I Taught 100 Life Insurance Agents & Agencies How To Make $50,000 PER MONTH

What up, y'all? Morning. You ready to roll? Cool. So we're going to talk today, um, really it's the, the title is, I think it was like Attracting and Finding 40K Producers. Um, how many in here are like— I know a lot of y'all obviously that I do know, how How many are building, like actively building agencies now? You have, you know, a dozen or more writers? So most, cool. Does anybody not, does anyone have anyone in their team producing at a high level right now? Over $40K a month on their own pen? Mike, you should raise your hand higher, bro. Few of y'all, Sarah for sure. Remind me your name? Paula, cool, dope. Um, it's so funny that, like, trying to watch people figure this thing out, you know, as you start attracting people to your agency, what I learned is, like, I see early on most people want to certainly attract high-end early. Probably the main thing that I learned through this lesson— I was in the business 2 and a half years before I had my first $40K month, and then that's all I had was $40K months because I learned I liked them a lot. But not a lot of people were talking about it, you know, especially early in my career anyway. But the year I did it at FFL, there were only 4 of us that wrote that kind of volume in a calendar year. And so obviously, as y'all hear me talk, the activity side helped me, right? What I— what was crazy is when I started doing a different level of activity that by default, as those of you that know, you naturally start attracting more people to you. It's really fucking insane. Um, and most people want the high-end person, and maybe we have some production. What I see a lot of people do is try to like, how do we do both? I don't know if people struggle with that. How do I balance selling and building? It seems to be a big thing for people, and I struggle with that because I never— I struggle teaching it in a sense because I don't relate in that I did both at the same— like, I did nothing first, then got to a point where I started selling 40K. I was building the entire time in my head, but nothing was happening. The minute I stopped trying to make the revenue off overrides and just focused on my own sales, then all the people started wanting to work with me, you know. And all of the trainings and the way I speak, that's never changed. In fact, it's probably gotten more aggressive. A lot of people go like, you're really direct, I love it. 10 years ago, everyone hated it. Is the weirdest dynamic, um, you know. So looking back on it, it's an interesting journey, and it does take a while. But, you know, there's no like— not typically like, hey, he's going to be a 40K producer, she's going to be a 40K producer. It takes a lot of work to help someone get there. It takes— again, I can talk about 4 pieces of the puzzle, fine, but inside each one of those pieces, there's a shitload of work to figure out lead flow for somebody. It's not just like, hey, go to Kaboom and buy some leads. That ain't how the shit works, you know. So it's really— a lot of it's getting in and— and who actually sells $40K a month plus in here right now? Nobody? Oh, you scared the shit out of me. There Real. That's what a $40K producer looks like. If you're like, what do they look like? It's just random-ass people that work, outwork most other agents. It's not that deep, you know. The, the attracting them— Giovanni's been in the business 2 years, huh? Just hit 3 years. 23 years old, issued $350K last year. $380K. Sorry, don't want to shortcut you. He just did not— he just missed $400K. So he came up short. Kidding. But he had negative— how much in your bank account 2 years ago? Negative thousands. Young kid, had all kinds of issues in life, just trying to figure it out, and decided to go to work. I didn't do anything for him. No one did anything for him but himself. I think that a lot of it is providing support to people in a new way, really getting in with them in fine-tuning lead flow, schedule, day to day. And when, when it goes wrong, you have to be there to help them fix things. What you learn with time, like Pritchett's here, you can, you can foresee the problems before they see them. With time, it's hard to foresee the problems when you ain't been through the problems. It's very difficult to find, attract, and build a $40K producer when you're not one, because there's things that happen out there, whether you're in the field or in telesales, or the way lead flows work, or the way cash flow works. $40K producer sounds dope. Hey, month one, it ain't that dope always, you know, trying to figure it out when you're figuring out lead spend and typically overspending, and then you're dealing with chargebacks, and then they're investing money in office space and recruiting talent and systems and things like that. It's There's a, there's a crazy game to it. What really changed the game for me was when I started marketing it. You know, obviously Cody talks a lot about branding and marketing and social. He's done a million things about it. He puts a