This Insurance Sales Phone Script Made Me $50k PER MONTH ft. Jesse Wagner | Ep48

I changed my final expense script to start out going, hey Jesse, what's up, man? John here for our appointment. So guess you need some insurance, huh? Because that's who I am as a person. I'm so simple. And I'm like, why are we getting all like weird and technical? I guess you need some insurance. And dude, people started saying yes. I was like, oh, well, that was an easy in.

What up, y'all?

John Wetmore back with another episode of the Insurance Insiders Podcast. Got Jesse Wagner here. Um, my understanding is 24 years old out of Denver. Uh, Ty, who we had on recently, uh, referred him over, worked with him. If my numbers on my notes are right here, $443K paid in 2024, I assume that was.

Yes, sir. Yep.

Cool. And when was that, your first full year?

First of all, yes.

Okay, so first full year in insurance, not a bad start, bro.

Yeah, I figured it out finally.

So it didn't start out that fast?

No, uh-uh. So I started in November of 2023, towards the end of November, 2024, and I sucked for a long time.

Yeah, how long?

Uh, probably 4, 4 and a half months.

Oh, I like stories like this. Cool, I didn't know that. I saw one note says you sold 62 policies in a month. That's impressive.

Yeah, yeah, that was August last year.

So, okay, all right, so that's a rough start and then figured it out, huh?

Yep.

What, um, have you ever sold before? Anything?

No, I had no sales experience or insurance experience coming into this.

Okay, what was the background? Like high school, college? Did you go college, I assume, right? Like there's not a lot of years.

Yeah, no college, um, straight out of high school, just working. So managed a car wash, did construction project coordination, changed car windshields. Nothing remotely close to what I'm doing right now.

Dang, I need a windshield change on one of my cars now, actually. Yeah, I can refer you though. I love it. How'd you find— how'd you find sales, or did it find you?

Yeah, it kind of did. So, um, I mean, I was just, you know, unhappy with where I was at, um, with the construction just capped out in income, capped out in growth. And I started looking into other things, and I was leaning towards real estate. You know, everyone's always saying you can make a lot of money in real estate. Sure. So I reached out to one of my buddies who does real estate asking if I should get my license, go sell whole or go wholesale houses.

Yeah.

And, uh, he actually said, don't do real estate, you should talk to my cousin Ty Cook.

No way.

Yeah, so that's how I met Ty. Went in and met Ty and Easton, and then the rest was history.

Ah, makes sense. I learned more about— I've known Ty a little bit, but we're not well. I learned more about a story when we talked. Certainly Easton, him and I go back way back. We got some history. So did you suck more or less than Easton at the beginning?

I don't know, we might be, we might be tied.

Uh, similar story. I love it, dude.

Yeah.

Yeah, how bad was it? I want to hear.

So I mean, I guess like before we jump into that, my, my mindset coming in was like, I see Ty and Easton making all this money.

Sure.

I have no experience, no, no skill set. So I'm like, if I look at their schedule and, you know, break down what they do every day and try and do, you know, 10, 15, 20, 50% more than what they do every day, there's no way I'll make at least half of what they do. So good angle.

That's my kind of angle.

Yeah.

So, uh, yeah, what were you trying to make? What was the goal? Because I know what Easton sold, and yeah, what were you— where was— were you trying to hit?

I told Ty the first week, like, dude, I want to make $100 grand. I've never made six figures or close to it ever in my life. So, um, I just broke it down, and then, you know, started being the first guy in the office, last one to leave, 6, 7 days a week. Um, you know you know, buying as many leads as I could. But I mean, the first 4 months were brutal. There was a timeframe where in December I went 0 for over 80 presentations while, you know, working 7 days a week. Yeah.

So— Easton didn't do that bad.

Yeah.

In my head, I feel like his was like 1 for 40. That's the way I tell the story. And I always say the 1 canceled before he got home. I don't know how exactly accurate it is, but I know it's in the ballpark.

Yeah. Oh, it was, it was bad.

83? Over 83?

Over 80. I mean, I, I—

okay.

Yeah, I told Chinese like at 80, and they're like, okay, you got to stop counting, maybe that's messing you up. And it just kept happening. So I was trying—

craziness.

