How YOU Can Make $15,000 Per Week from ANYWHERE ft. Keenan Stockling Jr | Ep112

You had a big one though. $200— what was it, $20-something grand a month for an IUL? That doesn't sound—

yeah, yeah, $24,000 a month. And then, uh, he, he ended up like just funding the entire year's worth.

Yeah, in case anyone's wondering if it's going to charge back, the answer is no. What's the first number he threw out?

We started at $1,000 a month.

No kidding. How the hell did it get to $22,000?

Well, you know, you ask that golden question. Let's hear it. What else do you have that works like life insurance? Any 401s, IRAs, stocks, pensions, annuities?

Crazy. Dig it. Well, welcome on, Keenan. In. I appreciate it. Insurance Insiders Podcast. I remember we, um, I think it was at convention maybe. Yeah, we were like, yo, if I sell a certain amount, can I get on?

Yeah, that was back in January, February. Yeah, you told me, you told me $60,000. I was like, $60,000 was it?

Okay, I made it up on the spot. I don't have like a standard, I just make shit up as I, as I go. So $60K was it, and, uh, you text me What, a couple weeks ago? Yeah, you killed it. Where are you at so far for the year?

Uh, it's official. 380. Yeah, 380.

And we got issued.

Yeah, and then we got like 2 annuities on top of that.

Yeah, so 380 in life plus annuities that are issued or pending? Issued.

Yeah, issued. $85,000 in annuities.

Yeah, got it. Like $85,000 in cash moved or $85,000 in credit?

And cash moved.

Got it. Okay, cool. Dope. I love it. So $200,000, $200,000-something, $300,000-something already issued. What's up, fellas, by the way? Welcome, welcome to the podcast. We got the whole squad on. You did, you sent me one. You had a big one though. $200,000— what was it, $20-something grand a month for an IUL? That doesn't sound—

yeah, yeah, $24,000 a month. And then, uh, he, he ended up like just funding the entire year's worth.

Yeah, no shit. Yeah, so in case anyone's wondering if it's going to charge back, the answer is no. That's crazy. So you'd have hit it either way, but that certainly helped.

Outside of that deal, I still had $60,000 issued for the month of March.

Yeah, savage. It's good shit. What's your goal for the year now?

Um, I'm coming for Trey Howe. You know, I, I got, you know, connected because of this podcast with the, you know, video you had with Trey Howe. So A million.

Yeah, I love it. I was, I was hoping you put out a million. I was, I was hoping you didn't like wuss on it and say some low number like 400. Okay, I love it. Dig it. So how long, how long you been in business? So you connected with Trey— that, that podcast wasn't that long ago. I don't remember when I did it, but sometime last year for sure. Um, how you just saw— were you in the business then, or you just saw, saw the podcast and got contracted, or how'd it go? How'd it flow?

So I've been in FFL for the past 2 and a half years. Yeah, when I seen that podcast, that's when I transitioned into IULs. Um, yeah, a lot of veterans, a lot of final expense, and then, you know, I seen that video and I was like, this might be my, you know, alley when it comes to, you know, something at a high level.

What caught your attention about that? Why'd you— why'd that hit you?

I feel like I resonated a lot with what he was saying in terms of just like the ability for him to be able to custom tailor, you know, the policy and the plan to his clients. And it's different for everybody. You know, it's like what's best for your neighbor isn't going to be best for yourself. So I was able to, you know, understand that concept and be able to apply it as soon as possible. So it helped a lot.

That's dope. I love it. So 2 and a half years in, how'd you get into the business?

I got introduced. So I was a realtor in New Jersey. No shit. And yeah, one of the guys in the office transitioned out and invited me to convention in 2024. He was like, yeah, man, you gotta come out to Texas. We got David Goggins, Barbara Corcoran, Shannon Sharpe gonna be there. I'm like, how do you know these guys? It was like, it's the company I'm with. So I was pretty excited to go out. And when I seen the room filled with like 7,000 other people doing the same exact thing, I was like, this is different. So it was shaky for me at first because I didn't have conviction. But when I seen thousands of other people doing the same exact thing, people getting up on stage, young, all age ranges, all backgrounds, seeing success, I was like, This is where I want to be.

It's badass. I love it. So you hadn't sold anything when you came? Were you even licensed when you came?

No.

You didn't even know what the hell you were walking into. This is dope.

I was like, where's David Goggins at?

Yeah, hell yeah. How quick did you get your license after convention then?

Like 3 months it took me.

Oh shit, still took you a minute. Okay. Yeah, got it. How's it different than real estate?

Well, I just did a video on that.

So did you?

Yeah.

So how do they get—

how do they get it? I'll let you give the short version. You can point people towards your big video. And if you send me the link, maybe I'll get Reese to do something fancy with it.

Yeah, it's on my Instagram, Keenan Stockland Jr. That's it. I posted a video just talking about like why I transitioned out of real estate and how simple it was for me to be able to scale my business and my income. While still protecting families and getting everything done. But long story short, the sales process with real estate, you know, it usually takes 3 to 4 months and it's not guaranteed. So I was working with buyers and, you know, with them, like, we're looking at 15, 20 different properties and, you know, probably send an offer on 3 of those. And, you know, they can back out at any point in time. So I was mainly focused on like, how to develop the sales skill. But when I found out about life insurance and how the sales process was simplified, right? You sell them the life insurance policy, you protect the family, insurance company, they pay you as soon as they make the first premium. So I was like, that clicks because there's not many factors when it comes to me being able to, you know, get paid, which is with real estate, you have, you know, the attorneys, you have, you know, the title company, you have, the finance, like at any point in time the deal could just be chopped.

Yeah, yeah, 100%. So that wire hits, it's a wrap. It could be a wrap. Yeah. Normally, I, I know you're kind of the exception with the big IUL you wrote, but normally bigger cases on the real estate side, typically, right?

Um, yeah.

And can't charge back, right?

Cool.

How was that? How was adapting to that difficult or easy for you?

It wasn't because IULs and real estate kind of like coincide, like in a way.

It's true.

I was able to, um, I was able to like pitch it to my friends, family at first. That's what I did my first year. I didn't sell much, but that's where I learned the most from the product, doing the fully underwritten NLG, FNG. And I got my own policy. I got my own policy, which made it way easier for me to go you know, through the sales process because I'm now telling a story instead of just like, you know, making something up. Because when I'm pitching the IUL, I tell them how I use my policy and how other people use their policies to be able to leverage for, you know, creating generational wealth.

Yeah, that's dope. How do you— how do you set yours up to long term for yourself? What was the plan?

I have two.

You have a video on that too, probably, don't you?

I should.

I should.

So I have two policies.

I have one with Transamerica. I have, you know, Max coverage amount so I can be able to just like have that, you know, coverage locked in at a good rate. I'm 23 years old, it's only like $150 a month, and then I have a National Life Group IUL with $100,000, uh, coverage. And, you know, I'm overfunding the cash value with that. So it's, it's like both kind of, you know, ways you can set it up. Um, but, you know, the rates are good, you know, when you're young, so trying to get in early.

