I Made $515,000 in 6 Months Selling Life Insurance ft. Klint Nuntapreda | Ep90

What are you putting into your ad spend now?

About $2,000, $2,500 a week. Yeah.

Okay. What are you going to end at this year?

This year, probably in issue paid. Issue paid. Okay.

What will you deposit for all the negative a-holes that always watch these?

So last year, just me only, I hit like close to $530,000, I think.

Deposits.

Deposit $405,000.

Deposit $405,000. $2 grand a week is $100 grand on leads. So you're netting $3— $250,000. You're netting a quarter million plus.

Net.

True net.

Welcome you to the Insurance Insiders podcast.

For those that don't know, this is Clint. I'm not gonna mess up his last name on purpose, so I'll let him say it. And, uh, I know we've been around for a minute, dude. You've been selling insurance for a while, and, uh, yeah, we've run it into each other every now and again. But I, I'm pretty sure you've— you've— how many years in a row you hit Hall of Fame? Which, for those that don't know, over $400K a year on your own pen.

It hit a 6th time, and it was, um, yeah, 6 times in a row. This is my 6th year. I just hit it And no lie, yeah, but I, uh, I learned it from you, dude. Like, no lie, my first annual convention, it was in February 2020.

No shit.

I heard you. Yeah, no bullshit, dude. That's crazy. It was hearing you break down the numbers and talk about, um, can't remember what the number is, but like 52 to 400 divided by 52 and reverse engineering the numbers.

Yeah, yeah.

And what do you got to do work-wise, lead-wise to get there? Yeah, and it's like, it's really that easy, you know?

I love when people listen.

It's good. So it's crazy, dudes. I've been listening to you for years, man. Like, um, a lot of my thought processes and the way I think and approach things come from a lot of you guys, from like the OGs, from like FFL, man.

Yeah, that's cool. 2020 was— was that Vegas? Was that the second or first year in Vegas? Do you know?

I think that might have been the second year.

Yeah.

Okay. Yeah.

Oh yeah, because then after that would have been Miami, 2 years.

I've been—

'21, '22, '23, '24. Yeah, I think you're right. I think that was a second Vegas. Oh yeah, actually it was, because I remember the '19 Vegas. The '19 Vegas in my life was a shit show in our agency, actually. I know exactly where we were in business that year. Fuck, I know exactly what 2020 was now. It just hit me like a waterfall of stuff. We're going through a disaster. Was it January 2020 or the beginning of '21?

Uh, 2020 was my first one.

Okay, so our 19-year we were celebrating. Oh my God. Oh yeah. Okay, crazy. That was a breakout year for me, dude. Funny enough, '18 I was flat as shit. We didn't really grow much. Um, I got back in the field in January 2019. I started recruiting. We were doing, let me think, like 8-something a month at the end of '18. Then in '19, um, I changed a bunch of shit. We went from like $850,000 at the end of '18, we were doing $2.5 million by the end of '19. So we tripled that year. So that's when I signed with Integrity. And on stage, dude, I think I might have closed my deal while I was there at that convention, funny enough. Yeah, yeah, I swear to God, dude.

Yep.

Craziness. Wild. And then just someone, you know what I mean? It's like what I love about this industry is when you share stuff, like we were talking a minute ago, you doing running it offline, you know, that stuff's gonna— people are gonna see that crap. And dude, you don't know who watches it and who's affected by it. And what you have— I didn't know this till right now. It's been 6 years, you know.

So I learned a lot from you guys, man, because that's crazy. Crazy is you guys just put out so much YouTube content.

Yeah.

And then rolling in houses, man, it's just like a rolling university, right? Just always listening, man, and learning as you go.

So when was that, your first month in the business?

No, I started in like August. Okay, so I had a few months in by then but didn't really think I could really hit $400,000 my first year. Like, first—

so you turned it around within a couple months of getting started?

Good for you, dude. Yeah, it's going pretty solid.

Yeah, I did not hit Hall of Fame my first year, to be clear. It took me 3 years to figure out what you figured out in 3 months. So let's talk about it, dude. What the hell did you— what did you do before? What were you doing right before you started?

So aviation structure mechanic in the Navy.

Yeah, no shit. Okay.

Yeah, so zero sales. Well, so then, um, yeah, zero sales, zero insurance experience whatsoever.

And then you're basically putting together planes the military uses, right? Yeah, always repair, maintenance, whatever.

Yeah, yeah, running craziness. Yeah, sick. To this. So no sales background, no No insurance whatsoever, dude. It's not complete 360.

How long were you in the military?

So 18 months, right? So yeah, I, uh, 18 years, like, yeah, messed up, um, popped positive on, uh, smoking weed and, um, got separated, dude. So I was like, what do I do?

Yeah, so you can't even smoke weed in the military?

Not at all.

No, I did not know that.

Yeah, yeah, I know.

It's not wild. I'm sure plenty do, but I didn't know it was a thing. So 18 years, you got caught smoking some weed.

Yeah, yeah.

And they just said, thank you, you gotta go.

So, um, yeah, biggest mistake of my life.

Where were you? Home? Were you home?

Local?

Okay, got it.

Yeah, local.

Got it.

And so got separated, and I didn't know what I was gonna do. I, I was certified to work planes on the civilian side, which is pretty lucrative, but then I was like, yeah, I was getting out, I was like, why not learn how to do— um, I was talking to my financial planner, like, well, why not learn that, see if I like doing that? No, maybe I'm like, I can make money, right, and help people. Why not? I'll give it a shot. So I was talking to him and he's like— I was like, what would you recommend doing if I wanted to do this? And he was like, get your insurance license, get your tax license, and I'll teach you how to do it. So I'm like, all right, we'll see. I'll get certified. Got licensed to do it. I ended up moving over and helping him scale his business, like track his clients. Yeah, so the way he'd do it is he'd run a tax firm, uncover IRAs, 401s, stuff like that, and then roll them into annuities, right? Yeah, yeah. And it worked for him, and I helped him kind of track his clients. But I was like, well, I ain't starting a tax firm, dude. Yeah, like, um, that'll take me years, you know? Like, where am I gonna get leads from? To do annuities. And then sure enough, my marriage counselor was like, oh, you do life insurance? She's like, my grandson does life insurance, check him out. And, um, he was, uh, so, so I, I called him up and he didn't answer the phone, but she had— she sent me his Facebook link too. So I looked him up on Facebook and this dude's posting like he did $15K in one month. I'm like, no way, man. Yeah, no way. Like, no way that's true. Started looking in FFL and started digging into FFL and just seeing all these dudes from everywhere crushing it, all different walks of life. And they had one common thing, they just went to work, you know? So I'm like, I can work, dude. Yeah, I ain't scared.

So yeah, yeah, we had some killers on stage that year getting after us. That was good. That's crazy. So you were married at the time when you got Let go of the military. Kids too?

Yeah, 3 kids. Yeah, yeah, still a shit show.

Hence the, hence the counseling. Yeah, yeah, been there, bro.

Trust me, it's great, dude. Works for me.

I actually like it, funny enough. Craziness. All right, when, what was it, right before you started here? How, like, what was the period of time between military and getting your license? Was it right away, or did you solve it for like, oh yeah, you know?

So, um, as I was transitioning out, I was working my license.

Got it. Okay, got it.

To get with this dude, sat with him for a while, sat with him for almost a year.

Did you want to leave the military? Like, were you thinking of a side thing or the insurance is solely a consequence of—

Yeah.

No shit, dude.

What?

Ain't that crazy?

It is super crazy, dude. And yeah, that's probably some of the toughest times of my life, dude. I'm like, fuck, dude. I just blew it all. I just blew my whole entire retirement. And fucked that away. I was like, what do I do now?

It messed with your income? Yes. Your pension and all that?

It did, yes. So I lost like— so yeah, I lost my, uh, my retirement. Um, hey, I fucked up, man. Play stupid games, win stupid prizes, you know?

But hey, to be clear, I love that you share it so openly because every one of— including me— every one of the people watching have shit in life too. Yeah, you know what I mean? It's just some people hide behind it, dude, and use it as an excuse to not do shit.

Yeah, I had it— I had it behind for a long time, man. I'm just like openly talking about it now just because I know I can help people. Hell yeah, I can help people, man.

So yeah, yeah, I love it, dude. It's, uh, it's a lot.

