Step-By-Step Guide To Making $80,000 Per Month In Sales

insurance agency builders out there. The footage you're about to watch is me spending a day and a half with others, teaching them how to make multiple 7 figures a year building an insurance agency. Everything that I've done in the last decade, plus you get to watch in the following clip. Enjoy it. Make sure you make the next one. Johnwetmore.com/workshop. What's up, y'all? Ready to start? I'm good to start a minute early if y'all are. We got a few, few late ones, but they'll be all right. Appreciate y'all coming out. We're excited to, uh, put together a couple days, have a bunch of people here, and, uh, ultimately help y'all get paid some more is the goal. Otherwise, what the hell am I doing? Right? And at the same time, some of y'all are trying to build something. And it's like, can you learn how to help your people get paid more? Yeah. You know? And that's been a focus of mine now for— and to be clear, it was not the focus early. The focus early was like, certainly for me to get paid. That was the initial. Like, that's why I got— I assume most people are in it for that. Like, I need to get paid. But when I started building, whether I talk about the team, like in terms of agency or my internal team. Early, it was like, yo, how can I get paid more? It was not how can I help them get paid, right? I was like, I want to hire because I want to get paid, which is still true. Like, I don't do this to make no money. But at its core, when the focus was, hey, what can I do with her so I get money? I just found that didn't work really good. You know what I mean? Like the intentions were wrong. The way I probably worded things were wrong. What's up? We didn't get to say hey. I say yes. Were you doing content out there? Were you on the phone? Content. I figured, man. I'm like, I think he's out there doing content right now. I fucking love it, dude. Good for you. Yeah, man. No different than if you go— any of y'all remember being like early on? Or some of y'all are still there. Early on in the sales side and broke as shit just trying to figure out how to get paid? And you sit with the client, right? All of us. John raised his hand the highest by far, and he probably needs it the least right now. Then, you know, I mean, it's like, but it's cool to see. But it's like early on when you're in that spot and the entire presentation is built around how can you get paid, it has nothing to do with like finding out the problem with the client. And getting a real financial inventory and asking questions. Or you know what I mean? You're like actually not trying to solve a problem at all. You're just like, can you sign here and approve the ACH so I get paid? Was I the only one that did that? No. Does that make sense? Like, I didn't give a shit at all. And then it showed in my results. And y'all that know me well enough know I'm not necessarily the mushiest dude on the planet with certain things. And I'm like, I like what we do for a living, but the— the having life insurance on people's families isn't what drives me. I'm glad it's dope what we do, and I do see it, but that's not like— that's not what gets me up every day. Um, and so it, it was hard to go like, damn, I, I actually have to pay attention to what they need, you know? And then by default, I just started selling more. I was like, oh, this is actually way easier, you know? And I'm starting to, starting to learn that stuff. Um, from the building side, it was like the same, same feeling for me. I felt like I was early on sitting down with a client, like just trying to get a check, you know? And when I started recruiting, I was like, I'm just trying to get people like, how do I get an override? I'm calculating it and looking at, you know what I mean? No different than you're like, I think they're going to pick the $100 a month. So it's $1,200, $743.19 next week. You know what I mean? Like I would do that with agents too. I'm like, I got these 7 guys. If they each do $22,000 a day, I'll be rich next week. And it didn't quite work out that way. So my goal is to really make this interactive. There's a workbook because we thought it'd be nice to put one together and kind of flow through. And my team put the whole thing together. I had zero to do with really anything here, to be clear. So like, don't thank me. My crew did all this shit. I just had the idea. I wanted to put something together. Every once in a while they asked what I thought, but for the most part, everything you see about this whole day, I had nothing to do with other than saying let's do one. So appreciate you guys being part of it. And you know, for me, it's like, how do we— I want to make this interactive. I want to make sure we're solving people's problems. So some people are going to speak up, some aren't. You'll learn either way. And I'm just going to kind of dive through just things I've learned over the years. And I still make a lot of mistakes. The stuff I'm teaching, there's a lot of days where I sit around and go, dude, I should probably listen to my own training. Because you get to certain levels and you still think stupid. You know what I mean? I still mess up. I still see things wrong. I still— it's a struggle every day. And so anything that I'm doing in life, these these concepts of Do More. And if any of y'all that read the book and understand the background and know what they all mean and have read it and absorbed it like I— that's a— it's a system and a process in which I get better at things. So I'm following this in my personal world right now, my health space and things in my diet. All that I have to do every day. I'm doing it with my family. I'm like, how do I get better on this side of things? I can follow the same steps. So a lot of these things for me have become really universal in how I operate my life. And all I can do is teach you guys the things that I've done. But don't think I ain't messing a lot up along the way and making a lot of mistakes and very imperfect. And you know what I mean? So it's like all the stuff you're worried about, like I got all this going on. Trust me, me too. I might be a step further ahead in this game a little bit. But at the end of the day, I'm still trying to tackle life and get better just like y'all are. So the goal is like, how can we help y'all while we're here? And then you guys should use the opportunity to get to know each other. Y'all are different. A lot of people follow me. Not everybody want to make a move to go— it's inconvenient to come here. It's a pain in the ass, costs money. We charge a little bit. You paid a lot more to get here and stay here. And so there's a lot of like-minded people in here. What I love is like every time I do one of these events down the road, I always get feedback like, yo, at that event that changed this and I learned that. Like, I like that piece. The piece that I struggle with still to this day is there's some of y'all in here who ain't going to change shit after you leave here. And that's facts. And so for me— and I apologize. I know not everybody knows me. And I cuss sometimes. I'm trying my best to get better at it. So please don't take offense. I know I do it too much. It's the way I learned how to use adjectives as a kid. So— It's not part of the book. Huh? It is. It is. I just, I always, especially I see a lady I don't know in the crowd, I'm like, all right, they know me. She don't know me yet. Dudes, like, y'all suck it up. But I just— good. So you're okay with it? Thank you. I appreciate it. Now I got permission. It might get messy. So anyway, we'll go through. So I want to take just a quick minute and, and I'm like, there's a lot of y'all in here, but I do want to hear briefly. I know most of you, a lot of y'all don't know each other. Amanda, can you— this is what we want to do is get like a very brief intro, like, and I've been brief, like 30 seconds. Some of y'all like to talk. I like to talk. Please not— we don't— because this— if y'all each take a minute, it's going to take 40 minutes. I mean, I want this whole thing to be like 10 minutes or less. Quick introduction, who you are, where you're from, a struggle in one sentence or less, like the struggle part, just something you want to take away from today or this week, you know, a couple days here. And, um, they're going to kind of take some notes on it and we're going to put some things up. And my goal is to go like, all right, how do I cover all these things in the next whatever we got? 30 hours or whatever it is. And I know some of y'all are coming tonight to the house, so we'll have some more time with you. Just super quick intro and just kind of weasel through, and you don't have to stand or anything, nothing at all. Just Go ahead. First question. Yeah, I was going to ask if any of you watched. Yeah. Yeah, I assume a bunch of people know John too. You still— we still on for later? Yeah. So he's going to actually— we have some stuff. We're going to play with the agenda a little bit timing-wise. John Wetmore was going to come up and talk at you all for like an hour about annuity stuff. And he sent me a text yesterday. He's like, I actually have an appointment at 2. He goes, if you want, I'll do the appointment live in front of people. Yeah. Yeah. So he's going to legit get— I don't know what the hell we're doing. I don't know how we're— I don't know. I said, Amanda, help. So maybe there's going to be some cool stuff though. So I think he's going to. And what I love is like watching his growth in this thing. We've known each other for a long time now. And seeing where he's come with it. Of all the people— like I watch a lot of people in the space. And a lot of people are afraid of annuities because of the complexity of it in their own head. And this dude has taught me and many others how simple that product is. Like, and I'm really good at keeping things simple. But I'm pretty analytical. And when I would watch some people teach that side of the industry, I'm like— I feel like I'm not stupid. But I would watch some of those presentations with all the PowerPoints and all the words they use and I'm like, What did he just say? I didn't understand it at all. And when I see him train, it's like, is that— was he trying to say the same thing? You know what I mean? But he understands the product like nobody's business at this stage. So you'll get to see the way he simplifies this thing live, which I think is cool. Hopefully they show— hell yeah, they're going. I love it. Are we streaming any? Are you putting anything up? Are you putting anything on the screen? Yeah, you are. So as he goes through the illustration, they're gonna be able to see it. Hell yeah, good team around, love it. Cool. Um, I didn't miss anybody. Everybody went? Yes. Cool. Um, all right, so we're gonna— the reason we did that, and Amanda's gonna put it together, she's already typing away. You ever sit in like a sales training for whatever product you sell and someone on the board goes like, what's all the objections that you get? And if everybody in the room gave every objection for, say, selling life insurance, how many are we going to come up with? Yeah, like 4. We ain't going to have 127. Like, I don't think we could get to 10, especially if you go, that's kind of this, right? And then in the building side, I don't know if anybody's really ever done it on this side. I don't see it a lot. But if we went, what are all the struggles specifically with building? If I took all the people building in here and I go, what are the biggest problems with getting to the next level? You know how many things are really going to be? No, there's going to be like 4 or 5. It's the same shit. Does that make sense? And everybody just went through, and when we do the next exercise, there's a little downtime. I'm going to sit with her and I'm going to break it down and see how few we can get it to. That's basically— y'all, a lot of y'all said almost the same thing, you know what I mean? Your situation is slightly different. There's certainly different detail, But at its core, there's really only a few things. And I like really simple. Some people like to complicate things. I'm that by default. I will find a way to make something harder. If we're like, let's put this together, I'd have way overcomplicated this. Fair? I'd have way overcomplicated it. Put the table together. I'd have went to Home Depot and bought an entire tool set. To put this table together. And she'd be like, you just open the legs and they clip in there. You don't actually need one tool. But my brain wants to like see the hard end stuff. And so sometimes things are really simple and I've had to learn how to identify that myself. So when I start looking at stuff and there's like— y'all ever see, what's that show? Sheldon? Who? What's that? What's the name of that show? So Big Bang Theory. Any— a bunch of y'all seen it, right? For those that haven't, it's a show based on some nerd who's really good at like science-y, astrology, like what's the word? What's that? Physics. He's a physics like wizard. And sometimes they'll be sitting in their little apartment and the one girl in the show is like the quote unquote dumb blonde. And so she has to watch them interact in their lingo versus real people lingo. And sometimes when they're sitting there, you ever seen them do the whiteboard where they do the formulas, the math? It's like, I don't know how to say it because I skipped that whole class in school. So I'm really bad at that stuff. But 47-million-link formula, when my brain starts doing that, I've learned to trigger myself to ask someone else their view first. If I'm doing math like that in my head, like, plant, like, ah, all these things that I'm going to do. I go like, hey, Amanda. Hey, Steph. I got a couple people in my life that know who I am. And I'm like— so I just have a trigger. And so I've learned how to go, how can I break this down to the simplest format? And then we can get in-depth later. Like, I'm mad at later doing it. Hence the name of the book. The book is named after who I am as a person. And the way I've learned how to learn most effectively. And by default, I'm pretty analytical. I'm pretty negative by default. Someone cuts me off, I think they did it on purpose to piss me off, where a lot of people think like, oh, poor guy didn't see me. I'm like, no, I know he fucking saw me. Does that make sense? I'm wired the other way. And I think each of us have to— like, part of the learning process is learning where you hold yourself back. And a lot of people won't put themselves around others that will tell them the truth, and/or if they do, they don't want to hear the truth, and then they defend it and they validate why they're that way, you know. And that was kind of the first step for me, is like people would start telling me stuff about my demeanor or the way I, I spoke, like especially when I was starting in this. Where I grew up, no one told me nothing. The way I spoke, the way I behaved, the way I cussed, the way I did. No one was like, you shouldn't do that. Babies as teenagers, that was normal where I was from. No one was like, dude, this is how that plays out. I'm like, oh, I thought that's how everyone's life was. Where I grew up, everyone was on welfare. Everyone was on food stamps. I didn't know anyone in another world. Right? So when you come into the real world, it's like, oh, this is weird. You know, I remember the first time I moved to Georgia, when I first moved to Georgia, I get to the airport and we're traveling through, just getting off bags, like getting off the plane, going through, but getting a baggage claim just like everybody else. And like a stranger said hi to me. I was like, my first wife at the time, I'm like, did you see that? She's like, what? I'm like, dude, that fucking guy right there just talked to me. Like he wanted to, like he wanted to know how I was doing. Like it was the weirdest thing ever to me because that's not normal where I'm like, you don't talk to strangers, make eye