The 9-Step Guide to Building A $1 MILLION Business (in Insurance)

Imagine I go watch Tiger Woods golf 9 hours a day for 3 straight weeks, and then I go out and I swing a club in 3 weeks from now. Am I going to be any good at golf? Not at all. I'm going to suck fucking ass because I've not done it related to golf. I want to teach people to do their job.

How you doing, John?

Amazing, bro.

Good, good, man. Well, honestly, obviously, first, thank you for meeting with me today. I know you're a very busy guy, so very much appreciated. So as Perry's kind of told you, my goal is to basically do what you did, um, just within our office. Um, my goal is to have, uh, hopefully, uh, a team of about 50, um, at least semi-consistent writers, um, under me virtually by open enrollment of this year. So that's, that's my main goal.

Um, when's that? End of year?

Uh, November.

November. Cool.

By November. I think it's certainly reasonable with how quickly I'm recruiting at the moment. Um, but I'm not, not connecting right now, and I, I've narrowed it down to a couple reasons that I think it might be. You're probably going to have some better insight as to why that might be. But I'm just going to run down my list of questions. Hopefully we'll find something.

When you said you're not good at— would you say I'm not connecting right now? What does that mean?

Connecting as in like I'm recruiting people, they're starting, they're just not getting any traction off the get, right? With new agents that are in person, I'm usually great at getting them first business within the first week or so, 2 weeks. And they're usually at least game planned and motivated and moving. Semi-self-sufficient by week 2 or 3. I'm not getting that so far. Now, of course, I've only been going at it for about 4 weeks now.

So how many you get, how many you got started so far?

I'm averaging 1 a week right now. I'm hiring 2 to 3.

You have to be, you have to be 100%. You have to bat 1,000 to get 1 started.

Okay.

Or keep 1 going. You know what I mean? Like, you got to be perfect if you're only getting 1 a week.

Okay, so that was actually my first question. Um, is there an upper limit to how much I need to be recruiting at this beginning stage? Um, as far as, you know, kind of a quality versus quantity thing, you know, should I bring on 10 agents a week if I can and just see which one sticks, or should I bring on— keep this one a week going and try to meticulously incubate each one of them a little bit more one-on-one?

There's not necessarily a perfect answer, But one a week ain't working. Clearly. Yeah. So it's like, well, that, that ain't the fucking answer. We know that for sure. Um, and I'm a big odds guy. You know what I mean? Like you can get, are you selling still too?

Yes.

How, what's that, what's that schedule look like?

Um, so basically how my training is set up is I am taking full appointments. I'm, I'm getting 60, I'm paying for 60 leads a week, working through those 60 as well as my, my follow-up. And in between that, that's when I'm doing my more lecture type training. So, you know, going over how to do a screen share, call flows, things like that. And then doing role playing in between when we can as well.

Got it. Interesting. So you're selling every day?

Yeah.

Is it just Monday through Friday?

I'm working on sales every day. I haven't submitted everything every day.

That's what I meant. Attempting to sell. Yeah. Yeah. What time?

Do you do that? I get here and I start doing my own stuff at about 7:45, 8 o'clock. I get them on the Zoom calls at 9 o'clock.

The— okay, got it. Yeah. And are you— are they just watching you go live or you just—

for the most part, yeah. So I'm screen sharing. They're watching me and watching my screen share. They're watching me go through my day to day. That's what I've seen the most successful FTAs are doing is literally just immerse them in your day-to-day and give them every moment that you're not using selling.

Yeah. Cool. So, and how many are getting on your daily now?

Right now I've got 4 virtual agents. All 4 of them are getting on.

Okay, cool. And are they selling yet?

No, none of them have really done shit. I think it's a lack of— I think it's what you were talking about when you were here. It's just a lack of culture. When we're in here, you know, you're— you've got 30 people that are— you don't think so?

Not at all. Why? How long, how long have those 4 been on a Zoom with you?