Numbers. Yeah.

Why, why at the time did you think it was? Do you remember? Can you go back to what you thought the problem was then?

So yeah, um, I mean, so I started in November got everything down, just fully immersed myself. So I was like super confident going into December that I knew exactly what I was doing. I don't think I was, um, I was just quoting people, honestly. I wasn't.

I know looking back now you know what was wrong, but do you remember what the feeling was at the time? Because you didn't probably at the time, you were probably like, I'm doing it, I assume, right?

Yeah, at the time, I mean, I was like, I'll have— I have to get a lay down, you know, like I'm following the script. I'm buying leads every single week. I'm working more than everyone. I don't know why this is happening.

So yeah, you couldn't figure it out.

Did you not—

did you— were you ever the guy that was like, the leads suck? Or did you kind of know it was your skill set? Like, how— where was your head at?

Yeah, I just blame myself. Like, yeah, I didn't make anything happen. I just got to go out and buy another $1,000, $2,000 in leads. So I love it.

Where's that come from?

Is that—

have you always been that way? Or did you see them and you just changed quick, or what's the deal?

Yeah, I mean, I've tried like other business ventures in my past, and, you know, I always knew that it took some money to make some money, so I was totally okay, you know, spending it. I came in, you know, even though I didn't make a lot of money in my past jobs, I was definitely good at saving, so I had a little safety net. Um, so I was totally fine with just blowing it if it meant I could get more reps in and figure it out.

Hell yeah. What do you think you spent on leads before you, like, I don't know what some people would say, broke even? Or which must be the case for you if you were selling zero. But it's like, what was that? Like, how much did you put in before it clicked, let's say?

Oh, I mean, from the beginning, Ty was like, non-negotiable, $1,000 a week. So I just listened to him. I'd do $1,000, but there was weeks where I'm like, I'm not getting anything, so I'm gonna do an extra $500 or $1,000. Or there was a time where I was on a recurring order and I didn't know and I accidentally spent like $3,000 or $4,000 on leads. And instead of just getting a refund, I just worked it, tried to figure it out.

So I know some people out there that would have gone and tried to like dispute the charge and all kinds of craziness.

Yeah, it's good.

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Yeah, I just jumped right in. Okay.

Yeah, makes sense. What did your family or close friends or whatever, like people around you, what kind of— was there any noise there or feedback or What was that like?

So family was honestly really supportive. Um, girlfriend was really supportive. Girlfriend's parents kind of 50/50, but that's because, you know, we were living on our own doing stuff like that.

So yeah, yeah, I get it. Some— yeah, everybody's different. I didn't really get too much crap either, but some people get like— they deal with stuff. Yeah, but I've learned, man, if you're the type of person that doesn't allow that noise in your life, which sounds like you are, people won't bring you as much noise. Yeah, I mean, it's like if you're not going to accept the negativity and they know who you are and you're going to figure it out, most people are like, I ain't gonna tell him that, he's gonna figure it out. Yeah, so some of you, some of you watching are getting the noise because you have a reputation for not figuring it out and they're like trying to help you.

Yeah, I mean, when I was going through that 0 for 80 phase, that was pretty down mentally. You know, just emotionally with everything going on. And I remember, you know, I was starting to get some input from, you know, girlfriend's family, and I was like, just cut it off. I'm like, I'm not talking to you until I figure this out. Just cold turkey. Yeah.

Did you ever think about quitting?

No, uh-uh. No, this was an A/B. I, uh, I mean, I got to the point where I only had $1,000 left and told my girlfriend we got to move into my dad's basement if I don't figure this out within the next 2 weeks, I can't pay rent.

Um, so yeah, what'd she say?

Uh, she said figure it out. Yeah, y'all still together?

Yep. There you go.

I guess—

yeah, I bet she's proud, dude. I love it.

It was—

she— is she in the space or no? She do something else?

Um, so she actually did get licensed. She worked with us for a little bit, and then when Ty started growing so much, she actually became like an assistant doing all the onboarding, doing the backend stuff. But hell yeah, she's with us anymore. She worked with us for, you know, half of last year.

