How To Sell MILLIONS in 5 Hours (20 Years of Insurance Sales Experience)

What up guys? About to see some footage from a workshop we just hosted in my office. If you're interested in attending one, we do them every quarter. You can always register at johnwetmore.com/workshop to get into one. This event sold out, so all the future ones will as well. We only have like 32 seats in the office, so get to the next one now while you can. All right, we're on systems automations. Solve your shit, huh? Scaling. I think I've talked a little bit about that in the concept. Like, my concept is like— and we were just talking about this in the back, a couple of us. I think it's the first kind of graphic, I guess. I think the process of this thing is to scale, not to start recruiting necessarily or start the process of building, but to really scale the shit out of something. You just learn how to do it. It's kind of layer 1. Be able to teach how to do it, layer 2. You're kind of doing that now. You want to really blow up, you got to be able to teach someone how to teach it. Does that make sense? So for you to do it, step 1. But there's a lot of people who do, do it at a high level and then can't teach her how to do it. That's a roadblock for a lot of people. And the next level is you might be really good at teaching it but you have no earthly idea how to get her to train him. If you can't figure out how to get her to duplicate that with him without you, not that you can't help her along the way, but if you can't figure out how to get her to be able to teach it, you just won't scale as big. You know? So if I can get the message, meaning if we take all this stuff, let's pretend everyone here is in my group and let's pretend all the volume is there. And I'm teaching you all the stuff I'm teaching you over the next couple of days, fair to say you're going to go teach it to your crew. Hell, dude over here is like, I'm teaching this shit in a totally different business I'm in. Guess you need some security, huh? Like, fucking genius. Does it make sense? Like, it's universal. So it's like, can you teach others to teach it? And imagine if we took all the messages we learned here today and you start teaching that in another layer. That means the message from here is spreading. That's where the real scale came from for me. Like, growth— I got a million a month. I figured out how to do that, not by myself, but nobody was really teaching it in depth at that point. They'd have a few people. This guy's got 4 or 5 guys. This one got 10, you know what I mean? No one had like, holy shit, we're doing half— I'm doing a million. No one's doing half a million. That wasn't a thing, you know. Our million a month, our biggest group was probably doing A couple hundred grand. Yeah, $200, $300 maybe. Um, you know, which again, respectable, but you know, it's like, can they? And then the ones that were next for me, crazy. They weren't— none of them, not one of them. They all, they all became basically— if I say I had like, I had like 12 that were like, that was my— I had like 40 direct, but there were like 12 that were like, they were recruiting and some form or fashion. I think they all at least sometimes sold over $40 grand a month at some point. Half of them did it like consistently, like quote-unquote Hall of Fame. If you're at FFL, $400 grand a year type deal. Over half hit that. The other half would do it sometimes, not other times, not stay consistent with it. But the 12 I was running with to a million a month I was like, this is my crew. Not one of them is who then taught it to layers. Not one was. And some are still here and out. But what happened— taprooting, go down, find Athena, hire this chick. She's doing well, she's selling like a beast. She knows how to teach it really good. She's fucking great trainer. But to teach someone to teach it, she can figure that piece out. And then we find this dude over here. I was talking to him like, hey, and I went, oh, let me help him. Let me teach him to— oh, he got it figured out. And now he started copying what I was doing. He started teaching it really good. And then he started teaching people to teach it. I'm like, oh, that's the— and that like blew up. The guy I told you I hired in, dude, Nick, same thing. Wasn't in the field a long time, didn't have to kill it, sold enough insurance to kind of figure it out, but was really good at teaching people systems. And he taught people to teach it. Their team blew up. Those— that's where the grit— and another leg did the same thing, different levels. Those two are pretty equal. This one grew a good bit, you know what I mean? Then we had another one that grew even a little bit less, but four of them like really went, and then I just went in depth and we blew up. And that's when it was like, all right, less direct hiring, more like let me maneuver over here to move the volume. And there's pros and cons to both. But if you can't figure out those layers, that's where most people get stuck. So it's like, are you really good at teaching it? Most top salespeople suck at teaching it. Why? If they ain't like them, they don't have the ability to adapt. Did you ever take, like, in selecting someone to get into that position, like, take into account persistence? Or things like that in business, in their business, or— What do you mean by that? So like, say you have someone who has like lower persistency on their— Yeah. Right? Yeah. Were you sometimes, were you ever anxious about, well, if I have this person teaching other people what they do, are they all going to have low persistency too? Is that going to create a liability for me? Well, maybe I teach them to teach not to teach persistency. Okay. And I put someone else in that role in the group to teach that.

Makes sense.

You know what I mean? Yeah, I get it. Um, and that's in anything. It's like everybody has strengths and weaknesses, you know. I didn't start teaching the people communication thing for years after I was teaching sales and work ethic and do more. I was teaching all that crap first. Maneuver, what I'm saying in the house, I was teaching all that first few years training. I didn't do— I didn't talk about the recruiting side much at all. What about if someone had, had like— do you ever have someone who didn't like put massive action in the field but then crush it in recruiting and put massive action in that? Fuck yeah, I like that guy. Now I just want him to stay out of the way. What did I tell you about dude? Tap on— hey, I got this one, get out of the way. Sometimes I got to do that. Hey, good job recruiting that one, I got it. Scoot over. You know what I mean? Like sometimes, not always, but sometimes I'm like, it's something. The smart ones go, hey, this one's above my pay grade, can you help? I'm like, yeah, I got you. Some are like, I can be the CEO. I'm like, bro, you know how the business works. Settle down. Can you just move over? Thank you. Keep doing it. If you stop at this one, It's going to mess you up because I'm about to help him blow up. If you don't keep recruiting, he's going to pass you one day. Be careful. Go recruit more. I got this one. Go recruit more. That's been a play a few times. Now, some people fight it. I'm like, OK. So yeah, we've had all kinds of things. And everything's very case by case, man. That's the beauty of things like this is I can give you information. The downside is— when you have 17 different scenarios next week. I'm like, well, he pays me, I can help him. Some of y'all, see you in June, bring those issues back. You know what I mean? That's just the reality of what it is. It's hard to do without ongoing stuff. And I don't give a shit if it's me or someone else. I don't care. You're like, I'd rather pay this— go, don't pay that guy. I don't give a shit. I got a guy that will do it for free. Dope. I used to do it for free. You know how many times I've done this shit for free? 12 years of it. If you got one that's good and you— amen, you fucking use them. You got to have someone to teach you this shit, you know. Um, I'm gonna get into a little bit more of like actual system stuff. You're good with that? Like nerdy stuff. Um, and if it doesn't apply to you and it makes your head explode, all good. Get out of the way. Find someone else that can help do this stuff. Don't try to be the guy. This stuff, this part comes really naturally to So sometimes I kind of miss, quite frankly, how much it makes people's eyes cross a little bit because it's like literally the easiest thing for me. So if you have questions, please ask. And to be clear, you don't have to be really amazing at this stuff to build something massive. I think you probably have to have someone in your world that's good at systems and stuff to really make things work. And the way Mike and I worked really well is I was way more of the systems guy. He was way more of the people guy. And we never really like did business together, like sharing bank accounts or LLCs or anything like that. But we did business together. Like we understood, like, yo, we're in this for the same reason. How about you do this side, I do this side, and we just found a way to make that mesh. I think far too many people try to do it too. They're like, hey, you're really good at systems, let's build together. Like, eh, ours happened really naturally. You know what I mean? Over time, he just added value. Him, it just, it wasn't like a, Hey, you know what? We should make this thing so where everyone looks in Atlanta, they're like, let's do it like John and Mike. Everyone would always be like, we need a John to Mike. We need a John— like, I'm like, I was like Robin to Batman, Scottie Pippen to fucking Jordan. That was my role. I didn't need to be Jordan. I don't give a shit. I got motherfucking paid. And I was really good at the piece I did. And I was OK with that. And then it just merged into where eventually it was like we both felt like we were really equal in a lot of ways to each other. I wasn't confused about the hierarchy ever. I never misunderstood that. But I was like, dude, I added a lot of fucking value on both sides. You know what I mean? And mine was systems. That's what I brought to the table. And then eventually it's like I built my whole team that way. And eventually I had to be like, sorry, I can't help. Your team anymore. His stat, they didn't, but he grew a ton and didn't need that piece either. So you can find your way. This is a little process that, you know, I kind of stole some of this from Bet David, but it's what we do to go through things. And it's like, and I've explained the concept quite a few times, it's like, I like to look at things and go, one, I think, If you look, sit back and look at your business, in one of the pages, I think it says like the next one, the biggest pain in your business and how can it be automated. So start thinking in that context, right? I think far too many people look at all the problems and either try to solve them all at once and it's kind of pure chaos or they don't really sit back and look at the urgency of something specific, like how impactful that problem is. Like we have a lot of shit we don't even done yet that we haven't gotten to. But we have to prioritize. Sometimes I have to sacrifice shit to really focus on something else. So one of the things we try to do is really sit back and make a decision. I mean, I have to do it too with all kinds of stuff. It's like, what are the options? How does it play out? And we brainstorm a lot. I'm like a whiteboard freak. I love— there's one in her office if you didn't see. I'm like, let's map this out. And so for me, probably a couple of things I'll talk about. I do it either way. We've helped— I can go on the recruiting side, like the way we bought— we built what is now called Agent Automator. And then I can even go a little deeper and more currently and say like some of the guys that are building lead companies, how we found a way to put a system in place that helps them scale their lead company, which also helped us get more volume, help them get more volume. But I found inefficiencies in somebody's system. I'm like, oh, I see a hole there, right? So if I look on the recruiting side of things, um, you know, if we— if I take an agency now, and I started— I started systems early. Like, you can go as basic as what happens when someone applies to you. Like, when someone applies to work with you, What happens? Like, where do they get— so anyone can give me anything, I don't care. Anyone doing anything to get someone to apply to work with them, what do you do? Um, it's an ad.

Yeah, it's a— it's an ad.

Okay.

And in order— and after the video, what happens when they fill the ad out? Oh, it, it sends, um, it comes to my CRM.

Okay. Do they get anything?

Yes, they get my calendar link.

So they get a text over here after watching the video. So they watch it. If they watch the video, they get a text.

If they watch the video, the calendar pops up.

Got it. After. Makes sense.

But they can still apply. Yeah, but it just— it won't come through on my calendar. I have to personally call them.

Yeah. Like, this is all the ones that have stuff that we all do this. I remember building all this. So early on we'd run an ad, then we get an email saying Joe applied, and then I have to get to the email and reply and go, hey Joe, thanks for applying. Would you like to have a conversation? Or I could pick up the phone and call them, or I could go like, hey, should I copy and paste this email and put it in my, my, what's that thing called? Constant Contact. Oh wait, shit, I don't have an email campaign. You know what I mean? Like we got, I was like, oh shit. Now, now today we have a system. It's like, oh, we have like, we're working with his team to implement it. I'm like, there's all this shit you gotta do. He goes, I don't do any of that. I go, good news is we gotta figure it out. Bad news is it's gonna take a minute cuz y'all don't do any of it. It's gonna be sound really confusing, but someone had to sit down and map that out.

Yeah.

So we look at stuff and go, hey, when people apply, we don't send 'em anything. Ooh, shit. What do they get? Now you can build your own shit or you can find someone who does it, you know what I mean? And it doesn't need to be insanely over the top necessarily, but even if it's like, again, when you get a lead, what happens? What happens next? A lead comes in, where's it go? What do they get?

They get an automated text message.

Okay, what if they don't respond to that one? Then what do they get?

Uh, then I call them.

And what if they don't answer?

I choose not answering. They get another automated message.

Okay, then what?

And then I FaceTime audio them.

Okay, if they don't pick up, I send them a text message. Okay, and then what? Manually?

Manually.

Okay, does— is there anything that reminds you to send the text message, or you gotta remember on your own?

No, I just gotta do it on my own.

See, I like, oh, what if something could remind me, right? I'll get you. I got you. I'm saying, does that make sense? That's how I think. I'm like, fuck, I always got to remember to text them. That's a fucking pain in the ass. Can I set up something that goes, hey, if they do this, wait 5 days and then do that? So I think, yeah, I'm fucking weird, but it works, right? And so then if you don't remember, then what?

Well, I don't not remember because I always go back.

Every lead ever, 100% of them that don't pick up, you remember to manually text?

Well, I go— yeah, well, when I create the smart list, I go back on Saturdays and that's when I do back all my follow-ups. Okay.

What if you hired someone to do that shit for you?

I do, I have a dialer.

So they do it, you don't do it?

She touches on it as well.

But you do it too? Yeah. What could you do if you didn't do it?

I could be dialing more for things.

Would that make you more money?

Hell yeah.

Would that pay for the person that you hired to just do that thing?

Hell yeah.

I think like that. Okay. Why do you keep sending it? I love it.

Just to see if I can—

I love it, I love it.

I'm just trying to resolve.

But how long do you want to send that yourself?

Oh, I don't.

Okay, so it's like I go—

that's on my list of things.

So now we go, how urgent is it? Should I, should I do— I don't know. Think about this. How long would it take for you to sit down with your current skill set, to sit down and go, if I'm— would you say you mark them as no answer? Yeah. If I mark them as no answer, right? If I mark them that, then what? How long would it take you to go, if it sits at no answer for 5 days, send this text message? Do you know how to do that?

I'm not a systems person.

See?

At all.

Someone might be. I wasn't either.

So I need to ask Mike Files.

He's smart as fuck with stuff like this. Hell yeah.

He's like, oh yeah, we can do that. We can do anything.

You know how long this would take me?

2 seconds.

It'd take me longer to open the computer and get to the site than it would to build that. I can build that literally in under 30 seconds. Why? I figured it out a long time ago because I went, why do I keep sending this? This seems stupid. I am a systems person. Someone has had this issue before. There's no fucking way one of those smart people didn't think how to send a text after 5 days so I wouldn't forget. There's no way someone hasn't thought of that. Let me find it. And we found— what did we find? PipeDrive first was something we found years ago, and that had pros and cons. And that's how we started, like, all the stuff all the agents would get when I onboarded them. Like, I'm like, hey, at first it was like, hey, send them this, send them the thing to get in class. Cool. And then I was like, why do I have her send the thing to get them in class? She had to send 27 of them today. I needed something by 10:00. I'm like, why didn't I have the thing by 10:00? She's like, because you hired 27 fucking people this weekend, bro. And I'm sending them all the class. I'm like, that actually makes really good sense. How do we solve this problem? Because I don't need you sending 27 emails today. It's great. We send them. How do we fix this? So she made a template that was like, dear name, blah, blah, blah, blah, blah, blah, this link. Blah, blah, blah, blah. And then when she would get it, she would just push a button and it would go. Then I was like, how many times do you push the button? Well, 17 times. It took me 20 minutes instead of 2 hours. Cool. What if we made a form that as soon as I hired them and I hit submit, that template you made got sent to them automatically? Then they wouldn't have to wait till Monday to get the message. And you wouldn't have to do it first thing in the morning?

And then you get started early.

And then what if I notified you that I hired someone so you knew that I hired someone and they got that message?

And you can just—

That shit exists. Now we sell a product for that, but again, sometimes shit like this makes people's heads explode. You have to do it that way. Mike Killamatt's like, fuck that. Daniel, just send them fucking email. I'm like, okay. I'm not wired for that, you know. And I literally— we sit down and go like, what if this— what I just did to you, what happens then? What happens? Fair? How many questions will I ask? 100 million. Then what? Then what? Then what? Then what? And eventually it stops. I go, okay, what do we want to happen? I'm doing it here. Hey, what do I gotta do next? Then when? When's the break? When's it like next time we do this thing, do this whole thing, it'll be like, oh, she's gonna make this whole thing. It took us weeks and weeks and weeks that she's been working on forever. I think second time we're gonna spend the same time working on shit. Hell no. We're gonna learn from this. We're gonna create a system around running an event, right?

Yeah.

How urgent is that to me? I mean, dude, we're not going to go out of business. But I certainly don't want to watch her in June scrambling at— How many stores were you at the last 4 days? 9. Like, that won't happen. And it's not because we're bad or they did something wrong. It's just part of the process. We're going to figure it out. And then we're going to sit down next week and go, how'd it go? What happened? How'd it flow? Y'all did testimonials. Then what? Where do they go? Who sees them? When do they get sent to people? Where do they— now we'll just— now they know I do that, so they do that on their own now too. Does that make sense? It's like teaching them to think the way I think. So now when they come to stuff, they know I'm going to do this. So last week we had an example. What did I have them do, Amanda? Oh, something with a newsletter. What was that thing? We're doing something with the newsletter last week. What was that one where I was like, that's all we did? Oh, we get ads from Cody, right? Cody runs ads for us. And right now, the way Cody set it up, because we just said— I was like, he's like, hey, we want to run ads for you, all the stuff you pay us, we'll do that. I'm like, dope, do it. We're going to send them to your Instagram. I was like, okay, whatever. So ad comes go to a landing page for a free video. In order to get the video, you got to put in your name and shit. Okay, as soon as you put your name and stuff, they get the video. Then on the same page as the video, they have my personal calendar link. One day I get some appointments. I'm like, I'm like, who the hell's this? She's like, I don't know, Susan, whatever. I got another one. Now I got 4. I'm like, who's on my calendar? We figure out, oh, Cody's lead, share to our calendar. I call like 6 of them. I go on 6 of them. 5 don't show up. One's broke his joke. I'm like, why are they going to my calendar? Like, I don't care if they follow my stuff. Who are they? I said, can we figure something out to send? Can we take them off my calendar? I can be talking to better people. I can send them some of my shit, get them excited, whatever. What can y'all figure something out? And so they made it like, I think they got rid of this. No, they kept the video. Sorry. They got rid of this. They added a tag. Let's name it Cody and then add them to the newsletter. Sound good? That's what they did. I was like, they don't know me here, and we add them to our newsletter 8 seconds later. Do they know they're getting added to my newsletter? Because the newsletter, when you add to the newsletter, it sends a text, hey, thanks for joining the newsletter. I'm like, they joined to watch a video. Do we tell them that we're doing this? No. Do you think it would help? Okay, maybe we should try it. And then if they don't know me, should we send the same stuff as we send the people who do know me? I don't know the answer. I just— I'm see— I'm like, should we? Or should we like, hey, here's who John is, maybe? I don't know. I don't know if I can answer. I'm like, can y'all come up with something that makes sense? I just see that ain't enough. Can we go deeper with it? Right? And so now they're like, I don't know what they— I don't even know if they've done it yet. It may still be— this was fucking 2 days ago, so it may still be where— I don't know. But I'm like, eh. And it wasn't that— it was a different guy, and he hadn't— he's not been with me that long, been a year. So I'm like, let's go deeper. Let's— so we're working— this is a real life thing we're working on now. How important is it? We got this other lead thing we've developed. That's like agents get in leads, or yeah, agents get in leads, right? And then a guy like Fowl goes, hey, I, I can make leads. So then leads come into somewhere, they go to a CRM. But what if he wants to get you leads? Now they have to go to your CRM versus his CRM. How do you know which one? What state are you licensed in? Well, if that lead came in in that state, do you get it or does she get it? Oh shit, like this is real stuff. How do we get it to them? Some people run the lead and they go, cool, I got a lead in Alabama and a lead in Georgia. And then they go look at their agents and they go, hey, she's licensed in Alabama, I'll send that lead to him. Forward email, type in the email, send it to her. You're in Georgia, you get this forward email, send it, type it to her. I'm like, can't the CRM see what state it's in and then look to see who's licensed in each state and then pick to send it to them automatically? Can't that be a thing? Certainly someone thought of that shit. There's no way I'm the first one to have this aha moment.

I think that's what his, that's what his does.

Oh, I'm aware.

Yeah.

Thousand.

Because I got a lot of, some people don't have a lot, like as many as I have.

Correct.

When he has overflow and he needs to make that.

Yeah. So you can also go like, hey, here's all the agents. Which ones are better? Ooh, let's weight them a little bit more. They get more often than they get. That happens. Yeah. Right. And so for us, Fyles Next Level— Fyles called me about what we do. He's like, how do you do it? I'm like, we built a custom program. I was like, I can do it for you. Here's what I charge. He's like, thanks, bro. Next thing I know, he's got a whole lead company out. He figured out himself. He's like, fuck that. Very few people can do that, you know? And I'd argue what we got going on. I bet if him and I sat down, hashed it out, I'd be like, how do you deal with this problem? He'd be like, I want to fucking kill myself. He's smart. So maybe he— who knows? But I saw this, and I don't want to make leads. I don't want to be a lead guy. Like, y'all know my patience level. Think what happens on the other end of a lead company. When you send Steve, who had $87 to his name, 4 leads that don't answer. Does John Wetmore want those phone calls? Uh-uh, I'd kill myself. I don't want a lead company. That sounds like a headache.

Well, then he— that's— so then at that point, now you have to actually sign, um, a statement.

Yeah.

After you put in all the states that you have that—

yeah, that's what happens with leads. Yeah. And you know what Amex says? Hey, that's our client. And they charge, you know, I mean, their staff, they go, no, we believe our client when they dispute it. And then File has to eat it because they dispute it.

So he created 100%.

Yeah. So it's like, yeah, right. Yeah. He's thinking.

Yeah.

But for me, what I saw is I was like, an agent came to us and like, hey, man, we're delivering, we're doing all these leads, man. It's a fucking— it's getting— it's getting hard to deliver them all to everybody. It's getting hard to keep up. It's getting hard to remember to charge people Stripe. And how to keep up with their balances and how— like, how do I— what can we do? I'm like, give me a minute. I'll call you back. I ask a lot of questions. I start to understand the whole flow, what the problems are. I'm like, hey, Amanda, I got an idea. I'm like, we're kind of nerds over here and they have a problem distributing stuff in an automated way. It's very— there's a point where it gets very manual. Right? And I'm like, what if we build something that can do this piece for them? And the agents are over here, and the guy with the lead company is over here, and I hide in the background and connect the two. Do I deserve to get paid for connecting the two, bro? My man, let's do this. So we built one, and I helped the guy go from having 20 agents— how many, how many they have now active? 50 active getting leads, probably 400 last year total coming and going, 50 currently active. Dude's netting 6 figures a month now. All I did was sneak in the middle, find a little system. What do I want? Just give me a little piece. Just give him a little slice right here. Give me a little slice every time a lead's sent. I just want a little— just give me a little, just a little piece. I don't sell leads. I don't do nothing with— I don't do that. I create a system. I don't— no customer service. Why? I don't want to do that. I got customer service to one dude right here, right? Let me help you grow your company. Just give me a little slice. I hope you blow that shit up. I want to pay you a flat fee. I'm not interested. Figure it out yourself. Keep doing it manual. I'm good. That's not my deal. $1,000 a month? No, I'm good. Give me a slice. I want to grow it. I want to get paid to grow something, you know what I mean? So we built something for this. Onboarding agents, same thing. We sat down here. I wish you— I would— can we next time Do you have one?

Um, I have the one from last week.

You do? Are we eventually gonna— you— did you see my text this morning about the video? Is there any way both could magically appear if I go like this? Dope. I love you. We sit down, I put my crew right here. I'm like, block the day off. And I map it out. And I go, let's slow down everything to speed up. A lot of people want to— I'm like, nah, let's go turtle mode for a minute. Let's slow down. Hit the brakes. Let's slow down here. She fights this sometimes. She's like, I'm so busy, I have to. I'm like, I need— let's slow down over here. It'll be okay. And then, and I, when I, when we were building this, the onboarding one, Agent Automator, we do— we spent— I spent every weekend and every night on top of whatever I did here during the day, 6 months, 9 months building it piece by piece, automation by automation, flow by flow, text by text, email by email. Everything. What about this? What about that? Then we try it. I'm like, oh fuck, when this happens, that messes up that shit. Back to the drawing board. And we kept trial and error, trial and error. Look at 6, 9 months, me working on it. And then I got her involved. Then I taught— I tried to give it to her. I was like, hey, can you build? I have an idea. Can you build it? She was like, I'll try. How long, Amanda, before you quit? I don't remember. Couple weeks. She was like, I can't, I can't do it. I went, shit, not everybody thinks like me. Fuck, here we go again. Gosh dang it. Do you understand what I'm saying? It is your job. Like you do this. Like what happened? And she's like, I get it. I don't, I don't. I'm like, all right, let's, let's learn. So I start, I start teaching it to her. Start showing her, start getting her in there. I'm like, hey, click that, click. And I literally taught her how to do it. Then once she gets it, now she can click through this whole— I built it. She runs circles around me with it. Once it clicks, it's a wrap for her. I just had to get it to click. I had to get her to see the vision, you know what I mean? But I do it by mapping things out. And, uh, you know, we would sit down here and go like, all right, when I hire someone, what happens? Is— am I okay with what that happens or not? Nope. All right, then what? Then what? Then what? And the whole system from literally I applied every piece of what you do next, we just mapped out, drew it out on here. I— hopefully she'll show it to you at some point. It looked like this times 50, and then we'd— she'd take a picture and we'd erase it and we'd do it again, and then we'd go back and she has these like file saved John brain dump or whatever she calls it. I just have to get it out. It's all in here going, and I have to go like, I have to get it out, you know, sitting down first of the year, mapped out all of 2025 for my team, how I see it. Here's the vision, here's what I got. Marketing like this, if we do that, this system like that, the lead thing like this. And I literally map it out and then I'm like, what should we make priority? And we went over here and we listed priorities. I'm like, all right, go get them. Let me know if you need me. If you need me, I'm in. Just call me when you need me. You got it? Cool. And we just, we literally build systems. Now some people are like, that's complicated, that's not me. The system doesn't have to be this deep. I ain't afraid to learn. I hear you. Yeah. And that's what, that's why a lot. So I didn't build this to have something to sell. Some of the people saw the way we're getting people through. I'm like, then they go, hey, how do you— you're getting a lot of people started, what do you do? I'm like, you know how you send that fucking email every time? I'm like, I got tired of sending that, so I built this. And all along the way, I just— no different than you guys share, I'm doing this to make sales, I'm doing this to buy leads, I'm doing this to manage my schedule. I'm like, I'm doing this to get more people through. We got to a point where we were bringing into our funnel like If we go, how many apply? How many get in class? How many pass class? How many schedule their exam? How many pass their exam? How many apply for their license? How many people get their license? Does that make sense? Yeah. How many get contracted? How many buy leads? How many sell? How many actually issue pay-up policy? Now, who can actually read that? I got a comment last night on my Instagram. It said— that said, you're supposed to write with me as I'm saying it. It's— I want you to get the concept. I find it weird that some of y'all don't know this. These are the steps. You went through the steps to get your license. I find it weird you don't know how to have someone get through that— those steps. I haven't had to do any of these steps in a long time. I rattle them off like It's what it is. Then you go, then you start learning. It's like, all right, cool. What happens if they, how do I wanna send them to class? I just went to that. What happens if they don't do it? I have to follow up with them. Do you remember? I sure as shit don't. What if I send them an email? How long? I don't know, how long should they get through class? Hey, you know they send you a little report that says what percentage through they are?

