This Insurance Telesales Guide Will Make You $80,000/Month ft. Dom Rodgers

And I didn't really do a good job introducing myself, and I always say I'm just some dude in Atlanta trying to make, make life good for my kids, you know, family. I've been with FFL since the very beginning, uh, one of literally the first day I was contracted here, um, and not because Shawn Mike recruited me because I was a savage. I was just in somebody's hierarchy that came over. I just happened to be here at the beginning, um, and I, you know, I look at it early on, dude, and go, I think I was a product of what FFL put together, and those of you that started and were with Sean for a while beforehand making money, um, I think I'm a product of what you guys put together because the first convention I came to, dude, I wasn't on stage speaking. I wasn't one of those guys. I was sitting in the crowd trying to figure out how to go from $12 grand to $20 grand, you know, and I didn't know how to do it at the time, you know. So I, I know for me, every time I walk into convention, there's things that I don't know how to do. And I think people look at us, bro, and they think we got it figured out. And I'm like, dude, come to my office. You will see me bang my head against the wall 15 times a day because I'm pissed off I can't figure something out, you know, or something goes sideways or something goes wrong or something isn't working out the way I want it to. So like every convention, man, from, for me, I'm, I'm always looking to get better. And to what I've learned is just every time I go, dude, I just steal ideas from everybody else who's giving them out. And then I just go implement them, you know? And in today's world, dude, I don't know how to issue $158 grand in a week or some of the numbers you see. Like, that used to be a quarter for us, you know? It's like, damn, you hit Hall of Fame if you do— was $120 a quarter, whatever the number is, you know? So it's like, I see some of these numbers now and I'm like, I don't— I never sold that kind of insurance. Thank God. Hey, thank God we were here early. That's the only way we got in Hall of Fame. Otherwise they would have made Hall of Fame $1 million or something. Thank God it was $400K early. You know, hell, the year I did it, there was only 4 of us. No, 5 of us. There were 5 of us that— I was 4. I was number 4 in the company in 2015, and there were only 5 people over $400K that year, you know. And I don't know how many were in the company, but there was only a few hundred agents at the time.

Right.

So, you know, for me this year going in specifically, Uh, I'm probably learning at a deeper level, and I don't want to mess too many people up because I think it's a little more advanced than most of them need. But I'm, I'm trying to figure out how some of these guys put, put process in place to grow as fast as they do with as many young folks as they do and get agents started as fast as they do on their first day. You know, running, running virtual, virtual appointments in an office setting seems to be the people that are growing the most. And I want to figure that out. You know, I grew my whole thing. I have— I don't have anyone in my office, me and my staff, right? You know, and we, we did early. I understand the dynamic of an office and what it brings to the table, but we were field. We're in the office 2 days a week and I go get them and everybody goes out in the world and goes get some and we come back on Thursday. We go do it again and we come back on Monday. You know, that's kind of how we grew up in the business is 2, 2 dial days and 4 run days. Today's world's different. So I do want to learn how they manage so many people because I'm not great at that, dude. A lot of people in my office and me is like oil and water, you know. I get frustrated, I get annoyed with little things, and I don't— I'm a systems nerd, but I don't have those systems in place to put 42 people in cubicles and get them all leads. And I don't know how they do this shit, right? So I want to figure that piece out, dude. I'm intrigued, and these cats are Like, dude, I talked to— oh, God, what's his name? Is it Tyler Young Kid? 20. He's 22 in Blueprint. God, dude, he's crushing it, bro. But there's someone— no, no, no, no, no. I think it's Ty. I'll look him up in a second. I just had him on the podcast too. My brain wasn't there. I didn't plan on talking about him, so I'm thinking about it. But, you know, some of these guys that are young as shit and killing it, it's like Dude, I want to learn how to get, get things started like that. Um, that's the biggest thing for me is like, what are they, what are they doing in these offices to get all the virtual stuff in people's hands, their systems behind the scenes? I know there's a lot of call centers within FFL now blowing up and doing big things, and I, I want to learn that game more than I know our game, you know, and they're different.

Dude, that's huge. Man, that's huge, dude. And the, um, I think that there's so many different ways to win, okay?

Yeah, yeah.

