These Insurance Leads Made Me $45,000 in 30 Days ft. Kaleb Tipton | Ep92

He said your fastest mile was 4:08. You run fast? Is that real? Holy shit. Yeah, you have to be on a treadmill 15 miles an hour to do that pace.

Yeah, I do know that one just because I had to do it.

Yeah, yeah, that's the math that we were doing right here. I'm like, 10 is the— I don't fuck with 10, dude. And I'm like, I started running this past year, and I use the word running loosely because I'm like a 12-minute mile guy. If I run, I can do it in like 8 and a half. So 4, bro. I love it. Well, welcome to the podcast, dude, the Insurance Insiders. We tend to start out with whatever the hell I feel like talking about at the beginning. But Caleb Tipton was referred over. I hear you work with Easton.

I do.

You sell a shitload of insurance, which is—

I try. Yeah, I try. I love it. Yeah, Easton's the best man, dude.

Yeah, yeah, he's great. Did you, uh, did you go to school with him by chance, or how y'all connect?

So his track coach, and when he was in college doing pole vault was my current coach last year, um, in the years prior to. But so he came down and talked to, um, talked to us, uh, track guys. And then I was like, no idea what that is. Then a month later I DM'd him on Instagram, I was like, dude, what is it?

Came and talked to y'all. Got it, that's badass. I think he might have told me he was going to do that at one point, I kind of remember. Interesting, that's cool. He's cool as shit. I got to work with Easton when he was, when he was brand new. It was, it was great. To see him evolve in the business. It's one of my favorite journeys of agents that I've worked with in the last decade plus.

My favorite story is whenever he didn't know how to gather the why, he calls you and goes, yeah, I made the client cry. They definitely bought the insurance, but I made him cry in the process. You made him have like a stopwatch with like, was it 10, 5, 10, 15 minutes that he had to stay there and stay on the why? It's like my favorite story.

I love it. You know, he was, uh, he was crazy good. He was like coachable as shit. He was just easy, you know what I mean? Like, it just— he made mistakes, but he would change them so quickly. He was just always open to feedback. Still is, you know? And once he implements it, he's a wrap because he's a fucking machine.

Yes. So that's why I love working with it, because we have like the same mindset. So I'm just like, it's like, I've done this, it works. And I'm like, all right, so now I just gotta do that 10 times harder. Perfect.

Yeah, that's good. I love it. We just dropped his podcast recently. Um, cool. So would you— how— so you, you're just in college doing track shit, Easton comes and speaks, and you're like, hell, I want to do that? You— were you working at all, or what was the— what was your background there?

Yeah, so I, um, so I was at the time, I was a mortician assistant.

Um, yeah, does that mean like you dress dead bodies and shit?

Pretty much, yes.

Really?

Doing the embalmings, assisting technically, but I pretty much could do all the embalmings, the cremations, um, dressing, the whole nine yards. So I was doing that, and then he came in, spoke, and I was like, yeah, I don't know what this is, this is not real. And then I went to my professor, he told me to stay after class. I'm like, gosh, I got caught cheating again. Um, and he was like, no dude, like, what are you doing after college? I'm like, going to mortuary school. And he goes, "Why?" I'm like, "I don't know, 'cause it's decent, I guess." He goes, "No, you need to go to management or you need to go to sales." And I was like, "Well, I don't even know what sales includes, like retail. Like I'm not gonna go work at Buckle." No offense to Buckle, but I just, I didn't know what to do. And then I remember Easton like came and talked to us and he was in sales. So I DM'd him, was like, "Hey, what can I do? Like how does this work?" And so they jumped on the Zoom with me.

Okay. And what did you learn that day?

That he's actually a stud and an animal. But then I— it was just like he just broke down like the— like how everything works.

Yeah. How did you see the career that day? Like, what did you— in your eyes that day, you were like, I heard something different.

Yeah, it was— well, the growth. Like, not just like the, you know, I go to 95 and I work the same stuff. It's the same thing every day, rinse and repeat. And then it was just like, whenever he was talking, he was like, like, the ceiling's endless. He's like, I can go as high as I want to go, or I can go as low as I want to go. I get to kind of choose. And I was like, I do really like being able to choose my outcome. I like the control of being able to go wherever I want. If I want to build a team to $500,000, stop, cool, that's what I can do. If I want to go up to $10 million, cool, that's what I can do. And I liked that. And he kind of broke that down. I was like, all right, yeah.

Cool. What did you understand about leads walking in?

Nothing. I was on— I was on Lead Assist, so, um, so all I knew was lead flow, cash flow. That's all I knew. So once I—

fucking great thing to know.

Yeah, so he, he helped me while I was in school, so I pretty much sold from May 2024 to August 2024, and that pretty much stopped I sold again in like January during like Christmas break, and I stopped pretty much. It was like, got it, got it. Yeah, it's in pieces here. Try to do it.

My son's about to go to college this coming— he just turned 18 last week. Next year he's a senior in high school and is planning— he's trying to figure out how to do it in school. He'll probably do some stuff like that.

Yeah, dude, calendar was my best friend. Cool. As crazy as it is, it was like relentless with it.

So you're just selling in between semesters for 24?

Yeah. So it was just kind of like when I could. I was doing 2 practices a day, you know, quite a lot of miles. And okay, so I had to do a lot of like, you know, I'd sell typically in the morning for 2 hours and then I do a little bit more in the evenings from like 7 to 9. So then it was just kind of when I could jump on the phones and do stuff. So I was averaging probably like maybe a sell a week, maybe a sell every other week. And then I just like, as soon as May 2025 came around, I was like, all right, cool.

Well, that's dope.

Full-time leads flow, cash flow.

While you were in school, he had you on lead assist up until December.

So December I went, I went broker.

Okay, good for you. So lower comp, free leads, go to work. Okay. Yeah, love it, love it, love it. How many leads were you getting? Like, was it— I know Easton really well, so you had to have some kind of like communication with him to, you know what I mean, kind of explain.

Yeah, I talked to him probably— yeah, I talked to him probably every other— probably every other day. I'd still like— me and him got along well. It's just because like we had that connection between, um, Coach Morris and stuff like that. So, um, we'd always text back and forth. I jump on a call with him like maybe every other week or so. Um, but yeah, no, I was getting leads For the first time, he was like, hey, how are those leads? I was like, I have no idea, dude. I like, I don't know what you want to know. If they're good leads, bad leads, I don't know. All I know is I'm talking to people. He was like, all right, they're good leads. I was like, perfect. So I was getting probably like maybe 100 to 200 a week, 100, 150 a week or so. Especially during the summer, I was working pretty heavy hours as Mark, by working like 14, 15 hours a day. So he was just making sure I was, He was funding me leads pretty heavily.

Yeah. Okay. So when you were getting after it, you were getting after it. How were you on the phone?

Horrendous.

Okay.

Easton says— Easton compared me to the— and me and Easton are very, very close. So like, obviously, like, I have the same mindset, but he's like, dude, you're horrendous. Like, I know you think the same way as me, so I know you can take this, but like, dude, you might be top 3 worst people I've ever heard on the phone. I was like, Perfect. He's like, what? I'm like, that means I have a lot to improve on and that means I can get a lot better. And he's like, yep, I guess so.

So you had that mentality coming in legit?

Really?

