I Taught 100 Life Insurance Agents $100,000 Worth of Sales Tactics & Phone Scripts

He's known as the $100 Million Man. Appreciate it, Cody. The— a piece of the story too that he didn't tell you, I actually got, uh, I applied to do this in 2008. I didn't get my license. Anybody ever come into your business, y'all recruiting, and be like, I'm ready to kill it, and then they ghost you? And you get pissed, right? I did that to a dude in 2008. I applied to a Craigslist ad, mortgage protection ad. I didn't get my license until March of 2010, so 18 months to get my license. I was killing it from the jump and sold my first policy until August of 2012. Yeah, and, uh, you know, here we are now trying to teach y'all how to do this thing. So I will, um, I think I'm gonna, um see who wants some help today because people keep asking me questions and I'm just going to do it live. If I should start with building or selling, who wants help? Building. Thank you for speaking up. Everyone else is like, I want help, but I won't ask. So like, what's that word? Closed mouths don't get fed. Yeah, buddy. Speak up if you want some help. Cameron, we were talking earlier, right? A little bit. Were you the dude who said you want to make $100 grand? A month? Hello, I go to Cody. Who said that up here?

That was you.

Oh, this works out. I love it. You building now? Do you want a mic for him? Hell yeah. And I might bounce around to people, but it's all good. We'll give him one. So you don't have to necessarily just leave it there so they can hear you a little bit because some people over there are probably like, what the hell is he saying? So are you building now?

Yes.

No, no, dude, stay there.

Just stay calm.

I don't want you under no pressure, bro. It's all good. We're just, we're just chilling.

Yeah, I'm building now.

All right, cool. So you are building. You stuck somewhere? You having trouble somewhere? What's the issue?

So I started 13 months ago, by the way, and I finished at $362K last year.

Personal sales?

Yes.

$362K.

Yes.

So I would think they'd clap louder for that one.

It's okay, it's okay. I'm supposed to do that anyways.

That's all good. You are, so you are right about that. Say that one again.

I'm supposed to do that.

He's supposed to sell $360 grand. I like it.

Yeah, so I would say the thing I'm struggling with now is just my own work efficiency when it comes to building, because I do believe I could create a lot more content. It's so many stuff that I could document every single day. I work at the Austin, Texas office with Zach. Yeah, we do all sorts of stuff. Um, I would say that, but as far as the agents that I bring on, they would come in and then they would just fall off, or they wouldn't meet.

You said they would? No, they would, or they do? Yeah, they do. Okay. Yeah, it sounded like you used to do it and you don't do it anymore.

No, no, no, they, they fall off. Uh, yeah, and then when they come on, just because I do have like high standards for myself, so I like to put that on other people, and if I feel like somebody's not, you know, abiding by my standards, then I kind of just like hang them out to dry, kind of just forget about them. And then I just got into this funk where I'm just like, wow, like, I mean, I guess I can make $20,000, $30,000, $40,000 a month off my own pen.

Sure. Yeah.

Doing it.

And then the question is, can you teach people to make $20,000, $30,000, $40,000 off their own pen?

That's a really good question. I believe I could. I believe I could.

So one, I assume you're asking because you figured out that model ain't working too well for you.

No, not at all.

Right. So it's like, hold it. The big thing that I heard, maybe I heard it too. I have a hard time holding other people up to my standards. Okay. So one, it's like, why do they have to meet your standards? I'm not— I'm not mad at it in general. But my question is why? And did you ask permission to be able to hold people to high standards, or did you just assume that they wanted to achieve something?

I just assumed that they wanted to achieve something just because.

And I showed up. They're here. Yeah. And I bet. So I want to do something. I want to win big. Like, who wants to win big in here? Okay, everybody. But what did I not do? I didn't define win big. So what's win big mean to you income-wise? Uh, for this year, my goal is, uh, you're fine, uh, 1,000, 1,000, 100,000, 100,000. What's win big to you? A million a month in volume or income? Income. Can you treat her the same as him? You can, but she might not yet be able to wrap her— she probably— her eyeballs are spinning. She's going, a million, a million a month? Did he say a million a month? Does that make sense? Like, when I started, I want to make 70 grand. Someone talks to me about a million a month, you know what I'm thinking? What am I thinking? Huh? 100%. She— that's a scam. He's probably gonna want my social. Right? They ain't there yet, dude. So like, think about— you got kids?

No, I'm 25.

Okay. You want to have kids?

Yes.

His mic sucks, by the way, team. Thank you. Sorry, I'm— I didn't mean that meanly. It's all good. Just talk louder. I'll repeat important stuff. He's literally like licking it. He thought it was like an ice cream cone. Here you go. It's good, right? You want to have kids one day, correct? Okay, you want your kids to do something super successful? Yes. Doctor, lawyer, own something, run a business, entrepreneur, whatever.

Yes.

Dude, when they're still crapping their pants, are you holding them to that standard yet?

No.

That's good. It's tough, dude. We got to work on it. You mean like, how about we don't crap our pants first? Let's start there. Can you hold your bottle? Does that make sense? Can you not let the applesauce drip down your chin right now? Fair. Like, we got to— we got to— like, you can't go from here to here necessarily, right? So now the question becomes, how do you identify what people want to achieve? You sell $360 grand, you have the skill set. What did I do here that you didn't do?

Meet people where they at.

What does that mean?

Don't steal his answer. What did I do that you didn't?

Figure out what people want.

I asked. Yeah, exactly. I just asked. Does that make sense? Now I can dive deeper. I go, cool, you want to make $100 grand? Are you willing to do ABC? Here's the path to $100 grand. You go through that door, you hang a right, you go down the hallway, you jump over some hills, there's some thorny bushes, you got to buy leads, you deal with idiots, all the stuff. Are you still willing to do all that? Yes, no, indifferent. Does that make sense? So it's a matter of like, are you finding out where people are at? One, everybody's in a different spot. Then are you finding out where they want to go? Two, right? Point A, Point B. What happens in the middle?

Their own work ethic to get there.

Possibly. That's a piece of it. Yeah. Tools. What else? Training. Yeah. What else we need in the middle? Time. Sure.

More value for me.

Yeah, 100%. Kaboom! Do they have Kaboom! leads? They should, right? What do they want to sacrifice? Is their family on board? Are they willing to work Sundays or they go to church? They want to work Wednesdays or go to church Wednesday night too? You mean, do they have a men's group they go to? Is soccer more important than selling on Saturday? If you don't know that stuff, it's like clients, dude. Do you walk into clients and go, you should have a $1,000 a month IUL, bro?

Absolutely not.

Your family would be in trouble if you don't. It would make no sense. You wouldn't sell anything. You find out where people are at. You can certainly assume where they want to go, but you got to check in. Hey, I assume you're trying to make sure that your family's okay in the event you die. You don't want to lose the house. Is that fair? I mean, they can say no. And what do you do? You re-ask a question. Fair, right? We got to make sure they're tracking along the way. And so the biggest piece you're missing is you're just making full assumptions. I like assumptive a lot. I like it a lot. But you can't leave out the details of like making sure they're tracking with your assumptions. Can you challenge people? Can I challenge her to want to make $250 grand? Oh God, give me 5 minutes. I can do that, right? Can I get her to $1 million a month right now? Probably not today. Probably not today. I can't even get her to $1 million a month in volume today, probably. Right. So that's for another day. Maybe I do that middle school, you know what I mean? Like Maddox is trying to play baseball. He told me he wants to go to UCLA on scholarship. Yeah. Do you know why? Did— did he have a road show when we went out there? Did we go— did we do some with Cody when we were in Cali or no? Yeah, that was when I started telling the story about going to the Dodgers game. So we stay on— what's that really fancy road in LA where all the money is? The stores? Rodeo Drive. I go, why do you want to go to UCLA, bro? He goes, when we went to California, we stayed in that hotel and they had Louis Vuitton and Gucci and he named all the stores on the road. I'm like, that's why you want a scholarship to UCLA? I'm like, yo, there's Gucci stores all over the country, bro. Is UCLA any good? He's like, I don't know. So then when I talk to him about doing more in baseball, does he really want a scholarship or does he just want Gucci stuff? Right now, man, he just wants Gucci stuff, dude. Like, I want to push him. I'm designed to push him. He's 4 times a week goes, I know, Dad, do more.

I know.

He hears me talk to y'all. He uses my stuff against me. And I buy him stuff because he does it so well. I'm like, I mean, I guess I'm in a corner, you know. He's like, he want a new baseball bat. Last night came out some magic unicorn something, Icon, whatever. I don't know anything about it. And he's selling me on it. He's pitching me on buying him this bat a few days ago and I'm questioning him. I want him to think and analyze. I don't want to just go, yeah, sure. I'm just a pain like that. And so he goes through and he gives me all the reasons why he needs it. And one of them is like, I just need more drip, dad. I need the kids to need drip. For those that don't know what it's like, cool shit hanging off their bag. Right? That was part of his pitch. So he gets me on why he wants it, right? He's down a size. He needs to size up. It's time to buy. It's new season. I'm like, "Fine, great." I'm like, "But you already have a bat, the icon." He has a white icon, it's all white. And he's like, "Yeah, but," and he tries to sell me on some features, the difference. Anyway, next day I'm talking to someone, I'm explaining this story, and I'm talking about the bat and I say something, he goes, "It's the exact same bat." And he caught himself, 'cause I looked at him, I'm like, "You motherfucker, what do you mean it's the same bat?" Does that make sense? Like he messed up his words. It didn't lead towards where he wanted to go, which was for me to buy the bat. You know what I'm saying? And that's all you're doing incorrect, dude, is your words are not conducive to you getting people to move. Make sense? Yes. Like you're not going to get people to move by going, I sell $360 grand, you must. Don't work that way. You know what I'm saying? Now you can go, hey, have you ever thought about what it's like to make $360 grand in a year? Yeah. You have? What would change in your life if you did?

I will need to work more.

