Mortgage Protection Training - This Strategy Made Millions! ft. John Wetmore & Arturo Consulting

First of all, you are top G for sure. For, um, if y'all can mute yourselves, that'd be awesome. Um, you're the top G for, you know, doing this so last minute. And I usually don't like doing stuff last minute, but I was just thinking, I was like, Jack was like, I wonder if we could pull this off? And I was like, no, there's no way, he's so busy. And I'm like, he's like, just text him and see. So, because I was like, all right. And then you like, you know, I can move it back 30 minutes. So again I appreciate you for doing this.

Yeah, my dude.

Yeah, for sure. So let me just let some more people in and then we'll go ahead and get started. I don't want to waste any of your time. So Jorge is on. Oh snap. Robert, Catherine, Waymond. All right, so, um, John's gonna spend about 30 minutes just kind of going over some stuff, and if you don't know who he is, you should. The somebody that, um, I revere, respect a ton, and somebody that keeps it simple, no nonsense, and straight to the point, runs his business by the numbers. And, um, got a chance to hang out with him a ton. He's obviously done some amazing things for the industry and in the industry coaching. What's up, Tabitha? Women boning, Derek, you know. And so I asked him, I was like, hey man, would you mind coming on and sharing some some nuggets that you have for mortgage protection, right? Obviously I, uh, cracked the code on some, on the mortgage protection recently. And then when I say recently, I've been working on it for a year. I looked back at Jerry's sheet when I was, uh, working on these leads when it was, when it was like $50 for a print lead.

Yeah.

And so I, I crushed it and I was like, oh, well let's do a training. Um, and let's ask the GOAT some questions on here. So without further ado, John Wetmore, my dude.

I appreciate it, bro. We can do it a couple ways, dude. I can just talk my face off about it, what I, what I know and what works well. If people have— and we can do a combo— like, if people have, um, scenarios, specific scenarios they want to cover, or specific objections in those scenarios. For instance, like, I remember when I got started, dude, mortgage leads. Ah, bro, if I got one that said like age 72, I'd crumble that shit up and throw it away. I wouldn't even call it because I was so nervous because I would always get, that ain't enough coverage for the money, I want all or nothing. I would always get the same damn thing and I'm like, I don't even know why I call these things, the leads suck. And then I learned how to approach it right and dude, it became my favorite lead. I killed it on that lead.

Yeah, you know, so here's, here's what I love to do. Let's take the the first like 20 minutes and just let you do your John Wetmore thing, talk about it from beginning to end process, thought process. And then we'll kind of get into some questions. I had some other folks come on here that are, um, you know, especially for like people who like have some, some things at the end with like pivoting and stuff like that. Some, some direct scenarios. So let's just start from the top and just kind of understand like mortgage protection, what we're doing, how you're going through the process. Yeah. You know, and just kind of go from there.

Yeah, dude, I will. And if y'all want to type stuff along the way, I can see the chat so we can kind of multitask. That will help me think of things as I'm going. So for me, dude, I think what I've learned over the years, bro, is, you know, people get hung up on a couple of things. One, I think that they approach every mortgage protection lead the same way, I think is a big mistake, meaning you have to know your audience that you're dealing with at the time, meaning final expense, final expense. Dude, they're gonna die. They need to get buried or whatever they want. You know what I mean? Like it's relatively simple concept, but mortgage protection, dude, when, you know, I always joke, but it's a joke because it's true. If I walked into some 22-year-old couple that just got a mortgage that their mom probably signed off on and they had just like finished putting out the fucking joint before I walked in and they got beer cans all over the kitchen everywhere, like still open, like, dude, I don't, approach them the same as I do a 72-year-old widow looking to protect her mortgage or a 55-year-old couple or, you know what I mean? Like, it's just a totally different approach. Um, you know, so I, I think if you don't have strategy very specific based on somewhat of a demographic, now certainly there's an overlap, dude. I've sat with 23-year-olds that were doctors.

