These Sales Resources Make Me $60,000 PER MONTH (Use Them)

Y'all know I love tracking stuff. This is something that me and my team have been building to make basically an online tracker. So you can see month to date, I've done 2,006 phone calls. I've spoken to 157 people and I have written 42 apps for $60K. I close 61% of the people I present to. My contact rate, meaning if I make 100 phone calls, 7.8% of people answer the phone. So those of you that bitch, no one picks up, no one picks up mine either. And I still sold $60K. Every phone call I make, John Wetmore makes $30 every time he dials the phone. I will continue to tell you guys that you guys make money on phone calls, not on sales. Then I have a dial tracker so you can see by day how much I'm working. So you can see dials per day, contacts, appointments, presentation, sales, and then you can go into monthly and I can see what days I'm working and what days I'm not. And I think a lot of you, if you kept track of stuff like this, you would be appalled. If you're a manager, it can track your hierarchy, how your team's doing week by week, month by month, submit, issue paid, year to date, whatever stuff you want to do. We're building out some cool shit over here. If y'all will do me a favor, I would like to see for you guys in the chat, for you to type in how much premium you've written on your own pen so far this month. I would like to see y'all's numbers, and if you don't know, don't put it, but put what you actually wrote. Hopefully, you know, some of y'all will be good numbers, some of y'all will be bad numbers. My goal today is to, um, continue to help you guys figure some shit out. Some of y'all trying to zero— I'm taking my exam right now. Well, congrats. Hopefully, hopefully you're not taking it right now. That would be bad. Um, but get your license. $695, Faith, we gotta work on that, girl. Unless it was $695,000, that'd be Darryl. Wrecked. That's got— hey, I saw Amanda just told me you posted something yesterday that said you made more this— was it more this week than all year? I think that's what she told me the message said. Yeah, that was pretty good. It doesn't suck, bro. Imagine that, you start fucking listening, you start selling. My man, I appreciate it. Let's see, lots of zeros. Holy moly, we're gonna work on those. 4,800, 14K, 16K. Heather, 13. I'm brand new, Faith. That's okay, uh, don't take it personal. Sometimes I say things and I don't mean anything. Faith, I apologize if you haven't followed. Quentin, 16. Good shit, dude. Steve, 2 and a half weeks in, 14K. Like, 2 and a half weeks, he means he's only sold for 2 and a half weeks in his career. He's working with us now. Uh, cool, good stuff. All right, so what I'm gonna do— here's what I did. I, I threw this little, uh, y'all get to answer questions during the registration part. I threw that thing into a little AI Claude, if y'all have never used it, and it summarized all the questions. Uh, let's see, 20% of people ask questions about activity and consistency, so I'm going to cover that a little bit. The next, about 16%, asked about mindset and motivation regarding rejection, excuses, staying motivated. It's things like that. Um, about 15% of people asked about leads, and then 14% asked about objections and rebuttals, and about 10% asked about phone stuff. The other 5% of people asked about stuff I, I may or may not even cover. Um, so I'm going to go through some stuff. So y'all put— let me see if I can do this right. Uh, Reese, you should have not run away yet, but I think I got it. All right, so I'm going to share my screen. So if I go home How do I get month to date on this thing, Reese? Why is mine not showing? Why is it showing this week? Oh, I know where to go. Analytics. All right, month to date. So y'all can see this screen? Yes. All right, so I have written so far this month on my own pen $60,273.48, and I do this very part-time, um, because I got 9,000 other things going on. All Final Expense, um, I don't know, 95% of it or so is already approved. Um, shit, I'm going to— so this is, um, this is— y'all know I love tracking stuff, and I've done it, I've shared before the Excel sheet that I have, I used to use. This is something that me and my team have been building to make basically an online tracker. My team's been using it, so you can see month to date I've done 2,006 phone calls, I've spoken to 157 people, and I have written 42 apps for $60K Okay, um, I close 61% of the people I present to. I only contact— my contact rate, meaning if I make 100 phone calls, 7.8% of people answer the phone. So those of you that bitch, no one picks up, no one picks up mine either, and I still sold $60K. 93 out of 100, 92 out of 100 people don't pick up my phone calls and I still sold $60K. And I will issue most of it. I mean, most of it's getting approved. Some of it, some, a decent amount of it's going to roll into March because I have fucking Social Security dates just like y'all do. Um, 97.6% of my apps I've written have been approved. So I don't, I don't do things that don't get approved on the spot. I don't do fully underwritten crap. I don't do stuff later. My shit gets approved right now. Um, 90% of it's already paid, which is dope. Um, so far, let's see, $60K in AP. I've been paid $28 grand already, and I have— ooh, this didn't update. I did an update. I have like $23,000 pending that's paying out this week that's approved to be paid. I just haven't actually received it yet. Um, I sell only 15% of the leads I get. So for those of y'all think I sell every fucking lead that I call, that is not true. I only sell 15% of the total leads I get. I've received 200— oops, shit, I don't want to go drill down. I've received 280 leads so far this month and I've sold 42 apps. It just happens to equal $60K because my average AP is like, I don't know, $1,500, $1,600, something like that. Um, my stats— every phone call I make, John Wetmore makes $30 every time he dials the phone. I will continue to tell you guys that you guys make money on phone calls, not on sales. And which is why I just keep calling. I don't care what they say. I don't care if they pick up. I don't care if they're negative. I don't care if they're bad numbers. I don't care. I don't care at all because every time I make a phone call, I make $30. Every time someone picks up the phone, I make $300. $183 every time I book an appointment, and I count one call closes as an appointment also. Some I book, majority I'm just trying to close on the spot. Um, $574, and every time I present, whether I close it or don't close it, I make $886. This is how I live my life. This is the stats of what leads I've closed by lead type. Oh, that's all Final Expense, uh, mostly right now. I'm gonna put a link out for it for the, the leads y'all can get if you're interested in exactly what leads I'm working. They're not magic, I've worked every kind of lead possible in the last few months. But if you guys are interested in tracking, this is a little tracker I've, I've made. My team is helping me and update this thing as we go. Little dashboard. I've sold $17,000 already this week. 12— I've written 12 apps in 3 days. I've spent 24 hours working between phone calls and presentations. Again, a minute of phone call, an hour presentation, it's added up to 24 hours, I've written 12 apps. Um, I made $11,000 this week, uh, deposited. Again, we have some stuff pending, but if we— do you have the sheet? Let me see where the sheet is. Uh, all right, y'all, y'all see the dial tracker? Yes. So y'all, y'all know I use one of these by hand. Every time I dial, I do a little check mark. I've shared this thing before. Does it show the— and then I use a client sheet. So every time I write a client, I— this is what I'm handwriting as I'm taking the app. As I'm, as I'm, as I'm conversing with them. This is like my inventory sheet. There's all kinds of different names out there for it. Um, you can get all of these. I've shared them all. I'm going to give you guys— but what we've done is we've taken this— the— I took the idea of this tracker in this sheet and we put it into a digital form here. So this little deal here, I go in after and I hit this little button here and it scans that, um, that sheet that I handwrote, and it uploads all the client information in here. I hit submit and it goes into a client database. So this keeps track of all my clients, everything I've written. The color coding you can see is green is paid, blue's approved, pending, yada yada. And I can click around and see like pending deposit. So I have $21,852 in pending deposits right now. They've been approved. I'm just waiting for it to hit my bank account, right? So I like to track stuff like that. Um, I only have 2 policies pending. I don't, um, out of all the wraps I've written, only 2 are not approved yet. Um, we have— those are canceled all time. So 144 sales since I've— I don't know when this is. Is this in September, Amanda? I think this is since September. I've written 144 apps. So what we do is we go in and we enter our new clients. It posts a sale, it posts if you— if it's pending or missed. You can add a spouse, you put all the goodies in. It's literally the the exact sheet, um, digital. Clients are there. Then I have a dial tracker. So as I, as I put things on that sheet, at the end of the day, we just go in and we enter our daily numbers. So we just plug them in here. And then Reese made most of this page, all this color coding, so you can see by day, um, how much I'm working. So you can see dials per day, contacts, appointments, presentation, sales. I've made 4 sales each of the last 3 days. Um, and then you can go into monthly, and I can see what days I'm working and what days I'm not. And I think a lot of you, if you kept track of stuff like this, you would be appalled. And this is why Darryl has made more money this week than he has all year, because he started listening and tracking his shit. And when he doesn't work, I yell at him, and now he's working. And when he doesn't buy leads, I yell at him too. And he spent— you spent a good bit on leads this week, didn't you? What'd you drop on leads this week?

That was just 2 grand.

To say it, say it slower and louder.

It was 2 grand.

2 grand on leads this week. First time you've ever done— what's the most you've done before that?

Uh, probably like, probably just a grand or maybe $15,000 at most.

Okay, so nut it up, spend some money. Sales are easier that way, aren't they? Yeah, you come across it more. They ain't magic, but you come across some people that want some insurance. For those of y'all that run teams, this is, uh, something we're going to release. This right now, this is free. Y'all can go to tracker.johnwetmore.com if you want to register. You can use this at will. We are going to build a paid version eventually, mostly for the teams, because people have been seeing me share this shit online. We're building this for me, but people always ask, and I always let people use our stuff, um, you know. But this is— we built this in about a month. So if you're a manager, it can track your hierarchy, how your team's doing week by week, month by month, submit, issue paid, year to date, whatever stuff you want to do. One of the things I like about it is if I click on Actually, I can do team. Let me go to— where's team? If I go my team and I click on team, I can see all the production for the team. Where's that thing, Reese? Where does that sucker hide that shows the hierarchy? How do I see that?

Go to, uh, go to builders.

Uh, builders. Got it. Oh yeah, dope. All right, so if I go here and I click on, say, Giovanni, now it draws out his whole group. So you can see who's written where, where they are in the hierarchy and all that jazz. And then you can see a list too if you want to see list by hierarchy or the production by hierarchy. So we're building out some cool shit over here. Um, all your agent sales, so all the sales by agent in your group. Deposits, you can track deposits, all the deal. You can track leads, put in how much you're spending on leads, where you're buying leads. You can track investments, like if you're buying leads for agents, you can do all that. There's a whole analytics page, which is the first screen I showed. Again, you can register, you can use it. Eventually, again, there's going to be a paid version for teams, individuals. I don't know, we'll probably— right now it's free, and who knows what we'll do with it. But you can get in it now if you want to, if you want to use it. This is how I track my shit and take it from paper to digital. Um, let's see, let's go through, um, and again, if y'all want to ask, I'm going to open it up as always at the end for questions. Uh, yeah, not a CRM. I don't, I don't, I'm not, I'm not a CRM kind of guy. I am, I am working on having it do— I tested last night, Darryl, funny enough, um, and it works. I set it up all by myself without Amanda or Reese because I was bored at night and I was trying to figure it out. But I made it work last night to where after you post a sale, it emails and texts the client all the policy information. Hey Bob, thanks, your policy's approved, yada yada, America, here's your policy number, here's your payment, here's your payment date, blah blah, thank you, John Wetmore. So it texts and emails it out now. So I'm— y'all will have that soon. Um, I tested it last night on my, on my own. It worked pretty sick. Um, so that'll, that'll be added soon. There's a link if you want for the GOAT Leads. Um, it's buygoatleads.com, like B-Y, buygoatleads.com. Those are what I'm working. Again, they're not magic. As, as I say, out of every 100 phone calls, 92 don't pick up. I do have some more stats on it I'll share in a minute. Um, you know, actually, you know what, I think I'm gonna share that now. Let me see, how do I go back to— let's go share. Is that other screen up there, Reese? Hopefully. Uh, which one is it? Is it this one? Probably. Yeah. So this thing here, out of my phone calls, 92.2% of them went nowhere. So 1,849 phone calls, nothing happened. For me. Um, I only spoke to a human 157 times out of 2,000 phone calls. Okay, so for those of y'all that say nobody answers, I'm like, I know, I play the same game y'all play. I just play it more often and I play it faster. Uh, let's see, 107 never— out of 347 leads, 107 of mine never picked up the phone. So one-third of my leads I never speak to. Ever in the history of time will I ever speak to them. Never. Uh, 68 of them, for some reason or another, I sent them to the team. They probably hung up on me, didn't pick up, whatever happened. 50 of them told me they weren't interested. 32 no-showed me. Uh, 31 were bad phone numbers. 25 I sold out of the, the, the leads I got in February. Um, I wrote, I think it was 42 apps or whatever it said. All of the other apps were leads from January that I was still working in February. Um, what else do I want to share in here? I already showed you how much per dial. So this is my rejections for the month. So for those of you that are worried about rejection, here's how many times I was rejected— almost 2,000 times in February. So if you don't like it, quit, because you ain't getting rid of it. Um, so yeah, there's my stats. Real deal numbers. So I believe if I can do it, y'all can do it. Just most of y'all won't. Most of y'all won't put up the lead money. Most of y'all won't make the phone calls. Most of y'all won't call leads as much as I've called— as much as I call them. I've gotten, I think, this week so far in 3 days, I think I've gotten about— I think it was 70 leads total so far this week, and I've made about 600 phone calls this week on 70 leads. So just in 3 days, I've called each of my leads on average 9 times. And granted, some of them pick up on the first call. So some of them, per lead, some of them I've definitely called 12, 15 times by now in a couple days, you know. And I just, I just work the leads. I, I think for me, the overwhelming difference is I am not looking to convert every lead. I think so many people that get into this space are trying to— I want to make it so I see more people. How do I do that and not mess it up? Gallery. This doesn't mess y'all up, Amanda, right? What you're trying to do— your view is good.