And I know what— in a positive way, what would, what would change? We know you need to work more. We got that. Everybody, everybody here does. Y'all laughing. Y'all need to work more too. So don't give her no junk. In a positive way, how would it affect your family if you made $360 grand? What would go away? What problems would go away? What solutions would you have?

Actually, I don't have a problem. Okay.

But I will travel more.

You travel more? Yeah. Okay. Can you take care of your family more? Can you?

Yeah.

With $360 grand, you buy some Gucci. You don't care about Gucci, though. See, she doesn't care at all. Yeah. My expectations are not based on income. You can't push someone like her, dude. She doesn't care. I just tried, it didn't work, you know what I mean? So what's the best thing I can do for her? Help her make 100 grand, bro. She's fired up about it. Why am I mad? Why are you mad? You know what I'm saying? It's like your, your job as you're building something, dude, is to help people win. And everybody's definition of winning is different. And I promise you, 99.9% of people you speak to you will not have the same definition as you, right? So now we have to be intentional along the way. This is sales still. Sales is about communication and clarity and solving problems. And if you aren't solving people's problems, dude, you're never going to build anything big. Why do I get accolades and credit and that? Dude, I've solved a lot of people's problems, dude. But you know what I still got? Lots of problems. So it doesn't make me perfect, but in one little corner of life, like, I'm pretty good at it. You heard me back there doing it. Yeah, I'll change people's thought process in a minute, bro. I got really good at that, right? Why? Because I was— I understood that everybody gets in their own way in a lot of— in a lot of— like, you're doing it now, right? And so I had to learn how to communicate with people in a way that didn't frustrate me. Quite frankly, it was very selfish early. I changed my tactic because I was frustrated. And then I was like, then I started seeing some success and I'm like, oh dude, people are winning and they like it. And then I got addicted to that, you know. So this little maneuver I do talking to people, I love, I love it. Does that make sense? You got another question?

Uh, yeah, I was gonna say that all makes perfect sense.

Thank you.

I've never, I've never done that before. Yeah, just like, I'm just assuming, oh, you get in this IMO or whatever and Everybody else is talking about making $30,000, $50,000 a month, and you still show up tomorrow.

I'm thinking you automatically want to do that too, but I could make 7 figures selling anything right now at any company. Give me people that can push a product, I'll make 7 figures, 100%. Why? It's communication, dude. That's all it is. We just have a cool widget that pays really well. But if insurance didn't pay well, I promise you I wouldn't do this. I ain't one of those guys that's like, I love what we do, it helps the client. Y'all foolish if you— I just admit it. Like, I ain't mad at what we do for clients, but if I made minimum wage, I ain't doing this. Fair?

Yeah.

So for me, I want to impact people, dude, and I really want people from— to get from point A to point B. You know what I got really good at? I can move B down the road. I'll stretch you in a second.

I'll get you way over here. Little at a time.

I was running this morning and I was thinking about— I think about all kinds of stuff when I run. Any of y'all run? You do? Those of you that run, like running? I know. It's a serious question. I'm curious because I hate it. But I do it because it's a challenge. Not a lot. I like to challenge myself a lot. And so, can we give her that? So I was thinking about it and I'm working on, I'm doing this event in July that's 3 marathons in 3 days in a row. So Thursday a marathon, Friday marathon, Saturday marathon. And it's not only a marathon, it's in the mountains of Utah. So it's a trail mountain marathon, 3 days in a row. And when I ran, I did 6 miles this morning and my clothes, you'd have thought I jumped in a swimming pool. When I was done. And it took me like an hour and 15 minutes. Like, I'm not even fast, but I keep going, right? And only a few people in here run, but I'm like, anybody in here feel like they can run a marathon? A handful of people. All right. Imagine if you could run, like, if I said, $400 grand a year, I'm going to teach you how to do it. Can you run like 0.1 of a mile, a tenth of a mile? Everyone here can't. It's probably like to the building and back. Fair? Do you think if I said I'll give you $1,000, you could run an additional 0.1? Could you do it twice? All right, cool. If you can do it twice, can you do it 3 times? If you can do it 3 times, can you do it 4 times? Like, where do we stop? Does that make sense? And I imagine if you take something like that and you go do 0.1 today, do 0.1 tomorrow, so we do 0.2. Then increase 0.1, we do 0.3 the next day. Do you know how far you'll be able to run by the end of the year? 37 miles by adding 0.1 a day. I can get anyone in this room to run a marathon in under a year by helping them just believe a little bit more. Just a little bit more. Does that make sense? Y'all can build anything you want. You can build this thing as big as you want. But a lot of y'all want to leave this room and make 360 grand tomorrow when you don't know how to make 50 yet. You want to do the equivalent of whatever you think a marathon is in your career, and you ain't adding 0.1 a day. You know, I will finish that thing in July. I'm just psycho enough to go do it, and I believe in it. And a lot of y'all should believe in yourselves a lot more, but understand it's the very small incremental daily changes that will lead you to victory. There's nothing massive you're going to roll out of bed with one day and be like, oh my God, I'm amazing at recruiting today. It just doesn't weigh out that way. Does that make sense? Small incremental changes. And those of y'all that are building small pieces every day move people to where they want to go and move that line down the road if you want to challenge people. Does that make sense? I don't know if I'm— could you care if I tell them about later, dude? You don't mind? Positive. So Cody's doing his thing after VIP. Any— who's in the VIP thing? Maybe half? Not even half? If y'all don't understand the value of that thing, the people that you get to be around, the connections you make, the conversations you have, he should charge 10x what he does for it, to be honest. I know he's bailing. I'm going to be a part of it because I like being part of all of them. But afterwards, I've had a lot of people want to connect with me. I'm going to hang out for like an hour and do some like Q&A mastermind. If anybody wants some help, I'm literally just going to hang out here and help some people. So appreciate your help. If you want any of our stuff, the QR code is some free resources for setting goals and planning out your schedule. For those of you building, this is the exercise I use for every agent I've ever onboarded for 10 straight years. So if you don't need help with it, use this, steal my stuff and send it to people and hope it helps you guys a ton. Appreciate your time.

Get effing paid.

Get effing paid.

Get effing paid. Get effing paid. What up guys?

If you guys are looking to get to a new level in your career, you may have seen that we've been running some workshops in my office in Atlanta.

I have them every quarter now. Last one sold out fully. It was a massive success. Um, couple different levels you can attend, just a general ticket.

Um, get you in the door, listen to 2 days of training, interactive workshop style. We really dive into what you got going on and how to get to new levels. If you're looking to be in a new crowd, higher level up, um, I have a private mastermind.

Last one was at my house.

It was insane, um, all the value that everybody added to each other, and we had a good time.

And, uh, I heard it was way underpriced relative to what people got out of it.

You can check out some of the testimonials here, I'm sure. But if you'd like to attend, click the link below. I do them every quarter. The date will be around here somewhere. Look forward to seeing you there.

If you are in the insurance industry and you're looking to scale and grow your business, I highly I highly encourage you to check John Wetmore out.

Probably honestly made the cost of the event back in like the first 2 hours of being here. If you want to win and you want to grow, I'd get around John as much as you can. John Wetmore is a beast. So much value in everything that I've learned here. Growing, about building, delegating. He's talking about systems and automating right now.

It is worth the price of admission.

Make sure you get to the next one.

What are the 3 or 4 really important questions to get them from A to B, take them all the way further.

Let's do it with you. Does that make sense? What are you trying to accomplish in this?

So I came here today because I'm W-2. I'm in the business for a little under a year. My goal is to definitely go self-employed, so I need on with the right homework, get the right training, uh, come in with enough money to invest into these and to build a business from there.

What kind of income you trying to make?

Realistically, my first 3 months, I would love to see $10,000 to $15,000.

Can you stop using the word realistically? The word realistically? Actually, yeah. Like, I don't want you to limit yourself. Does that make sense? Sure. So like, in your head, I want you to be more confident about where you want to go. One, does that make sense? So you want $10,000 to $15,000 a month, right? What are you at now? Do you mind? Sure.

Yeah, I work at Allstate as a captive agent. I'm making plastic Okay.

What's stopping you from doing it now?

Probably that I'm captive in my commission structure.

No, what's stopping you from doing— you just said you want to go to 1099 independent.

I don't have the savings.

Okay. How much do you have saved? $10,000, $15,000.

$10,000, $15,000?

Yes. How much do you think you need to go independent?

At least the first 5 months covered just in case things don't go right.

Okay. So you're— are you afraid you're not going to make sales?

Not that I'm afraid, but it's a possibility. So it's planning for it.

Are you making sales now?

With my captivation.

Why are you afraid you're gonna not make sales though?

It's a different ball game right now. I'm in P&C, right?

Why is it different? Still people, right? Yeah. Okay, it's still insurance, right? It's still humans, it's still sales, right? Why is it different then? Okay, I'm just— I'm curious.

Oh, it's not different. It's all communication.

Yeah, that's it, dude. So it sounds like you already have the skill set. Does that make sense? So you got to figure out for you, why are you holding yourself back for something you already know how to do?

Makes sense.

You know what I mean? Now, to be— to relate, when I was new, I wanted to save up 6 months of income. I did it part-time for a year because I wanted to save 6 months of income in case I didn't sell a policy. And now I look back and I'm like, I want to go back in time and slap the shit out of myself for thinking so weak about myself and lacking confidence. I was you, and this was in 2012. Does that make sense?

No, absolutely.

It's like, you're a step ahead of me. You're already in the business, you're already making sales, you already know how to communicate, you know what I'm saying? So I, I take a real hard look at where you're at now and go like, maybe it's time, you know what I mean? Maybe I step. Does that make sense? Worst case, if it doesn't work and you got 5 months of income now, 3 to 5 months of income now. You're damn close. Worst case, it doesn't work. What can you do?

Go back to what I'm doing, you know what I'm saying?

Do you have family like that? You're that— like, you lose everything if, if it doesn't work out next week? Or you like— you, you look like, like young and you can make stuff happen. I don't know, dude. So you got to look at you and go, why am I holding myself back from more when I know I'm already— when I'm already doing it? You know what I'm saying? My vote is you take a chance on yourself and you go make it happen. What do y'all think?