Um, one of them's been on— one of them was one, one of my previous agents. She's actually writing. She was an in-person agent, so I don't have to worry about her as much, but she's still getting on there and, you know, helping out where she can and doing her own shit. Um, another one's been here for 3 weeks. He hadn't done shit. Got another one that's been here for 2 weeks.

And you still let them on the Zoom?

So if they're not producing or they're not clearly going out and actually putting in effort, just don't let them on the fucking Zoom.

My question is, what's the point? Like, are they just watching you creepily after 3 straight weeks? Like, I don't know.

Essentially, yeah.

So when do you tell them they have to start working?

When you hire them.

Day 1.

So day 1? Yeah. So as soon as I get on, I'm basically telling them, hey, you need to, A, watch me work. We're going to go over some things, but in your off time or in between or whatever calls, you need to be prospecting. This is how I expect you to be prospecting. This is who you need to be reaching out to. Things like that.

So you're leaving it very open-ended.

Uh, yes.

Okay. So your expectations could probably be better.

Certainly. So a little bit more structure is what you're saying?

A lot more structure. Not a little bit more structure. You need complete structure. Okay.

Does that make sense? What does that structure look like for you?

Imagine if when you were in school, you look a lot younger than me.

25.

Okay. Imagine a few years ago when you were in school. They were like, do math when you get around to it, you know, science, you know, just whenever you feel like doing science, just go for it. Okay. You know, if you want to show up, show up. If you want to watch me teach, watch me teach. If you don't, all good too.

Okay.

It's fucking really weird.

It is.

Nah, they're like, nah, 8 to 8:10 you got homeroom, 8:15 to 8:43 you got science, 8:47 to 9:02 you got fucking math, you know what I'm saying? And on Thursday we have a test, and tonight you have to do homework, and then you have to study this chapter. And like, you know exactly what to do. Okay, so if you don't provide structure, bro, they ain't gonna do shit. Okay, that makes sense. So yeah, if it's me, I ain't mad watching for a minute.

Sure.

Like, how long do you need to watch me before you start? Like, you need— it's time to make— you gotta make money.

So I guess the little structure that we do have is essentially I'm— for the first week, I want them actually paying attention to me. I'm going over training with them. I'm focusing on them.

So long.

Why so long? Why?

I'm saying, what on earth are they going to learn after for a week straight?

I mean, that's mostly when I'm going over call flow structure. But they should—

why do they not see that before they get their license or get started during contracting?

Yeah. So they're not getting contracted yet, so they don't get contracted until they bring us 2 deals to the table. That's, that's our big thing. That's what we're working on. And that's actually something I wanted to discuss.

They have that they can watch in advance before they start with you.

So we have a TikTok account that has all of our training. We've been in the process of making— I'm sure Perry's told you this— making a virtual training course that we're trying to get off the ground.

So here's the thing.

Once again, I feel like there's no structure with that.

TikTok is my preference. I want people to work. Because if you don't work, you can't fix anything anyway. I mean, here's what I was— I, again, imagine with your structure, I go watch Tiger Woods golf 9 hours a day for 3 straight weeks. And then I go out and I swing a club in 3 weeks from now. Am I gonna be any good at golf?

Not at all.

I'm gonna suck fucking ass because I've not done anything related to golf. You're, you're teaching people to watch videos. Like, okay, I want to teach people to do their job. Okay, makes sense. So if they're not willing to get on a phone call— like, on the phone you can fix stuff.

Sure.

When they're dialing live with you, you can fix shit. Okay. So part of my recruiting process is going to be explaining that they're going to watch videos for— pick a time, you know what I mean? How long does it take you to go through the TikTok and go, here's what we say on the phone, here's what I need you to do? I feel like I could do that in a few hours. Yeah, like max, right? So I'm like, all right, quick break in the video. This is John Wetmore. I want to invite you to join my new school community. You will get access to tons of free sales training. There's a community of other insurance agents looking to win. We have hundreds of them already in there, um, where we're giving out answers to questions people have, coaching, guidance, tips on not only selling but building team team stuff, leadership tips, and I'm personally in there responding to messages, putting out challenges, talking about our wins, our losses, our struggles, and sharing things that'll help you win as well. To join now, go to JohnWetmore.com/School, which is S-K-O-O-L. The link is also below. If I'm recruiting you today and you say you're on Explain Everything and I go like, my expectation is you bring 2 deals to the table Is there any reason you can't start dialing clients tomorrow morning? Okay. You'll probably say no, I'm fine.