I'm sure it's messed—

things like that have messed a lot of us up in life, dude. Trust me. Yeah, so, um, crazy. So What do you think? Now, I guess you tell us, what's the mix of what you're selling today? Is it mostly life? Is it annuity stuff? Where are you at?

It's just straight life.

Is it?

It's all just life insurance. Yeah.

Any specific niche in life?

No, you're doing a little bit of life insurance. Okay, straight life insurance. And I ask them what are they looking for, and they'll tell me why they're, why they're looking, what they're shopping for.

Yeah.

So I'm going to 90, let's say probably 80% of it's Final Expense.

That's what I was gonna ask. Are you doing like vet lead? Like what, what lead style? Just straight life leads?

Straight life leads.

You running campaigns or just buying?

You got a guy, a guy that runs campaigns for me, and, um, they just come in, they drip in, and then I call them. I got, um, software where it self-books. Like everybody's got like— so that's crazy, dude. Like the shit we got today.

Hell yeah, bro. Which one you using? I just started using one last week for— and I'm the guy that's like, fuck CRM, for newbies, to be clear. I I think when you know what you're doing, they're great.

Yes. As a new person, all I need— the only thing you need as a new person is Ringy. Yeah, that's going to get you going. That's what I like to dial out of. But then I use Root Sender to set appointments. But there's like tons of GoHighLevel ones that'll set appointments with the AI and stuff like that.

Yeah, yeah, I just got set up with, uh, Jamie Cheerio in there.

Oh yeah, it's got to be on point, dude.

Oh dude, it's got to be a point, bro. Lights out. Lead Champ Pro, for those wondering. Yeah, I should probably give them a link or something, but this is me and you.

I was talking about—

I just started using it like a week ago, dude. It's like Whoa. And I'm a GHL nerd, but you know, I haven't sold in years. I decided to start doing it again to build this base shop, you know. And I don't talk about it a lot because mostly I'm training new agents and I'm like, you don't need this shit to— you— they get started there, they'll get lost.

Yeah. So if you give them too much stuff, they're gonna be confused, right? Yeah.

So what's, what's today's— to, to your stuff, to— you're putting out— you're putting, um, basically ad spend. What are you, what are you putting into your ad spend now?

Weekly, monthly, whatever, you know, about $2,000, $2,500 a week. Yeah.

Okay, dope. Okay, what do you got? Which— what are you gonna end at this year?

This year, probably in issue paid. 5 issue paid.

Okay, what will you deposit for all the negative a-holes that always watch these?

So last year, just me only, um, I, I, uh, hit like— I think like last year, um, I hit like close to $530,000, I think, deposits. Deposit $405,000. Yeah.

And $2,000 a week is $100,000 on leads, so you're netting $250,000. You're netting a quarter million plus. Yeah, net, true net.

Yeah, sick.

Other— unless you have other crazy costs involved.

Yeah, no, not that crazy. Yeah, like hotels, vacations, flights, you know, we're on.

Yeah, I love it. So how does one get there, bro? You watched it from stage. Obviously I was just a piece of it. There were a shitload of great speakers there. Yeah, how does one—

like, I think about it, John, I really do, man. You're a massive piece of it, dude. Just the reps and getting better and learning as you go.

Okay, let's talk about what you implemented then, right from like jump, that way they can skip the chaos.

I was a lead whore, really bad lead whore, and like I really sucked, like really sucked.

Lead whore and you didn't use them, or lead whore and you actually called them?

I actually called them. Okay, you were just weak. Yeah, I sucked. Like my objection handling was weak. Um, you, you gotta imagine when we used to go on home, we wouldn't get corrected until like I may watch a podcast 2, 3 months later and fucking catch it, dude.

Unless you're working with someone. Yeah, no one could watch it live. It was, it was, it was difficult for sure.

It was difficult like learning and putting it all together. Yeah, I never— so I never went in office when I first started. It was strictly YouTube and podcast.

Got it.

And just rolling around listening to you guys put stuff together. And but now with like Zoom rooms, this is retarded. Like, it's stupid. It's like stupid. Like, we can get you making money fast if you guys just apply what we have here. Yeah, like you're in here with a bunch of killers that are just smashing it. Just do exactly what they're doing. Yeah. And then if you're brave enough to come off mute, they're going to tell you what to do.

Rewind and play that one again, bro. Dude, scream at my team for me. Me and a couple of guys were like, why are you even on here if you're muted? Yeah, so what's the point? Go, leave. Wasting time.

Yeah, you're just wasting time because like, like, and it's scary. So one big thing for me is to learn to like, fuck, say fuck it, who cares what people think. Right? If they're judging you, they're assholes anyways. Fuck them. You know, they're not paying your bills, like, right? Who's paying your bills? You. Who's responsible for paying your bills? Is you. Like, are you going to take control of your situation or not? Like, that's what I love. That's what I loved about this, is like, it's completely up to you. Either— yeah, the only person you have to blame for your success or your failures is you. Yeah, so are you gonna do what it takes to get there? Because you're seeing all these dudes killing it, the same system, same leads, same processes. You gonna do it or not?

You know, so what's crazy is you could rewind to 2015 when I was at my first big FFL convention and I saw dudes on stage and said the exact same thing you're saying now about them, and I just copied them. You know, it was like, oh, that was it. Shit, I way overcomplicated this the first couple years.

Oh man, that's common, man.

So I'm curious, it just hit me, this is— we're going to kind of bounce backwards a little bit.

You—

the, the, the grandson or nephew or whoever that was that got you involved here, does that dude still work here? Is that—

I know that— no, no, he doesn't really. Yeah.

Oh shit, my— and my guy doesn't really do much anymore either. Crazy. Whose group are you in now? Who do you work with?

I'm under John Gavin's Wolves of Fel Wolf.

Bullshit.

Yeah, bro.

I just missed Gavin's call like 3 minutes before I got on here. Yeah, I mean, I talk to Gavin most days. I did not know you worked with him.

Yeah, dude.

He's like one of my best friends on the planet.

That's good stuff, man.

No shit. Okay, that's dope. Yeah, hell yeah, he is. He's a wizard. Why are you not writing more nudies than working with Gavin, bro?

Uh, when I saw— when I'm like, because dude, I can do like $3,000 policies and like, yeah, annuities take a lot of time. So I'm like, if it takes more than an hour, I'm like, yeah.

You still believe that?

Uh, I do, I do.

But they take a lot of time?

I do.

Um, how about this? How about— I got an idea, I got an idea. The question itself is quick, right?

Uh-huh. Yeah.

Okay, do you ask it?

No, I don't.

Okay, how about this?

A little bit, but not really.

How about this? You start asking it. When they say yes, you send them to me.

Yeah.

And I'll write them and I'll let you know how it's going. I'll even split— I'll even get— I'll even cut you off a little.

All right, all right.

Yeah, me and Gavin, dude. I'll talk to Gavin after this. All you gotta do, just ask the one question. And if they got something, just send us a text, Mary's phone number, and we'll call for you. We'll close them for you and you'll make half the money. You won't do shit.

Let's do it.

All right, 100%. You're too— I've watched enough of your stuff to go, bro, if you add that, you're— you write a million a year. No offense. Yeah, I just— especially working with Gavin. I mean, he's a G at it, and he'll pretend he's a dummy and isn't good at it, but he's a killer.

No, he helped me do my first one.

Hell yeah, he did.

I was talking to him.

He helped everyone get their first one, bro. Yeah, which the only thing I can claim is that like 12, 13 years ago, John Gavin, One Day in Life, called John Wetmore for help on how to learn annuities because I wrote like 3 and he was new to them. And after that, that's wild. Yeah, but now he's written like, you know, $200 million worth of more annuity than I have. So, you know, I, I did nothing really. It's a joke between him and I, um, from a long time ago. But yeah, I think, dude, if, if, if you— for, for me, I always like to challenge people, and I saw you just kind of gloss over that, you know what I mean? And yeah, I'll tell you, bro, they ain't— they don't take as long as you think. I can do— I can do an annuity, Gavin, or now sometimes multiple conversations a big complicated one. But dude, well over half of them, well over half, one conversation, well under an hour.

Yeah, it's my mental block, gotta work.

