These Insurance Phone Scripts Are Worth $100,000 (Live Call Review)

Now he's going to do some direct coaching with me. I'm going to teach him to print fucking money. This month, 16 apps for $24K, $23K issue paid tomorrow. That's halfway through the month and it's the 14th. Hopefully having record days, record weeks, record months is the goal. If not, that's what we're here for, is to help you kind of figure some of that stuff out. If you guys have any questions along the way, feel free to put them in the chat. If anybody's had a record month making more money, I would love for you to type in the chat that you have a new record. If you're broke still, you can type that if you want to share it. But I know some people we've been working with have been killing it, printing money, doing some cool stuff. What's up, Preston? Christina, see you guys. Um, I'm gonna get in today. So again, there were two of you I talked to on DM. If you're here, type in the chat. I told you if you got on this live— I don't remember either, Frank maybe, and whoever— y'all know who you are. Hit me on the chat if you're in here. Um, if not, you missed your shot. Justin, we either want to call phone script stuff— I think you are, I think that's you. Yes, cool. All right, hang tight, we'll get to it in a little while. Justin recorded some calls, send them to me, and I'm like, hell, I'll get on. I was listening to my son's baseball game the other day, he was making some phone calls, recording them. And, uh, I told him if he jumped on, we'd go through them at the end or at some point. And then someone else DM'd me yesterday. I forget, you're 50 and struggling or trying to figure it out. Whoever you are, you'll know who you are if you're on here. If not, again, all good. I'm gonna get in some of the— today, some of the— probably like the 3 main struggles people have building an agency, um, and If maybe you're not building an agency or a team, you may be doing some of the things wrong I'm gonna talk about with the struggles. Um, number 1, any of you have a feeling like you can't find enough good quality people, quality salespeople? If that's you, Tyson, I see you nodding your head. Type a 1 in the chat. I wanna see how many of you struggle with this. I just can't find enough damn good people. Everyone. I love it. Holy moly. Ruth, Corey, Stephanie, Kurt, everyone. Literally anybody. Just find unlimited quality people. Type a 2 if that's you, because everybody you talk to is high quality, great people. No 2s. Probably won't see any of those. I don't expect any. Um, here's some things I've learned. Let me give you some thought process stuff, because I used to think this way too. Like, I have a hard time finding good quality people. What I've learned is like, if I go, all right, define quality for me, right? So if we're having a hard time finding quality people, what do you define as quality? We have many employees and they all have quality. And are capable of something. I like it. I like the outlook, girl. Um, and I think the, the, the problem is what do we define as quality? Like, Stephanie probably sees it right that she finds good qualities in everybody. And when we generalize and go, I don't find good quality people, you're, you're putting people in a bucket. Just going, everything about them sucks. They should quit. You're mad at what they do. You're mad they don't make enough calls. You're mad they don't get on the trainings. You're mad they don't like know their phone script. You're mad they don't do A, B, and C that you think they should do. What's up, Brian? Um, and for me, I had to learn like a couple things. Anybody ever like say to themselves, I wish I could find more people that are like me? You ever say that to yourself? Like, I used to say it all the time. I wish I could find more of me. I just want more of me. Careful what you ask for. Because those of us that see things big, we have big dreams, we have big goals, we, we feel like we can accomplish things. I'm gonna speak on behalf of me. I'm a pain in the ass in a lot of ways. If I had to deal with 30 of me, I don't know that I could handle it. So I'm like, here you go, Schmidt said he wouldn't hire himself. I can agree with that in a lot of ways. You know, it's like you got to be careful what you ask for. One, do you really want to deal with a bunch of you? Two, I always say, like, even if you did get that and everybody that you hired was more like the person you wish they were What would they need you for? And why would you deserve to get paid anything if everyone were this elite, perfect level that you desire? You know, I always say like, how much, how much would it grow? And I always give an example, like if we were going to go out and Amanda's heard this 800 times, so I apologize, probably more, 8,000 times. She could probably quote it or say it, but it works really well. If you and I were going to go out and open a bunch of Chick-fil-A franchises across the country and grow our empire, and the only people we wanted to hire for those franchises were other people like us that also wanted to build Chick-fil-A franchises, how well would that business model work? Want to open Chick-fil-A, but we only want to hire people who also want to open Chick-fil-A. Right, what's the first question you got there? We're opening, that's all we want to hire. You'd never keep anybody, like you'd never keep an employee. Who would cook the chicken? Who would sweep the floor? Who would manage the shift? Who would manage the territory? Who would manage the Southeast as you grow? You know, man, it's like Who would do all the pieces? And so Chick-fil-A is as big as it is and has as much success they are because they're really amazing at taking like 16 to 23-year-olds and teaching them how to do tasks really well and teach it like— you ever drive through like a McDonald's versus Chick-fil-A? And for those of y'all that don't have Chick-fil-A, I apologize, you're missing out. In a lot of ways. But just like the mentality toward— dude, I go through— Maddox likes McDonald's. They're little, uh, what do they call those things? They're like pancakes, but they call them something else. Hotcakes, I think they call them. He loves them. I can't stand going through the drive-through there. You pull up and they're like, yeah, you know what I mean? Chick-fil-A is like How may I help you? You know what I mean? They're like cheery and excited. McDonald's, you like barely, they barely get words out of their mouth. You know, we pull in one the other day and Steph's ordering and she goes, I want hotcakes and with bacon and a large sweet tea. And they go, all right, pull up to the window. We pull up to the window and they were like, are you Steve? She's like, clearly not. Right. And they go, I don't know. We didn't get your order. Drive back around. Steph was like, I'm— what do you mean drive back around? I ordered back there. You told me to pull up. She's like, yeah, I don't know. I don't know how to put the— I don't know how to put the order in. Steph's like, this is what you guys do. But the person at the window isn't used to putting in the order. They're just used to taking the card and swiping it and giving it back with the receipt. But the mentality was like, F you, pull around. She's like, there's 15 cars in line. You know what, I'm not going back around. Get your man, get someone out here to help take the order. And they were just very combative, you know what I mean? Whereas you go through Chick-fil-A, dude, they're like, we got you. They'll take care of everything. The mentality is different. Like, what can we do to help you, you know? And for me, I had to learn that it was my role to take people who had desires for something more, not judge what that is, not expect everyone to want to be me, not expect everyone would want to build a business, not expect everyone to want to make $400 grand a year, $200 grand a year, $100 grand a year. Some people just want to like make a decent living and be home with their family every night. Some people want to do this part-time. Some people don't want to build. Everybody has different desires. Just like some people want to work at Chick-fil-A, and there's nothing wrong with that. And so for me, I used to get frustrated if everyone didn't want to be super high level, you know, and I had to learn that my role is to help take people from where they're at to where they want to go and guide them towards it. And those things that frustrate us about other agents or where the opportunity lies for you to grow. And so I had to learn how to like step back and— excuse me— and be grateful for them having the deficiencies that I think they had. I'm gonna get back, just do this. Sorry, you go ahead. Cool, got it.

And you want to do that?

Just share the screen to that.

Share the screen and then just hit play and they'll hear.

Yep.

Fuck yeah. Thank you. Okay. I'll yell at Amanda to come down if I can't figure it out. She'll be ready to sprint down. Uh, for those that don't know, like Amanda, just between Amanda and Reese, they like run everything. All I do is get on here and talk. Um, so I had to learn to look at, is it really that I'm hiring poor quality people? Or is that I'm giving poor quality training and poor quality guidance and setting poor quality expectations and having poor quality expectations on my end? What's up, AJ? Like, what am I messing up? Meaning, think of all the things you're frustrated with by agents. Just think of the list, all the things you wish they did different.

Right?

