I Taught 50 Life Insurance Agents & Agencies How To Make $60k PER MONTH

He's known as the $100 Million Man.

I'm ready for our next speaker.

Our next speaker went from zero— okay, here's what happened to his first day on the phones. He made 35 dials and then he quit for 2 years. True story. Then he came back and he went from zero to $200 million. And when this dude speaks, I listen.

He's a beast.

He's traveled us around the world, with us around the world for years speaking at events. He's got an incredible heart. He's very direct. He's got some Boston, Jersey, New York, Northeast in him, and it's about to come out. But he means well, and he's here to help you. Please help me welcome my buddy John Wetmore.

What up?

There it is.

You know what's funny is Ashley and I were talking in the back earlier and she mentioned something about where's the trip? $50,000 trip to where? Scotland or something. Is that what it was? Scotland? Someone's paying attention. Someone up here was like, I want to go. Who was that? I heard someone up here was like, who do you do? That was you. You moved or that was back there. I was sitting right behind you. Damn, I like it. And so what's funny is when you said it, one, I'm curious if you were like wanted to go and you wanted her to pay or you want to go because you want to pay. Ah, what's funny though is then everybody laughed, right? And it was— I took it as like, not everybody believes they can do that, actually, you know? And I'm like, I remember thinking that way, but now that's actually really easy to accomplish. Fair, right? Do you sell, dude? What's your name? Frankie. Frankie. Does Frankie sell? Does Frankie sell a lot? Uh, consistently. So that's a no to my question? Not a lot. Consistently a little. Are you happy with it? Uh, I'm happy with it. Okay. How much do you sell? Uh, what'd you sell last year? Have you been in it a year?

Yeah.

What'd you sell last year?

My income or just like—

You pick. I can work with either. Whatever you want to share. Okay. Deposits.

Yeah.

Cool. I like it. You build it or just yourself? Are you building a team or just selling by yourself right now? Just you. Cool. Is this full-time? Yes. What do you sell? Uh, a little— cool. Um, so $50,000 vacation, right? Imagine if 12 months from now you could do it. How dope would that be? Who'd you take? Who would you take? Verify. Okay, how many kids? Two. How old? Uh, 6 and 4. Cool. What's your average life insurance policy paid when you sell one? No, what's the deposit when you sell a policy? On average, how much gets put in your bank account? Uh, 1,000 bucks. Cool. What days do you sell? How many days a week consistently? Consistently? A little bit? Which days do you sell? Every day? Cool. Let's say so, $40,000 for the year, so it's like $4,000 a month roughly. So an app a week, $1,000 a week, roughly an app a week. That's about where you're at. Cool. Do you think you go at it the way you should? Like scale of 1 to 10 effort, outworking everyone, like people going like, dude, you work too much. Where are you at on a scale of 1 to 10, you think? Okay. How many people do you see a week? Presentations, for instance, roughly, ballpark. Just give me a ballpark.

Cool.

How many people talk to, to sell one? Okay. On the phone, like booking appointments. Cool. Okay. Is that a lot or is that a little? I think he means getting them on the phone and getting to book the appointment and getting to the presentation and getting— does it make sense? Yeah, cool. How many, like, presentations to sell one, you think? Okay, so 5 to 1. Cool. Can you do, like, let's say, $50,000 vacation, right? Let's just say you take a Sunday. Do you work Sundays now? Cool. Let's just say— let's find some extra time. Do you have extra time to work? You said you're a 6. I'd argue that, but I don't have the time. Does that make sense? So we're gonna say, can you find an extra half a day somewhere to focus on just the $50,000 vacation? Okay, do you think it's possible that you could get 5 people on the phone in that extra time once a week, say on a Sunday afternoon where you normally watch football, Netflix, whatever? No, I just picked— let's say Tuesday. I don't care what day it is. I don't think there's a best day. I think people die every day and people want to take care of their family every day. So I don't care time of day, day of week, month, time. None of that matters to me, right? But let's just say you take one extra day, find the time, set it aside. This is your $50,000 vacation time, okay? And you talk to 5 people, you sell what? $1,000. Can you do that extra now, say every Sunday from 4 PM till 9 PM call? Okay. Yes. You know, if you do that every week, for 52 weeks, and you just take that $1,000 and put it on the side, you have an extra $50 grand that you don't have now, that you could then take your family on any vacation you want all around the world by one small tweak. You— does that— do you comprehend how easy that is to do? You said you talk to 5 people and you sell one. If you just find an extra little window somewhere when you're doing something you shouldn't be doing and instead change it to your career. All you can do is talk to 5 people, dude, and you can take your 2 kids and your fiancée— and who was the last one— and her daughter on a $50,000 trip to Scotland 12 months from today. I want you to really think about that, dude. Does that make sense? And I looked at this business, Cody, as you said, wherever you're at, I did quit after 30 dials. Because I was like, this business don't work, the leads suck, right? They don't want it. And I'm like, to me now, I see the business 12 years later, like, go take your family on vacation next year, dude.

