These 4 Steps Will Make You $40,000 PER MONTH In Sales

I just know you've had a lot of, um, success in the insurance industry, and I kind of just— if you want to go over kind of what you think has separated you from everyone else that doesn't have the amount of success that you've had in insurance, um, what differentiates you, um, what you kind of do.

Yeah, yeah. Give me a little rundown of your crew here. Give me an idea, like, what y'all— how many you are, how— what, what kind of volume you're doing, stuff like that.

Give me a little We're doing around $250,000 a month. Um, there's about, I would say, 30 active writers on IP Report. Um, I'd probably say like 25 full-time. There's a couple that will like here and there, um, sell a couple policies. Majority of us are all running final expense leads. We're starting to get into mortgage IULs, um, and then some people sell veteran leads, but typically are still selling final expense.

Oh, you got a gang of people behind you. Shit, I thought that was a fake background there. Everybody's stiff and still as shit. Like, oh, finally they're moving. There we go. I was like, what the hell? All right, cool. It's a couple hundred grand a month, gangy, y'all. So that means some of y'all are selling a bunch and some are selling nothing because there's a lot of people here for $250. Yeah, yeah. Um, cool. How long you been, been running in the business?

August will be 2 years for me. Uh, I think everyone else— yeah, that are just over a year. Everyone else is pretty relatively new for the most part, I'd say.

Who's killing it?

Uh, Jayden Marino. Okay, Jayden Marino up there on here.

Just work, see it.

Yep, FFL merch. Okay, Anthony Daniels. Um, your top producers, I'd say also make them cool. Nick, uh, I'd say those guys are typically writing $20K if not over $20K a month. So that's inside the corner.

Cool, I love it. Who do you work with again? I don't remember.

Uh, Jay.

Oh, dope. Okay, that's right, you told me that. Love it, dude. I would say, um, first of all, I don't know who knows what about what at this stage because we have a lot of agents, we do a lot of volume. Um, but dude, I would— when you— it's like people always ask the difference, right, between me and others, and I struggle with it because I'm like, shit, I don't know what they do. But most of them quit, especially when I look back over my entire career doing this. Um, I've been with Sean since the day he opened FFL. Actually, I was— we worked together at the previous place before he started FFL, so— but I've been working with Sean since 2013. Um, and dude, I've seen a lot of people with talent come and go in, in, in my 12-plus years doing this. And by far, um, the difference between not only me but the, the people you see on stages and talking and at the top of leaderboards or whatever for years and years, I would say a commonality we all have is we don't let, um, the emotions and kind of the roller coaster of life and sales, you know, especially when you combine life and, and, and all the shit that goes wrong in all of our lives with the quote-unquote difficulties of our space, which aren't that really that deep. When you kind of sit back and compare it to what could be really hard, you know, I think what, again, what most of us did, man, is we just outlasted everybody else who couldn't maintain. And we understand the pace of this thing and how important it is. You know, when you, um, if you go out and issue $20K and you're new, I mean, if you're young and have no bills, it's good money, right? But if you're like a fucking adult with 2 kids and a house and car payments and private schools and all this stuff, dude, $20K a month, you're relatively broke, you know? So when I see guys like you come in at your age, it reminds me a lot of working with Zach Twardowski when he was young. I started working with him when he was like fuck, 22, maybe 23. Um, and the way— I assume y'all know him, everybody does— but the way he gets to live his lifestyle now with his wife and kids, because he put in the work for a few years while she was kind of— Deb was kind of going to medical school, and he was just doing his thing before they had kids. And, you know, whatever he was, 27, maybe 27 when he had his first kid, something like that. You know, they got a live-in nanny, and his wife gets to do what she wants, he gets to do what he wants and travel, and Um, for me, when I see, see guys like you, I just see such opportunity for you to be able to change the course of your entire life differently than you probably knew you had access to, hell, a few years ago when you're all in school, you know. And I, I think for us, man, it's like there's always going to be ups and downs if, if you look at it in a very like right now moment, you know, like your leads may suck today You may have a shitty day on the phones. You may have a chargeback today. You may have an agent quit today. You may have one of your buddies do something stupid today. Like, anything could happen, you know? And I think, dude, the mistake a lot of new agents come in and, and, and think is like, one day all the shit we deal with is just going to go away. And that's not accurate, you know? The reality is you just get better at dealing with the shit. Um, certainly you get a skill set to where you get a lower percentage of it, right? You're closing more, you have better ROI, things like that. But at the end of the day, dude, if you struggle with the— like, the part that causes the frustration, the nos and the cancels and all the stuff, it's hard to get to that next level, dude. And I see a lot of people, man, trying to skirt by. Like, when I was new, I come— I started in the business doing field sales. I know, I'm assuming most of y'all are telesales at this stage. Um, you know, but when I was new, I'm gonna give you mine and then we'll relate it to what y'all do. I was going out and seeing like fucking 8 or 10 people a week. I did that for my first 2 years and I was doing okay. I'd issue, you know, $15,000, $20,000 a month, whatever. But I had 5 kids, you know. I was also old, I was 35 when I got started in the business. But I'd see 10, 8, 10, 12 people a week and write 5 grand, 3 grand, 6 grand, you know I mean, something like it was okay. What changed for me is when I, I really started, and I was emotional, dude, when I got— I didn't, I didn't come from background of sales and stuff, so the, the, the phone was the hard part for me, um, getting through all the shit to get to the sales. But one day, I don't know if any of y'all read— I wrote a book about this shit, but In the basis of the book, let's do more now, get better later, right? It's a concept for me. And what I see, man, is like, I was a pretty analytical type. I don't know, do you have any— anybody in your group that's like fucking overthinks everything and they're super analytical and get kind of like in their head sometimes? Is that— yeah, happen to people, right? So I was, I was that way my whole life, you know, and I, I kind of— I come at things from the perspective of like a negative viewpoint. You know, I think someone's trying to piss me off, or I think like the guy in traffic did it on purpose, or whatever it is. I don't, I don't, I'm not like a by default half— what do they say— cup half full kind of guy. I'm like, it's half empty, you know. So when I was dealing with the negative things of the space, again, mostly the phones and agents quitting, because I was recruiting from the very beginning. I was recruiting when I was part-time doing, doing this part-time. I had, I had a full-time accounting job. But the things, the negatives of it, man, they got me super emotional. And I learned when I was emotional, I performed very poorly, right? My tone is off, my attitude's off, which means clients hear my tone different, my family hears my tone different, uh, agents that were in the office, you know what I mean? I'm fucking pissed off about this, that, or the other thing. And I was blaming the agent or the clients. I was blaming agents for quitting. I was blaming clients for lack of sales. I was blaming the leads for the lack of my result. And, uh, I had a conversation with, with who became a good buddy, this dude Mark. And, uh, I was asking him how to get to 40— how to get over $20K. I didn't know at the time $20K was like a crazy number. For perspective, any of y'all see the, um— we all at Ignite? Yeah, you saw that graphic that they put up? That had like how many Hall of Fame producers every year? I don't know if you saw that. I think we had 270 last year. Well, if you scroll back, if you look at that graphic on 2015, there was only 5 of us that did it, right? So I was one. It was me, Andrew Taylor, um, this dude Paul, let's do Matt, and this guy Mark were the 5 that did it that year. So it wasn't the norm, you know. I mean, it wasn't like every other person you see is writing big, big premium. So I go to, go to this dude that was doing it. I'm like, yo, what do I— what leads are you getting? What time are you calling? What do you— what's the script? What do you— all this stuff. And he was like, bro, about the same leads as you, dude. I have the same carriers, same clients. Just run more appointments, I'm telling you. And I was like, nah, dude, I want to understand all the stuff, like, you know, the weather before I go call people and all these things. And I was trying to figure out like the magic, dude. And he starts asking me my numbers, how many people I'm seeing. And again, I come from field sales, right? So I'm sitting down with, over the course of a month, about 40 people a month. And this dude was a high, high, high achiever, high producer, big manager. And when I told him I was sitting presenting basically to 40 people a month, so presenting, call it 10 a week, he, he laughed in my face, dude. And, uh, he asked me a question that changed a lot forever. I reference him a lot in the book. And he goes, why do you expect my result with your work ethic? And I was like, fuck, good question. I didn't really have an answer, you know. And, uh, I kind of went back and thought about it a little bit and, uh, asked him how many clients he was seeing. And he was presenting, he He replied, he goes, I'm— he's basically doing $100 a month relative to my $40, right? And I was like, no shit. So I started looking