And I start to look like, how did I let them get there? Like, what did I do wrong that they think that they can win at this without training? What did I do wrong that they get their first chargeback and they're confused? What did I do wrong that they sell 10 apps and they don't expect 2, 3, 4 of them to fall off? What did I do wrong there? What did I do wrong that they bought a batch of leads and they expected to have a massive ROI on the first run? What did— where did I mess up so bad that they're expecting it to be smooth sailing from the day they get in? How did I mess this up? You know, so I changed the way my, my mindset went to like, not finding good quality people to like— everyone has some qualities. Like Stephanie said, they all— some, some pe— we all have different talents and skill sets and abilities. And my job is to identify the strengths and weaknesses of people and tweak them and challenge them and help them get better and see things different by giving a lot of examples and analogies and stories and talking about where I messed up. There's a lot of ways to do it. I can get deeper on it, but at its core It's like if you shift your mindset to, I don't get any good people, to maybe I just suck at developing people. And that's the mentality I had to change for me is like, if it ain't growing, it's like those of y'all that know how to sell. If we look at some— a missed sale or a bunch of missed sales in a week, right? I sit down with client Bob, Susan, whoever, and I, I get, I want to think about it, I just don't do things on the first time, I need to talk to my spouse. If I get all the things, I ain't got no money, I can't afford it. Those that sell a lot, whose fault is that? It's the agent's fault. Sales guy, you messed up, right? Yet When the agent gives us all these versions of objections, all the things I mentioned earlier, in our eyes, we don't look at it as our fault anymore. We want to blame them. And what's crazy is you start to realize you're being the manager version of the agent you're frustrated with. You're deflecting, you're blaming, you're pushing, you know what I mean? Like, we're doing the same thing we're frustrated with. And when I figured that out, it was such a weight off my shoulders because I realized how much of this I controlled. Whereas it's everybody else's fault, you, you have no control over it. It's just gonna suck forever. You know, so I just started changing, and that doesn't make everyone perfect. It doesn't mean everyone's going to win, but the mental energy I gained from that lack of frustration all the time, because I go at it from like, where did I mess up in this situation? It just changed the way we started doing business and the way we started seeing things, and we started having a lot more success because the focus was correct. Instead of changing the agent all the time, I was like, how can I deliver it so they hear it different? How can I deliver it so I can empower people? How can I deliver it so they feel like they can also win? And I had to learn how to work on those, those deliveries and those stories and those examples and give people hope in this business. And it's, it's, it's, it, that's what led to, hell, the growth y'all see we have today. Quick break in the video. This is John Wetmore. Want to invite you to join my new school community. You will get access to tons of free sales training. There's a community of other insurance agents looking to win. We have hundreds of them already in there, um, where we're giving out answers to questions people have, coaching, guidance, tips on not only selling but building, team, team stuff, um, leadership tips. And I'm personally in there responding to messages, putting out challenges, talking about our wins, our losses, our struggles, and sharing things that'll help you win as well. To join now, go to johnwetmore.com/school, which is S-K-O-O-L. The link is also below. The second thing is very similar, and I kind of touched on some of it, but like the sales agents, salespeople that complain, they're negative, they boohoo. Y'all deal with that shit? They call you just a bitch. Austin, you got the biggest smile on here, bro. You also probably talk to more people than almost everyone on here. Yeah, it's like, man, how do we— how do we deal with that, you know what I mean? It's like, again, some of it is expectations. And part of it, I had to like really— and I've, I've talked about this a lot, many of y'all probably heard it before, but like the things I say and the thing— the things I say to someone and the thing they hear can be two totally different things. Meaning, I'll give you a simple example. You ever hear— you ever hear that, like, what's that thing?

R—

hold on, let me type it because I can say it.

RRTFM.

Anyone knows what that means? You ever heard that saying? Someone in here has got to know that. RTFM. Anybody know that? I'll be shocked if no one knows this. I've heard about it for like my entire life. Read the fucking manual. That's a teaching style. Right? So like when someone would call, I need help with underwriting question or phone script question. I know early on in my career, I'd be like, did you watch the training on it? Did you watch the video? Did you get on the call last night? Like we question their work ethic towards it. Now, what do they hear, Preston, when I say something like that? I just want to know if you, if you watch the training. Simple question. What do they hear?

They hear you being an asshole.

They hear that I don't want to help them. Correct. I'm being a dick and I don't want— he doesn't want to help me, he's being mean. That's what they hear. I'm just asking if they were a professional and did what they were supposed to do, but they don't hear it that way, right? So I had to learn how to change the delivery. You ask me a question about something I think you should know, I can just deliver it different and be like, dude, great question. I'm actually walking into a meeting right now. Do you have the video on the phone script or you want me to send it to you? Because I'm going to have you watch it. I want you to write down 3 things you learned from it and then call me when you're done watching it, and then we'll go through it and see if I can help you with anything else. Now, what do you hear? You're trying to help. I'm still telling you, read the fucking manual, right? I come from like corporate world where everything is like warehouses. Here's what you do. And they literally have manuals on this. All the HR departments create manuals. It's like, here, do it. That's my world previously, right? But now, correct, they hear, oh dang, He's busy as shit, but he's willing to help me. Holy moly. And he's gonna let me call him back. Just a simple tweak in wording, you know? So it's like, are you paying attention to the intentionality of the way you deliver things to people? Because I am— y'all know me. I literally want to tell someone to fuck off, read the damn phone, you know what I mean? Like, study it. Like, stop, cut it out. But that doesn't do either one of us any justice. You know what I mean? And I learned that I've just have to— I have to be real. Like, think about this. If, if I sit with Brian, or if one of y'all sit with me or Brian, as we seem like we're kind of in the older crowd, right? Or you sit with an AJ who's in here, Reese who's in here, who's in there fucking 20s. I don't know if you hit 30 yet, AJ, but you look damn young if you have. Are you gonna speak to us the same, or is it gonna vary? Different generations, different personalities, right? When we're in sales environment, we're gonna be very adaptive to who we are. We're gonna have some level of like finesse in the way we speak to people. We don't speak to the 72-year-old widow the same way we speak to the 22-year-old kid. We just don't. You by default speak different. Fair? You don't need to be trained on that. Yet when we get into the building side, we're a one-trick pony. We talk the same way to everybody. We lose that finesse. We lose that intentionality. You know, you get someone who's an A-type personality, or you get someone that's like, uh, not in a mean way to any of you that are this, but the people pleaser, right? Or the person that needs a pat on their back, needs to be told they're doing a good job. You're, you're, you're talking to them the same way you're talking to me? Not good. I don't need the fluff. You tell me I'm being a bitch and I need to do it better, I'm in. But that's not most people. So I had to learn how to adapt based on who I was dealing with. How do I do that? I gotta get to know them. I gotta ask questions. I need understanding. I need curiosity. I need to ask for grace. I need to tell people that we're gonna mess up along the way. I'm putting it out there. Here's who I am. Here's my personality. Here's how I learn. I miss— like, I'm oblivious to a lot of stuff. So like, if you beat around the bush With me, I won't pick up the cues. I'll miss them. I need you to just punch me between the face and tell me, or I won't get it. It's just who I am. So I used to think everyone was like that, so that's how I taught. Everyone ain't like that. Now, my favorite type, the thing that happens a lot now is, especially when I train on this, I start speaking to people and I'll do something through stories. I'm like, man, you call me about something, you know, I had a phone script. I'd be like, yeah, dude, I remember when I was new, man, I would like not study phone script and I would skip the trainings and then I would call my mentor and I'd be like, yo, I've— how do I do this? And he'd be like, you dipshit, didn't you watch— get on the— you didn't even get on the training and you're asking me the questions about something I trained on last night. And I had to learn the hard way that I had to be a professional in what I was learning. Does that make sense? And I'm delivering the story, the thing that's frustrating me about them, in a version where it's on me. And I'm just telling the story about what— so now it makes me relatable to that person, and it allows the delivery to be smoother. So it allows me to get the message across, but they also hear it the way I want them to hear it, you know. And that, that was a skill set that I've had to work on, is I just got really good at it. And I give a lot of examples and analogies and stories to people. I was talking to a dude earlier and he's with another company, reaches out for help, wants me to work with him a little bit. And he calls me and he's like, he asked me, and I apologize, this cough, y'all, I get someone— is there a doctor that follows me? I don't know how to get rid of this cough. It's been like a month straight. Can you bring me a thing, Amanda, please? Or Reese, one of y'all? I'm just— I got— I ran out down here. Um, Zach's dad, you're a dipshit. I love you, Brian. Oh Lord, I also love that I can call you a dipshit and you're not offended. Let me see, I'm gonna read some of these questions. My thing is helping show people the vision. I see what I'm not— have people be willing to do you think?