Yeah, that's dope. I love it. So what clicked, dude? Was there like a moment? So obviously you're back against the wall, I don't know if that changed anything, but what— how did it go from, oh, over 80-something to like, hell, 62 policies a month? What was the— you mean transition time frame, stuff like that?

So, I mean, during that 0 for 80, of course I got a lot of reps and a lot of experience, but the biggest thing that I messed up during that time was, um, you know, not asking for as much help. So at the end of that 4-week cycle, I was just completely, completely cooked with everything, um, and I went to Easton and told him, and he's like, well, dude, let me listen to, um you know, 2 of your presentations. Yeah, he listened to 2 of them, told me to tweak 2 just minor things, and then the next day I sold like 3 or 4 policies. And damn, I love it.

That's funny. I remember doing the same thing with Easton.

Yeah, yeah, yeah. I love it.

Yeah, it's, it's, it's cool watching the trickle-down effect of that.

Yeah.

Um, yeah, that was probably I don't know what year he started, but '17 or '18, if I had to guess, maybe somewhere in that range is probably when I had that— when I had him send me some. And he was smart enough to send it to me, and he goes, now I know why you made me record it, that was trash. And we got on and talked about it. Um, what, what were the couple things that you— that he had you tweak?

So the biggest thing was, um, sending credentials up front, you know, I wasn't sending a card or anything to help, you know, build some credibility. And then just being like more authentic. I wasn't— I was kind of like a robot. I wasn't really at all, you know, someone would tell me something really sad, like a family member just passed, and I'd be like, you know, I'm so sorry. Anyways, so, and just move past it instead of, you know, asking an additional question to build a little bit more rapport and just be, you know, real with someone.

Yeah, that makes sense. I love it. It's like that, that active listening. It's learning that piece is, is, is super interesting, you know. So let me ask you this, did you— I assume, because I know them, were you getting on trainings during that time at least?

Oh yeah. So when I first started, it was really just me and Ty in the office. We would have an 8 AM script training every day, and then when Easton was up from the Springs here, he would do a training at 1 PM with us over stuff, you know. Outside of work. I'm listening to podcasts on the way in, at night, all sorts of stuff.

Why? I always find it intriguing, and I did this too, dude. It's like I look back on it and I'm like, why did I hear the training and not listen and do it my way? You know what I mean? It's like, I know they said to do credentials. It's not like that was earth-shattering news to you, I'm assuming.

Not at all.

Right. Why is there— do you remember why you weren't doing it, or just like sloppiness? Or me was sloppy. I was just like, yeah, trying to wing it, I guess. I don't really know. I was a train wreck at the beginning too.

Yeah, I mean, I think my goal was like, if I just show them numbers, you know, it's, it's a done deal. So that was my objective, just like, let's get into numbers right away. Get your house, okay, I'll quote you. Yeah, the rest is history. But that's— that wasn't the case, and it's definitely not case.

So that is definitely not the case. But dude, you know how many— it's the most common thing, bro. I listened to a guy yesterday that I'm working with, and he, you know, he's like, I got all these attributes, I know how to do all that, and he sends me his thing, and I'm like, there's zero chance you're either— that you're listening to training, and if you are, obviously you're not implementing it, because no one trains the way he did the presentation. No one. No one on the planet. Yeah, you know, and it's— there's a lot of people, dude, that fall into that. And that's— it's like, I love that you were that way too. And I was. Most people are. There's very few people, as you know, that walk into this thing and kill it day one. Like, it sometimes happens.

Yeah.

Um, but, but being able to make those changes, and sometimes it's things that are uncomfortable. So I don't know if that was uncomfortable to you. It doesn't sound like it probably was. But, you know, for me, sometimes there were some uncomfortable things. I wouldn't ask the questions the right way. I'd be afraid to be like, oh, you got to pay, you know what I mean? We need your check. But like, I was afraid to say some things in advance. And I try to like slide them in. Like, can I just whisper them in? Um, dig it, dude. So after that, were you just off to the— was that the month you sold all those policies or no? Like, were you off to the races from that point on? A couple small tweaks and that was it? Or is it still like— was it still figuring it out, kind of?