And it is, and it's then it's like, then it's like waiting for an IUL to go through, easier because there's less, there's no scary underwriting, just the time. But dude, all things moving, if you get one in 2 weeks, it's kind of slow. I can get annuity paid in a week if it— if on the quicker side, you know, between a week or two. It's not that— it's again, it's just like IUL time frame but less underwriting. Yeah, you know what I mean? So once you get past, um, what you call it, uh, I hate words. Someone out there knows the word I'm looking for. The qualification thing that on the annuity side, once you get the suitability, once you get past the suitability if you know that. And that piece is so easy, dude, you know. Um, so yeah, you're a couple questions away from going from 500, 600 to a million all day long. And I'm gonna guilt your ass into it since I know I can.

Thank you, appreciate it.

So next year when we redo this, you can be like, I finally listened.

Yeah, yeah.

And when you're working mostly seniors, dude, to be real, that's the ideal market because most of them don't have financial people. They're scared shit to lose their money. They'll— they trust you already. They're not looking for a million moving parts. They just want safety, you know what I mean? So it's like the hard part, quote unquote, of annuities is when you're trying to convince a young guy who loves investing in Google to move his money from his advisor. Like, that's a different game, dude. You're getting Susan to move her IRA from losing money to not losing money, you know what I mean? It's so simple.

Yeah, true, true.

Yeah, you know, where again you're going to get that weirdo that wants you to send 47 illustrations. That ain't your guy, move on.

Yeah, yeah, yeah, yeah.

You know what I mean? I just went to the right demographic when I wrote them.

All right, I'll start working on it.

Makes sense.

Yeah, it makes sense.

And I know you know the fucking question to ask. I mean, we ain't got to talk about it.

All right, so let's start doing it. Let's start asking.

Yeah, I want to know how many you find this week. Just opportunities, not write them, just how many people say yes, I have something. All right, that's it. I just want the one thing, how many people say yes to that one question.

You got it.

And then we're gonna— what's a big word— extrapolate it out over the year and go, what would this look like?

Yeah, true, true, true. Because I'm like, I'm like, hour or longer, I'm like, I'm out. It takes longer than an hour, I'm out. You know, I do never— I'm never fully underwritten. It's always just simplified issues.

Yeah, you should, which is on point. This ain't—

this—

I could— an annuity app is, dude, not crazy different than going through like a Mutual of Omaha app. Be honest, I could probably do an Athene app quicker than I could do Moo's damn e-signature with a, with a, with a vet final expense, you know what I mean? 72, like, that takes forever, dude.

It's been easy.

So anyway, we will get back though to those watching that he is going to share his shit with you, but I can't help myself when I see opportunity to help people get better. So 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 want to make big things happen. Couple recent clients that we've had in the, in the coaching program. One dude as an individual went from selling like $8,000 a month, barely getting by, about to quit the industry, found the book, hit me up direct, started a coaching program, went to $35K his first month, has issued like $150K in the last 90 days, and has changed the trajectory of his career. Working with another agency builder, very first month went from doing like $800 grand a month to almost $1.1 million. We added like 10 or 15% production in, in 30 days and continue to work on things there. So if you're interested, click the link, apply, and if you're a fit, I'll reach out. Um, let's talk about the, the sales side, dude. And again, I know for you at this point you've staged it out to be really simple, but there's a lot of people out here who, who haven't figured it out. So I would love you to give some context into the activity numbers specifically that you had to turn on to see your result, because if you learned from me, you just turned up the volume.

Yeah.

And I want you to be specific on where you went from to where you went to and kind of the schedule of all that. Like, how did you turn it on? Because some people struggle. Like, it's just turning on a water faucet to me. Some people don't understand that simplicity because there are other moving parts— life specifically, mindset. So kind of give some super, super good clarity if you can, um, for a newbie trying to turn that on.

So for me, it's like, I'm— no, as if for like, as in my schedule now, it's just, it's, it's time and seat now. Okay, I don't have— I don't even have goals anymore. So I'm like, I just— my thing is I'm like, whatever my schedule is, I'm from here to here, and I'm laser focused on hitting the send. That's all I'm doing is hitting send, or I got incomings, or I'm working my calendar. But I'm constantly trying to get somebody on the phone every minute I'm at my desk. Okay, is my schedule— back in the day, dude, I used to sit there and plan out my days. Like when we first going home I just worked 7 days straight for like my first year. The second year I started taking Saturdays off, and it was just to— I knew once I learned it, it's a wrap.

And how many in-home appointments were you running?

Doing 7 a week? 40? 40 a week at least. Yeah, 40 a week. And, um, just getting slammed around there, dude. Like, I imagine, dude, like, if I went back in-home nowadays, dude, Wow.

I'm telling you, dude, I did it for one day like a month ago, and I was like, I want to run 40 in a week now in home because no one's doing it.

I, I just, uh, just know what you know now, dude.

Yeah, buddy. Yeah, but maybe we should do it and stream it live.

I don't know if I want that anymore. So, but, but starting off, you guys got to go as hard as as hard as you can, because understand that you're putting this giant puzzle piece together. How, how was—

I'm sorry, go ahead.

I was gonna say, starts clicking, it's gonna be a wrap, you know?

Yeah. When you had the job, was it like a 9 to 5, or what was the schedule then?

It was a, um, so it was like a, it was like an 8 to 3 or something like that, somewhere around there. But then I started coming in at 5 and working till 12. Because he was pretty flexible with my hours.

And then after that, she had a super cush schedule.

Yeah.

Okay, so what I want to go is, how do you— how does one— and you have how many kids?

3 kids.

3. You had 3 then also?

Yeah.

Okay, I didn't know if you had more. So 2 at that time. Okay, how does one go from a super cush schedule where you can come home, I assume have dinner every night with your family, watch TV, play bingo, whatever the hell you want to do at night, to work in 7 days a week, going to see people in their house? Like, how does— how do you do— and I know there's hiccups along the way, bro, because I've been through it. Yeah, right. But how do you— how do you— how do you— how do you navigate that, dude? How do you turn that on?

Um, I had a lot of support from my wife, right? My wife held down the fort, and, um, she holds down the household side. But understanding what this opportunity is, right, and why am I doing it What's it going to provide for me, my family, you know? And, um, leaving that legacy is what kind of— it's how I kind of prepare for that stuff. But then it's like understanding where I have to be, and every time I'm not where I need to be is I'm completely engaged in this. Because once you learn it, it's a wrap, but it takes a lot of work. It's not easy. But once you do figure it out, dude, it's a wrap. I did like $11K in 2 days, like just like these last few days. Last week I did like $30K and it's like—

How many outbound calls does it take today?

Like anywhere from 700 to 1,000 a day.

That's how many you're personally outbound?

Me and my dialer. So I've got a dialer on my computer screen. I'm, I'm, I'm not just watching her dial. I'm dialing as well. I got another Zoom room with like my agents that I'm coaching at the same time and listening. So I got like one earpod where I'm dialing out on, and I got another earpod where I got agents in the other.

Yep.

And so then, and so then I can, you know, so I'm just multitasking, man. I'll like, I'll catch agents in between. Like, I'll be like, if I can hear what they're doing in between breaths, dude, I'll meet my clients, spit out an answer, and then go back to what I was doing.

Yeah, it's like, it's a life of building, bro.

Yeah, yeah, yeah. Pretty soon I have a bunch of people doing it. That's the next move, is get a bunch of people doing it. Yeah.

And so did, did wifey have that mentality right after you left the military or take time to get there?

A lot of time. Yeah, it took a lot of time. Yeah, she didn't understand it. And, um, yeah, good thing I didn't tell her how hard it was when I first started. I probably wouldn't be here, you know. I had to shield her from a lot of stuff because this, this industry is difficult.

Was she frustrated with you about insurance specifically, or your time, or your activity towards it at any point?

Yeah, it's okay. It's like, you're choosing to, to work these crazy hours. Yeah, but I'm choosing it for a reason. I mean, like, we can do whatever we want. We don't say no to shit.

Yeah, now, now it— yeah, yeah. When did it click? What was the first one where it clicked? Do you remember? Where she was like— where for her, that light— I remember Stephanie's light bulb moment, dude. I'll never forget it, you know. So I'm just curious. And again, Steph was— for those that know, she was pretty supportive from the beginning anyway. And I say pretty, she was ridiculously supportive from the beginning anyway. But there was a light bulb moment where she understood what I was doing and where it was going to lead us.

