I Helped 5 Insurance Agents Make $100,000 in 30 Days (Direct Coaching)

All right, y'all, if you would like a sneak peek behind the curtain of what I do every day, helping teams grow, building agencies, coaching people, this episode is going to be for you. We're going to share a recent coaching call where we dive into people's issues and give them some guidance and direction on things to do. We did blur out everybody. We didn't— we're not putting everybody on camera, but you'll hear the questions, hear their interactions. Not everybody wants to be out there on the internet, so You won't see everybody on video, but you will get a full glimpse into everything we're doing. Hope you enjoy it. And if you're looking for more help, if you're looking to be coached, if you want to get to a new level, there's a link below. If you want to apply, see if you'd be a good fit, feel free to, feel free to fill it out. Just try to find people that are tired and ready for a change, you know, and tired doesn't necessarily mean you're broke. Right? Like, Adam, you're tired of a certain spot. Fuck, I'm tired of certain spots. You know what I mean? Like, it doesn't matter where you're at, dude. We do $200 million. I'm like, fuck, how do I— what do I do next? You know, that's when that's in you, it's in you. And so I just try to find that. So again, if you want to share the podcast, you can say it. You certainly watch it to learn how I teach it. Um, but I do a lot of sit-downs this time of year. A lot of one-on-ones. I even openly— and this is how sad, how frustrating this can be, those of you that eventually want to build or are building— I offered openly on a free call that I do once a, once every 6 weeks— some of y'all on it— um, to have people fill out these sheets of goals. And, and some of y'all did it as part of the exercise of joining this. My goals and schedule, and I would go over with people. Like, I was like, you can do it for— just send it, I'll do it free, there's no fucking catch, I'll just help you. And dude, the, the amount— the percentage of people that do it is so low, you know? Um, and it's this weird blend of being frustrated but thankful, because if everybody had what I have in me to do more, I wouldn't have the position I have. Like, we couldn't do what we do, Adam, if everyone had what we want them to have, you know what I mean? It's like this weird balance of, um, someone said this statement, trying to think of the word they used, uh, aggressive imp— how'd they say it? No, hold on, aggressive patience, right? Like, I just, I always want more, but I also have to have patience because I have to build it. And I have to create it and I have to make changes and I have to turn the ship around. For some of us, we have to start fresh and like, it takes time to build, you know. Um, so just keep that in mind, you know. Don't let this time of year mess you up for sure. And although again, some of y'all may not, the people around you may want to try. Family doesn't necessarily always understand. Agents definitely don't understand. And I've seen a lot of agents lose their career this time of year. Because they, they take for granted the holidays and they take a few extra days off and have a couple extra chargebacks hit and, you know, a couple extra Christmas gifts, you know, because they, they feel like they, they got it coming. A couple people cancel policies, an agent or two quits. I've seen people in January go back to get jobs and it's sad, you know. And I, it's like my mission on this thing is to keep everybody getting paid. And, um, you know, someone, someone hit me up this weekend and said, um, hold on a second, let me text my man back. Brain, please. Um, hit me up this weekend and was like, their biggest problem is, forget how he worded it, but like protecting important time. Some say protecting your bowel time. Some say, oh, it's freezing in here and I'm never cold. Holy shit. But this dude hit me up and he said he's struggling with— my words are holding himself accountable, you know what I mean? And protecting his work time, if you will, and letting shit get in the way. And I was like, Why is that a struggle? Like, is what the other things you're doing instead— is what type of life are those things providing for you and your family that you can't control them? Like, are you satisfied with what those things are providing for you and your family right now? And if you are, cool. And it just like made him go silent. You know? And so for me, I was just like, wonder if you're— again, everybody's at different positions, but it's like the things you're doing instead of what you say you want to be doing. We all have those things, to be clear. I fucking have them too. Are you satisfied with what they're giving you? And if you are, amen. You know what I mean? Like, for me, I spend a lot of time on my health. I spend a lot of time at the gym. I spend a lot of time— I go to the chiropractor, I go to fucking— I spend time in a sauna, I'll go get a massage. I like— I will do personal care things instead of sometimes some shit I should be doing. But I really like what it provides me because it gives me peace in my life. It gives me the health I need and it allows me to be stronger in the times I'm busy. So some things I accept when I'm like, fuck, sometimes I don't come until 11. But I'm okay with them because I have, if I don't focus on my health side, my work side is trash. I just, I'm not as effective. So just an example, you know, so just think about it and then challenge people, challenge people in your life. And if you have people in your life that are giving you shit for what you want to achieve, or people in your circle, it's like, are they satisfied? Like, if I come home and sit with you instead of doing what I do, are you okay? Are you satisfied with the result we have from that? You know, and I like to challenge people's thought process with stuff. You know, I know like my kids always wanted me to be at their sports, and Maddox loves when we show up, but I'm 100% sure if like Maddox couldn't play the level he got to play or be as involved in sports as he is involved. He would be okay with me traveling a little bit more, which he is, because I do. He's okay with me traveling a little bit more so the fool can have 3 fucking gloves when he comes to the field, because he needs a different one for pitching and first base and outfield. But he understands my work provides him those things, you know. Um, and we do have some balance, like some things I just don't do. Or I'll leave a trip early to go to his game, you know. So it's like there's no perfect answer, but you got to decide who you want to be, what you want, what you're willing to sacrifice. And that— what's that saying? Uh, I'm trying to word it right, but it's like, um, if you aren't willing to sacrifice for the things you want, the things you want are what you're sacrificing. And a lot of people fall into that second one every day. You know, it's hard to sacrifice shit. It's just hard to give up stuff. I'm like, you're literally giving stuff up by not being willing to give stuff up. Well, and so you just gotta decide what you want and who you are and who you want to be, you know. And, um, again, those of you building, pass the message on to people. Share the podcast. I cover it. Um, so just some thoughts on my mind this week. Um, but if anybody has anything specific you need me to cover, um, some troubles— obviously we did our main, uh, like planning session recently with either the group or here, but anything in the meantime or something you— anybody has a question, certainly just unmute and there's no order, you can just go.