Book it now.

You know you can book it with just a deposit. You probably put the deposit down Sunday. You know what I'm saying? And this whole business can be looked at in a very simple way because this isn't a complicated business. I think most people's problem is they overcomplicate this thing, right? And when, when she and I were talking in the back, she was overcomplicating, in my opinion, the difference between telesales and in-home. I'm like, why are we overcomplicating it? We had a 5-minute conversation about it, and at the end she talked herself into it not being complicated at all. Tony, Right? I know the volume you want to do. A million— is it a million a month was the goal at the end of this year? Big number. Not really. Not really. It's not that many. Does it make sense? It's like, I don't know, 100 people, 100 average agents selling. You don't need 6.5 million people. To sell a million a month. And a million a month sounds so astronomical to most people, you know. Most people be fired up with $100 grand a month as a team. You know how easy that is? You'd be fired up.

You, you do it now?

Okay, halfway there, bro. You know, how many to do $50? How many writers? How many sold the policy to do $50 last month? What do you— there's something wrong with those numbers. 40 people. It took 40 people to sell 50 policies. So your average agent makes $1,000 a month. That's bad. It's not good, right? So for you now, it's like, how much do you sell? 20%? Cool. If you— if you— if I was brand new and I listened to everything you said, everything, dude, I'm the most coachable person you have. I listen to everything you tell me. What product do you sell?

Cool.