contact with strangers. That's just not what happened. I was trained— I was literally trained to not make eye contact and not speak to people you don't know. So when you move somewhere, it's the opposite, where they're trained literally the opposite. I'm like, it's foreign, you know? And everybody has those things in their life where the way you were taught how to do something is not necessarily the way it is all the time, you know? So you got to decide, do you want to adapt to the environment you're in at the time? That's not always a good thing either. But we're going to assume we're going like, how am I getting better as a person, as business, as whatever I'm doing? And so part of the journey for me was going like, when I see something that confuses me or is a struggle or where I see myself, I'm like, I found people where I can just go like, yo, how do you see this? And I only have a couple. I don't ask a lot of people. I think a lot of people do that and they ask the wrong people. And they're like, no, you're right. When everyone around you is telling you you're right, ah, good. How do you pick those people? Like, how did you pick those people? Dude, crazy. I didn't really pick that. I think a lot of people try to pick them, and I don't know how to make it work quite that way. I can tell you I didn't necessarily pick the individual per se. But I picked the type of person, right? So for me, just really simply, when we were doing stuff like this, it was the dude at the front of the room talking because I was a dude in the back of the room going like, why am I here? This is weird as shit. I'm in my khakis after my accounting job in a hotel in downtown Atlanta listening to people I don't know talk about making a shit ton of money. It was really weird to me. It was way out of my comfort zone. And I'm telling my wife, I'm like, dude, after work I'm going to downtown Atlanta to this hotel. She's like, huh? I'm like, yeah, there's a guy, insurance, I don't know, they— I don't know that they— she's like, they train from 6 PM to midnight? I'm like, yeah, they have this thing called Night Owl After, and we— they all go to like Ruby Tuesdays, and they stay there after too, so I'm gonna go there. She's like, what? What kind of scam are you in? Like, it was really weird. Right, but I've learned quickly they're making money. Steph legit thought this was scam when I started doing it. That's how like weird it was for her, me, us, all of it. It was just awkward. And so when I realized like people are making legit money, for me it's really easy to see who's making money, but that's not that deep. So I just wanted to be further ahead, and so it started with that, like who's actually And then I learned people at the front of the room aren't always making money. And I was like, oh, I got to dive a little deeper. Does that make sense? Oh, that fucker paid to get at the front of the room. Right? That exists. That's a thing. So I was like, oh. So then you start— I just started asking questions. I'm a question asker. I did it. Y'all saw me. I was like, go quick. And I kept fucking asking questions. I stalled the process. I am a curious person by nature, and I have a hard time answering questions without knowing more info. A lot of y'all ask me stuff, I always ask a question back because I don't know how to answer it after, or I'm like, clarify this, what do you mean by that? I just have to understand. I'm wired, dude, so I want to know more. And that can be a flaw too. It can slow me down, right? So for me, I would find people that were doing better, and I just ask a lot of questions. But then they would say this, and where I do really well is I go, got it. And I go try it, and I see how it works. And then I also come back and go, that worked, it didn't, hey, that was great, hey, what about this? And I would just like, oh shit, I said it this way and I should have said it that way. Got it, my bad, let me try again. I go try again, I come back. And dude, the mentors that helped me the most in the space, I don't know if any of y'all know Mike Killamant. Some people know him. Some, probably most don't in here. Just fell it, dude. I just kept coming back. He kept answering. He kept giving me good advice. I kept coming back and kept— I was like, it just worked out one day. And with time doing that repetitively over and over again, we just built a really good relationship. We found a way to work together. We are very different people, bro. But I found a way— one of the things that I think I do really well in that process is I always try to find a way to add value to someone that adds value to me. Right? Because there's one thing about asking questions and then getting an answer. A lot of people do that. Then ask a question, get an answer, go do something with it, return, be like, thank you. Most people don't do that shit. As many conversations as I have, the percentage that come back and give any kind of gratitude towards it is well under 5%. Well under. I've talked to thousands of people a year. You know what I mean? And so, and then from the next level is like, how many go out of their way to add value versus be a pain in the ass, right? And so for me, I, I, I wanted to stand out to people, dude, right? So I go like, how can I stand out from the crowd? And I feel like that's a skill set, you know, navigating this room. There's a lot of people looking for time. Some of y'all gonna navigate this, this next 2 days better than others. It's just what it is, you know. And so, man, for me, I would just go, how can I add value? And it started early with Mike. Just— I'll get a good— I'm gonna give real world, like, what I did. I want y'all to take the concept. Does that make sense? Some people go like, I gotta do that exactly. I'm gonna take the concept, right? So early on, when I was going down to that hotel in Atlanta, this is in 20— 2012, literally after I would, I would work. I worked in Cherokee County, any of y'all that know that. And then the place where we do the meeting was down by the airport, College Park. So rush hour traffic going from Cherokee County to airport, hour and a half trip every time I did it. It was every Wednesday night. And, uh, I would notice when I get there, most people got in at the very last second possible. And Mike would be there early. I'm like, oh, interesting, he's running it and he's the one that— now I started paying attention. I'm like, oh, he's like organizing stuff, he's getting books right, like all the stuff that happened here, he was doing all that stuff, you know what I mean? The more I came back, I was like, huh, I'll just watch. And then when like the event would end, some people clean up their mess, 50% leave their shit on the floor, and he would stay after and clean it up. Right? The whiteboard. He had to erase it because they could use it again next time. So he'd always be erasing it. You know what I mean? I'm like— so I started doing some of that stuff. Start helping. Clean up the room. Getting the room ready. I noticed a lot of people would talk out by the door and it would drive him crazy. I'd be like, hey, can you all go inside or can you all talk down there? I would help him do that stuff. And I just always started to help him run his machine. I'm like, where can I add value? Right? Then I learned with him. This was early. He had a team probably doing, when Mike left, $150 grand, a couple hundred grand a month, and got up to doing a couple hundred million a year. I mean, he grew big. But at that time, $150 grand, $200 grand a month. And he didn't like have a report. He didn't know who issued what. Issue paid reports? Like, he didn't have anything. And I'm like, I'm kind of a nerd. I like Excel. So I learned— I was like, one day I went to Mike— and this was over time. This wasn't in like a week. This is over the course of like a year and a half. You know, there's a picture I've— anybody ever seen the plane picture I've shared? The airplane on the plane? I've shared this a lot. I wish we had it up. So 20— probably '14, Mike would go do events like this and train. And I learned to get with his staff and find out his schedule. And I would book to be on the plane with him. Or I'd ask, I'm like, he would drive sometimes to Birmingham or Charleston. And I'd be like, yo, who's driving with you? He's like, no one. I'm like, can I come? And I would do shit like that. And he just kept saying yes. I'm like, okay. So I kept asking shit, you know? And then with time, so one time, dude, I called the staff and I'm like, well, what seats he in? And at this time it was like, 32A, like in the back of the plane. And his brother-in-law was in 32C, right? So what'd they leave open? This guy booked 32B. I get on the plane. I'm like, yo, my seat's right there. They're like, what the hell? There's 20 empty rows, bro. The plane was like empty. There were like 4 people in the whole back of the plane. Well, then there's a picture. There's a picture of me sitting between— Amanda will find it today. It's like in my favorites. I'm sitting like this between two dudes and you see 7 empty rows in front of us. But I was trying to get around it. Events like this, people show up early. I learned that people with money show up early. So every event I go to, I start showing up early. I start asking questions. Most people are afraid to go up and ask questions. I'm like, I fucking ask questions. And I just did. I still do that. That's who I am. I know I can navigate a room somehow. I know I can stand out with time, and I do it, but it doesn't always work with everybody. I'm like, ooh, that relationship, eh, not my guy, you know what I mean? Or they don't— it just sometimes it doesn't work. Mark Mead was one of them. Mark's my dude, bro. First convention, he was on stage. After he was done, I went, found him. I'm like, hey dude, I got questions. Way over analytical, dumb shit. Like, I literally didn't even listen to what he said in a speech. I wanted to like kind of question. I didn't on purpose, but looking back at it, I'm like, I know you just told me exactly what to do, but I have a question. How do I— how do I— and I'm asking all these like annoying— he's like, he literally was like, did you, did you miss the talk, bro? It was the whole talk was leads and appointments at the time. I'll never forget. Y'all read it in the book, leads and appointments. That was the name of his talk. He's like, that's this whole business, leads and appointments, leads and appointments. Just get good at— don't worry about nothing else, leads and appointments. I'm like, yeah, but What about— but he's like, leads and appointments, bro. I'm like, yeah, but he goes, leads and appointments. Like, he literally in my face kept saying it. I'm like, but— and he just— he wouldn't budge, you know what I mean? Finally, he asked me a question. He goes, how much— how many appointments are you running? I tell him, he laughed in my face. I was like, oh, so 12 a week wasn't a good answer? He literally laughed at me like I was joking. 'Cause I said I wanted to do big things and my effort was essentially zero in his eyes. And so I was like, well, it took me 2 days to go, how many do you run? That's how bad at asking questions I was then. I didn't think to ask him in the moment. Thankfully I got his number, he gave it to me. I text him, hey bro, been thinking, how many do you run? I'll never forget his answer in my entire, for the rest of my life, he said 90 plus plus plus. In-home field appointments back in the day. This is 2015. This is January 2015. FFL, if y'all familiar, very first convention FFL had. And I was just a dude in the crowd just trying to figure it out. You know what I mean? He answered. So what do I do? In the book, March, I start running 30 appointments a week. I'm like, Mark's doing 90. That's 22-ish, whatever it is. I'm like, I ain't as good as— I ain't Mark. I guess I'll do 30. So I go do 30. Started seeing a little bit of success. Yo, damn, that worked, bro. You know what I mean? And we started going back and forth. I'll never forget, dude, ever in my life, I'm sitting in a hotel room somewhere with— or not in a hotel, in a hotel lobby somewhere with Mike Killamette. We're chilling like, you know how they have furniture out there. I'm chilling on the couch, like foot up on the thing. Just, I don't know if it was before or after. I don't really remember. And Mark calls me. I look. I go, Mike, why would Mark call? What's Mark calling me for? Before. So I pick up, I'm like, what's up, dude? He goes, hey man, see you've been killing it. I gotta, I got a question. What's like, what's your process to do this? I was like, again, dude, I'm from the hood. I don't know. I'm like, fuck's he want? Why is he— I said, hold on. And I go, why the fuck is Mark asking me questions about my process, dude? It's Mark Mead. Mike's like, dude, you're doing something good. He just wants to know what you're doing. He's like, it ain't that deep. He just I was like, oh, and then so I started going like, oh, I can add value to Mark's world. Like what? But there were things I was doing that he did differently. And now him and I have built a whole relationship over the last 10 years over like we both want the same goal, but the way our minds work are so different. And so we test each other, we push each other, we give it, we like, I want to understand like a simple example. You know, Mark, if y'all know Mark, staff, dude, give him a 475 staff, he's in heaven. I'm like, more than Amanda, I stress out by default. I didn't build this with a lot of staff. So we would have conversations about the way to build it and pros and cons of each. And that became the relationship with Mark. And him and I still have conversations to this day about business, friendship. We've traveled together. But it all started with— Hey, I got a question. And I would continue and just find ways to add value to Mark. At one point, not only did I figure out Kilomet didn't know how to run numbers, I started running his issue paid. I created issue paid report for Kilomet. And I'm like, dude, here's your team leaderboard for your call this week. He's like, what? I'm like, just give me a login. I'll run it. I had all of Mike's logins for everything. He never touched anything, IT, math, formulas, anything ever. In his agency. I just did it, you know what I'm saying? And then one day, just again, I'll be very transparent about the way— y'all, y'all ever like wait for numbers from the company? Yeah. Any company you work at? Hey, what's our team numbers? And when they don't put it out, you don't know your numbers. I don't know how to live like that. That's fucking weird to me. I'm like, you know, they get the number somewhere. That's true. The insurance companies have them. They're on your commission reports. They know. I'm sure one day someone sat at the carrier and went, we should probably make a report that shows how much this dude got paid. There's no way I thought of that. So I just logged into the carriers and I looked and I'm like, they all have one. So I started running them. So when everybody else was putting out weak whatever numbers, Like in, they'll put out, you know, February, March 17th. I'm like, nah, dude, I put out February like March 1st. And so we are team leaderboard. We'd always be a week or two ahead of everyone. And one day Mark reached out. He's like, how the hell you do that? I'm like, bro, I run it. He's like, but who runs it? I'm like, no, I run it. I download the report. I put it into Excel. I run it. And I taught Amanda how to run it with time. I'm like, hey, I need you to run it. Here's how you do it. And I taught her how to download and run issue paid reports. And then people started calling me like, yo, I don't even know how to open a computer. I'm like, how about I run them for you? And so I started running numbers. We got to a point where I'd run Mark's numbers, I ran Andrew's numbers, I ran Paul's numbers, I ran Kilomet's numbers, I ran— and then we did all of FFL. We used to run all of FFL's numbers in my office. Most