This Beginner Insurance Phone Script Made Me $20K My First Month ft. Eleanor Brooks | Ep109

Everybody's gonna suck their first day. Embrace the suck, right?

Um, and that's not their first day usually. I sucked for my first couple years, to be honest. I was okay, I was okay at it. Welcome on to the podcast. Appreciate you, appreciate you getting on and sharing. I'm intrigued. I know I feel like we followed each other for a little while, and, uh, I don't know a lot, so I'm like, well, let's figure it out.

Well, it's an honor, and thank you very much for, for, uh What do you mean, to be on?

Yeah, absolutely. That DMG yesterday, I'm like, online, you live one of the coolest fucking lives ever. You're always somewhere and fun.

And I say work hard, play hard, right?

Yeah, yeah, I love it. How long you been in insurance? I think your first time you hit me up was from the 29029 stuff, I think.

Yes, from the 29029. You had been on one of, um, so I'm a part of Diligence Agencies, so, um, under Jake. Yeah, yeah, we're on, um, one of the meetings and I saw the 29029 sweatshirt. I think I was in the middle of a sales presentation, so I didn't like message you or ask a question on the chat. I was like, I've got to message this guy and I would love to hear more. And I think we talked a little bit over Zoom. So yeah.

Got it. Yeah, that's neat. That's neat. So you did one too?

Sun Valley? I did one. This was Jackson Hole. Jackson Hole. Got it. In June last year. I got 13 out of 19 of the ascents. So, you know, it got me. I trained hard, but you know, you're never fully prepared for the exact conditions of the mountains. So I got pretty sick. Did you? On the way, I was throwing up, but we still—

From the food?

From the food.

All of it?

I think maybe just kind of a mix of everything. I didn't eat enough, honestly, I think. Oh, got it. And, um, but I, I went the whole 36 hours, so I was like, I, I gave it my all.

Hell yeah.

Gave it my all. We were slowly going up that mountain. Uh, that's good. But, uh, I actually have plans to do Whistler, and I know you, you, um, did that one.

Are you, you doing it this year?

I'm doing it this year.

I already signed up.

I had to come back and, uh, crush that, get that red hat. I can't live without that red hat now.

For those that don't know, it's a giant— so I'll tell, I'll give them the short version. It's— and people that follow me maybe have heard it because I talk about it a lot. Um, but the goal is to— it's 29,029, which is the height of Mount Everest in feet. And the goal is to hike a mountain to the equivalent of Mount Everest. But we don't really go to Mount Everest because we're not psychopaths, or I'm not anyway. There ain't no chance I would do that. No, but they do it at, I don't know, 6, 7 different places around, not only here but Canada has a couple I think. And you hike up and ride down and hike up and ride down, and it's grueling to do. Yes, it is. I didn't know what I was getting into. I just signed up. And I had no earthly idea what I— and first time I did, uh, Whistler, I was not ready either. I did 5 out of 8. I did it in the first day, but it was a long one too. It's 4 miles. Yeah. And when I did it that year, this is, this is my pity party excuse. It was 20— I did 20— what'd I make it? 20. I did— I stopped at 2:30 in the morning the first day, and I just didn't go back out. But it rained Maybe the beginning it wasn't raining, but for 20 hours straight it was pouring down freezing rain. It was awful. Um, and I just couldn't— I, I was sure I got— I got whacked.

I need those waterproof shoes there, that's for sure.

You need water. I, I had to change every lap. I would change.

Yeah.

And it just got— I mean, you're so wore out and tired. It was hard. That was hard.

Yeah, it was hard.

But I did the same as you. Second, I was pissed that I didn't finish because then that I didn't get up. I was like, I just didn't get up the second day. I'm like, yeah, I just— I did good, whatever. And then I was mad because I wasn't as sore as I thought I was going to be after, you know, 4 hours of rest. I was like, shit, I probably— I think I could have done it. And I was mad at myself for 12 months. And then I went back and I did Trail first this year. I did that, which was—

yeah, I loved watching your stories and see, see you do all of those events.

That thing was crazy. And then I went back and did Whistler in August and I was like, all right, it wasn't near as bad the second time around because I knew what I was getting into. It was hard.

And a marathon as well, right?

I think I've done— I did 9, 9 or 10 endurance events last year. Um, yeah, trail was 3 marathons in 3 days. I just finished a marathon in Disney in January, and then I had the Boston Marathon. That's in 3 weeks, I'm doing Boston.

Wow, that's amazing.

Yeah, and I'm tired. I'm so overtraining. I've been training for 2 and a half years. I'm so ready for Boston to be done so I can sit down and not run anymore.

A little bit of relaxing time though.

Yeah. So anyway, so you're doing it, it's August again, I assume?

Yes, it's end of August. Um, I just love that it's, you know, you versus you. Um, it's not a race, it's just you, you versus you out there on the mountain, nothing else. Um, just like honestly in, in this business, I feel like there's so many similarities. It's consistency and, and discipline and just getting up there and doing it when you don't want to. But, um, You know, just kind of giving it your all. I really love, you know, the story behind it and the sense of community. So I'm excited and just pushing yourself past boundaries that, you know, you thought you could never do.

So was that the first crazy, like, physical thing you've done?

First crazy physical thing.

Was it really? That was a big jump. Never.

