These 3 Resources Made Me $460,000 PER YEAR in Insurance Sales | Ep36

This is the exact schedule I use to go from selling essentially zero insurance and being super mediocre to issuing $460 grand on my own pen in one year. And I'm going to teach you on this episode how to do the exact same thing. What up? Welcome back to another episode of the Insurance Insiders Podcast. This is John Wetmore. I'm going to be going, um, today's episode solo. So it's time of year, I love and I hate at the same time, and probably not for the reasons you might be thinking. For me, it's always been a super valuable time of year because I've used it to reflect on the current year and where I'm at in life, in business, with goals, things I want to accomplish, things I want to achieve. You know, adjustments I need to make, all those deals. And, um, I look back and I've done goals now for— started in 2012, um, writing them down. And I can look back, and other than current goals that I'm actually working on, I can look back in my career and I've hit every goal ever written down, which somewhat says I should have been more aggressive along the way. Um, but like many of you, I would tend to stick to what I felt would— was, um, realistic, which is a word that frustrates me also. Um, so I, I get to look back at this time of year and, and, and realize with like such great joy and excitement that I, I can remember moments in time where I wanted more. And I can remember sitting down in my— like, the first time I remember is like sitting in bed and writing down goals. And to be, to be very transparent, my first year in insurance, I wrote down goals. My goal is to make $70 grand for the year and like go full-time. They were very, very small goals relative to some of you. That may be a big goal where you're at now, and some of you may be trying to hit, you know, $7 million. It is— there's, there's a wide range. Um, but my goals have increased a ton. I know within probably, um, I'd say 3 years, probably my 20— 20— end of 2015 going to— it's probably 2015 year. I don't remember if it was at the end or the beginning. It was the first time I wrote down I wanted to make a million bucks. So like within a few years, 4 years maybe, um, you know, I'd gone from wanting to make 70 grand a year to over 70 grand a month. So it can change quick. Proximity, people you're around. Um, so I get to look back and like, I remember calculating out how to hit that $70 grand, like how many policies I have to sell. I remember calculating how to do the million, how much I had to sell monthly, what my advance money was, what my back-end money was, how many agents I did spread. And I, I like remember I literally keep it on my phone and I, I, I can go back and look at the times I did the math. And I remember those moments and how I felt I remember in 2012, '13, '14, going through Thanksgiving and visiting family and being stressed out because I quote unquote couldn't work because it was holiday week, you know. And I spent the entire time with family, like, you know, over pumpkin pie, worried about my electric bill and when the mortgage was going to get paid and the lead bill that was coming up because I wasn't running that week. And I remember like Christmas, I would, um, I'd always— might have my kids either the week before and they'd switch and go to their mom's on Christmas Day, or I'd pick them up on Christmas Day and have them the week after Christmas into New Year's. And, um, I would always take that— even, even when I started doing well, I'd always take that week off. But I remember early on, again, those same early years, being at like my aunt's Christmas party with family and and my mind just wasn't there fully. I was stressed over, you know, still having yet picked up— not yet picked up all the Christmas gifts I needed, trying to figure out how to squeeze them in. Hell, I remember putting stuff on layaway back in the day, um, you know, and just not being able to be fully present. We'd go visit these ice sculptures up in New Hampshire, and, you know, I mean, it's like everybody's excited and watching the lights, and I'm like, in the back of my head, all I can think about is like When can I get— when can I get back to make a sale? This week's gonna— I'm gonna have chargebacks this week and not make new sales. And like, mentally, I just was stressed because I, I was watching obviously my bank account. Um, but I, I love looking back and remembering those moments and the things that triggered new ideas and new, new goals and new, new versions of me. Um, And that's the big reason I love this time of year, because it's always been so instrumental in leading to new, new heights and new accomplishments. Um, and those of you that have followed me for a long time or read the book or whatever, certainly you know the story, right? So it's like this time of year, I, I just, I love to reflect on where I was at different points and, and where, where we've come and where I'm going. Because now I'm so bought into the process of this, and I'm going to share some of those things that I do with you guys. And I'm going to give you a link to, to do these exercises. I'm going to go over some goals and schedule stuff here in a minute. So if you go to johnwetmore.com/resources, there's a little form you can fill out. It's free. I'll send you a couple of worksheets that you can download and do these exercises I'm going to go through, and the tracker that I use to keep track of, of stuff that we'll talk about a lot. And And then, you know, there's some videos that explain it full in depth. Granted, I'm going to go through it a little bit here, but there's kind of longer videos that focus on just those exercises and how I completed them. So I love looking back, and this is the way I've coached agents throughout the years at this time of year, you know, to really put pen to paper. And when you guys do this exercise, if you do it, or if you've done it in the past, like some of you, think about where you were last year this time. And some of y'all have accomplished a lot, even though day by day you might have felt frustrated or annoyed, or some weeks, or, you know, I mean, every month you didn't hit your goal. But if you think about where you were 12 months ago, 24 months ago, do you live different? Have you accomplished things? Think about just the little things you once didn't think you could achieve that now you've hit. And then some of you are going to be out there going, 12 months ago and you lived exactly the same and you said you were going to change. And there's a, there's a quote in the book. For those that don't know, I've, I've written a book. Most of y'all know that. A lot of y'all have