Yeah, that's good. I love it. All right, now, so first year you were selling to friends and family, I assume you figured out leads is how to make a ton of money. And I know we text, so you're— and I can see your Hermosi books in the background, so my guess is you're figuring out how to, how to, how to make it, uh, how to win big with leads at this point would be my guess.

100%. And that is— that's like most of the credit to the production I've done so far. Because of the fact that it's a needs-based product, right? Everybody needs life insurance, but, you know, working with, you know, this team, this group, it's also a leads-based system. So it's something that we're able to scale way easier than like other organizations out there that, you know, have those child safety kits and stuff like that.

Did you ever work there or you just recruit people from there? Nah, nah, I just recruit people. Just recruit people from there? I love it. Hey, we built a big business from those cats. Yes, sir. Them and the union, the union deals. Yeah, I love it. Okay, are you run— are you running your own leads or do you buying leads or both?

I run my own leads.

Do you really? You don't— you're not buying leads at all? You're running your own shit? Literally, you're running your own campaigns personally, or do you hire someone?

So I, I hire somebody to do that. Okay, cool. I have an ad manager. He pretty much just takes care, like, a little fee, like $250 a week, and then I put in, you know, ad spend and You know, that could be $1,750, $1,750, or $2,000 a week. And, um, you know, the return on investment is anywhere from, you know, $15,000 in annual premium, um, and that can range to a high week of like $20,000.

Oh, so you're writing $15-20K a week right now? Yeah. Good for you. I love it. I love it. Okay, are you straight IUL leads? Is that what you're focused on only now?

That's all I do. My entire team, that's all they do.

Everyone here? Hell yeah.

Um, some of these guys do veterans. Um, they're still in their first 90. I tell guys in their first 90, hey, listen, we got volume veteran leads. So that's how I learned to be able to like get better at the skill before I started like investing in leads and like chopping and losing sales. I think with veterans, like, it's something that you're able to like do the same thing where it's custom tailoring the policy for the veteran's needs. And when you get that down, it's way easier to go out there, you know, sell mortgage protection, sell IULs, because it's just the niche. It's just the concept that you're selling.

Sure. Yeah. What do you think is the main things people got to learn in their first 90 days? What are you trying to get across?

Learn before you earn. I mean, like, it's all about, you know, being the last man standing. That's what I realized, because I could have quit so many times my first year. But I did realize as well, I listen to Cody Askins. I know you have like a partnership with him, but he talks about how, you know, the first year for most agents, 92% of them fail. So my thought process was, how do I make it past the first year instead of how can I make a quick dollar? Because what I realized was, you mentioned it on the podcast too, it's been around for hundreds of years, the insurance game.

Right?

So we don't have to reinvent the wheel, we just have to copy and paste what's already done.

Yeah, I always tell people it's an easy game, you just gotta play it right, you know? Okay, so what if we had to give specifics? If you take one of these— who's the newest one on here? Who's new? Y'all, someone raise your hand, or him, or you tell me, King. And I don't care either way. Um, who's the newest on video?

Josh.

On video?

On video?

No, he doesn't— if he, he can be unshy and open his video if he's there.

Guys, let's turn our cameras on. This is a really, really good opportunity to learn a lot from somebody that's scaling. Yeah, look here, Sebastian. Let's do Sebastian.

We're going to give him one of these real quick. We're going to flash that at him. Just saying, I know the guy's not on video. I guess they technically— they can see mine. That was for y'all. Here we go. We got one left. One left. Maybe he's making— yeah, that's all right. We'll go ahead and, uh, you said Joshua is the newest one?

Yeah, Joshua.

Okay, so what did you tell— actually, let me, let me ask you, Joshua, unmute, bro. We're gonna, we're gonna add— we're gonna make this a totally different podcast. What's up, bro?

How's it going?

How's it going? Good, dude. You excited to be in business?

Yes, sir.

Do you have any clue what you're doing yet?

I'm learning as I go. Honestly, the more volume, I'm understanding, uh, a lot more knowledge, you know, that's just part of the game.

When did you start?

So I started, I'm about a month and a half in now.

Okay, love it. Do you have any idea how much you've sold so far?

Uh, I can actually check real quick.

Okay, or made or anything, you can check if you want.

So as far as right now, I'm sitting at in total since I've started Uh, 10,700 AP.

Okay, good. All right, so you're figuring life out. Do you do anything else, or this full-time right now?

Uh, this is full-time. I actually transitioned from, uh, driving semi-trucks.

No way!

Yeah, so a whole different ball game.

But, uh, you weren't a lead, were you? Were you an IUL trucker lead? No, no. Okay, okay. How'd you, how'd you connect with Keenan?

Uh, so it was actually through, um, both of our uplines, Brianne I had, uh, seen him post all his accolades, right, from the FFL conventions, reaching Hall of Fame, things like that. And I think it was me, the potential. Yeah. And then getting to know Keenan, it's really crazy to see like what can really change when you tell yourself, I'm gonna commit 100%, you know.

I love it, I love it. So do you— I'm gonna put you on the spot a little bit, you and Keenan, just a little, so we can wing it if you don't know the exact answer. If you've been looking for a tool to help manage your day-to-day activity, your clients. You can text your clients post-sale. My phone script— as you all know, I hate scripts, but the structure and phone script I use is in here. There's leaderboards. You can track deposits, leads, all your analytics. You can get my tracker at tracker.johnwetmore.com that I personally use to manage my entire business and my entire agency. For you agency folks out there, feel free to check it out. The dial tracker is free. It keeps up with your daily activity, lets you know how doing day in and day out. There's cool badges you can earn. It keeps track of your hours worked, talk time, the whole deal. For you agency folks, this is something my team uses internally to manage all of our issue paid, all of our leaderboards, all of our debt. You can see everything on each individual agent in your group and see how much activity they have and how many leads they're buying and what their monthly production looks like. And that way you can help manage them, help push them, help them hit their goals, and more importantly, help them be more profitable. So this is literally a tool I use internally day in and day out to have scaled our agency to over $200 million a year. So check it out again, tracker.johnwetmore.com, and hope it helps you. What did he tell you first 90 days that are important to learn?

Well, he told me it's about accountability, you know, self-auditing yourself. We can say we're trying, but what is trying really look like, right? One of the things that I took away from him was setting 4-hour blocks You know, telling yourself, hey, if we were hitting the office at 8, well, from 8 to 12, how many calls did you do? How many presentations did you get on? Like, what does trying really look like? And that's really the only way you can, you know, develop yourself. You have to point out the mistakes, point out the flaws, and then volume. The biggest one, you know, for myself, not having sales experience prior, you don't know what to say, how to say it, how to go about it, but It just comes with volume, reps. That's how you learn to overcome that fear of rejection.

Okay. Do you have volume goals like daily, monthly, weekly? Like what are you, what's your personal—

Yeah, so as far as dials go daily, I want to aim at least 300, right? For me though, I understand that also like presentations is pretty key for me. I want to aim to have at least 5 presentations and 1 sale a day at the minimum.