Yeah.

What if we take that report and we read it and they go, if they're less than 50%, I send them one video, and if they're over 50%, I send a different video? What if this one needs some excitement? And what if this one's like, bro, you're almost there? I was like, oh, that—

what was it?

That wasn't day one. I used to call them too. I'm like, I got to a point where we bring in 1,000 people a week here just in my office, not including the whole hierarchy, just through Amanda's, what she clicked on every day, where 1,000 people a week were coming in. I can't call them. I can't. I have to narrow down who I call. I have to filter people. I have to— does it make sense? Like, this ain't day one game. Some of y'all want this before you start. I'm like, nah, this is like— we're in like residency of medical school now. Does that make sense? So those of y'all that ain't started, this ain't for you right now. Just know it's down the future. It's potential. Can I do it? Yes. This helps you zero right now. Why? When they get here and they don't go through class, or you forgot to mark that they passed, and they get the email saying, hey, you should get through class. I'm like, dipshit, they finished class. You forgot to mark it. You didn't know to mark it? Oh, why didn't you know? Oh, because you've never done it manually. That's why. If you're an insurance agent and you feel like you're stuck, you've hit a wall, you're trying to figure out sales strategies, the scripts to use, how to get like off the ground and get to that top of the leaderboard type status. Have a course that I've put out, super affordable. I'm getting a ton of great feedback from people every day on the strategies they've learned and been able to implement, from goal setting to sales techniques to calendar scheduling. Everything you would need to get your business off the ground and get running quickly. jwcourse.com. Click the link below and get in there today. Does that make sense? What else can I do? You know what I found out during all these— there's different processes, like at, uh, Pass License. That says apply. I'm trying to read my own writing right now, by the way. That one says— that says apply. Looks like April. Yeah. No, that's a dot for the sections. That's what that was. Does that make sense? That was not dotting the i. That was dotting the section. Yeah. So we go like this, right? You know, right here, you know what happens? People stop. Every state's different. The mo— momentum. They die sometimes. Why? They don't know what to do. They don't follow through. Fear. I mean, there's a billion— How long does this process take?

Not long.

When you apply to the state, well, you got to wait. Every state is different.

Some are a few weeks, some are few weeks, and some are like a couple days. And they don't— But I let them know ahead of time.

Georgia's— Mine takes 5 minutes. You could actually apply before you take the exam.

Yep, and orientation. And lockup.

Seemed like it'd be a really good time to keep them fucking busy.

Exactly.

While they were overthinking. Here, watch some shit. Here's the training. Get ready. Start prepping. It's like SATs are coming here. We gotta do like pre-SAT classes here. Right? I'm like, do we do this? No. Yeah, you do now. You know why? Because we thought of it back in the day and then we went, that sounds like a really good idea. We should probably make one. And then Grady said, yo, what if instead of all of us making one, we all get together and make one video each and we make a company boot camp? Because we all had our own before. So then I had to make a video about sales and onboarding and coaching. I'm fucking 27,000 videos deep. Is that good or bad? I don't know. I mean, it's good at some point, but if I want to keep updating them, it gets old. So Grady was like, I'll organize it. You do this, you do that, you do this, you do that, you do this, you do that, you do that. And I'm like, dope. So now we just send that instead of our own. Some people want their own. Cool. More power to you. I'm like, Grady's smart as fuck. There's really good people. Let me just steal that. And so again, you do you. I don't— it don't matter. And then we learned here This contracting is what that says. I made it messier for you. I know some are 24 hours now, but there's another gap here. Boot camp, right? Now I go, what if they come in unlicensed? Do we send them to boot camp twice? I'm like, what if over here we go if licensed, do this, and if they're not, do this? So then here it goes, hey, did they come in unlicensed? Yup, don't send the boot camp. They already got it. Because we used to have to go, did they get it yet? I don't remember. They came to us licensed. They go through class. Oh, shit, they went through class. Damn, we sent it to them 4 weeks ago. Shit, they got it twice. We used to do stuff like that by mistake. I'm like, hey, what if we just go if? Well, CRMs are really good at this shit. I don't know how they make that work. I don't fucking know who programs the code. I don't know. I ain't that guy. I just know there's really smart people that know how to do that shit. And I'm going to make my stuff run smoother than you are because I'm going to get more people in the door than you are. I just am. I know I am. You know what I mean? This same thing is how y'all got here. Y'all are sitting right here. I started, if you remember, and I'm giving away some of the stuff we're talking about, in June. I started giving away, y'all remember when I launched the free tracker? It's the very first piece of thing that I put out that I was like, you know, I noticed all these fuckers give away something free. To get their emails. Like, that's not rocket science. Like, but do y'all do that? You do it? Who does it? Who gives away something free to get people's info? 3 of us in the whole room. How much value could you give away for free?

I mean, tell me what you mean.

Like, what do you give away? Give one thing. I know you have 80, probably. Give me one. A guide of how to pass their license. Perfect. What do you give away? For clients, I give away a wealth report. Okay. I give away a free activity tracker.

I mean, I give them tips on how to pass.

Do you have a video?

No, I just have a conversation with them.

I know, but what about people that don't know you yet? Oh, imagine if on the internet you had get your free guide on how to pass class by, uh, Producer that does $300 grand a year. Do you think some people would click on it? Yeah. Do you think having their name, email, and phone number would be valuable to your business growing?

Definitely.

Okay. Do you think that's that hard to do?

No.

And you post about it on your social media and go, hey, I have a free guide. Think some people click on it? Yeah. Imagine if you ran ads to it. I read something, um, well, a few things. I read something in this book and the guy said that the value of your business is proportional to the size of your list. 100%. Did you know you can sell lists? That's why they bought Skype. That's why Microsoft paid so much for Skype when everybody had better tech. 100%. Why do you think the apps give you the— why do you think the apps are free? You think the apps are free? I know you didn't pay money, but do you think the apps are free? What do you give in exchange for the app? Agreement to take all of your data from your phone.

And I always say no.

Then you don't get the app. True. If you agree, if you get an app, you're agreeing to give them information. All of them. You may not agree to get their email marketing.

Okay.

But you ain't getting the app if you don't say we can have the information on your phone like your login. Or connect through my Gmail, or you get there, they can— what time you do things on your phone, like they have access to all that shit. Y'all do know that?

Yeah.

What do they do with that information? That's why you can be so direct when running ads. What do they do with your information? Sell it to you. A lot of times they do that too. Talk about something today and tell me it won't be on your TikTok later tonight. Yeah. Big Brother. When you said, I agree, they went, we can hear you. But that weird stuff on TikTok pops up. 100%, bro. Hey, let's look at your phones. See the ads? That shit don't lie. What are the reels recommended? They know what you like to click on, dude. Fair? People are thinking. So I just sit back and I think. Then I go, if I want more people under my spade— dude, I've spoken— think about how many people I've spoken in front of in 12 years. We think the number is— how many people, how many people have heard a word from me about insurance? I had no email list. I was like, 2024, I was like, marketing, you know what I mean? So as we start to do our one in June, that's the stuff we're— I know this went from systems kind, but that is a system to me. We're going to dive deep into what I learned there. I messed that up royally. I launched it last year at convention, the tracker. I've been talking about this since day I've been in the business. The first time I did a, a talk on stage and put on camera, on, on, on the screen, my Numbers. Anybody ever seen that one? I'm on stage in Vegas and I go through like, here's how many recruits I had, here's how many agents we had, here's how many are paid. And I go through every month. Here's what my income was. Here's how many recruits I had. Here's every month I listed everything, how many interviews I did, how many appointments I ran, what my personal issue paid was, team issue paid, how many writers we had, how much money I made. I had it. I have it for every month I've been in business ever. And I shared it from stage one day and I walked through because everyone thought it was easy. And I'm like, yeah, this month, fucking 5 people quit. This month we had that. And I just went through it. You know, and I never thought I should get their email. I could— can you imagine what my list would be today if I did this 12 years ago? Like, whoopsie, that was a mistake. All right, let's learn from it. I don't go anywhere now without getting people's info. I'll give away all kinds of shit in exchange for you to agree to give me your information. Now, if you don't want, unsubscribe. I don't give a shit. But I'm going to send you more and more information on how to make money. It's weird, people don't really unsubscribe from it. We have a super low unsubscribe rate, and I, I'm everywhere. I send y'all shit.

I'm trying to keep up.

I wish you would keep up. I feel like I'm going slow. I got 2 emails while I've been sitting here, my man.

I'm right in front of you.

Yeah. It's weird. If this, then that. There's actually an app called that, like, if, I think it's called If This Then That. There used to be a site, it was like, I bet it still exists. Y'all should go, someone look for me for real. It's if, hold on. It's the initial, if this then that. I think it's like that.com. If This— I think it's ITT. I think it's— that's like a thing. Google If This Then That, you'll see it. It was like, it was the early stages of like, oh, if this happened, then do that. Yeah, there you go. It's a thought process, you know. And so I map out everything we do this way, and I create systems for everything. Again, even it can be simple. You know, it doesn't have to be complicated. You need your admin every day to bring your coffee? Cool, make a fucking system for it. How do you know when to get it ready? I don't know. You can follow my damn— I'll share my location. You can see— I can get a message when I leave my house. I'll be at the office 12 minutes later. When the location dings you that I left, hit the button. Like, you can do it for anything. I put a lot of systems in my life in different ways because there's only so much I can remember. I'm one dude. In the moment, I can remember a lot. How many times I ever asked Amanda, "Hey, what do we do here? Hey, how do we—" I don't fucking know. I know we do something. I can't remember all of this. There's no way. I'm not humanly capable of remembering everything. And who we talked to and who did what and everybody's name and who paid for— I don't know. I just don't have a system and I know I can look it up. I can find it. I know she watches it. She knows a lot of detail way better than I do, you know, because we put systems in place to make things happen. So one of the things you can do here, and I'm going to have my team— Liz is going to come, I don't know when. I know at some point I was supposed to tell you they, they started to take pictures of some of y'all's stuff earlier and I think it didn't go part like it was She's like, you forgot to tell them. I'm like, yeah, like, I want y'all to do this, but we're also on our end going to look at who needs help with what and then go, how do I make a system help that? What do I do with it? I don't know, I'm just going to get the info now. Like, nobody's offended if I take the info and help you make more money, right? I'm like, well, why wouldn't we? Why would we have you write it down and then not want the info? That would be fucking weird. How many times have you gone to an event, you take all the— and people take your— never. I've never had someone be like, can I take a picture of your notes? I was like, how do we know what their issues are if I talk about— I don't have time to ask all of them, we'd run out of time. I can't go through each one, I don't know. One of them went, let's take a picture. I was like, fucking great idea. Where? How about right here? Oh, we give them a break, they walk out there for a few minutes, then I I can easily— not like sneaky, but you won't be in the way. It won't be interfering with what I'm doing. It won't cause you to like be, oh, excuse me, let me get by. Can I do it now? Like, we actually thought about that shit, you know? And what are we going to do with it? I bet Amanda has an idea. I don't know yet. I'll figure it out. I'll look at it. It'll tell me a story. I'll be like, oh shit, we'll put them into categories. Be like, oh, Maybe I'll call some people. Maybe some people are going to be in coach. I don't know. Maybe I'm like, oh, shit. I didn't know that— I didn't miss this. Hell, next time that can be on the agenda. We're going to find a way to make this thing better and everything I'm doing better and more effective. So as you guys are going through things on that part, you want to write it down. You can do it now. You can continue to add to it. This is ongoing for me. This exercise is like the others. These things I do and they never change. The things change, but the process doesn't change for me. We sit down and go, what are our struggles now? Can I automate any of it? Who do we need to involve? Do I need to pay someone? Do I need to hire someone? Can y'all do it? I'm down for whatever. I don't care. Can someone work more to get it done, or do I have to hire someone else to do it? And we sit down and we map it out. And sometimes they go, I can do it. He can do it. We'll do it together. We can get it done in 2 weeks. You know what I mean? Those pieces vary. But at its core, you know, just take a few minutes, write your stuff down, pain points, where you're at, where you're stuck. Maybe you know how it can be automated, maybe you don't. Maybe we can figure it out. I don't know, maybe. Go ahead, bro. I had a lady soon, uh, me and my, uh, some of my staff, lady who I hired was just good at building that stuff. And I was like, hey, just watch us for a couple days and write down what you think you can automate. And then yeah. And that was, that was it. Yeah. Everything. They thought I was replacing them too. Yeah. Yeah. Oh, well I can do that. Correct. Yeah. Yeah. Yeah. Yeah. I had to learn how to deliver that the right way. Yeah. I mean, it's funny when you start going like, hey, what do you do? Yeah. People are like, I'm like, no, it's not for that reason, bro. I just, dude, I'm trying. I'm, remember I'm me. I'm not, no harm. I'm just trying to figure it out. Can I make it easier for all of us? This real, dude. Amanda for a long time was like, uh-uh, I do that. It's hiding over there somewhere. I'm like, I know I'm an idiot, but I got you. So it's like, yeah, that's part of like teaching people who you are, being open about, you know what I mean? It's like, I can't help it. Sometimes do I wish I didn't think this deep on things? Yeah. But I'm like, it's way more of a plus in my life than it's a negative. And I've learned how to be like this wildly balanced analytical dude, but I don't let the analytical slow me down. I use the analytical side to figure out how I can go faster without appearing like I'm moving any faster. I use analytical to figure out how to get more shit done in the same amount of time. Analytical doesn't slow me down. Maybe in a brief moment because I'm thinking, but I, I don't, I don't analyze things and then hesitate to put action in. Some people analyze stuff and then they don't go. I go, then I analyze, and then I go, oh, next time we should go smoother. You gotta buy a jet, John. Huh? You gotta buy an airplane. I agree, it's coming, bro. Let's do it. We— I swear to God, last night— hey, come here. So y'all already know I called her right when y'all left last night. We told you that already. What did we talk about last night? Do you remember? You were driving, you were driving home. What do we— what did we talk about? You remember?

Which airport was closest between our houses?

Which what airport? Paulding or McCollum? Which private airport? McCollum. Was closest between my house and her house. Because one day we're going to get on a jet and go do these. And she wanted to be closer to home when we land. So we were like McCollum or Paulding. And we literally looked up like the distance, how long it would take her from McCollum to home versus Paulding to home versus me, because I'm kind of in the middle of both. Yeah. Does that make sense? I'm like, I think McCollum's closer. She's like, yeah, but it's 20 minutes, whatever it is, further from me. And I'm like, I'm an hour from McCollum, or I'm 30 minutes from— I'm like, we can have— I'm open. I said I'm open to the idea. Like, I'm actually talking about it, dude, every day. Help me figure it out. I don't know how to— I don't know how they work. I don't know how they— I don't know nothing. I know I've gone down. I took Maddox down. We got on one. We went down to one of the hangars. The Bleds? You got on a Bleds? No, I got on— what's Cardone fly? It was a big— it was a G450 or something like that. We went down to McCollum, and I was like, yo, I have interest. Can I just come check them out? And I took Maddox down with me, and we went and toured some fucking private planes. It was maybe 2 years ago. You know, there's some shared things. I kind of know loosely what you can do. You know what I really want to figure out? I met a guy once that I paid for coaching stuff. I was in a little thing and he would fly around doing things and he had multiple jets. I think he had two. And he was like, I make like $60,000 a month on my jet. I was like, wait, what? Tell me more. First, he was like, the first time I bought one, I chartered it, so when I flew, it was free. I just broke even, but my flights were— it covered my flight time. Like, I want that. Can you help me figure that out? Because I'm like all about it, but I also can't help but go like, I really want to fly to Phoenix for dinner. Steak 44, whatever it's called. Anyone ever eaten there? 44 Steak, whatever it's called. But it'd be like 60 G's. Now if other people rented the plane and I gross 60, I'd spend 60 and net zero all day long. But I don't know that I can make 60 doing this and then spend 60 for dinner. I don't— I'm like, that seems dumb. I'm not there where it's like, but if I can leverage it right. So there's one dude, he did it multiple, then he'd rent it out and he chartered out and he netted positive on his planes. I'm like, teach me. Now it didn't work out with him, but I'm like, I'm gonna figure it out. People are doing it. I'll figure it out. I have crazy conversations like that with people. Yes, please. I was thinking about, you know, Atlanta's the biggest airport How am I only on 4? Yeah, that's money-making hours, 100%. Imagine I could fly somewhere private, do an event, skip all the BS in the middle, and then make it back for Maddox's game. Who's that? Oh, over there. I was like, that was like one of those like someone throwing their voice thing. It messed me up. I like, that's what I see, you know. I'm like, I'll spend it, but I'm also gonna go, how do I cover it directly? Like, how do I just— I don't know, I like, that's who I am, you know. We hire someone. I'm like, cool, I'll hire someone. How do I figure out how to add something that they do so it pays for itself? I like kind of guess, like I want to know exactly how we're going to get there. And I'm okay with detour. I'm okay. It's taken a long time. I'm okay investing money for a year before I make it back. I don't give a shit. But do you think I don't sit down and go, adding 4 people, here's the salaries, I have to do this to make it back. How can I do it quicker? What systems can we put in place to make it happen faster? You think— do y'all not do that? I dream about stuff like that. I think about it. I'll be sitting in the sun, dude. I'm an idea guy. I'll come like— sometimes I stockpile them before I tell her. Sometimes I tell her as I go. I'll be like, I got an idea. And I just map things out. It's like, that's like my hobby. Let me think, how do I— so I'm just always looking at my business, figuring out how can I improve it. And again, I'm not doing anything but trying to watch other people. There's a lot of different ways to do it. Again, I lean very heavily towards someone's figured a piece of this out, how do I mock that? Again, we have stuff now, we're like, "I guess we should sell it." People sell CRMs for $99, $149 a month. I'm like, I can help you get rich as fuck. So mine's $750 a month. Someone went, they won't pay that. I'm like, then they can't have it. Perfect. 'Cause I don't wanna fuck with 'em anyway. You think, well, someone once said to me, I don't want $99 problems. That's why I don't have a low-level CRM or low-level coaching. I've heard it both ways. I'm like, ooh, I'm stealing that. Someone that only sees the value in $99 and a recruiter, you think I wanna deal with that guy? $750. You got 15 people on it now. I'm like, oh shit, man, who knew? Who knew me sitting up thinking at night how to do this stuff would eventually pay? I didn't build it to pay me. Oh yeah. Same as the recruiting thing earlier. When I recruited to pay me, it didn't work. When I recruited to help people, it worked. When I built this to help people get paid, I was like, oh. People go like, can I have it? I'm like, I never thought of that. I went to Amanda, I go like, hey, if someone else wants it, what do we do? She goes, oh, there's these snapshots in GHL, you can copy it over here, and then I can— I'm like, huh, got it. We're doing this part, the lead thing. Oh, I forgot about this part, this is a juicy one. We start doing this lead thing. Is this the lead thing with the webhook? Is that where that happened? It was the lead one. So like, do you know how when someone fills out a Facebook ad How it gets in your CRM? Zapier. Okay, do you know how Zapier gets it to your CRM? Yeah, API Zap code. See how you say it right there? Like you say it, but you don't— that was me. When was this? 2 years ago? Webhook, API, y'all know the difference? Who does not know the difference? Who? All right, who does know the difference? 2 people? Do you stand in because you're a Yeseries, or you just stand in and take a picture? Picture. Dope. So you're the only one who knows the difference between a webhook and API. I was gonna be like, bro, that's good. I know he kinda messes on the Squarespace thing, yeah. Can you explain the difference in like 10 seconds? Yeah, so webhook is when an event is triggered online, it triggers something else to happen. Somewhere else. It triggers what to do with the data. Yeah. An API is essentially the way two applications communicate with each other. That mean anything to anybody? No. Me either. We're figuring this thing out, and at some point I was like, how do we get the info from here to here? We're doing stuff with calendars, I think, something. There was some— there was, there was some calendar stuff. We're like, hey, what if they pre-book an appointment? How do we get it on someone's calendar? She was like, I can't, I don't, I don't know. I'm like, do you think Mark Zuckerberg knows? Yes. Do you think he's offered it for sale to somebody? Yes. Can we figure it out? I tried. I went in and I'm like, add webhook, please insert URL. I'm like, what URL? API, what's the, what are the little things in the parentheses, you know what I mean? I'm like, what? And I'm pretty smart. I cannot wrap my head around the difference between API, web. I'm like, I can't. She's like, I figured it out. Huh? Now today I understand it. Like API to me is like a pool of data you can go get. I can send some, I can like go get it. All the information's here. Your name, your phone number, your email, your date of birth, what apps you use. It's all here. It's a pool and they can go, go get me the name over here. Webhook is like, I filled out a form. Here's the info. Take that info right now. Send it over here. Something that's like slightly var— it's a slight variable in it. She figured it out. And I'd be like, all right, I apologize. Can you explain it again? That went on for how long? Probably 2 months. 2 months. And I half understand it now, but when I get in there, I'm like, oh, I got it. Webhook sends info, API, I go get info. That's how I understand it. Got it. But she figured it out first, and she would like magically— I'm like, I always do like, can I twinkle my nose and make it happen? It's a joke between us, but I'm serious as shit. Like, I just want to close my eyes and twinkle. I don't know how to move it really well. She goes, got it. And I was like, we got to figure this out. And she was like, don't worry. Time zones. Oh my God, time zones became a variable. Who fucking thought of that? I bet Bill Gates did. I— we sure shit didn't. You know what I mean? But we struggled with it and we like fought through it. She figured that out too. She's like, hey, I know if I do this, I do that, this happens. And building this without her figuring that piece out, this idea never comes to fruition because I was like, couldn't wrap my head around it. Once she was like, I got it, it's like, yo, you give me data. Yo, I'm an Excel nerd. If I give me the data, I can do anything with it. If I have data, I can manipulate the shit out of the data. I don't know how to get it. She figured it out and I was like, golden. And then we ran, we built the whole system after that. And we have our shit is bomb today. One little part we got stuck, took me 2 months to figure out. I don't know how long it took her to finally get it to click, but she was studying it, watching videos, learning things. I'm like, this, we have to do this. There's opportunity here. I get a little slice. We learn how to do it. I get a little slice. Hey, you know what happens every time we get a slice and it adds up to a bunch of money? What do you think happens? Bonuses. Ah, imagine that. Hey, we hit this, I pay you that. Hey, we hit this, I pay you that. Hey, we do this, I keep paying you that. Then I was like, kind of tired of paying it. Can you just take it? I mean, you do do my banking. Can you just pay yourself? I'm like, hey, here's your bonus. Here's— can you just do your own bonus? She does her own bonus now. Put a cap on it. Say what? You put a cap on the bonus? No, why would I put a cap on it? If— hold on. If she makes me more money, she can make more money. Of course. If I put a cap on her bonus, what does that do? So do you think I have a cap on what she can make? How much do I hope she makes? Now, if I do that with all of them, because they all have the ability, and sometimes it's hard. I'm like, she's been here 8 years. She does get a little bit of like home court advantage. She did build it with me. Like, I thank you for setting this piece up, I'll give you a little something. 8 years she's getting paid, you know. Hell, she makes more than some people in this room, for sure, for sure. And some people that make money, she makes more than, for sure. And I spoil her with perks. First class. I stay in the Four Seasons. I don't send her to Red Roof Inn. She gets to stay in Four Seasons. You know what I mean? Like, we travel to Orlando. Hey, let's go to Disney. We go here. Let's go to Animal Kingdom. Let's— I like— Predator. Bro, I'm sold. I just got to make it make sense. When you go million dollars a year in maintenance, even if you don't use it, I'm like, I ain't your guy. I ain't convinced on that. There's got to be a better way. Yeah, there's got to be a better way. I heard that and I'm like— you know, I only learned the difference between a plane and a jet like 9 months ago. I didn't know. I get on my buddies. He's like, "We're taking them." I'm like, "We're going on a jet." They're like, "What's—" He's like, "Not as a plane. There's a plane." I was like, "What's the difference?" He explained the whole thing. The engines, the fuel, the cost of it, the maintenance. I was like, oh, y'all don't know the difference between plane and jet either, do you? Who don't know? Cool conversations to freaking learn. How do you explain jet versus plane? Very short window from a plane guy. Jet's going to cost you more because it sucks more fuel. The turboprop or a plane has a propeller somewhere on the airplane. Propeller versus jet. Jet's way faster. What's the fuel difference? Depends on the size of the engine. Yeah, you know, like my airplane takes— we burn 15,000 pounds an hour, 5,000 pounds an engine. Okay, smaller jet like you're looking at, like 700 pounds an hour. Okay, plane versus jet, does the— if, if it burns different rates, I get that, but it's also different fuel that costs different too, ain't it? Correct. Jet A fuel versus either 100 low lead or Yeah, fuel price. It's like 93 versus 87. There you go. I didn't know this shit either, but I want a jet, so I'm asking questions to figure it out. I don't know when I'll get one, but I'm getting one someday. I'm learning about it. I'm like, why would anyone have a plane? That seems dumb. The jets get there in 2 seconds. They're like, yeah, this fuel thing. It's no joke. Not only does it cost more, it burns at 5x. But with that jet, you get above the weather. You see those planes flying through the weather, bro? What's the one on Hunter's? I get on Hunter's. My buddy Hunter has his— they got, they got a couple planes or something. And we get on, and first of all, you can't stand up in the plane, especially me. I'm like, but it's dope. I'm like, I know someone's playing to fly. So we flew to, uh, Nantucket? You know what that is? Little island off Massachusetts? I grew up there in Boston. I didn't have it like that. I'm like, I only heard about it. Like the presidents went there and shit. So me to get to go, he invites us up. We get on. I found out the difference between a plane and a jet when it was winter in Nantucket. Flying over the water in a plane, I know why people get jets now. That shit is bumpy. It moves you. You think you're going to die before you land. If you don't— but you know what I do? Like, staff was death grip on me, especially when you— if you fly into the private, that's different because you can fly whatever you want. If you want to get there from Delta, you fly a real Delta jet to Boston, and then you fly a puddle hopper that fits like 6 people to get to the island. Cape Air. Yes, Cape Air, exactly. It was the one. Fuck Cape Air. We go up with them. We couldn't leave. Steph and I were trying to leave early on one trip. They stayed a week. We went like 4 days. We couldn't leave. His plane couldn't get in to bring us home. He was like, yeah, just get the plane. Lewis will take you home. Like, dope. He's like, oh, Lewis can't get in. Weather's too bad. He can't fly in. So we try to get on this Delta flight. I find out Delta's not Delta. Yes, Cape Air means like, dude, the plane's the size of TV. It's made out of like the side of a Pepsi can. I'm not kidding. The seat was like— you ever seen a seat in like your grandpa's old car that's been in the garage for 47 years? The one that has the cracks in it? That was the seats. Oh bro, he thought she was getting on the Delta. We get in and it's storming, so they're all canceling flights. We catch one. And it's like a 30-minute flight maybe from Nantucket to Boston, something like that. And so we're trying to leave. We get on. I'm like, oh, okay. They walk you to the runway. Like, can you just walk on a plane? And I'm like, okay. So we get on. Dude, Steph, death grip, bouncing all over the place. And I'm like, uh-oh, are we going to die? His first thought. And then I thought, pilot's like just chilling. He ain't worried at all. Remember like the blood, lady freaking out? I got nervous. Watch the pilot, just another day in the neighborhood. She was like, how come you didn't freak out? I'm like, I did not take my eye off of that demand. I watched every move he made for that 20-something minutes. He was checking his iPad. He's like, no big deal. I was like, do you not feel this? And we're like, he didn't care at all. It's just so like when I go through stuff like that, I started thinking when I had the cabin in North Georgia, we were on the water and we had a driveway that was like in the woods. Remember the driveway? It was awful. Hilly, gravel, tiny. But remember when you go over it, what it felt like? The ride? You drive down. You ever driven down someone's driveway like that? Go sell some final expense in the sticks and the trailer homes way back there, right? In my head, I went, isn't this just like driving down the gravel driveway? It's a little bumpy. No big deal. I don't stress out there. Why do I stress out here? And I literally do what I do to y'all to me. I was like, oh, it's the same. And I watch him. I'm like, he ain't nervous. This must be normal. I guess it's like a bumpy gravel driveway. OK. But she couldn't— she wasn't there, you know? And so during that conversation, I started asking— me and Hunter were like, jets, planes. I'm like, I definitely want a jet. He goes, yeah, I do too. And they got my— his dad's got real money. I'm like, why don't they have a jet? He explained all that to me, the fuel, the gas, the maintenance, the things like this. I'm like, all right, well, I like the vision. Let's, let's figure it out. What up, insurance agents? If you're looking for a roadmap on how to win in this industry, check out the book I wrote about a year ago, Do More Now, Get Better Later. Check out the reviews here somewhere, my team's putting them on. I'm getting tons of great feedback about all the people it's helped. Appreciate those of y'all that have bought it. Appreciate all the reviews that are going out. If you're new to following me or the industry, check out the book and get it in your hands now. What does that have to do with system? I'm just gonna pay for that fucking jet, you know what I mean? It's just, it's how I see things so far in the future is what I where I want to go and I figure out how to go get it. Um, so some of y'all will one day be able to pay to get on the— we pay and go somewhere dope on a jet, do something fun. That's what Andy does, huh? He's got both. Yeah, yeah. Now I know some people have a plane, they fly themselves. I'm like, oh no, no, no, no, I ain't messing with that shit. What's next? What's next time? What's the next time I gotta do? Yeah, am I good? Just keep going. Thank you. Huh? You gonna play it? Let's do it. Do you have the picture too? I do. Do the picture first. Can you do the picture first? So that's from June of '22. All— oh wait, oh dude, look how many we got! Holy shitballs! This was last week's that you were asking me about. Yeah.

