This IUL Phone Script Makes Me $85,000 Per Month ft. Weston Walker | Ep104

Are you doing anything to get their appetite for budget?

Yeah. So I figure out their income first and how much they're looking to set aside so I can pull up the script here. I'll read it word for word because this is what I do on my script. I literally read my script word for word.

Every time you share your screen, bro.

Yeah. So do you know, John, do you know a little bit how a 401 works? So you can only allocate a certain amount towards it based on your income.

Oh, sorry. I was starting to read.

Oh, I asked.

What's up, Weston?

Johnny, what's up, man? All was good, brother.

How about you?

Pretty good. Do you have a pod before this?

I did. I just— yeah, it was a podcast turned into— this dude showed up, great guy, Hakim. He's in Mahmoud's group and that Blueprint group. He showed up with like 25 people with him.

Really?

Yeah, like his whole team was on it. I was like, this is fucking awesome. So I just—

they have a tight— they have a tight-knit group over there.

There's—

hell yeah, I have some— I have some Arabs on my team and they're just like tight, like brothers, you know.

Yeah, yeah, it was cool. So yeah, we just— I don't know, I don't know what Reese is going to do to edit it to make it a podcast. It, yeah, it went all over the place. They started interviewing me at the end. It was great, dude.

I want to interview you, man. I feel like I should be talking to you.

I love it, bro. Well, thanks for coming on the podcast, dude.

I, uh, thanks for having me.

Yeah, one of the ones that, that took the bull by the horns and was like, hey, can you— looking for guests? Like, sure, why the hell not? And I've seen your stuff on social. I know you're killing it. You've been doing, you've been doing well, I think. I mean, I've seen—

yeah, I mean, I, I reached out to you at the start for advice. I mean, I appreciate months ago, if you remember. I remember, yeah. You were definitely giving me advice and I came out here to Arizona. We got a cool office out in Scottsdale. I'm with Hayden Hill. You know Hayden? Yeah, yeah.

I know Hayden super well, yeah.

So yeah, he's a good dude. He's taught me a lot about the business, but yeah, I just finished my 5th month in the industry. So just personally producing a lot and starting to recruit, try to get that comp up as quickly as possible so I can build this thing.

Yeah, I love it. I love it. I think I saw you on TikTok or something too? I feel like I've seen you on there. Yeah. I feel like you have— I scroll. I don't do a ton of social because it's just, eh, but I'll scroll TikTok a little bit and every once in a while someone insurance will pop up and I'm like, oh. Yeah. So cool.

Thank you, bro.

I dig it. So what would you do before insurance? What were you doing?

I did, man, I'm a kid. I'm 21. I went to school. I played golf in college. I was in real estate for 3 years. I don't really count that though because it was part-time, but I was in like finance. I was all, I always wanted to do like finance, something with investments, things like that. But I'm like, man, if I can scale the sales thing, it's, it's so, it's so much quicker to scale. I'm like more of a business guy rather than like numbers. Um, but I love people. I love working with them. And if I can use social media, because I like that too, to my advantage, then I'm going to do that as well.

When you say you're more business guy than numbers, what does that mean?

That's a good question. I like people and numbers. So if you can combine the two together, I think—

Is that not what you said? I thought maybe I misheard you.

Yeah. Yeah. So, I mean, I was in— I had a podcast before. I interviewed people in private equity and like building businesses. That's what I was more passionate about, people that have built and exited companies. So I'm like, why not do that in insurance where you can get multiple streams of income?

Yeah. Okay. What do you, what do you, what do you, what have you learned about scaling from interviewing all those people?

Well, I've learned from scaling that you need cash flow, number one. That's step number one. That's what I'm trying to solve right now. Number two is, number two is people. You got to have cash flow and then you got to hire the right people. Okay, this business is fairly easy because it's a sales organization, but eventually you're going to get an admin. Like, we have an admin that I use. Other than that, you know, people that help with social media. It's a very simple business, like, you know, just sell and teach people how to sell.

So it is that simple. It is that simple. You sound a good bit.

A lot of work though.

Yeah, you've been, you've been, I think you're knocking out $50,000, $60,000 a month plus, aren't you?

Uh, yeah, $60,000 to $80,000.

$60,000 to $80,000. Didn't mean to Oh, for how you— how you knocking out that kind of volume? And let's do this because again, always people, people always get weird and they're like, what should that submit? What's your rate? How much you making? So give, give them what you're—

so 66 IP in January, or sorry, let me just take you through the journey. I'm gonna take you—

let's do it, let's do it, bro.

This is— are we recording right now?

Hell yeah, yeah. He's always got me ready because I go off the rails with stuff, so he's always got to be ready.