Cool.

Um, I hate only seeing me and 2 people. Um, I am, I am approaching this thing where I'm literally just hunting for people who pick up and aren't assholes and want to talk about insurance. That's the game I play. I don't, I don't know what game y'all are trying to play and convert all the people who say they don't want it or aren't interested or didn't fill it out and it's not them. And I don't want to give you my social and I hate you and please stop calling me and fuck off. And I'm not trying to convert those people. I just, I'm just, I don't care. I know they're in there. Uh, some of the questions in here are like, um, about like how do you deal with it and the emotions of it all. I just, I don't know, when I make $30 a phone call and someone tells me to fuck off, in my head I just thank them for the $30 and I move on with my day. I just, I literally don't care. I don't know how to explain how little I care. I, I just, I don't know how to give that to you guys. I really do. I can scream it. I, and now I do remember when I did care. I can go back to the beginning and remember when I was emotional about it too, so I can relate. I just, I don't know, nobody was telling me how the game worked then, so that's my reason for not, for having thought that way early. I know most people on here follow me for a long time. This is nothing new. So if you're still emotional about it after I'm screaming it, that's on you. Because I'm telling you, Tony, it's never going to change, dude. How long we been doing this shit? It's never going to change. These people are crazy. They're psychopaths. They fill shit out and then they don't pick up their phone. I'm not confused. They— hey, I had a lady just a little while ago. I called, I called her, she said it was the wrong number, and then simultaneously in, uh, in, in my, in my DM. I was— we were texting her at the same time. She booked an appointment on my calendar 3 minutes after she told me it was the wrong fucking person, that it wasn't her. And I'm like, they just lie, and they just don't want to talk to the telemarketers that call them all day long. They don't know who you are. They, they— and you just got to understand the game. And that's why I scream, this is such an easy game if you play it the right way. Hi guys, if you'd like to attend my office 2-day workshop event that we put on 2 or 3 times a year, spend 2 full days, deep dive into everything you need to know to be successful in the space, whether you're selling or whether you want to build an agency, whether you want to learn how to run a staff, recruit, sell at a high level, whatever it is, we dive into it again workshop style. So super interactive. I run them every 2 or 3 times a year. There is a waitlist. If you go to JohnWetmore.com/workshop, you can put in your information and we will let you know when the next one is. There are two levels only. There's a basic ticket, uh, you sit in the back of the room and you can attend, but the executive ticket is, um, access to a private mastermind at my house where we have a full dinner. We spend 3 or 4 hours there as well, uh, engaging with each other and learning at a deeper level, little bit closer knit. So if you wanna be at the next one, register at the link later. So for me, I'm just literally hunting through for the people that just want to talk about life insurance for their families. I tell agents so many times a week, I'm like, just hang up on him, just hang up the phone. And some of y'all just want to fight for 47 minutes when you know you're not getting an app, and you want to beg them to buy. It doesn't work. And more importantly, you're missing time that you could be spending hunting for better people, and you spend 30, 20, 30, 40 minutes on the phone chasing something that's not gonna convert. And you're missing opportunity elsewhere, and you spend this 30 or 40 minutes so frustrated you now don't want to make the next phone call. I hang up on so many people a week, it's insane. I had a guy this morning fight— he didn't want to give me a social, and I'm like, okay, I mean, sounds like we're in a pickle, bro. He's like, well, yeah, yeah, we're kind of— he goes, this is where the rubber meets the road, ain't it? I go, I mean, for one of us. I said, quite frankly, I don't give a shit if you give it to me or not. But the reality is you aren't getting life insurance if you don't give it to either me or someone else, just like you did with your car insurance, just like you did with your homeowner's insurance. You have to give your social to get insurance. I said, if you don't want to give it to me, I'm not offended, but you ain't getting life insurance, bro. And he went, well, I just— scams and da da da— and I just, you know, I'm just nervous and this. I said, bro, are you giving me your social or not? He goes, I just don't think I'm gonna. I was like, all right, I'm gonna let you go, buddy. Have a good day. And I hung up and I called the next lead. I just move on. I don't— I just— I, people, I want to think about it. I push a little bit. I'm going to push just a little, but I ain't pushing for 15 minutes, you know. I saw one yesterday, lady wanted to think about it. I'm like, what's to think about? She was like, what do you mean? I'm like, you literally just told me you need insurance 5 minutes ago. I know you're just saying that so you can procrastinate longer. I know you're not going to call me back. Why don't we put it in place so you can stop stressing out and then you don't have to think about this anymore? She was like, okay, and she sold and she bought. Now sometimes they don't— they— that does nothing for them. They're like, you know, I just— this is just— I just have to talk to my brother. It just— it's what I do. I'm like, Steve, bro, your brother's gonna tell you no. You know he's going to tell you no if you're even going to talk to him. I half believe you. Hey dude, why don't we put this thing in place now so you can stop thinking about it? Nah, man, I just can't. All right. Have a good day, bud. And I hang up and I move on. I do it live in Discord every day. Y'all can watch me. I'm very open about all these sales. Um, let's get to the first section. Uh, who do I want to talk with? Uh, let's see. I put some notes in here. Tracker. I got all that. Uh, let's see. Chuck Pool, overcoming my own BS, Lee Dotson, daily and weekly goal setting. Tashala— Tashala, I'm gonna mess that up— how do you stick to your schedule? Keegan said how do you avoid distractions? Christy, staying motivated to get dials in without getting distracted. Jerry, maintaining activity and momentum. Demeka, being consistent. And Diana, mindset and consistency. Um, man, so I think for me I think a lot of y'all overcomplicate this. I think a lot of people overcomplicate every piece of this business. But like, I don't know, think about anything. Like, imagine being like, I got so distracted and I didn't eat any food in 9 days. Nobody says that shit. You eat all the, all the time. Like, we don't forget that. We don't— like, we get out of bed and we brush our teeth.

Why?