it, which I appreciate, um, continuing to pass the message. But there's a, there's a quote in here on— let me see, I think it's on page 187. I believe, yes, 187. There's a sign that hangs in my office. Hopefully my team is cool and puts up the graphics so y'all can see the actual sign in my office. But like, some of y'all, the change thing messes you up. And I have the sign hangs up here. I share it a lot. Says, do you hate losing so much that you're willing to change, or do you hate change so much that you're willing to lose? And I, um, I get frustrated this time of year also. This, this will be released Um, I'm actually recording it Thanksgiving Eve, and it'll be released the Monday after Thanksgiving. And a lot of you have said Monday is when you're gonna go after it. You're gonna— Monday, I'm gonna go get them. And a lot of y'all are going like— you're like clients, you know, those clients you try to call now, book appointments, and they're like, we're busy during the holidays, call me in January. A lot of you are for some reason waiting for January to change. You know, and I'm like, dude, if you were that serious, wouldn't you do it today? Wouldn't you have done it already? Like, why are we waiting? And I get really frustrated with this time of year because so many people that I speak to say they're ready and tell me all the things they're going to do different and make the list of goals. And but then they don't, like, they don't follow through, you know. Or you all know New Year's, some of y'all that go to the gym And the first week is horrible. It's so busy. There's so many of y'all there, and you can't get on a treadmill or elliptical. And, you know, it's, it's like, it's a— it's craziness. But then by the end of the month, it's back to normal because everyone's falling off, you know. And I get frustrated with you because so many of y'all have such potential. To do big things and your family's relying on you and believes in you. And maybe some don't. Some of y'all have family that's pain in the butt and, and tells you how bad this is and you should go get a job and why are you in sales and that insurance thing. And you know, people said that insurance thing when I was doing— hell, some people still go, you still doing that insurance thing? I'm like, you definitely don't know me. Um, so I do get frustrated with, with, with a lot of you guys out there because a lot of you are gonna like BS yourselves again. And I wish you wouldn't. I, I, I, I— the one superpower I wish I had was to give people the, the grit and the oomph to get through when things get hard. Um, and they are going to be hard. Like, if you think the people killing it aren't dealing with hard days and hard times and hard things in life and medical issues and family issues and, you know, I mean, kids that are causing chaos in life. And like, we all deal with stuff, you know, um, and some people— what, what's the saying? Some of y'all use it as excuses and some of you use it as reasons. And I really hope that y'all mean it this time when you say it, um. And so I'm going to go through So many of you have asked if there's an option for more access, more direct coaching. And so we've created a coaching platform called the Winner's Circle where you have a couple different options. There is a one-on-one option to where we can work directly with you on a regular basis. And then there's a small group setting, 4 to 6 people, really high achievers looking to get to just a new level in their career. We've had a ton of success in this already. First month, actually the first guy that joined deposited $7,500. Worked with them back and forth, one-on-one. The very next month, he deposited over $30 grand. So basically a 5x return on his income in 30 days. So if you're looking for something like that, you can click on the link below, get access to an application, because I'm not taking everybody. I do want to make sure it's a good fit for both of us. And if we feel like you'd be a good fit, we'll set up a one-on-one call directly with me, um, and kind of go through your struggles, what you need help with, and what I expect of people that are joining the coaching program. So if you feel like it'd be a good fit for you and something you want more of, click the link below and we'll see you on the other side. Welcome to the winner's circle. I'm going to go through goals first and we're going to share this on the screen as well. And I apologize if I'm not looking at you on the camera. Watch the screen next to us. I'm actually literally writing these live. And I like to do goals, um, and I may share some of mine. I'll see how much editing Reese wants to do. Some of my old ones, I share them all the time with people. I save, I save all of them. I have most of them handwritten, a couple of them are typed, but most of mine are handwritten. I save them and I check them off as I go, and I like to look back on them and reflect. Um, but I think goals are important to do in a certain way, and this is how I do goals. Most Most people put a list of goals and they just whatever, put it on a piece of paper, never look at it again. And I've done that certainly too. And I think for me, goals are, for most people, like a list that they hope just kind of falls out of the sky and hits them in the head. And for me, the way I use goals is very intentionally something to chase day by day. And I think it's important to have kind of check-in points along the way. And so I'll go through the way I do it. Um, so I list goals and I'll look— I'll think back. Um, you know, we can have income goals. I'm a big fan of numbers, so whatever your numbers are, I've listed from $70 grand up to, you know, making $100 million. I've— I have crazy goals. I remember early on wanting to put my kids in sports, like just put them in sports. Like, they couldn't even— we would go at the base to the baseball park across the street and play like on the weekends, but I wanted them in organized sports. But when it's, you know, $60, $80, $100 plus equipment or cleats or whatever it is, you know what I mean? You got 5 kids, like, whoo. I used to take my kids down to the county recreation and sign them up to like karate because it was so cheap because it was through the government. Um, you know, so I wanted my kids to be able to all— like now they're all in travel sports and they do cool things and I get to do some really cool stuff for my kids today. Um, I remember having that I wanted to buy Steph a house. Um, I remember early on wanting to put my kids in private school. That was an early goal. Um, I can remember the first time I said I wanted to donate $5K to church for the year. Um, so think about some of your stuff, whatever