So At the start, I mean, I came in this business, I was spending money and I wasn't depositing as much as I like to. So I think month 1, I have to look back at the numbers, but I sold like $5,000 and I spent like $2,000. I think I broke even after chargebacks and all that. It was a tough start, man. So month 2, I mean, the first 60 days I was learning the business, I was showing up 12 hours a day. I would drive an hour to the office and I had to— I had to dial all day and I had to learn at night. So I didn't want to learn during the day. I wanted to learn in the off hours when I literally, I literally couldn't dial people. So I'd show up, I'd be dialing bronze, silvers, vets, all these old leads and just trying to make sales, guys. I only had like $2,000 in my account, which is a decent amount, but don't get me wrong, I needed money to live and, and pay for stuff. So I would say month 2, I sold like $15,000 and submit. Probably IP'd, you know, 12. I was in college. It was like part-time. Month 3, I went full-time. $40K she paid. Month 4 was $66K. Last month hasn't come out yet, but I submitted $86K. We'll see what the amount ends up being. And then here's—

because they overlap and all that. Yeah. Huh? Yeah, because it overlaps and some's late and goes to the next month. I get all that.

Oh, definitely. So I would say, um, you know, this month, I— this, this past week has been tough, man. Like, out of nowhere, One sale this whole week. I had 16 presentations. I went 1 for 16. My close rate is about 40% or higher. I don't know the exact percentage, but I close a lot of business. I usually— I'm used to closing 2 to 4 people a day. And past week I closed one deal. I'm like, what is going on? So I need to get back.

How you handling it?

It's, uh, it's— I don't know if it's like Ryan said, it was like commission breath. Ryan Manrique, he just got the MVP. He's like, you know, might be getting a little commission breath. Might be, you know, A little, a little dry for a week here.

So it's like, um, it's like sports, bro. You a sports guy or no?

Of course.

Okay, baseball is the best analogy. You mean you got a guy that can hit.320 all year and then you watch on SportsCenter and Aaron Judge has gone fucking 1 for 32 in his last 7 games? You mean like that happens all the time?

That's the way it is. That's why we're in sales. We're competitive. We want to win. And, uh, you know, if you're competitive, this might be the best industry for you.

Yeah.

Yeah.

I think what I would advise is you sold a lot of insurance. Don't overthink it and don't try to change shit.

Yeah. Just to the basics. Same script.

Stick to the basics. Yeah. It'll, it'll work out. The average is always average. That's why I tell people.

For sure.

Don't get too excited when you go on that 8 for 8 streak either.

No. Yeah. Because it could slip. I mean, I had 5 insufficient phones this week. I'm like calling people up. You got $100? Yeah, these people, man, you want to make—

this week is the week that it happens. You make a bunch of money, but you get some chargebacks.

Make sure people can afford it. But it's like, man, $100 a month, like, yeah, and then you got to schedule the payment out. But yeah, you deal with issues and it's going to come up in business. That's why we—

that's why you sell $60K a month to, yeah, to account for that stuff. I think the mistake is, as you learned early, is when people only sell a policy or two a week and then they get their 5 chargebacks on the 1st and the 3rd of the month because the Social Security shit— they move their money before the draft comes, you know, or they give you the account where they got to move the money into and they haven't put the money in it yet. That happens too, um, you know. So I think I was taught this, bro: you're gonna have 3 chargebacks every week. If you only sell 3 policies, those are going to be the 3 that charge back. So you better sell 10. You know, this is kind of how we were taught it early. So it's like 10 apps a week is the minimum for in my world with Sean and the guy who trained me throughout the years. So it's good. How much money you keeping, bro? How much you putting in the bank?

10, 20 grand a month. I mean, it's composite, you know, it's, it's, it's working up to the point where, you know, I'm selling IULs. Some of them are funded more towards cash value. So the payment's a little bit lower that way, you know, I get those IP numbers up, but the payment is a little bit lower. Yeah, even more than, more than I would get any other position, you know.

Yeah. So you can build it up and it's those that wonder trails naturally, right? You sell as much as you do in, in February.

A lot of that is going to pay out this month for sure.

Naturally, you know. Yeah.

I usually get at least, I'd say 80% are immediate. That's good for IULs, which is good. So you get paid next day. Yeah.

Yeah.

Yeah. I mean, the big vision is scaling the team, scaling the business. I got, I get a lot of people reach out through social media, which is good. Just got to find the right people that are motivated. I mean, you run huddles, you run trainings, and, you know, half your team shows up. It's kind of depressing, you know. You're like, I put so much effort in training these people and then they don't show up. But that's how it is in business. You got to find the right people that are willing to hustle. And I got one guy right now, second month in the business, he's going for $65K submit this month, and he's probably going to hit it. And he's never— he's never done insurance sales before. He came from car sales. Like completely different.