Cool.

Um, I was talking to this dude earlier and he calls me and he's like, do you ever feel like you hit a plateau? He's like, I'm really trying to figure out like where you took off and where the business became what it is today. And like, what was the changing point? And he goes, you ever feel like you hit a plateau, man? I instantly went, no, I ain't hit a plateau in 10 years, bro. Define plateau to me. Like, what does that mean to you? And I say that a lot when people use like vague general terms. Like if one of y'all call me and you're like, I got my ass kicked today on the phones, I'm like, can you define got my ass kicked, please? Like, I want you— I want to understand what that means to you because I know they didn't go through the phone like a ghost and kick your ass like I want to right now. I don't say that, but I— it's what I'm thinking. You know what I mean? But I want to understand people's definition so I can understand where they're at. So I asked this guy, what do you mean by plateau? He goes, man, I normally issue like $20-something grand, $25,000, $30,000. I agree, Preston. And he goes, last month, man, I only did $15,000. I was like, that's what a plateau is to you? He's like, yeah, I think. I'm like, all right. Now this dude, I know his background, right? Like getting to know people, what I talked about earlier, understanding who people are. I'm gonna relate now. I gotta relate to him. I'm like, I don't— I can't tell him he's a dipshit because I don't think he is. A really smart guy. That'd be bad. Can't be like, plateau, dude, you just hit 15, let's keep working hard. That's not a great delivery. So I say to the guy, you played football, right? I know his background. Played football, pretty high level. He got hurt, thought he was going to make the NFL legit. He didn't get anywhere near it. Got hurt young, ended up playing like you, Brian, I think, in like JUCO stuff and things. But at one point he had a high-level vision, and when he didn't hit it, he didn't know what to do with himself. I said, all right, you understand football, right? He's like, obviously. I go, cool. You ever see like a— you ever see a running back who gets like 100 yards on like 5 carries in a game. And for those that don't understand football, I apologize, it's just an analogy. He goes, yeah, it's not normal. I agree, you shouldn't expect to hit 100 yards on 5 or 10 carries every game. Fair. He goes, yeah, no way. I said, what's, what's, what's a little more common? We end on like 20 to 30 carries for running back. That's normally 100. So I said, cool, did you do the same activity last month? Is what spawned this question. He goes, I mean, I made the same amount of phone calls, so I thought it should have produced the same amount of results. So then I asked him if he know— if he ever seen a running back hit 100 yards on 5 or 10 carries. He's like, well, yeah, it's not normal. And I said, all right, some games it takes 20, 30, 40 carries to hit 100 yards. Some days you got to run more people over. Some days you're going to hit in the mouth. Some days you're going to fumble. Some days you're going to get popped in the backfield. You ain't going to be able to get through the line. Fair? He's like, yeah. And I'm like, so you understand in football sometimes it takes more carries to get the 100 yards. Why do you think in this business it's going to take the same amount of phone calls to get the X number of presentations? If phone calls are carries and presentations are yards, why do you think you can do what you know can't be done in sports? Like, why is this any different? How come last month you didn't just have 40 carries instead of 5? Like, sometimes you have to put in more of the, the phone call part to get equal presentations. Someday, sometimes you're going to get run over, bro. Some— sometimes you're gonna play Ray Lewis. I know he's retired, but I don't really watch football anymore, so I don't know who's like current, you know.

And I—

and we start talking about it, and he's like, damn, I never looked at it like that. And I'm like, so you hit 20-something last month, that was your equivalent of getting 100 yards on 8 carries. You had a good month. Okay. I said, dude, do you ever— and these guys building— I said, do you ever have agents that call you losing their mind on a Tuesday? Like the example I just gave, that they made a bunch of phone calls, quote unquote, and got beat up and had a bad day. He's like, yeah, all the time. I said, how do you feel about that? He's like, it drives me crazy. They should just know that sometimes they're— and as he started to say it, He realized he's doing that same behavior, you know what I'm saying? I'm like, their bad Tuesday that you're frustrated about was your quote-unquote bad July, or August, I guess, in his example, this month, you know? And I'm like, I start talking about Tom Brady, and I'm like, you ever see that fool throw 3 or 4 interceptions in a game? He's like, yeah. I go, did Was that a plateau for him? It's like, well, no. I said, do you remember when he lost to Eli Manning twice? Was that a plateau in his career? He's like, I don't think so. I'm pretty sure he won like 3 or 4 after that. Championships, for those that don't know the storyline. I'm like, can you imagine if he called that bad day a plateau? Or if he called that loss in the Super Bowl a plateau, dude, it's just part of his journey, dude. You know what I mean? And like, he's expecting the problems to go away, and that's the problem where many of y'all are facing. You expect to not have problems. Oh my, that's like going out in the field and not expecting to not have a defense one day. I'm just gonna, I'm just gonna do enough practice to where one day I'll walk on the field on Sunday after I'll be in NFL and we'll have no defense. I'll just score unlimited. But that ain't real life, you know? And so I had to learn how to understand what people heard. And I wanted him to hear what in that storyline? Austin, what do you think? What did I want him to hear? Something relatable. It was logical. That made sense to him. So you can understand that it's not a plateau. It's just part of the process.

Yeah.