That's just what you do when you get up. You know what I mean? Like, you, you get up and you take your kids to school, or you change your kids' diapers. You don't miss your favorite show. You don't— like, most of y'all understand consistency and discipline and repetitive things. You just don't do it with this, you know? And I, I think that what it boils down to is you, you really need to know what it is you're fighting for. Um, I, I do have a little bit of a hard time teaching this because I, I think you're trying to convince me that being consistent is harder than it is. You know, it's just a choice. You either choose to do this when you know you're supposed to do it, or you choose to do something else and give yourself some excuse as to why you don't do this. I just don't let things get in my way. My— everyone in my world— and I follow a calendar, and I don't start dialing at 6 AM. I don't, I don't have to do that anymore. And I, quite frankly, I can sell enough insurance being— I have quite a, I have quite a bougie-ass schedule, to be honest. Um, because when I come in and I dial, I come in and I dial. My, my typical day is, I don't know, I, I roll into the gym around 7 or 7:30 typically. Um, I usually get into the office— an early day will be 9, a normal day will be 10— but I, I'm dialing the phone within like a minute of being here every single time. I don't do anything. I open my laptop, I hook up the little, the cords for the extra monitors and I open my thing and I open— the leads are already open because I keep them open all the time on my screen, and I just start dialing. And I, I think, again, for me, one of those, one of those— hold on, let me see if I can share this thing again. One of these things here, um, see if I can find the one. Analytics. Let's see, this one here. Y'all see this number right now? 47.8. That's on average how many phone calls it takes for me to make a sale right now. So on average, every 47 phone calls I make a sale. Now if you look at any of the sheets I have, I sure as shit don't make a sale every 47 phone calls. There are plenty of days I go 250, 300 calls without a single sale. Hell, there are some days I go 200 calls, no one picks up. But Monday— was it Monday? I think Monday. I wish I had this week's sheet. Monday I made a sale 3 straight phone calls. 3, 3 straight sales, 4 apps. Literally, I made a call, made a sale, made the next call, made a sale, made the next call, sold a husband and wife. That don't happen all the time though, you know? It's just not normal. So there's like big gaps. Like, I'll go on a little run, I'll do 50 phone calls and I'll make 2, 3, 4 sales. Then I'll literally make 300 phone calls and nothing happens. But I just know if I'm at phone call 150 and I ain't made a sale, I am so sure that one's coming. I won't stop dialing. I'm just like, I know one's coming. I'm 100— I'm past due. I'm way overdue for a sale. My average is always average. So if I'm way over 100 phone calls and I ain't made a sale, the last thing I'm gonna do is stop, because I know it's coming. I just— I know my numbers so well. I know it's coming. So that helps me. That helps John Wetmore with consistency. Um, I, I know I can go in and make money every day. I— that helps with consistency. I know if I make phone calls, I'm 100% sure I'm going to get paid. Again, keep in mind, for me, the money's in the dial. I have convinced myself that dialing is the money. The presentations and the sales and the e-apps and the approvals and declines, those are just formalities. They just happen because of the activity for me. And I just, I'm, I've convinced myself so heavily that none of the other stuff matters, that it's just pure entertainment for me. And now I do it in front of typically 20-something people a day watching me in Discord. So I act like a complete goon on the phone with people just cuz now it's fun. I'm like, I don't, I, I don't know. So I like being at the top of leaderboard. I like seeing that. I think the top person in here was like $15K this month. I like being 4x you. I like the number 2 guy being 1/4 of my production and being able to talk about it on a Zoom in front of all of you. I like that. That keeps me motivated and disciplined. It just does. I don't know how to explain it. I love smoking my base out. I got all these 20-something-year-old kids. I'm smoking the shit out of them, and I talk about it all the time, and I love it. And I feel bad and sort of sad for some of them that have bills and they can't pay them quite the way I can, but I'm like I'm not doing anything any different. Now I have a skill set, I've been doing it a long time, you know. So what I always been saying, what I've been saying lately is like, I have no advantage dialing. So like the pickup rate, I have— they don't know, they don't know, John Wetmore's calling, I saw him on YouTube, let me pick up. It don't work that way. They— I have zero advantages making phone calls. Where I have a bit of an advantage is when they pick up. I, I happen to know how to work them better than you do, probably. I, I just— I've gotten pretty good. So, um, I, I think for me that it all goes back to why do you do this? Um, I, again, I have my own reasons. I, I like to be at the top. I like to be a leader. I like to— I don't know, is showing off the right word? I don't really know. I just— I like producing more than the people around me. I, I just get joy out of that. I like watching my kids, that I can work my face off and pay for whatever they want. I like being able to do the things I can do for my family. I like being able to take my staff and travel, and I like— I just like being able to do that stuff. And if I'm not disciplined— I like the house I live in. Some of y'all been to it. That shit's expensive. I like being able to pay for it very easily and not stress out. I like the nice car I have. It keeps me working hard. I have a very overpriced car. It's stupid as shit. It's still made out of the same crap as the Kia was made out of. But it's 7 times the price, maybe more. I like being able to buy it, you know. I just, I don't know, that stuff keeps me disciplined week in and week out. My schedule is, is what it is during the day. Um, I'm at the office especially lately, I don't know, 7, 8 o'clock a lot lately. I mean, y'all that are watching me dial C when I leave, it's dark when I leave. I'm my car's the only car in the parking lot, and we have a complex of like 12 buildings in here. I'm usually the only car left when I leave at night, you know. I don't know, people— you have family? Yeah, Maddox is playing video games and Stephanie's watching TV. Like, they don't give a shit, you know what I mean? Like, I go to his baseball games and I take him out to eat dinner and we play pool and, you know, pickleball and all the things, but for the overwhelming majority of the time, my My job is to be a provider. That's what I do. You know, Amanda's husband's a firefighter. Steve used to be a cop. They have crazy fucking schedules. When he works 24 hours on Christmas Day, no one's like, why are you working on Christmas Day? This is fucking job. That's what he has to do. You know, it's just— I don't know. I don't overcomplicate this. So right now, my phase of life, this is what I do. Um, so I stay with it. My family knows my schedule and no one's gonna mess with it. Um, they know, like, my wife has to put Maddox's baseball games on the schedule early because she knows if she doesn't and I book something else, the something else is going to win. Now I have the— I have the— okay, I can change it, but if I book an event, let's say in, in April, and I go, I'm traveling here in April, and she doesn't remember to put something on the calendar she doesn't go, hey, can you cancel that event, we have baseball. She knows my calendar. Whoever gets to my calendar first wins. That's kind of the rule. So if Amanda needs something, she puts it on my calendar. Steph needs something, she puts it on my calendar. If Reese needs that, they just put it on my calendar. And if it's not there, I control it. And during those days I work, I just dial every day for the most part. I dial a decent amount of Sundays. I don't, I don't dial a ton, but I'll mess around on the phones a little bit. Typically. Um, yeah, I mean, so that's kind of my schedule. It's, it's kind of all day every day a little bit, you know. Again, after the gym I come in here and I don't know, spend 8, 8, 9, 10 hours in the office, and then I go home. A decent amount of times I'm back on the phone at home for a little while because I get bored, and then I'm always on the computer at night working that whole, uh, Tracker app. I don't know what percentage of that I've built, probably I'd be willing to bet 75% of it, well over 50% myself. I spend a lot of hours at night working on that, you know. I just, I like setting up my business. I love working on my business. I wouldn't know what else to do. I, to me, it's a hobby too. So I don't, I don't know how to give that to you guys. Um, find a deeper reason why you're doing what you're doing. You know, if it's just for the paycheck, I don't know that that's going to drive it. I, I, I don't, I don't know. I struggle with that one. I think when every one of you had a job before, you had no problem showing up on time and showing up every day and showing up to the meeting you had to be at, and you had to be there till 5 or 7 or 9 or midnight or third shift or all the crazy hours you've probably all worked in your careers. And if someone in your world needed something and you were on shift It's not like you could drop it and go do it, but suddenly here you can. I mean, that is kind of on you, you know what I mean? If you don't have the, the, the ability to tell someone no, I, I don't know. I don't, I don't have a problem telling people no. My, my phone is on DND all day, all day. My phone stays on do not disturb, so I can't be distracted by phone calls because I can't get them. 6 people can get through my D&D. I think Amanda, my wife, 4 of the kids. How many of the kids are my favorites? I think 4 of them. 4 that call me. 3? Only 3? Might be only 3 of them. Um, no, they're— no, Braden, Gabby, Maddox. Oh, Shaley's not. Yeah, so 3 out of the 5 are on, on, on— can get through D&D. The other 2 don't need me. They're fucking grown-ass adults. Um, and one buddy I talk to most days of the week. That's, that's who gets through my D&D. Outside of that, if my phone rings, it goes straight to voicemail. I look at it later. I just don't give a shit, you know. You text me, I don't get notifications. Social media doesn't give me notifications. There's no pop-up bubbles on my phone. Nothing shows up on my screen. Like, even text messages. The only thing that appears on my screen when my phone is off is a phone call from a favorite. A text message does not. I don't get those, like, those, like, the— when you look at that screen, my calendar, the calendar item. But on that screen, nothing pops up on this screen in my life. I don't want to see that shit because I'm going to click on it. So I The bubbles, like on the phone, the little apps. How many bubbles? No, zero bubbles on my phone. I hate those fucking things. I'm neurotic. I have to click them if they're there. So when I download an app, I go right to the settings and I turn off notifications. I hate them, you know. I check social a couple times a day, maybe, because I just look at my DMs, you know. Um, So I don't know, that's kind of how I do it. What up, y'all? So YouTube memberships, we have one now. Right next to the subscribe button, there's a neon white join button. You can't miss it. Subscribe, whatever it says, click the link, get in there. I do a ton of coaching, teaching people how to dial corrections, working on their presentations, working on their mindset. I will coach on theory, but I like coaching real-world stuff. And if you join the membership section, you're going to see live live coaching where I'm not only helping people, but every once in a while I get in there and dial myself. There's some cool videos coming out, tons of content. All the training videos will be directly on my YouTube channel that's available to members only, super easy to find. So join now if you're interested, click below. See you in there. Uh, let's see, what else do I want to do? Uh, let's see, some daily standards are probably good for people. I've talked about this a lot. Um, who's fucking with me? Oh, that's my buddy calling. He got through D&D. Look at that, Gavin's calling. Yeah, imagine that. I thought one of you— I thought you were fucking with me, Amanda. I was like, you would call me right now. Um, let's see, standards. I think having daily standards— I've talked about this quite a few times. Um, what I've told our new guys is to have a minimum, uh, like to hit 2 out of 3 of dials, um, presentations, or sales. So meaning I have to hit either 500 phone calls, 5 presentations, or 2 sales, and I don't stop till I do 2 out of 3. I made 4 sales on Monday and 4 sales on Tuesday, and then yesterday I had 3 at like 6 o'clock, and I'm like, I'm fucking neurotic, I need to get my 4th before I leave. I'm just weird. When I do that dial tracker, I have to fill up a whole row before I stop. I just won't. I'm, I'm neurotic. It's 25 in a row, I won't stop on a 12 typically. I just, I'm like, let me just finish the row. And then I finish one row and I'm like, well, it's 75, maybe I could just get to 100. Let me get to the 100th dial. Oh, maybe I can't work, you know what I mean? I'm just, I'm weird as shit like that. I just, I don't know, I chase weird things. Um, let's put block time like a surgeon. This is a little example. It's like, I don't know, You're a doctor with patient. Yeah, think, put, put it in reverse. Like, I don't know, who do you pay for services? Someone can unmute too if you want. Like, you pay a landscaper, you pay the dentist, you pay, you know what I mean? Like, you pay your, you pay for cable, you pay, hey, pay what out? Can you imagine if like, I don't know, your landscaper supposed to come every Thursday and he was like, he shows up and he's like starts cutting the lawn and then he just sits down and starts taking phone calls from his buddies and starts playing on Facebook in your yard instead of cutting the grass. He's just like on Twitter, just dicking around in the grass. And then was like, you know what, I'm, I'm gonna leave, and just leaves half your lawn cut and half your lawn long. You know, he was like, yeah, I just got sidetracked today, rough day, you know, whoo, it just wasn't happening today. The blade just, I don't know, it wasn't feeling it today, so I just didn't finish cutting your lawn, bro. I'm going home. You know what I mean? Like, you're at the dentist waiting in the waiting room, and she's like, I got a lot of DMs, dude, hang tight. Oh, y'all just wait out there, I'm gonna, I gotta scroll a little bit. Like, hold on, my mom's calling. Hold on, hold on, mid, mid root canal, hold on, mom's calling. Let me, let me just, let me go take a couple phone calls. Oh shit, she needs me to like go to the store for her and pick up some milk and My sister has a flat tire. Hey, you stay right here in the chair. I'll be back tomorrow. I'm just— hang tight, I got shit to do. Like, you'd— you would lose your fucking mind on that person who's supposed to be servicing you, you know what I mean? But like, y'all do it to yourselves all the time. I just— I don't know, I struggle with it because I was that way once too, and I wish someone yelled at me too. Um, let's see, second stage here. What do I want to talk about? Leads. What time is it? 3:40. Uh, leads, age versus new, spend and ROI. A lot of people asked about lead stuff. Again, right now I'm— I've ran every type of lead in the last 6 months or so I've been doing it, so I don't, I don't necessarily favor one over the other. I think I can sell any type of lead. I think the angle might be different. I prefer brand new leads. I prefer premium type leads. Like when you buy GOAT Leads, I've suggested people go over— there's different tiers. Again, my team put the link in there for you guys. Um, it's just a company. This dude Mike Fowl runs them. He happens to work here too. Um, and I happen to like him and I know how hard he's working to make, make at least a higher intent lead on purpose in the sense that they have to fill out a lot of shit. You know, this isn't a lead that's like, hey, click here if you want free tokens to your Facebook game, and then they click it, or Walmart gift cards or whatever other crazy stuff's out there. But for me, it's like their lead types, they have— someone can correct me because I only buy premium. They have like premium, mixed, and then what's the regular standard or something like basic ass? I don't know what they're called. For me, I buy premium because they fill out more information. I figure the more information you fill out, the more stuff I can verify, the more I can jog your memory when I get you on the phone. It doesn't mean they're all going to buy. My number— I only buy premium leads. And you can see again, still 92 out of 100 ain't picking up the phone for me. Phone calls, not leads. Phone calls. Um, so I think what I've learned over the years is if I get a lot of leads in, I have a lot of people to call and I get less frustrated. You know, when you're like calling the same stack of leads, you like know what someone's voicemail is going to be. You know, I got one that was like, hey, this is Susie Lou, you know what to do, good for you. On the voicemail, they do these little corny things on the voicemails. Like, can you call it and you know it's going coming. Like, dude, I don't want to be in that spot. I, I just— I'm so tired of hearing some of the same vo— and again, I will call them a lot, but I like lead flow, so I like a lot of leads. I won't hire anyone now if they won't spend at least $1,500 a week on leads. I just won't even hire them. I just don't care. Why? Because the chances are they're going to fail, they're going to quit, it ain't going to work, they're not going to make any money because they have no one to call, and you're calling the same people, and it's excruciatingly painful. This business sucks ass when you don't have enough leads. It's just terrible. And if you don't have the money to do it, you better figure it out. I also challenge people— I don't believe everyone doesn't have 2 grand, because I know y'all fools go on vacation and you whip out that Amex card and you buy whatever the hell you need to buy for your flights and your car and your hotel and your flip-flops and all the other stuff you have to buy to go away. I just— you kind of got to figure it out, or you got to expect that it's probably going to sort of suck. Probably forever. And some of, some of y'all have been— some of y'all been getting on this thing for 2— the 2 years I've been doing it, and you're not in any different position than you were when we started this because you won't change. You know, buying a new lead type and spending $400 a week is not going to change your career, I promise you. You go buy 12 GOAT leads today, they ain't gonna do shit. You will make no money. You know, for me, I don't know, I want— and I don't even do this full-time. Keegan, I know you like, like selling a lot now too, but like I don't dick around unless I have 75 brand new leads a week minimum. For me, I buy 50 Final Expense and I buy 25 Vett right now. It's $2,000 a week, gets me enough people to talk to every day. 75 leads, I can typically write, I don't know, 7 to 12 apps a week. That's all I need. And again, I don't have the ability to do this as much as some of y'all can do this, um, you know. So for me, I want lead flow. If you, if you have to be in aged Fine, but you should be getting a couple hundred of them a week minimum, and you should be making— I don't know. Here's what I do know. If you're broke as shit, you probably should be working more than 40 hours a week. I just live by that kind of concept. If you're presenting to someone, takes an hour, 20 of those a week is only 20 hours. I can tell you based on the numbers y'all are selling, most of y'all aren't presenting 20 times a week, or you'd be making money, or you just suck ass and someone needs to train you. Which, I like those people, to be honest. We have a couple of them in our group and we bring them in, we teach them how to sell. Um, but again, if you're presenting, it's like, I don't know, does anyone in here present more than 20 times a week? If you do, put it in how many times you present a week. There's going to be very few of y'all. But even if it were 20 a week, that's only 20 hours presenting as a professional salesperson, you know. And then to get the other 20 hours, if it's just phone calls, they take a minute each, there'd be 1,200 phone calls is another 20 hours. For you non-math people, you're just gonna have to believe me, you know. So if you're not doing somewhere in the ballpark of 20 presentations and 1,200 phone calls a week You're part-time. If you're broke and you're still only doing that or less, I just don't have a ton of sympathy. Because I know most of my career, especially when I didn't make any money, I was working 60, 70 hours a week in warehouses and restaurants and all kinds of stuff, multiple jobs. I'm sure plenty of you have done it. You know, if we go, all right, maybe I should work 60 hours a week, I don't know, that would be 30 or 40 presentations in a week. To get that kind of hours in, like actually working on the, on the things that matter— phone calls and presentations. That's all that matters for you guys. Some of y'all might be building, maybe recruiting counts, but all the other stuff that you need to be doing, that needs to be on your, like, extracurricular time. I know we have to call carriers, I know we have to do trainings, I know we have to be on stuff like this, I get all that, but that needs to— I don't know, to me that was like— I always, I always compare it to when I went to night school. I had a full-time job and I went to school at night, you know, or you work overtime. That to me, all the other stuff is in addition to the hours I need to work. And that, that's helped me understand again, for a lot of y'all spending $300, $400 a week on leads, you don't have the ability to work full-time. You— there's not enough people to call. You physically can't do this, you know. And so I, I wish a lot of y'all would be real with yourself and understand. It's like, not to be mean, but give another business that you can invest $400 in and make any kind of money. I just, I don't know of any, you know. And I started with no money, so there is a way to put $400 in and work your face off and make $1,000, and then put $1,000 in and work your face off and make $2,000. And then, you know what I mean, like the beginning, I get to wrap— I get it's hard at the beginning. I'm not confused by that. I did it. But some of y'all dragged that process out for so long you know, and you refuse to go all in and lead investment. And what I'll challenge you also to do is think about some of y'all that go, I wrote $12,000 in a month. Let's just take some— there was a lot of that were in that kind of weird range, $10,000, $12,000, $14,000 in a month. If you looked at how many times you presented over that course of that month and how many phone calls you made over the course of that month, you know, if you condense that all into a week you would make in a week what you're currently doing in a month, because the numbers are the numbers, you know. Now, the reality is most of y'all don't track them, so you have no idea what you're doing. And then the bad part is, I know a lot of y'all that do the track your numbers, and you tell me how many dials you make. I do know there's a lot of y'all still lying about how many phone calls you make. I can definitely see that when I see some— there's some people in our group that do it, and we make fun of them every week, and they keep doing it. I mean, 17,000 phone calls and 4 people picked up. I'm like, okay, sure, you know. But I, I, for me, that always helped. Just like what I— because at the beginning, the first couple years, I was— the first year and a half, I was only selling $8,000, $10,000, $12,000 a month. And when I looked at my monthly activity totals, that wasn't as much as some people were doing in a week, you know. I'm presenting typically— I don't know how many I have this week, Reese or Amanda, one of y'all can look. I don't know how many I, that paper, I think I filled— I bet I'm at— I bet I'm well over 20 presentations already this week. I would think if you look on that this week's tracker, that sheet, it's on the, it's on the thing. I just don't want to open it again. Um, but yeah, I mean, I think again, for you, for your schedule and your lead flow, it's like you need enough lead flow to be presenting 5 times a day. You present, you do a real presentation 5 times a day. Like where you're getting into numbers and having conversations and getting their social and doing underwriting, like real presentations, you do 5 a day every day minimum, that's 25, 30 people a week that you're presenting numbers to. I mean, you could suck ass and pick up 5 or 6 apps, you know, right, Darryl? I mean, like, if you live in this world where you're writing 1 or 2 apps a week it's a miserable experience in this, in this industry. If you're an app or two a week kind of guy, I just— you gotta— it's, it's— I promise you, it's your lead flow and your phone calls. And if you're like, no, I make a zillion phone calls and I present all day long, here's what I always tell people, and I'll continue to stand by this. If you use like an actual tracker, ours, another one, something on paper, and you actually put 40 hours of work in on phone calls and presentations, and you do that for like 6 weeks straight and you don't miss, you will issue $20 grand. And I've challenged everyone to do it and send me proof. And if somehow you spend 40 hours presenting and prospecting every single week for 6 straight weeks and you don't hit $20 grand, I will fucking train you myself because it just is a skill set problem then. And I've not— I've been screaming that for 4 years. I've not had one person I've had to train one-on-one. Most don't do the work. Most don't change and do the work. The overwhelming majority, the ones that I hear back from, every one of them ever says, no shit, it worked. Imagine that, it worked. You know, so I'll challenge you guys to do the same. And if you use the tracker we have, it calculates your hours. Sorry, I'm putting you to sleep, Giovanni. I don't mean to. I'm fucking with you. Uh, let's see, anybody, anybody— so who's, who on here asked about phone stuff? It was Gabe, Alandru, Daniel D, Sharon, John. Somebody ever want to talk phone stuff? I don't really want to go through phone script stuff unless I'm doing it with someone who sucks ass and is willing to unmute. Who asked about phone script stuff, objection stuff, phone script stuff, what to say? Everybody's scared, otherwise I'm going to skip that topic. No one wants to go through it. Everyone's a wuss.

