The BEST Insurance Sales Schedule To Use in 2026 ($1,000/hr)

Thanksgiving week, I wrote $24,000 that week during Thanksgiving, from that Monday through the following Sunday. The overwhelming majority of agents I know took the time off. Hey, hang tight, y'all. I'm trying to close a deal live. Hold on, we're working on some— working on some stuff. Y'all stay with me.

I got it.

Okay, you see the welcome screen when you click on the link anyway? It'll open a welcome screen.

Your browser popup blocker is currently blocking this site.

Yeah, you should be able to hit close on that and let it reopen, and it'll open up.

Okay, welcome.

Yep, now put in the last 4 of your social, and then you'll see a terms of use page. Let me know when you see that. All right, and then you just hit the little green checkbox, and then you'll see a— you see the View HIPAA? You should see an orange button now.

I mean, a blue button.

See it? I'll see a green checkbox.

It's yellow. You got a yellow checkbox on the terms of use page.

I don't see a yellow checkbox.

What do you see on your screen? What's inside?

There's terms of use and signature consent.

Okay, yep, scroll down, keep scrolling all the way to the bottom, and then you'll see— eventually you'll see a yellow box. Okay, yep, just check that little box. You should be able to hit I agree. Is that what you see next?

Didn't read any of it.

It's just saying you agree to everything you told me is accurate, you're telling me the truth, that your legal name and address, and that you're okay with that $15,000 for the, uh, for that payment amount, which I'm not looking at the screen. I think we said 167. Let me pull up the screen again. Yep, 167. You see it now?

See a place to sign. Yep.

You should hit— is it a green button?

Yellow.

Yellow. Yep. And below that, let me know if when you click it, there should be a button for you to click. It'll pop up a little window for you to sign. Yeah.

Applicant signature. Yep.

Just scribble on that. And then you see it should say Apply Signature. You see that?

It won't let me sign.

It did open the box. You gotta— you— would you click the yellow? Yeah, you gotta look a little bit below. There's a button that says click to sign. It's green. You see where it says click here to sign? You see it says click here to sign? It'll be at the bottom. See that? What do you see on your screen? What?

Here, click here to sign.

I see it. Yep, like that. Oh, got it, got it. Okay, did it open a little window for you?

It has yellow thing on where I sign.

Okay, yep. Let me know if you have any trouble.

Give me electronic signature confirmation.

It did. Okay, then you should be good. So you got the green.

I didn't find it.

Yeah, I think your finger did it. You're— but when you hit the button, it does it. Do you got— does it say— do you have a little green checkbox?

Yeah. Thank you for submitting your electronic application.

Yep, you're good to go.

American General Life Insurance.

Yep, you're all— you're all set to go. Let me hit save over here and mine will come through. All right, now what's your schedule like? Do you want me to help you out with that other one? Do you want me to call in with you to handle that? Or do you want to do that? You do? Okay. What's your schedule like tomorrow? I got a little bit of a crazy afternoon. Are you okay if we do it in the morning? Yeah, we'll do it tomorrow afternoon. What time do you like to get up? 10. All right, let me see. I can get you in. I'm gonna give you a little bit more time. Let's say about noon your time. Will that work?

Yeah.

Okay, I'm gonna put you down on my calendar about noon your time tomorrow. And what I'll do in the meantime, Miss Nancy, is I'll have all this information sent to you by text and email with your new policy number, the coverage amount for the $15,000, the $167,000, which again is more, more coverage for the boys. Okay. We'll get you a new policy in the mail in a couple of weeks, and then I'll put you down at 12:00 your time to call you and I'll get it, get on three-way with that other company and help you let them know you don't need that policy anymore so you don't get charged twice. Okay.

When do y'all plan to withhold the payment, the premium?

This one will come— it's, it's going to be effective today, but it takes them a couple days to do the first one. And since it's Friday, you may not see it till early next week, but it'll be on the 18th of every month going forward unless it's a holiday or a weekend. It comes afterwards, of course. The first one does take 2 to 3 business days to go through though, okay?

Is there any way you can postpone it until January 1st or after?

Well, right now we submit. Remember, you don't want a lapse in coverage because the other one expires on the 25th, remember? So you won't pay for both. Does that make sense?

Yeah, but I could more afford it.

Let me, let me call with them in the morning because we just signed. Remember, we already— and this is not your fault if we just didn't clarify. I asked you if you were okay with it today, but we can call in the morning and delay that one as well. And I don't mind at all. So, okay. All right, so I'll call you at about 12 o'clock your time. Everything's in place right now, and we'll, we'll get rid of the old one and we'll adjust the date on the new one. Okay.

Okay.

All right, do you have any other questions for me while we're on the line? Okay, you feel good now? Good deal. Well, I will, I will help out with the rest of it tomorrow if you need anything else. In the meantime, do you know how to save a contact in your phone?

Your number?

Yeah. Do you know how to save it? Yeah. Okay, save this. Yep, just John. Yep, Wetmore. Remember I sent you all my info in text earlier, but this is my cell phone directly, same number I call my mom on.

Okay, well, just a minute, let me put it then.

Yeah, sometimes it's weird while you're on the phone, so it's okay if you save it after if you'd like. I don't want you to—

what's your last name?

It's W-E-T M-O-R-E.

Okay, and your number?

It's 678. It's a pleasure talking to you. I'm glad I could help you out. And then I got you down for about noon your time. I have a client right before you, so if I'm a couple minutes off, don't get nervous. I'll call you right about noon, give or take 5 or 10 minutes. Okay?

Okay.