they are. They can— there's, there's all kinds. You can put health goals. I've had those, you know, on certain health things, whatever, be getting a certain amount of shape, certain amount of body fat, whatever it is, right? And I like these things. What— there's a couple pieces that I add to this that I think people miss. So take a moment if you want to download the worksheet, you can do it after this, certainly. Um, if you're following along, cool. Again, go to the resource, johnwetmore.com/resources. The link's probably here too. Download them, print them out. They're one-page worksheets, super easy to do. And I do reference them in the book as well. So the goals exercise If you've read the book, it's page 192. I was going to show it, but you probably won't see it, probably blurry. But page 192, I talk about this in depth. Um, it's the Silk Pajamas chapter, which is one of my favorites. Um, references some stuff from Marvin Hagler, old-school boxer some of y'all may know. Um, but go through this, go through the exercise, right? So goals for me I think the next step is like, all right, what do I have to add to my life to hit these goals? And some people I notice put like very generic stuff, like I have to add discipline. And I'm like, let's go deeper. Um, like I went, I went and I figured out how many appointments I had to run. That was a, that was a, that was a trigger point for me. And I knew I had to run My goal was, when I did the math, I wanted to see 1,000 people a year, and I was going to be okay being really bad and closing only 25% of them. So closing 250 clients, applications at $1,000, my thought was I can make $250 grand doing this, right? But to see 1,000 people over the course of the year, I knew I had to take into account for like no-shows and cancels and just stuff. So I'm like, what if I schedule 1,500 people for the year? And that sounds like a huge number, but when you break it down weekly, it's only 30 a week. So I'm like, all right, let me go 30 appointments a week. And this is my goal. This is 20— going into 2015 is the year I had this goal. And this was in the time of— I was doing 100% field sales. So going to people's houses, kitchen table sales. In today's world, telesales is kind of what I know about close ratios and show rates. My suggestion is people's goal is higher. It's a lot easier to hit this when you're sitting at home or in your office making phone calls, um, or taking inbound calls that are available today. You know, I'm— again, I'm talking 10 years ago, direct mail leads, booking appointments, driving 4 hours to go see people. Um, I was doing 30 a week. So I broke it down into a micro number. Instead of going, let me have discipline, let me be consistent, let me work every week, I'm like, let me run 30 a week. And then I had a backup, and I said I also have to hit 120 a month. So meaning if I slacked off one week and only hit 20, in order to stay accountable to the 120 a month, that would have meant the second week I'd had it 40. So I tried to stay really consistent because I didn't want to have to run 40 one week in, in trying to play catch-up, you know. And then it allowed for me to have some flexibility during, say, holiday weeks. Maybe I adjust my schedule and I want to take some days off during Thanksgiving, which many of y'all probably, quite frankly, took too many days off. We have people making phone calls and running appointments on Thanksgiving, and some of y'all get frustrated and think that's incorrect, but people work on holidays, including the NFL games that you watched and the the gas station you went to and the movie theater that was open. And you mean like, it's okay. I know tons of people, firefighters, police, you know, I mean, tons of people work holidays. So again, you want to take it off, cool. But it's also okay to work if you have big goals and you want to hit them. But you don't have to, you get to, you get to dictate this and create your own identity on who you want to be and you get to create your own schedule. But for me, if I wanted to have some time off during a holiday, which I'm all about too, I would remember I have to hit 120 this month. So November, there's some tricky days. All right, I gotta run on a Sunday this week when I normally wouldn't. That way I can have those days off, Wednesday and Friday off after Thanksgiving if I want it, but still hit my 120 appointments for the month. During Christmas, I was going to take that week off with the kids, so that meant maybe I have to run 40 appointments for 3 weeks. So hit 40, 80, 120, and then take that 4th week off, you know. So I allowed myself some adaptability, but I never was going to go short of the 120 because the 120 appointments a month after 12 months meant I was going to hit my 1,500 for the year, right? And all the numbers were going to fall into place. Um, I remember having to add, um, go to the— hold on, let me Why is this not working? Oh lordy, there we go. Pen. I turned it to the marker. Go to the gym. I had to— well, first I had to get up at 5 AM was a goal so I could go to the gym at 6 AM and then start dialing by 7:30 AM. Was a goal. And eventually I moved it to— at one point in my career, I moved it to 7:00 AM. But those were very specific things. Um, you know, I added Sundays. I was going to track numbers, which if you do that resources link, I'm also going to send you a— the tracker that I used literally my entire career. Um, You know, we started, we started taking very specific things I had to add to my world in order to achieve the goals that I wanted. I started talking about, um, one of the things I, I started doing was I came up with a dollar amount that I was going to pay towards each credit card monthly. And then when I was done paying one credit card, I would take that back I'd say, all right, I got 5 credit cards, I need to pay this much to each one. When I was done with the first one and that was paid off, and I go, I'm going to pay it off in X number of months or whatever, say I was sending $100 to that one for easy math, and I was sending $100 to all 5, call it. Once that $100 was done with the first one, I'd roll it into the second one. So now I'm sending $200 here and $100, and then I'd take the $200, roll it into the next one. Was that— that was paid off. And I did things like that, and they were certainly bigger numbers I was sending. Um, I got to a point where one of my goals was to pay off the house that we did buy. I bought it in 2016, the end of 2016. My goal was to pay it off as soon as possible, and I got to a point where I was sending $25 grand a month to my mortgage, and I paid it off in like 3 years like that. That was a very specific action item I