at, looking at my numbers, dude, for the previous year when I was full-time. And, uh, I learned— I looked at my deposits for the month, and then I looked at my— or for the year, sorry, deposits for the year and my activity for the year. And, uh, when I did the math, dude, it calculated out that every time I booked an appointment, I deposited $300. It didn't matter, like, when I, when I just totaled my total appointments and my total money, the average was $300 every time I booked one. And I was like, fuck. So if I book one and they no-show me, I still on average made $300. If they canceled, I still made $300. If it charged back I still made $300. Now I sell one for $300 a month, I still only made $300, right? Because we're going averages. And for me, what I learned— and then I started looking at my phone calls. And one of the chapters— and I don't know if anybody's read the book, but if you have, there's a chapter that catches a lot of people. It's, um, I think it's chapter 4. Let me see if I can find it. Uh, yeah, chapter 4. It's called 17 or the Number That Changed My Life. I looked at my phone calls from my first part-time year. As well, because again, I struggle with the phone. For perspective, dude, I used to dial in my garage when I was new. I had this tiny little house with an unfinished garage. It's cold as shit in the winter in Georgia, and I was dialing out there nervous as hell. And I used to have to drink like vodka and OJ to get on the phone. That shit will loosen me up, and I didn't care what anybody said anymore, you know. But it was kind of a bad habit to have, so I was like, can I figure out how to do this without the OJ? Or without the vodka. I can have the OJ. Let's drop the vodka, preferably. And, um, but it made me like not give a shit in this weird kind of way. And I'm sure you can all relate, you know what I mean? You get 10 feet tall when you have a drink and whatever. And, um, but I'm looking at my numbers, dude, and I realized the same thing. I looked at my deposits and I looked at my dials, my total dials. And for perspective, this was in 2014, and I was this I was looking at my 2013 year, pre-FFL. I looked backwards because I had always tracked my numbers, um, given I used to be an accountant before, so I always tracked everything. And if anybody wants some of the tracker stuff I use, if you go to johnwetmore.com/resources, I give all this shit away for free. You can download it, you can look at it, you can watch it all. It's johnwetmore.com/resources. But I looked at my numbers, dude, and the same math dividing activity, dial activity, into my deposits. I learned that I made $17 every time I made a phone call. Just a phone call, just, just a fucking phone call paid me on average $17 that year. But I only made— I was only making like $4,000, $5,000 a month, right? Because my activity sucked ass. I'm making no phone calls relative to the people at the front or at the top of leaderboards. Um, but it was eye-opening for me, man. And I, I would say one of the biggest things that changed for me and probably differentiates me is I went, I made this decision, hence the name of the book. I was like, what if I go at 2015 differently? Because I got my license in 2010, so I'm 4+ years into the business and I'm, I'm, I'm just middle of the pack. And, um, I said, what if I just, you know, kind of forget about getting so good right now? I was trying to memorize, like, it's like today you see that dude Minor that does the NEPQ stuff, and you see people that like the 5 steps to sales success, and the ABCs of being a rock star and all these things I was trying to learn. And it just wasn't me, dude. I felt weird with a lot of the stuff, but I was making sales. I just wasn't killing it. And I just took a different approach, man, than people had taught in the past. And I was like, yo, what if I just forego getting better right now and I just do more? Just this year, I just do a shitload more of it and I worry about all the skillset stuff later and the 10 steps to whatever. What if I just go at it at my same level? I accept who I am, I accept my close ratio, I accept how many appointments I book per whatever, I accept all of that. And maybe I suck. Maybe. What if I just suck significantly more often than everybody else and just try it for a year and just fucking go at it, dude? And I changed everything and I went from 10, 10 in-home Driving to people's houses, kitchen table presentations a week to 30. And my goal was to have 120, again, kitchen table presentations a month. That gave me $1,500 a year. Like, if I do $1,500 a year and I only see 1,000, right, so 500 can no-show me, and I only close 25% of them, 250 apps, I'll make $250 grand this year. I was like, fuck it, let's try it. So I go out and I run the whole year, head down. This started in March because it was right after convention in 2015. And, uh, so I leave convention, our first annual convention happened to be here in Atlanta where I live. I leave, I go home, I change my entire schedule to hit that 30 in-home a week. And, uh, dude, that year I issued $460 grand, you know, and started training on every fucking team call there was. And I just— it caught a lot of attention because again, there was only 5 of us that did it. And the 4 who did it also did it the previous year, right? So they were, they were the killers already. And I was like, I just want to be in that crowd versus be a dude who's here, right? Like, some of y'all are just dudes who are here. Some of y'all just work here. Some of y'all, no one fucking knows, right? You're not on training calls, you're not at the front of the room. And some people are. You ever look at some of those people at the front of the room and be like, that dipshit made it? I was that dipshit. That's it, dude. I just said, fuck it, let me outwork all my peers. Because the reality is, I love everyone, it's cool, y'all have a big group. But is it fair to say it's really easy to see which people outwork the rest of them? It's really easy to see. It's weird that they tend to be the ones at the top of the leaderboard too, you know what I mean? And they tend to be the ones with the better scripts, and they tend to be the ones that are smoother overcoming objections, and they tend to be the ones that attract more agents. Yeah, I mean, it's just such a commonality. And I was like, damn, why didn't someone tell me it was this way earlier, right? They were giving me all these crazy, like, over-the-top techniques that it took. And dude, I just started going after it, man. Issued 460 that year, had no team prior to that, and we started popping, man. And I started challenging people to push, like, push. I look at it like sports. Right? You, you guys probably see a lot of content on Kobe and, cannot, Mamba Mentality and the way he was. If you've ever seen like the, the stuff on the gold medal team where, you know, he's going to work out at 4 in the morning where other guys are just getting in from the club at 4 in the morning, and they're, they're both professional athletes. It's just Kobe was like, yo, I'm taking it to a different level. I'm just going further. And I, man, when I started doing that, bro, the whole do more now, get better later thing, you realize when you start seeing the amount of reps come at you at such a high speed, there's not that many variables. The people say the same shit, they have the same dumb objections. You know what I mean? Like, there's not a lot to this to learn. And when you start seeing it at hyper speed, one, you start getting a lot more laydowns. It just happens. You talk to a lot of people, some people are just gonna be ready to buy. Um, and then when you start seeing the same scenarios, you know, the 52-year-old couple all the time, the, you know, 63-year-old vet that only lives on Social Security and he gets paid the third of every month or whatever it is, you just start seeing the same shit. The widow, you know what I mean? You start getting the same few objections, bro. When you're getting them every day, all day, you're sharp as shit. You know, you're on point. Like, you— when— especially when you combine it with studying your craft, right? So I think the combination is where it's deadly. Most people don't outwork the rest of the crew, and then most people don't really study this craft, like, from the psychology standpoint and the exact what to say and when to say it and why to say it, and just a craft of being, being intentional with what we do. You know, words matter. And the way you say the words matter more importantly, and then the timing of the words is even more important. So there's some people who have the script down, they just don't understand the timing of it and the cadence of it and, and the tonality and how to, how to control and move people, dude. And when I started running at that pace and I started getting the mentorship immediately after a busy week, dude, I started being able to make changes quick. You know, no different than in sport. I don't know, we again, we've talked about basketball before. If I go to basketball practice every morning at 5 AM for 6 straight months, I'm probably going to be better than if I don't go to basketball till, you know, 9:30 AM and I play twice a week. I'm bound to be better, you know. And so I took this strategy, dude, to just go, not everybody's going to be amazing at you know, having this charisma with clients. Not everybody's going to be amazing with this sales background. Not everybody's gonna, you know, have the gift of gab or whatever it is. But dude, I can get— I can get everyone paid if I can make normal a high level of activity and just outworking everybody else. Um, and in the long run, man, that shit caught on and we started printing Hall of Fame producers. Um, our team grew that year. '15, we did like a million bucks for the year. For perspective, '14, we had no team at all. Uh, '15, I did about $500,000. The team did a little over $500,000 combined. By '16, we did like $3 million for the year. '17, I think we did $6 million. '18, we did $10 million. '19, we did like $22 million. Uh, '20, we did $50 million, and it went to $100, $150 million. In the last 2 years, we've done over $200 million. And we had 1,800 agents sell a policy last month, all just from a really simple concept of like understanding this business. Get effing paid.