people don't know that. We did for like how many years? Probably 4 years we ran FFL's numbers. Y'all would get those reports with the PDF file. On one and then you get the Excel sheet with the other, with the leaderboard over here, the team over there. I built that fucking report in my living room, on my couch one weekend being anal, but it added value to people. Yeah, you know what I'm saying? It's like, and I've even had situations where like, I'm not everyone's favorite, but like, he's fucking good. This is Lemby. I can be a pain in the ass. You know what I mean? I'm a lot sometimes. I handle things incorrectly sometimes, and I'm not— I mess up a lot, but I'm like, I am trying my best, you know what I mean? I am trying to add value to people. And so that's, that's kind of my process, dude, always. Does that make sense? And those are just some real-world examples. You just got to find your way to do it and find something that matters to someone. Does that make sense? Now, some people here are like, do you want us to clean all your shit? I'm like, no, I don't. Please don't. I have a team that they do it. Does that make sense? I'm not looking for that. That doesn't wow me. I ain't mad. I do want you to not leave your trash here, but I'm also like, I don't need everyone to show up, you know what I mean? Like, that's not me. So you got to make sure it's adding value to the person in a way that they give a shit. Does that make sense? Not your perceived necessarily. Um, yeah, yeah. And there's always a way to do it, I think. You know, hell, you could go as simple as like, can you, can you help some other agents? I remember when Mike had to tell me to stop training agents that weren't mine. He literally called me. This is the building selling thing. I was selling and I was helping build other people's teams. I got really good at selling. I got really good at selling only a few things. Cross-sell some? I don't have a clue how to do that. I don't know nothing about— I don't, I don't know what y'all do. When you guys speak about what you— I've like Chinese to me. I don't know my own health insurance policy. I probably, I probably call Amanda. Amanda, how many times a month or a year do I call you to go, where's my health insurance card? Oh, like every other month. Yeah, I don't know what I have. Yes, I don't know. I don't know. I don't know one thing about any of it, but I'm— that's my style. I'm not mad at people that do. Does that make sense? I just, I don't— I like simple and I do it a lot. Um, so I don't know, I was going somewhere with that, but you know, yeah, cool. So any, any other questions? I'm gonna give you all a little exercise here in a minute, um, but anybody got anything before I dive into the next? You're welcome to ask. If you're in the insurance space and trying to build an agency, or you're trying to like break records in sales, just hit new levels, new heights, click the link below to apply to my consulting and coaching program that I have out there. Um, I'm helping tons of people get to new levels, get to new income heights, help them build their teams, put systems in place, staffing stuff, recruiting processes, automations. Um, just teaching people how to get to a point where they're selling on their own pen 30, 40, 50 grand a month. And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability you can. There is an application process. I'm only looking to work with like high-end people who really want to make big things happen. Couple recent clients that we've had in the, in the coaching program. One dude as an individual went from selling like $8,000 a month, barely getting by, about to quit the industry, found the book, hit me up direct, started the coaching program, went to $35K his first month, has issued like $150K in the last 90 days and has changed the trajectory of his career. Working with another agency builder, very first month went from doing like $800 grand a month to almost $1.1 million. We added like 10 or 15% production in 30 days and continue to work on things there. So if you're interested, click the link, apply, and if you're a fit, I'll reach out. Yes, shit, go for it, please. Who is your mentor now? It's a really good question. Um, it's funny, like I still talk to Mark a lot. Mark and I talk a ton. I learn a lot from John about the annuity space. And him and I— like, if I spend time with John Gavin, the one thing I know for sure is my cheeks are gonna hurt and there's gonna be tears running down my face from laughing so hard. That not only do I try to add value to his life, he informs me about stuff, but I have the absolute fucking best time ever. You know what I mean? So I'm like, that's, that's a cool relationship to have, you know. Um, Kilomet, he's kind of doing his own thing, retired. We thought we'd stay in touch a little bit every once in a while. This dude Hunter, he's an integrity partner. Um, he's smart as all get-out, young dude, like 30, early 30s max. Um, dad basically runs the Medicare space in insurance, like he is Medicare. They like every Medicare Integrity partner Mike White found and brought up as like they do Medicare. So he's got to watch his dad build and sell 3 companies in the insurance space. He's smart as all get out. His office runs a shared service for all of Integrity. So really smart dude, just grew up very different, but love him and his wife. Coincidentally, just shit luck. We happen to be living in the same subdivision. When I— so I had land in a county a little while over. We bought some land over here, but it was going to take 2 years to build, so I bought a temporary house. Just so happened to be in the same neighborhood as this dude. I didn't know it. Going to school, dropping the kids off one day, I see an Integrity logo on a car and I'm like, huh, what's up dude, good to see you. Um, I'm like, oh weird, you don't see that often, you know what I mean? Like So think nothing of it. One day I'm at the country club trying to play. I'm really bad at golf. I don't know golf at all. I get nervous, especially at a club, because I'm like, I didn't grow up a club kid. And when you get on the golf course, I don't really know the rules. I kind of know I'm supposed to get it in the hole, but I don't know the etiquette. I didn't know wearing a hat backwards is not a thing. You're not supposed to do that. You roll up your sleeves so you don't get a tan line. They don't like that. I'm like, oh, weird. So one day I'm trying to navigate the course and I go— I used to go with Kilimanjaro only because I like felt like, oh, I can kind of hold Daddy's hand and walk around the golf course and tell me what to do. And one day I decided to go by myself and I got lost on the golf course because I don't know where the holes— I don't know where to navigate. And, uh, crazy enough, I go to pass this dude on hole— like, on— and the way the country club works, there's a split and it's hole 4 and hole 11. I was supposed to go to 4, and I didn't see it, and I went to 11, and there was someone there. And I'm like, there was not someone just in front of me a second ago. So I'm like, all right, I'll sit and wait. And then I noticed there's someone behind me, and I'm like, now I'm getting nervous. I'm like, I feel something feels wrong here. So I leave. I'm like, I'm just gonna pass everyone and go play another hole that's empty. This is like 3 years ago. Yeah, like, I'm fucking weird. I'm not comfortable on a golf course. So I go to leave. I'm like, I'll just find an empty hole and play, or I'll go home. I don't, I don't need to golf that bad. So I go up past 11, I go up 12, and I'm going up and I'm wearing an Integrity shirt. He's wearing an Integrity shirt. I'm like, he goes, and we stop, we talk, and I talk to him on hole 12. And that's how I met Hunter White. We start talking, both Integrity, find out he Kids obviously go to the school. I'm like, oh, you're the one with the— the, uh, he has the— what's that Mercedes? The G-Wagon. I'm like, y'all got the G-Wagon? He's like, yeah, that's my wife. I'm like, oh shit, where y'all live? He tells me where to look. I'm like, dude, I live like around the corner. He's like, yeah, you know the big white house? I'm like, yeah, the one two houses down from me. He goes, that's— I'm building that. So we were neighbors and literally didn't know it, and I just met him on the golf course. So we started talking, started creating a relationship with the guy, found out his dad runs— you know what I mean? Now we have dinner. With us once a month. We travel 2, 3 times a year, him and his family. We all go together. One of the nicest dudes ever. Is that Hunter White? Yeah. You won't find him on social. He's like, I don't do that shit. Uh-uh. Hunter White don't have no social media. He's like, uh-uh. He don't do nothing. He's one of those undercover guys. But him, you know. Yeah. What about business-wise? At what point in your business business did you have? Because I don't know, but what— at what point in your business did you have somebody to kind of assist you and help you from working in your person and transferring into business and living outside of your person? Yeah, I mean, I, I always— I, I'm a question asker. I will find the answer. I'm not the guy that's going to go like, I'm going to create something new. You can ask them, they come up with an idea The first thing I do is like Google it. Someone's doing it. That's just— someone has the solution. We need these cloths for— we got these tables and I'm like, someone made one. Someone thought of this shit. I just— I'm— but I'm the guy that goes, I will figure it out. I will figure out how something's done always. And when Amanda— she don't do it anymore— ever would go, that ain't possible. That's the worst thing to say to me. Yeah. I will figure it out. And I'll figure it out on my own. I won't sleep for— I will figure it out. I'll get the answer somewhere from someone. And so today, like, I pay Patrick Bet-David. Pay him $100,000 last year. One of the biggest dudes in the insurance space. I get mentored by him, Patrick Bet-David. If you don't know him, you should. Matt David? Bet-David. B-E-T-D-A-V-I-D. Sold PHP for like $300 or $400 million. Yeah. Yeah, runs Valuetainment, massive. I pay him. He's expensive. We ain't best friends, but I get to ask him questions about business. You know what I mean? Like if I happen to see him out, he'd recognize me, but I don't have his number. I ain't got it like that. I'm like, all right, if I got to pay you to get mentored, I'm in. I'll pay for it. I don't care. So yeah. Yeah, and I've had different ones over the years. I pay a lot of money to get better. I'm 6 figures plus, plus, plus every year. How do you discern who a mentor should be, especially at your stage? I'm assuming that pool of people becomes smaller. As you grow, how do you discern? Weird enough, it gets bigger. It's fucking weird, dude. You start making money. People with money like helping other people with money make more money. It gets easier. I can find 20 today. I just go to the club. I go in the men's grill, there'll be 50 guys rich in there. I just ask any one of them questions I want today. Not because it's like, oh, John Wetmore— they don't give a shit about me at all. But they all make money, and I've learned people with money are wide open sharing how they've made money. That was something I did not see coming. You know, so now I like try to connect with people. Like my kids go to a really— they go to the nicest private school out here. You know, it's not the nicest one in the world, but for out here, it's like they go to a dope school. It's like a college campus. You know, there's some people with money there. So like I don't love going to parent-teacher things. I don't know what classes my kids are in. I don't know any of their teachers' names. I don't know what— I had to— Maddox had to teach me what A/B day was last week. I'm like, what do you mean A/B day? Some of y'all don't know what that means. It's a thing in school now, you know what I mean? I don't know how to log in to see his grades. I don't, I don't, I don't know how to do any of that stuff, you know. Steph will get on to me if we have an event at, say, the club or a school event or one of the parents. Like, I'm chilling by myself over there a lot by default, and she's like, you get in a room like this, she's like, you don't shut the fuck up. And you go to an event over here and you don't speak. She's like, can't you be that here too? Right, this is 2 years ago she's telling me this. I'm like, good point, some good people here. Some people make a month. So now when I go to those events, for me, I go like, how can I get to know someone there? You know what I mean? Start building relationships with people, you know, not, not just see what comes from it. And now I've met some really good people. I've met, you know, dude runs the, the annuity thing. His family, his kids go to the school. I know a dude that runs an entire division of Aflac. His kids go to the school. There's a dude who just sold his company for like $50 million in the health space. He goes to the kids' school. My kids sleep over his house now. They like hang out, you know what I mean? It's like just building relationships with people. That's important. And again, some of y'all in here that know me, know me well, I am not the best at it. I'll mess it up in a second sometimes. There's people in here I've messed it up with. I go like, I'm sorry, fuck, I'm doing my best. So I just try to get better all the time, man. And it's like that the levels of this thing for me never changes. Just watch stuff Jesse's doing, John's doing, these guys are doing. They're messing stuff up too and trying to get better. It's like we're all just trying to get better. And if we can kind of help each other along the way, it does get easier, especially when people know like, oh, he knows how to make some money. Making money is like a skill. Once you know how to do it, it's like you can kind of navigate it anywhere. And a lot of y'all have a lot of the skill set and you just don't apply it in the current setting. You know, that's why I get on to— I'm going to pick on you a little bit, Andrew. So if you look at Andrew right there, came in late, bald dude, jacked as shit, right? I don't think anyone's confused. He's really disciplined working out. Right? How long ago did we start talking? How long has it been? It's been a long-ass time. 5 years. I remember clear as day, dude. I'd be like, I don't understand how you're disciplined in that and you can't stay calling clients every week. Those are those conversations we would have then. And I'm like, you already are disciplined. And he would convince himself he's not disciplined. I'm like, dude, you're one of the most disciplined humans on the planet. And a lot of y'all have a skill set already somewhere in your life. And you just choose not to apply it here. And I'm like, it's the same. It's the same. Getting jacked is the same as selling $400 grand. Now, getting in my shape might be like selling a bunch. Getting in his shape is going to be like selling and building. What do you think he does to get that big versus what I do? You think he works out more or less over the— like, is it that deep? Does that make sense? And this is the same thing. Those of y'all selling $40,000, $50,000 a month, the ones that aren't, what do you think they're doing more? What do you think they're doing different? Almost always. Are they better at it? Probably. I would think they are. Were they better at it when they started? No, they sucked ass too. Hell, there's some of us that sell a bunch and we still suck. Fair? Any— I'm one of those. I go, I get way more credit than I deserve. I'm really bad at a lot of stuff, but I learned how to like get good at a few things. And I'm working on going like, all right, if I can be— I like, I literally have to drink my own stuff sometimes. I'm like, I'm really good over here, why am I really bad over here? I bet 3 times a week I go to myself, dude, I should probably listen to my own training. I can watch myself messing stuff up that I teach on, right? And so it's always evolving for me. One of the things I want you all to really do, and we'll kind of dive in into more of the process about stuff, but there's this little exercise that I find like— and this is for you guys. I'm going to give you like a little bit. I can't go over everybody's. And everything in here is things that I've done for myself. Yourself. And so I hope you do them, and I know they'll work if you do it. You know, there's a lot of different pages in here. Y'all have seen me talk. Y'all on that page with the Change quote? Y'all see that? That's the sign right there that I look at every day in my office. I literally read that every time I'm here. You know, and I apply it to my life in all kinds of different ways. Anyone know me like more than— anyone know me like 5 years ago? Did you meet me in person? You're the only one? Oh yeah. Well, you knew me long— I was really— I was going to— I don't know if there was a middle ground if you saw me. So when I started in the business, I was really, really, really skinny. I was like 180 pounds. And then I started selling a bunch. I started eating Chick-fil-A. And you probably knew me and I had a little belly. I was like 250. Makes sense, I was out of shape. Anyone ever like go to tie their shoes and run out of breath? Like breathe heavy? That's a thing, right? It's not just me. That's where I was. Maddox was like, let's see, this was 25 years ago, so he's probably 7, 8. We have some land at the last house. He wants to run around the backyard. 