No, other than I— so today I had to wake up and liter— like, from a mindset perspective, you know, you and I had our one-on-one and it was like gangbusters, right? And did really well 3 weeks in a row. And then last week hit my number of appointments Certainly not my sales goals. Like, I think I wrote 3 and had 30 appointments.

It was what we learned on our last group one though.

It was, well, and then I just, I had to today take it back to the money's coming, bro. The money's coming.

And, and so you made the money.

That was a huge, no, it was a huge mindset shift for me. And I got up and I was like, let's go. Like, it is what, you know, where I think previously I would have sulked in my misery for a couple days and it would have impacted me that much more. So I'm grateful that for the, for the change in mindset.

Love it, dude. I was listening to— oh God, what is his name? I was listening to a podcast with Fuck, like an obnoxiously famous player, like old school, like might have the most hits ever kind of player. Who is that? Like, who's fucking like elite baseball player, like old, uh, still alive, I assume, because it was like Reggie Jackson or someone. Uh, big, like way more hits, like never fucking struck out, like always was on base. Like not Pete Rose. Um, fuck, what was I listening to?

Oh Lord, Tony Gwynn, Wade Boggs.

Older, a little older. It's right on the tip of my tongue. It's irrelevant, but I get stuck because I hate when I can't remember things. Anyway, I was, um, I was, I was, I was listening to this podcast and they were talking about, um, streaks in baseball. Like, the guy has a shit ton of hits, and, um, he's considered one of the best hitters ever. It's like a fucking— I want to say Ty Cobb, but that's not the right name. Uh, shit. Anyway, uh, and he was like, dude, even I had like an 0-for-18 streak, and although I didn't love it I was 100% certain it was going away. Like, I hit a baseball for a living. I know I can't go 0 for 100. I know it's impossible. So the long— he's like, the longest streak, which whoever was interviewing him was like, that was your longest streak ever. And the other guy was an elite fucking athlete, to be clear. Over 18, he's like, that's the longest one in my career. Because mentally he expected the downstreaks, so when he went through them, they didn't affect him as much because he just knew he was gonna— it was gonna go away soon, you know what I mean? And allowed— it allowed him to have a much shorter out— no hit streak, whatever you want to call it. Streak without getting hit than most anyone ever. Um, and it was an interesting perspective where I think most people, when they have— when they go through this TAD, they like, they wonder when it's go— they like wonder kind of almost if it's gonna get back to normal, or if this is what's normal, you know what I mean? Like, it's It's like almost you think the negative is the norm now. This dude's just like, all right, it'll get back to normal in a second. And most people think the negative is the normal, and they're just hoping to ride streaks of positive, you know what I mean? It's just an inverse of, of a thought process. And that inverse thought process allowed him to not be frustrated. Like, again, he's like, dude, I get up to bat If I'm expecting this streak to continue like shit, like, how do you think that's gonna go? Don't you— like, what I hate when like kids are up to bat and the parents are like, don't strike out, don't— like, you think that fucking helps, Mom? Like, shut up, you know what I mean? It's like walk a straight line, it's pretty easy until someone says walk a straight line. Then it gets weird. Literally, if you stand up right now and like try to walk exactly straight on a little tile in your living room, you'll be like— but we do it all day long without fucking thinking about it. But the moment someone throws in a different thought process of something, dude, is where things go sideways. So improvement for you is catching it. Like, the, the thought process is normal, to be clear. It's really hard to not think at all ever and just go. That's a really hard muscle to have. Um, what most of the elite have, bro, you're, you're having little glimpses of, is they are— they have the awareness also, and then they catch it and they intentionally, typically with logic, fix it. I tell myself, don't be a bitch, you know what I mean? I say shit like, I just— this— I talk, I, I just, I yell at myself. I do shit. I'm like, cut the fucking shit, you know? If I told you the amount of negative thoughts I have in a day, bro, you'd be like, you should have therapy. And I should have therapy, to be clear. I did well, a lot better in life when I was going to therapy, but I just don't allow it to linger. And you're fucking right there, bro.