had to add at the time. And again, keep in mind, at the beginning I was just like, can I Can I put my kids in sports? So those are, those are the things I like to do is add very specific detailed things you have to add to your daily life, you know, that are going to change. I'm going to go to bed at a certain time, I'm going to whatever it is. And then the kicker that I think most of us struggle with most, and this is why a lot of people fall off when it comes to putting in new things, like I'm going to go to the gym at 5 AM or 5 PM or whatever it is, 5 days a week, blah, all the things we say we're going to do. The piece that most miss is we don't take the things that we have to remove from our life in order to add the new things, right? We all only have 24/7. So if you add all kinds of stuff to your life, your life feels like chaos. And again, the change— this is gonna— this change is uncomfortable for people. And this, this process of becoming a new person is going to require change in your world. It's going to require change from your family. It's going to require maybe other people to be involved. You might have to communicate with your family. If you're normally home cooking dinner at 5 and watching TV at 6, and now you're going to go to the gym at 5, you're certainly going to have to figure out who's going to cook dinner at 5, or people are going to have to eat later, or you're going to have to make, you know, meal prep for the week and have it ready and teach someone how to use a microwave. You know what I mean? Like, you got to take into account these things and involve your family. And that's where most people miss. So it's like, what are we going to remove from our life? So for me, TV became something I had to remove from my life. I was addicted to every— I'd watch reality shows with the wife. I'd watch— we'd watch Big Brother and Survivor and Real World, and we'd watch— dang, I watched all the Housewives shows with her. We'd watch cooking challenges. We'd— I watched so much TV, it was insane, um, the first probably 5 years we were together. We'd lay down on the couch every single night, have dinner, and watch. I mean, she'd get home at 6 and the TV would definitely be on, and we'd watch till 10, 11, 12 o'clock at night every night, you know. So I, I realized how much that was costing me, not only in time but in money, in education and learning and discipline, and my health was going to crap, you know. Um, so I had to remove— I decided to move remove TV from my life, and I did it like pretty abruptly. I wasn't the guy that was like, I'll only watch— I just essentially cut it out of my life. Um, I'm a— I have a pretty addictive personality. I can, I can either be all in or all out. I don't do middle grounds really well. Some of y'all can really relate. Some of y'all can't do that, and that's okay too, you know. Be you. And when you do this exercise, don't put like the things you think someone like me would want to hear. Put like what you actually want and what you're willing to commit to. Um, I had to remove sports from my life, which obviously is inclusive of TV, but you know, it's really easy to go, I'm not going to watch junk TV, but I was still going to— I watched football from Thursday night all the way through Monday night, and I would watch all weekend, all night, And then I would watch SportsCenter in between to watch the highlights of all the games I just watched. And then I played fantasy football. Um, I think I spelled that wrong. I definitely spelled it wrong. Uh, I played fantasy football. I was in like 5 fantasy leagues, you know, and I had to cut that stuff out. Um, I haven't played. I signed up last year and this year, and I don't even like it. Like, I paid $500 to get in a fantasy league and I haven't even logged in. I'm just like, I like donate to them. I don't even know why I said yes, but it was buddies and I was like, sure, I'll, I'll participate. And I tried to get— this year I tried to get Maddox to do the draft for me. So he did the draft, he picked what he thought was a great team, and I think I'm like— I don't know what week we're in, but I'm 1 and something, 1 and 10, 1 and 8, 1 and whatever it is. Um, you know, so I got rid of fantasy football. I played flag football from probably age 20 till I was 35. I played every Sunday all year, winter, snow, ice. I traveled— I've traveled out of the country to play, I've traveled to different states to play. I played what would be considered kind of competitive flag football, um, you know, and I did— I literally did 15 years, but I chose to give it up because I wanted to accomplish more in life. And I gave up sleeping in. Again, obviously get up at 5. In order to get up at 5, I gotta give up sleeping in. In order to do all this other stuff, to dial certain hours and run the certain appointments, and I had training nights, and I had a really— I'm a creature of habit. I like a very specific schedule still, and to this day I'm like a routine guy. And when I travel, I get out of routine. I don't love it. But I have kind of a travel routine too. That's— I'm just— I, I seek, um, routine in my life. And so for me, sleeping in was tough. I remember listening— I used to listen to Eric Thomas. If y'all don't know him, E.T., the hip-hop preacher, great dude. Um, I love his stuff. It kept me motivated. I grew up in the hood, so I like more rap stuff. He's— he, he did these mixtapes over um, like rap, hip-hop music that are really cool. If you— they're old, um, but I love them. They kept me motivated when I was feeling, feeling down on myself. And, you know, he talked about getting up early, and at one point he had mentioned something about using the time— time zone changes, like when it changes, like when it's— and I don't know which way to do it off top of my head, but you understand, it's like when it's— if you're used to getting up at 7 when it changes to 6, keep getting up at the same time. It's now 6, but it's functionally, it's the same time. And he— so I didn't start— getting up at 5 thing was hard. I did not do that in one day. Um, I tried and I was not good at it, but I did it pretty quick. Um, but I used to hear him and I used to try to do it, and so I slowly over the years tried to start getting up. And then at, at this point, I was ready and committed and I had to start doing it. But it took me a few years from the first time I wrote down I want to get up early to when I did it. You know, hopefully y'all can implement. And a lot, a lot of people work, you know. What's crazy is I had a job I used to have to be at at 7 AM, and I had an hour and a half commute. I used to get up at 4:30 to go to my job, and I did it every day. But when I was on