I listen to everything you say. How long would it really take you? Like, how quick could we get done all the information it takes me to sell $20 grand a month? How long would that process take? We start today. You don't— I'm brand new, dude. Not, not the me that's standing here with a mic. Me like a brand new dipshit. 2 months. Okay. How many of your agents have been with you longer than 2 months? What percentage of those 40? Okay, so mostly new. Dope. So where people get stuck now is like, so after 2 months, what are you talking about with that? I want you to think about this. You gave me everything you got in 2 months. So after 2 months, what happens? You're repeating yourself to people who don't listen. Fair? Okay, so is that their fault or is that your fault? Ooh, it's a tricky one. Does that make sense? Like, I see what they do wrong, but at the same time, we try to teach people using the same methods that they didn't listen to the first time, and we try to beat them over the head with the same message. Right. So for you, how do you get your average agent to make more than $1,000 a month? Dude, you know how to do it. You're selling 20. So now you got to slow down and make sure all the stuff that you're talking to them about, they're listening and they're implementing. So for me, I learned, Tony, how to go like, hey, do this one thing and then get back to me versus go, here's our manual, bro. 200 and I'll get in the page. 275 things to learn. Here it is. Learn it all. You got to know all this to make $20 grand a month, dude. I'm like, hey, do you know where to buy leads? Yes, no, indifferent? Go here. How much do you have for leads? Pick an amount, I don't care. $500, whatever the number is. Cool. Can you go buy leads today? No, I don't get money today. When do you get money? Tuesday. Cool. Can you buy leads Tuesday? Right now, if I go back, can you buy leads today? Yes. Dope. Hey, go in, buy the leads, Get X amount, X type, whatever you want. When you're done, call me back. I'll tell you what to do next. Does that make sense? We tend to get so deep with people and give them all this information, and we never— they didn't do one step yet, and you want to teach them step 2, 3, 4, 5, 6, 7, 8, 9, 10, right? We do that with clients. Cody mentioned— someone mentioned, uh, I don't know if someone mentioned this or not. I just made it up in my head in the hallway because I do that a lot. Um, like making phone calls. Let's say people call clients, right? You call leads, try to book appointments. What's the goal when we're, when we're making phone calls? Let's see, what's the goal right now? Set an appointment. I like contact the best, meaning most agents, their goal is to sell a policy. And when we recruit agents, what's the goal? To get them to sell. Dude, that's the end. We start dialing, what's the real goal? You're gonna get them to pick up. Pick up. I know we can make, twinkle our nose and get magic leads today that call us, I got it. But at its core, the first step is to get them to pick up. Is the process the same to get someone to pick up as it is to make a sale? Is the strategy the same? No. But we go, here's a phone script, go make sales. But we're not teaching strategy along the way right now. We get them to pick up, then what? What's the goal now when they answer? Now what? Say it. Keep their attention. What'd you say? Keep them on the phone. Yeah, like now we're getting— now we understand, like, this is pretty common sense stuff. First one word, instant. I don't know what that means. CPR? I don't want CPR right now. Two people got that. Um, sorry, I get sidetracked in a second, right? It's like to keep them on the phone. So when I have agents overcomplicating it, I, I listen to people's phone calls all the time and I'm like, you definitely do not follow a script. How many of y'all have dealt with agents and you hand them a script and they say the opposite of the script? It's infuriating, right? I can go over anyone's calls and within two words be like, stop. I mean, I'm working with someone, I'm like, if, if we're working on the phones, how do you get them to hang on the phone longer? I go, he picks up, I go, hey Tony. He's probably going to— and this tone, I want this like, hey Tony. What am I looking for? I'm looking for like, yeah, who's this? What does that do? It opened his ears because he wants to know who I am now. When I go, hey Tony, this is John, I'm calling back from the Mortgage Protection Center about the— dude, he's done. You're done, right? So breaking this thing down into very simple steps is how we get further faster. Most agents don't understand how to get Tony to listen for 4 more seconds. They just want to get it all in. So I don't get down deep in a phone script. And then you get the phone script and you're like, hey Tony, this is John calling. I'm like, I did not ask if you know how to read. I asked if you know your script and why you use it. So for me, I don't care what a script says. It's irrelevant. I don't, I don't think a script is that deep if you understand the why behind it, right? So it's like, get them to pick up. Now we got to get them to listen for a few seconds. First time, hey Tony, yeah, I buy 3, 4, 5 seconds. I ain't bought a minute yet. I buy this much, right? And so there's, there's strategy, and I don't want to get too deep into the phone script, but it's like, understand, the simpler you make this thing for everybody and for yourselves, the easier it is. We tend to overcomplicate most things, right? I think a lot of us lie to ourselves and pretend we don't know what it takes to get to a new level, right? A simple analogy is like, um, I don't know, who wants to get in better shape, be healthier, live longer? Hey, you see our average client, what's their health? Sucks. What's their average income? Sucks. Does it make sense? Picture the average home for those of you that have been in houses selling, the vehicle, what it looks like. That scared me. That motivated me to not want to be like that, not only in financial But the way I think, the way I live, the way I eat, the way I— all, everything. My own health. You've known me for a long time. Remember when I had a big old gut? It wasn't good. Yeah, but here's the thing. Do any of you really not know what it takes to be in better shape? Yet this morning, what did you eat and drink? Because you don't really give a shit about being in better health. You're lying to yourself. I also don't believe most of you really want to be in a better financial situation. You just say it because all of you know you don't work enough when you don't work enough. Fair? All of you know you don't buy enough leads when you don't buy enough leads. And yet you're like, I need the sales training. If I just knew the product better. How long does it take to learn a product? No shit, like literally a couple hours, you know what I mean? Like, and some people been here 6 months, 12 months, a year, 18 months, 2 years, still don't know basic underwriting. I find that weird. And you say you want to be rich and you need an app to know what to do when someone had a heart attack 2 years ago. What? You know, and so I don't— as I'm building this thing, Ashley, I don't allow people to BS me. I spent too much time doing that. My first 2 years, I did— I was doing like 300 interviews a year recruiting. At the end of 2 years, I had one agent and his name was John Wetmore. That was it.

Why?

