These 3 Steps Made Me $100,000 PER MONTH in Insurance Sales ft. Omar Elsayed | Ep83

19 years old. When did you start?

I started in January.

So this is only your first year?

Yeah. Shit.

For all the haters out there, how much you put in your account? I know $580, whatever you should pay. Everybody always wants to fucking get the gotcha and say all the chargebacks suck and you make no money. But yeah, no, last month I actually profited $100K profit after expenses, to be clear.

Expenses.

Yes, my man. What up, y'all? John Wetmore back with another episode of the Insurance Insiders podcast. I have Omar here, who I have been referred to. I see you on social because I watch Ronnie's stuff, and, uh, Playbook Agency is pretty dope, dude. You got a gang of people killing it, and, uh, you, you were one that came across my screen, and I'm like, yeah, we should probably talk to this guy.

Yeah, dude, hey, look, say again? We're always killing it here in the Playbook, man.

Hell yeah, hell yeah. I remember when it was new, it was like Damn, I'm blowing up. I want to, I want to come up there and see the office one day, huh?

Yeah, you got to come down here. We grew, we grew pretty fast. Pretty fast.

Hell yeah, you did. Excuse me, do you— are you in Philly or where you at?

I'm in Philly.

Yeah, you are? Yeah, that's the main office, right?

Yeah, we're actually opening a new office soon. It's going to be big.

I heard.

Yeah, I heard.

That's the big— he was talking to me a while back about it, like some obnoxious number of square feet.

Yeah, yeah, it's, it's going to be huge, man.

So sick. How many y'all in the office now? Rough ballpark?

I would say like 150 people in the office.

I love it. Yeah, you know what's cool is like— and, and to be clear, for those watching, this dude, um, my notes say you hit Hall of Fame already 2 months ago, which is 400K on your own pen. Where you at so far for the year?

I'm at, I'm at 580 right now.

How old are you, bro?

I'm 19.

This is so good. I have a son that's 7. I have 5 kids. 3 of them are older than you. Uh, one is 17. He'll be 18 in just under 2 months. And I keep sending them all y'all's stuff. I'm like, I just might send my— I come from field sales. Yeah, I think I might just send them up there.

You have to get them an insurance, man. You have to.

19 years old. You're gonna— when did you start?

I started in January.

So this is only your first year?

Yeah.

Shit, good for you, dude. For all the haters out there, how much you putting in your account? I know $580, whatever it is you pay, everybody always wants to fucking get the gotcha and say all the chargebacks suck and you make no money, but y'all making jack. I've seen the— I've seen the parking lot.

Yeah, no, uh, last month I actually profited, uh, $100K.

Profit after expenses, to be clear.

Expenses, yes, my man.

Oh, were you the— was that your first one?

That was my first $100K. I saw that.

I saw someone post. I didn't know that was you. I saw a screenshot of it or something the other day. Good for you, dude. So 19 years old, 8 months in the bit— 9 months in the business, knocking down shit, whatever the math is, $80K a month or whatever. Whatever you're knocking down on average, um, on your own pen. You know, it is what it is. I assume you're recruiting?

Yes, sir, always.

You got a good size little team yet?

We actually did, uh, half a million last month.

Bro, come on, tell us, tell them how, bro. Everybody wants to overcomplicate this business. I've seen it grow. I didn't grow it that fast, to be clear. I didn't come in like you. I didn't grow it that fast. We figured things out. But, you know, the game is different today with so many of you that understand this at a high level. Um, so we'd love you to just share, man, and how does someone 19, 29, 49— dude, I know 60-year-old that would love to make half of what you're making.

So yeah, of course. Um, so I actually, I actually never came from a sales background. I actually used to valet cars, and, uh, I actually used to work in my dad's pizza store as well, and Oh shit. Yeah, it was literally the worst time of my life. Working 2 different jobs, 2 different jobs, helping my dad at his store, dealing with a bunch of annoying customers, man. And I mean, I'm sure, you know, like I did pizza for 4 years. Really? Yeah.

So I'm 16 to 20. I worked in a pizza joint.

Yeah. So I mean, definitely the customers, especially working at a pizza store, it's a headache. Every little thing has to be perfect in Philly.

To be clear.

In Philly, it's the worst. It's the worst.

I was in Boston, so I get it.

Yeah. Yeah. Crazy.

So tough times. What made it tough? Aside from, I mean, again, 19 customers, but was life tough? Was money tough? What was that like?

Yeah, I mean, money, I mean, honestly, money really wasn't a problem, but I just, I needed something. Like, I knew I didn't want to do this like the rest of my life. I didn't want to be in the store working. There the rest of my life, 12-hour days, 70-hour weeks. Um, buddy, like, there was, there was definitely something out there for me, and I knew that.

And yeah, like Tuesday afternoon off?

Tuesday afternoon was, uh, bro, that was what it was. I've literally worked every single day.

My dad just worked every day. Got it. I used to get Tuesday afternoons off in the pizza joint.

Otherwise it was 7, 8 PM, maybe Sundays. But yeah, it was, it was all day, every day, man. Crazy.

Yeah, that's nuts. How long did you do that? I mean, not long, obviously. I mean, maybe through school too? Were you doing it through school?

No, because I, I have, I have foreign parents, man, and when foreign parents tell you to work, I literally— I think I started when I was like 14 working at my desk.

Yeah, that's what I meant. Yeah, I figured. Yeah, 100%. I figured you might have started work through school.