And I wanted him to hear he didn't make enough phone calls to hit the goal he wanted last month. He quit because he thought, if I just make 100 phone calls, it's always going to work out the same. Does that make sense? I'm like, dude, when the guy— when the guy has 5 carries, 100 yards, and he's beating his chest like he's the best running back ever, is that healthy? Dangerous. You know what I'm saying? I'm like, bro, like, why, why Why'd you stop prospecting? Why'd you stop chasing? Because it was harder. That's it. I wanted him to hear that, but I couldn't deliver that right off the rip because he would have heard it wrong, you know what I mean? So I had to take the long route and get him to discover what I wanted him to say, and I made it— like you said, it was relatable to him. I've done it with nurses. I'm struggling making sales. Hey, you remember when you first started taking blood from people, sticking a— sticking a needle in the vein? Some of y'all freaking out. Putting a needle in the vein, like, I— on my right arm, I got a big-ass vein right here. They can't miss. My left arm, dude, it goes sideways, it's small, it's hard to hit. I mean, I've gone like— you remember You remember when you first started taking blood? Sometimes you got— now you get a good one. You ever give blood, get like, get lab work, and you don't even feel the needle go in? You get a good nurse, they put it right in it smooth as shit. You don't even feel the pinch. Where some of them are like, I buckle up for a pinch. I'm like, oh boy, this one might be new, you know what I mean? But the nurse is like, yeah, I remember that for sure. I'm like, how many times did you have to draw blood So you felt so confident you could hit any vein no matter who it was? She was like, 'Thousands.' I'm like, 'Ah, you've been selling insurance for like 6 weeks and you think you're gonna walk into every appointment and nail it without missing some?' It's like light bulb. They understand it. It's relatable, you know. And it's passing the same message. So then they start— for me, it's like, then it becomes, all right, how do we, how do we seek getting better to the agent versus calling me to complain or calling about the same thing? One of my favorite questions to ask people when they keep calling and you know the answers, whatever you say the answer is, I'm like, I I— hell, I might have done this to you recently, Brian. I've done to some— I do it all the time. I'll be like, are you calling me for a different answer than I gave you last time? And I just wait, dude. Everyone I do it to stutters. I'm like, or did you just call to complain? Because either one's not good, right? But again, I set the right expectations. I've worked with them along the way. I'm not doing that in 5 minutes into knowing someone. You start to build trust with people, you start to deliver things the right way, they can start to hear things differently, you know what I mean? And for me, I just, I just, I have a no complaining rule in my world, you know. You're out there killing it, you're slinging a bunch of insurance, you're selling 40, 50, 60 grand a month, you're recruiting people every week, you're having problems, you can complain. Me and you, we're good. We can, we can have a complaint fest because the real is the real. But you ain't working hard, you ain't doing what you know has to be done. How many of y'all know stuff you should be doing different, still don't effing do it? You know the changes you got to make and you still don't do them. I'm like, can I be really honest? This will be inconsistent and suck forever if you don't change it. That's the reality. So if you choose to not change it, my one rule is you just can't complain to me because I'm telling you it's going to be inconsistent and suck forever. Same message everywhere I go. So it's like expectations— there is a little boundary. It lets— it leaves me a little bit of control, and I can, I can speak to them the right way when I think they're complaining, you know what I mean? What we'd normally call a complaint. So I'm gonna, I'm gonna kind of deflect— not deflect that I'm gonna like— it's just like an objection to me. Just kind of, kind of ignore it and go at it the right way and not allow it, because it's hard to build, build this thing, build big when you, when you continue to allow those things, you know. And it, it drains your mental energy and you lose focus on helping the right people. So I'm looking for people who are willing to mess up and make mistakes and get feedback and, and can handle it mentally. And for me, I just— those of y'all that can handle it, I'm like, as emotional as we get, I remember being emotional as all get-out about this business, like crazy. And then I see like how my kids behave when they can't eat Pop-Tarts at 11 PM and we tell them no and they lose their ever-loving shit. I felt like I was behaving like that when I would lose my mind when a bunch of people told me no this week. When someone canceled or when an agent quit or when an agent rolled me dead. I felt the same, just the negativity and the complaint, like the temper tantrum and losing control of myself mentally. I felt like I was being an 8-year-old, 10-year-old, 12-year-old. I'm like, damn, I'm that weak that I can't control this? And be clear, I struggle with it all the time. When I was on a call with Amanda earlier, I'm like, how many times a week do I lose my shit? She was like, I don't know, 3 or 4. The difference is I don't let it linger long. I give myself grace to allow it because I'm human, but I fix it fast. Where Maddox lets it linger for a week when he has a bad game. He's 12. He didn't get to pitch yesterday in his tournament. He was pissed for the next 3 hours. All dinner, he didn't want to talk to nobody. And I'm like, I mean, dude, maybe you got to get better, bro. He's like, I am better than them. I mean, you didn't pitch. I ain't, I ain't saying you're not, but there is a reason he pitched them over you today. Maybe you should use that as fuel to go out and prove somebody wrong. But to sit here and sulk, what's that doing for you? Why is he mad? Expectation. He expected to pitch. All right, maybe that's the problem, bro. If you didn't expect it, you feel like you should earn it, you wouldn't be as mad, you know? And so I have to talk to him about stuff like that. Last thing, third problem, um And hopefully we'll get a little bit of time to— I'm gonna figure out how to play this thing after. I don't think the other dude's here, Amanda. Is he? Did he message? Can you tell me? He's in my, um, I think he DM'd me on school and Instagram, and I don't think he posted. Um, the last thing, ever get anybody that says to you they don't feel like they get the support? Maybe they don't have a clear roadmap. They don't have guidance. Or maybe you don't know how to provide that. You know how many people I've had, like, it's weird to me, that want to build and recruit and they're like, I don't know how to get someone started. My response is always, you did get started, right? You did it. Like, you don't know how to explain how you did it. You can't tell someone how to get into the course. I find it weird. I think we overcomplicate it, and I understand what you mean, but it's like, are we complicating it too much? And so for me, I've, I've learned I got to keep things really simple. Um, short-term goals and structure is very important for people. It gives me control. You know, if someone's getting started and they want to know, like, I don't know, they ain't got their license yet and they want to know what products they can sell. Y'all ever have that? They want to know about the phone scripts and sales stuff. I'm like, you ain't even licensed yet, bro. Like, settle down. And now, how do I get there? I always give examples of Maddox and math. I'm like, yo, when Maddox was in third grade and he was like learning how to like multiply two-digit numbers, like 12 times 14, when he was learning that, if he came to me and he wanted to understand trigonometry, what do you think I would say to him? Do you— don't need to know that yet. Why don't we worry about 12 times 14 right now? We'll get there. Long division, we're about that next year, but that's 4th grade. We're in 3rd grade right now. Settle down, I got you. You do know that all the teachers are going to take care of you along the way. They're going to teach you everything you need to know when you need to know it. There's a system in place. We go from kindergarten to 12th grade, maybe we go to college, maybe we go to medical school. Like, there's a process, right? And so right now you're in the equivalent of kindergarten in this business. And you're worried about what you're going to take in junior high. Why are, why are we worried about that? Do you not trust that I'm going to take care of you? That's what I hear. No, no, I trust you. Okay, this is going to be scary. It's gonna be like going in a dark room for a long time. I just need you to be coachable and follow the process, just like when you walked into your last— think about your last brand new job that you did for the first time ever? Whatever, all of you, whatever your last— your first day on the job, walking in, do you remember being a little bit nervous? What the office is going to be like? What my co-workers are going to be like? Man, I wonder what the job's really going to be like day to day. Dang, I don't really know what I'm doing. I got the job, but I don't even know— I don't even know what the hell my job is. My first accounting job, dude, I got an accounting degree. I don't know nothing about accounting, actually. I've never done it. I just read about it in books. I was nervous as all get out. People like, yeah, oh my God, why do you expect this to be any different? You made it through there and you became really good at that last job. This is gonna be the same thing. We gotta, we gotta, we gotta go through this process together. I'm gonna be here to guide you. But I need you to be coachable, right? So then we start getting ahead of ourselves. I'm like, hey, slow down, Austin. Coachable, remember? We don't need to know 7th grade yet, bro. Kindergarten. Settle down. I need you to do A first. And I always just give them one thing to do, and I, and I have people get back to me. I do it with everybody. I have people paying me to coach them. I'm like, you do this and let me know when you're done. Fill out these forms, let me know when you're done. I've done it to everyone that's worked with me. Do this, send it to me. Do this, let me know. They don't let me know, that's on them, you know? And so I give very short-term goals and structure. I will not give 7 steps to getting started with 27 steps to get started, a 32-page manual on how to get started in insurance. I don't do that. I'm like, yo, here's how you enroll for the course. How do I apply for my license, bro? I got you. Get in your course, get to the end. You let me know when you need the next step, I'll give it to you, you know. And I'm looking for people to— so the whole, the whole time, you ever get people also like get on the phone to dial leads and like, what do I say when I get them? But you ain't got no one yet. What's the point? I may not ever, ever have to teach you that. You may never get someone on the phone. I just want to see you want to pick up the phone first. You pick up the phone, I got you. You know what I mean? And I'm encouraging them that I'm there to help them, but at the same time, I'm not allowing people to overthink too much. And so I want to give— if I give the whole— like, if I explain to you— you ever had— you ever asked for directions somewhere and someone's like, all right, you drive 3 blocks, you'll see the Jiffy Lube on the right, the little greenhouse on the left, there'll be a little white man standing on the corner with a sign on the thing, you you take a left there, and then you navigate through the neighborhood, and you've got to do this little U-turn thing over there, and you drive 7 miles over there, Greenhouse, and they give you all these— but dude, 3 senses, I'm like, where the hell am I going? You lose all sense of direction. Now in today's world, you'd be like, type in Waze, I got you. But like, somewhere else that older, that actually had to ask for directions sometimes, like, you'd get these long drawn-out stories. And then you get in the car and you start to go off and you're like, damn, I don't know what the hell he said, you know. And that happens here too. When you give people all this stuff to consume and absorb, their brain wants to explode. So I want to make it sound so simple it's stupid. It's one thing. You only really do one thing at a time anyway. And I tell people, I can, I can go at a way faster pace than you can. So if at any time you feel like you need more information to consume, you just let me know. I'm gonna let you lead the pace. You can't outpace me. There's no way you can go faster than me. I'm gonna let you lead the pace. You do one thing, you let me know, I'll give you the next thing. As fast as you want to go, I'm in. And it's, it, it's given such clarity to people. And it's very easy to go, hey, go up to that store and take a right, there'll be a dude standing there, ask him what to do next. I mean, follow Waze, it'll tell you that. You mean, it's just like simplify the thing. And giving that clarity and simplicity, I think, takes the burden off a lot of people as well, you know. Um, so helpful to anybody? I can see some of the comments now that I'm paying attention. If it helps, say yes, or flip me off if it didn't. Either one I'm good with. Which way is south? Exactly. I feel that pain. Uh, Randy used to draw blood. Oh, that makes sense. That one always relates. I always get someone in the crowd when I use that example. I also like Zach's dad. A lot of the things, like when I start, when I deliver all these things, as I'm doing them, I, I pay attention to like the way people react. So like as you're working with people and you give someone an example or some direction, pay attention to the way they receive it, and more importantly, if they execute. And if they don't receive it well or they don't execute, you probably did a poor job explaining it. So I've learned to like really pay attention to the stories and analogies and examples and deliveries that work a lot and what gives people light bulb moments. And I just ask a lot of people like, what made it click? And those are the things I tend to work with. And that's the same as going like, hey, when I sit down with a 72-year-old with a big mortgage, how do I approach it? I have steps that I do. So when I sit down with a agent that overthinks things. I have, I have a process. I have ways I deliver it, you know. It's being intentional. It's learning those things as you go. And no, I don't have a list, for those that are wondering. I don't have a list written out that's like, here's how I handle every agent. I just— it's reps. And it's when I have a problem, I look at how did I mess this up, and let me go back and see how I could have delivered it different, handled it different, um, explained it different, got them to see something different. I want people to— I want people to— I like to get people to like— I like people's minds working. I like to see people process things and absorb things and feel it. And doing it this style is very different than just talking at people, you know, when you deliver things the right way. So, um, a couple of things. If we— what do you got coming? I'm gonna— I'm gonna try to share this thing, Amanda, here in a second, and Reese. So hopefully I don't mess it up too bad. Um, but we have— what do we have coming up that I should share, Amanda? We gotta—