I've never done a 5K. Shut up. I mean, I'm pretty fit. Like, I work out, you know, I lift weights, but I've never done anything like more than, I guess, like an hour or two of sustained workout at the same time, you know. So, um, I, I was pushing myself and I, I loved it. It was, it was really, really—

how'd you find it?

You know, I actually— my mom and I found it together, um, just kind of scrolling through social media. Actually, I think I found it on Instagram. Love Jesse Itzler, um, he's a cool guy. And you're from Atlanta, right?

He's here, yeah, he's local to So yeah, yeah, yeah, um, legend around here.

Yeah, um, so I just kind of saw it online and was like, this, this looks like something I would love to do.

So same, I got suckered from an Instagram ad too. I was doing CrossFit and stuff before, that's what I— that was kind of what I was into. I do Orange Theory, CrossFit, stuff like that. I'm like, I'm pretty fit, no problem. I didn't do any of the step-ups when I trained. I didn't. I was like, I'm fit, I'll be good, and I skipped those because they didn't sound fun. And yeah, The second year I did, they helped.

It's the worst part, but I get why it's on the training plan. Yeah.

So you versus you. How long you been in insurance then?

I don't even know. Yeah. So I've been licensed for about a year now.

Oh, that's okay.

Yeah. So I was, I was pretty part-time when I first started. So I just graduated from school in May. So I was pretty part-time, you know, when I first started selling. So I guess I would say probably like full-time about 4 months now.

That's it? No shit.

Okay, that's cool. I love it. I love what we do. Um, I will say, you know, I probably had a little bit of a slower start when I first started. Um, definitely, definitely learned the hard way. I sold a bit on— sold a bit on approvals. Um, it's like, hey, this is just a— just to see if we can get you approved here.

I like that you admitted it though.

Yeah, I mean, you know, it, it's all about accountability, and hey, there's nothing better sometimes than, than learning the hard way, right? So I can teach my new agents. We're not doing that.

Don't do that. Chargebacks smacked you in the face then.

Exactly. Uh, you know, I think I was very much so a bit more like myself, how I would be with like a friend on the phone. So I was a little bit nervous when I first started, but kind of more so from the sense of like I would just talk to people on the phones for like 2 hours, um, you know, and then we'd get some people and they'd be like, uh, oh, maybe I don't want this, or, um, you know, This was just for the application, um, or kind of something like that. So I, I learned, learned a little bit, um, on the hard way with that side of things. Um, but I will say, um, you know, that's something that I'm, I'm really glad the way it worked out because yeah, I know, you know, not to do that and how to teach people not to do that now as well. Um, so yeah.

How did you change? Like what, what was the switch for that? Like did someone have a talk with you? Did you like. What made it change?

I guess I just kind of realized I was like, you know, a lot of my policies when I first started, you know, these people liked me, but maybe I wasn't on the best in terms of like getting something that's comfortable for them month over month and saying, hey, like, I want to make sure, especially with, you know, we run a lot of final expense when you're first starting. So, hey, want to make sure this is something that's comfortable for you. You know, month over month, um, you know, not just for your first month but for life, right? So, um, you know, I think that that's something that I really emphasize now and making sure we're finding something that, um, you know, is actually going to be the best fit for the client.

So when people were— I've always wondered this because I, I trained this girl when I was new— I was newer, it was a long time ago, and she would sell a shit ton. And I apologize if somehow she finds this and is watching. I love you, but it's what you were doing and she knows it, so she's, she's, she's good about it now, but like she would get so many complaints from clients.

Oh really?

That were mad they drafted the account because they were supposed to only be seeing if they got approved. Yeah. Were you getting those like foul, like clients pissed?

I, I had a few of those, yeah. And I, you know, I mean, I'm— I learned, I learned the hard way. And, um, looking back on it, I mean, it, it makes sense. That's, that's kind of what I, what I did. But I, you know, I now know That's not the way to approach it at all. Um, we're, we're signing up for a policy today. That's, that's what we're doing.

Um, the part I never understood was like, and I'm not reasoning that it was okay to do it that way, but I was always confused. Like, you did give them the bank account number. What do you mean you didn't know it was gonna drop? I, I didn't, I never, cuz I never sold that way, so I don't know how it flowed. I was always so confused. Like, but although she, I don't like the way she sold it, they did give her their banking info. Exactly. I never fully understood why the client was mad either. Fully. I get it, but I also don't because I've never sold that way. Um, so yeah, it sucks to go through. I've watched— I've witnessed it from someone firsthand, like very close to me, and it, it was not fun.

Um, so now, yeah, I think it's very important of having a good balance of the client liking you because they're gonna trust you more. And I like building relationships with people, um, you know, and that's good for referrals and everything, but Also coming from the perspective of, hey, I'm the professional, this is what we're doing today. What we're doing is we're filling out an application and a policy for you and blah, blah, blah, going through that order more so and having the control as the doctor-patient relationship.

Sure. So 4 months full-time, what do sales look like for you now?

So I'm doing about $20K a month. I need to step up the personal production.

I love our environment where it's week to to say 20 because it's good relative to the whole rest of the industry.

Yeah, I need to step up the personal side of things. I am building, but I need to—

I was going to ask that.

Yeah. Focus on the personal production side of things. So that's the goal. Bump that up 30, 40K months consistently. I do have a team. My goal with that is hopefully to logo within the next like 2 months. Okay. Yeah, so I have this one guy, Alex, shout out to him, he's a killer. He's been in the business for a couple months as well now, dropped out of school in January, came and was staying on my couch for like 5, 6 weeks in the office all day, all in. He's at like $35K IP through week 2 of March, so he's crushing it. And just kind of like focusing on investing a lot, um, into people and new agents as well too.