lot of you on the spot and take— makes you take your phone and do a video now and do the things. And almost everybody falls off on the marketing. Almost everybody. Um, and that's been one of the things when I, when I have this like do more concept I put that in play with marketing when I realized that's the piece I was missing, because I was selling $40K a month for a while and it didn't really attract anyone. It, it made the $6K producers want to know my secret, and then when I told them I run 4 times the appointments they do, they were like, no, but what lead? That, that becomes a thing. So it's, it's really learning how to articulate it to people that it's, it's not as deep as they think, um, and you're going to be You're literally going to be busy as fuck trying to get to that new level of production. However, it does even out. If I ask the 40, like the 3 of y'all that said you're— or any— I know some of y'all have sold that amount of volume that don't sell now. Is it really that difficult? But the agent doesn't know that or believe that when you say it. They think you're lying to them, right? Like some of y'all, like, there's no way it's easy. Once you get the reps down and the flow down, and it's like sports— any y'all play sports, right? If you play a new sport, everything's coming at you a million miles an hour. But when you're in the sport you know— I played football— everything, when the ball's in the air, everything's in slow motion. You don't hear a word, you don't see anyone coming, you don't hear the noise, you don't— everything is in slow motion. So these people that are doing $40K a month it's kind of easy when you figure it out because everything slows down. At the beginning, it's overwhelming as shit. And so for me, I articulate it heavy how busy you're going to be, how hard it's going to feel, how uncomfortable it's going to be getting there and doing it consistently. I— the mistake I see people make is they'll do $40K here and there and then go back down to $17K, you know, and you sell $40K in a month. It's dope. You get a lot of deposits. You slow down the next month, not only do you get less deposits because you sold less, but your cancellations from the 40 come right behind it. The guy selling 12 grand don't understand that concept. You sell 12 grand, don't like chargebacks, sell 40. You're gonna have 3 times the chargebacks typically. They're not— you're not gonna have less of them. The net's more. So you— your net is significantly higher. And I always tell people is like, if you're selling less than 20, it's hard to— in the life space, after Advance, after whatever your persistency is, after your bills, your lifestyle, your lead spend, there's not a lot left. You're not living an amazing lifestyle selling $20K a month. And I found that a lot of people feel like if they just do more of it, it's gonna get worse, weird enough. Like in their head, they're like, I don't want more of the stuff. The second $20K is so profitable, it's stupid. Because all you have then is lead spend and time. All right, and so you're— it's like you're missing the cherry on top. So it's when I, when I combine the marketing side of this thing with just being completely wide open about how it works— I don't hide the stuff, I don't hide that it's going to be hard, and the cancels and the hours and the chargebacks and the balancing it all. I'm an open book about it, and I think people are attracted to that stuff. You know what, what I see working now with Giovanni He's been— when he reached out to me, he was already selling. I did not teach this dude how to sell. He came to me already knowing how to sell, but he wanted to build something. And he hit me up on Instagram, and I was like, I don't follow a lot of people on social, which y'all may know. I just— the mental capacity of me is not high. So we start talking. I'm like, dude, you don't even have anything on your social media. Hey, how many posts did you have when we met? 3 posts. Right, huh? Yeah, 3 total. They were from 3 years ago. So you had 0 posts in 3 years. So sold $380K, didn't tell anyone anything, right? But then you go, do y'all tell people about your stuff? And they don't care about the highlight reels. The highlight reels and leaderboards, that's not— that, it's like cool, but I think people have figured out that leaderboards are full of shit half the time. They don't mean a lot. What he's doing really well And thankfully I have a team. So y'all see my social, I don't do any of it. Reese behind you with the camera, if you want to know how to attract and market people on social, talk to him. I think the Q— there's the QR code on your stuff. He manages all that stuff. When he took over all my marketing, our shit blew up because the intentionality behind it, right? And we start taking behind the scenes. Y'all follow like, uh, Gary Vee or, um Bradley. I stole the concept from them because they both speak on it. When it comes to social media, document, don't create. Document, don't create, right? I don't like stand in a corner, put a nice background, 3, 2, 1, go, create