All right. Okay, I hope you have a great rest of your day. If you need anything before tomorrow, you let me know. Otherwise, I'll call you at lunchtime tomorrow. Okay? You have a great day. Okay, what's next? Now what? What up, y'all? Sorry, shit, how do I see people? I only see like 4 fucking people. Hold on, I know there's a gang. You want— y'all can hear me, gallery? Hell yeah. Thank you, Amanda. What is up? So y'all got to see the end, end of one. Good job. Hey, thank you. My, my first day in the field. Until it— no, I'm kidding. It was not my first day. I had a feeling I might be a little delayed. We try to squeeze these suckers in 30 minutes apart, and boy, I run late every time I stack them. I think I have— what's my schedule today, Amanda? I think I have like 8 appointments, 8 or I don't know how many today. That was my second close, maybe my third today. That close too today, 2 so far today. And I think I got 5 or 6 more appointments coming up, squeezing this in. I recorded a podcast already today, and, and here we are. So Appreciate y'all getting on. For those that don't, I know I see some of y'all that come in the Discord. I do this shit live with folks. You see Giovanni on here somewhere, if y'all see him. I don't know if there's anybody else in here that closes with me. We got quite a few. I don't know, there's been 25+ people in our Discord. Amanda just posted the link. If you want to watch more of that shit live, get in the Discord. I do it every day. For those that are confused, I've I've been selling in telesales a little bit for the last— have I been selling since I did the last one of these, Amanda? I don't remember if I was on the last one. I can't remember. I probably was because we did a month ago. Um, but sold $40,000 last month on submit. What'd I issue, like $25,000? I'm already at $30,000 issued so far, issued in December. Hell, I got paid $24,000 last week, um, just from personal production. Has nothing to do with overrides or team stuff. And, um, I, I do stuff like this on occasion because Although I love everyone who wants to get better, I do get frustrated that people say this shit is hard. So I figured I'd roll out of retirement and prove some people wrong and smoke them, which I keep talking about because I— until someone beats me on the leaderboard, Giovanni, I will keep saying I'm at the top of my leaderboard as long as I can. Not the whole agency, just our base shops. Our whole agency, I get smoked, to be honest, because we have a ton of people that sell, hell, $100K a month. But I'm doing it super part-time, um, It's kind of trying to squeeze it in, teaching people how to do it. We're building a new base shop again. And, you know, Giovanni used to— was in the— Giovanni, you figuring it out too, dude. You got sneaky in or out like 8K or something, ain't you? Where are you at?

8-something, like 8 points.

All telesales?

Yeah.

Damn, you were about to give up on it last week, bro.

Oh, I fucking was.

What clicked? We did not plan this, by the way. Shit, I'm going way off script. Sorry, Michael. Nothing clicked. Isn't it crazy? Same shit that I always do. Isn't it nuts, bro?

Face-to-face leads too. I just give them to Kyla.

I just— I remember. Yeah, I remember. You see, because you knew I was gonna fucking call you out if you kept doing it.

Well, I feel like a bitch, so I was like, I'm gonna just do it, bro.

You should feel like a bitch. But I'm impressed, dude. $8K in what, 2, 3 days? 2 days? Or only 2? 3 days. You sell Monday? You did Monday?

I didn't sell Monday, but I was trying to.

Got it. So just Tuesday, Wednesday, 8K. Have you sold yet today?

Yeah, I feel like a 2K deal today.

Have you? I haven't looked at leaderboard at all today, dude. Have you? Dope, dope, dope. I've been, dude, so back to back I haven't had 2 fucking seconds to look. I got like 87 text messages. If some of y'all message me, I apologize, I ain't read none of them. I haven't looked at my email, I haven't looked at shit today. I've literally not been off video or calls all day. Um, so if you want to watch us and some others do it, Giovanni 24— I always get it wrong. 24. 24 years old. What are you gonna end the year with? 3— what are you gonna issue pay this year total, personal pay? 3-something.

I don't know exactly.

3-something. Teams, 3-something a month. So 3+ million this year. Yeah, 250, 300 grand a month. And, uh, you know, started working together. He came— he know— he knew ourselves, been working together for a few months, and just, you know, field guy I'm a field guy. Those of you that have been following me a long time, and you know, I think a lot of people overcomplicate this business. So we're like, F it. Let's, let's sell. Let's sell on the phone and show people how easy it is. And Giovanni's out there doing it with me every day as well. So if y'all want to watch any of us do this live, get in the Discord. I know you guys, a lot of you follow me on social and we've been sharing a lot of clips and things. What I want to cover today a little bit about is sort of holiday side. You can take him down, Amanda, because that's all I see is Giovanni's face and he's I'm good with that.

You're about to say something, dude.