It's close. But yeah, I mean, I did let it linger a little bit this weekend. And it was this morning. I literally, I had to come into my office. And I have this sticky note. And my kids come in here. So there's my don't be a bitch right there.

And I love it.

I looked at it and I was like, alright, let's go. Like, just And yeah, I mean, it's— it, it still is. I'm almost there. It's, it's— I'm building.

Can I share? I want to share a story that kind of ties in that, man. Maybe it'll help you out. Like, my, uh, third month in the industry, my first month coming in for our carrier, I was the number one agent in the country on my first month, just out of sheer having to feed my family. I worked 30 days straight, 14 hours a day, you know what I mean? Like, just was out there doing what I had to do. And my going fast forward to like my third month, I had a 5-day streak where I didn't sell anything. And I talked to the guy that was my, you know, my mentor here that runs IMO. And I had a conversation. I was like, I was driving home from somewhere like 3 hours from home. Right. Like, and I'm like, hey, did the leads change? And he literally laughed at me. He's like, no, no dummy. The leads didn't change. He's like, there's something you're doing. Right. And I, I asked him, I go, well, what is it that I'm doing? And he goes, I don't know. He's like, you got to figure it out, right? There's something you change in your process. There's maybe something that you're doing that's really small that's affecting, you know, affecting it. And again, it could be sometimes just timing, like, and literally like the next day I was like, I still got to go out and work. So I didn't, I didn't make anything. I ended up selling 16 apps and it was like 13 apps in one house. Uh, caught a, caught a lady I've been chasing for, you know, 2 and a half months, got her at a family barbecue, right? Wrote the whole, everybody there, right? Right. And all the grandkids, everybody. Um, but it's just, you know, just keep going, man. It's like you said, you're right there. It's exciting to see people push through that.

Yeah. It's hard. It's almost, it's almost hard. Like it's a hard stage, dude, where you're, I mean, what are you, maybe 90 days into this? Like change?

Yeah. It's 90 days. Uh, yeah. I mean, really what August, September, October, like, yeah. Really, 90 days?

I mean, you're still a bit— it's still, it still hasn't become— at some point, dude, I'm telling you, by spring, summer at the latest, you'll be like, your $40K a month is fucking pathetically easy. And it's just, you will become a different person. Yeah, I could, dude, I, with every— I'm like, I could roll out of bed and fucking sell $10K a week with that. It's not even— I'm teaching. I just got my— I sold my daughter on getting licensed. She's fucking at college. She just went away to college and she's a very shy, like, I don't speak to anybody kind of daughter. And she's trying to find a job and she shows— she's like, my bank. She goes, I got her an IUL and we split it because she's who she is. She— so I told her what she could get and I doubled it. So I made it instead of splitting it, I just made it double. And so she came to me the other day and, you know, she doesn't know what it is other than it's kind of a savings, blah blah, and it's insurance. She didn't really get it. And she's like, so Dad, can I— I have a question. The savings thing, like, I don't really want to ask you for money. And, you know, I just— but I can't find a job yet. If I cash in the savings thing, what does that— how does that— can I just— I don't want to pay for it. I'm like, sweetie, I already told Amanda to just pay for the whole thing because she had complained about money last month. And I'm like, I'm just paying for it. You can't— no, you can't cancel it. She's like, but what about the savings part? I'm like, oh, you're trying to get some cash? I'm like, no, this is one of those things. If you cash it out, there's no money. It's too early. And she's like, I just, I just don't want to ask you for money. I'm like, dude, if you need something, obviously I'll give it. She's like, I know, I just, I kind of want to make my own money. And she showed me her bank account. She had like $3 in the account and refuses to ask for money. And clearly she doesn't need to have $3 in her account. But her mentality is like, how do I get out of this? Already on her own. And, uh, she, um, she's explaining to me how she's looking. She goes to college in the middle of nowhere, Georgia. Just, that's a very small town, small school. It's hard to find a job. And, uh, so we gave her some ideas to look, and I'm like, why don't you just fucking sell insurance? She's like, what do you mean? Can, how do I, can, can, and she starts like being overanalytical like every other fucking person on the planet. And I'm like, Sweetie, you have watched me do this for 12 fucking years. You've seen the people that I've taught, right? And I said, remember, I have this video. I wish I was like prepared for this and I would show it, but it just came to my mind. I have a video when she was probably 8, maybe 9, and I had her do an in-home presentation on the whiteboard in front of the group of agents that I usually trained every week because they over-fucking-think everything. And I once had my daughter fill out a paper application. I had her fill out an application with crayons at a hibachi restaurant because all the agents were like, how do you— I mean, how do I fill out the paperwork? You know, when you get— yeah, you know, Adam, when you get them started, they all like, fucking, how do I do the paperwork? And my dumb ass is like, all right, it's really difficult where they put first name, type in their first name and where it says address, you write down address. And I was always such an asshole about it. And one day I just for shits, I'm like, I gave it to Gabby. She was like 8. I'm like, can you fill this out? Pretend you're the client and I'm asking you to fill it. And she filled out a whole application. She answered all the health questions. Do you have diabetes? She checked no. Like, and then I brought it in. I would train on it and it was in crayon. And this is how I would teach the agents because I was so annoyed that they would get frustrated. And so then that didn't work. So then one day I brought her in to do in-home and she walked up to the front of the board and she grabs the fucking white, the marker and draws like a family. And she was, she always goes Bob and Mary because she goes, every time you tell a story to agents, you use Bob and Mary. So she wrote Bob and Mary and she drew arrows and she drew a house. And then she goes, and when Bob dies and she crossed him out. She, and she, for some reason, again, she's like 9, she goes, Mary's gonna go homeless and be a hoodlum in the streets. And she dropped the marker and walked away. And I'm like, she just, it didn't stress her out at all to like explain the whole process of what we do. You know, it's just the norm and that it's like this thing gets to where It's all you know is how easy this is. And I love, I would always give the example, like, can't you just think like the 8-year-old? She's not overcomplicating this fucking thing at all. Now fast forward today, she's 18. I convince her to get her license because she has $3 in the fucking bank account and she wants to be overanalytical as well. And I'm like, love, she goes, will they, will there be training? I was like, no, sweetie, we have a whole company. We don't do training. She's like, you're doing that sarcasm thing, aren't you, Dad? Like, yes. Like, stop it. We all overthink, you know, and you just have to get to a point where it's like, cut it out till it becomes normal. And then you want the good news or the bad news, Tab?