I like that. I like that. All right, so volume, accountability, standards by day.

Yes, sir.

I love it. Okay, do you have monthly goals right now too, or just by day?

Just by day. My goal is to, you know, attain a $20K month within my first 90 days.

Okay, I love it. I love it. Oh yeah, you sound like you're on the way, dude. It was a good answer. I like it. Can you, can you execute every day?

Yeah.

Yeah. Okay. Are y'all— what are y'all using, uh, do you— I don't— and I don't know, this might be for you, Keenan. Do y'all use anything specific, or do you happen to be on the tracker I have out there to keep, to keep up with all this shit, or no? What are y'all—

one of my agents, one of my agents use your tracker. Yeah. Um, but I'm old school. I love just like, um, like Google Sheets and my phone. That I've seen it works the best way for me.

Yeah, that's what I used to dial.

Yeah, just recently I hopped on a GoHighLevel though to make things a bit more like organized.

Yeah, I'm old school, dude. I still use like— I dial off a Google Sheet and then I use one of these like just where you tick the box every day, every dial. Like I like to track it too, but I, um, what I teach my guys to do— I'll have to show it to you. Maybe I'll share it on here. Yeah, look, I'll show you. Why not? Let's share it. I have it open in the other window. So I like to teach people to do— can you see that?

Yeah.

So what I teach people to do is kind of go in daily, and then you just enter your dials every day. Just takes 4 seconds at the end of the day. Literally just put, put in those numbers at the end of the day, and then what it'll do is it keeps up with your dials for the month. So you can see how many dials for the month, how many contacts, how many appointments, how many presentations, how many sales, etc. Right? And then I can go into like analytics. So check this, and I can go into— hold on, let me move my video over— so I can go into my analytics. These are my personal dials. So I can go and I see I made 6,000 dials so far, 450 people picked up, I sold $160K. And I can go look month by month and see how much leads I spent on lead. I can see literally everything— my pickup rate, presentation rate, close rate, all this.

Does it say like the $30 per call too?

Yeah, yeah. So right here, I'm making $2,647 a phone call.

Wow.

For the year so far, every time I present, I make $900 if I close it or not. That's just—

this website is just out there for agents to use for free?

Yeah, if you go, if you go to tracker.johnwetmore.com. Yep, yep. And you can— there's a— there's an upgrade. You can— you can use the dial tracker every day for free. I don't charge for that. There's an upgraded version if you want to see all kinds of shit or managers or whatever, because I can go into like— watch, I can go into like, um, say I want to see someone else's, like in my group. I can pull up an agent and I can go in and see his stuff. So then I can go in and see his analytics. This is not mine, this is Giovanni's now. So I'm pick— I can pick any, any one of my agents in my downline and go over here and see their stats.

Yeah, see who's actually working.

Yeah, yep. So I use that, and then we can put in the clients, and I can manage all the client stuff too. So I can see all my client information, I can send them a text right after the— right after the call, you know what I mean? So no, just something to use. Maybe it helps your team. That's what I use internally. Yeah, yeah, yeah. Try that, check it out if you like it. Um, Cool, I like it, dude. Well, good stuff. Uh, Joshua, welcome, dude. If I can, if I can help with the journey, let me know. Let me know. Uh, but otherwise, wish you the best. Keep following Keenan's a Savage. And if you just, as you know, if you just listen, copy and paste, don't try and reinvent shit. Most of us, we, we got this thing pretty figured out. You just gotta, you know, make some changes along the way and learn, learn and implement stuff. And you know Don't, don't be a wuss when it gets hard, because some days, some days we can make it hard, seem like it's hard when it's just people hanging up on us.

Yeah, thank you, I appreciate it.

Absolutely, bro. I love it, Keenan. It's good shit, dude. Um, oh cool, tell them, let's, let's get into kind of some of your sales process, man. I want to teach them, if you, if you had to give someone some advice on finding, you know, again, we can generate leads. I think leads are relatively the easy part to generate. I don't, I don't think there's any magic to that in today's world. But once you get a lead on the phone, how do we— how do we— how do you go about converting that to a client? What do you find important? Um, let's just jump from the rip, and we don't necessarily have to role play or do script line by line necessarily. If you want to, you can, but more concept. What do you— what are you trying to accomplish if you get me on the phone? What's— what's first on your agenda?

Well, for me, honestly, I think the most important thing is finding that why. I like to say no why, no buy, right? So at the beginning, I only want to focus on the client's goals as soon as possible and then ask questions based on their current situation. So I have a better understanding on what's going on financially for them. Or what their goals are like after retirement, or if they have anything for retirement that currently, you know, works like life insurance. Um, so I'm asking, hey, do you have any 401s, any IRAs, stocks, pensions, annuities, right? Anything that works like life insurance? Um, and then the, the number one question I feel is like that helps me a lot selling IULs It's going to be like, what was their main goal, right? Were you, were you focused on having something that you can be able to pull from and use while you're still alive for retirement, right? Or you really focused on just having something to leave behind for your family just in case if anything happens, they're taken care of, or a mixture of both? John Wetmore, what were you mainly focused on?

I love it. I mean, both don't suck. It's my favorite answer when I have two options.

Right. And so like, from, from there, I, I really just want to paint the picture for them, um, by observing past experiences. If they've had any life insurance policy set up or have any like, uh, like recollection of just like how it works, um, and I usually do like just throw it out there, on a scale of 1 to 10, how much would you say you know about an IUL?

Got it. What's your most common answer to that?

Like 4.

Okay.

But, you know, then again, there's people out there that are seeing it on their feed every single day. And so like they'll start literally selling you the policy. I'm like, how do you know this? You know what I mean? So it's like you have those people that are, you know, well-educated and informed. So like, you know, it's something that you can be able to just like, you know, explain to anybody in a way that makes sense for them to be able to digest without over-explaining and over-analyzing the policy, because a confused buyer is not going to buy.

Okay, so if I gave you— if I told you I'm like a 3 or 4, what do you— where are you going next? What information are you giving me?

All right, perfect. So, uh, with that, I know exactly where to start explaining. Uh, essentially, John, the IUL is a permanent life insurance policy with the monthly premium tied to an investment account. And that's going to grow and compound for you anywhere from 9% to 12% a year. And then you can access that cash value that you set aside 100% tax-free after 1 year of owning this policy. Now, when it comes down to the way that you can be able to leverage this, you can borrow against the policy to put that towards investments, kids' college funds, real estate. It's your money. You can use it how you see fit. Does that make sense?

Yeah.

And then it also does come with a living benefit rider. You know, I don't like to think about it. Probably the same goes for you. But if you do get sick, anything critical, chronic, or terminal, you can access a portion of the life insurance. But while you're still alive, that can take care of any hospital bills, medical bills, Sometimes just your regular bills. You know, it's very hard to work when you're sick, right?

Mm-hmm. Got it. Got it.

Simp—

Yes, sir. And then lastly, when you do want to set this policy up to retire, there's a way that you can be able to leverage it to pay you an income. That way, you can optimize your current benefits. If you have Social Security, you can add an additional, you know, $2,000, $3,000 a month onto what you're currently getting. Does that make sense?

