Step-By-Step Guide: $500,000 Per Year As An Insurance Agent to Agency Owner

What is going on, you guys? Welcome to tonight's webinar from Agent to Agency Owner: The Million Dollar Playbook. I'm excited for our special guest to be jumping on and sharing some amazing wisdom.

My dude, appreciate, appreciate the opportunity, dude, and always enjoy doing, doing some good stuff with, with, with you as well. Um, try to make them all but can't, so I get around to as many of Cody's events as I can. I enjoy, uh, sharing, teaching people. I meet a lot of dope people at them, and some, some of my favorite people come around your world and speak and do some stuff. So I've met some cool people over the— man, I don't know how many years we've been doing stuff. Few— 3, 4 years we've been doing stuff pretty actively together. Um, so it's been fun, dude. I appreciate everything you're doing to help us and help everyone else in the industry. And just keep being you, dude. It's working. And I know you're an impatient A-type personality like me, and it never gets there fast enough, but don't forget where you came from, bro. Not too long ago, no one knew who the hell you were, and you're killing it now. So keep at it.

Thanks, dude.

Appreciate you. You got it, bro. I am going to attempt to share a couple things here. Hopefully it works. I assume y'all can see me and it at the same time. I actually don't know, but I think in a webinar you see both, so I assume y'all can see me still. Um, so this is kind of just some of the basics. Cody always shares it the best, but we got a lot going on. I do certainly try to do a lot to help the industry. Um, I have a podcast that's out. We do a ton of stuff— workshops, events, speaking. I certainly coach a lot of people in the space. And here's some stuff that I'm supposed to say nice about myself that y'all can just read. We do have an event coming up that I'm going to talk about in a minute. But what I want to start with is like, I think where, where we all start in this thing is at the beginning, not knowing what the hell to do, what to do next. We probably, especially for those that want to like build an agency, I assume a lot of y'all probably, if you're like me, feel a little bit like lost. What to do next, uh, who to hire, who to work with, how to manage it all. There's a lot of moving parts in this thing, and certainly if you have questions along the way, you can type them in the chat. I'll figure out how to— right now I can't see the chat because the, the share screen share is up, but I'll go back and forth a little bit. I'll take this off and put it up some. I'm going to talk about, um, I have like 4 sort of steps I'm going to talk about in the journey. I could talk about this forever, so I'm gonna, I'm gonna keep it till 7 best I can. And, uh, you know, I think early on I've written certainly a book about it. A lot of y'all bought it, which I appreciate. If you don't know much about me, I've— I started out in the business— I'll give the very short version. I've— I started in the business, I got my license in 2010, sold my first policy in 2012, and I sucked for the next 2 years as well. Um, started out pretty poor, not only financially but poor at this and poor with people. Didn't know how to communicate well, didn't have a sales background. I never led or managed people in any way other than, I guess, Little Caesars. I was in charge of like 4 teenagers when we sold pizzas. I don't, I don't know if that counts as management, but I had no real management experience. I certainly didn't have any leadership experience, but I had a desire to do more in my life, and it's kind of become a tagline in my world. It was funny, I was, um, I was, I was, I'm training for a big endurance event in July. I'm doing 3 mountain like in the mountains of Utah, 3 mountain marathons in 3 back-to-back days. And I was out running in my neighborhood the other day, and one of our friends was bringing their kid over to play with Maddox. And she drives by and I wave, and I don't really pay attention to it. And she tells Steph— and I learned this when I got back from running, I was just doing a quick little 2-mile thing— and she goes, you don't know how bad I wanted to stop and roll down the window and scream, do more! As he was running by me. And my wife laughed and was like, dude, he would have loved that. And, you know, I think for me, I've certainly talked about doing more in very focused areas a lot. I believe in it a lot. I believe in outworking people. I believe in doing more than you think you should to achieve something big. You know, the counter to my world is that whole work smarter, not harder thing. And I just— I don't— I don't— that's not me. I don't consider— I mean, I'm not— I'm no dummy, but I had to work a lot, and I had to— I had to— I still have to outwork people to get the things I want. I don't run near as fast as most people that I compete with, but I finish. I have to train a ton. I wasn't necessarily the best at sales. I had a 40% close ratio, but I sold $500 grand with that 40% close ratio. And I've had a lot of people quit me. During the building process of this whole thing. Thousands, thousands, thousands of agents quit my agency over the years, but I just keep building, and I don't let these things slow me down. Some days they might frustrate me. Some days I want to punch someone in the face. Some days I hit a wall because it doesn't call the cops on me, um, and I, and I can be frustrated. And so if you feel any of those things, I just want to let you know it's normal. And you know, early on I wrote the book Do More Now, Get Better Later because I believe that most people try so hard to perfect every part of this process, um, versus just do more of it and worry about the getting better secondary. I'm not saying don't try, don't train, don't do those things, but I've learned a lot over the years. And funny enough, I was watching a video this morning— I talked about this on a call a minute ago, I saw a couple of you on were on the Zoom I had a little while ago. So I'll keep it brief. I was watching a video of Derek Jeter, you know, Yankees All-Star. I don't know if he's in Hall of Fame. If not, he probably will be or should be. But he's a, he's a great baseball player, for those that don't know, or was. He— I don't think he plays anymore, hasn't for a while. But he was talking, someone asked him about his approach at the plate. He has like an obnoxious number of hits, like one of the top leading hitters in the game ever. and, uh, he was, he was pretty consistent. And someone asked him his approach when he was at, at, at the plate about to hit. And he said, most of y'all won't believe this, but I went to the plate looking for one pitch every time, a fastball down the middle. That's the only pitch I looked for. Because if I tried to look and learn what every other pitch was and what the seams were doing and the way the ball was rotating, it would've messed me up. And then if I tried— and it's a really cool video— and what he— the point he was trying to make is if I always looked for a fastball down the middle and I tried to hit it to right field, if I always went for that swing, if I misread the ball and it was an off-speed pitch, meaning it came in slower and I had the same swing, the slower pitch with my swing, I would still hit the ball, but I would pull it and it would go to left field. He said if I was trying to predict if it was a fastball or an off-speed pitch, if I saw an off-speed pitch coming, I'd swing early and I would foul them off a lot. So he goes, if I was waiting for an off-speed pitch, I noticed I hit a lot of foul balls. So I decided to just do my whole career looking for fastballs down the middle, and my goal was to hit it to right field. So if I got something else, I still got a hit. And I was like, kind of feels like my journey in the insurance industry. Like, I didn't try to learn everything about everything. I didn't learn a ton of different products. I didn't learn a ton of different pitches. I didn't— I don't know anything about any other type of insurance at all. And quite frankly, if we had like a life insurance wizard in here, you would know a lot more about life insurance than I do. But what I did understand was we have a very specific demographic we could target. All of us do, no matter what we sell. And we can simplify this thing down to its simplest form, just like a fastball down the middle, because in our business we get a lot of fastballs down the middle. All day, every day. But so many of you are so concerned about learning every pitch and the way every little detail works that we miss some of the easiest things thrown at us. And so part of writing this book was for me to explain the journey, and I don't have time to