Give me the bad first.

You're still fucked up and human, and you're still going to overthink shit. It's just going to be new shit. You're still going to have fucking problems. You're still going to struggle. You're still going to battle demons. You're still going to have fucking issues in business. You're still going to fucking worry about money in different ways. Dude, Adam's dropping $150,000 a month on fucking, like, on leads, you know what I mean? Like, there's still a— there's still shit to deal with. You know what I'm saying? It's like there's levels, dude. So it's like you may as well fucking figure it out now how to deal with the shit, because it ain't going away, bro. It ain't fucking going away. Personal issues ain't going away. Home issues ain't going away. Daddy issues ain't going away. Problems with your fucking kids ain't going away. Fights with your spouse ain't going away. They ain't fucking going away, dude. You know what I mean? So it's like, if you can become the person who can get through hard shit and can survive and has battle wounds, dude, you can run till the day you fucking die and you're in a funeral home somewhere getting, you know, talked to by our dude over here. You can, you can carry that with you. You know what I mean?

I was on the road this—

no, I know.

And I was on the road this weekend as I was like sulking in my little sorrow, but whatever.

And, uh, instead of being a bitch, you should have fucking sent me a message. I'm like, yo, I'm over here being a fucking 7-year-old girl right now. Hey, hold on, timeout tab. Take off the blurry thing. Can you? How? Uh, go to video and uncheck the blur my background thing. Go a little arrow by video. You might have a— you might have that— what do you call that thing? Uh, I got you. There you go. Now show it. Show them your— show them your latest gift. Can we see it back there?

Oh dear, there's one.

No, there's two.

Can you see it?

Oh, that's a beautiful snowflake, B.

Yeah, it's got the Don't Be a Bitch, uh, signature.

Then I thought like one day, dude, they There's got to be like a— what's the snowman? Isn't there like— I don't know if the abdominal— abdo— I don't know how to say that word. Snowman, is that— I feel like there's got to be like a, like a Marvel comic version of a snowman that's just a fucking badass and blows people away. Like, we're gonna, we're gonna build you into that sucker. His name is gonna be Brandon. There we go, there you go. So yes, for Adam, since you're late to the party, and I don't know if the others know, I don't know where it even started, but we're gonna— we decided we're gonna start giving away like a monthly snowflake award for— I mean, I don't think you really have to describe who— what a snowflake is, right? If you're being called a snowflake, it's probably, probably not a preferred nickname. I don't know how it started, but it's kind of taken a little course of its own and turned into something. So we— they gave Brandon shit, hoping I can either— I'm either going to push his buttons in far enough that he's going to blow the fuck up, or he's going to quit me. One or the other is going to happen. I ain't quitting. Yeah, I'm like Rocky.

I take my asswood. I just don't know how to stay down. I sulk for a while. Kind of like what Tab was saying, but I keep getting back up and getting punched though.

Sorry, Tab, didn't mean to cut you off, but I kind of had to.

Oh, no, just— yeah, no, I— there was— we were driving to a football game, me and my kids, and I was listening to a Hermosi podcast, and he just said, this will one day be the story I tell, right? So like, I look at where I started, and I'm so grateful every single day. Like, dude, July I was done, right? Like, I was in my real estate class in Atlanta, and now I am where I am today. So it's all good, dude.