we're doing—

we're working on it. We got an in-person— when is that? October 23rd, 24th event, my office. If you're in any of the coaching stuff that I do, you're invited regardless. Um, there's a couple ticket options. One's cheap as shit, one's not cheap as shit. It's not expensive, but we're gonna do it like an in I just moved into the new house where we're moving in now this weekend, um, and, uh, we're gonna have like a mastermind networking event at the house. Steph's gonna cook. We're gonna probably mess up and have some liquor. I think Angelo said he wanted to be the bartender. Um, the new house does not suck. So if you want some vision stuff, I don't really like to boast about it too much, but it is pretty fucking dope. Um, so we're gonna have an— we're we're gonna have, uh, what's it, the Thursday, Friday, or is it Wednesday, Thursday? Amanda, I'm sorry, I forget. I'm a dipshit. Wednesday, Thursday. So 2-day thing. Wednesday we're gonna go through a lot of sales stuff, techniques, objection stuff, how to sell workshop, like hot seat, like actually training, teaching people how to do stuff, whether you or your agents. And then we're doing it that evening, right, at the house? Is that how we're doing it? Wednesday evening at the house for anybody that hits that level. Can you put the link? If you probably already did, um, so if you're interested in that, click the link, register if you'd like to come. And then all day Thursday, we're going to get more into the building stuff, team stuff. We'll probably get into some tech, like systems automation, staffing type stuff for those in the building side. My goal is always to help people walk away with knowledge that they can implement right away. And I used to give all this stuff away for free. And then I learned that a lot of people register and then last minute make excuses and don't show up. And we buy food and do all kinds of dope stuff for people and then people bail. So I'm like, Bucky, you want to come pay for some stuff? If you don't, all good, stay home. But we're going to focus on people who really want to win. That's like our— we're leveling this thing up with people who really want to hit new levels. Um, coming up. And then, uh, anything else I should tell them? I don't know what else. I think that's all we got big coming up.

That's the only thing big coming up at the moment. Yeah, cool.

I dig it. What up, y'all? Officially releasing my book. You can go on and order it now at johnwetmore.com or click the link below. That's where I go over the 6 basic principles I implemented to go from a struggling agent for my first couple years, fishing Nearly half a million bucks a month. And go through stories and examples and exercises that you can do to implement for yourself. Appreciate it. Again, JohnWetmore.com, get yours. Later. All right, so how do I do this thing now? I want to share— you want—

was it—

is it Justin? Is that his name? I apologize, I'm a dick and forget sometimes. Um, all right, share screen. Let's see, Google Chrome. You on here, bro, still? Hopefully it is Justin Smith. Unmute if you are. Can you make it so I can see him? Unless he quit and left already, then I won't have to do this, but I told him I'd help him, so I want to. Is he not here?

No.

All right, what's up, dude? Where you at?

Uh, Oklahoma City.

Oklahoma City, cool.

Dig it.

How long you been doing that work?

Oh, about 2 months. Okay.

What do you do for work?

Uh, construction project manager.

What does that mean?

Uh, I manage concrete projects. So like, I have a crew, they do the work, I just manage the financial side, contract, subcontract side.

Got it. Make sure they show up, do the job, y'all get paid.

Pretty much.

Cool.

What's got you trying to get out of that for this? Yes.

Yeah, actually my brother-in-law does it for, um, Dom Rogers out there, Golden State.

Yeah, Dom's my dude. Have you, have you listened to his phone training?

A couple of them, yeah.

You should listen to all of them.

All of them.

There's literally no one better that I know at booking. I just, he's a beast, dude. He's the best at this phone stuff. I mean, I just, he's been, he's been doing it for a long time. He's really good at it. His mentality's great at, at it. Um, you know, there's a lot of people that are good at it. I, I relate to him. I like him. He's taught it well. He's helped teach agents for all of us over the years. So I would, I would check out all his stuff. What do you think you're struggling with the most in business right now?

Uh, actually, rebuttals. I think I'm too nice when I, when it comes to phone sales.

Um, when you say rebuttals, give me examples.

Uh, I don't have time. Uh, it's too expensive. Okay, this is standard, typical ones.

Yeah.

So I remember early on when I spent a lot of time trying to figure out how to overcome rebuttals, objections, call them what you want. And I understand where you're at, but I, I want to make sure that you understand very clearly that your goal should not be to figure out how to overcome these rebuttals.

Okay.

Do you know what it should be?

To help them out.

Say again?

To help them.

I ain't mad at that answer, but in regards to the rebuttals, exactly.

No, I don't know.

Imagine if you just didn't get them. And I know that's hard to imagine for a lot of people, but the ideal way is to prevent them. And you're never going to prevent them 100% of the time, be clear. But if your strategy is how to overcome objections, you're going to continue to get objections. And then just spend all day fighting them. That goes for booking appointments and making the sale.

Got it.

Meaning for those of y'all that want to figure out how to overcome, I want to think about it. I think it's a very low-level strategy, and it's for rookies. Sure, I get it, and you should have some type of answer for it. But in the ideal situation, you ask enough high-quality questions and you uncover people's problems and you provide such a good solution that they can't say, I want to think about it. Does that make sense?

Yep.

So if the goal is to prevent versus overcome, which is everything I just trained on in terms of building, my goal is to prevent all the BS problems we just talked about. I don't really want to overcome a complaining agent. I want to prevent the agent from complaining. Does that make sense? So make sure your mentality in learning this thing is, how can I prevent them from saying that again? Not, how can I get around that next time they say it?