Yeah, still figuring it out. Um, it was probably like another month of figuring it out, but I was getting more consistent. And then, um, March last year is where it just like all clicked, um, and just I kept the same schedule I had originally started. So I didn't cut back on work or anything. I got better at everything. It all clicked. And then, yeah, it just went up from there for sure in March.

Like, my concept— I don't know if you have it, I think we'll send you one anyway— but this like, do more now, get better later, that's my whole life. I'm just like, let me just do a bunch of it, and I know I'll— I know with time I'll get better. Yeah, you know what I mean? It seems like you have the same approach as, let me get the reps in, let me go do a bunch of it, we'll get better along the way. And again, I think you learn to be more intentional as you go. Um, what do you think was the— was it just the consistency of it all that it just all started to click? Once you started seeing results, you were like— or did you get like a new level of intentional? Like, once you start making a new— a few sales, did you go like, oh, let me, let me work on this? Like, what was the progression to the consistency of it, if you will?

Yeah, I mean, the consistency was a huge thing for me. I mean, I definitely learned by doing, and I think the best way to teach what we do is by actually having someone do it. 100%. After, you know, just fully immersing myself in it for, you know, 4 months, it's all I did, all I thought about, you know, got easier. But I also kind of started to make it my own. Even though I had like no sales experience, it kind of became my own. Like, I still follow the same process and structure, but it has my personality attached to it, which kind of started shining through and started working.

Can you give some examples of something you used to do robotic that now the way you might say it today? Uh, curious. I know I'm putting you on the spot, but I, I can relate, you know what I mean? There's a couple things for me when I speak, I'm like, dude, I just, I do it loud. Give you an example of mine first, right? As you think So like when I was selling final expense, for instance, this is one example. When, when we were taught the script, it was like, um, assume that the reason that you were— that, uh, I'm here is because you fall into one of three buckets. Either you don't have enough, you want more for a legacy, or some three-step thing, right? And I don't, I don't— because I— it felt— it didn't feel authentic to me the way I was trying to deliver it. Right? And I literally, dude, I changed my final expense script to start out going like— I get to— I mean, I come from field sales, so some of the things I'm gonna say, like, when I got to the house, I'd be like, hey Jesse, what's up man? John here for our appointment. Um, so guess you need some insurance, huh? Because that's who I am as a person. I'm so simple, and I'm like, why are we— why are we getting all like weird and technical? I guess you need some insurance. And dude, people started saying yes. I was like, oh well, that was an easy end. And I certainly did more to go, but at the beginning I was trying to go like, well, the top 3 reasons why clients fill out these forms are A, B's. And it's just, it didn't feel good to me for who I was, but I, I did the same thing. I just did it my way, you know what I mean? Like my personality, as you're saying. So I was just curious, dude, if you have anything, you know, that, that stood out to you. And if not, it's all good.

No, I think honestly what you said is pretty spot on to how I felt about everything. I mean, I simplified everything and then made it so I guess my posture is very laid back. I want them to feel like there's no pressure throughout the whole call. Like I'm like, they're making the decision themselves. I'm not selling them.

Yeah.

So I'm very laid back throughout the whole call, but I pre-frame a lot of things to make it, you know, a lot easier. So that was—

you want to get it? Can we get into some of that?

Yeah, sure.

Yeah, I'll let you lead the way, dude. And I just— I'm curious, like, the approach. And you start where you want. You want to start from the beginning? You want to start however you want to do it. I'm just— I want some— I want some, like, guts of how you do this thing.

Okay. So yeah, just like, ring ring.

Yeah. Hey, hello.

Hey, John. Yeah, this is Jesse. I was just getting back to you about the, uh, life insurance request. We have your daughter as the beneficiary, is that correct?

Yep.

Awesome. I was just calling you to set up a time for a 10-minute call unless you had a couple minutes to knock it out.

I love it. So simple. So I'm gonna, I'm gonna do what most people get right now. It's like, if I get— what's the most common objection you get there at the beginning? So if I don't easily go, yeah, I'm good, you know what I mean? Like, hey, this is Jet. Now, what's the biggest problem you see? So if they say they're not available, um, and Rewind the initial when you like verify the date of birth. Yeah, right. Hey, this is Jesse calling about the form you filled out, just need to verify your date of birth. What if they're like, who, what, wasn't me, I'm not interested, no thanks? All the stuff, the noise right there. How do you address that part?