Very few do. Interesting. Why do you think? How, like, how, what? Just because, like, well, I mean, we had to beat that into most people, to be clear.

Yeah. I don't know. I'd say it's sports because when I was in track, I was good in high school. I ran a 4 in high school. I think I ran like a 4:37 mile. I was like a 1:59 half. So I mean, I was pretty, pretty decent. I then had heart surgery and tore my meniscus all within like 4 months. What is this? Yeah. So I did that and then I jumped into college and then I became the worst because I was out of shape after both surgeries. I was— oh shit. My 4:37 became like probably 5 minutes and I was legitimately pacing the girls for practice, probably getting lapped, getting beat. So, and I just like—

The difference in that 20 seconds, huh?

Yeah. Yeah. So I just learned, it's like you either want it or you don't. And I also hate not being good at something. So regardless of what it is, it's like if I'm doing something, I'm doing it fully and I'm going to do it to become the best. So whenever I did it, I like worked my ass off for like 3 years, then where I was like made it to nationals podiums and then was able to be like one of the best people on the team. And then, you know, I just carried that same mindset over. It's like, cool, I'm horrendous. That means I have a lot of potential.

Yeah, I like that. It's fucking badass.

What happened with the heart?

Why do you have heart surgery so young?

So I had supraventricular tachycardia. So I was in a track meet and my heart rate in the middle of the, like the meet. So I like used to be in the top 10, top 15. So this is a 5K and then I dropped to like the back, you know, 20 and like 1,500 people are racing. And then my coach was like, you know, you're done. I'm like, no, no, I'm not done. I'm going to finish. So finally I made another like half mile and she like grabbed me by my jersey. I was like, no, you're done. Took me to the ambulance and she was like, they're like, yeah, you have SVT. So you're going to have to go to the hospital. So it's like, basically I'm not, you know, medical terminology is not the best with me, but it's like basically they had to take— cauterize something in my heart because it was like my blood flow wasn't going correctly, so my heart rate was jumping. So it was like 199 to 80 to 150 to 72. So it was just fluctuating for like 2 and a half hours. Yeah, so it was, uh, it was fun.

Crazy. So that's all good now too? They healed that up? Oh yeah. So you had to come back from that while you came back from running while you learned this career?

That was in high school, so this wasn't in college. So this was in 2019.

Got it.

So I was, uh, yeah, I was back to normal and stuff like that by the time I started this.

Makes sense. Okay, still concept. You, you've been going through shit for a long time then.

How about that? Yeah, I won't argue with that.

I'll spin that bitch one way or the other.

You're getting credit.

Oh man. All right, so what did you— when you look back now, when Easton said you were horrendous, what does that— what were you bad at, do you think?

What was— so I like, I took a lot of things literal. So like, obviously, like, you tell me. That's how he is.

Yeah.

So he like, he told me, dude, separate yourself. So I didn't come from cells. I was working with dead bodies. So I had no idea what I was doing. So I was— he told me like, dude, you need to separate yourself from the cell. You need to be bored almost. So I remember like the first call I get on, I'm like, "Hey John." "Yeah, John, this is Caleb. Just giving you a call." And he's like, "Dude, you sound like you wanna jump off a bridge, dude. At least feel like you wanna be in the office." I'm like, "All right." So don't sound super, super monotone to that extent. So it took me a second to figure out like the process of how to actually talk to people. Over the phone and actually like make it sound good almost. Because I can talk to anybody. Like, if I come across you, like we're at like a bus stop or we're at Walmart, I can have a conversation with anybody. But it was just a matter of finding that way to like not jump down, jump at them like pretty quick where I'm like, yeah, yeah, yeah. To like, you know, being the opposite. So it took me a while to find like a happy medium and then not jumping from parts of the script from here to there and then back up to here.

Yeah, which is crazy. From script to conversational, in a sense.

Yes. Yeah, yeah, exactly.

A lot of people do. Yeah, it's hard for a lot of people. I mean, it's— yeah, it's understanding it. How, um, how did you— was it more than just reps to learn it? Were you going like— how did you approach study in the career?

Oh, um, yeah, so I did a lot of podcasts, listening to podcasts, YouTube. Um, so I would do like literally everything, and I kind of cheated in a sense. Um, I would— so during the summer From that May to August, I was in Pueblo, Colorado, which is about 2.5 hours from Denver. But Easton was like 45 to an hour away from me. So Monday, Wednesday, Friday, I would drive, I'd get up at 2, like 2:30 AM. I'd go run like 8 to 7 to 10 miles. And then I get back, shower, and then I drive up to Springs. And then I ride up to I'd get to Easton's house, we jump in his truck, and then we'd go, we drive up to Denver. So like that whole time from Pueblo to Springs, I was listening to podcasts. I was listening to yours, I was listening to Easton's, Ty's, like any podcast I could like get my hands on, I was listening to it. And then from Springs to Denver, it was literally just like I would just throw in questions at Easton like there was no tomorrow. It's just like, dude, script, And you'd be having a conversation like, all right, like, I really want to talk to you, Easton, but like, I needed— I want to do scripts. Like, I want to— I need to— I need to— I need to get something done here. I need to— I need to get better as quick as possible.

So you, dude, I didn't know that. That's sick. How long was that drive you said together? Um, he was a minute from the office, right? He was a little while from the office, I think, wasn't he?

Yeah, he— we were probably about an hour and change.

That's what I thought. Crazy, dude. That's smart. What's funny is I just did a post yesterday about when I used to follow the dude who mentored me, Mike, on airplanes to meetings for the same thing. I was getting it. He would— if he drove to a meeting or if he flew, I would— I'd get in the car or on the airplane and just spend fucking hours and hours and hours with the dude, grilling him. It's crazy. I love it. I love it.

Yeah, I still call him to this day. I'm— I told him like, dude, put me on your calendar every other week. Me and you are— because I'm no longer in Denver with them. So I'm like, dude, every other week we're jumping on a call. Yeah, it's like, I gotta— I need to continue. I need to learn. I need to like continuously learn. So I'm like, dude, we're doing this every other week.

Where, where are you at now?

I'm in Utah, so we just opened up the Utah office.

Oh, you're part of that? No shit.

Yeah, so I came out here to help this thing grow.

It's huge, huh?

Oh, it's massive. It's massive. It's insane.

You know what's crazy? I mean, it's irrelevant to you or probably anyone else watching, but funny enough, when I was in the field probably 2015 and/or '16, um, when we were all running direct mail mortgage leads, all field sales back in the day, um, and we wanted to sell more insurance. We didn't have a lot of lead options, and there was nothing e-app, nothing in the stage. Um, some of us started traveling to sell, and so I used to fly from Atlanta to Salt Lake City once a month, and I would spend the whole week there selling and recruiting, trying to build an office and a team out there. And, uh, it's funny to see this many years later. It's like, that was 10 years later. It's like, oh shit, we finally got an office. It did, you know, I never got a ton of momentum there. I sold a shitload of insurance there, but I never got an office open there. We tried and it just didn't work out. Uh, so it's neat to see now, 10 years later.

Yeah, you have to come by and see it. You have to come by and see it. It's amazing, it's phenomenal.

Amanda was talking to me about it, my assistant, last week, uh, because she saw that and we got some— we know— I— she was like, we can do 3, 4 different people we can see out there all at the same time. So that'd be cool. I'm gonna figure it out at some point. I'll get out there for sure.