Yes!

I was speaking to a few agency owners, so getting their contacts and—

My man, you're on the right path. You know what I'm saying? I say go make it happen, dude. Absolutely, thank you. Dude, I don't run well. I'm not a small dude. I haven't run my whole life. I'm damn near almost 50. You know what I mean? But I'm like, I know I can just go here, and if I can go there, I know I can go here. So I was just like, dude, I'm just not gonna stop till I get to 6, even if I have to slow down a little. I'm just like neurotic, dude, that I love the chase, I love the build. Where I struggle is when things go sideways from what you expect, when I hit the rocky part. Does that make sense? When it starts pouring down rain and I didn't expect it. Like mentally, dude, I used to lose my mind when an agent gave me pushback, when they didn't do what I thought they should, when staff doesn't do something the right way, when something doesn't get done that I thought it would. That's my weakness. The keep going part, I don't— I don't— I have a hard time explaining that because that's TC, that's easy. What kind of leads you sell? Final expense? Okay, so you've— trailer homes? You've been in trailer homes?

Yes.

Okay, have you also been in a nice house where they make a lot of money and they want more insurance? You never been on decent house? You never been— speaking to someone— sorry, I come from field sales, sometimes words come out of my mouth. Meaning, does it make sense? Like, sometimes you're sitting with someone that's sitting in a trailer home on Social Security making $600 a month, right? And they're 72 years old. And sometimes you're sitting with someone that's 35 and they're making $150 grand a year and they want to take care of all their family. Fair? Can you struggle adapting there? Why? It's just two, two different people, right? So you already have the skill set. Fair? So then my question to you is, when it comes to agents, why do you take that skill set and turn it off? When you're dealing with the client, you care for the client, so you're trying to solve their problem. So don't turn off that desire that you have to help people is why you sold $360 grand, dude. So when you hang up the phone, your telesales— so when you hang up the phone and you're done selling and you pick up the recruiting call Stay on, help people, dude. Serve people. Does that make sense? It's the same. You already own the skill set. A lot of us, when we get into the building side, we pretend like we don't have the skill set of communication and clarity and care. Like, it's just— it's identical, dude. You just think it's different is the reason. And dude, I started that way. I started building purely for the money, dude. I was calculating the override, dude, the second I hung up on a recruiting call. I knew the math, trust me. Fair? So it's okay that you're there. But you wouldn't sell what you sell if you didn't care for people. Just take the skill set you already have, dude, and apply it. Yeah, I have a question for John.

What is something that you know now you wish you knew when you started? What are the 3 books that—

How much time you got, bro? Yeah, um, the biggest lesson that I wish I knew forever is that I was the problem. And everything that I disliked, that I was frustrated by, that annoyed me, that things that go wrong today, this day, I wish I knew sooner that like I was the problem, you know. And Cody talks about it a lot, but for me, what I— the freedom that it gave me to take ownership, it was like a weight was lifted off me because I immediately then became the solution. And if I'm in control, dude, I'm fired up. You know what I mean? I just wish I had that mindset a lot younger because I used to blame everybody for everything. Somebody else.

Go, Gary.

Hi, this is John.

Oh, John's popular. I thought I was the premier cricket player. What are you at now? Oh, you just sold your first app, didn't you? Yeah, you just hit me up on Instagram, like, just made your first sale. Congrats to this dude. Okay, how much did you make on that app? 500. Cool, love it. So for me, I'm a math guy, right? I'm like, $500, how many of those do I got to do to get to $10K? 20 of them. Right? So I was really simple, and he mentioned the book. Like, when I wrote the book, like, Do More Now and Get Better Later, that's who I am as a human. I don't need to like have all— I am analytical, but I'm like, yo, if it worked once, I promise I can make it work 20 times. So for me, I'm going, how many people did I talk to to close one? Shit, let me just talk to 20 extra people, I'll close 20. I literally look at this business that simple. Um, so I would, I would and we can talk detail about your activity. For me, it's like, how much can you prospect? Is this all you do? You do nothing else? You're wide open? I mean, so for me, it's like prospect all day, every— you're in sales. Prospect all the time. If you have leads, great. If you don't have leads, great. Like, prospect, you know what I'm saying? And don't overanalyze too much too soon because your skill set is going to get significantly better with time. Does that make sense? So for me, it's like, dude, how, how quick can I go at it? And this is why I did poorly at the beginning. I did a little bit and then I wanted to tweak the script so many ways that I sold 8 more just by saying one new magic word. And that, that just didn't work well for me. What worked well for me was, yo, here's the numbers. I do this much, I make this much, right? And what I loved about that concept was all the stuff in the middle we hate. Think of all the things you dislike from prospect to getting paid, all that crap in the middle, the cancels, the chargebacks, people yelling at you, getting door slammed in your face, getting hung up on, all the stuff. When there's activity and there's deposit, that deposit is net of all the stuff. So for me, activity equaled money. I no longer cared about the middle. I just know activity equals money. You just can't always pick it up today. Does that make sense? But it will come. The help— I'm gonna add something really simple that I liked. I used all this stuff. My favorite way to do it— like, if you ever— you've looked at a policy, what's in the back? What's in the back? Yes. My favorite thing to do, I just ask and they go, no, I— all these excuses. I go, hey, if you go grab it, it'll save me like 20 minutes worth of health questions. I can just look at the answers and cheat. And people love their time. They'd spend 45 minutes looking for a policy to get me out of the house 20 minutes earlier, you know what I mean? And then I knew health questions, I knew answers, I had bank, I had all the information I needed. So I just trick them in to get me a policy by trying to save their time. I loved it. And it was less, you know, I mean, their guard's down. I don't know, I just, I fell into liking that better, best for me, you know. Hey, go grab your policy, it'll save us like 20 minutes worth of time. Plus I have to document it anyway because you have to write it down that they have the policy, you know what I mean? I found a lot of, a lot of people just, they'd be like, oh, I got it right here, and they'd lean over in the cabinet right behind them. Yeah, 100%. So if you sell 1,000, how much do you get paid?

I get 105%.

So if you sell— so why did you not get 105%? I know advance, I get all that. Yeah, I get all that.

Some of them are like guaranteed issue stuff.

Lower comp.

Yeah, I don't know exactly why.

How many are staying on the books?

Uh, 17% dropped this month, or so far in 10 months?

Okay, how much— what's your persistency to date so far, do you know?

It's around the same.

So you're keeping 80% on the book? 83%. That's fucking phenomenal. So something don't add up. $25,000, 100%, even if it's 75%, We average in like guaranteed issue, lower comp, IUL, target premium, all that stuff.

I have— I had 6 policies with SICA and they don't still pay.

Okay.

You know, they pay.

How much is that?

I think 6 policies around 6,000, 7,000.

So you call it 20K and you still only brought home 5? 10.

Okay.

20 to bring home 10. So if you got 20, that's 75%. That's 15K. And then you Uh, okay, you had a few fall off. You're not too far off, right?

I'm not sitting with enough people.

How many are you sitting with?

Yeah, if I see somebody at the door—

did you say you're sitting— you're sitting with 12? Was that you that said that?

Yes, yes.

You calling these to book appointments or you knocking? I have a— I have to both, but you're initially calling to book.

I have an appointment setter, okay, and I don't know if it means Why do you have an appointment set up? So that I can actually go on the road and focus on that. While she's calling, I'm on the road. She's usually even booking me while I'm on the road. So, and, and also to be very honest, that is not my skill and I do not like doing that.

Okay.

So I would rather keep my mindset, my vibration high by doing something that I don't detest.

I, um, Man, the hard part, it like, is it when one appointment setter— is she really good? She's only getting you 12 sits every 100 leads. Okay. Okay. How many— all right, how many appointments did you run last month?

November, but I think she said 39 appointments one week and then she said— okay, that's a fair number.

Okay. So I like 43 better than I like 23. Right. So now the question is, why are we not consistent? Here's the thing. You only got so many levers to move, right? You can, you can either sit with more people, which takes calling more people and/or more leads, or the skill set needs to get so much better that you're booking a higher percentage. But you're not in control of that. Does that make sense? I don't like the lack of control. I don't like someone else messing with my money. I dialed my— I didn't like dialing either. When I started, I had to use vodka to get over the fear of dialing. Does that make sense? Like, I was nervous, but I wanted to own the skill set that generated money. Because if this chick quits, where does that leave you? I don't like that for me. So you got to decide, do you like that? Do you— are you willing to risk that over learning a new skill set? You're phenomenal with people if you're closing that high and they're staying on the books. So you have a good skill set with people, like you feel confident in that. So the question is, are you willing to learn a new skill set to get to the 25 if you don't want to add time? Because time is one of the levers. I can add more time. Does that make sense? I can book more, but you can't book more. And she's probably not going to go out of her way to get massively better. She's an appointment setter. She's probably on a salary that gets paid no matter what. I mean, maybe she makes a couple bucks every time she books one, but her upside is not your upside. Fair? So you have to go like, I don't know, I would— if I'm in your shoes, I just tell you what I would do. You have to decide what you would do. I would never let someone be that in control of my money this early. Does it make sense? Now, a lot of people are in control of my money now, but I have a lot of people, so if one falls, easy to replace. Does it make sense? But at that stage, it gives you such a crazy good skill set that you can then take anywhere. And you— and to get the skill set, it's only gonna take you like a month or two, you know what I mean? And did you ever have a fear of going in homes or knocking on doors or doing real estate, or you just like wide open? You had fears there and you got over them. So what makes you not think you can't get over this one, you know what I'm saying? So I would really sit back and go, is that the lever I want to pull? Because the other two you said you don't want to pull. And if you're not willing to pull any of them, you need to change your expectations, meaning I want to start working earlier. Does that make sense? The other lever you can pull is you can buy more leads. So you go, here's more leads, call more of them. Does that make sense? Those are your options, but that's going to take a cash investment. So you have to decide which of those you're willing to move. That makes sense? Me, at my stage where I was at, I was willing to move all of them. I'm like, dude, I'll work earlier, I'll work later, I'll buy more leads, and I'll make phone calls. Does it make sense? But you got to pick what feels right for you. Does that help? Okay, cool. So this goes back to you and your expectations. You need to have more clarity for him to be able to follow. Does it make sense? And again, if he says he's making phone calls— I had a guy last week, I'm making 800 phone calls a day, I can't get anyone, everyone tells me to fuck off. I look at it, I'm like, Dude, there's no way you're making 800 phone calls and have 7 people answer the phone. I could pick up my cell phone right now and make up 800 phone numbers, and I'll get more than 7 people to pick up. He's like, no one picks up. So I challenged him with a couple things, and it was really obvious within one day he was lying. So what I do, I move on. Does that make sense? No, I don't feel bad at all.