Yeah, I don't know if it's, uh—

you don't know?

It's a gradual— was it gradual? Yeah. Gradually. Still battle sometimes, you know.

Yeah, I get it, dude. Such is life. Yeah, yeah, it's, uh, so we were joking around, Steph and I, with someone. I don't remember, I think my mom was at the house or something, and someone talked— someone in the group, there was a little party at the house, and someone said something about being difficult to live with someone else, and they were struggling. I'm like, yeah, dude, Steph and I like each other and it's hard to live together. You know what I'm saying? Yes, we know you have problems. We all have them. Um, sick, dude. All right, so I guess now today, I guess give some clarity on, um, you want to give some sales stuff? What do you, what do you think? Either sales or phone stuff? Where do you think you're—

stuff? I think phone stuff is pretty solid. Yeah.

Okay, let's start there. And for those that don't already, you can watch this dude on Instagram if you want to give it out. He's putting stuff out. I've seen some super chill on the phone, super chill demeanor. I am, but putting some clips out there, sharing it.

Yeah, check out Clint Nun, like Clint with a K and then N-U-N on Instagram. I'm doing a little post there and stuff like that. Yeah, um, but it's all, it's all the same stuff, which is crazy. I'm very systematic with, um, our script, man. If you're a new agent or just starting, like, I would recommend just learning objections first. Like, master the objections before anything. Is because if you can master the objections, that's going to get you into the script, it's going to get you into the e-app, it's going to get you into the carriers, it's going to get you into everything. But it doesn't start— because I'm telling you, I sucked at objections for years. Like, I really sucked. I believe it. Like, I sucked.

No, but I think for clarity, when he says learn all how to overcome objections before anything, he doesn't mean before you do the work. It's like meaning that's the main focus before you worry about, I don't know, the cap rate on an NLG index. Who cares? You know what I mean? The point is do the work and then focus heavily on how do I deal with these objections daily. Yeah, what, what are the top ones that you're, that you're naturally teaching newbies to look out for and how to handle.

I've got it taken care of, right?

Yeah, right.

Perfect. Most of my clients, they submit multiple requests. Um, they're, they're, uh, trying to get the best rates. I'm assuming you do the same thing, right?

Easy. Same stuff.

We teach this same stuff we said for years and years and years, you know what I mean? Nothing different. Um, I'm not interested. Are you not interested because you don't think you can qualify, or somebody shows you something that's too expensive? But the thing is, is being ready with the response and then asking a question right after. You'll see a lot of new agents, they'll over— they'll say the right objection and then they just leave dead space. So then they get hit with another objection and then another one. Like, dude, I know you know fucking objections. Like, ask them a question. Yeah, yeah, right.

Hey, Craig, if you're watching, bro, This one's to you.

But what's crazy, it's we see the same shit, dude, you know what I mean? With us and our agents, it's the same stuff. Um, another one would be, um, I'm busy. Like, so when I'm dealing with seniors and they tell me they're busy, um, 9 times out of 10 it's bullshit. Like, if you hear Judge Judy going off in the background, smoke alarms, it's like They're lying, right? So, all right, cool. I go to set the appointment and then I'm like, hey, I'm just going to verify a couple things with you really quick, that way I can show you numbers when we speak next time. It says here your date of birth is this, your beneficiary's name is this, is that correct? And just keep going down. I've seen agents overcome that and then they schedule the appointment. They gather the information and schedule the appointment. Like, no, dude, what are you talking— they they were actively talking to you, keep it going. Doesn't matter what they're saying. Yeah, as long as you can go, I'm always pushing it.

Um, so for you, you're teaching go one call close, just keep talking every time. I think people overcomplicate the one call close thing. It's just like, just don't do exactly the same thing. Just don't book it. Yeah, nothing. Yeah, I like it. So unless they have to bail or timing doesn't work or it's chaos going on.

Yeah, if you hear chaos going on, you hear a lot of noise in the background where I can't I talk to them, they're driving, I'm like, all right, book it. Yep, go for it, set up the appointment. But other than that, we're doing one-call closes.

And I assume you'd rather initiate that, like, hey, you sound busy, versus wait for them to— like, what, how do you—

I just, I just, I just, I assume they're never busy. Okay. I never, I never, um, so until you get pushed back, you're staying? I love it. I'm staying every time. Dope. Because I don't want to— they— these guys always have one foot out the door, always.

Yeah.

So I'm closing every door, like, ah, I like that. Sit down. Um, if they give me any pushback, like, from the very start, like, I can— you can hear their annoyance or whatever it is. My favorite question to ask to get them to kind of just sit down, like, hey, when you fill this out, were you trying to cover burial, cover cremation, protect a mortgage? Which one was it for you? If you can get an agreeance there, now you got somebody that's actively listening and talking. Yeah. And then I sell myself. Um, for me, over years and years and years, I've kind of figured out how to structure my script that way I can keep people on the phone. Um, my, my first thing is I like to right away, once they verify who, who, uh, once they know why I'm calling Right. I get them my credentials fast, like quick.

Okay.

It's, um, my, that's like one of the first things I do because I used to get into the why before and just get hung up on the why. Because I was like, I used to think why was the biggest thing. It is, but I start peppering them with why questions. Like, who the fuck is this dude?

So you've seen it help legit. Oh, so you know how you talked about a mental block earlier? In my world, my mental block is, nah, we can do it without that. You know what I mean? Like, we struggled going like— so a lot of my guys are like, eff it, I ain't sending that, we're good enough to do it without it.

So I used to think it too, but then, yeah, but then it builds the credibility fast because everybody they're talking— if you think about everybody they're talking to is like, they're scammer. Your phone number comes up, scam likely.

Solid point.

Everybody you probably tell your parents, your wife, hey, don't, don't answer these questions, it's a scammer, right? So yeah, for sure. Immediately I'm building credibility and I'm not—

so let's hear how you do it. Yeah, I want to hear it.

I, I like, I'll send it from my text and I'll be like, hey, I'm sending you a text message. Yeah, it's directly from my cell phone. Like, is this your cell phone? And like, yeah. All right, I'm gonna shoot you a quick text message, let me know when you get it. So then I shoot them my driver's license, military ID, and then, uh, my state license, and then the carrier sheet.

Dude, really? Yeah, driver's license. Yeah, military ID. Yeah, your insurance license.

Yeah.

And then a carrier sheet.

What's that?

Like, which carriers you do business with?

Like, yeah, yeah, like the FFL carriers. And then I'll shoot to them, like, sometimes, dude, I'm like, no lie, I'm looking for one. Like, I'll shoot them like 30 times if they don't get it because they're, they're, they have difficulty with technology.

Yeah, yeah, 100%.

Yeah, I'm like, put me on speakerphone. All right, I'm gonna shoot you a text message. Did you get it? No, I really can't. Like, all right, put my speakerphone on.

This helps you later to know about E-App stuff too. Yeah, I bet you're thinking in the back of your head, what could—

yeah, can they, can they do it, right? Yeah, yeah, you're testing them.

And then not bad.

Yeah. And so then, um, so, hey, did you get that text message? Yeah, I got it. Perfect. Do you see it's got my state license, driver's license, military ID? Okay. With those, you can verify me on the Department of Insurance, verify working with a licensed professional. And then do you see all the different insurance companies I represent? All those companies, they're all— so, and so another piece for me is I slowed it down. Okay. Well, I'll get into that after, but yeah, do you see, do you see all those different carriers I represent? Those are all state regulated. What that means to you is whether you go directly to the company, whether you provide the coverage to yourself, the price is going to be the same. So there's no change in the rates whatsoever. And I saw you look at my face, you're like, oh, you know why exactly why I do that? Because now they know I'm shopping for them. Yeah, I can get them the best rates. Yeah. And then I break down the health. I'm like, hey dude, I don't care. You know, each of these companies, they have their own level of risk. So whether they're— they— they're, um, you got cancer, diabetes, stroke, um, each company has their own level of risk they're willing to accept. I just got to figure out where do you fall in there and where I can get you the best rates. So that overcomes the, why do you need all these, these health questions? And I can always go back to that, you know, like, or goes back to, um, I'm shopped around, like, hey, I told you I got to do that for you. And so another piece of, like I was telling you how I slowed it down, because before, and I see it in new agents, is they just go through a check, check, check. Yeah, but our, our clients aren't really hearing that shit. They're just hearing, you know what I mean?