I was gonna say you're ugly as fuck and I want to see it. I love you, bro. Anyway, um, here's the thing. I, I, I think that a lot of folks try to find reasons why this doesn't work, and I've learned that I just know so many people buy insurance. I don't think I'm special by any means. I just think if I talk to enough people and I follow a process, um, people people buy insurance every day. The one thing I can guarantee you— I need to make him go away, you are like giant on my screen, bro. Hold on, gallery. There we go, I got it. The one thing I do know is no matter what y'all might think about my skill set or experience or whatever it is you guys think, these clients have no fucking idea who John Wetmore is and they don't care. So when it comes to getting on the phone and calling leads, you and I are about equal. Especially at the beginning. Now, do I have a little bit of a skill set that allows me to navigate a phone call a little bit better? Yep. I've been doing it a long fucking time. Do I get bigger premiums than the average agent? Yep. I've been doing it a really long time. Those are skill set things. My average APN, I'm selling all final expense. I think on the, what am I at? Am I at, what's my total? I looked yesterday. I had like 50-something apps since I've been doing this for about 10 weeks. I think I'm at 55 apps and around $90K somewhere in that ballpark issue paid. Um, which is, hell, almost $2,000. Like, $1,800 is my average app, all final expense. I haven't sold any annuities, I haven't sold any IULs, I haven't sold any mortgage protection. I sold one single premium whole life, still falls under the final expense world. Um, but someone moved $30-something K, we got them $50K in coverage, and that was a nice little paycheck. I think I paid $6,000 on that one alone. Um, but what I, what I really want to articulate is these clients don't know that it's me calling. And even if they did, they don't care at all. And so as I do this and sell, I don't want you guys to think that, like, for the most part of what we do, I have no advantage. Making phone calls, I have no advantage. Booking appointments, I have no advantage. Getting clients to not hang up on me, I have almost no advantage. I can navigate the beginning of a phone call probably better than most, but I do it live every day. Y'all can watch it. Um, there's no secrets. I don't follow a magic script. I'm not buying magic leads. I've posted all the leads I've, I've sold. They're basic-ass final expense leads. And the most common question I get when people respond to my post on this thing is like, what leads are you selling? And I respond to everyone and I say, I'm selling all the leads that you all tell me suck. Those are the ones I buy. I buy all the ones that you guys say suck on purpose to show that it works. I've sold Age Leads, I've sold Integrity Leads, if you know that deal. I've sold certain— any vet, name the vendors. I'm not going to promote anyone here because I don't want— I've bought them, I've bought aged leads. Hell, my biggest sales are two aged leads. I had one for like $540-something a month and another one was— I don't know if it was— I don't know if it hit $400, Amanda, it was 3-something, it was pretty big. Those were both aged, uh, final expense leads that another agent had and just didn't sell, didn't do shit with. I don't know if it was timing, I don't know if they didn't call them enough, I don't— I don't know what the deal was. I kind of want to look it up to see who had it 'cause I could, but I'm like, then I would be really mean and point it out, and I would feel bad that I made, you know, 9 G's on 2 sales that someone else bought the lead for, and I got it for like 3 bucks. Um, and, and I say all that to say, like, y'all can do this too. What I do know is last month, I believe I had— 'cause I'm booking appointments, I'm doing one-call closes, I'm doing stuff by text, I am throwing stuff into some of an automation, which is kind of cool 'cause I'm not really a CRM guy. I've tried dialers, I hate them. I— 90% of this stuff I'm doing with my cell phone, um, and, and there is some automation that's working pretty cool, uh, but you got to kind of know your shit for that. It's getting me a couple appointments a day, nothing crazy, um, you know. And what the one thing I do know is when I looked at some of the numbers from appointments, I, and I sold a decent amount from appointments, it's, it's about an even split between one-call closes and appointments. There's, there's, there's not a drastic difference. But I had like 80-something no-shows last month, and the majority of agents I talked to don't even have 80-something appointments or 80-something attempts. I'm like, dude, I got— I got no-showed 80-something times last month on top of the one-call close attempts that I did. And I think I wrote for the $40K, I think, um, I think it was like 24 apps for the month, 25 apps, something like that. Um, so I got 3 times the no-shows as I did applications. You know, and I know a lot of people bitch about no-shows, and I'm like, I'm getting like 20 a week. How many y'all get a week? I bet a lot of y'all ain't getting 20 a week, you know. And I don't give a rip that I get them. And so not only do I want to let you guys know that it's possible, um, you will build a skill set over time. Of course, I'll share anything you want. We have content on all of it. Reese is putting to— I record everything, um, I put out the little— Reese, I say I, it they come out my name. Reese puts everything out. He's, he's my social guy. Um, he, he has to edit like obnoxious amounts of hours of Zooms, but he puts out as many clips as he can. But if you guys want to see full stuff live, it's in Discord. If you want to see hours of mundane, boring-ass calls with me making calls and no one answering for hours at a time, you go to my YouTube. It's all on there too. Some of it's live, some of it's in the member section. There's a little I don't know, I think it's $50 or something stupid a month, um, but it gets you— it's behind a paywall because some of the stuff is private and we don't want it out there for everyone. So if you're, if you're in the little members-only section, um, you get— you, you can see some of that stuff too. And there's literally full videos of all this stuff, all the closes, all the presentations, all the hang-ups, all the fuck-offs, all of it. Um, and, and the one thing I've learned about is I just don't care about the nos. I just know what they lead me to. You know, and I know this time of year what I'm going to talk about a little bit is holidays are here. I've talked about it leading up. 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, 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 maybe 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. I have learned again how easy it is to sell this time of year, and I think I've learned how to articulate why as I've attended some of my own family functions. Um, my every— every time you go to like any kind of family function, you tend to see people that you haven't seen for a long time. Um, and most times after you see someone a year later, they tend to be older looking, they tend to be sicker, and shit, sometimes they tend to be not there because they're dead. That happens in every family. There's no family that a year later sees, and the majority of people are healthier than they were the year before. It's very rare. And so as these, as these leads are having their own holiday parties, they're having to deal with health issues and family issues of people that are either missing or dying. You know, my own wife is worried about her mom. Her mom's like 80, and she's like, dude, this could be her last Christmas. We don't know, you know. And that's, that's true in every family. So one of the most valuable things that I do when I'm talking to clients is I just ask them if something triggered their inquiry into life insurance right now. Is there something that happened in life that made you start looking at this? Like, did someone close to you die or get sick? The amount of stories that I get out of people is insane. And if you aren't getting stories from clients about who's died in the last 12 months, it's solely because you're not asking. I bet 75% of the clients I talk to tell me about someone that died. Mom, sister, you know how many people bury their kids? These seniors, you know how many of them bury their children? It's a— it's insane. Um, so I think I would argue that the holidays are the best time to sell because people are freaking the hell out about life. And I'm calling the same final expense type leads y'all are. A lot of these people don't have anything, and of the ones that do, some dipshit put them into a policy that they probably should— I could get them in a better policy. A lot of y'all run right to a guaranteed issue when they could get immediate coverage if you knew your underwriting. That happens all the time, you know. So I, I don't use this time of year as an excuse. Use it as a reason to talk to more people and understand that people are looking because they're nervous about their own situation. And, you know, I, I think if you're one of the ones that stand out— have I done this since Thanksgiving, Amanda? Reese, I don't think I've done one of these since Thanksgiving. I have not, because it's only a couple weeks ago. So I, I think on the last one I challenged y'all, I was like, someone's going to close a fucking deal on Thanksgiving Day. And I'm gonna tell y'all about it when we do it. Well, it just happened to be me and my group, me and another dude, two of us. I know several of us are dialing, but I closed the deal on Thanksgiving Day at like 6 PM. We dialed in the morning, a bunch of us. I don't know if you were on that day, Brandon, or not. I know Giovanni was on for a while. Oh yeah, Darryl's on here. So Darryl, dude, are you on mute, bro?

Yeah, I'm here. You—

what, what, did you dial them that day? Did you book it that day? What was it? Put him on, Amanda. I didn't know you were in here, dude. This is dope.

Yeah, I'm not on video just because, you know, I'm waiting.

But you're in the shower?

No, I'm waiting for a call.

Okay, um, tell us, give us the short version of Thanksgiving sale.

She— I booked her previously. That's same week, it was like Monday or Tuesday I booked her. Okay, she no-showed me and even texted me like, I don't want it. Okay, so then I called her Thanksgiving morning, of course.

Yep.

And she forgot all about it, pretending like it was the first time I talked to her.

She didn't know who you were the second time? She didn't know you were the dipshit that she hung up on and told to fuck off, basically? Yeah.

That's great. She— well, hell, she didn't even seem like she wanted it at first because remember, she didn't want to go get her policy that she had.