I—

no, I'm pissed that he's trying to take advantage of me. And he's preventing me from spending time with someone who gives a shit. That I'm more mad about. Am I somewhat— I understand what you're saying, cuz I don't want to be a dick about it, you know what I mean? You don't have to be a dick. Like, just cuz I'm— I mean, I'm not—

I'm a millennial in the sense, meaning that whenever I talk to people, people might say like, oh, he talked to me rude.

And I didn't say talk rude. I didn't say talk rude. That didn't come out my mouth. Yeah, no, 100%. I said set clear expectations. And if you go, hey, do this, and let me know. Hey, do this and let me know. Hey, do this and let me know. Hey, do this and let me know. You know what happens when they don't do it? They won't let you know. So they just go away on their own. I never get the objections you get. I never feel uncomfortable. Correct. I don't get there, dude. I don't get there because I, I'm so clear about what it takes, and I'm protecting my own mental. I have boundaries. There's a lot going on. So I'm like, hey, go go do this, let me know. I— what about blah blah blah blah? I'm like, dude, you don't need to know that yet. Hang tight. Step 1. Step 1 is this. Go do this, let me know when you're done with step 1. And almost all along the line, especially when they're new, you can verify those steps along the way. Meaning they had to get licensed, they had to get contracted, they had to deal with your staff. You know how many neon red glowing, think Vegas style signs that they were giving you along the way that they were going to be this person? That you and your team went like this with. They took forever to do the paperwork. They treat your staff like shit. They didn't show up to the trainings. They took forever to get their license. They gave you flashing signs early. You just choose to ignore them. I did too. Does that make sense?

Yeah.

So I make sure I go back to the beginning and I change the way I speak so I don't get there. Does that make sense? It's just like sales. Makes sense.

Yeah, because I do want to be able to grow my team and then be able to—

of course, yeah, you got, you got to improve a skill set. So when I'm working with coaching people, dude, I'm working like, yo, just no different than if you were dialing. I'd be like, let's call someone. Like, we can role play. Cool, pick up the phone, call. Dude, I tweak it like this, right? I mean, you're in it live. I can be like, whoa, what the hell did you say that for? I can— I know in 2 seconds if someone's following the script.

Fair.

So if I'm coaching you like this, I'm like Yo, let me listen. Next person you hire, I'm like, whoa, he's all over the fucking place. Does it make sense? So you need to do to you what you want to do to him, right? Now, you might not be able to do it on your own. Yeah, you might have to pay someone to do it. Does that make sense? And that's what, like, some of us, we do— we get paid to help people like you build stuff. Because I'm like, yo, I can fix that in a second. Now, it's ongoing. As you grow, there's always more issues. But your main issue is you're going, hey, y'all want to work here? Go ahead, get in the door, get in the door, just walk through that door, you're good, see you later. You just like, like this until the point of frustration. That's like waiting to— I get— I want— let me think about it, let me talk to my husband, I gotta call my son. That's like waiting till that point. So you go, but wait, wait, isn't it important for you to make sure you have this coverage? Way too late, way too late. He offered it to, like, correct. Yeah, now you already fucked up the $180 or however many it is, so you got to make a decision there, one. But most importantly, we got to change everything that led us there. And those are the most valuable lessons you can have. Thank God you have them, because that's how you're going to learn this shit. Without that mess up, you don't get the ability to go, ah, but those learning lessons are what make me speak the way I speak and challenge people and ask the questions and lead people people down the path.

I—

because I was tired of ending up over here. It makes sense. So I'm like, dude, I got to be doing something wrong. That's what I think I'm doing too. You are. 200 people, 300 people, whatever the number is, came to you and said, I want to work, and they ain't working. You can blame them or you can own that shit. And if you own it, now you can fix it. You know what I'm saying?

Yeah.

Now, one— I'm sorry, 1.1 question on that.

Okay, so then If you were to be or have, uh, or be in my shoes in this case, what would be the first step that you could do to then—

I know that it's going back to the beginning, but what are some of the key things that as a person that you maybe did in the past to actually change that? Yeah, I mean, I, I paid people to help me. I hired people. I fucking paid Patrick David, dude, fucking $100 grand a year to help me now, you know what I'm saying? Like, I pay people still to this day to help me. Me. I found good people in the business that it benefited them to help me. Does that make sense? Like hierarchy, upline management, whatever. Um, and then I work on me a lot, dude. Like a lot. I work on here, I work on my health. You talked about that. It's like I became someone who is disciplined and does what most people won't do, you know what I'm saying? I'm like, yo, I'm about to be 48. I think I look pretty fucking good. I worked my ass off, bro. You know what I mean? When I was 40, I was like, I had a big old gut. I bent over to tie my shoes, I run out of breath. Oh dude, people see today, no different than they see $200 million and he's in shape. Yo, come for the ride. I was a bum, I was lazy, I blamed everybody, I was fat, you know what I mean? Like, I was never huge, but I had a gut, dude. I was 250 pounds and had no muscle.

Having a kid that plays baseball too, probably Yeah, yeah.

So it's like, who am I? And I was doing so well in my insurance space. What— with Tom, I made that change first, and I became like, ah, he's doing all this great stuff, uh, and I go home and I eat fucking Cheetos, you know what I mean? And I'm bitching about my weight and my health and high cholesterol and high blood pressure, and I'm like, wait, it's the same. It's exactly what I did to have success in insurance that I do to have success in my health. And I'm like, oh, what about the way I treat my kids? Dude, I'd get frustrated, yell at them, go, I said that because I said so. Dude, that shit ain't helping. Imagine me yelling at clients like that. I wouldn't sell shit. I'm like, whoa, why am I not doing this with my kids? Oh, why am I not doing this with my wife? Oh my God, why am I not doing it with— you know what I mean? And I'm like, yo, I'm gonna be who I am in all these arenas because I already— like I said, the dude— I already have the skill set. I just chose not to apply it in other places. So you selling what you're selling, you have the skill set, you just have to learn how to apply it in other places. And again, maybe get some direction, maybe get some coaching, maybe get some guidance. Some people have done it, you know what I mean?

Yeah, so that's my big thing about that.

Definitely. Yeah, just hit me up, dude. If I can help, let me know. For sure. Hit me on Instagram or whatever. And thank you. 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.

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I'm getting tons of great feedback about all the people it's helped. Appreciate those of y'all that have bought it. Appreciate all the reviews that are going out. If you're new to following me or the industry, check out the book and get it in your hands now.

I've been visiting for a year and a half now. I'm interested in becoming— yes, I actually work with a company, the Fat Bill.

Oh yeah, you're with them now? Dope, cool. Who do you work with over there?

So I work with George Malaya.

Okay, dope.

Yeah, yeah, good guy. Here's the thing, I know I can do this shit.

Like, I know.

I came to you to explain myself. I believe it. And when I came to you 5 years ago, I wasn't able to speak English. So I have to pick it up. So I know when I put my mind on something, I can do it. Yeah, but like sometimes I be so lost on like distraction, and I know who I can pick up.

What distractions?

Like, just not—

what's the worst thing you do?

The worst thing I do is wrong preparation.

What's that mean?

That mean like, you know, when you— when, when preparation become a way to procrastinate.

Oh, that's like the—

okay, yeah, yeah, that's what I do.

What are you prepping for? Clarify.

Like, oh, I just got to— I got to— like, for example, social media. I know I got to tap into it, but I'm like, I just got to wait until I have everything done. Sometime when it comes to little go prospecting, meeting people, I know I'm really good with people, but since I'm really good on talking to people and people like my personality, I don't do the— like the, the, the, the the quantity of things, you know what I'm saying? Like, I get the quality, I get a couple numbers, and I just get out of the way. And I know if I stay locked in and I just keep getting numbers and getting better every single day, I can do something.

Because you're cold prospecting, right?

Yes.

Yeah, yeah, cool. No leads at all, right? No, we don't do this.

Now I wanted to see how they do it out here and see kind of like how can I get leads. Yeah, while I'm building it the way—

Yeah, you can. They all work. That's the beauty of the business. Every style works. You know, he's one of the best in the industry. It's like people don't like it, but I'm like, yo, it's working, you know what I mean? Yeah. Um, cool. So you know what's wrong?

Yes.

Why are you not changing it though?

What's the—

what, like, why if you know the answer?

That's what I wanted to ask you about. Like, I know what is— I know that's me. I know if I stay locked in and I just do the work, but it's, it's, it's different. But I don't do I don't stay locked in on that.

What do you do in a prospect?

When I do prospect, I just go and prospect like the areas. I just pick areas.

Knock on doors?

No, no, no, no, no.

I meet people like in ATVs, like Walmart. I meet people.

They're cold as shit.

Yeah, so you look sharp.

What do you do?

Okay.

That's how I prospect.

I'm sorry. What's up, brother?

I'm all right, man.

All right, brother. Good to see you.

So I just praise them. I say, if I see you—

How much do you prospect? How many people you talk to a week?

So if I go hard or if I just like—

How many people do you talk to a week?

I say average like 30. That's my point. Like, no, what I say—

what do you do? What do you do all week, dude?