Yeah.

Yeah. So the most important thing is for me is just being very transparent because a lot of time nowadays, like my clients even do say it's like 2026, there's AI, there's people just like, you know, calling about whatever, right? I like to say like there's a bunch of Indian telemarketers out there, get them to, you know, start laughing with me. But The thing is, like, building that trust is so important because once you have their trust, it's easier for them to open up their wallet.

Yeah, that's true. Yeah, that makes sense. Okay. Do you have any kind of like general rules as to like how much someone needs to put towards one of these suckers to make the math make sense?

Yeah, it's super easy. Just add a zero behind your age, John.

I love it. So that is all you tell them, that's the monthly input?

That's an aggressive approach, right? But I don't say, you know, you should start off there every single time, but that's how much you need to fund in order for it to make sense in terms of actually being able to use this policy. Because, you know, you can get set up with an IUL that just has that label And then you call back to the insurance company to see if you have any cash value in a few years and you don't really have anything. So it's like you want to make sure like you set it up the right way. And, you know, if they're putting in $50 a month and they're 65 years old, they're not going to have like exactly what they're wanting to have. So I just paint that picture for them because, you know, one of the things I realize is like, listen, if you're in your early 20s, 30s, like you can get away with doing that because you have the time to be able to grow the compounding interest and then the cost the cost of insurance is very minimal at that point in time. But when you're, you know, in your later years of retirement, we're talking about like funding this thing for, you know, 5, 10 years and allowing that money to then just continue to grow and compound without having to make additional payments because, you know, you're retired. You don't want to fund this thing for the rest of your life. So just adding that zero behind your age allows you to do that. And have the cash value there liquid to be able to pull from.

Got it.

Love it.

Easy. I used that line on someone a couple months ago. He was a— it was a final expense lead, but when, when I talked to him, he had— he had seen some of the ads on IULs, and he's like, yeah, how do they work? We talk about a little bit, whatever. And I was like, yeah, but you know, I don't recommend people do it if they can't put 10 times their age into it monthly, right? Oh, I can do that. He was like 43, and I was like, dope, so $430 a month, no problem. He's like, yeah, easy. Set it up. And yeah, that shit works. I like, I like to add a zero though. It's a little simpler than 10 times your age. It sounds— it flows a little smoother. So I'm gonna steal that from you and use that one one day. Yeah, see if I can get my next $22,000. How'd that big deal break down? Let's talk about that. Let's— I'm kind of going to bounce around a little bit because I like the sales thing, but this sort of came into my head. And I forgot we started there. Let's go back there.

Um, that felt like a real estate because he was not 2,200 years old.

So how does, how does one put that, that kind of money in?

He was 32, so— oh shit, it took me about a month to close him. And they were fully underwritten, I'm assuming? Fully underwritten. He went to the doctor, like he had to pee in a cup, all that stuff. But the entire process of actually, you know, custom tailoring the policy for him was a month. And the calls were anywhere from an hour to an hour and a half because it's just, you know, going through the sales process consistently over and over again. So, you know, you can explain away their concerns. But for him, he was mainly focused on early retirement. Because of his business, he was in construction, he was able to have a lot of cash flow coming in, but he's 1099, so he doesn't have anything for retirement, no 401s, no IRA stocks. So I was like, yeah, this is going to be able to work for you because essentially with your current income, it's going to be harder for you to qualify for an IRA, right? There's a certain threshold you need to make income-wise in order to start funding that thing. And he's over it.

Yeah, so there's a limit. Yeah, yep, he can make— you can make too much money.

Exactly. And so with him, he was like, so how much can I put into it? What's the max? I was like, there's no max. Essentially, it's just whatever you can comfortably afford. At the end of the day, I'm not licensed to put you in any bad position or take any food off your table. I want to make sure that you are able to do this without having to think about it, right? The Tires fall off the car, something happens, right? I still want you to be comfortable with it. And, you know, he threw the number out there. I didn't want to do it at first, but then he mentioned that he had 6 figures sitting in a high-yield savings account not doing much for him while still having passive cash flow coming in from his business. And he said he wanted to reallocate that so that he can do it for 5 years and be able to move forward with just an early retirement.

God, so Heath, what's the first number he threw out?

We started at $1,000 a month.

No kidding?

Yeah.

Okay, so he started at $1,000. How much— do you remember how much coverage that was roughly at the time?

$450,000.

Okay, and then how the hell did it get to $22,000 or $24,000? Would you say it was $22,000 $24,000?

Well, you know, you asked that golden question.

I see.

What else do you have that works like life insurance? Any 401s, IRAs, stocks, pensions, annuities?

Yeah.

Then he brought up, yeah, I have, you know, stock here, I have an IRA here, right? And they're past that point in time where he can access that money and be able to leverage it. So he was wanting to take a portion of what he currently had for his investment portfolio and allocate that towards the IUL. And then leverage it by real estate. So I painted the picture around him being able to use it for real estate and being able to borrow against that money, put it towards a, you know, cash-flowing real estate investment property and still have that interest grow in his policy, right, as if it's still there.

Crazy. Okay. And he— so he lump-summed it for the first year. He sent a $200-something thousand check.

And he made an additional payment of $46,000. Yeah, he finished it and then did an additional payment.

Yeah, really crazy. How much coverage did he end up with?

$5 million.

Okay, nuts. And then his cash value, he'll be able to borrow— I've never messed with—

he has liquidity.

Yeah, right away.

He has— yeah, the only reason is because we set it up to be a minimum death benefit, right? I know $5 million sounds like it's a lot, but for them—

Relative to that, yeah, exactly.

So he's 32 years old. Keep in mind, you know, the cost of insurance for him is very minimal. So sure, we're wanting to make sure that he has liquidity. Um, and companies like National Life, F&G, and those fully underwritten— I'm not saying like they're the best to run a business because like in my first year Yeah. I didn't make any, I didn't make any real money. Like I finished the year at $50,000 my first year because I was only doing, like I said, friends and family.

Sure.

But also I was only doing fully underwritten. It wasn't until after a year until I found out, yo, we have these instant decision carriers. We have these companies that will be able to get a client approved on the spot without having to wait a month, 2 months, right? For us to find out if they can get it. And once I found out about that, I was like, okay, so maybe we can continue to run the fully underwritten for the clients funding 10 times their age. But if they're looking for something that is just a placeholder to get their foot in the door with flexibility, we can move forward to Transamerica IUL. And AmeriCo has a good one, Mutual of Omaha.

So yeah, what up, y'all? So YouTube memberships, we have one now. Right next to the subscribe button, there's a neon white join button. You can't miss it. Subscribe, whatever it says, click the link, get in there. I do a ton of coaching, teaching people how to dial corrections, working on their presentations, working on their mindset. I will coach on theory, but I like coaching real-world stuff. And if you join the membership section, you're going to see live coaching where I'm not only helping people, but every once in a while I get in there and dial myself. There's some cool videos coming out, tons of content. All the training videos will be directly on my YouTube channel that's available to members only, super easy to find. So join now if you're interested, click below. See you in there. So the cat basically took, call it, $300K from here, put it over here, got $5 million in life insurance, and has access to the liquid money right now?