Yeah, for sure. Let me know.

Yeah. So let's get into then, um, let's kind of go to the, the polished up version of like, how do we teach people today how to sell? I would, I would love Um, to, you know, you're at, you're at $550K year to date, so you're a $50K a month kind of guy.

I'd say probably like between $35K, $40K.

You're at $550K year to date?

I have to check. I don't know. I don't, I don't check my numbers. I just, maybe, I don't know.

I just, my team's pretty good. They say you're at $550K year to date, bro, and they ain't wrong often.

Yeah, yeah. I don't know.

You've already hit Hall of Fame, haven't you? Oh, you haven't hit it yet?

No. So that— I think 550 as a team. We're at 550 as a team year to date.

Could be. Got it. Where are you at for personal production year today?

I believe like 180.

Cool.

Uh, from— yeah, from May to now. Love it.

Okay, fuck yeah, dude.

So I probably did about—

now the math, maths. Yep.

I saw like 20K throughout the, throughout, you know, August to May and then May to, to now is probably where most of my stuff has came from.

Cool. So May is when school ended. You started full-time essentially.

May 28th.

Okay. So you've been full-time all of 6 fucking months.

Pretty much. Yeah.

And you're at 30, 40K a month already. Very clear on who you are now.

I love it.

Well, let's, let's give them some tips, dude. What is one?

How can—

meaning Someone here is watching that's been here significantly longer than 4 months, right? And they're wondering, is he talking about me? And I'm like, yes, I'm talking about you. We are right now. He's been here 4 months full-time and 4 or 5 months, whatever it is, and figuring out how to sling $40K a month. And there's some people who are like, I'm just getting started. I would love to know how to do it. So do your best to— let's figure out if we can help them, bro.

Yes, do it.

For those of you that have followed me for a while, you know, I've helped build this agency up to over $200 million in paid annual premium per year. We have over 5,000 agents a year that sell and I am rebuilding. We're building a new base shop, helping people build big agencies, get to multi-seven figures in income, or producers that want to, that want to just sell and get to a multi-six-figure sales career. Hit me up. I'm hiring direct. I'm looking to train and mentor winners that want to work their ass off and build something dope. Click on the link below or you can go to JohnWetmore.com/join and put in your application. We'll see if I'd be interested in working with you. DM me. Hit me up, whatever you like.

Um, yeah, so the biggest thing for me when I first started, um, and this is one thing that I carried over from, you know, college, doing this in college where I wasn't doing it at a high level yet, um, was scheduling. That was like the most insane thing that whenever you actually break stuff down into your account, you see how much time you're actually wasting. So I now have everything mapped out to where like if somebody wants to go to dinner or something like that, like I haven't seen somebody for a while, they send me calendar invites. It's like they don't come up and ask because I won't show up. They don't, they don't ask if it's on my calendar, I'm not showing up. I'll be in the office dialing. So it's literally breaking down everything into blocks and making sure you're utilizing your time where you're not just like, you know, I have this time to dial, but, you know, I might just go do this. No, it's just like, literally, I have this bucket of time. And it's going to be used to dial, you know, doing training, stuff like that. So I'm separating everything from one thing to another, but also making sure I give myself like a 30-minute break or else I might, you know, drive myself— drive myself insane. But, um, I love it. Utilizing the calendar is huge because there's so much time that when I— before I did that, I was looking at it and I was like breaking down how much time I actually spend dialing. Like, even though I was working, you know, ton of hours, like 14, 13, between 13, 15 hours that I was like, I was wasting so much time doing other stuff that wasn't progressing me that I was like, okay, so when I put it on the calendar, I'm like, okay, so now this 45-minute gap right here, I'm just doing nothing, just death scrolling through TikTok. So I was like, all right, cool. So now I just plug that in that that's not my dial time. And then I just follow my calendar. It's just in my face every day. So I see it. I'm like, okay, now to do this. And I break down everything.

Okay.

So I think that is like a huge thing to do for like new agents.

Yeah. Do you have like standards daily that you have to hit within that calendar, those blocks? Like, you— what do you have for there as activity goals, let's say?

Yeah, so, um, right now from 7— 7, I dial from 6 to 8, and then from 6 to 8 is 6 to 8 AM.

Can you scream that from the rooftops?

Yes, 6 AM is the best time to dial. You could not change my mind any other way.

So you call local time 6 AM?

Um, Eastern time. So I'm Mountain time, so I can start at 6 AM.

So 6 AM to you is 8 AM their time?

Yes, and that is the best time to dial. I would not— nothing would change my mind. I've set the most appointments between 6 and 8. I've closed the most deals between 6 and 8. I've talked to the most people between 6 and 8. So if you're not dialing at 6 AM or 8 AM Eastern, then you're doing yourself a disservice. You can do so much in that time frame between 6 and 8.

You know what I've convinced people to do? I love the 6 AM, right? But that converts to 8 AM over here naturally. I always let people know when I did 8 AM— I did that for a long time too, because I live here. I'm in Atlanta, right? So we started at 8 AM, and then one day I like— if I went, how many appointments you can you book in an hour in that, in that 2-hour window? What's a normal per hour that you can book?

If I'm sitting there like locked in, I can probably book between 5 to 7 in 2 hours, or per hour in 2 hours.

Okay, so call it 3 or 4 an hour. Yeah, right. So I would always, I would always go, all right, if you book, let's call it 4 because it's easy math. How many you, you book for? Will you, how many will you sit with, um, to see or present to?

Okay, yeah, 1 to 2.

How many you'll sell one, I'm assuming. Okay, so 1 out of 4. So I would always go like this with guys: if you can book 4 an hour and close one of them, you start at 8 currently. This is what I would do with my team. I go, hey, if you started at 7 instead of 8, would you— you'd book 4 more appointments?

Yep.

And you'd write one more app?

Yep.

So if you did that every day, that'd be an extra 5 apps a week. Like, yep. So now when people say they start at 8, I go, why do you start so late? And I have them start at 7.

Yeah, you know, it's—

and that, dude, that change, starting at 7 instead of 8 local to me, changed my world, dude. I booked so many fucking appointments between— for me it was between 7 and 9. I do— I cleaned up. Same concept.

It's insane. It's insane how much people actually answer at that time.

Yeah, it's easier. We do the reverse where we call late to other time zones, right? So we'll be out— we were on last night at 10, 11 o'clock calling West Coast. It's not as smooth as it is calling early because early, fucking people are late. I get more pushback calling at 7 PM, dude, than I do 7 AM for sure. Yeah, yeah, it's wild. Yeah, I love it.

That's like— it's my favorite thing. So my, my middle my middle portion today. So now, right now in the office, I do my trainings. So I do script training with the new guys in the office from 8 to 9, and then 9 to 10, I do it with virtual guys. So now that's like a portion of my block that I don't dial with. But then as soon as like everybody pretty much knows, like at this time period, nobody really bothers me because now from, you know, your shit, 10 to 12:45, that's my next dial block of like, okay, I'm sitting here, I'm getting as many people on the phone as I can. And then at 1:00 we do another training and then we'll do that in office doing, going over script objections, stuff like that. And then from typically now like 2 to 2 to 2 to 10, 2 to 9, I am now getting back on another dial block of just like, you know, we are just sitting here in the closing saddle for the— I'm running ethos leads. So now these ethos leads, most of these will set appointments for the evening when they get home. So now I'm calling those appointments. In between those, I'm calling an additional, you know, as many people. So I think everybody always told like, you know, when I first started with Easton, he was like, dude, minimum is 300. That's too low. I can do 300 in like— Phone calls. Yeah, I can do that in 3 or 4 hours.