So I mean, it just depends like whether it's already got covered, you know. I just confirm something else. I'm like, oh, so you're just trying to compare rates or add additional Yeah, yeah.

Or it wasn't— I didn't— I don't know what you're talking about. What is this?

Like, John, we got you in Texas, right?

Yep. Yeah.

Okay, awesome. So were you trying to cover final expenses, or— and then just roll past?

It's funny how people want to complicate it, dude, or start like defending it, or getting like combative a little bit, you know what I mean? I used to do that. I'd be like, nah, man, I'm looking at your signature here, bro, or whatever, your IP. I'm looking at your favorite hobby right here. I can see it. It's tennis, right? And I would do it like, and like, I'd be frustrated when I did it, you know, first. All good.

Yeah, I mean, trying to get someone to remember something they filled out, I mean, I'm not— I don't want to argue on that. I want to confirm something else, kind of acknowledge what they said, and then just go past it.

Yeah, love it. All right, cool. Now, do you get more of scheduling something, or I got a couple minutes right now? Which one, where do they flow more to?

So when I'm on and like my tonality's right, I'm laid back, a lot of people are like, oh yeah, yeah, sure, we can just knock it out. Um, if someone's gonna schedule an appointment with me, like, I can't talk right now, but I can clearly hear they're doing nothing, maybe the TV's on in the background, I'll try and lower their guard by scheduling the appointment. Like, okay, what time you all settled in tonight? Uh, I'm gonna be free at 5. Okay, I'll put you in my calendar for 5. And then, John, just so I'm prepared for this appointment, you know, was this coverage for just yourself or another family member. And then I'll just keep going until they stop me. And most of the time they don't stop me unless they actually are busy.

I've never heard that one yet of all the people I've had on here yet. You know, it's like to just, uh, book it.

Yeah.

And then, and then continue until they stop. It's like, that's crazy. I like that. That's, that's slick.

Worst case, if they stop me, the appointment's booked and I like made them remember why it was important to them. So they're more likely to pick up. Otherwise they're just, you know, gonna let me go and they'll start asking me questions like, oh yeah, I was trying to do this. Oh, okay. And then, you know, how's your health?

So you just carry on.

Yep.

It's literally like just sideswiping the punch. It's like, yeah. And so many people get so caught up on it. It's like, all right, I'll call you then. Thanks, look forward to helping you. And then, you know, It's funny. I love it. Yeah, if y'all, y'all make another 100 grand just by using that one. Sheesh.

Yeah, you know, it lowers their guard. They think that they're getting off the phone and then yeah, it's just going from there.

Yeah, that's funny. I used to do something that now reminds me of that where like when people are like, I already got it taken care of, and I wanted to like go, oh, tell me. I used to be like, oh, what do you got? How much is it? How much do you pay a month? I used to go right in, and then I tweaked it, and I'm like, oh, got it, no problem, Jesse. Hey, do you mind if I put a few notes in the system so I don't keep calling you about the same thing? Yeah, sure, no problem. Hey, who do you have the coverage with? And they thought in their head, give me the notes, he'll stop calling me. And I'm like, I am going to stop calling you because I'm about to close you right now.

Yep.

You know, I like it, dude. It's a little different angle on it, which I like a lot. Um, all right, cool. So from there, um, if you're, if you're going through, what up, what other pre-frame things like that do you want to talk about? Like, let's say you keep me on the phone and you keep going, like, if it goes ideally for you, let's kind of walk down that path.

Well, if they're like, yeah man, I got a couple minutes, I'm just gonna straight, uh, jump straight to their email. So John, your email is 123@gmail? Yep. Great. I'm just gonna send you a copy of my state license. Card with my cell phone number so you have that. Um, and while I'm sending that over, John, it's really easy. We just go through a couple basic questions around your health, kind of what you were looking for, and we'll take a look, see if we can help you out.

Sounds good.

Yep. It's like, okay, and just so I'm on the same page, John, this coverage, is it just for yourself or another family member?

Uh, maybe me and my wife Steph, but Me for sure, maybe her.