If we're going through, we're being grilled. Yeah, yeah.

So, so recently, probably even just this last year, year and a half, I, I learned to slow it down a lot to make sure they understood everything I was saying. And, um, I think that's helped a lot too. Oh yeah, making sure, you know, you're getting soft closes as we're talking, like, oh, okay, okay, okay, you know. Yeah. And then, um, so after, after that part After they've got my credentials, then, um, I'll go into their why.

Okay.

And, uh, I'll spend a lot of time there. And, uh, here you got to be careful. Like, you can ask the same questions, but it's like, how are you asking? Right? I, I got my buddy, he's doing Hall of Fame this year, but when I used to coach him, like, dude, you sound like a cop, dude. Like, what the fuck? You sound like a cop, dude. Like, you're interrogating It's not how it's supposed to sound, you know.

Can you— you know where I struggle? I want to see if you can do it, or I'm going to put you on the spot to struggle with me. Can you give an example of like where it's hard to go like, here's how you say it wrong?

Yeah, right.

Once you fix it, it's like kind of— but when I hear it, I'm like, that— don't do that, that's really bad what you just did.

Yeah.

Oh man, have you had to bury anybody? Have I?

Yeah, yeah, yeah. No. Okay, cool. Do you have to see the cost? Oh, it's $1,500. It's $10,000 to $15,000. But you're kind of just— you hear AJ just spitting stuff out. Whereas when I'm asking people, I'm like, I'll pause. Weird pauses, awkward pauses that used to drive me crazy. Even the questions that I ask nowadays used to be like, there's no fucking way I can say that. There's no way. But it's just what I was telling myself. But the more times, the more reps I got into doing it, the easier and easier it got. Um, a lot of this stuff I say nowadays, when I used to hear it, like, no way that works. No way. No way.

What are some of your favorites? I want some goodies that get you, that get you juicy stuff.

Oh yeah, so like, okay, so, um, what up y'all?

So YouTube memberships, we have one now right next to the subscribe button. There's a neon white join button, you can't miss it. Subscribe, whatever it says, click the link, get in there. I do a ton of coaching, teaching people how to dial, corrections, working on their presentations, working on their mindset. I will coach on theory, but I like coaching real world stuff. And if you join the membership section, you're going to see live coaching where I'm not only helping people, but every once in a while I get in there and dial myself. There's some cool videos coming out, tons of content. All the training videos will be directly on my YouTube channel that's available to members only super easy to find. So join now if you're interested. Click below. See you in there.

So you're looking to cover burial, cover cremation, protect a mortgage. Which one was it for you? Oh, it's to cover my burial. Okay, perfect. And so, and then I'll preface with, I'm going to ask you some difficult questions. That way I know how to package together some plans that are going to suit your needs. Right. And then that— so I used to get the, why the fuck you ask me these questions?

Why? Why are you asking me? One word. Changes everything there.

Yeah, sick. I'm gonna ask you some difficult questions just to figure out how to package together some plans that are going to suit your needs. And then, um, so then we would ask them that, and they're like, are you trying to cover burial? They want to cover burial. Perfect. Have you had to bury anybody recently? And then if they're like yes, then I'm going to ask them Okay, who was that? They're gonna tell me. I'm like, all right, I'll give my condolences. And they go, it was my father. My condolences. Um, how much did that end up costing you guys? Oh, it was roughly about $12,000. Okay. Um, did he have coverage in place? Yes or no, right? Yes, they did. Well, I'm gonna highlight, oh, I'm sure it's a huge relief knowing that he had coverage in place, right? Or no, he didn't have coverage in place. Well, how did you guys come up with the funds to bury him? And, um, a hard part new agents do is they'll just rush right through it. Check, check, check. Where, where I'll do is I'll just like, I'll pause for like 2, 3 seconds, like just to listen if they're going to give me stuff because they're going to draw out their why and why they're even talking to me. You know what I mean? Yeah. And tell us exactly why we're on the phone, what, what they're looking to accomplish. Also, that helps you overcome the I want $500,000. You know what I mean? Like, I don't— so another rebuttal I get a lot is, hey, I want $500,000. Like, dude, I know that's what you want. But you got to keep in mind any dollar amount going, your wife is going to help. Okay, I don't smash it right away and tell them they're stupid because that does— I've tried that before, it don't work.

Yeah, we've all tried.

But so then like, I understand, dude, I understand, but you got to keep in mind any dollar amount, um, is going to be helpful for your family, you know?

Yeah.

But then that gets you into what they're really looking to accomplish. Right, so then after I, I find out how much that costs, because the only reason why— the, the main reason why I'm asking that question is to find out a dollar amount that's going to fix their problem. Sure. Yep, right. So now I know this is where they're at.

What if you get a vague one before we go forward? Like, because I had one yesterday, I talked to them, they're like, nah, I mean, I have, but I didn't have to do anything. I don't know what shit costs. Sure, they're just like, yeah. Okay, so if they don't— how do you stay?

They tell me. So if they don't tell me, if they're like, oh, I don't know. Okay, so national average, you're looking about $10,000 to $15,000, just so you have an idea. And so, you know, and you said Johnny's going to be your beneficiary. Where does he live at? Oh, he lives close by. Okay, so you don't have to cover travel costs or anything like that, right? Okay. And then, you know, God forbid you to pass tomorrow. Financially, what does that look like for him? Can he do that? Can you afford to do that? No, he really can't. He'd be in a bind. Okay, perfect. I can, I can definitely help you. So I'm telling throughout the process, I can help you, I can help you.

Yeah.

Um, if they tell me that, um, no, he's got it taken care of, Okay, does he have the money saved up or is he gonna have to take out a loan? Oh, he's got the money saved up. So, so he's gonna use his savings to cover your burial. Do you want him to do that?

You know, like, no, no, that question leads you right where you want to go too, because they want to be like, yeah, we got the money. Yeah, it's good.

Yeah, I like it.

So, so just, um Yeah, be clear, this is more about working on objections that we talked about earlier, for those that were confused when I stopped it and I'm like, hey, here's what he means. This is working on objections. Fair?

Yeah, yeah, yeah, for sure. Yeah, this is part of it. Definitely part of it. Yeah. So good shit, dude. What's the other piece then? So yeah, that's how—

but so you're making them— ultimately, the, the key for newbies that you're pointing out here is you're establishing trust early, and then you refuse to go forward unless you're getting some kind of emotional conversation somewhere.

Yeah, sometimes I'll say— so sometimes I'll go surface level, like you're asking earlier, right?

Yep.

And like, okay, so— or they're like, oh yeah, just like, just, you know, I just, I just want me to leave some money, you know, for my kids. Okay, cool. And I'll just rephrase it again. Like most of my clients, they want to leave money behind because they don't want to burden their loved ones with the cost of burial because they know their kids can't afford it. They're trying to protect a mortgage because they think they're— they're trying to protect a mortgage because, you know, God forbid, your past, your loved ones could have been in the mortgage, which one wasn't for you, you know? Yeah, just break it down.

Reiterate.

Yeah, yeah, love it. Yeah.

Okay, so once you're satisfied there with the why, you feel like you got enough Yeah, to go forward.

Where—

what do you— what's your next direction for you?

My next direction is process. Okay, so here's another one. I used to do process at the very beginning too.

A lot of people mess this up. They do it too much too soon.

Yeah, yeah.

And then I'd get hung up on 3 minutes in, they're like, I need your social. You're gonna give it to me later, right?

I used to do that, right? But then I'm like So now if I get hung up here, I'm like, dude, I just dug out the why. They know exactly who I am. I've dug out the why. If they hang up on me here, I'm fine. I'm completely fine with it.

Sure. Yeah, 100%.

It did its job. Yeah.

And how far, how far into our conversation are you typically now?

Perfect.

Thank you. I just, I try to reiterate to people, dude, if you're not at in the ballpark of getting to pricing somewhere within, you're doing something wrong. Yeah, you know.

Yeah.

So good shit. Okay, so we're 10 minutes in, we got a good why, we got some trust. Now's, now's where you're really finding out if you're making a sale.

Yeah, yeah. So then actually, yeah, I get— by the time I finish out my, uh, my process, I'm about 10 minutes. So, but then, so about 7 minutes into here.