Got it.

Make sense?

Yep.

It'll, it'll, it'll take your training to a different level if the, if the intention is different. Because the intention of overcoming is I'm going to continue saying everything I'm saying, and when I get that, then I'll— I want to tweak what I'm saying. Or I want you to tweak what you're saying before you get there and hopefully go down a different path. That make sense?

Yeah.

All right, so one of these you said I fumbled on a lot, but there's two in there.

Uh, longer one.

Um, Let's see, let me hit these. Hopefully I'm gonna literally try to play this live and let's see what we can do. I don't know how to tell which one's the longer one. Let me see what size they are. Oh yeah, I see.

Cool.

One's way bigger. I hope this plays. Can y'all hear that? Can you hear the ringing?

No.

How do I get them to hear this, Amanda or Reese? So really suck if I can't get them to hear this. Y'all can't hear that? What do I do, Reese?

She's heading down to help you.

Oh, she's heading down. Cool.

Yeah.

Can you, can you tell me what to do, or do we have to figure it out? There should be a way. There should be a button that says share sound on Zoom. Okay. Should be on like the right-hand side or something. Let's see. Manda's coming to save the day again. Hang tight, guys, because I want you guys to hear the audio. And to be clear, we did not practice this in advance. I just said, fuck it, we'll try it, which I'm okay with. Maybe you need to— do you need to stop? I need to just stop talking. Trust that you're gonna figure this out.

Yep. Justin, I was returning your question. You hear it now?

Yep. You hear it now? Yeah, we can hear it. Fucking, you're like a miracle worker. You know what it's— you know how good it is to have good fucking people on your team? Holy moly, because I would never have figured this shit out. All right, let's see what we got here. I might pause it a bunch. Can you— oh, there he is.

I still see him.

Hello? Hey, Alan. Yeah, Alan, this is Justin. I was returning your question you sent in a while ago about life insurance quotes. You remember doing that? Um, yeah. Well, I've got— if I could clarify some information with you, I've got your date of birth as this.

All right, so right off the rip, what do you hear?

I asked him an easy question to get out of it.

Yes, you did. What else? What do you think about your pacing?

Too quick.

Where are you from?

Oklahoma City.

All right, maybe y'all understand each other's accents. I didn't understand like 4 of the words because you fly through it.

Got it, right?

So I— here's what I learned. If you had like a— you ever, you ever hear like an old lady answer the phone that sounds like she's 147 years old?

Sort of, yeah.

Like, I don't know if you got a grandma or great-grandma, like, have you ever had— they pick up the phone Hello. What would you do instinctively if you knew you were talking to someone that was 95 years old?

Slow down and clarify. Correct.

Does that make sense? Now, there's some level of meeting people where they're at, but sometimes we tend to rush through things because we're afraid to get objections, or we're just trying to get as much out as we can as fast as we can. So on your end, you want to feel like you're talking so slow you feel like a dipshit, but you won't be actually talking that slow. It'll feel awful, but if you— when you record them and you hear it back, it'll be really clear. Make sense?

Yep.

So let's get to your question though. I'm not, I'm not the biggest fan of going, do you remember? Because it's such an easy out, right? You know what I mean? Like, do I see it work? Sure, with people that have really good control, I've seen it work for sure. Um, so I don't want to hammer that too much, but like, I'm less inclined to ask something like that, you know what I mean? I just, I want to be careful, you know? And I don't want to, I don't want to kill it too much. Do you, do you have different deliveries, or is it always, do you remember?

Ah, there's different ones.

What else are you doing?

Uh, some are like, uh, basically just say, I'm getting back to you from the benefits office here in Oklahoma City or wherever, and then I've got your date of birth is 05/99, whatever.

I like that better.

Okay.

I like to give information and then ask a question they have to answer about them, or the— I like an answer I can control. A yes/no is like, ah, or open-ended is like, ah, you just don't know what you're gonna get, you know what I mean? But you got to be really clear about the message. So I booked every appointment ever like, hey, now I'm not saying do this because some people disagree with it, and if depending on what part of the country— I'm in Georgia, so for me to be like, hey Justin, this is John getting back to you about the request you put in about the life insurance 'How you doing today?' That— to ask someone how someone's doing today in Georgia works fucking really well. I'm not saying you have to do that, but I did it, you know. Now, depending on timing, I ain't mad at skipping that piece, but like, for me, it's like, 'Hey Justin, hey man, this is John getting back to you about the request you put in about the life insurance quotes. Hey, I gotta get you that information, but first I just need to verify your date of birth, 3/28/77, is that right?' I like that better. Information, question. Okay, you know, now maybe you still get some bullshit, but the yes is way better than your yes. If I get a yes, that's my birthday, or yes, I remember, you get a yes, I remember. Now what are you gonna do?

Go and give him the—

you could ask another question because it's pointless. Does that make sense? So it's like you're adding another question that you don't have to add, in my opinion. So I'm, I'm going for it a little bit more confident. You're, you're kind of going at it like you expect him to not remember and you're hoping like shit he does, you know? And maybe it's your— are you calling older leads?

Oh yeah, they're, they're 90 plus.

Yeah, so I was taught, and it worked really well, to call every lead like they just filled it out this morning. Okay, and deliver it the same way because you're putting bias on it and you're, you're considering an old lead. You probably value it less, if I had to guess.

Yeah, I've had these for a while, so yeah, I'm just—

they're recycled from another person, so you know, the, the other person probably didn't call them worth a shit. Does that make sense?

Probably not. Yeah.

And statistically, these people are procrastinators. So the skill set of the last person probably sucked. They paid full price. I get a discount. I get to treat it like they filled it out yesterday, because to be honest, they probably did fill out more than just the one you're calling them about.

Right.

So sometimes we misunderstand that we're going to take this form and somehow they're going to remember the exact moment 90 days ago that they filled out some random form and you're the guy that's supposed to be calling them. They don't link it the way you think they're going to link it, you know. So I'd rather just see you assume that they're a family who needs to help their family in case something shitty happens, and you're just the guy that needs to call them. Now again, I ain't mad at some people that do the delivery of like, hey man, just getting back to you, a while back you filled out this form. I'm not mad at all that, you know what I mean. There's no per— I don't want to nitpick this thing, so I'm not mad at you referencing that it's older. I kind of like it. In, in some ways. But again, it's the pacing and it's the quality of the next question for me. And for me, all I want to do when I do that, I want to find a way to buy more time on the phone. Okay, does that make sense? My first question is just, can I get them to— so when you did like, I forget his name, but it's like, hey Justin, you created curiosity and you let him listen a little. He was willing to listen a little longer. 'Hey man, this is Jeff calling about the—' He was like kind of half out, but he didn't want to be rude, so he sort of answered your question, you know what I mean? But it sounds like you don't have a ton more time. I didn't listen to this whole thing, to be clear, the other day. I listened to half of it and I was like, oh, this will be fun.

This is Justin.

I was returning your question you sent in a while ago about life insurance quotes. You remember doing that? Um, yeah, well, I've got— if I could clarify some information with you, I've got— all right, what'd you hear there?

And this is normal and it's okay.

Bumbled and just didn't know what to say.

You got to know your shit, bro. Yep. Does that make sense? Do you say this thing out loud like all day, every day while you're at work? Have you ever like just said it? No, not— no. I want you to verbalize this thing. I want you to literally sound like an idiot talking out loud. I want you to give that answer, and I want you to come back to be instant. You should know right off the rip what you're gonna say, okay? And there's no wrong answer. I'd rather you be smooth than say anything asinine. Who cares, you know what I mean? I could call someone and be like, hey man, just calling you back about the request you put in for the life insurance. I was just calling to verify your favorite animal's an elephant, dude. They'd answer me. And they didn't even put that on the form. They were like, nah. I'm like, oh man, we probably messed it up. What's your favorite animal? I could, I could roll with that, dude, because I have a level of confidence. Does that make sense? And again, be clear, this is normal. You got to work on this. It's okay. But 3 months from now you're still stumbling, it's gonna be a problem, right?