That's a—

I, I'm not going to speak to them the same. You know what I'm saying? And I think people get messed up there and they try this like one approach for everyone method. And I just, I never figured out how to make that work for me. So I decided I was going to go at, I was going to somewhat judge people, you know what I mean, based on my own interpretation of who I thought I was sitting with. And not in a mean way. I was just going to make assumptions best because I wanted to, I wanted to, if I had the same approach in the given scenario, I could really look at my numbers better, you know, meaning if I tried a different approach every time I sat with someone that's 22, I wouldn't know which one really worked if I always tried something different, you know. So I'm like, yo, every time I sit with someone like, call it pre-30, I'm doing this. Every time I sit with someone like 30 to 40s, I'm doing this. Every time I'm with someone 60 plus, I'm only doing this. And that middle range, that 50s, I do this. I had a few approaches. I did it the same every time. And dude, I went from selling like none of it to selling a shit ton of it. And if they didn't meet that criteria, I was okay just moving on. 'Cause I also knew I wasn't ever gonna be able to sell every one of them, you know? And so anything I tell you today, don't misunderstand, it ain't gonna work every time. That will never happen, you know, as anything you try. And I think a lot of people get into this thing like, yo, I tried that script and this thing and it didn't work on Bob this morning. I'm like, okay, well if you present to 10 Bobs today, it probably works 6 or 7 times outta 10. And that became my model, you know, is let me just be an above average hitter with these specific scenarios. And then what happened was the objections are always the same. You know, when I, for instance, when I'm with like younger people that are relatively immature, most of them were like, let me ask my mom and dad. I don't really know what this is. I don't even know why I got— that was like the most common shit I got. So I'm like, well, let me address that. So then my approach became every time I'm sitting with someone 22, I'm like, yo Arturo, you know how this works or no? What did I get every 99% of the time? I got nah. Sweet. So I get to lay the groundwork now. Like if you don't know how it works, everything I say is now how it works, right? So I can be very assumptive in the fact that like, all right, cool. Well, this thing's really simple. This thing's made to make sure that when you— if you go out and like some dumbass kills you texting and driving, like, who would be responsible for the house if you die? Mom or dad? And I would just assume it because most times they'd be like, well, yeah, I guess, because they don't— they don't even know what the hell's happening in the world yet. But, but at the same time, they were smart enough to get a house, so I got to give them credit there, you know what I mean? So they're not complete dingbats, but like They're new to life. So I would just assume it and they'd be like, yeah. I'm like, all right, well, some dipshit runs into you texting and driving and make sure that the house is paid for so your parents don't get stuck with the bill. Does that make sense? They'd be like, yeah. And I'm like, and a cool benefit is the way this thing works is they have a plan that when you pay X amount over the period of time, what I do is set them up for 20 and I don't know what's available today. I'm just going through what I did. So make it apply to you based on today's current product. I sold a lot of 25-year cashback in that situation. I don't know if that's still a thing, to be honest, because I don't mess with it, but I could tweak it a 30-year. I like in that scenario giving people a benefit because they don't think they're ever going to die, right? So I'm like, all right, well, the way we set this thing up is, you know, if that dipshit hits, hits you texting and driving, you're covered. Your parents don't have to worry about paying their bill and your bill, which I know you don't want. In the scenario where you make it, which you probably will, at the end, 25 years, you get all your money back and you pay your house off 5 years early. Does that make sense? They'd be like, yeah. I'd be like, all right, cool. Do you want to pay out of a check in our savings? Dude, that was my in-home. That was it. Like, I just— it was so fucking simple. I, dude, I'd pick up an app with a 22-year-old in 12 minutes and be out of the house with a check. And when you used to have to get checks, I know now it's all virtual, like instant and shit. But I didn't ask questions. I didn't ask their why. I didn't ask what happened if. I didn't paint a picture. I didn't do none of that because when I tried, they didn't give a shit, you know what I'm saying? And I would struggle there, and I'm trying to get this deep why out of some dude who just wants to finish his joint when I leave. So I'm like, let me know who I'm dealing with. Let me just go right into it. I'mma explain how it works. It covers if you die, covers ABC, go. And if they say yes, great. And if they say no, dude, I'm gone in 10 minutes, you know? And crazy, bro. I would sell the snot out of them. So I'd show them 3 prices and I'd show, you know, I'd show them a lot of times I'd only show them the full price of the mortgage and then the full price cashback, a 30-year full and a 25-year cashback. And I'd be like, this one's $42 a month, this one's $60, and you get, you know, whatever the number is, $28,000 back in 25 years. I just do the math real quick and they'd go, well, I like all my money back. And I'm like, yeah, I don't even know why they make me show you the other one. It's stupid. Let's go with that. Go give me a check. And it'd literally be over, which some people find baffling. And all this stuff I, that I talk about, I'm giving like kind of Cliff Notes versions. I have like full training videos on all these scenarios that you can find in my shit. Like, again, this one's not long because it's short and sweet, right? So that would be the approach there. But then like another example, say someone where I would struggle, say someone like 52, 55 years old, right? They have a job, they have the work insurance. They still have 8, 10 years left on the 30-year term they got when they were 30. That's $28 a month. I struggled there. So my approach now, I got to fight work insurance and their cheap term. I didn't, I didn't know what to do there. So I'm like, yo, 50-something-year-old, what do they all have in common? They know someone who's been sick as shit or died or someone got cancer or had a heart attack, lost their job. Like they all know someone. Like, let me attack that because they're all familiar with that. So I'd start talking, I'd prep it, certainly. And then my, my approach was, hey, let me ask you a question. You know, you got the cheap work insurance term, all good. You know that's running out in 10 years. But let me ask you a question, dude. I assume you know somebody your age that's had a heart attack, cancer, stroke, and didn't die. Is that fair, brother? Name them. Yes, Steve. I, and I try to get a story. If I, if you get stories from people that are older, dude, it's, it, it, they'll like sell themselves. So I'd be like, well, who do you know? Oh, my buddy Bob at the, at the office. He got hit by a damn, I remember this one dude, they were in a warehouse and he damn crushed himself with a pallet, like a, a forklift. He crushed against the metal rack, right? And he became disabled. At some point, dude, they can't let you keep your job and your cheap insurance forever, right? But he didn't die, so no life insurance did anything. But what would do something? Living benefits. If you get a critical illness, have a heart attack, some— maybe you write some kind of rider in there. There's approaches there. You know, someone gets cancer, has a heart attack, dude, the job's eventually going to let them go. Insurance ain't going to do shit. But if you have a living benefit attached to it, right? That became my angle. And I think the main approach with most of them was I wanted to put things in buckets, right? So, when I'm talking about cheap work insurance, that's one bucket. That's to take care of their salary for a couple of years, maybe, maybe a couple of years. You know, you can figure out the numbers, right? Even if they had other life insurance, I'm like, all right, my assumption is that's for income replacement that no other coverage will take care of. Is that fair? They all say yes. 100% of them will say yes because it sounds like a good thing when you go, hey, I assume that's for income replacement, right? They go, yeah. And you got the guy that's like, well, I already got $250,000. I don't need this shit. And I'm like, all right, well, cool. I assume that's for income replacement, right? Yep. I go, you said you make $80,000 a year, right? Yep. So $250,000, if you drop dead tomorrow, you got $80,000 1s, and I pretend I don't know math, and I'm like, 81, 6. So we're like, Mary, like 3 years you're out of money? Oh, I see why I'm here now. Makes sense why you need the house covered too, right? And I just put it over there, like I'm not competing with it, where early I used to compete with it and be like, it's shit, it's no longer there if you stop working, they can take it away anytime they want. Like, I would— that was my only angle. And I'm like, why am I fighting that? That's not a bad thing. I don't think they should not have cheap work insurance, right? But I'm not there to compete with that. So I just put it in its own spot and I made our little bucket over here be to take care of the mortgage specifically. That way you don't have to tap into the income replacement, which they said it was, to pay the mortgage. Because if the income replacement money pays the mortgage, it's no longer income replacement. And now they don't have the income for everything else.

Right.