7, 8-year-old, they can run forever. Ain't that fast, but they can run forever. Dude, I couldn't run around the yard with him. And I'm like, what am I doing? I'm so dis— I talk about discipline every day of my life. Talking about the discipline with schedule and the discipline with all the things I'm doing. You know what I mean? I'm like, I'm teaching it and I'm fat and unhappy about it. And think about all the clients we see, all the medications we read, all the problems we see. I'm like, bro, that's your future. Not only health-wise, I was like, financially, what's the average client look like financially? What's their retirement? Nothing. Social Security? Does that make sense? What's their average health? Metformin. Yeah. Right? So all right, how do they get there financially? Make all the bullshit excuses y'all are making right now. Fair? I promise they're not different. And they drug that process out. And they end up on Social Security, can't pay your insurance bill next month. OK? What do you think they did on the health side? Same thing y'all doing at night when you're watching Netflix. Same thing I was doing. Dude, number 7 Chick-fil-A meal, that spicy chicken. Large fry, large lemonade, and throw in an extra large fry, please, and like 3 packets of salt. That was my order. I remember at an annual convention, you had shared how you went to a doctor's appointment, and he was talking about getting you on either metformin or high blood pressure medication. And that's when you like— Kidney. I had kidney first. You were like, I know, I got it. Yeah. One day, I started feeling a little funny. I'm like, ooh, that ain't how this— sorry. I'm like, that ain't how pee's supposed to come out. It feels weird. It's different. You know what I mean? I'm like, ooh, what the hell is that? Go to emergency, immediate med, because I didn't have a doctor. I'm like, primary care? I don't even know what that is. I can't find my health insurance card. I definitely don't have a primary care doctor. Go to immediate med, and they tested like, you got to go to a kidney doctor now. I was like, what? What? I was like, yo. I, uh-uh. First time I got in insurance, I would dial at my job to book appointments for the weekend. I'd dial on lunch. And I thought I had to like ask all the health questions on the phone, and I was going to underwrite it and price it before I went to see them. Like I was that guy. And the first person that told me they had diabetes, I had to Google because I didn't know what it was. I remember sitting in my office Googling, what is diabetes? I had no idea what it was. And so then, however many years later, to be like kidney, I was like, uh-oh. I don't know if they're related, but I don't want that shit. You know what I mean? So I'm like, I got to change. It's a sign. Does that make sense? I was losing in health. I was accepting being out of shape. I was expecting, accepting being fat. Accepting being able to not take care of my kids. No different than earlier, I was accepting living broke. I was accepting letting Steph make more money. I was accepting not running enough appointments. I was accepting not doing enough recruiting calls. I was accepting not studying my craft. Some of y'all don't know your shit still. What? I won't beat you up again today, I already did it the other day. Remember, like some of y'all don't know your shit still after months and months and months or years sometimes. I'm like, what? But you know your favorite team or the schedule of your favorite show, or you know what I mean? It's like, are you okay with that? If you are, okay. But you can't complain in my eyes and not do something about it. So I've had to learn how to become someone that when I bitch about something I'm unhappy about, now I have a choice to make. And my choice is going to be do something about it or shut up. That's how I talk. That's how I do me. So I changed my whole world in health. This December 26, 2020, I was like, I'd seen that 75 Hard thing on social media for years. I'm like, I ain't doing that. That's— I ain't doing that shit. That mother— and then I watched a dude in the insurance space do it, worked with Symmetry. If I remember his name. Hell, he pops up on my social still. He's still someone I follow. He's pretty quiet on social now. He made this page like Motivation Kings one day too. Tyler Harris, I think, is his last name. Anyway, so I watch him go through 75 Hard, get ripped. I'm like, I ain't doing that. I'd rather be fat. That seems hard. Does it make sense? Kidney thing comes. Ah, I got to change. Some people get kidney thing, they stay the same. Not this guy. Insurance. Y'all have heard the story. You read the book, the alimony thing, financial. I got hit with some financial stuff. I'm like, back against the wall. I don't like feeling like— I don't like this feeling. You know, in a child situation, you don't pay it, there's like jail as the consequence. I might sound loud and aggressive. I ain't making it in jail. I ain't built for that shit. I would not do well, you know. And I'm like, all right, I don't want this. And at first it's like I was complaining about all the stuff. I was fat because of the job and I didn't have time and I'm in sales and I'm on the road. That's why I was fat. I'm like, really? You know what I mean? And I was broke because of the agent or the area or the weather or the client or the lead or the whatever, the stuff. And when I was in a pressure situation, I made a decision to change. So I started with health, you know, and that journey is now— most people know me as what you see today. Like, I get compliment all the time about the shape of me, and I'm like, dude, I don't— I haven't accepted that yet. I'm 48. I was 44 years out of shape. I'm not always fat, skinny, but I wasn't what I am today. And I'm not the most jacked dude in the world, but relative to most, I'm in way better shape than most humans. But I work at it every day for going on— I'm on year 5 now. And I'm not perfect every day. Sometimes I mess up. But as I start going, I start doing my method. What was the method getting started? So I'm like 75 Hard, dive right in, go. Why? I don't know. I'm neurotic. And if I have an app that says I have to check a box before I go to sleep, I ain't going to sleep till I check the I know me, so I put myself in situations where I'm going to perform. Does that make sense? I'm neurotic, dude. I can't not drink a Lemon Drop when I'm off 75 Hard yet. I don't know how to do that. But if I go, I'm doing 75 Hard, bro, y'all could have 475 Lemon Drop martinis, I wouldn't take one. I'm like, I ain't, I ain't not doing it, you know. I have a little app on my phone, Strides. You all ever use it? So I have the 75 Hard app. I do that stuff every day. But I also have this one called Strides. And I have things that I do every day. And it does a— it keeps track of how many days in a row you do it. So for me, when I want to commit to something, I'll put it on there. But I'm careful what I'll put on there because I know if I put it on there, I physically cannot go to sleep without checking it. Y'all coming to the house tonight? I'm going like, when John talks, should I go do my second workout? Or do I do it at 10 o'clock tonight when I'm— I'm like, I don't want to be mean. I'm going to do it at 10 o'clock tonight. But this morning I did my routine a little bit different. I came in, I had a book here, and Amanda was like, oh, don't forget to read later. I'm like, I already read. She's like, what? Because I always read at night. But today, schedule changed. I'm like, I don't want to have to think about that later. Let me check that off now. I already studied Spanish today. I study Spanish every day. I'm trying to learn it. I'm like, I already did it this morning. Check it off because I don't want to be 10 o'clock tonight dealing with that shit. You know what I'm saying? Water, number 4. I got to drink 8 of these a day. That's how I do. I number them. Those are number 5 and 6 right there. I just— it's who I'm going to check off the gallon. And so now I got like the lowest thing. I do 10,000 steps a day. I'm at 53 straight days. 100 push-ups a day, I'm at 55. Drink a gallon of water, I'm at 63. 75 hard, same thing, 63. Study Spanish, 73 days. I'm like, I'm just going to— how long can I get that streak? You know, and I go through different phases and I put myself in a situation where I know I'm gonna thrive best I can, you know. So y'all got to find that shit for yourselves because when things get hard, you know, you got— again, you got decisions to make, you know. You know how many times I've gotten in bed and I look down at the damn phone and I'm like— one day last week I get in, my steps say 9,274 or something like that. It's 11 o'clock at night. My shit. All right. I get up, get out of bed, and I walk around my house for 800 steps. Hit 10,022. I'm like, I'm back in bed. I wasn't always that way, but I've learned to like, if I'm, if I say I'm going to do something, I got to be careful because I got to stay accountable to me. So I'm very, now I don't say yes to a lot of stuff. You know, you learn how to say no real quick when you realize like the way to having success in any area is doing the things you say you're going to do. So now I got to protect that. Be like, careful what I say yes to because I can't do all of them great. I just— there's no way, you know. And some, some of y'all try to balance and float so many different things, it's like you don't do any of them great. You know? So on this thing, what I really want y'all to do, like— and this is just for you. This is not for me. Don't write down bullshit answers you think I want to hear because I don't care and I'm probably not going to read yours. Like, I care in the sense that I want you to do better, but I'm not going to lose any sleep over what you write here tonight. So this is for y'all to talk to yourself with, right? It's like, in the sense of why are you here, not just like why are you here today, but like, what do you really want? Out of life, out of business? Like, what do you want it to be? And we'll go through some— there's a couple other steps here. There's a goals one next. You can certainly do that. And the way for me what goals— I send this exercise to a lot of people. I started doing my own goals in 20— 2012, for 2012. I think I started in 2011 for 2012. And for me, like, goals are— goals are not something I put down that I like hope kind of works out. Goals for me are something I chase. Like, every day I actively chase it, right? A lot of y'all know I do— I'm obviously talking about fitness, where the journey continues, is like, fast forward today, I'm in really good shape, dude. I go do some blood work a couple months ago, Fuckin' cholesterol's high, blood pressure's high, thyroid's off, whatever that sleep hormone thing where they do the spit, that's all messed up. I walk into this doctor's office and she looks at me and goes, why are you here? You're in the best physical shape anyone has ever walked in this office. What do you need? It was like internal, like someone that does special. I'm like, I got lab work for you. Sure, lab work. She's like, what the fuck? Like, that don't make no sense. There's some things I'm doing wrong. This is the like get better now, get better later stage for me in health. I'm like, oh, physically good. Internal, you know, vodka is really bad for you. Oh, y'all knew that? Okay, I knew it too, and I kept drinking it. Weird, all my labs are off. A lot of sugar, I guess, you know what I mean? And it does all kinds of other stuff. It turns stuff off that doesn't make you— you don't operate the same anymore. You know what I mean? All the stuff in the food. I'm like, oh, so now I'm learning that. I'm in a stage where I'm like, all right, I— my, my method early was sweat and/or lift something heavy every day. That was my plan the first couple years. Sweat, lift something heavy every day. You do that for 12 straight months, you'll be in better shape. That was the model. What workout plan? I didn't have one. I lift something heavy, sweat every day. I don't care what. What's your bicep day? I don't fucking know. I walk into the gym and I decide when I'm in the gym. What looks good? How do I decide? You don't know how I decide when I'm in the gym? What I do? Where there are no people. That's what I work on that day. What machine's open? That one over there in the corner. Guess I'm doing those leg things today. That machine's always empty. I can put the pin all the way in the bottom in that one. You squeeze them together, I got that one down. But now I'm trying to get better at it. I'm understanding why. My body's different than your body. Does it make sense? And so I'm starting to dive deeper into that. And so for me, I want to be in a physical shape. Not only do I want to have good muscle physique, I want to be able to hike or run a really long distance. Why? I don't know, dude. I'm neurotic. I like— Andy does it too, so I'm not the only crazy one in here. But we'll do an event this year that's hike the equivalent of Mount Everest. So you get this mount— that's— thank you. I don't remember what that means. No, I do. Anyway, so I'll do neurotic stuff like that. And so I put something on the map. And for me to get my health, I'm like, let me put these events on the map— marathon, a hike, or this— and then for the next 9 months, I just chase being in shape for that event. I will do way more work getting ready for that event than I'll do at the event. You know what I mean? And so this exercise is, is for y'all to kind of put down like what you really want out of things. Where do you want to be down the road? What do you need now? And on the goal side, it's like put the goals, fine. I like to put the things I have to do to chase the goal every day, right? And some of y'all have already done this exercise. If you have, great. You don't have to write it, I don't care. But more importantly, if— what I like to do is share this stuff. I've done this with every person I've ever worked with on my team too. And then for me, the key is when you go, I gotta add A, B, and C to hit that goal, and be specific. So many people, when they send me these, they're like generic. They're like, I'm going to stop thinking negative. I'm like, I want you to go like, I'm going to at 8 o'clock stop watching Netflix and I'm gonna read. Like the more specific you get, the better. I like to also add in the things I need to remove specifically from my life. 