I Hosted A Millionaires-Only Sales Event At My House

Hi guys, so the content you're gonna see here is part of the VIP mastermind event that we had following one of the workshop days in my office event. This was at my house. We gave everybody food, we all chatted with each other. It was a few hours of us all spending time together, getting to know intricate business details on how to expand. It was open Q&A, just a cool interactive, very private session from some overachievers. If you'd like to attend the next one, again, johnwetmore.com/workshop. Next event will be in June, and I hope to see you there. I'm wide open to answer because, again, I want y'all to leave here with like, shit, we got some ammo to go make some money. So happy to answer some stuff if you want. Yeah, please.

I got one girl that is recruiting like crazy. She's the number one recruiter. Every week.

But define number one recruiter.

What does that mean when I say number one? Like, okay, not like recruiter where she's like—

is anyone making money? No, that ain't the number one recruiter in my book.

I got you.

But I feel— I see what you're saying. She's bringing in those people.

She's bringing in the most people.

Sure.

So I have bowed out gracefully because she, you know, I have— we have a system. I'm not into reinventing the system.

Sure.

I'm not into bringing a bunch of people and just hoping, not doing anything. So I was doing all that, and I was doing all the strategy calls. Yeah, I was, you know, like, this is what you need to do to become successful. But I felt like I was wasting my time because I'm doing all the strategy calls in between producing at a high level and being a mom, which is just me. And they go right back to her, and I'm just thinking to myself, how can people follow someone that's not making money here? Right? Because I'm trying to get— I'm trying to get the pay.

Yeah.

So now she's working with my upline, which is fine, right? But still, nothing is happening.

Sure.

But at the same time, we have a system in place where it's like, I don't want to keep you on full advance if you're going to do what you want to do, you don't know what you're doing, and then I have to eat that.

Yeah.

You know what I mean? So I don't know, like, and I'm, I'm like, this is my agency.

Sure.

They don't want me to put them on as Earns.

And I'm like, why do you need— why do you feel the need to put them on as Earns? I ain't mad at it, I just want to understand it.

Well, there are some people that are producing here and there, but it's not like $15,000.

Sure.

It's like, I know this is going to charge back.

What's the conversation like with the person recruiting them?

Um, I don't know.

That's the thing between you and her. We—

her and I, we don't talk anymore.

Okay. Who's, who's contracting her people?

Uh, we have a contracting person.

You pay them?

Yes.

Your employee? Just you or someone else pays them too?

Uh, me. Well, me and Kali.

Y'all split someone?

Yes.

That gets sticky. Yeah, that's sticky.

Okay.

Is it working though on that side? Does Kali care?

About what?

All the stuff you're worried about?

No. Well, she cares, but we're on two different pages when it comes to— I've been in the situation. Well, we both are in situations, and I was in a situation where I had to pay $70 grand back. Yeah, on a fraud. She's in— she's got something she's paying back. Yeah. And I'm like, I don't want that to keep happening.

Yeah.

So we can't keep running the same race.

Yeah.

If you want to do what you do, that's cool. Love you, right?

But this is Kali.

Right. But if this is my agency, yeah, I don't want that.

But she wants that.

But I want to work. If someone pops up and they just like— I have one girl that popped up.

Is it all through this? Who's this one person? All this is all through this one person. Yeah.

Yeah.

So I'm telling that girl's direct to you.

No, her upline is direct.

Okay.

Yeah, her upline is direct to me.

Got it.

I was working with her.

Yeah.

And then out of nowhere, she calls my upline and she's like, I don't want to work with her. Yeah, and I was like, okay, well, that's fine.

You know how many times people called that about me? Yeah, I don't care. So how well are you and Kali getting on the same page with stuff?

Uh, so we're cool, we're on the same page, but not when it comes to running, because now— not when it comes to building.

Okay, but y'all share someone?

Yes.

Remember we used to share? How'd that go?

And I—

and so I said, so I said, I want to bring someone on that could do do it. She was like, well, why would you do that? And I'm like, cuz I got a different way.

Yeah, so I, um, it's, it's, it's, it's interesting and it's sticky all at the same time. So I like people that bring people to the table. I ain't mad at that. Yeah, you know, now if they're fighting me over stuff, that's different. Does that make sense? Like, if they're bringing in bad people and they're not allowing me to do what I do well, then I have issue. Like if they were using Amanda to contract people but they weren't following the process, they wouldn't have access to Amanda. I pay Amanda. My job is not to be your assistant. Does that make sense? But at the same time, I don't want to be dumb about it either, right? So like Mike is who I was. So he was my upline and I'm fucking 4 deep down here. But in my head we were like, there's things we could do together. So my goal was always to help him grow.

Right.

Right. And I trusted him. Now, we did things very differently. Some things that drive me crazy that he did, and there's lots of things I did that drove him crazy. But there was enough of a foundation that we believed in overall that we learned how to navigate those differences. We just talk about them. Yeah. You know what I mean? And I'm who I am and he's who he is. And we're still friends to this day. Yeah. But like, we did some things differently. When I was utilizing his staff, I was frustrated with things. And then we got to a point where we shared— even before you, remember, we shared Danielle. So for a while, we both paid one assistant. But we looked at things overall, we believed the same thing. But day-to-day operationally, very different people. And that got hard. And then when multiple people are sending contracts to one person, You don't think for a second they're like, which one do I do it for? Does that make sense? Like, there's always going to be some— I just don't like the weird situations, you know?

She does a great job.

The contracting?

Yes. Yeah, she does an amazing job.

Sure.

And I get reports, I get everything.

Yeah.

Roadmaps.

Who really hired her?

She probably did.

Got it. Yeah. So you contribute to paying? Correct. Makes sense.

Yeah. Um, because I'm, I'm bringing in a lot of the people.

Yeah, so then my honest answer is you got to kind of do it her way. She is her staff.

Well, I guess what I'm asking is what's the best way to navigate with that particular situation to still be able to—

with Kali or with the person bringing in all the—

yeah, because me and Kali are good.

Yeah, you should be.

And we always talk about things, you know. Yeah, the goal is to grow.

Can y'all not help this person mute together? Like, meaning the, the problem is, like, the thing that Mike and I did really well is we're always on the same page. So behind the scenes, we'd be like, all right, this is an issue. Fair, right? Like, do y'all agree at least that there's an issue there?

Yeah, there's an issue.

Do you both agree on the issue though?

Yes.

You and Kelly agree 100% on the issue?

Yes.

Then y'all need to get together and go, how do we handle this issue?

That's what I did, and it was just like, I'll handle it.

Who said that?

She did.

No, but y'all need to— if she— but did you go, okay?

I was like, but I would like to be in on it.

Yeah, you know what I mean? Yeah, it can get sticky, you know what I mean? It's like, there's— there's— this is a long conversation. This is not going to get solved in one conversation, right? So we can certainly talk more offline too, right? But I think for me, you're going to have to figure out how to be on the same page with her. Yeah, that's for me first and foremost, because you're in business with her. Yeah, right. And so it's like, how do you, how do you help her grow? How do you add? And that was always my— how do I— if I help Mike grow, he's by default going to help me. Yeah, you know, and that doesn't mean we agreed on everything, but I always wanted to be on the same page because what I've learned is like, if it's like the whole— if Maddox goes to mom and he's really good at it, but for the most part we go like, did, did you ask mom yet? Yeah, what'd she say? I'm like, I say what she says. And but he kind of— yeah, not always. So Maddox has learned how to play us both. But for the overwhelming majority of stuff, it's like we're on the same page. Otherwise, the things you're not, he knows. Go to mom for this, go to dad for that. They ain't stupid. A lot of it, we're on the same page. Now sometimes I'm like, I told him yes. She'd be like, "I knew you were going to do that." Sorry. Then I'll get mad over something. She'll be like, "Well, you told me this last week." I'm like, "Yeah, but I didn't like that one." Those are natural occurrences as you have relationships with people. At its core, it's like someone needs to wrangle that girl. Again, I don't want to get crazy deep in it because this situational stuff's nuts. And you've seen my group. You know some of them. Some of them quit me and quite frankly work with y'all. Not you direct, but you know that. Does that make sense? And so sometimes I'm like, all right, do you. I don't give a shit. To me, that's noise. I don't want noise. So I find out a way— I find a way to get the noise out of my world. I'm not gonna be mean about it. I'm not gonna be a dick about it. I've been like, transfer her. I don't care. When they called about the hierarchy, I was like, move them. I trained the whole team. Hey, so-and-so wants us to, okay, move them, like that. I didn't have one comment, move them. Move the whole team. Next day they're on that leaderboard. Look at our growth. Okay, good growth. Give them a high five, keep moving, I don't give a shit. You know what I mean? I just know there's so many more people that I'm not trying to like— I'm not trying to like— and it always sounds weird when I say this, but I ain't looking for difficult. I like a challenge. But like, I ain't trying to have to beat someone over the head every day. You know? So it's like, y'all between— and I don't know the exact hierarchy, but Phile, Frankie, where's that fall? Who's— Oh, y'all just need— I would be on the same page with all of them. Go like, yo, how do we attack this? And quite frankly, you might have to go like, where do y'all think I'm doing something wrong? That's a hard conversation to have sometimes. But I used to have to go to Kill Matt and be like, yo, dude, like, I'm on your team, bro. And there's a little rub here. What do I— what do you need from me to make this better? And sometimes I'd be like, shit, I didn't see it that way. My bad. And I would have to adjust. I always look, how do I adjust me to fix this situation? And you got so many good people there between the 4 of y'all. It's 4 of the best people at a company. For you to allow this noise from one person, one leg, like that's— y'all got to as a group be on the same page. And if I'm in your shoes, I'm in control of like, hey, I think something's wrong here. And maybe it's me. Maybe I'm a complete fucking dipshit in this situation. But I don't like it, and I know y'all don't like it. What should we do to fix it? And you come up with a game plan. That's a—

and I was like, what's the best way to navigate this? It's just like, let her fall on her face. And I'm like, there's so many people coming through the door.

Yeah, but is it— is— are you growing?

No. Well, that's it. No, no.