go into the whole thing now. I know a lot of you bought it. I launched it at last year's 8% event and we sold a ton of them. I've given away a ton of them. If you're interested in it, you can read it. It's $12. I made it cheap as possible. Um, to get the content out there. And DO MORE has an acronym, it stands for certain things in my life, it gets a lot deeper. But the book is like, for me, was a playbook about how to go from like new in the industry, whether you sell life or you sell something else, you can not even sell insurance and this stuff applies. I have people buying the book in under the other industries now, and I've had a couple people reach out to me to train their teams in mortgages and in real estate. Um, so the concepts apply. And for me, I would say the biggest thing I learned early on is like, is terms of going from like agent agency owner. One, I had a desire to be an agency owner from the very beginning, um, and so I never— someone asked me recently about the mindset shift going from agent to agency, and I never really had one. My goal was to have an agency from the beginning. I didn't really want to be a sales guy forever, but it did get me out of a hole. And so for me, what I learned I did incorrect for what I wanted the first couple years is I kind of I, I, I took what I thought was a lot of activity, and instead of increasing that activity, I tried to get so good at— and I'll use my numbers, I was seeing 8 to 10 people a week. I tried to get so good at product knowledge that I closed all 8 to 10, and I tried to get so good at some very scripted 5-step sales process to be able to close all 8 or 10. And, you know, for me, what I learned is if I just stuck to what I was really good at— and mine was, again, a few scenarios. If you're in life insurance, it'll make sense. If you sell something out else, it may not. Um, but if you give me like a 70-year-old that has a big mortgage, I would crush it in that instance. If you gave me a final expense lead, I got really good at that demographic. Um, and quite frankly, if you gave me someone like in that younger early to mid-20s and they didn't really know left from right and they still had to ask their mom like how to make their mortgage payment. I got really good at that demographic. I wasn't that great at like the 50-year-old dude that had 12 years left on his term policy and had work insurance and had all these stuff. To me, that was like an off-speed pitch. And sometimes I'd swing and I'd hit it and sometimes I wouldn't, but I was okay with it. I also didn't get referrals super well. Not saying you shouldn't, but I wasn't amazing at it. And I wasn't really— I didn't do at all any cross-selling. Now, again, do I see advantages to those things? Obviously. But I'm saying you can do really well in this business not being perfect at every piece of it. And so I decided that I was going to take a certain approach and I was going to look for these certain types of clients and I was going to master this one little corner of my world, which is a majority of the clients we see. It was well over half the clients I would sit with. Um, and although I might have had a 40% close ratio, I didn't show pricing to probably another 40+ percent because they weren't tracking with me. They weren't, they weren't telling me their need. They weren't— they were like being very defensive, or they were trying to like, I don't know, give me pushback on whether or not they had a need. You know, y'all know those clients where they just aren't tracking along the way, and instead of trying to like get so good at overcoming this certain objection. I was like, yo, what if I just get so good at the presentation, asking questions, that when I get the need, I know it's a sale there? And if I don't have a sale there, I just don't show pricing or I don't proceed. And for me, that worked. Um, and I, again, I would— I'd sell— if I showed pricing to 10 people, I'd pick up 8 apps for sure. 8 or 9 out of people that I went through a full presentation, they saw pricing. Certainly there was always a coin flip, You know, for me, a lot of you that have seen me speak over the years, I've— for me, the, the most important part of this journey, and what the book really breaks down the detail on if you haven't read it, is how to, how to take what I know to be a 40-hour work week as an employee my entire life. I was 35 before I started insurance, and, you know, from the time I was 16, 17 years old, I was working, hell, 70 hours, much less 40. But everything was done 40 hours. I had to do a certain amount of things in a certain amount of time or I got in trouble from a boss. That's, that's pretty much everyone's job. You have these things to do, here's the time frame to do them. We're going to watch you, we're going to track you, we're going to hold you accountable. And if you don't do those things in this window, you probably don't have a job. Maybe you get written up a few times first. And I know early on when I was selling insurance, I wasn't putting 40 hours into what I learned were the most important pieces of building something big, which is prospecting, presenting, and for me, recruiting. And so I took all the other noise that I had in my life, all the training, all the learning, all the questions, all the seminars, all the meetings, all the events, all the learning product, all the, all this, all the stuff. And I was like, I'm going to do that in addition to my 40 hours prospecting, presenting, recruiting. And that changed my world, you know. And again, early on, if I'm seeing 8 or 10 people a week, I'm presenting for 30 minutes to an hour each. I'm spending 10 out— 8, 6, 8, 10 hours a week presenting. And I was spending 5 or 10 hours prospecting, and I was maybe spending an hour or two recruiting. It wasn't impressive. It was mid-teens, maybe 20 hours a week doing those big things. Maybe 20 hours on a great week. And when I changed my philosophy to like, what if I do 40 hours doing these things? And then for me, overtime and the equivalent of night school, which I also went to, was going to be all the extra stuff. And I went from super mediocre to making a half million bucks on my own pen selling life insurance. And that was the catalyst to building a team as big as I have. Um, it became very attract— although I believe you can build a big team without having to do that, and there are strategies, it became 2,000x easier to build this thing when I'm gonna stop sharing the screen for a minute. When I was selling at a high level, it became attractive to people. Um, and it was— Michael, I see your thing, 40% close ratio. It was on final expense and mortgage protection. I was doing a mix of both. Um, you know, and so for me, it was like that model of selling more on my own pen did a couple things. It made me not need agents. Like, you ever hire someone? Any of y'all hiring? Who's— if you're hiring now, put a 1 in the chat. I'm curious who's actually currently hiring staff or— excuse me, agents— currently hiring agents, not staff agents, trying to grow your agency. I assume most people on here, but I want you currently hiring. How many of you have ever hired a person and like you find out all these negative things after, or you just hire whoever can breathe Whoever applies, whoever says, yes, I'll get my license, right? Like, I assume y'all feel that pain. And when someone— when you're trying to bring someone on, if you're like me, the entire conversation is more of a pitch than it is an interview. And you're pitching who you are, what your company is. And I've been around this industry long enough to know that everyone's pitch is like, we have the best training, we have the best leads, our culture is amazing, and you can earn X amount of money here. Dude, that's everyone's pitch. You can't all be right. Everyone thinks they have the best leads. Everyone thinks their company's the best. Everyone. And I'm like, you know, especially in the life space, but even if you take the health people or the ACA, we all sell the same crap. So all you people that do Medicare, for the most part, you all sell the same product. For health, you all sell basically the same product. I know some people are like, we sell the best one. Well, you have a whole company. They also sell it. And other teams and people recruiting, that are with the same thing you do, but they're competing against you because they're trying to build their agency against yours. And so I was like, well, that pitch seems stupid because everyone's saying the same thing. But if you think about how many people are like, I make $500,000 with or without you, I actually don't care if you work here at all. But if you're interested in making a bunch of money, I'm open to a conversation. That approach changed conversations. So