there that you get the yes, now you have to, now you have to filter, do you want to spend your time with this person? And I need you to be really honest with them that that's what you're doing. Like, don't sugarcoat it. Like, dude, I— if you ain't willing to go out and work your ass off and all the things it takes for you to win, you know all the things, if you ain't willing to do A, B, C, and D, Dude, you ain't a fit for me. Like, for me, I'm only looking for people that are coachable, that are going to do the things they say they're going to do, and they're going to communicate, and they're going to work as hard for their family as I did for mine. If you aren't those things— like, if I, I was talking to a guy last night and I'm like, dude, if you're the type of person that needs me to tell you when we have a training, yeah, I'm not your guy. If you, if you can't read the email that we send you and get excited to get on a training to better your career, I quit now. I'm out. Does that make sense? If, if I say, hey, I don't know how to do— I'm not a door-knocking kid. I did, but I didn't do like you do. If I go— and I'm saying this to the guy last night— I'm like, if, if I say, hey, I need you to call Jorge because he's the best at this, and you get weird about calling him because you don't know him, I'm out.

You're not— he's not being— yeah, you like to get—

call Jorge for you and hold his hands and introduce you like we're at you know, damn, uh, recess in kindergarten. I'm not— I, I don't have an interest of working with you. Does that make sense? So I create my own barriers based on thousands of conversations. You're gonna have to develop that to some level, you know what I mean? But just from a, just from an everyday, just really common sense standpoint, dude, you have to, you have to be able to have conversations with people and let them know what you can help them achieve. But you're not looking for people who are essentially bums, dude, that aren't willing to put in the work and go through the hard times and be told no however many times a day you're told no. Like, just be real what it takes. And if they're not down, they're not down. Who cares, you know? Yeah, so it's kind of two steps, and then you just have to generate a lot of those conversations. That's the start. I, I can teach you way more about recruiting down the road, but if you aren't— if you can't figure out how to talk to fucking 20, 30 people a week, just like selling, dude. I don't know how to get someone to Hall of Fame if they ain't running 30 presentations a week. I don't know how to do it. I have no idea. I only know how to do it at a high level, you know? So this is kind of the same. So I think those are easy. You know what I mean? You're, you're already out there. You may as well talk to them. You're doing what you're doing on social. Keep killing that, dude. You're, you're, you're, you're developing that. So keep, don't slow down on that social thing. One day, dude, your shit's gonna pop.

I'm waiting for it.

Yeah, you just need it, you know? So continue to do value-add stuff, um, you know what I mean, dude? I like the live door knocking, that's pretty dope. Engage with people if you want. I would do a little more engagement with people where you're doing that kind of stuff.

Okay.

Sometimes it's like you see your fucking shoes walking through a puddle but you're not there, like, and bring people in.

Yeah.

Engage.

Yeah, yeah.

And just build that with time. And then I would say the very next easy thing to do, man, is to, is to re— is outreach to people on social. You know, if you find salespeople and you follow them and then you go live, they're naturally going to follow you. You know what I mean? If you want to get on LinkedIn or, or, or, uh, uh, like Instagram, just straight up DM people. That's, that's what I did at the beginning. I would cold DM 100 people a day, dude. Hey man, I see you're in the business. Are you happy with where you're at? I help people make $400 grand a year with no lead expense. You know how many fucking conversations a day you'll get? Yeah. You know what I'm saying?

No, I like how you said that too though. That was a good way to kind of like catch people like You have a little like a pain point, they would have caught them right there.

You'll get whacked with phone calls. Now your staff can send those messages, you know what I'm saying? Search for people at different insurance companies, target the ones you want to target, target titles, final expense specialist, life insurance specialist, mortgage protection specialist, blah blah blah, fucking Lincoln Heritage, AIG, whatever, just the different, you know I mean, like combined the, all the door knock companies that are out there. You target and you straight up simple, dude. DM, yo, see you're in the business, are you happy with where you're at? I help people do $400 grand a year with no, no lead expense. If you're interested in a conversation, hit me up. You send 100 of those a day, dude, you're gonna get some traction. And then if I'm you, I'm going, if you want to see more, follow me on TikTok Live, and I put my link.