Get effing paid.

Get effing paid.

Get effing paid.

What up, guys? If you guys are looking to get to a new level in your career, you may have seen that we've been running some workshops in my office in Atlanta. I have them every quarter now. Last one sold out fully. It was a massive success. A couple of different levels you can attend. Just a general ticket. Um, get you in the door, listen to 2 days of training, interactive workshop style. We really dive into what you got going on and how to get to new levels. If you're looking to be in a new crowd, higher level up, um, I have a private mastermind. Last one was at my house. It was insane, um, all the value that everybody added to each other, and we had a good time. And, uh, I heard it was way underpriced relative to what people got out of it. You can check out some of the testimonials here, I'm sure. But if you'd like to attend, click the link below. I do them every quarter. They're The date will be around here somewhere. Look forward to seeing you there. If you are in the insurance industry and you're looking to scale and grow your business, I highly encourage you to check John Wetmore out. Honestly made the cost of the event back in like the first 2 hours of being here.

John Wetmore is a beast. So much value in everything that I've learned here.

It is worth the price of admission. Make sure you get to the next one. And I've learned, dude, there's like— I was teaching a crew this past week And, um, this thing is to me like— I picture it like a puzzle, right? If we had a big giant fucking game puzzle to put together and we dump all the pieces on the table, there's a thousand fucking pieces, right? And we want to build this puzzle, you know, the little lock them in. Where are we going to start? We're going to start in the middle of the fucking puzzle, the green grass. It's like, shit, there's 800 pieces of green puzzle. What do I do? No, we're gonna start with the fucking corners, right? You get the corners and then you do the edges, right? And then you work in the middle after. And for me, the corners, like the corners of our industry, if you go, what are all the things we have to learn in the space, right? You can name them all, you can think of them all, you want to type them in a chat, do it. But it's like, think about all a new agent, everything they got to learn along the way. How do you prioritize what to learn and when to learn it, right? And so for me, the corners became like One, lead flow, right? Like, people want to know product, they want to know script, they want to know what to say, they want to know underwriting. Fine, I agree, you should know that. But do you need any of that if you don't have lead flow figured out? Nah, because if you know all the product and you have no leads, what's it matter? Now you're just an educated broke person, right? You probably know some of those. They're smart as shit, they know everything, and they're broke as fuck. Fair? We know some. I know them too, right? So for me, lead flow became the most important thing. If you can't figure out lead flow, dude, it dictates your whole week, your whole month, right? You don't get enough leads to call today, you're fucked. You mess up your lead flow this week versus next week, you're messed up. If you can't, if you can't keep the flow steady, what's that? What's that put you in a corner, right? Like you can't have the activity without the lead flow. So lead flow became the number one corner. So I need to find lead flow first. I'm gonna put that piece separate on the table, right? For me, the next most important part was the activity, the work piece of this thing, right? So that's the second corner for me. Again, if I have lead flow down but I don't work, what the fuck good is it, right? I know product inside out but I don't work, what good is it? I have all the leads in the world, I don't make the phone calls, they're no good. Right? So activity to me, work, like his shirt, Just Work, that became second. But then I had to go further and I had to define what work meant because I found a lot of people go, I work, I have a lot of activity, right? And that can be all relative. So for me, I came up with a formula that worked for me. I come from blue-collar jobs my whole life. I've been in warehouses and restaurants and all kinds of dumb shit. And, um, when I, when I had regular jobs, man, I had to clock in and clock out for 40 hours a week. And when I worked in the warehouse and I worked in a call center and everything I did was timed, so I was on a timer loading, loading, uh, like food into trucks. I worked in a warehouse, you loaded boxes on a pallet and threw them into trucks. And so in that 8 hours, they timed me and I had to put X amount of boxes in X amount of trucks in my shift. and if I, if I fell below a certain threshold, I got fired, right? If I didn't put enough boxes in the trucks in the day, they were like, yo, we'll hire someone else. And when I was in the call center, they tracked my talk time. So when I was 8-hour shift in the call center, I had to be speaking to people 90% of my 8 hours. If I went below the 90%, they were like, yo, there's a problem, right? So when I came to insurance, I realized Like if we go, how long is a presentation average? An actual presentation? Ballpark? Anyone get 5 minutes? Okay. So if we make 10 presentations a week at 30 minutes, we're only spending 5 hours a week presenting. Fair. I was like, that ain't going to fucking cut it. I need to get to 40 hours of activity in the right spots. You've all heard moneymaking activity. I'm sure you've heard the term, right? So I want to get to 40 hours of moneymaking activity. Not just vague work, vague activity. How do I do it? Well, you just said 30 minutes of presentation, right? So if you want to get 40 hours of presentations, you need 80 presentations. However, I know we got to prospect to get them, so we got to factor in a little bit everything. And I assume some people want to build, right? So for me, I narrowed it down. The main activity was prospecting, number one, presenting, number 2, and recruiting, number 3. Those are the main activities that make me money. There's plenty other shit we got to do. We got to study. You got to get on here. You got to do trainings. You got to do all this other stuff. But to me, that was just like working overtime or going to school. I went to night school. I went to school on top of working full-time when I went to college because I had kids super young. I had my first kid at 16, so I didn't take the quite traditional path. right? So I wanna get 40 hours of prospecting, presenting, recruiting. How did I do it? Right? I, I'll give you my path cuz my path is slightly different. Y'all do it for you. I come from in-home days. Presentations were longer. We were paper apps. There weren't e-apps, there weren't instant decisions. So back in the fucking Stone Age when I sold, our average appointment was like an hour, our average presentation. So I would do pre— 20 presentations a week gave me 20 hours. Okay, phone calls. For me, if they don't answer, it takes less than a minute to make one, right? Certainly if they answer, and in today's world they overlap, y'all are presenting on the phone. But just phone calls, listening to the dial tone, just the nonsense, the hang-ups, the quick— just the 90% of calls that nothing happens on. I was gonna have 10 hours of that shit, which— and I gave myself credit for 1 minute per phone call. So I had to have 600 phone calls to get me 10 hours of calling. So now I got 20 hours presenting, 10 hours prospecting, and I know I did it a little out of order. And then when I was doing recruiting calls, they take me about 20 minutes a pop for me to do a recruiting call. I can do 3 an hour, right? To get the last 10 hours to get my 40, I was doing 30 recruiting calls a week. It gave me another 10 hours. So I spent 20 hours presenting, 10 hours prospecting, 10 hours recruiting. That was my 40 hours. That was the second corner for me. So lead flow, 40 hours of work. Makes sense. Then from there, dude, the third corner is training, right? I, I, I don't think training needs to be first because if you train and you don't work, what's it matter, right? So for me, training became secondary to the activity. And no different— I don't know, if we play golf and you watch 400 videos about Tiger Woods today, or that Bryson DeChambeau guy, or whatever you watch, if you go out and hit a golf ball tomorrow, assuming you suck like me, you're not going to be any better watching 40 videos of Tiger, right? And then if Tiger comes and personally fucking trains you one day a week, but you never golf outside of that, you're also not going to be any good ever. But if you golfed every day and got feedback from Tiger every day, with time you'd make such fast tweaks, you'd get good quick, right? So again, for me, the, the, the training part had to coincide with the activity part, right? In addition to— so you got to train, so you got to educate yourself, you got to study stuff, you got to watch scripts, you got to study those of us that have done well in the, in the space. But for me, training wasn't everything, dude, because when you're training, it's typically by yourself, right? You're studying stuff from your own perspective. So you watch a video and you go, hmm, here's what I think that video means, here's what I think I should take from it, here's what I should implement. But you got to keep in mind, especially if you're not succeeding, you still kind of suck. So if you're the only one dictating your training and you're the one that kind of sucks still, you're probably not the best person to decide what you need training on. You might think you need phone script training, and I'm like, nah, you need lead flow training. Or you might think you need some kind of presentation training, and I'm like, nah, dude, you need to learn how to communicate with people better. Like, it could be any— you just— it might be different than you think, right? And that's where the fourth piece comes, and that's coaching and feedback. Right? Most— so many agents miss this piece. They take for granted the person who's willing to mentor them. They say stupid things to us like, I thought you were too busy, I know you're so busy, so I didn't call. They just say all kinds of stuff. And a lot of people are afraid, dude, to be really vulnerable and share their shortcomings, seeking help. It's very fucking uncomfortable, especially for dudes. Like, hey bro, I suck, I need some help. That's hard for us, a lot of us, to say. But dude, when you put yourself out there and you're really transparent about where you're making your mistakes, it's easier for me to fix them, you know? And a lot of times, whoever's mentoring you isn't by your side or in your pocket 24/7. Think about how frequently you're doing your job and someone who is significantly better than you is staring at you to help you. It's like never, almost. Very, right? It's very little of your career. So you have to seek that feedback. It's a lot easier to get that feedback when you're— when you got your lead flow down and you got high levels of activity and you're doing the training on your own. Now it's really easy to go, hey yo, I got a question. I was in this scenario with this type of client. How do you handle this? Because here's what happened to me. Versus go like, hey, hypothetically, If I sit with someone next week and I'm in this situation that I'm making up, what would you do? I mean, is that worth anything really? Or is it like better to get feedback on the thing you just messed up a little while ago or today or yesterday? All right. And so again, it became, let's get lead flow down. Let's get the work and the activity down. Let's, let's make sure we're doing our own training. It's like we're trying to start, I don't know, be the starting quarterback on Sunday for some team. If I hand you a playbook and you come out Sunday and you don't know the plays, what's coach gonna do? He's gonna bench your ass and he's gonna put in someone else, right? And there's a lot of people who've been around for a minute, dude, who don't know the plays still. Fair? I had a, I had a guy call me last week and he was like, insurance toolkits went down, so I didn't know what to do. I'm like, bro, you've been doing this for fucking 18 months. You don't know what to do when the app goes down? I was like dumbfounded. Maybe some of y'all don't know, maybe you do, I don't know. If you don't know, that's a hell of a cue that you probably aren't studying your craft to a high level, you know. And for me, man, I just took this thing like I was trying to make a professional sport. And a lot of y'all can probably relate to that. You probably played sports in high school and college, and you're trying to make a new level, and you, you, you see what separates people. Right? Especially in an athletic world. My son is 13 right now. He's a tall lefty, uh, pitch— he's 5'11", in 7th grade, uh, left-handed pitcher, hitter. He's pretty damn good, um, you know. But there are some kids that are, that are certainly better. But I always tell them, I'm like, dude, if you keep putting in the work now at 14, 15, 16 years old, some of these kids are going to separate from each other. All your buddies that are kind of the same skill set in, in 13U, dude, by the time you get to 15, you know what I mean, you're playing as a freshman, sophomore, junior in high school, you know, some of these kids are not going to be on the team anymore, right? Because they're just not putting in the reps and they're not hitting off the tee and they're not taking ground balls every day and they're not doing the little things that matter most, you know. And so, dude, I, I'll give you a chance to ask some questions if you have, but like, I think the concept of how I approach— how I changed to approach the business. And then just keeping in mind, dude, without those— if I don't get those 4 corners down, to me nothing else mattered, you know? And I, I, I, I, I force agents into those 4 corners through questions, just like y'all do in sales. I ask a lot of questions and I guide people to it. And I get— I got really good, bro, at helping people stop overthinking this thing and be willing to learn it as we go, just like everything else in life. Any athletes here? Some of y'all maybe played football in high school. You walk on the field first day freshman fucking summer, two-a-days, dude, you don't know anything about game plan. You don't know anything about the routes. You don't know anything about the defenses. And you get out there and you practice every day and you hit each other, you know what I mean? You grab someone by the face mask when they make a mistake. It's like, yo dude, you ran the wrong route, bro. Don't you know the plays? And I was just willing to do that with my crew versus accept what the industry brings— the lazy dipshit who doesn't want to buy any leads, who just wants to be needy and not study the craft and calling bitch about this, that, or the other. I just decided I wasn't going to subscribe to that type of person, bro. And if you weren't willing to run at a high level like me and be coachable with this thing and do the things you say you're going to do I got, you know how tired it is, dude, to hear everybody go, Monday's it, next week I'm gonna get them, my lead flow, I'm changing next week, and I promise you next week you're gonna see, you're gonna see, I'm gonna get them, dude. I hear, I know people have been saying that shit for 10, 12 years, you know. Um, so for me, dude, I just, I, I like Sean's style of, yo, let's work our faces off, let's keep this as simple as it is because it's a really easy business. These clients are not very well educated. They're procrastinators like crazy, they don't have basic fucking life insurance set up on their families. We're not dealing with like the highest level of people on the planet. To not be able to go through and get a skill set to have a basic level conversation about what kind of coverage we can get them— and you know what I mean, like we already have the game plan, the guts of our business, the what to say and when to say, like that's all worked out. There's nothing you guys are going to encounter, nothing in your career, nothing that we haven't already had to handle, handle and be able to tell you guys how to deal with it and overcome it, preferably prevent it, you know. And, and I, I'd say, dude, when I started, man, one of the biggest differentiators was me being, being willing to change and get uncomfortable and follow the path of guys like Sean that saw something I didn't see, and I had to trust in what he saw, and I had to buy into his, his vision of the company. When he was talking about doing a billion dollars, dude, in 2013, when we had no fucking carriers and no leads and no office and no CRM and no— we had nothing. And we built what y'all see today, you know. And I was a small piece of the journey, and without all the other people that were around, I wouldn't be here. But y'all have the same opportunity, and I'd argue you have it significantly easier because there's so many stories of people killing it, you know. And, and, and dude, some people are going to take it and run with it, and some people are going to find reasons why they can't win and probably blame the rest of the world. And I just decided to take straight ownership, man, and realize I was 35 years and broke because I was relatively lazy and didn't want to change. And I wasn't doing the things that high performers were doing. And when you say you want to be rich, man, and live different That means you have to live different every day in your actions and what we do. And this, this, this, this industry is significantly more lucrative than sports, especially long term, for the overwhelming majority of people, you know, maybe minus the guy who's going to get $500 million. Like, all right, I mean, people make that here too, but to make millions, you know what I mean, like, it's kind of easy in our space, dude. And y'all are with one of the best groups there are, fastest growing, a lot of people killing it. So it's just like, are y'all gonna follow the path that's already laid out before you? Are you going to try to be stubborn and create your own path and not be willing to change and adapt to what we know works? Um, I don't know. So it's just a piece of it, dude. If you got questions or anybody has anything I can help with specific—

what did— so what did your daily routine look like when you went from, say, $20 grand a month to $40 grand? What, what did you do differently? And what did the— what did the days— your days look like? And how did change.