Okay. All right, very good. Were you guys just trying to take care of final expenses, or is there something specific you're after?

No, just not, not leaving, not leaving them behind with nothing.

Okay, that makes sense. Is your spouse, she there with you right now? Uh-uh. Okay, I guess, is this a conversation that she needs to be a part of, or you guys have already talked, she's okay with you handling everything?

Yes, that stuff don't mess with money, actually.

Okay, not a problem at all. Just want to make sure everyone's on the same page. So I got everything sent over to you, John. We can just jump right in from here. Um, what is your date of birth?

Yeah, and then you just go into AMP. Cool.

Yep.

Anything major you're trying to accomplish? Can you give some things like, I asked this because I want to prevent this late, you know what I mean? Like give some of those pre-frames, things like that. What are some things that that you found work really well to keep the ball moving, maybe to get the need, to get them to make a decision? You know what I mean? Like, how— what are some things there that you, you found works really well for you?

So the spouse in the beginning of the call is huge. Um, you know, that's a big objection at the end. I got to talk to my husband, I got to talk to my wife. So I want to try and isolate that in the beginning. And then after I go through their health, I'm gonna dive into, you know, whether they have coverage right now, you know, figure out if it's with work, if they've had it for a long time. Okay, I don't have any right now, but I had it in the past. Like, okay, how long ago was that? Was it just too expensive or did it expire? You know, like, figure out why it's taken them 2 years to get a new plan. So that's going to help build some urgency. Um, and then it just comes down to, you know, putting them in a box, kind of, before I go into numbers with their situation, what they need for it, and then you know, what the beneficiary is able to do.

So I like how you do it. Some, some— I see a lot of people like do, um, they do like the figure it out thing first and then they get into health. I like it reverse. Yeah, then you know what you're dealing with.

Exactly. When I go through health first, I know exactly what carrier that they can, you know, get placed with. When I get into their why. That's the most emotional part, so I want them to sit there before I go into showing them numbers. So that's on the top of their mind. I don't want them to get emotional, get off track because we're talking about their health, and then present.

Sure. Yeah, that's smart. I see a lot of people dive right in like, hey, nice curtains, so tell me why you filled this out, you know what I mean? It's like the transition is, is smoother and you know more. You can arm yourself. It's like, hell, worst thing to do is go like, yeah man, I need it so bad. You get their why, they throw up on you, and they're like Yeah, but I have like insulin, I'm losing my limb, I got a toe cut off, I'm in a— you know what I mean? Like all this stuff. It's like, oopsie, it's hard to— it's hard to undo that one.

Yeah, seriously, if they're, you know, telling you like, oh yeah, that's not a problem, we can handle that, and you get into their house and you're like, oh, we— yeah, yeah, what you want?

Yeah, so smart. I love it. What up, insurance agents? If you're looking for a roadmap on how to win in this industry, Check out the book I wrote about a year ago, Do More Now, Get Better Later. Check out the reviews here somewhere. My team's putting them on. I'm getting tons of great feedback about all the people it's helped. Appreciate those of y'all that have bought it. Appreciate all the reviews that are going out. If you're new to following me or the industry, check out the book and get it in your hands now. All right, so Once you go there, getting into health, what, what are, what are important things on like figuring out— are you selling different stuff, just final expense, mortgage? Do you sell other products too?

Yeah, it's mainly final expense and mortgage.

Okay, cool. So let's talk about that, like we'll call it the why for argument's sake, like, right? The like figuring out the need, really. Like, let's talk there. What, what do you, what are you looking for there? And if it's different for final expense and mortgage, fine, explain them both. But What's, what's important for you during that stage? Like, what do you— what did you used to miss, for instance, and now you're like, nah, I gotta, I gotta keep digging here, I gotta— like, what are you looking for to know to proceed to numbers? Does that make sense?

So I feel like I usually can tell if someone's gonna close or not in the why, depending on how good of a job I did. So the biggest thing is, um, understanding their situation, um, and then also letting them know that I understand it. Getting on the same page with everything before we move into numbers. Um, when I was doing mortgage, when I first started, you know, someone tell me they have— they owe $150,000 on the house, and then, you know, they're in no financial place to afford $150,000 in coverage due to, you know, age or health and their bills. But I'd still just go show them that instead of trying to figure out how I can, you know, make a plan that fits their situation that'll help them.