my own, well, I love to sleep in on 9:30, 10. Um, so those are the things I had to remove from my life. And what I did here is like I tied in a kind of negative accountability way these things, the remove things, to the goals. So if I caught myself doing the things I said I wouldn't do anymore, I would tell myself, my kids are never going to go to private school, I'm never going to get Steph the house, I must not really mean it, my kids aren't going to be able to play sports because I'm messing around with fantasy football. You know what I mean? So if I caught myself, that's how I held myself accountable. And I took these things and I hung up in two spots. I had them in the bathroom And I think for a little while I had them in the kitchen, and then I would— I always had them where I dialed. So like right over my desk, wherever I dialed, whether it was at some point I was still dialing in the house. At the point where I made some big changes, I had an office, um, that I rented from a dude. Had an office I just rented, a single individual office, and I would hang it up right there. And, um, you know, I had some motivational signs, and I just— I would see this every day. So I like— I'm not a big write it down and stick it in a folder and see it again next year. I'm like, let's look at it every day. So this thing was a super powerful exercise for me. I hope you do it, and I hope you take it seriously, and I, I, I hope you share it with your family. And you know, this ties very well to, um, the next thing I'll talk about, which is— let me see if I get to a new page here on my own— the dope schedule. And this I go over in the book on page 73. I literally put my handwritten schedule from March of 2015, um, so you can see it there. I'll go through it again now, kind of the way I go about it. Um, so we go Sunday, Monday, Tuesday, Wednesday, Thursday, Friday, Saturday, and we'll kind of draw messy lines. I'm really simple. The one you download is an actual calendar. And then we go week 1, week 2, week 3, week 4, sometimes a week 5, right? What I always suggest is like start with the things you cannot move and/or prefer not to move. Um, and I would do it in those orders. Like if there's things you just can't move, you have a job, you, uh, you know, take your kid to some kind of therapy or whatever it is. Like, you got stuff that you literally can't move if you wanted to. Um, I didn't really have a lot of those that I can't move, but I had a lot that I didn't want to move. Um, you know, I want to be at certain sports things, I want to take Sundays off, I want to, you know, friend— I'll give you mine. So like I had my preference. This is when I was full-time. When I was part-time, I worked Sundays for a full year, um, so I don't mind working Sundays. But my ideal world— and I'm going to scribble as usual if you haven't gotten used to that yet— um, in my ideal world, I had family time, which I'm just going to put an F. Every Sunday was my ideal world. I just didn't make phone calls. I didn't sell policies. That was the ideal world for me. If I could just take Sundays, go to church with the family, do our errands, you know, I mean, just do what we got to do, hang out, just catch up, play with the kids, do whatever we want to do. Ideal world. I, I didn't run Sundays. Um, I had my kids for dinner on Thursdays. And I'm going to change it because I kind of made Thursdays two ways. So I had my kids for dinner on Thursdays, and I would pick them up from school at whatever, 3 o'clock, whatever it was, 2:30, 3. And, um, you know, ideally I, I didn't move that. Could I? Sure. Did I want to? No. Um, and so Maddox lived with Steph and I, but I had 4 kids prior. They lived with mom, and they, you know, we had a rotating schedule type deal. Many of y'all live that life. And so dinner at this stage— there was a stage, if you read this full story, was Wednesdays, and I actually moved it from Wednesdays to Thursdays to create an even more ideal schedule because I couldn't run efficiently with it on Wednesday nights. But originally it was Wednesday nights dinners and then every other weekend with the kids. But during this phase, and you read about the full story in the book, is like, I, I, I requested I move them one day because it allowed me to sell insurance back-to-back days, full days, all day, all night, without having to go like sell a little bit, be off, sell a little bit, get the kids, sell a little, and just kind of going back and forth. I had a hard time catching momentum, so I wanted to build a schedule where I could get as much momentum, see as many people in as short a window as possible. That was the goal. And some of you will throw up when you see the end result of how little I actually sold, how infrequently I sold insurance. But I saw a lot of people and I sold a lot of it. So kids Thursday evenings, and then I would have the kids every other weekend. So it'd be like, let's say I have the kids this Friday, this Saturday, and this Sunday. His kids, and then it would be this Friday, this Saturday, uh, this Sunday, right? So it'd roll over. So that's for me really all I had. Then I looked at it and I went, all right, Monday, Tuesday, Wednesday, I'm wide open. And I'm— again, I'm going to give what I did during a big change. It's— some of the terminology is different because telesales wasn't a thing. I was in the field. Some of y'all sell different products. Some people like overthink all this stuff too much. So just please take the concept and make it work and make it apply to whatever you sell and whatever you do today. I don't care if you're in real estate, I don't care if you sell solar, the concept here works, right? So when I mention a dial day, for me, that's the way I ran business at the time. I— it might be different today, but I dialed leads on one day and I ran appointments the next two. I didn't have like one-call closes, and I didn't do like live transfers, and I didn't do telesales. I— that wasn't That wasn't a thing when I was in the field. Um, so I'm gonna give you literally what I did. I'm not suggesting you change what you do. All styles work. I know people in field sales that kill it. I know people in telesales that kill it. I know people in telesales that book appointments and sell them. I know people in telesales that only do one-call closes. They won't book appointments and they kill it. I know people that do a hybrid of all three and kill it. All of them work and there's no magic in any of them. The magic is going to be in the work that you're probably not doing now. Um, so that was kind of my kids' schedule, um, in an ideal world. So then I said, all right, cool, I got Monday, Tuesday, Wednesday wide open, dope. I