Yeah, yeah, I remember this one. I forgot.

Yeah, he ended up grabbing it, and then I sold the husband because she was— he didn't have as much insurance as she did.

How much premium was it?

That was $100 a month, so $1,200.

$1,200, Thanksgiving Day. And I know for sure you didn't think you were selling one that day, right?

No.

What made you get on with us? Is it because I made you feel bad, or why'd you get on legit?

No, just because You have been— you've been saying since like probably September that it is going to be harder, but if you actually dial and just run it like a normal day, it'll be fine.

Yeah, love it, love it, dude. And we did have a good day. It was fun. Yeah, you know, and then we get content forever from it. Now you have a story for the rest of your life, dude. Yeah, so good work. I appreciate it. Thank you. Um, yeah, so, you know, times like that, what I— not only do I love that the clients are in a position to where they're looking to make sure that they don't leave their family in a bad spot. You're also competing against much less people because most agents aren't going to work, you know. And, and people use things like, um, you know, now if you don't want to work on a holiday, don't. Nobody cares. I don't care at all. All I want to let people know is it's possible. And some people get funny and they're like, I don't do business on holidays. Yet they go buy shit on holidays. So I'm like, no, you do do business. You, you go grocery shopping on holidays and you go to the movies on holidays and you go to the football game on holidays and you go to them, you know, you go to whatever, the carnival or whatever. There was all kinds of Christmas events and all kinds of things happening. So when people say stuff like that, just like they say they're not interested or they're busy, you just shouldn't believe them. So when people say it's mean to do business on a Sunday or a holiday, I'm like, why is the double standard? Because you definitely consume business on holidays and weekends, you know. But so many of y'all have this mind block because it's an objection. And I'm like, but what is reality? You all consume stuff on holidays. Even if you sit on your butt and watch TV, dude, without those people working, you can't watch TV. So you certainly expect people to work on a holiday. You just make an excuse as to why you can't or shouldn't. Now again, if you're living life and you don't want to and life is good, I'm not talking to you. Keep doing your thing. I do it to prove it. I don't do it because I had— I certainly did not have to sell on Thanksgiving. I had— I didn't have to at all. But I'm like, I'm going to show the world that it can be done. And I was not the only one. Darryl was not the only one. I know plenty of people that did it. And there will be— I promise you, someone's going to sell insurance on Christmas. It happens every year too. I hope it's you, Giovanni. This time, please. You can't miss both days, bro. He did try on Thanksgiving. He didn't talk to a lot of people.

Fucking day, bro.