Not at all.

Yeah. Okay. So we're gonna, we're gonna be on Zoom at 8:00 AM. You're gonna be dialing the phone at 8:00 AM. Fair? Okay. Okay. Today, to make sure you're ready for tomorrow, cuz I know you're gonna be nervous and worried about what to say. I need you to go to our TikTok and I need you to watch these X number of videos.

Yeah.

And then I need you to shoot me a text when you're done watching those videos and I'll call you. We'll do like a 10-minute recap to make any questions because tomorrow's game day.

Yeah.

You know what I'm saying? I'm dude, I'm getting them on the phone.

Okay.

That's gonna, that's, that's the weed, the weed out process is the work.

Yeah.

You know what I mean? So the faster I can get them to work and I want them to overcome their fears. Yeah. The person who's been sitting there for 3 weeks, they're no less scared today than they were 3 weeks ago. Yeah, you know what I mean? So I'm like, fuck it, let's get it out of the way.

Okay.

And if they're not willing to do that, personally, John Wetmore doesn't want to work with them.

I'm getting to that point with some of my people as well. So I get that.

So I just, again, it's imagine again, another dumb example. I was an accountant before. I'm like, all right, day one accounting. Why? I don't want to do any work. I just want to sit over here and watch. Yeah, they'd be like, what? Like, now they gotta teach me some things. Sure.

Yeah.

But like, dude, the business is running. So I hire staff here. Like, you gotta, you're jumping on a moving train. You're gonna learn that, you know, that's real world, that's real world stuff. So for me, the test is, are they willing to get on the phone? Because that's where you lose them all. Or Zoom, in your case, Zoom. I say phone because those phones, but getting them to interact with clients is where you lose people.

Okay. And that's a preferable thing. Okay. Gotcha.

That's where majority of them go away.

Yeah.

Okay. If that's where majority go away, I want that, I want that to happen as fast as possible. So I'm going to create structure and expectations upfront to lay out how this is going to go. And on the backside of that, I'm telling them I need them to be coachable and I need them to do shit they say they're going to do. So when I say, can you start dialing tomorrow? You say yes. Well, now I need you to do that because you said you would. Yeah. And I need you to be coachable. So if you're like, ah, I'm not ready for 3 weeks, I'm like, dude, if we waited 3 weeks and that worked best, we'd always do that. Of course. What works best is you getting on with clients now so I can coach you on how to, how to go through the process.

Okay.

Remember, I need you to be coachable. This is gonna be uncomfortable, but I promise you this is the best way.

Okay.

If they fuck it up, I'm out.

Okay.

You know what I mean? So one, that's the steps. Two, you definitely need to just talk to more people. You know, I would structure your day in a way where you figure out how to do that. You know what I mean? Here's the times I dial. Here's the times I do some recruiting calls. Maybe I do recruiting if I pick up 2 apps or you got to create some threshold for yourself. Okay. You know what I mean? Like for me, my goal was to, again, I ran in-home, like kitchen table type stuff.

Yeah.

So for me, I made phone calls on Mondays and I was in the field, say Tuesday, Wednesday. I would do recruiting as soon as I was done dialing to book appointments. I didn't love booking appointments.

Sure.

And I really wanted to build and recruit. So what kept me dialing at a, at a fast pace and dialing early was I wanted to get to the recruiting. That's how I am dialing at 7, 7:30 AM so I could, the faster I book up Tuesday, Wednesday, the faster I can be done with that shit and do what I really want to do.