'Cause if you do it right, if you think about the time you have during the day, let's use working out. I wanna work out, New Year's, ah, I'm gonna start going to the gym every day at 5. Well, the piece that gets missed is you don't make a choice to go, I'm going to stop I'm gonna stop cooking dinner for my family that I normally do in order to go to the gym. I'm gonna stop watching this show. I'm gonna give up— you don't take something and go like, I'm giving up this in order to add that. You try to squeeze both in, which is why most people fail at that whole New Year's resolution thing. So for me, I go, what do I remove specifically in order to insert this? This exercise is how I do everything I want to achieve. So y'all take a few minutes, put those in. I'm gonna connect with the team, and then we'll go through some more details All right, y'all good? Those that aren't done, you can finish it a little bit later. Um, I'm going to kind of run through mine specifically, and this is something like Y'all should do ongoing. You know, I look at the— I look at this stuff in my life pretty often. I always kind of analyze where I'm at with like what I want to achieve. I like look— I don't— I'm not the guy that writes down my goals every day, but I like looking at them. So I look at things, I kind of pay attention to things I'm, I'm working on, and I sort of audit my time a lot. I'm kind of a like crazed maniac with my calendar. A lot, a lot of people like how we send invites to people for stuff and they miss the invites. Like, they don't even know where to find the invite in their email. Like, they don't manage their calendar at all. People get times wrong a lot. Like, it's— and I used to live in that chaos. I don't like it. Um, I'm like, I don't do anything now without looking at my calendar first. Um, and I have my life set up in a way where I share my calendar with Amanda and with Steph. And kind of the way my life works is Whoever gets it on the calendar first typically wins. Does that make sense? So like, I schedule things out like crazy if I got stuff going on. So Steph knows before she puts me in a situation where she needs my time, she has to check calendar first. Now certainly I have some leeway. Does that make sense? Amanda knows to check the calendar first, and I know if I want to do something at any point, I got to put it on there because people are looking at it to work around my time. I block off times If I don't want to deal with nobody a certain time, I have like— any of y'all have like a Calendly or a link you share? You can't book on mine. 11 to 4 is it. Anyone I'm sharing a calendar, you cannot— Monday through Friday, 11 to 4. You ain't booking outside of that. Why? I got other shit going on. Those are the times available. Some of y'all that are in coaching, she sends like, here's his times. I don't let people book before— they can't book something on my calendar before 11. Like this. We had to go like, somebody else we call, we're like, we want to do it early. She had to go make sure you change your routine tomorrow. I got to change the gym. I'm like, I'll make a decision like, all right, this I'm going to adjust for, but I got to change the other things in my life to work around it, you know. And like, we're looking at some stuff for this summer. I went to book a, like, a speaking event. Oh, our next thing of this, I went to put it on the calendar. I'm like, let's do some time in June. We're gonna do something around Cody's event. I think he's going to come to it as well and speak at it. Some people were working on doing it with. And I go to book it, and Maddox already has a baseball tournament on Saturday. So I'm like, well, I guess I got to be creative in the way we do this because I ain't missing baseball. We were thinking about doing it a Friday, half a Saturday. And I'm like, with Reese yesterday, I'm like, baseball is already on the calendar. Now, he had on the calendar tonight also, but this was on the calendar first. So when I saw, I was like, well, I guess I'm going to miss that game. You know what I mean? So it's like I do get to make choices sometimes, but I'm a slave to it now. Where early on I wasn't. And it sounds so simple and like elementary. It's like tying your shoes. But most people suck at this part. You know, I don't— I'm like neurotic about it. So I'm going to give you kind of where I was at first. My version of this when I did it. And I still have this handwritten from back in the day. I keep my goal steps. Amanda saves them and we like go through them and look at them every once in a while. I like showing people where I was at different stages. But early on, my goals were buy Steph a house, put the kids in private school, and I had certain financial goals. That's changed over the years. The very first one I have written down was make $70 grand for the year. $70K for the year. That was the first one I wrote in 2012. And then went to $100K, then it went to $300K, and it kept going up. But that at its core is what I really wanted. Those are the big ones. In order to do that, after talking to Mark, I was like, "Oh, I got to get my appointment numbers up." right? I got to get my recruiting numbers up. The hours studying my craft, studying products, studying sales, studying the intentionality, studying the scripts. Like, I had to add that. I wasn't doing it enough. Learning my craft. Certain meetings I had to start going to. I would skip shit. I'm like, eh, a meeting. Yeah. And I was decent at it, but there was things that just were inconvenient that I just wouldn't go to. You know, I'm like, so these are the things I have to add into my life to go from running 12 appointments to running 30. Why I gotta get some stuff out of the way? Because I was doing something for me. I was sleeping in. I was playing and watching football. I played flag football for 15 years every weekend from the time I was 20 to the time I was 35. I played flag football every weekend. All you— when I say every weekend, I mean I played every weekend. I remember one time Steph was like, we're going to church Sunday. I'm like, I got football. She's like, it's Easter. I was like, we got a tournament. And it was like a thing in my life. Like it was a fight. Like it was an argument. That's where I was in 2013. And so I had to take the specific things in my life. Football, I was like a crazed maniac. I'd watch every game. I'd watch it on replay. I'd watch it on SportsCenter over and over again. I knew everything about every team, about every— I was that guy. Fantasy football, I was in 5 leagues. This is what I did. I don't even know who plays on what team anymore. I just don't care. I learned to not care. Every once in a while I watch a game with Maddox. We watch some playoffs, we'll go to a Super Bowl. I went to the World Series, but I'm like, I don't care at all about his stats anymore. I signed up to Fantasy Football. I just donate. It's $1,000. I join it and I don't log in and I see what happens at the end of the year. I lose every year. I've only done that for 2 years. Is it 2 years now I've done it, Amanda? Someone asked me last year. And I was like, it's a bunch of my friends. Sound like an asshole saying no. I was like, yes. And then by week 5, they were like, bro, you have like 4 people not start, like on the bench. There's no one on your roster playing. I was like, sorry. And then this year I tried to get Maddox to do it. So Maddox did my draft for me. Maddox set the thing. And after 3 weeks he was like, your team sucks. And he quit doing it. So now when they play against John, they know they're going to win. So that's my effort now. So what if 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. I started looking at this stuff. So it's like, look at your stuff, and then I want y'all to really take your time. On one of the pages is— I think the next page is more of a schedule. I think there's literally a screenshot of my calendar. See where it's at. Yeah, that next page. And this— that sign, the one that today, tomorrow sign— if any y'all happen to go upstairs, there's a sign in my office. Steph had it custom made for me. I used to keep it at the home office back in the day. And when we got a real office, I hung it here, but it's huge. I mean, it's a huge-ass sign that hangs upstairs. There's Jerry Rice quote that says, "Today I will do what others won't so tomorrow I can accomplish what others can't." And if you walk around my office, you'll see signs. These are for me. I like that sign right there, that Jordan sign. When I was in the office, y'all have heard me tell a story about when I found out about the financial thing, I'm flipping things, I'm losing my mind. And that sign sat right in front of me every time I dialed. I had that sign hanging. I've had that sign for 10 years, 12 years, that exact one. I hung it on my desk, right in front of my desk. When I dialed, I'd read that because I sucked. I was getting yelled at and hung up on and recruits quit. Everyone was quitting. I mean, I'm like, I would read that every day. Every day I read that. I started believing that shit. You know what I mean? It's like you can trick yourself into doing some crazy things. Amanda just had it reframed yesterday because it was like so old, it was falling apart, it was raggedy. It was— so she went to the store and got a new frame, so it looks really nice now. Um, so for me, this is— they took a screenshot of— this is last week's schedule. This is one day. Not every day looks like this for me. The little— it's on that, the little screenshot, the black thing. Um, I like to go through my time. One of the best exercise, and I'm not going to have you all do it now, but for those that really want to find out what you're doing with your time, there's an exercise that's a complete pain in the ass. It sucks to do. It's not fun. But it's so valuable. I had a guy teach this to me once. And I'm sure someone has a fancy name for it because I've heard it a bunch since. But have any of y'all ever spent a week and every 30 minutes to an hour, you write down what you did with that time? For a week. I did it for a week once. And I wanted to punch the guy in the face that told me to do it. I was paying him. He was a coach that I was paying for. And I'm like, that sounds like really annoying. And then he got this little ball that you turn and it like does some timer thing based on what you're doing. And I threw the ball away because I'm like, I'm not doing that exercise. It sucks. But I did it my way and I just wrote it down. So you'll do it however you want, but I literally took an audit of my time. I'm doing a version of it now that I'll explain a little bit later. But I took the time and I would just write down everything I did. This person called me, that person called me, I did this, I watched TV, I did whatever I did. It's a complete pain in the ass exercise, but I sent it to him after the week and then we go through it. And he said something to me that like changed my life forever. And he goes, bro, your schedule looks like you spend all day— he goes, Maddox plays baseball, right? I'm like, yeah. He goes, you ever like hit fly balls to him in the outfield or the coaches hit fly balls into him in the outfield, right? If you can picture me here and Maddox way the hell out there and I'm hitting fly balls, who's moving more around the field, me or him? I'm just hitting the balls. He's running all over the place like a madman because I don't know how to hit a ball straight. It goes where it goes and he has to go fetch it. Essentially trying to catch it, right? He goes, your life looks like you spend all day running around trying to field fly balls. And I was like, wait, what? Like, what do you mean? Like, dude, I'm— and I was making money at this point. I was making $1 million already when he told me this. I was like, what do you mean? He's like, bro, you don't control any of your schedule. When people call you, you pick up. When people need you, you answer. I'm like, why is that bad? I'm like, that's good. He's like, dude, what were you supposed to be doing at the time where Michael called you for 47 minutes? I was like, oh, he quit already. He's like, what did y'all talk about? Oh, his phone script. I mean, he was struggling on the phone. He's like, did he— has he made any dials yet? I'm like, nah, I'm just trying to help him. He's like, is there a more effective way to help him? You know what I mean? And we start going through details of it. And I was like, everyone else dictates my life. And I was just, I'll do it. I'll handle it. I'll juggle it all. I'll say yes to everything. I'll handle everything if you call them in. You know, and I reflected on it a little while. At first I fought him. I was like, nah, I can't not answer. I don't like that idea. You know what I mean? So I kind of fought him on a little bit. And he's like, I ain't saying don't answer. But can't you have certain times where you do certain things? Like how many— what percentage of people who call you in that particular moment would have survived if you didn't talk in that particular moment? All of them. Correct. You ain't that damn important. Right? Neither am I. And so I started by playing a little game at first. And I went to Mike, and I went to him, and I'm like, yo, here's what this— what do you think? And he laughed at me, and he's like, bro, I watch you sometimes. You be talking about some nonsense with people for a really long time. He goes, try this. And we start naming names, right? Because he knows my group at the time and knows what I'm dealing with. He goes, this one, this one, this one. He goes, when they call, just send them to voicemail and call them back in an hour. I was like, all right, that's it? He's like, yeah. OK, whatever. So I call, and I start doing it. I call back an hour. You know what the most common response was when I call someone back? I didn't mean that. I got it done. Never mind, I figured it out. I don't remember was pretty often too. But never mind, I got it figured out happened all the fucking time. I was like, yo, there's something to this. So then I made that thing. It's— everyone has it now, I think. You know that thing on your phone where people call and it pops up the little bubble right there and you can hit it and send the automatic message? That became like gold to me. On the other line, call you back, what's up? On a flight, call you back, what's up? In a meeting, call you back, what's up? Those are the 3 I had. Y'all probably got them. If you call me. Most people don't have my number now, to be honest. I don't mind giving it out, but most people just don't ask for it anymore. But there was a stage, man, where I was getting 100+ calls a day from all kinds of people. I was building team, everything going on, recruits, calls, clients, staff, everything. Everybody I'm missing, calling back, playing phone tag, trying to train people. I was literally doing it all. And I thought that's like the whole do more. Ah, that was me. Ah, it was chaos. And there's a way to get some stuff done without being the guy all the time. And I learned I had to help people become self-sufficient. What's that saying, the teach people to fish or whatever? Y'all know that one? It's like that. Those that don't, Google it. You'll figure it out. But it's like, I want to teach people how to be able to feed themselves. I'll never forget early on when— this goes to those of y'all trying to struggle to do both. I was getting a little bit of recruiting momentum early. You know, have a handful of guys, they'd show up to the office, do whatever, mess around a little bit. We're doing a little bit of volume, $50 grand, $100 grand, nothing crazy. But people would come to the office and then I'm supposed to be dialing and they would ask me questions and I would sit and train them. Right? Any of y'all do that? You're supposed to be doing one thing and you spend time training people? Yeah. Think about like kids, man. Any of y'all