Because I was so over-analytical and I was giving them everything they said they need to know. I allowed the agent, Ashley, to dictate the training that they thought they needed to me. I'm like, wait, they suck and don't know what they're doing, and they're calling me saying what they need help with, and I answer them based on their perceived need. Whoa. One day I was like, that sounds really dumb, and I changed the way I speak to everybody. I don't allow people to take me down this road of nonsense. Now, problem is we do that to ourselves, and that's hard to do, right? So you got to learn how to live your own life this way. So for me, we've heard a lot about discipline. I'm becoming insanely disciplined about a lot of things, right? And the way I do it for me is I, I set some type of— I like doing hard things. First of all, I just finished 75 Hard. Anybody ever— anybody in here ever do that? Say it 5 hard. 1, 2, 3, 4, 5. Thank you. Few or 4? I've done it 4 times now, right? I set those goals because it, for me mentally, it keeps me disciplined on the things I want to stay disciplined on. I have some big events this year. Hikes, runs, like stupid things, like obnoxiously long. And I don't like running. I'm actually not a runner, but I like doing hard things. And I'm doing this event in July. This Saturday I have one. I got to go for 8 hours. It's 4 miles, 8 hours straight, do as many miles as you can. But in July I'm doing this 3 days in a row, every day as a marathon on a trail in a mountain in Utah. So it's like 82 miles in 3 days, right? We're in mid-March. This is a little Nike app I keep. Anyone use this, like when you're running? Little Nike app. So what's that say right there? How many runs this year so far? 90 runs so far this year. We're like 70 days into the year. How many miles have I run? 272.3 so far, year to date. To get ready to run 30, it's going to take a lot more activity than any of you are doing. And everyone sells the dream and no one sells the work. You know what? That makes it really easy to get rich in this industry because most of y'all don't put in enough activity to have any kind of results you want. I wrote a whole book on the concept of just do more of what's working and worry about all the other BS later. It'll come naturally. And I challenge you to go out there and stop overcomplicating this business and just work aggressively and stop lying to yourself every day when you pretend you do enough to achieve the goals that come out of your mouth. I had to make those same changes for myself, and I know if y'all make them for yourselves, you will have the same success. Because I ain't that bright. I just work my face off at anything I want to achieve in life, and I do it every day no matter how I feel. Felt like shit this morning. I didn't sleep at all. Cheyenne's like, you look sleepy. My wife texted me this morning, how'd you sleep? I was like, like shit. She says, did you go back to bed? I sent her a picture of me at the gym and sweating after running 3 miles. Her response was, I'm not surprised. I ain't going back to bed when I'm tired. I have goals. Does that make sense? So I want you to really think about what you want and go get it. Make stuff happen. Does that make sense? Appreciate y'all.

If you're in the insurance space and trying to build an agency, or you're trying to like break records in sales, just hit new levels, new heights, click the link below to apply to my consulting and coaching program that I have out there. Um, I'm helping tons of people get to new levels, get to new income heights, help them build their teams, put systems in place, staffing stuff, recruiting processes, automations. Um, just teaching people how to get to a point where they're selling on their own pen, 30, 40, 50 grand.

A month.

And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability you can. There is an application process. I'm only looking to work with like high-end people who really want to make big things happen. Couple recent clients that we've had in the, in the coaching program. One dude as an individual went from selling like $8,000 a month, barely getting by, about to quit the industry, found the book, hit me up direct, started the coaching program, went to $35,000 his first month, has issued like $150,000 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 30 days and continue to work on things there. So if you're interested, click the link, apply, and if you're a fit, I'll reach out.

Now, can you improve it from 30%? A little, yeah. I mean, mine, 90% stayed on the books. Okay, but I didn't—

you just have to You have to get a good financial—

you just have to be smart with the money. Not an advisor. I mean, again, when you deposit— if you deposit $1,000 and you know you have taxes due and you need to be prepared for something to fall off the books, why would you spend the $1,000? Does that make sense? Unless, unless you understand that the game is how quick you can make money in life insurance. Meaning if I sell you right now and I get $1,000, tomorrow and you cancel, I can still spend that $1,000 and go sell 4 people over there, right? Yours is taken care of and I get 3 G's extra, right? Does that make sense? Yeah. I'm not worried about the chargeback game because the chargebacks only hurt people as long as you're— when you— if you sell 10 policies and then the next month you sell 3 and then 3 from the previous month fall off, that wipes out the 3 you sold this month, right? So now you have zero. So it's inconsistency that fucks people up. Where if you sold 10 here and you sold 10 here, well, you still keep 7 the second month. So, and then you sell 10 here, you keep 7 again.