And you can start talking about kids and tuitions and sports. And if you can drag out like, you know, what's it cost to live? $80,000 a year. Your kids are 8 and 6. I mean, do you really only want to take care of them until they're 9 and 11? I'm assuming that's why I'm here. You know what I mean? And you have to kind of find that angle. So at the 50s, it was much more about the living benefit. And having something in addition for the, for the mortgage to not take into account the income replacement part. I would say probably the last big one I was really freaking good at was those seniors and what I learned there. Like, do you know what any senior— I'll call senior 60-plus, right? Which makes me feel weird because I'm damn near pushing 50. I'm like, I'm going to be one of those seniors soon. It doesn't feel good. But do you know what they're typically on average? Just if I generalize a lot, what their biggest concern is with dying? Do you have any idea? Someone type it if you have any idea. The biggest concern, someone 60, 65, 70 years old. What do you all think it is? Give me some kind of answer.

How they'll live in their retirement, maybe.

It's a concern. I don't think it's their biggest. It, it— that can tie into what I believe is their biggest though. My opinion, and what I've heard from a lot of people, is cause— leaving and causing a burden to their children. They don't want to be a burden on their kids. They don't want the kids to have to take care of them. They don't want the kids to have to pay their bills. They don't want the kids have to change their diapers and move them in. They don't want that. They don't want to be a burden on anybody. Right? So for me, what my angle became— now again, people certainly are afraid of retirement, but that's a different sale. That doesn't necessarily help a ton as much as the burden angle, because what I do know is when they die, they don't want their kids to have to deal with shit, right? So that became my, my primary— having someone read So stupid. You got me sidetracked on that one. I don't know if y'all see the chat, but it got me sidetracked like crazy. Um, you know, I know that they don't want to— they don't want their kids to deal with a bunch of stuff when they die. You know, they, they want to be somewhat prepared, and they don't want their kids to have to like pay their mortgage and their own mortgage, right? So that became the angle. Right. So I'm sitting down with someone and I'm like, hey, Mary, here's your situation. Again, married. If it's slightly different to me, if they were married versus single, right? If they were single, it was all about the kids. If they were married, it was all about assuming they were going to downsize when one died. That became the angle because what I'm trying to get to is more payment protection, right? So in 20— I think it was '15 or '16, I don't remember the year. I was the number one final expense producer at the company, and I never bought a final expense lead. It was all selling a final expense product to mortgage leads that were over 60. It was selling $10,000, $15,000, $20,000, $30,000, $40,000 in coverage to make payments for a certain period of time so they could figure out what to do with life— sell the house, move, downsize, whatever. So that was the angle. I was, I was trying to lead them there. So everything I said, that was the purpose. So if I'm getting started with someone, again, widow, I'm going, hey, Mary, I assume one of your— one of the biggest reasons I'm here is when you die, you don't want to— you don't want to leave a burden behind on your kids. Is that right? I've never had someone say no to that question ever in my entire life. 100% of the time they say yes, that's right. I've never had someone go, no, I don't give a shit about them. I just want to be a complete burden. Right. So I'm looking for yes answers. I'm looking for them to track with me. I'm looking for them to follow me down the road of $20,000 for $200 a month has value because prior to me doing that, it didn't. They'd be like, $200, but that's, that's not enough. $20 grand, that does nothing for me. Right. Because I kind of structured it wrong because $20 grand on a $250,000 mortgage in their mind doesn't— walking in. And I always had to sometimes remind people like, you know, mortgage protection doesn't mean mortgage payoff. It means we protect the mortgage from being taken back from the bank and them stealing all the equity you built up. That's what it's really about, is protecting it from being foreclosed on. Right. So correct. It's not what it is. It's what it does. 100%. The concept. And that's all insurance. All insurance applies to that. If you can help people understand what it does for them and what it, more importantly, what it prevents from happening in their world or the world of those they leave behind, that's where you make a lot of sales. And I just, I really understood if you sit back and think about any scenario you're in, if you picture the person that dies, just think logically about what's left. And that's what we're trying to prevent is as much of the chaos in the aftermath as possible. And most people aren't confused by this, what it will look like. They just haven't had the conversations. So in a situation like that, I'm like, hey, my assumption is you don't want to leave a burden behind on your kids. They go, yeah. And I find out who the kids are, who the grandkids are, where they all live, the ages. I get all the, the important information so I can use their names. I can talk about them. They can tell me stories about stuff. Like, I get information. Right? Again, I'm giving kind of high-level overview right now of it. And then I'm like, all right, let me ask you a question. Where they live here, what, you know what I mean? I go, I'd say something along the lines of, you know, what I hear from a lot of people is, Mary, when you die, wouldn't it suck for Susie to not only have to pay her mortgage, but what happens if you die around Christmas and then she has to decide between buying little Timmy Christmas gifts and paying your mortgage as well? I assume you wouldn't want that. Does that make sense? And now it starts to— dude, it really starts to sink in, like what this thing can do. And they're like, no, I got it. Well, here's, here's what most people do, Mary. Now you got a $250,000 mortgage. I assume you don't want another mortgage payment for insurance. I'm smart enough to know this isn't the first time you've ever looked at insurance in your life, so I'm sure you're nervous that it's going to be expensive. Right? So I'm relating to what I already know their fear is. And then I'm like, now you, we can go that route. And I'd mess with them. I go, my boss would be fired up if I sold you a big fat insurance policy. But I'm going to tell you what I recommend for most people. You just said that if you pass, you don't want to leave a burden. Your daughter, your son, whoever already has their own house, right? So they're not going to live here. My assumption is you don't want to pass away and have your children go from the funeral home right to the real estate office. Like that would suck to have to do the same afternoon. So what, what I recommend and what most of my clients do is, hey, Mayor, how long do you think it would take to sell this house? 3 months. And I can, I'll start giving answers, but like 3 months, 6 months, a year. Is that all fair to say? You could probably sell it in that kind of timeframe. They're going to, I'm nodding my head, like all the signs you need to do. They're going to say yes, a large majority of the time. I'm like, all right, well, here's what most people do. Again, we can cover the whole thing one way or the other. Maybe you qualify, maybe you don't. I don't even know. But I don't really love that approach. What I really like is helping people take care of the problem. And the problem is Susie needs to sell this house and whatever equity you've built up. I also know that number. I know the value. And I let them overinflate it because they got new bushes and a nice fence paint job in the backyard and it's now worth 6x what they bought it for. I let them fly with it. And I'm like, all right, so you're saying you got a couple hundred grand, 50 grand, 20 grand, whatever the number is they say we come up with equity. I'm like, I, you know, obviously in the ideal world, you want to make sure that the house is sold. Nobody has to make the payments instead of Christmas presents. And that 200 grand goes to Susie and her husband.