And, uh, and as you're growing, whether your personal business through sales or you're, you're growing your agency business through sales systems and things like that, um, One thing that I'll say, like, when I came, I had to change a lot coming into the events. I'm going to speak to if this is your first event, you're going to come in expecting— you're gonna, you're gonna probably expect a lot of insurance talk. Like, um, I remember a couple months before I went to my event and I thought that I was like, dude, I'm gonna learn how to do this cashback, I'm gonna learn IUL. I'm gonna learn this, you know, there's all these different things, and I didn't learn any of that. So what I say is, coming in, be open to learning more about yourself, okay? About yourself. Like, listen to the stories, find the people that you can relate to, find the ones that make you feel, if they can do it, dude, I can do it. Some of the worst speakers were the most motivating to me when I started. I wasn't looking for perfection. The guy who went up in there with freaking suit and tie, dude, I was, I was like, okay, cool, that ain't me, bro. I was looking for a guy who barely knew how to tie a tie, who stumbled on stage and said that he made $400 grand. I said, oh shit, yeah, if he could do it. Because the guy who looked all good and stuff, I was like, I don't— I didn't feel that way about myself. You with me? So you pay attention to not what the people— don't look for all these special things. Look for the folks that you can relate to. Now, if you've been in this 2, 3, 4 years, right? Thing that helped me out a ton walking into this event was not being so close-minded. There was a few years at events, John, to where I walked in there to socialize not to grow. Okay, I'm just going to be real with you. We were making some money, things were good. It was like, all right, cool, let's just show up, bro. We just got to show face. This is a party, right? And then I started realizing, like, I wasn't picking up— I wasn't learning what was happening in the company. I was behind on telesales. I, I didn't understand what folks were doing with leads. I didn't feel it. So the next year, this was 2023, I said, you know what, there's probably— I do— I started making money, did my first million dollar year. John was 2020, so 2020, '21, it was just like, ah, kind of, I'm not— let's— I'm excited, but like, okay. And then in '23, I went to the event and everybody was making money, boom boom boom, on stage, and I was just watching people get awards and I was like, this sucks. And where my agency was at the time, it wasn't like, oh dude, overnight you were about to just do $20 million. But what I could control was my sales. I can control that. So in '24, I said, you know what, I'm gonna walk into this damn event and I'm gonna learn how to sell some insurance. Y'all might be like, dude, you're already in the industry making millions of dollars before that. I know, but I was closed-minded on what I knew on how to sell insurance. I didn't think what these guys were saying was wrong. I just think it didn't apply to me because I knew how to sell insurance. I don't want anybody in here to go in there thinking they know how to sell insurance if your family could benefit from you selling more insurance. Do you hear me with that? See, if your family can benefit from you from selling more insurance, you need to go in there ready to learn how to sell more insurance. That was the biggest change for me because I was like, I'm gonna listen when this 19-year-old's on stage. I'm gonna listen when this single mom with 3 kids is saying that she did a million dollars. I'm gonna take notes on what the hell she's doing. I'm not just gonna clap. I'm not just gonna go, whoa, that was a great story, because bro, I'm a team player. I'm not gonna root against you. But I damn sure wasn't downloading that shit into my hard drive. I made a decision to be a student again. And there's somebody on here who needed to hear that. There's somebody on it who's walking into the event who needs to knock that chip off their shoulder and say, you know what, I'm not cash flowing like these motherfuckers are. I'm not. and I control it, so I gotta listen. Y'all, I was 12 years into the business and I had to have that reality check with myself. I don't want you to walk into the event if you need to have that conversation as well. Any questions, comments? John, you know what I mean? Like, I'm just on my heart.

Yeah, that dude that I talked to the other day, Dylan Smith, 22, dude. He netted after expenses and leads last month, $174K. 22. I'm like, what? Like, what?

You know what I mean?

I'm like, and he got licensed on his 18th birthday. I'm like, yo, my son just turned 18 and I ain't got him to get his license yet. Can you talk to him for me? So I'm sending them to Braden. I'm like, yo, go, go over there, you know. So yeah, I, I think it's— I think a lot of us can walk in that way, dude. And I can definitely say I've done that for a lot of years, you know what I mean. Gone in and got— we got this thing figured out. It might, might not be exactly, you know, perfect, and— but we got things figured out. I don't need to listen to this guy or that guy or this, you know what I mean. It just is what I can— I can relate to that fully, you know. And it's hard, it's hard to be to continue to be a student. It is hard, especially as you start making some money. I mean, it's one of the hardest things to do, um, but it's needed to keep growing. Because if it's that— hey, that grow or die thing is real.

It is real.

Yeah, it's real, man.

And there's changes, yeah, that, um, that we all can make. And I think the value of our insurance license is something that we all need to just really, really remember is how valuable it is. I think, you know, it was a lot different. Like, when we, when we were starting, man, it was— not to say there was this, um, there was some glory in, in, in, in coming out of the field.

Yeah, yeah, 100%.

There was.

Okay, okay.