I have this agent that I work with, he's actually in my group, but he, uh, he sent me this video yesterday, and it's like his daughter dancing. It's like It's hard to do this backwards, takes skill. Anyway, it's kind of irrelevant, nothing. I'm not gonna fast forward it while I'm looking. This is his daughter's just breakdancing around the apartment, like, you know. And as you see it, there's like not much furniture. There's one TV with the fucking wires hanging. You see there's like nothing in here.

All right, now you gotta do the other part.

And I'm like One, I remember my house being like that and being happy as fuck that I had a place for my kids to play. And I think like 3 months ago, the dude was like living in a buddy's fucking— on a buddy's couch. He's fired up out of his fucking mind to have a place of his own. He didn't buy it, he rents a place, but it's his own. And he can bring his kids like every other weekend. Divorce bullshit. And he gets to bring his daughter and his son over now to chill at the house. And I'm like, Dude, I'll never forget. I was watching video when my daughter was here, the college. I have this old, um, YouTube channel when I used to record shit on like the iPhone 2 and the video sucked, but I would record my kids when they were little. And I have like video of us in our original house, like back in the day, be like, and it's just like the story, dude, it was like yesterday, bro. That our living room was also Maddox's playroom because we just didn't have the fucking space, you know what I mean? And my son and daughter shared a bedroom because it's— what the fuck do you do when there's not another room for them to sleep and they sleep in the same fucking room, you know what I mean? It's like, that feels like yesterday. And I was, uh, what's the word to use, um like reminiscing with my daughter and she's like, I remember that day and we went to the zoo that day and we— and all she did was remember fucking fun memories. Like the pieces that you feel, your kids don't quite feel the same thing you feel right now. You mean like the people around you don't feel what you feel. Some of y'all have like this unique uniqueness about you that you want more out of life. And you see yourself differently than you are today, you might be the only one that sees that shit besides other crazy people like us, you know? But it's really cool to watch it develop. And some of us get the fortunate to look backwards on the story that I feel like I'm still building, to be quite honest. You know, I don't, I don't see myself the way y'all see me necessarily exactly. I still see deficiencies and me trying to achieve things and, you know, but it's like, this thing can happen quick, dude. You know, again, you're in a much further space. This dude didn't even have a fucking, a couch to sleep on 3 months ago. Now he's got his kids to play, you know what I mean? And things he's talking about, I'm like, that's where it's at. That's what keeps me in this business is like, dude, this kid, seeing what people can do with their kids and their families and the growth. And as the message that we, I don't know what's happening in my world with some, but something's fucking happening. This thing is like blowing up. I get people reach out to me every day now, the message, people ordering books, it's fucking nuts what's happening and watching it real time. It gets fun, dude, when you have it like when you have experience with going through shit and then getting somewhere that you feel like is somewhere, because then you start to feel it coming. I'm like, oh shit, I see, I see it before other people around me see it. Like, my staff's frustrated. I'm like, nah, it's coming. I see it fucking coming. I felt this feeling before. I know this fucking road. And you start to feel things build, and you kind of will start to feel unstoppable, dude. You know, you just have to believe every day that you're on a journey, and this thing ain't gonna be fucking smooth and rainbows and— what do they say? Fucking rainbows and sunflowers, or whatever the hell the saying is, you know what I mean? And that's— it's never going to be that way, dude. The amount of times that I want to fucking kill someone in a day is literally every day, to be clear, as Amanda walks in and can confirm for you. Yeah, I said how many, how many, how frequently do I want to fucking kill someone? Every day. Every day. Every fucking day, bro. How often am I unsatisfied with where we're at with things? No, no, no, no, no, it's just gotta go out. Let me see. We got stuff. Can't see it yet. That's fucking fire, bro.

It was supposed to go, but it came here instead.

Yeah, I checked Amazon just now. Came here instead. All right, make it go with that. Okay, okay. Send it like now. Now? Yes, like make it appear. Thank you, appreciate you. Um, cool. Anybody— I don't want to drag y'all past 3. Um, anybody else have anything specific you need help with, want me to—

I like, uh, yeah, if you don't mind. So you, you and I have talked a little bit, John. I'm new to the group, obviously, right? But I think my— I like your baseball analogy because I've been part-time and a little, you know, a little inconsistent, but my 0-for-streak is so long Uh, it's probably a record, but it's, uh, that's mentally, definitely not mentally. Like, I took 3 live transfers today, right? Um, and it kind of goes along to if I'm, even if I'm dialing somebody mentally, I'm broke before I even get them on the phone. Uh, and I don't know how to get past that. And I know, so yeah, I just, I mean, I just go into every—

let me ask you this, right?

Yeah.

Do you believe that the life insurance industry produces successful people?

Yes.

Okay. Do you believe that people need insurance every day, all day, for the rest of time?

Yes.