Sure. So I like easy— I like easy ways to pull away, right? If I said— I don't know, where, where y'all out of? Where you guys at right now?

I'm in Tampa. We're in Florida. That's where.

Tampa.

Cool.

You're somewhere near the water, right?

Yeah.

Okay, so if I, if I said I'm gonna lay a bag of 10 grand by the bush at the beach tomorrow. You can start as early as you want to go get the 10 grand. How early do you get up?

I'm probably going right now, to be honest with you.

You'd be up early, right? And only one of you gets the bag, right?

Yep.

You all have the opportunity. Think about what that's going to look like tomorrow morning. I go, dude, sometime after 6 AM, I'm gonna hide the bag somewhere on the beach.

10 G's up at like 3, 3 in the morning so I can be prepared, right?

So here you can go get a $10,000 bag every week, right? What time does everyone start?

I wake up around 4:30, hit the gym at 5, and then I'm showered, come home, shower, and then I'm usually at the office by, I'd say, 7:30 at the latest. I personally develop, and then I dial the phones by 9:30.

Okay, so how many are with you at 7 when you get there? 7:30. Um, probably not. Yeah, a couple people.

Yeah, not—

but if there was a— hey, if there was a bag of 10 G's sitting on the bush by the beach, how many of these fuckers would get up early to go get it?

Probably everyone.

Okay, why is there— why is that a problem, right? Like, what— I don't— I don't— right, where's the disconnect? I had it too, dude. I used to get up at 9:30, and dude, I made a change to where like the norm was people would like the, the, the ones that were doing it above and beyond, they'd be on the phones dialing at 8. That's kind of what was always pushed, get on the phones by 8. I'm like, cool, whatever. So we did. And, um, when I decided to turn it up, dude, I'm like, why do I, why do I wait till 8? Like, I can book a handful of appointments an hour easy. What if I start at 7:30? I booked a few more appointments every dial day. I mean, over the course of the year, it's—

I don't know, is this when you were running in-homes? Or— yeah, you're already in-home, aren't you?

Yeah, but I did both. I did, I did telesales before it was cool to do telesales, but I did it home. Again, it's— for me, it was like, what if I start at 7:30? What does that look like? Suddenly I'm booking more appointments quicker than everybody else. I'm done with the phones earlier. Then I was like, yo, what if I start at 7? What would that be like? And dude, I would start dialing at 7. By the time I got to the office— so I made a change, right? We used to have a 45-minute drive to bring my son Maddox to school. Um, he goes to a really nice private school, and at the time I lived 45 minutes away. My wife and I would drive Maddox to school every day. He had to— he had to be there by 7:30, so we would leave my house at 6:45 and drive him to school. This was— I've been selling for years at this point. And, uh, as soon as it hit 7 AM, dude, I'd be in the passenger seat of my car, be dialing leads, booking appointments while we were driving to drop him off at school. We bring him in, drop off at school, 7:30. I get to the office at 7:45, 8 o'clock, dude. I'd roll in then with 15 appointments booked before 8. Yeah, man, it's like I'd get to the office and, dude, people still wiping the crust out of their eyes. And I'm like, yo, they had a bag. $10 G's every week in these leads.

So if you're doing this like consistently, because I do, I, I'm, um, I'm not overconfident in myself, but I do like give props to myself. I work every day. I've been, had a consistent schedule for the past 15 months. Wake up at 4:30. I'm dialing until about 7, 8 o'clock, sometimes 9 or 10 if I'm not closing. I do close on average 1 to 2 a day. And I'm, I have—

what do you issue in a month?

Um, I'm doing about 20. I haven't done anything less than 20 this year. I'm kind of stuck in that range. I don't think it's good or anything like that, but I can't say stuck, but I guess because I have capital, you know, if I had— just to give you like an instance, if I had less than $30 grand in my account, I'd feel broke as hell. It's still not a lot of money, but I'm only 20 years young and I don't have any bills.

Yeah. So, so for me, dude, it became— I created this thing. We had like a 7 AM club. I was just texting the team. I'm building a new base shop just for fun and we're putting it on social media so people can watch me build something from scratch again. And, uh, I don't know if you'll be able to see this picture, but when I was dialing, I was just on— y'all know Dominique yet? Rogers? Oh yeah, he's a beast. I mean, we've been buddies forever. Him and I just did a— I, uh, I just did his team call and he was telling a story to everybody about when I had this conversation with him, this exact conversation. And, uh, he was making a couple hundred grand a year, he was doing fine. $200, $300 grand a year was his norm, all good. He's like, dude, when I met John and he started pushing me to dial earlier, right, the, the amount of things that fell into place, that was the initial start of him getting to making $500,000, $600,000, $700,000, $1 million, right? It's because I want to, like, dude, I want to get it out of the way and I want to, I want to, I want to have an advantage on everybody, right? I'm also talking about trying to recruit and build. So if I, if I get on the phones earlier I'm done earlier, right? If I'm done earlier, it's really easy for me to look at everybody else and go, seriously, what are y'all doing, bro? It's 9 AM and I'm done. 10 AM, I'm done, dude. I didn't have to dial till fucking 9 PM. I don't want to dial at 9 AM. I sure as shit don't want to dial at 9 PM, you know. Now you want to smash some goals and put some cherries on top, great. But if you're dialing at 9 PM because you don't have what you need for the week yet I don't like my back against the wall like that, right? So my schedule was, dude, start as early as possible and get others to. So I created like a 7 AM club, and if you wanted to win for real, you were going to be dialing with me at 7 AM, and you were going to be part of that 30-30 club— 30 presentations, 30 recruiting calls a week. And if you weren't part of that, all good. I just wasn't going to talk to you about getting rich. Because that was the corners. I'm like, that's the main— that's the very beginning of the puzzle. If you can't get that down, you really don't mean it. Now, are there exceptions? Sure, single moms basically. There ain't many more, dude. I don't have sympathy much for guys, you know what I mean? I'm like, figure it out. Um, so my, my activity— and I do this with telesales too, it doesn't change in-home or telesales, dude. My guys this morning were on the phones booking appointments, 7 AM. This is what we do if you want to stand out to me, right? And for me, people want to stand out to me because they want more of my time so I can teach them how to build the rest of it. I'm like, all right, well, why are we starting so late? To me, 9:30 is late as shit, dude. It's halfway through the day. I'm not mad at it if it's working. Keep doing it. Like Shawn Mike says, if what you're doing is working, keep fucking doing it, you know what I mean? But for me, man, I was like, yo, 7 AM is early as shit because some people go so early And I'm like, you've been on the interstate at 7 AM, it's fucking packed. People are up, people are on the way to work, people are moving. And they go, what if you make them mad? I'm like, have you ever made someone mad at 2 PM when you call them? What the fuck do you suddenly care that it's 7 AM and they're mad? You didn't care at 2 PM, right? It's because we have a mental block. Hey guys, just created something really cool, and if you want to be part of it, join the Discord Discord group I just created. The link is going to be in here. It's a dope environment. You can chat with others that are kind of in the community. You can see beyond the curtain of our agency, have access to all kinds of stuff that we got going on, events. And my staff is in there, um, we have agents in there selling, me helping agents and sharing information. We're gonna, as we build this thing out, share everything out there with all of you guys. So again, follow the Discord if you want to be part of everything we got going on. Join it now. We'll see you in there. Hope to help you more. It's most of this game is mental blocks, and we make up these scenarios in our head, right? And so for me, dude, it was 7 AM dials so I could get done. That way I could put in my, my presentations for the week, and I could get to the recruiting side, right? Because if you want to do this thing, you have the job, which is the sales, and you have the business, which is building your team, and the job has to fund the business. And if your job is a low-paying job, you're never going to be able to fund the business. And if you're trying to start a business, dude, and you have an actual job, you're going to start working on the business at 4 AM, 5 AM, 6 AM, and you're going to work on that business at 7, 8, 9, 10 o'clock at night, right? So there's, there's pieces. It's like the sales side, fine. What about the business side? And if you slack on the sales side, it doesn't give you the opportunity to do the business side. You know, and dude, when you start, when you start knocking down $40K a month plus, bro, people around your life is different. You, you knock down $40K a month for 12 months straight, you'll have $200 grand in the bank, much less $30, you know what I mean? Your cash flow is ridiculous. And so I just teach people, man, to front load lead flow. I'm like, dude, if you want to make this thing easy, you can get started with whatever you want to get started with. Call, you know, some people like, I spend $1,000 a week or $1,500 a week or $2 grand a week or whatever is to hit these numbers. And I tell new agents now, I'm like, if you want to make this thing pop, right, because when you're new you don't have the lead inventory, you only have flow. So if you turn on some new lead flow today and you get 12 leads today, well dude, you get one at 8 o'clock, you get one at 9:07, you get one at 10:32, you get one at 2 PM, you get one at 5 PM, you get one at 7 PM. Dude, it's hard to work that day, right, unless you have stacks it's hard to maintain the flow of activity. So me, I want to start early, but I also want to make sure my pace was right. Right, minus presentations, I want to make 60 phone calls an hour, one a minute. If I remove presentations, right, if you're presenting, it is what it is, keep doing your thing. But if I'm not tracking at 60 phone calls an hour, it means I'm doing something else with my time, especially when I'm not presenting. Right? So I'm trying to make sure my pace is right. So if I go 7 o'clock, I start 8, 9, 10, 11. Dude, by 11 o'clock I should have 200 phone calls. I should be in that ballpark. For me, I know some people, dude, who don't make 200 phone calls in the whole day, and then they're confused. I'm trying to get to that number before 11 AM, long before lunch. That way, from 11 to 3, I can get another couple hundred phone calls if I want to. And if I still can't figure out how to book enough or present enough, now I can go again 3 to 7, 4 more hours, another couple hundred phone calls. You know what I mean? Am I— the pacing is important. If you look at the gaps between phone calls for people, that's where people go wrong. And I don't know if y'all are using CRMs or phones or whatever, but if you're using your phone or CRM, I used to just tell people like, go to your phone and go to the history and just scroll through and look at the times of your phone calls. They'll tell you a lot. You'll see big gaps in them. And again, if you're using some system, it will tell you also. So I wanted to make sure that there were no big gaps when I was doing the activity. You ever see— you ever go to the gym and you see the guy that's at the gym and he's there for 3 hours and he leans on the treadmill and talks to his buddies for fucking 2 and a half of them, but then he goes home and tells his family he works out 3 hours a day?