Yeah.

Where are y'all from?

Uh, my parents are from— my parents from Egypt.

Yeah, cool, cool. Different, different culture, but it is what it is. Teaching work. Hey, I bet it helps you in, in insurance.

I mean, I guess talking to people definitely did help me with insurance, but, um, I actually played a lot of sports in high school.

Yeah.

And one of— at least one of my favorite sports I've played was wrestling. And you had to have a really, really, really strong bulletproof mindset for wrestling, especially when it came to the trainings, cutting weight, all that. You had to have some kind of bulletproof mindset for that, man. It wasn't, wasn't for everyone.

Makes sense. Yeah, makes sense. How'd you get into this? Did you know— I assume you knew someone. It seems like y'all all know each other. I've learned that you're really good at warm market recruiting.

Yeah, super, super warm. Um, actually one of my boys, we were actually at— the thing is, I've seen so many posts about it. Yeah. And I was like, like, there's no way these guys are making some kind of money doing this. Like, there had to be some kind of like, I don't know, like twist to it. Yeah. So one of my boys were like, we were at the gym working out and he was like, yo, like, have you heard about this, uh, insurance thing? I was like, yeah, like I've seen it. Yeah. My brother's actually, my older brother's actually starting. I was like, oh really? Like, that's nice. And he was like, like, you, you wanna start? I was like, I mean, like, what do, what do I have to lose? My, my valet job and my, my job at the pizza store. Like, yeah, I wanna start. Um, but like, I was still like skeptical about it.

So in what way? What did you think?

Because like, —there's people, like, everybody's, like, posting, like, $50K months, $15K weeks, deposits here, deposits there. And I was like, there's no way that's real. Like, there had to be some kind of twist to it. Like, whether it's chargebacks, whether it's expenses, whether it's, you know, working all day every day. Like, yeah, like, you have to work all day every day, but I knew there was some kind of twist to it. There had to be some kind of twist to it. And I started, I passed my test. It literally took me like, I think 3 tries to pass my test. It took me a lot. Got it. Yeah.

Okay. Yeah.

It took me some time to start. Um, and I got contracted and I was like, like I already like dropped my valet job. I already dropped the pizza store and I also took a gap year from college. Oh, okay. I knew, I knew I had to go all into this. Like there was, there there's no going back after that. Yeah. What'd your parents think? The thing is, I didn't tell my parents until like— You didn't? The thing is, the thing is, when I first— when I, when I got my very first deposit, it was like $3,500 from like, uh, yeah, it was like $3,500 from America. And the thing is, my mom had like my bank account and she's seen the $3,500 and she woke me up like at 7:30 in the morning. She was like, like, Omar, what is this? What is it in Arabic? By the way, like, what is this? She never seen that kind of deposit in her life, especially from my account. She was like shocked. She was like, like, what? I literally spent— I got to, I got to work so late because I'd spent like 2 hours explaining to her the carriers, the deposits, the script, literally everything about the business took me 2 hours to explain it to her. Because it was my first.

What did she think when she came in? She thought it was something shady you were doing?

Scamming people. She thought I was scamming people. I was like, no, no, I'm selling insurance to older people. Like, that's what it is. She didn't believe me until like 3 months later.

Crazy. How quick did you make your first sale?

Was it right off the rip? Actually, my first week I sold like $7K. Did you? Okay, cool. Uh, pretty quick.

What's the, what's the magic to it, dude? If you just had to explain, you're 19, I know nothing, dude, I just want to come in, I want to make 50 G's. What's the magic?

What do y'all do? The— I would say there really is no magic. Um, definitely when I first started, like, there was like no vision. Like, I thought, yeah, like, I'm coming in here making a couple sales here, a couple There. And got it. Okay. This was, uh, this was like literally before convention. Okay. And true. I honestly, I didn't want to go to convention at all. Like I wanted to stay in the office, make a couple sales and I was like comfortable like that. And honestly, at that time I really wasn't really working full-time too. Now the magic is the magic for me was seeing the bigger vision. And after that convention, it helped me see that the, the bigger vision of the business. The reason why is because I've seen kids my age, they didn't look different than me, they didn't talk different than me, they didn't really act different than me. The only different thing was that they had the bigger vision because they were making 6-figure months, they had million-dollar teams, they were making all this money, but they really did not look or act different than me at all. They just had that bigger vision. They seen the bigger picture about the business. And I would say the magic is, is just really like, yeah, I might sound like a broken record, but it's one, the confidence and really seeing the bigger picture and seeing how scalable something like this is. Like, I could scale this to the moon if I wanted to. And like, yeah, like $100K a month. Like, I deposited $100K last month, and that's like nice, it's sweet. Yeah, that's cool, but like, that's like nothing to me, man. Yeah, that's nothing.

What do you, what do you want it to be? I know, what's the vision today? Like, what can you feel like you can touch? What's a number you're like, I'm going to get here a month, I know I can get there in 2026?

Yeah, so I mean, the, the goal is for me is to definitely get, uh have a million, million dollars as a team by the end of the year. That's the goal. And definitely, uh, Rookie of the Year as well. Yeah, I love it.