crazy. I never expected it. And my, my strategy became like, how do I find people that are more like me? And not that I'm perfect by any means, and that's, that's not what I mean by that. And I, I get careful about saying more like me, like, because we all want to quote unquote hire ourselves. But I'm like, if I hired 20 of me, I would want to quit because I don't— I couldn't handle 20 of me. But I'm— when I say that, I mean like they actually want to do better in life, they're actually willing to train, they're actually willing to be coachable, They're actually willing to be told when they're not doing something correctly. They're willing to take feedback. Like, I was looking for people that were willing to work, but they weren't afraid to be bad at this. And I see so many people afraid to make mistakes and afraid to be bad and afraid to go through that learning process that I was like, I just, I just don't want those ones. And I'm willing to give anyone a shot. Excuse me, but the number one thing I was looking for um, for me was that people willing to put in the work. And when we go— I'm going to share this screen real quick on our event coming up that Cody and I just mentioned. This is the workshop in June. I'm going to be covering— and Cody is too. Cody's going to be going a lot of like social and marketing and what he does, what he's amazing at. And I'm going to be going over a lot of like building and hiring and systems and process and staffing. And as part of this workshop Um, if you, if you do attend, it's June 4th. It's one day. It's from 8:30 to 5. It's at my office. We only have room for 32 people. This will— the last one sold out. This one will definitely sell out. And I have two ticket tiers, a low end. It's like, I don't even know the price, $400, whatever it is. You get you in the door. I have a VIP ticket. I get you to the event, and we're doing a mastermind at my house after from 6 to 9, I believe is the timing. Cody's going to be there as well, and it'll be high-end earners, 7-figure people, people making real money. Um, that will be an intimate setting. We'll have dinner at my house, we'll hang out and do some things. If you're interested in that one, it's, it's like, it's a higher level. I think it's $1,500, but it also includes the tickets to Cody's VIP thing as well. So if you're interested in that, great. Um, but at the workshop, we're gonna be— we're gonna dive deep into all this stuff. We're gonna, we're gonna get— I have like a crazy full agenda. I'm gonna share little pieces of it now. Um, in, in terms of The next step is like how to recruit, and I'm going to give you some places or ways to recruit first, and then in a minute I'm going to go through some very tangible things on like how— it's in— sorry, I'm in Atlanta, Michael. It's, it's in Metro Atlanta. I'm in Marietta, Georgia. Um, easy flight from almost anywhere in the country. So if you're interested— and we had a ton of people fly in last time— um, there's hotels within like 10-15 minutes of my office that are that are nice little hotels to stay at. Um, and you get to see how my whole operation runs. My staff will be here. You get to meet everybody— Amanda, Reese, everybody that takes care of all my stuff for me. Um, they'll, they'll be, they'll be adding some info to the workshop as well. And, um, last, last time we had people leave here and literally change— it changed their business just because we got to spend a lot of time going over things, real-world examples. And it's workshop style. It's not really like just people talk at you. It's very structured and workshop style. So I'm going to give a few things. One, in terms of how I started recruiting, certainly I think that, you know, warm market makes sense. That made sense to me at the beginning. But quite frankly, it didn't get that far for me. I started with some warm market people I knew from the mortgage industry, which I was in for 4 seconds a few years prior. And I certainly— I worked at a place that was like, take your phone, go through everybody in your phone and tell them you have an opportunity. I even did that. I called hundreds of people. My first 2 years in the business, I did over 600 interviews myself, most of them from Craigslist-type ads. This is back in 2012, so not necessarily today would— am I doing it that way? But we're doing a lot of Craigslist ads at the time. It was free. And, uh, I did 600 interviews my first 2 years. At the end of 2014, which was about 2 and a half years into my career here, I had one agent, and it was John Wetmore. I didn't know how to keep people. I didn't know how to get people paid. I didn't know how to speak to people, articulate things to people, help people hit their goals. I just, I just was not good at it. But I learned so much talking to that many people that when I, when I increased my sales and I tweaked, which I'm going to give you the tweaks I made to the, to the way I interview, um, that's going to be step 3 we go through, uh, we blew up. I mean, I blew up. 2015, we probably did a little over $1 million for the year in premium. 2016, we did like $3 million. I think '17, we did $6 million. '18, we did $10 million. '19, we did $22 million. '20, we did $50 million. '21, we did $100 million. '20— whatever year I'm on, we did $150 million. Then we've done $200 million last 2 years. So $200 million. We did $16 million in premium last month. We sold like 13,000, 14,000 life insurance applications or something. And it's not because I'm amazing. I have a lot of help. I have a great team. I have an army of people. Um, but it started from me talking to warm market people, you know, and that, that went to— that got to a certain point. And, you know, so a lot of you have the ability to talk. And I always say this, like, a guy was asking me on my last call, he's making like 10 grand a month, and he's like, I just, I don't know what I'm doing yet. I, I have a fear. Of recruiting until I get to a certain point. And I was like, dude, don't you know how to get someone like licensed? He's like, yeah. I'm like, okay, that seems like you could probably do that, right? All of you know how to do that. Step 2 is like, can you teach them how to get on the trainings that you get on? Even if you don't put them on, someone you know does the trainings. Can you say, hey, go to this training at this time? He was like, yeah. All right, so you know how to help people get trained. Can you point people in the direction of getting clients, whether you buy leads or whatever it is you guys do? He was like, yeah, I can show them where we buy leads. I'm like, okay, can you teach them how to get contracted? Yes. He's like, yes, that's simple. I just send an email to this admin and she does it. I'm like, okay, so you can get someone licensed, you can get them on trainings, you can get them leads, and you can get them contracted. Get them contracted, then get them leads, right? If we're going in order. He's like, yeah. I'm like, and what percentage— and think about whatever number you're making, whatever that is, even if this is part-time and it's on the side. His number was $10,000. I said, what percentage of people that you know in your warm market would be excited to make $10,000? You insert your number. My number at the time was $4,000 a month part-time. So it was like, John Wetmore, what, what percentage of people you know would like to make $4,000 part-time on the side in addition to their job? I was like, dude, everyone I know, right? His answer was 50% on the guy with the 10 grand. I'm like, all right, cool. So 50% of people you know you could help today. The other 50%, someone's helping you. Can't you just point at him? And I know the guy who's helping him, and he's like, he's a beast. And I'm like, can't you just say, I'm working with so-and-so, he's taught me how to make 10 grand a month, I've been doing it for 3 months, but he's teaching people how to make 20, 30, 40 If you're interested, I can put you on the team. And that's how I recruited at the beginning. Um, I had a guy, Mike, who was helping me, and I just was like, hey, Mike's helping me make money, he's willing to help you, are you open? And I didn't have to be amazing at this. So again, think, think about what percent— and then what I asked him is like, what percentage of people on the planet, if you just walk out your front door, what percentage of people would be excited to make $10 grand? Because I know we hear numbers like 'You know, I make $40 grand a month,' or 'I make a million bucks a year,' 'I make $5—' whatever money I've made. I'm like, 'That sounds dope,' but most people aren't there yet. They're just— they can't see that vision. Most don't freaking believe it, quite frankly. And so I'm like, 'Dude, if you could tell someone how to