Okay. Have you seen— and this is rhetorical one that you can answer for fun— have you seen and met some of the people that are motherfucking killing it in this space. I've been at the meetings with you. Yeah. Do you believe that they're inherently any better, smarter, more knowledge? Do you actually believe that they have some fucking innate gift that you don't have? Some days I do, but no, logically I understand in your moments of weakness, but logically You've heard all the stories, you know what I mean? So right now you have to believe in the process. Like, does baseball work? Yes. What's the difference? You need a fucking God-given ability to make it there, you know what I mean? Dude, there's people making a million bucks that can barely complete a fucking sentence. Dude, if you put up me in a fucking spelling bee quiz, I would come in last place. If you gave me like, let's use the biggest words we can and have this crazy vocabulary, I would not be in the running. An 8-year-old can spell better than me, you know what I mean? I just— but I got the fucking will to win like nobody's fucking business, and I just believe If they can do it, why not me? So at the time, the space you're in now, you have to believe in others' ability not being really any different other than maybe theirs is more refined than yours. Is there a skill set? Yes. But the biggest skill set that's unteachable in this space is work ethic. That's the hardest fucking skill set in the space, and I don't know how to teach it. If I could teach the discipline of the work, Brandon would be one of the top 5 producers at any company he walked into, for sure. I don't know you well enough yet to know your— you know what I mean? Like, is there a skill set? Sure. One guy can issue a million, you might only make 600. One guy can make 300, maybe you can make 240. But any— I swear to God, I believe it with every fucking ounce of everything I got— any dipshit can make 250 grand in this space. I believe it with everything I have because I've seen it, dude. So many times over. The one thing they all have in common, they fucking outwork everybody around them. That's the one commonality I found. Nothing else is in— nothing, nothing else matches, you know. So it's like you have to believe in the, in the consistency of it is the key. That's the magic. The magic lies in having the discipline and the consistency with it to be able to make it through the quote-unquote tough times. And dude, all I've ever done is mind trick people. Quite frankly, all I'm trying to do is mind trick you right now, you know what I mean, is to get people to see things different. And I'm okay being honest about it, you know. But in, in the times that I'm not here, you're gonna have to figure out how to fuck with your own mind. Your mind is— your mind's what's fucking you up. The industry's been around for fuck 200 years. It clearly works. There ain't many industries that have lasted that long and produced this many successful people generation after generation after generation at every company with every line of insurance, with leads, no leads, in person, not in person. It doesn't fucking matter. There's people killing it in every line and every company in the space. You know, so in those moments of weakness, you're going to have to believe in the greater good of it all. And again, I don't know how to give this piece, dude. I was given— I don't know if everyone has it. I feel like not everyone does, but I remember being a kid and being like, if that dipshit can do it, I can do it. I believe it with anything so much. I'm gonna show you another example. Stupid, but it makes sense. If you're in sales and you're trying to figure out how to get effing paid and stop getting so many objections, register now for my 2-day work workshop here in Atlanta, Georgia, February 27th, 28th. We're gonna have some special guest speakers. Uh, there is an exclusive mastermind for VIP ticket holders. For those that just want to attend the event, you can. There's a very low entry, um, to get into it. We'll be going over everything you need for sales, objections, scripts, role-playing, um, everything you need to build a business, scale a business, staffing, automations, everything I've learned in the last decade plus. Building what I've built. Of course, we've had a lot of help, so we'll be going over how to scale it, how to structure it, everything you need to get to the next level. Click on the link, register below. We'll see you there. So this is a really— so Amanda, one time, I don't know if I bought it or it just became kind of a running joke. I told her she's complicated like a Rubik's Cube. Y'all ever do one? Can anyone do this? Can anyone of y'all fucking do this? No one can solve it. Can any one of you solve this if I hand it to you right now? Like, solve it. You can? Yeah. Fuck yeah. Very few people can do one of these. So we've had it. It just sits on the shelf as like a joke, like you're fucking complicated and I'm complicated. So we kind of joke that instead of snowflakes, we're Rubik's cubes. Well, Reese starts working for me last year. We mix it up and he come in and fucking solve it. And I'm like, what the fuck? So Amanda tries to learn it. She can't figure it out. She gives it to Reed. She solves it in fucking 3 minutes, 5 minutes, solves it every time. I've watched my son solve this thing. My, he's now 17. He can solve this thing like he should be in a, in a competition. How quickly he could do it when he was like 8, 7. Nice, like young, young. I hand— he sees me at, at the house the other day. He's like, why are you— what are you doing with that thing? And he grabbed it and he solves it in 2 seconds. I'm like, what the hell? So I, um, I see Rhys do this for the last probably 4 months, and I decide, you know, if that motherfucker can solve a Rubik's Cube This asshole can learn how to solve a Rubik's Cube. So I've been watching fucking videos for 5 straight days to understand how this fucking bitch works, and I can get it all the way now without any help from a video to this whole thing and then 2 layers solved. I just haven't mastered the last final piece yet, but I will have this bitch figured out like in the next— I will have it before the end of the year. I'll be able to solve this shit without a single video because I believe with everything I have, Isaiah, if some other jackass can solve a Rubik's Cube, so can I. Like, they figured it out, why the fuck can't I figure it out? And I was born with that, dude. I've had that as long as I can remember. If that dude can do it, I can do it. Sorry if you missed that, Adam. It might have cut out on you, or you might have cut out unless you just went off video.