That's Planet Fitness.

Yeah, buddy. Like, that fucker ain't working out 3 hours a day. That's why he's fat as shit still. He's at the gym 3 hours a day, but he ain't putting in 3 hours of work. And there's a lot of people who show up to do this, and they're there, but they ain't putting in work. They ain't moving weight, they ain't squatting, they ain't pressing, you know what I mean? They're just— they're leaning on a bench, dude.

What do you tell agents that think it's just okay to recruit people but not sell any insurance?

Um, depends how they do it, bro.

Eventually, let me, let me reword it. If they're not doing any business, their team's not doing anything, they're just not really—

if it depends, right? So I've had people over the years that don't really sell a lot, but they recruit a lot and they stay out of the way. I train them, I handle the new agent, they, they stay the fuck out of my way. That guy, I'll let him recruit as long as he wants. He don't complain, he just brings people to the table and I get to do the work and train the person and teach them how to sell and teach them how to get rich and my, my agency grows, I don't care.

So what do you do when it gets to the point where you're literally doing all of the work and say you have like— he's just sitting there collecting overrides or cashing overrides and stuff like that. How do you make that?

Do you, do you think if he's not selling a bunch he's gonna build a wide team? No, he's gonna find a guy every once in a while and get lucky. So I'm gonna teach the guy that he recruits to smoke his ass and catch him and pass him and make more money than him. Just like I did to the guy who recruited me. The guy who recruited me didn't sell no fucking insurance, so I looked past him, you know what I mean? I just don't care. I didn't care. So I warn people, dude, if you're— if you're gonna recruit and you're not gonna do it the right way and you're just gonna try to find one guy and ride him, you're gonna get messed up. Eventually he's gonna catch you. Eventually the override's gonna go away, and probably in a relatively short period of time, he's gonna resent the shit out of you. For making the overrides and doing no work, right? So I just try to project on people what this thing's like, you know. But if a guy recruits someone and they bring them in, they start out of the way and they're not negative, no one cares. It's the guy who doesn't want to work and wants to recruit everybody and wants to hoard them and wants to teach them everything. You ever see the guy who doesn't work and he wants to train all the time? I hate that fucker. I'm like, dude, you don't do anything, stay out of the way. Stop talking, just move over, you know. So for me, dude, I've learned to have a lot of patience with people as long as I can give clarity on, on, in regards to the expectations. Meaning if you don't do all those things I mentioned, those 4 corners and the activity and all that stuff, I don't get mad anymore. I used to get mad, but I, I, it's like, what do you do when an agent, when a client doesn't buy today? They tell you they want to think about it. They don't give a shit. You ain't getting them. They just say, I want to think about— what are you doing?

The next number.

That's what I do with the agent, bro, right? And with the agent though, I just have a caveat. If you're gonna stay around and you're not gonna nail those four corners for me, I just have one rule, just one. You can never complain, because I don't care if you want to stay broke. But if I hear you complain, we're gonna have a problem because I'm gonna call you out, right? And I do it in a way just like sales, right? You know how when you're presenting, you kind of explain what's going to happen? Here's who I am, here's what we're going to do today, here's how this thing goes. I do the same thing with an agent. Here's who I am. Yep, here's who I am. Here's what I'm looking for. Here's what I'm not looking for. Here's what people do right. Here's what people do wrong. Who are you? Are you willing to do ABC? Yep. Hey, if you don't do ABC I just have one rule, bro. You just can't complain. I tell them that.

So did anything change whenever you— so you're doing business, you're writing, you know, you're doing good on your own personal pin. But once you started making overrides, you know, building a team, doing $500 million a month, what changed in your schedule then, if that makes sense?

Yeah, I ran. So the journey for me was 15, I sold $460,000, team did $1 million. '16, I sold like 400, and, uh, team did like $3 million. By the end of '16, because I was doing this so well, I had so many Hall of Fame producers on my team direct to me. I had like 40, 50 agents direct. There was almost no depth. The biggest team had like 2 or 3 agents. So I got 40, 50 people. We're doing about $500,000 a month, mostly direct to me. I got 20, 30 points on the whole thing, dude. I was making fucking $60,000, $80,000 a month in overrides. I'm selling $30K, $40K a month, you know what I mean? So I'm making $100K a month, and I was so busy training new agents, I couldn't keep up on the field. I'd lose money selling. I just had so many agents that were getting started and so many agents that were hungry that me selling a policy for $1,000, I'd lose $3,000 not being able to help agents, right? So to me, it was a pretty quick transition out of the field because I was printing fucking money. And at the time, for clarity, the 40, 50 agents, uh, at the beginning of 2017, at that time I didn't have any staff yet. I was— it was just me. I was fucking doing all the contracting. I was getting everyone started. I was doing— I was— so it's like, I understand busy. You're like, you want to build something big?

I—

dude, I was busy as shit. Um, but I hired my first staff in 2017. I hired 2 that year. I had 2 staff in 2017. One of them, Amanda, is still with me. She runs my whole operation to this day. You know, transitioning out just became, all right, instead of dialing at 7 AM to book appointments, now I was on the phone just doing recruiting calls all day long, or trainings, or whatever it was. I was just— I, I just— my focus was help people get paid. If I can help people get paid, bro, I'll be good.

So when you say do better now— I'm sorry to cut you off— do more now, get better later— when you decide what you mean behind that, do you mean like fuck the personal development, not fuck the personal development, but don't focus as hard on development as you are on activity and tracking that. So just get to fucking work and do more and just like worry less kind of while you're in the process of doing more.

Yeah, it's do it like there. If I go— what I have— I'll give you an example. When I was sitting— when I— when I'm talking to clients, you ever have those clients that like they're a little bit older and maybe they have— I don't know if they have— if they have a big mortgage or maybe they're trying to get a bunch of coverage or whatever it is. And they— and they're like, they say something stupid like, that's not enough coverage for the money, right? They kind of give you this objection like, $200, $20 grand, $40 grand, whatever. And it's just— it's just not enough coverage for the money, you know what I mean? Or like in mortgage protection, if any of y'all do that, a lot of clients, especially when they get older, they're like, I want the whole thing covered or nothing. And I don't know if anybody runs mortgage leads, but it's a very common objection. They got $300,000 mortgage. And they got an $80 budget, and they're like, I just want the whole thing or nothing, right? And I used to get stuck there. So one of the questions I used to ask clients, I'd go, hey, let me, let me ask you a question, Mary. Um, if you have to rank these 1 and 2, I need you to tell me what's more important: covering the entire thing no matter how much it costs, or your monthly budget. I need you to pick which is 1, which is 2. Cover the whole thing no matter what it costs, or your monthly budget? What do you think most of them said?

Monthly budget.

Yeah. So it got me out of that. It eliminated the 'I want the whole thing or nothing,' right? Right. And so I forced them to rank 1 and 2. So if I go, I force you to pick self-development or activity, you have to rank them 1 and 2.

Activity is 1.

It has to be one, dude, because the self-development with no activity is useless. I can take a guy and have him present 40 times this week and not read a book in his life and he'll fucking make money.

I'd say my activity is pretty good. I don't take breaks and things like that. The reason I do start dialing around 9, 9:30 is because like I said, I wake up 4:30, drive to the gym, drive back, shower and all that thing. And then I have a downline that I have to wait on. He's my roommate, but he lives with me, so it's just getting ready and then get into the office. And then that's when I like to— it's like peace and quiet, read my book, watch my podcast.

Yeah.

Going on.

Again, if it's working, if it's working, cool.

You want to try it, I can always do more.

So that's why you can, you can do that later too, right? You know what I mean? Like, I don't— I'm not a guy that needs this like big morning routine to go to work. I, I like stuff like that, and self-development is hugely important to me, but dude, I see it as sacrificing 2.5 hours to make money. All right, I mean, I'm like, so if we go like this, for you, if you started, if you started dialing at 7 tomorrow and you start until 9:30, so 5 days this week, you start at 7 and dial till 9:30, how many apps do you think you're gonna pick up this week just in that window? 2.5 hours every single day. So that gives you 5, 10, 12.5 hours.

Yeah, extra. I'd probably go from an average of $10 grand a week to 15, 20.