Yep.

Um, but then I'm going to tell them the process. Hey, once we identify— so I don't make the decision. What I do is once we identify something that's affordable and I think I can get you approved, My job's super simple. Um, I don't make the decision. I just make you look as good as possible to insurance companies and then I help you submit the request for coverage. Okay. When we submit the request for coverage, they're going to ask for your beneficiary's basic information just so they know to deliver the check to you. So I'm going to bring up the beneficiary before I start hitting them with their social. Hey, I'm going to need your social because I use your social security number to check your medical history, your prescription history. And so whatever's in there is what they'll see. So just be as honest with me as possible. It's going to let me shop around for you. Okay. And then lastly, if it does get approved, would you be using a checking or savings account to fund the policy?

I like the way you ask it.

Yeah. And then simple, simple and direct.

And then, and then that's how I ask during the app if I, because I, I, I like that. Yeah. To do it right there.

But if they hang up on me right there, they would have hung up on me if I would have got all 100% 30 minutes later, everything. Yeah, it doesn't matter. So yeah, now I'm just cutting time. I used to do it early on where I think is prematurely because, because they didn't— there's not enough trust there. I didn't know why.

It can be scary. Yeah, if you do it wrong. Yeah.

So, so, um, you did it.

You did a little bit of one though where you say, here's who I am and here's what we're going to do right now. Yeah, so you do process, you just don't explain the full process. You explain the first chunk that we're gonna do, essentially, that you gotta, you know, I'm gonna send— here's my carriers, here's what I gotta— you— which I like.

Yeah, because it's still the credibility overcomes the, uh, I'm shopping around a lot.

Yeah. Okay. And so, all right, so I guess for you, is it— would it be fair to say a good— what, what percentage? Let me ask, just ask you directly, what you get 10 people to this point, how many hang up on you and how many proceed?

Um, ballpark, you know, it's like really like I'd say maybe 30% like hang up on me, like not that many anymore, like maybe even 20%. It's like a lot less, it's a lot less if I can get them to that point.

And to be clear, this is on top of the people hung up on you before you even got into any of this shit. Yeah, yeah, for those that are wondering.

Yeah, I, I work the Freshest leads come in real time.

Yeah.

And they tell me they got to take care of— they tell me they're not interested, they already found somebody. Like, they— you hear the exact same stuff with new and old leads. It doesn't—

so let's start there. Let's go 10 leads, brand new, come in today. How many of them are telling you to fuck off in the first second, minute, whatever?

I would say at least 3 to 4 easy. Like, I'm not like— like, true, like—

and then a few probably don't answer at all.

Yeah.

And you probably get a few you talk to.

Yeah.

Yep. All right. So then we get 2 or 3 that proceed into this thing. We get 10 to this stage of you're in home. You're saying 3 more fall off.

Yeah.

Right. And now I can proceed with whatever, 6 or 7, whatever the number is.

All right.

So, and we want to narrow that, we'll narrow it down because this is what you learned on stage. This concept still applies here. It's like, how do I get, I get people in the funnel up here and it just whittles down and here's the here's what the output is.

Yeah, tons of people every day, you know, like tons of people. All we need is 2 or 3. Yeah, that's it.

Yeah, so that means if you're keeping 2 or 3 out of 10, that means 50 will get you 10 conversations like this to have 7 at this stage. Basically. So every 100 leads, ballpark, for those that aren't math nerds, and I am, and he— you get 100 people, you're getting, you're getting like 15 people to this point.

Yeah, roughly.

Yeah, I just, I love, I love going, how easy can I make this? It's ballpark. I know someone could probably nerd out with a pen and paper and get it exact, but you're in, you're in that ballpark, you know. Again, you get 20% of your people to say yes on the phone And now you're— of those, here's where we're at. So let's, let's go from here.

Um, so then, then I go through health. Um, I go, I go pretty thoroughly. I go through just— and it's crazy, I use Stephen E's old one, man, and still today. Yeah, yeah, the old one from like back in the day. Um, but I would just go down and just pretty much go through just normal health stuff, right? Do you want to go through the health?

Whatever you think is important, especially because there are obviously very important pieces, you know what I mean? It's like, I'd rather know the intentionality behind it.

Yeah, health is health. I think that's pretty simple.

It is, but most people mess this shit up and they end up writing a GI when they shouldn't have to.

Oh yeah, right.

And they misquote things, or they quote something, it gets declined because they missed a simple question, or— so I think those things I would like you to point out the mistakes that people make during health.

Health is asking broad questions and not being like, you know, when people are kind of misleading in their answers and kind of dig like, hey dude, look, I'm trying to help you understand. I'm trying to help you just be as honest with me as possible. It's going to help me shop for you. Asking medications and you can Google like, like If I'm on medication, I'm next to a computer like Google shit.

Are you getting all the medications? Are you kind of high-level heart attack, cancer, stroke, diabetes, COPD, that shit?

Yeah, any, any, um, so, um, I start with, um, tobacco. Never had a heart attack or stroke because just heart failure, defibrillator, stents, pacemakers, anything like that.

I like it, diving in deeper. That's cool.

Yeah.

And then, um, because they will say no to heart issues and then have a fucking patient, to be clear, newbies. Healthy as a horse. Don't believe that shit.

They let me out of the hospital. I'm good to go. I'm good.

I have 7 stents put in last week, but I'm clean.

They said I'm good. Yeah. And then, um, so you have stroke, heart attack, stuff like that. Then I do aneurysms, cancer, um, anxiety, depression. They're depressed. Are you bipolar? Um, skin. Then any liver, kidney disease, cirrhosis, hepatitis? No. Diabetes? Diabetes. You know, America will take diabetes with neuropathy. I don't know if you know that, but they will.

Interesting. Really?

Eagle. Yeah, Eagle.

They don't do— they don't do combo stuff though, right? If there's like that and a smoker or that and it's hard stuff.

Yeah, it's kind of tricky, man. So a lot of—

I didn't know they took neuropathy though.

I'm learning neuropathy though.

Yeah, again, I ain't done this in 10 years, bro.

I've been—

I've been selling for like 6 weeks. Yeah, just a little bit.

Just a little bit. Good stuff, man.

Yeah. Okay, good tip.

So yeah, diabetes, any complications? So Any complications with diabetes like neuropathy, retinopathy, diabetic coma, amputations? No. Then I go asthma, COPD, any lung conditions? And then, um, and then, um, wheelchair or, um, dementia? No, not all that. All right, when's the last time you're in the hospital? What was it for? And then, um, then I'm gonna go into, uh When was the last time— what medications are you prescribed that we didn't discuss, or medical conditions that we didn't talk about?

Yeah, that's one of my favorite questions to ask people. Yeah, because a lot comes up. Yeah, a lot comes up.

Like, oh, I was in the hospital last week.

Yeah, bro, I'm telling you, the— I wish the new agents understood we go through it too. Yeah, it's just we don't accept— I learned this, man, that, um, you— and you set it up the way you said, and I don't, I don't have the verbatim wording the way you said it, but you let them know that basically you're on their side. I think you said something along the lines of your job is to make them look good for the insurance carrier, right? There was some wording.

Yeah.

Um, and you even mentioned that you don't make the decision. Yeah, which is also true. And I think if new agents would understand that the clients believe that you're the decision maker, one, they— well, first of all, most of y'all tell them you're the fucking underwriter. So they— that they do believe you're the decision maker when you tell them you're the decision maker, when you pretend you're the underwriter, to be clear. And we all do it, okay? So I just want to say, if there's some confusion on the client side, that's why. But the reality is, dude, they actually think if they get over on us they got a shot. Yeah, they think if they keep it hidden from us, whereas what you've learned to do is shift it and go, no, no. And I've always worded it mentally for me, I'm like the defense attorney. The more I know, the better chance I got of getting you off, you know, I mean, and getting you, getting you covered in this case. Um, so yeah, I think the intentionality of it is, is where it's at. And then people are more, more forthcoming when they know you're there to save them versus Oh shit, if I tell them this, I might be in trouble, so let me withhold it.

Yeah, so that's also— so you'll get people like that where they're like, why do you got to know this? Like you said, no medical questions. Yeah, like, hey dude, chill, dude. Like, dude, I got you. I don't care if you got cancer, stroke, or active cancer, like cancer, HIV. I don't care, dude. I can find coverage for you. Yeah, so, so, so that's when you run into like, why do you gotta ask these questions? Because I'm shopping for you, dude. I'm gonna find you the best rates.