So get rid of the fear factor.

Yes, it's irrelevant, dude. People been making money in the life insurance industry for fucking 200 years, and there's been chargebacks forever. And be clear, it's not the only industry that way. Does it make sense? Yeah, like if someone books a hotel room and they cancel an hour before, you know, they— you can cancel up to 24 hours before. What does, what does the hotel do, right? You get your money back. Do they go like, fuck, I shouldn't own hotels, right?

I mean, yeah, they're always going to have rooms.

So what do they do?

They just rebook it, correct?

They consistently book rooms, dude, and all the vacant rooms don't affect them because it's factored into their financial plan. You know what I mean?

I didn't get the chance to ask Cody, is his leads protected?

What does that mean?

Like, if you get a chargeback from one of his leads, is he going to be like, okay, you're one of our regulars, I'll protect you, you know, from what you paid?

Why would Cody take that hit? Meaning, okay, let's go with the hotel again. The hotel buys bananas. And they put them out in the— for the free breakfast in the morning.

Yeah.

If they don't sell them all and a banana goes bad, do you think they can go to the banana company and be like, give me money back for the bananas that went bad?

Probably not.

Probably not. Does that make sense?

Yeah.

Like, it's your job to make sure that it doesn't charge back. It's not Cody's. It's not— it's not the lead's fault, right? Is there— why do people cancel?

I was just thinking about, like, as a—

as a client I understand. My point is, why would a client cancel?

Oh my gosh, you know, bills, debt. Okay, you know, um, it's pretty common.

Would they cancel if there were bills and debt if it solved a really important problem that was more important than the bill? Or would they keep the policy because they want to take care of their kids, family, whatever?

Uh, mostly I mean, if it's an important bill, they first go life insurance, usually.

What do you consider important that they didn't have before the life insurance?

I mean, it could be a good argument, like, back if you could catch them before they cancel.

Yeah, meaning it's— it's the reason that they cancel is because there isn't enough value in the product you sold them. So when they want to go to Taco Bell 3 times this week and they don't have the money, they cancel your shit because it wasn't what they really needed.

Right.

Does that make sense?

You didn't produce enough.

So if there's Bill 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, most agents try to slide life insurance at the bottom. Go, is there any money left? That's where we put life insurance. Fair? Yeah. It's kind of what you just did. Yeah. It's the least important thing, which says what about you as a salesperson?

That it's not going to be—

you believe it's useless. That means you suck at selling the product you sell.

Well, I don't sell.

I understand. I'm not saying you personally, you as in the person that worries about that. Meaning if I'm sitting with a client, do you not think I can have a conversation and get deep enough that it shifts maybe to instead of— it's not gonna be first, Bill, it's probably not gonna be second or third, but does it have to be 12th? You mean like, can I create enough urgency through the word— the questions that I ask, that I get their words of how they're impacted without it, that maybe it's the 5th bill. And when they ain't got money at the end of the month, they go, no, that's not even on the table to be canceled. There's 7 other things after that that are less important.

So you, you ask them, all right, how many bills do you have?

I'm getting a full financial inventory, dude.

What do you, what are you paying for?

Yeah, I mean, how do you, how do you sell properly if you don't know stuff. I mean, I don't, I don't necessarily need every detail always, you know what I mean? If they make $8,000 and their bills are $3,000, they got 5 Gs, I'm not insane. But if they were on to make $800 a month on Social Security and I'm trying to sell them an $80 policy, you bet your ass I know where that $800 goes. Yeah. And we start talking about that. Where is this going to slide? Hey, when things get tough, what are you going to get rid of instead of this? Cuz I ain't about to give you this if it's going to cancel cuz you want to eat Mexican or Taco Bell, right? Does that make sense?

And you also want to kind of price it in a happy medium. Not unless it's a wealthy dude, but if it's like an average income person, you don't want it to be super—

I want them to be able to— I want people cancel cheap things, dude.

That would make sense.

People are going to cancel a $30 policy all day long.

You put a $200 a month policy on the books, that's a, that's a bigger commitment.