Yeah, I feel like I see you training a lot or helping agents a lot, like on your— it's hard to figure out the structure, but it feels like you're at offices a lot teaching people quite often.

Yeah, yeah.

Are you— go ahead, sorry. No, go ahead.

Um, so we have an office in downtown LA, so that's where I'm at right now. Yeah.

So whose office is it? Is it your office or is it someone who's—

So it's my boyfriend Kyle's office. So Grand Capital Financials are—

Oh, yeah. Yeah.

Okay. Yeah, we're doing like, I think we were at like 500-something for March so far. Yeah. So, yeah, so we're sort of building it up.

He's a little bit of a savage.

He's a bit of a savage. He's crazy on the phones.

He is.

He sold like $40K last week.

Shut up.

Tells a lot.

Uh, I've heard the name, but I don't know him. Like, I don't, I don't know if we've ever met or not met, but I've definitely heard the name. I think I've seen him on your stuff. I assume that's who you're with sometimes. I think I can picture the dude. So, selling, selling. I need to talk to him one day.

That's cool. I'm sure he'd love to get on this.

Yeah. All right, so help helping him run the team. So you're— are you direct to him? Yeah, that works. Okay, very cool. That's how you found the industry, or did you find him through the industry?

No, that's how I found the industry. I, you know, I saw just how well he was doing. He had a bunch of student loans and went full-time, dropped out to go all in on this, and, you know, was able to pay all the loans. I just saw, you know, how well he was doing with it, how much he, you know, loved working with people and was able to change his life. And I was like, you know, I gotta get into this as well.

So I love it. For those of you that have followed me for a while, you know, I've helped build this agency up to over $200 million in paid annual premium per year. We have over 5,000 agents a year that sell, and I am rebuilding. We're building a new base shop, helping people build big agencies, get to multi-seven figures in income, or producers that want to, that want to just sell and get to a multi-six-figure sales, um, 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 what's important now from, from the sales standpoint, like starting out the call right so you can kind of establish like you were here to do business, like what's important for you to talk about?

Yeah, so essentially I guess the, the most important thing, um, I'll say for like a new agent starting on, you know, age final expense, um, we always say like the 3 A's and the 3 Yeses. So like in the beginning of the phone call, you know, you're going to get a ton of, hey, I'm not interested, I didn't request this information, and I don't remember this, obviously. So the goal is to get 3 yeses. So like depending on, you know, what type of lead that is, you know, their date of birth, their address. I'm assuming you haven't received anything about this in the mail. Try and confirm those 3 things. Or maybe if it's a cool way to do it, super old Instant With Benny, you know, the beneficiary, date of birth, address. You want to get 3 yeses, or at least that's how we do it. That way, you know, you're starting to kind of confirm information and it's, you know, solid from the intro. And then like the 3 A's with anytime you're getting an objection, just kind of like agree, address, ask a question. So if they're like, hey, yeah, I don't remember filling this out. Yeah, no worries. This is something that you filled out about 2 weeks ago. I'm the representative and specialist assigned to go over that information with you. Assuming you haven't received anything about this in the mail yet, is that correct? Or wherever you are throughout the script, social, wherever. I think that that's something that works really well because with a lot of new agents, you know, when they're getting on the phones and I'll have them just— we're on Zoom all day, unmuting as well. So I'll have them, hey, like, you got to be be vulnerable, you know, unmute, let me hear you. So, you know, a lot of people, I feel like when they're for their first time—

Say that one loud and clear again. Yeah. Oh, man. Yeah.

That's good. I mean, that's the best thing you can do. Embrace, you know, everybody's going to suck their first day. Embrace the suck, right? That's true.

Hell, a lot longer than their first day, usually. I sucked for my first couple of years, to be honest. I was okay. I was okay at it.

But I see all your videos. That's how I, I learned, watching, you know, a bunch of different YouTube videos and stuff online. I love watching your stuff.

I appreciate it. I appreciate it. So the 3 S's, 3 A's, and then that's basically keep them on the phone, understand that you're all there to talk about something they, they inquired about, ideally. And then where do you go from there?

Well, I think another thing also, just to continue on with that, is especially newer agents when they first start. Maybe like if somebody says, I don't remember filling this out, or, you know, any type of those objections, they'll be like, yeah, this is just regarding the new California life insurance programs, you know. So it's like, I always want to make sure that you're in control of the conversation and being very sharp and continuing it and leading it. Otherwise, you know, they're just gonna, just gonna hang up right there. But yeah, so after the intro, I typically go into, for like an aged final expense, from there I'll just go typically into like medical and then financial inventory and then kind of the why.

Oh really?

Okay. Yeah.

And with medical and financial first. Yeah, yeah, cool.

Yeah, if it's like an IUL lead or vets, 'Cause we do a lot of the goat vets as well. I see, I see you do those. Yeah. Um, with those I say like, that's kind of the only time I like change it up. I'll do the, you know, ask them, you know, what was their biggest thing kind of more so in the beginning and then go to the medical. Um, 'cause they sometimes want you to be a little bit more sharp with it. Um, but typically we just do medical, financial inventory. Figure out their why, kind of build some value throughout, explain, you know, the product, and then get into the application from there.