And let me explain to you guys, like, what was— what the glory was in my eyes. And John, maybe if you agree, and if there's some differences, let's speak on them. But I think it was— it wasn't that I don't like selling insurance, okay? It was that the time it took to really run a profitable agency in-home, you couldn't be in the field still. Like, I couldn't be in somebody's house, deal with my staff, do this, do that. It's like It literally— there wasn't enough time in the day. And if there was, you wouldn't— your marriage would go to shit. You would never see your kids. And it was just like— so it was— I, I did— I saw the freedom of actually being able to have a life was, okay, well then I guess I got to give up the field so I can have a life and run my business. Today with virtual sales, to where you can have a VA and the AI system running a whole bunch of stuff, And I actually— and when I wrote apps back in the day, I needed somebody to follow up on my apps to make sure they got paid and make sure my handwriting was good. Like, there was a whole lot of stuff that, bro, like, yo, like, dude, I want to get the hell out of the field so I don't gotta deal with that shit. Does that make sense? Today, what do we really have to get away from? You guys know Mahmood works with Zach? He still sells Hall of Fame numbers. Team does 3, 4. Yeah, I think he adds a million dollars a week. I'm being facetious, but like, he don't need to be selling, but he goes, what else would I do? And the money's that good. Like, why would you turn down 20, 30 grand a month? That's insane to me. And all I gotta do is just— like, this is my home office. I just gotta walk in here and put a shirt on. I may not even have pants on right now, who knows. Like, this is crazy. And I would— I never got into this, John, to work from home. I never got into this for flexibility. That was never— I didn't give a shit about flexibility. I didn't give a shit about— I wanted to make money, period. So guys, think about all the things that we have for us now. A cell phone, we got virtual things, we got all this stuff. Why would you be in a hurry to give this up? AmeriCo paid me $7,000 today. Why would I be in a hurry to stop that? I want people to come out of this event with this— like, dude, build the most— the baddest ass agency in the world. But I promise you, John Wetmore, your agency, where it's going to go, that, that, that, that those offices, the cubicles, all that, like that, that, dude, it's gonna go because you're going.

Yeah, 100%.

Yeah, it's going to happen, dude. You're figuring it out. John don't need to be selling for, for like most people. They, well, why don't you just sit back, figure out the systems, get the thing and do that? He goes, dude, I'm gonna sell my way to that. Can you walk us through, like, you have that goal, what you're gonna get out of the event, but you're not sitting back saying I'm gonna learn and take notes on this shit. You're You're doing it. Talk to us through that though, because that's— dude, I promise you, I see one of your reels, bro, I quickly go, all right bro, why don't you get off your ass and like call some leads? Makes sense? I'm just being real. You motivate the shit out of me. Keep posting 10 times a day, bro, because I need that. Okay, but every time I see you, I'm like, ah shit, let's go. So what are you doing? You're working your way to that goal. You're not just— walk us through that, dude, and why you're doing that.

For those of you that have followed me for a while, you know, I've, I've helped build this agency up to over $200 million in paid annual premium per year. We have over 5,000 agents a year that sell, and I am rebuilding. We're building a new base shop, helping people build big agencies, get to multi-seven figures in income, or producers that want to, that want to just sell and get to a multi-six-figure sales career. Hit me up. I'm hiring direct. I'm looking 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. Yeah, I think, dude, you know what's crazy is like, you know, I get a lot of credit for shit, but like, I don't make Zach and Mahmoud and all these other guys in our agency do nothing.

You know what I mean?

At this point, they're grown-ass adults. Hell, half of them are partners now. Like, they don't need me for shit anymore, you know? And it's like, over time, like, remember when we first got out of the field, how weird it was? I mean, it's just like weird because you ain't the one driving the money anymore and you're like, what do I do? I don't know. For me, it was awkward as shit getting out of the field. I didn't, I didn't like it. I didn't understand it. It felt awkward, but it was necessary, you know, at the time where we were to grow things. Um, you, you realize at that time we were losing money by selling insurance.

Yes.