This one is— this was our—

this is Hey, What Do You Do? This is our 2025 one. Yeah. Mark down what each person does. Everything that needs to get done. Who can do it? JW Brand, expense tracking, expense reports, gathering receipts, importing, uploading, description, emails, links, reviews, recordings. Drafting schedule weekly emails, miscellaneous emails, Reese with captions, holiday graphics, event graphics, get JW to sign orders, make planners, order shirts, pack orders with freebies, make shipping labels, take to UPS, custom app planning, architect, develop, test. My light's in Sheet validation. These are all the lead things we're doing. User fixes and emails in GHL. Recruiting search. Build and schedule newsletters. Check for ZAC errors. Check and improve lead ads. Podcast stuff here. Social media stuff here. Graphics, emails, newsletter. Let's map 'em out. What do we do? How do we make it better? What to do? Then what? If this, then that. There more? How many more we got?

I have hundreds.

Which one is this one? This one I think is the oldest. Reviews, quarterly staff meetings, giveaway stuff. What's that say? Mentor process giveaway, monthly random gifts and incentives, Friday lunch. One time a month team building, mentor list, videographer social. So this is 2021, videographer social. Core values handbook, open door policy. John, Claire don't work here anymore. Amanda, Emily don't work here anymore. Megan don't work here anymore. Why? We gave them stuff, they didn't do it good. Gotta go. Get someone else. Our mission. This is us creating core values. We literally sat down here and I was like, what do I want? Who are we? How many, how many days did we spend doing that? Probably a week straight. A week straight creating core values. And I wanted to be a cool acronym, so it's FIRE. See the red? And so she made cards and they're red. I just— we have it upstairs in the, in the room in the corner. It's a giant— actually, we have it in two spots. It's still in— it's not in Reese's. It is. Yeah, it's in Reese's. Yeah. So Reese has one in his office. We have it up in the staff meeting room over there. You know, I look— I like that last one. All hires. This is kind of that thing. 12 videos over the course of 7 months. One a week for 4 weeks. One every 2 weeks for 2 months. One a month for 4 months. So over the course of 7 months, I'm gonna send them 12 videos. 1 in January, 2 in February. Oh, I was kind of figuring out what month they started, and I think when they get them, uh, short-term testimonials, applicants only, why I work here, 5 days do this one time a day. So for the first 5 days, we get one a day to see if I can get them to schedule an interview. Just map it out and we make it happen. And she's like, all right, we need a video here, I need you to say this here. Reese is like, I need this, I need that. Cool. I'll talk, just hit record, let me know what to do. I record it, they make shit happen. If I have to get in there and build it, I'll build it. Now I have people, I'm like, hey, I want this, can you? We have really good people that build shit. They're upstairs building shit now. That whole lead thing, we found another guy that runs an agency. He's pushing out 500 leads a day. He's like, my brain wants to explode. Instead of running an agency, I'm spending all days deciding where leads go. I heard you can help. I'm like, yup. What would you do here? He's like, I hate it here. I hate it there. I'm like, yeah, when this happens, that happens, huh? He's like, yeah. I'm like, trust me, I know. I built one. He's like, does it do— yep, does all this. He's like, I'm in. Sign up. Here's the cost. Great. I'm like, how quick can y'all get him started? How long did it take us to do the first time? Build the lead thing?

Um, probably 4 months.

