Rich Insurance Agents VS Poor Insurance Agents (SCALE YOUR INCOME)

What up, y'all? How's everybody? Y'all hear me? Yes, thank you. I love it. How, uh, appreciate it. Was that you, Erica? Yes, always, always like right in the middle of my screen and you always speak like right away. Love it. Cool. All right, so a few things I'm gonna, I'm gonna cover today. Um, one, I remember last time, I think I just saw his name on here, I think it's Stevie, I think it was him. Um, Last virtual event we had, if y'all remember— so I always like towards the end of these, like, take questions and go back and forth with people and try to help them some way or the other. Last one we had a dude get on that was struggling, something— I don't remember the whole story, but it was something, because I don't plan these. I just go like, who needs help? And we get on and we ask questions, I help them, and I move on with my day. Um, but this dude actually sent me a message after, which I like, um, because it's like, oh shit, that worked quick. But I think it was Stevie last time we did, uh, I had him on and he was struggling with like closing deals. I don't know if y'all remember that, but I got on with the dude and we kind of went through his script and what he was saying and went, I have a great agent. Was that you, Stevie? That was you, wasn't it, dude? I'm not making this up, right? I don't see you on video, but if you can, you're welcome to. What's up, dude? Come on, unmute if you— if you're not gonna crash. Don't crash to unmute. Don't like— don't do that. You make me nervous.

No, we're good, we're good. I had to take my wife to something because she can't drive right now.

Yeah, I think last time— I don't mean, correct me if I'm wrong, but I remember I think it was like the next day, dude, or a couple hours later or something. It might have been your next appointment, for crying out loud.

You, you like closed the big deal and, you know, yeah, it was either the next one, it was within the next 24 hours, like, of just, um, just applying, man. Like I said to you in the, in the DM, I appreciate it. I, I You know, you get old and you just get— for me, I just get a habit of just doing things. You just do it and just do it, and all of a sudden, like, this doesn't work. What am I doing? Um, so that was— I really appreciate you, you know.

Uh, yeah, man, you made some good money.

Give a little love right there. Yeah, yeah. Oh, there's a few—

wasn't it a few grand or something like that?

And it's been, uh, it's really like this last month has been You know, up until I just moved, um, and that move— don't— moving and trying to sell insurance is impossible.

Um, but, uh, up until that run, you know, you ain't gonna convince me of that, right? Just so you know, you might have convinced yourself that selling insurance and moving is hard, but to be clear, I've done it 3 times and it's not that hard. I love you though.

So, so here's, here's the thing. I wrote policies these last couple weeks. When I was looking back over the weekend, I'm like, yeah, I sucked on that appointment, and I wasn't good on that one, and I wasn't locked in. And, and I mean, yo, see, that's—

see, now, see, now we're talking. So it wasn't the moving that was the problem? No, no, it wasn't the moving. That was the issue. Yeah, my man, thank you. I appreciate you correcting that. That's that thing I talked to you guys a lot about, is like the turning on and turning off thing. A lot of y'all turn off a lot. You know what I mean? Where I just stay on more frequently, you know what I'm saying? It's like, so just don't turn on— you said you had a good month. Would you, would you do this month since that last one, roughly? Last, since last call, do you remember ballpark how much you've sold? Oh, rough idea.

Yeah, $20 grand. Hey, my audio might be out.

Hey, you suck. Yeah, I got you. I had $20 grand. I got a lot of people excited.

Yeah, a little, little $20 grand. And also Um, on the annuity side, uh, close the first one, um, and got another one that just got put in, literally just stealing the stuff that you guys put out and we keep sharing.

Man, I mean, this ain't deep.

Yeah.

And hey, Zach, to be clear, I don't know, I don't know which Zach— it went away from my screen. I don't know if I know this Zach or not, but he said, just $20 grand, LOL. And yeah, that was me.

I was just like, hey, that's a good one.

Hey, I like it. I love it. I love— I mean, hey, the reality is, dude, there's a lot of people in the space who go, I sell that— when I go like, you sell $20 grand, they go, you mean this week, right? So to some, to that, that is entirely possible to make it. And I think he gets— and that's what I'm trying to share with people, like, the sky's the limit with this thing, you know? Because in my head, I'm like, when I see him, a lot of people sell $20 grand, they're excited. But in my head, I'm like, that's it? You, you don't, you didn't even touch the surface yet of what we could do, you know. And what I'm always trying to—

so that, um, I was saying on that, on that, like, yeah, 20 grand, it felt good because I hadn't seen it in a while. Yeah, like, like, but in no way is that a ceiling. Yeah, like, it's like, okay, we, we got the car back on the road because so much of it, again, being middle-aged and haven't done this forever, um, So much of when I look back at my successful seasons of different selling things, it's just momentum, dude. Like, yeah, it's just an object at rest tends to stay at rest, and then when it's moving, it's moving. And, you know, I just fell into a couple, 2, 3 months where I just wasn't putting out, um, wasn't putting out $20 grand. So getting $20 was great. Now we're trying to get bigger numbers.