got kids? And like, you tell them, don't do this. And they're like, but you do it, sucker. I mean, they're like, they kind of watch what you do, not what you say, that whole thing. Well, it's like, when you're training the agent on whatever they think they need to know at the moment, remember, they're the one that sucks. And yet they somehow go, I need help with this. And you go, yeah, you're right. You don't know what you're doing, but you're right. You do need training on that. And then you train them on that. And you take away the time from what you're supposed to be doing, what are you actually training them on? How to push it off. How to make an excuse to talk to somebody and not do the thing you're supposed to be doing that you said you would do. You're validating that it's okay to go, I said I'd do this, but never mind, I'm gonna come over here and help you. You're also teaching them— and I'm not saying don't talk to people, that's not the message. It's just be intentional with it. So for me, when I started having dial time, I'm like, Yo, it's dial time, bro. Like, we're in a meeting. Someone calls me now? There was a stage where I'd be like, hold on, and I'd answer. I'm like, yo, you're supposed to be here, fool. And so I remember Mike tells me one day, I had a bad week one day in the field. Didn't sell enough. It was like a Wednesday. I call him. And I'm like, because I would be in the field Tuesday, Wednesdays. I call him on Wednesday. I'm like, yo, my week sucks so far, dude. He goes, you did spend all day fucking Training people Monday instead of booking enough appointments. How many appointments you got? I'm like, I like 7. Rough week. He's like, dude, you talked for 6 hours Monday, right? That was the last time I did that. I said, never again am I going to have to call Mike and go, yo, I had a bad week, and him point out that it was my fault. You know what I mean? I set myself up for a bad week. And so from that point on, I'm like, How do I train people? Like, if you don't want to dial, cool. But you're just going to have to watch me do it. We can't talk. I would talk while it was ringing and I was good at it and I could multitask. But as soon as they pick up, I'm doing my thing. And as soon as I hang up, I'm not finished answering your question. I'm making a phone call. And if I happen to be able to talk while— and I got to a point where I'd have a crowd of 10, 15, 20 people around me dialing every time I dialed. And I just started controlling it. And I started going, this is my dial time. And I started protecting it. And if someone needed something, I'm like, I mean, I can call you at noon. Does that make sense? I'll call you on my break. And that process started really slowly. And today, my entire life is run that way. And so if you go through your schedule the right way and you go through the time and you really audit yourself, and look where you're wasting it, you'll be able to then go back to like the things you need to add. You'll find a lot more room to put this stuff in, you know? And so like for me, I call a lot of people back when I'm in the car driving. That's a big time for me to return phone calls. What the hell else am I going to do? You know, I call people driving all the time, still to this day. Leave the office, I'll make a phone call. I got 10 minutes to drive somewhere, make a phone call. I'm in the car for an hour and a half, I'm setting up phone calls. So I don't got to deal with stuff later. I'd rather get out of the way driving. And so now, it's again, look at your schedule, look at what you do throughout the day, and then cut time frames. When I first started changing the sales side, I had to change. I had to start getting up at 5:00. So that was the only way to— That was the only way to do the things I wanted to do, which was to start doing some kind of workout. And I decided part of the add to me with the appointments, my method's really easy. I'm like, dude, I was sleeping in. So I was starting to call people at 10, 11 o'clock lunch, you know what I mean? Whatever, after the laundry. And I'm like, what if I just start early? One, I hated it. I hated making phone calls. I hated that process. I did not like calling clients. I didn't like going to see clients, quite frankly. It was not my favorite part of what we do. I like the money from it. And I learned to like— I learned to make it a game. And to me, it was like a hustle. But it was never like, I love this piece. And so I was like, well, it seems really simple. If I start earlier, I'll be done earlier. I'm gonna go with that. You know, so I started calling at 8. In order to call at 8, I had to be at the office at 7:30 so I could shuffle all the paperwork first, like all y'all do, whatever the equivalent of that is today with everything electronic. Right? And then I was like, all right, so that means I got to be done with the gym by 7 to get there at 7:30, which means I need to get to the gym by 6, which means I need to get up at 5 because I got 30-minute drive to get to the gym. So I backed into what I needed to do. And so that became my schedule for a long time. Then I started to challenge myself and I'm like, why do I start dialing at 8? Why can't I start at 7:30? I know I can book X amount of appointments an hour, right? I can book 3, 4, 5, 6 an hour all day long at the peak, easy. And I'm like, if I start 30 minutes earlier, I can book another 1 or 2 every time I dial. Doing that twice a week, that's another 4, 5, 6 appointments a week over the course of the year. That's like 300 more appointments. I'll sit with 200 of them. I'll sell another 80 to 120. Dude, that's another 150 G's. Shit. Let me start at 7:30. I started dialing at 7:30. That became a thing and I would push people to do it and everyone's like, ah, so early. I'm like, you ever been outside at 7:30? You've been on the interstate at 7:30 AM? What's out there with you? Lots of people. It ain't that early. You know what I mean? And I would just, I started challenging people. And then people started following me and doing it. And then I was like, one day I was like, we were commuting when we started putting the kids in the school over here. We live 45 minutes that way. Steph and I would drive Maddox and the other kids when we had them, because mine are kind of on-again, off-again schedule. We would drive 45 minutes to school. He had to be at school at 7:30. So we'd leave the house at like 6:40 to make sure we got here in time. When she stopped working, we would bring the kids to school together. She'd come to the office. Then we'd leave school, pick them up together, and we'd go home. And where it got tough is when we had sports and we had to go home and then come back. And we're like, this commute sucks. So I bought out here. But during that stage, she would drive. And as soon as it hit 7:00 AM, I would start dialing. And by the time I got to the office, I'd have 10, 15 appointments. I'd walk in, people like still wiping the crust out of their eyes. Some not even showed up for a couple more hours. And I'm like, yo, what's up? Oh, I'm just getting started. How many? What about you? I'm like, I got 12 already. They'd be like, what? It's 7:48. I'm like, yeah, I start at 7. Everyone picks up then. It's really easy. So now I get to the office. Now I can do both. Now I can spend some time working on people. They can— I go, you dial, pick up phone, dial. That's how I trained. Go. Let's go. Go live. And I pick up the phone, I dial, I'll be like, ooh, and I'd coach them right there. That became the next step because I was already booked. The mistake I made before is I wasn't booked and now I'm talking theory with you. Does that make sense? I hate theory. Some of that we have to do, right? John's theory, no, we're going to get up and do one. Like this, I want to engage. Like we're going to talk. This thing, the book, like I actually hate following this thing. But it like looks really cool, so we made it. But I don't like— it is what it is. So it's like that was kind of the next level for me, and that's where I was able to add in. If I did my schedule right, now I could do that more. Is that more effective than role-playing with someone? What does role-playing do? Right. It appeases people. It feels like I'm doing something. Role-playing ain't real, hence the name. The objections aren't real when you roleplay. Is it valuable? Maybe it's not doing anything, but it's not that valuable. And you can't make a sale. Correct. I'm stealing that. I'm stealing that one. You know, and I'm like, what if I actually coach them? I like doing things where I help people with dialing and recruiting. I'm like, send me recordings. I've asked people here, send me recordings. It's crazy to me how few people do it. A couple of them have. They've sent a bunch. But I'm like, I'll ask people all the time, send me recordings. I'd rather listen to a recording of you doing it live, but people go like, "Ah, it sounds funny. I don't want to hear myself." I'm like, "Okay." And I can't train you. You didn't send me anything to train you on. "I know, but what do you say?" Dude, does it matter? Like, well, can I give that to you? Yes, but it's almost irrelevant. If you're— because I say what I say and then you don't do the thing. So why am I going to spend my time explaining what I do when you don't do the thing I do. Does that make sense? So you can watch me do what I do, and then when I'm done doing what I do, I can watch you do what you do and tweak it. Y'all, the calls y'all send me, I listen when I'm in the car driving to the gym, driving home. They sit in my email. I don't even open them until I have dead time to do nothing else. I don't stop what I'm doing. Obviously, sometimes I need to answer you. Most of the time, because I'm like, we've gone over it a few, you know what I mean? But those times where you go, those are the most valuable times to learn some shit. Fair? I'm like, I can learn. I can teach them quick when you get the concept of stuff. And for me, it all started with this. So again, this was a day last week of my schedule. My schedule's like clockwork. If I'm home, I get up at 6:00. My alarm goes off at 6:25 because I hit snooze once and it goes off. The next one is 6:34 and I'm weird and my favorite number is 34. So that's why I set it for 6:25. I get up at 6:34 actually. Every day. And I'm at the gym by 7:15. We do a CrossFit workout from 7:30 to like 8:20. And then I go home. I get home now, smoothies there ready for me, eggs are typically ready for me. I do a sauna routine. I get in a steam shower at the house. And then I usually come here at 10:30-ish. Right? I used to come in early. And then do what? Bug the shit out of them, control the staff meeting, do all this stuff. I was in everybody's way. And I'm like— and now, could I have done that schedule 5 years ago? No. I need to build something else. So as time went on, I started looking at my schedule. And I'm like, dude, I was in the office every day at 8:00. But it wasn't effective. I was slowing things down. I was getting advice from people going like, why are you doing that? I quit staff meetings this year. Last year. I don't go to them. We meet once a quarter as a team. I'm here so we talk, but like the staff meeting, they do it. The staff does the staff meeting. Now they're responsible to get shit done, but I'm like, why do I gotta be in the way? They need me, they know, they have my number, so I can remove that part from my life and I can put in the thing I want to work on now on my schedule is the health side. So 6:30 to 10-ish. That's working on this, that's working on this, that's working on my health and my diet. That's just what I do in that time today. Some people want that today, but they ain't got the money to do that. My operation doesn't slow down, and if I have to adjust it because of travel or something going on, I will, you know. Um, and then I come in here, 11 to 4 is my— from 11 to 4, I'm almost always back to back to back to back, almost always. It's like one after the— hence that day. You know, and you can see CrossFit's on the gym. That— there's a cancel Crunch membership. There's another gym. I'm like, I gotta cancel it, so I put on my calendar, otherwise I'll forget. Um, you know, and then just different calls, different coaching calls, different team calls, different trainings. I study in Spanish at this day, you know what I mean? It's just, that's my life. And I just— I've learned to live by that thing so religiously. The, the copy of the calendar schedule I have in there I did it very— what I don't like about that one that many people send me when I have them send it to me is it's very broad and vague. I like something more detailed now. But the reason it was broad and vague there, and I always have to explain this, that day, like where it says Dial Day on that, if y'all flip, if you're not on that, you'll see my handwritten schedule. That's literally all I did that day. So in my head, that's detailed because no one in my life could do anything else but me dial. And if I was done early, cool, I got extra time to do stuff. No one in my family would call me on that day. They wouldn't ask me to do anything. They know that's just what I do on that day. Whereas prior, it was kind of that day. But if someone needed something, I'd adjust my day. Fielding fly, I go field a fly ball and then come back to it. Where it changed, this is 2015. This is when the change happened. Like, that's my dowel day. Tuesday, Wednesday, it's just 5 AM till mid— my Stephanie knew she wasn't going to see me on Tuesdays and Wednesdays. And again, I come from field sales. I'm on the field, I'm driving around. That's so a lot of the lingo is— I, I, if I were doing it today, I would not be sitting at the house doing this shit. I, I'm not wired for that. I still come to the office every day now, you know. But again, my deal was I was in the field. So she— Tuesday, Wednesday, I may as well not have been married. She didn't call me, I didn't call her. I didn't see what was going on. I didn't find out. I just— that's what I did. Certainly with time, I'd recruit during those times in between, do things like that. But you just couldn't— I couldn't do anything else. Thursday was down a little bit for the times I did run Fridays and/or Saturdays. But I would pick up my kids after school. I wanted to be able to pick up my kids from school Thursdays, not like kind of see them for dinner. I'm like, yo, I want to be in carpool line. I like that. Thursdays, I would pick up the kids from carpool. One second, I see both of y'all. Then Friday, my thing, if I wasn't running, I knew what I was doing that night. I've been doing this now 10 years, being this detailed. I know most people aren't. Then the question is, do you teach it? You know what I mean? Anybody I work with, this is step 1 of working with me. You agree to work with me, whether in as an agent or in the coaching, I'm like, every— I've sent this to everyone. Give me your schedule, give me your goals, because that's what I map everything around. And then we got to work on that and tweak that. You know, if you can master your schedule, you can get a lot of stuff done in a very short window. I'm super efficient and effective when I'm here. I come in, we knock stuff out, we have meetings lined up, we have things that I sit in Amanda's office mode. I don't even sit in my desk almost ever. Usually in her office, we knock some things out and then I leave. And I wash, rinse, repeat the same the next day. I'm a creature of habit. I like kind of routine. But I'm also like, I like to slow roll as much as I like to do more. Like that routine in the morning, it's that hours because I don't want to rush. I don't want to rush through the morning. And when I'm here, when I have an hour schedule, like I don't want to rush. So I put it like 30-minute pad between appointments sometimes. I'm like, well, I'm going to just eat lunch here. I'm going to talk with Amanda here. Give me a little window. You know what I mean? We go to the airport, it