Yeah. Okay.

I'm saying, so it kind of held me accountable to know if I didn't, if I didn't do what I had to do on the phones. I couldn't do the piece of building my business.

Okay, um, now back to recruiting. Um, Perry seems to be of the, the persuasion that it's, uh, bring on fucking any— because we don't contract anybody until they've brought 2 deals to the table. Um, just bring on literally anybody that is willing to start. Is— would you agree with that, or would you be a little bit more selective on your recruiting?

I agree with that fully. I just wouldn't end the conversation— I wouldn't have ended your sentence at willing to start. I would say willing to start with my expectations and agreement on that they're going to follow my process.

Okay.

Does that make sense?

So make sure you're framing it before it's even started.

Okay. Yeah. Like you got to, we got to be aligned in how it's going to go.

Yeah.

If we're aligned in how it's going to go, I agree with him 100%. Does that make sense? But if they're like, yeah, I want to start, but I ain't doing that shit.

I'm like, sure. Get fucked. Okay. Got it. Um, now whenever you, uh, so I'm a big believer in either you coach up or coach out. Um, I'm not sure if I've honed in on what makes a successful virtual agent versus an in-person agent. I'm pretty keen at catching that early with, with my in-person people, but I don't know what makes a successful self-driven or how to identify a successful self-driven virtual agent.

I mean, if you know how to identify a self-driven person, it's the same. Okay. Questions and they're just going to answer you. Yeah. Now, do a lot of them give you the right answers? Sure.

Yeah.

I'm gonna kill it. I'm gonna be your best guy.

Of course.

Right? Yeah. So how do we, how do we measure that reality? What's the only way we can measure that reality?

With results. Actually getting on the phone.

There we go.

Action.

Yeah.

Getting on the phone.

Yeah. That's actions. Yeah. Right? So meaning you have to be really good at giving people things to do and then returning to you when they've done them. Okay. That's the only way to measure action. I don't care about the result, dude. You suck ass and you're on the phone all day. I'm your guy because I can fix the result.

Yeah.

I can't fix the action. So every step of the process is for me, hey, that's why you have to be really structured in, in, in your steps and you're gonna have to build this over time. I've just done it so many times. It's kind of second nature at this point, but it's always like, hey, do this and let me know. That's why I said, like, watch the TikTok videos, text me when you're done. Okay, that makes sense.

Yeah.

Hey, we're gonna— no reason you can't dial tomorrow, right?

Yep.

Hey, do me a favor, shoot me a text like 10 minutes before, let me know you're good to go. I do weird shit like that just to measure action.

You know what I'm saying?

Hey dude, if you say you're gonna be there at 7:30 and you're not, I'm gonna take that as you quit. Is that fair, bro? They show up at 7:35, I won't let them in. I'm just— it's a— there's a measurement test unless They like, yo, remember Coachable, do what you say you're gonna do or communicate. So shoot me a text like, hey, dropping my kid off to school, fucking carpool line was crazy late. I'm sorry. I'm gonna be on 5 minutes late. I mean, I'm your guy. Yeah. If you just ditch 20 minutes, 30 minutes, an hour, and you're not there, I'm, I'm, I'm out, dude. Okay. You know what I'm saying? So it's like you have to create that structure and boundaries at the same time. Okay. And then, then you can measure action. Right. So if you're not providing actionable requests, you got no action to measure.

So what does accountability look like with the actions that you request of people? You know, obviously, hey, go dial, you know, 200 numbers. How do you measure that? How do you hold them accountable to that?

Yeah, when you get your 200 dials, we have a tracker, like a little sheet.

Gotcha.

I say, hey, when you're done with your 200, shoot me a text with a picture of your sheet. And then we'll schedule, schedule time at noon and we'll go, we'll take 5 or 10 minutes and go over your objections.

Okay.

Now, if at noon you have 42 dials, don't call me.

Yeah.

Because I can't help you. Yeah. Okay. Again, keep in mind they agreed to the number.