Yes, it means it's, it's accomplishing more for them and their family.

Right?

They ain't gonna move that policy. They ain't getting rid of that for Taco Bell, right? But your $28 one that you're trying to sell just to squeeze it in, right? They're getting rid of that shit, dude, because you put no value on it. You know what I'm saying?

Okay, so create more importance.

Yeah, you got to create a lot of value in what you sell and how it affects them and their family, which the only way to do is ask questions. You have to ask a lot of questions, evaluate their financial situation. Yeah, and then place it on like Meaning if you sell X amount of insurance for X amount a month, you'll suck in this industry. Does that make sense? Where I sell peace of mind, taking care of their family, whatever the things they need, I sell that for X amount a month.

If their mortgage is $3,000, their TV cable is $100, and then water bills like $300,000.

Yeah, whatever they are, they are.

Where are you at with the insurance policy if they're making like—

I mean, it's such a fake scenario. I would have so many more questions to ask. I mean, again, if they're making $10,000, like you said, who cares? They got 6 G's left over. You know what I mean? I'm just— I'm having an in— I'm having a conversation with people to understand what they're trying to accomplish with the insurance. It's more about what the product does for them than what it is. Does that make sense? Meaning if they cancel it, if you've done a good job and they now know that canceling this means that little Susie has to move to Kentucky with Grandma if I die, dude, it's a different conversation.

Okay.

And most agents that are worried about this stuff don't know that about their client. Does it make sense? So it's like if you understand what happens without it, it's really hard for them to want to cancel when they go like, all this is accomplished. With this policy. You know what I'm saying? That just comes with time, dude. Just to be around good people. Don't overthink. You're super analytical. Yeah, you gotta like— you overthink way too much, you know. You do have to, because I used to be— I was an accountant before, okay? You know, you're trying to squeeze everyone into one little, like, some exact formula that's gonna— and that's not— that's not how it works, dude. You know what I mean? It's case by case.

Figure out how—

how you can help them be in a better spot than they were before you.

Ask them could they afford blah blah blah?

100%. That should be a question. If it's reasonable for you, meaning if you're— yeah, if your fucking car breaks down next month, are you still going to be able to pay this? That should be a good question at the end after they pick it, right? You know what I mean? Versus go like, let me just hope.

My question is, what are some of your best follow-up tips to keep clients long-term?

You say it, uh, uh, follow-up tips to keep clients on the book long term? Who would like to answer that?

John, that's a perfect question. You want me to answer?

Yeah. Don't treat people like shit, dude. Take care of your— take care of them, you know what I mean? Like, do what you say you're going to do. Give them the policy you say you're going to put. You ever written a policy? You ever go see a client and you sit down with them and they're like, wait, I only have 10 grand, they told me I have 100, or they told me it was permanent and it's not? Don't be that dude, you know what I mean? Like, take care of your clients. There is a piece of this business that's customer service related, you know? Yeah. So like, and he's— oh, you just— yeah, no, please, because he's— he killed— he talks about this a lot.

So one thing you could do too is I like to do a quiz. Make sure your client— at the end of the sale, I'll do a quiz, right? So make sure you're leaving things behind. I do a summary of coverage.

Yeah.

Um, I do a bullet point on the particular carrier. Go over that. I leave obviously my card, company brochure, final wishes planning guide. Go over those things and then I say, "Ms. Johnson, I'd like to do a quiz. I wanna make sure I did my job right, okay? How much coverage did we do today?" "10,000." "Is it term or whole life?" "It's whole life." "Does the price ever change?" "No, it doesn't." "Is it a day one coverage or 2-year waiting period?" "It's day one coverage." "How much are you paying a month?" "$52.96." When does it start? It starts on the 3rd of next month and the 3rd of every month thereafter. Now this is the most important question, Miss Johnson. Who's your agent for life? That's right, this guy. This guy. Everything that you do, Miss Johnson, is going to come through me, okay? If you call me, I don't answer the phone, hey, leave me a message. I will call you back. I'm just with a client. Then after that, when you get home, send a card to that client. The faster they can get that card, you know, a picture of you and your family Oh yeah, you and your dog, you and your goldfish, just to humanize you. And just a little handwritten card sent to them, because people will get buyer's remorse. And if they see, okay, well, this guy, all right, this maybe was a scam. What did I do? This guy just popped up on me and now he's sending a card with him and his family. Oh, okay, you know, scammers don't typically do that type of stuff, right? They get the policy. You call them, Miss Johnson, did you get your policy, girl? You did? All right, hey, open up on page— you see that $10,000? You seen your beneficiary, your daughter Elizabeth. We got you all squared away. I'mma keep checking on you. Remember, I'm your agent for life, Ms. Johnson. All right, you any questions, baby? You don't? Okay. I'll talk to you in about 6 months, okay? And then you call them and you follow up with them. And you, when you follow up, how you doing? I'm just checking on you.