So when— now, now I go, can you, can you go 15 to 20 a week and read at night?

Yep.

Yeah, exactly, right? I, I look at it and I go, you know, I'm reading this book, all I would think about— because this is who I am— I'd be reading the book. You ever like wander off when you're reading and you fucking read 3 pages and you forget what you read?

Exactly. Yep.

In my head, I'd be like, yo, I know I can get— again, depends if you're doing one-call close or booking, but I'd be going like, you know, I know in an hour I can book fucking at least 5 appointments. I know I can get at least 1 or 2 presentations, right? 2 hours, dude, I'm sacrificing like 4, 5, 6 presentations to read this book. What the fuck am I— I just wouldn't be able to focus.

Yeah, that makes sense. That makes a lot of sense.

I want to get the money in the bag first.

Like you said earlier, just, I struggle with overthinking. I just feel like because, you know, life happens. First couple years is going to be over unbalanced, your life and schedules.

Yeah, yeah, for sure.

A little bit.

Again, think about it, think about it.

I don't complete the goal that I want to complete, I feel like a bitch. Like, yeah, so if I don't read at the time I tell myself to read, I feel like—

hey, do me a favor, you have— you find— you, you follow me on social?

Yeah.

Send me a DM and send me your address. I'm gonna send you this shirt. Hold on, let me see if I can get it straight.

No, I see it.

Y'all see it? Yeah, that's, that's, that's how I talk to me, right? So I agree with you, but again, if I said I got 10 G's sitting in a bag at the beach, right?

Yep.

Are you gonna read first? No.

Hell no.

Fuck no, dude.

I understand what you're trying to say. I'm just trying to detail.

I get it. I get it. So, right, so now how do we handle this? You ever see those cartoons or movies where they have like the devil and the fucking goat, whatever it is?

Yeah, yeah.

And one's telling you like, nah, just sleep in and die later. And this one's like, Wetmore said get up and— like, you have to do that with yourself now every day. I could just give you the framework.

Exactly right.

But now every day when you're going on, your mind is going to go like this more. Dude, I'm training for this ridiculous fucking, uh, like endurance thing. I got 3, huh? So I'm actually doing— I, in 4 weeks from now, I'm going— I'm flying to Salt Lake City and I'm going to, um, Park City, Utah, to one of the ski mountains. And Thursday, Friday, Saturday, I'm there. Every day is a marathon in the mountains. So 3 marathons, 3 trail mountain marathons in 3 days, back to back to back, right? Right now I've been training for Um, I've been training my fucking face off since January, but I've been training for it since like August. And I have to cover 82 miles in 3 days in the mountains with like 15,000 feet of elevation. This is not like a paved flat path. This is through the— through a fucking ski mountain. So right now I'm 4 weeks out. My training regimen is I have a— I have to run a 5K every day of the week. And then in addition to the 5K, like yesterday I had 2.5 hours of step-ups on a box. Today I have like an hour and a half workout after I did the 5K this morning. I have a, I have a, um, like an hour and a half workout tonight. The next 3 days I have to do 15 miles each day in addition to the 5K, just, just prep, right? And it's like, dude, if I want to crush it there, I, I, I have to run a lot. I'm not gonna— I'm not gonna get 82 miles done by getting my head right. I'm gonna get 82 miles done by putting in 1,000 miles in the 6 months before it, right?

The reps.

I have to— I have to do the reps, you know? And so, man, I just— I look at life that way, dude. I look— I— and I think we can take any other scenario and realize that's probably true too, you know? Um, and I just— I had to— I had to Focus every— I still do, dude. This is hard stuff. I didn't want to run a 5K this morning. I got shit to do. My kids are home for the summer. My wife's sleeping in. There's all kinds of shit going on. I have money. I don't fucking need it. I'm doing it because I'm neurotic and I signed up for something hard, dude. I had to get up and run the 5K before my day. I just have to, you know. And so I did the same equipment. I'm at a point in life where I don't have to be on recruiting calls at 7 AM anymore. Right, you have that, that time, that time, that balance thing you mentioned, dude. I worked my face off 15, 16, 17, 18, 19, 20, 21. Well, last couple years, dude, bro, I work out at 7:30 AM now. I, I don't, I don't get up at 5 AM to work out anymore. I don't have to anymore, right? I could if I want to, but today my health and my peace are more important. I like a good solid 8 hours of sleep. I can get up and work out at 7 o'clock, 7:30. I can eat a fucking nice healthy breakfast today. I can start doing— you know what I mean? I get choices today because I sacrificed earlier, right? Yeah, you know, and it— and I was willing to do that, man, because again, Sean kept telling us the vision. So I think if you look around, if you look around you, someone's gonna stand out from the rest. Someone is going to be doing a significantly more amount of activity and having a significantly bigger result. I also see people in the industry, especially on fucking Instagram, where they're like, I close 97% of my leads and I never have a chargeback. Y'all see that shit? Say this and fuck you, dude. That's what my answer is to that guy.

That's what I told me— tell me his agency was doing, or that it was like added, advertised $2 million a month and 99% of their business stays on the books.

They're so full of shit, dude. And even if it is real, let's pretend it's real. Do you know anyone else that does that?

No. No.

Do you know what I know a lot of? People who outwork everyone else and are rich as fuck. I can name lots of them. I'm a dipshit from the hood, dude, that had kids at 16. I ain't that fucking smart, but I can work my ass off. And I was like, dude, I don't have to be the number one sales guru. I don't care. I just want to be rich. I want to be at the top of the leaderboard. I want to be— I want to be up there. I like hanging out next to Andrew Taylor on the leaderboard. He has a bigger agency, but ain't anybody else that like— we're, you know what I mean? Like, I like that. I don't have to be number one, but I ain't being at the bottom, dude. I spent far too long in my life at the bottom.

And then, and so, because there's a lot of agents, a lot of us are young and things, don't understand, you know, how finance— like financially, you know.

Yeah, for sure.

Kind of like A lot of people are just grown up to money's evil, don't really give a fuck about money and things like that. Um, because people that do want to take this business serious, I just, I think a lot of people don't understand a lot about finances and how to be smart with it. Um, because if you tell someone else that if you had less than $30,000 or $40,000 in your bank account, you'd feel broke at this age, they'd think I'm stupid. But to me, I think even if I had $100,000, $200,000 in my bank account, it's, I still would feel broke, or not necessarily broke, a lot of money to me. Um, how do you get people to— I don't know how to ask it necessarily. Like, people that are selling policies, they're kind of— they're using their commission on dumb shit. They're not reinvesting it back into the business. And I tell them, you know, you're gonna fall out. That shit's not gonna work for the long period of time.

Let's go back to sales, right? You're sitting with a client and they don't see the importance of covering their family right off the rip. How do you handle it?

Building rapport, getting to— like, I get their beneficiary, find out if the beneficiary can cover their final expenses, if they even have the money, what they do for work, kind of build rapport around that to build urgency to get them to buy the insurance. Because if they signed up for the insurance and they can't— they can't afford this policy, what the hell makes me think— or them think they can afford the $10,000, $15,000 when they die?

Yeah. So you do it through questions, right?

Yeah. Questions.

Yeah.

More questions.

You don't tell them they're a dipshit.

No.

Okay, but the agent— remember a minute ago, your example?

Yep.

What did you say you do with the agent?

Tell them they're dipshits.

Okay, remember, this is communication, and sales is— sales is just communication, right? So if it's based on the client, if they say something stupid, you ask questions. What do you think you should do when an agent says something stupid?

Well, yeah, I ask questions. I don't just—

that's what I'm saying.

Yeah. Yeah.

So let's ask questions, right? And if you ask questions like, dude, do you understand why you're broke? Hey, what was your lead flow last week? Hey, how many phone calls did you make? Hey, how many presentations did you make? And what's funny, dude, is a lot of people at the bottom, they actually have really good stats. So if you look at how much they make per phone call, how much they make per appointment, if you look at ROI, like how many they book per phone call, if you look at like stats, a lot of the people at the bottom leaderboard are actually pretty good. They actually have good conversion. They close a decent percentage. The problem that they have though is they don't do it enough, so they don't, they don't benefit from the ROI of it, right? So say you sell $20 grand a month, right? How much do you spend on leads to sell $20?

Um, let's say around $5 grand.

Okay, so $5K. And what are your bills all in?

Um, Like set bills besides leads?

Yeah, spending money, free grand gambling money, whatever it is.

Just—

I don't really spend living, whatever you do. So 3 grand a month, so you're 8 grand.

Yeah.

Okay, so the second 20 grand you do is significantly more profitable. One, because you don't have to spend as much on leads for the second 20 grand as you do the first 20 grand, right? And then the second 20 grand, you don't have to cover any personal bills. It's all profit, right? The mistake some agents make is they change their lifestyle with the increase in sales too soon, right? So when you, when you start issuing, a lot of people think when they issue 10 or 15, if they just have to buy more leads to sell double the insurance, it's going to feel the same twice as often. They're going to feel broke more often. They're going to— and that's, that's the missing piece. They don't— they miss the second layer of sales is fucking like 90% profitable.

When you know, so what do you think a good— so say about $3,000 to set bills every month. I get sick tomorrow. I know the average financial expert says you should have 6 months saved up, but when it comes to just being in insurance, what do you think a good amount of money or an estimate, I mean, would be to have in your account to— here, like, here's what I'll tell you, that amount, just kind of like saying fuck it. Yeah, like, don't care what you spend on leads necessarily as long as—

I mean, I don't want— I don't care what I spend on leads regardless, because my strategy was like, let me overspend, quote unquote, so I can book easier appointments. Like, some— some appointments are easy to book and some are pain in the ass. Is that fair?

Yeah.

Okay, if I have 50 leads versus 100 leads, which one's gonna have more easy appointments in it?

100 leads.