And you know, people that are making multi-six figures a month, obviously, in the company, you know, not much older than you. Yeah, hell, there might be some your age making it. I know there's so many people here now doing it. I don't know them all. I don't know most of you. It's crazy how, how big it's gotten. Well, what I would— obviously, you know, seeing people come in into the space, I mean, the, the, the hook for most people starts with leads. Right. It's like, who do you call? What's the approach? What's, what's your strategy and approach? And I know y'all Blueprint has leads. I think y'all run, run leads internally. But what's your, what's your, what's your personal approach strategy towards leads? 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 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 see if I'd be interested in working with you. DM me, hit me up, whatever you like.

Yeah, so pretty much we have a really strong system here in the, in the playbook. Where first 2 months we are actually giving free leads, start people at an 85% starting contract. Okay, cool. After those 2 months, yeah, you are expected to invest in your own business, buy your own leads. So after my first 2 months, I started spending $1,200. After, like, I would say about 2 weeks, I increased from $1,200 to $1,500. Last month, I started spending actually $3K a week on leads. And one thing I would I actually tell everybody, more lead flow you have, the more money flow you're going to have as well, no matter what. So I would never, ever be scared to invest in my own business at all.

Yeah, makes sense. So literally every time you increase lead expense, deposits go up.

Yeah, it might sound like a broken record, but it's pretty fucking simple.

How many leads does that get you roughly? You say $3K a week, ballpark it. I know it varies in ad spend and all that jazz, but rough idea.

Yeah, like $3K a week, I would probably get like close to between like 80 to 100 every day. 80 to 100 a day. Sick.

Okay. And what's your goal a day? Is it— I assume you're one call closing everyone. 100%. Yeah. Is it, is it a presentation goal per day? A sale goal?

Like what's the daily strategy? A presentation goal is like it will only get you so much. So I always push for the sale goal. Always. Okay. I like it. For me, it's always 2 before 12 every single time.

2 sales before lunch. 2 before 12.

If I'm not getting 2 before lunch, I'm not eating, man. Honestly. What time do you start? I start— I actually came into the office today at 7:30. Most— sometimes I come at like 8, 8:30. Okay. 7, 7:30.

Are you calling outbound leads? Are you getting call-ins? Are you doing a mix?

Yeah. So we do get call-ins, but I'm mainly calling outbound leads.

Yeah. Mostly outbound calls. Cool.

What type of lead? It's veteran leads.

All that final expense leads.

We do IULs here and there, but it's mainly final.

Yeah, basically that. That's— yeah. And you're not getting any magic information? Name, address, date of birth, whatever? Basic shit?

It's—

man, there's the same dumb shit everyone else gets.

We have all the states in the world, man. There's no reason why I'm not dialing all day, you know what I mean? Yep. I love it, dude.

What, um, you know, you hear a lot of people that are like, it just can't be done in final expense, you know what I'm saying? What's the— or, or, you know what I get a lot, dude, from people, and I don't, I don't buy it either, but I just want to hear your response. And I'm curious how y'all handle agents in that environment. I can't imagine 100% of people that walk in the door have this thing perfectly figured out, but the ones that are like, no one picks up None of them answer my calls. How do you, how do you, how do you deal with that?

Like you? Yeah, no, I mean, it's definitely a thing in the business and obviously everybody deals with it. It's not like you're not the only person dealing with it. And how I look at it, like you've got one shot to take control of the call. This person on the other side of the phone doesn't know who you are, doesn't trust you, and is literally 2 seconds away from hanging up at all times. 3 seconds to earn their— you have 3 seconds to earn their attention. Attention and build 7 more to build trust. Now, okay, obviously— say that again.

I like that line. Say that again.

So you have 3 seconds to turn attention and 7 more to build trust. Okay. All right.

So give me the 3-second get attention first. How do we do that?

So a lot of people, when they start off the phone call, they start off like really, really soft, really really like quiet. I'm super firm in the beginning, like, John, John, this is Omar from the Veterans Benefits Office. How are you? Super firm. Super, super firm all the time. Love it. I'm like, we were trying to— I always, always assume everything. That's, that's how I am. I always assume everything, whether or not it's true or not, whatever. Always assume. So I was trying to get in contact with you in regards to the final expense and life options for veterans. I have your date of birth here as this, this, and that. Is that correct, John? Yep. Got it. Now it looks like you were planning on taking care of your funeral expense, correct?

What's your biggest objection here? Right, because you get the attention, maybe you get a yes, maybe you get a what, who, maybe you get, it wasn't me, you know what I mean? You get all kinds of variables right there. What's the, what's the, how do you, how do you navigate that little, I got my 3 seconds attention, Now what?

When it doesn't go perfect? Now really, when I feel like the biggest objection is, I guess, like, can you just send me something in the mail? In the mail? Okay. I want something in paper. That's definitely like the objection I feel like most of us get. Yeah, that's a pretty easy one.

How do you, how do you overcome it? I love that. That's it. We always got that direct mail too.

Yeah. I tell them like, yeah, like, absolutely. You'll get everything in the mail in about a week, but You know, coverage only activates once we set it up. So the sooner we do it, the sooner— So different.

So you're assuming they're buying. Yeah. Versus I hear some people go, what do you want me to send you? What product would you like me to send you? What, you know, I mean, they get into all this other, like, it becomes an argument.

Yeah. Yeah. You always, we always agree, ask, and attack every single time. Agree, ask, and attack.

Agree, ask, and attack. Okay. I love it. No worries, you'll get it in the mail in a week or two once we set you up.

It's good. Absolutely, John. Absolutely. You'll get, you'll get everything in the mail in about a fire.