got every other Friday open and I got every other Saturday open. I said, on the weekends where I don't have my kids, which there's one here and one here, I'm gonna work— I'm gonna say appointments on one of them, and I'm gonna be off with just Maddox and Steph on one of them. So family, appointments. Then every other Friday when I'm not— when I'm not with the kids, I'm gonna run appointments, and I'm gonna run appointments. All right, and then obviously if it's a 5-week month in this fell, this would be kids too. So you'd be every other one, and the Sunday would be the next week over there. Um, a lot of times in the calendar on this I do a 4-week month, but you get the gist, right? So I'm going to run every other Friday, and I'm going to run one Saturday a month. And then Mondays— so in order to do that, on this Thursday I'm going to dial in the morning, and on this Thursday I'm going to dial in the morning. On this one I got to book for 2 days. This one I get to book for just one day. I'm just running Friday. This one I'm going to book for Friday and Saturday. Okay, in this morning I can do whatever I want. This one's open, right? And this one's open. Maybe I recruit, maybe I go to breakfast with staff, maybe I stay longer at the gym, maybe I go get a massage, maybe I do some— I— you can do whatever you want. You get to pick. This is your schedule, right? But I decided on Mondays Every Monday, no matter what, is going to be a dial day for me. Now again, were there some adjustments? Sure. If Christmas fell on a Monday, I'd probably adjust it. But when Fourth of July fell on a Monday, I dialed. When Memorial Day is on a Monday, I dialed. When, you know, some nonsense kind of half-made-up holidays on Monday, I dialed. I didn't, I didn't always adjust. I dialed every Memorial Day. And it was killer for me. You don't have to, I did. Tuesday, Wednesday was going to be appointments all the way down from as early as possible till as late as possible. And so for my family, Monday, Tuesday, Wednesday, I was completely 100% unavailable. Everyone knew it. This calendar sat on my fridge. No one was confused what I was doing on Monday, Tuesday, Wednesday. And then they knew the every other weekend, but every single week, Monday, Tuesday, Wednesday Dude, I do nothing in life at all, ever, for the most part, like 99% accuracy, is how I decided I wanted to do this. And again, if I did give this up, it just meant maybe I had to— maybe I had to run on a weekend where I didn't have the kids. Maybe I'd run this Saturday too sometimes. Maybe I'd be like, well, kids, sorry, I gotta run Saturday and Sunday morning because we want to have you know, Thanksgiving week, couple days off, or we want to go on vacation, whatever it is. And so this became my schedule. So you can see, if we count this out, in the field seeing clients, we had 1, 2, only 2 days that week. I'm gonna go 3, 4, 5, 6. I have 4 days that week, 6 total for the month. And I got 7 8, so 2 days that week. I got 9, 10, and 11 total days a month I sold insurance. And using this schedule, now remember in the goals, 120 appointments a month. So how do I get 120 appointments a month in 11 days? Do the math. I had to have 10 to 12 every day. That, that's where I had to be. I had to be in a 10 to 12 appointment range every day I was in the field in order to hit my numbers. So when I say 30 a week, I didn't always hit 30 on this week, Monday, Tuesday, 'cause I was only at the field 2 days. But I might overload it. Maybe I'll get 16 here and go a little heavy here. And then in a week where I ran 4 days, 1, 2, 3, 4, maybe I go, all right, maybe I run 10 a day that week. If I can fill in 12, cool, I'm front loaded. I get a little extra towards the back end of the month. I'm not as stressed. You mean I got to have some adaptability with this thing and really flex. But it was 11 days a month times, call it 12, it's a little over 120. So I'd be somewhere 10 to 12 appointments a day when I was in the field. Again, my suggestion is if you're doing telesales, you should be scheduling a lot more. You're going to get a higher no-show rate and you have the ability to— our top guys are booking 15+ a day and booking them every 30 minutes. And if they're doing one-call closes, guys that are killing it are trying to make, I don't know, 4 to 8 presentations a day. You know, it takes a lot of phone calls to do that. And maybe you write 2, 2, 1, 2, 1, 2, 3, 4, 5 apps a day, you know. But you're certainly not going to write an app a day calling 5 people a day and making 1 or 2 presentations. It's not going to be consistent. And for me, I knew if I kept with this schedule consistently and just ran it— like, I had my first kid on the way at 16. I've run a consistent schedule when I didn't want to do it for the prior almost 20 years of this. This was 2015, and Shaylee was born in '94. So 20 plus 21 years I'd been running a schedule, 70 hours a week, working in pizza joints and warehouses and 2 jobs, and in, in very inconvenient times and all kinds of holidays and all kinds of times when my family had stuff going on. And I didn't get the flexibility that So many of you guys— and y'all haven't either— but so many of you guys give yourself this insane flexibility in life, and you're a really bad boss to yourself. And so a lot of— one of the sayings I hate is I hear people say a lot they wish, they wish some of y'all with potential had more of an entrepreneurial mindset with discipline. And I'm like, I really wish y'all had more of an employee mindset. I know people who, like, still currently— there's some— I have some people I'm coaching and, and trying to get to another level, like, outside of my agency. I have a lot of people looking for help. And if you're watching, I love you, bro, but like, such discipline on your job. You're there every day no matter what, and it always comes first, and it should because you got— I get it. But then when it comes to doing this and trying to get out of the job, the discipline goes away. And so many of you quit your job and you do this full-time, and then all your discipline disappears. But think about the schedule you used to run when you had to be at, you know, the hospital at 4 AM if you're a nurse, or, you know, you're a, you know, used to be in the military, or, you know, police officer, fire, and like you have to be there. You sat in your office crunching numbers like I did, you know. You had to travel all over the country for sales, and you had to be on the flight at that Monday morning at 7 AM, no matter what, to fly across country to have a meet, you know what I mean? Like, there's people at the gym that I go to that are in medical device sales, and they're gone all