How quick can they get dude started? We had his first call Monday. Uh-huh. He'll be starting Monday. They're finishing 7 days. Cash flow, helping people make more money. Now he can go scale his business. I slowed down, spent 4 months building a system. Now I go, hey, this guy, can we get on a Zoom? My team gets on Zoom, I ask some questions. I'm like, can you— can y'all take care of them? They can. They're like, got it. Now they talk— I talked to them once for 20 minutes. Really? Really? Yeah, imagine that. I go, can you make it work? They go, yep, you're cool. Here's a system I built. We hired them to go, hey, I'm— I built it, my brain wants to explode. I can't keep— I don't want to customer service it, manage it. I can't do it. I'm like, I need you to help. She took it over. She was getting busy, other things falling behind. Not because she's mean, because we're busy. I'm like, we have to hire someone. I need someone to build something We need someone to run this. So we have two— we have one dude upstairs, hired him, he started it, started developing it. More things came into place. I'm like, shit, we need two of them, hire another one. How do I monetize it? I figured out, like, we're monetizing a little bit over here. Give me some time, let me talk to people, let me send emails, let me talk about it, let me put on the podcast, let me talk about it here. You don't think someone here will eventually run into someone that wants to run their own leads and you're gonna go, hey, Wetmore has a system? I ain't fucking stupid. I know if I talk about this enough, it's going to continue to get out, you know what I mean? And then I'll go like, hey dude, we started doing your leads. What's your— oh, this guy went from making $20 grand a month to $150 grand a month with— yeah, I know, I know I'm expensive. It's expensive. They pay us to do it. Like, it's a lot, but it's a small percentage what they make. So I'm like, you make money, I make money. Otherwise I might suffer. Connecting people, bro. Get paid. Universal. That's how I do it. I map it out, and then I go, I put goals and what I got to do to get it. Make sense? At a point, what do I got to cut out to make it big? I got to cut out me doing it. That was one of the things I had to cut out. If I'm doing it, I can't sell it too. I can't build it and sell it. And man, I can't. What'd I have to remove? Some money from my pocket. Why? I said I wanna build it. What'd I gotta remove? I can't buy another car, I gotta pay them. You started this one, you started doing this mapping it out when you started this whole thing, right? Did you say you wrote something down about take care of Stephanie, take care of your family? Early, yeah, yeah, was that yesterday we did that? Yeah, that was yesterday, we went through the whole That whole exercise. Yeah. Now, so for me, we go give stuff away, right? JohnWetmore.com/resources. That whole exercise, everyone downloads. I get how many people a day download that bitch? 20 people a day. JohnWetmore.com/resources. Download it, watch the videos, go through the goals exercise y'all did. 20 people a day download that. I have no idea who they are. How many a day download the tracker? What else do we give away that people come in from? School? How many day register to school? Can we get their info? Handful a day? Book? Few a day? We just keep piling them in, and then we get better at what to do with them. Oh, let's create an event. Shit. I don't know, in the last 12 months, 4,000 people signed up for something. I'm like, 4,000, I bet if we talk about an event, can we get, what percent can I, you know what I mean? 30 in here. 4,000, 10% is 400, 1% is 40. How's a 1% return? It's dope when it's 40 people. 1% return sucks when you got 5 and you get back zero. I can print money on a 1%. Direct mail, you know, the— some of y'all know what the, the answer rates are on those. Send 1,000 pieces of paper, how many you get back? 1 to 2%. You know, systems can take 1 to 2% and blow it up. And I think so many people are like, we get stuck I'm going to let you play the video in one second. We get stuck and go, I want all 1,000 to get started and kill it. I'm like, give me 1,000, 900, 800, 700, 600, 500, 400, 300, 200, 110. Perfect, perfect. How do I get 100? Add a zero. What else? I don't— does— what? Who cares? It works. Can I get better? Can I make it 11? I bet I can figure it out. Can I make it $4,000? No. I mean, I can if I draw this number, but am I going to make it $4,000 on $10,000? No. Do I try? No. Do I do little stuff like this to make it 11 instead of 10? Yep. I'm okay if like y'all, y'all missed— there's a process to stuff and everything. I'm like, where's the funnel start? Where's it end? And how do we control it best we can in the middle for everything, everything we do? And I love that she takes pictures of it because we get to look back and be like, I want to remember this time. I sit here and I'm like, yo, one day— I was like, one day some, someone's gonna buy this thing. She's like, huh? I'm fucking telling you, someday someone's gonna buy this thing. Took 3 years, probably. Last week I looked, I was like— a couple weeks ago, when did we look? How much it made total? Remember what the number was? Automator number. Lifetime automator. Remember what that number was? You should look. Ballpark, do you remember what it was? 180? Like $180 grand on something I created in my living room 3 years ago. I made no money on that. Wasn't to make money. Just found a way to monetize it. Like, I'm mad. Is it getting me a jet? I mean, I ain't turning it away. I mean, a Porsche costs $240,000. So this about damn paid for that. Works for me. And I get to write it off. So technically did pay for it after the— you know what I mean? Ooh, $205,000. $205,000? Amen. Even better. Wow. Plus, what I love favorite about it? Recurring monthly. 15 people on it, $750 a month, basic math, do it. I don't even really push it that hard. Now I'm going like, can we manage it? I'm like, ah, customer service, we can't manage. So now I have my team down here, we mapped it out, that was one of them. And I'm like, I'm really smart, but I know I don't know a lot. Andres, a programmer, that's what he's, a coder, that's what he does. And he goes, his agent automator is supposed to automate the process of you. Our hard part is doing it at scale. If I bring 20 people in now to buy it, we can't handle it. I can't, I don't have the team to handle that yet time-wise. He goes, we need an automator for automator. I was like, that's the best fucking idea I've heard. Can you make it? He's like, yeah. Hopefully he's up there building it today. Meaning how do I onboard someone to our automated system? Automated. How would I automate the onboarding of people to our system? Because right now it's very manual. So it's slow. She has to do things. She has to talk to people. She has to request things from people. They don't send it. It takes them forever to get stuff to her. And then when they send it to her, they're like, hey, can I have it now? She's like, I asked you 3 weeks ago. You sent it 4 minutes ago. That happens all— that's a, that's a sticking point in what we do. And I had to go, I know it's pain in the ass, but I don't like that they get stuck. How do we fix it? What can we do different to fix it so they're not frustrated? Automator for Automator. I'm like, fucking genius, let's do it. So now we go, all right, what's the priority? Not as priority as the leads right now, so they're finishing that, but it's pretty high up there. And then I got another thing I want, and I'm like, oh, I think this one might take priority over the one I really want, which is automating the tracker. That tracker, that Excel thing, we're going to build an app for that. Why? Because I can collect people's data. I can see the appointments y'all put in. I can see the dials you make. Like, give me that data. I'll make leaderboards. We're going to make it cool. We're going to gamify it. Like, we have some really good ideas for it. But I'm like, I don't know how to make money on that yet. So it's in. It's cool. But it's like third on the list. Yeah? Yeah. Makes sense? So officially, we end in an hour. Which is crazy. Yeah, I mean, technically, we said 3 o'clock. So we give you all a chance to get out of here. That's good. It's 5 yesterday. We made it earlier today because some people don't want to stay overnight and try— Liam, let's try to think about it. But I'm— again, I'm in no rush. Go ahead. Does the agent automator generate leads as well as automate the onboarding process? It doesn't generate leads, but leads that can be generated, we feed into it, yes. Okay, you have a system. Yeah, we have a connect, yeah, of course. I mean, how do you think we have 1,000 a week? For sure, yeah. Yeah, Andy gets 'em, everybody we work with get, I mean, if people want 'em, we like, here, just do what we do. You know, same thing we've been doing forever. I just go like, do what we do. You want 'em, great. You wanna find a connect on your own, great. Are they magic? Nope. What's on the other end of them, mostly? Uh, opportunity. I like the way you think. What do we really want to say? That's true too. Goof troops, for sure. The Five Musketeers we talked about, you're gonna get a lot of them. So let's learn how to navigate it, you know what I mean? Is this stuff making sense to you guys? You see where it can apply in your space with what you're doing, where you're at? More vision. What am I supposed to do before we end? Anything good? I'm gonna let y'all have some questions, or you can just hold up a pineapple sign for me again. To mean something. What else can I help with? Anything that wasn't answered? Anything I can— Go ahead. It's just more so in starting it, like hiring or growing. Should you focus more on local agents or just anyone? If I were starting brand new today, I would 1 million percent No question. I would figure out how to have an office and I would fill that office with people as fast as possible. I don't care if they're selling in-home, remote, Medicare, healthcare. I don't care what they're selling. I don't care how they sell. I don't care why they sell. I don't care at all. Anyone here with Equus? Anyone with Equus? No? Barry Clarkson? I like, I don't know him, but I like him a lot. He taught Kilimett a lot. So I know a lot about what Barry teaches based on what Mike told me. So I hear a lot of stories. And he used to be like, and he would do it in some accent I can't do, but he'd be like, Barry would always say, people need a watering hole. I'm like, what the hell does that mean? It's like they need a, it's like Cheers. They need a place to gather. And he would tell Mike, some people in rooms like this, some people are there to get a hug and some people are there to give a hug. There's Barry's way of delivering. I think it makes sense when you say it out loud. You know what I mean? It's like an office setting or culture does something, dude. Right? Some of y'all are doing it together. Some people need something. Some people are giving something. Some are on both sides of it. You know what I mean? And so for me, I think, why not do local? Because it's easy. But I'm also crazy, and I'm like, why limit myself? I can get people remote, I can stream it, I can get them excited. Like, if I had to pick one to start first, I'm definitely doing local first. I did it local. I love doing it that way. For if I have to pick one. But my favorite answer when Amanda goes, do you want like the bowl or the smoothie? What's my answer, Amanda? Both. Both is one of my favorite answers to almost everything. Do you want a jet or a plane? Both. You want to sell or build? Both. Like, why not? And a lot of people— I steal this from Gary Vee. Any of y'all follow him, Gary Vee? Y'all like his stuff? I'm a big fan of his. Some people don't like him. I love his stuff. He talks a lot about and not or. I like that a lot. So do I do telesales or in-home? Like, does it have to be or? Can I— do I book appointments or do I one-call close? You have to only do one. I don't— I mean, should you know what you're doing when you call the person so you don't let them pick? Yes. But on Monday, if you do one, and Tuesday you do the other, you know that's not a big deal, right? You know, um, so yeah, dude, I, I think there's something insanely powerful about an office in a community that you'll never, ever, ever be able to create remotely, ever. You will never create the same feeling, right? And as we grow, my goal is how can I teach someone else to open an office and teach them to do that? Can you build something remote? Yeah, 100%. That, you know, single mom, the dude who's struggling, sitting in the living room, the phone's 1,000 pounds. Yeah. You know what I mean? It's like, yo, if this room's packed out with people making phone calls, ringing bells, checking leaderboards, Phone lighting up a little bit. You know what I mean? I just like, I don't see how anyone doesn't see that. Why don't we do it? Costs money. It's inconvenient. Who's going to pay for it? It's a lot of work. I guess I got it. Did you open up multiple offices like in areas that you weren't in? Physically in? Yeah. Oh yeah, yeah. Yeah, I had this one and that one. That one we just sold, we closed the end of December. But I own this here, then I opened one in Tennessee, Alabama, Colorado that I owned, I bought. I taught people to go find them first. And then when I bought these and I figured out the cash flow thing I explained yesterday, I was like, ooh, there's something here. What if we're— someone else is building an office, they're renting from Steve. What if they rent from John? That seems to make fucking sense in my head. Meaning, hey, if I get you an office, can you figure out how to fill it and get people to rent rooms? Oh yeah. Okay. Alabama way. Uh, we were in Irondale. You still there now? Nah, we cut it. We cut— we shut it down because the people who were in there that said yeah punked out. So I closed it, made my money, and moved on. They said yeah, but their actions said no. Where do you see AI playing a role in this? I know we're at the forefront of it, but that's usually the best time to try to get in on stuff. Yeah, I mean, I don't know, man. Someone asked me if I think it's going to make the fucking industry go away the other day. I certainly don't believe that. I think you can always— I think already there's ways that we're using it to improve things. I also think there's a danger in it because it makes people pretty fucking lazy too. You know what I mean? And if you think for a minute it ain't going to change eventually, something's going to change with it. The price, the regulation, something. You know what they're doing now? Like, y'all understand it, right? What are they doing? Collecting data. Is anyone confused by that? They're collecting data. They're going to figure out how to monetize it. That's what they're going to do. How that affects us, dude, I— my brain don't even get that deep. I can't. I use it a little. I use some ChatGPT stuff. I don't— you know what I mean? But I'm like, I don't know, I want to teach people how to do stuff right now. So I don't, I don't know, man. I see some cool stuff. Andres upstairs has like an AI chatbot. Excuse me. He named it. Is it Jarvis? So we have one. We can plug one in. We've toyed with it to get it to book appointments, has some cool follow-up. It thinks like, right, like this stuff is very like, dear name, comma, if you're going to URL and it just inserts stuff. The AI can be like, yo, what's up, bro? Correct. You can be like, yo, hit him up with a message that's in my tone with some urgency for someone that's probably struggling. How would you word it? Like, is there power in that? Sure. Do I think you should learn how to do it? Yes. So it's like I think there's a cool balance, you know what I mean? If you don't use it somehow to find an advantage, I think it'd be weird. Do I think you need it in the position you're in, in the— in your insurance career? I think you— most people waste their time dicking around with it to create the next AI text versus just sending people texts. I think most agents use it as a reason to not do stuff. Is there a place for it? Yeah. Guy like— some of these guys making jack be weird if we didn't use it some. But like, dude back there broke trying to figure out how to like get his next lead. Stop messing with AI right now. Put the CRM away, grab your cell phone, call people. Does that make sense? Yeah. What else you guys got? Did you know there's a little word search in that thing? Anybody done that? You did it. How was it? Pretty cool. Yeah. My team did. I didn't do that. I don't know. I haven't done it yet. Yeah, a little word search in there. I don't know whose idea that was, but I was like, oh, that's dope. Can, um, I think I, I think I missed some of the details when you were talking about the recruiting system. Yeah, you probably— there's a lot of details. I couldn't go through the whole thing. What do you— what's your— do you have a question? Yes. Uh, what do you do get? What does it cost? And then what, what should we expect? Like, what should we expect? What are you buying? Yeah, so the flow of it all, um, kind of all the if this then that type stuff, right? It, it, it stores it so Amanda can show it. So if like someone actually is interested, my team can do a little demo with you. I didn't prep that because I'm like, it wasn't in the plan. But have you ever used GoHighLevel? We use it on GoHighLevel platform, right? So you can see like the opportunities in the stages, like applied, hired, in class, whatever. So we have all that. And so when certain things happen, they move along the line the way they need to. Maybe you got to push a button to make something happen to let you know, like, I don't know when they pass their exam. There's no way to pull that data from the air. I don't have access to their API, all that jazz. Right. So it's like, cool, how do you— all right. But it can set up your staff to go like, hey, when's your test date, Andy? March 3rd. Cool. You can put it on March 3rd, put in a date. It'll create a reminder to have your staff call them on March 3rd to say, hey, how'd your test go? Where do the people come from? So you either have to put them in based on the people you already find or you need to buy recruiting leads, whether you buy them outside or you're like, I need a hookup. I got a hookup. I connect a guy with a guy. Do I get paid a little bit? Yep, I get a little piece. Right now, some people like Andy does it. He's like, cool, let me know. I mean, one of his guys is like, he's probably making a piece. Can we figure out how to do it cheaper? And he's like, yeah, no shit, he's making a piece. Can you just let him make a piece? Who cares? There's different people, you know what I mean? You know, I was making the piece, the guy that runs the fucking ads. What do I give a shit? Make your money. I don't care. You know what I mean? So, yes. And that's the whole process. There's every, every step, every— I use it. The whole system we use to manage our whole recruiting flow. Literally mine. Now, what the mistake we made is we go, here's the system. Good luck. Not really good luck. We're going to give it to you all at once. Swallow. It's locked. So now we've met and we're like, let's break it down into chunks and go like, let's do this piece first. Let's get the recruits in there first with the stages. Your team can work on— all right, hey, I want this to happen automatically. Cool, that's next step. We'll program that in, teach your team how to do it, someone to manage it. The mistake we made is we assume that people understand the pro— like, I had a guy— I'll give you an example. I had a guy reach out to me, he works at Prime America, he sees my shit, he's like, dude, I need some help on recruit. So one of the questions in our school group. Who's joined school recently? Do you remember the questions? It was— there was questions you, you can answer. There's like 5 different groups too, though. Not of mine. Yeah, I was, um, decently confused because it seemed like you got the newsletter, then you got the school, then you got the newest different communities inside the school that are different. I just have one school group. Yeah, you will have multiple. So you can hit a dropdown, hit different peoples. So it shows it in a list. But my— I only have one. When you join it, it's like, what's your biggest struggle is one of them. And you can choose 4 things: leads, mentorship and accountability, um, I'm broke, and systems and recruiting or something like that. Those are the 4 options. Okay, someone puts one of those in. We send them based on what they're broke. They get a video that says, here's what to do when you're broke. They have systems and recruiting. I'm like, oh, maybe we can automate them. I need help with accountability and mentorship. Oh, I have coaching. Hey, I need help with leads. What kind of leads? I can hook you up with a guy. That make sense? And so, uh, yeah, the recruiting side we can add, the system side we can add, and then we just Again, the mistake we made was we tried to get everybody to grasp what we do a lot. So this guy reaches out to me, he fills it out, systems and process recruiting. So I reach out to him like, what's up? And he goes, hey, I need an onboarding system. I'm like, I got one. We set him up with Amanda. He has a conversation. Amanda goes, I need this, this, and this. She's like, I need your process now. What do you do? Send me your process, we'll automate it. I'm gonna do. And a couple days go by, I don't send nothing. If you did nothing, I'm like, where's it? She follows up, we're working on it, we don't really have anything. I'm like, huh? Like, you hire people now? Yeah. I'm like, you hire people? Like, when someone gets hired, what do you send them? He's like, we don't send them nothing. I'm like, so you hire someone and they hang up and hope like hell they show up? Like, that can't be true. And he didn't know what was going on. And he goes, man, I just, you know, I'm over here driving a Kia and you're driving a Lamborghini, man. I just want the Lamborghini, bro. I was like, I don't understand your analogy really at all, but here's what I know. If you want to talk about cars, I go, who's the guy? Ford? Henry Ford? Remember that guy? What do you get famous for? So you heard two things, right? Sure, made a car, great. Assembly line, right? Assembly line is a big piece of what he did. Certainly did multiple things. Assembly line. What did the assembly line do? It put together the car quicker. If the assembly line broke, does he know what to do? He built a car. So if the tire's missing, he's like, oh shit, the tire didn't get on at this state somewhere. That's what— but he knows how to build a car already, and then he made a system to build the car quicker. He knows how to put the whole thing together. He did that. The assembly line shortened that process. And I'm like, bro, you don't know how to build a fucking car. You want me to automate it when you don't know how to do anything? You haven't— you've never even like put two wheels on a stick and tried it. And so it's really hard for me to automate stuff that you don't— when you have nothing So some people want it, and that's a mistake I made early on. I was like, oh, this will work for everyone. Nah, like, you don't know how the things work. Like, some breaks. Like, maybe he doesn't know how every piece of it works, but I bet he knows what section the tires get put on in. It goes, hey, something broke over here, can we fix it? And so you, you get the system, we're going to implement it in phases because we want to make sure, like, you understand how it's working and why it's working. Yeah. You know, so it's got to be a good fit too to make sure that— again, $750 a month, cool, it adds up, adds up to a lot of money. But I'm like, it ain't that much money that I want to deal with a lot of headache if you don't know what the fuck you're doing. Does that make sense? Like, it's not— doesn't get me out of bed every day, but at scale it's cool. So, but yeah, it's everything we do, man. We— it's— and everybody I've copy and pasted with that likes systems and knows how to manage them, they use it. If you don't know how to open a computer and your staff can't read an email and forward, like, that's not for you. Does that make sense? But if you get kind of technical on how things work, or someone that does, it's dope. And I know this shit better than I know a lot of stuff. So along the way, you get kind of my thinking of things you wouldn't have thought about along the way, which is good and bad, because some people go, whoa, That's a lot. So I've had to go like, okay, let's, let's make it simpler to get people started on it. So that helped. And if you want more, just let me know, dude. Hit me up. What you got, bro? So how, what's your process on how quick you exit a recruit or this person's not going to fit with— after I hire them or before? So after, yeah, because I'll get— so I had a guy who had his license already and seemed real excited. I brought him over for training. I said, hey, go ahead and open up the next tab. Yeah, walked away. He came back. I'm like, dude, open up the tab. He's like, I don't know how to do that. So everything with computers, this guy was literally Yeah, that was, that was one of the— is grandpa on that list? We had a grandpa as one of the things. The grandpa that can't open a computer, he was one of them. I don't know if he made the cut or not. I don't think he did. Yeah, uh, do y'all need this? Are you good? You can't read it anyway, right? Um, yeah, dude, so for me it's like My job is to teach people how to get information. Mainly. If I can provide the information, I'm not mad at it. But that's not always the case. Like underwriting. Is it my job to teach you underwriting? Or my job to teach you how to learn to underwrite? That's better. So I used to spend a lot of time teaching underwriting. What do you do with diabetes? You do this. What do you do? I used to give the answer away. I was like the dictionary to underwriting. You know what I mean? And then I had to learn how to teach. Like, who— I did it with someone last week. Now he ain't here. And I'm like, do you know how to do this? He goes, no. I go, do you think the carriers were smart enough to put their rules on paper? He was like, yeah. I said, do you know they like, if you don't know a word, can you figure out what the word means without knowing what the word means? You can figure it out, right? He goes, yeah. So how, if you don't use Google, pretend Google didn't exist, how would you figure it out? What a word means? You get a dictionary. And if the word starts with a D, is it easy to find? It's after the C and before the E. Underwriting, they made it exactly the same. They put it in order. So when they have heart issues, you go to H and you look for the word heart, which is also in alphabetical order, like the second letter is in alphabetical order too, just like the dictionary. And they tell you exactly how they handle heart conditions. Does that make sense? So can you go to the website and download it at the very least? I don't need you to memorize or know it all. But you know, if you open it and you hit Ctrl+F, it'll put that little find and you can type in any word you want. It'll bring you right to the page on what the carrier thinks about that. How many times you have an agent get something declined? Ah, the build chart, height and weight was too much. Dang, they had diabetes and they said no. They had— you mean like basic shit that's like Easily accessible. And then we go and we train them on it. When they have this, you do that, you write this. I'm like, no, no, no. Did you get— did you look in the book? Well, the tool, I know the tool, I got it. Did you look in the book, dude? Did you study the book after? When you have your health stuff, I told you this earlier, I'm comfortable with one carrier. How do I deal with all the carriers? I go, do be with one. Who cares? When you're done with your next client and you figure out this issue works this way with this carrier, do you then go to the other carriers to see if they're the similar or different? Never thought of that one. I'm like, all right, so next time you get an old lady who has COPD and had cancer 4 years ago, cool. Maybe they get AmeriCorps, maybe they don't. But do you look at the other carriers to see how they handle it just for your future knowledge? So then as agents were new, I don't mind the first time. Got you, write this. After a few, I'm like, hey, remember, did you look it up after and see why? No. There's some people that are still with me today that will never forget the day that they called me and they go, hey, I'm sitting with so-and-so that has high blood pressure and diabetes. I go, dope, you got your underwriting guy with you? No? Click. Think they ever called me without their underwriting guy again? I had told them 16 times. It was not like it was day one, you know what I mean? Few months in, like, few months in, you— I— you can convince me you don't know how to handle a complicated one. But like the main ones, like if I ask everyone in here what the main ones are, you got some of the same 5, 6 things. Heart, cancer, stroke, diabetes, COPD, some organ stuff. You know what I mean? That covers like all of it for the most part. Are there some weird things? Yeah, I know. It's like 27-page-long thing of got like conditions, but the reality is almost all of them fall into these handful. After a month or two, if you don't know those, and I'm like, I don't even think it take like a month or two, like that's being given crazy grace. Means you ain't having no conversations with me. I'm like, I just have no faith in that you're taking this serious at all. Does that make sense? So to answer the question, man, I give people things to do all the time, and then I watch if their actions match the words. I don't know how to open a computer. How do you plan on completing e-applications with all the carriers if you don't know how to use a computer, bro? I ask, see what he has to say. I mean, I'm willing to learn. Cool. Have you called the carrier? Because they all have a sales department and they're fired up out of their mind to teach you how to use their system. Have you called them to learn how to do it yet? Well, I— can you tell me how? You're really smart, dude. I know when AmeriCo approved you, they sent you an email with not only your login but their phone number. I mean, can I get it to you? Yeah, but like, that's, that's the value you put in me, that I'm here to provide you with AmeriCo's phone number? That's what you— that's— you think that's my role in this? Damn. You know what I mean? So for me, I don't have a date. I just got really good at going instruct— remember what he said earlier? What do you say about the way I teach him how to do things? Do you remember? Remember earlier how he explained the process in which I'm teaching him how to learn this? So I give him one thing at a time. Let me know when you're ready for the next one. I want to know about 3, 4, and 5. Step 3, 4, and 5. Oh no. Hey, when you flew planes at the beginning, there's 842 buttons. I'm guessing they didn't teach you all 842 on the first day. They probably— the one that like moves the wheels and shit and the flaps, they probably focused on those at the beginning, I'm guessing. I don't know. Can we— heart attack, cancer, stroke, diabetes, bro, like you don't know it still? 17 days a month in a hotel room? I hear you. You also don't call me with dumb— but if you did, I'd be like, really, bro? He calls me, he's like, yo, I got a question. Got it. What's up, dude? I see him, I call back quick. I see some people, I call back quick. Some people, sorry, sometimes I take 4 or 5 days to call back. Why? Mental energy. Capacity? Do I want to fight with it? You know what I mean? Like, how do I want to game plan it? Is this the right— do I want people to think first? Yes. Yes. Yes. All that. You know what I mean? So I don't have a— there's not a one-size-fits-all answer. But I'm very intentional with my process and what I'm trying to accomplish. And do this coming back. Do that coming back. Do this— hey, how can I educate them on how to learn this piece? I was going to put something up here and I forget what it was as I erased it. That help? Yes. Cool. Y'all want to keep going with questions? You do? Or the alternative was, are you guys ready to leave? I'm in no rush. I got a question. But if we keep getting them, go ahead, bro. If you were a face-to-face agent, how would you How would you go about like setting up a situation where you get leads from telesales agents because they can't— when you get leads from— say again? Yeah, yeah. Yep. How would you get those leads from the telesales agents who can't service the big area in your area? How would I get leads from the telesales— meaning they do telesales in the area you live? And you want to do— oh yeah, yeah, yeah, yeah, that's a really good— that's actually a fucking really good question, bro. Yeah, that's a good one. So we used to do, um, one of the things that I would do in the office environment that was really valuable is everybody has— everybody in here has leads that have never picked up. Fair? Yeah. Leads have told them fuck off, I don't need it now, call me later, I didn't need it, F off, go away, all that stuff. In our office, everyone would come in and we'd do it certain days, I didn't really have a cadence to it, just when it felt good, and we'd do a lead swap. Everybody brings in their leads and they all swap. Now when you run a local that worked. If you're running remote that still works. But someone running remote, somewhere else? Because if they're in your— you're saying they're not even in your area. Yeah. Do you know those people? Uh, yeah. Do you know telesales agents, telesales agents that say live in Texas but run wherever you live? Okay, so it's very hypothetical right now. So you want me to— you want to be able to find the agent? You don't have the agent. And so the question is, how do you find that agent? No. Okay, cool. Yeah, cool. It could differ. I know most telesales agents sell in multiple states. Yeah, so you know the one. Yeah, so for me, honestly, you know how like, how do you get a policy out from a client? Ask it. That's it. I'd start by just asking. Hey bro, you got any leads over here? I'm going to go knock on doors, go see them, book appointments. You got any leads you want me to clean up? Some people be like, hell yeah. You wanna incentivize them? Split business with them. Give them a cut. Y'all want my number? Yeah, buddy. Like, why not? Does it make sense? It's the same thing, connect a guy with a guy, get a cut. They connect you with a client, let them get a cut. How much? I don't know. Offer them something. 25%, 10%, 50%? Y'all figure it out. Negotiate. Be smart. Offer 10. Maybe he'll ask, what do you want? You know what I mean? Figure it out. You split business with people, you can do some crazy stuff. So we would do just lead swaps. So it was kind of equal trade. You take yours, I take mine. We figured— and dude, they would kill it with sales. They would clean up. She'd be getting cussed at, and these two right here would swap leads right in front of each other. She'll close 3 today, she'll close 3 today of each other's old leads that told them to fuck off. We did it all the time. And so that became a norm for us. We'd have leads, paper leads spread out all over the office, people swapping them. It was like playing cards or dice out in the back alley or something, it felt like. So really good questions, dude. I think the more you put it out there— That's a really good thing. Yeah. Now it's like, go execute on it. If you talk to people at events like this, offer it. Why not? If I figured out a way to do it like— I'm open to build anything. Yeah, give me a piece. Give me a little, just a little, little 5Cs. Um, did you already give them these? You already got these? This is not that deep. Some of you already want coaching. If you want it, let me know. It's not really that deep. I wonder, do I get into it deep, do I not? And it's like, I do group stuff and I do one-on-one stuff. The one-on-one stuff's more expensive than the group stuff. The one-on-one stuff tends to happen faster than the group stuff because I'm spending time one-on-one. The group stuff sometimes it's like, all right, I got to lump you in with some other people who are pitching in and chop up my time. I am— we have a group of now, what was that, probably 6 people that come into the group one. What do we have total? How many do we have in there? There's usually 4 to 6 people on it. How many? We have 6 total. Cool. Yeah, yeah, yeah, yeah, it's group. So I always was going to go, I'm going to go 4 to 6, and then when I get more than that, I'm gonna create a second one. That way we can go, I have 2 date options, here's the 2 options for groups, because not everybody can make the one that I do. You know what I mean? Because I pick the time. I go, here's what I'm doing it. Hopefully you can make it. One-on-one, we coordinate. So you get to pick your time. They pay me more, I'm a little more flexible. You don't pay me more, I go, here's when I can do it. You either make it or you don't. First one's one-on-one in group, right? But if we got 4 to 6 people that are like, I'm in, but I want to— I want a group, I don't want to pay as much, I don't want the one-on-one, I have to, I need, whatever the case is, I don't care. You want to chop up your time, let me know. We're going to create a second group because we have enough interest. Again, it's put 4 to 6 people in, we do a one-on-one initially and help you get where you want to go, you know. And then put people in, you get to watch me coach others and ask questions. We have an hour session. If it's one-on-one, you get the hour. It's one-on-one, your group, hours chopped up, you get 15 minutes, 10 minutes, whatever it is, you know. And we kind of make it work like that. So if you're interested in more there, great. You can fill it out. You can see Amanda. Hell, he was like— he knew, he didn't even ask, he just went straight to Amanda this morning, was like, sign me up. So, um, y'all can do that. And then are we official the 6th and 7th? Is that Friday, Saturday? Okay, so there's a— so is, is Cody's stuff— we doing that that night? They get to come. So anyone that purchases this for next one, you get now pricing. It's fair to say it was worth more than whatever y'all paid. So I'm definitely gonna raise the price. I'm not stupid. Does that make sense? I'll do more of them. I'll do whatever. I like the higher level stuff. Just being real, it fuels me more. So I'm like, I put it more, people pay more. He was like, if it was cheap, I wouldn't even come. I mean, that's a really good fucking point. I am in sales. I just teach people to show the highest price first, you know what I mean? So we're figuring it out. But those that are here, we're going to kind of keep the price of what you see there. Cody's doing his— anybody not familiar with Cody? Anyone not know who that is? Oh, you want to do those too? Yeah, bring them up. Yeah, bring them up. Start handing them out. Just hand them out. I'm going to give you a free book. You good with that? Ed Mylett's book. She got a stack of them back there. We're just going to get— just get them out. Um, so everyone knows Cody. His road show in Atlanta is June— is it the 5th, Reese? His event's the 5th, Thursday the 5th. Cody's 12 to 5. Cody's event's Thursday 12 to 5, somewhere around here. I don't think he has a location yet, but it'll be relatively local to this. Um, so we're gonna wrap the events around each other. Cody's Cody's— Cody's going to come out here and speak at the event also. He's going to dive into like some marketing stuff, what he does well, what he's amazing at. He's going to come talk about. Um, so we're, we're working on the exact time because I'm like, I think we might do something Thursday evening for like the executive kind of private mastermind. Cody, myself, I think Arturo might come even. Those— yeah, he hit me up too, so I think he might be here. Um, so anyone that wants a ticket now, we're gonna give you guys— what are we giving for code? Just free access to Cody's event. There you go. So free tickets to Cody's event, either one gets it. Amanda, both options here get to go to Cody's free? Okay, but they don't both get Cody's mastermind part. Does this one This one. So if you do the executive, you get Cody's mastermind event also. Yeah, he gives you all kinds of free shit, extra stuff too, extra time. It's not that deep, everyone does it. And then we're gonna do our event, and we're toying with timing. We may start ours Thursday night, maybe something at the house. We don't have exact details, but we might do the house again Thursday night. And then I'm debating, do I do all day and night Friday Or do I do till 5 Friday and then do half a day Saturday? You like all day? Who likes all day and get the hell out? Right now, the caveat is right now Maddox has a game on Saturday and I'm like, I don't know. I think I kind of want to make it. I don't know the time. I won't know the time till 3 days before. So I'm liking the idea of Thursday night, all day Friday. Y'all can bounce, do whatever you want Saturday. You can come to Maddox's game. I don't give a shit. Come hang out, whatever. Um, but tickets now. I don't know what prices are going up to, but it's gonna— we're locked in on this price, right? Only if you do it now. Yeah, you leave here, you get the next price. Same with— just be— and this is not like a thing, like, I don't care. You watched us raise the price this time as it went on. We kept raising it. Whatever you're receiving— coaching, huh? Yeah, so coaching still comes to the event. Um, huh? Yeah, I don't know if we did anything change with that. Both tickets get the thing. Yeah, they still get the house no matter which coaching they're on. Yeah, cool. I'm asking permission to make sure I didn't say anything wrong. So yeah, if you're in any— to be clear, thank you for that, because I didn't explain that. If you're in one, if you're in the direct or group coaching, one-on-one or group, these things are free. So some people didn't pay for this, to be clear. They got to come in and— I mean, they paid for it technically because they paid me for coaching, but I don't charge extra, so like part of the deal come up. Um, so yeah, so we're gonna have fun with it again. Again, we're gonna have a heavy focus on marketing and systems and staffing stuff. I'm still going to do pieces that I do. People are going to be at different levels. We're going to continue to connect on whatever you need help with at its core, but we're going to always add new stuff so we can go like, how do we get y'all further down the line? Um, so anything else I'm supposed to— testimonials? Oh yeah, thank you for those. I think you did 8 or 9 at lunch. Appreciate those that left them. Anybody else that is open to give one, if you'll catch— connect with Reese before you leave at some point, anything you give, it doesn't need to be deep. I don't care if it's 10 seconds. I don't care if you stutter. I don't care if you have— none of that matters to me. If you're just helping give something, it'd be cool. It would also be dope Anybody that hasn't, um, the book, if you can go on Amazon and leave a review, that will help. Bought it on Amazon, bought it from me, I don't even care if you don't buy it. Can you just go leave a dope review? That'd be fire. Some asshole left a zero-star one at the beginning, and I'm like, let's get enough. Now it's like 4.9 because there was one dick in the crowd, and I'm like I should probably just ask people to start doing them because the first 6 months, bro, we had like 9 reviews. And I was like, automations, da da da. And I'm like, I never ask. What if I just ask? So I started asking, and now we have a fair amount of them. And I appreciate those that leave them or have already done it. It's working. It's spreading. People buy them every day that I don't know. They're starting to buy them from different countries. We had someone here register. He came obviously Puerto Rico, some from Canada. We have some from Mexico buy something last week. Where was the one— there was someone lived in like the fucking jungle, right? Yeah, the dude in Peru was like, I'd have to like send you the city's like post office box because he's like, I live in the jungle and I can't get— it was like the— what's that zero dot point degrees thing? Like he had to send us the coordinates and shit of where he lives in the middle of nowhere. I'm like, whoa. Someone else, Mexico. Hey, big fan of you from Mexico. I think I sent him some free shit. I'm like, here, send him a shirt or something. I just, I don't know, it's wild. It's whatever I'm doing is working. Um, and a lot of it's you guys talking about it, sharing it, posting about it, thanking me for— I love all the messages, I love everything we're doing. So thank you for, for helping with it. Um, absolutely, dude. Um, for the number 17, the number 17. Oh yeah, the chapter. Is that what you mean? Okay. Was that from a lead that you had bought or was that from cold calling? I never cold called. Nah, I never just picked up and called random numbers. So it was all— it was just— it was all— now it may have been from door knocking, it may have been from calling, it may have been from referrals. It was just an all-in number of number of dials versus deposits. Because remember, activity equals Who remembers activity equals what? To me, money. Activity equals money. Activity equals money. And when I did the math back then, and I at that time I was only making a few grand a month. I don't remember the exact number, 3, 4 grand a month, 5 grand a month, whatever it was. And I was making a few hundred, 3, 4, 500 phone calls a month. A month. A month. I was, John Wetmore was making 3, 4, 500 phone calls a month. 2013, 2014, 10 years ago, dude, I was doing the same dumb shit. But one day I did the math and I'm like, $4,300, $17. I still have the spreadsheet to this day. Every time I made a phone call, tracking it, the law of large numbers over time, I looked backwards and I went over the course of the last 6 months, I made this many phone calls, I made this much money. One day I divided one by the other, it equals $17. $17. Changed my life because I was like, now every time I call someone, I make $17. I don't give a rip what you say. Just give me my slice. $17. How much? $17. Call them 3 times in a row. What's that? What's 17 times 3? $51. I triple dial them. Do I call them 3 times now, or do I do once now, once later, once— I want the $51 now. I'm gonna call them 3 times now if I want $51 bucks now. I don't want the $51 tomorrow, I want today. I don't want the $51 at noon, I want it at 7 AM. So you triple— what do you mean, Dwight? Do you even watch my shit, dude? No, I learned triple dial from my coach. Yeah, not trip— triple dial, triple dial. Hell yeah, bro. $51 every time. I do it 3 times, $153. I don't— they usually answer the third one. Hello? 100%. Hello? Yep. Here's the thing. Hey, let's do this. Let's pretend they are. Yeah, you tell me you can't overcome that. Think about this. If they're mad, you I'll call you 3 times in a row. Pick up mad. Hello? Hello? Ah, dude, my bad. I don't know what's going on with my phone. It messed up. I think it called you a couple times by mistake. Kept going to voicemail, drop. I don't know what happened. My bad. Anyway, my name is John. You can't— you tell me you can't do that? That works. Should I play the voicemail that lady, uh, you have called me? We still haven't called at 7:30 in the morning. I don't care, dude. I don't remember it, but I— do you know how many people send me voicemails back? They're like, from triple dial, I get this. I'm like, yeah, every once in a blue moon someone's a dick. But think about this, have you ever called someone just once and every once in a blue moon they're a dick? Yeah. Why worried about if they're that way with the triple dial then? Right? 7 AM, that's early. You ever woke someone up at noon? Yeah. Why are you worried about it at 7 AM then? Fair? Like you don't care at noon, you only care at 7 AM? Like why do we trick ourselves, right? Now, if we know we can trick ourselves in a bad way, can I trick myself in a good way? That's like the what if negative, like a what if positive. I go trick myself to not do stuff. You know I can trick myself to do stuff too. Yeah, so I just find ways to trick myself to overcome the dumb ways I think. I want to know now. I want to know now. I call people once, they've been mad. Give me the mad now. If you're in the insurance space and trying to build an agency, or you're trying to like break records in sales to just hit new levels, new heights, click the link below to apply to my consulting and coaching program that I have out there. Um, I'm helping tons of people get to new levels, get to new income heights, help them build their teams, put systems in place, staffing stuff, recruiting processes, automations. Um, just teaching people how to get to a point where they're selling on their own pen 30, 40, 50 grand a month. And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability you can. There is an application process. I'm only looking to work with like high-end people who really want to make big things happen. Couple recent clients that we've had in the, in the coaching program. One dude as an individual went from selling like $8,000 a month, barely getting by, about to quit the industry, found the book, hit me up direct, started the coaching program, went to $35K his first month, has issued like $150K in the last 90 days and has changed the trajectory of his career working with another agency builder. Very first month went from doing like $800 grand a month to almost $1.1 million. We added like 10 or 15% production in, in 30 days and continue to work on things there. So if you're interested, click the link, apply, and if you're a fit, I'll reach out. Cool. Um, curious what y'all got to start, cuz Amanda yesterday, obviously we had y'all go around and talk to your biggest problems. She narrowed it down to basically 4 things everybody's answer fit into. I don't think anybody's initial issue like falls outside of those, like high level generically. If we missed one, you're like, you didn't get mine, certainly let me know. But would love to know a little bit if y'all have— just want to share some stuff about what y'all took away from yesterday. Anything you learned? Biggest takeaway? Be happy to hear from some people that don't want to be shy about it. Yeah, I can start. Please. You just spoke to me.

I was like, oh shoot. Like, you pinpointed exactly where— why I'm stuck. And it's working. It's where my time is going.

Okay. Where is it going? It's going into—

Again, trying to train people, you know, like the analogy you put, like trying to make them parents before they even have a baby. Like, they'll figure it out. Like, when I wrote 40 grand in a week, that when I text you before this even happened, yeah, I realized I did exactly what you said. Like, people were calling me, I was booked every 30 minutes, I was busy as hell and I couldn't talk, but I was like, let me get back to you later, I got you. And then I would get messages back like, hey, I figured it out, never mind. Yeah. And I was like, oh damn. Yeah, like, got it. Yeah, yeah.

So it's, it's, it's just like sales. There's strategy to it, you know what I mean? And sometimes you trying to help people is actually hurting people. You're right. Yeah, it's literally debilitating them from— like, you don't think figuring shit out is an important part of business? Even my team upstairs, they come to an idea or don't— can't figure something out, if they ain't Googled it yet, I'm pissed. I— dude, I don't know a lot of shit. I admit it. I don't care to know a lot of stuff. It's on purpose. But when I need to know something, I'm sure as shit know I can find it. I have 100% confidence that I can find it.

That's a fact. I mean, even me coming here, no one told me. Yeah, you know what I mean? Like, I figured, like, hey, I need to be in some type of room with someone who has a message that I want to hear. Good. Those are the people that I'm looking for. Go figure it out. Yeah, but I'll still be there to help.