make $10 grand, what percentage of people out there in the world—' be curious to see y'all's number, type it in if you think— what percentage of people, just everyday humans you walk by, the waitress, the waiter, the Uber, Uh, the people at the grocery store, people on— when you're traveling, wherever. What percentage of people would be excited to make 10 grand a month? He was like, dude, probably 90%. I was like, you could probably Google what percentage of people make over 10 grand. It's not a high number, I promise that, you know. So it's like, you, you got to keep in mind our demographic. The demographic when you're recruiting isn't necessarily people that need to make or want to make $30,000, $40,000, $50,000, $60,000, $80,000. Everyone wants it technically, but that's not on most people's radar, you know. They, they can't even— they can't even wrap When I started, I wanted to make $70,000 for the year. I'm like, dude, I would— I'm like, I like making that a week. Like, a year, that sounds awful now, but that was my goal 12 years ago, you know. So I think when you, when you look at it the right way too, it, it, it can change the approach So for me, when I understood that 90+ percent of people would be excited to make a few grand a month part-time or 10 grand plus full-time, I was like, that changes everything for me. Because I know tons of people, you all know tons of people in the space making that already. And what I learned is the better you promote, the easier it is to build. You don't have to be the guy. To build this thing big. Does it help? Oh yeah, it definitely helps. It definitely helps when you're making a bunch of money. It definitely helps when you can teach the detail. And then today I can teach every intricate detail of it. And again, can, can, can this dude teach lead strategy like I can teach lead strategy? No. I mean, he's been here, he's been doing it for 2 months. But after 12 years, you learn some things, you know. And so for me, what I understood is I didn't have to wait I, I just didn't have to wait. No different than when we tell you guys a lot, like, agents that are nervous to talk to clients, I'm like, you're licensed, you know significantly more than the client does, so you shouldn't have fear of walking into a client situation because they know almost nothing. And no different when they're— when you're recruiting, they know literally nothing about this space, and you can at least get them started and get the basics because you're all started, you know. So number one, Warm Market, I think, is, is an easy one. Um, number 2, I think if you're not doing social, especially if you're in Cody's world, you're literally to me saying you don't really care that much about growing your business. Um, social— and I'm, I'm, I'm one that hates social media, like, I don't— but I learned that there's a difference. There's, there's a consumer side of social media and there's like a creator side of social media. I don't like being the consumer in social media. I don't, I don't like reading about anybody's stuff. Anyone— and I've shared this a ton, um, if we're connected on social, I more than likely don't follow almost anyone because people put so much personal stuff that I don't want to see. Um, when they put anything negative, anything religious, anything politics, anything about— I just I just don't. And so for me, I learned how to separate the two. And I'm like, I can, I can create social media. I can, I don't mind doing that piece and putting things out there that help people. But I don't really want to consume it. So when I understood it was different, I was like, dang, I wish I did that sooner. Like, I wish I was on social sooner, sharing my journey and sharing the mistakes I was making. And when I was in the field and I was doing it with my team in a small setting, but I wasn't putting it out. And if I, if I look at when I started social, maybe 2017, something like that, I think I created my YouTube. '18, something like that. And I probably only really focused on it the last like 3 years. I get messages every single day of the week from complete strangers either asking to work here or thanking me for the stuff we put out, for helping them. And I don't even know them. Every single day I get a message on basically every platform. Um, or comment or something thanking me for our stuff. And I'm like, that keeps me going now. But early on when you're doing it, you don't feel any of that. I didn't get any messages for probably the first 2 years. None. Zero. No comments, no messages, no DMs, no nothing. Today I get— I have people every day that want to work with me because we've created it. So a lot of y'all don't want to do it because you don't see instant result, even though you can see it pretty fast. Or you see a friend or someone Cody promoted, and this isn't to be mean, that went viral and you didn't go— I've never gone viral. I've not had one video do anything like extraordinary. We've had some decent stuff, but I've— I ain't got nothing near 6-figure nothing views, much less people get millions of views. Um, I'm just super consistent. The goal is post every day on every platform. That's our plan. Every day on every platform. What? Something from this world. Everything I do, I record. And I put out— I pay someone to chop it up and put it out. Now Reese is on staff. Previous, I used VAs and third-party companies. Hell, I've used Cody's company for a while. He was doing my stuff for a while. Um, so I think social media is easy, Warm Market is easy, and they're both free for the most part. We don't have to do ads, you don't have to do anything. I personally did a lot of DMs. I built a massive part— parts of my team by cold DMs, and it it got incrementally better— exponentially better, I think, is the way I want to do it— exponentially better when I started selling a bunch. And I would just send a basic-ass DM, be like, yo, I see you're in the industry. I help people sell $40K a month. Are you open to a conversation? And are you happy with where you're at financially? Something basic like that. Hey, I sell $40K a month. I help people get there. Are you happy where you're at financially? Are you open to a conversation? I would send 100 a day. I did on LinkedIn for like 3 straight years. And, uh, I would get 100 a day, I'd get 3 to 6 conversations a day. 80+ would ignore me out of the 100. 10 would literally tell me to fuck off, and maybe 5, somewhere in that range, would, um, would, would message me back. And I, I know you can do a lot of that stuff automated today, which is fine, we do it too, but there's something to be said about a direct DM where it's you conversing with people. You build relationships, you can talk to people, it doesn't even be weird and sketchy and I mean, I was just having a conversation, um, and that created a lot of— what I wanted to do was to create phone conversations, and I would get people on the phone a lot. Um, and again, you get, you get a few a day, 3, 4, 5 a day over the course of a year, that adds up. I missed hundreds and hundreds and hundreds of conversations. And then what I started doing was teaching, teaching the other, the other people how to do that. So it was a combination. So I started creating social, right? Then I'm DMing people. When I DM them, almost all of them would look at my social first. So now all the content I was creating became a commercial to people, right? So not only was I building up connections and building up friends, or whatever you call them, on each platform, and I wasn't a pain in the ass— I didn't keep DMing them, I didn't— I'm not like over the top. It's super simple, like, yo, you open a conversation. And that's probably how I said it because that's how I talk. And, but I knew if I kept putting out good valuable content over time, I would get more than just the 5 a day that I got right now. I had someone literally hit me up on LinkedIn last week. They responded to a message I sent in 2021. They just responded last week and was like, yeah, I'm interested in a conversation. Like, yo, I sent that 4 years ago and they messaged me this past week. And that happens on the regular. And when I continue to put out content and I get people in my world and I'm not a total pain in the ass, they just see it by default. And over time, with consistency and sharing numbers and sharing success, and as my company's grown, as agents have grown and people have gotten better, they keep seeing that, that come up. Like, people saw the come up. And over time, more and more people are like, dang, you're doing big things. I remember when you DM'd me years ago, even if they don't work here or work with me. I've helped them since then. And so that was big. And I've had tons, tons come to me. I can give you 100 stories