You know, and more importantly, our agents were losing money because we couldn't be there to help them. Because, dude, I remember being in the field writing an app, I'd miss 7 phone calls from agents who are also in houses, where now I can just unmute and help them, you know what I mean? Um, you know, so I think over time, as it, as it as it started to grow, it got weird again in the sense that, dude, once, once I taught people how to do stuff, and, and they certainly learned from a ton of other people, I just tried to be my little piece to everybody's puzzle and add value to y'all's world the best I could. And, you know, one of the things I always screamed was like, if you're learning from just me, you're making a mistake, because I'm really good at a couple things, but I suck ass at most things. And so take the good from me, leave the bad, and, and implement stuff in your business. And it's done well. But over time, dude, this thing grew so big, I got bored, like mentally. Like, I— there was no challenge in my life whatsoever, and the agency would grow whether I did anything or not. And then you start to think, like, hell, if it grows without me, the fuck am I— what do they need me for? You know what I mean? Like, no offense, like, I could quit today and our agency would double next year, probably still. I'm like, Well, damn. Well, what am I doing? You know what I mean? You start to question, like, what value do I add to people? And certainly I can see ways I add value and help people, whatever. But, right, no, you know, yeah, if I start looking at, like, all right, we have a— I helped a lot of people become Integrity Partners that were direct to me, straight up. Hey, name the last one. I'm like, damn, I don't like that. You know what I mean? Because it's been a while, right? A direct one from me that's popped, dude, has been a minute. I ain't blind to that, you know. And then the telesales game changed, obviously. It's, it's different, if you will. Um, and I think as I started, I, you know, I made a decision last year, um, to start building a new base shop again because I can certainly look at it and go, all right, we ain't— we— I worked in depth for along and done so many other things, it's like I kind of lost— not track, but I kind of lost touch with what we do in a sense, right? So I'm like, you know what, I want to, I want to take some young guys and help them get rich. I want to do that again. That was that— my favorite part of this journey was us running '15, '16, '17, that those years We're in London all together. Remember that picture, that one you sent, that we're all part— became partners? Like, that's still— I think about that picture, dude, and I'm like, yo, we had no idea what was coming to us at that stage, but we were all running together. We were on a mission. We didn't really know what the mission was, but it was like to just take over, you know, and, and, and financial freedom, certainly for our families, and, and to provide opportunities for others. And so for me, I decided last year, I'm like, you know, I want to do that piece again. So I started doing it again, and then it gets into telesales. And just quite frankly, dude, people are like, it's hard. I'm like, you know, you can sell it, dude. It's interesting. People requested insurance. This ain't that deep, bro. Cut it out. You know what I'm doing all that, and you, you hear enough times, just straight up, dude. And I'm motivated by funny things, so I don't know if this is helpful or not to people. But I heard it. I heard enough times that people would go, you don't do it. How do you know? I've talked about— I'd be training and it'd be like me talking like you just did uphill in the snow both ways back in the day when we had paper wraps and all the shit. Dude, I had enough 20-year-olds go, you don't do what we do. And it pissed me off, bro. Just straight up.

Yeah.

And I'm like, and then at the same time I'm like, all right, maybe they see something I don't. Fair point. I don't do what you do, but mother effer, there's enough people doing this thing. I'm 100% sure I can do what you do or what you're trying to do, because none of them were top tier, you know what I mean? They're like mediocre, just trying to figure it out, struggling. Leads are hard, they hang up on you. It's not the same as in the house. You can't talk to it, you know what I mean? Just all the excuses they all give. And I got tired of training on theory and I was like, you know what? I'm a big— I'm motivated a lot, Dom, by like, fuck you, watch me. Yeah, I'm that guy. And so someone pissed me off in October enough for me to go, I'm ordering leads. And so I ordered leads and I stumbled my way through it. Because I ain't never done telesales. Um, and you know, it took a minute because it's different. I'll give you that, it's different. But I'd say, I'd argue till I die, it's only this much different. No, because at its core, the leads are the same people. They're still families who give a shit about their family. You mean a lead is a person? I don't care if it's File's lead or Joe Blow's lead or what, as Sean said on a video I saw today, somebody dropped a piece of paper on the floor with a name and phone number on it. Like, at its core, there's a person behind every name and phone number, and that person, I'm 100% sure, cares for their family as much as you and I care for ours. That I know for sure. I don't care if it's in-home, telesales, whatever, whatever way you want to sell them, that don't change. You know, so I decided I was just going to learn how to, how to approach it differently because I think that's the only difference between field sales and telesales. And now I'm 100% sure because I wrote 20K this week on my own pen. All of it's approved and it wasn't hard. Are there difficulties to it? Yeah, such as life, dude, you know. So I, I just decided I wanted to go out and show people because I think that's always the way we led before. Was from the front and show people how to do it and go, catch me if you can, bro, here's how I do it. And every single sale I did was live on Discord. Everyone could watch all of it. They could watch every hangup. They could watch everything. I got yelled at. They could watch every sale. And what I, what I hate about last run, bro, was none of it's documented. We weren't smart enough to know social media was coming and it was a thing. We documented nothing. The only thing we do have, bro, I still have 1-800-Conference-Call, FreeConferenceCall.com, whatever the hell that thing was. Dude, I still have all those recordings, bro. But there's no video of us doing anything. There's no content of John Wetmore, Dominique Rogers selling back in the day. That don't exist, you know. So I was like, I don't know, man. I was just motivated to go out and lead from a different way and show people it was done. And I think it holds more weight when I talk about things, when I'm, when I'm showing them how it's done versus talking about how to do it. And that, that never changes. And dude, everything in my world has blown up. And it took me a minute to figure it out. Now I sold some right away. What I will say I do have that doesn't go away— we have a skill set, dude. I'm 15 years talking to people. I know how to talk to a lead better than y'all know how to talk to a lead. It is what it is. You can't take that out of me today, you know. So I, I got to come into it with a little bit more of a skill set because I earned my stripes over the years. But, you know, I, I think, dude, everything in my world is starting to blow up to a level I didn't see coming because of it. And now it's been— I did November, December, January. This, uh, I think October was part-time. They started at the end of September. October, November, December. Um, last month, December, I issued $40K, dude. And then, hell, last, last week I wrote $20K. I'm like, I couldn't tell you last time I wrote $20K, if ever. I don't know, unless it was a big annuity. This was all— hey, and be clear, all final expense, bro. I ain't doing nothing fancy. I ain't doing IULs. I ain't doing truckers. I ain't doing annuities. I'm selling basic-ass final expense. Half final expense, half vet final expense. That's all I'm touching, you know. And it's like, man, my— the, the attraction from agents. I had no less than 15 agents reach out to me this week that want to work with me. My Discord's blowing up, my social media is blowing up. The amount of people that want to join the team, not only on my team, but the, the guys that I'm running with that I'm teaching how to do it, their stuff's blowing up because they're sharing everything that we're putting out there. Um, and not— no, I'm, I'm making— this is how I sell, for anyone that is confused. I pick up my cell phone and I call the leads. Now, Phyles a savage, and I don't know what he's figured out, but a handful of them a week call me. But I'm not sitting there taking like live transfers and special magically. They just, when they fill out the lead, there's a little page that says John Wetmore's your agent, here's his phone number. Some of them click on, you know, but the overwhelming majority of this is just outbound calls on my cell phone. I don't use the dialer, I don't use a system, I don't use a person to dial, I don't use a dialer like machine, I don't use AI, I don't use shit. I take this and I make phone calls. That's it. That's all I'm doing. There's nothing to it, dude. And I'm doing it that way to show that you don't need any of the fancy crap all the dingbats on Facebook say you need, especially the ones that don't sell insurance and they're just selling you some product because they failed at life insurance sales themselves. So now they sell something, you know. And there are good ones out there, you know what I mean? That's like their stuff. But for me, dude, I like to show the simple way to do things. I'm still tracking shit by paper, bro. I'm still checking off a Dow sheet every day. Like slashes and circles. And yeah, it just, it just keeps me in a rhythm and it shows my numbers. And yeah, buddy, I just like stick to the basics, dude. Like, if you went— if you're, you're— I know Cam's playing sports and stuff like that. I'm sure you're not doing all this virtual hooking up straps and things to his body to get him. He's probably hitting off a tee a bunch. That's it. Like, basically never gonna change. Correct.