Yeah, my— hey, I always— I, I'll end with this on this part. I appreciate you sharing, dude, and thanks for being on. Um, you know, for those of y'all trying to get to new places, it's like, can you make a new zero? Like, make a new floor, right? I do it with my bank account and I do it with activity. So meaning if I have X amount, whatever you got in your bank account today, every one of you, whatever that is, that should be your new zero. So if you're like, I got 10 grand, all I got to my name, or some people like, I got 87 bucks, whatever it is, I got 100 grand, who cares? Make that your new zero. So like, if let's just say $10 grand for shits, if $10 grand's your number, if you got $10 G's now, dude, end of next month you sure as shit shouldn't have less than $10 grand. You should get above $10 grand and get it to $15 or $20. Like, make a target. And then in, in, in June, we'll say that's for May, then in June you go like, all right, maybe I got to $15. All right, dope. What are you going to get to in June? Pay all your bills, but what can I get my bank account to? 20. And so I remember when I got to a point where I was like, oh, I got 20 G's in the account, and if I had 18, I got as nervous as I used to get when I had $32. It felt the same to me, you know. And then I got to a point where I was like, yo, there's never less than 50 grand in my account, and when there's 47, I get, I get weird, you know what I mean. So I have to continue to reset my floor. And those people that don't reset their floor and they're like, yeah, I got 47 grand, and they're excited that tends to make the momentum slow down. Whereas if you go, I got $47,000, that's basically zero. You know, I know when you don't have $50,000, it sounds like a lot of money, but when you got a bunch of money and all you got is $50,000, like, it doesn't feel that great, you know. And so you got to catch yourself. Whatever your number is, just make a new zero each month. Try it. It worked for me. I still do it to this day. Amanda and I look at my financials every month, and I'm like, all I want to see is balance last month to balance this month, and I want it to go up. All the other shit in the middle, whatever, it's just work, you know. But at the end of the day, I'm trying to live a lifestyle and grow my bank account. That way I can continue to do more things, invest more, buy more things, do whatever I want to do, travel, whatever. Um, so anyway, for, for that, what I'm going to do towards the end, um, I'll probably find a person or two, open it up, Q&A, see if I can help someone else that's stuck somewhere. He was just stuck. It was a very simple solution. If you didn't get to catch it, we don't have time to go over it today, but if you go to my YouTube page Um, Reese posts all of these eventually. I don't, I don't know his timing, but the last one is definitely on YouTube. Um, so if you want to kind of watch, I, I believe, Reese, that whole— I don't think you cut any of that out. I think the whole interaction is on the, is on the video, unless I'm completely wrong, but I'm like 99% sure it's out there. Um, Reese can probably confirm here in a second. I'm trying to find the chat. Um, but good job, dude. Um, so a couple things coming up. I'm going to share some stuff we got going on just in my world. A lot of people ask I have a ton going on and not everybody can make everything. So I'm gonna share a few events we got coming up that are designed to continue to help you guys make a bunch more money. All right, so next virtual mastermind of like this, uh, May 22nd, 3 Eastern. You can always go to JohnWetmore.com/mastermind or scan that QR code if you wanna register for the next event. That's exactly like this one. We'll email you plenty of times, but we just picked May 22nd. The next virtual virtual mastermind that I'll have on, we'll create a new agenda and continue to go through things. From there, we're doing, for those that haven't been part of this yet, I have an annuity boot camp. We were doing it every 2 weeks. I think we're going to move back to once a month now just because we kind of got the initial boot camp out. If you go to JohnWetmore.com/annuity, you can watch all the previous ones. If you're interested in selling annuities, This is a great place to learn it. Boot camp, we're teaching everything from A to Z on annuities. More importantly, for a new agent, how to find them, how to sell them, and opportunities to make money without you really having to know much of anything. Um, I was actually listening, I was watching a video this morning, um, from Derek Jeter. A lot of y'all probably know him if you're into sports at all. If you're not into sports, he's like one of the best. I think he played shortstop for the Yankees, uh, like best baseball players ever. He had a lot of hits for a lot of years, and he was talking about his strategy, and it was really interesting. He goes, every single pitch, every pitch, I'm expecting a fastball down the middle. That's what I'm looking for, and my goal is to hit it to right field. I only look for that one pitch every pitch. He goes, if they throw me off-speed— and if you don't understand sports, this might get a little deep, but for those of you that do get sports, it'll make sense. He goes, if he throws it off-speed, which means when he swings the bat he's going to be earlier in the swing because it's a slower pitch, he goes, I'll then pull it either to center field or left field. He goes, but if I'm wondering what pitch is going to be there and then it's an off-speed pitch and I'm not expecting a fastball, when I hit that I pull it foul because it's so slow, I'm so early, the ball goes foul every time. He goes, so every at-bat I look for one thing. He goes, I don't have to know how to hit a curveball, I don't have to know how to hit an off-speed, I don't know how to— they throw enough fastballs that I just wait for a fastball down the middle, and my goal is to hit it to right field. Every other pitch, when I do that, every other pitch for my swing, if I connect with the ball, it goes somewhere in play. And I always relate this business to like, I don't know a lot of things about a lot of things in this space. And with annuities, you don't have to know much of shit but how to ask the question to get a lot of annuity sales. You know, and you take someone who's a Major League Baseball player that's made hundreds— he's definitely made 9 figures. I mean, he's definitely made over $100 million in his career. And he looks at one thing. He doesn't get all complicated with all the other stuff and the charts and the what if this and what if that. He's like, dude, I just look for a fastball down the middle, and if I strike out, I strike out. But they throw a lot of them, so I make a lot of hits. And he's had like an obnoxious number of hits in his career. Um, I was just thinking about it, like, that was sort of my strategy in insurance. Let me just do this one thing, let me do it often, and stop trying to be the What do they call that? Like, uh, the master of one— what is that stupid saying where you like know a bunch about a lot of little shit but you don't know one thing really well? Jack of all trades, master of none. That whole thing, you know what I mean? It's like, that's the mentality. And we're teaching that with this annuity thing. And so many of y'all get over— you overcomplicate the annuity sale. And here we're trying to make it very simple and go, if you ask this question in this way at this time, you will find opportunities. And the average commission for a new agent on these suckers is $8,000. And most people just aren't even asking because they fear all the other stuff. And I'm like, just be like Jeter and just one question all the time. And if it's not your client, it's not your client. Who cares? So that's coming up. Again, it's super valuable. We've had a ton of new agents making a ton of money on these annuities. And if you need help closing them, we help you there too. So register for these if you haven't yet. And then let me see. Let me click one more thing. The next workshop we have coming up. This is the in-person— I don't do a lot of in-person stuff. We do one thing a quarter. This will sell out. The last one sold out. We only have, I think, 32 chairs in my office. It's workshop style. If you can see in the picture on the bottom right, they're like at tables in my office, like right out there. We'll have 32 people here. Um, I think we have— I think it's half registered already, um, and I haven't really promoted it minus maybe a couple emails. But June 4th, It's an all-day event. I think we're 8:30 to 5. We're gonna have a VIP mastermind at my house afterwards. So there's two ticket levels. I don't remember the pricing. I think it's like $400 or $500 for an entry. Reese, can you— could just click there and see it. It's like $400 or something to get in, in the door. If you want the mastermind, I mean, you come to my house, we have dinner with other seven-figure earners. Like, you— we really dive in and spend 3 hours at my house, like, going through detail of how to, how to scale your business. Everybody that came to the last one, is coming back to the next one, if that says anything. Um, and again, that's June 4th, so be all day on a Wednesday. In the evening at my house, we'll have dinner, do all the things. And then it also comes with Thursday— Cody Askins is in town. He's going to be a guest speaker at my workshop, going over some marketing things like that. But then Thursday, if you register for the workshop, Cody's event is included and his VIP tickets included with it. So you not only would get access to my VIP thing, but his also. And his is right here in Atlanta somewhere. I think it's in— is he doing it in Marietta, Amanda? I don't know if he is. I think he's doing it somewhat near my office also. So 2-day event basically is included with the workshop. We're gonna go over everything from sales to recruiting to systems to marketing to literally everything you could wanna know. I can only do an hour here. So it's like 8 hours of intense workshop-style training. And we had, again, great reviews last time. At the end, at the end of this call, Reese is going to have a discount code, 15% off today only for the workshop if you register today. And I think that's really all I got coming up that I want to share with you guys. One of the things we did when y'all registered, we asked like what you guys want to know about, like what do you want to hear about, what do you want to learn? And we had a few things that were the top. So those are the things I'm going to cover today. One was leads and sales stuff, so I'm going to go over leads and sales things. Second, um, topic I'm going to cover is mindset stuff. And then the third thing, I'm going to go over recruiting things. So I'm going to cover those three today in the next, like, under 45 minutes, and then I'll probably open it for a Q&A. And as I say under 45 minutes, I know my staff's laughing at me because I usually go over on these suckers, um, which no one hates because you all stay on, which is dope. So let's start with leads, leads and sales stuff. Let me find this chat real quick. Hold on one second. How do I make this? Give me one sec. All right. If y'all have questions, as always along the way, feel free to type them in the chat. And if I can roll them in along the way, I will. And again, at the end, I'm going to open it up for questions if you have anything. So leads and sales stuff, I'm going to I'm gonna keep this one a little bit shorter today, um, because we do a lot of this. I'm gonna give you guys a tip first, and I'm gonna point you, um, in a way, in a place that you can consume information instead. But one, I would say probably the thing I see people mess up the most— I get a lot of people that send me, um, recordings because I ask about them. Zach, I got yours. I haven't listened to them yet, but I got them. And a couple other people in here sent them to me. Um, Brian sent me one this weekend too. Ted, I see you in there. We went over yours recently, a couple weeks ago. But where I, where I see people probably mess up the most, that I believe is the easiest fix for quick fix, is tonality. And I see a lot of people mess— hell, I messed this up. In life all the time. Like when, when I annoy Amanda, which is, I don't know, at least twice a day, she always— her response back to me is not, 'It is so hot down here, Amanda, can you turn on some air for me and maybe a fan? It would be— it's like 100 degrees down here.' Um, the thing that always drives her the most crazy with me still to this day, she's like, Your tone sucked. So if I'm upset or frustrated or annoyed by something and I try to express it to her, if I don't get my tone right, it kind of messes up her day and messes up my day. You know, and I can think back to that just being on the phones or in a sales situation. It's like we all, when we're newer to this, or if we don't pay attention, like Stevie was talking about, he's like, I just had a lot of things going on. I wasn't on point. We really mess up our tone when we're delivering a message or asking questions, and tonality by itself can ruin an entire conversation. Um, and I try to use this though. It's like funny, some of the stuff I train y'all on, I, I go home and I mess it up like in my personal life or communicating with just humans. I'm like, damn, I should listen to my own training sometimes. Like, I said something to Steph this weekend, I don't remember what it was about, And the way I answered, she was like, really, bro? And I'm like, I wish I remembered exactly what it was. But it was like the way you ever have someone, the way in which they say something to you bothers you, but it's not what they actually said that bothered you. Does it make sense? Like, that happens to all of us. And that happens just as simply as when you're trying to book an appointment or to make a presentation. If your tone is off, Like, you'll get someone to hang up on you in a second. Or if you're trying to overcome an objection and use some like sarcastic asshat response because you want to be right, which I'm guilty of. I'll actually sometimes— Giovanni, Giovanni's on here. He had a, um, trying to think. Oh yeah, we're gonna skip detail on it, but I'm gonna give an over or a broad overview. He had, he had someone ask him a question. Oh no, it was an interview. I sent him that— we can't talk about this one. I sent Giovanni an interview. Remember this one, bro? I sent him an interview. A guy who wanted to work, he filled out a form on my website. Can you move it just like right there just so it can get all me? Thank you so much. Amanda's down here hooking me up with a fan. Um, so I send— someone fills out a thing on our website, they want to join the team. So I sent it to Giovanni. I'm like, yo, can you call this guy? Now keep in mind, he filled out a form on my website saying I want to join your team. I sent it to Giovanni. Giovanni calls him and the guy says something along the lines of like, he tried to book an appointment with the guy to talk and the guy goes, before we book an appointment, I really want to know A, B, and C. Like he had a list of shit he needed to know before he's willing to get on the phone. And in my head I'm like, this motherfucker, he reached out to us. So I said to Giovanni, I'm like, you have two choices here. You can be mentally right, like you can win a mental battle here and nice, here's how I would tell him to fuck off. Or you can handle it like a grownup who doesn't need to win in the moment and handle it this way. You pick. He goes, I really want to tell him to fuck off. I'm like, so do I, but I'm just giving you the two options so you can handle it the nice easy way and move on with your life. Or you can be in the moment right about something that's irrelevant. Now I don't know what he chose because I just moved on with my day, you know what I mean? I don't— I'm be shit curious which option you went with because I don't know. Um, but it's like we all have that decision to make in every conversation we have. And if you guys will start listening to yourselves, like where— what I like about Zach, he sends me recordings but he listens to himself first. And it's like, oh shit, he hears things. And if you would— if you got— most of y'all, I challenge you to record yourselves and listen to it. And it's, it's hard to do. Most people feel like cringe listening to themselves talk or present or do something like this. But even these things, I watch these to see how I come off and the way I say things and the way— did you actually tell him to fuck off? Yeah, basically. Not in that way, but basically nicely. Yeah, nicely told him to fuck off. I like it, my man. So you didn't just ignore him and move on with your day? No, the, the Giovanni's insides wouldn't let him. He had to get out something to be like F you. And we all do that in life, you know what I mean? And, and to be quite fair, he sells $40,000, $50,000, $60,000 a month. He ain't hurt for money. He's like 20-something years old and he's making jack. So it's like, sometimes that feels good. Some of y'all are broke as shit and you can't control your emotions and your tone. And, and, and you don't need to be right in this instance. So one of my greatest mentors, he used to always ask, do you want to be right or do you want to be rich? Do you want to be right or do you want to be rich? And every time you go to respond to someone, I want you to think about that question before you respond, because it'll change your tone. Because a lot of us temporarily want to win a little battle. And there's another saying— I'm really shitty at sayings— but what's that one, like, don't worry about the battle, win the war, whatever the hell it is? It's like, if someone gives you pushback You want to have this nasty tone to prove that they filled something out and you have their date of birth or their beneficiary or their favorite hobby. I'm like, but you say it like a dick, right? Because we want to be right and prove like, you know, you filled this thing out. I assume y'all do that because I used to. Right now, again, you sell $40K a month and it's pure entertainment, knock yourself out. I like doing stuff like that for fun. Hell, I made some phone calls like 2 months ago and I— we haven't recorded. I've not released it yet. Remember that one?