I had a, I had a question for you, John.

Okay.

So specifically, my question is about like the people that are quote shopping, because I know you've said like you're not the get you quotes guy, you're the get you insurance guy. I like the different times in the phone calls. Like, how are you handling specifically like the quotes people?

Um, depends on the context. And when, you know, give me, give me a, give me a more specific example.

So I would say, um, as I'm getting a little bit of information, they're just like, you know, we're a little bit deeper, we have a little bit of a why, and they're just like, just give me a price type of thing before we actually got into any application type stuff kind of earlier on.

So what's your setup at the beginning? Meaning if you get me on the phone and I don't hang up on you, I go, got it, yeah, that's me. What do you— what is the next thing you say?

Um, typically, let's just like, if you were just a vet, a vet final expense lead.

Yeah.

Um, oh shit, I should probably know this off the top of my head better.

I agree with that.

Um, okay, starting from the beginning, this is you, you say yes. I say, cool, well, I'm just the guy— I kind of say what you say— I'm just the guy that's in charge of getting you this information over. Um, and then I'll kind of verify their information. They say yes.

I want you to literally say what you say. I don't want you to give me like theory. I want you to literally say it to me like you're saying it to them.

Okay, cool. So I would kind of just go into asking them some health questions, or you're, you know—

Leslie, I want you to literally talk to me like I'm the lead.

All right, John's the lead. My bad, brother. Okay.

Yeah.

Well, John, what, what had you, you know, even interested in getting, getting this stuff in place in the first place?

That's the very first thing you say.

Well, this was after—

you want me to, like, ring ring type thing, meaning I don't hang up on you and tell you to fuck off. And I go, yes, that's me.

Okay, cool. John Wetmore, I'm just the guy that they put in charge to get you over this information. Do you have a couple of minutes?

Sure.

Cool. Well, thank you. This is a— that final expense. My bad, John. I'm kind of freezing up a little bit, brother.

Hey, most people would, dude. I'm glad you unmuted. Here's, here's part of it, Wes, is like when you do it a lot, I think so many people are so focused on a script and this— a lot of people asked about being robotic and how do you not sound weird and how do you not— I got how do I not sound robotic probably 12 times out of the registrations. Yeah, you know, um, how do you control a conversation? I see you, Daniel. Hang tight, dude. Leave your hand thing up though, or I'll forget. No, no, you're good. I just want to acknowledge I see it. Um, I think so many people are so caught up in what the piece of paper says. Like, have you ever gone— I don't know, what's the last time you went to a store to buy something? An hour ago. Okay. Did you freeze up like that to talk to the person there?

No.

Why?

It's just natural.

Okay, so why can't this just be natural? Why can't this just be conversation, dude? Yeah, I think I get you're on camera, I get that piece.

I'm not confused by that, but I'm saying I'm not too worried about that part. I think, um, I've gotten quite used to having a script in front of me, so Yeah, have the script pulled up now if you want.

You know who doesn't have a script? Anyone in my team. Yeah, none of them have a script in front of them.

So how are you— yeah, how are you framing like the new agents? Because I'm— I would say I'm still new.

I make them stumble all over their face and then we fix it as they go. And they watch me do it live and they watch Giovanni do it live and they watch all of us do it live. And then they unmute me. You've watched us, dude. You've seen it in the Discord. Yeah, I want people to stumble. I want people to do it with no piece of paper. Name— here's the thing, anyone on here, name another situation in your life that you have to go into it with a pre-written script in order to have a conversation with another human. Give me one other example. Your wedding. You have to be pre-written script? I mean, you know, yeah, I don't know, before you talk. Yeah, I don't, I don't.

I think it should be natural.

Yeah, but you got— I find you got, you got one, maybe a half of one at best. Yeah, you know, I just— what does it say though? If you need, if you need to read something during your vows, what does it say?

Is it fair? Is it not fair to say though, like, for instance, me, I haven't had enough conversations to, for it to flow. So obviously at your level, but even at like—

yeah, but I'm saying even, even Daryl's brand new. And Steve, hey, Steve's been with us 2 and a half fucking Dude. Yeah, how much you written this week, Steve? How many apps? Uh, 7 apps. Yeah. Hey, what script did I give you, bro? Didn't give me one at all, my man.

Fair.

So I don't know, dude. I'm not saying they don't work. I'm just saying not having one certainly fucking works too.

Yeah, but you're going through a sales process now.

I mean, but wait, did I, did I hand you anything on paper, Steve? Daryl, Giovanni, uh, Craig, uh, Remy? Any— did I give you anything? Piece of like, here, follow this?

Not at all.

Nothing. Yeah, I just say, watch me. And again, it's just have a conversation. Again, dude, they filled out a piece of paper and we're calling to verify some stuff. You don't need a script for that. Right? And then again, we just— we're just— for me, it's just— it's the beginning is get an understanding of what made them fill it out. What are they looking for? For those of you follow— that have followed me for a while, you know, I've, I've helped build this agency up to over $200 million in paid annual premium per year. We have over 5,000 agents a year that sell, and I am rebuilding. We're building a new base shop, helping people build big agencies. Get to multi-seven figures in income, or producers that want to, that want to just sell and get to a multi-six-figure sales career, hit me up. I'm hiring direct. I'm looking to train and mentor winners that want to work their ass off and build something dope. Click on the link below, or you can go to JohnWetmore.com/join and put in your application. We'll see if I'd be interested in working with you. DM me, hit me up, whatever you like. So at the beginning, dude, I'm like, hey Wes, all right, hey man, I'm just the guy they put in charge of getting this info to you and figuring out, um, kind of what it is you're looking for, man. So I underwrite for the top 30 insurance companies in the country, and all that means is my job is to, um, ask you some personal questions so I can understand what it is you're trying to accomplish. And then I'm going to ask you some health questions because more importantly, I have to figure out whether or not you're even eligible for anything, okay? And once, once, once I get those questions answered, what I'll do is I'll look at all the different companies and find out who's gonna, who's gonna give you the most insurance for your money. Is that cool? Yeah, some variation of that. And I told them 3 times in that sentence that they're buying insurance today. Fair, you know what I mean? And so then for me, dude, I'm like, all right, bud, so hey, it says here you have no life insurance at all, is that correct?

Correct.

I— dude, I don't know if it says that or not, it's just the way I ask it. Fucking works really good. Sometimes they say they do, sometimes they say they don't, but I've learned I just ask it every time. That way it's fucking fun, you know? And then I'm like, no, a fucking well over half the people say no. And hey, one day Riso put out a video, I then very next go, uh-oh, damn, why not? You know, I'm immediately getting into a conversation about insurance. So if, if, if they say to me at that point They'd have to be like putting on the brakes hard, whereas yours, it was just kind of like vague, you know what I mean? And I— and again, I know you're newer to it and it's all good, but I think that y'all have to get— y'all have to get more intentional with the questions. That's the piece most are missing. And I, I don't know how to teach that on a piece of paper because everybody responds slightly different on every phone call. You know what I mean? They don't all go exactly the same. So what I need to do is teach people how to respond to folks. I need to teach people to listen to and be aware of people's tonality.

What would you say— you know, you're gonna hate this question.

No, that's good.

Um, what would you say if you had to, like, if you had to systematize like a sales process, like intro, this, this, this, what What, what's the flow of your, of your—

what? Hey, let— what's yours? Don't look—

I mean, I just have it.

Don't look at the paper. I just want you to talk to me, dude.

Okay, just—

I'll enjoy yours. What's— what are you trying to accomplish?

Well, trying to, trying to understand their insurance needs.

That's the very first thing you're trying to accomplish?

Well, we want to make sure that— well, again, I'm picking up after you confirmed, but yeah, I would say intro is the first thing. You want to make sure you're talking to the right person and that they know.

So I'm trying to accomplish them not hanging up on me and listening for 4 seconds.

Fair.

I'm not trying to do an intro. Yeah, most, most of y'all get hung up on because you're so caught up on your intro. I don't have an intro. Mine's, hey Wes, I just want you to listen. That's it. That's step 1.

Listen. That's it. Gotcha.

All I want. I want your ears for a minute. Not even. I want your ears for 10 seconds. So that's step 1 for me. Okay.

Gotcha.

What's your next step?

I would say step 2, it would be like verifying some type of information that they put down.

Yeah. Which does what?

Just reminds them of like what they filled out or that they were looking for insurance.