about people that I've DM'd that worked with us and that, that have worked out, um, you know. And then I would say clients is a big, a big piece that a lot of, a lot of y'all miss. Like, we all see clients. It's like, how many of y'all talk to your clients about this as an opportunity? And it, again, for me, it doesn't need to be in a weird way. I don't like, I don't like, I don't like the weird marketing that a lot of people do. When I was hired in the business, the dude who ran the company was like, tell everyone that we have a project with Mutual of Omaha and we need help. And it was vague and it was weird, and I did it, but I didn't like it. Um, so for me, when I went to clients, instead of it being weird and like a pitch, I would just go like— again, they are clientele, right? And they— we've all heard the You probably know the story, Cody. It's a deep story on that one. Um, but it's like, we all, we all have a clientele, and we've all heard that saying, like, the 5 people you hang around are probably like you. So wouldn't it make sense that, one, it's potential opportunity for sales? Sure. But what I did is I was like, I have a question. After I'm done with a presentation, especially a sale, I'd be like, hey Cody, quick question, man. We have a ton of people like you that have submitted these requests. As I told you on the phone, I'm crazy busy. I get like 50 of these things a day, and I'm hiring. I just can't keep up. Do you happen to know anybody who's looking to make a little extra money doing what I just did for y'all? That was it. But I did that 30 times a week, 20 times a week, you know what I mean? It's like I was, I was always asking clients, hey, do you know anybody else looking to make some extra money doing what I did, just did for y'all? And what I found is it was, it was very non-aggressive. If I felt good saying— I felt okay saying it, um, it didn't feel weird to me. And a lot of times they'd be like, dude, I've hired clients. I've hired a decent amount, a few handfuls of clients that I've hired directly. And sometimes they'd be like, wait, can I, can I— I need extra money. And dude, I would sit down there and I'd do the math on the commission I made on their policy that I just sold. Uh, but even more so they'd go, hey, my cousin was looking for something. My son actually just got his insurance license. My sister is an insurance, and she struggled. I would get that. They know someone all the time. I'd get another 2, 3, 4, 5 people a week to talk to, right? And then the third option from there is paid stuff, which paid— again, you can get unlimited recruiting leads paid starting today. Like, we have a recruiting platform. It's not because it's special. Cody had— we all have them. Getting access to people applying to a position to make more money, you can have as many as you want starting tomorrow if you're willing to pay for it. What I always tell people is do all the free stuff first because I don't believe most of y'all will do it consistently enough to build anything big. And it's, it's free and it's cheap and it's easy, um, you know. But as part of our, like, the process we have, whether you and I'll share some stuff with the system we have later. But if you're with us, or if you just want to buy recruiting leads, I, I have connects on all that stuff. Um, you know, I don't— it's not a cheat code by any means, and it's not magic. You just deal with a lot of ding-dongs that you have to weed through, but it gets you a lot of people fast. And if you have a system, which I'll talk about— system is going to be a part of it— to get them through that, it can be really valuable. And what I learned is like, I can only do so much by myself. So to really build this thing big, I had to really start utilizing other, other people. And so this is where the kind of the third section of this thing is like scaling to $1 million, like doing everything I just talked about that got me to sell $500 grand a month. Sure. Recruiting warm market, recruiting through clients, recruiting through social and DMs. That got me enough people. To where before I hired Amanda, I had about 40-something agents selling every month. We were doing $500 grand a month in life premium. Um, I was able to work with that team, teach them how to sell a bunch more, and we eventually got that up. The goal was to get to a million a month, right? And the way I got to the million a month was to then take those basic strategies that I just taught you, and instead of me doing it alone, I started teaching other people how to do it. And this is now all I do in the coaching program. I teach— I have a small coaching program. I don't take a lot of people, um, but I work with one-on-one people at all different IMOs, and I just teach them the basic principles of, of how to get your crew recruiting, especially when they don't feel like they're good enough to do it, and how to identify people that can help you scale your agency. Um, and this is just— if you're interested in more with learning from us, coaching, anything I got going on, you can click on the thing, apply. There's an application process. Again, I take a couple handfuls of people is all I have that I'm, that I'm working with, um, because I'm looking for a certain, certain type of person, like really high-end people that want to build something big. And I'll share some success stories with you in a minute, um, that we've helped some people with. But what I learned is like the next scale. So I got to $400,000 or $500,000 a month. I certainly learned how to get people to get more premium, like to grow— what's the word I want to use— like organically, how to grow volume organically. So if I have 40 agents, so one of the best things I did is I took my monthly premium and I divided it by how many agents we had. So basic math, if I'm doing, you know, $100 grand a month and I have 10 agents, we're doing $10 grand a month each. What I found is if most of y'all do that and you look at how much volume you're doing, or if you want to use commissions if you're in a different line, however, whatever verbiage works, but if you look at your total pay basically for everybody in the group and then your total agents you divide one by the other. I've learned in the industry, most agencies and most IMOs, their average is like a couple grand an agent a month. It— in big ones, like the big publicly traded, you know their names, dude, their average agent per year is like, like $1,000. It's like no money. And I didn't want to be surrounded by— I didn't want to be the only one making money, hence the Get F'ing Paid workshop, and everything I do is to help people get paid. Um, and I understood that dynamic. So my goal was like, how— first, how can I, how can I grow organically by teaching people how to get more volume? So number one, I taught the 40-hour thing that worked for me. That was really simple. And I identified people that were willing to do it. If I had to help with leads or whatever else, there was plenty more work to do. Again, this is going to be super high-level stuff, but I went, how can I get my average from— at the time, early on, For example, in 2014, I issued myself $175 grand roughly for the year, and my team did like $180 total, like including my $175. So I think I had 5 agents sell a policy in 2014, and they cumulatively did $5 grand for the year. So I was like the company I just mentioned a minute ago. I was like, I really want to be surrounded by, by people who are making money. Like, you ever go out to eat with some people and like the bill comes and they suddenly have to go to the bathroom, you know what I mean? Or they take a phone call. I'm like, I like going out to people— out to eat with people who fight to get the waitress the credit card before anyone sees them to pay for the whole bill, for the whole table. I like going to dinner— like, I like doing that. I just like to pay for the whole thing, and I like to go to dinner with people who also want to do the same, same thing. And so I was like, how I want— my goal is to, to get my crew to average over $10,000 a month. And that was what I focused on. So I was like, if I have 40 agents, I want to be doing more than $400,000. You know, I want to be doing $1,000,000 a month with 100 agents, not 476 agents. So I wanted my average agent to be making $10,000 or issuing $10,000 a month. They maybe weren't making that depending on their comp, and I get all that. And certainly there's still the top end and there's still the bottom end. But if my average is 10 G's, people are making money. And so that became my focus is how do I get people on average making 10 G's a month? And then from that pool of people making 10 grand a month, how do I find the people who are just crazy enough like me that want to go out and