Yeah.

If they, if I go, hey, can you dial from 8 to noon? And I can't because I got this going on. All right. When can you dial today? Does that make sense? Well, I can do 8 to 10 and then I can do 2 to 4. Cool. Sure. That's at 4. By 4, can you do this many dials? Yep. All right, cool. Shoot me a text at 4, screenshot it, and then we'll get on the phone and we'll, we'll go over it. Okay. For me, it's a lot of question asking, just like I did to you at the beginning. So I can understand. I want clarity. I don't want to just bulldoze people. I don't want yeses. You know what I mean? I want, I want you to agree to shit and you to, because again, my measurement is coachable, do what you say you're going to do.

Okay.

Right. So everything I give is just second nature is like, hey, watch this. Call me back. Hey, do this. Text me. Hey, do this, shoot me a call. Hey, do this. It's always, I always put the burden of communication on the agent.

Okay.

To let them know if they don't communicate to me, that means you quit. That's what you're telling me if you text me. Okay. Does that make sense? It's absolutely fucking super easy to do because then I don't have to, I don't have to spend the mental energy or the time following up. Yeah.

You know what I mean?

10-4.

At the moment, I feel like I don't know what questions to ask at this point. I feel like I've gained— I need to get more fucking structure. I need to make sure that I'm framing these expectations long before they actually get started on their first Zoom call. And I mean, basically just reserve my attention for those that are deserving of it.

Which will allow you to talk to a lot more people, which is the other answer you need also. You've gotta get more people started. I mean, so for me, what I always did was I went every day that I'm making phone calls or in your case doing Zooms, how many new people do I have getting on, I say the phones for the first time ever. That was always my measurement. Okay. I want new people on the phones for the first time ever, every day. Does that make sense? So like Wednesday, how many people do you have getting on the phone for the first time ever tomorrow? Okay.

Are you asking me that question or are you saying ask myself that question?

I'm asking you.

Fucking no one right now.

Okay. So then we got Thursday. How many do you have getting on the phones for the first time ever?

As of right now, nobody.

Zero. So that, that's your goal every day.

Got it.

Okay. For me, right? If you want to do what I'm doing, which was the call. Yes. Every time. Who's getting on the phones for the first time ever? That's number one. Then from there, now say Wednesday, I got someone on the phone for the first time ever. Thursday, they're on the phone again, but I got someone new. Okay. Friday, they're both on the phone. I got someone new. And maybe this guy quits. Who gives a shit? On Monday, I got those two and someone new. Maybe I got three new ones. Maybe I got five new ones. You know what I mean? It's like, that was always the goal. And then from there, dude, long long term. This is not for the conversation today. Now the question is, how many of those people can you get duplicating what we just talked about?

Yes.

One or two on every day, and I'm getting one or two on every day. You know what I'm saying?

I've got the— I've got these people that are going to be replicating what I'm doing right now.

What's up? I love it. Does that make sense? That's where— that's where it scales legit.

So I—

this thing I just taught, that I talked— you know how many times I've had this conversation?

I imagine it doesn't.

Thousands of times.

Thousands. Okay. Gotcha.

Oh my God. Yes. This is, this is, this is all I do. Okay. The concept is the same. You know what I mean? And no different than I'm telling you to create the structure and have those conversations when you're recruiting and onboarding people, right? This is the next level of conversation that you have. And now go like, all right, cool. I just had it at scale with 6 people. Do you know what that does? Now it ain't my group and I don't get any volume out of it, but I, it feels cool to help people grow.

Absolutely.

That method, kind of that like, uh, they call it like a butterfly effect, right? Or there's like one with wave, there's wave one, I forget how they call it. But it's like the compounding effect of doing that at levels and me having this conversation thousands of times, those thousands of people, a fair amount of them are having the conversation with their crew now.

Sure.

You know what I mean? And it just multiplies an obnoxious number of times over. And it's simple shit. There's nothing complicated about that, which I, it's the piece I love. It's easy. It's repeatable and you can do it. You can start doing that right now.