That's what I'm trying not to do.

But you've been in 2 months and you've never— does it make sense? I want you saying, I want you like If you were going to give a speech— you ever given a speech in front of someone?

Yeah, many times.

Did you prep for that without saying the speech?

No, I read, I had note cards, I practiced every day verbally out loud. Yes. Why? Didn't want to fuck up.

Yeah, man, brother, right? You hear it different when you're saying it. And you can play both sides. You can play the client and the person and you. But you should be, you should be rolling through these things verbally, dude. Okay, makes sense. Just in your downtime. Don't do this instead of dialing. Dial, fuck it up royally, I don't care. But when you're driving, when you're at the job, when you're sitting up at night thinking, like, do this a lot. Prep it, you know what I mean? Again, you've only— you've been dialing— how many total objections do you think if we counted up every variation, how many variations do you think there really are?

I don't know, probably maybe 7 to 10 max. Okay.

So how long would it take you to learn what to say back to each one? Like if you, if I just gave you one, how long could you know exactly what, how long would it take?

Just go. If I practice it in probably a day. Okay. Couple hours.

So in 7 to 10 days you could know how to handle every one of them?

Probably so if I practice with me.

There you go, bro. All right, I learned this, dude. You want to get paid like a professional, you need to act like a professional.

Fair enough. Makes sense.

Your date of birth is December 28, 1954, is that correct? Yes, sir. Perfect. So is this a time to go ahead and, uh, is this a good time to go ahead and get some quotes over to you?

Ooh, death question there, bro. I know I asked it.

I did. That's what I'm saying, I fumbled on it.

Yeah, so hesitation and poorly prepped question. Why? You're just winging it, dude. You know what I mean? You don't have ready what you're going to say when they verify the date of birth. So now it's like, what's the transition? Does that make sense? Are you trying to do one-call closes or book them right there on the spot?

Uh, I really don't know which way to go with it.

Nope. You gotta pick one, bro. Who you want to be?

They both work.

Yeah, pick one. And you don't have to pick one permanently. You can do one today and do it different tomorrow. I advise you pick one and roll with it for the beginning. But some of y'all out there, some people go, do I do telesales? Do I do one-call close? Do I do in-home? Do I— dude, they all work. Everything works. But if you don't know What does that mean? I don't even hear the rest of it, but going forward, if, if you don't know if you're trying to close an hour, book an appointment, who's in control of this phone call then? The client. Yeah.

Potential client.

So you're gonna let him dictate whether you do one call close or book an appointment, I'm guessing, which you just did. It's like, are you ready now or not? Yeah. So he chooses if it's one call close or an appointment. Uh, I ain't a fan of that. I'd rather you choose and be wrong. Does that make sense?

Yeah, I got it.

If you go one call close and he can't do it, I'm not mad at diverting to an appointment. But if you go pick one, choppy waters.

Yeah, they're probably not gonna pick the one you want.

And then if they do, now you gotta be ready for two different things. You know, I mean, it's like, all right, where are we going? Which way are we going? It's like you're off balance, you know what I mean? Again, all normal, dude. You're not doing anything wrong other than are we working on fixing it every day? This is all normal shit. Makes sense.

I will be now. Yeah, I will be now. Well, I already got insurance. You do? You have life insurance in place? Yes, sir. You know what?

All right, what'd you do?

I do not know.

You repeated the question that you already knew. You heard him loud and clear. Why did you repeat the question? Do you know?

No, I was just probably confirming. I was a little bit shocked.

You didn't know what to say again. So you're trying to buy yourself time, you know what I mean? Again, all good, but that's one of the basics, you know what I mean? Get there.

Uh, face amount of that is how much? What? The face amount, how much the beneficiary would receive?

I don't, I don't.

It's just one.

Okay, you know why he doesn't know?

Amen. I got you, no worries. Were you looking to add on to that at all, or just you're happy with what you have? Uh-oh, well, you're gaming out again. I don't know. Yeah, I'm, I'm very not understanding a lot of this, dude.

Golden opportunity right there. Has laid out the red carpet for you to come over or deal with them, you know what I mean? Like, which is not— that's not common. He was going away, going away, going away, and he's like, here you go, silver platter, I need help, you know what I mean? So it's like, man, um, trying to think if I want to address any of this stuff here. I like It's like, it can be scary, man, starting to go like, do you have this, do you have that? Because some people start to fear, like, it's a fine line, you know. I feel like he— this dude needs help, and he's not just being like— he's, he's not being a dick, not trying to get you off the phone, he's not rude at all. So someone that's kind of chill, I'm okay asking questions. I'll give you a tip on the way I would do it, okay? And you'll find out if it's real or not. And again, this is for me This is generalizing, not necessarily for this guy. It's just something that comes to mind that worked really well for me. I've learned that if you ask 10 people how much coverage they have, you lose them right there. They're typically out. A way that I found that I can get a little bit more information out of people, because again, I'm just looking to buy a little more time. If they got something, I might go, oh, got it, Justin, we don't have on our records here that you have something. Dude, do you mind if I put some notes in the system so I don't have to keep calling you about this? And I've learned they've— they'll open up a little bit more. Okay. If I'm gonna— I'm gonna be the guy that's gonna help them stop getting calls. Again, I don't use that every time, but sometimes I'll use it. And then I still get down the road sometimes, I don't know what I have, you know what I mean? Um, but this dude's like, I don't really understand any of this. So I'm curious to see what you said.

So what I do is I'm a life insurance agent, also known as a broker, which shops different life insurance companies for you to get.

All right, so my, my response back to him right there would have been like, so you're telling me you need help with this desperately because you don't understand it? Is that what I'm hearing right? I don't— went for the kill right there.

Got it.

I mean, like, he laid it out. He's asking for help there, which you kind of did. I see what your angle is, you know what I mean? I just like to go for it directly. I want, I want a nice solid yes. Right now you're about to pitch him on why he should allow you to help, you know what I mean?

Yeah, I was trying to explain what I was trying to do.

Yeah, it's like, I don't know, this is a weird example, but you ever ask a girl out by going, hey man, my name is Justin and I'm interested in hiking, snowboarding, and sledding, and I was born in April, and I treat women really good, and I open their car doors. Would you like to go out with me?

Sounds about right. Probably not the best way, you know what I mean?

It's like, I don't know, dude. Again, all normal. It's the, the, the, the The thing that you need to gain, and it's okay that you don't have it perfect yet, is a little, little bit of confidence, you know what I mean? And I want you to, I want you to study some people's scripts that are real, not, not instead of dial. I want you to hear that so loud and clear. Make a mother effing mess of it.

When do you get off work? Uh, 5 o'clock, so about 2 and a half hours. And then you start making phone calls in the evenings? Yes, I usually do about 5:30 to about 8-ish.

Okay. Why do you stop at 8?

Uh, no particular reason. It's just bath time starts with my kiddo and all that. So I do that with my wife.

No, that's, that's a, that's the perfectly valid reason. I didn't know if it was cuz you thought you couldn't keep dialing.

No, I, I've, I actually, um, I called one person about 1 o'clock in the morning because I got an instant lead from my brother-in-law. He says, go ahead and call this. I was like, now? He's like, sure. I love it.

Yeah. Yeah. If you got family stuff, all good. If it's every day, you know what I mean? Just like, I didn't want it to be like I'm stuck. Some people get a mental block after, like, if the sun goes down, people get a mental block sometimes. I was just making sure that—

no, I actually had a rebuttal this Sunday saying, why are you calling me? It's Sunday, you're not allowed to call. I'm like, no, I'm allowed to call. And then she pretty much told me go fuck off. Yeah, let's keep it moving, dude.

Um, cool. So in the evenings, like, how old's your son?

He's 3 and a half. All right, cool.

What time does he go to bed?

About 9 o'clock. Cool.