You did. You were desperate trying to get one. I think that's why you didn't get one. You were trying so fucking hard. He was working. He did work hard. He worked harder than me. I didn't work that hard, but I did dial for a few hours. I did stay on the phones for a few hours, and I kept going on and off. I, I, I did quite a few dial sessions that day. Um, but again, I think if you look at it from a competitive standpoint, you don't have as many people calling, so it's easier. You get— you actually got a good amount of pickups. We had a ton of people picking up that day. It was not hard to get people to answer the phone on Thanksgiving. Um, you know, and the later in the day they got, that I think the drunker they got, the easier it was to deal with them. It was great. Um, you know, and then I, I think for any of those, those of you trying to build something, you know, I, I've con— this is several times in my career I've gone out of my way to just I don't know, they say lead from the front. I, I don't, I don't know what I call it, but I do like— I, for me, it's, it's more about proving a point, um, that— because I hear people say you— it's hard to build and sell. I hear that all the time. How do I sell and build? I'm like, you know how much shit I'm doing and I'm still outselling a majority of the average agents? And I promise you, it's not because I'm special. I don't know how to articulate that anymore. The only thing I will claim, again, I've said it a few times, skill set does come with as many reps as I've had. I just have significantly more reps than most of you combined, to be honest, which means I've got told no significantly more times than most of you combined also. It just comes with it. And so as, as we start rolling into this, this new year, one of my least favorite things on the planet is New Year's resolutions. I absolutely hate them. I can't stand them. And a lot of you are already in the mindset of, I'm going to do ABC starting January 1st. If that's coming out of your mouth, you are a procrastinator already. Like, you're already doing it. You know, that I'm gonna stuff is what's got you where you're at, more than likely. And so for me, when I, I've done things like 75 Hard multiple times, I always start— I'm weird— I usually start the day after Christmas because I think it's weird to start on New Year's Day. I just don't want to be that guy. I'd rather be the guy that's a little bit more disciplined, and during those New Year's Eve parties, you don't drink. But so many of y'all say no January 1st because you're going to get shit-faced on New Year's Eve and eat like shit for the, for the week before. And that's the reality, which means the goals that you have and the words that you say, they're just not real. If you really meant it, you would start now. You know, and so for you to— the reason why I've issue paid— what am I— I'm, uh, Amanda's not on. I'm a crack over $30 grand. The leaderboard came out today. I think we posted— we definitely posted in Discord if you want to see it. I think it's sent out an email. I don't know if Reese put it on social yet or not, but I think it was literally— I think it was under $31K but over $30K. I'm pretty sure it's $30K and some change. The reason that I'm at $30K, you know, and this was through week 2, so it's through the 14th. Hell, I've probably issued at least another $5,000 or $6,000 already this week. Um, the reason that it's so high so early in the month is because of all the momentum I had in November. You know, Thanksgiving week, I wrote $24,000 that week during Thanksgiving, from that Monday through the following Sunday. There were $24,000 in policies Thanksgiving week. The overwhelming majority of agents I know took the time off. So I— what's— Amanda, one of y'all on Reese, what's second place on our Base Shop leaderboard? It's really— you're at, you're at 30.7. Second is 11.1. I'm smoking, but $20 grand. Why? So many people took Thanksgiving week off. It's the reality. I just wrote more apps. That was it. I just wrote more apps because I talked to more people and I didn't take that week off. And I definitely could have, you know, I, I just, I want to be the guy that shows as an example. And I've done it just, I've, again, I've always done it by example, but for so many years, y'all, those of you that followed me, I haven't been in, I haven't been in the sales side. I was building the agency and building all the things. And I just, I don't know, so many people tell me about how hard this is and I'm like, all right, well, I've never done telesales. Maybe they're right, even though I didn't believe any of you. And I think I quote unquote struggled, Giovanni, for maybe the first week too, kinda. I'm just trying to figure it out, you know. I think I was trying to figure out the difference, and then I kind of realized there's really no fucking difference. I think that was the light bulb moment for me too, other than in the field we, we tend to book an appointment first. You know, and, and, and then I get people that get really confused on how do you know if you book an appointment or do a one-call close, and how, how do you do them differently? I'm like, well, if it's a one-call close, you know the part where you say, hey, you're available tomorrow at 2 or 4? Just don't say that part. All the rest is the same. The entire rest of it is identical. Nothing else changes. Hey, this is John calling about ABC. I need to verify X, Y, and Z. And then I would go, I need to— are you— I'm just trying to put you on my calendar. Are you available tomorrow? I just skip that part and I just go, all right, looks like you were looking for some life insurance. You put down here whatever, depending on lead type, you might get a hobby, you might get a color, you might get a date of birth, you might get their military branch, you might— you're getting some kind of information, right? So I just roll into that and I'm like, all right, they say yes, yes, yes, that's my stuff. Like, all right, cool. Tell me a little bit more. You— do you have any insurance right now? Are we working with nothing? And y'all can go watch my old school final expense trainings. I do the same effing thing I've trained about on that on the phone. Half the people say I'm working with nothing. I go, uh-oh, just like that. I go, is it because you've been sick or you just been putting it off? The same shit I've trained on forever, the exact same thing. So I'm not going to roll through the whole thing. If y'all want it, someone maybe can post the video. It's out there. I don't do anything different. And then if they have some, I go, okay, what's got you finally figured out you need more? And I just get them to tell me why they're looking. It's not crazy complicated. I, I wore somebody out. I hope he's on here so I can unmute him too, but I wore one of our guys out. I don't know if it was this morning or last night. I think it was this morning. You know, he gets on with a client, and, and I say this to be nicely because, you know, he, he was, he was, he's very open to making calls, unmuting, and getting feedback. So I know sometimes I scare people and they get in my dials and they don't unmute because they're worried about it. But I, I give feedback lovingly, um, but at the same time, I think so many of, so many of you ignore the process that you know you should follow. And this dude gets on the call with someone and I hear him giving quotes, which is fine, and he goes, you can get $10 grand for X amount and then you can get $15 for X amount. And I'm like, Dude, I've been training for the entire time I've ever trained on doing top-down selling, meaning start with the most they're eligible for and then show 2 more options. And you start with a big-ass number and you shock the shit out of them with $200, $300, $400, $500 a month, and then you go and, you know, meaning $50 grand, the most you're eligible for is $50 grand. And I'm not saying you need to buy this amount, but they, they make me tell you the most you're eligible for, so here it is. Then your options are $20 grand for this, $10 grand for that. And when they hear $500 and then the next number they hear is $150, they're like, holy shit, that's a lot cheaper. There's a psychology to it, you know. So this dude gets on, he starts quoting from the bottom up. So now if they think the first one's expensive, now it only gets worse. At least if you start at the top, it just gets better. So if you're quoting basic level psychology, do you want your next price to be worse or better? It's not that deep. Which one's easier to deliver, right? So he does it backwards first. And then, then I hear the guy go, well, that doesn't make sense. I already got some insurance. And he goes, well, how much do you have? Who's it with? How long have you had it? And I'm like, wait, bro. So I let him do his thing. And then I said, do you want, do you want some feedback? He's like, hell yeah, I'll take feedback. I said, why on earth were you asking about their current insurance after you gave them pricing? And he mumbled and got nervous. Why? Because every one of you knows that's like the first thing you're supposed to ask after you get their initial inquiry information. You— if you aren't doing a proper financial inventory and understanding— again, I'm a big fan of need first, you know, I figure out a little bit of a need and I dive in. But if you are getting a current understanding of their financial and life insurance situation And you think you're gonna sell a bunch of insurance by telling them how great the carrier is and what the price— it just said how long they've been in business and all the ratings and all that. That ain't how we sell. And I'm like, dude, Robert, I love you, bro. You definitely have heard me treat— you're in here every day with me. And he goes, I know, I got the script right here, but I just didn't follow it. And I'm like, well, why? And he doesn't have a good answer, the same reason y'all don't have a good answer. And I'm certain he's not alone. I hear agents do it all the time, you know. So as we start to do this thing, not only do you, do you need to get yourself in a rhythm to where you're doing it at a high level and you're doing it frequently and you're not overthinking, should I call them, can I call them, can I call them again, Dude, Giovanni, what's the— you're, you're, you're— you just made me remember something. I saw you post something yesterday. What was the one? You closed one yesterday where someone literally told you to fuck off that day, or maybe you closed two, dude. I saw you post a couple times, bro. Tell me about that. Yeah, tell— give me the timing. Do you remember like when they told you to fuck off and when you closed?

One was the same day.

Hey, he was an asshole too. He's a bad—

no, that was the lady who was an asshole. This lady who was an asshole to me, bro.

I called her like—

I, I, to be honest, I accidentally called her When she picked up, I knew it was her. She was like, damn, you persistent. And then she was an asshole.

But we got cool.

But I called her 10 times in a row.

In a row? In a row. 10 times in a row, back to back to back to back to back. 10 straight times.

10 straight times.

And then she picked up.

She picked up and I told her.

And her words were, you're persistent.

Yes. And she said, I have a mouth on me. And I said, she has a mouth on her. And we laughed.

That shit ain't in a script. So although you gotta follow one, you've gotta be willing to get uncomfortable and do crazy things too, because people are just people. And Giovanni definitely don't care if someone tells him to fuck off. He's actually kind of funny to watch if y'all watch him live with me. He gets in more bad— I tend to be a little bit— and I'm really direct, but I tend to be a little bit more about smooth delivery and calming people down. And he's more like, I'm gonna just punch him in the face. Um, but it works. He makes it work. He sells a shitload of insurance every month, you know. So you get to see two— we're both very direct, but we have very different deliveries, mostly because I'm twice his freaking age and it just— I can't be anymore. I don't know, I don't have the testosterone I used to have, I guess. I don't freaking know. Um, so she was— so you closed her how much on that one? Uh, she—

I think $100-some bucks a month.

Okay. And then what was the other dude?

Other dude, he hung up on me the night before and I called him the next day.

What, did he know it was you? Did he care it was you? Did you know it was him?