For what?

None of that shit matters, dude. And so for me, I'm just— I'm excited to, to, to— and what I love about it, dude, is in my little bubble of agents, the direct base shop, which I haven't built a base shop in, bro, since you were in it. Yeah, you know, um, you know, it's, it's, it's, it's blowing up in a way that I didn't see coming. But it's like, dude, being able to to teach people how to make money at its most basic level. And it's not because I have money that I'm doing it. I'm buying the same— what everybody hits me up the most— what do you think the most common question in my DMs is right now?

I want somebody to put it in the chat. Put it in the chat, you guys.

See, I'm seeing what I'm selling. I see my—

I see you all. That's it.

Yeah. What leads are you buying?

That's it.

Every, every mother effing DM is what leads. My response to everyone is the ones you all say suck.

That's it.

Those are the ones I'm buying. I've tried them all, and you name a lead type, I've tried it. They all work. I've sold them all. ILC leads, GOAT leads, age leads, new leads, this lead. Then the dude, it's a name and a phone number with a family. And the reason why Dom and I and others are so good at selling is because we understand there's no magic behind the lead. Can you target someone? Sure. Can you ask for fill this out for a free cookie and they fill it out? And that— yes, I get there's some lead vendors suck ass, but at its core, most of what we do is like, hey, do you want this? Yes or no? If they say yes, they care about their family. Are they all going to buy? No, zero chance of that. I think I sell— I sell under 10% of leads I get. Yeah, to be clear. I sell under 10% of the leads I get. I don't have a 90% close ratio, I have a 50% close ratio. I don't get 90% of leads to answer the phone, maybe half if I'm lucky. I just call more than y'all. I'm telling you, that has not changed, Dominique, in 15 years doing this. I sell more every week because I call more every week. I don't get emotional when they hang up on me. I don't get emotional when they say they're not interested. Do I try to overcome it? Obviously. Do I have a better skill set? 15 years. Yes, I do. Earn yours, please. Earn it. Go earn it. You can have it too. All I did was keep going, and I'm the guy that quit. If you'll do— see, all that— know my story. I was terrible at the beginning, and I quit for 2 years. Which is why Dominique's been in the business longer. I actually got my license in 2010 also, bro, but I didn't do shit till the end of 2012, you know. And so, dude, I just— I don't know, man. I think like— and the money, bro. So me and Maddox are watching the game last night, right? And again, dude, we lived— we live good. I'm not broke. But like, just being straight up, when you're— when— can I just be really honest, dude?

Please.