Is your wife on board fully with you figuring this thing out and leaving the job and studying insurance and getting— is she on board 100% or 50% or where's she at?

I would say about 50-60. What'd you do wrong, bro? Uh, I bought some leads, I haven't made no money.

Bought some leads and haven't made no money. All right, why do you think? Just once?

Bought leads once? No, I bought leads, I bought about a grand so far.

Okay, did she not understand what was going into this to begin with?

Oh, she did, but she's seen how my brother-in-law does, or how her brother's done it, and expects some of the same. So he's doing good? Yeah, he's doing pretty good. Okay, cool. Yeah, I mean, that's—

y'all got to just get on the same page, you know what I mean? What I've learned, man, is if, if, if spouses see you going after it like a professional, you'll tend to get a lot more support. And I don't know if you are or aren't. I'm being very vague here. I don't know your situation at all. Obviously, we've never met. We've never spoke. You DM me and I answered you. We don't know each other from a hole in the wall, really. Um, but just generalizing with all the people I've worked with over the years, if, if, if she's— fair to say you see where you could be working on your craft more so far, just in our brief conversation. If she sees or feels that she's going to be less supportive.

Got it. So I don't know if that aligns or makes any sense, or if I'm on— it does with that.

But that's where it's like, you got to go out and earn that 100% from her, you know? Like, Stephanie never gave me any shit ever. Early on, I wouldn't say she gave me shit, but she would challenge me If I bitched, she'd be like, really, bro? That's—

my wife does that.

All right, so, so what's it going to take for you to change?

Sounds like I got a whole list of things. Practice and confidence.

I know, but what's, what's it gonna— not what are you gonna change, what's it gonna take for you to make the change?

Mindset, man. Changing my mindset to make— to do it. Actually, okay.

Why have you struggled with that so far, do you think?

Probably just the nos I've gotten so far. It's kind of, is it really worth it? Really? Yeah.

Okay. What's the alternative to this not working?

Uh, not changing careers, staying where I'm at.

How do you like the thought of that?

Not very well. Why not? I'm tired of being stuck to time clock. Okay, why? I just can't plan anything. You got a certain amount of time you can do things. You only got a certain amount of vacation.

Okay, so then the question is, which sucks worse? Your current situation and the thought of being in this situation for the rest of time, or a few people telling you no every week? The current. Okay, so next time someone tells you no and you decide to get emotional about it, you need to continue to ask yourself that question in the moment. Because if you're the type of person that gets emotional over nos, which I was To be clear, if you've heard my— I don't know how much my story you've heard or followed or read it. I mean, I share all this shit in the book. I have every training. I'm very transparent about my journey here. I was super emotional and I was a dick to people when I was emotional. I was like a sarcastic ass on the phones. And I— but I hated my situation so much, I, I had to realize I had to change. And I found it, when I say it out loud, to be super immature given where I was at, what I wanted with life, you know. And for me—

have you read the book yet? Uh, mine's supposed to come tomorrow, actually.

Okay, dope. Cool. Did you get it from us? Yes. So yeah, you'll get one signed. Um, I sent them— if you ordered from the website, I get it signed. I talk about a lot of this in the book. Um, for me, I had to learn how to— when I, when I understood the numbers to this game, which takes time, you maybe don't have it in 2 months, which is okay. But like, if you can see the amount of work people are putting in relative to you and the result they're getting, if you could, if you could get— I want you to understand the frustration you're having with the result I want you to have— instead of having the frustration with the result side, I want you to be frustrated with the activity side as equally. So when you don't study your craft, I want you to be as mad as you are when you get a no. When you don't make time to get better at your career, when you don't take time to do the phone script out loud, when you don't take time to study— at the reason I was asking what time your kid goes to bed at 9, that means at 10 o'clock you're done dialing at 8 and you put them to bed at 9. Between 9 and 11, that's prime time to get better in your career. Now the wife's going to get annoyed if you never give her time and you don't get better at this. So y'all, y'all got to navigate that. You got to figure it out. You mean do what's right for your marriage, have the conversations, do all that shit. But that's where you're going to get better. You know, and once I understood that I really wanted to be out of the situation I was in and I was being immature about it, and I saw all the other people winning— dude, this business has been working for hundreds of years and there's a gajillion people printing money in this business. You've got to have some understanding that it works in theory. So the question is, are you willing to adapt to make it work? I mean, if I went into your career today and I sat in your desk, how much of a shit show would your— the jobs be, you think?

Uh, pretty, pretty, pretty bad, correct? Yeah.

But do you think I couldn't learn it?

No, no, it's pretty simple.

So I feel the same way about this, bro. You know, I just need you to feel that way about this, and currently you don't. Yeah, that make sense?

Yeah, definitely. Any questions? No. Did that help? Oh yeah, tremendously. Cool.

I don't think we need to get into the last minute and a half. Unless there's anything earth-shattering you think we'll learn, I think we got the gist. Because my goal is— my goal is that you never get to the rest of this phone call.

Appreciate it.

Either you either did it right or you cut bait because they're not interested. And it's okay to cut bait on people sometimes and just move on. I mean, again, none of this shit's gonna work on every phone call, be clear. But what will work is if you go about it the right way, your mindset towards it will work 100% of the time. Because you either get the yes you want, or you get the no, and you move on unemotionally. Either one of those is a win.

Make sense? All right. Yes. Cool.

Um, if there's anything else I can help with, certainly. What's up, Joe? So I just see you popping in, bro. He might have been in here the whole time. You popped up on my screen right now. Hope all is good. Um, If there's anything— I know, I know a bunch of you continue to reach out. I've had some calls with several of you. There's quite a few people on here that I actually work with directly on helping teaching this thing. Certainly you can, if you go to the website, just JohnWetmore.com, there's a— like, if you actually want my help, there is an application process. I do want to work with the right people, certain people looking to get better. So there are some, some paid coaching consulting opportunities for the right folks if you're interested. Literally just go on the site and there's a freaking button. Click it. You got a question, Preston? Go ahead, bro.

Uh, I was just— a little suggestion for Justin. Uh, suggestion for Justin, um, find an app that you can record yourself doing your script. Record it, uh, listen to it. That way, whenever you're on your job or you're somewhere where you can just kind of listen to it constantly, you know, listen to your pitch, listen to your tone, listen to how you're framing things. The first time I listened to myself, I swear I thought I was listening to somebody speak mud out of their mouth, and I was speaking way, way, way too fast. So it's like John was saying, you're going to want to physically— it's going to hurt almost to pull back, and you're going to talk slower, and it's going to feel like you're being in a monotonous stutter, but you're not. And but if you record it and you listen back, you listen to how you sound, then you can make those small changes and then keep, you know, if John wants to keep listening to them, send them to him. If you got an upline, send it to your upline and let them listen to it. But read your whole script in your mind. You should know like which rebuttals you're going to kind of come into just in your mind. Whenever you hit that little pause in your recording, throw yourself a rebuttal, you know, just verbally do it in your, you know, do it in your head mentally a little bit, but listen to it like constantly and then just keep going over it and That'll build your confidence. Once you know where you're going, you're— your confidence is going to go—

Appreciate it, bro. Cool. Amanda put in a link if you're interested in working more closely. Click it, let me know. Again, I don't, I don't think we have our next scheduled. We'll do another one in October. Are we doing October? We'll schedule the next call like this coming up. Again, those of y'all that are in the direct coaching, we have— y'all have everything there. Um, I like this. I practice with my husband, he gives me the most shitty attitude. Um, cool. If I can help with anything, please let me know. I'm sure my team will have this thing out somewhere. Uh, it'll go on school, won't it, Reese? You'll put this in the school classroom section, I'm guessing? Yep. Yeah, it'll be on YouTube and the recording will be on there. Cool. Yeah, we'll put it out sometime, I guess, in the next few days, a week or so. For those that want to hear back and listen. Otherwise, appreciate you guys' time and enjoy helping. If I can do anything, let me know.