All right, so what's wrong with the advice they gave you? If the advice they gave you was let her fall on her face, why aren't you doing that? So then the question is irrelevant. Like, if the advice you were given was to let her be, then in the situation you're in, you need to be coachable to that. No different than you want her to be coachable to you. You got to be coachable to them because they see it different than you. Does that make sense? And for me, like, I just— and I don't— I know them all. I definitely know Frank and, and Phyle really well. I don't really know Khalid that well at all. I know her, but not like that. They ain't going to do anything to harm you. I know that for sure. You know what I mean? So I'm like, I know they have your best interest. And where you might be falling in is seeing all the people and being like, that's my honey hole. To me, it just sounds like a lot of noise. It's like red ants, dude. I don't want that shit. I know it's a lot, but it's a lot taking away your— time, attention, like mental— like you have a mental tank, right? It only holds so much, and that's draining it. And what's happening is you're spending time over here, whether physically time or mentally time, and you're missing all the people over here who are dying to be coachable and work with you. You don't even know them yet. You aren't talking to them, you aren't interviewing because you're drained, you know what I'm saying? And sometimes you have to sacrifice that. Dude, the group that you see, the production they do as an individual, the ones that moved. And I can give you how many people have moved over the years, any team. Now it's not a million, but it's some big-ass producers that are complete and total pain in my motherfucking ass. Number one producer on my team I'm like, yo, I can't do it no more. How about— it's too much. $800 grand a year. I'm like, dude, I'm out. From an individual. I'm out. I ain't doing it no more. Cut her off. Had to. It was cancer. It was a lot of headache. I'm quitting. Sweet. Sign your release today. I don't want to come back. Okay. I got a text yesterday. I said, you ain't gonna believe who's gonna come back. Guess who come back? Female, long— no, you don't know. That ain't that one. No, no, Shelly. Yeah, when, when'd she leave? How long?

It's been years since I was there.

I was like, okay, you know how often they come back around? Almost every time. Almost every time. You know what I mean? So like, that's a big piece of growth for you. You may not see it today in your volume and your numbers and your recruiting, but it makes you someone different. You know when you want to pass on people? Like what that says?

Like, yeah, you must—

yeah. It's attractive to others. Let go of an $800,000 producer, and not in a mean way like, "You're fired," but like, "I want to quit." I'm like, "Cool. You want me to sign the paperwork for you now, or?" What? I'm not trying to be an ass. I'm replaceable. You don't think you are? I'll find more people. There's so many people.

You're right, because since I've been doing that, I'm like, why didn't I do that? Just like if I was like, that's just like me sitting in a home too long after they—

and I'm like, oh, because they got 7 kids and 16 aunts and— right.

And so me thinking about it too long obviously reduces my self-confidence. Yeah, not really, but you know what I mean.

And it creates a rub internally for your team, which is most important to me. There's something, there's a— I can see it, I can feel it just from your— I don't, and I don't know shit, but I can feel there's something, you know what I mean? I'm like, I would want to, I would focus on fixing that. Fix that dynamic. If I make them good, I'll be good. That way I can replace that. I can't replace that way, you know what I mean? And I just, I'm like, and That doesn't necessarily apply to everybody that they can't— you know what I mean? Like some dipshit, 27 layers deep. I'm like, maybe not there. But there? It's cream of the crop people. I'm riding with them long term. I'm like, my bad. Yo, I'm in. My bad. Tell me. Let's— whatever y'all want. Fall on her face. Cool. Tell me what to do. Do I call her? Do I not call her? Do you want me to just pretend she don't exist? You tell me. Whatever you want, I'm in. You know what I mean? And then I focus over here. Now, the way I am in the back of my mind, not in a mean way, I'm just telling you who I am. I don't care how you do it. I'm like, yo, I ain't relying on them for staff. That don't sound fun to me. I swear, I hired one right before her. She's got that staff. And I'm like, ooh, I need another. Get Amanda. And I never did that joint staff thing ever again in my life. Anyone that wants to use—

I'm like, no.

Uh-uh. I know some other teams, they're like, they share staff and they pay. They're like, hey, can I pay her extra? Nah, I pay her plenty, bro. I'll pay her extra to not talk to you. Trust me. You know what I'm saying?

Yeah.

Fair? So like, I take care of the ones that help me and I protect her in the organization. You know what I mean? Yeah. And I'm doing it all to make sure she can stay home and do all this shit. I don't know how none of it happens. I didn't do— you were at the office, I was like, I didn't do none of that. I didn't do none of this either. Now I worked, I paid it. That's the piece I did. But the rest, everything in here, I don't know how none of this got here. I didn't pick nothing. I don't know the colors. I don't know nothing. I'm like, I just want to live closer. I went home one day, I'm like, I can't do this community. I want to move over there. She's like, I want land. I find some. She found something like, cool, let's buy it. The guy who built the buildings is a builder. I'm like, hey, can you build something? Like, what do you want? Like, I don't know, I want a gym. Y'all ain't seen it. I want garage, I want my office, I want a gym. That's what I have in this house. I have a wing over there. That's my house over there. The rest of this, she can— I don't care what she has, you know what I mean? And so I take care of that. It's like, all right. And other staff, I'm like, who's most important in my office? No one's confused. Mess up and mess with Amanda. Like, is Amanda perfect? Be weird if she was. I ain't either. So people go, Amanda's this. I go, trust me, I know. I work with her every day. I like that. Amanda's mean to me. I know, I told her to be. You know what I mean? Like, we aren't perfect either, but it works for us, you know? And I just never want that share thing— doesn't work for me. Um, but I, at the time, even though I wanted my own thing, I never wanted to like cross kill him. I never wanted to like do him harm. In fact, I did everything I could to help him grow, you know? And a lot of times I had to like— I don't know, what's the one of those terms where I eat crow or whatever the hell y'all say. So I just had to suck it up and be like, my bad. You know how many times I had to call Kilmer and go, my bad. Sorry. You know what I mean? I've had to have that conversation with him a lot. I'm like, I'm imperfect, man. I'm trying to go. But he also learned that about me. I like to go. I like to control some things. So he also let me be me, which I love. You know, so I'm like, take care of them first. Her, no offense, who gives a shit? There's plenty of hers out there, you know what I mean? So I'd reconcile that if I'm in your shoes. Oh cool. What else I got? Anything? What you gotta do? How do you, uh, so like I'm struggling with being like a husband and a coach too. So coach for what? Oh no, I got him, girl. I got him. Lord, tell me you didn't mean her. So like, like, as we grow, like, I can see if like if I see areas where, where like maybe she can improve. Like, bro, come on, man. You get it from real? You suck ass at this. Fair? Fair. Are you any good at this? No. Why would you coach her? All you're doing is coaching her to suck. Stay out of the way. She's got him. Michelle, I don't even know. I know she's significantly better at this than you are. Not because you're a bad guy. She does this for a living. You're learning to do this. I wouldn't talk to her about insurance at all. I just wouldn't. It's a weird dynamic, but y'all going to learn how to— have to learn how to pretend you don't do the same thing for a minute. You know what I mean? The only coaching you should be doing is like, did you ask someone else besides me for help? And if she asked you for help, you should coach her not to ask you for help. Does that help? So you're relieved of your duties as coach. So now you don't have to worry about that one. So what's the other side of the question? Yes, 100%. Any wifey thing? Like, you all want to attack, but I think we're good now. Does he really try to coach you a lot? Oh yeah. Do you yell at him? I'm like, go talk to John Wetmore. Does it work? No, every day. Why do you— can you stop? Like, why can't— I'm not stopping. Can you really? You sure? Yeah.

Done.

Can we have a code keyword? Code— what are we, safe word? Sorry, we laughed like crazy in my office the other day about some stuff. Was there a second part of the question? Uh, no, I think you answered it already. A answered B. Yeah, exactly. Yeah.

So you— so safe to say you are a—

you're a lane guy. A what? A lane guy.

Stay in your lane.

So this—

you identify the lanes and then you literally hire to lanes?

Yes.

Hey, this is my role. I'm the scorer, so I'm going to put the ball basket. You're the rebounder, so your job is to rebound if it misses.

Yes, yes, my whole life is run like that. Yeah, bro, I don't, I don't do a lot. Yeah, like, like she'll mess around sometimes. I'm going to tell them the other day I come in and she goes Man, empty the laundry, 3 minutes later, more laundry in the basket.

He messes up so many clothes in the 7-Eleven cart. Oh my God, like 4 outfits a day.

I do. So what did I say to you right after? Tell him. You want me to tell him?

Yeah, just be perfect.

I said, man, I paid off the Amex and that bitch was full right away. I try to keep the balance at zero, but it keeps filling up.

I put my head down and I just kept walking.

She's like, "I'm good, got it." Conversation over. She comes, I come home and she's like, "Rough day." She tells me, "Rough day." I said, "You want to go do my job?" She's like, "What do you want for dinner, babe?" I get home from the gym 95% of days, There's a smoothie sitting right there on the counter and there's eggs sitting right there on the stove. Why? I know how to make it myself. I don't know how to make a lot, but I can make a smoothie and I can make eggs.

It's because we're a team and we have the same goal and we have different roles to play to get us to the point.

When she comes home, the bills are just magically paid. I come home, the food's magically cooked. Cool news is I don't even pay the bills. She does it. That makes sense. So I'm like, it is what it is, dude. We try— I travel a lot. You know what I don't do? Anything at all related to the travel. Nothing besides, hey, I need to be in this state at this time. I don't even ask her. It just goes on my calendar. That's the calendar thing I was talking about. If it ain't something already on there, I put it on there. She'd be like, you going to San Antonio next week? I'm like, yeah. So, okay, shit, I gotta pack. That she says that, not me. I don't pack at all. We get there, I don't drive, I don't book the hotel, I don't know where the hotel is, I don't know how far the hotel is from the event. I don't know what car we get. I don't know. The only thing I do is she goes, our flight's at 12. What time do I need to leave to come pick you up? He's really good at math. So I figure out the timing and I go, now I know it's 3.5 hours every flight no matter what. So I'm like, she thinks I'm really— I'm just like 3.5 hours, 12, 11, 10, 9, 8:30, leave at 8:30. How much has your business grown ever since you just delegated everything? I mean, this has been learned, man. I didn't always delegate really well. I did a lot of this stuff wrong, you know. Um, I would— please, it's taking 5 years to give me the banking access. I would for a while give her stuff to do, delegate it, and then I would do it anyway.

He would micromanage really bad to make sure that I actually did it.