I say 35.

No, I don't— dude, unless it's 300, I don't give a shit. What do you do all week? I ain't talk to 30 people before I get back to my hotel. Fair? Okay, what do you— no, what do you do all week? So don't bullshit me. What do you do all week?

I'm not running appointments.

No, you're only seeing— talking to 30 people a week. You're not running appointments, dude.

Yes. No, no, no, no, no, no. I run— because I have some people under me. I'm— I'm— yes, I have some people under me. If they have like—

you're running appointments with them?

Yes, for them. But I know how many—

how many of those do you do a week? So how many appointments a week?

Average like 2 to 3 a day.

Okay, but respectable. 5 days a week or 7?

5 days. No, I do like 7 to 7, cuz I'm like, as long as I'm on appointment, I got to knock it out.

So someone's booking one, you're coming behind, and what, splitting business?

Yes.

Okay, got it.

I'm like, this business is— if you want to pay your bills, you go wide. If you want to—

can I ask you a question without being like you smacking the shit out of me?

Whatever you say.

Are you lazy?

I take that word.

Are you?

I can say yes, like, like, like, like secretly lazy, man.

I'm like somewhat that way, but in— I want to be efficient. I'm not lazy, but I don't want to do it the hard way either. Does that make sense? Um, same. What time do you get up?

6.

What time do you start working?

I get up 6, I get out of the house at 8.

And why does it take you 2 hours to get out of the house?

Because I gotta take care— like, I gotta call first of all my family back home.

Okay.

I have to call them in the morning after like 6 and make sure Mommy—

okay, perfect.

Yeah, at 8 I'm out of there.

But so you spend 2 hours on the day talking to them?

No, so when I wake up in the morning and I just do my like—

yeah, you get ready 30 Oh, so you're working out?

Yes.

Okay, got it. Okay, got it. Okay, so 8?

Yes.

And then you said 30 people a week though?

30 people a week that I do that.

Yeah, so you're talking to 5 people a day and you're presenting 2 times a day. What are you doing in the middle? Nothing. So cut it out. No, just cut it out.

Okay.

Like, the reality is, do you not have dreams big enough?

I do.

Okay, what are they?

I want to build something. I want— I really want to be financially in a position that I can go back home and make sure mom and dad don't have to work.

What does that mean? So you don't want them to work anymore? Cool, just paying them? Or do you want to do something else there?

I want to make sure I make enough money that they don't have to collect it for nobody else.

Okay, are they gonna come here? Are you gonna keep them there?

What if my mom don't like America?

Okay, she's staying home.

Yeah. Yes.

Okay, where do they live?

Uh, my mom is in Paris. My dad Dad is in Senegal.

Where?

Paris and Senegal.

Okay, got it. Yeah, got it. Um, cool. So you want to help Mom and Dad?

Yes.

Okay, how important is that to you?

So important.

Is it more important than procrastinating on all kinds of dumb shit all day long?

Yes.

The next time you do something dumb that isn't benefiting Mom and Dad, I want you to say out loud, John is reminding me right now that I can't help Mom and Dad because I'm dicking around with this. Every time you aren't prospecting or presenting, if this is what you really want, I want you to say out loud, do I want to mess around with this thing, or do I want to help mom and dad? And you have to make a decision in that one moment. I don't want you to make broad decisions. In that one moment, is this thing I'm doing helping mom and dad get out of where work. And now you have a decision to make. Do I keep doing it, or do you go help mom and dad? And then at noon, when another thing comes in your way, you say it again. Does that make sense? All right, that helped. All right, my dude.

Thank you.

All right, brother. All right, hit me up online.

You're gonna be the person who's gonna tell me, yeah, get out of your shit.

100%.

That's what I need.

I love it. You read the book yet?

When he say your book, I'm like, I gotta get it.

You already got it?

No, I'm like, I ordered it.

I'm like, you got one? You want it right now? Sure. Follow him, he'll give it to you right now. Yep.

Yeah, yeah.

What's up, brother? I love it, dude.

Um, so on really on leadership development, sure. I wanted to know if you have like a framework that you've like, that you have down that will really let you know if someone is worth spending your time with. Because time is so valuable. And it's like, have you found anything that, like, a specific things, task, or a framework that you can give someone, and then you know?

Yeah, you're building. Yeah, yeah. How many agents you got now?

So right now I got 32, uh, licensed.

How many selling?

Out of that, uh, about half of it. So 16 are selling. Are selling.

What do you sell? Life? Life. How much volume you getting out of that?

So $60K, uh, $60K, uh, in annualized premium on average monthly.

Okay. Are you selling too?

Um, yes.

Okay. How much do you sell? About half of that. So 16 people are getting you $30K? Yeah. All right, hang tight one second. What you got, dude? I'll let him help her and then—

So, um, I track—

I track—

I have two questions. Yeah, I track everything.

Okay.

Like, I've got a sheet that tracks from the number of calls I make, the number of answers, quoted, and closed.

Okay.

Then the second section is like all the metrics of what, you know, what happened, ratios and all that. And then after that is the reason. Got it.

Okay, so dispositions, all that jazz.

Yeah, so got it. And, and I found out, like, what do you sell? Final expense.

Okay.

And I'm using CallTools as my dialer, and I'm dialing between 300 and 700 to 800 numbers a day depending on the day and depending on the focus.

Okay.

So my pickup rate has dropped less than 5%.

Okay.

I don't know.

I mean, what's your cadence to call? If you call me, you call me now, I don't pick up, then what?

So it's all done through the system. I basically answer when I answer when somebody picks up the call trace. So it's an auto dialer. So it is, is, yeah, I got to be careful with the volume dialed out because if you put too many, you're going to start dropping the callback pistol, and that's happened a lot. So you cut the volume down so you got like 2 at a time, 3 at a time on a heavier day like Thursday or something.

And it's calling 2 or 3 people at a time? Yeah. Okay. And then, and then, but if, if I, if you call me and I don't answer, then what?

It moves to the next.

What, you call me once and that's it?

Oh no, no, you're on it. No, I have, uh, 3 or 4 hour wait set.

I know. So you call me once, I don't pick up, when does it call me again?

It'll be later that day.

You want me to tell you what I think? Yes. I hate that. Okay.

Yeah, that's fine.

I tried it that way and I didn't like it. Um, I am, I am, uh, I like I always tell people this, dude. I like systems and automation, but I only like it to improve manual stuff. I would challenge you. Have you ever just picked up your cell phone and called people?

Yeah, and then I got it flagged because I was dialing 300 numbers that day.

Who cares?

I mean, what—

I mean, it shouldn't flag you. I mean, will you show up as spam sometimes? That's life. But you can keep— I want you to do this. Go— you got your phone? Google this. Google John Wetmore. How to dial. It's crazy. Yeah, every time people ask me stuff— this is a little tip, a free one— every time people ask me shit, I go make a video about it. I swear to God, that's how all my content starts. Yes, that one right there. Look how many views that sucker has.

Yeah, damn, that's how often.

Yeah, if you take your cell phone, yeah, and you do that, I'm a million percent sure you'll get more than 5% pickup rate. Okay, but you have to do that exactly. It's going to scare the shit out of you. You analytical?

Yes.

Are you nervous? Uh, yeah. Okay, this is going to scare the piss out of you. Okay, I'm telling you, you're going to be nervous. All right, but I promise you it works. I've trained thousands of agents on this. I got 16,000 views, Cody Burke. Like, it will work, but I promise you, you're going to want to wet yourself. Does that make sense? Yep. The goal— what's your goal when you're making phone calls?

Uh, so I'm gonna offer them a one call. I'm gonna—

what's your, what's your goal? And if I can't one call close for whatever reason, you know, my goal is to get people to pick up. Okay, so your strategy is going to be different than my strategy because my initial strategy is to get people to pick up the phone because I can't work if they don't answer. Does that make sense? So that's going to be a different thought process. Than how to close someone. Does that make sense? And I'm telling you, you're going to have fears about this. But if you are concerned about actually helping people, right? And I'll give you a free one because I'm going to preempt your nerves. It's calling people a lot and very frequently in a very short window. Okay? And people always go, what if they're mad? What if they— what if they— And I get all this shit, and I always say this: let's pretend that you ever had a client die on you.

Uh, yes.

Have you ever had someone die on you without coverage and call you? Okay, sucks. Yeah. Let's pretend every one of these leads dies, and they somehow, through some weird AI, they— you get to talk to them, right? And you got to ask them, you don't have insurance. If we could go back in time and I could call you as the amount of times that John says to call you, but it got you insurance and you weren't in the situation you're in now, would you be mad that I called you that many times? Are you mad that I haven't called you enough? Which one do you think they're gonna pick?

Yeah, they would have wanted you to call them.

So when you watch this video, I need you to remember that story. Okay, okay, I can do it.

I, I try question. I mean, I've watched your stuff.

When's the next time you're dialing? Tomorrow. All right, so tomorrow at noon. Do you start early? Yeah. What time do you start?

So I start, I start dialing at typically 8:30.

Okay.

Um, Central Time.

So why so late?

Uh, because I've got a workout and my daughter.

I love it.

Perfect.

Cool.

You willing to keep dialing all night though? Yeah. Okay, so 8:30, 9:30, 10:30, 11:30, 12:30. Let's call it 1 o'clock. How many phone calls can you get in by 1, do you think? I know you don't do manual.

Yeah, I haven't done that in a long time. I mean, I don't even know what a— I don't even know what a reasonable—

meaning you know how to call him? Yeah. How long does it take to call him if he doesn't answer?

If he doesn't answer, it's about 20 seconds.