Especially with tech, any kind of— Do you dial with your phone or use tech?

I use tech.

Okay, cool.

So I do a mixture of both. Yeah, I do a mixture of both.

Yeah. So 300, 300.

What's—

stay on that track. Which are— yeah.

So yeah. So now I just remember like whenever I was with Easton, I was like, like, did I— I'm getting 300. And then so often people hit the 300 and they just like, they check out mentally. They're just like, well, I hit my standard of 300. Now I'm like, that is like a terrible standard in my opinion. I'm like, dude, you can— if you actually want to make this work and you want to— because the more people you talk to, the better you're going to get, which is why I jumped in full time with I wasn't very good when I first started and I jumped in about $2,000 worth of leads. I was like, more people I talk to, the faster I'm going to get better. Oh, perfect. So now I'm like, my standard's like 500. Like now it's like 500 or 2 deals. Like it's just, there's no in-between. Like that's 500 calls.

How many, how many roughly? You seem like you kind of know your numbers. How many, 500 calls to do 2 deals. How many will you talk to? Versus present? Like, how's that breakdown? I'm trying to get to the, to the newbies. How many times a day do you get told to fuck off before you sell 2 policies? That's ultimately what I want to articulate.

Oh my God, a ton. A fuck ton. It's like no other. It's just part of the gig. I love it.

I want you to give some, some, some numbers there. Like, how many people are you getting on the phone for? Give me something.

I'll probably get 15 people that tell me to fuck off, and then out of the people that— out of those 15 that tell me to fuck off, I'll probably get about 1 to 2 of those where I'm just like super chill and low-key, and they just like, then they'll be like, oh, you're human. I'm like, yes, dude. And then I can actually get a conversation on them. More often than not, it doesn't turn into anything. But dude, I get— dude, the fuck yous are insane. I probably— when I first started, dude, I think for like the first like 4 weeks, every person I talked to was telling me fuck off, fuck you, jump off a bridge, call me again, I'm calling the cops. I'm like, dude, I just— my first time talking to you.

Plus we have the sweet old ladies who are not interested.

Yeah, right.

They don't tell you to fuck off, but they kind of do. They do it nicely.

Oh, they're sweet. Honey, you sound like you're doing this job so good, but I'm just not interested. I'm like, look, Samantha, you are interested.

Yeah. And then we have the assholes who never answer their phone ever, no matter how many times you call them, right? It is what it is. So it's like How— it seems like you've had a pretty easy— you don't— you haven't gotten into a mental block getting through that level of activity, um, or have you at any point? Okay, how do you deal with guys who do?

How do you deal with—

you're trying to train guys, how do you— because most freak out.

Yeah, um, I honestly just crack jokes with it. I just— for me, I'm a positive— I'm like a positive guy, so I love positivity, and I like joking. Like, more— I joke more clients on the phone than most people do. So for me, I'm— yeah. So I think it's easier. Well, like somebody will hang up and they'll be like, you know what, they'll hang up, say fuck you, hang up. And then I'm like, fuck me? No, fuck you. And I'll just go next to the next call. I'm like, all right, cool. On to the next. So I'm like, so I'm like, they'll get mad at you. They're telling me, well, yeah, screw that guy. But you know what? There's nothing we could do about it. You know, that's his fault. If something happens, that's, you know, you tried your best. Like it's It is what it is. And then so I'm just more of like a positive, like, joke around, you know, like, you know, it's not— I try to minimize like how, like, it's not that big of a deal. Like, it's— I try to like normalize how— because it is normal. Like, so I normalize, you know, that that's so common. And I'm big on like, if I get that, I will like have the recordings and I'll like show like, dude, yeah, I was where you were at. Now look where I'm at today and look what just happened to me. Like, it's normal. Like, I still get these calls, I still get this. So I'm like, you know what, don't even stress about it that much, dude.

I've gotten back on the phones recently, just some rebuilding a direct base shop and working with some guys. I'm just having fun kind of learning. I, I haven't sold full-time since 20— I end of 2016, really early 2017, and, uh, kind of getting back into it. And I'm learning a lot because I never did telesales. I was all field mostly. I mean, I did a few by mistake. Um, so getting back into it after this long, I've had to learn a lot of shit. I don't know where any of the buttons are anymore. I don't know how the e-apps work. I don't know who takes a fucking text signature versus a physical signature versus an email versus a voice. I don't know none of that stuff anymore. Um, but for me, the piece I do understand is like the reps and the activity part, right? And I'm like, even, even, even if you're really good at this, which I'm supposedly considered to be, Bro, I got hung up on 3 times right in the middle of fucking applications yesterday. You mean like dead smack middle of the app and they're like, they don't— the PIN annoys them, they can't figure it out and they hang up on me and they give up. Like, that stuff don't go away. You ain't getting out of it, never. Um, and it's just so— for me, I like showing it to some of the new crew. It's like, dude, as long as I've been doing this, I still get it. I ain't getting out of it either, dude.

I just—

it is what it is. That's good. Um, cool. Let's give them some, like, um, I like all the mindset stuff. Give them some, some, like, sales stuff, whether phone and you want to transition, uh, whether, like, intro. Are you booking or are you doing one-call closers or mix?

I assume, boy, if I can one-call close, I'm one-call closing. Um, if it's not one-call close, then I'm set. I'm keeping them on the phone as long as possible because everything's a smoke screen, in my opinion. So for all you new people, that's, like, one of the biggest things, like, I think new agents like kind of struggle with is like, okay, yeah, Caleb, I'm busy right now. Can you call me later tonight? And most people when they first start, like, yes, I'd be more than happy to. No, no, your calendar is your calendar. Like that thing is filled. They got to work to get on your calendar. So I'm like big on like, okay, yeah, no, 100%. I will. I can definitely put you on my calendar, give you a call later, and I just carry on through my script. I always give them— I give them 2 or 3 times, or if I can hear something in the background, but 2 or 3 times until I'm like, okay, fine, I'll let you off the phone. But Yeah, I'll just carry on. Like, all right, yeah, no, I'll give you a call later. When you were initially looking, were you looking for more of like something for the mortgage, more of something for funeral final expenses? I have closed so many deals just from carrying on through my script. And then they'll be like, how much longer is it going to take? Yeah, we're super quick. We're almost done. Maybe 15 minutes or so. We're all hurried up and get it done. I'm like, okay. I finished the call. I'm like, Caleb, that was not 15 minutes. That was an hour and a half. I'm like, yeah. Well, you got your coverage. I'm like, um, so I think a lot of stuff, whenever people get that, because I always say appointments are disappointments. So if you're gonna, if you're gonna, if you're gonna let somebody get them scheduled an appointment, don't expect them always to answer. So you might as well continue to shoot your shot getting them through a one-call close and not just giving up that easy.

Yeah, yeah, that makes sense. Are you, are you working all final expense, like vet leads, or what are you doing?