Who was—

who was the— she said she was the girlfriend of who was it, like fucking Jimmy Buffett or something. Who was it, Amanda? Who was it? Willie Nelson's girlfriend. Willie Nelson. I called a lead and she swore she didn't need coverage because she was Willie Nelson's girlfriend. And I went on with this chick for like 15 minutes, ended up booking an appointment with her. And anyway, it was— but I was having fun and it was comical, you know, whereas 10 years ago, I'd have like, I'd have been like, what the hell? My tone would have been way off. You know, and I think what I've learned is like along the way, especially when we're in pressure situations, getting objections, the client calls going off base a little bit, it's not going the direction you want, it's not tracking, they're giving you pushback. And we tend to like, our emotions tend to get like balled up and we wanna like battle back. And I promise you, if you can learn to like slow down, keep your tone like an even keel, And I've learned when I'm— when I want to get a point across to someone and I want to do it in the right way, instead of responding back with what I actually want to say, what I've learned is if I can slow down, bite my tongue, and think of a question without changing my tonality or demeanor that helps that person discover what I want to say, it tends to work better. You know, I do that with— I do it with a lot of people I coach and work with a lot. They'll, they'll Like I did with hell, uh, Stevie at the beginning. Something as simple as like he wanted to slide something by about it's hard to sell insurance when you work. And I was like, are you trying to convince me of that? Are you— because you've convinced yourself of that. I just asked him a question if he was trying to convince me of that horseshit or not. And then he laughed and was like, nah, actually I'm not, my bad. You know what I mean? I could have handled that poorly too, but I did it with a smile. I giggled a little bit after, and I— but I challenged him. You know, and I, I think if you guys can, at the very least, I want to give a lot of examples, but I also don't want to make it too confusing. Like, just if you're just aware of your tone at all times, just be aware, you by default will speak different. Don't overthink this one, just be aware of your tone. And by default, we have such good communication skills, but what happens is when we get emotional, we kind of go away from our natural communication skills. And we use this emotional buildup instead. Um, so for me, just being aware of it all times, it helped control that a lot. And with time, I just got better and better at it. Um, one of the things where I'll point you guys for more sales, there's a few things. Um, one, I have a podcast. A lot of y'all get on it. Maybe, you know, maybe you're on, maybe you're not. Um, but if you go to my YouTube page, I don't know if we have a link. I'm sure it's just youtube.com/JohnWetmore would be my guess. Um, If you go to YouTube, I interview a ton of great people and we go over sales stuff all the time— scripts, closing questions, uh, setting expectation questions. So not only do you get my feedback and my thoughts on it, but you get other people in the industry that are doing really well. Uh, so Reese just put the— Reese just put the link up. So if you click on that— excuse me, um, shit, I should have left some of those cough drops down here. I'm sorry, Amanda, I know you hate me, but I love you. If you would bring me some. Um, if you get on and click on that, it'll subscribe you to the podcast. Just go through and watch them. I share a ton of stuff on my YouTube, but the podcast specifically is meant to talk about sales stuff. Um, in my school group, if you haven't gone there, I have a school group. Again, JohnWetmore.com/school. Super easy. In there's a classroom section. A lot of the long-form sales type stuff we have in there. It might be on YouTube also, but it's organized differently in school. A lot of people get on there and ask questions. Um, and those that are looking for just another level, I certainly have a course a lot of y'all know about. A lot of y'all have been on it already. I'm super cheap. It's like $300, and it's, it's specifically for sales. And I always tell— someone hit me up this weekend about it, and they were broke. And I'm like, here's the thing, you can— everything I say in the course, I give out for free also. The difference on the courses, it's just organized and it's very specific info. Like truncated into a short window. So instead of having to watch 27 videos to find all my stuff, we just took all the good stuff and put it into a course. So it skips all the BS. So $300, you can cut out all the bullshit and just watch it. But again, it's, it's stuff I share for free and I'm super open about that piece because again, I, I teach— I've been teaching the same thing for 12 years. Thank you. I got 47. I got a whole handful of them. What up, insurance agents? If you're looking for a roadmap on how to win in this industry, check out the book I wrote. About a year ago. Do more now, get better later. Check out the reviews here somewhere. My team's putting them on. I'm getting tons of great feedback about all the people it's helped. Appreciate those of y'all that have bought it. Appreciate all the reviews that are going out. If you're new to following me or the industry, check out the book and get it in your hands now. Um, and then there's a few people in here— I don't know how many are on coaching in here, but I have a coaching program. There's a handful of people on the coaching in here. Certainly that's a higher level thing. You gotta, you gotta pay for that. And because that takes away my time from everything else I do. And I've done a ton of calls on that. So if you guys are interested in more there, just, just let me know. But I give away a ton of, ton of sales stuff. And again, at the workshop coming up, it's going to be heavily focused on not only sales stuff, but more importantly, how to teach people the sales side. You know, from a building standpoint. So not only will I teach people how to sell, but like Giovanni and those guys building, they got to watch how I teach some of the other agents. KG's in here, she's building a team. Like, how I teach— getting to watch me teach people how to sell is a different game, um, and it's a, it's a, it's a strategy I love using a lot in, in, in helping people win. So just some more places you get some leads and sales stuff. Again, I want to give the one tip, um, and I'm going to move on to some of this mindset stuff. I was taking notes the other day, um, on some things I want to talk about, and I've learned there's a few things, like, I think there's a few attributes that I had someone ask me recently, like, what are the people that, like, do really well have in common, and what are the people that don't do really well have in common? And is there any overlap? And I started thinking about some things, and I just— I have some notes on my phone, so I'm just sort of talk about them. And I look at things like discipline, for instance. All right, so when I talk about the book I've written, when you go Do More, Do More Now, Get Better Later, name of the book, the D in the Do More stands for discipline. And I think that everyone has discipline. Everyone has it. One of the most common things I get is like, I struggle with discipline and consistency, right? Anybody struggle there? I struggle with discipline and consistency. I, I know, I, I know there's money in this, but I struggle there. And I feel like that's one of those things we sell ourselves on, because when I was broke, I was really disciplined at sleeping in. I was not disciplined at getting up early. So I noticed people who win tend to not be the one that are disciplined at sleep they tend to be more disciplined in their daily schedule, right? Some of y'all are really disciplined with when your next show comes out. 8 PM Thursdays, I'm there every time, you know what I mean? New episode of Real Housewives or whatever, I don't miss one. The game on Sunday, forget kickoff, I'm tailgating, I don't miss it, you know what I mean? Whatever it is, the things you have in life that you are actually really disciplined at a lot. Even if you go like, what time do I wake up? And I make my coffee and I get my whatever, my tea and my whatever you, whatever your routine is. I take my kids to school. I, dude, I had another person the other day told me they spend their first 2 hours in the morning like walking their dog and shit. I'm like, that's really disciplined. It's just not gonna make you any money, you know? Um, so it's like, I really want you to look at your life and look at your schedule and go, what things are you really disciplined in? And are those the things you want to be disciplined in? You know, a lot of people are really disciplined in talking shit with their friends about whatever's going on in your community, in your world, in your local network, right? You just spill the tea with your buddies. I know people that do that shit every day. We're really disciplined in scrolling social media. I know a lot of people disciplined as shit in that, you know, where me, I'm like really disciplined now, and I've, I've been guilty of all these things. Which is kind of why I know both sides of it. Now I've learned to be like really disciplined where I don't look at it— like, I don't like to look at that stuff right when I get up. And so I have— now I only check my DMs. Like, I don't scroll social. The only social I scroll is TikTok because it makes me laugh, and it's no one I know on TikTok. It's just like random ass shit. I don't do it a lot, but like Facebook, Instagram, I don't scroll at all. I just check my DMs and want to make sure I respond to all the people who are engaging. So I check DMs, I check comments, and I do it for like 6 minutes a day. And I, I try and I force myself to not— when I wake up, I refuse now to look at my email. I will not. I do not open my email in the morning. I will not open my email till I get to the office now. And lately I changed my schedule. I don't even get to the office till noon every day now. I just have my schedule so dialed in that between 12 and today I'll leave at like 7. Right, so I'll be here 12 to 7 today, but in the morning when I do my normal morning routine, I didn't touch email once. Why? I don't know. What do you see when you open your email? I'm assuming it's not anything fucking amazing. Most of the time it's usually crap to do from someone else who wants you to do something. It's usually something negative. Maybe you get your pay stub, sure, but like chargebacks and so-and-so canceled and whatever it is. Like, there's— I just noticed as many times as I check my email I'm never like, damn, I'm so glad I checked my email right now. I've never had that feeling when I'm done, you know? And so now it's honestly, I kind of made it Amanda's job. I'm like, yo, can you, can you check my email like all the time and then just leave what you think I want to see? So now I don't mess with it. I didn't touch my email all weekend. I didn't touch it this morning. I came in today, I looked at noon, and what, I have 3 emails? This is fucking amazing. And she mostly archives them because quite frankly, like the rest of y'all, most of the emails I get are junk. Um, so again, look at, look at your life and go, what are you disciplined in? And are you okay with that? And if you are, great, I don't care. But just, I want you to audit yourself, you know? And I, I audit myself and I look at the things I want to do and the things I, I don't want to do based on the things I say I want, you know? And if you need that time, like to me, TikTok, I do it a little bit. I probably spend an hour in a day. Probably at night, just scroll, and I just laugh hysterically about— I'll send them to Amanda. Some of the dumbest shit ever that entertains me, but I get to like zone out for a little bit once a day, um, and I'm okay with it. Um, I'll talk about mistakes next. Again, just happens to be another one in the acronym. They aren't all, but this one is— just happened to be a big one. I think when I see— when I see people winning They just have no fear of messing up. And the ones that are slow, their reasoning to themselves is so that they don't make mistakes. Like, I need to know every product so I don't know a mistake, so I don't make a mistake. And I'm like, I, I don't know, do Like, do you have to know everything about everything to start? You know what I mean? It's, it's a kind of weird chicken and the egg thing. I get it. So for me, I go like, I love making mistakes. Why? Not because I wanna mess up on purpose, but I'm willing to make mistakes. Why? Because when I reflect on those mistakes, it's when I learn the most. It's the biggest learning. If you go like the, the, the curve, the gap, if you will, make a mistake is one thing. Reflect on that mistake and adjust and learn from it. That's where, that's where the glory is for me, you know. And I think so many are afraid to take action on something you know you should be doing because you don't like the feeling of messing something up. Or when a client asks you a question you don't know the answer, or recruit asks you a question you don't know the answer, you just— or you don't know every product inside out. You know, it's okay to run in life and go like, I actually have no idea. Think about how many times I do it with y'all. I, I'm very open about the stuff I don't know. I'm like, I have no idea. Like, the amount of things that my crew does for me because I'm computer stupid, I'm just like, okay, I don't know how to do that. Um, and we've launched a lot of things. I mean, I started the agency without having a clue how to build. I didn't know how to interview. I didn't know how to get someone started. I didn't know how to do anything, but I started. And every time I messed it up and someone's contract got held up for 6 weeks because we didn't hit the right button, I'm like, shit, my bad. Oh, and by the way, it won't be my last mess up, but I'll fix this one, you know. And I, I see so many people that are like doing not so well in life, and yet they're afraid to take action because they don't want to mess up. And I'm like, I don't know, I started looking at it like, aren't I kind of messing up life on the financial side already anyway? Like, can it, can it get worse? I don't know where y'all are at, but for me, it really couldn't have— I couldn't have made any less money. I don't think it'd have been— I was already pretty damn close to zero, you know. So it's like, I noticed the ones that, that tend to do well are not afraid to just make mistakes often. And, you know, it's like, I— that they talked to my— Maddox's baseball coaches talk to them about that a lot. Like, their job is to make mistakes in practice, learn from it, and then start practicing it the right way until they get it down so well they can't mess it up, you know? And I just wish so many more of you would be like willing to just go out there and make a mess of things. Like, Zach's getting started with us, he's brand new, he runs a landscaping company, and he's pretty fucking analytical. Super nice guy, but analytical as shit. And I'm analytical, so I can spot him a mile away. And I just— I'm like, dude, don't be afraid to literally go run 100 appointments and make a complete and total fucking mess of them. That's how I trained him. That's the training he got. I'm like, go fuck it up, and when you mess it up, come back to me and then we'll make tweaks. But if I give you all the info up front, are you gonna be able to say any of it anyway? You know what I mean? Like, it doesn't work that way. And for him running a landscaping company, I'm like Yo, did you have to have every piece of landscaping equipment, top tier, zero-point turn, best mower in the industry before you started cutting lawns? Or did you have some piece of shit and a trimmer and just go bang on doors and start selling? You know what I mean? I know a lot of people that start landscape companies and they have no equipment.