I had someone call me, but I was listening. Yeah.

Yeah. I just, dude, I can remember being a little kid and this is not political at all. And if you take it, I might give a shit level is actually zero. But I remember it later, Tab. I remember what was— if you want the recording, I'll send it to you. Just remind me. Um, I remember being little and being like, I have this weird dream, like vision, that one day I'm gonna own a hotel, like a boutique hotel, just because. When I was 10-ish, I remember being like, that fucking Donald Trump guy can decide just in a random block in every fucking city I go to he just wanted to open a hotel and built one. Like, why the fuck can't I? Like, if he can do it— like, someone literally, every time I see a hotel, every time I'm like, someone had to look at raw land or a building and go, I think a hotel should go there and I want to put it. And they went out and fucking did it. Every store, the building you're sitting, the car you're sitting in, Trevor, someone went, I got a fucking idea. They did it, why can't I do it? Someone looked at your lot of land, bro, and was like, I'm gonna build houses, I'm gonna fucking develop houses, I'm gonna put in sewer, I'm gonna put in electricity. I don't know how to do any of that shit, but I'm gonna figure it out. Why? It's been done every time. I'm an idea guy. I think of a lot of shit. Like, I'm, I'm a fucking idea guy. All day long I think of ideas. 100% of times I think of an idea, I go, there's 0% chance— when I mean zero, I mean zero percent chance— I'm the first person to think of that. Find it, let's solve it, let's figure it out. Someone has a, a, a, a, like a fix to my problem. Every time I have a fucking way to solve something, I'm like, someone has thought of this. And I just believe if someone else can do something, I can too. So I, again, if you weren't born with that, maybe you have that. I mean, Fuck, dude, you did go to the military. You must think something like you can do— you, you must think some badass shit about yourself. And you always like reason it like I'm a civilian. I'm like, well, that's fucking ahead of most of us because I ain't even done that. I mean, all the shit you had to do to get there, I'm like, pretty badass, dude. So in those times, bro, you're just gonna have to like use logic, you know what I mean, and, and really dig down. And I guess the, you know, do you I don't, I don't see you being licensed and being as far in if you don't believe you can win too. It'd be weird if you went through all this to not also believe that.

I think I have this unwavering belief that it's gonna eventually pay off and pay off big. And I don't mean that like arrogantly or anything. I just, like you said, I've seen some dipshits in this business.

Reason your fucking big dreams, bro.

I'm not trying to be mean, but I've seen some people that sell a lot, and I'm like, how do they even do— you know, but my point is, is I do— I believe that it's going to happen, and I believe the goals we talked about, you know, for me are very possible. It's just, it's not clicking yet, you know. And so I'm just being honest with you, right?

Um, just the mentality right there is, you know, just don't water down your beliefs to yourself like you just did. Don't do that. You know what I mean? Like, why? What do you— like, bro, there's people doing fucking trillions of dollars a year. Make a million bucks, fucking go make it, you know what I mean? It's not that grandiose. It's okay to have big fucking vision, you know what I'm saying? Be okay that you have it and don't put it so— even the way you worded it is so far off into the future and feels unreasonable to you. Have you ever read or studied any— anything like this shit? Like where they talk about goals and how to achieve things? And what's that, like Law of Attraction and stuff like that? Do you read, believe in, hear any of that type of stuff?

Just recently, you know.

Yeah, you know one of the main things they talk about in the words you say in that, in that world? Belief level? Do you know what, you know what like a thought process is?

One of the things that's the way they say to speak with, with confidence, say, yeah, I mean, you got to believe what you're saying.

And more specifically, it's like, like you already have it, like it's already there, and not some weird, foofy kind of like, I'm rich. But like, I'm on the way to fucking having success in this industry. I'm in the process of fucking killing it next year, you know what I mean? Instead of this like one day thing, it's like, no, you're in it now, dude, you know what I mean? I was at— I was at your— you're just at a different stage. It's the only difference. My thing I got on you, bro, is time. And so many people get— this dude, um, Hank Stewart, he's a big— he's like the chief fucking marketing officer, I think is his official title. Did a podcast with him a month or two ago, and, uh, at, um, I believe, I believe SLS, I believe, um, big Final Expense, sells a shit ton, has a big team, fucking run— basically runs part of the company now. I love the way he explains this. I'm, I'm, it's, it's literally his, we talk about it in the podcast, so I'm gonna do my best to do it as much justice saying it the way I heard it, cuz it was one of the best things I've heard from someone in a really long time about our space. How long you been in the business?

A little over a year. Okay.

So what he always— what, what everybody does is they go, I've been in the business X amount of time, and they use a calendar as their time to measure how long they've been in the business. But imagine if we used presentations as the timer. Okay? And let's say 30 presentations gives you a week. You don't hit a week of experience until you have 30, which means you don't hit a year until you have 1,500. Hank would argue you only have maybe a month or two experience in the business because he looks at your, your accumulation of time in the business through activity, not through calendar and the fucking sun rotating around the whatever it does. Does that make sense?