Fair.

And do you, do you know, ma'am, what happens if you don't, if she doesn't pay the bills, like if she can't pay her mortgage and yours, do you know what happens? Do you be shocked how many people don't know? I was baffled that some people like, nah, what happens? Like, the bank takes it. They take your house and they keep all the equity. Some people wild enough believe like they'll sell that, the bank will sell the house and let the family keep the equity. It's wild what people think.

Yeah. Hold on, John. I started to cut you off. That's important right there. They take the house and they keep the equity. Yeah, that's a key statement right there. Why do you make sure that you, that you, you emphasize that?

Yeah, dude, it's like, again, it's painting the picture of what's going to happen. And some people, as weird as it sounds, dude, they're just too ignorant to know. It's wild to me when I ask simple questions, how many people over the years have been like confused, or they go like, do they, do they take it? Like they're unsure, like they're kind of sure, but they're unsure. You know, and so I'm like, why don't we just do this again? You can get a big fat policy if you want, but what if you just got enough coverage to make sure that the house was taken care of for, I don't know, you said 3, 6, 12 months to pay to get it sold. Why don't we just— and it's the payments, $1,000 a month, call it— why don't we just make sure that when you die, Susie has enough money to pay the bill every month so she sells it? And then takes the $200 grand. Otherwise, you're getting a big fat insurance policy and she's just going to have to sell the house anyway because she ain't moving here. So what's the point? And dude, I would see this light bulb moment with people. It'd click and they'd be like, holy shit, I didn't know that was a thing. I didn't know that was an option. It was the most common response I got when I, when I learned to set it up the right way. Then you have to make sure they're tracking because some people like, misunderstand. They'd be like, if I messed it up, sometimes Arturo, I'd get like, so you may not only have to pay the insurance for 3 months or 6 months. And I'm like, no, no, no, I really fucked this delivery up, my bad, let me reset. So I had to like go really slow. I had to use word tracks like, yo, when— and I'd be like, all right, so when your mortgage payment comes out every month from whoever, Quicken, Susie will write $1,000. I'm gonna— we're gonna send her $20 grand. Every month she's going to take a check and write it for $1,000 out of that $20,000 and pay Quicken. If she sells the house within one month, she gets to keep the $19,000 and get all the equity. Does that make sense? And I would explain it like they're 8 if I had to. And all I wanted them to do was to buy into the concept that we were saving her from even a burden. We were making sure the bank didn't take the house and the equity. And there wasn't a ton for the kids to do but pay the bill and not have to interfere with their current life. Dude, I sold the motherfucking snot out of these clients. And this one lead vendor, they used to sell these lead direct mail leads, bro. If they were over 70, brand new, they would sell them for $9 because no one wanted them. Where, where a regular mortgage lead was $56. They'd sell these 70+ leads for— I don't know if it's still out there anymore. This is 10 years ago. And I'm like, yo, this is a honey hole. And I would just— dude, I would target— I loved that clientele. They're super easy to talk to. They're smart as shit. They— you get cool experiences in life you learn from. You can relate to them in a lot of ways. You know, they don't like bullshit. They like being direct— directly spoken to. Someone else, an overwhelming amount of times, has either told them they don't qualify because everybody's trying to pitch them a term product, or it's $1,000 a month and they can't afford it. I got that 90% of clients I sat with already sat with an insurance agent that missed the sale. I printed fucking money from that angle, you know? And it was just like, again, the overall concept is like, have a strategy, pay attention to word tracks. And if you, if you can understand the inner workings of what's happening, you can really like— it's very easy to walk people down the path of a solution to a problem that they didn't exactly know was the problem. Because walking in, in that scenario, they think the problem is a $250,000 mortgage. And I'm like, nah, the problem is $1,000 a month that Susie has to pay. That's the problem.

Yes.

Okay.

So on that point, John, here we go, because you're on fire right now, because there's a couple of things in the chat I want to do. So the transition to mortgage protection and equity protection.

Yeah.

But another one, the one that you're talking about right now is some leads wanting all or nothing.

Yeah.

Right. Like running into some of that. How are you navigating that conversation where if it doesn't— like if they don't have enough to cover the insurance, they don't want it?

Yeah.

So again, it's setting the groundwork for that's not needed. I know that's in their mind when I get there. Does that make sense? So that's why I'm talking about how long does it take to sell or the— I assume the kids are never going to move here. They have their own house, right? My assumption is they're going to sell it. Everything, all my word tracks are this house is being sold. If it's a couple, my entire word track is, Mary, I assume if Bob dies, you're not going to stay in this big old house by yourself. You're probably going to want to downsize, move in near the kids, a smaller house, something easier to take care of. Is that fair to say? And I'm getting them out of the house. I don't want the— I don't want the staying in the house to be an option. Anywhere. Does it make sense? Someone's moving, the house is being sold. If I can, if I can get them on that concept early that that's a possibility, and it's all in the wording. Hey, my assumption is if you're like everybody else I sit with your age, that you're more likely to sell this house and downsize into something you can— that's more, more easily to take care of something near the kids, grandkids, something like that. Is that fair to say? That's a really easy question to say yes to. Right. And it gets me one step closer. Now, worst case scenario, dude, they're not tracking. They're like, nah, dude, I just want the whole thing or nothing. I go, cool. Let me ask you a question, Arturo. I need you to— I need you to— I need you to tell me which is more important, covering this entire mortgage no matter what it costs or your monthly budget. I need you to tell me which is most important. Covering it no matter what it costs or your monthly budget?

Monthly budget.

Okay. So if monthly budget is most important to you, that's what we're going to focus on. Because if your monthly budget, as you know, you're 72 years old, there's a $300,000 mortgage. This is not going to cost $30 a month. You know that and I know that. So if you want me to focus on monthly budget, we have an alternative way to make sure that we don't leave behind a burden that the equity in the house goes to the children, that they don't have to pay the mortgage when you die. They don't have to figure out how to pay the movers. They don't have to figure out how to pay your, your final credit card bills and gas bills and cell phone bills and all that stuff. So if you're going to— I can come up with a solution for you, but if budget is first, you have to understand it's probably not going to cover the whole thing. And in my opinion, and all my clients, there's a way out of this without covering the whole thing. So you're open to a conversation about it. Mm.