make 30, 40 a month? And then I just work closer with them. I dive in a little deeper. I give them more strategies. I literally— we go through sales process and technique and tonality and the questions that I just— I can dive deeper and put in more work and time and energy with those, those folks. And then so that, that got us to a point where we're like, all right, maybe, maybe we're pushing, maybe we're pushing up to a million bucks a month. And I had probably 10 or 15 people that were recruiting and hiring with me a little bit, dinking and dunking. And what, what kind of took it— two things took it to the next level. Number one is starting to teach other people how to recruit. So taking those 40-hour things gets organic volume first. And then taking those recruiting methods that I gave you— warm market, cold market, social, etc., clients, that whole deal, paid certainly was a part of it— and going, hey, who wants to build what I built? And at the time, again, it was only 40 agents. So I'm like, who would like 40 agents? And I always do this, and I'm going to— again, I'm going to use the life insurance sales side because I know the commission's better. Y'all can all do the same concept for whatever it is you sell. You don't need a ton of agents to make really good money. As an agency. And I always use really simple examples. Um, so let's say, Michael, $10K a month, right? I'll give you an example live, Michael. So do you sell life insurance? I'm curious. Or if you sell something else, I'm doing— again, I'm going to explain it in the life side. But say they make $10 grand a month, say they sell $10 grand a month, and I have a 10% override, I make $1,000, you know. So think about, think about this. Whatever your personal, whoever you are, not just you, Michael, everybody, whatever, say, your mortgage payment is today, right? A couple grand maybe as an average. I don't know. When I started, my mortgage was $800. And, you know, but I don't know what the average is out there today. $1,000, $2,000, whatever it is. Let's say it's $2,000. $2,000 a month pays your bills, your mortgage, your rent, whatever you got. If you hire 2 people and you only have a 10% spread, all they gotta sell is $20 grand a month cumulative. Even if you have 5 people, it takes 5 people to sell $20 grand, and you got 10 points, you make $2 grand. Like, that pays your mortgage. I was never confused by that. So if I can teach Steve to sell $10 grand a month, much less $40 grand a month— and quite frankly, when I was hiring when I, when I sold enough to get my comp at a high level and I was hiring someone at a, at a relatively respect— respectful level, you know, street level comp, I was getting 20, 30, 40 points on his spread sometimes. So if I teach a dude to sell $10 grand and I got 30 points, I'm making $3 grand, you know. Think about what your car payment is— $500, $1,000. What do they call $1,000? You know, you teach one dude to sell $10 grand and you got 10 points. You teach one dude to sell $5,000, you got 20 points. And I got— there's advance money and chargebacks. I'm not confused by all that, but in theory, I looked at it like, how do I— like, if I want my kids to go to private school, the school they go to now is $25,000 a kid. I have 2 left in there. I had 3 at one point, but I also have one in college. I'm like, $25,000 is $2,000 a month. $25,000 a year, $2,000 a month. And I'm like, it's just 10, 20 grand in volume on 10 points with 10, with 10-point spread. That pays each kid's tuition. I can find one person or two people or three people and get 20 grand in volume out of it. That seems really simple to me, you know. And I think so many people get confused with the millions of dollars a month, or they see the guy on Instagram who raving off a boat and he just bought his Lamborghini Urus and he's, you know, bought whatever and he's showing it off. And it's like Dude, I don't know, any— last month he wasn't selling anything, or he was selling solar last month, and this month he's the next biggest agency owner at some IMO. Like, stuff happens behind the scenes that y'all have no idea about. Um, so not all of it's as glamorous as Instagram says, but what does work is the concept. And again, even if you sell something else, I don't care what you sell, all of it— I have I have a landscaping company. Cool. You know, if you sell enough, uh, landscaping maintenance contracts, right, and you get $1,000 a month for it, and you hire someone and you pay him $800 a month to visit that person, you make 20%. You make $200 by hiring someone to go mow lawns. Like, it's— that's business. I can run a pizza joint and sell Little Caesars pizzas for $5, and if I break down the cost of employees I keep my employee cost at $2 a pizza and I keep my overhead at $2 a pizza and I make $1 a pizza. I'm making 20%. That's business 101. And so I looked at this whole thing like, how can I help them pay for something so I can teach Michael? I can teach you to pay your mortgage, you know, Zach, I can teach you to pay your kids' tuition. And I just looked at it like, what can I help them pay for and get them to see it that way? And that helped me start doing all these other recruiting efforts through other people. So instead of me asking 20 clients a month, I also got 20 people, and maybe they're each asking 5 clients a month. Maybe they're each, instead of sending 100 DMs, maybe they're sending 10 DMs or 20 DMs or 30 DMs, and a couple crazies do 100 like me. But as an agency, maybe I'm sending 1,000 DMs a day. That adds up, you know. Maybe we're talking to, instead of my warm market, I get Michael, you talking to your warm market, and your warm market could have a boss in it. And all I got to do is get you to introduce them to me and then I train them, you know. And that was my strategy is like, let me work the warm market and the clientele and the social media of other people. So let me duplicate myself through others knowing I just need a slice at the top. You can have 20 points, 30 points. I just want 5 or 10. Just give me a little slice and I just teach you how. And that's all I do is I teach the intricate, intricate details of this to others. And that got us up past a million a month, just doing that with, you know, a couple, a couple handfuls of people hiring somewhat. What really took us to another level is I'm going to share this. Is it still sharing? I don't think it is. Uh, this last screen is having a system. And this, this is me having like doing everything manually at the time I was making phone calls. People go like, how did you make phone calls? Like with my cell phone and my finger. I never used a CRM. I'm not saying they aren't beneficial in today's world. But I see far too many people trying to set all that up before they even do the activity, or they try to set up all these CRMs and systems before they have any team. And for me, what I've learned is if I learn how to do something manually and then I want to make it happen faster, or the amount of frequency I want to put into it, I can build a system around that. And I've learned if I understand what's happening in the manual side, the system makes a lot more sense. So over time, I built an— I built an onboard recruiting and onboarding system for every agent that came in. That we had so many people ask for it over the last few years, and now we sell it. It's called Agent Automator. This is just one example. If y'all follow my podcast, this is actually a dude, Ronnie, that was on the podcast, I don't know, maybe 2 months ago. He's in there. He's not hard to find. He shares all of this. I literally just took his words. So not only does this work for me, we built a $200 million system off the agency off this, but now people are buying into it. It's Agent Automator. You can go to the link, and again, if it makes sense, we'll talk about it. But for me, it was like it allowed me to— instead of just onboarding the amount of people I could talk to, I could create a system and onboard thousands of people a week. And we just would plug people into the system and it would automatically text them a link and it would automatically follow up with them and it would automatically send them the pre-license course and it would automatically tell my staff when to follow up and it would automatically send, you know, the boot camp when it's time to do trainings. And it would automatically know the contracting link that has to be sent out and it would know when they got paid. And I just— I wanted I wanted information to be retained and I can only remember so much stuff. So this dude Ronnie, we put on and to be fair, he's in my group, he's in my downline somewhere. He got into the system and last year this time he was doing $400 grand a month. We just looked like 5 minutes before our