Like, when you sign with Integrity, you get a big-ass check, but you know, then we become employees and half of y'all make more money than us. I don't know if anyone's confused by that. I'm an employee by Integrity and they pay us like shit because we're waiting for an equity event. We own the company. Our job is to build the company and have it worth a certain amount that some big event happens and we get paid a shitload of money. In the meantime, We don't make jack, in case anyone was confused. Fair, Dom?

Very fair.

They pay us nothing, so that big check doesn't last forever. We're worth a lot of money. We're worth a shit ton of money, Dominique Rogers, but we can't go to the bank and get it. Right. It don't work like that. It's a different level. There's different game— there's different levels to this game, right? I like to live good. I like to spoil my kids. I like to spoil my wife. I like to spoil my team. Dude, we're watching the game last week, last night. Maddox has wanted to go to the Super Bowl forever. This is what he wants to do. He likes going to World Series. He likes it. If you come down to Maddox's— to our room, Maddox has all kinds of autograph stuff. You've seen that, dude.

Dude, it's badass, by the way. Yeah, it's so sick. Okay, like, oh, his room. Yeah, yeah.

I mean, you should never show cam.

My son's like, I want a room like Maddox's. Can I have my own refrigerator and my own snack cubby in my room? I said, damn, bro, let's go. All right, but keep going.

So we're watching the game last night. I grew up in Boston, so I'm Patriots fan by default. Maddox just likes sports. We're watching the game, Seattle and, uh, whoever last night, the Rams. We're watching in third quarter, we're playing pool. We have a little pool table downstairs, so we're shooting pool, just dinking around. And somehow it comes up again, like, oh, maybe you go to Super Bowl, we should go to Super Bowl, you know what I mean? I said something like, damn, it'd be cool to go. I don't know where it is, I have no idea, I don't pay attention, I'm not that into it. So I'm like, yeah, it'd be cool. I'm like, where is it? And so again, keep in mind, I sold $20K this week. So I was like, yo, look up tickets. He's like, are you serious? I'm like, let's just look. I don't know what they cost. Let's look them up, dude. $10K a pop, one week. I'm like, I was like, let's buy them, dude. I sold that much in final expense this week, so I'm spending $20K to go to the Super Bowl. And again, we ain't got buckets of cash because integrity— I signed 6 years ago, you know what I mean? So it's like, cat, we're worth a lot of money, cash flow changes, right? So two different games. So I'm like, fuck it, let's go. I told them no last year because I'm like, well, we gotta weigh your integrity. The year before, we gotta wait for integrity. The year before, and we can take one day. And I'm like, you know, I'm tired of one day, bro, because I never had to say one day before when I was selling.

Damn, yo, this right here is, um, is, is the power of our license. This is, um, this is why some people ask me, dude, why you sell? Like Like, did you know the part to where, like, we get paid a lot for doing it and the choices you're able to make? Yeah. See, John, there was 3 years, that 3 and a half years, to where my dream started to deplete.

Yeah.

And I think about you, I'm like, fuck, 6. Shit. Makes sense. But dude, 3 and a half years that I stopped dreaming.

Wow. Yep, I feel your pain there, bro.

Like, there was no more dreams. Like, my whole life was a dream. Ever since I was born, I've been dreaming. Like, dreaming to play professional baseball, dreaming to do this, dreaming to that. And then it was like, dude, you got everything that you asked for, but then the dreams stopped.

Yeah. Yep, 100%.

Then it's like, you got a choice to make. Bitch, moan, complain. Or put your big boy hat on and go to work. Yeah, and going to work today with telesales and these leads that— I'm telling you, I'd get in my car and do it for my family, but geez, I'm happy I don't have to.

Yeah, buddy.

I know you is too. Does that make sense?

I hated it. I hated it. I hated it. I hated doing it. But I did it for 3 years because I need to take care of my family, dude. And I was tired of telling my kids no. And I have another— again, we're in a good spot in life. I have a nice house. But dude, I have to tell my kids no to some things now, and I don't motherfucking like it. So I was like, you know what, let's go. So we booked the tickets, the flight, and the hotel last night, like, on a snap, just in 10 minutes. I was like, let's go.

I was like, yeah. So confidence, the confidence that we all get from selling.

Now, yeah, this is, uh, there, Don. Yeah, can you see it?

Yep, yep. See you in Frisco. All right, don't fly to San— uh, Jacob Bruns thought he was flying to San Diego and ended up in San Francisco, by the way. That's a funny story, right? Like, he goes, "Dom, I'm at the airport." I was like, "Bro, you are not at the airport." No, you're far away too.

Yeah. Hey guys, just created something really cool, and if you want to be part of it, join the Discord group I just created. The link is going to be in here. It's a dope environment. You can chat with others that are kind of in the community. You can see behind the curtain of our agency, have access to all kinds kinds of stuff that we got going on, events, and my staff is in there. Um, we have agents in there selling, me helping agents and sharing information. We're gonna, as we build this thing out, share everything out there with all of you guys. So again, follow the Discord if you want to be part of everything we got going on. Join it now. We'll see you in there. Hope to help you more.