I don't think he knew with me, but I said the same name and everything.

But you didn't go like, hey, we talked yesterday. You just did it like you first?

I always go regular. Yeah, I go brand new like nothing happened.

So the question is, those of y'all that have got hung up on this week or this month, what do you do with those leads? I bet you ain't calling them 10 times in a row. I bet you ain't calling them back the same day. We're telling you it works. I mean, what's worst case scenario? Absolute worst case scenario, they yell at you and hang up again. You know what I mean? It's like I don't know how many times I can explain that you have to get off this emotional roller coaster. And I'm not saying every deal has to be like that. You don't have to fight everybody. But dude, if he does that once or twice a week for the entire year, he makes an extra $100 grand just from that. You know, everything works a little bit. There's no magic. There's nothing that we do that works all of the time. There's no lead that we close a majority of. There's no style that works the majority of the time. There's just There's no time to dial that works the perfect time. There's no magic text we send that works all the time. None of it, none of it is amazing all of the time, but everything we do just works a little bit. I just teach, let's do all of the things. A lot of y'all try this thing and it doesn't work perfect, so you go to the next thing and you stop doing the first thing. And then when the second thing doesn't work 90% of the time, you then go to the third thing, the new script, the new dialer, the new CRM, the new lead vendor, the new IMO, the new carrier, the new underwriting, the new upline, the new training call— there's not a— there's not one that works 9 out of 10 times, even if a couple people on the internet say it does. I promise you it doesn't. And if it does for them, I'm not— I don't care. Great. It don't work for the rest of us, clearly. You know, I'm just willing to say it. My close ratio is like— I think I'm maybe pushing maybe 40%. Maybe 40% of the people I present to, max. I'm closing under 10% of the leads I receive, but I'm 5x-ing my money. I don't— you don't have to close half the leads. You're not going to close half the leads. It's not going to happen. If you close 10 or 15%, it's a massive number. 10 or 15— 15% is huge. You buy 100 and you're closing 15 of them, that's a huge number. Your ROI would be stupid. 100 leads, $20 a pop is $2 G's, you write 15 apps. Oh my God, to have that kind of ROI in a week, you know. Where if you buy 100 for $2 G's and you write 5 apps, hell, you still about triple your money even on a shitty contract. For those of you follow— that have followed me for a while, you know I've, I've helped build this agency up to over $200 million in paid annual premium per year. We have over 5,000 agents a year that sell, and I am rebuilding. We're building a new base shop, helping people build big agencies, get to multi-seven figures in income, or producers that want to, that want to just sell and get to a multi-six-figure sales, um, career. Hit me up. I'm hiring direct. I'm looking to train and mentor winners that want to work their ass off and build something dope. Click on the link below, or you can go to johnwetmore.com/join and put in your application. We'll to see if I'd be interested in working with you. DM me, hit me up, whatever you like. All right, and I'll say— I'll kind of start to wrap up because I do have a call at 4. I have like, I don't know, I think I have— let's see, I think I have a— I have a 4, a 4:30. Shit, I have two 4:30s, a 5, a 5:30, then I have a 7 o'clock agent mentor call. I have 8 o'clock, 8:30, and a 9 o'clock. So I have like 8 more appointments coming up. Um, so I guess what I'll say is like, if you can understand that doing a little bit of everything— meaning do one-call closes, do book appointments. If you're doing telesales, fine. If you want to do some field sales, fine. Do you text people? We do. Do you— I mean, I'm not— it's like, do you put them in an automation? Again, it's not magic. If you're not doing the other stuff, don't do an automation. If you're not doing a shitload of other stuff, don't do the automation. It doesn't matter. You know, but how early are you getting on the phone? How late are you staying on the phone? Are you tracking your reps? Are you using the tracker that I've emailed every one of you? If you're on my email list, you got the tracker. I know an overwhelming majority of people download it and don't use it. Why? I don't know. I think maybe a lot of you are afraid to see the numbers and see how bad you're doing, you know. But I just— I'm convinced that I can just be bad every single day, all day, and make a shit ton of money. I don't need to be the best ratio, close ratio guy. I've never have, I never will be. I don't care about that. I don't need to convert the overwhelming majority of leads. I don't care about that. I care about how much money goes and stays in my bank account. That's what matters to me. I care about the way I live. I care about helping other people get rich. That's all that matters. And I'm— I'd probably, I'd probably have a bigger following if I said there was a secret. But I just, I'd rather just tell you how it really is, you know. And more importantly, I'll show you how it really is because you can come and watch it, you know. I put it all out there. Now our live dials are getting packed, so we had to make like 2 dial rooms. We might have to have 3, um, here soon. Um, but the whole thing with momentum and my December being really good because I, I, I front-loaded and had a lot of consistent activity in November Y'all's 2026 has already started because them final expense leads are already postdating to the 1st and 3rd of January, and they're already postdating to the 2nd and 3rd Wednesday right now. You know what I mean? So those of y'all that are worried about not getting paid because of the postdate stuff, buckle up. If you ain't selling right now, your January payments are going to suck. You have to be selling now to be making money on the 1st, the 3rd, and the 2nd, 3rd, and 4th Wednesday in January. You have to be selling now, especially if you're in the final expense arena, you know. Um, I don't have phone scripts, Cody. I just don't have— I don't know if we do. We had— did we make one up and put it on the website to appease people? Is there one, Giovanni?

It's—

I follow— where do they get— does anyone know where they get my phone script? I just said go watch it live and write it down if you want. But do we have an official one we give out somewhere?

Someone, I think it's JohnWetmore.com/scripts.

Is it?

Yeah, there's just like some— there's like some random scripts.

Is that real, Reese? Does someone know?

Yeah, is that real? Yeah, look at that.