Sick.

Yeah.

I love it. Is he— what kind of leads? Final expense or—

No, he does IULs.

IULs right off the rip?

Yeah.

Okay. I love it. I love it. What kind of leads do you get to run IULs? Are there IUL leads you're running or is it like—

Yeah, I run IULs. We have an in-house ad here that we use. We have our ad guy, does a really good job. And, um, that's what I've been running for the past 4 months.

Okay. All right. Let's talk about it. Not a lot of people I talk to do play the IUL game, but I'm a fan.

Yeah.

You doing mostly simplified IULs or you doing like legit?

Yeah, mostly, uh, mostly simplified. They— I want to make sure they want the insurance first of all. I don't pitch mainly cash value, so I want to make sure that if they don't have insurance in place, maybe we put a little bit more towards insurance. If they don't have retirement in place, we put a little bit more towards that cash value. So you want to make sure it's structured correctly, and I go through the main 3 buckets that we use in selling IULs. Number 1, it's the death benefit. Make sure they leave something behind. Number 2, it's the living benefits. They need to know about this. You know, if they cover— if they get some kind of illness or disability, it covers them in case of any critical, chronic illness. We go through that. And lastly, it's the cash value. So this is the last thing I bring up. I want to make sure, like, they want the insurance, right? If they can qualify for it. Obviously, it's a hard product to qualify for. Some people, 500 pounds, they can't do it. So cash value. You bring up at the end to make sure they know their money's going to grow 7% to 10%, whatever carrier you go through. And depending on what they have and what they say they want, that's how I structure the IUL. Sometimes I do max funded, sometimes I do basic solve if they don't have anything, and sometimes I do that custom premium where I kind of fluctuate the numbers a little bit, make sure they get a little bit of each.

I love it. How are you on a lead when you're early? Let's kind of rewind. You get a lead in, fine, they applied to some kind of ad that says something about retirement, blah, blah, blah. I'm sure they're all relatively the same. How are you distinguishing if they're a fit or not first? What are you looking for when you're talking to them?

Yeah, so I ask the question, hey, when you were initially looking into this, were you looking for mainly the cash value or was it for the insurance as well? Always, like 99% of the time, they say, yeah, I want a little bit of both.

No kidding.

And then they ask me, like they come to me and I'm like—

I thought they said more cash on that. Interesting.

Okay. Most of the time. So this is why like our ad guys do what they do is because the ads, aren't like retirement, retirement, retirement. They're both— it's like protection mainly, and then cash value, obviously some people want that.

Um, so it's life insurance with added benefits, the angle.

It depends on the ad because some ads going to get people that only want cash value, correct?

Yeah, yeah, but I like the way you worded it. That's slick. And I did— I, again, I wouldn't have it, but I— people fall into buckets for sure. So if it works, that's probably how it will continue to work for other people if they just ask it that way. 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 am 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 of the training videos will be directly on my YouTube channel that's available to members only. Super easy to find. So join now if you're interested, click below. See you in there. Okay, so if they say a little bit of both, then how we, how we navigating? Are you eligible for this thing? How do you figure that out early?

Well, you ask them the medical questions and that's it.

So if they go— it meaning if they go, yeah, a little bit of both, what do you, what do you go from there?

Yeah, I go into the 3 buckets. I don't go straight to medical questions right off the bat, but I explained the 3 buckets. It probably takes like 5 minutes to explain the 3. Then I get into medical questions, obviously see what they qualify for. If they say they have all these kinds of illnesses, I don't go into the cash value as much after the medical questions. I kind of go into the insurance and kind of go into their beneficiaries, what exactly they're looking for to leave behind for their family. First of all, don't ask them how much they want to leave behind. They're going to say like a million bucks. But you come up with— yeah, you can't get a million-dollar policy for a 70-year-old, right? So You want to make sure after you get medical questions that you kind of redirect the conversation to the insurance and the living benefits. What's that going to do for them? What that's going to do for them and make sure they want it.

So going whole life in that case, I assume.

Yeah, a whole life.

Yeah. Yeah. Makes sense. I like it. It's an easy angle, actually. It's actually really easy to transition that when you do it that way. Yeah. Love it.

Okay.

So pretty simple. What's your favorite? America mostly, or what? What's your favorite one right now?

I mean, America was pretty easy, so yeah, it is easy. America, Moo, I mean, sometimes NLG, FNG for big ones. Um, yeah, yeah, usually people are like, my average sale is $1,800 to $3,600. Okay, so $150 to $300 a month.

What makes you go to like NLG, FNG?