Dude, the—

I, I— hey, remember Brooks, Amanda? Yo, when I hired him, this dude rolled up in my house in a freaking Nissan Altima. And pulled a lawnmower out of his trunk to mow my lawn. And I was like, yo, I like you. And I built a relationship with the dude and ended up— he ended up doing some dumb shit that I didn't like, but I liked his hustle, you know what I mean? Dude rolled up to me, and I had a nice house at the time, rolled up to my house with a beat-up Nissan Altima and a shitty-ass lawnmower in his trunk. I was like, I like this guy's balls, I'm in.

You know what I mean?

Like, I just— I appreciated that, him being willing to go out there and start doing something to make money without having been fully prepared, you know? And I, I, I just— I see that a lot between people. So again, it's the mistake thing is a big one. I, I just see a lot of people on the wrong side of it. Now, repeated mistakes, I think they're pretty stupid. So if you keep doing the same thing wrong over and over again, probably not smart. And like Steven mentioned earlier, he was just unwilling to learn, unwilling to make changes, unwilling to take feedback, unwilling to be vulnerable and share your issues with people and ask for help. Like, that stuff's hard, I guess, but it's also really easy, you know. I had a dude on my podcast this week, um, oh, what is his name? Uh, what's that cat's name, Amanda? Dude, this guy messages me, super nice guy, I have like, oh, Kyle Perry, probably coming out in a couple weeks. I don't know him at all. Hits me up on my DMs, literally face tattoos. You watch his Instagram and he's got life going on. He grew up in a really shitty area. He's fighting with people on the internet, like just, but he also says some really good stuff. And I, I liked, I liked more than I disliked. And he hit me up and just started DMing me, asking me some questions. And those of you that know, if you DM me, I'll probably answer. So I answered the guy, and at the end he's like, hey man, can I get on your podcast? I was like, sure, why the fuck not? But I let him on. I don't even know the guy. I don't know how much insurance he sells. I don't know one thing about him. I got him on my podcast. I learned a lot about him on the— we recorded it, uh, sometime mid last week. But like, the guy just asked. Now, because I share that doesn't mean that everyone on here can ask, I'm gonna let you on it. But shit, he's the only one that asked that I didn't invite. And I was like, hell, sure, maybe, maybe that'll work for you. You know what I mean? But the guy just asked. He just, I don't know, he wasn't afraid of the rejection part of it, and he didn't feel like he had to be selling a zillion dollars to, to get, to get on a podcast. And I was like, I actually kind of freaking like that. Um, let's see, let's go. I got 2 more I'm gonna cover. How much time do I got? 15 minutes. I got a little bit more action. Do I want to do action or fear? I'm gonna go action. I was watching another— if you don't know, I watch— if you don't haven't noticed, I share a lot of stories about stuff I watch. I consume a lot of content from people who make a lot of money and do really well in life, um, run businesses, things like that. And I was watching one the other day and they were talking about MrBeast. I assume most of y'all know. I think he's got like 4.9 trillion YouTube subscribers or some obnoxious number. He's like It's, it's insane if you don't know. Um, and, uh, someone asked someone in his network why they think he's so successful. And this guy who they asked was also very successful, and he said this— and I forget his real name, I think it's Jimmy, I think his actual name is Jimmy if I'm not mistaken. And they go— they called him by his first name in the thing, they didn't call him MrBeast. And they were like, uh, Jimmy just— when he, when he moves, he moves now. Like, he doesn't— when he has an idea or someone suggests something to him, he doesn't do it later. He literally does it right now. His— just from thought to action is so fast that he just gets stuff out before everyone, you know? And it's like, how does that apply here? I don't know. Think about how many of you guys get leads in and then you wait a day or 2 days or 3 days or 4 days or 5 days to call them. For 1 hour, 2 hours, or 3 hours, or 4 hours, you know what I mean? And maybe, maybe you have so many appointments you have to sometimes, but quite frankly, most people that wait also have the time. Or if you know you need to, I don't know, hire a staff, you just have all the reasons in the world why you don't do it today. Or you want to start recruiting and you just have all the reasons in the world why you just wait. And you do it later. Or you want to get in better shape and you're like, fuck it, January is right around the corner, I'll start then. You know what I mean? It's like, like, why wait? And I try to do that everywhere in life. As simple as like, my wife has to be careful sometimes if she asks me for something like a honey-do list of some kind, because I like to get things done like now. So if she's like She brought something up to me this weekend. She was like, hey, I have these boxes. I organized the little storage room downstairs. I have like 6 or 8 boxes that are yours. Can you move them to the— we have a little outside storage thing too. There's a bunch of tools and shit, man stuff, whatever, that we hadn't quite organized from the move in September. And she goes— she starts by going, hey, I don't need you to do this right now. However, there's these boxes downstairs. Can you put them up sometime this weekend. Because in a normal case, I'd have been like, I'll just do it now. Why? Because I just want to get it off my head. I want to get out of my mind. I want to get it off my shit to do. I just would rather do it now. You know, you take trash out in the kitchen, dude, and how many of y'all's kitchen looks like that thing where you put the trash in and it's like, if you, if you lean the next piece on the trash just right against the side, it'll stay there and you don't have to empty the trash? And then if y'all got it in like a corner against the wall, you can pile that shit up sometimes like a foot above the barrel— trash can. Amanda always makes fun of me when I say that word. Is it the barrel you hate? Trash barrel? Is that the one? She gives me a complex. But like, think about that. Like, I go into my house, every time I open the trash, it's full of shit. I'm like, everyone in my house just tries to squish it more and more, and eventually it doesn't squish anymore and they just pile it. So I open the thing, we gotta— it hides behind a cabinet, so So I open it and there's so much stuff in there it scrapes the bottom of the counter and then shit pops out and it falls on the floor. And I'm like, there's no way that doesn't happen to them too. So I'm guessing everyone else in my house just picks it up off the floor and puts it back in the trash and then closes it. My brain, I'm like, let me just take it out. I'd rather just take it out, not deal with it, you know? And when we do stuff here, when we need to hire someone, when we need to make a move, if we— hell, if we need to get rid of someone, if if we— whatever it is, I'm like, now. Can we just do it now? Can we start it now? Now. Sometimes I do give my staff the leeway. They can go like, yeah, we're busy as shit, we'd love to do it now, but we can't. My God, it makes sense. But if I control it, I'm like, I go now, you know. Decisions to invest on stuff. I had something with my truck today. I have a nice truck. My engine blew up. If any of y'all seen the truck, the engine blew up. Some metal went through the whole thing. The whole my entire truck's like gone. 9 million parts need to be replaced. And the guy's giving me all these options. He's like, you do this, this is the cheap way, this way is a little— this way is a little cheaper but takes forever, this one's a little more expensive but you can have it now, da da da. And he's like, just think about it and kind of, you know, I'll give you some pricing, let me— I'm like, no, no, no, do this one. Good. I'm— we good? Just do that one. And I just picked the one. I picked the one that was more expensive, but it gets done, it gets to me sooner. Right? And I'm like, I don't want to think about this for the day. I don't want to go home and talk to Steph about it. I don't want to write down numbers and compare. I'm like, just go do this one. Are we good? He's like, yeah, that was quick. I'm like, yeah, I mean, how long do you want me to think about it? Like, I'm just— I want to make the decision and move on. Why? Mental capacity. We only have— we can only hold so much shit up here, you know? And if I can remove a decision-making process from my life, I'd rather remove it now than later. So I have less to worry about and I can focus on what I'm trying to focus on. Now again, do you have to pay attention and be like, well, my grandma called me to like change her flat tire and get her groceries, I have to do that now instead of dial? I mean, y'all know better than that. So we have to make smart decisions with what we do now. But a lot of times those things, those business things, those things that will advance you, those things that scare you that you know you need to do— people that want my coaching all the time And then they're like, and then they back off and they're like, yeah, well, I got the money. And they start overthinking it. Like they were in for a second. And then when it comes time to pay, they're like, well, maybe I'll let you know. I'm like, you're probably not one I want to work with anyway. I'm good. So then I make the decision that I don't want them anymore. You know what I mean? So I like people that make decisions fast. And I've learned it's helped me way more than it's hurt me. Now, have I made fast decisions and been like, Oops, I should ask more questions there. Yes, yes, I have made really poor decisions making decisions fast. However, I'm way more in the plus than I'm in the negative, right? And there's pros and cons to everything you do, and I just like to be the one that goes like, I like making decisions fast, I like committing to them, and I like moving on, um, and it makes my life flow better. I'm not saying it makes everything perfect, but it's who I like to be, and I've learned that when I have opportunities and I say yes, really good things happen a lot. Um, last thing I'll touch on, let me see if I want to— actually, I'm gonna end there. I'm gonna end with that one. Um, I'm gonna go on to some recruiting stuff. You see, I don't want to do this. Um, so I have a question first. I have a coaching program, which is cool. I've had a lot of people like thinking about— I'm always trying to think about like what I can offer to people to help them win. And I've had a lot of people that want to get into building, say like agency building, building a team, doing all the things, hiring, hiring staff, etc. But they're not quite at a level where they're like, I'm willing to or want to pay for direct coaching. So I'm, I'm somewhat— we're brainstorming in my office if there were something available that involved teaching, recruiting, scaling, building, was cheaper than my coaching. So sub-$1,000 a month, $500 a month, somewhere in that range, probably. I'm thinking if I add like 20 or 30 people to every other week teaching recruiting scaling systems, it would be different than the coaching a little bit. But I'm just curious if you have interest in something like that where we did a call every other week and it's strictly for how to build an