Okay, why would I not do that first? I'd rather take more leads, book the easy appointments, make the easy sales And then on the rest, what I did is I was recruiting and I would have the new agents calling behind the non-easy ones so they could clean up behind me. So I'm gonna— not only am I gonna make 10 grand a week, I'm gonna make an easy 10 grand a week, and then I'm gonna take the extra, the overflow, and just give them out to agents because I'll make the overrides on it, right? You know what I mean? So I like that route better. Um, so there's no number, but what I would challenge you to do is— you mentioned 30 grand in your account makes you feel broke. I want you to push that number every month so you have a new zero.

Way more than $30 grand in my account.

Whatever your number is, I don't care if it's fucking $10 million. Yeah, right. Whatever your number is for anybody, that's your current zero. So if you got $1,000, that's your new zero. I need you to get your new zero, your new floor, your new bottom up next month. All right. So if yours is $30K next month, make it $40K. If it's $100K, that's what I do.

Like, that's quite literally what I do.

Shift it. Go, yo, next month I'm not going below $110K. Just don't sacrifice the aggressive investment for that. If you're an insurance agent and you feel like you're stuck, you've hit a wall, you're trying to figure out sales strategies, the scripts to use, how to get like off the ground and get to that top of the leaderboard type status, I have a course that I've put out, super affordable. I'm getting a ton of great feedback from people every day on the strategies they've learned and been able to implement, from goal setting to sales techniques to calendar scheduling, everything you would need to get your business off the ground and get running quickly. jwcourse.com. Click the link below and get in there today. Does it make sense?

That's one thing I think I've been out of pace because I think I've been trying to track my ROI more than I have like— I mean, is she paid? Obviously you're more concerned about how often do you look at it coming in. What do you mean?

Look at how often you looking at ROI.

Or every day, like if I'm spending money today—

yeah, don't do that. Don't do that. It's too much. It's like, all right, let's— let me give you a different analogy. You look like you work out. I can only see your shoulders, but you look like you work out. If you were a fat ass and you started going to the gym today, right, and you start your— you start getting your macros down and you start getting your cardio down, you start moving some weight, and you look at the scale every fucking 2 hours.

Nothing's gonna move.

Nothing will ever move, dude. When is— when are you gonna notice the change?

Month, 2 months, 3 months?

When you look backwards and you compare it to where you were, right?

Yep.

You know, if you eat well, you drink a bunch of water, you don't put shit in your mouth, and you lift something heavy and sweat for the next 90 days, you know you're going to be in better health, right?

Yeah, okay.

So if you get your 4 corners down, you will be profitable. You will be. But dude, on Tuesday you might not be. On Thursday you might not be. Last week you may not be, right? And so many people look at it and they get— it gets them stuck, dude, because they don't see the result right now. The reps and the activity, the 4 corners are most important. And if you go on a 90-day run, I'm not saying ignore everything, throw it out the window, right? But you shouldn't be doing ROI calculations every day. You should keep up with your activity. So then every 90 days you can look back and go, look what I just did, and go on a 90-day run.

Obsessive of hitting a goal, like of having a certain amount of liquid in my account that I would—

activity goal, dude—

and dictate my ROI every day to know that I'm— to lead the money that I'm spending into my investment, that I'm obviously making it.

I mean, again, you know, you know without any question, if you have the lead flow and you make the phone calls, you know by now you'll be profitable, right?

Right.

So why do you need to see it every fucking hour or day? You know what I mean?

Overthinking.

Yeah, right. And so this is part of teaching people this. If you is making analogies, you would never do it in the gym. You'd never be like, get on the scale again, let's check it now, what's my body fat today, bro? It ain't moved. In fact, a lot of times when you check in the next morning, it goes up. Right? When you go through this roller coaster of losing weight, dude, I'll be fucking 211 one day, I'll be 214 the next day. I'm like, yeah, I didn't fucking even eat. Oh, water weight matters. And you know, I mean, like, there's different factors, there's different variables. What's the danger of doing your ROI every day? Yo, you might have had 4 postdated policies, you might have had a chargeback hit at the wrong time, you might have had 2 lead orders come through on a Thursday when that's not normal. There's just variables, dude. Yeah, you mean, but when you take 90 days, it's like, dude, you ain't gonna move that average a ton.

Exactly.

You know, so that's why I shared the tracker stuff earlier, and it's like, go take 90-day sprint. So y'all go June, go July, August, September. It's like, yo, what can y'all do by Labor Day?

So, um, lost my train of thought. Go ahead, keep going.

All right, you're good. I'm good. Anybody else got any questions?

What were you doing to be able to book 30 calls a week? Recruiting? And then what did your schedule look like as far as when you did start to recruit when you were at school?

Yeah, I was, um, I was recruiting. I used to drive to my accounting job. I had an hour and a half commute to my accounting job. I was making $40 grand a year as a corporate, like, staff accountant. And when I was on the interstate in Atlanta, um, I'd be doing recruiting interviews driving to work and home. I used to run ads on Craigslist, and I would just print resumes and fucking call, call leads, call recruiting leads all the time. Um, so for me, I just did it sort of in between everything. Um, I, I would do it around dialing and presenting. You know, if you're doing mostly telesales, you just gotta block out time. So that's why I would— if I'm in a telesales position, I'm figuring out what days I want to make phone calls, what time frames I want to make phone calls, and I'm going to block out some recruiting stuff. Um, you know, if you're kind of sitting in front of the phones all day, it was a little easier schedule-wise, like, to make it make sense, because I was in the car a lot. So most of my interviews were lined up in between appointments, in the car, on the drive home to, to, or where, wherever, to or from wherever I was going. Um, in today's world, it's the same concept. You just gotta block out time. So I wouldn't do like 5 phone calls and then do an interview and 5 phone calls and do an interview. I'd be like, all right, let me make phone calls from 7 AM to 11. And again, this is if I trust myself. If you make no money, just keep making phone calls. But a guy that's making some money you're making— you're knocking down $20,000, $30,000 a month. I'd be making— I'd be making phone calls in blocks, and then I'd have a couple recruiting interviews, and then I'd go back to a block of phone calls and have a couple recruiting interviews. And I'd come up with a strategy— like, when I was selling $460,000, dude, I only sold 11 days a month. For perspective, I, I was selling every Tuesday and Wednesday, every other Friday, and one Saturday a month. That was my schedule in the field. Um, and I would run 10 to 12 appointments a day. So that's how I got to my 120 a month. 11 days in the field, 10 to 12 appointments a day. It was pretty fucking simple. Um, ratios and stats are a little worse on the telesale side. You'll get no more no-shows. You have to make more phone calls. It's just a little more BS, but it's more convenient. It's only 30-minute presentations. Everything gets approved relatively quick and you can knock things out.

Did you have a big no-show ratio? And if you did, what did you do too?

It wasn't as big as y'all's, you know. I'd say 25% probably no-showed on average for me.

What did you do to keep like the higher people to actually remember you? I know solidify, I guess, a little more.

But I wouldn't say there's anything fucking amazing. I mean, certainly the basic things— slow down, you know, make sure that they write it down, put it on their calendar. Just basic dumb shit everyone says.

That's what I started off doing when I first joined it, like my first, second month. I joined the business, I started running in-homes, and I— my second month I issued something grand.

It's just not taking the shit when someone goes, I should be home, right? Y'all book them like you can't one-call close them now because they're in the grocery store, and you're like, hey, when are you around? They're like, I don't know, I should be home around 6. And a bunch of y'all go, okay, talk to you at 6. I'm like, nah, that ain't a fucking appointment. He said he should be. You know me, I'd be like, well, shit. Hey, Jaden, I got a question, man. I got like 40 people to get back to today. And, uh, I just want to make sure that we're picking a time that you're 100% going to be there because I got a lot of people to help, man. And if you don't show up, that means someone else loses the opportunity to have my time. So you're 100% sure you'll be there at 6 o'clock, or do I need to move it to 7?

That makes sense.

You know what I mean? I'm just willing to go at someone direct. Um, when you run a lot of appointments, you can do that. When you don't have the activity, it's hard to do that because it's scary. You don't want to lose one. You're not willing to risk it. You know, so my schedule, man, to get back to the dude that asked the question, was when I wasn't selling, I was recruiting, period. If I wasn't selling, I was recruiting 7 days a week. It wasn't 24 hours, 7 days a week, but I was willing to talk to people 7 days a week. I don't give a shit. I don't care what time. I don't care what, what I'm doing. I was talking to people at my kids' baseball games and soccer games and fucking out when I'm out and about on— in airports, traveling. I, dude, I was always on the phone, always on the fucking phone, um, because I was trying to build something big, man. I was trying to make it happen quick. I don't— I just go like, I don't know, think of how many people you guys talk to, whatever your number is, appointments, recruiting calls, pick a number, I don't care, whatever yours is. Like, all right, now take 3 months of that. Here's how many I did last month, here's how many I can do in 3 months. All I did was go, why take 3 months to do it? Why not do it in a month? You know, like, I don't know, I always give stupid examples. If I— if my landscapers dropped off a truck of dirt in my yard and I had to pay them to move the dirt to all my fucking garden beds or whatever, do I want them to take 3 weeks to do it, or would I rather them take— do it in 3 hours? I'm like, nah, dude, bring more people and do this shit in 3 hours. Especially imagine then even more so they take 3 weeks and they bill me for 3 weeks, but they only work for 3 hours and they billed me for just sitting down on the pile of dirt. I'd be like, yo, you didn't do anything. Yeah, but I was here. Okay, I ain't paying you to just sit on your ass, right? And so in, in this, I'm like, nah, let's move the dirt fast. Let's just— we can move it all today. You get more. And so in this space, I was just like, can I That's what people mess up. Like, would you issue the last 3 months? Jaden, what was your numbers? You said around 20, 20.