It's cool. I like it. I always tell people, like, people are so caught up on scripts. I'm like, it all kind of works if you have the structure and the control and you're intentional and you do things on purpose. That's because I see people do it, all three of those in all three different orders. Yeah, people kill it no matter which way they do it.

Yeah, yeah, I watched them on your videos. Sometimes you, you give them the quotes after you do the application, right?

I only do the quotes. I, I will not give you numbers before I have an approval. I do not. I don't do quotes. Yeah, every once in a while, like 5% of the time maybe, if I'm just feeling like they're like, man, I just don't feel good about it, like them going forward, I'll give them a ballpark. To see if we're at least on the same page. Sometimes when they're a little bit older or sicker or something like that, 95, 98% of the time, literally, I do it. I'm in the app doing an approval before we talk pricing.

Yeah, yeah, that's interesting. Yeah, because sometimes when they're unhealthy, I'll just quote them maybe like $30 above whatever AmeriCo is, you know.

I like it.

Yeah, like, for a bridge, $20K, it says for a 65-year-old, $20K is like $90.

I ain't mad at it.

$130, you know? And then that way I'll find them something that's like—

Something in there.

Exactly.

Freaking great. I love it. I know a lot of people that will quote Eagle 2.

Yeah, yeah, yeah.

And because then you can either go better with Eagle 1 or trans pricing similar or whatever. And I'm like, I don't know, dude. Again, I haven't done this full time in a long time. And when I started figuring it out, again, I come from field sales. I never did telesales in my career at all. Hey, every once in a blue moon, like by mistake, a trucker, you know what I mean? Like, but it wasn't a thing. Um, so I had no idea and I'd been just building the thing for so long. I didn't have— I didn't do any of this. Um, we did all direct mail also, so I never really messed with digital leads, any of this stuff.

Yeah.

Um, and just people kept saying how hard it was, and I'm like, I just don't believe you. I just don't think it's hard. And so after getting kind of ticked off, I got on the phones again like at the end of September. And, um, I did— and I say all that to say it's been so long, so I didn't really know underwriting as good as I used to. I know the basics, you know, but the like nitty-gritty, you know, that trans takes, you know, you can have a freaking pacemaker put in a couple weeks ago and they don't care. There's the weird things. I didn't know any of that stuff anymore. Um, and so I was like scrambling a little bit and I didn't know how to do this, my presentation, to go from answer to presentation because I'm so used to booking appointments. So I tried that on the phones first and that did not work at all. Oh yeah, that was a shit show. I mean, I still sell some appointments by mistake, but trying to do only appointments, that was not fun. Um, so I start doing the one-call close thing and dude I, I get the first one time I get the AmeriCo like pre-approval, like where it's like green, but then it got declined later. And I'm like, what the hell? Oh no, I learned how that wasn't a real full underwrite.

Yeah.

And then, then I quoted someone there and I didn't know pricing anymore either. I didn't know who compared to who was better 6 months ago. I hadn't looked at pricing in a decade.

Yeah, Integrity Connect is so helpful for all that. Yeah, yeah.

Now it's easy. Now I figured it all out. But day one on the phones, I don't know if trans is cheaper, more expensive. I have no earthly idea. Um, so I quoted a person here and then I had to backtrack, and then I got an approval and I'm like, well, wait a minute, I can get an approval that fast? Why the hell am I giving pricing? And I just switched it and I, I fell in love with it. I just like doing it now.

I might have to test that out today, actually.

Yeah, yeah, I absolutely like— it's the only way. I just tell them because they don't know the process. It's not like they know they're supposed to get Quote it first.

Like how much of a ballpark do you just kind of know, hey, like, I'm going to find them something around $100 a month based on the financial inventory, or do you just kind of show them all the numbers afterwards?

I, I'll be honest, I do a really weak financial inventory.

Yeah, me too, actually. Pretty simple.

I don't do a big one. I don't, I almost don't even, I bet 80 plus 90% of people, I don't even ask their income, to be honest. Okay. Yeah, it's feel. I can kind of— I've been doing a long time, you know what I mean? I can kind of feel it when, through conversation, I can kind of uncover it. I listen to a lot of the words. I can hear if they say they're broke. I, I'm really good at reading it, you know, for the most part. Um, I get their why early, so I can kind of, you know what I mean? If they're like, I just cheap as I can get it, yeah, they're probably broke, you know what I mean? Just, just cremation. I mean, I don't— 4 grand, put me in the dirt, I'm good. That guy probably don't have a lot of money. And quite frankly, you can kind of tell by the way they talk. You can kind of hear if they're sick and broke and disheveled. And so I don't know, I think a lot— I go on a lot of gut instinct. Um, and then I, I've learned to not assume that people won't shift their budget around. I think that asking what's left over after all the bills— I understand why people ask it, but I think it's a weak question, and I think it puts you in a bad spot. Because for me, then you're looking to go, all right, what are all my bills? And I'm trying to squeeze in insurance at the bottom. Where for me, I'm going, no, no, I think they're going to put insurance up here and something else is going to fall off.

Yeah.

Yeah. So I don't like— I don't love— I don't really use that. I don't need that to sell.

Yeah. We're paying for Netflix insurance.