Yeah.

You know what I'm saying? So it's like your next call, just practice it. Your next agent, practice it. The ones that are getting on that's been on for 3 weeks, dude, I have a conversation. Be like, hey dude, so I fucked up. I'm sorry. You've been here 3 weeks and I haven't got you on the phones yet. My bad. Hey, can you start dialing tomorrow? Yeah. I mean, I just reset, you know what I mean? Like own it. It is what it is and reset. Okay. You know what I'm saying? And then go like, if they're, give them this and let you know, give them this and let you know. You know what I mean? Like, hey, they want to go over objections. Cool. We can do objections. We do them at 1 and 5 PM. Pick a time, make something up. Who cares?

Sure.

If you don't go, like when I have people start dialing for the first time ever, like what do y'all, do y'all do one call close or you try to book appointments?

Um, 50/50. If we're, if we're cold calling or, you know, it's a form lead, we're, we're mostly trying to set the appointment.

Um, but the goal, right? The goal of phone calls is typically in an agent's mind to book appointments. Yeah. Okay. My, what I tell them the goal is, is to just get people to pick up the phone. That's your goal.

Okay.

Goal is not to book appointments and the goal is not to sell insurance today. I know you want that. That's— I got it. But today I need you to go get me like 30 or 40 objections so I can fix your stuff so you can sell policies. You can't go get me 30 or 40 objections. I have nothing to work on with you. Is that fair? And it, dude, it just changes their mindset into like they get 3 phone calls, they get hung up on. If they're—

Essentially what you're telling me to create is a treasure hunt, right? Go do this. All right.

Come back. Okay, cool.

Here's your next task. Yes. That's it.

All right. I called it playing fetch.

Yeah, that explains it perfectly. Okay.

All day long. And I can do that with a zillion people. Yeah. After a while, you know, I was— me, I was like, I'll do my fucking job rather than sit in the yard in your pile of shit. I don't care. You know what I mean?

Yeah. Okay. 10-4. Um, Chad, do you have something for him? I just was— I was curious as to— as to where you're—

where you're finding—

when you want to load, you know, front load a lot, a lot of people so that you can find the good ones, where are you finding all those people to front load? So I don't have that problem right now. I've got, uh, I'm— for some reason Indeed let me slip through. Apparently they give every other insurance agent, uh, a hassle.

I, I have to get in.

I have 200 people a week.

I'll give you a good piece of advice. Find an alternative now because eventually you'll probably, there's a really high likelihood you get kicked out one day.

10-4.

Okay. I've been in Indeed 3 times for sometimes up to a year. Yeah. One day, dude, I, I go log in and I'm out.

Okay. You know, so just don't, what's your alternative?

Don't be a, don't be a one-trick pony.

Sure.

Um, so couple, couple things. Um, the easy ones are y'all talk to a lot of people, right? As a group. So do y'all ask all the people you're talking to if they happen to know anybody else looking to make extra? Just yourself, family, friends, this, that, and the other. Super easy.

We ask for referrals. I don't think we ever ask the, uh, the hiring.

I think—

how many people are in the room right now? There's 5 of us.

All right, how many, how many people a week do you think the 5 of you talk to cumulatively, roughly? First number that comes to mind.

Probably about 500.

Okay, so imagine if 500 times a week You go, hey Joe, so over here at the Healthy Insurance Dude, we're growing like crazy. We're hiring, we're looking for people. Do you happen to know anybody else looking to make some extra money on the side doing what I just did for you? Okay. Just imagine if you asked 500 times. Do you not think you can get 20 of them? Yeah, correct. You know what I mean?

Like 20 of them. Sure.

Correct. Yeah. So that's one right now. Say you get someone and they're like, yes, I'm in, or can I do it, or my cousin or whoever. Well, I immediately ask that person too. Hey, who else do you know?

So same thing we do for referral sales.

Yeah, why not?