agency. Again, it wouldn't include any of the off time for those of you on coaching. It's not going to include any of the extra shit and the one-on-one, the calls and the off topic, off times we talk. This would be like probably every other week, very specific to recruiting, building. If you'd be interested in that, I'm just gauging interest, just put a 1 in the chat. I would just shit curious if it's— because I've had a few people ask and I'm like, I don't really have that. Um, and I'm thinking, but if I don't get— I wouldn't do it with less than 20 people. I would want a crew. Um, so if you'd be actually interested in ongoing, because I can dive deep on that shit. Um, and I enjoy it. I just don't want to do it with 3 people or 5 people, so I'm just shit gauging interest. So again, one in the chat if you'd be interested in that, maybe in every other week, recruiting specific, agency building specific. And this would be a long-term thing, you know, teaching everything I've done in recruiting. I can talk about this shit till the day I die. There's a lot of moving parts, there's a lot of people, a lot of personalities. So it'd be a very long-term commitment thing. It wouldn't be like, hey, let me try it for a month or two and bounce. It'd be like, yo, I really want to be in this. And I have a vision for it. And it's something that keeps coming up. So I see a lot of ones. So it looks like we got a decent amount of interest. We're thinking about putting something together. My team is going to take everybody's names who has interest. We're going to kind of chat about it afterwards. And I want to create something. I've been asked to build a course 9,000 times about agency building. So I'm thinking of combining it and having like the course included with ongoing training. And continue to add to the course. That way it's very structured and you can follow along and watch it, but then also get interactive stuff along the way. Um, and if the numbers make sense for me, I'll do it. So I'm going to give you some free stuff though today on recruiting. And again, at the workshop in June, for those that were at the last one, you know, I— we dive deep into this, uh, recruiting and building thing as well. So again, if you haven't registered yet, get in before you can't. Um, I was talking to actually someone in the our coaching the other day, and he was asking about recruiting, and I— and he was like, I just— I don't— what's the one thing that helps? What's the one thing that helps make those quick decisions, or what is the deciding factor? That's a good question, Zach. I'm gonna answer that before I give this. Dude, I trust my gut a lot. You ever get like a gut feeling about things and then you start to second-guess it? Y'all do that too? Like, you have an initial— like, an initial, like, here's what I think, and then we start weighing everything. It's the analytical curse. Yes. I'm trying to avoid that mental anguish in my life at all costs. I like— and I trust myself a lot. I'm also willing to mess up. Like completely willing to mess up. So for me, Zach, almost always I just go with the initial gut instinct. Almost always. Um, and I, I do that with Amanda a lot too, in the sense of like when we have an agent that— you ever have an agent like you hire someone, you're like, I feel like I should get rid of this agent, like not keep them They suck here. They shouldn't be on the team. I should send them somewhere. Like, you ever feel that? Amanda's shaking her head yes. She feels it a lot. I, um, when she has that gut feeling, because she's seen so many agents come through the process and she sees them, especially early on, she sees them a lot more than I do, just interacting with them, getting them started, getting them contracted, all the dumb shit everyone needs at the beginning that we all needed. I'm I'm not saying in a mean way, it's just there's a lot of dumb stuff that I don't know how to do. Um, and when she's like, I don't— this one, this one gives me the— gives— this one gives me a weird feeling, I'm like, all right, let him go. I just trust her gut too, you know? So, Zach, it honestly, dude, it's, it's gut feeling almost always, bro. Um, I don't know, it's a really simple answer for me. I, I tend to just go with that. Um, some things I will sit back and think about, but even if I do think about it, ain't long. Sometimes what I like to do, sometimes I'll bounce something off someone I trust that I know won't necessarily appease me. I don't like when people just say, like, agree with me just because they feel like I want them to agree with me. And there's only a couple people in my life that will challenge my thinking. So if it's a big decision, Zach, or something that I think will have some influence, I'll check. I'll be like, yo, Amanda, what do you think? Hey, Steph, what do you think? A couple mentors, I'm like, yo, what do you think? There's only like 3 or 4 people I have in my life that I'll run something by to get their perspective. Sometimes, I bet less than 20% of the time, I'll seek counsel on something. But most decisions, dude, I'm like, yo, let's decide and go, you know? Hell, all the crazy shit y'all see me register for, all the like endurance events, that's because in a snap moment I'm like, fuck it, 3 marathons in 3 days in the mountains? Yes, sign up. Had I spent and thought about that, dude, the amount of training I have to do for this stupid thing I signed up to is obnoxious. It hurts. Every bone in my body hurts. My muscles are sore. My brain hurts. It's a lot of time, energy, effort. If I sat and thought about it I'd have never registered for these things, you know. But every time I, I go through the process, I love— I just, I don't know, I look at it, I'm like, that was a smart decision. It keeps me pressing in ways I didn't. So again, more often than not, do gut decision. If I feel like I have to run it by someone, I will, but it's got to be the right person and only someone that sees big vision stuff. Like, I wouldn't run it by my mom. You know what I mean? Or like a buddy. I ain't— I ain't do— I need to run it by someone who thinks big yet will also challenge me. That, that's kind of where I have to go if I'm gonna run it by someone. Um, let's see. Have experience coaching agents who are with you more than one IMO? I sell more than one product and it's kind of hard to recreate, multiply. I feel like I do health Are you asking— what are you asking, Sebastian? Have experience coaching agents, or are you asking if anyone in coaching is with more than one IMO? If so, yes. Um, I coach people that do all kinds of shit, if that's your question. If not, clarify. All right, I'm gonna give you guys this exercise, something I've been thinking about a lot. I was talking to, uh, one of the guys in coaching the other day, and he's wanting to recruit, and he's like, he asked me to help him structure an interview, a recruiting interview. Right? Like, that would help, I assume. Like, structuring a recruiting interview seems like a lot of people want to know how to do that. So I'm gonna, I'm gonna go through first why I thought about it a lot this weekend, because I told him yes. First, I told him to send me a recording of one so I could hear his, so I could offer some tweaks. And then second, I started thinking about how I can help him, because we're going to set up a call to do it, and I'll probably share it at some point. But I was like, why do people not know the structure of an interview? And I, I thought back to when I really didn't. And when I really didn't, all I did was pitch people. I just tried to throw up on them about they can make 9 zillion dollars in 9 seconds by buying a $20 lead and making a phone call. And you can get all these overrides and build a team. And yeah, like, I did all that shit too. Here's the levels. And oh my God, this guy's— this got this sticker, and because he sold so much stuff, like, I— again, I did all that, but it's not really a proper interview, right? It's like, you gotta really— and I broke it down to 3 things, and these are— I want you guys to write these things down. Um, we're probably going to cover this. It seems like we had a lot of interest, so we're going to see if it's real interest or fake interest on setting up the thing. And if we, if we set this up, because I can turn that thing around quick, the, the recruiting training I'm talking about. We may make this something we'd cover on the first one, um, because I sat upstairs going, what can I do with this info? So I'm just going to give it to you guys and we'll figure out. I think if y'all— if y'all— I think I want to do something. If y'all send them to me, maybe record a video and send it to me, and I'm getting— I'm going to give some free shit away to whoever's I like the most. And it's going to be combined with whoever does it the quickest. So if you do it the quickest, I'll like it more than whoever does it the slowest by default. But these 3 things I want you to think about. Number 1, why on earth should someone work with you? I really want you to think about this. Like, why should they work with you? And you should be able to— you should know this. You should be able to articulate this if you're having a conversation. And you got to be able to attract people to want to be around you at the end of the day. So from their standpoint, why on earth— like, for me, I know why they should work with me, and I can give a list of reasons. I've sold $40K a month on my own pen. I can teach you how to sell $40K. I've taught thousands of agents how to. I can give examples. I can teach you how to build a team. I sucked at this and I got pretty good at it. I can, I can list a number of things that I can specifically do for someone who wants to work with me. So it's like, why should they work with me? Dude, I fucked it up more ways than you can count. And I figured out how to get pretty decent at it. I can help you skip most of the learning curve. I can, I can help you make the money I've made faster than I made it if you're coachable, right? So I talk about things like that. I don't want to get too deep in it because I don't want to give you all my answers. Number 2, who are you looking for? Like, specifically, who are you looking for? Like, I know what I need in someone I want to hire. Or do you just hire anyone who's breathing? That has a license or is willing to get a license. And there's no wrong answer. I just want you to understand who it is you're looking for, and I want you to narrow it down. And if at the beginning it's anyone that breathes, great. I've learned I didn't like working with anyone that breathed. I had criteria I wanted. I had things, you know, I mean, there's— and y'all heard me talk on this stuff a lot. I have very specific things I'm looking for in order to spend time with someone. Right, so number 1, why should they work with you? Like, this is like, I want you to sell yourself to yourself, and I'll teach you guys what to do with this stuff later. But if you don't have this, I think your interview goes sideways. I think if you know this stuff, the interview happens more naturally because I know what I'm looking for. So all my questions are designed to identify if this is someone that meets my criteria. You know what I mean? So if you don't really know what you're looking for, your questions are just questions. My questions are very targeted because I'm trying to get somewhere with people, right? So who is it you're looking for? I'll give away mine a little bit. I'll give away a little bit of mine. Y'all have heard me talk about so many times. Get effing paid. Get effing paid. Get effing paid.