That's my step 2. Also, the very next thing I want to, I want to create some kind of trust. I want to be like, oh, this dude knows me. And for me, I want to drop personal information as fast as possible before I say anything about insurance or benefit centers or who— why I'm calling or I'm licensed, anything. Or I don't say any of that shit. Um, I just try to drop their personal information quick, you know what I mean? Because the faster I can name something, the more likely they're going to at least listen to me for a few more seconds. But a good majority of them, dude, even after that, aren't 100% sure who the hell I am still. But they at least listen because I talked about their hobby, their date of birth, and/or their beneficiary, you know what I mean? So I still get, yeah, wait, who's this? I'm mad at that because who's this means they're about to listen. Yeah, I'm just looking for people to listen early on. That's it. Then I can do my job. If they ain't listening, then you have friction, you're fighting, you know. And when you read a script, 'Hi, this is Wes getting back to you. I'm the state licensed underwriter assigned to your case,' like, dude, they're hanging up on you, bro. Yeah, they ain't listening. Nobody wants to hear that shit. Does it work sometimes? Yes, I get it. And are scripts good? I don't know. Sure, some people say they are. I believe them. I just know that I don't give them out and we do well.

Fair.

You know what I mean? I'm not saying one's right, one's wrong. I'm just saying they both work.

And so you're immediately, you know, once you get past like the— let's just— obviously, I would assume a couple of steps in, you get the why and stuff, and then you go into those health and those personal and health questions. You're already like applications open or your Integrity Connect, and that's— then you're just going straight into the application from there.

I mean, for me, I'm like, all right, Wes, hey, do me a favor. Um, help me understand, dude, when you, when you filled this thing out— again, if they have no insurance, it's, it's, it's even easier. Yeah, but for me, it's whether they have it or don't, it's some form of, hey Wes, do me a favor, explain to me, um, just give me a little kind of understanding. What is it, what is it you were trying to accomplish, dude, when you, when you filled this thing out? Give me a little, like, your version. What were you trying to accomplish today?

You're asking me specifically?

Sure, throw me with whatever the fuck you want.

Uh, I'm getting older and I don't got any insurance in place, and so I want— I got a son I want to leave some money to.

Got it, got it. So you just been— you don't have any because you had some health issues and couldn't get it, or you just been procrastinating and putting it off?

I just never thought about it. I was always young and healthy.

Never thought about insurance ever?

No.

Interesting. Okay, did something happen in life to trigger this? Someone die or someone gets sick, or what changed?

Brother died.

Got it. Did he have insurance?

No.

Got it. Who had to pay?

We all rallied up.

Got it. That sucks. How much did you have to pay?

Like, it's like $3,000 to $5,000 apiece.

Got it. So you finally realized you'd rather have a monthly payment to take care of things and not leave your family in the same spot as he did, huh?

Fair. Yeah.

Got it. All right. Hey, what did the— what was the total? How much did— how much did the total thing cost?

$12,000 for burial.

And $12,000, got it. Okay, got it. You think you need about the same amount? How much are you looking for? Leave a little bit more? What are you thinking?

Yeah, I'd probably try to leave a little bit more, much as we can.

I guess you don't plan on dying today, and you know it's going to get more expensive as you age, right?

Yeah.

Okay, so maybe $15,000, $20,000, something like that?

Uh, yeah, that works.

Okay, are you looking to leave any money behind for anything else, or just basic burial? Or like, do you have other bills or car payments or mortgage payments, or you want to leave some money behind for some loved one? Like, what do you think concept-wise? What do you, what do you want to accomplish? Or is it more based on your budget?

I would say based on budget, just trying to get as much as I can. If it just covers funeral, that's fine, but it would be nice to leave some to the kids if we can.

At the very least, we got to take care of funeral today. If budget's okay, you're good getting some more.

Side note, that's funny that you say like today. That's good.

Anyways, but, uh, yeah, I mean, how do you not sell that fucking guy? You know what I mean? Like, you know, what are you doing after you present if they're just like— so for me, they do that, like, all right, all right, Wes, cool, makes sense. All right, so let me, let me, let me ask this then. All makes sense on what you're trying to accomplish. More importantly, tell me a little bit about your health, dude. What do you got going on health-wise? Anything, anything major? Just ABC, whatever it is, who gives a shit, right? You give it to me, you don't give it to me, I'm figuring out what I can write them now. Yeah, you know, ultimately I'm just trying to figure out what they got going on health-wise. They give me their main stuff, I'm fucking pretty decent at it, so I ask the questions. The main shit: heart attack, cancer, stroke, diabetes. If you have diabetes, do you have neuropathy? Any kidney, liver issues? I go through those. Any stroke, seizures. If I have to ask about COPD or breathing issues, fine. That basically covers fucking everything for the most part, you know. And then based on what they give me, I'm like, all right, if it's not a big list, like, all right, doctor, have you medicated for anything else? You taking any prescriptions daily for, for anything else medically?

Yeah, maybe.

If they say no, I go, okay, you only take one pill a day? You only take two pills a day? You only— whatever, whatever they gave me, I go, you only take this many pills a day? 90% of them go, no, I take more than that. Go, okay, what do you— what else do you take the meds for then? And they give it to me, you know.

Yeah.

And I go, all right, cool, all makes sense. Well, here's, here's the next step, Wes. What I got to do now is, um, we got to go through and plug a little bit more of your personal information into the computer. As you know, all of your prescriptions and medical history, all those things are tracked on the computer now. All by based on your date of birth, your address, and your social. So I can pull that information up on the computer. What that's going to do is it's going to let me know what plans, if any, that you're eligible for. And once I know what plans you're eligible for, Wes, then I can look at all the different companies and we'll figure out which, which is going to be the best price for you. That way we can pick a plan, okay? I don't know, this is maybe the 5th or 6th time I've said they're buying fucking insurance today. Yeah, I'm just super intentional. I don't know how to put that on a piece of paper and make it work 100% of the time, because to me it's just a convo, dude, you know?

Yeah, I was running into the nation.

Yes, I use very specific words, but if I put that, you know what happens is it turns into an 8-page script and no one can follow it because of all the different little— what if they say I have none? What if they say they have some? All right, if they have some insurance, what if they got it recent? What if they got it 10 years ago? Okay, what if they got it 10 years ago? Have the health changed since then, or is it the same health since then? Now I gotta have all these branches of a script. The thing is literally 7, 8, 9, 10 pages long if I take— if I factor in everything, you know. So for me, I want people to understand the concept. I want them to— I want them to not hang up on me, one. I want them to listen, two. And then three, I'm going to explain exactly what we're doing today. And if they don't comply, I get the fuck off the phone and I move on to the next one. If you hit me with some kind of, I'm shopping, the first time early, I ignore it. If it's the first thing out of your mouth, hey man, just shopping, yeah, I got it. And I explain exactly what I got to do, and I'm talking about buying life insurance today and all these things, and they carry on, dude, I pretend it never happened. But if they keep saying it— had someone do it today— hey man, I just, you know, I'm just, I'm just telling you right now, I'm not committing to anything. Yeah, I was like, dude, you keep saying that. You said you have no life insurance, and I'm— hey, listen, I'm not one to shove something down your throat, but I'm also not one to just throw numbers out at you that don't mean anything. So for me to give you real numbers, I have to see if you can get approved. And in order to see if you can get approved, I have to ask you actual questions, you know? Are you, are you gonna be okay with me going through the questions so I can find out if I can even get you approved? Because quotes don't mean anything if they're going to say no. And if they go, I just— I know, I just want quotes. Okay, well, Wes, I'm not trying to be mean, but I'm not the quote guy. I'm— my job is to help you get insurance. So if you want insurance, I can help you, and I can give you numbers, and we'll be aware of your budget, and we can line it up with social if we want to. Like, you don't necessarily have to pay me today. But if you're only here to get quotes, dude, you could have Googled that. I will say that, and I will save myself an hour and 12 minutes fighting with someone, and I will move on. That's not who I'm looking for, dude. I'm not— that's the guy to me, it's like, I don't know, we're trying to date and think of some, something you dislike about someone, some, some character trait that you just don't like. And I wouldn't take them the very first 5 minutes into the date. I don't know, they got some weird fucking quirk you can't deal with. What do you do? I don't know. I'm probably not going to try to spend the night with her. I'm probably gonna get the fuck out of there. All the girls have the thing, let me go to the bathroom. They go to the bathroom, they call their girlfriend and like, call me and say there's an emergency. And then they pretend there's an emergency, they get the hell out. Like there's a, there's a bailout plan, you know. And for me it's just like, dude, I'm not dicking with that person. Why? I know he's going to tell me no later. Yeah, I'm not fighting that guy. I just don't give a shit, dude. I don't know how to explain that more clearly. I don't care because they're not supposed to all buy. So I find— I found a not buyer. I need to— you need to be hyper. Now it's, it's harder to learn when you're new. So when people are new, I teach them to push a little bit more. You mean I— it's where I got to train people. I got to spend time with them. I'm on Discord all fucking day long. You know what I mean? And if they dial unmuted, I help them. If they don't dial unmuted, I make fun of them. That's what I do. We have people on Discord, they refuse to fucking unmute, and I'm like, that's why you stay broke. I don't even know why you get on here, is to pretend you're part of the team. Fuck, go somewhere. I don't care. I ain't mad at them, but it's just weird. And I just don't help those people. I'm not calling them to see if their script's any good when they don't sell. They're never— it's like they know how to get the help. Help. So if you're new and you don't know how to do it, you need help from someone who's good. In order to get help from someone who's good, in my opinion, you have to do it a lot and you have to do it consistently, or you don't deserve the help. It's my opinion. Some people don't like my opinion, you know what I mean? But I just— I don't know, dude. I'm just— I'm hunting for the people that are my people, and I've— I have gotten really good at figuring that out. But again, I've put in a lot of time and reps. You know, and I'm trying to teach people how to fast forward this thing, um, and make it easier. And just having a natural conversation is going to make it easier. And then I always tell people they should be recording their own stuff and studying it relative to what I said you should say. And if, again, if you want to use a script, fine. But everyone who— even the person who made that script is telling— the only reason we made the script is because a lot of y'all need one so bad or you won't work with us. So we make them to appease people. You know, that's, that's the blunt reality. Um, you know, but as you, as you're going through this thing, you should be recording yourself and comparing it to someone who's doing it at a high level and going, oh damn, I don't say what they say. And if any of y'all seen my social, Daryl's the one that called out this week because he pretended he was recording some shit and wasn't. People do that every week. I call out 5 people a week in our group. 'Hey, they said this, and what do I do?' I'm like, 'Hey, send me the recording.' 'Oh, I didn't record it.' 'All right, well, what do you want me to do? You ain't training yourself and you want me to now take time out of my day to train you when you don't fucking work on the skill set yourself?' I'm not saying that's perfect, but I'm very upfront that I get annoyed when people don't work on their craft, you know? And I just think if you work on your craft, if you work on saying that same— if you said that to 57 people this week and 62 people last week and 53 the week before, you sure as shit wouldn't have started the same way you just did that. I know 100%. You know.

Yeah, I think this is the last thing I'll say. I know there's other people I come from. I kind of came from the wholesale real estate space and also the online high-ticket sales space. And it's a lot of word tracks, a lot of overcoming objections. And versus here, it's like, it's— there's some of that, but it's a lot of like, thanks for the—

I think there's a lot of that on. I mean, I think everything I say is word tracks and preventing objections. I'm not a big overcome objection kind of guy. Yeah, I'm much more of a preventing objection kind of guy. And if you get it at the end, it means you fucked something up, you know what I mean? And again, I take those too. I don't close everybody I present to, but I'm okay with that. But I don't, I don't I don't show pricing to anybody that don't give me a social. You don't get pricing without giving me a social, period. Just ain't happening, you know. And if I get a social and I miss a sale, I'm okay with it. If you give me a social, means you want some insurance. You won't give me a social, means you don't want some insurance. And I can know— I can know that in under typically 8 minutes. I'm usually about 8 minutes when I get to social, and I just teach people to do that, you know what I mean? So I'll say all that to say that leads into kind of the next thing I'm gonna talk about. We have, um, this is the stuff I'm gonna go through. So a lot of y'all, some of y'all been to a workshop before. Um, what is the date? 16th, 17th, April 16th and 17th. Amanda, you got the giggles today, girl. You're killing me. You're right in the middle of my fucking screen too. The two of y'all. No, he literally said that you had to bring it up and then you said it the exact same time. Yeah, that's— I mean, I'm reading the script. I'm kidding, I don't have a script.

You don't have a script?