drives him crazy. This fool, to me, speed walks. He's like one of those Olympic ones that do the little thing like that. That's how it feels to me. And I'm in there, and I don't want to get on the train. I don't want— I want to walk slowly down the entire Atlanta hallway. I have my backpack. I sit like this, and I walk slow as molasses. It's who I am. As much as I'd like to do more, I also like— I have this thing in my head in the book. Some of y'all read the Turtle Mode. I do like to like, I'mma do it. I'mma be consistent. I'mma be disciplined. But I like my pace. So I have a good balance of like slow but go. And y'all can certainly follow that schedule, make your own. I think the more detailed you make it, the better. And for me, I just knew once you do it for a little while, like you can back into almost any number you need to back into. If you're an insurance agent and you feel like you're stuck, you've hit a wall, you're trying to figure out sales strategies, the scripts to use, how to get like off the ground and get to that top of the leaderboard type status. I have a course that I've put out, super affordable. I'm getting a ton of great feedback from people every day on the strategies they've learned and been able to implement from Goal setting to sales techniques to calendar scheduling, everything you would need to get your business off the ground and get running quickly. JWCourse.com, click the link below and get in there today. You know, if you sold here for more than a minute, you kind of know how many appointments it takes to make a sale. You kind of know how many recruits to get someone started. You kind of ballpark know what you got going on. So I've always just gone, all right, what do I want to make? This, how much of it do I have to do? This many. All right, where's it fit in my calendar? And how many do I have to do per day to make that number happen? Like, even the gym, we have this thing, CrossFit, at the CrossFit gym, they have this thing, it's called EOE Club. It's effort over everything. And the way you get in this club, it's made up, if you haven't figured that out, this is a made up club. If you go, if you do CrossFit 17 days in the month, or more. He has 150 members. Like, 4 people did it every month all year. There's only 17 days. 4 people did it 17 days every month last year. Now I'm neurotic. I'm like, 2025, I'm going to be one of those. I'll figure it out. The last— I'm in the middle of 75 Hard now. We've done I think 5 trips in the last 6 weeks, travel. Still managed to get everything done, but I missed a lot of time. So I'm having a— and February is a short month. I'm like 17 days, I was gone like 13 of them. So I'm getting it in. Tomorrow's day 17 and we gotta be here early. So tomorrow I got to get up, I gotta shift everything an hour because I got to do the 6:30 class instead of 7:30 class to hit my 17-day and make it here on time. I mean, but that's— it's all calendar for me. So what do I want to do? And I back into how to do it. And I map it out. And I know in advance. So like, on the weekend, I'm looking at my schedule coming up. If you go to my office, I just got it yesterday. Any of y'all follow Jesse Itzler? You ever seen the— you've seen it, the big-ass calendar? I have it upstairs. So I'm like, I'm going to put the whole year on there. Not every detail, but like the personal things I want to do, the vacations, Madison baseball, when we're traveling. And you can see, and this color-coded thing, and you can see your year at a glance. And based on the color, you know how much you spend doing each thing. Like, I'm weird. I like, I like having control, huh? Yeah, the whole year is on one calendar upstairs. You can see it in my office. So I started filling it in yesterday. I just got it in yesterday. I'm like, I want to map it out. And so I put all— the first thing I did is put all like the crazy runs I'm doing, races. There's like 6 of them I have scheduled this year. I'm doing like 2 crazy hikes up mountains one day in July. I have like 3 marathons in 3 days I got to do, which he completed last year. And the reason I'm doing it is because he finished it and I'm like, I want to be like Andy, so I'm going to do it this year too. And he smoked me at a climb last year, which I hated. Why I smoked you? Tell them, Andy, why did you smoke me? She wants you to tell them, apparently. I don't know why I smoked you. Yes, you do. I told you yesterday why you smoked me. I did not prepare quite enough. I took for granted how in shape I was. I'm like, I work out every day, I'm in good shape, I can hike a mountain 8 times. Dude, like this, 30— with 36 hours, right? You get— I don't know how long it took you to finish, but you go up 4 miles like this. 4 miles like this and 4,000 feet high. So 4,000 feet in 4 miles is what we did. It was Whistler, Canada. So I paid $5,000 to get into it, paid another $10,000 to get there and stay, and just to climb a mountain 8 times for a medal. Like, I'm messed up, and he is too. And a hat. It's a red hat. It's to win a red hat. That's— you get a thing and you win a red hat. The red hat says you finished. The medal says you maybe finished, maybe didn't. So mine's different color metal than his because he finished it. I did not. So I do it 5 times, and everybody in my world was like, great job, you killed it. And they go, you climbed the height of like Mount Kilimanjaro or something. I'm like, yeah, but Andy did Everest. And so did 73% of the people who signed up to it. I did not finish. And I looked back, and I was like, it was cold, it was rainy, the weather was bad, da da da. And then I went, it was the same for the 73% that finished, jackass. And you get on this mountain, man. I had 65-year-old ladies cruising by me having just a casual conversation. No sweat at all. Fair? Yeah. Smoking me on a mountain. Dude, I'm half a mile in and I went, what the fuck did I sign up for? I did that in Yellowstone, man. So since the day that ended, the next 12 months of my life are hell because I can't live life without going back. So this year I signed up to 3 of them, including the one I didn't finish. So I'm gonna go back and finish the one I didn't finish. So yesterday we hiked, and Brandon did too, we went and we hiked Kennesaw Mountain right over here. So I do work now every day. I have a whole routine in order to get ready for that event that I failed last year, you know, and I just know I didn't put in the work, obviously. But hell, a majority finished. I didn't. So I must not have done enough. What's not done right? So this year I hire a coach. Like, yo, that's probably smart. Last year I didn't talk to nobody. He's like, why didn't you call me? I'm like, that's a really good question, bro. I don't know. You probably would have come and drug me out of my hotel room, made me finish. Probably. I don't know. Maybe I didn't want that. I don't know. I handled things wrong in the moment. The one rule they told us, I'll never forget. This will haunt me forever. The guy at the front goes, don't quit when you're alone. And I quit at 2:30 AM by myself instead of going like, hey, yo, I'm tired. Yo, I wish I went back and back. Because in my real life, I would— it's not who I am normally. But dude, we all— sometimes we have a hard time getting to the next level or pushing through hard things or hitting— you hit a wall where you're tired and cold and hungry. Like mentally, I'm like, all right, my limit's a little further, but I'm human. I hit a wall that y'all all hit and I bail. And I'm like, ah, regret of that is painful. And it's just a personal race that I paid to do, you know what I mean? But it's like, you can become that per— I'm that way in most everything in my life now. Like, I don't want that. I don't want to say I'm gonna do something and not be ready and not be prepared to not knock it out the park the best I can, you know. If I mess up, I got shit. I got to own it. All right. I got to work harder. There's a lot of things I didn't do. So now I'm going to work harder on it. I do that in business. And for me, it's all tied to this, this process of managing your time. Brandon, you had a question, dude. And I'll get you after, bro. Yeah. So when you changed your— like you started going directly to your calendar, right? Obviously, you had to fit in that broke. So— Yeah. Had to piss some people off in your life because they're probably used to you not being that structured, right? How'd you deal with that? I'm assuming— yep. Yeah, so it was hard. I remember having to try to figure out, like, carrying one of those calendar books. I tried that so many times, it didn't work for me. I didn't like it. I've paper— like, I just The calendar that comes with the phone is my— that's all I do. But I tried different things along the way and found what works for me. The converse for me, I'll be honest, outside of Steph and my kids, I don't give a shit what anyone thinks, like at all. I've never really struggled with that. If anything, I struggle with that too far the opposite way, where I didn't care and I could have been a dick sometimes. I try to get rid of that piece. I don't want to be that dude. Sometimes I mess it up still a little, but like, and not that I don't care in a way like I want to be mean, but I, I don't care at all that you don't agree with— yeah. So here, here's the thing. What do you, what do you think Steph wanted? For me, me to be more successful or less successful? Do you think the kids wanted me to say yes when they asked to buy something or no? Right, so convincing them was kind of easy, dude. Yeah, right. Now, had I proven before that I was willing to do what it takes? Not really. You know, Steph was always— she's funny, she'll always tell people, like, I like— there are some pieces I'd like that she does, and when she's around other people, especially ones that are asking questions about how to do stuff, she'll wear y'all out more than I will, you know. And she's always told especially dudes, we talked to a lot of couples over the years. And a lot of the— there's frustration, right? And they're like, well, I'm gone all the time. I'm always busy and she wants me home or they want me around this and they want me that. It's like, that's a very common problem when you're not financially where you want to be. And Steph's version is always like, well, if you're going to be gone and broke, of course she wants you around. Right. Like, if you're going to be broke and gone, that's stupid. But I promise you, you got Jack— I'm not saying they're like gold digger, like that kind of thing, but dude, there's a lot more flexibility when she can go buy whatever she wants. That's real life. I'll never forget the first time Steph said to me, because again, you see my schedule, Tuesday, Wednesday every week, every other Friday, one Saturday a month. That was my schedule unless it shifted because I had life going on. But basically that was the schedule all the time. I'll never forget one day, it was a Saturday that I was supposed to be home and we were supposed to family day, right? Because every other I had the kids, all of them. And then every other it was just me, Steph, and Maddox. And so one of them I would work, one I would stay home and chill with them. So it was the weekend where I was supposed to chill with her and Maddox. And she goes, hey, so Saturday, Um, I want to go to the mall with Amanda. Do you mind running some appointments so I can buy a purse? I was like, I'm in. And it's like, I never forget that day where she saw what I was doing was working and she wanted more of that life. And she doesn't need everything, but it don't suck to have some nice stuff, dude. It don't suck to live different. It is nice to be able to make decisions if you want to get something or And the first time she asked you, that was like 5 years into the business. She asked me to go make money on a Saturday so she could buy something. And that kind of hit different. I'm like, y'all can want something and just go, just go get the money today. I just go pick up money. And this game changed for me. Then I became like, how do I just go pick up money? Let's go out into the world and pick it up. Go different pieces, people's houses. I get cash. Dope, right? So during this time, right after that convention, I go back and I'm like, hey, no different than a mountain. I came back and I'm like, I know what I'm doing wrong. I figured it out. Mark told me exactly what I'm doing wrong. Kilimanjaro's been telling me this. What he said now makes sense, right? I'm at a multi-day event. You hear some things, you learn some things. I'm like, I got— I see where I'm messing up. I had a schedule already built out, which you'll see. I was like, hey girl, I'm ready to do this big. Hey, there were people on stage making 3, 4, 500 grand a year, and they're saying all they do is work harder than me. I've worked hard my whole life. First kid at 16, dude. I've been working 70 hours a week since I was 16. I don't— work doesn't scare me. I thought I had to know all this other stuff. I thought I had— and I'm not saying other stuff isn't important, but I was trying so hard to be this sales guru on my 12 appointments a week. I just was trying so hard to be the guy that speaks so articulate and says the magic words. I was trying to do that. And it's not me naturally. It was a hard change. And when they were like, yo, just work harder, I was kind of mad that no one else told me that earlier. I was straight pissed. Because in my life where I grew up, you wanted more money, what do you do? You work overtime. They pay time and a half. I'm like, you know what overtime in this bitch pays? Time and a half is a scam. Yeah. What you said earlier when you're talking about what most people will do is they'll have the goal, right? And they didn't even come up with a plan. Correct. But they skip that last piece. This is the piece. And almost everyone that does it writes vague stuff. And I'm like, I got to learn how to tweak this because I don't think people see it the way I saw it, you know? And so for me, what I did is I linked this to this. So when I watched football on a Saturday, Sunday, Thursday, Monday, call it what you want, I got to a point where I'm like, You're lying. Stop saying this because you said you're gonna remove this and you didn't, so you must not really want that. I guilted the shit out of myself. I did. I did the math. I'll never forget, there was a weekend I was sitting at home watching football Saturday, so probably end of year. I'll get you in one sec. And we would share, you know how people share sales and whatever app y'all use? Made a sale, post a sale. Yeah, we've been doing that forever. Back in the day, we used to use Twitter way back when. Yeah. Oh, yeah. Yeah. And so as people are posting on Twitter, we would see sales. And I remember sitting around on a Saturday and these two dudes, three, Mike, Drew, and Brent, they were out selling on a Saturday and they're posting sales. And I was watching the game and I was like, that cat made 3 G's today. That one made 5 G's today. That one made 8, whatever they made, they made. And I'm sitting there going, and I'd run Saturdays. I know how to sell at this point. I'm not stupid on, like, I wasn't killing it, but I knew how to sell. And I'm like, I run 8 appointments on a Saturday. I'm making a couple G's for sure. Like, I just knew that I could at least do that. And so I started looking at the game and I'm like, it's a 3-hour game. I could run 3 appointments. I'm gonna pick up an app or 2 in 3 appointments for sure. Dude, that game just cost me 2 Gs. I've never watched football since. A little. I mean, a little. First game I watched this year was Super Bowl. I didn't watch one game all season. You know, man, I just— and I loved it at the time. I don't watch really TV almost ever. I don't— I just— and I used to know— dude, I knew every Real Housewife. I knew all their names. I knew what city was where. I did have Big Brother. All of them. And so for me, I just made an active decision. Because