Yeah.

When you word it like that, it seems kind of stupid to not do one.

I mean, it still took me a month to get the deal that I haven't had a deal take that long to close down. And it was because of just the fact that it was a good portion of just like money that he had in other investments. But explaining to him that, hey, this is going to be able to beat inflation, set you up with an early retirement, and you have liquidity immediately. He was, he was more focused on, okay, so I want to leverage this to, to put into my business, put into, you know, more investments.

Has he used any of the money yet?

No, not yet.

It's cool.

Sneak.

I love it. Now, now you get paid a bunch every month for a long time, I assume, right? I know we text about a little bit. I don't remember that. I mean, obviously you share what you want to share, but obviously you didn't make $200 grand. No, no. I mean, you will because it's— they'll pay it because it's paid in full for the year. It's not like he can bail on it at this point. It was— but you capped monthly, I assume.

Um, here's the thing. I, I made about $40,000 off that deal. Not like already. Yeah, already. And not, not including the, the bonus that you get with FFL. So yeah, that's—

plus you're gonna get ongoing money.

Exactly.

Yeah, yeah, the total payout's not gonna suck.

Not at all. Um, I mean, especially because he funded for the year, um, you know, NLG, they'll be able to, you know pretty much pay out that target premium.

Um, yeah, you'll get that every month till the end of the year, I assume, or the year. That's dope. Good for you, dude. So now how hard is it to write one when someone has $75 a month?

And they're like, I don't know.

So how do you, how do you come down from that? Like, you're up here now. Like, how do you come back to earth?

That's a, that's a great point. And That's something that, you know, I realized it plays a factor in just like the type of person you are because at the end of the day, like as mentioned, like what's best for your neighbor is not best for yourself. So you just want to make sure like you have the ability to understand everybody's situation because that person starting at $75 a month now can always call you back in 3, 4, 5, 6 months and up it to $200, $300. All right. So treat everybody like a millionaire. Treat everybody like they have, you know, something that you can be able to, you know, provide a solution for. And they'll be able to, you know, value you as an agent and not want to work with anybody else and bring you more business, whether that be referrals or, you know, additional policies.

I love it, dude. I love it. I've been, you know, obviously, you know, the amount per dial, the concept of I make this amount per dial. So maybe that inflates your average a little bit, but at the end of the day, I've tried to look at it the same way and go, I get a big deal, I still make $26 a phone call. I close a million-dollar annuity, still $26 a phone call. I close a $40 deal, it's still $26 a call. That helped me stay out of those highs and lows or worry about who can afford what and not. It's like, it just works out at the end of the day. The average is always average, you know. That's— I love, I love the outlook, dude. It's good shit. It's good shit. Okay, um, what else you want to talk about, bro? I'll let you decide. You got a bunch of people on here. You want— you can share, you can open it up. I don't care what we do. I'm having fun.

I mean, I would love to open it up for the team.

Um, let's do it.

They're super excited to be here. Brayo, and I want to give a shout out to him. I've been working with him for the past 6 months, and he's absolutely been the best mentor I could have ever asked for. Um, you know, he's constantly pouring into new guys, new agents, and wanted to make sure that his top agents and leaders are doing really well. So, Breon, I just wanted to give you a shout out. I don't know if you want to unmute.

What's up, Breon?

Hello, hello, how are you guys?

What's up, man? I'm doing good, how are you?

Doing good.

Good to meet you, bro. Bless.

Woke up another day.

Amen, amen. Beats the alternative.

Yeah, I had a, I had a question for you, John.

Shoot.

Um, when, uh, when building your business and your agency, what are like 3 things you'd say allowed you to scale from like half a million after you like finally built like a solid foundation?

Sure.

To like a million dollars a month and like just kept compounding after that.

Yeah, man. Um, It's like one of those areas where people get stuck a lot, you know. I think for me, what I continued— probably one of the biggest mindset shifts for me, um, and if I give you backstory on this, I'll tell you the answer first. I was taught to treat everyone like they're direct to me, right? So not worry about spread, not worry about overrides, not worry about how deep in the leg they were, not worry about the structure. Just like, dude, just treat everyone like they're direct to you and help people get paid. And I say that from a dude who, who did that to me. Like, when I came into the business, Sean obviously had the company, and then my mentor Mike was basically Sean's right-hand dude at the start of it. There was 1, 2, 3— I was 4 levels deep from Mike. I was 5 levels deep from Sean, you know, at the beginning. And I was just a kid, just a part-time kid. Like, I say kid compared to y'all, I was fucking old compared to y'all. I was 35 when I started, but compared to the old dudes I was working with at the time, they were all older than me. So I was just this young accountant. I was a young part-time accountant when I started, um, and I don't, I don't suspect anyone sort of saw me at the beginning and thought, that guy's gonna kill it. And this dude, um, helped me regardless, you know, and he didn't, he didn't care that all these other people made spread in the middle. He's just, he wanted to help me win. Um, and that helped. And the reason that helped was because I wasn't just working with the person I recruited, you know. I wasn't like, all right, I recruit Brian, and then good luck with your team, you know. My job was I'd get in with your team and help teach you how to help your crew make money. And I understood like where people were financially and where they were trying to go and what their problems were and what they were willing to sacrifice. Like, I had to get in and kind of understand everybody in the group. And long term, the thing I didn't see coming that ended up playing out was when I did that and I worked in depth, sometimes the person who brought the person on— this actually happened in every instance, every one of my big legs that eventually grew— the person who I recruited initially wasn't the person who ended up killing it. It was someone in depth that I was just helping outside that just had— saw an opportunity, wanted to do more. And because I created a relationship with someone else down in depth. It just kind of worked out and they ended up building something big. And that helped— that happened over and over and over and over again. And early on, the first leg of mine, when I hired this chick, I actually hired her, um, and I gave her a higher comp than I had, which meant she had to go direct to my upline because she— for her to come over, switch from her company, she had a higher comp than I did. And instead of bitching and moaning and whining for me to get higher comp, I was just like, nah, can you, can you help her, take care of her? And I put her direct to Mike, and that let her come over. I got credit for the volume, of course. And then eventually that team grew, and eventually my comp went higher than hers. But I never really had more than like a 5%. I don't think I've had— I might have maybe once had 10 on that, but I think I only had a 5% spread ever on that group, and it was for like 4 seconds. Um, and that ended up being who now y'all know is Zach Twardowski. You may not— that he came out of that, that move, um, you know. And so that, that whole process helped. And that was— I was probably doing around 500 grand or so when he got involved in the group. And then there were 3 other legs I was working with. The same concept happened, and 3 legs became integrity partners, and that helped us catapult past that million dollars because then I wasn't the only one doing the thing, you know what I mean? It was, it was me and a bunch of other people that were willing to do, and I just taught them what I was doing, and then I kind of got out of the way, dude. You know, I was here if they needed help, but I wasn't trying to control every aspect of everything they did every day. I wasn't micromanaging, I wasn't babying, you know what I mean? I'm like, I'm here for you, but like, you're an adult. If you want to run your business and have a call on a Tuesday, have a call on a Tuesday. I don't give a shit, you know what I mean? You want to send your own leaderboard, send your own leaderboard. I just didn't micromanage the pieces. I wasn't worried about someone else being a leader, um, and I just let them, let them ride with it. And I tried to be there to support people. And all that did was, if I was doing the thing and they were doing the thing, and I got 4 people and we're all doing the thing, which is selling at a high level, recruiting at a high level, helping people get paid, now it started to grow at 5x instead of just 1x, you know. And that's— so that concept of treating everyone like they were direct helped me discover people that I wouldn't have otherwise discovered. And then just teaching what I do, just being really transparent on teaching people how to make money, then a lot of us started doing it together. And this thing was built— I didn't build this by myself. I just happened to be the first one that started in a line of recruiting people. But without them all coming on and continuing to bring other people to the table and teach it and help others make money, where I don't— I'm not doing anywhere near the volume we do today. Um, you know, so like, it was kind of the process, man. So I don't know how somewhere in there we can incorporate 3 things. I imagine, because I know I didn't give you a 1, 2, 3.