dope social media, John. I don't like that. I'm like, I do this for a living, I do it all day every day, can you just record me and put all that stuff out raw? It is what it is. I start— I tell Giovanni to start doing it, and, uh, he went so far. Y'all know those Meta glasses? Any of y'all follow him on social? What's your Instagram? Giovanni.Wright. W-R-I-G-H-T. Cool. He goes in the field. He's still in field sales, going out in the field, kitchen table stuff. He wears the Meta glasses, records. They record. Yes, he takes the Meta glasses in the field. Y'all watch this shit. You get a real-life glimpse of what it's like to be a life insurer. Who's sold in the field? Explain a final expense appointment to someone who's never been on one. You mean like it's a different language? You— which door do I knock on? Do I knock on the cardboard box front door? Do I have to climb under the, you know, through the grass and the weeds to get to the basement door? Like, how do I get in the house? Giovanni's knocking on gates, windows, and we share that stuff. And then he's even— we're even going so far of recording the actual in-home with clients, the application. Now Reese edits it all, so everybody that's worried about compliance and legalities and HIPAA, all the stuff, we don't share any of the personal stuff nor the faces, the people. Reese edits it out, blurs it, and blocks things. How many people you get now reach out to you regular? Anywhere combined? He— how many videos we put out for you now, regular, over a couple months, few months? So a couple, couple, few a week? Yeah. Um, and he was attracting nobody 2 months ago when he came to me. Now he's getting 10 a day from putting Meta glasses on hitting record. He sends the file to Reese, Reese edits it, puts it on social. Y'all can obviously do that by yourself, right? It's— but when you share what it's really like out there and they see it, and then you're with someone who said, I can't afford it, don't come out— we captured all the phone call, the don't come in, I can't be there, we had a family emergency, someone died, we're running to the hospital right now, and they're sitting there watching Oprah. We capture all that shit. And then he shows them like writing the app. Hey, ma'am, circle the one you want. They show it circling it, and then he'll— they'll pick it. He'll go outside, he'll pull out his calculator, be like, I just made $2,200. Next clip. And it shows what it's really like. Again, who wants the real— who dreamt of going into trailer homes to sell insurance? Then you go, you make $2,300 by going there. I'm in. So marketing for us has really, really changed the game and the way we do it. And we keep it really simple, 30-second clips, nothing crazy, but it's, it's like behind the scenes raw version of what we do. Um, and so for us and all our marketing from, from an attraction, I— we probably get in now fucking 30, 40, 50 people a day hit me up, sign up to something, download something, join something. And y'all see my marketing, it's not that deep, it's just all day every day. When I started, we had a simple goal: post every day on every platform. If you aren't doing social, start there. Now, don't take away from production, you know. I think that's a big mistake a lot of people make. But take a— take 30 minutes, an hour at night, post something every day on every platform with time. And if you're showing behind-the-scenes stuff like real deal about what you do. And if people are in the industry, they go, oh damn, he's really doing it. If they're outside the industry, it gives them a light that they don't previously see. How many people y'all had in coming in there like, yeah, I wanna do it. And in their head, the way they pictured what the deal will be like, sitting down with a client and doing financial inventory, they did not picture sitting on a cinder block in a garage doing an e-app, you know what I mean, with no AC in someone's house. And so you lose a lot of people along the way because the clarity wasn't there for them. So we found we just— we put it out there raw how it is. The marketing has been by far the best piece of it. Where I see a lot of people go wrong is like, fine, marketing, someone comes. One of the things that I've done always, I never had a paid recruiter. For me. A lot of people want to build and they want to hire a recruiter to recruit for them. I was the recruiter. I attracted people. And then anytime I— from the interview of an agent, the moment I got them on the phone to interview them, to me mentally, that person was now a recruiter free to me because they have access to a network I didn't previously have. And so I knew that person, right? The, the network marketing world calls it taprooting. You know, for me, I'm just like You have relationships I don't have. So even on the interview, when I'm talking about bringing people on, I— one of the things I talk about is like, hey, you probably have other— you seem like you want to have a better opportunity, you want to do some big things. My guess is you're around other people that are