Correct. Yeah. I just assume it different. I don't assume I'm trying to fit with what's left. I just don't, I don't, I don't think that way. Um, so yeah, so I say all that to say, when I get a quote, I let them— when I get an approval, I, um, I always, I always show full coverage every time. Hey, FYI, Eleanor, they've approved you for— they approved you for $100 grand, $50 grand, whatever the number is. And I said, I know based on our conversation, just doesn't sound like you probably need that much, but I'm just letting you know what's available to you if you want a bunch more insurance. They've allowed you to get up to $100K. Um, it's probably going to be a small car payment for you. So I am going to tell you the price because they, they want me to, but I'm not suggesting this necessarily. But you can get $100 grand, it's only $675 a month, just FYI. And I just listen. Sometimes they throw up in their mouth, sometimes they're like, oh no. But I present in a way where I'm not pitching it, I'm just letting them know it's an option. And I get— I sell big apps, dude. I get a few a month that pick like to like Well, shit, they see more value in it. You know, so I always show that. And then again, if I feel like they're broke, I'll go from $100 grand. I did one yesterday, I showed her $100 grand. And then I quoted $12,000, $10,000, and $8,000. Because I knew she had no money. Yeah, she picked $8,000. So it's again, it's feel, but I start at the top. And then sometimes I show $50,000, $40,000, $30,000, sometimes $30,000, $20,000, $10,000. It's complete feel.

But maybe when you show them that $50,000, they're more likely to pick the $30,000 than the $20,000 or You know? Yes.

And for me, once I'm showing pricing, I've already sold it for the— and I listen, I still get think about it too, you know? Um, but for me, the conversation about budget isn't— I'm not uncomfortable with it, you know what I mean? I'm not worried about losing it. I'm not worried about showing a high price and then freaking out, because for me it's just conversational at that point, you know what I mean? I'm like, hey, I'm gonna— I don't know what— I don't know how much coverage you want. You— I know we've sort of figured it out, but yeah, you know You get the ability— I'm going to throw you out a couple numbers. I can go as high as 100, I can go as low as 5. This is all for you to pick based on your budget and your desire. You tell me where you want to be, I'll help you get it. Yeah, I mean, so I'm not high pressure showing big numbers. I just— they're available.

How do you like the differences between over the phone and in person? I mean, I bet over the phone's definitely a lot easier, but, um, how do you like the, the two?

Over the phone I think over the phone is easier to make money because you don't have to go nowhere.

You can talk to so many more people.

Yeah, now you deal with more shit, you know. During most of my career, honestly, I'd get maybe 30 leads a week and I'd book 20 appointments and I'd write 10 apps. It was— I could be done dialing in 2 hours sometimes for the week. Sometimes I'd only spend 2 hours or 2, 3 hours a week on the phone. Wow. Back in the day, you know what I mean? And I'd I write 40K a month. Um, you get no-showed way less in the field because they're either going to hide in their couch, because if they forget, they still, you know, decent amount of them let you in. Um, and it's easier to read people in person for sure. Yeah, but the phones— oh bro, this is such an easy game. It's so easy to make. And I can— I got the whole country now. Yeah, you know, so I feel like I can cherry-pick more. I buy enough leads, I get enough people that just want insurance. And not that I'm not willing to push or deal with objections, but you call enough people, you find some people who want some insurance. Yeah, so it's a high-volume game, and I like high volume. I'm a big volume guy, so the phones allows me to do that. So I like it. I think it's fun as shit.

I don't have to go nowhere.

I'm not driving home at midnight or 2 in the morning. I hated that piece of it.

I hate it.

I don't have to get, uh, You ever gone in people's houses, like strangers' houses, for anything?

Not, not really.

Oh bro, I could tell you. So go find someone who's done some in-home. Go talk to like Andrew Taylor or something. If you ever get around him, he would tell you some stories. He's one of the best storytellers ever.

We—

I've caught fleas in people's houses. You see hoarders, you see people's— not the way they live. It's just, I don't miss that piece. I don't miss that.

And we have a lot of people coming from, from door to door as well, and Um, you know, being, being chased down by pit bulls and perspective here, you know, I always tell new agents the worst thing that can happen is, is they hang up on you. Yeah, that's the worst thing that happens. So we got it, we've got it pretty good, right?

Yeah. And then people still freak out about that. I mean, I got a new guy, God bless him, and I hope you're watching. He just loses his mind after like 7 days. He's so— I'm like, dude, they just hung up, who cares?

Yeah.

How do you deal with that? Or I guess you didn't know any better coming in. Did it frustrate you or how did you take that?

I think just the biggest thing, just having like a very positive attitude and just honestly like the quickest you can just go onto the next one, reset, onto the next one, onto the next one, onto the next one. So, and I just think, you know, that no, you're one closer to yes.

And— Were you like that at the beginning?

I would say I was probably like a little bit more nervous on the phones. But I figured it's a part of it. It's a little bit of a numbers game, especially when you first start. So it didn't bother me that much. Sometimes when, you know, I've had a hard day and maybe I've made, you know, 500 dials and, you know, normally by then I'd have a sale, obviously. But every once in a while you have one of those days and you stay up and dialing Hawaii. And I just know as long as I, you know, gave it my best that day, I'm okay with that. But Yeah, I mean, sometimes after, maybe if you got hung up on banking a few times or multiple times back to back, I'll just take a minute to go walk around the block and, you know, come back with a new— I think, yeah, exactly. I think, I think it was maybe Daniel G who said something like this. In sales, you have the ability to just reset your day. I'll come back, hey, it's a new day, you know, and everybody that I talk to on the phones next, they have no idea. So I think just coming in and, you know, resetting your mind. If you had, you know, a bad day on the phones earlier, you know, that's not necessarily going to be like what the rest of the day is going to be like.