Okay, we're gonna round up to a minute. All right, so we got 4 hours. There we go. So at 1 o'clock, you should have somewhere in the ballpark of that many phone calls. If you don't, you haven't done enough. And if you follow that script, I want you to text— DM me on Instagram at 1 o'clock and tell me your results. And I bet it will be more than 5% pickup. Okay, I want to hear what the end of the day looks like too. Give me a little check-in at 1 just for fun, and I want to see end of day quantity of dials, how many pickups. And then we can tackle if we got to figure out a different thing we got to fix after that, because now once they pick up, now you need a new skill set. Now we got to close them, get them and stay on the phone. There's a different skill set there. Does it make sense? But right now, how many pickups can we get? Okay, all right, brother.

Thank you very much.

You got it. What you got, dude? Let's keep going. So 16 people? Yeah, 16 people giving you $30K, so $2K a ride. Yeah. So you got a lot of broke agents.

Yeah.

So yeah, okay, those are, uh, and out of that there's probably like 2 that are doing like probably 80% of that.

Okay, okay, cool. Are the other 14 happy?

I doubt it.

Do they complain?

No, they're, they're engaged.

Um, are they negative though?

No.

Hey, if someone's selling—

they do have excuses.

If, if someone's selling 2 grand a month and they ain't complaining, I give them a high five, keep my day moving. Like if they're happy. Yeah, it makes sense. If they're unhappy, different conversation. That's why I asked. So you get out of that. But your original question was like leadership. How do I lead people towards—

right, how do you determine, um, which ones are gonna be like the high achievers that are gonna do—

you got a coin? Yeah, yeah, yeah, you got a coin? That's the one. Does that make sense? Now I will give you a real answer. No, no, I got you. I can't in advance predict it. Yeah, I have no way to do it.

Damn.

So there's no— there's no predicting. I'm 50/50 at best, bro, prediction-wise, right? But I can do things along the way to have clarity fast.

Yeah.

So how long some of those agents been with you?

Um, no longer than 5 months.

Okay, so I would know by like Friday if they were going to do something or not. Like, I want to know now. I don't care what people do, but what I hate to do is wait 5 months to know. Yeah, I want to know Tuesday. Does that make sense? Yeah. So for me, I assume you have some type of process, right? You get people started, they all follow relatively the same script, you know what I mean? Like, guide them. So what helped for me is by the 27th time he's got this on video today. What helped for me is like everyone says that they want to do what you suggest, that you're willing to work, they want to make a bunch of money, right? They yes you to death. Okay, so if I ask him if he's going to do all the stuff, does it help any if I believe him? What's the matter? Doesn't matter. It doesn't mean shit. Does that make sense? So I don't believe him at all. I don't, I don't not believe them. But also don't believe them. I'm neutral. I go dope, sounds good. And I find I ask questions like you saw me do all day today. I'm doing it with you. I do it with everybody. I figure stuff out. I try to understand where they want to go. And then I give them a path to do it. Everybody's path is different. Right? So if we go broad, ultimately, they got to do activity of some kind, they have to do presentations, they have to learn how to close, they have to study and train. Like, all that's kind of universal, right? So, but if, if he wants to make— if he says I want to make 5 grand, you say I want to make 50 grand, slightly different path. Fair? Like, in scheduling and lead flow, like, I got to be detailed there. But in generic, what do you all have to do? Yeah, we all have to do something, right? Well, no matter what part of the process we're in, we have to go get our license first. In order to get our license, we have to do the exam first. In order to do the exam, we have to sign up first. Like, there's always steps to do, right? If they're already licensed, they got to do contracting, and then they got to get all their agent numbers together, and then they got to learn the product, and then they got to get leads or contacts or prospecting or whatever, right? They always have stuff to do. So if I understand your path, let's— I'm going to assume you're decent at that. Where do you— where you at? Where do you want to go? What are you willing to do to get there? And we craft a plan. That's— this is where things go sideways. You craft plan, and then you go, got it? And they say, yep. And you go, cool. And then you look at your leaderboard at the end of the month, it says 2 grand, and you're frustrated. Yeah. Okay, so for me, when I have the plan, I don't go— I don't take this thing and go, here's the plan. I don't do that. I go, step 1 of the plan, do this. When you're done with that, let me know, I'll give you step 2. Does that make sense? Yeah. Anything it is, as simple as, can you get, uh, can you get registered for the pre-license course tonight? Yes, no, indifferent? No, I can't. Cool. When can you do it? Just like I asked him, when can he dial? If he said fucking next Tuesday, I'd be like, cool, DM me on Tuesday. Now what did I do with him? You watched me do it.

Yeah, specific.

I gave him something specific to do. I gave him a deadline. I asked him if he would do it. He said yes. And then I told him to DM me when he does it. Now what happens if he DMs me?

He did it.

He did it.

Okay, is there any— is there any lack of clarity? How quick do I have the clarity on him?

Immediately.

Tomorrow by noon or 1 o'clock, whatever I said. Does that make sense? I know by tomorrow at 1 o'clock if Adam's gonna do shit. That makes sense. Now if he comes back to me, maybe we'll go again. Does it make sense? But if you don't come back—

but then you'll find out.

I, I just want clarity, dude. I don't give a shit if he does it or not at all. I just want clarity for me. It's very selfish because I don't want to dick around with him for months. I want to know now. So I gave him this much to do, we walked through how to do it, he agreed to it all. And I'll know tomorrow if he does it or not. And I tell him I'm doing it. I'm not like tricking him that I'm challenging him. I announce it. Does that make sense? Because I don't believe he's gonna do it half the time. I'm like, I don't know if he'll do it. I don't believe he'll dial the way I told him to dial tomorrow by default. I hope like shit he does, but you know how many people I tell to do it? 16 fucking thousand at least, you know what I mean?

Does that make sense?

And so every step along the way, micro things to do, simple, easy. I don't go, go get all your carry, go do all the— all, ah, and their brain's exploding. Yeah, I'm like, dude, go log in here and do that. It's always do this and let me know. I picture it like I'm playing fetch with a little puppy, right? And if I'm— if I have 1, 2, 3, 4, 5, 6, 7 tennis tennis balls right now. I throw yours over there, I throw his over there, I throw his, and I throw everybody's ball. And I go, just bring it back to me when you want to play again. And you all go run fucking out there, and you come back here drooling at me with a tennis ball, and I, I fucking throw it again. If you stay over there, yeah, dude, I got all these puppies to play with. Does that make sense? The problem that you probably make is you run over there to see where he is, and then all these people are looking to play, and you ain't here to play. Yeah, yeah. Does that make sense? I ain't fucking leaving here. This is where— this is my seat. If I go over there chasing you, I miss all of this. Does that make sense?

Yeah, perfect. Thank you.

All right, yeah, appreciate it. You're gonna work on it this week immediately. I'm gonna do it. I'm gonna literally do it with you too. Yeah, I want you to work on it with someone tomorrow. Yeah, I want you to give them something quick that they can get back to you that same day or next day. Yeah, and then what's today? Thursday, Friday, so you do it tomorrow. So by this weekend sometime, Monday at the latest, shoot me a DM, let me know how it's working out. All right, my dude.

Appreciate it.

All right, brother. Yeah, my dude, I just wanted to say thank you, bro. You got it, man. Absolutely, brother. I, uh, I got two more dependents, my niece and my nephew. Okay. And so I'm working. I'm not surprised, bro. You're a machine.

All 75 hard right now.

Are you? I saw the water. I'm doing it, bro. Are you gonna do it for real? No, I'm like— what's the goal?

It's written down.

What's the goal with everything you got with health-wise?

What do you want?

So this is the funny part. Before I did it, 2 months ago, I changed the diet. Okay, I lost 20 pounds doing nothing. Love it. And then I started this and there's no soreness, so I can maintain the 2 workouts and everything like that. What are you shooting for? But with that, so where do you want to be? End of this year, 30 pounds down by this year, 3 pounds a week until I'm done in April for Okay, what do you want by end of year? 30 pounds down. You ain't quitting after 75 days, right? 45. 45? Yeah, I'd be happy with that. I love it, dude. But in that, the schedule now with my niece and everything, and they understand and they're happy about what it looks like and what's to come, um, but there's a lot of, as a man, things that I have questions about with, with, you know, being a caretaker or being in business and how to deal with those emotions. So one, I want to say thank you, but two, bro, I, uh, I want to get some coaching or something, maybe once a month where I can just give you a call. Yeah. Um, because I know we can shoot you a text, man, but I feel like— yeah, I do have a lot of shit going on. I appreciate you being the people's champ. Yeah, absolutely, brother. Like the podcast and everything.

My dude, I love it.

I love it.

Just hit me up, dude. Yeah, text me and let's, um, let's set up a call sometime in the next few days. Let's just get on Zoom and we'll figure something out. I got you. All right, my dude. Who's next? Oh, I'm gonna get her.

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. I'm helping tons of people get to new levels, get to new income heights, help them build their teams, put systems play, staffing stuff, recruiting processes, automations, um, and 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 grand a month, barely getting by, about to quit the industry. Found the book, hit me up direct, started the coaching program, went to $35K his first month, has issued like $150K in the last 90 days and has changed the trajectory of his career. Working with another agency builder, very first month went from doing like $800 grand a month to almost $1.1 million. We added like 10 or 15% production in, in 30 days and continue to work on things there. So if you're interested interested, click the link, apply, and if you're a fit, I'll reach out.

I answered a question for you already. No, you hang out, don't leave.

I want to let you know that I really liked everything you said.

John, what's your name? I like the handshake. Fuck yeah, that was money right there.

What's the name?

Adriana. Adriana, cool.

But I'm Adriana.

I like that. That was good. I love it. Well, thank you, I appreciate it. Thanks a lot.

I learned today, uh, you know, we're trying to recruit more.

Oh yeah, what do you got going on now? Who's we?

She's one of my GAs.

Okay, got it. Love it. Pleasure. Have we met? You look familiar. Maybe I just seen— okay, cool.

There's about 16 leaders under me. Okay, uh, team's about 160.

What do y'all sell?

Uh, Medicare, Maine ACA. Okay, we came from the call center. Oh yeah, most of us came from the call center.

Love it.

United. We went out in the field united.

Okay.

And so we're already 16 locations. We got— we just got licensed in about— I think we're up to 17 states now.