similar to you that want to win in life. Do you want to sell insurance for the rest of your life, or you one day want to build an agency? So I ask it to everybody. I don't get into much more than that. And the way I word it, 99% of people go, yeah, one day I want to do it. And I'm like, cool, makes sense. Well, if you have a network of people and you're interested in building one day, what I do for my agents is I help them build the agency before they're ready, because I know you're not ready for it. But if you introduce me to people that are wanting to do more like you, I'll train them while I train you, and you get all the credit for it. And when you're ready to manage it, you can, you can manage the whole thing. I'll teach you how to do it along the way. But at the beginning, no one wants you training anyway. So you actually have an advantage early on letting them know, dude, I don't know what the hell I'm doing. I'm working with this guy, John. He's helping me make X amount of money and he's wanting to help more people. Are you in? That's the way I teach people how to build at the beginning. I don't get into comps. I don't get into spread. I don't get into levels. I don't, I don't get into none of it. I'm just going to help this dude and his friends and network make a bunch of money. And with time, I get there. It's just like sales. We don't show pricing 3 minutes into an appointment or presentation, right? We gotta, we gotta work up to it. So there's a lot of psychology behind how I do it because I know the fears people have coming in. And our agency, um, whatever the size is, however many people we have, all of the people in my agency that built something for real, all of my biggest groups, my biggest managers, the biggest legs, not one of them did I hire. Personally, literally not one. Every single person in my group that built something big came from someone else that I interviewed, and not one of the people who led me to them— did that person do anything big? So meaning, if I hired you and you say you want to do something big, great, I give you that pitch, and then you introduce me to her— every instance, she's the one that built it big and he quit. Every time. All of them, every leg we have. And if I look back to like when I hired Amanda, we're doing maybe $400,000 or $500,000 a month. Um, and prior to that, I built to that point, uh, with no staff, just me selling $40K a month, recruiting, hiring, onboarding, contracting, doing the whole thing simultaneously. And I slept almost zero. I was busy. I got 5 kids. I had to sacrifice a lot. But for us, we wanted what we have today. I wanted time and money. Right? And so what attracts a lot of people that are high-end thinkers is they want time and money, because you realize real quick, like, money is money. It, like, it's dope to have, but if you ain't got no time, you realize you don't care about money that much after a while, you know? You want to be able to spend time. Your kid— kids grow up quick. I got 5, and they were all little when I started. They're all grown assholes now and don't— none of them care what I'm doing at any point. You know, um, so for me, a $40K producer looks like someone I don't even know yet today, always, you know. So I'm always on a hunt for who do you know, who wants it bad. And what's crazy is almost always the person that says they want it, like that kind of mediocre one that says they want it— here's what I know, like, fair to say you all know shit you should be doing and you don't do it. Still, you know, that's across the board. And most of the times, the person that says they want it is already choosing to not do those things. And I used to try to drag that person to success. I used to literally try to grab them by the hand and pull them over and control every detail. And I— I— you think you can though, right? You see potential in people. You see all this stuff. And what I learned is not only does that occupy my time, it takes away all of my mental energy, right? I was trained— I had a— I've had a lot of really good mentors in the space, um, and he taught me it's like a tank that only holds so much. And when you're dealing with that agent that you're dragging, it's mentally exhausting. Get effin' paid. Get effin' paid. Get effin' paid. Get effin' 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. Couple different levels you can attend. Just a general ticket, 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, 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 'em every quarter. The date'll 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 encourage you to check John Wetmore out. Honestly made the cost of the event back. It like the first 2 hours of being here. John Wetmore is a beast. So much value in everything that I've learned here. It is worth the price of admission. Make sure you get to the next meeting. Getting with someone that will do the work and all I got to do is say, dude, don't say that. They hate you when you say that. Say it this way instead. Change your wording, change your delivery, change the way you