for me, this is more important than football. This is more important than talking to some dipshit about nothing for 45. It just is. This, no different than your shit, is more important than my shit. You know what I mean? So this ruled. But if I caught myself doing this, because I'm human, I still do it. I still use this exercise to this day. Vodka's on this now. When I go, I want to be 12% body fat, I sip some vodka. I'm like, yo, you must not want this that bad. Crazy Bread, Little Caesar's Crazy Bread, dip it in the sauce and the ranch. I'll kill the whole bag, all for sure, on top of the pizza. But I'm like, At some point, I'm gonna get a smoothie delivered here today for sure. So I'm like, smoothies over vodka. It does better for the things I say I want, you know, and I'm not perfect. I fight it every day. Steph loves candy. She loves baking. She loves cake. She loves— all— just try it. Just try it. Just try it. Just try it. I'm like, I say no 100 times a week. You know, it's the equivalent of people giving you noise in your life. My wife knows I'm on 75 Hard. She wanted to have me try some candy bar the other day. I'm like, I'm doing 75 Hard. She's like, it's one bite. I'm like, have you read the rules? You know what I mean? So it's like, this is not easy to do day in and day out. It's a very easy exercise. Y'all can all do it. Most of y'all will not execute this. And then you wonder why things aren't working out. Some people are, you're going to talk about calendar again? Yes. This is how I run my life. It starts here. You know, we just look at it in different ways. And then one of the books I'm reading is like, this changes. So now I start looking at things. I have a note, a shared note with Amanda. I'm trying to get her to do it now. And it says, what's the title of that one right there? Shit I Don't Want to Do. That's a note on my phone. Shit I don't want to do. So now I'm looking at my schedule and I'm like, you know how much time— you know how many times a day I check my email? I hate checking my email. I fucking hate it. There's never anything good, ever. It takes a lot of time. So checking my emails on there, I don't want— I want to get rid of it. I don't know how because I'm neurotic and I like— I feel like I lose control, but I'm trying to figure it out. Reply to comments on social, friend requests, I started this yesterday. So as I'm going through the day, when I do something that I don't want to do, I put it in my note. I'm in a good spot where in 48 hours I only got 3 things, but I'm still trying to fine-tune it. That make sense? What are we going to do? We're going to hire someone to do this, or one of them is going to take it over. You know what I'm saying? Like, the job ad was my note. She walked in, I, I need this stuff done. And it was a list of shit, but not all of it could she do day one. You know, some of it over time, some of it I'm willing to do stuff I don't like doing. I will do stuff I don't like doing for a long extended period of time because I think that that does a lot. But I'm like, is it valuable? I mean, I don't know. To me, I hate fucking checking my email. I hate that I click the button I hit Gmail 80 times a day. That bothers me that I'm so controlled by that fucking app. It actually bothers me. I hit Instagram because I'm bored. I hate that I do that, but we do a lot on social, so I have to be involved somehow. So I'm like, all right, what pieces do I not like? I like replying to my DMs. DMs is not on there. I like replying to DMs because I engage with people. I send voice notes. I actually do my own DMs. Like friend request. I'm like, I hate that piece. The comments, dope, cool, yeah, well, whatever. Like, I want to reply, but I'm like, I really— I don't— I don't— anyone can say that. It doesn't add a lot of value to people. It helps the stupid algorithm. Can we just— can someone do it for me? You know what I mean? And so I want to do the pieces I'm amazing at. This— I like talking, I like speaking, I like training, I really good at it. That's all I want to do for most part when I come here. So when we hired Reese, he's like, what do you want me to do? Anything it takes for me to walk in front of the camera and start talking. I don't want to know where the Zoom is. I don't want to log in. I don't want to know where the link is. I don't want to know anything else. I want to walk in there, I want to sit down, I want to talk. So now when I have a podcast, I walk in the door, Reese is already down here every single time. He hands me a little sheet of paper with with 4 notes about the person I'm about to do the podcast with. That's when I find out about the person I'm doing the podcast. I don't research it at all in advance. I like not knowing the person a lot when I do it. I just want to be natural and ask questions. I get one sheet so I know how to say their last name and it's like a couple bullet points about what they do. I walk in, I grab the sheet, I sit down. I'm like, y'all ready to rip? I like doing these without knowing anything. Yep. Good to go. Cool. Record. Do it. You know, I just, I like that. What schedule we put stuff out, when do we post stuff, what goes on on email, what— I don't know. I know it says it's from me. I didn't write it. Newsletter— Reese writes my newsletter. Every word of my newsletter, Reese writes. It's my words. He watches every training, he records everything, he watches the concepts, he learns what I do. He, he'll take this, this, some of this will be on a newsletter, and he's learned how to write it. I'm like, it has to be me. Has to sound like me. It's, it's my newsletter. I don't have to be the dude to type it for you to take the words I say on camera that you watch every day and put it on a piece of paper. So he does that piece, right? Someone text me the other day. We sent out a text. Someone signed up to something, we sent out a text, and it said like, hey Steve, I will hope you blah blah blah. Someone sent me a screenshot and said, that's not you. So I sent it to my crew and I'm like, that ain't me. I'd not fucking type that. So I went into our thing on one of them, and I went and I typed it, and I'm like, yo, what up? That's me. Does it make sense? But like, some shit I don't want to do. I want to do stuff that is effective and efficient, makes me money, you know. Now getting ready for this, I didn't want to mess with what they were doing, but I want to add value to Amanda. So I was like building cabinets and shit. That she was doing some stuff to her office. I didn't want her office to look a certain one. People are coming in, I'm like, we gotta clean up some stuff, get some cabinets, put them in. The girls and the guys work, and I'm like, I'll put together cabinets. So putting together cabinets, you know what I mean? Stuff like that. Table edges off. I don't, I don't know what went on the thing. I didn't read it. I don't care. She was trying to cut it, make it pretty, and I'm like, there's black. I'll just cut it you. Why? Because she did everything else. Like, least I can do is cut the fucking thing, make it straight. That's the value I added to this part of the event, like getting ready for it, you know? And that's all for me is like this— the time is so important to me. So when I— when I'm doing something, I want to do preferably what I love. I have to go through a stage where I do shit I hate. I know that. But I want to get to a point where I spend more time doing what I love. I want to get there. And I've been working on this for 12 years. So now I have a good team. I'm like, hey, I want this gone. Help. I don't like go like today. But I promise you in a few months, I'll be one of those dudes that's like, here's how you live without looking at your email. I don't know how to do it yet. To me, it gives me anxiety today. But I want to get rid of it. So yes, that's how I hire every position we have here. The tech guys that we have up, so we have 2 tech guys. Tech guys upstairs. They did— I was doing all the stuff they do now last year. Workflows, automations, if this then that. We were doing some lead delivery stuff for some guys. We're helping build— we got a guy that runs a lead company. He wanted to distribute them to his team. He couldn't figure it out. I'm like, I'll figure it out. So I nerd out and I create automations and systems and process and I do the stuff and I learn how to do it. I'm like, this take a lot of time now. It's working though. I need to hire someone to take this over. So we hired Andres. I'm like, teach him this. I don't want to do that anymore. It was dope. I have fun building stuff. I don't like maintaining stuff. I like to build it and move the fuck on. So I prove something works, learned how to make some money on it, learn how to monetize it. And I'm like, hire someone to do this. Now you get something set up with anything in that realm from us, Lee, I'm like, I don't know how it works anymore. I'm like, here's how I do it. Do it this way so you can make it better. And they've learned how to make it better. Amanda's taken what I do and she learned how to make it better. Reese took the things I was doing. I was doing stuff on social before Reese. It sucked. I'm like, look at my page, it looks like trash. Can you fix it? Here's how I do it. I don't know what he does at all anymore, but I know my shit's on every platform every day. Does that make sense? What he puts on, I don't even ask him anymore. At the beginning, it was like, hey, we like this. Hey, I like that. Hey, I like this. Teach him what I— and then he'd be like, I know you like that, but it kind of sucks. Can I change it? You sound pretty confident. Go for it. As long as there's intentionality, as long as we have a reason why we're doing it, as long as we're hitting more people, as long as we're bringing people in and teaching them how to ultimately make more money. And it starts there, you know. So if he understands that, now he can— I give him free will now to like, all right, he knows what we're trying to accomplish, he's better at it than me, let him do it. You know, and I try to continue to do that. And over the course of a decade, you don't have to do some stuff anymore, you know. And I'm a hell of a control freak by default. It was really hard to give up some stuff. And I only had Amanda for staff for a long time because she was the only one I trusted, you know. But I had to learn how to give things up. She does all my finances today. I don't log into my bank account. I don't pay a bill. I don't open my mail. I don't know my routing number, account number. I don't know— she knows my credit card numbers better than I do. I don't know any of that. I don't pay them. I don't know when they're due. She does all of it. Taxes, she does them. She knows a CPA better than I know. I didn't want to do it. I'm like, I don't like this. Does she like it? I don't know. She likes her pay. Now, after 8 years For Amanda, it does matter. For me, it didn't. The shit I don't want to do, I said, I need your list too. Because Amanda's a control freak. She don't want to give shit to Liz because she's like, I can just do it myself. Takes long to train Liz. So it's like, we're trying to get— I hired someone to help her. And now I'm like, when this event's done, me and you are going to sit down, and we're going to get rid of some of the shit you hate doing. Because she'll do anything for me, for me to not have to do it. But I'm like, well, I know you hate some of this shit. So how do I do the same thing for you? That's how our company is going to grow. I can take her and put her in her sweet spot now. And I can take Reese and put him in his sweet spot. You know what I mean? And some of them do extra things. He adds value. He made a joke to me this morning. And I'm going to end here in a second. How'd you word that, dude? I remember the— I said— he said he saved Amanda yesterday or something like that. He's like, I saved her yesterday from something. I'm like, by doing what? And his response was hard work and dedication. And he walked away. Because they've been in stores buying stuff, putting things together. And he wasn't asked. He just came in and did it. I'm like, oh, that's noticeable. Some staff didn't add to this shit at all. I ain't mad that they're doing a good job. You think I didn't notice? I definitely fucking noticed. You know what I mean? I'm like, I just pay attention. So for me now, my job is like, she runs my company. I know the stuff she does because I used to do it. How do I get her to level up now? How do I get her to take on more? By giving up dumb shit. So she's gonna do this exercise. You know what I mean? Like, I like that she now can drop off her kids to school when they go to school. Just twin 2-year-olds. We go 8 to 5. Amanda don't have to work 8 to 5. Why? She's been with me 8 years. She's— I trust her implicitly. She works every weekend. She travels all the time. She's non-stop. She don't— her schedule's not the same as everybody else's. Everybody else is late, we notice. She's late, I'm like, it's Amanda. You don't like it, fuck off. Do what she does. 8 years she helped me build this thing. Yes, she gets perks right now. She flies first class, Reese sits in row 37. True story, right, bro? Dude, how often do we wait for you getting off the plane? We're like, meet him at baggage claim. Fair? But he's doing a lot. And I'm like, I told Amanda, I'm like, yeah, he might be working up to comfort soon. I want my people around me spoiled. I want her to be able to take her kids to school. I want her to be able to take her kids to the doctor, go to the Halloween party at school, do the stuff she gets. I like that. But she knows I like getting shit done, so she takes care of that, you know what I mean? And I try to put myself around people like that, and I just teach what I do, and she follows. Not everybody follows. I go, cool, you ain't with me forever. Same with agents. I go like, here's how you do it. They do it, I notice. They don't, I also notice. You get perks when you do shit you say you're gonna do. You get more of my time, you get more of my energy, you know? And a lot of y'all won't make that decision and certainly won't talk about it. I'm like, I talk about openly as shit. Mandy gets fucking paid and everyone in here knows it. I'm like, I want y'all to get paid too, but you gotta keep up with what she's— the value, dude. She's helped me make tens of millions of dollars. I'm like, I love the subscribers, but we ain't there yet. Years and years, hard times, struggles. Willing to change what she does for every day for a living. Her job role has changed 800 times as I've evolved and as I've changed and our business has grown. You know what I mean? And it takes having good people around you. But I challenge the shit out of her. It drives her crazy. I push her. I get her out of her comfort zone. Sometimes I like, we bicker a little bit. Liz, they're related, like sister, how do you, sister-in-law, is that the right official? They're married to brothers. And sometimes they'll see me and Amanda going at it. And she'll get nervous. She'd be like, "Mom and dad are fighting." She runs away. I'm like, "No, that's how we communicate. Been 8 years." You know? So, John, 2 o'clock is your thing? All right. I'm going to give you all— So, John's going to do his live annuity thing at 2. So, we're going to switch gears a little bit on the schedule. He's going— He wants to talk for like 15 minutes before. So, at 1— Is it 1:32 now? My time, right? Yeah, 1:36. So at 1:45, like, go take— go to the bathroom, get something to eat. He's starting at 1:45 exactly. So if y'all be back here, he wants to go over some stuff before he does his call live at 2. Please. Hi guys, hope you enjoyed the video. If you did not attend the previous one, the next event I'm having is early June. If you want to make it to that one, you can use the coupon code YouTube for 15% off. If this happens to be after June when you watch it, JohnWetmore.com/workshop. You can always register for the next one. See you guys there.