Yeah, it's like, this is the kind— so I'm having a 2-day workshop. We've done maybe 4 of them, they all sell out. Um, and I— it's the next one's coming up April 16th and 17th. You can register, my team will put a link in there. It's johnwetmore.com/workshop would be my guess. Um, spend 2 days going over stuff like this. It's very interactive. It's, it's workshop style, hence it's called the Get F'n Paid Workshop, meaning we sit down, we give you a book, we go through some stuff. It's very well planned out. I go over everything you could possibly want to know about insurance in our space— how to sell, the psychology of it all, all the word tracks, all the prevent objection stuff, whether anything you want to do with sales, how I underwrite, exactly what I do. Literally I spend 2 full days, day and night, and I will lose a lot of money doing it because I won't be selling. I'll be sitting there in front of 30 people. So yes, I have people pay for it, but even if the room sells out, it's $15-20K. I can make that selling. So for me, it's, it's like I only want people who really want to get to the next level, um, and really want to step up and do, do, do big things in the space, because I'm going to be very direct with people and we're going to be very interactive. We're going to be— I'm going to do a lot of role-playing. A lot of people are going to stutter over their words because they don't prep, but we're going to get people better at what we do. Um, everything you could think about with sales, anything you could want to know about leads, the approach, the purchase, the, the strategy, um, any lead type that I've worked I can talk about for sure. We will certainly talk about recruiting and building and how to recruit and how to build a team, how to structure a team, how to talk to recruits, how to do an interview, how to get rid people, how to, how to weed people out, how to know who to work with, um, how to know who to not work with, how to— no different than you got to see objections coming on the phone, you got to see dipshits coming from an agent standpoint too. There are definitely people that I weed out, that I get hired on, and me and my team sit down and go, how do we get them to quit? I— we definitely have those conversations. You know, there's some people who just pretend they want to do everything in the world, and then they're a complete and total pain in the ass. I don't want to work with them. No different than I don't wanna work with that as a client. I don't wanna work with them. I, and I teach all that and I'm not perfect at any of this, but I can teach what I've done, you know, and I can, I can continue to teach the lessons I've learned. I can continue to teach you guys at these workshops, the things that I've messed up over the years, cuz there's been lots of them. I've made a shit ton of mistakes in this space. So I will teach you everything I've learned about building and structure and all the recruiting stuff. We're gonna talk a lot about systems. Um, we're learning a lot in my office about AI, how to apply AI to our space. Now we're, we're like knee-deep in it in my office right now. Um, and we're, we're picking up a ton of, of, um, skills with it and trying to make all of our jobs easier and make things for y'all. We're using a lot of AI for the tracker that we put— we're putting together. That's a lot of that's with AI. Um, a lot of it's my concept, but building it We're using some AI stuff for sure. Um, I use AI for analyzing calls like this. I have all of my content inside AI that it analyzes everything I'm doing, and it gives me feedback on not only what I'm saying, but it gives me teaching points. Um, we're working on— for those that like shit written down, I put in— I don't know, I didn't forget about you, Daniel, by the way. I just— I'm rambling. Um, we put in, I don't know, a couple hundred videos of mine, and it made like a 400-page— like, what did they call it? Like a master— some— what did that thing call it, Amanda? I showed you all the other day, some kind of blueprint, Wetmore blueprint or something like that. I literally put in like years worth of content, and it built everything verbatim on what I said. We're using AI for that kind of stuff. We'll go through staffing stuff because we've been through a lot of staff, made a lot of mistakes with staff. I think we're up to having almost 50 different people come through in and out of my office over the last 8, 9 years since I've had Amanda, um, that we've had to either fire or they quit because one thing or the other. Um, we'll go through all the systems that we use from onboarding to recruiting stuff to my sales systems. Um, I don't know what else there is, Amanda. Anything else I talk about at that damn thing? Literally anything you could imagine. And again, super interactive. There's only 2 ticket prices. There's a cheap-ass one and there's one that's a little bit more basic level. It's, I don't know, what's it, $3, $350, $397? I don't even know the price. How much is it, Amanda? I'm sorry, is it $397, $1,397? $397 for general and $1,397 for executive. $397 general ticket. Y'all be in the back of the room. Um, it is what it is. The, the ones that pay for the executive, they sit up front closer to the room. I'd certainly give them a little bit more attention. And then we have a private mastermind at my house house afterwards. So everybody will come to the house for dinner, we'll serve dinner, we'll all hang out, we'll, we'll open it up for Q&A, y'all can all interact together. It tends to be people with money that come to the house because they pay, um, so it gives you the ability to be around a more intimate setting with others. Last time we had, I think, 3 people— 3, maybe 3 outside of me— there were multi-seven-figure earners at that, at the house. Um, so we'll do that for that top tier, and all of them include food for all of them. I don't know, I think we're doing breakfast, lunch, breakfast, lunch the first day, dinner for the executive. And what do we do breakfast, lunch second day, Amanda? All that we pay for. Again, there'll be a whole workbook, everything we do. So if you want to register, there's a link. I think we're already— I think we've already sold 15 tickets. We only have seats for 30. So if you want to come, great. I think you've been to one, Tony, maybe. Giovanni's been— there's been a bunch of people on here, been to them. So we're about half sold out already, and we just released it this, this week. So get in if you want to get in. Um, anything else I needed to say I would cover before I open it? Amanda, am I forgetting anything? Um, my tracker, workshop leads. I don't think I have any other notes. All right, Daniel, what do you got, dude? You can unmute, bud. No, you're good. I see a couple others too. I'll take questions for a few minutes after this.

Thanks, JJ. I appreciate everything you were talking about today. Really quickly, just want to get a couple of points clarified for your tracker. And I'm trying to be more analytical when I'm with this thing and treat it as a business, as you said. So when you say contact, is that a pickup, or is a pickup considered a contact?

Yeah, they answer.

They pick up, hello, you say, like a human, and they bang on you.

Yeah, if they hang up right away, it's contact.

Okay.

Yeah, so dial's a dial, a triple dial's 3. If I dial the phone, it counts as a dial for me. So 3 counts as 3. If you call 8, counts as 8. By the way, Darryl sold one yesterday. For all you chicken shits that won't triple dial, I force our guys to be— get out of their comfort zone. Darryl sold one yesterday. He called 8 times in a row. They picked up, they said hello, he sold it. They said nothing else. Um, I do it all the time. Most people won't do it. Me and Giovanni do it every day just for fun because people don't think we do it. And so we do it for fun. But Daryl nutted up yesterday and did it. And how much you make on that one, Daryl? It was a decent size sale, wasn't it?

That was on, uh, that was on Tuesday night, but it was like, it was like $156 a month.

I don't know math on it.

Like $1,800.

Not bad, not bad. Um, so yeah, pick up, it means they answered or as a contact, whatever. Um, for me, I think a presentation I think some people fib and some people don't. For me, I think just be real with yourself. If you actually did a presentation, like for me, it's like if you get social and you're doing underwriting and you're talking numbers at the end, that's probably a presentation. You know what I mean?

So according to you then, I haven't done any presentations because I've been the quote guy. So I'm going to stop, try and stop doing that. Yeah, I mean, because that's how I was trained.

Yeah, here's what I— and most people have— I was trained that way too. But with technology today, you don't have to. You don't— you can— you you can get, you can get a real answer now, you know what I mean? There's a decent amount of carriers that you can underwrite before you get any— you don't need banking. But I did one, I wrote a big one this week where it was, uh, $250 a month and he may do more. I wrote— I had to write Aetna because of his age, and, uh, with Aetna you can't get an answer before you get banking. So I had to get social and banking before, before I gave him pricing. I had banking I got his routing and account number before I gave him pricing, and he was like, whoa, why do I gotta give you banking now? I said, because you have to apply like you're gonna pay right now. If we don't— if you don't pick a price, all good, nobody's gonna do anything with your info. But I'm not getting to the pricing, I have to go through the entire application process, and that includes getting your banking information, or they don't want you— they won't let you apply. He was like, okay, here it is. He picked one, it's $256 a month. All right, cool.

And lastly, and, uh, get out your hair.

Yeah, please.

Um, I'm with a company in a free lead system, so I thought that—

I'm glad you did this. How much comp does your free leads cost you, bro? You done that? I don't even want to tell you, man. Yeah, buddy.

Um, so, but I— the rationale behind that, or the method to my madness, was it give me an opportunity to sort of learn the game.

Yep.

And then, you know, wouldn't, you know, be strapped financially. But now I'm hearing what you're saying is like, well, maybe I need to go to this, you know, broker side and pay for leads.

And the hard part is the deposits are always so low, it's hard to get out of the rat race, right? It's no different. And this is no offense to anybody who— and this is— I'm not going to get political at all, and fuck you if you take offense to it. It's no different than the government pays for all your shit and they give you that little a little green card and you live off that. Most those people don't survive, and they're the ones we're talking to now at 67 with no money, living on $1,200 a month, right? And I grew up on welfare, but for the overwhelming majority, it doesn't work, you know what I mean? And for me, I see that the same way. It's like a welfare system in a sense. It's really good for the dude who has 120-point spread. It's not so good for the guy trying to make a living that makes $212 on a, on a sale. You know what I mean? It's just tough. And I, I, I get there's a means for it and reason for it, but long term it's tough, man, for an agent to make any money in that deal. I mean, it's just tough to get out of that, that, that kind of hamster wheel, if you will. Um, and I know some people that do it and there's nothing wrong with it. Some people need that. So, you know, to each their own. Hopefully you disappeared from my screen, so hopefully that helped. Or maybe you hung up on me, I don't know. If you're an insurance agent and you feel like you're stuck, you've hit a wall, you're trying to figure out sales strategies, scripts to use, how to get like off the ground and get to that top of the leaderboard type status. I have a course that I've put out, super affordable. I'm getting a ton of great feedback from people every day on the strategies they've learned and been able to implement, from goal setting to sales techniques to calendar scheduling, everything you would need to get your business off the ground and get running quickly. jwcourse.com, click the link below and get in there today. Mike, you got one, dude? I see your hand. I see a couple others in the screen, but go ahead, Mike.

Uh, yeah, my question is about tone, and maybe from Wesley's answer earlier, it might be about script, but I've been in the business about 5 months and I average about 20 pickups a day, 5 days a week, and I'm using script and I'm barely getting past the first line.

Like, it's terrible.

And I always hear—

if I answer, what are you saying? If I go, hello, what do you say?

John? Yeah, this is Mike. I'm a veteran underwriter. Just getting back to you about the request you made online for veterans life insurance. Every day of birth here is January 13th, 1963. Is that correct?

So like all the stuff that's formal, cut out. Nobody gives a shit if you're licensed or not. They don't care if you're at the benefit center or not. They don't care about the veteran. They don't care at all. I'd rather just cut out all that noise and be like, hey, this is Mike, calling you back about that request with your date of birth of this. Is that you? And just eliminate all the other noise and see how— I bet you people listen longer.

Gotcha.

And then they might ask who you are. Yeah, who are you? I want you to verify as much info as you can without saying anything specific about who you are other than, I'm getting back to you, I'm getting back to you about the request where you put A, B, and C. All the other shit about who you are and how fancy your credentials are, save all that for later and see if it gets you further. Just start there.

Okay, cool.