Okay. So what about if they say the other one?

If what? If they say— I've never had someone say cover the whole— because the way I word it, cover the entire thing no matter how much it costs.

Okay. So there's a way out of it.

Yeah.

Okay.

Again, if someone says it and they're 72, I'm like, all right, so, so, Mary, I'll be like, so if it costs $2,000 a month, you're okay with it? Like, well, no. So I said, so it's not no matter what. So budget's more important than—

so they don't need— so the, uh, so the budget— so they, they think they got two options, but they only really—

but they only have one. Uh, there's only one option. Does that make sense?

Drop a 7 in the chat if this is fire for y'all. Drop a 7 in the chat if you're dropping some game for y'all, for sure.

Yeah, so I'm leading them to believe there's two, knowing 95% are going to pick the one I want, and the 5% are going to be a pain in the ass, and either because they're confused or I sucked at it and they hate me and don't trust me and I'm going to leave anyway. So who cares? You know what I mean? If I can get it 95% of the time, bro, I'm good, dude. I don't, I don't need to convert everybody. But then I just leave because then it's like, well, no, I just don't. I mean, I can't afford a lot, but I'm not doing it if it doesn't cover the whole thing. I'm like, so the alternative is you get no insurance and Susie has to figure out how to pay your bills and her bill. You're— I thought you didn't want to leave a burden. Now I'm confused. And I shut my face and see what they say. You know what I mean? And sometimes I've just rubbed someone the wrong way. I'm not their guy. It's all good. And they just, you know what I mean? They want to be argumentative. I'm like, Arturo, dude, I just don't see this going well. Like, I'm not here to pitch you something, but you seem to be like wanting to argue with, you know what I mean? I just, I got to, and I'll start packing my stuff, dude. Now again, Zoom might be different, but when I was in the field at kitchen tables, I'd start packing my stuff. They'd be like, yo, where you going? Like, Arturo, I'm not here to argue with you over protecting your family. My family's covered. I'm trying to provide you solutions and this is going argumentative. I don't know if I've done something wrong. I apologize, but I'm not here to argue with you over insurance. If you want to help, if you want me to help you with some solutions, I'm here, but I'm not here to twist your arm. And dude, I've had hundreds of people over the years be like, no, my bad. Please sit down. I'm sorry, you know what I mean? And if you go at this thing with the mentality that you don't— I didn't do it in a way— now you got to be careful here because some people can word some of the things that I'm saying and come off like I did at the beginning, like a complete dick, you know what I mean? So it has to be from the right angle and from the right tonality and the, the, for the right reasons. And I, I truly believe, dude, if you don't— some people are like, you only got him $20 grand. Dude, you know how much $20 grand means to Susie who can't afford the bill and is freaking the fuck out hoping it sells in time before the bank takes it? You know how common that is? You know, so I believed with everything I had and what I was doing in the approach, you know. So you got to have belief in everything you're selling as well, dude. And for me, I just, I found a way to articulate it in a way that seniors could understand because I did learn people before me would overcomplicate it, dude. And it made it sound harder than it was. And they just— I don't know, dude. I just try to make everything really simple and, and, and, and kind of roll with my understanding of their thought process, you know what I mean? In every scenario. Again, the 22-year-old doesn't want me there, doesn't give a shit, doesn't care about insurance, but he does like his parents, you know what I mean? And if I can give him a way to call it a savings account with benefits of insurance, you know what I mean? The dipshit that gets you texting and driving— like, that's verbatim how I've said that. If that dipshit runs into you texting and driving and you die— I said that line 5,000 times in my life, you know? And I just came up with word tracks that worked for me and, and got the, the psychological response I wanted. They— it's more about following me down the path of where I'm trying to end, you know? With a 22-year-old, I'm trying to end up with a cashback policy that covers their house and leaves their parents as the beneficiary. As a 50-something-year-old, I'm trying to end up with an insurance policy that they don't cancel 2 weeks after I leave because it's too expensive, because it has living benefits that cover them for heart attack, cancer, stroke. I want them knowing that. That's what I want to stick with the senior. I know they're going to call their kids a lot of times at some point and talk about what they got. I want them to understand, yo, this is for Susie to take care of the mortgage payments for 6 months. I don't want to leave a burden. Here's what I got. You're the beneficiary. That's the thought process I want because I also wanted to stay on the books. You know what I mean? I'm not going, well, let's do this because you're too sick to get the full thing and this is cheap and you qualify for it because you had diabetes and cancer. That angle sucks. You know what I mean? Tell a senior they can't have something. They won't like you. So I didn't want to be like, because when I first sold it, that was my angle. I'm like, term, you're too old and sick for that shit. I can't get you that. You got to go with this final expense policy. And I'm using damn insurance lingo that they don't know about or care about, you know what I mean? So I had to be super intentional with my words, dude, to make sure that they understood what it was going to— as dude said on there— what it was going to do for them and their family when I left, you know what I'm saying? So I had to, I had to build that story, and all that story building came from questions, very assumptive questions. I literally gave them the script and said, is that true? Is that fair? Does that make sense? Could that be a possibility? You know, and it's just, it's hard questions to say no to when you word them the right way.

Awesome.

All right.

I mean, that's, that's, um, uh, just a ton of game right there, man. Appreciate that.

All right.

We'll open it up for some questions, specifics. All right. So we handled the the all or nothing. What's the conversation, or what are you saying around transitioning from the mortgage protection to the equity protection, right?