Okay. Yeah, I love it. What's, what's the important parts? I'll let you run through whatever you want on the phone. I mean, you're killing it, dude, and you sell it more than I did. So, hey, we used to get parades thrown for us when we sold $40K a month.

So no way. Oh bro, that's when I average, man.

Here's, here's where, here, I'll give you some perspective, right? The old man and the walking uphill in the snow both ways shit. FFL 2014, we didn't have any Hall of Fame producers. It didn't exist yet, actually. We— it got created later. Uh, 2015, there were 5 of us that did it. $400K, and the most— I was at $460, and I was number 4. I think number 1 was like 6, like $600 that year, something like that. Yeah. Now, dude, $600 would be like in 50th place or something stupid. I don't even know how bad. Yeah, it's insane.

Crazy how things change, man. It's crazy. Yeah.

So with that, you know, we're grateful that like, hey, we got some things started. Thank God y'all guys like you took over and figured out how to like grow this thing better than we could. Um, but I would love you to just run through whatever you want. I want you to give a full, dude, in like presentation, the whole phone thing, however you want. Um, give examples, whatever. I just want to— I, I like to let people know exactly what you're doing, dude. It'd be great. Of course.

So I mean, one thing before like we move into that, like I personally used to change, I used to chase like the perfect script. I used to watch all these videos over and over and over again. Like that was like honestly my biggest mistake because I knew like once you do it, that's where you learn the most.

And true, it really makes it because it was so many different things and you didn't know what to do, or was it You know what I mean? I didn't grow up like that with all the content, dude. I watched one guy.

I think it was, you know what I mean?

I'm like, I'll learn from him. Yeah.

Yeah. I think it was because like, it took me some time to realize that I feel like everybody in the office like sounded the same. And I knew not like, I knew not every single client I'm gonna talk to is gonna be the same client every single time. So I had to tailor my approach differently to each client. Yeah, I like that. That's right. That's what I learned pretty quick. Sick.

Okay, I love it, dude. Let it rip.

You want to run through a presentation or—

Yeah, yeah, 100%, dude. I want to teach a new agent how to make $3,500 on their first sale. And to be clear, I'd be like— and from my perspective, if you're like just talking to me, and I don't know how much you do, I'm sure you train a bunch, but it's like, yo, if you were like, hey, Wetmore's only sold in the field, mostly all direct mail, You know what I mean? Like, what if I'm like, dude, I don't know how to sell $100K a month over the phone. I have no fucking earthly idea how to do it. I've heard I could probably regurgitate it, but let's pretend I want to learn today how to do it.

Of course. Let's, let's run through a presentation real quick.

I love it, dude. Thank you.

So, John, based on what you've told me, the system has built in 3 different packages of coverage for you, and you could just pretty much pick on which option makes the most sense. Just go ahead and write down bronze, silver, and gold for me.

Okay, let me know when you're ready. I'm ready for you.

Now, pretty much the Bronze option is going to cover the full funeral expenses. We'll make sure your wife Mary won't have to come out of pocket for your funeral. So this is going to be $10,000 in coverage, $20,000 in accidental. With your veterans discount applied, it only comes up to $68.20 a month. Okay. Next one here is going to be the Silver option. So this will leave a little bit extra behind to cover any leftover bills, help with inflation, or even leave a few extra thousand behind for Mary. This one's going to be $15,000 in coverage, $30,000 in accidental. With your Veterans Discount applied, it only comes up to $102.20 a month. Now, last one here is going to be the Gold option. So this is going to make sure Mary is in really good hands. She doesn't really have anything to worry about. And this is going to be $25,000 in coverage, $50,000 in accidental. With your veterans discount applied, it only comes up to $152.20 a month. Now, John, given these 3 options for Mary, which one of them fits you the best? Bronze, silver, or gold? Bet you get a lot of silvers. You'll be surprised. People usually pick the gold option. Just really? Hell yeah. I have had my own way to do this. I really like— I keep this to myself just because the only reason why I keep it to myself is because it's not duplicatable. And I'm going to be honest with you. Yeah, let's hear why. I want to hear it. I would really quote them based on the price. So the bronze, I would quote them really, really cheap. It would come up to like $58. Gold, silver, I would quote them whatever. It comes more expensive, $80. And the gold is going to be really, really close to the silver just so they could pick.

This is that popcorn bullshit. I use, I use the ice cream. Really? But you know what I'm talking about?

Ice cream? Hell yeah. Yeah.

I call it ice cream. Small, medium, large thing, right?

Medium, large. Exactly. Yeah. On your books every single time, man. That's good.

So you ask 10— would you show 10, 15, and 25? Interesting. So you figure out pricing so it lands where you want it to land.

Exactly. But of course, I'm always gonna— I'm always gonna quote them based on, I guess, their financial situation.

Yeah, yeah. But you're— because again, you can also go, here's 3 options, adjust how you want. They get— they get all the access to move what they want. But the presence— we were taught something similar in, in concept, the psychology of it is we were taught show the most you're eligible for. The most you're eligible for on this plan is $50K. Here's the price, $312 a month. Oh, by the way, I know you only need burial. $20 is this, $10 is that. And it was like $350 or $180. They're like, no, $180 is good.

You know what I mean?

I mean, we would kill it on what we would— for us, we wouldn't normally show the top, you know what I mean? And it works. But your, your, your way is slick. I like it a lot.