Nice, man. No, I like that. I like that.

I'm saying, yeah, you just do that every day, every day, 700 people a week.

In the morning, I want to like do that, like, yeah, cold outreach. And like how you told me, that, that makes total sense. I'm gonna do that. Um, all right.

Yeah.

And then, um, does it make sense also to like do like, uh, like ads or something like that for like—

I would do that second. Yes. But I wouldn't do that first. You have so much opportunity, you know what I mean, with the other stuff. 100%. Yeah, once you, once you do these things, let's say, let's, let's say, let's touch base and like, and if you have questions before, fine, but let's go like 30 days, let's see where you're at.

Yeah, I'll put in my calendar, I'll remember it.

Yeah, let's, let's see what's happened in 30 days volume-wise, what kind of conversations you're having, just let's, let's analyze the change. You know, and if you, again, if you have a specific question in the meantime, all good. But I say let's, let's, let's go get 30 days worth of info data. You know what I mean? Like try the, try the different, try the DMs, get people to follow your live and ask the clients. That's all free shit. You can turn that on all today.

Yeah. Yeah. Um, can you send me this recorded? So I actually got it. I'm like recording to my thing here, but can you? Yeah. Thanks.

Thanks. We're going to mess up and go viral with this.

Yeah, no, man, when you— that video definitely had like crazy amount of likes on that video. Um, yeah, that video helped me out, so thanks, dude.

So yeah, let's— any other questions?

Yeah, how do you— because like one thing about me I have to work on is being a lot more organized. Um, like my thing, like, like maybe my wife, right, she said like my thing is I'm always just like focused on work And then like everything could like fall behind me, but I'm just like, I'm just like, regardless, for me work is like door knock, right? So I'm like, all right, I gotta go out, got a door knock a certain amount, and I'm like, my mindset on that, and I'm not organized. And then after that, I'm like, be specific what you think you're unorganized with. Um, just like, so like for me to, um I'm saying, so for me to send messages in the morning, right? Um, you know, um, just like all the stuff, the new stuff you told me, right? I want to make sure I do it right.

And I'm like, pretty organized with your current stuff also. Is that what you're saying?

Yeah, my— well, I got more organized. I use Google Calendar a lot of everything. Like, let's say, like we said, oh, in 30 days we talk. I always put in Google Calendar, like right after that, I color code it. Blue is like haven't been done. Green because I already did it, type though. Like stuff like that, I got better on that portion, like getting back to people, right? Like even—

You mean like all your apps and paperwork and client shit? Like you good there?

Yeah, yeah. Now, more now. Just cause I've been really using my Google Calendar a lot and color coding it and stuff like that, right?

Your only question about organizing is by default you're not organized. How do I add more shit in?

Yeah, well, no, I want like— you think like for you to organize your day, for example, right? Um, do you use like an app? Do you use like a calendar? Calendar, right?

Yeah, I put everything, I put everything on my calendar. So like, uh, and like when I was scheduling with you, um, it was all about— I was putting you in between my like, yeah, I got like back to back to back to back to back to back calls. Yeah, you know, I mean, that's just how my day is now. But I also schedule the gym. I also schedule when I'm bringing Maddox to school. I also schedule when I'm gonna eat. I also schedule like when it's practice. Like, every dude, I schedule everything. Meaning these things we said, add, schedule them, put them on your calendar, you know what I'm saying? Like, here's when I'm gonna do them. For me, I did that night at home. So mine was evening. I'm a, like, I'll get up early, but I'm much more like, dude, I'm super productive at night. You know what I'm saying? If I get up at 5, I'm just not that, I'm be honest, I'm not that fucking productive by default. Like I will do it if I have to, but I don't prefer that. I'd rather stay up till 1 in the morning. Just my personal preference. You know what I mean?

Yeah.