Where are you getting into that conversation, or are you just using your word track? Here's what I've learned. You know how, like, you know how when you, like, I don't know, at night you go to brush your teeth and you squeeze the toothpaste thing because there's, like, some little crusty toothpaste on the top of it, and you squeeze it and a shit ton pops out by mistake, and you, you know, you can't get the extra shit back in? Like if you go down the road of COVID the mortgage term and you want to put the toothpaste back in the tube and transition to equity protection, you're fucked. Mm. Do you just— I don't know how to do that. Does that make sense? So I never went in and tried to put it back in the tube and reset. That's really hard. So I had a hard, fast rule. 60 plus. Equity protection every time unless they arm wrestle me and force me to go down the other road. And I know they're healthy enough, you know what I mean? Like, they gotta, they gotta be asking for it, begging for it, pushing, understand it, you know what I'm saying? Like, they have to, they have to— there, it was rare, I'm telling, like, rare. Like, dude, 1 out of 50 did I go down that road, you know what I'm saying? It, it was all the setup I wasn't going to— I didn't want to go like, hmm, which one can we do? Let me figure out if they're healthy enough first. Let me figure out their budget first. Then I'll start picking a product. But I picked a product when I saw their age, a concept, not necessarily the exact product, but the concept of the product I was pitching, you know what I'm saying? So I never transitioned from term. Oh, shit, that don't work. They got— they had cancer 3 years ago and I'm a dipshit and didn't find out. To now like, I got to rewind, my bad. Now that you don't qualify, that's a shitty conversation, you know what I mean? It's really hard to do. So I was just like, yo, why don't I just go the angle? Because again, 60+, what percentage of them are on some type of meds for heart attack, cancer, stroke, diabetes, COPD? What percentage? Fucking like every one of them, you know what I'm saying? So odds are in my favor that I'm gonna have to write something outside of a term product. It's rare as shit. I can write someone 60+ a term product and get them qualified, you know? And then you have some people trying to write an IUL on them like, yo, those are even harder to qualify for that age. So why don't I go with the odds? It's like Vegas to me, dude. You know what I'm saying? If we know the odds are like, again, betting on sports, anything, you know, the odds are, dude, I'm like, I don't gamble, so I don't know the plus or minus or which means what. But if I'm like plus 80 that they're going to qualify for final expense, you know, I mean, I'm like, why don't I pitch that? And then I don't have to rewind as much. It's way easier to rewind from buying time concept. No, I hate that. I want term. I now know they're eligible and I know their budget because I've done a proper inventory. It's way easier to rewind from no, I hate the buying time concept. I got plenty of money. And I'm healthy, I want the other thing. It's easy to rewind and go to that route. That's easy as shit. You know what I'm saying? It's really hard to do the other one. So I just, I never, I never, I won't say I never. Once I figured that out, I then never had to do that anymore. You know what I'm saying? I don't know how to teach that because it sucks. It's again, it's trying to, it's like trying to get all the toothpaste back in the tube, bro. It's pain in the ass. You can do it, but buck the hell up and it ain't gonna work real good. It's messy. Yeah.

I think Jerry, you had your hand up, bro. You had a question?

Yeah, I did. I was like thinking, because I just started selling mortgage protection and I had a guy on the phone yesterday, this close to making that sale. Um, I guess he, he was older, but wouldn't it make sense before the age part to understand how much is left on the mortgage and then go from that angle? Because—

can you back up a little bit? Can you give us a little bit more context so he can answer it? Well, like what? Like of the person.

So I somewhat— I want to, I want to get a little more context, but I don't think it's important to know that before I go that angle, because at 60+, I'm going that angle. It is important to know that, but I don't have to know that first. How old was the person?

Um, he was, uh, I think 59. Well, just, just about to be 60.

So yeah, yeah, right on that line. But again, you can still know that. You can— hey, You can be like, hey, hey, Jerry, dude, here's how this thing works, man. There's like 900 different products. I know you don't want a spiel or a PowerPoint presentation. You just kind of want to get right to it. But is it okay if I ask you some questions first to kind of understand your situation and what's going on before I can figure out what, if anything, you're eligible for and what would make sense? Is it cool if I ask you some questions first? Yeah, man. All right, cool. How long you been in the house? What's the mortgage? What do you have left? What kind of income do you have? Social Security, working, retired, disabled? You mean, do I have military money? Do I not? I can, I can preface that super easy. You know, I mean, if you, if you, if you're afraid to go down that road right away, you know what I'm saying? Because I am getting financial inventory stuff, but I'm, as I'm starting to talk to people, dude, and it's like, I'm not like a, I'm not like a script kind of guy, you know? I mean, some of it's a feel, dude. You know what I'm saying?

But I agree. Like, I, I haven't really used this script. I just went off conversation.

Yeah.

I understand how real estate works.

Yeah.

And so I went into it with like, hey, what are we looking for? What are you trying to cover? You want to cover all 3 of his properties?

So here, here's your problem there.

Okay.

What is it? It's a, it's a mortgage protection lead, right? Right. What is that doing concept?

Well, it's protecting their home.

It cuts someone a check when they die. Yeah, yeah, that's quote unquote for their mortgage, right? Okay. So why do you need to ask what they're looking for when you know what they're looking for? Right.

But I wanted to understand, like, okay, you want to protect your home, but why? Like, what was the reason behind wanting to protect your home? Like, get them to open up more?

Yeah. So yeah, again, it's, it's all in the wording, dude. Like, meaning, what are you looking for? I'm looking to cover 3 homes. You know how many times I've had people be like, I'm looking to cover 4 investment properties. Yeah, you know how many of those I sold? Fucking zero. Does that make sense? It's too open-ended for me because you don't know what you're gonna get. Does that make sense? I'd rather be like, yo Jerry, I assume I'm here because you want to make sure when you die your house is taken care of for your wife. Is that fair? It's really hard to fucking not align with that, you know what I mean? If you get too open-ended and you just let them start talking Bro, you put— they put you in a corner. Like, that dude put you in a corner. You didn't know how to get out of it.

It was, it was 3 homes he wanted to cover, and he, he had a lot of things going on health-wise.

