The Secret to Success

I know I did the work and I committed to it and I was very disciplined with it. But I believed I could do what the other people on stages and at events were doing. I'm just like, well, if they can do it, why can't I? You know how many people have been made wealthy in this industry in the last 200 years? You know what I'm saying? Like, if you— oh my God, you know how much money is made in this industry? And I just, I'm like, if all those dudes and gals can do it, why, like, why not me? If they can do it, why can't I do it? You know what I mean? I just don't think anyone's that. Now there are some people that are really special at some stuff, but the gobs and gobs and gobs of people have made money in this industry. They can't all be that special. Right? So I was, I was born with that though. I do believe I can do what others can do if I was, if I'm given the path and the code, if you will, you know, and every— everyone I've talked to was like, it was high volume, high activity, remove emotions, you know. And then the other thing I'll say to it with the belief level, because a lot of people don't believe they can do it. They think we're some innate creatures. And I'm like, no, I just outwork you and don't quit. That's what I have. That's what I have that most don't have. I outwork you and I don't quit. Right? And then the funny part is like, you ever hear people say, like, I wish they— especially getting into this— I wish they had like this entrepreneur mindset, this business mindset. So they would say— I, I absolutely hate that for new agents. I wish y'all had more of an employee mindset because people ask if it was hard to stay disciplined. My dude, I had my first kid on the way at 16. I've been working 70 hours a week for some schmuck I didn't want to work for for 20 years at this point when I started in insurance. So from 16 to 36, I usually had multiple jobs. If I had one, I'm working 60, 70 hours a week. I worked in a pizza shop for 4 years. I worked in a warehouse for 4 years. I did accounting for the next 10 while I simultaneously went to school to get a degree. And I had kids between 2 and 4 in that journey, right? And I've commuted out of state. I've commuted 2 hours to work. I've done really inconvenient things for work. But you know what I did, dude? Every single day, bro, I showed up Monday through Friday. I'd show up when I was in the— when I was in the pizza joint, dude, I got like Mondays off. So every weekend, all weekend for 4 years, I had to work. And no matter what was going on in life, no matter what my kids had, No matter, no matter what my family had going on— barbecues, flat tires, illnesses, sicknesses, anything, dude— I had to be there. And I— and no one ever would go like, I know you have to work today, but can you help me move? I'd be like, what the fuck? What are you talking about? You know what I'm saying? And even when I didn't want to— and I hated some of my jobs, dude. But I had kids to feed and diapers to buy. I showed up. So I just turned on that same, that same trigger that got me to show up every day for jobs I hated and made no money for. I did it for 20 years. I only sold insurance for 3 years, dude. It wasn't that hard. It was actually stupid easy when I look back at it, you know. I sold at a high level. I dinked around for 2 years, so I technically was in the field. I sold technically for 5 years, but it was— that was it, man. I just, I went at it like it was, it was my, it was my job, you know. And I, one of the mentors taught me that the sales side is your job and the building side is the business. So if I didn't do the job every day, I wouldn't have the ability to build the business. And I had to do both. So I did the 40 hours on the job, and then I also, you know, did what I had to do for the recruiting and onboarding. And so it was just— that was really it, dude.