Uh, I think Jenny— Jenny, you got a question?

Yeah, she's had her hand raised for like 4 and a half hours. Yeah, I apologize, Jenny.

All right, patience is a virtue. Um, I'm brand new in this. This is some— I used to be a teacher. Um, this is only my third week. I'm going to convention this week. What are, um, some things that, or some mistakes that you guys used to make in the beginning that looking back now, you know, you're like, oh man, I, you know, I wish I knew better, you know? And in ways where I can like translate that to my new team too, to help them grow faster.

You're 3 weeks in and hiring already, is that what you're saying?

Yeah, I already have—

hell yeah—

3 or 4 people getting started.

Hell yeah, I love it. Good for you.

Thank you.

Congrats. I'm gonna let Dom— I mean, Dom's deep in thought, so I'm gonna let him rip first.

Well, dude, I— well, the first thing I'd say, well, since you're building a team but also you're selling, or you're selling at a high level, you want to sell at a high level.

Yeah, I did $3K today.

Today?

Yeah.

Um, I would say the biggest mistake, one of the biggest mistakes that I made as in writing insurance was I was so in a hurry to write new business that I didn't conserve my business. Like, I thought every time somebody called me, a client, they were— it was net. I was so negative. My clients called me I thought, man, they're gonna cancel it, so I don't want to pick it up. Or if I pick it up, I'm nervous that they're gonna cancel it. And then I'm like, oh, like, you know, versus just saying, hey, what's up, Jenny? It's Dom. Oh, hey Dom, I'm just calling to check on my— like, whatever they have. Like, I used to almost run away from it. It was almost like, did you really like me? Like, I was dating people and be like, oh my God, like, they didn't really like me, and if I talk to them again, they're gonna realize that I'm ugly, so like, I don't ever want to talk to them again. Like, don't— that was just— I don't know if anybody can relate to that, but your clients, don't be afraid of them, don't run from them, um, and just service them is what I'd say, you know what I mean? And if you get an insufficient funds email from Americo, don't immediately go, those broke asses, which is what I used to do, okay? And those broke asses turned into I never called them, or if I did call them, it would be emotional. Makes sense. And then they wouldn't pick. And the first time I called them, they didn't pick up. I'd go, 'F them,' and I'd never call them again, right? Because those are my issues versus, you know what, maybe they just didn't pick up the phone. Like, remember, dumbass, they took 17 times to pick up the phone when you first called them and sold them. Like, why would they pick up the first time after? Like, I just wasn't really thinking through it all versus just slow down. So slow down, conserve your clients, follow up with them, and don't just run to writing new business. Still write new business, but You know, don't put it to the side.

Well, I already got that done. I checked on all my clients with the storm. So yeah, love that. Thank you.

I would say for me, from a sales standpoint, my biggest issue was definitely being emotional, especially about the negative side. You know, the hangups, the cancels, the chargebacks, the kick rocks, the I didn't do it. You know what I mean? Like all the negative pieces we do. I'm very emotional and I'm very negative by default, right? Like I always, I've been telling the story lately. I had Dom, I had this, I was in like a grocery store parking lot trying to get to the other side of it. You know when you cross right in front of the grocery store, they're all this way, they got the little speed bump 'cause the crosswalk where people come out. Well, dude, I'm slowing down and there's someone walking out of it, and he's looking at me making hand gestures, you know what I mean? And I'm like, yo dude, I'm nowhere near you, what the fuck? And he looks over and he's doing it again, and I'm like, motherfucker, dude, like what? I'm like getting heated, I'm starting to boil. I get up and I'm creeping, like creeping, I'm nowhere near him. I get a little closer, he does another one, his lips are moving, and I'm, dude, I roll down the window, bro. Guy goes, hey man, dope car.

I'm about to move my car.

Do you want to park here? Meanwhile, I'm ready to fight. He just wanted to help me and give me his parking spot, you know what I mean? By default, I think people are out to get me, bro. That's who I am. So I have to be very protective about being negative and emotional. And so the best thing that I ever did for me was to start to track everything. I'm a nerd. Dude, not only do I put it on a sheet like this, mine goes into a spreadsheet after, and then I can look at it. And, and as much as I'm in it to help clients, and, and I understand where we help them, and I'm not saying clients are just numbers, but like, I know my number.

That's right.