Yeah, so I'd give it to her, but I didn't really trust her. So I like, you know what I mean? Yeah, and I— nah, dude, I'd give it to her and I would do it. I'd be like, it ain't— she didn't do it, she went, she went home, but I'll finish it and I'll finish it. And I finish and be like, hey, I finished it. She like, I want to punch you in the face, I can see it on— you know what I mean? So I had to learn how to do that stuff, man, to delegate and Like, I still sometimes— like, there's a couple things with the event I wanted to be like, did you? And I'm like, she knows me so well. I pulled in this morning and I saw the little JW sign with the balloons. I smiled so big. I was like, ah, she remembered the little signs, the ones on the road. You know what I mean? Like, little— I just— and now I know it so well, I'm like, I'm going to let her be. I just— I let her. I'll also let her make a mistake. That's hard sometimes because I see it coming sometimes and I'm like— so we'll survive. And I know it bothers her when she makes a mistake and she doesn't want to let me down ever. So sometimes I have to let her. Just like I make mistakes. It's like weird she can't. Weird she can't. You know what I mean? So it's like I had to learn I'm not really great at any of this shit. But I've learned how to delegate and I like it. And then when I just go, but now her and I have started to have conversations. I mean, same at home, but same concept. It's like, here's where I'm weak. Like, I really want to let go, but I'm like neurotic as shit and I just need to know that it's done. Can we just come up with a way where you somehow let me know it's done? If you, if you— and we started going like, did I, did you get it? Like, do you know I want you to do it? And then I just need to know when it's done. If you give me those two things, because when I give it, I just want to stop thinking, right? That's where, like, we're trying to get better with you stuff. Is like, when I go, I'm like, hey, did she get it? I know she read it, but she didn't respond. So what do I think? Maybe she didn't see it. Maybe she forgot. Maybe— I don't know. Then I'm like— so I just go— so we create a set. We use Trello. At the office, not this app called Trello. Trello, T-R-E-L-L-O. It's like my favorite thing ever. And it's for me, it's for my neurotic. I can't stop thinking about this 24/7. And so when I need something done, I put it on Trello. You create a card, you like call Bob and do all these things. And so I put a little thing on Trello and right away whoever I want gets notified. So I can put her on it, her on it, him on it, whoever. And so if I know it's there, now I can stop thinking about it. So me, I can go to sleep at night and I know she gets notified. And then whenever she does it, she finishes it, they mark it complete, and then I get notified. So we never have to talk and we're on the same page. Does that make sense? And like, at first it was a little— and sometimes they try to go away from it, a new staff, like, Trello's stupid, let's use this. And I'm like, it's from mental sanity where I'm broken, I know I'm messed up. All I want to do is know you got it and I just want to know it's done. And if you need help along the way, please ask. That appeases like almost all of me. So, if we're on the same page with that, now I can delegate. I'm much more comfortable delegating when they understand where I'm weak. It's like for me, the thing is I've— Until now, but early I did everything. Her job was my job. So I'm like, I did that. Here's how you do it. And then I gave her grace to do it better than me if she ever figured that out. And now, like, he does that with my social. I was neurotic about my own social, and I don't even know what I'm doing, but I knew I wanted to post something everywhere every day. And I kept trying to hire people and they would forget stuff. And then I tried to give it to her and She has 7,000 things to do and she'd forget. So I'm like, yeah, you didn't post. And I'm like, well, that's— maybe we should hire someone who's good at this. And so she found Reese. I used to try to hire people, never worked out. So I'm like, can you— maybe you should hire people. And I would hire people and I wouldn't tell her. And then I'd be like, it's like bringing home a new puppy, you know what I mean? And I'm like, oops. I did it again. I hired someone. When did she start? She's been over there for 2 hours working. You want to meet her? I've done that, right? I'm like, fuck, that's probably not smart. And then I was like, I don't want that. So then I started having to have conversations about where I'm weak and what I'm looking for and what I want. And we started doing personality tests and studying, learning each other and my staff and the way people communicate. I'm like, I just want a result. That's why I am how I am. And so it took a lot of time, but now I've learned how to delegate. I don't do a ton, quite frankly, outside of show up and talk at this point. I don't— like, I have a list now, things I'm trying to get rid of. I've thought of 3 things in 3 days. Like, I just— she was nervous. She goes, I want to see that list. I was like, good news is short, because I almost exclusively get to show up and do what I'm great at. So we've started— I delegated everything to her, and when she got busy, I'm like, we better hire someone. Why? She can only do so much, and it has to get done, and I won't stop. I am not going to stop adding more stuff. I will keep— I'm going to keep being who I am. So we're in a phase now where I'm like, we definitely need more help. Hiring someone in between we're doing all the stuff is a lot. She's like, I'd rather just do it all. I'm like, well, that ain't gonna work long term. So now I'm like, when the event's over, we're hiring someone. And by we, I mean you, because the consequence is I will if you don't. And I know she will. And she— you know what I mean? She's better at managing. Is she better at— like, so when I was hiring, no one stayed. 30-some people been fired. I think a couple tried to quit after they got fired. I got rid of a lot of people, you know what I mean? Because I did a poor job hiring, and I did a worse job giving things. And, you know, I don't know, a couple years ago when she came back from maternity leave, I'm like, here's why I was frustrated. We had a heart-to-heart. I explained why I was the way I was. I let her talk about the way she was. I'm like, here's what I want, here's what I see, here's the vision. She bought in. She's like, got it. Can you just— I don't know how she said it, how I heard it. She was like, can you stop being a dick? Right? And it was like, okay. Can you, can you just help me get what I want done? And so now she's been hiring, and now we have 3 people at a year now. Reese is almost there, so 2 have hit a year. Reese will be at a year soon. We haven't had 3 people— we haven't had one person hit a year ever in 8 years. Now we got 3 with her running it, you know. And I quit doing staff meetings this year. Like, they were so frustrating to I'm not good at them. I don't know how to run them well. I know how to ask a lot of questions, which intimidates people and makes people frustrated and nervous and scared. And like, the fuck? I'm just curious. I'm not really trying to be a dick, but I know that's— I know how it comes off and how it makes people feel now. I'm like, cool. So now we have a big meeting at the beginning of the year. I'm like, here's my brain. Here's what she calls a brain dump. I literally whiteboard like crazy. Here's everything I want to do. Here's where I see as the priority. Here's where I see as the vision. Here's what I want I want to happen. How do we make this as a group work? And then I go, y'all should meet and figure it out. Let me know if you need my help. Let me know if you think I'm wrong somewhere. I'm open to feedback. Just open your mouth. Otherwise, here's the plan. How we execute it, I don't know. Let me know if you need help. And I get the fuck out of the way. And every once in a while, her and I— her and I talk a lot. I meet with them. How often do we meet as a group, roughly? Once a quarter I meet with them as a group. They meet every day. What do they do? I don't know. I'm at the gym. I just— I don't know. I don't care. Why? Because we're productive. We're growing. Things are getting done. No one's calling me complaining. They're fucking happy. Like, cool. And I like paying people more every time we do more stuff. You know, I keep paying her more, keep giving out them. We keep growing and like they keep getting checks randomly. Um, so yeah, I like delegating stuff, dude. It's one of the best things I've done is give up control of every— and I'm still in control technically, like no one's confused. I kind of can call all the shots, but I do give freedom— people freedom to make decisions and make mistakes as long as they're checking it and watching it and trying to fix it and do something about it, thinking. I just want people to think think. I hate when people don't think that work for me. Like, I ain't mad at the mistake, um, I'm mad that you didn't think or you didn't see the mistake and go like, how can we avoid that next time? I don't like when people just go like this and pretend it didn't happen, you know? And I sit down in every situation, I'm like, all right, here's— we did it last week, whiteboarded. And like, some, some of the systems we do for people that are onboarding recruiting system. We have a bunch of people signing up that want it, and teaching it is— it's a complex system, right? Something we built over years and years and years, and people want magic. I'm like, we can give it, but it takes time, and she's busy, and we got a lot going on. So we're trying to implement it in different groups, and like, some people are frustrated, right? And was like, well, this one's a dingbat, this one doesn't follow instructions, this one— like, all that might be. So I said, all that might be true. So I went down, I wrote a name of all the teams. I'm like, the last 5 people, they were frustrated, they were frustrated, they were frustrated, they were frustrated. Why? I got why we think why, but what did they think why? And how do we fix that? How do we solve what they think? And so we started mapping out. I'm like, let's figure it out. I want you all to figure out and create a system to when we bring people on, they aren't frustrated at this point. Even if they are doing something wrong, our delivery can change to change the frustration level. And so they told me some things I have to do better. I'm like, got it, I'm in, got it, I got you. I can sell that all day long. So I'm going to do some stuff up front to avoid the bullshit, and they're going to do some stuff on the back end logistically to make it flow smoother. So even though the things that— a lot of it is other people aren't doing things that we need, but at the same time I'm like, we probably did a poor job setting expectations because they aren't tracking. We aren't on the same page. So I own that. Like, how do we, how do we solve that, you know? So I do a lot of that stuff as well. I do. What up, insurance agents? If you're looking for a roadmap on how to win in this industry, check out the book I wrote about a year ago, Do More Now, Get Better Later. Check out the reviews here somewhere. My team's putting them on. I'm getting tons of great feedback about all the people it's helped. Appreciate those of y'all that have bought it. Appreciate all reviews that are going out. If you're new to following me or the industry, check out the book and get it in your hands now.

How do you know when you have to add someone versus when you might have to not fire someone for, you know, misconduct, but sure, where a role is no longer needed?

I've never had a role no longer needed. I don't think. I mean, that's never happened. We're like, shit, we need to do less. That's never been a problem for me. I've had a person no longer needed. That's happened a lot. But the role was still needed.

I'm just thinking if, like, with technology, because there's someone who has a role with me now where there are some tools and resources where, like, that person's job can be Yeah, I always try to find—

I like try to find like Amanda's role has changed 800 times.

I'm thinking of transitioning her to something else for sure.

If I like them? Yeah, I like her. She's great. Yeah, I would find something to do. I don't want to get rid of her. Here's—

Would I run more ads for recruiting?

Like, what's your main role? What's your— at its core, what's your job? That's her job. What she has to do every day to make us money changes all the time. So when we have to shift gears, she ain't like, "That's not my job." We have a sign upstairs in the office that says you can't say, "That's not my job." You know, I'm part of the team.