There's a balance, right? What's, what's the, what's the downside? What do you think people mess that up? What do you mean? That, that like, oh, they'll figure it out. Where do you— they go talk to the people who aren't doing anything? Not necessarily. Okay. They go too far with it. Oh, okay. Does that make sense? Yeah. Now you're like kind of a dick about it. Yeah. And you're like, figure it out. Yeah. Don't call me. Like, your tone can be off, right? You know what I mean? It's like the equivalent of being in a house and someone's frustrated and you're frustrated back. Mhm. It's like, is that the approach? No, that'd be dumb, right? Right. No, you're right. It feels good to you, which just makes it harder, mhm, because you want to tell them. Like, now if you build a relationship with someone, can you tell them? Yeah. Now you can. Now you can sometimes push a little more. What if you ask permission and they say yes? And you really have the open door. So if I haven't built a relationship, I can ask permission. Hey, do you want me to deliver to you direct or do you want soft and need a story? What are they going to say to me? 99% of the time? All right. Give it to me. Sometimes I go, you sure? Yep, all right. But I can deliver it nicely still. I can be respectful and deliver a really direct message, you know what I mean? And sometimes I check in, I'm like, you sure that was— was that— have you seen me do it a couple times yesterday? I'm like, is that okay? I just want to make sure like we're good, cuz I mean it with all love. But not everybody felt that from me, you know what I mean? I'm like, I just— I want to be me. I know I'm messed up. I know I'm a— I got it. I don't— that's how I'm wired. What do you want me to do? You know, that's what we were talking about— oh, he's not here— up front with about Amanda, like some things with her and I communicating. I'm like, dude, she is 100% aware of all my flaws. I'm like, but can we work with it? I'm trying to accomplish something. I know I'll do better. But can you also, like, accept it sometimes? And it had to start there, you know what I mean? So yeah, keep at it, girl. Yeah. What you got to do? Similar. A couple of things. Similar to what she said. Well, the first one, dealing with agents is like, hey, I talked to my team this morning, my leadership team. You already did? Yeah. Hell yeah. I was like, guys, moving forward, we're upfront with everybody. I literally have a letter letter that I make people sign saying, this is what I'm gonna do when I start. Okay. I have a recording on, on Loom that I do with everybody asking if they can do it. They're like, yes. So now I'm like, guys, we're very clear with that in the beginning. Moving forward, if someone complains, it's, hey, you're not allowed to complain to me. Steph, I mean, Amanda, you're good. It's fine. Sit anywhere, dude. Just like that. They're not allowed to complain thing. Yeah, yeah, yeah. And then this morning with my staff, for my admin staff and stuff, a woman that works for me is trying to figure out our calendar appointment system. Yeah, I usually go and open up the next week's appointment and it's 3 freaking clicks, you know. And every week they're like, oh, can you open up a new meeting? I'm like, someone's gonna figure this out. So today she's like, can you open up a new meeting? I said no. She's like, what do you mean? I said, you can do it. She's like, I don't have to do it. So figure it out. She's like What do you mean? I said, it's 3 clicks. You, you're fully capable of figuring this out. So I've asked you for a few weeks now, you know, I, I really, I really need you to do this. Yeah. And I was like, if you don't know how, ask someone else on the team. But like, I can't be doing this every week. Yeah, yeah. Same as I told her, just be cautious about the delivery. Yeah, I was. Yeah, make sure it lands the way you want it to land based on the person you're dealing with and your relationship and who it is. You mean like, there's a lot of factors. Everyone's not gonna— it's not gonna, it's not gonna sound the same in every situation for you, it might be different than him based on the relationship with her. Of course. Yeah. Does it make sense? Yeah. She was just like— with me and Amanda, I'm like, yo, can you— I hate doing it. Do you mind trying to figure it out? If you need my help, let me know, but can you try to do something to figure it out? My brain— I, I don't get time right now, dude. We already went through that. I can— and she's like, got it. Yeah, that's right. This time I was a little bit more— I was a little less patient because I already asked. Yeah, yeah. Which may be okay. Yeah. It's like every situation, just make sure it delivers the way you want and you get as close to possible as the reaction, the feedback you want. You know what I mean? And now if they're frustrated, maybe, maybe you delivered it wrong, or maybe you got to teach them to not be frustrated in situations that are hard. Some days she wants to kill people. I also want to kill people. Most days we relate on that. Most days we're on the same page. Someone fucks with her, dude, they gotta watch out. I go at them. Like, it's crazy. But some days I'm like, you're being mean. She'll go, but— and she'll make— not— I'm like, I know, I know, Amanda. I know they're a complete and total fucking idiot. I got it. Can you just play the game better? That's all. I don't want you frustrated. You're frustrated. Them being an idiot is causing you to be frustrated. Can you just approach it different so you avoid that? Fam, we had the conversation yesterday about— 2 days ago, whatever it was, you know what I mean? And in the moment, I know she wanted to punch me in the face, but I also know she's really fucking smart and she knows I wasn't wrong, you know what I mean? So it's like— and I don't do that a lot. Most times I'm on her side. Everyone's like, I'm like, yeah, but reverse, she does it back to me a lot. Hey dude, I'm like Some days I see it and I'll be like, you want me to shut up, huh? Just a little head nod. Got it. I ask questions sometimes. I want to know a lot of shit. I'm like, you already got it, don't you? She's like, yes. Sorry. You know what I mean? So I work on it every day still. Make sense? Who else? I did get a lot. I like how you set up expectations with everyone. Sure. Simplifying everything down to the next action that you should be performing. I got you. And building up, like, um, if an agent needs to learn how to get in front of appointments, teaching them about appointments. Sure. Um, and the biggest thing for me that I took was the calendar. Being married and having my second child in December. Yeah, it's crazy. Heck yeah. And having that communication with your spouse, stability, not only for your home but also for work, because it can bleed into each other. Yeah, yeah, they do, they do. You know what I mean? It's like, I just recently— like, I don't— I didn't tell you this. I just— you probably noticed. Did you notice what I took off the calendar? Like in the last, like, couple months. It's, it's been on the calendar for, like, as long as you've worked here. You notice the kids every other weekend thing? Yeah, yeah. Even, like, stuff like that. I don't know how long ago when I had the kids every other weekend. It's been a recurring thing on my calendar. As long as I remember. But now they're all grown. Like, my daughter went to college, she's 18. The 17-year-old, I mean, he has a car when he's 17. Like, he doesn't sleep over every weekend, every— you know what I mean? Like, he just does his thing and I don't push. I'm like, oh, I don't need— I can— I can— oh, I don't have to like work around that anymore. That's fucking weird. Take it off. Like, oh, that felt weird because I used to have to plan around when the kids were there because 'cause I'm like, ooh, I gotta hang out with them here, I gotta take them there. Now it's like more sporadic, they're adults. They're like, hey, I'll be up there on Tuesday. I'm like, dope, let's catch up. You know what I mean? It's not the every other weekend thing anymore. So everything, and you know, I want all that on my calendar. First time when Maddox's baseball schedule comes out, 90% of the time I forward it to her. I don't say anything, I'm just like, forward. Every game on the calendar, time, where it is, I know to have lead time beforehand so I can drive there because I want to be early. I get right in the same spot, put my feet up on the fence, and I chill. It's one of my favorite things to do. Yeah, yeah. Who else? Takeaways from yesterday? A couple things that I, uh, took away from yesterday, um, opportunities are found where the problems are at. Uh, it's definitely going to make me think about in like future obstacles, probably going to be looking at them differently from now on. Yeah. Um, also, uh, just, just like to like find a way to add value to people, um, that add value to people. Sure. So for sure, I love those two points. Love it, dude. Appreciate it. Go, bro. So one of the biggest things I took away yesterday— well, there's quite a few things, but when I first got into sales, I really lacked confidence. Okay. You know, competence leads to confidence. Sure. So I learned what to do. I learned how to sell what I was selling. Yeah, yeah. But then, uh, I took that a little bit too far and felt like for the customer to have confidence in me, I have to prove how confident I am. Yeah. So if you get to Kate, I'm telling you the process by which we grow our own flowers. Yeah, yeah, yeah. Everything about this, you can trust me. Yeah. Um, so that's one They were just trying to overcomplicate things, you know, turning an appointment into 2 hours just— and they're like, they're ready to buy. They're like holding money. I'm like, wait. Yeah, yeah. But another thing that really got to me yesterday is when you started talking about like being in a restaurant, like, you know, paying for that check for everybody, not worrying about it. Yeah, it really got me to thinking about, you know, 2 years ago being in Walmart with the kids looking at price tags, figuring out, you know, how I'm buying school clothes. Yeah, buddy. To the point where we go into Bloomingdale's and I'm just like, yeah, get whatever you want. Yeah, I forgot about that. Yeah, you know, that's what you asked me where I met my comfort yesterday. Yep, that's, that's what I forgot about. That's how I got comfortable. Yeah, like, this is owed to me. Yeah, 100%. That's good. I love it, dude. I love it. It's like It's good to appreciate the things, you know what I mean? But I ain't never going to— hell, if y'all ain't figured out that spray paint the graffiti wall, that's all about my store where I'm from. I don't know. I ain't forgetting, bro. So who else? Go ahead, Brandon, first. Sorry, I pointed at two people at once. Yeah. What to do. 100%. Just let the noise— it's our own voice that usually gets in the way. Yeah. So when you said that, brought it up again yesterday, that hits hard because once you just get rid of the noise, yeah, start moving forward. Sure. I love it, dude. I think that it's cool when people start to realize that most of us know the things not only that we have to do We also know the things we have to stop doing. And I just learned to stop letting people pretend they don't know. That's great. Because I don't believe it. And when I challenge people, no one's ever been like, I swear to God, I didn't know. I don't run enough appointments. I've never— no one ever— like, y'all that never pick up the phone, you know, we all know you don't pick up the phone when you're sitting down on the couch. We know you're doing nothing. You know you're doing nothing. But I go, what do you do? I mean, I'm calling carriers. I know that takes like 4 minutes, dude. What else? I mean, you know, organizing my stuff. Okay, fine. 10 minutes. What else? You know what I mean? And if you start doing that to yourself, it's like, now if you're okay with it, be okay with it. Like, I'm okay not coming into the office until 10:30, 11 o'clock. Could I do more and sell more shit and get more clients? Yes, I, I got a yes. I just do more in the parts when I want to do more right now. There are, there are phases to it. Not for me. I loved is that you can get the time and money, and I still outwork most people, but I think some people think I am 24/7. I do think about 24/7, that doesn't stop, but like, I don't know, I think all the other stuff that I do also add so much value to this because I'm in such a good place mentally all the time. So even though I'm not directly working on it, I am working on it, you know. Um, so yeah, anybody else got anything? Go ahead, dude. I'm sorry, I forgot you. So I'm here because I started following you and, um, I just saw your direct— I love your direct approach. Um, no BS approach, no excuses approach. But at the same time, I can tell that you have a big part for helping people. Now that I'm here in person, I can definitely feel that for sure. Sure. Um, but the other thing about goals, like, I've seen goals, setting goals for years, right? Yeah. I've never seen anybody put down what I have to give up to get my goals. So when I set that paper to you, I did it, but now I realize I have to put that paper up around my house to remind myself when I'm watching— like you said, when I'm watching a football game, I'm thinking I'm not making money for my kids. Yeah. So that huge for me. And then, um, when John was doing his presentation, yeah, that— if I, if I just saw that, it's worth the 13 hours I've come in here because I was watching your— also your shows about how easy, simple this canoe thing is. And watching him do it, I'm like, oh my gosh. And then the other thing is just being here with other people, like finding people, networking. Like someone just gave me their YouTube channel to help me with marketing. I know nothing about— yeah. Yep, appreciate it. Y'all that did the executive thing, value in that? 100%. Okay, why? I didn't ask too many questions. Really, I didn't ask anything at all, but just hearing where everybody else is at. Yep. I didn't have to ask. Something that you said that really stuck out to me that I struggle with in my current business is dragging people along. Yeah, I don't like B and C players. Yeah, so I try to force people— sure— to be something they don't want to be. And you said it twice, two different ways, like there's a place for every agent. Yeah, at every level. I struggled with that. Yeah, me too, bro. And even say that about my wife. As soon as I started doing good, I wanted Leslie to do the same thing. Yeah, do this insurance thing. Yeah, so it solved that problem for me just hearing you say Love it. Love it. Appreciate it. Good job. That, uh, I flew the red-eye last night. Hell yeah. My man. Straight from the airport. Where'd you fly from? Anchorage, Alaska. Anchorage, Alaska overnight. Yeah. He literally flew here. Yeah. I listened to that 1-hour, uh, YouTube with you and John Wetmore. Gavin, where he said his dad was the meanest person. Yeah, yeah, yeah, yeah, yeah. There's so much liquid gold in that YouTube channel. That's right, we talked about that when you called me the other day. Yeah, yeah, yeah, yeah. I'm always like, you haven't slept yet? I'm going to write a job. Yeah, quick shower. I love it. I gotta come back to day one though. I missed day one yesterday. Yeah. I can— I probably know a guy. I can hook you up. I got you. And that ain't for everybody. Maybe. I don't know what the team is doing, but our kids go to the same school together. And I don't remember exactly how we started. I know I was always doing my walk. Yeah. And his little guy is out there on the field killing it. And one day we started talking. I don't know. And he was like, what do you do? I think that's how it started. Yeah. Yeah. Yeah. I, yeah. So he's trying to get out of his deal and do more for him and his family. Like, and what's cool is like, he does well. His kids go to same private school my kids go to. He don't live a shitty life. You know? What intrigues you about this then versus what you do? I'm curious. We've talked about a little, but. Yeah. You keep coming back. I do. You got a crazy schedule, but it's kind of like you ain't mad at it. Yeah, because— and it pays you well. I can dial while I'm at work, getting paid to be at work, making more money on my own hotel time. Yeah. And I don't really— I work for another company, obviously, but sure. Yeah, yeah. Yeah, I love it. How much you want? How often are you in hotel rooms? How many days a month? 16, 17 days a month. Yeah, the other half of my home. But instead of sitting there watching TV— yeah, my man, love it, love it. Anybody else curious? Worth the— I was thinking I want to hear why, and I want you to tell them what they missed. If it was of value. And, you know, we're always assessing. It's like, is this good? I am like literally assessing. Like, hey, I'm like, I think they fucking all liked it. Yeah, I think it was dope.

I'm a vision person. Okay. So I like to be able to see what my next— like, okay, when you get here, what that looks like and what it can be Yeah, but then also too, asking questions here, you get the shorter version, right? Because you got stuff, you're on a time frame. Yeah, when we're at your house, it's like, ask me anything you want. And by the way, you can sit on the couch, you can play this, you can do this, and let's just talk. What can I do? And you get the full version, you know what I mean? It's not like a cliffhanger. Um, And I think that's so important because when you're in the room, it's not just for you but also for the person that's coaching you. Like, are you really willing to invest? Are you really willing to take that next step? So you just— it's just more of an intimate setting with Coach, and, um, you get more.

You don't—

you get the whole story. You don't get the intro. Yeah. And so that was really, really dope for Yeah, I love it.

It's— I always struggle because I'm like, I could talk a lot, but there's also— and as simple as it is, like, the next step is very surgical. That's hard to articulate in a day. I don't know how to articulate it in a week or a month. Dude wants to do coaching. I couldn't have tried harder to sell him against it last night. Not that I didn't want him to do it, but I didn't know he was asking questions. And he came in this morning, he's like, I hope you don't hate me. I did the one you don't like. Because I do one-on-one, I do group stuff. And I'm like, I don't love the group thing yet. I want to. He's like, why not? Because I'm like, dude, people lose faith in themselves after a few weeks sometimes. And like, I can't afford it next month. I'm like, You know, if you just motherfucking listen. You don't think I can teach you how to make $1,300? I want to bang their head against the wall sometimes, and that frustrates me. So I'm like, you know what I didn't do well is set expectations when I started doing this and go like, I don't want everyone. And I started doing it, and I'm like, I want to love it, but some people at every level go like, I want more. But I'm like, ah, so I get here. So he walks in, I'm like, I don't want to hate it. You can make it better as long as you don't give up on yourself, as long as you don't bitch. And I just— I'm stupid honest about how I feel about it. Like, he's either in or he's out. But now I get to go, oh, now I can go to work because now I want to work. I want to do what I do. This is like this much of what I do. You know, it's a lot of value, but it's— we just get started, you know what I mean? I'm like, I'm trying to find people that want to run. This shit takes years. You think I'm gonna teach you how to add 7 figures in a month or 2 or 3 or 4? Like, what? I ain't that fucking good. Like, did you hear that? Did you hear that? I know how to do this in 3 months. Did I know how to do it in 12 months? No, bro, I've been 12 years at this fight. 14, technically. You know, it's like, all right, you want to ride? Let's go. And so I, I struggle with that because I'm like, how do I— I can't give them everything. Ah, so they hold up signs in the back to go, keep it moving, because I want to keep giving more stuff, you know. So I'm glad you caught— I didn't I didn't know that was gonna be a thing.

Yeah, and then too, I realize a lot of the struggles you had early on that you fixed are the same ones I had. And so I'd be crazy to not keep listening and keep asking questions to fix what I'm doing. Yeah, I love it. I'm grateful that that works.

Appreciate it. Any others? Good? Go ahead, bro. Executive is like a mastermind. Yeah. Yeah. More than a coaching program. Sure. Yeah, yeah, it should be. I don't— I'm good to add the value I want to add. That's why I asked y'all last night. I'm like, yo, y'all want to keep talking? You want me to talk? Y'all pick. I mean, I don't— if you're getting value out of it, I mean, I don't have to be the star, but I can't wait till we get into that room. Don't take offense to this. I can't wait till we get in that room and everybody's fucking making 7 figures and killing it. I mean, there's some, and there's a lot of desire, which I like. I'm like, dude, I can't wait till we're all teaching each other like, yo, this is how I got to 8 figures every year. Not just once. Yeah, I mean, I've done it. I don't do it every year. I mean, I want— you know what I mean? I'm like, how do we get to 9? Like, I want— I see those conversations in my life. I don't know if y'all are fucking— if you think I'm crazy, but I watch people do it. I've watched Ed Mylett sit with that dude from Lions Not Sheep, sit with John Gordon. Who was the other guy? Shit. I started Googling some people. They were sitting around his fireplace, every one of them, 9-figure guys. I was like, I'm sitting in this dude's backyard watching him do what he does. Technically was doing what I do at a level like that. So when I'm seeing it last night, I'm seeing that coming true for me and the people that are running with me, you know what I mean? I'm like, so same as you see vision, I'm like, I'm trying to— I'm— I love that shit, you know? And getting to watch other people, I was like, I pay— how much did I pay to go to my Letts house, you remember? Oh, we have those books. Don't we have more? We should get— are we going to give them out? Let's give some out. Fuck yeah. Have Liz bring them down. Y'all ever read that Power One More? No. I'm gonna give y'all one. You read it? Dope. Yeah, killer. Um, I think we have enough for everybody. Yeah, we do. Dope. I bought a lot of his books. 7 or 8 boxes. More than that. I think I had to buy 500. Yeah, I think about 500 of his books, $30 pop, whatever it is. I don't— I spent a shitload of money to get to his house because you can't— you buy that many books, uh, you get to go to an event like this and then a private thing at his house. It was probably 500 people did it. That's a good marketing idea. It was great, dude. Yeah, yep. And to my let's thing, he donated all the money from the revenue from the book to some charity. Oh, that's nice. Yeah. Yeah. So it was cool. So cool. Anybody else want anything else? I just want to talk about seeing your wife and how she supports you. Yeah. Talk about it. I think that's a good thing to see too on the private part. And from when you were small to even now. Yeah. Because I talked to her for like 10 minutes. Yeah, I saw. Yeah. Yeah. I think was cool on top of that. Yeah, she gets excited about stuff. I should let her talk more because she, she has a lot to add. Sometimes I don't shut up though. Um, well yeah, that's a good one. I appreciate it. Dig it.

Yeah, it wasn't Chick-fil-A. Nah.

Yeah, you ever been to those events where they feed you like shit? Oh yeah. Do you like them? Like, I ain't mad at the event, but do you— would you rat— like, I'm like I don't really want to feel that. I don't like when I go to those either.

I mean, I'm not knocking the Chick-fil-A in the morning.

No, Chick-fil-A in the morning, we all do that shit. That's a good time for it.

Definitely different. You got to get in the room.

Hell, I go to some events and they ain't got nothing. They got water in the morning. You ever been to those? I was like, we ain't got to be the Four Seasons, but can we make sure we have enough shit for everyone? That's all. I said, dude, you. She's like, I got it. I'm like, sweet. I just wanted the feeling. Ed Mylett, funny enough, weird, I didn't even realize I just did that. When I went to that event that I bought the book at, Ed Mylett, the biggest takeaway, fuck, this is so weird, I'm having like a poof moment. He said the biggest takeaway for me at that event, someone asked him about how they prepare for events, what their process is, who they bring on the agenda, all that stuff. And he goes, I start with how I want them to feel when they leave, and I build the whole event around that. Yeah, yeah, yeah. I just stole it from him. I just kind of forgot that it was him in the book thing. It was like, oh shit, weird moment, we were talking about that. I was just offering a different perspective. Now you're asking like, what did y'all get out of that? For me, it's like kind of looking at what did I miss out on not being there? That was on purpose too from up here, by the way. Yeah. Well, if y'all didn't pick up on that. Even just dropping him off over there, you know. Oh, I forgot that. Shit. Yeah. So like, to me, it's like you're, you know, looking at YouTube like, he's like, monster. It's like, hey, check this guy out. Yeah, you know, you start watching it. Same thing with like watching like Goggins or Andy Purcell, things like that. It's like, you know, these guys are up on this level, you know, man, I wish I could be whatever. But, you know, I think that actually meeting when you're just a regular fucking guy. Yeah, I mean, like, we're all— like Andy Purcell says, you know, but it's like, we're— you're just an ordinary guy with an extraordinary desire to win. Sure. And, you know, I think that what you said after that about, you know, you being like, "Heaven I left," being like, "Man, wish I could be on that level." Now you're watching yourself do it. Yeah. But I think that, you know, like, what I missed out on is that— Sure. You know, like, it's just a guy. He just lives in a house. He just has— Sit, bro. But, you know, there's no reason I can't be on that level too. And I think that, you know, that's— Probably what I wish I had that I plan to do in the future, but having that connection right there, realizing this could be me. Yeah. I can't accept me now. I agree. I agree. Not everybody believes that, you know that, right? Mm-hmm. I don't. See? That's normal. That's more normal. Just way more normal. That's hard. I don't know how to teach that. I struggle with that piece. I've had that since I was a kid, that if you can do it, I can do it. Now, I know I can't like 360 dunk. I never thought I could do that. I once tried to buy those little shoes at the bottom with the thing on the— that. Yeah. And it just— it never made me jump higher. So I'm not like that extreme, but I'm like, I used to weirdly think— and it's weird that he like runs the country now, but I remember being a kid and be like, if that that Donald Trump dude can pick a spot to open a hotel and build it, I feel like I can do that. 'Cause someone literally just sat down one day and said, oh shit, you see that land we just drove by? That'd be a dope spot to put a luxury hotel. Mm-hmm. In the middle of New York. And then they went and did it.

Mm-hmm. He's wanted a hotel for a very long time.