the time. And I travel a lot, but I choose to. And these guys have to, like, abide by someone else's schedule. And y'all all have lived that at some point in your life, more than likely, you know. And with this, most of y'all are just trying to wing it. Most salespeople just wing it. And it's— and if it's working, one, you've probably already stopped watching this, um, but two, it's like you've tried it your way and it ain't working. Let's, let's try this change thing, you know, just try it out for me. And, and make sure you involve your family and the people around you, and you, and you and you— like, if you're the type of person that's always said you're going to change and you never change, it's going to be difficult. People aren't necessarily going to believe you. They may not buy in. You may have to prove some people wrong. I'm motivated a lot by an F you, watch me mentality. And maybe some of y'all need that, you know. Um, some of y'all just— some people don't believe in what you do because you haven't given them a reason to believe in what you do. And so it, it isn't necessarily going to be the easiest journey, um, but I with 100% certainty believe if you put in the steps that I put in place and you follow it the way I followed it, you can have a whole lot more success than even you believe you can have. And you deserve it. Your family deserves it. Your kids deserve it. Um, you know, all the people that you're not able to— all the organizations or communities that you're not able to help and assist right now deserve it. You know, my wife fortunately gets to help at the school and be at all the moms' things. And I mean, the things she's got to do over the years— she was able to stop working way after she should have stopped. Um, she was in optical business for years. She's now— she now has helped with the agency for a long time. Um, but she was able to quit her, you know, 9-to-5 by 6, 7 years ago, you know, and within a couple years after implementing this. So I highly, highly, highly recommend this. I know it's a scribbly mess, but it makes all the sense in the world to me. Um, again, I— please Feel free to download the resources again, johnwetmore.com/resources, and then go through the exercise and have your, have your, have your family watch it. You know, there is actually a podcast out there. Some of y'all that like, maybe you're, you're like me and you didn't really commit, and you know, Steph had her doubts at some points. She was super supportive and always let me do my own thing. She was significantly more supportive and understanding of me being gone and working a lot when I was able to make changes for the family. Like, nobody's mad at that. And she'll tell you in her own words. There's actually a podcast we have out there, um, you could probably find it. If, if, if not, maybe DM me, I'll send it to you. But a lot of, a lot of people like it because they send it to their wife because they can— they, they get to hear the way she speaks about the journey. Um, it's really cool. We've only done one podcast together ever, and this dude Landon interviewed us, and it was, it was, it was really cool. It's been a few years back. I think it said something about a $100 million— like, Google my name and $100 million or something. It's on YouTube. It's out there. It's pretty, pretty— people like it. But again, if somehow after searching for it you can't find it, I'll probably get too many DMs for offering to send it to you. But if you can't find it, DM me. I'll, um, we'll answer and send it to you. And maybe my team will put it in the email with the resources thing. I don't know, we'll come up with something. It's out there though. And, uh, we talk about this stuff in this time and the change and the things that we had to do different as a family. And, um, it's, it's done some really cool things for me. I don't, I don't really like to brag because I'm just a dude in Atlanta who works hard for his family. I don't, I don't think I'm superhuman in any way. I think I have an insane amount of discipline and drive and desire to get better. I think I'm good at taking a lot of punches to the face and, and keep moving through it, um, you know. But a lot, a lot of you are a lot better at a lot of things than I am. You just don't have those, those few pieces, you know, that you need to piece together. If you're in sales and you're trying to figure out how to get effing paid and stop getting so many objections Register now for my 2-day workshop here in Atlanta, Georgia, February 27th, 28th. We're gonna have some special guest speakers. There is an exclusive mastermind for VIP ticket holders. For those that just want to attend the event, you can. There's a very low entry to get into it. We'll be going over everything you need for sales, objections, scripts, role-playing, everything you need to build a business, scale a business, staffing, automations, everything I've learned last decade plus, um, building what I've built. Of course, we've had a lot of help, so we'll be going over how to scale it, how to structure it, everything you need to get to the next level. Click on the link, register below, we'll see you there. So hopefully this stuff helps. The last thing I would suggest is, um, as part of this process, and if you, if, if you just want it separately, um, I'm a big fan of tracking numbers. Most of y'all don't have a clue what you do for appointments or leads or or spend or income or net, or people say they're not profitable, they don't actually know their numbers. And I wish that more of you would take this part seriously. I have, again, I have a free— I have a lot of free stuff that I give out. But if you— as part of the resources thing, I think it comes to you automatically. But I have a tracker I mentioned earlier that I use. But if you go to johnwetmore.com/tracker, you can download it directly. And it's really simple to use. You You just input activity and it does all kinds of math for you. It tracks your totals for the week, for the month, for the year. It does math, so it figures out formulas. It figures out, you know, profitability. It figures out how much you make per activity you'd put in. It's really, again, it's literally what I used. If you don't understand Excel, I'm sorry, but I do have a video that explains how to use it attached as well. I try to add as much value as I can for you guys with all this stuff, um, you know, and I love the messages. A ton of y'all, if you haven't yet, I've, I have certainly talked about, I reference a lot, um, I get a ton of great feedback. So please, those of y'all that keep giving me the feedback, I love it. I love seeing it. I love responding to the DMs. Um, it's, it's