Yeah, I don't anticipate her doing that. I'm just thinking like, hey, if there's something that comes.

So in my world, it's like we have the event to do. I didn't go, "Hey, at the event, you do the chairs, you do the tables." We didn't do that. I was like, hey, we're having an event. Amanda's like, got it, I know what to do. We've done enough events, we kind of know what to do. I have a, I have a way I want people to feel at the event. I want it to be nice. I want to go over the top a little bit. I don't want to be cheesy. I want plenty of food. I don't want people to go, there's water, cool, but there's no coffee. I hate that shit. So we try to like, try to do it decent, you know what I mean? I want people to know where to park when they come in. Like, I want it to be easy. I'm like, that's what I want.

Good.

Really good.

You guys did a great job.

Thank you. But I just had what I want. How to do it? And then she started doing stuff. And then she would help. And then like, she was buying tables and plants. Like she was like, that used to just all be chairs. And she's like, you "You know when we go to events, when people are trying to write, it's really a pain in the ass when they write on their lap. We should have tables." I'm like, "Well, we can only fit 60 chairs in there." But now we can only fit like, how many in there? 28 now. I'm like, "But it would be better." So she's starting to get tables. They're starting to deliver. She's getting them put in. Reese downstairs one day started helping. They're at the store shopping for shit, the plant, just all the little stuff. I don't need all that little stuff every day. That was all for y'all. You know what I mean? And I'm like, I'll invest in it. Hell, next week I have to buy that all again next time. But some of them just started helping because the goal was run an event that makes people feel like this. Now, two of the staff, God bless them, they're really good at what they do. They didn't help one fucking finger with the event. Am I gonna fire them? No, dude. But I promise they'll make— they'll get paid more from it. Any others will know it. You know what I mean? Like, I ain't mad, but I notice.

Yeah, I get it.

You know what I mean? So it's like, he gets what our job is. I like that. Her job is to make her job easier. That's her job. What does she do every day? I don't know. She makes her job easier. Hopefully. I stay out of it. I don't even know what she does. I know she brings me books to sign and I know she mails them all. Outside of that, I don't have a clue what she does. I know he does my social, but I don't know how. I don't know what system. I don't know what program. I don't know the schedule. I don't know why, how he chooses what to post. I don't have a clue. I was like, I want to put information out that helps people make money. I want to continue to market. I want to be intentional about our message. I want to help people get mother effing paid. Can you do that? I ain't told him what to post, and I don't even know how long, you know. Hell, sometimes I'll be like, what do you think about this? He'd be like, no, that's stupid. Got it, I agree. Ask him now. I'll give him an idea. I'm like, what do you think? Run it, dude. Why? Because he understands the overall objective. And I imagine one day he probably wants to do more in life. I want to be that opportunity for him. You know what I'm saying? Just like with her, she wanted more one day. I mean, she was 19, just barely turned 20 when I hired her. And she was hired to be my assistant's assistant. So she was her role. She just started taking over. She's like, get out of the way, I got it, I'll do that. Hey, I'll do this. She saw me trying to say, I got it, I'll do it. I'm like, cool, here's more money. You know what I mean? Yeah, I've given her 100 raises in 8 years probably.

What do you mean? Yeah, you just said I go up.

Yeah, right.

So all of a sudden it's not, it's not your expectation necessarily, but it is your preference or your taste buds where the person is going to now see someone cleaning up or see someone setting up and it'd be your natural inclination to actually participate in that activity. And so when you don't participate in that activity, it's kind of weird. Like you said, I'm not going to fire you necessarily, but—

I notice we have a ranking. Let's see how good she is. We have like a— I have like a measurement system in my office, how I rate people, right? The what level? We use it all the time. My sit, give a shit level. How do you rank that? I don't know, it's a feel. That's how I look at my crew. What's their give-a-shit level? Someone's definitely higher than others. You can kind of feel it too. 100%.

Yeah, like you're like, just little careless things people do or don't do. Yeah, notice that, like you just don't care.

Yeah, just give-a-shit level.

Yeah.

Now I'm okay having people who don't give a shit. They just ain't gonna get— they just ain't gonna get the perks, you know what I mean? 'Cause they're really good at the piece they do. I'm like, cool. My inclination is to be mad that they aren't all in. And I'm like, I train every day for y'all to not want every producer to be a top producer, to find a spot for all the different levels. Yet in my crew, I'm like, I would expect everyone to be Amanda. I got to watch my own training again. It's okay that they're mediocre. They just can't expect to make 6 figures or multiple, you know what I mean? It's like, that ain't gonna happen. But I want all my staff making 6+ figures, you know what I mean? Um, so I like to be that provider for that. I like that she can take care of her kids and take her kids to school, and, you know, I mean, I don't know, I like it.

So, got 2 agents. Both are at a quarter million.

Personal production? Okay.

They got about 5 man teams. So, but they're the primary production.

You talking monthly or annual? Annual. Okay.

I wish it was monthly. What is the strategy? Because once they hit a certain income threshold, they got comfortable.

Yeah.

Sure.

What was some strategy to kind of, I don't want to say reignite the fire, but—

I ask a lot of questions, man. You know, I think questions help people discover things you really want to say. So I dig. I think the mistake that a lot of people make is they see so much potential in someone and they try so hard to drag them to success, and that's a detriment, dude. There's a lot of value in nicely pulling away from people. Does it make sense? Yeah.

He used to think that everyone wanted to be him, and so he would drag them kicking and screaming. And I'm like, they're telling you what they want to be.

They're screaming it at you.

Why are you frustrated when they don't want to work weekends, right? Because they have potential, but that's not what they want. That's not their aspiration.

But what he's saying is he's complaining he's broke, right? So it's like sometimes the words don't match the actions. So that's where, like, I had a rule. If you weren't going to— if you weren't going to be coachable and go to the next level and follow instructions and go, you can't complain. I have a no complaining rule. I can tell you how to get out of broke, but if you're not going to listen, I am not mad, but you will not complain to me. So then next time they complain, I'm like, hey, hey, bro, hold up, time out. Did you mean to call me to complain? Hmm, that is a good question. I am not, dude. Remember the part where you don't want to do more, dude? I just warned you, if you're, if you're gonna stay whatever you think he is, whatever that is, you just remember you can't complain. So now that's really easy to do up front when you start with people. So like, as I'm building and recruiting, those conversations up front are really easy. That conversation in that situation is really difficult. I've lost relationships from that. But I refuse to let someone slow down my business. Does that make sense? Those are tough. Yeah. I've had some really close people to me. Really close that I built this with early. That I've had to go like, "I've tried to be really nice about this." I need you to stop fucking calling me. You don't listen. I love you, but you don't listen. We argue all the time. You're negative. I want to kill you. You want to kill me. I don't need to teach you how to sell anymore. You know how to do that. You know what you got to do next. I'm not slowing down. I'm going to go talk to more people. When you're ready, you let me know. But right now, until you take this step, I can't— I don't see a way to add value to your life. And I don't want to— I don't want it to be like this. I respect you. I don't want a relationship to suck. Maybe I'm right, maybe I'm wrong. I don't know, but I ain't slowing down. So I wish you the best. I'm here if you need me, but I'm going over here. And I'm not close with some people that I used to be really close with. And they have feelings about us still to this day. But we've blown up. And they're still in the same spot they were then.

How many people have you seen make that shift when you have that comment?

Change?

What percent?

Yeah, zero. Okay, because I struggle with that sometimes. Like, I, I almost zero. Okay, it may as well— it's zero point something.

You just made my life like—

yeah, it's so rare, dude. But what has changed is they've accepted themselves, that their words don't match their actions. When I leave people alone They have time to think. They sometimes bounce to other people. Ah, this guy will— they go to mom, they go to dad, they go to the stepcousin, they go to the niece's neighbor, and they'll talk to anyone who will listen. And they'll be like, I'm working with so-and-so, they'll help me. Sweet. Every time people come back around. Yeah. So, um, um, can, can I come back? My bad. It's just, it's— is it going to be in 3 months or is it going to be in 3 years? All of them have figured out, and it's not because I'm magical, because it's like when your words don't align with your actions, it's kind of easy to see what's going to happen. I lived it, you know, um, and I just— I don't know, it's— it is hard to watch. The hardest part about this thing for me is like watching people right in front of me drown. That's hard. But if you aren't willing to do it, other people around you are drowning anyway. You just happen to be here. If I'm staring at you so you don't drown, there's people drowning right here. Just because I'm like this doesn't mean they aren't suffering, right? So you're, you're, you're trying so hard in a good way to help people win Dude, there's so many people who would love to be in business with you and will listen to every word you say, and they don't have your attention now because you're spending time with other people who aren't giving you the things that they need to do. You know I'm saying? And when I learned that me going too far— like, we're on a cruise ship and I'm like, don't jump in the ocean, dipshit. If you jump in, bro, I ain't coming in after you. You see them waves? I bet there's sharks in there. I'm not getting in. If he's like, ah, I'm like, he looks like he's running out of breath. All right, the buffet open? I'm not doing it. And it's really hard. But like I've always said, man, if people put me in a situation to make a tough decision, it ain't going to be a tough decision. Like if you make it, you know what I mean? Like you force it on me, I don't know. It's pretty easy for me. I don't like it. And I still think about it. And I can name 10 people off the top of my head. I've had to do this. People I like, really good humans, really good people, just won't fucking push for more. They just don't want it bad enough. And I've had to just move on, you know. And the reality is that moving on is what's led to most of the growth. I tried to take these 10, 12 people and build with them, and it got us to a certain level. But when I was like, yo, here's what we got to do to get to next level, This thing is— this thing's a lot. Building this thing's a bitch. It's draining. It's a lot of time and money and energy and effort and sacrifice and struggle and difficulties and conversations and therapy.

It's a lot.