I haven't issued anything less than like 25 last month. I'm at like—

I go like, for me, I go, I $60K over 3 months. Now, how many people did I talk to over 3 months? Instead of taking 3 months to have those conversations, can I do it in 6 weeks? I mean, is it possible? You know what I mean? And it's just— it was just a different strategy, man, because so many people struggle with the skill set. They think they're not good enough. I'm like, dude, if you took 3 months of your money and I gave it to you today, is that a good number? Usually for most people it is. I'm like, okay, so it's not the money, it's the time it's taking you to make the money that's the problem. So let's condense the time and make it faster. It's the same reps, it's the same phone calls, it's just in a shorter period of time. And dude, I've done this long enough to know that everyone in here has the time to do it. Everyone has the extra time if you really sit down and look at your schedule. Everyone can find the downtime to make more calls, you know. And again, that's not a forever plan. This is not a forever plan. It's a let me pull away from the competition plan and do this for a year, 18 months, or 2 years so I can show people an easy path to money. And then people will follow me, dude. I start running like a maniac to make a bunch of money. I'm like, dude, all you gotta do is run around like an idiot like me and you'll get rich. People are like, but what do I say? Do— who cares? I'll give you an example. I wish I had— I wish I had a computer I could take. I was— I was chill. I have a 17-year-old son, he turns 18 in November, and, uh, he's been kind of hanging around lately trying to figure out how to make money. So I get him around, I bring him into the office. He doesn't really know a ton about what I do. I haven't been in the field selling for 10 years. He just knows I talk a lot, but he doesn't really know what we do. He's been hanging around my office for the last 2 weeks, and I have him dialing for agents. He's 17, he can get his license in November. I gave him no phone script to start. I'm like, dude, just pick up the phone. He's like, what do I say? I'm like, call him and tell him you're calling back about the insurance, you need to book an appointment. He was like, okay. He's like, nothing else? I said, here's a script. It was 7 pages. I said, do you want 7 pages, or do you just want to call him and tell him someone has to talk to him later? He's like, no, I don't— forget the script. So he threw the script away. He's been dialing for like 2 weeks, dude, like an hour or 2 a day. He's booked like 40 appointments in 2 weeks. So last night I'm chilling at my house, he brings his buddy over and we're hanging out in the hot tub. They're hanging out in the hot tub, me and my wife are sitting on the side talking to the boys. And Brayden is my 17-year-old. He's telling his buddy Joey and we're all talking about this and Joey goes, can I do that? I'm like, yeah, dude, come in, come in, come in the morning. Dude, he's 17. He booked an appointment already today and he's never been trained. He has not seen a script. He does not know what an insurance company is. He doesn't know what a lead is. He doesn't know what leads cost. He doesn't know shit. He's a 17-year-old high school kid on summer break that's sitting in my fucking office picking up the phone and booking appointments today. He knows nothing about what we do. He decided at 10:30 last night he was going to come in and dial. He's already booked appointments today. I haven't spoken to him once. I haven't given him a script. I ain't giving him shit. He's 17 booking appointments today with no thinking. So my 17-year-old son's gonna recruit his entire fucking high school before he's licensed, and we're just paying, and people are paying him to book appointments, right? So he'll just— he gets with the— I get him, I connect him with top producers, and I'm like, yo, he'll dial for you. So he dials, books appointments, and he gets a cut. Not, not a split, but They pay him for dialing. He obviously can't do a split not being licensed, but he— and he's not closing the deals, he's just booking them, you know. But at 17, dude, no script. I got 2 kids in my office right now dialing and no training. Just pick up the fucking phone and call people. It's not that deep, you know. And it works, man. And do, do people overthink it? Yep. Does it— is it not a fit for some people? Yep. You know what I do? Just like you do with the client, I'll move the fuck on, because there's enough people hungry that will run that route, they'll run that play. And so I just keep finding people like that. A lot of people ask me, man, like, how do you, how do you motivate so many people? I'm like, bro, I don't motivate nobody. I just find motivated people and tell them what to do. So if you ain't self-motivated, I, I'm like, yo, get out of the way because we're gonna run you over, you know? And it just, it works, dude, and it's simple, and I don't have to teach a lot of intricate stuff and I learned, I know my craft, but I don't have to teach that to the newbie. That's not the reason I made a bunch of money. It's the reason why I keep making a bunch of money. You know what I mean? I certainly got better at it and I use it to my advantage, but getting started, none of that shit matters, dude. The overwhelming majority of people that you get started are going to quit anyway. So who cares? I'd rather have them quit this week because they don't want to work hard. Yeah, I mean, I just, it just, it's an easy, easy path if you do it right. Um, so hopefully that helps you guys.

Yeah, I appreciate it.

I got time for one more if y'all got anything. I got one, one more question I can do.

I was gonna ask, why do you set appointments over trying to call to close?

Yeah, again, keep in mind I'm giving my story from the time we were running in-home appointments. You can do call to close, you can book appointments, it's a preference. I know people selling $100 grand a month that book appointments in the field. I know people selling $100 grand a month that book appointments on the phone, and I know people doing $100 grand a month that's all one-call closing. The style doesn't matter. It doesn't matter. I know people making a million with leads. I know people making a million with no leads. I know people on final expense. I know people in mortgage protection. I know people in P&C, people in Medicare. It all works, you know what I mean? It's just pick your poison and run with it. And don't, don't like, uh, what's the word I want to use? Like You ever— do y'all sell mortgage protection and final expense, or just final expense?

I'm just final expense.

Just final expense. All right, so, all right, both. So I'm gonna, I'm gonna give an example for those that understand both. I actually give a generic final expense one. You ever like get into an appointment, especially when you're newer, and you do a really shitty job asking health questions, and you find out like you've already sort of talked pricing or something like that, and then you find out they're too sick and they can only get guaranteed issue? And you gotta fucking like put the toothpaste back in the tube and unwind it. Or on the mortgage protection deal, they're older and they got mortgage protection and you're not sure if you should get them a term or if you should stick to the final expense policy due to health, and you don't know which one to do when you're like trying to like waver and figure it out. You ever see like a little fucking squirrel in the road? That little fucker doesn't know what to do, right? What happens to that squirrel?

His ass ran over every time.

So a lot of agents, when they hesitate, it's like, do I one-call close? Do I book appointments? Do I telesale? Do I field sale? Do I— you're like the squirrel, dude. You get run the fuck over. Just pick one and run with it. They all work. Just go, you know. Now, someone sitting in a grocery store checking out, don't beat them over the head to one-call close it. They're fucking checking out at the grocery store. Don't be an asshole. Call them back later. You know what I mean? Like, you can use your brain with some things, but you should go at it with intention. My, my plan is today one call. Dude, we have people that do both. I guess some guys do field sales Tuesday, Wednesday, and then they do telesales fucking Friday, Saturday. You know what I mean? It all works. But in the, in the, in the sales examples I was giving you, when I sat with someone over 60, it's one of the most popular videos I have out there. If you ain't seen it, you can go find it, but it's like, it's called something like Selling Old People. Um, if I sat with someone over 60 on a mortgage protection lead, no matter what, I was going down the angle of trying to get them to buy time, payment protection, whatever y'all have heard, equity protection. It's called all kinds of shit out there. I've been making videos on that stuff for 10 years. You know, I was the number one final expense producer at FFL in like, I think, 2016 maybe, and I didn't run any final expense leads. It was all mortgage protection leads, but I was selling final expense product to older mortgage protection clients and filling the need with $10,000, $20,000, $30,000 to pay the mortgage for 6 months, 12 months, 18 months, 24 months. And I fucking killed it because if you are over 60, I went for that strategy. And it's a very different strategy than covering the whole thing. You know, you can Google to find the video out there, but it's one of the most shared videos I have. So it was like, if you're over 60, here's what I do. So for me, if it was Tuesday, here's what I do. I fucking do field sales today. Or you're like, I only want to do telesales. Cool, just do telesales. Just do— do I do one-call close or book? Figure it out and pick one, because they both work really good, but they're different strategies. And if you let the client dictate it— hey Bob, this is John giving you a call back. Hey man, just wondering, do you have time now, or do you kind of want to do it later? Should I come over? Should we do it here, dude, you're gonna get fucking buried, you know. So know what you want to do and go at it. Again, receiver on the football field, if you get stuck between running a curl route and a go route, you're fucked, you know what I mean? You're gonna throw an interception. You're just not— it's not— if you get— if you hesitate, you're in trouble. So that's where the training and the feedback come in, to do this thing so repetitively that when things happen, you just don't get stuck. But it takes time. You got to be willing to put in the time before you have it down to where you don't get stuck. The get stuck feeling just means you need to get better. If you feel like, oh shit, I don't know what I'm doing, dude, you're just probably not there yet, and that's okay. The reps can make up for your lack of skill set. Your reps can make up for your lack in skill set, and then your skill set will get so good so fast you can scale back the reps if you want. You know, you don't have to do the reps forever. You don't have to dial at 7 AM forever. You don't have to make 900 phone calls forever. You don't have to do 40 presentations forever. But if you're broke and trying to get to a new spot, I just don't understand why we take so long to go get the bag of money, because it's out there. It's out there for you to all go pick up. And if you don't call the clients, someone else is going to be Because the clients ain't gonna sit around and wait for your ass to hire them. There's someone right now closing one of your leads. Every one of you has a lead that you couldn't close that someone else closed. Everyone else has recruited an agent that you could have recruited, but you didn't do recruiting calls that week. Your next stud agent, your next big leg, might have got recruited by someone else today. You know, man, I just never forget that, man. If I slow down, someone else is trying to get ahead of me. And it's, it's been a nice easy strategy, dude. And it— I just, I just keep rolling with it because it's simple and it fucking works. Not saying the other stuff don't work, I just— this works for me and it's worked for thousands of agents, so I keep rolling with it. Makes sense.

Sure, it makes a lot of sense.

If I can help any of y'all, let me know. I'm not hard to find. You can go to the web, johnwetmore.com has everything. Um, I do all kinds of trainings, all kinds of events, obviously the book. We do— I have a podcast out. Um, if any of y'all are fucking killing it and feel like you should be on it, hit me up. Or know anybody good that I should have on it, um, feel free. But you just go to the website, you can follow all my shit. And if I can help you guys out at any point, you don't hesitate to reach out for sure. I appreciate it, fellas. Today, thank you a lot, John. Kill it, go crush it. Later.