Yeah, appreciate that. How'd you, how would you say you, um, you like, because I talk about that too sometimes, like building like a spider web of like a network.

Yeah.

How would you push people to want to like step into leadership, or did you just inspire them rather than?

Yeah, I didn't really push people, dude. So I, um, I was really good at— I wasn't really that good at hiring like my friends, like warm market. Um, so everyone I really hired was typically off some kind of ad or something or whatever, but someone knew something. But what I, what I did get really good at was hiring the friends of the people I recruited, teaching them to, teaching them to tap into their warm market. And so typically when I was, um, first hiring people and I still do this today. I just ask people if they want to be a life insurance salesperson for the rest of their life, or if they one day want to build an agency, right? So very intentionally asked. Hey, Brian, hey man, I know you're getting started. Hey, quick question for you, dude. Hey, do you want to be a life insurance sales guy for the rest of your life, or do you have one day, like, maybe in your mind that you might want to build an agency one day? Let's throw it out there. 99% of people say, nah, I mean, one day. I'm like, okay, cool. And then typically what I'll do from there is go, I do— you seem like— and this is assuming we're going to work together typically, but I've done— I've even have stories of this where the person I'm talking to I didn't work with and they referred me to other people. Um, typically I'll go like, all right, cool. Um, yeah, all good. If you want to get into that one day, cool, I'll help you with that as well. Right now I'll teach you how to make a bunch of money. Um, my question is though, my assumption is you seem pretty sharp you probably know some other people that are probably looking for a better situation in life too. If you happen to know anybody else, um, because I'm looking to grow my agency, so if you happen to know anybody else that's looking to make some money, if you want to introduce me to some other people, I'll help them make money so you and your buddies can make money together. Good news is if they sell a policy, you'll make a couple extra bucks along the way. And I just kind of left it at that. I didn't really get into spreads and overrides and business. I just left it really vague and simple. Um, some people want to know more. Some people like, how does that work? What do you mean? Most people are just like, okay. As I found, if I push, it gets weird. It's too much. It gets too deep, you know what I mean? If I start getting in, it sounds— and some people get in their head all MLM-y, you know what I mean? And I didn't, I didn't like that. So I just kept it really simple, and I'm just like, dude, do you know other people that you would like to make money with along the way? And I'll teach them while I teach you. And that, that concept worked really well. And people were more inclined to, um, to bring their buddies over, you know. And I, again, I didn't push a lot. Now, again, I think along the way I talk about all the reasons why I wanted to build. I don't want to be a life insurance sales guy for the rest of my life. I don't want— you know what I mean? I want to help other people make money. I want to teach things. I want to run a business. And so as I just share my story and then continue to show others making money and how it's like as you know probably already, you start seeing a guy like Keenan drop that kind of money in his account off a deal, it's like, it's fucking cool feeling, you know what I mean? To go like, damn, I played a little piece of that, you know? Like, he did the work, he did all the things, but like, without some sort of connection, he's not in the business, right? And I'm sure you added some value and taught him some stuff along the way, and he probably goes, hey, dope, he taught me all the stuff I know. I, I enjoy that part. You know, so I think when I, when I continued to recruit people and showed that I was not only making money myself, I was able to teach others to make money, and I mentioned it to you, even though you don't know what you're doing, people were more inclined to go, yo, this dude John's over here is teaching people to print money. He's taught me how to make X amount this week. I don't know, come work. And it would, dude, they would just bring people to me. And so my agents became essentially recruiters. You know, because they could bring them to an environment where I was helping them make money. And I think that's why, in a weird kind of way, the whatever following I have out there, there's, there's people who do like my shit. And I, I just go like, I don't know, I just attributed to— I just continue to do my best to help people make money. That, and, and I do my best to treat— I can't talk to everyone 24 hours a day, but in a moment when I'm having a conversation, I'm like, I just, I treat you like you're direct, dude. I just tell you what I do to make money. I just share it all, you know, and that concept has just continued to help grow whatever it is that's happening in my world because it's, it's kind of blowing up, whatever, whatever this is. Um, so that I continue to do that, man. Um, you know, it's a warm market of cold market, and that's kind of the way I did it.

Yeah, appreciate that.

Yeah, dig it. What you think, Keenan? You don't let anybody else in, or you got anything on that?

Well, I can bring up another success story. One of my agents, my directs, AJ.

Sure.

Okay. To your point, wanting to make sure that you treat everybody that you bring in like a direct, even their agents and their team that they're starting to bring on. AJ, he's been working with me for 6 months now, and in March, I think this is way more valuable than my big month, $300K. He did $30,000, right?

Yeah.

And so now I want to open it up for him because he's one of the guys that's been rocking with me for the longest on my team. And, you know, he's getting into that point in time where he's starting to build. He's starting to, you know, share the opportunity with other people while also still writing a lot of life insurance, $30,000. Last month. So AJ, if you have anything you want to ask John, um, or if anything you just want to bring up.

Hi guys, if you'd like to attend my office 2-day workshop event that we put on 2 or 3 times a year, spend 2 full days, a deep dive into everything you need to know to be successful in the space, whether you're selling or whether you want to build an agency, whether you want to learn how to run a staff, recruit, sell at a high level, whatever it is, we dive into it again, workshop style. So super interactive. I run them every 2 or 3 times a year. There is a waitlist. If you go to JohnWetmore.com/workshop, you can put in your information and we will let you know when the next one is. There are 2 levels only. There's a basic ticket. You sit in the back of the room and you can attend. But the executive ticket is access to a private mastermind at my house where we have a full dinner. We spend 3 or 4 hours there as well. Engaging with each other and learning at a deeper level, a little bit closer-knit. So if you want to be at the next one, register at the link. Later. Yeah, absolutely.

What's up, John? I met you at, um, convention in January.