Ethos, Ethos leads.

Ethos leads. Really?

Yeah. So is it just—

clarify what they are for those that don't know.

Yes. So they're in Integrity. You can buy those off the Integrity place. And then what they are is they're just leads that people went on to the, like, Ethos, like the carrier Ethos, started filling out an application and then they never finished it. More often than not, it's because they didn't like the prices. Or, you know, they just forgot about it, which is why I like them because they're actively like looking to buy insurance. So that's why I prefer those leads because they actively were looking. More often than not, it's just like, you know, they're younger. I can have a conversation with them. You know, it's a little bit—

were they looking like yesterday or were they looking last month or 6 months or they're different? I assume there's different ages.

Yeah. So I run the the fresh ones, which for fresh for them is 0 to 30 days old. And then you can get another one that's aged, and that's, um, 30 to 90 days old. And then they just released a new one, which is 90 to 120 days old. Okay, um, what are the fresh ones cost you?

What are those, $15?

$15 a pound?

Okay, how many are you getting a week?

Whatever $2,000 gets me.

I, I don't know what the exact number is.

$150-ish, $170, whatever the number is, something like that. Yeah, you're You're the math guy. I'm not mathing.

150 would be 1,522. So a little under 150, probably 130, 140. Cool.

Yeah, it's good. So I never miss— I never miss buying leads. Don't care if I'm working 3 days, 2 days. Every Thursday I've already got my leads bought. Every Thursday I buy leads. Every Thursday. Because I like— I work weekends, so then I like to hover through having something fresh to dial the weekends because the weekend starts my week. I think a good weekend creates a good Monday and a good Monday creates a good week.

Okay, so Thursday you buy leads, you're on the phones Thursday and you just go after it. Are you off Sundays? Are you working?

No, you work.

You're 7 days a week.

Yeah, I don't— I won't say I work 15 hours, but I work pretty heavy doing something.

Yeah.

Yeah. So I'll go to— I'll go to church and then when I'm done with church, I will— I'll just, you know, find a spot. I won't go into the office. I'll dial from a random place. Dial from the house, dial from a park. But I close the most deals on the weekends. I think I've closed 6 just on a Saturday. I don't remember if it was Saturday or Sunday, but I closed like 6. So that's one of my favorite times to dial is weekends. So that's what separates the boys from the men is dialing on the weekends, especially when you're new.

Um, do you track how many phone calls you make in a week or a month, or like a big number? Do you keep up with any of that? I'm just shit curious.

I have no idea. I'm not, I'm not a big numbers guy. I would say—

oh good, I just want to— it's got to be a motherfucking ton of numbers.

Yeah, I have to replace a lot of them because they constantly pop up as spam because I use them so much. So I'm always replacing numbers.

All right, let's, let's roll through. How do you approach these suckers? Because I've heard different things. I know I have some, and this is— I'm going to be selfish for sure. I have some new guys on our team because I'm building a direct base shop. They don't know shit about most of the Ethos leads. They're running, you know, Final Expense, vet leads. I got a couple, one dude that runs the, the Ethos, but I would love to get, because I'm hearing bigger premiums, younger clients, a little more healthy. I'm hearing some really good shit about them. Um, yeah, I love the approach, how you go about it, even if you want to start with how you mentally approach it, given that they bailed on an app, because some people think that's a shitty lead.

Yeah, no, that makes the— with it being ethos, this makes it a great lead because like I'm not throwing shade at anybody, but every single carrier we have is cheaper. So more often than not, the reason why they stop is just like every objection is almost 9 times out of 10, right? A price objection. So whenever I get into this, like I already know, I'm already expecting them to be like, yeah, you guys are so fucking expensive. I don't— don't call me again. So more often than not, that's— I'm expecting that 100% of the time. So I know right off the bat I'm going to have to already overcome that. So I'm expecting that. And you have to like— these are sharp people, like they are young, sharp. So you have to be ready to be able to like at the snap of your finger just be like attacking them. Okay. So like more often than not I get interrupted and I, I just interrupt them. I just keep talking. And it's so hard for people to do that, especially when I first started. I would not interrupt someone. I hate interrupting. That's rude. And then I just got in the mindset like, I gotta interrupt them when they're hanging up.

Yeah.

Do I want to wait or do they— I want to let them win.

I want to win. So it's hard to put that on a script for all you people that are like, I have to have a script. It's hard to put some of this in a script.

That's why it's super important to learn the script as quick as possible. The faster you're off script— and I'm pretty sure you told Easton that, or Easton, because I know Easton told me that. I'm assuming it came from you or Zach. But it's like, the quicker you get off the script is the quicker you start selling a lot more. Because now you don't sound like a robot. Now you can actually have a conversation. So my intro right now is just like, hey, John.

Yeah.

Hey, John, this is Caleb. I was just giving you a call. I know you were looking at some coverage options through our portal to eat those. Were you able to get all the way to see your numbers for that or were they shooting back kind of high?

No, they were. They were terrible.

Yeah. And I do apologize. For some reason there was issues on our portal. There's only one option instead of the 52 other carriers that we utilize. Now, when you were looking, were you looking for like mortgage, something for the mortgage, or more something for funeral final expenses?

Some for the mortgage.

Okay, perfect. Now, I'm assuming, is that going to be the missus? That's going to be the beneficiary? Who's going to be beneficiary for you?

Yeah.

Okay.

My wife, Stephanie.

Stephanie. Okay, perfect. And then now I'm just jumping in through like the suitability stuff and now I have an early why. So now I'm just going to be like, okay, so Stephanie, she's gonna be your beneficiary. Now, are you— is she still working full-time, or, um, is it just you?

Yeah, it's just me.

Just you? Okay, perfect. I understand. So your main concern is just making sure that Stephanie can, uh, you know, take care of the house. God forbid something happens to you tomorrow, you want to make sure that she can take care of the house. And, you know, if you guys have kids, making sure the kids are okay, right? Sure.

Yeah. What are you getting? I'm gonna pause out here. What are you getting? Because again, I can make this as easy or as difficult as you want. If I make it easy, the people watching are like, it don't go like that. If it's— yeah, so you, you— what do you deal with the most there? When do you cut bait? When do you know to go forward? Right there, you're trying to figure shit out, I assume, in that 30-second window. Like, who are you? What are we doing here?

What's your—

yeah, explain that. Like, how do you nav— what are you trying to navigate there most?

Yeah.

Hey guys, just created something really cool, and if you want to be part of it, join the Discord 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. We have agents in there selling, me helping agents and sharing information. We're going to, 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.

So right there, I was literally just getting them on the phone. I know the moment if I can get them through suitability, I know 9 times out of 10 they're mine. These are high. If you get them that far, they have high intent. Now it's just a matter of, you know, yourself. How good can you be and how much can you help them?

So is the biggest fight just— I know the pricing sucked. I'm a broker, I have all these other options. Let me shop for you. Are you just trying to connect those two dots right there? That's it, really?