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 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 next one. Yeah, what's a normal day for you dialing the phone? Like, how many phone calls? What's a average day, normal day, or a crazy day? Like, give me some perspective.

I say for people, a good number, I'd say a minimum is like $300 a day. Don't come in and complain, hey, I haven't gotten anybody on the phones. Well, let me see what your phone history says on Ringy or dialing on their personal number. So I'd say $300 is like, I guess, the standard minimum. You know, if I haven't gotten a sale that day, I'm going to keep— I'm going to make $600, you know, I'm going to do whatever, stay up though, you know, the latest that I can or the earliest in the morning. I do have a dialer now. She's like a— not a dialer like the CRMs, a lady. Yeah, personal, a VA. And she goes through my leads and sets appointments for me. So like my old leads. Do you like it? Well, she actually just started 2 weeks ago, so we're just kind of like just starting with that. I do really.

How frustrating is it?

Legit?

I mean, you know, like, I've tried this. I want to— I want to have a real talk about it.

Yes. Yeah. Well, I mean, yesterday, yesterday, most of the appointments no-showed, but I'm going to call back through, you know, call back through them today, and I'm sure I'll be able to pull, pull 1 or 2 from them. I think she's also is pretty new. So I think you gotta at least give it, you know, a month or two and see how it works. Kyle's had one for the same one for about like a year and a half now. Oh shit. And she's, she is great. She kills it. They have this whole system set up where she knows if she closes like 6 sales from him, he'll like double the pay or bonus system. They have it worked out really well. You know, really well for the both of them. And she sets— he dials a lot too, but, you know, a lot of it is just appointments and she'll go through like 2, 3-year-old veteran leads and just still be able to pull stuff from it.

So I need to do it again. Yeah, I got frustrated with it because like training, training them is hard and I'm impatient.

Yeah.

So training the VA, I was weak at. It's not really the VA's fault. I mean, I always say if the VA was amazing at it, if they were so good at it, they would probably sell insurance.

Yeah, yeah, yeah.

Like, the money— granted, they might know— some— someone could be technically like, they can't if they're in the Philippines. I don't know, but you get my point.

Yeah.

Um, but yeah, you got to really train— you got to train someone to be a dialer, and it's a lot of work. And I, I quit on it. I just— I flaked, and I'm like, I'll do it myself. So I don't have one right now.

I feel like it's gonna help me in terms of just timing-wise to be able to— I'll dial in that meantime and I can do it unmuted in front of the people. But, you know, when I'm helping out people who are in the office, it's a little bit easier. But a few of my people are just on Zoom, so, you know, it takes a little minute and then screen sharing the applications and whatnot.

So, um, I would say getting appointments booked for me right now and I'm not.

Yeah, yeah, yeah, yeah. Um, I honestly, I, I think I'm also trying not to be too hard on her. Um, yeah, too. So just like, as long as— yeah. If they can just show up and, you know, I'll call them on my personal number, call them on a different number, whatever we need to do. But the only thing is, if they know it's life insurance and I can get them to answer, you know, she's done, she's done her job.

The reality is, if you write one a month, it probably pays for the dialer.

Yeah, exactly.

A couple, a couple a month or whatever it is. Are they calling through Ringy or whatever for you?

Yeah.

Okay, is that what you dial through also?

Yeah, primarily I use my cell. Um, we've had a little bit of the people on our team use the FaceTime audio and just personal cell a lot. And, um, Apple, Apple's getting, getting a crack on a little bit.

Yeah, that's what I asked me the other day. I've survived through it so far.

I don't— yeah, and not even just like the number coming up as spam, iMessage turns green.

Yes. Oh yeah, yeah, yeah, yeah. I got a couple guys that have lost their iMessage for sure, multiple times. Giovanni, my buddy Giovanni, he's— I think he's on his third one.

Really?

And I'm like, geez. Yeah, I don't do a ton of FaceTime. I found, I found out yesterday that's what— I'm like, is it the phone calls? Or I'm like, do you text that many people? Because I don't really text anyone. He's like, no, it's the FaceTime audio they report. I was like, oh, got it. I do it some, but I don't do it a ton. Um, but yeah, it is part of the game.

Yeah, it does.

Yeah, DNDs and Yeah, all that stuff, it goes through. Yeah, I like it. I like it. I was like, I was going to ask you something about the VA thing. What was I going to ask? Oh, I was going to say one of my favorite things of the— where I, I know it's— I explained kind of the things I don't like about VAs. What I do love about them, they don't give a rip on the phone. If they get hung up on, they'll make as many phone calls. They don't care at all.

They have zero emotion, and they have a little bit of sass with it too.

Yeah, yeah. Like that is only the age.

Right back. She'll be like, John, you hung up on me. This is regarding that veteran's life insurance, John. We're not getting you off the call list until we go.

They are savage. They are savage. And to be fair, if we book appointments, most don't show up either. So it's not like it's just because it's just what it is. That's cool.

That's cool. And it just helps having more. So like even just with those leads, I'll go back through them, you know, filter them, disposition them on Ringy, say all the missed appointments and just call back through those because, you know, they're, they're your highest intent leads, you know, the ones that want an appointment. Um, it's true.