Absolutely.

So in that case, give yourself some grace, dude. Like, you ain't really been doing this that long. You're like the— it's like, um, what's that thing where you, where you're in the military but you're not? You show up every once in a while, like you go like a weekend a month. Oh yeah, it's like that. Yeah, but they go, I've been in for a year. Yeah, but you've only been 6 times. Like, okay. How about the guy who's in Afghanistan for a year every day battling, fucking ducking bullets? Yo, those years aren't the same. The math don't math the same. Does that make sense?

Absolutely.

And so Brandon, some of the other— like, y'all ain't really been in it as long as you, you, you say you've been in it. And not because you're lying or being deceiving, you just don't have the fucking experience, you know what I mean? It's like my daughter saying she's a babysitter. I've been babysitting for 3 years. How many times have you done it? Twice. Do you don't have 3 years experience babysitting? You watch kids twice, you know what I'm saying? It just doesn't hold the same weight. So although I want you to be positive, I want you to give yourself some grace because you don't have the same reps as someone like Tab, dude. You just don't. Fab does 15 a fucking day, dude. He's bound to hit the marker sooner, you know. So in those moments, man, just understand, like, you're just going through the process. You're building your story right now, you know. It's okay. We all have it, bro. I wish I could take people back in time to see the beginning of my shit, and I wish I could show the video. If I showed you guys the videos of me and that I was watching with my daughter, you would not see them the same through the same lens I see them. Because I know the feeling I was having at those moments. I know how broke I was and how broken I was. I know how desperate to get out of that fucking house I was. I know the manual labor I had to put in because I couldn't fucking pay for anything to do the work in that house. And you know what I mean? It's like, dude, I— it's like crazy the way I view those videos. I'm like, holy shit, who is that human? But I only get that because I'm looking backwards. Going through it day by day, I don't really feel any— I just feel like I'm part of the fucking going on every day. That's the wildest dynamic, you know. And just again, you can always think about something that you're successful at compared to the average Joe. You do better in life than most people.

You're in—

you're definitely in the top tier of income in the, in the country relative to the average income. Yours don't suck. You know, so it's like you've done something well in life, and I'm sure you can look back to a point where you didn't feel that way. I'm sure you can look back to a point where you made no fucking money and were like, damn, I'd love to be here one day. I still get mad, but I can remember being like, dude, I can't even say it out loud without feeling like a fucking idiot sometimes, that I'm like, I'm like You know what I would have given at a point in time to get where I'm at today? And everyone has that. I don't care what level you're at. At some point in your life, when you're eating fucking ramen noodles off of Buddy's— wherever, whatever your situation was, most people are further ahead today than they were 5, 10 years ago. Everybody here has a fucking car, everybody has a cell phone, everybody— you're— everyone's doing well, you know. But our innate nature is to beat ourselves up over shit. When do I have a call with you? Yeah, cool. It's downstairs. Oh, it's with Adam and his team. Dope. Um, so just keep your head on right, dude. You know what I mean? Just know you're on the right path and just get in more reps. Um, and depending on your lead, let's talk offline because I, I gotta, I gotta jump on a call with Adam's team here in a minute. Um, I'm— you may need to— I like the reps, but I don't know how many times you fucking beat those ones up. I would, I would like to see you like dive in a little bit to some new-to-you leads and work them this week like you've been working the old ones. I think you're going to see a different— not because they're magic, I just— there's only so many times you can call Susan, right? You know what I mean? And I think you've proven you're willing to put in the reps. So the easy way to get a little taste of some victory, go get some new fucking leads, dude, and work them like you mean it this time instead of working them like you worked them before, which was almost not. You know what I'm saying?

Yeah, I hear you.

Yeah. I think it'll help you.

So do I get the bitch award this week?

Huh? It smells like an award.

Do I get, yeah, do I get the award this week?

Hey, you putting in activity, dude. I ain't mad at it. You dial a lot. Yeah, more than most. I, I ain't— that ain't, that ain't snowflake activity. Your result may not be there, but I ain't worried about that at all. The result is the easy part. It's the reps, dude. You know, I just, I just need a little more things to tweak for you. Right now I like the reps and you're consistent with it. You've done everything I've asked, so keep at it. I wouldn't change shit. Just get some, get some, get into some leads. And again, you want to touch base offline and do it. Cool. All right, fellas. Adam, we jumping on the Zoom again?

Your team?

Yep.

I'm going to jump on right now.

Cool. All right. If any of y'all need anything else, I know I didn't touch on everybody, but everybody had a chance to open up and I talk a lot. So if you need anything else, hit me up direct. Otherwise, let's go kill it. Post some results, post some changes. I'd love to see some stuff and we'll chat with you guys soon. Hi guys, thanks for watching. Again, if you have interest in working directly with me, getting some coaching, getting some guidance, there's a link below you can apply. We'll review it and see if you'd be a good fit. Otherwise, hope you enjoyed everything and got some good value out of it. Later.