Um, so for me, I would, I would schedule all my stuff. Late at night. So like before I went to sleep, I would have the whole next day planned. And like run days and dial days and, and travel days, I plan those field stuff. I always planned a week in advance, you know what I'm saying? So I put the big things in first so I know when I'm traveling. Fine, then I can go out. When, when do I run? If I have to travel, I adjust it. But I, you know, I made phone calls these days. I was in the field these days. And then everything else went between that, you know. So I'd be— if I'm you, I'm doing recruiting call. Like, I'd go like, all right, I'm knocking doors here, I'm making phone calls here, cool. I'm doing some recruiting calls here in the middle. Like, I did it when I was driving. So I don't know how much you drive to places, but during drive time I'd schedule recruiting calls, you know. I would do— I would do this DM type stuff late at night or early in the morning, whatever your preference is, when you can't be doing really shit else. You know what I'm saying? The clients is an easy add-on because you just have to say it in every house you're in. So if you can't remember, put a fucking yellow sticky on your dash in your car and say, don't forget what John said that— you know what I mean? Like, put a reminder right literally in front of your wheel.

I'll do it.

And then that's the only thing you really have to add is now, now you got your schedule. So the only thing you have to do is schedule those conversations, the follow-up recruiting conversations, and you just schedule those around all the other shit that that's in your calendar, you know what I mean? Be like, yo, I can do two tomorrow. Like, just like I did with you. I think I gave you one option. I'm like, yeah, I can do this. I might have given you two, you know what I'm saying?

Yeah, yeah.

So it's like, here, I had Tuesday. Like, dude, my Thursday's already about booked. So I'm like, that's what I do with everyone, you know what I mean? So same thing, if, if I— if you're knocking me and I'm like, yeah, I'm somewhat interested, you'd be like, all right, cool, I'm crazy busy. I can talk either at 6 PM tonight or 9 tomorrow. Which do you want? You just book them in, dude.

Okay.

Have your, have your out, your cold outreach in your calendar. Do an hour and a half a day or something like that. You know what I mean? 100. So it's a fair amount till you figure out how to like come up with some automation and copy and paste and get real efficient at it. I'd give yourself like an hour and a half a day to play with that stuff for right now. You know?

Okay. Okay. Um, so you use your calendar on your phone and you use like a calendar that you write down or use everything on your phone?

Yeah, only phone. Yeah.

Okay.

I'm not, I'm not good at writing stuff down and keeping it. Like I've tried. I just, it doesn't work well for me. You know what I mean? I'm like, shit, I forgot my notebook. Hell, I gotta look at the notebook. Shit, my notebook's in my car. Let me go get it.

Your phone is right there.

Yep. And if I need notes, like, I literally have the Notes app in my phone. I take notes down on things. But like this, I set up the Zoom in 2 seconds. This is the Zoom app, put it in, put the time, fucking sent you an email 8 seconds after we text, you know. So, okay, pretty simple, dude.

All right, I think— yeah, man, I think you told me a lot right there, man. Thanks. Thank you, man. Thanks.

Hey, don't be afraid to go live on Instagram too, bro. Try that out some.

Yeah, no, it's— that's true. I've been wanting to— I wanted to do Instagram and LinkedIn, so yeah. Um, but, uh, yeah, yeah, do it. No, you're good, dude. You're good.

Yeah, he'll be out for a second. Um, so yeah, just get at that stuff, dude, and then keep me posted. And again, if you got any questions in the meantime, just shoot me a text.

And yeah, no, and, um, can you send me the link to the recording?

So yeah, I'll send it to you in a little while.

Digest it and do my calendar at nighttime. Um, actually, I'll probably like at 6, 7, pick up my kids right from like, you know, to be chilling at the house, break that down, and then I could kind of have a better like game plan for tomorrow and stuff like that.

Yep, I'll send it to you a little later today.

Yeah, man. Hey man, it was a blessing, man. Thank you. Thank you. Thanks a lot, man. Thank you, man. All right, thank you. Later.