Get effing paid.

What up, guys? If you guys are looking to get to an 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 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 will be around here somewhere. Look forward to seeing you there. If you are in the insurance industry and you're looking to scale and grow your business, I highly 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. Um, for me, I'm looking for people that are coachable. I need you to be coachable, number one. Two, do the things you say you're going to do. And three, communicate if you can. And I can dive deep into those things because I can give examples of people I like working with and people that I don't. And for me, the frustration came from people that aren't coachable, people that don't do the shit they say they're gonna do, and people who don't communicate. It drives me— it like, it triggers something in my brain that makes me lose my shit mentally, emotionally. I go off the rocker, and I don't like who I am during that stage. So I've learned to like put people in a bucket, and here's what I'm looking for, and it gives me a lot of control. Um, and again, I'm not saying you need those things. I know some guys that won't— they won't mess with anybody that they don't have $5,000 a month to spend. They haven't sold $40,000 a month before. Like, there's— I know people that have really high thresholds. I know people that have really low thresholds. What I know about most people is you don't have anything. You just will work with whoever, you know, and you don't know what to ask because you haven't identified these things. And then third, what expectations are you setting, or do you think you need to set? Because you're probably— you may not be setting them now, but what expectations would you like to and/or should you set with these people that you're looking to interview? So like, what expectations do you want to cover? Meaning, do you want to cover how many hours they work? Do you want to cover lead cost? Do you like— you want to set those expectations? Do you want to talk about chargebacks? Do you want to talk about roll-ups? Do you want to talk about telesales, you know, like what, what ex— like you want to set the stage. And this all goes down to sales, right? Like, why should a— why should a client work with you? Hell, they can buy Mutual of Omaha from me. Why the hell should they buy it from you? And you tell them, I'm going to be your agent for life and I'll take care of you and I'll treat you like you're my mom, and all these things you say, right? And then we set— then we, then we, we go like, not everybody can qualify for this thing. You have to meet age and health guidelines and yadda yadda, right? We, we go like, we put people in a box. And we're looking for a certain clientele. Most of us are looking for a clientele who filled out some kind of lead versus a random stranger walking down the street, you know what I mean? Like, so we, we identify who we're looking for on the sales side. This is no different. And then 3, we set expectations on the sales side, right? Here's how this is going to go. Here's what I'm going to do today. I'm going to ask you some questions. We're going to go through health stuff. I'm going to go through some— the application. You're going to pick a plan, yada yada yada. You'll get a policy in the mail. All the stuff you say And if you're not saying any, if you're sitting there going, I don't do any of this during a sales process, you probably should be. This can work there too. Now, and that's what we kind of fixed on, on Stevie's side is him. He was, if I remember right, he was not setting expectations at a certain point. So he kept running into the same objections. You know, when you hire people with no expectations, you, I found out when I did 600 interviews my first 2 years and had no agents every month selling. Is because I wasn't doing any of these things. I didn't really know why someone should work with me. I didn't identify and articulate who I was looking for, you know, and I sure as shit didn't set any expectations. I'm like, hell yeah, get your license, bro, go, good luck, go sell, let's go. I didn't set no expectations whatsoever, you know, advance money, not spending your money, saving for taxes, reinvesting for leads. There's all kind— I have a gang of things I cover, you know, and I've learned if I have those three things That at least sets the stage and the structure for, for me to ask questions that see if this person fits into my mold of who I'm looking for. We do that in a personal life, you know. All y'all go like, I want to date someone, for those that can. And for those that can't, you should not. But like, when we're, when we're trying to find a partner, we, we do these things. We know who we're looking for. We won't just date anybody. We have certain expectations of people. We set the stage. We're willing to say no to people sometimes. You know what I mean? And then you learn all the things you dislike about people. And then on the next time you meet someone new, you tend to cover all the shit you hate and go like, hey, where do you stand on all these things? And you want to find out fast, right? You don't want to go down this rabbit hole of a new relationship with someone and find out 3 months in that the same as the last jackass you dated. Fair? We want to— we want to know that stuff now and get it out of the way. And I find that to be the same when I'm doing business with people, like the things I dislike or that frustrate me about agents I've dealt with in the past, I want to address that stuff now with future agents. And setting expectations allows me to do that. You know, we do it with our kids, we do it with family, we do it, we do it in a lot of places. But I found on the interviews, we don't tend to do a lot of these things. We just tend to answer a lot of questions and we tend to pitch how great our company is, how amazing our training is, and we have the best leads on the planet. That's what most insurance agents do. And quite frankly, none of that means anything to anyone, honestly. So I think if you guys will, as an exercise, map those things out. This might take some time. It'll probably take some thought. It might— it will definitely change over time. And as you interview people, as you're doing it, look at those 3 things and go, how well did I touch on these things? You know, someone asked me a question off the rip, right off the beginning. Hey, tell me about your company, or tell me about your leads, or whatever. I always— my— always I go, hey, great question, I'll answer that in a minute, but do you mind if I ask you some questions first to see if you'd even be a good fit for me? Every interview ever, if they ask me any questions, I say yes, but first I have questions to see if you'd be a good fit for me, because I'm doing the interview, you know what I mean? They don't get to ask their questions until I decide I want to proceed in the conversation. And like the guy I sent to Giovanni. If they don't want to participate in that part of the process, they can't talk to me. And hell, they can't talk to him, you know what I mean? Like, he didn't want to follow our process. What does that say? He's not coachable at all, and he thinks we need him. Like, I think he's confused, you know what I mean? So like, we move on from people like that. I'm not going to cater to stuff like that, and I don't want any of my people to. I'm like, nah, I want you to hold your ground. Let him go work somewhere else. Who gives a shit? There's plenty of good people out there, you know. Um, so those are 3 things. I really want you guys to spend some time on them. If anybody does decide that they're willing to participate, just email them to me, JW@johnwetmore.com. Comes right to me. If you have to DM it because it's too big or whatever, just DM it to me.

I don't care.

I'm gonna take a few. Um, I'm gonna give away some merch again to the, to the top 1 or 2 I like, and, uh, I'll figure out something to do with it. Maybe I'll get someone on, maybe we'll coach someone on the next one, maybe we'll go through yours. I don't know, I'll do something fun with it. But I didn't want to like pause and have anyone write it down now and then, and then go. Um, last thing I'm gonna touch on before I open it up is systems in recruiting. And systems are majorly— major necess— a major necessity in the process. I think like everything else, most people want systems before they start recruiting. And I'm like, you don't really need them before you start, but as you start to get going, certainly systems help. So that's one of the things that I not only train on in the, the, the recruiting thing I'm talking about doing, but in the coaching or any of the workshops. Like, we teach the systems that we put in place to build this whole thing. We have a, we have an entire GoHighLevel automation built out that we sell to a ton of people in the industry that are building teams. It's called Get Agent Automator. It's getagentautomator.com. Um, and it's something that we built internally. Amanda and I built it over the course of a couple years, and it's our entire recruiting and onboarding system that we use to build this agency. We started building that at probably, oh my, $500,000 or $600,000 a month, and it's allowed us to scale this thing up to— what did we do last month, Amanda? What was our, what was our final number? Like $16 million or something stupid. It was a big number. $16.3 million in premium in March. So I don't know, 14,000 applications we sold in March, you know. And I don't have to mess with most of it today because we have a system in place. Most of the recruits that come in— we bring in thousands of people a week through our process somewhere— most of it we don't have to touch because we now have a system for the whole thing. And it took us a while to build, which is now why we go like, here, it's available, you can buy, and That's one of those things where you go for the cost, you can skip the entire building stage that took us, I mean, we've been working on this thing, iterations of it since 2018. So we've been building this machine for, what's that, 6 years, 7 years? You know, the way that GetAgentAutomator is now, it's a 7-year culmination of us continuing to add to it. And it's recruiting, it's onboarding, it's messaging, it's follow-ups, it's reminders, Here's how— here's step 1, here's step 2, go do this, get in class, get registered for boot camp, get contracted. It's all the process for agents and staff to manage a pipeline of a lot of people coming through. And at the beginning, it's just a lot of phone calls and sending emails and getting people started. But when you, when you really want to scale this thing without a system, it's hard to remember everybody. You ever like go see a client or talk to a client, and then— I know this happens to you, Giovanni, because especially you're in the field, you're out there in a field and you sell a policy at 9 AM and then at 3 PM your phone rings and it's like, hey, what's up, this is Steve. And you're like, who? And Steve's like, yo, you just left my house. And you're like, Steve, fuck, who the hell's Steve? I forget Steve. Or like, you forget them like in a second sometimes, right? Because you're on so many appointments, you just— you sometimes forget who Steve is right after you sell them a policy. Dude, start bringing in a few hundred agents a week. I don't, I don't remember the names of a lot of people. I don't remember where anyone is. I don't know if they got their license, didn't get there. I don't know where in the process they are without a, without a system. I can't remember everything, you know? So we built this machine to remember all the stuff that us as humans can't. Um, that way it can do all the tedious work and I can spend more time talking to people, you know? So all of our systems in place are for that specifically.