Yeah. So once I— more often than not, when I get that, like, literally the first, like, 9 times out of 10, the first thing I get is like, quit fucking calling me, you guys are too expensive. That's why I drag out saying ethos to like the very end, as I can, so that way they know, like, I'm getting them hooked on like, okay, insurance, okay, perfect. And then I say that, and then I already know, yeah, no, don't call me, you guys are too expensive. And as soon as I get that, like, just, just, just tell me that. Just like interrupt me. Like, yeah, I know you were looking at some coverage options through our portal, through Ethos. And as soon as you like, you start, they start screaming at you and I just carry on. I'm just back to normal. I'm just like, they're going to like, listen to me. I'm not going to let them bully me into stopping to talk.

I don't know if you can't cut a joke right there and be like, hey, I'm calling you back about that overpriced Ethos quote you got.

I don't know, I don't know, but I'm gonna try it today. I'll let you know how it goes.

Yeah, I want to throw in some humor there if it's me, to break that anger.

Yeah, yeah, it's—

and you say you like humor and you're funny, and see what you get. Work with it, see what you can do.

I love it, I love, I love the jokes. Yeah, I'll definitely try it. Um, yeah, so I do— I like the— what I've been doing is like the apologizing. So as soon as they say, um, You guys are way too— yeah, I'm sorry. And I kind of raised my voice a little bit, like I'm clearing my throat, almost like, yeah, I'm sorry. For some reason it was only shooting back one of our options. We have so many other options that you can actually look at when you were initially looking. And by the time I get to that point, you're bullying them into stopping to listen to you and they're not going to hang out. The likelihood of them hanging up is going to be less from me continuing to talk, even though it sounds rude. You feel like an asshole. But you're taking control of that conversation. Like you said, you take control and now they're going to listen to it. They're going to listen to you talk. And now you actually have your foot in the door to actually get a shot at making a sale.

So the first is that connection point. Second, for those listening, is you're creating curiosity of some kind. You're— all you're doing is buying a window where you can talk. You need a little window to get a little more information to them at this stage.

Yeah.

Sick.

Yeah.

Yeah, so from there, ultimately, once you go there, the why, everything else is no different than any other lead approach at this point.

Exact same, the exact same. Now it's just literally just— I, I, my ethos script in my— because I, I do have— I did just buy like a fresh batch of vet leads, um, last Thursday to start helping like newer, newer people to try on vet leads and stuff like that. So I have a vet, that script, literally the second portion outside of the intro is the exact same.

Identical.

Yeah, the exact same.

Someone asked me the other day, they were worried about going from one call close to book— like, from booking to one call close. I'm like, hey, you know that part where you book the appointment? He was like, yeah. I'm like, just remove that. Everything else is the same.

Yeah, I— yeah. So originally, like, our script had like a, you know, do you have time now? Or can I like— don't, no, don't say that. Don't say that. We're done saying that. You just carry on. Assumptive. I assume everything. Like, I like, I am like fully convinced no matter if somebody answers the phone, they're buying. And if you have that mindset, they're going to stay because you can hear emotions through the phone and that's like super big. Like, and it's like if you're happy and you're smiling on the phone, they're smiling on the phone. So it's like super normal. So I'm super assumptive. Over everything. Like, it's like some to the point where I'm guiding them into which direction I want.

That's good. Okay. Give us some keys then that are important to you during, um, say the presentation portion, the why, um, and kind of before where most people, most people tend to go why, explain what's going to happen next, app, close it, tighten process. So kind of give us some direction there, more like your good lines, things you're looking for, statements you say to get what you want, kind of put them in the corner you're trying to go. Give, give the meat of that stuff would be awesome.

Yeah, so whenever I'm in— this is one thing I'm very, very, you know, especially with Ethos Leads, but just in general, it does actually go pretty far away with the clients— is I make sure that they, A, one, have a pen and paper handy when I'm going through like numbers, so they already have a pen and paper like ready. And then two, I send them like my— I have a website now that has all my licenses and stuff like that. So I always shoot over that super early. So I'm like, oh, hey, before I jump into anything, John, let me go ahead and shoot you over my website if you want to go ahead and click that link I just sent you. Yep, that's— and I'm like I said, I'm big on jokes. Don't care if I'm making fun of myself. So my first line is like, yep, that's me with the big old noggin. Promise you, my mom just says my, uh, I'm just very smart. So I know my forehead's big. Feel free to laugh. I'm not going to take anything against you. Um, and then they usually laugh. And then I, I say that early on because then it breaks it down. Now they're like laughing, and the faster they laugh, in my opinion, is the more they're like down to earth. If I can get them to laugh early, then they understand, like, you know, it's me and them versus everything else. So I always drop that, and then I tell them, all right, perfect. Now If you want to go ahead and take a peek at that state license at the very top, that's going to be my producer number. Do you want to read that back to me? Read it back, Mike. Yep. That's tied to all my licenses, state and federal background checks, fingerprints, the whole nine yards to be able to assist you here today. So if you ever lose my contact information, obviously it's on the website. But if you have that number, you can plug it into any insurance department and they'll be able to provide you with the best contact information for me. Okay.

So I like how you wrap that around losing their— losing your number. That's kind of fucking slick. For those that didn't catch that sneaky little line right there at the end, that was cool. I like— I kind of like that approach versus like a, hey, you can trust me now, even though that's kind of what it's for. You present it differently. I've never heard that way before. Everyone else is like, here, trust me, here's my shit.

Yeah, I love it.

Even though you said that, you said it, but you kind of sprinkled— I like the kind of the way you ended wrap, kind of put a little bow on it.

Yeah. So, and then I'll carry on and like another line I use, I kind of just toss it in whenever, like, like, hey, do make sure, like, whenever I finish the call, another thing I'll do, I know we're kind of bouncing around the place, but, um, right before I give them, right before I give them numbers, I'm like, all right, you got that down? And go ahead and write down my phone. So I tell them, write down my phone number again.

Yeah.

So then, like, before they get into numbers, we're writing everything down. So now that they have it all on their face, so now they see that and they're like, all right, perfect. So write down this. First of all, just in case you don't— you lose website again. First name, Caleb. K-A-L-E-B. Tipton. T-I-P-T-O-N. Big forehead. Whatever you want to title it, just that way you remember me. Phone number. Direct cell. So the number my mama calls me on. So if you call me at 3 AM, I promise you're going to get the 3 AM Caleb that thinks his mom's in the hospital. So be careful if you call me at 3 AM, but I will answer. And so they always snicker at that. And then like, all right, perfect. And I just want to make sure you did have that because I'm not like a Jake from State Farm. You call that cell phone number, I am going to be the one that answers because I am going to be your agent for life. So if you ever have any questions after I help you today, I'd be more than happy to jump on a phone call and just get a hold of me so that way I can help you. And also make sure your beneficiaries know that because, you know, God forbid something happens to you, they need to know who to call to make sure that they can get everything taken care of. And I can make sure everything's— I can take some stress off their shoulders. Okay. Sound like a plan?

Love it.

And then I get into the numbers and then like, then I re-break down the why. So now I reiterate the why.

Okay, got it. Yeah, I like that. So I do right before you show numbers.

Yeah, I want to— I want to reestablish like why they're getting it. I want them to remember because we've gone through so much stuff. I want them to be like, okay, I want them to bring them back down to earth of why we're getting this, why we're talking today. So I do an early why, and then I dig into the why right after that. So now it's just like, okay, and my portal is loading here, John, but just want to make sure we're on the same page. You know, we are just looking for coverage just for that mortgage, correct? You have that, it's like $500,000 if I'm not mistaken, right?