It's like, what? To me, I'm like, why not? Like someone said, dude, hiking from Boston to California sucks fucking ass. We should build tracks. And then they went and fucking did it. And then some other crazy fucker was like, that's slow as shit. We should build a bird in the sky that we can get on and fly there and hire. And then someone else said, sounds good. I ain't flying a thing. We should hire people. They'll get on and fly them for us. And then crash twice before we figured it out. You know what I mean? Like, that's real life. Yeah. Fred Smith, founder of FedEx. Who, really? Yeah, he wrote a paper in college about the freight company, got like a D on it, and was like, I'm gonna do it. When he started— Serious shit? They were bankrupt. They were running lean, like, in the Fred. So he went to— he went to Tunica, which is like a little casino. What? These last $50,000 on blackjack and started paying off some debt. Stop it. He must have books and shit. What's his name? Fred Smith. Fred Smith. Find me stuff, Amanda. Thank you. Yeah, dope. You met him? Oh yeah. Hell yeah, that was cool. Yeah, that's dope. Did he ever fly? Nope, he was in the Marine Corps. See this shit? Like, why the fuck not us? Does it make sense? Like, why not? I just, I don't know, man. And if you can't, can you get with some people who can help you get? I mean, like, let's just figure it the fuck out. So I think somebody said it yesterday about having a Kobe gene. When you don't have that, what do you do? Like, when you see high performers and they go, go, go, go, go, go. Yeah. So yesterday it dawned on me as I was in the hotel last night looking over all this stuff. It's not— it's, it's not the gene. What's wasn't part of it, but the systems and the processes that eventually became what it is, it's the bigger part of it. Yeah. So I was relying on, a lot of time I relied on personality, relied on, yeah, on, uh, being able to talk to people. Sure. And work ethic without the systems and the processes. Yeah. And I think getting up at 5:00 AM, being in the gym before everybody, else. All of that other stuff is what we don't see. We just say Kobe had something different. Correct. He really didn't. Correct. Yeah, but still, there's a lot of people 6'7". Yeah, yeah, I think so. But I got out of it yesterday, it was really leaning into the system. Yeah, processes. And the other part, you know, nobody takes offense, but it's already— if they do now, it'd be weird. These are right— you guys, everybody in here is just a person. Yeah. And then some people in the front, just a person, and y'all trying to get the $5 million a year. There's people in the middle, just a person trying to get $10 million a year. There's people in the front trying to get to $15,000 a week. But there's somebody in the back trying to get the 5— somebody trying to get the $5,000. Sure. But person in the front got the same heartbeat, use the same systems, same automations, same processes, same coaching. So really, this has been a— well, it was worth it yesterday, so I'm just interested about it today. Oh yeah. But the systems and the processes and meeting people, man, this guy's gonna make me a lot of money already. I see you working. I see you working. You want to sell stuff that I didn't know. So all of that. But the biggest thing, the Kobe team, yeah, it's more than genetics. It's the systems and the processes. What's going to get you there? Sure. Yeah, I love it, dude. I can't help but think even deeper and go, as you gave the layers, you gave the layers as to desire by here. There's someone in the middle who has a desire like this but doesn't have the heart or the willingness or they're scared to invest to be on that. They have, they want it, but there's that too. And then there's some up here that like, they ain't hit that high of thought yet, but they're like, I'm down for whatever. Does that make sense? So I've learned it's like blended a little bit more than just that. It's wild. There's someone in the back who set up a zillion and didn't put the money up because they're scared of that piece or they don't believe in themselves the right way. There's something, you know what I mean? And that's all okay. You know, the other piece that you said is like you rely on personality, all these other things, those are phenomenal things to have up front, right? And no different than maybe you took advantage of it and don't work on the systems things. The systems guys take advantage at that, what they're really good at, and they don't work on the personality side. Does that make sense? Like the systems thing, to me, I roll out of bed, dude, I'm a systems guy. I didn't have to learn this. I was given that, that I got that. My brain is wired that way. I just found a way to use it in insurance. I found a way to use it in accounting. I found a way to use it loading boxes. I mean, I've always had that. But man, the personality part. And that first few years, I didn't want to work on it. I was almost like— I'm still a little bit. No, I'm still a lot of it. Like, I don't want to conform fully to the full change of who I am, you know what I mean? But I used to fight it like, yo, that's me, that's me. I still have it to where I'm like, I don't know, yeah, I'm wearing a t-shirt. I just can't. I ain't— I just— the jacket looks good, but it ain't me. So I'm a little stubborn. Country Club. I still want to put on my hat backwards. I know I'm not supposed to. I still like— but I want to be the dude from the hood at the country club with the guys that grew up in the country club. You know what I mean? I like— so you'll— yeah, but I'm not like— I don't want to go over— I used to want to go over the top of it. Now I'm like subtle. Squirt to the side a little bit. Yeah. Bro, I wish Steph was here. When I do it, she fixes it every time. And I'm like, leave my fucking hat alone. I know I'm almost 50, and yes, it's crooked still. You know? Do it backwards and crooked. With a little slant backwards. That's my favorite. 100%. Amanda will sometimes— I'll put it on like half crooked. She's like, gah. So I'm still working on me, bro. And that's what it's like. I want you to realize is like, you're all— I, I'm weird in my— in the way I think. You ever think of like how a statue's made? I don't know how they're really made, but in my head, like, do you know how I think they're made? All I picture is someone doing the chisel. And I don't know if they're still made that way, but in my head, that's what I picture. And I always picture what I'm doing, my life, my workouts, my habits, the bus— is me chiseling. Me, my body, my— I'm always working. It's I don't know how to get it perfect, but I'm always trying to like get it just right. Smooth that part over there a little bit, fix this part over there a little bit. I literally picture it, the chisel thing on a statue, all the time as I'm like, fuck, I got to do 17 miles again this weekend. I'm like— and that comes into my head, that little chisel away. I got to get a little better, you know. That's how I kind of push myself a little bit John Wetmore. I'm like, I remember I said I'd work on it. I'd get it. And so I'm always trying to work on different pieces best I can. All right, we'll get into some of this recruiting stuff, systems, onboarding. And certainly, again, if you guys have questions along the way, it can be this, anything else, whatever. I'm not too formal with the agenda, as you see. But— I think that— oh, we're going to do this. We can do this in a minute. Should I do this? Go ahead, bro. I just want to get back to M.I.L.L.E. real quick. So I saw a podcast from him and he said something about building your self-confidence, which I never heard. He said the key to building self-confidence is to make promises to yourself. Yep. And make sure you keep them. And not only just keep them, be aware that you technically need to celebrate it for a minute. Like, I'm going to get up at 5 AM. Yeah. Do it, but reflect on it. I made it today. I promised myself I'm going to do this, and I did it. And then move on. Keep building and building and building and building. It might even be him when you said reflecting on it. It might even be him. It's someone. I heard it recently that said, like, I'm going to not word it. I'm not going to do it justice, but I'm going to do my best. Like, getting better at something is not just reps, is my word for it. It's just not experience, I think is how he words it. But it's reflecting on said experience that gets you better. I'm like, ah, makes sense. You know, a lot of people have the experience and move on. Yeah. They don't kind of go like inspect it, you know what I mean? And I do it. Like she said, she didn't pull out of the driveway and I was on the phone with her talking about what'd we do, how'd it go, how'd it feel. Wired, you know? We're going to do this. Anybody not done like a DISC assessment thing before? Like personality one? Never done them? Cool. Anybody, obviously the rest of you all done them. Have any of you all done them with and/or for your team or people you're working with? Like people around you? I know you have. You grew up in this. Yeah. Hell, you probably come over here and teach this shit. Say again? I thought someone said something. We're gonna roll through this little exercise. Um, I want you guys— like, for me, one of the— one of my favorite books I've ever read is John Maxwell's Five Levels of Leadership. You showed me that. Did I? Yeah, it's like, changed my perspective. Yeah, how long? A long time ago, or when? When I first met you. No shit. When you told me, I bought it right then. Hell yeah. Yeah, it's one of my favorite books ever from especially from the vantage point of how people view you, you know, which you, you can and you can't control. You definitely can't control— well, you can't control— it's like he teaches that, like how to— how people view you, how to understand how to work with people based on their view of you. And I used to only do it one— it was a one-way street. When I started realizing how people view me, I'm like, oh, I have to, I have to handle each one differently. I didn't know that until that book. I was like, oh, that's a thing? I thought everyone saw everything the same. I didn't know. But when you read it, it's like, I kind of feel a little dumber right now. As much as I feel smarter for the knowledge, I feel a little dumber that I didn't know that. And that got me into understanding people. So then I started studying different ways people think and different ways— not only how they view me, but then, heck, how do I view them? And where are the positives and negatives about how I view them? Like there's pros and cons to both ways. And then based on the different— based on his personality and your personality, that the way that works is going to be different. Just because I understand it with you, I don't— it doesn't translate the same with him, both ways. I was like, this stuff is intriguing shit to me. We just read another book last week called The Five Voices by— I have no idea who. I have no idea who wrote it. The Five Voices, um, another one that dives deep into like what people's defaults are and the way they handle situations, how they interact with each other. You all— did anybody else study this kind of stuff? Whoa, holy moly! You like me? Okay, yeah, this is like changed my world. I didn't realize they put this in there, by the way. I didn't pick this. I just— yeah, I just love this shit. That's how they know me. And I'm like— and I'm not like— I can't like— I'm not going to teach disc very deep. That's not my thing. But when I start studying it and they put the highlights there, I'm like, that's good enough. There's— it goes deep and I love reading about it. I'm not gonna pretend I'm the best teacher at it. So we're going to do it because I want you to see things. And then I challenge you all to start studying the shit out of this stuff. This changed everything about the way I do everything with every interaction I have. It's starting to understand people. Anyone ever been to Nate's event? Anyone know that SWAT? Nobody's been there. Cool. He does something that's really cool that I like. I've watched him. I see it taught in very various different ways. And every time it's all kind of the same, I'm like, oh, I learn it different. You know, some people do it with colors, some people have letters, some people have like animals, the way they explain it, you're a tiger or you're the— anyway. So the way this works is really simple, but I do know that every time we do these, someone gets confused as shit and does this wrong. And they don't know which way to do the math or write the numbers. It happens 100% of the time. So if you get stuck, just ask. But you literally— the instructions there, you have to write 1, 2, 3, and 4 somewhere in the row that way. Every single row, you write 1, 2, 3, and 4, and you pick which of those are more like you, like in which order they're like you. So determined, do you— are you a 1, 2, 3, or 4? And you can't repeat the number. You can't go on a 4 all the way across. Does that make sense? You have to like put them in order. So you do it that way and then you add them up, up and down at the end, and that gives you a score. And it goes based on the answers, here's where you are. So you can't— people make mistakes and they go, I'm a 4 on all of them. No, no, you have to rank them. Does that make sense? From left to right? Yeah, it doesn't matter. Like, for number— the first one could be 4, the first one could be 2, the first one could be 1, the first Yeah, but it's like— yes, correct. Yes, from left to right. Yes. Yep, yep, yep. So go through that. It's— it's— I'm actually gonna do it again now. Yes. Yep. And the least is 1. Yep, that's it. Just in order. Okay, so like we were determined that before convincing would be the 3. You can't do— no, you can be 4, 1, 2. It doesn't matter. Yeah, something has to be 4. Yes, something has to be 1, something has to be 2, something has to be 3, something has to be 4. It doesn't matter which which. For the— yes. All right, those that haven't figured it out, when you're done Because I just finished. If you're not done, all good. Keep going. I'll give you more time. You add up the total down the column. So every column will have a total. Siri, got it? Siri. I promise someone in here is still going to have messed it up. The 4 is the most like you. That's strong. My assistant's watching me. See, I told you. I told you. Yeah. Yeah. Like being on a scale of 1 to 10, how much are you this? This goes on a scale of 1 to 4. How much are you this? And 4 is like, I'm a lot of that shit. Yeah. It is really scary accurate. The good news is it's all— yes, you just got to go like, It's kind of, yeah. But good news is you can do it over. You know what I mean? And you can keep studying it. We just, you just gotta chisel away at getting better at this piece and understand. So yeah, it happens every single, 100% of times. Yeah. You can also redo it. All right, who's like, who, so now it goes who, so who's high as a D? Say again? Whose high is a D? 1, 2, 3, 4, 5, you? 6, 7, 8. 8 of us? No, that's the— who's— who D is your highest? Put them up again. I want to see how many. 1, 2, 3, 4, 5, 6, 7 out of— how many are in here, Amanda? 3, 6, so 7 out of 26. How many are high? I, I is your high one. 1, 2, 3, 4, 5. Cool. How many are S? Only 2. Okay. How many are C? 3. You just have a— did you just have a light bulb moment, bro? Huh? You're an S. Yeah, it's the same thing. Yeah, so like when, when— and they're— these are fun to study because it's like now you can read what they say about you when you're one of them, you know what I mean? I think everyone— it's like a high D, it's you're, you're an aggressor, you're like fucking psycho sometimes, you're like over the top. It's just, it's who you are. You're wired to go, I'm all these things, I'm determined, I'm strong-willed, like. But sometimes mine will be different, like on the outspoken one I'm, I'm not really that outspoken. In some ways I'm quieter. I'm like, I'm way more logical than I am outspoken, by far. I'm way more gonna like do that. But a lot of the things that the Enneagram 1's on, you know, um, daring— I'm not, I'm not, I'm— it depends what it's about. Like, go pet it, jump out of a plane. Me, 50, I, you could, I, if you were like, let's do it. I was gonna do it. I was gonna do it with Shaili once and Steph wouldn't let me. Because she was like, 5 kids, no. And I'm like, I mean, logical did kind of take over. I'm going, she's not dumb. I ain't fighting it. Does that make sense? So I'm like, or you go, go pet that animal over there. I ain't going, ain't good, fucking no way. I ain't going near that animal. Dog? Nah, I'm good. So I'm not like too daring? You know? That's the dog. He doesn't like dogs. Nah, dude. What about with business stuff? I'm crazy as fuck with that stuff. Yeah. Yeah, so I have to go— now you can categorize it and go, in this, I'm psychopath. In this, I'm like, eh. You know what I mean? Put me in a town you're not supposed to be in, I'm way more comfortable than I am playing playing with a giraffe. It's fucking weird, you know. Um, yeah, dude, no, we were at a thing. Tell them. I didn't realize. Tell them, Reese. We were in Springfield. Reese wasn't— I don't even think Reese was here yet. We were in Springfield and we went to this thing.

So I love animals. We had free time, so we went to like Encounters and We walked over to the giraffes and something spooked the baby giraffe. Oh no. And so he's up on his feet and he takes off running. He runs the opposite direction. He's like jumping around.

They were in a cage thing. I was not in the thing with the giraffe. So it's hard to put a 4 on that one. You know what I mean? I'm like, all right. Some people fill these out and they know what they want to be, and they answer them the way they want. I was going to say, the whole time I took this, I filled out what I am, but I wanted to put something on there that I want to be. Yeah. And it's like, can you change things? I've become a lot more patient. Actually, one of the craziest compliments I get now is how patient I am with people. I'm like, if you only knew what it felt like on the inside. But I love that compliment because I'm like, that was by far my biggest challenge. And I get all the time. And the other thing I get, y'all have said 100 times, I make things simple. I'm uber analytical. I'm insanely analytical. I just, I see where it messes me up. Now, in some places, I thrive in it. And I've learned how to control where I use it as a positive and where I need to like let go of it. It's a fight, you know what I mean, to go like, don't do it, don't fucking overthink this one, bro, you know what I mean? But then some things I overthink and it helps create, we have our whole system because I get analytical and I start mapping shit out and I can do, you know what I mean, like in that way it's positive. So there's no right or wrong answer there. As they all will teach you, it's like we're all a little bit of all of them, you know. You— we all have mixes in it, and it does change over time. A lot of people's second one, um, is high. And usually what's funny is the way they do a little curved, like they draw a line thing, and the line, the shape means something. I don't know how to explain that at all, so please go study this shit more. But what I've learned is when people taught me about it, the way mine loops, like when you chart it like high on the D, and then I kind of go down in the middle too, and I'm high on the C. That's like not— that's even more rare to be like crazy psycho on this side and be analytical numbers. Usually the high Ds are not necessarily high. They're usually— C is usually a lower one on them, right? And so what's that have to do with anything? You don't think this is valuable when you start recruiting people? Does that make sense? Like, UD's, when you know that, I know I can go different. But when they're like one of these other ones, the ones that are like more like heartfelt and sociable and natural, like smiley, happy personality, it'll be okay, we'll get through this together. Nothing wrong with that personality. But when you attack it like a, let's go, motherfucker, like, it doesn't typically work.

So let me ask you a question. As we're bringing more people in, would it make sense to put the letter next to their name in your phone just to remember? I mean, I don't know.

How do you do it? That sounds complicated to me. I— you know what I do? Like, I'm not saying don't do it. I've never done that. That makes my brain hurt because now I don't want to think too much either. But that's me too. I'm like, eh. But I won't remember. You will when you study it. You're right. I don't look in here and go, what's everyone? It becomes like— I think the understanding of it, I think by default, I always say this. When you're with Grandma as a client, or you sit with him, fair to say you naturally behave differently. You speak to him differently. Yeah. You communicate differently. Which one do you speak quicker versus slower with? Do you really sit down and go, he's 22, I have to talk faster? Like, can I get with the old— yeah, you just, you feel it. You feel it. Yes. You know what I mean? I got you. Like when you sit with someone that's a little more high-strung and like keep fucking— do you, do you, do you really have to go like, I wish I knew? It's, it's somewhat instinct.

Yeah, you know what I mean?

We, we, we do. And I— so for me it's more about the awareness instead of like overthinking. Um, and I've learned if I study enough stuff, when I— when it's time to go, I do it by default. Okay. You know, like when I do talks and I do stuff like this, I prep zero. Like, we did the agenda because— but I've told y'all, but then really, they fucking did it. I didn't go, here's what I want to talk about for the day. I said, I'm going to do me. They want me to stay on timing. I want to stay on timing. I'm like, let's have some structure to it. But I don't— this is what I do. Does that make sense? If I started overthinking, that's why this messes me up, because I see it and I start thinking. And I'm like, now if I'm thinking, that's like trying to do a script. I just want to be me. I do this. I should be able to talk about any part of it. You know, when I'm with Maddox, what's funny is the coaching thing you said last night got me thinking all kinds of stuff, right? I'll think of stories and analogies, and I just— this way my mind works. And I started thinking about like parents that coach their kids from behind the fence when they have a coach. Oh gosh, right? Yeah, it's like you see me, you see me out in public. This— not many people, not many people get this vantage that you get. How talkative am I out there with people? Yeah, uh, AirPods on, you're walking the track, you may get a call. Most of the time you You know what this is called. But I'm not like, there's not a gathering around me. I'm not like, hey, everybody. It's just, it's not, I'm not in that moment. You know what I mean? So, but when I, for me, when I like, I start looking at the coaching thing and I'm like, I watch, when I'm watching Maddox play a game, I don't say two words. Because in that moment I don't want him overthinking. And some parents do, and I'm not, I'm not saying that's wrong or right. I'm just telling you my approach. I don't know if it's a good one, but it, it appeases it. I'm good with it. Like, I don't tell Maddox what to do with his shoulder. I don't. Now, I might go, hey Maddox, did they work on your, your, your, like, the way you're batting today? Yup. What'd you learn from them? Like, what do you got to work on? Balance, my shoulder, this. Got it. All right, just, hey, do the reps. Don't forget what they tell you. And I keep going to like, don't forget what they tell you. So I teach them how to think, and then I teach them how to be aware of what they want them to change. I ain't the guy that says do this with your foot and do— I don't, I don't, I don't. I'm like, how do you— when they watch a kid pitch and then they go You did this with your hip and this with your toe and this with your elbow. I'm like, how do you see all that at the same time? I can't wrap my head around it. How they— I don't. But at the same time, I'm smart enough to know they've watched so many fucking pitches that they see it all at one time. It's one thing to them and they go, doo doo doo doo doo, got it. I know sure as shit I can't do that. So what value do I have to add to Maddux? I like— I'm half-assing giving them instruction, right? So for me, I'm like, I teach him to stay positive. I teach him when he strikes out to not be mad in the second inning. Does that make sense? That— but during the game, I ain't teaching that shit. We talk about it, and I can't talk to him immediately after the game because he gets mad at me. He doesn't want to talk about it, and I used to want to talk about it, but he hates when we talk about it. He does not want to speak when we get in the car. He hates it. So I sit down there and I go, where you want to eat? But now that I've let him be, I've learned, oh, he didn't talk about it in a couple days. And what's even better is if we talk about it beforehand and then he goes, yeah, Dad, I'm good, I got it. I go, okay, cool. And then I get in the car and I ain't got to stress because I know I got him at least thinking the way I want him to think. I don't have to be the, you know. Yeah. And so it's— I've kind of learned to play my role in that situation, you know. And it's like sometimes we're that to agents. Maddox don't need to hear it. That doesn't move him. Now Max is competitive as shit. I go, hey, when you get on the field, do you know, do you know that the coaches watch how fast you get from the dugout to your position? He's like, what do you mean? I'm like, you, you see some kids run to their position, right? He's like, yeah. I said, you know the coach sees who runs and who walks. Do you know that? He didn't know. Why would he know? He was 8. Why would he know that? Do I go, Maddox, run? I go, Maddox, do you know the coach watches to see if you're running or walking? I don't ever go, run to your position. I don't say two fucking words when I'm at a game. Stephanie, every video I ever post about it will typically have music because Stephanie's voice is in the background of every video of Maddox playing baseball ever. She yells at the umps, she chops it up with them like she does it the right way, but it's her personality and she's not— she's not like the psycho lady who's going to fight with the people across the way. But she's going to cheer her fucking kid on till the game is over and doesn't care if he doesn't like it. And so it's like, as you get to know people, you got to like go, again, am I being intentional? And when you pay attention to people and who they are, now you know how to ebb and flow with it. You know what I mean? It's not perfect. You're still going to mess it up. But it's like, I think for me, just the awareness of it helps, you know? So if I talk to him about enough stuff in advance, when it's game time, he doesn't have to think, Dad's going to be yelling, I got to do my show. He did. He's done it so many times where it, quote unquote, doesn't count. Then when it counts, you just want him to play. I just want to fucking play baseball. Ask me, hey, go have fun today, dude. Go work your ass off and enjoy it. You enjoy learning the game. Ah, Matt, I know, but remember the part where you're learning it? They're teaching you now for when you have to try out in high school. They're— they're— you got to watch the cues, dude. They're— they're prepping you to get to another level. So I know you want to get there, but if you skip here and others don't skip the work here— I know you're good. He knows he's good. He gets invites to things. He got put on his team. Like, they had a quote-unquote tryout. They chased us off the field to offer him to be on the team. They were like, we'll let you know in 4 to 6 weeks. We're like, okay, we gotta feel— they chased Maddox to like, can he— is— do you want to be on the team? We want him. So I have to teach him, like, remember, you're now— he's 13. This started— I'm like, dude, you're 10. You are really good compared to 10-year-olds. But some of these little fuckers are going to take 100 ground balls a day when you're in playing video games, and you're not going to see a difference next week. But when they're 16, some of these kids that are slower and shorter, not as strong, their skill sets, bro, they're gonna— don't let them, don't let them outdo you because you're gonna be mad later. I'm like, you see, and I'll point out, hey, you see that one? Look how smooth he takes that ground ball. You know why, right? Why is he smooth with the ground ball? You know what I mean? So it's like, but that's him. He needs that going, Maddox, take more ground balls, dude. Maddox, take— that doesn't work for him. He— it's still not yet worked for him that it clicked and he does it at a high gear. He's still not there. I don't— I can't wait till that, like, I'm going to go get— I'm going to crush this game and work on my craft. He's still in a phase where he knows he's good. He's not cocky about it because he's not that good, but he still doesn't, like, grind to get better at it at all. But I don't push that. I talk about it, but pushing it would mess him up. It'd make him think, it'd make him perform poorly, it'd put a lot of pressure on him. You know what I mean? I'm like, that ain't the right way. When it clicked— hell, it didn't click for me till I was 35. You know, what's interesting about the situation is probably very similar to agents. When people are experiencing great success early, or when they're at the front of the early as opposed to being a late bloomer. Like, yeah, that guy is really skilled right now, but he's a runt. He's very little, he's not strong, he's, you know. And then all of a sudden, when Mother Nature— yeah, buddy. Because I got one kid who came out just like that. I got another kid who is— who was 5'7" 125 pounds the first day freshman year of high school and left at 6'5", 215. Sure. So it's like those late bloomers and those agents that don't get it right away, but they develop the skills. That's me for survival. I'm that guy. I'm the walk-on dude. I ain't the 5-star recruit. Tom Brady. 100%. I don't know that, but yeah. Yeah, I mean, that's— it's why the employers, they're not— that's the guy they want anyway. People, correct. Yeah, they don't want the guy who was the star. Yeah, but it came easy to them. They want the guy who got to grind it out. But hey, who does everyone want to hire? The star. They're deadass I agree. You figure that out eventually, you know. It's like, that ain't where the magic is, dude. Someone comes in to our world killing it, how do you think I feel? What are some words that would describe how I feel? See how it goes. What else do you think? I know this is— short-lived. Okay. First thing that comes to mind for me Nervous. That's number one. Now, so I ain't got there yet. Remember who I am by default. Yeah, do I trust people by default? They come in killing it, that normal? Someone come to my house late at night in the woods in the dark, that normal? How do I feel? Who the fuck is this? What's he doing wrong? What do you— I'm nervous, dude. I'm like, I go 100%. I tell Amanda, who's that? That's it. Hey, who's that? Now, when it was new, I knew them all. Different assessment. I can catch that. I can see it. I can try to water it down early. You know what I mean? Hey, if someone— if 30 people hang up on you this week, how you gonna handle it? I'm a killer. Hey dude, I'm just gonna ask how you gonna handle it because it's coming. It's like saying you're gonna go play Major League Baseball and you ain't gonna strike out, bro. This is the big leagues. I'm doing that early. But bro, you recruit her, she recruits him, and he gets a dude who comes in doing X amount day one, week one, I'm like, who's that? Right? I just want to be at least aware of my business. I'm not saying my discernment of who he is is what I'm saying he is. I'm not saying that. I'm just telling you who I am. Where some of y'all come in, good job, dude. You're killing it, bro. I never seen nothing like this before in my life. Holy shit. We need more of you. I don't know, I'm not saying that's wrong either. I'm just saying be aware of who you are and who they are, you know what I mean? Yeah, I had my first experience with that. Um, dude came in, was like crushing it right off the bat, and I didn't, I didn't know any, any better. Then the guy who owns, uh, the IMO I went was like, hey Justin, look out. You know, he's like, I don't know, but just watch the business, track it. And then after a couple months, they made up like He took all these, like, solar people he had or something and then just wrote BS policies with their account information, did fake voice signatures and like, yeah, all this stuff. Yeah. And then we got, we got cranked with, uh, stuff happens, dude, right? We're thinking this guy's crushing it and we're like, oh, you know, we invited him. Yeah, that's most like one of them on stage where I'm like, call the CIA, let's find out who the fuck this is. Yeah. So now I'm like, yeah. I watch every commission statement, and I'm doing that anyway. But I'm like, I'm just— guy's been here 3 years, all of a sudden popping. I'm at least looking. That's all I'm saying. I'm not going to not look. That doesn't mean that's what's happened, but no. But if I never look, you don't learn tendencies. You don't see things. Dude, give me a commission statement at all your carriers. For a few weeks' time, you go, here's 317 from Moo, this many from Miracle, and let me just be me. I'll find a story somewhere. I'll see it. Oh, this dude. Ah, he just started writing this carrier because he got debt over here. Look, his account went up at this carrier. His debt went up. I see it. Oh, he always writes this one. That's the cheap price. He probably sells on price. He always does final expense at this carrier because it's price. You can— you see stuff, you know. Now, do you need this to start recruiting? No, I'm way on the deep end right now, you know. But all I'm telling you all is like, I want you to understand that this business is way deeper than you think it is, even though it's simple as shit at its core, you know. And, and And everyone wants to be complex early and then be simple later. And I'm like, they go the other way. You got 30 agents and you're like, eh, that's easy to not look over there. It's easy to say I'm busy and not pay attention. It's easy to not put in a system in place. It's easy to not set expectations. It's easy to— hey, you start making some money. It's easy to not pay attention to who gets contracted. It's easy to not get on team calls anymore and let other people run shit. Does that make sense? It's easy not to get people excited. It's easy to do that shit. It's like, fuck that shit. One of my— the next page, if y'all on this one, the little— we sat upstairs last week. Actually, I wish Gavin was here. So we did this. I think I told y'all I like this style of things. It's kind of something I've done, but this whole call it workshop style. I liked the way Patrick Bet-David put his on. So I'm like, oh, I want to structure stuff like that. I like it. So some of the stuff, he had a section that was like, I don't know what this was called. Do you remember, Amanda, the 5 somethings? I forget what he called it. And so I'm like, they had names. It was just the 5 mentalities. Yeah, some 5 mentalities he had. And so they put that as an outline and I'm like, I loved learning that, but I don't know what it means here. So I'm like, but I want to talk about recruiting and how can we put people like in buckets? And I'm like, what? Who do we deal with? Like, if we had to put— give them a name, what types of people do we— are like most common come in the door? And then we had to narrow it down to 5. I think we had like 12, maybe something like that. And so we went with these. Broke as a joke guy. Fair? Anybody ever talk to him trying to recruit? Right? Mr. Know-it-all. Most of the times with no production. The Mr. Know-it-alls with high productions are tough ones, right? I'm like, hell, is that any of us in here? I don't know. The overthinker. Oh my God. I am Oha. Yeah, buddy. That was going to be its own subject first, but we didn't have the room and I really needed Overthinker, so we threw it in there too. Yeah, the IMO hopper. Yeah, I've been at 7 IMOs. My upline sucked at every one of them. I never made a penny in a business. Always fucking upline's fault. Or lead's fault, assistant's fault, support's fault. Every time. I'm like, all right, well. Snowflake, shout out, bro. And what's crazy is when we did it, I'm like, he's not actually that snowflake, really. And I don't know how we got to it in the coaching stuff, but I actually do view it different. I do. Because you don't get your feelings hurt and you do take it. So in this context, it's not you. But in our coaching thing, do you know how that started? I'm sure— I don't remember. Tell me. So I call him a snowflake. We actually— I mailed him a couple snowflakes, I think. And I'm pretty sure I signed one. Did I sign one? Yeah. One day, dude, we're on a coaching call upstairs. I don't know what you said because now I'm curious because in the moment, like, I forget when I when I'm me, sometimes I forget. I do it so often, I forget. But I do remember going, hey, come here. I don't remember if it was Liz or Amanda. I was like, yo, come here. Yeah. Okay. And I said, hey, I need to make some— I need to send him some snowflakes, figure something out. And so she went and printed them and cut them out and designed— she did the whole thing. Because you got to talk about this. Actually, probably beneficial for everybody here is I was talking about complaining, but kind of going against myself. And you look and you're like, dude, I look at your Instagram and you're so on point with your fitness. Yeah, but in this business, you melt like a snowflake. That's what I said. Damn, was I wrong? Nope, my man. My favorite part of stuff like this is that, like, and I said yesterday, I'm like, I love that I can just be me. I love the moments where I can just be who I am and just be, be, you know what I mean? Just, I love that. And like, when I get to work with people like that, I'm like, dude, this is fucking cool to have around, you know? Now I, I can't wait till you fucking do something, to be clear. I'm excited for that day. Anyway. So again, stuff like this, it's like— and there's other personnel. Anybody, anybody think of one that's not on there that they deal with all the time, drive them crazy? High level. Give them a cool name. Maybe we'll use it next time. I called John Gavin too. I'm like, yo, I have an idea. When you— and I'm telling him, I'm like, what do you got? And he gave me like 8 of them. I was like, oh, that's a fucking good one. I didn't think of that. So some of those I used from him. Is there anybody on here that's just like, these are all like— yeah. Yeah, yeah, that's me fucking around. There was some— there was like— there— yeah, it is. And that's— it's not ever— that's why I didn't want to say there's all of— that's why you see out of— this was Reese out of this, because I was like, that's not all of them. I don't want them to— I don't want to imply that. I don't want them to feel that. So he put in tiny quotes, out of 1 million, LOL. So 5 mentalities out of a million. And, and all I want you to understand is like, people are different. You know what I mean? And in the sales side and in our personal world, we very naturally switch gears based on who we're dealing with, you know? Um, and it's like, are you okay that you don't control it at all, or do you think it'd be better if you controlled the way you you interacted based on knowledge of who people are? You think it's more beneficial or less beneficial to be intentional? At the very least, be aware of it, that they're different. Yeah. Has anybody else ever thought like, like actually believed everyone thought the same way?