Um, Questions?

Anyone want to— I kind of want to open it up a little bit. I got like 15 more minutes I could chat. Anybody have any questions or anybody want to run through anything? And feel free to unmute, and the first to go gets it. I don't really have a process for this one. Anything I can help with specifically?

Hey John Wetmore, the— what was the third thing that you asked for as far as for you know, getting some information back when it comes to recruiting and building.

Yeah, right. Yeah, this is like— I think this— so for me, it's like the stuff you should know to properly conduct, like you should know for you. That makes sense? Like, you got to decide. And yeah, Sebastian, the way I— the way I always— I do this, and then people want to put my stuff in place, which is fine, but my stuff is in place because of all the shit I've dealt with, right? It's a culmination of lots of years. So it's like script. Can you steal mine? Sure. Will it work the same? No, because you don't even know why the fuck I'm saying what I'm saying, right? I'm saying mine from like bruises and injuries and getting shit on from agents and quit on and debt, like, you know, I mean, I've dealt with all the stuff. So my thing is because of the stuff for me. So although you guys can steal stuff, I really want you to sit back, Sebastian, make this shit yours. You know. And, uh, but I— the third one is what you said. The third one, it was expectations. What expectations would you like to set with everyone you talk to? All right, so I'll give the three again. Why should people work with you? Two, who is it you're looking for? What attributes? What personality styles? What learning styles? What— like, what do you want around you every day? And then three, what expectations do you think you should set on every interview? Before you decide to go forward and work with someone. I think they're hugely important. And if you know those things inside and out, an interview is so natural and easy. It just then becomes a conversation, you know what I mean? And I, I can ask questions to find out if someone's going to be coachable. I can, I can, I can ask a lot of questions to see their willingness to invest. I, I, I mean, I've shared a lot of the interview questions, especially if you come to any of the workshops, watching my long-form content. I share this stuff a lot, you know. And so for me, I think expectations is— it's, it's the most important one if I stay on the phone with someone more than 5 minutes. Because the first 2, bro, I don't— I mean, to be honest, the way I do them, I kind of do number 2 first, like who I'm looking for in my interview process. Like, I kind of weed people out quick. And then if I decide I somewhat like who they are, then I, then I sort of explain, I sort of assume people know, especially today, you know, so kind of 1 and 2 are kind of depends on the conversation, which I'm looking for first. But I tend not to pitch me first. I tend to ask questions to see if they're a fit first. Then I tend to talk about how I can help solve their problems second. And then third, I tend to set a lot of expectations if we're gonna proceed. You know, that makes sense. I'll assume yes.

Anybody else try to unmute?

That doesn't make sense.

Thank you, sir. And yeah, what I threw in on the chat, yeah, earlier was more about like, I do— I have— so I do health and life.

Yep.

And my, my problem has been figuring out like there really isn't a, a process. So one IMO is health, one IMO I'm under you on the life.

Yeah.

Um, you know, kind of just, do I build my own? You know what I mean? Like, to— because that's worked for me, like doing health half the year, kind of. I mean, life throughout the year, Final Expense, but really focusing on health during open enrollment season.

Yeah.

Um, and it's kind of like, that's what I was asking. Hey, do you have anybody kind of doing dual stuff, like Medicare and life, or life and health?

Sure. Yeah, I mean, I think, I think there's, there's kind of two schools of thought with it, dude. And this is one of those things where you gotta pick who you want to be, right? I know guys— take like, uh, Pete Fournier, all things insurance. He literally does every fucking thing you can imagine in insurance. He's— he does well in life. My argument is, I think he's one of the best trainers in the industry, and I don't sway or disagree necessarily with the way he handles his business. But I'm like, imagine if he went deep on one thing. Now his eyes, he sees me and he goes, imagine if he did all these things, you know what I mean? So we just have a difference in the way we view business. He's one of my best friends in the industry, but he does well. But I go like, ah, but he's been doing a long time and he ain't had a million a month yet in volume, you know what I mean? So I just— you gotta— that's one of those things where you gotta pick who you want to be, bro. Um, I think I, I think I've seen over the years the people that I know are successful, like uber successful, tend to do one thing really fucking well before they add other stuff. Um, but like, I think of Gaylen Hendricks, queen of the bundle, you know what I mean? She's always cross-selling shit. Uh, what's that other dude's name? Um, who's the one that's with Coach a lot? Amanda, I told you I liked him the other day. Uh, I want to get him on the podcast. He texts me every once in a while. Uh, he's in Nashville. Forget his name. Um, Kelly, who is it? Nope, nope, he's in Michigan. Uh, he, he has a place at the whatever center, Coach's joint. Um, I think of his name in a minute. Anyway, so dude, they, they all work, bro, but I do think that it's gonna be Think about all the agents you've dealt with so far, right? And go, how many of them master one of the two? Like, what percentage are amazing at one of the two things?

Usually, yeah, it's— are you asking me? Like, well, I mainly bring people in on the health, and then, yeah, they kind of suffer on the life, you know what I mean?

Yeah, yeah, yeah, yeah. You just got to decide if you're okay with that. Because not everybody has the capacity to learn multiple things, especially well. And quite frankly, and you know this, so I'm probably not offending you, I know you enough, most of the people you probably bring on for health probably suck ass mostly at that too. You know what I mean? They— I'm sure you're not loaded with just killers. So then it's like when they dabble a little bit here and then you go also dabble a little bit here in something new It's just going to be— you're just going to have to really articulate who you're looking for. Does that make sense? You're going to have to deal with somebody that has the capacity and willingness to learn both because they're so drastically different. They really are.

And it's kind of like I'm trying to find another me, you know what I mean? But it's not, you know. Yeah, I think it's being able to navigate both sides there. But yeah, that's sometimes what I mean.

Look at like Jesse, she tried to do it, she couldn't, right? She couldn't, she couldn't mess that She couldn't put the time energy into that life side to learn it, and I didn't have the patience to teach her because she was— she had one toe in, you know what I mean? And I'm like, well, that— you're— that's not attractive to me. Oh, you want to mess around a little bit off-season? I'm like, all right, like you, I let you do it, but like, dude, I don't spend a lot of time helping you build something. Why? We get like a policy every other fucking blue moon or whatever it is. I don't pay attention, but you know what I mean? But so you guys, you got to see it now. The health side of people might also see it that way. And go, damn, I wish you would do more of this. But maybe they don't. I don't know. You know, so that's one of those things. It's like, who do you want to be, bro? If you, if you have the capacity to do both and you love both and you like teaching cross-selling and you like teaching, let's do health for these 3 months and let's do life the rest of the year, and that works for you and you can teach it, dude, your pitch should be, here's who I'm looking for. Because there are other people out there like you. Does it make sense? So it's not wrong what you're doing, you just may be targeting the wrong people and bringing them into your world who don't understand that, you know what I mean? Setting expectations, setting boundaries. It's like, does it make— does that make sense?

Yeah, yeah, yeah, makes a lot of sense.

So again, I think you can do both. I, I do full— I believe with everything I got though, if you went all in on one I feel like you'd make a lot more money.

You know what I mean?

I just, I have a hard time with— I mean, everybody tells me that. Yeah, think about how many agents we have, dude. I don't touch P&C, I don't touch health, I don't touch Medicare, I don't touch ACA, I don't, I don't touch nothing. I don't touch it. And everyone's like, if you just put this out to your agents, you could get X amount of policies and X. And I'm like, yeah, but it would water down their fucking heads and their learning and they're just It caused more headache in my world than it would positive stuff for me, you know. And that's just one of those things I'm like, dude, the thing I do well keeps growing. Why change now? It's worked, you know. And that's not to say it can't work the other way, but I tend to see if I put 100 people in a room and they— and the 100— we had put 100 people in this room that sell one thing and 100 people in this room that sell a bunch of things. I feel like the room with one selling one thing would make more money on average than the one selling a bunch. And I feel like I've heard that enough from enough people who are like uber fucking rich that I tend to believe it. I don't see a lot of people going, do a bunch of things, you know what I mean? So I see both sides. I just chose to pick one. That's one of those decisions I made early on, and I run with it and I stick with it. It doesn't mean I don't see the other side. I just chose not to play in it. Makes sense, makes sense.

Appreciate it, John.

You got it, brother.

Got one more.

Who wants— anybody else?

I'll go. Um, so I'm up there. So I'm a fairly new agent. I've got one recruit in my downline who I met organically, um, playing basketball at the gym. Uh, so being that I'm, I'm new and I don't want to exaggerate my success. Like, what's the best way to attract new agents without faking success and exaggerating my position?