And most people aren't cut out for it. Everybody wants to be rich as fuck, but dude, like, the daily It's a lot. It's a lot on family. It's a lot on relationships. We've had struggles. We've had struggles. The office had struggles. Like, dude, y'all read the book. I put this in there. We've done— we've had some struggles, and that's okay. That don't— people don't want that. I'm just— that's okay. But there's enough people out there that do want it that I'll find them. Y'all are here. I had to make decisions one day. I kicked everyone out of my office one day. Permanently. We're doing my Monday-Thursday training, doing that. The next level of growth was like, why am I still the only one doing the meeting every week? All these people locally in my office— we're blowing up all over the country— in my office, all the people that rented those 10 spaces I talked about, none of them were growing. Shelly was one of them. Chick wants to come back. Amy was in there. Jeremy Waller was in there. June Green, Leticia. We had some killers in Atlanta. Killer producers. Like, here's how you grow, here's how you grow. Next step was like, hey, y'all need to get people in the office. You need to bring new people in. I'm downstairs training the same 10 people every week. I'm like, they're getting old. Same question, same people, same answers. It's not changing. What are we doing? No new people coming in unless I bring them. Then I started bringing new people from all over the country, getting them to fly and bring their teams, and I'm filling the office. I'm like, office is really easy to fill. Can y'all please I can do this. So then one day I quit training. I'm like, I'm not doing it. I quit. I'm not training you 12 anymore. I'm out. And I literally one day, I'm done. Thursday's my last day. Y'all take over Monday, figure it out. You've watched me do it. You've literally watched me from 3 feet away build this thing. Gave it up to them. How long they do it? 60 days maybe. Stop having Mondays and Thursday training. To this day, no one comes in my office now. I don't have agents in my office anymore because I don't need to to grow. Now I'm like, office is downstairs pretty empty, maybe we should do something. Let's put on an event, fill it like that. It's not— that's not that hard. But I had to watch them go like, all right, we're out. And I quit, and they were all like, we're moving. Okay, I'll sell the building. Great. They all moved the fuck out. We blew up even more. They're all in the same spot. I see him, I say, hey, what's up, dude? Good to see you. Everything good? Let me know if I can help. I keep moving. I ain't mad at nobody, but I noticed, you know. You got something, dude? Sorry, I do that sometimes. Anybody else?

Oh, there's a couple things.

One thing that you said Wanted to go a little deeper.

And if you force me to make a tough decision, it ain't gonna be a tough decision. You gotta drill down on that a little bit when you get tough.

Meaning like in that situation there, I don't know the full situation, so I'm going to make 100 assumptions. But if I'm in a situation like that, for me to move on I wouldn't be hard. I will think about it. I feel something inside, but the desire to grow and build and help other people is bigger than my desire to worry about him. You know what I mean? If I talk to you about debt and taking care of debt, and if you don't take care of debt, I'm cutting you off, and you don't take care of debt, and I cut you off, and you call me and tell me your mortgage is not going to get paid next month because I cut you off, I'm going to remind you that you cut you off. I didn't cut you off. I told you take care of the debt or you're going to get cut off. You did not take care of the debt, therefore you chose to cut yourself off. I didn't do that shit. Technically, I did the paperwork, you know what I mean? I just— and I don't know if that's— I don't know. I just— it's— I will make it. Again, if I'm talking about what I need and for me to move on, I'll just move on, dude. I'll figure it out. I'll make it work somehow, some way, you know. I'll just find— especially in this instance, find more people is a solution every time. There's unlimited people. There's literally unlimited people. Huh? There's unlimited people. So, for me to get caught up on someone because they don't want to do X, I mean, you know how easy that is to replace? Like no offense. None of this is that hard. I'm not confused I could be replaced. Said that multiple times today. I believe that everything I got. So, I have to keep going. Or someone— there is someone somewhere that could be like, they cut me just easy, I own it. No, you don't. It's my agency. Yeah, I know there's a guy who can click a button and cut off your agency right now. Everyone in here can be cut off right now by one dude by pushing a button. Fair? Is anyone confused by that? I'm not confused by that. My job is to keep growing for someone. Who? The insurance companies. Whoever's at the top, this fucking mob up there somewhere running one in this industry, right? I work for this guy, you know, that guy works for that guy. I'm going over here, he works for that guy too. You're under the same umbrella. We're all under the same umbrella. There's a couple guys run this whole industry, and I ain't one of them, and you ain't either, you know. So I just— I don't know, my job is to keep growing. For everybody, for my family, for them, you know. And I just— I don't know, it's like leads. There's unlimited leads. I can't get leads. Really? What? You get your 6.8 million leads tomorrow.

So how did you disconnect?

I'm broken, dude.

You forced me to make a tough decision, and you made a tough decision, and you also said, "I feel it." Mm-hmm. So how did you disconnect? 'Cause that permission, for me, is literally what I battle with when it comes down to getting an army versus building a whole military, you know, conceptually, in terms of like, what do you want?

I don't know.

I don't know if I want to work with that many people, or if I just want to essentially enjoy myself, because that's essentially what you're saying. I'm choosing my preference versus I'm choosing—

How many people do you think I work with?

Not that many, because you have a core group of people that are—

What do you think the number is for you right now?

I would say 3 to 5.

I mean, if you count Amanda, my wife, and my kids. Yeah, I guess. There's a phase. It's like you got nothing to do, then you got a million things to do, and then there ain't really that much to do. I influence a lot of people. But I don't— you look through my phone, dude. I don't get that many phone calls, like at all. Today? Amanda, Steph, Amanda, wireless caller, telemarketer, unknown, Medicare Advantage, Mike File.

And nobody would even guess that, sir.

But it took years to get to that. 2017, '18, '17, 15, 16, 17, 18, 19, 20, bro. 100 calls a day, 150 calls a day.

It never stopped, ever. Not on date night, not at school functions, not—

my phone's on do not disturb all day now. It don't come off.

Grow without those calls at the beginning?

No, it's like, can you sell insurance without calls at the beginning? Yes, I built a— I built a freaking machine, dude. I— you know how many people out there right now are talking to hundreds of people a day in the umbrella? Oh dude, stacks, bro. I just think if I keep doing the same thing forever, I'm doing something wrong. Now, what do I do different? What do I do that a lot of people don't do in today's world? I might not take a lot of phone calls. I'm on the road a lot. I'm gone all the time, bro. I don't stop recording. How many toy stores? What do you— what's your measurement? What is it, Toy Story? What do we— Toy Story. Yeah. How many do we make? Would you do ballpark? What's the last crazy number you told me? So like, he measures how much content I produce in Toy Story hours. I don't know why. I don't know how we got here. Just Toy Story. I don't remember. There you go. So I'm like, give me some context, like, how much? He's like, 75 Toy Story movies worth of content was made or watched or however he delivers it. I'm like, dope. So now our measurement is how many Toy Story movies do I produce on a weekly, monthly basis? And so he always tells me that. So every time we have a staff meeting, he like puts this thing up. He's like, here's how much I'm like, it's dope, you know. I— all I do is do content. Everything. This is recorded now, recorded all day. He did— he said I stopped— what'd you say? 1 second left. 1 second left on his SD card from being full. Just shit luck. 6 hours and 5 minutes of content today.

Huh?

Agreed. I talked to her all about it. I'm like, yo, one day he's gonna be running a whole squad of people. Why? We're gonna do this shit for the industry. Like, why not? Something's working. Most of y'all are here because I see my shit online or read a book or see something, you know what I mean? Like, it's working. What's the strategy? Put out more than everybody else. What about hashtags? I don't even know what those are. What do you put in the description? I don't know. Thumbnail. I don't know. I put out more than everybody. That's it. That's strategy. Put out a bunch of it. Are we getting better at it now? Yes. Yeah. You're good, dude. Yeah, bro. Do you, bro? I love it. Thanks for coming, man. Great.

Thank you for having me. Thanks, John Wetmore. And that's just the reality of it. I mean, if you're trying to do that, you're not going to be successful. But you also have to have a partner who's on board with that and agrees with it and sees it the same way you do, or you'll be fighting the battle that you're fighting all the time.

If she—

if he has a meeting, like if you work for Home Depot, he wouldn't have to run out of the staff meeting at Home Depot and do whatever she needs done for him. But people use working for themselves and having their own business as a chance and an opportunity to be lazy. They make their own schedules, they're not consistent, there's no structure. It's, "My wife needs milk for the kids at 2:00 in the afternoon, I gotta go, I cancel my appointments, I can't stay for this training, I can't be a part of that," and that's all integration.

Yeah, I'm fired up, man, about the calendar.

This—

I'm doing—

as soon as I get back, here's a blank calendar, right? You can write, like, track every day. I want to see grocery shopping on there. I want to see the honeydews, and you can highlight them. And I want him to say, I don't do crap in business to grow.

Yeah, yeah, that's, that's like for me.

He also probably knows that he's not doing what he needs He's well aware of it. Yeah, he's just—

well, the conversation again on the move from Murfreesboro, Tennessee to Dallas was, uh, the only reason you wouldn't is because you don't want to come build here. Yeah, they moved out there and he's never— it's been 2 years, he's still never rented an office.

So the best—

he told you, and he's screaming to me what I'm going to be and what I want to do, and he wants to—

no, no, no, no, no.

Because we've had this stuff.