At one point, yes, I did.

I did too. I was— first of all, I was a, I was a very grown adult when it clicked. I was dumbfounded that that was a thing. That's how unaware in life of some things I am. I was like, what? You're really good at— you're really good. I picked this up earlier with you. You're really good at finding what people are good at in comparing this. So they're whatever they're good at. Yeah, you just compare it and then they're like, oh, oh yeah, makes sense now. Yeah, I'm good at flying airplanes. You make insurance like flying airplanes, right? What examples did I give you? Because I know nothing about flying. Well, I know, but I remember the conversation. I'm curious what things you took. You were like, uh, did you just get in an airplane and know how to fly? Like, are you— were you you good day one? Okay, yep. You're going to suck in this on day one. I mean, you just told me straight out, like, dude, you're really good at what you do, yeah, but you're going to be really bad at this. Okay, so pause, right? So what a lot of people do, and what I used to do, is used to go right into, hey dude, you're going to suck at this. Is that a good starting point? Yay! Does that make sense? What do I want him to think? Why do I do that? What do I want going on up here? Crawl, then walk. Crawl, then walk. What else? It's okay to suffer. Yeah. Yeah. What else? It's gradual. There you go. It's going to be hard in the beginning. Yeah. What else did we go? I know I went deeper. Oh no, yeah, you went very deep. But what I got out of it was like, like, I'm really good at flying airplanes now. Yeah, I'm really— I teach people how to fly airplanes at my company. And you, you just, you make everything relatable. Yeah, you're like, dude, I was broke as a joke. And I think it was 2016, 15, I don't remember what. Yeah, you're like, dude, rock bottom. Fuck this, I'm not doing this anymore. Yeah, right. So you're just good. I, I've noticed You're good at finding what people are good at and then just making it. Yeah, I've learned that some people think it's a different skill set completely. And I'm like, well, it is if you go like the words we say or it's insurance or the terminology. Yeah, yeah, it's different. But to take something and go through the process of getting better at it and getting through the struggle and not forgetting that it obviously quite naturally is going to get easy. Like, I'm not— this is one of those things I'm not confused about at all, that everyone understands that more reps equals I'm going to get better faster. I'm not confused by that. So any personality type I want to go do more, do more, do more, do more. That's how I did it with him. I'm telling him he's going to have to work his fucking ass off. Yeah, but I don't have to say it that way. I don't— I didn't— I don't know him. Fair? I don't know his personality. I don't know him as a human. I have no idea. I just know he's a dude in the stands that's always there watching his kid And then sometimes he's not there and I'm like, oh, how come you're not here? Like, what's up? Oh, I'm a pilot. I'm on the road all the time. I was like, oh, no shit. And I ask him a bunch of questions, find out who he works for, found out. And then I start asking about crazy stuff. I ask him sometimes, I'm just a curious dude. I ask him some nutty stuff and then he keeps saying, and I'm like, what? Planes work like that? And I'm so intrigued by what he does. You know, you can say if you can fly an airplane, you can sell insurance. Yeah. How did you, bro? That seems weird. Way more complicated to learn. I opened the door, opens when I want, when the pilot door that they remember when it was a stage where you couldn't even see it. Now they like leave them open a lot. I look in there and all those buttons, I go like, how do they know what they all mean? And I'm sure there's a trick. I don't want to know the trick. And then at the same time, I realize y'all probably look at me and go, how do they know? I'm like, yes. Oh, it's the same. How do I make her think, discover? I don't want to tell him he's got to work hard, that it's going to take time, that he's got to give that. I don't want to, I don't want to go there. I do, but I, I, I can't. It's not as effective. And what you told me was you were just— you gave me steps. One at a time. You're like, it's like I put a plant in the room. Like, don't look down the road, just do this first, right? Then I was studying for that test. I'm like, what the fuck is this? Yeah. Yeah. You know, then take the test. Okay. Then I took the test and then, okay, now do this. It was just like little increments, right? But it was great. Yeah, man. You weren't here yesterday when I taught that. So that's how I, and I teach it in a lot of different ways. You know, in terms of recruiting for me. It's like certainly as now as I get to know him, I may learn he may— What did you land on this test? What? On the DISC thing? Oh, I don't think it's right, man. Did you not follow instructions, bro? I was the one. I was C. All my shit is pretty close. I'm C, D. C then D. C is your high? Yeah. Let's see. But I know whatever. I'm precise. Okay. I'm not reserved, but I keep to myself. I don't know, it's weird. Yeah. We're all— it always feels a little bit like that. And then you can go, maybe in this situation I am, this situation I'm not. When you narrow it down a situation, then it's real, like it's like, oh, you know. But like as I get to know people, I'm like, I may find out he's like uber competitive and, you know, I mean, like was a Navy SEAL one day. Who knows? You know, I mean, he could be in some high-level athlete like I just— or I don't know, maybe he took nursing in college. I don't know. Like, it's not— they're just going to be different, you know? Dude, give me a nurse. What do I talk about? You know, when they take blood, you ever have someone miss? Anyone ever have someone miss? Oh, we— what has every nurse ever done? Missed. Hey, remember when you were new to nursing? When I sit down, I was at the— I was at the doctor one day. This is real. And I have a vein here that Andy could hit from there. No problem with a needle. He could throw it and he'd hit it. Well, one day a lady wants to use this one and I'm like, think nothing of it. I'm like, okay. And she goes, oh, that one runs sideways. I'm like, okay, why did you say it like that? I'm like, she's like, I'm like, uh-oh. And you know, a little bit before to like, she's 22. She ain't 57. I'm watching like a motherfucker. Oh, whoa, bro, that thing hurt. She put it in and she went, nope, missed. Starts moving it around. Oh wow, dude, I start sweating profusely instantly. I don't know what happened. Do I get a little lightheaded? I'm like, what did you do? She takes it out, then she wants to do it in my hand. You ever have one in your hand? Woo! I don't go to that doctor anymore. I quit the doctor. I'm like, I ain't never going back there. And it wasn't even the doctor that did it, was some— whatever. But now when I deal with someone that I know, find they're a nurse, I'm like, hey, remember when you were new to needle needles? How did— how'd you learn how to do it, dude? They make us poke ourselves. Anyone a nurse? They make them do it on themselves at the beginning. That's part of learning it. So they got to stab themselves to learn it. Like, that's a piece. I learned that. I did that. Did you really? Drugs. Oh, that's not what they teach in nursing. My man, he has a dope story actually. Thanks for sharing. Congrats for not being doing that anymore. Oh Lord, fucking right. My wife last night when you left, she goes, he's fucking great. And she goes, I feel like an idiot. I don't remember what she get, was it tea? Something? Sweet tea. Yeah, she go and she goes, you'll be addicted to it or something. And then she knows your story. And she was like, I didn't mean it like that. Because then you made a joke about it. You like, I've been looking for something or some shit. And she's like, I fucking love him. That's— I didn't mean to do that. And she's like, dude, he ain't going to be— he's all good. I didn't expect she did. I didn't expect she would get what I was saying. But in my head, I was like— After she did. I was like, I'm looking for something. Yeah, yeah. After she definitely got it, bro. Anyway, I make a lot of analogies about shit like that because I understand it. I was around it a lot. I can, you know what I mean? It's like, I find if you learn that skill set, everyone ever has done something really well. Everyone ever has been really good at something. The question is, can you find that something and make them remember what it was like going through that process to get better? No different than we try to get a client who we're calling to book an appointment with to remember the day they filled that fucking thing out. That's the game. Why would the game on this side not be, let me find something they were fucking great at and keep reminding them that they were great at something Using the story that they gave me in advance. Why the fuck would I not use that information? What do you ask on recruiting calls? All kinds of shit. Why? Ammo. Information. Data. I just put it here and I find ways later how to use it. Why? To get them from point A to point B. Now, how do we get that skill set? Brett, Brett. Imagine that. My first 2 years, I wish I had the spreadsheet, I forget the number. I was recruiting when I was, did I say recruiting or commuting? Interesting. I was recruiting while I was commuting to my accounting job. In 2012. So I was running Craigslist ads at the time. I would run them and then at night or first thing in the morning, I'd print out all the resumes and I'd put them on my passenger seat. And while I was sitting in traffic, I lived in Paulding County. I'd have to take I-20 to I-285 up 400 to get to work. I did that every day for 4 years. Those of you who are not from here, it's 60-something miles through 3 interstates in Atlanta. Drive through one, it sucks. And then in the afternoon, I had to come down 400, which is like the death sentence, then hit 285 the other way, all the way to 20 going back. It was an hour and a half going to work every day. Coming back was a crapshoot. It could be— it was not going to be less than 2 hours, and sometimes it could be 3 if you get in any kind of situation with traffic ever, or it rains. Let it rain in Atlanta and then try to drive around the airport. I'm like, oh my God, maybe that's anywhere. But, and during that time though, I remember clear as day, hey man, you applied to the mortgage protection ad on Craigslist. You got a minute? And I was doing that on my commutes. I didn't even know what the fuck I was doing. But I knew insurance worked. I knew I was bought in. There's got to be people out there like me. There has to be. And he don't know shit about what we do. I'm licensed. I'm a little further ahead. I can tell them how to get there. I know that I have to study by going here, here, and here, and here. And Mike told me to go at this event on this day and this training on this day and go on— go to the hotel Wednesday nights in Atlanta. And that's how I learned the business. You tell me I can't tell someone to do that? You wait— you got to wait to learn how to write $50 grand to be able to tell someone to show up on a Wednesday night in downtown Atlanta, learn how to sell insurance? And then show up on Thursday nights to a Zoom to watch Mike teach how to sell insurance? You got to be good at this to say that. Sounds like y'all overcomplicate the shit out of this. Teach what you do. You can't tell someone when you're in a hotel room in between a job, you pick up the phone and you make calls, and then you watch John's YouTube And you come to his event. I feel like you should be fairly good at it. Yeah, why though? I understand it and it's valid, dude. It's— everyone thinks this. I love that you keep speaking up about it because you're going to run into certain obstacles and they're going to into those same obstacles. Yep. Sometimes it might be a little bit different. Yeah. But how do you deal with those obstacles? Yeah, yeah, sure. So let's— do you want to pick a specific obstacle or do you want to be vague? Uh, let's be vague. Let's say you have an obstacle tomorrow that you've never encountered. Who are you going to call to help figure it out? Me personally? Yes. I don't have someone. Why not? Who hired you? I work with IMU Open Community. Okay. Do they have a phone number? They do. Okay. Someone got you started, yes? Someone hired you. Yes. Who's the person that hired you? His name is Chris. Chris. Okay, could you call Chris? So you do have someone to call. Now, will Chris have the answer? I don't know. I don't know Chris, but do you think someone hired Chris? Yeah. Is there a possibility that if Chris doesn't know, that dude knows? If I said I'll give you $1,000 if you find that guy's number before lunch, do you think you could find it? There we go. So you know the guy who hired Chris? Do you know the guy that hired him? He's the owner of the company? You think he could probably tell you how to solve the problem? So then in this situation where you run into a situation, a problem, what should you do? I know you haven't done it, but what should you do? Call who hired you. Okay, now if you hire me today, you hire me right now, and I run into a problem, I go, yo dude, I just sat with a client, they had this, that, and the other thing, I didn't know what to do. What do you think you should tell me to do? Call Chris. I'mma tell you, I'mma call you back. Okay. Why? My man, that's it, dude. You don't have to be the guy right now. You actually have an advantage you don't see, because you know when I'm new, I can also tell you're new. I know you don't know what the fuck you're talking about. Fair? Now, especially if you go, hey bro, I'm new, but this guy Chris knows his shit. So when you have an issue, bro, I'm gonna connect you with Chris until I know what the hell I'm doing, because I'm learning from Chris. I'd be fired up if you told me that. And I have no expectations that you can teach me shit, but you gave me a connect. I'll take a connect all day long, bro. So to you, that's worth the override, huh? To you, that's worth the override that you get from recruiting someone? Is it worth the override? Yeah, it work. I don't look at it like that. So you don't feel like you have the right to be off with people? What I'm saying is my job is to help people get paid. That's what I want to do. Yeah. Now I will answer your question. Do I believe that I deserve to get paid for connecting someone with someone? Yes, I do. Do you know what a broker is? Are you a broker? Okay, if you connect a client with Mutual of Omaha, do you deserve to get paid? So we're on the same page. My man. Does that make sense? In the streets, if I go, "Yo, here's a bag of stuff. I'll be over here when you're done." Does this guy think he deserves some money? For connect— like, does he think he deserves some money for getting the hookup? It's universal. Make sense? I ain't mad at it, dude. Did it work? So now when you get a guy that goes, hey, I don't want to build till I know what I'm doing, now what do you do? You know what I mean? Like, do you go, hey, you can, you can, you can, or do you go, hey, can I ask you some questions? I ain't mad at it. It's a start. I got really good at this. 2 minutes solved for 30 people. You can play different, you know what I mean? I— you know how much pushback I've had on that in the last 12 years? That's the number one objection when I'm trying to get people to add more people to my agency. Why would I not learn how to overcome that? Was it friction during that, or was he super chill about it? When you start asking questions? Yeah, during the whole conversation. Did he fight back? Every time. Yep, yep, yep, yep. I don't know if he saw it coming. I know some of y'all were like, here it comes, you saw me massaging it. Yeah, sometimes they see it coming, sometimes they don't. Sometimes they don't see the connector right at the end. Most times. I see where you're going with this. Okay. Yeah. Sometimes they stop me and go, got my shit, my boy. Got it. Sometimes I mess with people and I think they should get it. I literally go, do you need me to keep teaching or did you get it yet? Wait, what? Let's keep going and I'll get there. I just want them to see things different as a— and I even go, is it possible? Can you see this? Could this be your power? Yeah, people got me to see stuff different. That's why I believe different things. Why do I look at a lead differently than most people? Got me to see a different perspective, and I'm like, leads, leads, lead. That pisses a lot of people off, but when you want— when you understand why people look at it like that, you can go, oh, I'm I mean, holy moly. Anybody wear contacts, glasses, whatever? You ever get like your prescription? So I didn't realize this is a thing. I first got contacts at like 28 maybe because when I like, I could see really good, 20/20 I had technically, but I felt like sometimes there was just a little— Football. And when I played football, sometimes I'd miss and I'd be like, Maybe I need some contacts. I was like blaming things. So I got contacts for football, flag football back in the day. And I had the same prescription, -75, till I was 45. Now every time I go, I don't make it to the— like, I go 5 years without seeing an eye doctor. Now about 4 months in, I'm like, they don't work quite the same. It's like blurred a little, you know what I mean? And now every year it changes. My vision's a little different, you know what I mean? It's like blurred. And I go back this— I'm not supposed to go back for a couple months, and I'm like, ah, it's a little foggy. Um, hell, I forgot, lost my train of thought. I was going somewhere with it. Huh? I got— this scares me. I actually I went to do it. They said I don't have— I'm missing somewhere. I can't do it. There's something. Why couldn't I do LASIK? There was some reason. The way you near versus far, they're like, if you do it, you lose this one. I got it Wednesday. It was last Saturday. Yeah, yeah, no. Anyway, sometimes you're given analogies, and you get too deep, and you lose your train of thought. And then you just got to go, fuck, I forgot where I was going with it. I mean, I know you said it changes all the time, and I don't know where you're going. Me either. Sometimes you just fuck them up. Yeah. Well, anyway, it might hit me in a little while, and I'll be like, oh, that's where I was going. Come back around the corner. That ever happen to y'all? All the time. Like, forget— like, oh, I forgot shit. There was a point to it, and it was fucking good. Um, anyway, I don't remember. I wish I knew who said something. I might— it might Jog my memory. He's talking about him and the rubbing the wrong way, whatever it was. I don't know. I have vision. Yeah, I lost it. It's all good. We'll keep it moving, man. What time I gotta break? What time do I gotta break?

Uh, 45-ish minutes for lunch.

Yes, cool. Well, so I'll be here at 11:30-ish, so I got 45 minutes to an hour. Cool. Go. Thank you. Um, 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 some 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, um, I have a private mastermind. Last one was at my house. It was insane. Um, all the value that everybody added to each other and we had a good time. 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. Probably 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 Wetmore is a beast.

So much value in everything that I've learned here.

Growing, about building, delegating. He's talking about systems and automating right now. It is worth the price of admission. Mission. Make sure you get to the next one. Let's talk about this next step. It's kind of some stuff on scaling and growing, just things we do to— and I can get as deep as you want on this stuff. As I start like getting intentional with this thing, right, it's like it's teaching people skill sets, different skill sets, different ways, different ways to do it. But like there's a capacity to that, right? I mean, I can only do that so many times a day before I've talked to so many people, I have no more time on my phone, right? No matter what, I'm limited. Now, most of y'all don't start— your limit is you're nowhere near it yet, you know? And for perspective, I always try to help people. Like, again, I was recruiting when I was new. We'll certainly talk about staff and systems and things. But so Mike had an assistant. I told you all something about last night, Danielle. And early on, if I was recruiting someone, she would process the paperwork. But I had to collect it all. I had to send it to be filled out. I had to collect it. I had to organize it. And I had to send contracting paperwork to Danielle and go, here's— here's Here's everything you need. The license, the number, all the shit. Here's the stuff filled out, ready to go. And she would send it wherever she sent it. So other than that, I didn't really have staff. So I was commuting, recruiting. I started selling, started recruiting. Huh? No, I was just saying you're doing everything. Yeah, I was literally doing everything. When I hired my first assistant, It was in, I think, January of 2017. I got out of— if you remember the numbers, remember how much I sold in 2017? I think it was— yeah, it was like $30K. Yeah. I hired my first assistant when I got out of the field. And I got out of the field. You remember how much money I said I was making? Enough to get out of the field. Our team was doing maybe, Amanda, like when I hired her in July, June, maybe like $400 grand when I hired you? Yeah, something like that? Yeah, it was like $400,000. $400 grand? Yeah, a month before I hired someone. Now I ain't saying that's smart. But a lot of people were like, how do I do both? And then if you think about, do you have— what I do know in this day and age, in the size of our company now, and there's other company, almost everyone has someone to do the stuff for them almost completely. It's all electronic now. You don't have to really send or receive anything. You don't have to organize shit. Does it make sense? There's— I mean, what do y'all do to hire? Like, if you don't have your— if you don't manage your own team's contracting, you like send a link or something, right? Is that what y'all do? Do you have— that's it? Yeah, just send one. So like, I would have to wait for them to fax early on, e-fax eventually, or swing by the office and bring me every carrier contract we had. You ever seen how many pages those bitches are?

Okay. And then they would only bring the signature pages.

Yes. See, this is real life, right? I would get them— do you remember when like e-fax was kind of new? Do you remember when they made it where you could do it on your phone? And scan it by taking a picture? Do you remember how shitty they looked? And people would send those to me with the corners folded over, upside down on this page. You can see the spaghetti sauce smeared on one page. They didn't fill out 9 of the pages at all. They made 7 photocopies of the same page and sent it 7 different times. You mean like, and this is the kind of the walk uphill and snow both ways thing. And I was selling, driving to people's houses. That was the thing then. In-home paper applications that I had to say, I'll let you know if you're approved in a week or two. So did you have to swap it? Yes. I didn't sell that product. I wasn't doing that fucking thing. Now I'm like, I had one in my trunk. I used to put all the apps at boxes labeled in my trunk. I had the swab kits up there. I had the brochures over here. Yes. And then I, after a year, I was like, these are stupid. I threw them all away and I never used them in my life. I tried it once or twice. I'm like, that's not— it's really dumb. I threw them all out. All the supplemental forms, they had blood pressure. I had to go to the trunk to get a supplemental blood pressure form, an additional form you had to fill out. And if you forgot it when you sent it in and had to wait a week or two and they got back to you and said you forgot the blood pressure supplemental form. I would have to drive back down to fucking Macon to get them to sign a supplemental form. You deserve the spot you're in. Right? So when people go, how do you— how do I do both? How do I have the time to do both? I'm like, shut your mouth, think of an analogy. That's how it happens exactly. Shut your mouth. Yes. Think of an analogy that helps them discover how fucking easy it is. Yeah. Was I busy? Do you think I was busy? Hell yeah. Selling $40K a month and Getting to a team, $400 grand with no staff. Do you think I was busy? How much do you think I was on the phone? All the freaking time. Do you think I had people mad at me because I couldn't get back to them fast enough? Do you think I didn't know the answers to half their fucking mental problems? Yes. Okay. Do you want to build something or not? Do you want to build something or not? Okay. Do you want to deal with all the shit? Ah, so you don't really want to build something. You're lying because you're not doing it. I don't believe you. You know how the agent goes, I want to get rich selling, and you go do this, and then they don't do it and you get mad? Y'all that say you want to build, you're doing what they do. You're doing the same thing. They want to know underwriting before they make more phone calls. You want to know everything before you recruit more people. They blame the lead. You blame the agent. You get mad at them when they do it, but you're okay when you do it to them. How do I know? I did it all. It's the same. When I go like, sometimes I need to listen to my own training. Like maybe you should listen to your own shit sometimes. Like, Coach? Maybe you should be coached. I'm saying like, you sure you really want it, bro? Go get it. Do you think I recruited once a week? No. Do you think I had it on my calendar at only at 12 to 2 I recruit?

No.

Only on Wednesdays? What's your recruiting schedule? He was not on my schedule. It's what I do. But did you have a schedule set for it? What I'm saying is, how could you have a set schedule but still recruit? I had an entire schedule. Y'all saw it yesterday, right? When do you think I recruited? Everywhere else there wasn't something on the calendar. Everywhere else there wasn't something on the calendar. Soccer games, yes. Baseball games, yes. School events, yes. Date nights, yes. Was it all perfect? No. Would I make tweaks looking back? Yes. Would I overhaul it? No. Would Stephanie change it? Very little. I was on the phone— when I say nonstop, I literally mean I would go through my phone. Y'all Do y'all— where is my phone? Do y'all know I used to love giving this example to people and now it doesn't work anymore? It's fucking iPhone updates. So when you go to your call history, you know, you can scroll. That used to stop at 100. I didn't know that. Yeah, now it just fucking— I don't— I've never taken the time to count it. I would love to know what the number is today because mine just doesn't— it fucking end. I don't know where the end is anymore. It used to stop at 100, okay? So when I would deal with an agent who swears they dial— and I still do this piece because it works— I go, give me your phone, and I look at it. Sure. Yeah, she's gonna let me click. She didn't even go to the call history. I would go and I scroll through and I go, what time did you start? What's it say? 10:47. Cool. Is there any reason you didn't start sooner or is that the soonest you can start? No. Indifferent. I don't care. It's like, guess you need some insurance. I got an answer either way. Oh, it's— what is that? Oh, that's the background. Oh, that was fucking weird. It like came to the front a little. Yeah, right. That's all good. So then I could go, your second dial was at 10:58, and then I could click on a little eye and see that one lasted 1 minute. And then I can go through the day and I go, see that gap there? 15 minutes. Yep. See that gap there? 22 minutes. Yep. See that gap there? 7 minutes. Yep. See that one? 3 minutes. Yep. See and I add them up throughout the day. I'm like, what do you think those all added up to? The gaps, too much time, whatever it is. I go, that's where I won. I didn't have gaps. One dial to next dial, next dial, next dial, next dial, next dial. Now it doesn't mean it was 24/7, but when I was dialing, no gaps. Now on the recruiting side, when people would go, I am trying to build, especially in the days of dial days. Dial Monday, you ain't dialing Tuesday, Wednesday. Give me a phone Tuesday, call history. Dude, 3 calls today. You mean— and so I used to look at mine and I would rate myself based on the 100 dial day, that 100. If I scroll to the bottom, shouldn't be more than 2 hours ago. Like if it's noon on a Dow day, my oldest call when it only stored 100 should sure as shit not say yesterday. Fair? If I'm pacing right, what should it say at noon? 100 calls. When should be the oldest one? 10 o'clock. That's how I rated me. I'd look at my phone, I'd be like, got it. Not enough, not enough in that time. I can get more in the 2 hours. Right? When I was recruiting and I wasn't selling, 100 phone calls, it never said the day before. Sometimes it would say like 11:00 AM, noon today. I mean, 100 phone calls. I'm not calling leads. 100 would fill up before the end of one day. That's how I knew if I was doing enough or not. That's how I judged me. I would look at it every night. I would scroll to the bottom and I'd see, and if it said yesterday, I was like, shit, I didn't talk to enough people today. That was my That's how I ranked me. So when people go to recruiting, I go, give me your phone. I don't— how many people you talking to? That works, sure. Hey, would this— hey, what about this? Hey, what about that? I go, give me your phone. You're playing. You're playing. You didn't make client calls today, and Mom Susan Missed call, missed call, missed call. It tells a story. There's not even a conversation to be had. I'm just like, what do you think they say? Oh, well, what happened was, right? Yeah. Get to it quick. If you say you're serious. Now, am I doing that day one with a guy? No. No, but like, when you keep telling me you're trying to build and it ain't working— give me your phone. It ain't going to lie. I'll tell you right now, if you're talking to enough people— I don't know how to do this without talking to a shitload of people. What's a shitload? I mean, at least 100 a day. 100 a day. If I didn't have— if I didn't fill that 100 in a day, I felt like I didn't do enough. And that was from your Craigslist ads or just— Anything. That's 100 conversations or 100 calls? Sometimes it was missed calls back and forth. Like you miss shit. It's just 100 the way iPhone organized it. And if I call someone 4 times, it only puts 1. Yeah. I wanted 100 in the list. That's what— that's what their standard— that's what they put in. Now you can still look at it, but I don't know what the number is at the bottom. But if you— again, if you look at your phone now, look at your call history, y'all, some of y'all might see Tuesday, like with one swipe. Fair. Some of y'all might see January on the screen that shows. I've done it. I've taken someone's— I'll scroll to 100, it'll say fucking October. I'm like, you ain't made 100 phone calls since October. This happens. And for real, you know, I don't like theory a lot. Like, I like theory in the right case, but we're talking about shit like this. I'm like, let's, let's inspect it. Cuz be real, she makes 42 phone calls, to her feels like 685. Just like when I ask people like, how many agents you got? They go 685 when they got 9. It the same. You don't think that agents fucking lie to you? Give me your phone. Do you mind? Do you really want help? Do you care if I look? I knew you would. I know you don't give a shit. I don't have to do that. But new, I'm like, hey, you want to— you want to show? And I deliver it in a way, hey, you want to see how I did it for myself? Because it's true, that's how I did it for myself. Do you want to see how I did it for me? Here's how I did it for me. I don't go, you have— careful. Does that make sense? I can, but I like if I start with, here's how I did it for me. I don't know how to do it another way. I just— I don't know how to get rich that way. I don't know. I don't know. I'm not saying it can't be done. I've never heard anyone teach it, how to get rich without a bunch of phone calls. And that's not the path I took. I can just teach you the path I took. Yeah. Did you say you were still selling when you were doing the $100,000 or after you passed? Yo, yeah, both. I got to $400,000 a month while I was selling. Yeah, my life was chaos. And the 100 was off the writing appointment day? I always looked at it. I looked at it every day. I always paid attention to my phone because it told me my own story. And so in a dial day, that's where the whole thing— did you, did you dial all day? Did you take all day to dial? That's real. Look at your phone. You took all mother effing day to make 72 of them. I fly to Anchorage. That makes sense to me. Got it. You didn't fly to Anchorage today, and you took all day to make 72 of them. I don't understand. What do you expect for results? That's a really good question to ask people. Did you expect to have a big agency recruiting 3 people a week? Are you for real? Huh? I know it ain't 3. I did the first 2 years, I did over 600 interviews combined in 2012 and 2013. I started in the summer, so it's kind of mid-year kind of thing. But the first 24 months, I did over 600 interviews. At the end of 24— do you remember what I said my volume was in 2014? Anyone remember? 175. Yep. Do you know what my team volume was for the year? Probably 175. After 600 interviews, I accumulated $5,000 in team premium for the year. I was killing it. But the reps, right? I know how to have conversations that other people don't know how to have today. I'm not confused that I'm really good at this piece. How did you not get frustrated? You think I didn't get frustrated? Did I let that off? Well, what I'm saying is Bro, I'm frustrated now. Some people's threshold for, you know, pain or whatever is a certain threshold. But how do you keep going when you have evidently a goal in mind and it seems like it's not working? I saw other people in the space that had done it. It exists. I didn't invent it. Have you ever read about success? Like, anyone that's done anything massive, how many of them talk about struggle all the time?