Okay, you look familiar, but I can't place it. I'm like, I know that smile, dude. You got a big old smile. I'm like, I recognize it, but I don't— I met a lot of people there, so— but yeah, what's up?

Yeah, I'm sure you were talking to everyone, man.

Yeah.

You're great. And I remember when we were at convention, Keenan came up to you and you told him, like, this is how much you've got to write to get on. And to see it happen and the number you threw out, I was like—

Oh, so you were right there at that time?

Yes.

OK, dope.

Yeah, yeah, yeah.

I remember. Yeah, yeah, dope.

And I was like, I don't know. You think you can do that? And Keenan's like, yo, watch.

I'm going to hit that.

Yo, he knocked that number.

He killed that number, right? So seeing that from my mentor, yo, that lit a fire under me, man. Like, yeah, I was like, yo, he can do it, I can do it. And then seeing that I can do it, I can show someone else how to do the same. So this is huge. Like, I love it. I'm really excited. My question for you is, how do you get someone to find success virtually?

How do I get someone to find success virtually, um, meaning not near me?

Yes.

Okay, dude, honestly, my whole team was that way. Most— I did recruit a lot local early, um, but the overwhelming majority of my team was always remote, so it's all I know. Um, now I can see a case and definitely pitch it, and definitely if I— if you made me pick having an office presence and people in the room together, there's definitely something to it you can't recreate remotely. There's just a vibe that's hard to create when there's everybody in a room together. Um, that doesn't mean you can't build it because the whole company is damn remote, you know. I remember early on, before virtual was a thing, um, agents would— I think part of it's mindset, right? I think like This is similar to a question of in-person, in-home sales versus remote sales. I'm like, it's the same fucking thing. You just, you're just on the phone versus in their kitchen table. And I know a lot of y'all probably know, probably no one in here did field sales. I know obviously Keenan, real estate, you're in people's houses and person to person, you know, but I think people make a bigger deal of it than it is. It's kind of my point. And so I remember when early on when I was recruiting a lot of people and still I have it sometimes where people go, I want my mentor to be local. And I'd go, AJ, I'm— I have a question, dude. Like, if you're local, like, do you think I'm gonna like come hold your hand and skip down the driveway with you to go into these clients' houses? Like, what do you think local's gonna do? Because even if you live near me, we're still going to communicate on this thing. Like, you're not gonna— we're not gonna have sleepovers. You're not gonna— you know what I mean? Like, I, I'm gonna be with you this percentage of your career. Even if you live next door. Because I'm on the phone, you're on the phone, even if we're in the office together, dude, we're together very little, you know. So I would— I always wanted to get in the mindset of why that mattered to people, and I just think most people overthink it. Um, with that said, again, that, that's for you to understand my mindset. My mindset is I believe I can do it either way, right? Because if I can communicate with someone, I can help them. All right, again, could I argue in person I can— I could do it easier? Yeah, dude, if I can see you dialing, I can certainly do it easier than if I can't see you dialing. And so for me, we, we create like an online community, dude. I know a lot of people have Zoom dial rooms and all kinds of things. I run mine in Discord. Um, so for— I, I think when the premise starts with my goal is to help people get paid, I know if I can help people get paid and get paid fast. So when I recruit someone, if they're licensed, I want them to have a deposit within a week. If they're unlicensed, I want them to have a deposit within a month. That's my personal goal. So I set up everything in my world. If you get started with me today and you're licensed, you should have money in your bank account by next Wednesday. Now, can it be sooner? Yes. Can it be longer? Yes. But my goal is, can you get paid within a week? You know, and then again, if you come to me unlicensed, can I get you through the course, get you your state license, get you contracted, do all the things, get you training, all the things? And get your deposit within a month. Um, so that's kind of the goal. And to do that, I have to communicate with people a lot, right? I have to, I have to give them very simple steps. I think too many people overcomplicate it, you know. So especially virtually, most people want everything in these days to be automated and systematized and all these things. And I think far too many people send out too much shit for new agents to learn. So I like to, I like to keep it really simple, dude. I like to keep communication— I'm not a big fan, I don't send out scripts, I don't send out a getting started package. I don't send out shit. I'm just like, dude, do this one thing and call me back. Do this and call me back. Do this and send me a text. Do this and DM me. Do this and I'll see you on Discord. I just have— and I've done it a lot, so I don't need a script for it anymore. I mean, I've just talked to zillions of people. Um, and so I think remotely is, um, more about how well I communicate with them and how well I can um, set expectations of how it's going to feel and look for them along the way. Yeah, right. To be very clear about the steps and very clear about what they can expect. And so I, I try not to give people too many things to do. That way we can communicate short and often. So meaning on a phone call, I don't have to talk about 27 things because I'm only giving you one, right? Like, meaning I'm not going to get into phone script if you haven't done your contracting yet. Like, there's no point yet. And I, I, I try to relate it to people in the sense of, I don't know, and Maddox is in 4th grade and he's learning, I don't know, basic division. If he wants to know calculus, the teacher's like, dude, we learned that in 10th grade. Don't worry about it today. Today you need to learn, you know, 42 divided by 7. Let's figure that out. You know, and I, and I, we only give homework for that. So do this one sheet of homework tonight, and then tomorrow we go over it. Worry about the other stuff down the road. And so it— one, I don't have to talk about a lot of different things, so I get to stay hyper-focused on one thing I'm working on at a time. And then two, because I only give them one thing to do at a time, they can't go, well, it's going to take me a week to do it. No, no, I give you one. You should be done in an hour or a day, or, you know what I mean? It's a very short window before they have to. And I always, always, always, AJ, leave the burden of communication on them. Meaning, do this and text me, do this and call me back, do that. I give them something to do and it's their job to let me know when it's done, right? So I'm always having them reach back out to me, but I'm— I, I, I do it very intentionally on what I want them to accomplish. Um, and that just— that again, that all that does is open the door for a lot of communication. You know, and just slowly, step by step, walk them towards the path of eventually getting on the phone. That's the ideal— I, I— how I need to get them on the phone, you know. And so I spend a lot of time when I, when I'm working with client, uh, like coaching clients and stuff like that, is I spend a lot of time teaching people how to get agents to not overthink this thing, you know, because that they will, you know. And, and a lot of managers think there's a lot more to be done than is really required to get someone started. As, uh, who was it that we talked to early? Josh was saying it's like accountability and reps, you know what I mean? Reps is what matters most here, and the faster we get to them, the faster it goes. So I don't know, a lot of communication. And I would say I've traveled a lot over the years too, you know. So if a guy is like willing to build something and they're remote, dude, I spent a lot of time in, in, in Charleston. That's why I met Zach. I spent a lot of time in Charleston helping build that Athena's office there. I was teaching her how to run meetings and how to run offices and how to put things together there. Zach just happened to come to an event. That's how I met him. And then when he started, I started teaching him how to build in Ohio. So me and him would travel to Ohio and we helped build a foundation there. Then we opened his office in, um, in Colorado. So I would travel to Colorado and again teach— just teach him the shit I knew. My staff taught his staff. And then he went to, um, now he's in Texas and he's sort of done that on his own. And he's taught, you know, Easton and Calvin and Jake and all those guys how to do the same thing. You know. So a little combination of all those things, you know.