Yeah. So I'm like, you know what I mean, if I get myself in that corner, it's hard to get out of. But I'm like, yeah, you got 3 homes, all good. But hey, let's put those aside for right now. Let's talk about the home we're in right now because this is the most important one because you and Mary live in it. What you lack there was control. Yeah, does that make sense? And the one in the most control is always going to win, dude. So if, if you lose control that quick, you're going to have to learn to come up with ways to come to overcome it, you know what I'm saying? And so the easier way is to grab that control from the beginning and stop wondering what they want and assume what they want. And if they have to correct you, they can correct you, all good, you know what I mean? But again, hey, Jerry, I assume that you want to make sure that when you die, Mary's taken care of and doesn't lose the house. Is that a fair assumption? Yeah. Out of 10, you ask that 10 times, how many times do you think you're going to get told no? No, that's not fair. Does it make sense? They're never going to tell you no. Now, that doesn't mean down the road when you do an inventory, do you own any of the properties? Do you have any other mortgages? It doesn't mean it can't come up. Does that make sense? But you're in control the other way. And then if you find out, then you find out budget, you find out income, you find out assets, you find out this stuff. You also got in the back of your mind, you got 3 other properties. You're smart enough to go, hey, we definitely can get this one taken care of. Now he's sick. Yeah, I ain't bringing up shit, dude. You know what I'm saying? But if he's healthy now, I might have the wherewithal to go, hey, we can get this one taken care of.

Cool.

I'm going to sell what I'm there for first. Hey, by the way, earlier, Jerry, you mentioned you had 3 other properties. Do you have any interest at all in covering those or you just want to take care of this one today? You know what I mean? I might put a little bait out there.

Yeah, I got too happy though, so let's cover all—

yeah, buddy. Nope, nope, nope, nope. Stay in control, stay focused, be what you're there for. And y'all know what you're there for. I remember the first time, dude, like, we had the lead. I don't know what y'all's leads say. I know it's all digital and different, but, you know, we had a paper lead and it was like, take care of your mortgage in the event of death, disability, blah blah. And it was a whole fucking paragraph. And I'd sit down and I'd slide— the dude trained me to slide him the lead and go, can you tell me what you filled this out for? I remember one day some dude looked at it and went, don't it say right there? I was like, well, shit, yeah, it does. You know what I'm saying? And so now the mistake people, agents, make is they don't assume why they're there. You pretend you don't know why they're there. Final expense lead, why are we there? So they make sure they have fucking burial money. Does that make sense? Like, we know why we're there, so assume why you're there, versus don't let them dictate. Again, you— it, it, it— think about from their standpoint, dude. They're like, yo, I filled out this lead, I know Arturo, his shit says what it is. It's not like he's giving out leads that say fill out this for a free Walmart gift card. Does that make sense? So, Matt, you sit with me 'And I'm like— and you're like, what are you here for?' I'm like, 'Do you forget what job you're on, bro? You mean like, do you not know what you're doing? I'm at the car lot. So, sir, what brings you here?' That's a really shitty question, you know what I'm saying? I'm at the car lot. I'm like, 'Yo, obviously you're here looking for cars. Can you give me some idea of what type of car you're looking for?' I'm gonna assume they're there to buy a damn car. I'm not gonna go, 'Hey sir, are you here to buy a car?' You know what I'm saying? It's a level of control. And it's like, just think about— and when, and, and when you assume everything that comes out of your mouth, like in your style, what you did versus what I would have done, all of my questions are going to be different by default. The words are going to be totally different because I'm 100% sure why I'm there. You're trying to figure out why you're there as you go. Which means your words are more like curious, unsure, kind of timid, you know what I mean? Like, am I— can I go down this road or not? You're just— your wording is going to be off, dude, just by the nature of your original thought process walking in. Well, my words are going to be more confident, assumptive, all— you know what I mean? My word tracks are going to be different, my tonality is going to be different, my pitch is going to be different, purely because I know why I'm there.

No, that's—

that makes sense.

Yeah. Thank you for that. Yeah, definitely. That's gonna definitely help me today, honestly. So, yeah.

And then listen, the next thing y'all can do, cuz this is hard, I can give you everything to say. You can go watch a few videos on it, but like, you're not gonna be able to do it exactly in the first step. Right? So how do I, how do I, how do we get there? I need, it's like one of the, one of the hardest things to learn but kind of the coolest concepts. And once you figure it out, it's like a fucking game changer. You need to be able to not only run the appointment, you need to be able to also watch it. Does that make sense? So when, when things aren't tracking, you need to be smart enough to kind of take a mental picture of that and be like, where the fuck did I go wrong? And then don't overthink it. There it is, what it is, you know what I mean? Like, do what you're doing. But after, bro, I would sit down in the car again. Y'all get to close the Zoom and take notes. I can't help reference because it's what I did. I was all kitchen table sales. I would take notes and be like, man, when I said this, like when I talked about 3, 6, or 12 months, they asked me if that's as long as they have to pay. Fuck, let me work on my wording. And the next time I delivered it, dude, I'd deliver it and I'd watch the body language. I'd watch their eyes. I'd watch how they received it. Does that make sense? Like when I'm talking to you, I can see you're receiving this. There's some people I talk to and they're like, why did I even ask this asshole the question? I don't like what he's saying. I can pick up on that. You know what I'm saying? So when I'm, when I'm presenting to clients, I'm watching what's happening. I'm not just in there like a robot. I'm paying attention. You know, you start showing pricing again, it's a little bit different virtual. I'm sure there's some cues and some ticks. But like, I'm sitting at a kitchen table with someone, dude, and I start showing pricing and they fucking— you can see the veins sometimes fucking moving in their neck. They start tapping their foot on the floor, you know what I mean? Get nervous. I'm like, I'd be like, yo bro, you're gonna break a hole in the floor. You're like, remember, you get to choose the budget. And I'd bring it up, I'd calm them down, you know what I'm saying? So it's like I had to learn how to watch what was happening too. But at the beginning it was hard. So immediately after my appointments, I would take notes and be like, all right, I got to work on this. That didn't fall well. He didn't receive this. I do in trainings. Half the shit I'm telling y'all, it's because I've paid attention to trainings and I know what hits and I know what people don't stick— what doesn't stick. So I'm like, oh, that was a good one. When I word it this way, people receive it well. So I would just take a lot of notes on it, dude. And I would practice. Like, one of the best things I was ever taught in this business was if you want to be a professional, you got to act like a professional. You know what I'm saying? And so like, I think sports, right? Do you play— you play or watch sports? Yeah, I played. What football?

Basketball mostly, but I did basketball.