It's like in sales, dude, when, when the, when the client is screaming, I'm gonna think about it. You see it coming, they're screaming it, you just, yeah, so the process, we just got to see if you're eligible and just gonna, the pricing, and they're screwing, you just keep trying and keep trying. It's like, how did you miss it? People's words, they say they want it because it feels good, sounds good. The actions tell you everything, you know. So for me, it's like the best thing Mike ever taught me, one of— he's taught me a lot of things, but in terms of building and me trying to drag people, he would always remind me that leadership is taken, not given. And so you don't really have to like bless anybody with the ability to lead. They'll just fucking do it and they'll come to you for guidance on how to do more and they'll ask for help. If they want to be a leader, they'll take it. Like, I'm a leader in the insurance space. No one came to me and said, hey dude, you should do events for people at all different companies. I was like, I see Cody, I like what he's doing. What's different between Cody and I? He ain't never built an agency. That's a hole. Like, I'm going there. Where's he better at? Marketing. Everyone fucking knows Cody. Hey, we gotta get better at marketing. I suck at marketing. Let's hire someone. I gotta figure this marketing thing out. Marketing. If Cody knew how to build an agency, he'd be the biggest dude in the space by far. He knows the concept, but nitty-gritty, he's never done that piece. You know what I mean? And I'm like, ooh, I don't want to do— I don't want to be Cody. I don't do what he does. I like what he does. Keep doing him. I want to keep supporting him there. But I'm like, there's a hole there. No one in his world has built what I built. I'm going to be known in the industry. So I called Cody 3— no, originally, what year did I go to 8% first time? What year was that? 2020. '22, 2022, June to July, whatever, '22. So I called him in March of 2022, like, hey bro. And I knew of him, but I didn't know him. I knew when he sold us leads a few years back, seen him a couple times, didn't really know him well. I'm like, yo dude, can we talk? He knew of me, I knew of him. I was like, hey bro, I like what you're doing in the space. I hate that he can't talk to him because they're different. I hate it, I hate it. I think it's weird. I have friends in all the companies. I think every company can win. There's people rich at every company. Every line of insurance has rich people. I just— I'm not like— I don't like that weirdness. And I'm like, I want to help. I don't know how, but I want to be part of that. I start showing up. I've been going to Cody's events 3 years straight. Do I fly 80 flights a year? Get known in the industry. Just doing it. I'm taking it. I'm going to take that space. Why not? How do you do it? I just do it every day. That's what I do. I talk about a lot. I go do it. I show up at things. I speak at things. I offer value to people. I'd like to just keep— and I didn't know what we were doing. I had no idea. I'm like, I spoke for 2 years at Cody's stuff. Never asked for one person's contact info ever. Never pitched a thing, never sold nothing. One day I'm like, I should probably get their emails. So they're like, how do we do it? I'm like, I don't know. I think they put up like QR codes and shit when they talk. Let's try that. So he builds something, she does something, he puts it on camera, puts this thing on my thing, and I'm like, I, I do my whole talk, I get off, I walk off stage and they went, you forgot to tell them about the QR code. I was like, shit, I got to get better. I'm not used to selling myself. I'm not used to— I'm used to just give out value. Huh? I know that. That's my point. I did that for 2+ years without ever collecting any information from anyone. I only did it when he started. That's when I was like, I went to her, I was like, marketing, we need someone. So we hire someone and then we started this process. I don't know when that was. That— when was that event? It was like one of your first ones, wasn't it?

No, it was his interview, actually.

No, no, no. Where I went on stand. I didn't ask for the thing. That was his— that's the video that he edited in his interview. Are you serious?

It was like 2 weeks before.

That's funny. So me and you and I made it. That happened at the first one. I remember you being there. I walked off and y'all looked at me and I went, damn, I did it again.

There was one we turned you around.

It took me 5 times to remember to go, hey, I have the thing here to give away for free, fill it out. I'm like, I gotta get better at this marketing thing. I gotta sell me more. It's not my thing normally, but Cody's really good at marketing. I'm like, I'm gonna take that piece from him. And I'm gonna pay Cody to help me market. Certainly if I pay him, he'll help me more. So now I pay him to help market, and then he lets me speak at all his shit. So I negotiated some stuff with him. I'm like, hey, if I pay you for this, I want all this. He's like, dope. And you don't think for a second I know he leverages my name to get more stuff? I'm like, fucking keep doing it, bro. Keep saying my name. I like it. He makes a bunch of money from it. Cool. We'll make a bunch of money together. You know, so it's like I just take it, dude, and I look for people who take it. Like, y'all are trying to do it. I go like, oh, you know, you know how many people we market this thing to? How many posts he's made about this? Emails, videos, contents, zillion. I'm begging no one. I'm like, just put it out there, the right ones will take it. I didn't pitch this to none of y'all, you know what I mean? The ones that pay me for coaching, they come for free. I might just come. It's part of it. Why not? You know, I just want to add value to people. And for me, I just look for people that want to do more, and I'm like, hey, come over here, I'll help you do more. This time, hey, y'all come to my house, I'll help you do more. This is my model. I identify people who want more, and I go, come over here. Now, some of y'all think there's a lot more is going to happen, and you get good value out of this. I'm like, this is a baby step. I'm like, all right, next step. How do we do it? Oh, do that first. Then we'll come back. We'll do more. Hey, you do this and come back. Hey, you do that and come back. And I just always give people little things to do. He's a machine in the space. I give him 900 things to do. It's the only way I can keep him busy. Like, do this and this and this and this and this. I don't know. It's been a model that's worked really well for me. You give people opportunity, you show them the light, the right ones will take it. The ones that don't, all good. I just look at it as it's always ongoing and people will get to the next level, they'll be a leader to this point and then like, "Oop, that's my limit. I'm out. Tapping out." You're going to make the mistake to think people are going to run with you forever. You know how many times that's happened for me? Exactly zero. You think people are going to run with you forever. It's happened to me exactly zero times so far. Zero. Zero times have I had someone, my right hand, stay with me the entire ride. Zero times. It's not— I don't have— I still to this day, what about that guy? That guy? Yeah, we built all— we built those stuff together. They got off the train. I'm like, okay, cool. I ain't stopping. More people. There will be more people. You know, I was like okay with it. You know, there's people I was close with too. It's like, ooh, yeah. I'm like, all right, I'm just trying to help people win. Like, but that's that guy. I'm like, so? That's so Cody. So? What's that matter? Ah, noise. Okay, I'm gonna keep going. I'm building something. Yeah, so now y'all are on the train. Let's build something. I'm building something. Y'all wanna come along for the ride? Let's go. What are we building? Something dope. Something dope. You mean my job, if I help y'all build something, that's kind of— we're building something together. You don't think I'm confused? I hope you make more money. You're gonna send me more people that make me more money. I ain't confused by that. I help him make more money. He's making good money. I help him make more money. I ain't confused he's going to send people more way to help me make— I'm not confused by that. If I add enough value to y'all, y'all will add value to my world too. And what I love about it is I can be super open about it. No one's confused. Is it intentional? Yes. Do I want you to win? Yes. Am I confused I'm going to win more from it? No. There's just There's not anything confusing about that, right? Sit. You know, next time we do one of these, look around. Ain't gonna be the same people in the room. Some of y'all will be here next time, some are gonna get off. Cool, sorry. I did my best to help everybody win, but I ain't, I ain't perfect at it, dude. And not everybody wants— or some people get in, they go, sounds dope, let me come in. They get in, they go, ooh, it's scary in here, I'm out. This shit's hard, fair? Getting rich is hard. Staying rich is even harder. Getting wealthy, I'm like, I don't know what's considered wealthy. I don't feel like I'm wealthy. I can't like get a jet, a helicopter to come pick us up right here and then get on a jet over there and fly us all. So I ain't got it like that. I mean, I could do it a couple times, but I can't live like that, you know what I mean? I'm like I want to live like that. Why? I don't know. Sounds dope. People do it. Why can't I? People have gangs of people in their world that live good like that. Like, I want to run with a crew like that, you know? So I just keep trying to find people that want to do big things and helping them. You just get to watch it live. This is what I'm doing, what I do with y'all. That help there? Taking mad notes over there. I like it. Yeah. What else y'all got? Um, if you're in the insurance space and trying to build an agency, or you're trying to like break records in sales, just hit new levels, new heights, click the link below to apply to my consulting and coaching program that I have out there. Um, I'm helping tons of people get to new levels. Get to new income heights, help them build their teams, put systems in place, staffing stuff, recruiting processes, automations, um, just teaching people how to get to a point where they're selling on their own pen 30, 40, 50 grand a month. And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability you can. There is an application process. I'm only looking to work with like high-end people who really wanna make big things happen. Couple recent clients that we've had in the, in the coaching program. One dude as an individual went from selling like $8,000 a month, barely getting by, about to quit the industry, found the book, hit me up direct, started the coaching program, went to $35K his first month, has issued like $150K in the last 90 days, and has changed the trajectory of his career. Working with another agency builder, very first month went from doing like $800,000 a month to almost $1.1 million. We added like 10 or 15 production in 30 days and continue to work on things there. So if you're interested, click the link, apply, and if you're a fit, I'll reach out.

I like this, right? So like, this is going to keep going. Like, the goal is to— yeah, yeah.

I mean, we officially have one plan. We're announcing it tomorrow. I don't— I think I might have slipped up I didn't mention it today, but officially they're giving out— was it June 5th? Is the next one like this? I was talking to them yesterday. I'm like, we might mess up and be like an event company one day. We might mess up and be a software company. We got some cool shit happening in my world. And it's all wrapped around helping people get paid more. But I'm like, I see opportunity in places. So I'm like, I could do this every day. I'm like, how often could you do this? She's like, not every day, but I could do it way more often than quarterly. I'm like, what if we have more people? Actually, she told me yesterday, she's like, I've had fun doing this. She didn't want to do a regular job anymore. She's like, I just want to do this stuff. I'm like, okay, how do we monetize it? I can't do it for free. How do we, how do we get paid on it? Let's figure that out, you know what I mean? So my goal is to do as many of these as we can, as long as they keep growing and keep helping people. I'm in. I'll do them all the time. We're feeling it out. I'm like, I don't know what people want. Let's try one. Again, last one I did last year, I was doing these like crazy. I've been doing these for a long time in concept. We started opening them up maybe 2 years, a year and a half ago, something like that at the office. Something like that, just started doing them. A few people come, da da da. And I'm like, it's weird people show up for paid stuff. I never charged for nothing. I always give it away. Let me, let me, let me try a paid event, see what happens.

We threw it out there.

Last one, when we were supposed to do it originally, October, we had like 3 people registered the week before. I was like, eh, refund them. We messed— I messed something up. Sent their money back. I'm like, let's go back to drawing board. Marketing, we didn't do that right. We game planned. He picked the date of the next one, I think. I was like, got it, we have till then. Let's go hard. What's the marketing Actually, I got to go to the gym. Y'all plan it. Let me know if you need my help. I get in the way. And they planned it. I don't know how or why and when they marketed this. I just know we talked about it a lot and I talked about it on every video and he put it out all the time. People like, you posted the stories. I'm like, no, he posted the stories. Maddox sometimes like, you posted that on social. I'm like, no, Reese did it. Sorry. Sometimes the stuff about Maddox, he gets mad. He's getting old enough to where he watches my— his friends watch my social. And I'll go to take a picture, because if you put that on Instagram, do more. Gives me shit about it all the time, you know. But yeah, my goal is to— we're going to do next one's June. We're going to go quarterly. Next time it's going to be heavily focused. Like, how do I make it different enough though that y'all want to come back, but make it the same enough where people want to keep— you know what I mean? I got to figure out that balance. And I'm like, what have we done really well this year? We figured out a lot with marketing. In automations and social and email and funnels. And like we've done last year and a half, I've been like, that's been my jam figuring that out. And I'm like, hell, they all got here from that. Maybe I should share what we've done.