Okay.

We talked a lot. Zach and I talked a lot, bro. Dominique and I talked a lot, you know. Like, we just— we talked a lot. A lot of the guys I was on the phone with every day for obnoxious amounts of time, just going through shit.

Can I add to that?

Yeah.

So at convention, I also spoke to Dominique, and he pretty much said the same exact thing, but like in an analogy, he was like, the way I get agents developed is not by this playbook and like this whole just packet for them to read and just information overload, but it's like, you know, you're playing fetch with the dog. And so you throw the ball out, you know, dog—

I love that he's still using that, 100%.

Yeah.

I remember teaching him that.

That makes a lot of sense. He's like, the second that dog stops bringing that ball back, get a new dog. I was like, huh?

Or you just have lots of dogs. What it's like, you have lots of them, right? So you're all— you're playing fetch with a bunch of them, right? So you always got one bringing it back to you, right? And if Dominique decides one day he just wants to lay in the shade near a tree, all good, right?

Why?

Because I got Keenan coming over, I got AJ coming over, I got Josh coming over, and we're just continuing to learn things. You know, because dude, people are going to come and go in your business. It is what— it's part of it. I love everyone. I love everyone that's here. And not to be mean, there's 0% chance in 12 months the exact same crew is probably going to be on here exactly like this. I mean, it's just part of life. Um, and so I try to do my best to help people in that stage. And you know, if, if you gotta— it's just like sales, man. It's like, why do agents worry about chargebacks? Ideal— what's the actual reason? What do you think?

Um, they're not— they gotta pay out of pocket.

Yeah, they— what, what'd you say, AJ?

They're not making sales.

Yeah, they ain't making enough sales. If you had enough sales, you won't be worried about chargeback, right? And so the same concept goes true when it comes to building your agency. If you're— if you're— if you're— if you're stressing out about an agent quitting are not doing A, B, or C. They didn't listen, they didn't make calls, they didn't do this, they didn't fucking whatever. If you're just stressed out about one particular guy, and it's again not, not because you care for him and you want him to do well and he's not doing well, remove that piece. But if you're like, man, Steve's just quitting, what the hell, my agency is not growing, like if you're just— why are you worried about the one guy? Because you aren't developing enough agents and helping them get paid. You know what I mean? Like, it just— again, Breon probably doesn't want you to quit, but he'll be okay if you do. Why? He's helping enough people get paid, you know what I'm saying? It's like, so it's the same concept. So it's like, if I'm always talking to enough guys, you know, I can, I can then be— I don't have to be so focused on me. No different if I'm making an amount of sales. I don't have to worry about closing the deal to pay my bills. I just— the bills will work out because I'm helping enough clients. And the agency will work out if you're helping enough agents get paid. It will just— it will just work out, you know. Now, there's some shit to learn along the way because you will make some mistakes. This thing can turn into a shit show if you don't manage things right. But in general, help people get paid, you know. So, pretty simple. Hopefully that helps. Keenan, O'Brien, one day we should do like, uh, if y'all do some kind of team call or something. I like this crew. If you want me to jump on one day or set something up, let me know, please.

Yeah, I'll connect this in a group chat. Uh, yeah, that would be awesome.

Yeah, that way we can take a little more time and give some more answers and help some folks out and open it up a little bit more. Otherwise, Keenan, this is your show, bro. How do you want to end? What do you want to— what do you want to leave people with, my man?

I mean, honestly, like, just be a sponge in this industry because there's a lot of people doing, you know, really well and there's people that aren't doing so well, but you can learn from both, right? You can be, you know—

Solid. I like that. That's good. That's good.

So, I mean, just understanding that, like, you know, the The product itself, it sells itself. But, you know, the client, the client is really buying you as an individual. So continuously developing, continuously learning, continuously asking questions, better questions, surrounding yourself by better people, auditing your lifestyle, your, you know, time you actually allocate because, you know, you could say you work, but, you know, that actually be, you know, one week out of the month you actually do work, right? So it's being able to understand and have self-awareness of where your current situation is and where you're trying to go. Because it's way easier when you have a vision and a real reason why you get up every single day. When you know your why, it's easy to, you know, get up and go to work. But when your why doesn't make you cry— Trey Howell said this— when your why doesn't make you cry, you got to go out there and find a new why. Because the people with a why big enough, they're going to crush you. And so, uh, you know, find that out, you know, because then it makes the process simpler.

I love it, dude. Savage. I love your mindset, dude. Keep at it. Keep helping people. Keep doing your thing. And it's kind of cool that AJ got to be sitting right there, watch this whole thing develop, you know what I mean? Because you tell the story and it's like, is that really how it went? You know what I mean? It's like, dude, there was only a couple people standing there. There weren't many. Um, hell, we might have that on video, dude. I'm gonna see if Reese— Reese will see this. I wonder if he was recording.

Oh, so I hope so.

That would be cool as shit. I'm gonna ask him. Well, he'll see that obviously when he edits this, but I'm gonna ask him when I go upstairs. That'd be cool as shit to see if he had— if he had that piece when we were chatting and then put it together somehow. I don't think anyone's— I've had a lot of people ask me that and I put it out there a lot. Trying to think. I don't know that anyone else— I don't think I've had anyone else that it's happened this way with yet. I think you're the first one that I gave a target to, went and hit it, and got on, dude. I think, I think you're the first one to actually make it happen, because I do it with— I've— not a lot of people do it that way, but a handful of times, you know, I mean, where people are bold enough to ask before they're quote unquote ready in their own head. You know what I mean, and put a target on it and willing to accept the challenge. So savage, bro. I love it. Go out and get more shit you want.

Thank you so much, my man.

Let me know if I can help in any way. And again, shoot me a text if you want me to help out the team in any way. Beyond, pleasure to meet you, dude. I have to get you on one day, dude, if you like being on podcasts. Sounds like you're doing cool things too, so let's maybe chop it up one day.

Sure. All right, let's go, guys.

When are you getting on, bro? Come on.

Oh, I'm ready.

What's up?

Well, I guess the $60K is the rule now.

$60K, there we go.

That's what I'm shooting for this month, bro.

So that's what Keenan said, so I mean, we may as well keep the rule for you, or we make it harder. I mean, he got it in 60 days, 30, under 60 days, so maybe we make it 80. I don't know. I'll give you 60 though. We'll do it. We'll keep it 60 for you. Okay.

I'm gonna hit it for you. I'm gonna definitely be on for sure.

Cool. Let me know if I can help in any way. All right, sir.

Later, guys. I appreciate this a lot, John. Take care.

You got it, my man. See ya. Guys, if you've enjoyed the podcast or any of the previous episodes, if you're on Spotify or any of the other Apple Podcast platforms, would love if you'd go in and leave a review for us. If you're, if you're watching on YouTube, comment, like, subscribe, share, do all the things. We'd greatly appreciate it. Helps get the word out to everybody. Appreciate you, and we'll see you on the next one.