Yep.

Okay, perfect. And, you know, Stephanie, she's not working, so we just want to make sure she has something put in place, bare minimum, that she has something in place to make sure, God forbid, something happens to you, you are— she is taken care of.

Yes, sir. Yep.

Okay. I'm going to go ahead and pull those options up to make sure that we can make sure Stephanie's taken care of. Now, once I go— once I pull these numbers up, I can adjust these up or down however you want them to look. But bare minimum, we just want to make sure Stephanie has something to give her time to figure out what's the next game plan. Okay.

I love it. Thank you.

All right. So first recommendation, we're shooting back. For, you know, $200,000, we're going to be looking at X amount. And then for that $350,000, we're going to be looking at like X amount. Now, John, out of those two options, which one's going to give you the most peace of mind that Stephanie is going to be taken care of, God forbid something happens to you, or should we adjust? And then I mute myself. And then I mute myself.

You literally mute so you can't talk.

Yeah, literally. So out of those two options, which one's going to be—

I'm gonna steal— I'm teaching that from now on. Craig, if you're watching, this is specifically for you, bro.

Yeah, I love that. And it's so, so often that like, I've started telling people that because like, so often you start over-talking yourself so you don't sound confident. Confidence is huge. So the moment you start rambling on, the moment is there, start like, okay, they can hear it. So then like, did Easton— I just mute myself. No, I don't think so. I think I just did on accident. I was talking, I was like, oh, that was so much better, and I accidentally muted myself.

So I like that. I'm a fan of that one.

Yeah. Yep. Because then you mute. So, and I do that with social, I do that with banking, I do that with like all the key stuff.

Really? Okay.

So if they're— if I'm asking for social, I'm like, all right, John, you are a US citizen, correct? And I'll snicker a little bit. You are a U.S. citizen, right? I'm like, yeah. Okay. What was a good social to verify that?

I like the way you do that too. I'm out of that. Yeah.

So I just— so I mute it because then it's just like if I start over talking on why I need it, if I overexplain it, that means like I'm not confident in myself to ask that. I am the professional with the license. I don't need to tell you. Are you going to go and talk to a doctor and say, hey, no, I don't need to have heart surgery, I need to have bone surgery, even though my heart rate's 220? No, you're not going to do that. This is— you're the professional here. I'm just like, I need it. You're going to give it to me pretty much. Yeah.

Most people I talk to do social wrapped around MIB prescription check.

No, if they give me an objection, straight to the chase. I don't need to explain it. If they give me an objection like, yeah, you said you are a US citizen, correct? Yeah. They just need to verify that as well as your medical records to make sure you're not lying to me about what's going on. On the health department. So what was that? Social?

That's a fucking—

I've—

dude, I've been doing this a long fucking time. I've never heard one person wrap that around citizen.

Yeah, that's like— that's not how we— I do everything. It's literally just like, you are a US citizen. These days I do have to ask, John, but you are a US citizen, right? Smicker a little bit.

Right. Given the current weirdness in the world that we are not— none of y'all fuckers were getting into, to be clear. But yes.

I like that. Yeah. So crazy. I very, very, very rarely get any social objections. I could probably count on my one hand how many times I've gotten like the last 5 months.

That's a smooth spot to do it and say with confidence.

Yeah, if I say anything with confidence, I guarantee you I—

Yeah, I mean, dude, I've told people before, I could be like, hey, Mickey Mouse needs your social now. Go ahead. And they would fucking give it to me. Like, I could just say anything, dude. But I like where you wrap it around because it will force people, I think, to talk less, to reason it, if they do it there versus at when they're about to pull their shit.

Yeah, crazy.

Okay, I like this. All right, keep going, give us some more good stuff.

All right, all right. So then when I get to banking This one, I— this is like the common one. So now it's just like, all right. And then, John, what bank did you use to bank with?

Bank of America.

Bank of America. Okay. We do work with all the major banks these days, so we go ahead and get this pulled up. Looks like I have the routing number. I literally just— well, ask me. Yeah, you are. Did you open that one up in Georgia?

Yep.

Okay, perfect. All right. Yeah. Let me go ahead and plug this in, make sure we— yeah, we do work with all the major banks. So it looks like routing number I have is 111111. Is that the one you have on file?

Yep.

Okay, perfect. What was the account number? And then I mute myself.

123.

Yeah, I mute myself again. And then they give me objections. Yep, they just want to make sure you do have a brick-and-mortar bank because these days they don't like to do the Chime, Cash Apps, and stuff like that. So they just want to make sure you do have an active way to turn on your insurance if you were to get the approval. So, um, go ahead with that account number.

It's cool. It's good.

Literally just like the same, the same stuff. It's confidence. It's confidence. If you tell them you're super, super confident, then they're gonna be like, you know, crazy.

Okay, I love this. What do you still— I'm gonna go completely different way now. What do you still struggle with?

I yap a lot. That's why I have to mute myself. I will, I will 100% it. Like, over— like, I will talk myself out of the cell. I will. And I build so much rapport. I'm like, I built a ton of rapport. There's like a ton. It's ridiculous.

Up front or all along the way or both?

I can have— I will have their whole life story in 5 minutes. But it's a good thing and a bad thing because now I have so much rapport that now they're just like, yeah, Caleb, I really like this.

Yeah.

Yeah, let me, uh, can I, can I give you a call tomorrow? We'll finish up tomorrow.

Yeah, and I'll see you tomorrow. We'll talk about it then, dude.

It's happened before. Um, so they're like, I can see it. They just tell me, they, they just like, they just think we're like best friends. Like, literally just happened like the other day. So I still like fuck up even though I'm selling at a high level. I'm still fucking up. I had a guy, he, I closed him on everything, price, everything, and I could hear him like going there. I had this guy like getting— my mom owns a jewelry store back home, so he's in Oklahoma. So he's like, dude, I'm definitely gonna go swing by. I'm gonna get engaged soon. I'm gonna go see if your mom can help me with the ring, blah, blah, blah, blah. I'm like, yeah, yeah, blah. So I built all this rapport, get to the end, he's like, God, where is my banking? Like, he's screaming at his wife to get the banking, like find a bank statement to get his account routing. He goes, Caleb, I apologize, I usually don't work this way. I'm like, dude, no, Brett, you're good. Like, why don't we just jump on a call tomorrow? It's like 6 PM, banks are closed. I'm like, well, there's not much I can do. Doesn't do any online, like, banking, so he doesn't have the app. Call him tomorrow, no answer. Not calling the next day, no answer. On the next day, no answer. So I'm calling today, he's gonna answer one way or another.

But hey, my guy Giovanni closed one last night. Um, somehow they got disconnected, she was frustrated at a certain point. He called her 9 straight times, got her back on the phone, fucking finished the app for like $250 a month. Some super— 9 straight. Yeah.

And then I think he ended up getting her by FaceTime.

The FaceTime audio thing because yeah, yeah, that's smart.

I'm going to do that tomorrow or today actually. But yeah, it's like you got to be relentless in this thing. Like what's the like literally what is the worst thing that could happen with you if you call somebody 15 times in a row? Oh, they block you. Cool. Get a new number. It's like, that's like literally like, can you see it? Oh yeah. Like the— okay, I can see it. Yeah, it's blurry, but I can see it like with the FaceTime.