So it's true. I need to get one back.

I'll let you know. I'll let you know how it is in, in a month from now.

Do y'all use like a service of somewhere where they're all like under one person, one umbrella, or just randomly find one?

Or no, that, uh, there's like a whole, whole, uh, conventions. Yeah, exactly. This is like, um One of the, one of their cousin's friends. Yes. You know, there's, there's kind of a bunch of different ones. A few, few guys on our team, team have assistants and, uh, yeah, it's really helpful.

It's good. I love it. All right, tell me a little bit. Let's, let's go to the building stuff. What are you doing there? Yeah, share what you've learned.

Um, well, I've definitely learned very much so to oversell the hustle and undersell the dream. So I'm, you know, I'm very quick and transparent on the phone. Hey, you know, this is going to be a grind. You know, we work a lot of times 12-hour days in the office grinding. You know, it is a lot of fun too, and it will be really rewarding, but it is a grind. And I think, you know, when I first started, I didn't really emphasize that as much. I brought a few friends into the business.

Yeah.

And kind of when they first came in, I, you know, invested and spent a lot of time you know, with them and wanting it for them, um, versus— and a lot of it is on me because I realized, hey, I didn't, I didn't explain this the best way that I could have. So now I definitely approach it much more differently about, hey, this is going to be, this is going to be hard work, um, and you get, you know, you get what you put into it. So definitely I do a lot of just cold messaging people on Instagram.

Um, okay.

I'll scroll through likes of, you know, if I see a good sales video, doesn't matter what type of sales, like car sales, door-to-door insurance, like I'll scroll through like Globe Life. We've gotten people that way. I'll just go look at their followers, go look at their reels, go see who's liking it, just message them. Just honestly simple, hey, you in sales? And then just try and, yeah, that's it. I've tried You know, like kind of a shorter message, like, you know, are you looking to make a six-figure income? You know, like those ones, I feel like they come across as more— I don't know that— I agree. It comes across as a bit more like kind of sketchy. But just kind of just having— trying to get a conversation, just see what they're doing and then just being like, hey, you know, are you open to hearing about a remote high-ticket sales opportunity? And then just kind of give them a little message about that. It's insurance. Average sale pays out $1,000. Blah, blah, blah, blah, blah. Just try and get on the phone with them. With that, honestly, I, I try and multitask. I'll send like 50 to 100 DMs a day and, um, I'll do it, you know, at the gym in the morning listening to a podcast or something. So yeah, that's cool. Getting it in.

That's good. Most people won't put in the work of the cold DMs. They just won't keep doing it. They won't put in the effort to send that many. You know, they want to send 5 and hire 4 people.

Yeah, I think with the DMs, it's, it's, it can be a little bit challenging too because it's the same as the sales side when you first start, you know, you definitely actually more so you definitely don't see any instant gratification from the, from the messages. But I've, I'm feeling like I'm starting to see ones kind of pay off now. Maybe I'll have people respond back honestly, even like months later being like, hey, like, I've been seeing what you're doing. Um, because fair enough, honestly, like when I think about from their perspective, most likely if a complete stranger reached out to me, you know, maybe I would be a little closed, closed off as well.

They will watch your stuff though, and they will reach out. I had someone hit me up the other day, that's— he said he'd been watching my stuff since 2019.

Well, and just answered.

Yeah, I'm sending him a message a million years ago, he's been watching it, and he's like, like 6 years later, bro. Holy moly. Yeah, but if you, if you keep putting content out on what you do, they'll just keep watching it. And eventually, as you start seeing more and more success, they'll be like, well, hot damn, I guess it works. You know, just keep playing commercials for the people you like. And I always looked at it like that. It's kind of building the brand along the way. It's just more eyeballs because I promise they're watching, you know. So it's good.

And for you, I, I've been watching your stuff. So you have a, a new team of directs right now, right?

Yeah, very cool. Yeah, build a new base shop, kind of doing it from the beginning again with some newbies that want to build something big. And normally they were just all in the big agencies somewhere. I'd give them out, I, you know, I mean, I was putting people on depth or whatever. And I decided, why not, why not do it? It was, it was my favorite time in the space was when we were small and we're all growing together. You know, and again, maybe I've been a little further along at this stage, but like seeing the come up with a group of people that we're all fighting through. And as you know, even I might be able to explain this thing perfectly. People still quit every day. People still wuss out every day. People still can't handle it. It doesn't matter if they work for me or you. It doesn't. It literally doesn't matter. And so but there's always people that stick through it. And I like watching kind of that, like, I'm going to do it. Oh, he disappeared. And as frustrating as it is, as it is, I still kind of like watching people fight for what they want. Um, and when, when I can get a group of people doing it together, like a handful all pushing through and all trying to grow and all chasing a goal together, it's— it was so much fun. And I just, I want to help like mimic that again for some people.

That's awesome.

Yeah, it was, it was my favorite time in the industry. You know, after a while it gets so big, to be honest, you become like— as, as the guy who mentored me Mike, he would always say, we've become glorified HR. Just deal with shit, you know what I mean? At some stage, like, the only reason some people call me now is to— there's a fucking problem. And I'm like, well, this ain't fun. So I'm enjoying the direct side. It's, it's a lot of fun.