Okay. All right.

Awesome. Ms. Johnson, I don't know if you remember this, but you actually qualified for $35,000. We got you that $10,000, but you qualify for $35,000. Do you want any additional, uh, you know, protection for your family, right? So just keep and do a year annual policy review, and if you stay on top of that, that's how you'll keep them, you know, uh, on the books for long term.

You want to hear something funny, dude? So I always treated the clients well and did that piece at the end. Where I was bad was the annual review stuff, right? I was, I was poor there. I didn't see this as like I want to be a salesperson forever, so I did bad there. So we have my venting Atlanta a couple weeks ago, have this 2-day workshop we did. Giovanni flies up from Tampa. You flew, whatever. He came up from Tampa and he wanted to run business up in Atlanta. So he picks a county and I'm like, nah, don't run that county, run these 3 counties. These will be good demographically, whatever. He goes out there, he sell— how much you sell in that 2 days? 10K in 2 days out of state. Sits down with a client of mine. I ain't written a policy in like 8 years. How old was it? 10-year-old policy. Sits down with Giovanni, still my policy still on the books. How many policies that lady have? 4 or 5 after me. I did a poor job following up. He wrote a policy on my client 10 years later and 5 policies later. Does it make sense? Meaning, had I done what he just said better, I'd have had 6 policies in that one house. And I've seen thousands of clients. Does that make sense? It's like All this stuff's so important to continue to follow through with it. Where I did, I did most of it and I'm like, annual review, ah, give me more leads. I was better there, you know.

I want to add a couple things. Put the policy on the day they get their Social Security. Don't let them pick a random date. Oh, uh, the 19th of next month. No, Miss Johnson, when do you get your benefits? Uh, on the first, third, second, third, or fourth Wednesday? All right, perfect. We'll go ahead and get that set up, uh, for you that way. Don't just let them pick a random day, because y'all, you want your money when they get their money. After those bills, they going to the casino.

Yeah, the money's gone on the 4th.

Yeah, exactly, exactly. So set it up on the day they get their benefits, for sure.

And the biggest challenges you face while trying to scale?

I would say have standards. Right here, you know, you don't want everybody. So decide who you want. What does that agent look like? Are you okay with part-time? Do you want full-time, right? Do you want people who are going to just be lone wolf, or do you want them to— people that are going to plug into the system? So find out who you want and stick with that. Early on, you know, you just want to grow your team, so you're just kind of taking any and everybody. Guys, in this business, the wrong person can put you out of business. So you got to be careful. The wrong person will put you out of business. So if there's red flags, then—

no, no, when, when there's red flags, there's red flags.

Tell them, you know, tell them bye. Because the sooner you can get rid of that person, yeah, the less you'll end up paying for that person.

I believe the opposite of what everyone, most people believe in this space. Like, I don't think you need to know shit to recruit personally because, yeah, and I'll explain why. It's what she did, the way she said it, meaning I was recruiting when I had a job. I would drive to my accounting job and I was recruiting. Why? Because I'm not afraid to mess up. Now, did I think I know everything? No, I didn't know anything. But I went, hey, this guy Mike's teaching me how to sell a bunch of insurance. He's helping a bunch of people. Are you interested? And I just pointed at Mike all the time. But for me, like, meaning you're licensed, you know how to do that, you can handle that piece, you can get people in class, you can get them licensed, you can get them started, and you can point them to the training. Then you get the hell out of the way. Most people want to do it— they, they like merge recruiting and training as one thing. Does that make sense? This is the biggest objection you'll ever get when you're building an agency from other agents. They all want to wait till they're good. I'm like, why do we have to wait till you're good? My mentor said, what if you never get good? You build a massive agency and not be good. Does it make sense if you don't have to be the man? Because you don't have to be. You think I created anything in insurance? Not one thing. Zero. We had 6,000 agents sell last year, and it was from me going like, why do you need to know everything to tell your friends about it? Meaning, let's say you have an apartment. You ever see those signs on the side of the road that are like, refer a friend and get your— get a month free? Do you have to know anything about managing apartment buildings to refer someone to the apartment you live in?