call in March of this year, like last month, he did $3.1 million. And if you go watch the podcast because I— he basically— I didn't know he was going to do it. I actually, when I did the podcast, I quite frankly, I didn't even know he was on our system. I didn't— you'll actually see it live, me discover he was using my system. My staff set him up, and, uh, and he— I was like, I got done with the podcast, I was like, dude, that was a commercial for our system. And he loves it, and it's, it's helped. But the guy's working his face off, you know? And I, I think I, I see so many people get stuck on wanting to build a system before they have anything. And I know it's that whole, like, if you build it, they will come. But systems and automations and stuff like that, if you don't do them right, I've seen them cause more chaos than good. So depending on, on, on where you're at in the process, again, you can fill out the thing and it fills out a form. It doesn't— I don't even think it lets you sign up to it without talking to someone on my end. This is not for everybody. It's not for people who are not tech savvy. It's not for people who don't know how to recruit already. It's not going to replace you talking to people. It's not— it's not going to do any of that. but it's going to allow you to bring more people into your process. And then all I did was I had this whole process, and as all my agents were hiring, all I had to do was create a link with a form, and all they had to do was give out the link, and everything I wanted to happen, all the messaging would go out automatically, although everything that the agent needed to get would happen automatically. And then the reminders would not only go to the agent as needed, my staff as needed, but the upline as needed. And I even built it out to where it was like, and this is the concept of like SOPs. It's like when you hire an agent, what do you want to happen? If you don't have an easy system for agents to follow, they won't help build, build with you. They won't be able to build cuz they're not gonna do most of this on their own. So I took on the burden of building the entire system and I just let people use it. And so everything we did behind the scenes, I managed, I managed the recruiting leads, I managed people paying for them, I managed the distribution of it. I managed the whole system that all the agents got. Me and Amanda built this shit like every day in GoHighLevel on our own, and we'd whiteboard it. And that's what really allowed us to go from $1 million a month to this crazy exponential growth we have now, because everyone was on one system, following one platform, all going through the same routine. And it made new agents not feel the burden of all the stuff that happens along the way as you build, get people started, recruit. And, and for me, I hosted all the trainings, you know, um, and so I did all that piece. I did all the sales training, I did course, I had weekly calls and all that, all the jazz, you know. And that, that got us to probably, I don't know, $5 million a month just having the system. And what took it to where you see now, which we did $16 million last month, was a couple other guys, like 3, go like, I want to do exactly what you're doing. And they literally built their own iteration of everything I have. I literally don't even touch their agency. I don't do— unless they need me, they do everything on their own today. Because I got to— and this is what I do with all the coaching clients I have, is like, I want to get to a point where you don't need me. I didn't want to have to do— be everything to everybody. I wanted to learn how to do something, then teach it, move on and learn the next thing and teach that, and bring people up with me. And using this process, again, we— I get a lot of credit And I certainly got the ball rolling and I played my part. But without my team, without my staff, and without all the agents and the managers and all, all the pieces, all the dots, I'm not here doing any of this. So I played my part really well. I let other people play their part really well. And one of the things I tried to focus on in the entire group, always, of all the people I was working with, is who stands out. So if I took whoever— however many people are on this webinar right now, 40-something If I knew everybody in here, like, one of y'all stands out more than the rest. It's always that way. And Cody could probably name them because he knows most of y'all. I'd be like, I take that person, I go, hey, come over here, and I dive in deeper with them. And then when I'm working with them, I just look at the other 44 and I go, who stands out now? And I, I just try to figure out who's different than the crowd, who, who thinks different, who speaks different, who helps different, who's, who's more coachable. Who's, who's helping my team with whether or not they get an override. You know, some of y'all won't even help an agent unless you're getting paid on it. Like, you know how many agents I've helped print money and never made a penny direct? You know, and I just, I believe I've always been taken care of because I've done it that way. And, you know, fast forward, I found a few other guys that want to be as crazy as me, and they build it as aggressively as I do. I don't have 50 people killing it in, in recruiting. We have 50 people recruiting— more than that, hundreds. But I only have a few like maniacs, you know, and you don't need that many to make this thing big. And quite frankly, at the, at the stage when I said in 2017 where I had 40-something agents when I hired Amanda, I made almost $2 million that year with 40 people because I had the spread and I was teaching people to make good money. We were at $12 grand a writer then. I was probably averaging 30 points, you know, $400, $500 grand a month at 30%. I'm making $150 grand a month. You know, the math was pretty simple to me. And then scaling it for me was just wash, rinse, repeat, not overcomplicating it, keeping it pretty simple, um, and, and kind of taking it down to the lowest common denominator to get people to move. And I, I don't want people overthinking things. I always want to keep it really simple. And I'll probably end with this, um, I think when you have all the things you have to teach people, probably the best method that I teach from a concept standpoint. If we go think about how many things someone has to learn, pick your number— 27,000 things, 42 things, 7 things, whatever it is, whatever your process is. I'll tell you, if you give them more than one thing to do at a time, it's probably going to start to overwhelm a lot of people. So I've learned to just play this game of like, hey, do this with very clear instruction on what I need them to do, and then get back to me when you're done with that, and I'll give you step 2 then. I just don't ever give away step 1— here's step 1, 2, 3, and 4, go do all these things and let me know. It's always like, hey Cody, can you handle— can you register for this today? Meaning, hey y'all, you want to get better, right? All right, dope. Hey, go register for the workshop that Cody and I are doing, and when you're registered, literally, I want y'all to shoot me a DM and go like, hey, I'm registered. And then when you do that, then I'll let you know what to do next. I'll give you the next tip. And that's how I've run the whole agency. And it stops me from like the new agent that's brand new that wants to know what to do with product when he hasn't even got his license yet. I'm like, you don't need to know that information now. And some people go, that's mean. I'm like, I don't know. When my kid was in first grade, he's very— Maddox is curious. I even use him now. He's in seventh grade. He's curious, he wants to know how like the IPO of a company works and how the stock price is determined, all this stuff. If he went in and asked his teacher that stuff today, she'd be like, great question, they teach that in 11th grade, we don't teach that in 7th grade. You know what I mean? It was the same concept for me, and I was like always trying to take people from like pre-K in our business and slowly get them up to a point where, yeah, I can help you get your PhD if you want, but right now we're gonna like— it's Tuesday in pre-K. We just— today we're just going to learn to like play with the Tootsie Rolls over there, you know. Tomorrow we'll learn how to draw the letter A. And that, that model, man, has worked really well for me over the years. It's been super beneficial. Um, and hopefully, uh, this stuff helps you out. I don't know if you're still on, Cody, or if you just want me to end it, or if anybody has any questions, but I could talk for 7 hours, but it's 7:03 and I'm sure you want dinner, so What you got, dude?