It's super, super slick. And I mean, we kind of similar, but like at the end of the conversation, after you close them everything, I would call them back like, like, John, it looks like you were also approved up to $50,000 in coverage with your Veterans Disc kind of plan. It only came up to $223 a month. We could also increase that with a click of a button. Does that make sense? So you said that when When do you tell them? Like, after I get, like, all their information, I tell them, like, call them back. Like, it looks like you also got approved up to $50,000. Say if you went to— say you went with $25,000, you'd be surprised. Like, half of my clients, they would increase to whatever much they got approved.

No shit. So you, you show them the prices, they pick the price, you do the app, they get, they get approved, policy number, all that jazz. Yeah. And then you're like, hey, by the way, Wow.

At the end.

Yeah. I've never heard someone say that. It works, man.

You'll be surprised. 100%. That would work.

Yeah. Holy shit. If you do that 10 times, how many up it? Couple. Anyway, I would say like 5 out of 10.

Out of 10. Oh, shit.

Yeah. Wow. That's pretty slick, dude. I've literally never heard that. That's—

Yeah, I like that. Another thing I also use is I always love closing the wife or the husband as well. Like at the end, I'm always getting a second sale. So it's like killing two birds with one stone. So I tell them at the end, like, John, like it looks like your beneficiary Mary also does qualify for something like this. Does she have anything in place at the moment? They were like, oh, like no, like she doesn't have anything in place. I'm like, perfect. Let's also look at some options here for her as well.

Okay, are you not asking that up at the beginning just to handle the initial person?

I say that at the end just so I could get, you know, you coverage first, just so you— yeah, that's what I mean.

So you don't even try to get it early?

No, no, I always get a lot of things at the end as well.

Yeah, I hear a lot— I've heard some scripts where people go like, hey, Omar John calling about blah blah, hey, is this just for you? Are you trying to get your wife covered too? And they do it right off the rip.

Uh, yeah, I mean, I don't really like that.

Hey, they don't sell what you sell though. I go with your way, bro. I love it. I can see it, especially when you go back to what you said, get attention and then get trust. If you're in the first 5 seconds trying to get 2 sales, that ain't, that ain't quite as trustworthy. Yeah, dude. Why? You know what I mean? Yeah, it's the little things, man. That's, it's like when I said what's the magic for those that are confused.

It's little shit like this. Little, little thing.

So sick. So you went obviously straight to showing prices, close the deal. What's, what's the, what's the biggest objection? What's the— what do you deal with the most? And more specifically, what are newer agents fucking up that they need to do right there so it flows smoother? If you're in the insurance space and trying to build an agency, or you're trying to like break records in sales, just hit new levels, new heights, click the link below to apply to my consulting and coaching program that I have out there. I'm helping tons of people get to new levels, get to new income heights, help them build their teams, put systems in place, staffing stuff, recruiting processes, automations. I'm just teaching people how to get to a point where they're selling on their own pen 30, 40, 50 grand a month. And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability How do you can? There is an application process. I'm only looking to work with like high-end people who really want to make big things happen. Couple recent clients that we've had in the, in the coaching program. One dude as an individual went from selling like $8,000 a month, barely getting by, about to quit the industry, found the book, hit me up direct, started the coaching program, went to $35,000 his first month, has issued like $150,000 in the last 90 days and has changed the trajectory of his career. Working with another agency builder. Very first month went from doing like $800 grand a month to almost $1.1 million. We added like 10 or 15% production in 30 days and continue to work on things there. So if you're interested, click the link, apply, and if you're a fit, I'll reach out.

So one thing I really realized about newer agents, they treat every like objection like it's a big deal. Like they freak out when they get an objection, like Relax. Like, when you get an objection, just treat it like it's not a big deal, because if you treat it like it's a big deal, it'll become a big deal. And when you're arguing, arguing with the client over the phone here, there, it's like you just messed up the sale, you know what I mean? Yeah, just treat every objection like it's nothing.

What's the biggest one that agents tell you they get when they show at that stage? They show pricing, gold, silver, bronze— so however you— brown, silver, gold. Which one works for you? What's the biggest objection you hear?

So it's definitely these two. Is one, uh, I need to see it in the mail, or can you just send it in the mail? The second one's the wife one, like, I need to—

I gotta talk to someone. Okay. Yeah. Okay. So you guys handling that? How are you training on it? And what do you— what do you see works best for you?

I mean, John, if you don't mind me asking, uh, I mean, would you need to talk to your wife about just really which option to pick, or really which beneficiary to put down.

Probably which option and money. And, you know, we just kind of a rule we have.

Yeah, no problem at all. I mean, you know, Mary is the beneficiary and I mean, of course she does have to know about something like this. Do you mind if I give you a recommendation? No, please go ahead. So, I mean, I recommend you to, you know, start off with that bare minimum, which is the bronze option. Make sure you can get that foot in the door with the carrier. And if you ever want to increase, you could go ahead and talk to your wife about that as well. Sounds good. Let's go for it.

That's the— how'd you say it? Agree, ask, attack. Yeah, he did it just like that again. It's good, that's good. I love it. Appreciate it. Um, okay, let's— I want to kind of rewind in the, in the presentation. You did the opening and you did the close. What's important in the middle? How we keeping them on the phone? How we not freaking them out about banking or social? Or quite frankly, dude, seniors on the phone, bro, especially if you're calling all across the country, the accents, the no teeth, they can't hear you, all this shit.