It sure got— no, that's Easton.

Oh, I thought you were showing me the screen of, uh, Javon. I just—

I text Easton a picture of us on here. He goes, he says, let's go, he's a fucking stud.

That's dope coming from him. Um, but yeah, so I'm always big on just like, like, why give up on something like that? Like, dude, like, you gotta like— and new age, like, that's another thing, new agents also, like, they're so shy. One dial, one dial, one dial. No, no, no, no. 3 times. More often than not, this is what Eason engraved into my brain early on. Like, he's like, dude, I beat that into them for sure. Yes, good. Because that, that's, now that's what I beat into all my people. Dude, you have to triple dial. You have to, have to. You're doing yourself a disservice if you're not triple dialing. You're doing yourself a disservice. It's most of my answers come on the third dial. Why are you calling me? What's going on? I'm at work. Like, yeah, sorry, this is Caleb with Ethos. Just giving you a call. I know you're looking at coverage options. Um, and then I just, you know, I've closed people while they're sitting at their desk at work.

And it's for sure we, um, and I just sort of briefly kind of mentioned it and you thought that's what I was showing you on the screen. And I think you said you're gonna try it. Do you, have you ever not done FaceTime audio calling people?

No, I've just done, I've just done regular FaceTime calls.

Oh, got it. Those work too. But hey, FaceTime audio, bro. Gold mine. Fucking gold mine.

Hey, I'm doing that, dude.

You'll get 20 new people to pick up today. Oh, I swear to God, bro. So we triple dial, and then number 4 is FaceTime audio.

I love that.

Yeah, for those that don't know, if you're in today's world where you block, some people's setting, if you double dial it, it gets through the block, right? Triple dial is just because that's what you do, because we teach it. If you don't know, fucking Google it. There's 100 videos out why. And then for us, the last one's the FaceTime audio because that gets through any block and it does the different ring noise. It does that little fucking chirpy sound and those fuckers hear it. And it rings 200 times in a row till it just— and it's like times out, you know what I mean? Uh, and then from there we will do FaceTime video if necessary. Okay, dude, FaceTime audio, bro. Holy moly.

Yeah, yeah, I need to— I'm gonna start doing that, I promise, dude. That's huge. That's huge.

Fucking people to pick up today.

I'm definitely gonna do that, 100%. That's huge.

Yeah, so I started keeping track of it. I use a little dial thing and I started marking it like a certain way so I knew they were the FaceTime ones. It's not even close where I book more appointments right now, or get more people to pick up to do the one call.

I'm doing that. I'm just gonna do that all day today, actually.

Yeah, does anybody want to pick up? I promise you, dude, because you know how many go straight to voicemail. Now obviously it doesn't work for the Android people, you know what I mean, with that stupid Google Assistant thing, whatever the hell, whatever.

But I got something.

Yeah, do you really? What do you got?

Yeah, um, so I do two— one of two things. I'll either mute myself and just let it carry through because everybody's always curious on why can I— somebody's calling me.

So you don't say shit when it's talking.

So I've had, I've had that work very well. And I've also done— and this has been working a lot better for me. I will literally repeat their full name. So it'll be like, this is a Google AI service. Who am I speaking to? John Wetmore. Okay. Perfect.

Now, my team did that yesterday. Giovanni did that yesterday. He did the name and address. He read their name and address on it and they fucking picked right up.

Yeah, yeah. Any piece of information you have, like, they will, they will 100% answer it because they're just like, who knows my name? And that select information, beneficiary John Wetmore, Angela, blah, blah, blah, whatever it is, Stephanie, whatever. Then you just, you just have whatever piece of information, branch of service versus, hey, this is John calling about the insurance.

You put your beneficiaries, Stephanie, and Yeah, dude, it works.

It's not gonna work.

It's not 100% workproof, but yeah, it works better than the, the voicemail you're leaving now, I bet.

Yeah, exactly. It's just like objections. You're just trying to get your foot in the door. You can get your foot in the door to open up a little bit more.

Perfect.

Now you can actually try and squeeze through.

Oh yeah, I love it, dude. I love it. What's the, uh, so you got 10 agents right now selling?

I've got, um, between 10 and 12. Um, so I've got 6 full-time, 6 full-time, and then I think we're averaging probably about $120,000 right now.

Good for you.

Hell yeah. Yeah, not too bad, not too bad.

You're at a good point. I'll give you one small piece of advice: don't try to hatch all 10. Find 10 more to add to your current 10. You know what I mean? And, and let the winners rise. Just keep adding people, dude. Keep adding people. People get paid. If I can help with the journey, dude, let me know. I know it's a, it's a, it's a, it's a, it's an interesting phase to be the, the leader in the sales side and trying to herd cats with getting agents started, um, you know, and provide guidance and quote unquote balance both of them and all that shit, which, Easton, you're in a fucking great team, dude. Um, They've killed it at that. But if I can help with your journey, I appreciate you sharing here. Yeah, thank you.

I appreciate it. Yeah. Thank you for having me on. I've never—

hey, have you read the book yet? Have I sent you one yet?

Not yet.

Send me your— my team probably has your address. I'm going to— I'll send you a copy.

Sweet. I appreciate it.

Thank you. You filled out that thing with all your info, I assume, right?

Yes, sir.

I'll get a copy sent out to you. I'll have them send some extras since you got some guys in the office with you.

Perfect. And yeah, we're about to start a, um, like a, you know, chapter, chapter a week of like some type of sales training, like on like the, you know, by yourself. Yeah, appreciate it. Thank you. Yeah, thank you for having me.

This is my version of the journey, dude. You know what I mean? I learned from Sean and a bunch of the other guys that are the OGs that are here from the beginning. I've been here since the beginning, but I sucked. So, you know, I learned from people along the way too, dude. So happy to, happy to be part of your journey if I can and say what's up. To, uh, your team over there. Yeah.

You're gonna be at convention?

Of course. Yeah.

All right. Well, yeah, I'll see you there then. I meant to try and get you at the last one, the one in, um, where was it? Uh, Florida. In Florida. Oh no, I was one. Scott. Yeah, yeah. And I don't— I think you were there, but I don't think— yeah, I don't think I could.

It was big though. So big. I've not missed one ever. I've been to— yeah, I don't know how many we've had since 2015. January of 2015 was our first one. And so this is 10, 11, whatever the hell it is coming up. 11. Yeah. So yeah, sweet.

But I'll be there.

I'm not hard to find, but track me down, dude. I stay busy because I meet up, talk to a lot of people there, but I'm not hard to find. You just gotta— yeah, you might have to be active about it.

Yes, sir. Oh, don't worry, I'll be telling— I'll be poking Easton. Hey, we gotta go find John. We gotta go find John.

Hit me up. Just hit me up before we go out there. Send me a DM or text or whatever and we'll connect.

Got you.

Sweet.

Make sure you bring your running shoes. We'll go, we'll go for a run.

You're gonna have to— you're gonna have to wear your work boots though, so you can go slower.

I'm retired now. It's not— it's not as good as it used to be, but I love it.

That's safety, bro. You're gonna have to like run in the mud. I'm in, I'll do it, but you're gonna have to slow down.

Yes sir, sounds like a plan.

All right, dude.

All right, thank you. Take it easy.

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