position it. That's easy mentally. That I can do all day, every day. So what I've learned is like when I'm trying to make someone be a 40K producer, I lose the person that will already do it. I don't really do that much because 90% of it's the work ethic, quite frankly. The tweaking of what to say, like, is changing someone's phone script really hard? Like to change what they say on the phone? Hey, don't say that anymore, say this, and here's why. Right, Mike's trained a lot of people. It's like, is tweaking in-home really that difficult? It's just the timing and the wording and that you said it too early. Don't say that there. And then my favorite, my least favorite, is the one they say too late, is the, we're only doing this to see if you're eligible today, sir. You don't have to do anything to commit today. You know, like, right at the end is not the time for it, right? Like you're limp, you got 'em, and then you open the gate. I like that early. Hey, I'm just here today to see if you're eligible for anything, not sure if you can get any, I like it then. Right? And so you see people, there's this phase that happens where they're like, alright, I want it, and then they try to buy more leads, try to do more activity, and it doesn't quite work, and they go, ah, it don't work, and they go back down to where they were, and they're defeated, and they're miserable. So if I get someone on a high, Instead of trying to get everybody to do $40K, I got 10 producers, let me get them all there, right? Well, I want everyone to be like me. I would just want to attract guys like me. I think how I do it, I take one and I laser focus on that one because I don't need that much time with someone to make a few tweaks to get them. I mean, I can do it within 30 days would be a long time. You give me a guy that's producing $8,000, $10,000, $12,000 and want to do $40K, It's not going to take me a month of work with them to help them figure that out, right? But if I'm doing that with 10 people and my mental energy is drained all day and I'm trying to fix everything on everybody, it's like with agents out there, a lot of y'all are going to want to go in and take all your notes and overhaul your entire business, overhaul your entire presentation, overhaul your entire recruiting and systems and things like that. I'm one that's like, take one thing and work on it tomorrow. And when you get that down, work on the next thing the next day. Maybe you have to work on one thing multiple days in a row. Now, some of us have capacity to work on multiple things. Sure, we have teams, we have staff, we have a lot of help, we have other managers, we have, right? I can work on a lot of stuff at once. But as an individual, how many things can I really work on at once? I multitask. That's not real. You can't actually, like, you're focused on one thing. So I like to, instead of get everyone to do it, I attract people who are willing to put in the work, willing to go through the hard time, and then I pull them in real close. I go, hey, come over here, and I pull them in closer, and I give them like the real deal details. Like, fair to say there's shit you can talk about in this industry that if you're talking about with a brand new agent, it's gonna scare the shit out of them, right? So it's not like we're hiding stuff, but it's too much too soon. You don't need to know that. You haven't experienced that yet. It'll, it'll mess you up. And so I'd rather pull someone in close and then go like, hey, you know, in that situation where you got brought that guy on and he didn't work out, here's why, and get him to teach it. Now, like with Giovanni, I'm teaching them how to interview. So I pre-screen people, figure out where I think they're at, and then I go, hey, I'm going to send you my guy Giovanni, he's going to set you up. And I send them to him and I watch how he handles it, and then I tweak small things with him. So you'll see in the next 3 to 6 months— takes a little longer when you're working on, on the recruiting side— 3 to 6 months, how much growth he'll have because I'm laser focused on working with Giovanni. Why? He stands out more than everybody else in my group right now in the new base shop, right? So we have the agency, it runs itself. I decide we're going to build a new base shop, attract some people. I get to look backwards and go, who worked out, who didn't? Got it. I don't want any of those. This is who I'm looking for. I know exactly the— what do they call it? There's a word that people use. That. Yes. Yep. I know who I'm looking for. I know the mentality I need. I know the personality I need. I know the willingness I need. Why? I understand the game now. Early on, you're gonna— you, you won't— you won't be able to do that. You know, agents ask in the sales part, like, I'm in a house an hour too long. How do I make my appointment shorter? I don't teach that. That comes with reps and time, right? I don't. So I get into different things. I want to work with agents. It's Again, pull them in, teach them how to do things, and then work with the next one. Now