Okay.

So now we're trying to branch out into those states, but over the phone. Yeah, that's going to be something since we got the skill set already.

Yeah, there you go. There you go.

Yeah, but I love it. It's just the recruiting process. And you know, that's what I was telling her and I can't want it more for them than they want it for themselves. No, I'm dragging dead bodies. I mean, like, I'm making— I'm making bucks, you know, I'm good. Yeah, you tell me you want to make bucks, but I feel like I'm dragging you to do it. Okay. Yeah, you know, and so then how do you really—

did you hear what I just said to the dude right here a minute ago? You walked in a little late. Cool, we'll do it again. Um, so for me, I saw the one about you throw the ball. Yes, so that's, that's That's where it starts. But it's like, for me, it's like, I want, I want people's— what you're struggling with is people's words and actions don't match. Does that make sense? Correct. So I'm going to provide clarity that if your actions don't match your words, I don't know how to say it without being rude, but I can't spend any time with you. Is that fair? Like, if you're just not— if you're not going to listen to me, well, I got the other problem.

They get so successful, they're making, you know, $10,000, $15,000 a month, and then they want to learn. So, amen, they're happy.

Yeah, that's where it's like, can you check? That's never going to go away.

Somebody else, and I want to train somebody else, they get jealous. Perfect.

So it's—

went off and you were happy with your $15,000.

Yeah, it's okay, you're gonna do it. So it's like, you got to learn how to— like, you ever seen one of those things that I feel like it's in like a carnival where they have like a stick and the plates are spinning on it? Yeah, right. So if I got a stick here and I'm spinning it, and then I go over here and I start spinning it, what do I got to do? Make sure on this one that it don't— that it don't fall and crash, right? So you got to get really good at continuing to like not— does it make sense? So it's like you've got to be super dynamic to be able to bounce around. You also got to be willing to give people grace and learn from their mistakes. It's okay, let them, let them, but it's their life. Yeah, does it make sense? It's okay. But again, your frustration comes because your expectations of them—

no, what my thing is, is they go away, they go on vacation, they come back last minute, and they're like, oh, now put me to work.

I understand.

And I'm like, well, you've been gone.

But my point is, I'm working with all these other people. You wouldn't be if you expected that.

No, I don't expect that.

No, I understand, I understand. But if you knew of that person, they were going to do that If you just—

that's okay.

Correct. My point is the frustration is because you expected them to do it differently. Fair? You expected them to come back early and be prepared and be working the entire time, like, right?

Like, it was important to them as it is important to me, right?

But it wasn't.

But it wasn't.

But it wasn't.

But then they get upset.

I understand.

They don't want to hear that.

So what do you got to get better at, you think?

Making them see that it's their fault.

I agree with you 100%. Yes. We're on the right— hey, we're on the right track. So, question: how do you make someone see something that you see?

Um, tell them to—

no, no, tell them— hold on, how do we sell? How do we sell a product?

You ask questions. You say, well, how does that make you feel?

What is it?

What is it you really I really want. Okay, does it make sense?

Yeah. So instead of telling them, I want you to— every time you want to tell someone something, I want you to practice this. It's gonna be hard for you. No, no, this is going to be hard for you.

I know, because I'm a salesperson.

No, because you like talking, which is good. I do too.

No, I'm a salesperson.

Yes. Yeah, this is why this is going to be hard for you.

You ready? A year doing everything else I do.

So you're ready? Like you, let me know when you're ready. You ready? I'm ready. When you want to tell someone something time, because you're frustrated, I want you to put duct tape over your lips, bite your tongue like till it bleeds, and I want you to think of a question that you can ask them that helps them discover what you want them to know. Does that make sense? Yeah. I don't need it to be their fault necessarily. I want them to see it the way I see it.

Okay.

So as creative and as good as you are at the sales side, if you're selling that many policies, you're really good at asking questions. I need you to take that skill set you already own and apply it here. It is sales still, because you are trying to convince her to have a different view.

Well, and, and then at some point, do you just say, you know what, they're happy with the $15,000 in a month?

What I do is I ask questions so good.

How do I make them understand they shouldn't be mad?

That I get really good at asking questions. I get really good at that. You want me to do it with some of your team? Maybe get me on one of your team calls. I'll do it live for your team. Okay, I swear to you, I'll do it. Okay, you get me someone that's frustrated, we'll go on Zoom, we'll get your whole team on there, and I'll do it live. Okay, and I'll, I will get them to discover what you want. You, I'll let you watch me do it.

Yeah, some of them are just really happy making the money that they are. Yeah, because they've never made this money, that much money before in their entire lives.

Yep, 100%. It's a skill set.

Stay still or we'll get left behind, you know. You got to keep Yeah, you do, you do. I do, I guess.

But where you're getting stuck is on people who don't want to. So you're losing good people trying to focus on people who aren't listening. I understand, but it's preventing you from talking to other people. You're correct. So you have to learn how to make these conversations— and I'm not pointing because she might not be the one, we're just using her as an example.

Yeah, because I know it's not me.

Correct. Correct. We got to make sure that we're not spending the time with her when she is not going to do the stuff and miss these two, right? To me, I'm willing to move on. That's not a hard decision for me. I always tell people, if you put me in a position to where I have to make a hard decision, the decision is going to be really easy. The thing is, for me also, when I've gone on a vacation, like let's say I've Yeah, I don't expect her to come and do— correct—

or help me in my own job.

I mean, I'm self-employed. So here's an analogy I use a lot: Chick-fil-A, right? Y'all familiar? Chick-fil-A. Okay, if me and you partner and we want to build Chick-fil-A's all over the country, but the only people we want to hire are other people who also want to build Chick-fil-A's, oh, then we hired our own competition. How well would that business model work? That's what you're trying to do. You're trying to hire all Chick-fil-A franchise, I want to own something, build the world. You've got to learn how to be super dynamic and work with different levels of people. That's how you scale the shit out of this thing, is for you to get so good that you can work with people who want different things out of life and slowly challenge them for more. And you do it through asking questions, getting them to verbalize things. You can challenge them through questions. Does that make sense? But when I asked someone earlier if it's like, what's more important, they're like, sitting at home on the weekend is more important. Great. Does that make sense? Then can I ask you another question? If sitting home on the weekend is more important, why are you frustrated on Monday when you don't have any money?

Exactly.

I can dig deeper with questions. You're going, hey, dipshit, you don't work all weekend. You got You, you gotta—

I got money because I went to work.

You got a different approach. If I could add something, our expectations lead to our frustrations. Yeah, 100%.

And if the reality is if everybody think like you, you'd be irrelevant.

Yeah, they wouldn't need you. Yeah, they wouldn't need you. It's one of the best things I ever learned in business, dude. It's so— you got to be thankful for that. That's true, right? Because then again, to his point, if they did everything you want What the fuck they need you for?

That's true, that's true.

You know what I'm saying? It's like, ah, it's this fine line.

That's probably why they're with me to begin with, because they know that you've just gotta—

you've got to learn to be more dynamic. That's all it is. I struggled with the same thing. I have a very similar personality, and I want to kill people.

I never wanted to kill—

I did. So you're better than me. Okay, but you've got to learn to be more dynamic. Does that make sense? No different than when you're sitting with different types of clients. We don't go like, every client has to buy this much insurance.

No, I don't do that to them either.

So you got to think agents are people.

Well, I know they're people.

Same thing. You gotta meet, you gotta meet people where they're at sometimes. And again, it's okay to challenge people and do all that stuff.

I just think that, I think the challenge for me is not really that they don't want to do more. I'm okay with that. Yeah, it's just that then when, when they see me work on somebody else and start building somebody else, then they're like So then set better expectations. I don't even know what other word to use is if they get upset. Yeah, that this person's being successful and they feel like they're losing.

So for me, I had a—

I had—

I had a one rule. If you don't do what it takes to be here, my one rule is you can never complain to me. Everyone I hired, I told that. If you don't do what it takes to be here, I'm not offended at all, I don't give a shit, but you can never complain to me. Is that fair? So when he calls, he starts complaining, I go, hey dude, Did you just call me to complain? I have one rule. There's no way you could forget it. That's how I did it. Does that make sense? That was my boundary.

Because that's what happens. I bring in an agent, they soar, and then the other ones see it and they're like, hey, how come? No complaining.

So now, now again, no different sales. We get objections, we want to overcome them. Ah, here's how you overcome it. Say this, say that, say this, say that. And get them to change their mind. That's what you're trying to do. I don't want to overcome objections, I want to prevent them. I don't ever want to see it. So I want you to go all the way back to the beginning where you hire someone, and I want you to set better expectations. And eventually you'll weed out these people.

We're actually business partners. That's the way I look at it. You're my business partner. I don't work for you, you don't work for me.

Yeah.

Okay, I'm going to help you.

I agree.

You want to be—

but you got to meet me halfway, okay? Because I can't I want this for you more than you want it.

So you're nicer than me. I say if you give me 100%, I'm gonna give you 100%. If you give me 50, what then do you think I'm gonna give you? What do you think I'm gonna give you? No, I'm gonna give you zero. I'm gonna give you zero.

I'm out.

I'm out. You don't need me to be mediocre. Yes, I'm not necessary to be mediocre.

Not everybody can be at that level too, and you know that. You got to have some patience with the people that are still trying trying to get it all down.

I didn't say don't have patience. Okay, meaning if, if I did a good job asking what they want, they're giving me— you're thinking your version of 100%. I'm talking about their version of 100%. That's the problem though. If his version is different and you're fighting that, that's the problem. So I just want his version of 100%. Yeah, that's all I want. Hey, amen. Does that make sense? If I can help, let me know.

Just joking.

No, I appreciate it. Okay, you're very welcome. Yeah, let me know if I can help you. Hit me up. Okay. All right, see you later. Who's got something?

Hey, I didn't want to take up too much of your time.

You're good, dude.