Yeah, who— curious, who do you work with? Anyone want to know?

Um, you might have met Michael Charles. I met you briefly at the convention in Dallas. I'm under Gary Michaels' team in, uh, dope.

Cool.

Yeah, and Nevada, but I'm based here in Florida.

So yeah, um, how long you been in the business?

Uh, since January.

Okay, what would you do before?

I was in hospitality. Um, I used to work as a fine dining waiter in Vegas, Miami, and whatnot.

Okay, are you making any money in insurance yet?

Uh, decent. I mean, this, this month I'm on pace to do about $10K take home.

Sweet. All right, so I'm gonna ask you this first. Are you talking about only speaking in your influence, like your warm market? Are you talking about in general with people you don't know also?

Don't quite know. I was thinking, no, warm market to start. Uh, I'm not, not big on social media or anything yet.

Dope.

All right.

What percentage of your warm market would be excited to make 10 grand in a month? If you got 10 people in your warm market, how many of them make less than 10 grand a month?

Uh, say at least 5.

Okay, so 5 are fired up out of their mind about what you do already. Okay, does it make sense? So you can, you can help them anyway. Yeah, so you can be the guy in that case. And it's okay to be like, yo, I'm brand new, I don't even know what the fuck I'm doing, and I made $10 grand, you interested? That'll go a long way. Does it make sense? And then if you go, the other 5 that wouldn't excite them and they want to make $20,000 or $30,000 or $40,000, great. Gary Michaels and his team make a bunch of money. Yeah, right. So when I was new, I had a guy named Mike who helped me and he was making a bunch of money and I was making none. I was part-time making like $3,000 a month, $4,000 a month, and I was recruiting. And my deal was like, hey, I'm trying to hire people. First of all, they don't know you from a hole in the wall. So a lot of it's your demeanor, right? Your tonality, the way you approach things. I'm not saying say you're more than you are, than you are, but you don't also have to start out and go, I suck and make no money, just so you know. Like, you don't have to start the interview that way. Does that make sense? So you can come from an angle different. And I'm not saying don't tell the truth, I'm just saying you don't have to start out so negative about yourself. So be careful of that, because again, half your circle would be excited. And I'd argue if you expand from your circle, 10 friends, and go to the next 50 people you bump into, what percentage of them don't make 10 grand, right? And the further out you get, the bigger percentage that gets.

I got you.

It's, it's something like, I don't know that someone can probably Google it, the percentage of people in our country that make under 10 grand is like a big, big, big majority of people. Does that make sense? So most humans don't make 10 grand. A month.

Yeah.

Okay, so keep that in mind when you're, when you're recruiting. That's that. And if you pitch too big a number, people don't believe you. I, I teach people to make $200 grand a month, and I don't have a line in front of my office every day for people that want to work here still, because it sounds too unbelievable to most people.

Yeah.

Does it make sense? So there's a weird balance, um, and I know I'm giving you more than you asked for because I have a lot of thoughts on it. Okay, um, two, the way I did it early on when I was making— when I was part-time making 3 or 4 grand a month, I'd interview you and I'd be like, hey dude, blah blah blah, we'd go through the interview and I'm like, hey man, so here's the thing, um, I work with this team, they're teaching us how to make a bunch of money in insurance. I've actually been doing it a little while, I'm an accountant full-time, I do this part-time, I make 3 or 4 grand a month, but I have a mentor, his name is Mike, he's making 25 grand a month and he's helping me and others learn how to make that kind of money in insurance. Again, I'm part-time making 3 or 4 grand a month. I'm going full-time soon. My guess is I'll do even better. I can connect you with Mike and the whole team as well. I'm not going to be your only resource. I'm just kind of a conduit. I'm here interviewing, the team's hiring, and you have a whole slew of people behind me. And I'll introduce you to Mike. He's making 25 grand a month and he's willing to help you too. And I would just— I would edify them. So I'd be talking about Gary, and the team and all the— I know some of the guys on that team, they're printing fucking money, dude. Yeah, that makes sense. They have all their calls, they have their schedule, they have their trainings. They gotta— they gotta— they got a system. Does that make sense? They follow a path. So for you, what you would promote is the path, right? You're just a conduit. You're the promoter of the path. You don't have to be the guy. You don't have to be— now, if you go, let's keep it simple, can you— can you teach someone how to get their license?

Um, well, the one thing with us, they gave us the resource of giving them the free code for Excel, correct?

So the answer is yes, you can show someone how to get a license.

Yep, correct.

You can show them how to get to the trainings. Yeah, you can tell them what time the calls are. Yeah, you can tell them when the, uh, lock-ins are, when the meetings are, when the events are. You can point to all those things.

Correct.

You can tell them where to buy leads.

Yes.

You know a lot, bro. Does that make sense? Uh, can you teach every sales scenario ever? Probably not yet. You know what I mean? Can you teach every product? Prob— probably not yet. Can you teach basic underwriting? I'm sure you can point them in the direction, but your job's not to teach on all the underwriting. Hell, Zach reached out to me and he reached out to Giovanni. I'm like, call the carrier, bro. They have training and they'll stay on the phone with you for 7 fucking hours straight teaching you their product. They love that shit. Ask. That's how I teach. That's how I teach product. Yo, call the carrier. There's an underwriting guide, download it. And when you're looking for a problem, hit Ctrl+F and put in the word you're looking for. Heart, cancer, diabetes. And it'll pull up and it'll tell you exactly what to do. Does it make sense? You don't have to get like— you don't have to give a dissertation on any of this. You can keep it always at its simplest form. But for me, the safety of having people behind me that also taught this and they had my back and were willing to help me— and when I was bringing people to the table for the team, what do you think they did for me? The leaders— I was bringing people to the table. What do you think that helped me? Right? The upline. Yeah, I'm bringing people to his team also. You think he was happy?

Of course, they're making money.

Fired up, bro. So what did he do for me? He started teaching me how to do it better because he saw me willing to do it and I didn't even know anything. So then as I started doing it, he'd bring people— I'd bring people to him and he'd be like, hey bro, so this guy don't have a car and he has 7 cents to his name. And he lives in his aunt's basement, you should probably ask more questions on the next interview. I was like, got it, what should I ask? And he'd tell me, and the next one I would tweak it, you know what I mean? So that's how I learned how to build the business, is because I was bringing people to the table and going, yo, Mike's dope, you know what I mean? So in 2012, 2013, that was my recruiting tactic, bro, is just be a really good promoter, because I don't believe that anyone needs you or me to succeed in the industry. They need someone like me, but they don't need me, you know what I mean? So for me, I can go like, here's where all the information is, here's where you get the training, here's where you— and then when they start doing stuff, you start giving me some activity, especially in today's— today I'll be like, yo, come over here, come here, you know what I mean? Like, Zach goes and runs 100 appointments in this month, be a different conversation than if he takes 3 months to do it. You know what I'm saying? I'll pull them in and be like, yo, got it. Giovanni's recruiting like crazy now. I'm like, hey, come over here, I got more for you, you know what I mean? So I'm structuring more stuff. I'm talking about doing a different type call with them just because I see them trying to do stuff. Then I— then so you'll attract the higher level people if you just have the activity and bring people to the table for them, because you make money and they make money, and they make money by helping you make money. You know what I mean?

For sure.

Does that help?

No, it does big time. I wrote some of this down. Good.

It'll be recorded too. I'll send it out.

Okay.

Tell Gary and them I said what's up.

Yeah, most def, my dude.

All right, anything else that you want me to share, Reese? I forget. I think I got everything y'all want me to put out. Um, let me see if there's any more questions in here before he tells me that. Thanks. I want to focus on IULs, annuities, or just annuities. Xavier, if you go to johnwetmore.com/annuity We have a whole slew of training on annuities. Oh yes, let's give— are we going to give them a discount code for the workshop? Do you have that, Reese? Thank you for reminding me that. If you're interested, I got a 15% off one. 15%, I like it. If you register today, 15%— put in the chat. You're gonna put the code in the chat? Dope. There you go. Any good and quick advice for new insurance agents, Angel? I have lots of them. The first one is come to the workshop because I'll teach you a ton. Um, it gets easier, and if you do a lot of activity, it gets easier faster than if you do only a little bit of activity. If you dip your toe in, this industry will suck forever. If you dip your toe in This industry will suck and be inconsistent forever if you don't figure out the prospecting and presenting game. You have to prospect a shit ton in order to present relatively frequently in order for you to get a sale or two a day. And that's where people make real money. You start making— selling a policy or two a day, you figure out that routine You can get wealthy in this space. You don't have to sell 20 policies a day. If you do 1 or 2 a day consistently, 4, 5, 6 days a week, you can print money in this space. Most people don't put in the activity, then they blame the money for the inability to buy leads when you could be out there in the world prospecting and creating leads all day, every day without a penny to your name. Because it's sales and people do it in every industry all across the world all the time. Um, so don't make any excuses. Yeah, my best piece of advice— I'm gonna give you my shirt. Y'all can— this is my favorite. This is what I want to tell you as a new agent and a seasoned agent. This is what I want to tell all of you. Is my favorite shirt we have, and I tell myself this, I don't know, 3 or 4 times a day. So I put it on a shirt and we wear it. Um, get you one. If you go to the merch on the website, you can get one. They're like, I don't know, they're stupid comfortable. They're the Canva Bella Canvas— how do you say it— Bella Canvas ones. I bought them for myself and then people started wanting them. So they're comfy as shit. Um, so they're not $14 because they're not cheap like material. But hopefully that helped, dude. Um, go register for all the stuff. See a lot of you guys at the workshop. The ones that said they have interest in the recruiting thing, my team will reach out, myself, someone will reach out soon. Enjoy helping you guys. If I can do anything, certainly let me know. Tag me on social, share with your friends. Appreciate all of you that are helping get the word and the message out. And, uh, if I can help, let me know. Hope you all have a good one. Later.