Okay.

Right. So those are, that's easy too. I would talk about what I would, I would do. I would hit social media for sure. Right. If y'all aren't on all on social, you should be. And hell, you got fucking about the king of social in your office. So y'all have no excuse to not be on it too. But at the end of the day, you can make it really simple. And what a lot of people struggle with is what do I say on social? Think of all the questions y'all get. I'll make it super easy and you can use this for the rest of time because if you don't, if you're not worried about it, your agents will be. Okay, the hesitation will be, I don't know what to say.

All right, sure.

Of these 500 people, think of the questions they ask y'all, any questions they ask you throughout the week. Each one of you just makes a video on that question, you answer it on social. Hey, Mary asked me how to Fuckin' change a doctor, whatever the weird shit they ask you guys.

Yeah.

You know what I'm saying? You educate people based on, and the clients you have are giving you the cheat code to what people want to know. So it's very easy to make social media on that. And the reason I do that is everyone I'm talking to about recruiting, for the most part, they look me up. And if they look me up and they see me specializing in this, that the social media now becomes like a commercial for me. It becomes like a track record for like, I know my shit and you want to work here. Yeah, does that make sense? So I can, I can do things like that. And then there's something to be said about cold outreach, dude.

Yeah, you know, cold outreach for recruiting.

Like, I was just talking to a guy, the dude that was on right when you got on, he, um, he issued like $400 grand this year in life premium with no leads. He just cold door knocks all day long. Yeah, so I'm like Dude, imagine how powerful a message on social media would be if you target people either through their, uh, through their like title, life insurance specialist, health insurance specialist, whatever the hell titles y'all would come up with. I mean, more protection guy, final expense guy, whatever the titles are. And then you target the companies that, you know, I mean, I don't know y'all's companies, but my world, there's, you know what I mean? Like certain companies that do what we do or do who would be my targeting. Or I could target solar people, or I could target like pest control people or alarm salespeople, right? And go, hey, see you're in the business. Um, how's it going for you? I help train people how to, how to make $400 grand a year with no lead costs. If you're interested in a conversation, let me know.

Okay.

Imagine you did 500 of those a week. You'd get some damn conversations. Yeah. You know what I'm saying? So I'm a big fan of doing those 3 things because they're all free. And most people won't do them because they take time.

Yeah.

So I like to give those as two reasons. One, because it works, and two, as a challenge. Because if you're talking to me about recruiting and you won't do those three things, you sure as shit ain't going to spend money on Indeed long term. Sure.

You know what I mean?

And that's the easy route. That's for me step two with recruiting. If you got the money, do it. Yeah. But most agents don't. So I give them the three things first, and then you can put— I mean, you can put ad money anywhere. Facebook, Of course, you know, in Facebook, there's, uh, again, Indeed, there's ZipRecruiter, there's CareerBuilder, there's all that shit. And then you can do paid ads anywhere. The ads are the easy part. It's just, it's slow to pay for it. So I like the free ones because again, y'all could all do those starting today and start having a crazy amount of conversations. And then you plug them into that structure we talked about. You'll start getting people started every day, dude.

Okay.

Then, all right.

Awesome, man.

Coaching them. That's a whole different animal we'll deal with another day.

Sure. Now, are there any questions that I didn't ask that I should have?

That's a good question. I asked that. I stole that from— I, you know what's funny is Perry recommended the First Time Sales Manager, and that I use that question all the fucking time. That was one of his questions. No, I think right. I think for right now you're good. The only, the only thing I probably would ask is, you know, I would, what I told the last dude, and I tend to do this with people is like, why don't, why don't we put those things in place and then touch base in 30 days and go over the data?

I'd love to, if you can make time for me.

You know what I mean?

Yep.

So, and then challenge the 5 people behind you to start doing some of this shit too. We're all good at it. And then they can show their faces next month.

10-4. Sounds good, John. Well, I appreciate your time, man. You have a wonderful day, man.

Later, guys. All right, bye.