You know, the other thing that you did that would make it different every single time is you started the whole damn thing by saying, why are you here?

Yeah.

And then the rest of the conversation presentation was about how to fix it. Literally, yeah, different every time because if you're in a different place, yep, you got different problems.

100%. Yeah, it's going to be fun. So it's like, we'll try it. I never had people at the house before. I had an agency back in the day, we never done that. I'm like, I'm like, what do I do? Do I show people around? Do So I put them in one room. I'm like, I don't know how to fucking do this shit.

What do we do?

I know how to talk. I can do that part. The rest, I'm like, I don't know. Let's figure it out. See what happens. Like, I ain't playing. That's who I am. I had a conversation with both of them yesterday. I'm like, what do I do? Like, what to say part's easy. What do I do when I get there? Like, is it rude to not show people around? I don't want to fucking make people walk around. You know what I mean? I'm like, I'm literally having conversations with them. I'm like, this— Yeah, I mean, you can definitely see whatever you want. I don't give a rip. But I was like, I'm literally trying to— as I'm going, figuring this thing out. Like, I tell y'all, just figure it out. I live it, and I'm just really transparent about it because I don't care. Like, I know y'all have questions when you do. I know you'll wonder about stuff and question things and how do I do it. I do too, but I go anyway. You know, I didn't know what was gonna happen. I'm like, hell, we messed up and sold this bitch out. And I don't even think we did that much— like, we did a decent job marketing, but I know where we could do better. We didn't really get into ad space. We didn't really— you know what I mean? Like, there's a lot of things internally we're like, oh, we can do better. We hit more people.

Would you be open to doing an incentive based on one person and how many people they get paid to bring to the event?

Yeah, why not? That sounds dope. I'm all ears.

I'm sorry, I came from—

yeah, her idea was get people to go like, hey, do you want to do an event with your whole team and do teams at a time? You know what I mean? Like, we're thinking about doing some stuff like that. Like, oh, let's have a company in. Oh, let's get all their sales guys in, do one at a time. What would it run? What do I charge if I go around the whole team in? We're trying to figure that out. You know, I'm like, oh, sounds good, let's try that. I know I'm really good at one thing, so I'm figuring, I'm like, how do I do more of that? Literally, I'm gonna do more of it, and we're gonna tweak it as we go. How many low-level tickets did we sell? How many of these did we sell? Yeah, and the 14 only came the last like 3 days. Like, it was 12 for this and like 9 for the other. Like more bought this than bought the low one until the last couple of days. We filled a couple and then I gave a couple of free ones out.

So it's cheap. So people like if you 100% like a $50 ticket, I'm like, yeah, yeah, I'm learning.

It can be the best thing in the world. Yeah. Someone once posted on my YouTube, one of the comments on YouTube, someone said he posted one of the last events. And he's really good. He tries to get the right angle so not everybody saw— there were only 3 people in the last one, so you get a good angle. But one of the angles showed like all the empty seats, and someone commented something like, why is there only 3 people at this event? It should be X amount, some big number he put. And I'm like, I don't know him, but I agree. We gotta fix this, you know. It's like when— again, when they were in the agency, I packed that room out for 8 years. That was easy. But going like, I'm kind of going rogue a little bit, helping all these other people and other things. It's like, that's an interesting dynamic. Figuring that out has been fun, but it's kind of true. You know? There ain't any. They ain't with me. There are probably plenty of conversations out there. But I just— at its core, I don't think I'm ever doing wrong helping people win, you know. So we're going to keep doing it. We're going to do a bunch more events. We're going to do some cool stuff. And hopefully you guys keep finding value in all this stuff. And if you think it helps you, obviously, certainly we would love that you share it and tell all your friends and get more people at it. I like to help them get rich too. I mean, we do stuff like that. So like I have a whole onboarding system we sell that people use. I mean, I make— we make money on that. Um, you know, there's some stuff inside the industry that I do that cash flows now too. That's not selling insurance, getting override. I mean, this shit's fucking working a little bit. Coaching is working. I'm like, oh shit, there's some money there.

You like—

and I like doing it, and I know I can help people make money. So I'm like, well, fuck, why wouldn't I start that that. I watched Patrick Bet-David do it. I'm like, oh, that's fucking genius. So I literally copied his model. I paid him, he taught me what he does. I'm like, okay, I'll do that. So I just do my shit set up exactly like his is set up, you know. Um, so yeah, dude, it's pretty simple, bro. Yeah, I don't, I don't need to do 400 things. That ain't my jam. I like easy. So now, yeah, we're figuring out some stuff in the space to capitalize, much like you're doing this thing. It's like software. Yeah, like that. We're doing a lot of lead distribution for people. So I got some guys who like run lead companies that can't figure out how to scale it. I don't want to make leads. I want nothing to do with that. I don't want to sell leads. I want to deal with agents. I want to do that shit. But guys that know how to sell leads and have agents that want them, I built this system that helps them manage their lead business, distribute the leads to where they got to go, manage the balances, kind of do all that stuff. So I help people scale their lead business, and I'll do nothing with leads. Clients don't even know we're involved, but we just built the system to do it. And then I hired the two guys upstairs to build a custom— I was using like different, uh, third-party softwares to make it work. It's Zapier and some other shit, GHL, whatever. And I think it's a little clunky. We started, I started finding some opportunity to make some money. I'm like, y'all take that money, invest in actual programmers. So we built a custom software to manage leads because I started doing all the apps. I started seeing all the flaws. I'm like, ooh, GoHighLevel's cool, but it can't do round robin the right way. Zapier is cool, but it can't keep track of— there's like things it can't do.

Yeah, because Zapier is like, like not the actual program, it's just Xeon.

Correct. Correct.

Indicator push to get—

actually, so we took that, did it at such scale, started pushing out a bunch of leads, and I'm like, I gotta build something that can handle this. Yeah. So how'd you guys— we literally have a custom software.

That's cool.

Just for people who want to scale a lead company. So they come in, they sign up, and their agents start getting leads right away. They don't have to push them, they don't have to set up nothing, they don't know how to— it just, it just goes. All the integrations are go there and I make a buck or two a lead, and I don't sell leads.

Yeah, that's why that's super cool.

Yeah, so super niche and super passive.

I mean, once the software is built, yeah, correct.

I don't know, that's so cool to talk about software. It's like it's there and then that's it, man. If I, if I run one client or 100 clients, it's the same work for me. So now you'll see me over the next couple years, I'll be pushing that, retest it. I've done a little quietly to test it, get the bugs out, mess it up, and making some money along Messing it up.

Kind of like what I did. I was like, yeah, just testing.

So now we go find the guys that are like, fuck the lead companies, I can do my own. But then when they start doing their own, how do you get rid of people? Emailing them? Send it out? Oh no, I can figure out how to round— I can zap it. What happens when you have 50 people? Yeah, you ain't zapping nothing.

50 of them. It'll shut down, you go fix it. It's like a mess. That's really cool.

So now I'm like, I need help.

So you figure out something every agent needs and how do you monetize it in a way that is just one, one set of work?

And as I'm teaching people to use it, I want to own the piece that I teach them to use. I used to go to people like, all right, go buy this, here's the system I use. Go buy this, here's the system I use. I'm like, why don't I own this? Why don't I make the system? So we started developing it, you know. Fowl's really good at that shit. Him and I've talked about it. I tried to do an elite thing for him when he was starting. I'm like, I got you. He's so fucking smart, he's like, I'll figure it out.

Yeah.

And he's kind of got a way where he— now ours is easier, but he likes doing it.

Yeah, he's a nerd.

Yeah, he is. He's really good at that shit.

Yeah.

You know Todd Shukart? Who?

Todd Shukart.

Oh, the guy I connected with. Oh, he's got like 5 or 7 Agents that like buy these rooms or something, connect you with— oh yeah, yeah, like Razor Ridge, he's big with Symmetry, he does a lot of that. Yeah, I met him the other day, but he's running some stuff, doing some stuff with me, and, um, but yeah, he was like, yeah, I got like 500, 700 people access buying these, probably something.

And there's some third-party softwares out there that do it, but they ain't— there's quirky, you know what I mean? It's like funky.

Like, yeah, yeah, it's like, I know, it's just, it's a lot of work.

I'm like, nah, I'm like, we built it. Here's the things I don't want to do. Here's the problems. Here's the issues. Here's what you run into. So now ours does all— there's a dashboard, they can see their agents, how many leads they're getting. They can, they can adjust stuff, deliveries, caps, states, you know what I mean? Like, all that factors in, connects to their Stripe. They all— we manage all the subscriptions. We do all that shit.

That's what James just did with the CRM for us.

Really? Internally?

Yeah, he had it developed in the Philippines. And yeah, we, uh, so it's our— no one else has. It's our own protected, like, software, but it does cool stuff with agents that we can monitor and like, sure, who's not on, how long they've been on.

Yeah, um, it's pretty cool.

So it's cool when you have this stuff.

It's like, yeah, for sure, routing. Why not? Yeah, I know it. I, I did this. Yeah. So I know what the issues are, and that's, that's unique because a lot of people don't know as you scale the issues you're going to see. Yeah, I'm like, all right, well, I can foresee that coming, let me set something up. So we set things up to help ours flow easier. Perfect. And now I'm like, well, shit, I mean, if it helped me, why don't I put a price on it and sell it? So that's what we started doing. That's what I've been like last 2 years, fine-tuning it, figure and out. That's how I'm blowing up. I mean, hell, all you are here from all that. Just like, let's start doing more stuff, help people. Start a consulting company. How you do that? I don't know, I'm figuring it out. Y'all all here, some, something's working.

I do the same thing.

I'm like, I'm just going to do it, and then I'm going to mess up many times, but I, I just keep going on a backbone. I know how to help people get paid. It ain't going to be magic. Y'all ain't going to go home tomorrow and be like, oh my God, we're a million! But you're going to like take take some things that get you to the next step. But I'm also smart enough to go like, how you want to keep growing, there's more shit to learn. So now what do I do? I mean, I can only do it so much for free. You gotta pay. I'll keep giving— I'll keep giving you time. Otherwise I'm good. I'll just fucking come home and sit in my gym all night.

I mean, do the amount of value just I got from today from you talking, give me ideas that I'm gonna— correct. Spot time for this next Correct. Yeah, it's like 100%. It's to me now, it's this stuff. It's not how much does it cost, it's like, dude, how much can I get back?