Cool. Like if you, uh, I don't know, dude, if you— I don't know basketball well, like the wording, you know what I mean? But if you get burnt on some pick and roll or something, aren't you gonna go watch some film or talk about it in the game, be like, yo, when he did this with his shoulder, I was supposed to do this versus that. You know what I'm saying? I know in, in, in football, I played receiver and cornerback, right? So if I gave somebody a little in-cut and out, dude, they turn their shoulders, it's a wrap, bro. I'm going down the sideline for a touchdown. So I'd look for the shoulder turn. Does that make sense? And in reverse, if that happened to me, I'd be like, ah, damn, when he came at me, I turned. I should have, I should have backed up. I should have hit him. I should— you know what I'm saying? I like analyze what I should have done different in that scenario. Yeah. And this has to be the same way or you're never going to get any better at it, you know? So some, some part of it's like owning your shit and being like, yo, I messed up there. It didn't, it didn't take, it didn't sit, they didn't understand it, I confused them, I lost them, they didn't like, you know what I mean? I missed it. All right, let me tweet.

You know what's funny about that though? Like everything you're saying is me, me, me. You're not saying it's the lead or the prospect.

I don't know, dude. Not blaming it on the lead or the prospect or whatever at all, because I'm not confused that everyone wants to take care of their family. It can't be the fucking lead. You're gonna name me one lead that doesn't give a shit about their family ever? Give me one, dude. It don't exist. It don't exist. Name one that's not gonna die. Name one that don't know, you know what I'm saying? So I'm like Dude, I, I believe it with everything I have that everyone wants to take care of their family. And if they don't buy insurance from me, they're going to buy it from someone else or their family's fucked and they know it. So my mentality going into it is, what did I do wrong? It's the same with agents. Yo, an agent quits. What did I fuck up? An agent doesn't work out or has chargebacks and doesn't understand it, doesn't run enough appointments, doesn't buy enough leads. Yo, what did I mess up? I do that in everything in business. We talk about it in my meetings, staff meetings. My kids, you know what I mean? Dude, I leave the baseball field, bro, I want to fucking kill people every week. We get to the game, we go to the game, and we were— our game was about to play, Maddox was about to play. And so we sit really close to like home plate, right behind the fence, so we, so we can see everything. And we always got to sit right behind the people right before the game, the— for the— of the game before, so when they move their chairs, we can just move up. Like we want our seat, so we kind of like hover right behind them. So we're leaving. So the people in front of me are packing up their chairs and leaving, and we're unfolding our chairs and taking their spots. And this guy's going on and on about the refs, the bad calls with the umpires, man, that we lost because the umpires made shitty calls and blah, blah, blah. They're so inconsistent.

Da da da da.

And my thought, like, so when Maddox does that, He doesn't do it anymore, but when he used to want to do that, I'd be like, bro, you know if you scored more runs than them, those calls wouldn't have fucking mattered, right? You know what I mean? Like, if y'all scored 15 points instead of 2, that bad call wouldn't have mattered. What do I know to be true 100%? We're playing with 12-year-olds. The umpires on the field are qualified to umpire 12-year-olds. How much can I expect? That's as far as they've made it in their umpire career. 12-year-olds, they're probably gonna suck. What else do I know? They're probably gonna suck for both sides. You know what I mean? Like, did we get bad calls? Did they get back? Yes. And I see parents every time, oh, you idiot, that was a ball, that was a strike, and you go yelling at them. And then it happens to us and they're like, great pitch, Johnny. I'm like, what the fuck? It was a bad call a second ago, now it's a great pitch.

Why?

Because it benefits you. Does that make sense? So when, when it works, it's, it's like when it works, it's you. When it's bad, it's the lead. I'm like, nah, uh-uh, I don't, I don't do that. So Maddox is not allowed— you do— we don't blame umpires. It was an out, it was outside, it was a ball. Could you have hit it? Yes, you had two strikes on you, bro. It was close. Swing. Don't put yourself in a situation where you let an umpire dictate your at-bat. Cut it out, you know what I'm saying? And y'all the same thing. You're allowing other people to dictate your career in this business. And I'm like, uh-uh. I did that far too long, Arturo. I'm like, yo, I'm taking control of this shit. Let me learn my thing. Let me be a professional. Let me put myself in situations. Let me play the odds. I don't have to win every time. This— none of this shit I tell you works 100% of the time ever. It will never. But dude, I can have a really high batting average, and if I do it over the long period of time, I'll make the All-Star team. And if I do it long enough, I'm gonna be in damn Hall of Fame. Yeah, I mean, and that was always my thought process. Let me continue to improve what I'm doing every day. Baseball players hit off a tee every day. Professional baseball players, they hit off a tee. Like, how retarded does that sound at its core? They're hitting off a tee, the ball ain't moving. They get 100-mile-an-hour fastballs and they still hit off a tee every day. Why? Do we all know why? No one's confused why. Are y'all doing the equivalent of those things? I bet not, you know. And when I did, Arturo, all this stuff started coming together and started working better, you know what I mean? Yeah.

That's gold, man. Let's give it up for John one more time. Let's drop a 9 in the chat because he gave us some game for sure and got some applause, man. Well, again, you can see why I asked him to be on this call. And John has consulted, taught, and sold more insurance than most people have ever even attempted to. So definitely appreciate you being on here. I know he had to push his lunch back or a meeting to do this for you guys.

I have a staff. I take my staff to lunch.

Yeah. So he pushed that back for you guys, which just says a lot about him and then our relationship. So man, I owe you dinner for sure. We gonna have to go to Bourbon here, Bourbon Steakhouse here if you haven't been. Um, and, and coming to the next mastermind. So the next one, John, we'll be there in person dropping some game for you. So make sure you, um, you make sure that you guys are here. But again, man, John, I know, and he said he was gonna do 30 minutes. He did an entire hour. So definitely appreciate that as well. John, you the man, bro.

If I can help, let me know. Um, y'all all— I'm— I got all my shit online. Just follow. If I can help, I do all kinds of free trainings and events and stuff like that. If I can help with anything, y'all hit me up, DM me, whatever. I can help.

Awesome, man. Well, hey guys, it's been helpful. Thank you guys so much. Thanks, John. Thanks everybody for attending. We'll see you guys next week.