Really? That's a real website? Scripts? I had no idea. Yeah, yeah, it should be johnwetmore.com/fthescripts or something. I don't know. Yeah, there you go. Uh, Cody, there's one. There's a couple. And I say I don't use scripts, and I use it not jokingly, but like I don't go line by line when I'm talking to people. I have a structure. I tell them who I am and why I'm calling. I find out their need. I do a financial inventory. I find out their health stuff, and then I explain what's going to happen next. And I've been doing something that's working really well for me. Most people don't do this. I sort of stole the idea from Giovanni, but I made it a permanent thing. He did it sometimes. I do it all the time now because I don't like— I don't like showing pricing and then finding out later that someone gets declined. I think it's really annoying to have to, you know, quote the best thing and then they're sick and then they can't get it and then you got to switch gears. I've always hated that. Um, so I try to do a really good job with underwriting to make sure I know. But the reality is with these old folks, dude, they forget a lot of meds, they don't tell you a lot of meds, there's a lot of shit. So I've been just telling people before pricing, I just go, hey, so what I'm going to do next is I got to get a little bit more of your personal information, your address, your social, etc., and I'm just going to pull your medical information information on the computer. And what that's going to do is show me all the options available to you and see if I can actually get you approved. And then, then the computer will spit out the pricing options for you. And so I do full underwrites before I give pricing. I'm getting their social and literally running an app before I do— before I go over pricing. Everything, Dan, all the whole— I do not give pricing until I have an approval. I just— I— Giovanni did it, I think. I don't remember how the context was. Again, I sort of— I think he was doing it if you think they're really sick or you're unsure or something. He also does something where he quotes a higher— if you're familiar with AmeriCo, they kind of have two levels. So he quotes the higher price level first and has them pick that. And then when he does the underwriting, he doesn't get hurt by the pricing. He can just go, oh shit, I got you approved at a better level, I got you some discounts. And now instead of $100 getting you $10,000, now the $100 gets you $12,000 or $14,000 or whatever it is. And they have his— if he has to pivot to another carrier, the pricing's similar. So I took that concept and I'm like, why pretend? Why don't I just get the real underwrite? You know, and I've done the two I've closed today, got the client with the first carrier, and I just pivoted to the second carrier until I got the approval, and then we went over pricing. And it's working for me. I just literally started doing it a couple weeks ago, and I'm like, this is— why would I not do this every time? You can get an approval so fast in our place, in our space. I just do it like that. Um, so any of the more current videos you see, or me live, I'm, I'm getting— and I'd rather get the social objection now than after pricing. So I'm getting social objections before I give pricing, which I love. So it's my style, it's simple. And again, it's, it's me not being on script. Um, I have done it all week. It's every— it's probably the last 20 apps I've written, dude, 15 apps I've written. I have not given pricing before, and I just— I will never do it again. You will not get me giving pricing before. I just won't do it anymore. To me, it's stupid. Um, but to each their own. I ain't mad at you if you do it. I just— I ain't fucking doing it that way. Um, so as we start to wrap this thing up, you know, really, really start to look at like, how serious are you about this thing? Do you really want to make some changes? Because if you do want to make the changes, make them now. Um, lead— lead stuff, for those that— because I've had a few people ask, I'm getting 50 final expense leads a week, nothing crazy. Um, I'm spending $1,000 a week, maybe $1,500 a week if I want to add some other stuff or try a different vendor. Someone says they can't sell and I do it just to prove you can sell them. Um, there's a strategy for all of them. The inbound calls I'm taking, they're complete trash. 9 out of 10 people think it's free insurance when they call. I just weed through them. I know how to do it. I don't give a shit. And I find the people that just want insurance. So inbound calls that everybody's like, those are the magic, dude, they suck ass, but they're humans and someone in there wants some life insurance. So I just don't get emotional about the people that say they thought it was free. I know the ad sucks. I know the person, the people that run the leads are just trying to get more leads to sell. But you get a little window and you don't pay for them. So, so those work too. Um, how do I get— approach getting the social before pricing? I mean, there's no script from the client side that says they have to get pricing before they give their social. I mean, whoever put that out there is just— that's just a made-up thing. So they don't know that it's not normal, you know? I mean, you go buy a car, you got to give your social before they give you the payment because they make sure your credit's good. You go buy a house, they got to check your credit first. You go buy a phone, they got to check your credit, you know what I mean? It's like Checking, checking someone's social is normal. So I just say it. I just don't— I just—