No.

You work at, I don't know, Best Buy, and they go, bring something in and we'll give you $250. Do you not have to know how to run a Best Buy to refer someone to Best Buy? No, you just go, go over there. Does it make sense? So her demonstration was how I built this whole thing because you don't have to know shit, but you know people. And people want, they want the same opportunity you have. And you know smart people. Who do you know that doesn't wanna make more money? Oh, no one. So everyone you know wants to make more money. Yet you don't wanna talk to them because you wanna wait till you know how to do everything first. When the whole system's figured out. You just got to be able to point people. So I was taught the best promoters build the biggest businesses, so I got really good at that. Does that make sense? Good demonstration though, I like it. 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.

A 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, I have a private mastermind. Last one was at my house. It was insane, 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. 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.

Okay.

Um, yes, yes, you are Arturo.

You were in the business and then you left and then you came back and it was like the exact same experience when you first start. So what, what do you feel had to change about you to make you actually stick it out?

So I'm more entrepreneur-minded, so I'm always looking for opportunities. And I realized that my success was, uh, my impact was going to be more impacting other people to solve the solutions as opposed to me being an insurance agent. So my impact was the same to help more people, but it was an indirect thing. And the reason why is because it was just too much frustration. I just, I couldn't handle the roller coaster as much as other people could with banging my head up against the door, but also not getting the answers from my mentor. So my mentor was trying to help me, but I wasn't getting the answers that I needed. And I realized that it was just to a fault that he was trying to build too early. He didn't have the answers. He was still trying to build his business, and I had more questions than he had answers to. So what I did was I found an opportunity. I tested it out on online myself, and I was like, well, I think that this is probably going see my path, right? I was talking to Kamari about this earlier, which was, uh, preparation meets your opportunity, right? And so you prepare in the dark so when the opportunity comes, it's either, you know, you're being revealed or you're exposed, right? It's what your preparation does. And my opportunity came with this social media thing. And so long story short, the way that happened was, um, my niche at the time when I was a life insurance agent was financial— was, uh, medical professionals. So I went to Fisk University for a couple years, and across the street was Meharry Medical College. So I had a network, and I used Facebook to DM and do it manually. And then that's when I started using Facebook ads to just market to people and get in front of them. You know, you're just paying to play at that point. So once I realized that that was a huge problem, nobody could answer it when I asked how, you know, uh, how to get better leads. I was like, well, I think I figured it out. You guys have that problem. So I started calculation. Well, I can probably build a business off of doing this, and that's how Arturo Johnson Consulting— and so I tried to do both at the same time for a little bit, but you know they say, man, it chases two rabbits, catch none. Well, I was making it work for a little bit, but then once I started having some success, the uplines were hopping on calls, but they weren't trying to buy leads, they were trying to see if I was stealing their people. So it was really kind of hurting my business. And once I realized that, that's when I had to let the license go and I just focused on just doing the lead gen thing. And then everybody was happy because I didn't have any, um, you know, I didn't have any illegal going on. So that's kind of how I blew up, basically. So, so to answer your question, the thing that I did was I realized that I had a good skill set. I was in search of a mentor, which is why I went into insurance in the first place. Um, when I was presented the opportunity, I took it. That's one of the things that most people make the mistake of, is they praying for opportunity, they praying for this thing to come, and then when it comes, they travail and they stay on the line and they stay on the fence and they never actually just go for it. You've been waiting on this thing, you get this opportunity to print money, right? You're still getting ready to get ready.

You can—

you see all these people making all this money, right? But you got all— you got a million reasons why it isn't going to work for you or what you have to to do. You got a ball of excuses, right? And no results instead of just taking action and just going. What's the worst that could happen? You have to go back to your job? You have to go back to doing the thing that you hate?

No.

So that was one of the things that I did is I just went all in.