I can work with several people at once today. My capacity is a lot bigger, and I know how to control that mental energy. Early on, that would be so draining. I didn't have the energy to put into people who wanted to put in the work, and I didn't know how to differentiate. So one of the concepts that I use is just like, who stands out? So take anyone in your group, take your whole group, and go, if I tell you to pick one person that stands out from the rest, You have that person. Everyone can name that person typically in like 2 seconds. So I take that person and I go, hey, come over here. And then I like vision cast with them and I start giving them what the future can look like if you do ABC, good, bad, and ugly. I promise we talk about all the ugly shit, right? He's got cash, he's got cash flow, he's got money in the bank, he wants to do all this stuff. Now I'm like, all right, next stop is open an office. Right, so now we're going through the process. He's sending me like floor plans. I'm making him go out and view and tour different buildings. He's talking— I'm teaching him how to talk to real estate agents and developers and things like— and then he brings them back to me. He's like, you don't know what shit is. But I'm coaching him day in and day out on how to actually build something. And it's the same concept with producers, you know. You get a $40K person in there, do you Do you get involved with the spouse and the family and the schedule and the sports things and the kids in college and the details and the mess? It's like, I dive in. Because how many times have you heard an agent willing to do something but life gets in the way, right? 40K producer's a lot more about buy some leads and go run more appointments. Like, yo, did you sit down with your family and figure out the schedule yet? 'Cause you ain't running 40 appointments if she ain't approving it. You know, that's a big piece of it. So what one of the things I do is the marketing side of it. I created a thing. If you go to JohnWetmore.com/resources, you can use it and steal it. Giovanni copies all my shit and puts it out and rebrands it his name and just makes it his. Y'all can do the same thing. But when I do that, it's a— it's an exercise with goals and schedule. I make everyone fill it out. I won't have a conversation with an agent if they don't fill that out. And then I sit down, I look at it, I go through it with them, and then I— there's an exercise I go through. I want to explain the whole thing. When you go to it, you can download it, and there's videos that get into detail. But I take that as the premise. So I have like a system that I follow to help people get from A to B. A lot of y'all have a system to go from A to Z. I don't like that system. I only want to go A to B today. Tomorrow we can go B to C, then we go C to D, and we go D to E, right? So again, start, start with the marketing and the attract. Start with you doing it, showing that you're doing it. Doing the marketing, that will attract different people. You get that person, you dive into their network, and then you go, of all these people, who stands out? You pull them in closer one step at a time. It's not insanely complicated. It's actually easier this way than the other way. I tried the other way and it's a pain in the ass. Um, and then, you know, cash flow is funny when you start building an agency. Right? Y'all agency builders, we're bringing $80 grand a month. Yeah, how much you spending? Fair. It's scary. You're like, damn, I was making more when I was selling. If anyone feel that, I know that feeling well. Other people are like, wait, what? I make more selling than building? No, no, day one. Oh yeah, I was taught— you remember Kill 'Em It? Always taught biggest overrides on yourself. You know, it's like that's the start of it. My entire world changed when I started producing at a real level, because people were attracted to it and they wanted to know what I was doing. And then everyone in my network, all our friends and family and kids, baseball coaches and teachers, and just my community, the people we live around every day, They got to watch my life change. You know, you invite your— any of y'all have like kids' parties at the house, end-of-season baseball parties, just little things like that? Well, you have those in the little house, and then the next year you have it again and it's in the big house. People are like, what the fuck do you do? Yeah. All righty. Hot damn. You know, but people do. And then they want to understand it. And I show up to baseball stuff with a backwards hat and gym shorts and a t-shirt on. They don't know that I don't work at Home Depot half the time until I invite them into my world. And then I start diving in and kind of figuring it out. We obviously have 5 minutes left. She let us know. Do y'all— I want to— if y'all have— does anybody have any questions that I can answer in the last few minutes? Go ahead. I'm not surprised. So you said it takes time to create 4K groups. Yeah. Yeah. So would you give me what that person does on their daily