It's how much does it cost by not doing it.

Yeah, exactly. But how much?

Yeah, 100%. And I got out of a mess for a couple years and I was like, yeah, you get it. That's your— you're really good at that piece.

It's like, why did I— why did I get out of that?

Yeah, yeah, I just never stopped it. And it's hard. I mean, you see how long I've been running out there. Oh yeah, I've seen a lot of people come and go. Cody's the only one that's consistent. Yeah, and it's his event. Yeah, all the people that come and go to his, there's very few that stick with it. Yeah, you know, I'm like, I'm trying to build something, bro. There's things that ain't perfect, but it's like, there's a lot of good from it. So I'd rather spend time up front identifying things and spend time later picking around. I'd rather spend the time now. I just want to know now. If you're gonna be an idiot, I want to know now. I want to know after you're contracted. If you're gonna pan my ass and overthink things and be uncoachable and not— and not that that makes everyone amazing, but I have leverage now. I mean, you agreed to this. You said you'd do this. You said this wasn't a problem. You said that— I got so much fucking ammo on people before they come here. I don't have to like do anything. I just point, go, hey, today you run over there. It's like practice, spring training, whatever they call it in football. Get on the field, start running. You think you can be like, I don't want to run? What do they do? What if you don't want to run? Correct. Go home. People go, you can do that, you've got money. Now I got money because I did that. So, so it depends. Okay, yeah, if they don't have money for leads and they don't have a job and they're a dude, not hiring. A guy with no money and no job? No, I mean, I agree with what I just wanted to know is logic. Even if they're really young, like 18? I mean, there's somewhat exceptions. You're saying a grown man at that? Yeah. Okay, that's fine. That makes sense. I mean, live in mom's basement, got no money, mommy's gonna buy me some leads. I don't know, try it, see what happens. You know what I mean? Like, okay, I got questions. How you gonna get money for leads? I got $300. I go, cool, what happens if you put in the $300 and they all tell you to fuck off?

What are you gonna do?

What? Can that happen? Oh no, no, bro, I'm telling you it's going to happen. I want to know how you're gonna handle it. I'm looking for— I must mess something up, I'm gonna ask for help. I ain't looking for a stutter. I'm paying for you, dude, $300. All you got, $300? Your name is gonna be hard. I had no money. I was gonna work my mother's face off, you know what I mean? So I'm like, I'm looking for— I'm just looking for effort. I'm not looking for people to punk out. I'm not looking for people to dip their their toe in and try this out, you know. You start doing some coaching thing, I start giving— letting people do coaching. I have two-tier group things, cheap one-on-one, a little more pricey. People are like, I can afford a low one, but I don't do contracts, I don't do none of that shit. I notice now, like, they'll come in, you know, pay me once, they don't do stuff, and they're like, I can't afford it next month. I'm like, So now by tweaking what I say as I'm coaching, I'm like, nah, if you don't come in for a year, I'm out, honey. You can't even pay me. I don't want your money. I don't need the money. It's the money— money's to hold you accountable, you know what I mean? Yeah, you're a little fucking peanut and it's not doing anything. At scale, can I make some money with it? Yeah, but so you're mostly black and white. Most likely do have something. I do have a little bit of a heart. Let me not say men, because you give me a single woman, different game. Why is that?

Because they're animals.

Listen, I know I've had a woman on my team, they just— she just goes indoors taking care of kids. Yeah, I mean, she can't work 3 jobs necessarily. I don't know, I ain't messing with that. I, I know what it's like to be a broke dude. I'll talk all smack all day I don't know what it's like to be a broke mom. I ain't, I ain't, I ain't fucked with that. I'm like, can you figure out how to get more hours? Yep, you're gonna have to figure it out. I don't have any advice on how you're gonna do it around the kids. I have no idea. I don't know what to tell you because I didn't have to deal with it. But what I do know is if you don't stay consistent, you don't work enough, and you don't go at this, and you don't deal with hard things, it's gonna suck. So you're gonna have to somehow have somehow some way to work around the kids and schedule and get them taken care of. Like, you somehow have a way to do that. Yep, I believe you. I ain't fucking digging for stories, man. I got a lot more grace for a single mom than I do a dude. You know, in a very situation, someone's like, dude, I just got back from serving overseas and my wife spent all my money and left me. And then I'm like, all right, that guy a dude with no money, and I might get a shop operator. Yeah, like, that makes sense to me.

And then you still ask those qualifying questions.

How you gonna figure it out? What's gonna happen? What are you gonna— yeah, like, how are we gonna make this work? I can get you, but you're so much—

I'm being saved, bro. Yeah, on the back end.

Yeah, you're betting out someone, you're picking your teammates already. If you're a real team, that could potentially waste so much more time. That's what's—

I'm totally—

it's just a learned skill, you know. Again, it doesn't make everyone who I work with kill it. I'd be lying if I said that. But I'm in control. I get to call the shots. I'm definitely not going to harm them. I'm trying to point them in a direction of success. I'm going to challenge the shit out of them. I'm going to push people. But I control the whole narrative. They agree after all that, you still agree? Like, all right, fuck out. Like, meaning he goes to the NFL, like, yo, here's a schedule. You don't get to see your family, but on Tuesdays every so often, whatever it is this month, like, I don't know, dude, bed by 9, curfew, training 2 days. He agrees. They're like, all right, let's go, buckle up, bro.

Don't even yell anymore.

I mean, what's the point? Okay, because what happens if you don't do it?

They're gonna find you.

Exactly.

They're gonna find you.

They're not gonna tell you, and then they're gonna cut you. And then what?

They move on. They're fine.

New guy being the next step.

Oh, very true.

With your jersey number. Very true. They don't care at all. That's real life.

Nameplate's no longer on the locker, bro.

There's a trash bag there for your place. Move on. Sorry. So I run my deal.

A lot of applicants.

Some people don't like it.

Yeah, so I'm just kind of sipping and throwing in.

What do you want me to do? You want me to fight? You can arm wrestle with some people over there. It doesn't mean it's all easy, but if I can control background, like, you know, coaching, everything, do what you say you're gonna do. Now all I got to do is get you to say all the things you're gonna background is done.

They have their—

that's really easy to do. All of that. Hey, will you do this? Yes or no? No. All right, will you do this? No.

I'll be there. I'll be home. I just can't.

You don't want to do that either? Like, when I was in your situation, I had to do ABC. My recommendation is you do this. I don't want to do it. I'm not coachable thing, bro. Doing it, getting pushback. I know, I know, I know it sounds awful. There's a reason for this. NBA do suicides. You don't think LeBron James knows how to run? Suicide every day. Remember, like, there's a process, and I want to teach people to follow a process, and I have a process that works for me. To work to help me get paid. So I shared the process I went through and get paid, and I've shared it so many times. Now you start getting some leverage, you start having more and more success stories, you start helping people make 20, 30, 40, 50 G's, dude. Now it's like, that's what I did.

That's—

yo, I'll sign up for the— I'll do it, whatever you say. You beat the shit out of me, I'm in. So now I have people begging for the directness. Begging. All right, now you see that makes sense. You know what I mean? Like, can you just skip the stories and analogies? Just tell me direct. I'm like, yeah, please. Ali, hell yeah. Stories were in case you were soft. I can skip the stories. You know what I mean? You know how many people ask me that? They see a story coming, they're like, I see it coming. I'm like, I know. So that's what he— layers to that thing. There's layers to it. We have our own. That's my problem. That's where you always come out the gate swinging. Not everybody wants to be in the NFL. I was like That's where they— correct, from point A to point B, straight direct. So you're trying to get them to where you want them to go, right? Got to get them where they want to go, which is why you ask so many questions, correct? So if someone says, I want to make 4 grand a month, you going to go, that's stupid? No, Staples is Don't try to bring them hype. I mean, I'm like, not on day one. I mean, good news is— good news and bad news. Good news is I wrote $8,000 yesterday, so I'm probably gonna be that hard on the long run. Bad news is I don't know you from a hole in the wall. I don't know your work ethic. I don't know how much you're gonna train. I don't know how much you're gonna— how much you're gonna push through this stuff. Okay, good news is only like 4, 5, 6 applications a month. The question is, how do we get you there? We're gonna have to figure that out. I don't know. You might suck with customers. I don't know. You might not be able to get a sentence out of your mouth. You might not show up to trainings. I have no fucking idea what you're gonna do.

So you're okay with whatever number they're okay with, like, as long as they—

But I just set the stage for all the shit I expect them to do. Yeah, regardless, no matter what. Like, they can't give me that. All right, well, I want you to be covered. Bring all of these words. So this is my expectation.

This is the way I do this part.

Well, yeah, it's here. Yes, it's here.

And that part, and that part is black and white. I think it's because it's pulling me from this. Yeah, it's pulling me from all the things that I created.

That doesn't mean I can't challenge people. Yeah, doesn't mean I can't push them further. Doesn't mean I can't I can't. But I look back at me, dude, I want to make $70 grand my first year. Someone said, fuck you, you want to make a million, I'd be like, what? How much money $70 grand is to most people? So I don't know, dude, slow. Take kids. I ain't trying to teach them how to get a bachelor's degree when they're in kindergarten. I gotta teach them like that little graph. 1 and 1 over here equals 2, and 2 and 2 over here equals 4. I gotta teach them that shit first. And if it's like, uh, really old folks, you know, Doofy Howser, I don't know him. He's like, uh, get it, can retain it fast. I can go fast, I can speed up. You start small, slow, and then I, I tell people I can go fast. You can't go faster than me. You ain't gonna go faster than me. So I'm gonna, I'm gonna let, I'm gonna let you dictate this. Now, if you go too slow, I might forget who you are, and I apologize for that. Yeah, but if you feel like you need more, you just call me, I'll give you more. But I ain't giving you the next step till you do the first one. That part. And you're always going to want to know 9 steps ahead, and I'm gonna have to remind you that because you'll be coaching me, and that's That's like you want to know algebra in third grade. If your kid came home in third grade wanting to know algebra, you'd be like, bro, you don't know your times tables yet, settle down. And this is the same thing. You're going to want to know a lot about product before you pick up the phone. And I'm going to challenge you to pick up the phone before you know product, and you're not going to like it. And I'm going to remind you when you get there that I told you to be coachable at this stage. Sweat starts running down. Yeah, here we are.

Yeah.

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