And then we'll work on the rest later. Just try the, try the very beginning not to say anything fancy. Verify with as few words as possible. Start with that. Okay. Because I had— and then, you know, tone is just like— and everybody's different, man. Um, but I typically tell people to talk to, talk to these people like you talk to your buddies. Don't, don't put on the insurance man voice. If you put on the insurance man voice, it's a wrap, dude. Now, some people just quite naturally have a weird insurance man voice, and they're very— I just, I don't— a lot of those people struggle. I don't, I don't, I struggle with that. I struggle training those people, you know what I mean? But if you can just be like a dude who has a conversation, it's much easier to tweak what you're saying. They just want to talk to a person. You know, for sure. Um, and again, that can be hard to teach for some people, but I feel like— I don't know, I feel like I'm pretty good at, um, kind of holding my own in any situation. I feel like I can get in a room I'm not supposed to be in, or get in somewhere without a ticket when I'm supposed to have a ticket, or I can't— you know what I mean? I just feel like I know how to navigate those things really well. I know how to— I know how to move people. I was telling something stupid with Amanda. This hit me. I told you I'd train on this today, Amanda. This isn't necessarily about tone, but it's more about control. She was doing this thing where we're staring at each other earlier— not like that, that sounded weird. We were facing each other talking, and she goes, hey, you got something on your eye. And she did like this, right? And I know it's a little different here, but like, she did like this and she touched her left eye because it was on my left eye. But when you're facing each other, our eyes are opposite. Right? So she did like this because she wanted me to get this eye. And I'm like, hey, you know something? I've been— I'm weird. And y'all can all try this. If you ever go like, hey, you got something right here, the person will hit the side you— that you're on the same side as. So now when someone has something on their right eye, I touch my left eye. I'm like, hey, you got something right here, because it's on the same side as them. They'll naturally do it on the right, on the correct side. Where if you do it the opposite way, people get the— something— you got something— you got something on your cheek, you're on your— on your lip like this, dude. If you— we naturally will do it on there. And it— I only say that to say how well you can control how fucking weird people are, how easily people can be controlled, you know. And it's just a very— again, next time you get someone, you get to— hey, you got someone on your lip, do like that, watch which side they touch. And then the next person, do it different and see how they react different. That's the shit I do on the phone. I say something, I listen. I say something, I watch, and I go, ooh, when I did that, this happened. Hey, let me tweak it, and then let me see what happens next time, you know? And it's the weirdest dynamic, dude. Now every time it's the— because how many times have you gone like, hey, you got somebody lip, and they rub the wrong side? I know y'all fucking see that, and it's like, no, the other side. Oh shit, it's because of what the side you're touching controls what they do. You know, and it's one of the weirdest examples ever, but now I do it on purpose and it's fucking so unique. It's so mind-blowing to me how funny it is with people. So next time you're out with someone at dinner and you got some shit on their face, pay attention. You'll see how weird it is. But that's how I am on the phone, you know what I mean? When I show pricing, I'm like, all right, but hey, so they approved you up to $100 grand, Mike, and I know you, you said you only need about $10, but they do require— I tell you the most you're eligible for So, uh, they have allowed you to get up to $100 grand. So one day, if you ever want to call back and get some more, you certainly can. And I'm not advising you buy this today, but I am going to tell you the price. It might be a small car payment or maybe even a mortgage payment, but $100 grand is only $622 a month. And dude, I listen to their reaction. You show $30 grand a month, I listen to their reaction, and I immediately know how to adapt. I told a guy I was going to show him the other day 30, 20, and 10. I showed him 30, it was like $252 a month. He didn't say shit. I was like, all right, this dude ain't scared. I showed him 20, it was like $190 a month. He went, I'll take that one. I sure shit didn't show him 10. I stopped. Got it, no problem. All right, man. So, you know, I mean, I just move forward. I just, I'm just trying to be hyper aware. More than anything. And that will help with tone, because if you play with tone and you're paying attention to the way they react, you'll then learn how to adjust your tone.

And I finally started listening to my recordings after you've said it a million times.

Yeah, and you probably sound like awful relative to what you think you sounded like. You mean you probably hear things that you're like, oh, I didn't— oh, that's weird, I didn't know I did that. You— we all find quirks. I listen to my own talks, dude. I'll get off stage and people will be freaking out about how good the talk was. I get off and I'm like, ooh, I didn't like the way I said that. I mean, we all have that.

You know, I actually don't hear it as that bad. And maybe I need to listen to just a normal, natural conversation when I'm on Zoom being recorded or somewhere else when I'm talking to hear the difference of me being natural versus me doing the script and that. Uh, last thing real quick. I know you've said in the past how to get in your dial room and be able to actually unmute. Um, say how I can do that.

Yeah, it's johnwetmore.com/discord. And if you're in there consistently and I know who you are, I let an obnoxious amount of people in. It's really for the base shop, it's just a different access code. Um, but if you're in there regular and you want to, just hit me up. Well, I mean, hit me or Reese or Amanda if you, if you, if you literally want to be, uh, just on Discord. Yeah, just hit DM. We're always in there. There's one of us always in there. You can type in the chat, in the dial chat. So anyone that— even though you can't unmute or be on camera, you can type in the chat. We give access to that. So sometimes people will be in there, I'll be like, yo, who are you? And I find out who they are, and then they're like, oh, I work with Steve. I'm like, okay, cool, I'll unmute you. You know what I mean?

Okay, cool. I didn't realize that. Awesome, thank you.

Yeah, yep. Uh, Nicholas, I think, is the next one I see. Where are you at? Oh, I see you, bro. What's up? What's going on, man? How we doing? Killing it, bro.

Dude, this was super awesome. I love the tenacity. It was really, really solid to listen to. I have two main questions for you. Um, first one, you know, just based on everything that I've seen from your stuff and then today as well, uh, primarily final expense that you're going after. Why final expense versus Medicare or something else like that? Like, I understand that the demand for something like IUL it is a little bit more going to be like referral-based. These are wealthier people who want to trust someone. I mean, I think you can buy leads, but is there a reason why you're going after final expense instead of Medicare?

Because there's assholes on Facebook that say there's no money in it, so I figure I write $60K in a month to shut them the fuck up. That's one, because I'm petty like that, and I'm motivated a lot by like, F you, watch me. So that's one. Two, um, There's a much larger demographic of final expense need than there is any other demographic out there. It's not even close. 60+ has some obnoxious— someone in here probably knows the stat, uh, Tony can probably tell us.

I don't know, 11,000 every single day.

Yeah, whatever that number is. Yeah, which again aligns with Medicare, right? We can argue the same thing there. Um, it's cheap to get into for new agents. Okay, it's cheap as shit, and they're unlimited. You can get unlimited Final expense leads right now, okay? And they're $20 max, you know, so you can get into them really cheap. Um, it's easy to teach, it's duplicatable as shit. Um, so you're trying to go after like the McDonald's model?

You want something quick, fast, get as many people in, they just follow a fucking method?

Yeah, I don't want to be a sales guy. For, for me, this isn't teaching people how to be salesmen forever. This is teaching people how to build something, okay? And I'm mad if people start— there's plenty of money in IULs too. I'm not— they're all— they— here's what I will tell you, they all work. Work. All of them work. All of the models work. All of— there's someone rich at every IMO. They all work. I'm a big believer that they all work. Um, but I go, what's really easy for agents to get into? What's insanely duplicatable? What's easiest shit to teach? What's easy to underwrite? What gets me paid now? I want to get paid now. I don't want to be paid in 6 weeks. Yeah, dude, I don't want to fuck with none of that. I don't want to do anything fully underwritten. I don't want to write term. I don't I don't want an iGo app at all. I don't fuck with that thing. I don't like that thing. I don't want anything to do with it. Okay, I just— I wanna— I wanna get paid tomorrow.

Clear, I got that.

So the next thing I got for you is—

and then I'd say I'm gonna touch on the Medicare thing. I like— I see people make a lot of money. They're similar. There's renewals. Fine, dude, I took that AHIP. That bitch is hard as fuck.

What's the AHIP?

See, you must not know that world very well then. I don't know, someone in here can explain it. It's one of those damn tests to be able to sell I don't know, it was— bro, the average insurance agent ain't passing that fucking thing, that I know. I don't want to teach it. There's a lot of regulation. There's way too many rules. I just— this— it— I don't like it. That's why I don't do it. I hate it. I just— not my jam. I mean, does it work? Yep. I know some buddies that print fucking money with it, dude. It's just not for John Wetmore. It's just not my jam, dude.

I like that. I relate with that. I like simple and I want to do a lot of it. Okay, cool. And then the next thing I had was, so we're transitioning from our background with our marketing agency. So we have a huge background in lead gen.

Oh, you the dude that texted me this morning?

Last night?

Yeah, dude.

Yeah, yeah. I got it.

Yeah, that's me.

Just click right now. Yeah.

Yeah. So, dude, I mean, we, all we do is run Facebook ads. We've spent like $15 million on Facebook ads. So we get the game, but I'm looking at this and I'm like, should we, should we just buy leads? Should we generate our own leads? And I'm looking at it like, why aren't— why aren't you generating your own leads? Why are you just choosing to buy from someone? Is it again a John Wetmore, I want this to be as simple as possible?

Yeah, dude, because, because, because Mike File's really good at creating leads, and I like Mike File making a bunch of money too, and I'm gonna let him do what he's really good at, and I'm gonna do what I'm really good at. I've always been a big proponent of letting the lead guy make the money. I don't give a shit. I don't need to make all the money. I let the Medicare guy make his money. I'm not— I'm not trying to find any. I'm not trying to be licensed and getting over. I don't give a shit at all. I don't touch it. Leads, I just don't have the mental capacity to fuck with it. I'm smart as shit, dude. I could figure out how to make leads. I ain't no fucking dummy. Some of the people that run lead companies, they ain't bright. Mike Files, a genius. Um, he's, he's a dude running Goat Leads and just a good— but I just, I've, I've never, I've never got into buying leads, dude. I just, I think it'll distract me. Um, there's more money in insurance than there is leads, I can promise you that. I, I know that for sure. Again, you could scale both and make a bunch of money, but you know, you, you sell, you sell 100 leads a week on the market and you make $20 a lead even, it's $2,000. Yo, you give me 100 leads, I'm making way more than $2,000.

What about though, you know, cutting your costs in terms of how much you're spending on leads? Just because you could probably, you know, if you do that—

yeah, but then it— the, the time it takes isn't worth the little bit I could cut. And I'm not as good as some of the guys are at leads, I'm not going to cut it as much as they— I'm not going to get better than them. Okay, you know what I mean? I don't mind him making his margin. See, my, my money is made in the speed. So if I slow down to make leads, in my head I lose money. I might save $5 a lead. I ain't saving $20 a lead, I know that. I can buy it for $20, I can make it for $12, best case scenario. Okay, best case scenario, probably $15, maybe sometimes $18 on a shitty month. Yeah, right? That's the reality. The margins on those ain't more than 20%. So margin on— the margin on me buying a lead and selling insurance is like 80%.

Yeah, I saw you were like a 7x ROI.

Yeah, so I just don't want to— I don't want to fuck with it. I don't give a shit to say— I don't need to save $2 a lead, $5 a lead. I don't care. 100 leads a week, it saves me $500 a week. Dude, fuck that. I'd rather sell another policy and I don't have to worry about lead spend and Facebook and damn, uh, what's the thing, what's that thing, the algorithms and them changing the way they work and the APIs. And I don't want to do none of that shit, dude. Yeah, I don't want to touch that world. I just don't care. And the guy that figures it out, hey man, be my buddy. Hook me up, you know what I mean? And then he helps me and I help him. Like, we both get rich. I'm a big stay in my lane kind of guy. Can I get your perspective on something then? Yeah, please.

So, dude, I mean, like, just so you know, I'm not bullshitting. Like, I'll put my cock on the table.

I'd rather you not do that.

I've sold $1.19 million of my own services. Like, I've done that myself. Sales, easy as fuck, dude.

I'm a top line, right?

That's, that's net, like that's cash coming into mine minus like whatever my Stripe fees are. That's like over the past 4 years or so, 5 years.

So a couple of grand a year. Yeah.

And so, you know, like obviously first couple of years weren't as high as the last couple. So sales, dude, I'm a dog. I'll do sales all day long. I love sales. Marketing and advertising though, also really massive fucking strong suit of mine. Like I'm great at copy, I'm great at ads, I'm great at production. I have a media buyer that's just world-class, and I'm like, how do I leverage— I feel like if I just park that skill set, I'm almost like not leveraging it. But then I know that this woman also makes a lot of money.

Yeah, here's the thing. Yeah, yeah, I think it's everybody's preference. Here's— I'll tell you this, I know some people that do both, and they have really big lead companies and they have really big agencies. I could, I could argue both sides of the coin and go, some of those guys that sell their agents leads and they grow a lead company while they grow their agency, there becomes a level of, what's the word I wanna use? Um, when you, uh, what's the word? Um, like resentment towards that dude because now they're making money on leads too. I see that happen sometimes with some of the guys that build big agencies that they also run the leads. It gets this weird, this weird little rub, you know what I mean? Um, but I know some guys that run lead, that run lead companies inside their agencies and they kill it, dude. I just, it's just not for me. I just don't, I don't know. I'm too simple. Um, so, but I'm also not amazing at copy and I don't know how to find, it's not my, maybe if I was earth, you know, overwhelmingly amazing at it, I might look at it differently, but I could hire a guy to be amazing at it and I could make good money and I choose to not do that either. Um, but I don't know, it's probably more of an individual conversation because if you love doing it— I don't love doing it.

I like making money.

I like making money. Yeah, if you love making money and don't give a shit about marketing, you could take marketing skill set and apply it in different ways and teach people how to recruit and build, build big-ass teams, and you can make 8 figures doing that shit. You know what I mean? I just think leads are leads, and it changes so much, and it's always, it's always different. You always got to stay with the times, and you always got to be adjusting adapting. And then quite frankly, dude, I don't want to be dealing with the agents who bitch about every lead. I don't want to get the emails about the disconnected numbers, and I don't want to deal with none of that shit, dude.