I can reverse engineer any amount of income I want in this business. I know exactly what percentage of leads pick up for me over the long period of time. I don't know how many you're going to pick up on a Tuesday That I don't know. That I'll never know. That will change, Jenny, like you'll never believe. But I know that over the course of 3 months, it's like baseball, bro. You're gonna have— you're gonna go 0 for 4 multiple days in a row sometimes. But dude, if you stay consistent over the course of 3 months, you have an 0 for 4 day, it doesn't affect your batting average at all. It does nothing to it. But on Tuesday, if you go 0 for 4, you have a 0 batting average. You lose your mind over it, it's not good. So for me, like, I understand, like, I know on average, Dom, in the last 4 months since I've been selling, I sell an app every 66 phone calls on average. This is what my number is today. I know my average app is $1,600 on average. It's just what it is. So when I write a $20 app, I don't get emotional. When I write a $400 app, I don't get emotional monthly. You know what I'm saying? I just don't get emotional just because I know the averages are the averages, and the averages will always average. You know, I know I'm going to close 50%. I know I'm going to close somewhere around just under 10% of leads I get in. I just know. I know my numbers so well. I know how much activity, Jenny, equals X amount of money. I know exactly what to do to make a dollar, and that allowed me to remove all the stuff in the middle that takes to get that dollar. It's activity equals dollar for me. And that if I can remove all the stuff in the middle, that means during the activity, prospecting and presenting, I can be very intentional and I can be very in the moment, which allows me to pay attention to my client's needs and have conversations. And I don't care if I'm selling it or not selling it, because in that moment I'm just putting in work. You know, and this has become a very big numbers game in the sense of don't be emotional about the ups and downs. Most people on a little roller coaster in this deal and they go like $3,000 this month, $8,000 next month, $4,000 next month, $12,000 next month. It's like this little up and down, right? And everybody's like, I want to be like John and Tom and so-and-so. I'm like, do you think that someone who sells $400,000 a year sells $34,322 every month or whatever the number is? It don't work like that. One month it's $28,000, one month is $47,000, then it's $32,000, then it's $56,000. It's a roller coaster too. It's just way up in the sky because they got more activity. That piece don't go away. In fact, I bet I had more chargebacks this month than most agents, but I've also deposited more money. You know what I mean? It's just— and so for me, the removing the emotion in the moment during negative, the quote-unquote negative pieces of this, of this industry. Learning to get that out of my, out of my mind and not affect me changed everything for me.

So awesome. Thank you, guys.

John, that was such a spot-on answer. And you guys, when you come to the event, you're going to get so much of this. You're going to get so much of— let me remove the emotions. How do I remove the emotions from this business? If we all knew how to control our emotions, everybody would be selling $500,000, $600,000 a year if it was that simple. It's a lot easier said than done. Yeah, yeah, you know what I mean?

It takes time, man. It takes time to get there.

When you see it, it always reminds you of like, okay, this is where I need to be. It centers you. So as you guys are rolling into the event, start thinking about what do you want to get out of the event? What changes are you looking to make? Okay, what income are you looking to achieve this year? And like John said, I can reverse engineer. I promise you, you take enough data this weekend of what people are saying, put it with your goals, and then talk to your manager, mentor, whoever you're working with. Dude, they'll help you reverse engineer what you, what you heard, what was done, and line it up to what your goals are this year. And I think everybody coming out of the event needs to have a really good conversation with who they work with. With. All right, and this is what I'm— this is what I want, this is what I'm willing to give up, and this is, you know, and can you help me with how to get there? And be open to it being answers like John just said, with just straight up activity. All right, we're gonna wear— we're gonna get wore out this week on— damn, that's it? That's what you're gonna think. You're like, dude, that's it? Damn, that's it. Just like when you were saying, he was like, oh, you guys are probably thinking John uses wavy and uses, um, Practical Dialer 2.18, 17,000 version. You thought that he was gonna have a spreadsheet that was like, oh my God, where did he get his spreadsheets from? Like, no, dude, he uses Verizon and an iPhone or AT&T. No V.I.O.P. When he calls, it says Jonathan Wetmore, maybe John. Does that make sense? I love when I— dude, I call people from my same number I've had since I was 14. It's like you don't need to get sneaky, you just need to get to work. And you're going to see a lot of people this weekend that just get to work, that just get to work. So John, it's been fun doing this with you, bro. All right, I know we found out that we were doing this like 28 minutes before we started. Like, this is— y'all would have thought we took all week and planned this, right? But nah, this was like 17 minutes before.

But we made it. We didn't even gotta connect on it. We're just like, hey, we'll figure it out on it. We're good, we've done this.

We just started and said, you know what, all right, this So let's figure it out. I appreciate you guys. If you guys see us at the event, point— come by, dude. Tap me on the shoulder. Yo, I'm working the Success Zone, man. Just wanted to say what's up. Makes sense. If you're on social media, tag people here so everybody sees. If you're looking to recruit, this weekend is a great weekend for you to get the people at home in the game. Get them in the game. Show them who you're with. Show them the people you're around. Show them the dinners you're having. All that type of stuff. So I look forward to meeting you guys. John, I look forward to seeing you, brother. It's always love, man. Thank you guys. Frank, Jamie, Mike, thanks for having us on tonight. See you guys later. Oh!

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