Like, you're surprised? Like, like if someone has a Southern accent, I'm gonna have a Southern accent as well. Like, I'm always, I'm always, I'm gonna have like that similar accent to them. You're mirroring. Literally, it's so— it's super funny.

Like, you live here and I can't understand how sometimes. Like, what are you saying?

No, you have to, man. It works. You'll be surprised.

Yeah. But yeah, let's break down the middle chunk, you know what I mean? How do you keep them on, go through the app, the whole thing, and all the bullshit? Because again, they don't all go perfect, and there's a lot of moving parts. Health, obviously. Yeah, healthy as a horse when they have 27 prescriptions or just had kids. I mean, all the bullshit in the middle.

Yeah. So I mean, and like we're dealing with, I guess, like older people and older people don't— I wouldn't say— I would say like they don't really like being on the phone for too long. So everything super, super like short and simple. So yeah, you go through the intro. Were you looking for a burial or cremation beneficiary? And then I would move on to their financial situation. How much would you say you bring in per month? How much would you say you have left? You have leftover at that at the end of the month as well. And that's where I see how much I could quote them, whether they have $5,000 at the end of the month. If they have $5,000, if they make $5K every month, I'm not going to bother asking them how much they have left over. You got it. Yeah. The reason why I do that is because it kind of like, yep, when you tell them like, yeah, how much would you say you have left over at the end of the month? I only have, I guess, $200. When you— when they remember that, they realize like, oh, I could only use a quarter of that $200. Now it comes down to $50 a month. Like, that's why I don't really ask that question most of the times if they make, uh, I guess a good amount of money monthly. Um, what's the thought process when it's lower?

If they're like, Social Security, I make $1,200.

So if they make $1,200, then I ask them like, how much would you say, uh, you have left over at the end of every month with bills, utilities, and everything else you like to do?

Yeah, I'm just getting by, man. It's hard every month.

Very little. Yeah, I got you, John. I mean, if, uh, if you have so little left over at the end of the month, I mean, how do you expect to pay for your funeral expense? This is so good. You— I really, really dig deep, man. Like, I, I hit them with a hammer every single time.

Uh, what's your most common response on that one?

Be like, oh, like, I don't know, I must try to save up some money or I'm gonna try to come out of pocket.

Okay. And then you— how do you attack that?

Like, John, I mean, I'm sure you would hate to be remembered as a bill to pay to marry, am I right? So good, dude.

It's easy stuff too.

It's super simple, man. Super simple.

Were you ever nervous about being that direct?

I guess I wasn't nervous. I was just super, super uncomfortable. Like, okay, it's a really uncomfortable question. Like, yeah, how much—

like, it's easy as shit to ask when you do it.

Yeah, it's super easy. But like, it's like there's no way I just, you know what I mean? It's weird. Yeah, but I got you a lot of quick. Yeah, I love it.

I love it. Okay, cool. Yeah, keep, keep going through. What do you, what are you finding? Let's go through like I don't know, because it sounds like you're not really hammering a why unless you need to. Yeah, right. Because you're trying to kind of get through it.

So if they're, if they're tracking with you, so like, uh, John, were you planning on going with a burial or cremation?

Let's say burial. Okay, gotcha.

And do you know how much a burial costs nowadays? I've heard $10K. Yeah, uh, I mean, actually looks like here in the state of Texas, uh, burial does range from really $15,000 to $20,000. Do you currently have anything, uh, put aside somewhere for that, or a life insurance policy? No insurance, nope. Oh, got it. So I mean, I'm, I'm guessing the main reason you were looking into this was of course to make sure Mary won't have to come out of pocket for your funeral expense, am I right?

Yeah, I mean, we're just trying to figure out pricing, if we can afford it and all that.

Yep. Yeah, of course. And because I'm sure the last thing you would want is to, you know, be remembered as a bill to pay, am I right, John? Yes, this is true. Then I would move on to how much would you say you have left over at the end of the month or every month?

Yeah, so if I say, I don't know, maybe $100, $100, $100 or $200, maybe.

Gotcha. Then I'll, I'll move on to discount questions, and I have two discounts here for you. Do you bank locally, or do you use a digital bank, as in Chime or Cash App, or do you use one of those bigger banks like Wells Fargo, Chase, or credit union? The reason why I say that is because they're not You'll be surprised. Some of these people, they don't feel comfortable just giving out their bank name. So I say it like that when I say Wells Fargo, Chase, or credit union. Oh, this guy's naming banks. Let me name my bank.

Yeah, just easing into it a little too. Yeah.

Next discount here, John. Are you a smoker or non-smoker? Be honest with me, man. Non-smoker.

I haven't smoked in 30 years, brother. Got it.

And at the time when you were smoking, have you had any breathing complications at all? Nope. Okay, that's great to hear. And I mean, you, you were never prescribed the inhaler or, you know, the oxygen at all, correct? Nope. Okay, got it. So I mean, I'm glad we could, uh, get this taken care of today just because some carriers don't really accept the inhaler or the oxygen. So I'm glad we could get it taken care of today. God forbid anything else was to happen. Next part here. Then I'll move on to health questions. Got it. Cool. So I really— how you—

what's your strategy here on health? Obviously you guys have a, an intention. You mess this up, it goes sideways in a second.