Yeah, very cool. Hey, well, I'd say 99% of it's not quitting, just continuing to show up.

I like it. Well, I'll let, uh— I appreciate you getting on. What do you think you want to end with? Anything we didn't talk about that you want to share, or anything I sucked at and didn't ask, or What do you think? What else would you like to give them?

You know, I'm just really excited for what 2026 is going to come with. I just say, you know, taking massive and perfect action and just looking to be, you know, 1% better each day, you know, with new agents or just everybody in general. I think the thing we can bring the most is just effort and attitude. You know, that's the thing that we can control. Um, so just always looking to work with, you know, people who are like-minded in that sense and just kind of, you know, giving it your all. Um, I would say the, the goal, personal goal for the, the end of the year, um, is to have it doing half a million a month.

Your team?

Okay. As a team. Okay. And, um, try it. We're gonna try to get Hall of Fame too.

Oh, why'd you limp into it?

We're gonna get Hall of Fame. We're getting Hall of Fame.

You limped into that. That was kind of weak.

We're getting Hall of Fame.

I was like saying you're gonna try to finish Whistler.

Oh, we're finishing Whistler.

You need that kind of damn confidence with it.

Yeah, absolutely.

With Hall of Fame.

Absolutely. Um, so I just, I'm just really excited for the year and, and looking to see what, what comes from it.

You got plenty of time to hit Hall of Fame, then you got plenty of time to train for Whistler.

Yes, both of them. You know, I just think it's cool just doing more hard stuff in general, um, just in, in life. Like, I love, I love, um, you know, living life to the fullest in the business. I like, I like being able to, to work from anywhere as well too. Like, I've sold policies in Mexico, and I was in New York.

I see y'all are everywhere.

So I think that that's something that, um, you know, would attract people as well too, saying like, hey, you know, you having the accountability of like, hey, you know, I'm going to work with you one-on-one and, you know, pour into you. So like there are specific standards, but also like you are your own boss. You can, you know, go travel and sell from somewhere else for a weekend if you'd like to as well, which is, which is cool and really unique about this business.

Yeah. All right, guys, if you'd like to attend my office 2-day workshop event that we put 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 2 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, a little bit closer-knit. So if you want to be at the next one, register at the link.

Later.

I love it. I look forward to seeing you hit the Hall of Fame. Don't limp in, go get it.

We're gonna go get it.

I love it. And is it— I don't want to mess up his name. Is it Kyle?

Kyle, yes.

Kyle, is he doing the mountain with you?

No, he's not.

Okay, okay. Is he coming to watch?

He's gonna come support though.

Yes. Okay, that's what my wife did, same thing. She didn't do it, but she would meet me at the top with food and shit every time with the gondola and play that role.

That was him last year.

That's cool, that's cool. I love it.

Yeah, I just— I recently, um, joined your Discord too as well. Okay. Oh yeah, yeah. How does that work? Like, can anybody— I go post, post in that too as well?

So you can— so there's a couple sections. Yeah, if you— so there's like a general, like a J— I think it's like JW chat. That's for anyone. There's literally people from wherever. I think we have 1,000 people in there now, um, or right under. I think we're 9— we're really close to 1,000 in there. So there's two sections. The JW section, anyone can post anything. They can chat, they can And if— I think I saw you sign up to that tracker too, didn't— did I— did I not see that? Yeah, yeah, I thought I saw it. Yeah, it's really just the paper one, but you can enter it in online and track— keeps track of it long term. So you can see all your stats and stuff like that month by month, quarter by quarter. I'm a nerd and I don't know, I built— I used to have it in Excel. I always gave out an Excel tracker for forever, for 10 years, and, uh, I decided I want to do an online version, so we gave that out. But I was saying, I say all that to say, so one part is people that are using the tracker at post. So everybody, it's kind of like a global leaderboard, if you will, that everybody posts in. It's in there, but there's an agency section too. So it's like the Base Shop side, and that's where we dial live. Um, so you can— now it's restricted, like not— I don't let strangers chat or get on video unless I know them, because I don't know who the hell's in my Discord. The Discord with the weird names and the secret code, I'm like, who— I don't know who you are. Um, but I give access to whoever when I get to know, or if I know them. So if you want to dial in there ever, or be in— just, is it under your name, or do you have like some code word name, like a nickname? Discord has nicknames.

Yeah, it says Eleanor Brooks. It does.

Okay, I can't always tell who's who because somebody would be like Monkey243. Who the hell is this? Yeah, um, it doesn't show real names all the times, but I'll look and I can add— I just have a little button. I can give you access to the agency side too. So if you ever want to chat in there or dial in there, I get a— there's a bunch of people, um, actually a decent amount from Diligence come, come in and out and just say what's up and dial with us sometimes. Um, then Alicia, if you know Alicia, she's in there a little bit sometimes. We get a few people. So yeah, you're welcome in for sure, either one of y'all.

Awesome.

Yeah, I get in there. I dial live every day in there. That's what I do. I don't do Zoom. I just dial live in Discord.

Yeah. So yeah, I've never done the live selling in Discord, but But we're always, you know, always unmuted on Zoom.

Yeah, yeah, I like it. Let's dig it. Well, if I can help you at all along the way, you let me know. Otherwise, I appreciate you taking time out of your day.

I appreciate it. It was, it was a pleasure talking to you, and thank you for having me on.

Absolutely. Hope you have a great day.

You too.

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