Sure, that's the framing of it all. Yeah, like if you know they can't get ABC, you know, 72 years old, had cancer 4 years ago with $100,000 mortgage, you better know that or figure it out before you start presenting.

100%. Or if I'm doing, you know, like a payment protector, I'm just gonna not explain why I would benefit them. I would just go and quote them. So like, yeah, when you pass away, Mary, I know you're looking for for full coverage, but this will pay out 6 months of mortgage payments when you pass away. And then they're just completely confused why we're looking at that instead of full coverage.

Correct. Yeah, yeah, I used to mess that one up bad early on, and I'm like, yeah, when you set the stage first and get them to see it differently, you know. Yeah, everybody has that ability, and there's plenty of, as you, you know, people doing it at a high level. So it's learning, learning the intricate details, you know. Um, cool. What can you— what, what, where do you— are you, are you building, like, are you recruiting agents and doing that side too, or you just selling right now?

Yeah, yeah, towards the end of last year I started diving into it, and then this year that's been my main focus.

Okay. Where are you seeing most agents— what do they mess up there for you, the ones you're working with? And, and we'll start there. What do you see people mess up the most during that stage? Presentation?

Oh, like what they're messing up, like in their calls, like in the pre—

yep, yep. Where do you see— you're seeing the most people are messing up at these couple things that the ones that you're dealing with specifically, you know what I mean? Like, what are you having to work on the most, identify the most, fix the most? Like, where are they typically going wrong? Because it's going to be everybody, dude. What you're seeing is probably going to, uh, you know, math out to the, the bigger audience too.

I think the biggest thing is following the script. So like my first priority when I came in was like, I need to have this script fully memorized like yesterday. And a lot of guys, they'll come in, they'll kind of look at it, read off of it, and then get off track. And it's like, you've been here for a month and you don't remember it, which is crazy. That's hurting you for sure.

Yeah.

Because that was the biggest thing that helped me is just like following those word tracks until like I knew fully what I was doing, then I could start making it my own a little bit. Um, so I think that's, that's what's hurting a lot of guys. Um, and then just plugging in, you know, we have a system where we figured it out now. We have a lot of guys in the office that are really successful and starting to launch. Um, but a lot of people don't treat it— they treat it like a, I guess, kind of like a job, you know, except for no one, none of us tells anyone when to be here. So, um, that's one thing that's killing a lot of people too, is they come in at 10, leave at 2. We're here 3 days a week, and then they come to us like, hey man, I'm out of money. Like, well, yeah, I mean, you're here 3 days a week, 4 days a week.

So yeah, it's wild, dude, how common that is, you know? And then I— what I found, dude, is that agent also thinks it's something else. That's the piece that's interesting to me, is they think it's the lead, typically. You know, where they're like, ah, if I just had another product, or if, if Jesse would just, you know, support me more. Yeah, you hear, you hear funny things, man.

Uh, 100%.

What do you, what do you, where are you at team-wise? How much, how many agents are selling and what kind of volume you doing?

So last month was a big month. I onboarded about 20 guys, um, but we're doing— I think we finished last month at around 86. So cool for BP Mark. Yeah, just getting everyone up and running, which has been taking a lot of my time. Yeah, so yeah, yeah, it's exciting.

It's a fun journey, dude, that stage, you know. It is. Yeah, teaching people to make money. And yeah, if you, if you can get a craft for teaching that skill set you know what I mean? And tweaking people's stuff, dude, this thing can get deadly. It's a lot of fun. Yeah, um, teaching people how to make, make good money. What's, what's the hardest part for you right now of the building side?

Um, I think the, the influx of— I just like how many guys I had at one time. Um, that definitely slowed down my sales last month. Okay. Uh, and then like, so I'm kind of in a weird phase where I saw Ty last year go through all the growing pains and everything Ty had me to lean on as well, so I was up and running selling, knew how to do everything. So all the guys he was bringing in, like, it wasn't just Ty. Right now we're still in the office, but like, I don't have one guy that I can quite run with yet. Yeah, I think that's one thing right now, but they're getting there. We got some guys coming.