changing people's lives, and that's what I wrote it for. It's $12, so it's we make literally no money on it. Now, if you order it from the website— it is on Amazon, but my advice to you is order it from my website, um, which obviously, JohnWetmore.com, uh, my— it comes to my office, we ship it from here, and we send extra. I sign it, I personalize and sign every one of them, and we send it out with some extra goodies. If you get it from Amazon, it comes plain and you get no extras. So they will get it to you quicker. We aren't necessarily always the fastest, and I don't have Prime, and we won't drop it off in 4 hours, but we will get it out to you in a day or two. Um, it'll, it'll leave my office pretty quick. I have a stack on my desk every morning when I get in to sign. So, um, hopefully, um, you guys do it. And if you do read the book and do love it, or do already have it, I would love for you to take a picture, tag me in it. Everybody that does, we put in a raffle and we give away some merch every month. So those of y'all that have done it, um, certainly any reviews help. The asshole who put the 1-star review on Amazon because he doesn't like me. We love you too, dude. And if you tag me on social, we'll give you some free merch also. Um, and, uh, sorry, I couldn't help myself. But 99% of y'all, um, again, I do appreciate it. So tag me on Instagram, Facebook if you want. Fine, I will share it. Certainly we are trying to get the message out. And, um, but again, we do take everybody that does it, put them in a raffle, and we give away some free stuff. Uh, some of the merch y'all love. Everybody's favorite is the D-Bab shirt that we have. I love the hoodies because they're comfy, but people love the D-Bab t-shirt. Is, is everyone's favorite. Um, so think about the stuff you got going on. I hope you really spend some time. This again, if you're watching this live or the day it came out, it is Monday after Thanksgiving. You did swear today you were going to get started and start killing it. So hang up, hit stop, pause, unwatch the video now and go to work. Let's get to work. Let's change your family's life. I would love to hear the stories as you go on throughout the year. A lot of y'all I see at events that I speak at, which JohnWetmore.com/events, you can see everything we got going on. You can register for stuff, all the trainings I do, events I speak at. Um, but please, please keep sending the feedback. Keep tagging me and stuff. I love, I love to see it all. And And I can't wait to hear the changes that you make and the impact you get to have on your family. I've been working with a couple guys directly in our, in our coaching program that have literally changed their world from just such simple, simple advice and things to implement. And I can get complicated and I can teach all kinds of fancy stuff. Stuff, but excuse me, the most bang for the buck I have seen in 12 years teaching this thing is small changes to your schedule, your goals, and your activity, and your tracking, and holding yourself accountable. And I've seen so many people going from barely able to pay their bills, barely able to buy leads, barely able to invest, um, driving the piece of crap car, you know, worried about how to go on vacation, barely being able to pay credit card bills making minimum payments, and I was all of these things, to literally printing money. 30, 40, 50, 60, 80, 100 grand a month. I've helped people get to multi, multi-seven figures a year. I'm coaching a guy. I mean, it's, it's— I love this industry. And those of you that change, um, super proud of y'all. And those of you that don't, I like how Ed Mylett says it. And I'm not going to do it any justice, so you should probably look up the way he says it. But he's like, when he dies and goes to heaven, he always like looks at him making changes and wanting to, wanting to become someone new as like kind of this alter ego. Um, and like when, when he dies and he's like, when I die and go to heaven, I want to meet this person that I— this person of potential that I could be, because we all have it. Like, you, your potential, your person of potential can accomplish insane things in the next year, 2 years, 5 years, 10 years. It's insane. Which are 12— not even 11 years ago, I was broke as a joke. 10, even 10 years ago. Yeah, 10 years ago, 2014, I was still broke. Um, you know, insane things can happen. And we have thousands and thousands of agents, and we do hundreds of millions. It's insane how much insurance we sell as a group. And I have a fantastic team and tons of people that help me. Um, but like Ed's always talking about, the— this person of potential on who he could be, that he hopes when he dies and one day, you know, goes to heaven or whatever you believe in out there, that he gets to meet this person of potential. And he goes, I wish— I hope we're identical twins. I hope that I meet my full potential. Potential in life. And some of you are just giving up on your potential, and it's sad and it's depressing. And I was one of those people. And some of y'all need to stop making excuses and, you know, like me, put away the booze and stop, stop, stop, stop all the stuff. Stop DBAB. For those that don't know, don't be a bitch is what I used to tell myself, um, you know. But just stop and go make the change and go kill it for your family. And make 2025 the most memorable year of change ever. And those of you that have small kids, I'll tell you from experience, my kids don't even remember me selling life insurance for a living. They don't remember it at all, at all. They have literally— they grasp nothing. My oldest, that's 30, knows I did it, but the little ones, the 25-year-old, like, they remember because they were older, but my youngest and then they aren't even young anymore. They're 13, 17, 18. They have zero recollection of me selling insurance, and I was gone a lot. Um, but they have so many dope memories of trips and vacations and schools and, you know, the, the, the school trips they get to go on, the sports they get to play, and the memories with their friends and the parties and birthdays and all the things and experiences. I'm a big on experience. I told took my son Maddox to the World Series, went to 2 games this year, got to watch the Dodgers win live in New York. He's never going to forget that experience. And if I didn't make this change in 2015, we're 100% sitting at home on the couch broke watching the game, if I was even able to watch it, because I probably would have been working because I needed to pay the bills, you know. And, and And y'all deserve it too. So please go get, get it. Um, hope this helps. Appreciate you guys. We'll see on the next episode. Later.