So I mean, health questions are super, super simple. Yeah. Just like, have you had any heart attacks, heart failures, strokes, TIAs, or stents in the last 5 years?

No, no. I've— you pick how you want to go with it. I mean, most of 'em have something. Yeah. Right?

It's like whatever blood thinners. Yeah. I've had, yep.

Correct. I got 14 medications. Here they are. Yeah. Yeah.

And I'm, so I keep, I keep each health question like super, super detailed. Like, have you had any cancer in the past 5 years at all, John? No. Got it. And are you diabetic by any chance? Diabetic? Yeah. Currently on metformin or insulin? Metformin. Got it. All right. And how are you holding up with that, man? It's going okay. It's great to hear. And any— any kidney or liver problems at all, John? Nope. Nothing. Any hospitalizations in the past few years? Nope. Got it. And what's a rough height and weight for you, John?

6'1", 205.

Got it. You play any sports at all back in high school? Mm-hmm.

A little bit of— a little bit of football.

It's great to hear, man. Not anymore, huh? No, sir. Too old. Now just go ahead and grab a pen and paper for me and let me know when you're ready, John.

Love it. I'm ready. This is— this is now your pricing phase. So I tell—

I pretty much— so I'm pretty much explain to you how this process works. Okay, dope. It's not— yeah, my bad. It's not exactly like you're going to your local grocery store where you just see something, like it, or buy it. With this kind of thing, we do have to get you approved for it. So the carriers will be looking at what's called the Medical Information Bureau. It's your MIB report. It's a collection of all your medical records, hospitalization, and prescriptions over the last few years. So it's not really up to me. It's up to the carrier if they would approve you. Does that make sense? Yes. Right now, first thing I'm going to have you write down are my credentials. By law, we do have to go over this information before we proceed. So my first name, first name, last name, and I give them my MPN and then I give them all the benefits included in the plan, whether it's immediate coverage, tax-free, a living benefit, double accidental permanent coverage. I just pretty much explain to them all these benefits and then I would move on to the presentation. Cool.

You're just adding that accidental, I assume, to all of them. I know some have it, but some it's an option. Not all of them.

Yeah. Not all of them. It's really depending on your age.

The ones that have got it. Just a feel. Makes sense. Cool. Dig it. I love it. Cool. Yeah. What, what else are you, any, anything else there you like big, big issues or?

We don't, we don't really do anything different, man. I mean, it's super simple.

It's pretty fucking simple, dude. How many, So you're talking about— you— I'm going to rewind a little bit because this, again, it's, it's, it's not earth-shattering. There's no new words I've never heard before, but it's really intentional. Super intentional. Yeah, the intentionality is of it is, is what's getting you guys there. For perspective, even with that level of intentionality, as you know, if you don't put enough work, you don't call enough people, none of that shit really matters. Um, for a person, I'm just shit curious because you're making a lot of calls. How many calls are you knocking out a day? To put the ballpark, I know it varies and yeah, but what's a normal day?

I would say I'm calling really between, uh, 300 to 400 people a day.

300 to 400 people, so, and multiple times?

Yeah, so I call, I call each person 3 to 5 times.

Got it.

Back to back? Back to back, yeah.

So you're triple dialing, 3, 4, whatever it is?

Triple dialing all the time.

So, oh yeah, okay. You use a CRM or your phone, or what do y'all use?

Yeah, so we do, we do have, uh, the CRM. We use, uh, Ringbee.

Oh, you do use Ringbee? Okay, cool. Just dial right through there and then text automations and all that shit.

Yeah, yeah, everything's super simple on our end. Yeah, yeah.

I mean, this is not complicated. So it's just a mother shit ton of calls.

Yeah, yeah, yeah. Literally. Yeah.

How, how, how easy do you have lead flow worked out? Are you at a point where it's like, as long as you're spending the money, they just keep coming in at this point? Yeah. Yeah.

We have everything really generates on our end. Lead flow is super simple. The thing is, it's super simple for me because I stay 3, 4 days behind on leads. And I also have 2 dialers, which they dial behind me. So I spend like, I spend $3K a week on leads and I would say 600 on 2 dialers. Okay, overseas dollars, I assume.

Yeah, yeah. So you're booking appointments, they're calling behind you also booking appointments, or you're one-call closing, they're booking appointments for you?

They're either getting me transfers or appointments.

Oh, they'll transfer them right to you? Yeah. Ah, no shit.

I get like, I would say like 7 transfers every day, and out of the 7, I would probably close like 2, 3, depending. Sick. What do y'all use for that?

The transfers?

That's not through Ringy, is it? So my dialers do have access to my Ringy.

And they can transfer? Yeah.

There. No shit. Like, you just merge the call to me. Yeah. I didn't know you could do that, Ringy.

Cool. That's badass. I thought— I know a lot of people use that. I've never used— I've, I've played with it barely just to help. I, I help someone set up automations in it, but I've never called clients.

My dialers are dogs, man. Like, I, I make all my dialers literally join every single morning training we have too. Like they understand themselves, like they understand what I'm looking for, what kind of clients. Like they make my leads high-intent leads, you know what I mean? Really? They really do.

So they're not just QuickBooks and stuff for you? They're like, oh no, no, they're— what's their goal? What's their strategy? What do you have them doing?