So setting that stage right before—

be as honest with me as possible, I can get you coverage, don't worry. Um, also, also another stage we set before too is pivoting, right? Like, hey dude, if you get declined, don't worry, I'm gonna— I can get you coverage. And then so then it goes to— so they understand that it's not theirs, and if they get declined, I'm moving. So now when we get declined, I'm not asking them I'm telling them this is where we're at. Yeah, this, this is where we're going. So if you're like, if, um, say they do get declined, I'll even— so Crankwell, Crankwell is another tool I use a lot too.

Do you? Okay, I wonder.

Yeah, yeah, dude, I put— I slept on that shit for like a year, dude.

I haven't touched it yet.

Like, um, for telesales, it builds credibility fast too as well because they can see everything we're looking at.

When do you use it? In what cases?

Once I get to numbers. Once I get to numbers.

Always?

Yep, every time.

Bullshit.

Yeah, once— what, as you know— okay, no, no. So after, after numbers, they pick a number, um, I'll kick on Crankwell. So I pop on camera, I'm like, here, here's my driver's license, here's my military ID. I just want to show you I look a lot better in person. And it just builds a credibility fast.

Really?

I'll go through the e-app with them on my screen so they can see exactly what I'm looking at.

Do you really?

Yeah, every time.

What about Grandma that has a flip phone, dude?

So, so Crank Will is just a text message? Yeah. And then they get a link, they click the link, and they're on the screen.

Is that easy?

Same thing with like— dude, like, uh, same thing with like— yeah, it is.

Not that you would be telling me this if it wasn't, as I sound like a newbie fucking asking dumb questions after you tell me what to do. To be clear, this is me my brain processing this right now, not an actual quality question.

So, so yeah, no, but then like when people don't get— I'll shoot them text like a few times, like I'll just keep spamming them, dude. I've got texting where I've shot them probably like 20 text messages of my credentials till it pops up on the screen like, oh, there it is, and they click it.

So when you're, when you're showing the pricing, is that when you start or after they pick one?

After they pick one.

So what do you have them write it down, write down the choices?

Yeah, yeah. So I have them write down choices. So then I, I base it just off what their budget is, what they kind of tell me. Sure. And I try to stay in that range and then kind of identify what they're looking to accomplish, right? Hey, this will cover your burial, you know, barely, but I mean, you'll cover it. Or, or their mortgage. They'll cover your mortgage for, for 12 months. They'll cover mortgage for this many months. Sure. But, um, if I get somebody that's like, uh, oh yeah, I want to shop around, like, dude, let me I'll put them on Crankwell.

Got it.

Let me show you because I use it. I use a tool.

Oh yeah, and then you can show them the different— fuck, dude.

Yeah, show them and, um, show them, hey, this is you, this is your health, this is your age.

You can show them where they won't qualify below too. See all those companies?

They said no. I got a couple companies that might take you, and I'm constantly taking away. I'm never I don't even care if it's guaranteed issue. Yeah, like they might take you. Yeah, you hear people start with, oh, this is guaranteed, I can get you approved here.

Yeah, yeah, yeah.

I never give anything, never. It's always, if I can get you approved, let's see, right? Just taking away.

So for those of you follow that have followed me for a while, you know I've, I've helped build this agency up to over $200 million in paid annual premium per year. We have over 5,000 agents a year that sell, and I am rebuilding. We're building a new base shop, helping people build big agencies, get to multi-seven figures in income, or producers that want to, that want to just sell and get to a multi-six-figure sales career. Hit me up. I'm hiring direct. I'm looking to train and mentor winners that want to work their ass off and build something dope. Click on the link below, or you can go to JohnWetmore.com/join and put in your application. We'll see if I'd be interested in working with you. DM me, hit me up. Whatever you like.

Yeah.

All right, so if they pick a price clean, they're like, no, I want the big one, give me that one. You're going, okay, and you're— how do you— okay, first of all, let me ask you this. Let me, let me ask you this. I want to see if there's anything here first before I go forward. Is there anything you do when you're presenting numbers to try to get the deal? Like, you show option 1, option 2, option 3. What's your line next?

Okay, Paul McClain, man.

Yeah, you can— I know, I rewind.

We can't, um, we can't, you know, we don't have to make a decision today, but if we could get you approved, what's affordable for you? And then how much you want Mary to receive, God forbid something were to happen.

Okay.

And then wait and pause. You'll hear a lot of people like start talking about everything else. Like, dude, you're taking them off the subject, dude. We need them in numbers.

Yep. Yep.

That's why I was asking. I said numbers. Yeah. And I just don't say anything and let them kind of 'Pick. Um, let me know if you want me to go higher, go lower, in between, whatever you want me to do.' Can I ask you a question about that?

Do you always say that you don't have to make a decision thing right there?

What's that? I do.

When you set— you do? Interesting.

Okay, just to lower— just to lower the, the sales pressure. Okay. It's to me, and I like to say, um, yeah, yeah, I just— because for me, I'm trying to lower sales pressure as much as— okay, sales pressure. As much as possible.

So how do you— when in your mind are they making the decision?

The minute they pick a number. Yeah, they're on it.

All right, then how do you get them to commit? I love the psychology of all this shit. I love it, dude, because for me, I go, even at the beginning, bro, it's like you can talk to them about what happens if you die on the kitchen table before I'm done with this sentence, and then in this, the very next sentence, we're like, and in 42 years when you don't die you're gonna have a zillion dollars of cash value and you know what I mean? Like, we do this dance a lot with people, um, and I— and again, the way he's delivering it is very different than others do. Some people, some people word it very differently and it scares the shit out of me. I don't like it, um, but I didn't want to skip it because I pointed out when people do it, I'm like, they are making a decision. We got to tell them at some point they're fucking picking a price.

Oh yeah, yeah, yeah. So, so then when they're like, oh, I can do the $15,000, okay, we'll see if we can get you approved, no guarantees. And I'm already in the e-app, started up, and then I, and then, um, then I shoot them the Crankwell so then they can see my screen. They're like, all right, perfect, I'm logging in. And then, um, and then you'll see—

have you told them at any point yet that you're getting them on to show them shit, or is this— you're just like, here, perfect, just like we call carriers, hey, hang on, we're going to call them. Yeah.

Yeah, just process. Here you go. Why do I need to get on camera? Like, so you know what I'm doing, so you see exactly what I'm meaning.

New agents would overcomplicate this early on and be like, hey, do you have the ability to get on camera late? It's like you're just sending it and go.

Yes, I love it. Send and go. And then, uh, yeah, we do the app. And then, um, one thing for a lot of, uh, I see a lot of new agents do is they'll just, they'll overtalk people. They'll have a simple question, like even just social, right? Why didn't you start like, hey, that's how to check your medical history, and I stop. Like, do you need that? Like, of course, and then just stop. But then you'll hear other agents like, oh, they needed this, this, blah, blah, blah, blah, blah, and then they're way in that field and then you lose them. Yeah, I saw recently just one of my agents get over the, the social objection. I heard them agree to it, and then they kept talking, and like, you just lost it. Like, he was there, he was there, and if you would just pause for one second, you had it.

Yeah, it's true. I had a, I had an example I was telling my team yesterday where I got, um, the client had a policy and they, they, they seemed unsure what they had, so I just got the, the carrier on three-way Same, didn't ask him, just hang on, I'm gonna get him on, we'll figure it out for you. We start asking them, and of course they want to verify. We don't have the policy number, so naturally they're going to verify by social. They hesitated giving their current insurance company the social on the phone with me three-waying them in, right? So he goes— she goes, all right, no problem, I can verify with your social, go ahead with that. And he goes, I don't feel comfortable giving out my social over the phone. And neither one of us said anything. And half a second later he went, 2, 3, 5, 3, 1, 2. He just read it. Like no one get, no one said anything. You know what I mean? It was just like, bro, you can't go forward without, everyone knows it. So it was, it was interesting to see how easy it was to get out in that case too. Yeah. You know, just by not literally saying anything, we both just waited for the social and he gave it.

Yeah. Easy.