Yeah, it does come. It takes a minute.

Yeah.

Are you, are you Is that a struggle in the sense that like obviously it's, it's not allowing you to grow as fast as possible, or do you think it's a problem in the sense that other people don't have someone else to look at for, you know what I mean?

Yeah, um, I don't know. I think, I mean, we have great guys in the office that they're surrounded by. But they still— I'm, I'm like their guy, so they're just like only coming to me. And like, I'm still, you know, pushing them out to take resources from everyone who's producing at a high level. Yeah, yeah. So it's a mix.

Yeah. Grady, you know Grady?

Yeah, yeah.

So Grady always taught like being the best promoter is really powerful.

Yeah.

You know, and he always did such a good job of highlighting so many other people, whether they were direct to him or not. He was so good at going, look, look here, this one's winning too. Look here, look here. He was so good at that. And then getting those wins in front of people, marketing and different channels and even conversations. And I was like, that's— I like that, you know. So I, for me, I started— the reason I asked the question is I, I know you know what a lot of people winning and maybe they're not— your team doesn't have a— you don't have a right hand on your team, but you can like borrow someone promotion-wise to fuel excitement with other people too. I mean, what— even all the things you want others to win. And just when I, when I learned that process, I was like, oh dang, this, this can be powerful. Yeah, you know. Um, so yeah, just, just keep out that dude and You know, keep giving people, um, insight into what it takes to win and direction, and it comes together, bro, as long as you keep at it. It's like the sale. It's the same concept as 0 for 80 selling, dude. I was the— I was 0 for 80 for sure in recruiting agents and getting them paid. I mean, I was awful at that piece at the beginning. Yeah, you know, it's a different skill. It's, it's a similar skill set, but you think it's different. It's like learning how to communicate. It, it's actually really easy too. It's just like clients, you know, the simpler you keep it, the easier it is to get people started. But it took me a little while to figure out that it was the same. Um, I love it, dude. Yeah, good stuff. Um, anything, anything else you can think of that would be important to tell them that I didn't ask, or anything you like, you just have in that mind that you're like, dude, I really want to share this, um, I think it would help, something maybe I missed?

Um, I mean, everything we went over was great. I think just the biggest thing that we preach here too is just in this business, the, the consistency is the biggest thing. So, and then trying to outwork the guy that's winning. So if someone's new trying to start or they're struggling, like, if you're looking at the guy selling 30, 40 a month, like, are you outworking his schedule? I mean, it might not— might not get results right away, but it'll happen.

Yeah, I love it, dude. I love it. Well, it's been, been cool getting near you a little bit, learn your stories. Or anywhere, do you do anything on social or anything you want them to follow you, any of that kind of stuff? Because we put it in here if you want.

Yeah, sure, they can follow me on Instagram, shoot me a message if they need anything, whatever.

What is it? What's your, what's your Instagram?

It is, uh, just first name, last name, underscore.

Okay, let me, I'm gonna look you up right here. So Jesse let's see, Jesse Wagner, there you are. Got it. Dope, love it. Yeah, if y'all want to reach out, if you need anything, feel free to hit them up. We're going to be doing some stuff coming up where if I can help you in any way, answer questions for anybody watching, or he has any, if you just go to my website, JohnWetmore.com, there's a little contact option. If you, if you have any questions, I'm going to be doing some stuff like this where I'm taking guests and myself and like just answering people's questions, dude, for things that we don't think of that they have questions on. So appreciate your time, dude, and thanks for getting on and helping. If I can help you in any way, dude, let me know. Otherwise, tell everybody there I said what's up. Um, you gotta— you got a good crew around you and, uh, a lot of cool people out there. Yeah, my man, appreciate your time, dude. Go kill it.

Of course. Thanks, John. You too.

Later, man. See you. Hey, thanks for watching the latest episode. I appreciate you. If you will do me a favor certainly like this video channel, subscribe to it. And if you wouldn't mind, whatever podcast network you listen to these on, if you wouldn't mind going and leaving a review, that will help me, uh, greatly get the word out to more and more people.

Appreciate you.