Dude, you could talk for 7 hours on this topic for sure. Yeah, but—

and you will be in— I will be in the workshop, month and a half. I will be. True. We'll get, we'll get deep with it, bro. We're planning it already. I stole it from Bette David's style, which obviously you've been to his events. It's like the, the vault style teaching. I know you do a lot of that. I love that style way better, interactive. You know what I mean, versus— yes, I don't know, man.

Um, actually, uh, that's where I first started like picking up doing case studies, was that from The Vault.

Yeah, yeah, it's a no-brainer, dude. I love— I got a new one I'm working on that I'm like, oh, this is, this is going to be money. I, um, I want— I almost— I should have shared it today. I thought about it, I didn't get to it. Maybe I should, I don't know.

Now you can share at the workshop.

There you go. We're definitely going to share it at the workshop, you know. If y'all, if y'all are interested more, you can follow my crap. I'm not hard to find. I'm on social everywhere. You can go to my website. Register for any of the stuff. And if you're interested in knowing more, working together on some capacity, whether systems or coaching or whatever, whatever else you got going on— I do a lot with— I do, I do a lot in the space. Just hit me up if you're interested in growing for real, you know. What you got? What you think, dude? Anything else you need to add? Questions?

Enjoyed it as always. We're getting some good feedback in the chat. Who's in— who's enjoyed hanging out with John tonight? Good to see you guys on. And dude, appreciate you spending some time and hanging with us and teaching on such an important topic, brother.

Yeah, man, happy to help, dude. I saw someone got a little error code, but I just clicked it and it worked for me, so I don't, I don't know which one they're talking about that didn't work, but I don't know. Things work on my end. Page not found. Oh yeah, it came up for me. If, if it doesn't work for you, just shoot me a DM. I'll get, I'll get you the info. But I'm on the— if I assume you're talking about the Agent Automator one, but maybe not.

Probably it worked for me too, so yeah.

So, but yeah, if you need anything on it, just hit me up. Um, I appreciate you having me on, dude, and these are always fun. We'll see if we can help some more people get rich. Um, Michael, I do stuff in the annuity space. If you go to johnwetmore.com/annuity, I have a full annuity boot camp. We teach people how to do this thing like they're— they know nothing about annuities and can start picking them up right away. So johnwetmore.com/annuity, there's like 5 or 6 already that you can watch in the past, and then we do recurring boot camp events. They're free, so you can join that there if you're interested in annuity space. Super beneficial to agents. It increases profitability like crazy. What's funny is a lot of people don't push it because it's not a good override product. The manager, your upline, makes no effing money on annuities. That's why they don't talk about it. But you, as the individual agent, y'all can get paid on annuities. Um, so go to— go there. We're teaching how to do it. If you need help, we're helping people write them. We're doing— I'm doing all kinds of stuff to connect people if they're— if they're just clueless on the space. My first big annuity ever— one baby one first, I made like $1,000— but my second annuity ever, I made $34,000 on, dude. That changed— that changed my business quite a bit. Then you're like, you know what, I think I like annuities. And they're so easy to, to get. Um, Can you make them complicated? I think we can make anything complicated if we want to. True. You know, it's like how we're doing this, this mean you talking and all these people watching, this could get really complicated. Or we can go just click on the link and you'll be talking. Annuities work the same way. There's a very, very simple way to, to pick up a lot of them, and we're hoping people make a shit ton of money with them, dude.

So, hey man, well, appreciate your time, buddy. Thanks for hanging.

Good work. Absolutely appreciate all of you. Tag me, post. If I can help, let me know. Get out, do more, get after it.

Thank you guys for joining. Have an amazing night, awesome week.

Talk to you guys. See you, buddy.