Yeah. Love it. Cool. What else do you wanna wrap up with, dude? Andy Inholm, I'm sure you have an appointment coming up, so we're a few minutes over. Or which I don't mind because I always need extra time. But yeah, how do you— what do you think you would like to add for context to, to the end of an appointment, where we're at, what's important from, from this point?

From this point, I would just do, um, I just, uh, so I got a VA now, but so I, I go over, hey, this is what your policy is, you've got, you've got, um, $50,000 day one coverage. Yeah, it's going to be $233. Okay. It's coming out in 3 to 5 days. The first draft is the 19th of the month. Every future draft is the 19th of the month.

Yeah.

Save my number. I give them my cell phone number. Like, here's my number. Make sure you save it. Share it with your beneficiaries. If God forbid something happens to you, they call me directly. I don't want them to worry about where they go, what I do. Make sure they've got my number. And then, um, then I go into my, my, uh, my VA's gonna call her in 3 days just to check in, make sure you don't have any questions or concerns. She's also gonna call you here in, uh, 2 weeks to make sure you got the policy in the mail, make sure you got a chance to look it over, make sure you understand it, don't have any questions or concerns there. If you do, she'll schedule time with me and I'll get back on the phone with you. All right. And then, um, That's it.

Yeah, easy cheesy, easy. Yeah, I love it, I love it. So how many, uh, okay, how many apps you write? What's your highest year? What did you end at? I know we're over Hall of Fame. What's your top year?

Like 5 and some— okay, like I think like 530. Yep.

So you're writing 10 apps a week, call it, pretty consistent at least.

Yeah.

How many were you getting? A couple hundred leads a week?

150? Probably about 150.

Yeah, yeah, so 150 leads. So 150 leads turns into 10 applications in that funnel, you know what I mean? Y'all just saw the— when we did 10, 10 pickup, here's how many gets on the phone, he gets 10 through, how many get to that point. And again, 150 leads for 10 apps and go— is the percentage as good? Who gives a shit? The money's good, just work it. Yeah, you know, and, and 150 leads a week doing thousands of phone calls a week between him and a VA, not, not a couple hundred. Yeah, you know, it's like, ah, bro, if people could understand that one piece that they're missing. I had a guy text me yesterday in the group, and, uh, he's talking about another guy in the group, and he goes, hey, the biggest reason he's not winning is he's, he's, he's not putting enough money into leads. And I was like, nah, the reason he's not winning is because he won't stop fucking making 122 phone calls a day. He does. He won't realize that's not enough ever. He won't fucking do it. You know what I mean?

That's the sad part, is it's all here for everybody. It's all the same shit, dude. Like, there's nothing to it. You just gotta work it. Like, it's foolproof, but are you gonna work it and learn it?

And you're being told no a shit ton of times a week. Hundreds and hundreds and hundreds of times a week being told that.

Yeah, yeah, I just— I fall in love with it. Man, don't faze me.

I just think people get confused and think that we're suddenly— that you get good and you're suddenly no objections, you get 10 leads a week and 8 of them buy. That's not the game. That's not the game at all.

Yeah, just enjoy.

And hey, the guy on YouTube that's saying it is—

yeah, I try that.

How many people has he got doing it? You know what I mean? It's like, I just More power to them. Some people are unicorns, bro. I ain't mad at those people. Yeah, cool. You know, for most of us, it's a lot of work. How many are staying on the books doing all that stuff? What's your persistency like?

Uh, probably 80%, roughly 80.

Working final expense, it's fucking money, dude. I get people that comment on my YouTube. The reason I ask is because when people see like this, they're like, yeah, until 50% or 70% fall off.

So I'm like, so as a new agent, I'll tell you, dude, as a new agent, I would expect 50% to fall off.

Because you're doing it wrong.

You don't— because you're doing it wrong. Exactly right. But like, and so understand, dude, it's a process. Yeah, you're like— I have this conversation with new agents all the time. Do you think 50% is going to fall off? You know why? Because you're just pushing as in, let's see if we can get you approved, let's see if we can get you approved, versus why they need it. You, you don't— you're probably— underwriting is probably shit and you're just putting everybody in GIWL.

You say that too, bro. You say we're just seeing if we get you approved.

Yes, yes. But, but then I draw into the why more. Yeah, but I mean, but I'm, but I'm, but I'm about why, right?

And then when they tell me— my answer is, yeah, asshole, but he doesn't use it as a crutch. Exactly.

It's different, right? Yeah, it's not a crutch because then they're going to tell me like, yeah, yeah, I'll check.

It's the reality. It's, it's doing it true. It, it, we are, there is a, that is part of the process. Yes. Because again, I think for us, we're not just seeing if we get— if we're qualified. That's not the only thing we do today, but that is part of the process.

That is part of the process. And then, um, as a new agent, just understand that you don't know how to manage your book business. You don't have a VA calling your books. You're not tracked. You guys do not even track. I gotta write shit and fucking take off, dude.

And they'd be like, yep, you don't even know who they are the next day. I'm good at this and I can't remember the client 2 hours later. I'm like, who the fuck's Mary?

But there's no tracking either. There's no follow-up. There's nothing.

Yeah.

So as a new agent, you, you, you can't worry about developing a CRM to track clients and VAs and all that shit. You just got to learn how to learn one, one muscle at a time. Yeah, right. One muscle at a time. Build this muscle, build this sales muscle. Yeah, shit's going to fall off the books. But what happens when you learn to keep more stuff on the books? Yeah. What happens when you learn? You know, there's so many different steps here.

Yeah.

Build one thing at a time. Like when I first started, like objections, right? You can learn there, learn your objections. Then we get into the script. Now we can kind of start working on the script.

Yeah.

All right. Now we've got a script kind of dialed in. Oh, we're shit. Should we get into eApps? Now we're going to work on eApps.

I mean, get rid of those.

Yeah. You know, just take it one bite at a time and don't, don't compare yourself to anybody else and figure out that if you just continue to work, you're going to figure it out. Yeah.

It's like anything, even when y'all quit and go do the next thing. What he's saying still applies.

You know what I mean?

You ain't getting out of it. You're not getting out of it unless you get— unless you're going through life hoping to get lucky. And if you want, more power to you.

I just— I don't know.

I don't know that fucking route. I love it, dude. I love it. Anything I didn't ask that you wanna— that you think I should have— that you want to share as we wrap up, dude?

No. I appreciate you so much, John. I'm telling you, I learned the best shit ton from you, dude. Like, no, like, I was thinking about it, like, dude, I learned a lot from you, and I'm just grateful to be here, man.

Absolutely, dude. Keep helping folks, man. Keep passing the message. Where— what dials do you get in?

Whose group? What's that?

Do you get it? And whose group do you get in to do the dials?

Just pretty much mine. I just got a little Zoom room right now.

Just your little team? Your team?

Cool.

Okay. I didn't know if you guys—

I used to jump in Dom's a lot.

Did you?

Yeah, I was in Dom's a lot.

Yeah, I jump around some of them, and I'm in the one with Dom sometimes, or the one with Phil and them, Ron. I just— I bounce around a little bit. We our own on Discord too.

Oh no.

Yeah, if I can ever do anything, let me know, dude. If you're not in our Discord, jump in, feel free to. We got tons of shit going on in there. If I can help you in any way along the ride, dude, I know, dude.

I'm like, dude, let me connect with you more for sure.

Yeah, yeah, I can help, bro. Get the team over. Y'all doing about 150K now?

About 150K, yeah, just recently, man. So I started, uh, just recently. Yeah, 150K hit 200 like last month, but this month went to 120.

But how many guys you got with you down there every night?

Like, only like 70.

Okay, so send me your link. I'm gonna pop in some—

I'm gonna pop in one day and be like, yo, you'll hear the same shit, do the same shit I'm saying to you. Exactly.

Push your people a little bit. Yeah, get your crew— help you get your crew moving.

Let's go, dude. I like it, bro.

Cool, man. I appreciate your time. Let me know if I can help with anything. Appreciate you guys watching. See you at the next one. All right, see you later, guys. If you've enjoyed the podcast or any of the previous episodes, if you're on Spotify or any of the other Apple Podcast platforms, would love if you'd go in and leave a review for us. If you're, if you're watching on YouTube, comment, like, subscribe, share, do all the things. We'd greatly appreciate it. Helps get the word out to everybody. Appreciate you, and we'll see you on the next one.