So with my dialers, they literally only work on the intro only. So they would ask, they would just pretty much go through the whole intro ask for their beneficiary, ask if they're going with a burial or cremation, they're looking for final expense, mortgage, whatever. Mainly it's final expense. And then they would transfer them to me. So it's literally like a high-intent lead. Like they already know what they want. I just have to deal with the objections and close them. That's it. Yeah. And you—

they put notes in there for you, I assume, for you to see. So sick. How much are they— are they— they're on the phones all day, every day, too.

So they work from My full-time one works from 10:30 to 7:30. Okay. Part-time does, uh, 10:30 to 2:30. So not bad. Yeah. Every—

this is how you can get 2 before lunch, cuz you got 3 all attacking it. Literally. Yeah. Yeah. I love it. How quick did you get into hiring staff to help you?

Uh, it took me some time actually. Um, I got my dialers, I would say, 5 months into the business.

So like, okay, yeah, doing that a few months.

Yeah, a few months. You like it a lot better? 100%. Makes my life so much easier, man. Helps me train my guys easier. Like, I was slamming, I was slamming the phones all day, every day, man.

Yeah, you get a little more of your time back now.

Yeah, literally, literally.

Yeah. How many days do you close deals? How many days a week are you getting after it?

So I mean, I'm closing deals every day. Every day, man.

You're 7 days a week doing something?

7 days a week. Even Sunday, man. You'll be surprised. Like, even Sunday I just come in the office just to, like, chill sometimes. Like, I treat this like a lifestyle, man. It's insane.

Good for you, dude. Yeah. Bunch of people in there with you on the weekends?

I would say, like, yeah, Saturdays we're always killing it. Sundays is Everybody like takes off on a Sunday. Yeah, yeah, yeah. We work 6 days a week, man.

It's badass, dude. Badass. Cool vibe, man. Love it. What else do you think you would want to add? Maybe something I should have asked that I didn't. Something you want to inform people of that you think is important.

Actually, I want to tell people about— I want to tell you guys about— we had this competition in the playbook. It's called March Madness. Okay. And March Madness, for I guess people that weren't there for it, it was a competition. It was heavy competition. It was like a challenge, a grind. And we actually had— it was 3 brackets, 3 different brackets. Mid— it was a rookie bracket, a mid-tier bracket, and elite bracket. I was at— in the rookie bracket at the time. Okay. And in the rookie bracket, there was like 25 guys on there. These weren't just any other guys. Like, these are the top 25 guys from Playbook, Blueprint, and All-Star, all combined. Okay, pretty much the— there was, I think there was 5, 5 different sections, and whoever came out on top won $5,000. And I, thank God, I, I came out on top. I ended up winning. Hell yeah! Now that's badass. That That month was like the month that really like changed everything for me. Like I've learned so much from that month. Like I'm talking about, like I stayed longer than everybody. I made more calls than anyone. I took rejection after rejection after rejection. I still kept going and I was like still like exhausted. Like I wouldn't even see my mom most of the times. Like I would, I would see her like once a week. Yeah. But I kept pushing because I wasn't like really chasing the wind. I was just chasing like the bigger picture of the business. Just, I wanted to see number 1 next to my name. And that's so sick. That bracket, that competition was, I guess, they're a really, really big change for me, man.

Badass. That was actually, it was literally in March during March Madness live, or was it called that off time?

First, it was, it was first week started like at the end of March and then it ended in August.

Oh, got it, got it. No shit. So it was a long—

not August, April. I'm sorry. Oh, oh, got it, got it.

It was a one-month thing. Cool. What'd you issue in that month to win it?

So the last, the finals week, I produced $45K in a week.

Oh, it was week by week bracket?

Is that what you did? Yes, it was week by week bracket. I was— so there's 5 weeks First week I did $20K. Second week I did $23K. Then it was $25K, $26K. Then I had a $45K week. $45K in one week. And then I ended up doing, uh, when the numbers came out, it was my $100K month. I did $100K in one month. Was it all life premium?

Yeah, all simplified issue.

All life. Yeah.

Yeah. Easy game when you play it right. Exactly, man. Easy game when you play it right. I love it, dude. How can they find you if people want to follow? We'll put it in all the links and all that shit. But if you want them following you, or you can say— you guys can hit me up.

It doesn't matter. It's E-G-Y-M-A-R-R-R. Cool. Yeah. Bunch, bunch of young cats killing it.

Um, I got, I gotta get with Ronnie, dude. I need to plan. I want to come up and, and, and get this old dude learning some stuff from you guys. I want to see what it's like. We built, we just built this, we built it just very different, you know, it was different time. So it's really cool to see you on here, man.

You have to.

Yeah, I will. I'll set it up. Yeah, let, let them know. I'll connect with, I'll shoot Ronnie a message too, um, and I'll work with my team and I'll schedule something. I'll spend, I'll get up there. I can't wait. It'll be fun. Yeah, well, if I can help you at all, dude, for anything, with anything along the way, let me know. I'm here if you need. Feel free to hit me up, DM me, text me, or whatever. Otherwise, I appreciate you getting on and sharing, taking time out of your day, man. And for those that— John, thank you so much. Absolutely, brother.

Appreciate it, man.

Y'all have a good day. Hey guys, if you've enjoyed the podcast or any of the previous episodes, if you're on Spotify or any of the other Apple Podcast platforms would love if you'd go in and leave a review for us. If you're, if you're watching on YouTube, comment, like, subscribe, share, do all the things. We'd greatly appreciate it. Helps get the word out to everybody. Appreciate you, and we'll see you on the next one.