That's real.

Okay, yeah, I don't want to manage that chaos. I don't want to hire 4 staff to manage everybody who bitches about the fucking disconnected numbers. I don't want nothing to do with that, dude.

That's so accurate.

I just don't. And then you can like be the guy that charges a monthly fee to manage the thing, and I'm like spend $1,000 to manage and deal with Joe Alma. I'm like, hang me. I just— I'd rather teach him how to sell insurance and have 20, 30-point spread and teach him how to get rich, and then I get rich too, you know. I just— I don't— I don't know, dude. I, I'm— I've been in this business a long time, and I've had a shitload of opportunities to do leads, and I pass every time. I just don't want to fuck with it. I just don't, you know. It's— I don't know. I, I just I like to do one thing and drive it deep as shit. It just, it works really well for me. Again, I'm not saying the others don't work. Yep. It just, this works well for me, you know. And I'm pretty obsessive. If I got into leads, I would be distracted in the agency side. I'm so obsessive. I, I'm like fucking neurotic, dude. If I started playing with lead, that's why this app thing, dude, I fuck with that thing like 10 hours a day. And I'm still selling.

You were vibe coding the fuck out of that thing.

Oh bro, I'm neurotic, dude. I, I have a problem. Yeah, you know what I mean? So I have to focus my problem in one area or I'll get, I'll get messed up. So it just, again, it works well for me, and I know I've made an obnoxious amount of money just ignoring the noise and focusing on one thing and being really good at it.

Dude, thank you for this clarity. This is like, I feel like this is like a coaching call I could have paid for, man. This is amazing.

You should have paid for it. I will take your money. You send it to me, I'll cash it, bro. I promise you that.

Love that. Thank you, man.

Yes, sir.

If you're in the insurance space and trying to build an agency, or you're trying to like break records in sales, just hit new levels, new heights, click the link below to apply to my consulting and coaching program that I have out there. I'm helping tons of people get to new levels, get to new income heights, help them build their teams, put systems in place, staffing stuff, recruiting processes, automations, um, just teaching people how to get to a point where they're selling on their own pen 30, 40, 50 grand a month. And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability you can. There is an application process. I'm only looking to work with like high-end people who really wanna make big things happen. If you're interested, click the link, apply, and if you're a fit, I'll reach out. Uh, was there any more? I thought I saw one more that maybe went away. I give one more person a shot if you got one. If not, I'm good.

Yeah, I'll ask one, John. Uh, I think I kind of know the answer, but I know— so like going back, like when you first started, you said like years 1 or 2 weren't like what it is now, right? As far as like the lead flow, the dials, like what, what was like the breakthrough moment like that made you want to change and go from $8K, you know what I mean?

Like, what was that breakthrough for you when you said you think you know the answer? What do you think it is?

The lead flow, activity, running more, talking to more people? That's what helped you get the courage to do that, I guess, you know?

Yeah. Um, I, um, I was, I was, I was so tired of being broke. And I, I always made money in the space. I've never— I'm never— I've never one month in— I've always been profitable. People go, I'm not profitable. I'm like, stop. I was selling $5,000 a month and I was profitable. You know, I mean, I didn't have any money left at the end of the month, but I wasn't losing money. Um, I've also always been a kind of dude that thinks if someone else can make money doing something, I can too. I've always had that. I've always believed I can do what you can do. I just— I have that, dude. I've had that since I was a kid, as long as I can remember. I'm like, if I can figure that out, I can make money doing that. I know I can. I can just— I've hustled so many things to make little bits of money, you know. So I think I've always believed I could do what someone else can do. Um, and then there was just a stage in life, dude, after divorce, after divorce and bankruptcy and getting two houses taken away and getting a car repoed, um, then having, you know, having Maddox. He was, he was, uh, let's see, 2014, he was probably 3 at that stage. So I had 3 little, little kids and then 2 that were probably teens, um, you know. And I had to say no during those— like, this is during 2012. Yeah, Maddox was born— I got Maddox— was born in, uh, 2010. What year was he born? 20— I have so many fucking kids, dude. He was born in 2010. 2010. Amanda, when the fuck was Maddox born? 11.

Well, you started, right?

Yeah, yeah, yeah. Um, so he was 9 months old when I, when I got licensed, 2012. So he was 2 when I really started selling. Um, and I— what I know is like, we lived okay. Like, we lived in Steph's house and we could eat kinda, and we could pay the bills kinda. Like, I wasn't getting anything repoed anymore because Steph was making 60, 70 grand a year and she was like helping pay my child support and shit, which made me feel like complete shit about myself. Um, I would have to tell my kids no a lot. Like, I bought a Foresters policy in like 2012 on myself because they gave— and it's— I still pay for it, I still have it. It's like $14 a month because part of being a Foresters member, they give you like free tickets to shit. All the time. So you can sign up and go to like free baseball games and sit in the nosebleeds and go to the circus for free. And do— so I signed up to a Foresters policy so I could take my kids to shit, you know. Um, and then as I remember them starting to get into sports and they wanted the coolest new bat, and I'd be like, I ain't spending $150 on a bat, bro, you crazy, you know, get the hand-me-down. Or they'd want one of those motorized cars at Toys R Us and they're $499. I would buy, I'd buy one of those broken down ones on Craigslist and I'd get a new battery and I'd wire it back together to to fix it, and I'd get it for $20. And just, we had like 5 of those in the garage because I would have them all jerry-rigged and wired. And, you know, I mean, like little Barbie Jeep things and all that shit. You get them on Craigslist for nothing because people don't know how to fix them. Um, and I just, I, that bothered me, you know. And then I started being involved in the space and going to conventions and shit, and I would see people on stages talking about how their lives changed, you know. And being at FFL's first convention was very eye-opening for me. I saw dudes on stage that were a couple hundred grand in debt, and now they're making 300, 400, 500 grand a year. I saw 20-something-year-olds that were, you know, I've been making— that were at this stage making 7 figures, you know what I mean? I'm like, yo, they do what I do except they do it way more. And I started talking with some of those guys and getting around them and going to events like the workshop, things like that, like being at events around people that make real money. And I just would ask questions. I was very curious, like, what do you do? How do you do it? Why do you do it? How much do you spend?

Where do you get them?

How do you call them? What do you say? And I just found out, thank God, someone basically smacked me upside the head and, uh, questioned my work ethic while I was one wanting to make more money. And he, he challenged me in a way I'd never been challenged before. And I found out he was, he was running 3 times the appointments I was. And I was like, yo, I want to make that kind of jack. That, that's, that's it. He's like, dude, I'm telling you, that's it. And then I nerded out and I did math and I went, if I instead of doing this much, if I do this much with the same skill set— that's not what the whole book is about. The whole premise of my entire book is like, I was here doing this much. That whole thing where I said take your numbers in a month and do them in a week, that was me. That's all I did. I literally did nothing different other than change the amount of reps. In order to change the amount of reps, I had to change the amount of leads. That's all I changed, bro. And I went from selling $12K a month to selling $40K a month overnight.

Yeah, right there. So like, what do you think? Because it sounds like people were kind of bringing that up, like you kind of already— you went to convention, you knew invest more, get more leads, but you still kept doing the same thing until he—

no, that was my first convention. That happened in my first convention.

And you talked to that guy at that convention? That's when you guys like— that's what changed?

Yeah, I changed. I literally changed the next week. Oh, the next month I issued $40 grand. I went from $12,000 to $40 grand overnight.

There was no hesitation as far as like the investment or anything?

I came home and I said, Steph, this is what Mark said I have to do. Here's the schedule I need to go. Here's what he said I have to do. And she went, okay.

What was like the— what was that?

Jackass was telling me to run 10 appointments a week. Oh, so I listened.

So it was just like the groundwork. Yeah, because obviously now the space is way more developed where Yeah, we come in and they're saying spend $1,000 a week. I'm not sure what—

yeah, no one was saying that, dude. They were like, limp in and run 10 appointments a week in the field. At the time, in the field, 10 a week. Yeah, that— wait, that's 2 a day. Like, that's nobody. Yeah, but that's why I went from— I went from 10 a week to 30 a week. That's all. That's literally all I changed. This was back in the day, field sales, driving to the house, kitchen table shit. I went from running 8 to 10 a week to running 30 a week. 30 a week, it was $120 a month, 1,500 people a year. I figured 1,500 people a year, I would see 1,000 of them because I had like a third no-showed me. And if I saw 1,000 people and I closed 25% of them, I'd take 250 apps, I'd make $250 grand. That was my goal that year. I fucked up and made $468 because of the momentum and skill, dude. Yeah, that was it. That changed my life, bro. And that's all I was talking— that's why it's all I talk about, because I literally— I'm the same human that was selling $8 grand a month before that, and I just said fuck it. What if I just stop overthinking everything and I just go do a bunch more of it? Let's just see what happens. Let me just try it. That's what he said to do, so I'm trying it.

Because for the first 2 years, you didn't necessarily have like that direction, or even like the— you were someone— it sounds like you're like distracted with the personal life as well.

So everyone was saying, learn this product, get this lead, call at this time, wait till the weather's perfect, call the— leave this voicemail, 7 steps the success, the fucking read this book. That's all it was.

Yeah.

And this guy was like, no, go work your fucking face off, bro. I was like, wait, what? He's like, no, go work your fucking face off. I'm like, that's it? He's like, dude, you know, do you not hear the words coming out of my mouth? I'm like, okay. And I said, all right, how many appointments do you run? At the time he told me 90 a month, and he was good. He made— he did $350,000 that year, and he was running 90 a month. I'm like, I'm not as good as him, I'm gonna run 120 a So that became a model. 30 a week, I'm gonna back it up by $120 a month so I don't slack off each week. I'm gonna hit $120 a month no matter what. And that year I'm gonna hit $1,500 for the year so I don't slack off each month. Period. The period, end of discussion. 30 a week, $120 a month, $1,500 a year. Period. Whatever it takes. And that's all I did, dude. And I fucking slayed it from there on out. And by, from that decision, I was out of the field less than 2 years. I was out of the field 20 months later, and I made $1.8 million that, that year. That when I got out of the field at the beginning of 2017, 2017 I made $1.8 million. 2014 I made $110 grand.

Damn, breakthrough moment.

Yeah, and all of it was spawned by— that happened there right before that. I had gotten— it's in the book. I got a letter about some fucking alimony that was due, and I was pissed off having to pay it. It was $1,000 a month, and I was pissed. And then another guy came in and challenged me. So I had, I had two people challenge me within like a few week period. My other mentor Mike came in and challenged me because I was pissed off about paying alimony for $1,000 a month. And he goes in and goes, hey, can I ask you a question? I was like, sure. He goes, you losing your fucking mind over one application a month, bro? It's like, got it. And then convention was like a week later. It was literally like right at the same time it all happened there, and it just, it just all right there. I was like, fuck it, I'm done. I said, I'm never going to worry about $1,000 again in my life, ever.

Because you almost, in a way, you kind of have like a chip on your shoulder.

Like, oh, I still have a chip on my shoulder, a big ass one.

Yeah, like a point to prove, like the— yes.

Yes, that ain't no chip. Yeah, it fell off a long time ago. It's still there, but just, you know, y'all don't, y'all don't see it. It's still there. I'm very motivated by some things, um, that move me. I'm like a 'fuck you, watch me' kind of guy in a big way. I just am. I just, I'm very motivated by people that dislike me. I'm very motivated by people who talk shit. I'm very motivated by people people say I can't do things. I'm just— I'm— that fuels the shit out of me. Um, and I like that I can take care of my kids in a way that I've never been able to take care of them. And I pay alimony and I pay child support. I still pay child support for 3 kids that are fucking adults. And everyone around me like, why the fuck you do it? I'm like, because I don't want to have the conversation. I just keep paying her. Yeah, I just don't give a shit, you know. Um, but I get to— I get you know, I'm paying for my daughter to go to school, I'm paying for an apartment, my son gets to go to college he wants to go to, I bought them both cars when they turned 18. I just pay for it, I just pay for— I just pay for everything, dude. It's just, I like being that guy, you know.

So, right, I appreciate it.

Yep, you got it. All right, let y'all roll. If you need anything, let me know. Some of y'all will see at the workshop, some of y'all will see some changes, some of y'all will stay the same. Let me know if I can help anytime. Uh, there'll be another one. I don't know when the next one of these is, but we'll email the shit out of you guys when we have a new one, and there'll be links and all that everywhere. I'm sure it's in about a month or so. So I can help at all, y'all let me know.