I—

yeah, I mean, I don't get any different objections. I just get them 10 minutes sooner if I get them, you know. And I get some social objections, not many. Most of the time I don't. I mean, I ask right off the rip. I don't reason it. I don't give a long, drawn-out explanation why I have to, um, why I have to ask for it. I just about go, hi Giovanni, can you verify your social? After I asked for their address and the state they were born in and all that crap that's on the app. I just, hey, can you verify your social? I get maybe 2 a week where they push back, and I'm just like, okay, I mean, what do you want me to do? I just gotta— now, I did try something last night that I'm gonna toy with because I liked how it felt. The lady was worried about scam or scams or whatever, and, uh, so I said, yeah, I get it, makes complete sense, but also we're worried about scams too, and I don't know that you're not scamming me right now. So I need your social to make sure you are who you say you are. I can give you a license. All you can give me is your social. And she was like, well, I'm not scamming you. I was like, all right, well— and we— long— a different scenario, we had to reschedule today because her daughter needs to help her, and I didn't want to go through pricing. So I got the social objection. She don't have pricing yet, so I still have all the leverage, you know. Um, you just use your cell phone? Yes, I have tried a dialer. I hate it. I don't like it. I've tried PhoneBurner, I've tried Ringy, I have this ConnectDialer now. I just don't like them. I just— and I don't like them. I am using a CRM for more of the— mostly for the after-sales stuff is Lead Champ Pro. There's a dude, Jamie Cheerio, he works here, he runs it. Some of y'all have heard of it. It's his. I get nothing out of it. It's not my CRM at all. I just decided to test it because some people like it. I don't know what I pay. There's multi things I pay for the CRM. I pay for the full package. There's a CRM, there's a dialer. There's this thing where you can text like you're an iPhone, SendBlue. I probably pay about $1,000 a month for it. Sends postcards after. It's really good for post-sale stuff. Sends follow-up emails. It sends their policy number. It sends payment reminders. It asks for referrals. It sends annual reviews. I like it way more for post-sale than I do for pre-sale. Pre-sale, I don't give a shit. It does get me some text appointments, though. I get it because it does. When a lead comes in, it goes, hey, thanks for blah, blah, blah. Would you like to book a time? And the little automation does book me some, some text appointments for sure. Um, yes, I dial other states from my cell phone. I don't, I don't have— yes, I've always done that though. I just— so many people move. I mean, hell, the clients you're calling in the state you're calling in, probably a decent amount of them have a cell phone number from a different state. As many people that move, it's very common to get phone numbers from different places. I do think you should register your shit with the carriers though. There are ways to register your phone numbers with like— non— you can Google it. If you get Lead Champ, they have a little video on it, but it's out. You can ask ChatGPT. It'll tell you how to do it. But you can go to the different phone carriers and register so it doesn't get marked as spam. That does help to where your name will show up. You got to do it frequently, but that little tip does help. Um, he was at Ignite. You'll probably be at Annual. Yes, I'll be at convention for sure. How do you improve your show rate for appointments since you said you had 80-some no-shows? I just know I'm I didn't— yeah, thank you, Daryl. I did not improve my show rate. It just sucks. It's 25%. I just, I just book more of them. I just don't book 5 appointments and expect to have a good day, you know. I just, I try to get them to confirm. I say all the things. I lock it down, blah blah. I do all the shit you're supposed to do. I mean, I'm not trying to not get them to be there, but at the end of the day, I know no matter what I say, well over half ain't gonna be there no matter what you do on the phone, especially, um, in a field. It's a little bit easier because people can't really duck and hide quite the same, but on the phone they just don't have to pick up. But I just keep calling them. I— we blow— I don't know if y'all understand, we blow people up. I call these mother effers so many times. If I want to get a hold of them, I just will keep calling them, because if I don't keep calling them, they definitely aren't going to answer. That I know for sure. If I don't keep calling them, they will 100% of the time not answer. So I'm just like, why not just keep calling them? And We call— I every once in a blue moon, maybe like twice a week, I get like a hair on my ass and I open up Sideline, the Sideline app. But very really only if someone blocks me. If I get blocked, I'll go to Sideline and call from a different number to see if I'm really blocked. But I barely use it. What does work really well, and again, I stole this from Giovanni, so I'll give him credit. If you aren't using FaceTime Audio to call people That shit gets through blocks, it gets through DNDs. People pick that shit up. I close several deals a week using FaceTime audio, or the hell, he uses FaceTime literally video. I did one last week on video. Um, you just, you say the same thing, Alyssa, as when they, if they picked up on the first call, they say hello and I go, hey Giovanni, this is John calling you about XYZ. Worst case, if they go, why the fuck are you calling me 8 times? Oh damn, did it actually ring? I thought my phone was broken. My bad. Anyway, this is John, I'm calling about XYZ, and I just roll into it. It's— and it happens so rare, they just don't say anything most of the time. 90% of the time they don't say anything. Most of y'all are worried about something that doesn't happen, honestly. And again, you can watch us do it. We literally do it live. It's on the videos, it's on the recording, it's in my YouTube. I call people just for fun 4, 5, 6, 7 times. I just— I don't stress out about it. Um, and a lot of y'all stress about it, and some people think it's rude. And I'm like, I think it's rude you don't keep calling them and help their family. I think it's rude that you let your clients die without calling them, because y'all know some of your leads are dead now and they don't have insurance because you didn't call them. I think that's rude. So now we're at an impasse. You think my way is rude, I think your way is rude. My way is working better and making me more money, so I don't care. You know, we're nice, we're respectful, we're not mean. If someone's mad, it's all good. But we're trying to get a hold of people. We are in sales. Our job is to help people, and we're helping procrastinators. They're procrastinators just like y'all are. So we're helping them get over the procrastination more than anything. And more than anything, that I'll end with this, is if you have roadblocks about some of this stuff that we're saying, that's the issue you have to work on. You can certainly look at us and go, that's crazy, that's not right, I can't do that. You, you can take that route, That's fine. But you can also learn to change your mindset about things. That's okay too. And I go, just try it my way. Try it. Try it for a month. Try getting 30 no-shows this week. Shoot for it. Try calling someone 10 times in a row, not just one person. Try calling 40 people 10 times in a row. Just try it. Try FaceTime audioing people. Try FaceTime pe— just try it. And if you do it for 2 months and you're like, this ain't for me, I don't like the extra money, stop doing it. All I want to let you know is it works. You get to choose if you do it or not. I don't— I'm not making anyone do anything. I'm just telling you, I know I'm at one end of the extreme. I'm not confused. But so many of y'all at the other end of the extreme, I might just come a little closer to us. You don't got to be as crazy as me and Giovanni. Nobody care. I'm just— we're letting you know it works. We survive, we feed our families really well, we make good money, we keep good money, it stays on the books, and we're all training agents to do this at a high level. And him and I are growing faster than anyone else in here, as far as I know. I don't know anyone else in here that's growing faster than we are. So it's working not only for us, it's working for the people we're teaching. And we're trying to teach y'all for free. I'm trying to help you guys. I get no benefit out of this other than it continues to grow the brand and spread the message, which I love. And I love the feedback I get from all of you that tell me it helps you. So I appreciate it. I get messages still every day about the book. If you haven't read it, it's going to basically yell at you and tell you to do more. It's really simple. And I, I try to get people to stop overthinking so much. Um, so Reese just posted the next one. We decided we're gonna do these once a month instead of— I was doing like every 6 or 8 weeks, but we're getting a ton more traction on them. So I'll keep doing them because I love helping people figure this thing out. Um, if I can do anything to help Uh, certainly let me know if you try anything. Great, I appreciate it, Daniel. I see it. Hopefully you got it from me and it's signed. If— there you go, I love it, my man. Yeah, if you buy— if you want the book, if you get it on my website, I actually sign— I hand sign every one of them. We send some extra goodies out. If you get it on Amazon, Amazon ships it and you just get a blank book. Or it's not blank, but there's no extra shit with it. Um, but yeah, so we got the next mastermind coming up. Um, and if I— if you guys need anything, if you guys do any of this crazy stuff and you find it works and you go, holy crap, I did it and it worked, I'm gonna go, yeah, no kidding. But please tag me and let me know. I love to hear the stories and I love to see people change and, and implement and make more money for their family. So all of y'all that do send messages, I read them. The one thing I do on my social is I am the one personally reading all of my DMs. Reese does everything else, but if you get a DM from me, it's actually me. Outside of that, I don't touch my social, to be honest. So if I can help with anything, let me know. I hope you all have a Merry Christmas, and I hope all of you don't bitch out on your family and you actually keep selling for the next 2 weeks. Please go change your family situation if that's what you're trying to do. If I can help y'all, let me know. I'm gonna go close some more deals. See some of y'all on Discord. Appreciate y'all.