routine? What is it that they're specifically doing? Yeah. Um, so for us, we have— we— if, if you're in my group and you want to do this for real and you want my attention, you're on 7 AM dials. We have a 7 AM club, so you're on, on with a group, 7 AM, making phone calls. If you want to start at 8:30, fine, but you're just not going to be in my standout list. Does it make sense? I don't care what you do. And we have people on dial-in last night, 11 PM, still in our group, right? So day to day, it's again the schedule exercise. People— there's variation. Some people can't. I'm gonna bring my kids to school. I can't be there at 7. Cool, all good, you know. But it's, it's day to day, it's, it depends on what they want out of it. The 40K producer is, it's prospecting and presenting that. I, I remove all the other noise I don't let them get into— see, hey, most every agent that comes to me has a CRM. They're like, how do I get more people on the phone? I'm like, throw away your CRM, grab your cell phone and call people. I get rid of all systems, I get rid of all stuff, all noise. And for me, it's like insurance has been printing money for 200 years. We've only had technology for like 20-something of them. But now if you're killing it with technology, keep killing it. But how many agents are killing it and they come to you and they're like, right, they're coming to you because they're having problems and they think the things are going to solve the problems. So I remove all noise first and like, yo, let's do it with this thing. I made a half million dollars with this. Spam calls, FTC, whatever all those rules are, dude, I just, I don't stop. Pick up your phone and call people. So somebody like Giovanni Mendez, in person Yeah. Okay, so these make the calls, do you call the heads for the day? I think as far, for me I believe that when you talk about specifically how to get to people, I think they all work. We have some people that are calling the book, we have some people calling doing one-call close, we have some people that are doing in-home, we have some people doing telesales, they all work. But it's like stamina, for example, You said that you're doing 10 presentations a day? No, no, no. He'll do probably 20 a week on field sales. But telesales, I'm like, dude, you gotta be doing 6 to 8 a day or you're not going to make any money. Why? Telesales, 6 to 8 presentations a day or you will— it will be a struggle bus probably forever. And if there's someone in here that— is there anyone in here that's doing less than 6 to 8 a day presenting doing telesales and killing it? There's no one? I don't even have a unicorn in the room. There's sometimes I get one. I go, I go, dope, keep doing it. I just stay out of the way. I don't train on that. As many as it takes. So we do minimum daily standards. Create your minimum daily standards. How many phone calls are you willing to make? Um, How many presentations and how many sales? Come up with a minimum. I don't see anybody with less than 500 phone calls, 6 presentations a day, 1 sale a day. And you don't stop till you hit at least one of those 3. I think if you're doing less than 500, you're part-time. It just— well, you don't want it that bad, which is okay too, right? So again, A day. A day. Yeah, or you're not spending all day. Now if you're presenting 6 times a day and you can do it in 82 dials, cool. That's why it's hit one of the 3. You make 2 sales on 2 phone calls, cool. No one cares, you know. And stuff like this, again, it starts with the marketing, but again, it's hard to dive into a lot of the deep— It could be a lot, it could be a little. If you want to buy 5-year-old leads, you can get them 50 cents each. You can get them for— you spend $200. Does it make sense? Or do you not? What's— now what's the difference? A lot of time, a lot of nos, a lot of rejection, a lot of bullshit. You want it easier? Spend more. What's the problem with that? New leads don't make you good. You suck, it's going to be an expensive education. But can it happen faster? Yes. Who do you want to be? I can make it work with any scenario. That's why I laser focus. I don't do broad. I do broad initially, but I'm like, come here, let's laser in. Do you want to be in the field? Do you want to be on the phone? I don't want to be in my house, you know? So there can be variations person to person. Yes, they're kicking you all out. John, thank you. Hey guys, just created something really cool. And if you want to be part of it, join the Discord group I just created. The link is going to be in here. It's a dope environment. You can chat with others that are kind of in the community. You can see beyond the curtain of our agency, have access to all kinds of stuff that we got going on, events. And my staff is in there. We have agents in there selling, me helping agents and sharing information. We're going to, as we build this thing out, share everything out there with all of you guys. So again, follow the Discord if you want to be part of everything we got going on. Join it now. We'll see you in there. Hope to help you more.