I wasn't sure how you were going to answer that question. That's actually not even the direction I was going. Yeah, that completely opened up my eyes afterwards. I was like, damn, because I'm not someone that's ever sees myself as like lack of and confidence. Yeah, but that's really what it is.

Yeah, my dude, I appreciate that. I love it. Seriously, you know what you're gonna do yet?

Yeah, well, really, I feel like the next step is just find the proper vehicle. Yeah, and take action.

That's it, brother. That's it, dude. So what's the first step?

What would be the next step?

I'm asking you. Why don't you do this? I want you to spend— where do you live?

10 minutes.

You're up here? Cool. Um, I want you to spend the next 24 hours thinking about it on purpose, and I want you to write down what you think the next step should be. And then I want you to go on Instagram and DM me, take a picture of the things you wrote down, narrow it down, make a mess of shit, whiteboard, write down tons of stuff, put ideas, narrow it down to the next 3 steps you got to make. You ever read Patrick Bet-David's, uh, I think it's like Your Next 5 Moves, I think is the You know the name of his book?

I haven't read that one, but I'm familiar with Patrick David.

Yeah, I think it's called— someone Google it.

I think it's Next 5 Moves Business Steps.

Do you like reading? I do. Do you like him?

Yes.

Get that book. It'll help. It'll give you some clarity. He talks about it really well. But I would take the next 24 or 48 hours, really narrow it down. Again, it's not that deep. What do you think the steps need to be? Write them down, prioritize them, give me the top 3, shoot me a DM.

Well, I'll say this. If I may, at least just because I've already taken that action. But again, what was holding me back was the excuse that, okay, I need to save more money. But yeah, apparently $15,000 is— you're ready to go. Uh, what I was doing originally was anybody that was interviewing with Cody Askins on his podcast, I would find them on Instagram. That's how I found you, actually. I would find y'all's Instagram, follow y'all, and then I would shoot people that I think I have a really high chance for them to respond. One of them one you just did a podcast with as well. Her name is Caroline Treadman.

Yeah, she's cool.

Yeah, I DM'd her, she responded back, was able to hop on an hour-long phone call with her.

Yeah, she works with Jaylen and them.

Exactly. Yes, did a partial interview and she was like, hey, when you're ready, let me know.

Yeah, I love it.

And that was, I guess, I think she's with True Wealth.

She is. Yeah, she's with them.

So then, yeah, that was an option. And I did that with like just 3 people, but obviously True Wealth, like, yeah, it's a bigger brand, bigger Yeah, have you talked to him? Next in line. Yeah, just wanted to really thank you.

Yeah, absolutely, dude. Appreciate it, brother. Let me know I can help.

Yeah, may I get a picture?

Yeah, let's do it, dude. Reese, do you mind? What you got, brother? Yes, sir. Ready for some help building this bitch? Yes. Come on. Yeah, let's set up a call, huh? Let's set up a time to talk. Okay. Yeah, a little longer conversation, see if I can help you in any way. If you're looking for some, like, guidance and coaching and shit like that. Let's have a conversation. Okay, you know, you got me on social? You do? Okay, that's right, you did, you did, you did send me your— I saved it. Yeah, hit me up, we'll schedule something early next week.

All right, sir.

All right, my dude, thank you, appreciate it. Pleasure, brother. Have a good night.

All right, John, safe travel.

Safe, my dude. Have a great night. Oh, it's a mic, it's a microphone. I work for the CIA, bro.

So in leaving, yeah, I do have a question. Okay, if you were starting over, yeah, in the industry, what products would you focus on?

I love the life space, dude. I love the life space. I'd be— I'm a fan of the concept of upfront money. Does that make sense?

Yeah.

I don't like the let me get a little bit and build something big and work on renewals for 20 years. Because I didn't want to be in sales forever. Does that make sense? I wanted to sell, make my bread, and teach people to sell. I wanted to build a business. I didn't want to be in sales. So for me, I wanted money. Now, I fell into it by shit luck, but knowing everything I know, the only thing else that intrigues me a little bit is health. But I hate the customer service side of that, so I would never do it. Does that make sense? But I like their upfront money, um, and I'm a big fan of like, do one thing and do it So I love our space. If I knew what I knew today, I would have used the life leads and the context that I had to find more opportunities for IULs and annuities. We teach people to find annuity money and like crazy now. We have a whole annuity process that we're teaching people how to do it.

I came here from Brian Palomino.

Okay, cool.

That's how I—

yeah, yeah, I love it. So yeah, again, I like the Life license allows you to do much more than just life. Yeah, that makes sense. So I'd have tapped in again. Now I teach it and all— we're selling a lot of it as an agency. But when I was new, I was like final expense, mortgage protection, wham bam, thank you ma'am, move on. I didn't do a good job working it and did dive— I'm like, I'm already there, why not ask for money back? You know what I mean? I sold some annuities, I sold a couple million bucks worth, just like you, and I never built relationships.

Yeah.

Yeah, I was, I was, I was poor at that, especially with clients. I was really bad with clients. I mean, I would always answer their calls, like I wasn't one that would ghost them, but I didn't do a good job like following up and annual reviews and sending gifts and letters, and I didn't do that well. Um, you know, I didn't do it terrible, terrible, you know what I mean? If again, if they needed something, I take care of them. I just wish I would have done it at a higher level and understood good, you know what I mean? The, the impact it could have and the referral base I could have. I still get— I haven't sold insurance full-time in 8 years. I still to this day get clients calling me, referring me business. Every once in a while I'll write one, I'll dick around, I'll make 3 grand in a day, like, why not? But you know what I mean? I'm like, I did it poorly and 8 years later I'm still having people call me. Imagine if I did it really good. Oh dude, you know what I mean? So I, I teach a lot of the things I messed messed up at this stage. But if I could go back in time, I'd be in our space, but I'd have sold a million a year knowing what I know today, for sure. And I sold half a million bucks and I wasn't even that good at it. Oh, I'm only a lead guy. I ain't doing nothing without leads. I'm not your guy. I ain't going to fucking meetings and networking and talking to people in Walmart. That ain't me, dude. I ain't wired like that. Dude, I'm the type of guy that's like, my favorite lead strategy is multiple lead types and multiple lead vendors. I don't want to be stuck with one because I know, especially what I know today, is going to change. Does that make sense? Like, it's going to change. It is what it is. The market's going to change, the company's going to change, someone's going going to have a different business model, partner's going to be pissed. We've had lead companies burn down, someone goes out of business, fucking FTC changes rule, all kinds of stuff, you know what I mean? So I, I like diversity in it. Um, I want the lead to like be— I don't want Walmart gift cards, I don't like that type of stuff. I wanted to say insurance, but I don't give a shit the lead vendor at all. I don't care at all because I have a true belief that if the lead vendor's in been in business long enough, someone's making money. So I'm gonna figure out how to make money off those leads. Someone else can figure it out, I got it.

And there's some that's been in business long enough that—

yeah. Oh yeah, dude. Yeah, yeah.

Top of mind.

I mean, Cody's— I, I like Cody's shit. Like, why wouldn't I?

Okay, you know, and that's why I'm glad that you didn't say that right away.

Yeah, I'd say this, huh? I mean, I tell Cody this shit. I'm not Like, I don't hide it, you know. I recommended someone to— we have, we have a couple lead vendors internally. Um, if you, if you, if you send me a message, I'll send some links to you. There's like 3 or 4 that I recommend people to if it makes sense, um, that do like final expense vet leads. We got someone doing IUL leads. Um, we, we even help some people run their own, uh, ads. I helped one dude build his whole lead company. I do all the tech behind the scenes, the automations and tracking and, you know, I mean, all that stuff. So what— it's— yeah, I mean, again, Cody would be one. We use this one called Lifejacket, and then my team has some internally. And then most companies have some type of CRM. I'm a big fan of like, why not use that, you know? Um, and then depending on how deep you want to get, you can get into creating your own digital stuff. You know, yeah, we—

our business model doesn't, doesn't entail—

who you with? I'm with Universal Wealth. Oh, you told me that. Yeah, yeah, that's right. I don't know those guys.

Yeah, um, Pennington and Jason Beauvais.

Yeah, main, main guys.

Yeah, um, but we come from financial literacy.

Yeah, yeah. And it's just been—

I'm not—

I don't love the model of go generate. I, I I don't disagree with the model. Yeah, it works. Yeah, for me as a human, yeah, I ain't wired for that.

And that's what I say, everybody have their own key.

This is what— yeah, I'm like, yeah, I want to increase, I'll pay for it. To me it's just paying, it's like advertising, it's marketing dollars. Does that make sense? I'll, I'll buy a billboard and get people to come into my business before I go to a community event, like what do they call those things? Like the— I don't even know what they're damn called, but every, every town has like the little center where they put on events for the county and you can go network with different people. I'm just— I've tried that, I don't like it. I just— I'm not— that's not me. No, I don't. I don't. And, and I don't think it's that duplicatable. Does that make sense? Yeah.

It's like most of my folks that I help, I just— I use their phone leads, their phone book.

Yeah, yeah, yeah. Yeah, I love it. Yeah, I love it. I ain't wired for that. I love that people do it, and I recommend people do it. When people are broke, I'm like, yo, why are you not calling people? Pick up your fucking phone. Like, I push people to do it, but for me, I was like, y'all pay to not do that, you know what I mean? Yeah, yeah, let me skip that line. Yeah, that's good. No different. I pay for first class so I can get somewhere more comfortable, and I mean, that's just my personality type. So again, they all work.

Whatever you work, work.

Yeah, 100%. Yeah. I mean, the industry has been around forever and all the models work. I mean, hell, Prime America is massive and they don't do leads. WFG is massive. They don't do leads. There's some— PHP doesn't do leads. They're massive. You know, then you got like AIL. They do leads where you got to like trick them into knowing it's insurance. And the one where she's doing the gift card and that shit works too. You know, it's just like, I don't know, I like what I fell into. I got lucky, you know.

So I appreciate your time.

You got it, brother. Absolutely. Thank you.

God bless you.

Same to you, brother.

All right, my dude.