It's definitely not a message.

So I don't believe that people think really that they can make it without a struggle. I don't believe you if you're saying you think you can make it without the struggle, right? But I also was very closely when I saw the dude at the front of the room and I met Mark Mead and I saw these other people that had teams. Again, remember who I am. Yo, Donald Trump can build a hotel, why can't I one day? Yo, if that cat can call some people and sell some insurance and then call different people and build a team and teach them how to sell insurance, you think for one second I didn't believe that I could do that too? It's just a dude. I know. Did I have fears? Oh yeah. The fear is that people like, "How can I bring someone on if I don't?" Yes. People even like when I first started this, I was like, I don't know the hell I'm selling. Correct. I sell something, I don't know what I'm selling. Think about this. Do you think that every person ever on the planet that's hired someone knew what the hell they were doing perfectly before they started hiring people? Like, do you actually believe that? So you mean there's case studies where lots of people didn't know what the hell they were doing? And they built something. Fair? So it's normal. So it's normal. Just so I'm— in my head, I just normalized it. I hear you, dude. I get you. I just normalized it in my head. You think I didn't know that it took reps to get good? I also knew I sucked at it. It's like when the kids are up playing baseball and they drop balls, they know they messed up. When Maddox keeps striking out, he knows he has a problem. Do they want to admit it? Nah, dude, Miles stepped on my shoe. That's why I tripped. Right? But deep down, dude, I just think we know. And again, I was watching people in the space. I surrounded myself around people who were doing really well. I get in rooms like this and I watch what they do. No, not to— I don't want to be mean, but if I'm in this room, I'm watching the people with money. I'm watching what they do, how they behave, the way they speak, the way they communicate. I'm watching like a fucking hawk. You were watching last night. That's— I'm wired like that. I'll just watch. I take it in, but then I get curious and then I ask questions. I wonder why and how and how. What do you see? My vision was all in complete belief in the vision of other people that I didn't even see, but I saw them see it. I could see it in their fucking— I'm like, they— I literally told Steph, I'm like, they see something I don't see. They got little kids. I know that this is like a lead again. I know they got kids. I know they got family. There's no way they would be doing this if they didn't believe it was going to work. There's no way. There's two really intelligent people I'm talking about. Sean Mike, Mike Hillman. Those were the two at the time. FL was brand new. There were plenty of other companies I could have gone to. We didn't have leads. We didn't have a company. There was no office. There was no system. There was no— there was nothing. FFL didn't have anything at the beginning. Sean was like, we're starting a company. That was it. There was a company. Where is it based? Uh, it wasn't. There was nothing. He had his crew that he built his agency with. It'd be like me and Amanda going, we're starting a company today. Let's go. Oh shit, we did that. We started a consulting company just like doing this shit. They go, "Oh, fuck, that works." So I was watching these people and I'm like, they see something. And I went home and I told Steph because we were looking around. I've been in the business a year and a half at this point. And I'm like, I don't know, they see something though. Mike's got 3 little girls, Sean's got 2 kids. Like, I don't know what they're chasing, but I'm going with them. I went, let's go. I just saw people wanted to win, and I'm like, can I come? They were like, yeah, let's go. Tell me what to do, right? I leave my house this morning, and I didn't forget about your office question, but if I go too crazy and forget, remind me. Uh, I was leaving the house this morning, and they come into the garage and they're building like shelves in the garage. And the superintendent who kind of manages my project, um, Amanda what's-his-name, uh, Justin's dude Calvin. Calvin is at my house a lot for the last year and a half. Well, now they're done, so I don't really see him much. So I go outside, I'm like, oh, what up dude, how are you? Thanks for coming by, finish stuff up. Appreciate you, bro. I'm like, what you been up to? Where you at? He's like, uh, Cartersville, Noonan, wherever. Oh, you've been there for a while? He goes, nah, Justin usually goes there. I go, oh, okay. He goes, I just started going to this one yesterday. I go, huh? He goes, yeah, I just wake up every day, call Justin, ask him where he needs me to go, and I show up. He runs his company now, and he told me that this morning. I just call Justin, ask him where he needs me, I show up. I'm like, huh, crazy thought. You know what I mean? Just coachable. Just tell me where to go, coach. I'm in. Tell me what to do. You know what I mean? So I waddled my little ass over there. I'm like, you think I was confused that they were trying to hire people and get people paid? Like, y'all see that dynamic. The person on the other end, someone, if it's not the one, because the one who hired me was doing some stuff, but he wasn't trying to do that kind of stuff. So I'm like, cool dude, who hired him? Ah, also cool dude, who hired him? Not bad dude either. Who hired him? Oh, I like him. I did the backwards taprooting. I was 5 in depth when I got hired. So you were the stud? Huh? You were the stud. I was the what?

The stud.

I mean, I don't know what you mean by that. I was the dipshit no one knew because I was 5 in depth. I was the part-time accountant in khakis in the back corner.

No, I'm just saying that's where studs are found.

Yeah, I guess. Yeah, sure. I guess so. Yeah, I like the analogy. I missed that one. See, like, now you got to sit back and go, how do I work on delivering that better? Yeah. Sometimes people are dumb as shit and don't pick up on it. Damn. You know what I mean? Yeah. Anyway, I was like, so I had to figure, how do I get his attention? I was here every week. And I told you, yes, I got here early. You see the guy in khakis getting there early every day. Eventually, you're like, why you wear khakis every week, bro? Just left my county job. I fucking hate these things. Now he was in a suit. So I'm like, eh, I'm gonna stay in my khakis. Andy was one of the dudes in front of the room back then. Brand new. I was in his hierarchy a long time ago. I don't know how much in depth. I was— two more? There you go. Two more in depth. Never made it to him just the way it all worked out. Sean left and I'm like, I knew of the dude, but I didn't really know him. I saw him on stage, I saw him doing his thing, it was cool. I had to work my way up there eventually. Chris, I started to get to know him a little bit because he was around Killamette more. I'm like, let me— just tell me what to do. And also understand the dynamic, they want that. I'm like, well, if they want, why don't I be what they want? I want what they have when I play that game right. I just did my best. Show up early, stay late, ask questions. Show up early, stay late, ask questions. It's really simple, you know. Did that mean it wasn't hard along the way? Dude, it's a pain in the ass along the way. It's already a pain in the ass every day. Is there a day that's not a pain in the ass, Andy? Just a couple hundred agents. Does a day go by that you don't want to motherfucking kill someone? Never. Are you sure you want to build? Or do you just want the override and the money? 600 interviews. No agents. Just wanted the money. Didn't fucking work. Didn't work. Tried it. Didn't work. I want to build something. I want to help people get paid. I want to mold stuff. I want to work. Put me to work. I want to work. This is what I do. I'm a worker. 70 hours a week pizza joint, 70 hours a week in warehouse, all kinds of job. I just done carpet on the side. I've helped people with labor, call centers, anything. I just work. I work. All I got to do is work? Oh, that's it? Why didn't you tell me? I was in a warehouse. I work hard. Do you think when I worked hard I didn't figure out how to line the boxes as I went so it was easier while I worked. That'd be dumb. I'd be in a warehouse all night long. It's dry. You get bloody nose. It's like hard to breathe. It's disgusting. I didn't like it, but it paid me like $18 an hour. That was a lot better than the $7.50 I was making at Little Caesars. Let's go to work. It's night shift. Let's go to work. Now I'm doing boxes. I'm like, oh, If you stack them this way, they fall over. Maybe I should look first what I got coming up. Because when I get to aisle 7, there's these heavy boxes of fucking tomato sauce. If somebody ordered 9 of them, and I have lettuce on the bottom over here, I now have to remove the damn lettuce to put the tomato sauce on, and then put the lettuce on top. That sounds dumb. Maybe I should look first. Ah, let me go to aisle 7. Who said I had to go up aisle 1, down aisle 2, up aisle 3, down aisle 4? Who said that? No one said that. They didn't tell me that. I made that up in my own head. Why is it stacked? Not— you think they get every order in order every time like that? What? I don't know. Who cares why? Good, bro. Set the foundation over here, build the stuff over here. I get through the thing. Now you know what I can do in a warehouse, dude? You had to move because everything was timed. You had to move. So you're on a time— you're on a computer, you have a countdown based on how many boxes you had to finish so quick. I like doing stuff. I don't like moving quick. I'm weird. Like, I move quick, but I like moving slow. I told you the airport thing yesterday. So we had these little pallet jacks. Do you ever know how to do one of those? You stand on the little thing in the corner and you crank the little rail right there. Do you remember what they have right here? Anybody know what's there right here? Two little buttons. So when you do this, You can make it go slower or faster. There's a little turtle and a little rabbit. It's like slow, fast mode. And everybody's standing up and they're jumping off, putting things, jumping off, putting them on, jumping on, sweating, all this stuff. I'm like that. I don't— it's just a score over here. If you score a certain percentage, you're at the top of their leaderboard. They didn't say who's the sweatiest and fat. They didn't say any of that. So if I learn how to navigate it, Dude, I could sit. There was a little spot on the edge, the little thing here, the arm you steer. But there's a little spot you can kind of sit on. They're meant to stand on, but you can wedge your little butt in there. I was 160 pounds. I could fit. And I would lean back on the little railing right here, and I'd do like this through the aisle. And I'd get off, get out of the box, put it right there, sit back down like this. And the guy would be like, bro, you got to move. We got trucks to load. We got a deadline. Ma'am's shift comes at 7 AM. We gotta be done. We got so many boxes today. I'd be like, bro, below 85%, I get fired, right? He's like, yep. I go, go look at my score, bro. You just— I'm like, just, can you please— yo, how you at 117% sitting down? All these idiots dropping boxes. You think I ain't paying attention why they're dropping? What? They spill, right? Someone— you had a— so if you went to a thing, think Costco. That's what it was like. Pallets full of shit. And if you ever get one empty, where it's empty, you see what they do? They get a little thing, and they get up there, and they pull it down, and they fill it. Someone else had that job. So when I pick stuff, if I don't do a good job and give him a heads up he's running low, someone behind me is going to have to go like— they're going to have to stop and go, hey, I need this. And the operation slows down. So my job was to not only put the stuff on but to be aware of his job. So I could go, yo, you only got 4 of these left. Heads up. Because he's flying around all night. All he's doing is taking stuff from up here and putting it down there. That's his job. And so we had this little thing. Hey, Steve, yo, aisle 4, meat, this letter, out. Hang up. So you had to do that throughout the night. So the megaphone. You don't pack the stuff right, you go up and down the aisles. As it gets taller and taller, the stuff starts doing like this. Someone go around the aisle wrong, packed wrong, shit falls over. Everybody in warehouse, yar sale aisle 4. Justin fucked up, didn't pack his thing right, and we'd rag on each other. But then he got in the way, so he gets wore out all night for slowing everybody down. Now I got to go around the aisle different. It fucks up the whole flow. I'm like, there's a system, there's something here. Why would I not pay attention and be the most effective? Well, like, it's like the phones. How in that window do I— no gaps. You know, they had gaps in their process. Then they'd have to spend extra time wrapping it with that Saran Wrap. They built it so bad they had to wrap it 48 times. Mine was clean and tight. I wrap it 3 times, put it on the dock, I'm done. 117%. He's sweating. I'm like, nah, turtle mode, bro. I'm gonna get it. I'm gonna learn it. I'm gonna tweak it. I'm gonna— that's who I am. Think that helps? Some of y'all have that, some of you don't. Remember the pieces I was missing? Personality, communication. I had to work on that. This side of things, I mean, in essence, I was in a warehouse. That's natural for me. I just had to apply the concept here. So y'all got to figure out the things you're good at, apply them here. Cool. Why are we not working on the other things? You know what I mean? And then as you're coaching people, are you, are you identifying those things and going, hey, you just need to work here. So conversations are hard to have. Yeah. Then you get friction. Is your delivery right? Like we were talking last night, like there's something I can feel, there's friction there. They ain't doing, I got, they ain't, I got it. Fix it. How? You're smart. Figure it out. Look, pay attention. Let's, let's move the pieces. You know what I mean? Who knows the answer? People done it. I still thought— I worked in a warehouse that was in— God, my brain hurts how long ago that was. That was like— I was like 20. I was like 20 when I started working there. 28 years ago. I still tell you how to load a pallet today. I pack a truck, we move. Get out of the way. Just get out of the way. I got it. It ain't all gonna fit. I got it. Moving truck, I'll fit it. Look, I fit it. It's just I'm good there. You know what I mean? So it's like, find your thing, work on it, challenge people to work on other things along the way. And that's been— it's a lot of work. Yes, it's a lot of work. Turtle mode is merchandise, man. It's merch shirt. Yeah? Hell yeah. Tesla. There you go. You hear that, Amanda? They said turtle mode should be merch. Turtle Mode should be married. Yep. That's a good one right there. Someone design it. Who do you know? We can put your face as the turtle. Who can design it? That would be dope. You for real? Let's go. We should have a contest. Who can design the baddest Turtle Mode logo for JW? My man. Anyway, um, how much time I got for lunch, Amanda? Perfect. Y'all good with that? 20 minutes, then we eat. I don't know what we're eating. We're probably eating something decent. Gotta be. What are we eating? What'd they get? Huh? Hell yeah, taco bar. Fuck yeah. Y'all like tacos? Heck yeah. There we go. For those that don't Sorry. Um, so one of the things we're going to do with this is certainly, again, intentionality, right? Where I would love some help in this thing is obviously if it works for you, you love it, share it. Certainly we're definitely going to go out of our way to get some content. We're getting it. Obviously y'all are giving feedback. Reese wants to do some testimonials from some people if you are open to help at some point. He just doesn't want to do them all as everybody's leaving at once. At the end of this thing. So sometime between now and then, if you're like, hey, I got something out of this, I want to help, yes, we're going to use it to promote, yes, I'm going to use it to grow, yes, I'm going to use it to build, yes. If you want to say something bad, you can do that too. I'm not offended. I actually would love to hear if you're like, hey, I didn't— I wish we got this and we didn't. I'm all ears because I want to get better. But if you're open to give a testimonial, Reese, do with camera all day long. I've mentioned 8,000 times. If you don't mind, just spend a couple minutes with them. Going to be dope if some people could do it at lunch just to free him up from being complete chaos at the end of the day or at any point, break, whatever you got. It'd be super helpful. And next, next event that we do, it's going to be June. We'll talk about a little bit later. We're going to, we're going to, we're going to add to it a lot of the marketing and things that we've been doing, not only internally with staffing, but what we've been doing in terms of actually marketing and building the brand and funnel, like all the stuff I've learned over the last 2 years. I'm by no means an expert. But boy, I've learned some stuff. Like, we're learning how to navigate this thing, you know. I told her last week, I'm like, I think we got something figured out. She said, what do you mean? I'm like, yeah, you see how many people are here? Like, we're figuring something out. Let's— we're gonna keep pushing, you know what I mean? And so these events are gonna start to be part of it. I don't know where it's gonna go, but I appreciate all of you being here, and I love that I can add some value to people. It's fun for me as well as it is for you. I mean, I love this piece of it. So again, whatever you can do to share and help with the message, it'd be dope. Questions about anything so far? Anything you're like, I wish I knew, I want to know this, anything. It could be about this or anything. So what was the sequence for you to start working? What was the what? What was the sequence for you to work on the business instead of in the business? What does— I don't understand what that means exactly when people say that. To be honest. Like, sometimes I see it and I read it and I'm like, I get stuck on that one. Do you know? Yeah, go ahead. It's like, I know you were recruiting for a while. No, I've been what? You were recruiting for a while. Yeah, yeah. And I'm thinking you guys still are. Yeah, yeah, sure. But at what point were you like, stop selling? Maybe that's me. That's where I stopped selling, right? Um, for me, I always say you'll know when it's the right time. I've learned, like, I knew And if you're like, I don't know yet, you ain't there yet. You will. You'll feel it. I will tell you what the feeling felt like for me. And again, I'm only going to talk— I'm going to use my stories because it's where we're at. Again, I'm in home sales, so I'd be sitting in with a client about to show pricing. I get a phone call. We had this process. This is like when it's like who to work with and how to, how to control things and expectations. A lot of people call you when you're building. So we had a little Mayday signal. If you're sitting with a client and you need help right now, you double dial me. That means I'm physically sitting with a client, need help. If you double dial me when you aren't sitting with a client, I will never answer your call again when you double dial me. If you do it because you know I'm going to pick up and you ain't with a client, I'm never gonna pick up when you double dial me again. So don't mess it up. Fair? So I would do that. I'd be on a call, I'd be sitting with a client, get a call, double dial. Hey, what up? Hey, I got an agent I'm working with, you mind if I help him real quick? Hey, what up? Help him out, work it out, talk to him, do what I do. One, that said something to people I was sitting with. They're like, oh, they're calling this cat for help. Hey, I'm sitting with a client. I'll put them on speaker. I'm here again. They knew. Hey, I'm sitting with a client. What's that? Hey, when I— when you call me and I go, yo, you're on speaker, what's that mean? Don't say nothing stupid. Yo, sitting with a client. What's up? Does that make sense? They understand. That would happen sometimes. Like, oh cool. How's it feel? Whatever. Then it's like, then it got to a point where it would happen like every day. Then I started having to tell clients, hey, nice to meet you guys. Hey, just, just a heads up, I have a lot of agents that I'm teaching to do this. If my phone rings and someone calls me back to back, sometimes I have to answer if they're sitting with another client. Are you guys okay if a client needs help if I pick up? No, yeah, no problem. So ring, like They'd be like, is he gonna call again? I don't know, we'll find out. It was real. It got to a point where sometimes in a sale, I'd get 4 or 5 of those. Same time, different people, different states. It's hard to keep up. I'm like, something's cooking. Something's happening. What do I do? I start thinking about it. I'm like, yo, only so many people, only so many I can do that with. And I start looking at them like, I got leads, I'm selling $30K a month. If I give the leads to someone that I have 40-point spread on, if I sell 30, I make 12. So really, when I sell 30, I'm really only making 18 because if someone else sold that, I'd made 12. So my 30 is not really 30 anymore. So I'm like, what if I'm— what if I shift some of this lead flow to other people and I focus on helping more and more get paid? And what if I take my volume from 400 to 800 at 20 points instead of 4? What's the math? Oh shit, it's a different game. And I went, I'm losing money selling. Time to go. Yeah, time for something else. You know what I mean? I just, I was like, no different. What's, what's the similarity to that that a lot of people are in? Losing money, not buying more leads. Could be losing money, not, not having the office manager. Ah, what else? Ah, mentor or coach or coaching sessions. You know what I mean? You losing money. He's like, now I'mma pay for the info. He was like, I'mma pay for the info. I'mma pay for the info. Makes sense. I got it. What else can you do? Can you pay a staff to help you do more of what you do well. And don't give us stuff that you don't want to do anyway. I'm willing to do things I don't want to do, but I like choices. And then I also go, is this duplicatable? Meaning some people go, I could hire someone to dial for me. You can. But if you do it too soon, now you don't know how to teach people how to dial. And not everybody can afford a dialer early. So now that, I don't like it yet. Too soon. That ain't the right time. Does that make sense? I'm like, I don't know, people do it. I don't like it. I don't like it. If you like it because you want to sell insurance for the rest of time, and you think someone in Indonesia can fucking do this at a high level, and you want to risk your life save your life money on them. I, I mean, if you can convince yourself that makes sense, more power to you. I ain't putting my money in the hands of someone like that. Phones are mine. I never had someone dial for me. Losing money? No, no, I can teach this like a motherfucker now. I've encountered every piece of it. That was so valuable to me Recruiting. I could have had a recruiter. You know how many recruiters I had in my career? Except what did I look at every agent as? Recruiter. That was not on my payroll. You know what I mean? Like, I can get shit done. It's like turtle mode, kinda. Oh shit, look at all this. I get, I get 15 of y'all. That's better than hiring one. And I do it. So for me to teach you how to do it, be weird if I go, Amanda does it. How do you build? I hired Amanda. She recruits people for me. Wait, so you don't, you don't build your own agency? Now, can you get there? Yeah, but first, I don't know, I find it weird, you know. I just— have I seen it work? Sure. Have I seen it work way more the other way? It's not even close. It's not even close, you know. And duplicatable, so Does that help? Well, I'll show you that. Anything recruiting system stuff you want me to touch on that I didn't? You may have— you may have to— oh yeah, you asked me that when I got the office. So 2014 is the easy answer, and it wasn't my office. I was— so we got— I get a call one day from this dude named Drew. He was one of the guys in the middle there. I was like, this guy hired me, this guy here. Drew was in the middle there. He goes, hey dude, Kilimetz opening an office and he has X amount of offices available, $300 a month, first come first serve kind of deal. You want one? I was like, let me think about it. I'll let you know. $300 a month. I'm going $300 a month. Me $300 a month. And I went, the fuck is wrong with me? Call right back. Yeah, I'll take it. It's exactly 30 seconds. I almost like went off the deep end and overanalyzed $300. Now I wasn't making money yet. Oh, okay. It was month 1 of FFL. Oh wow. I issued $800 that month. Oh wow. In personal business, I wrote one application that month. Hey dude, you want to rent an office? I issued $800. I spent $1,200 on leads. It's negative $400 for the month. I get a call from a dude who's rich that had another dude that's so rich he didn't have to call me to say he's getting an office and do I want to be in one next to him. And I almost said no. I ain't here today. Nope. It's like, that's a hell of a dot to connect. That fool taught me this business. It's like, damn, you know what I mean? Like, sometimes decisions are right there. And I almost said— I did say, let me think about it. I'm telling you, I call back within 60 seconds. I almost fucked up, you know? And you don't know then. I didn't know the power of that decision in that moment. I had no— I was like, dipshit, what are you doing? You're being one of those at the time. I caught it But I didn't, I didn't understand it, like where it led, you know. Like, damn, you just never know. One, what if I didn't pick up? What if I didn't call? I didn't know John. I mean, I knew of him. He was a dude in the hierarchy on the leaderboard. Like, I didn't have a relationship with the guy at all. Mike. Yes, that was it. And I picked the office right next to Mike. Somehow no one picked it. I was from here to Justin of Mike Killamit for $300 a month. I paid $1,200 for 2 days. You know what I mean, dude? I got to watch this cat from 6 feet away book appointments like this, recruit people like that, run his office. What I was— dude, I was so close to the fire. Other people got it. They booked the one downstairs next to their buddy. I wish I could take y'all on a tour of that office. We had like plumbing problems. The building was falling apart, literally. There was like rats in the back. There were people dialing in rooms that they shouldn't have been dialing in. Oh, bro. They were dialing sitting on the toilet. Wow. There were so many people dialing in our office. If you wanted a quiet space to dial, you had to go in the bathroom and sit on the toilet to dial. What other crazy— remember where else? Remember where Beth used to go? The sewer room? Yep, the sewer room that had not a finished floor. There was a hole to the outside where the, you know, the thing, the big pipe that goes outside to like let air out, whatever the hell it does. That, that, that's where she dialed. Remember the one upstairs when you come up the stairs and you go in right on the left before you went down the hallway to my office? Right before that office, straight ahead on the left. Remember that? Remember that? What was there? Yep. No, right after the hole. Yes. That little room with the fucking paper in it. Yeah. People were sitting there in Dial.

It's like the size of this.

The rug is bigger than the room. Yes. People in there dialing. Y'all go like, I need an office with a window view of the city before I invite people in to Dial. I'm like, yo, fit in where you can. We're making money here. People on the floor, leads laid out, people in a room like this, leads laid out. Grab a chair. Get there early, you ain't getting your seat. You like that? You like the sewer room? You better get here early. They have one for rent. So you better get it. There was only so many for rent. You know what I mean? And that was the environment. But it was like, yo, we're here to make money. We're here to build something. We're here to go. Go make shit happen. Just a bunch of dudes who were like, fuck it, let's go. Let's figure it out. Cool. Any other questions? I just want to say thank you to you and your team. Thank you. Thank you, sir. Thank you, Amanda. Yeah, please. I love it. I had the easiest part of all of this. I showed up and do what I do. I had literally nothing to do with any of the rest of it. So I appreciate you guys. I'll be here for a little bit. If you have anything else, hang out, let me know. Otherwise, appreciate y'all coming. Had a blast. Hi guys, hope you enjoyed the video. If you did not attend the previous one, the next event I'm having is early June. If you want to make it to that one, you can use the coupon code YouTube for 15% off. If this happens to be after June when you watch it, JohnWetmore.com/workshop, you can always register for the next one. See you guys there.