Just, you can structure it towards, um, you know, FNG. I had a guy on the phone, he was $36,000, uh, annual premium. I was like, whoa. Um, and we structured it for him but ended up not going through. I had a $12K, uh, but yeah, NLG, FNG is like properly structured. I'm still learning that, but I usually just sell basic, basic Ameri— not basic soft AmeriCo, but usually custom premium AmeriCo. Um, are you—

are you doing anything to get their appetite for budget? Like, how do you, how do you ask, how do you figure that out, how much they want to put towards—

yeah, so I figure out their income first and how much they looking to set aside. So I can pull up the script here. Um, I typically ask them number one, what their monthly income is and what their bills are, things like that. But it's, it's really simple. You go and ask them, I'll read it word for word, because this is what I do on my script. I literally read my script word for word every time.

You should share your screen, bro.

It's hilarious. I could share my screen.

You could. You could read it and share it if you want.

I could. I could.

We're going to get the listeners legit value here. Here we go. Y'all screenshot it. Take— hopefully you don't have any weird websites open up there. I'm kidding.

No, I ask them, I ask them about their income. So, um, yeah, so do you know, John, do you know a little bit how a 401 works? So you can only allocate a certain amount towards it based on your income.

Oh, sorry, I was starting to read. Um, I know a little bit. Yeah, I get— yeah, a little bit. I mean, I kind of get the gist, but tell me more.

Yeah, so an IUL works kind of the same way. So when you first start, it doesn't mean that you can't make adjustments later, but when you first start, it does have to be within the guidelines. So that being said, John, how much would you say roughly that you bring in per month net? I know people may change, but what's the rough estimate to put on file here?

Like $7,000.

$7,000?

Okay, great.

Now, a lot of people who are more aggressive with growing their cash value might contribute between $300 to $500 a month. People who are more conservative might start with $200,000 to $300,000. What I recommend doing is starting with the lower option. This would be a good starting point. Make sure that you are approved and build that relationship with Carrier and myself because you can see how the policy performs and always make sure you have the ability to over-contribute later and grow that cash quicker because these policies are always flexible.

Okay, let's say I said $20,000 came off. I want to see the other script now that I see how this works.

This is freaking great. So obviously, John, you scaled a big agency here. You're doing well for yourself. So congrats on that. Now I've got a lot of agency owners that put in 500, 2,500 in. Got business owners that put in 100 to 500. It's completely up to you, right? So there are two things that matter. Number one, it needs to be meaningful, but more importantly, it needs to be something consistent that without a doubt that you can do on a monthly basis, knowing that you'll be able to put 2 to 3 times more than that in. So you know your financial situation, uh, what's a good monthly contribution amount for you?

It's so easy, I love it.

What you think?

Short and sweet. Yeah, we're gonna go $2,200.

$2,200 a month?

Yeah, it's my— 22 is my favorite number. It's not really, but I'm just telling you that. My actual— my actual— my favorite number now, my team will watch this, be like, why don't you say 34? $3,400, let's go there, because 34 is actually my favorite number. Well, I'd only do $10K.

Here, here's the thing. I always, I always, I always like to down close people because I want to make sure I don't get the— I don't get the first payment to bounce. Because I sold $1,000 a month one time. I'm like, dude, this is going to go through. I'm going to get paid $8 grand, whatever it was. And it didn't go through because the guy, I didn't figure out his income and his financial situation. So that's why I put all this together. And it kind of— it's like you want to make sure it fits their budget. So that's why I sell between $150 to $300 a month. They can always offer contribute later, obviously, to that MEC limit, which we don't need to get into. But, um, I, I make sure it's affordable for them.

First of all, this is the meat. Like, this is where the whole thing happens.

Yeah, I had a guy one time that he had to cancel his policy after 6 months, and then he came to me and bought, um, because he did $500 a month with his previous agent, but he couldn't afford it one month, and then he lost everything that he put into that one.

Yeah, yep, that's true. Yeah, you want to make sure it doesn't lapse on Yeah, yeah, I love it. What else is on there? Any, any more gold in there? That was great.

Yeah, the intro. Let's see, I build a lot of rapport in the intro. Also, after medical questions, you want— this is the part where, this is the part where you build lots of rapport because we get straight into it from the beginning, right? Usually I'd say about 30% of the time my calls are appointments, 70% of the time it's a one-call close. So, um, you build a lot of rapport after medical, obviously see what they qualify for. Uh, I mean, which part do you think is the most important to go over with people?

I think that, uh, the intro. Yeah, the intro is going to be big. The health is what it is. I mean, people know how to ask health, hopefully.

Look at how— John, look at how basic this intro is. Hey John. Yeah, yeah, John, it's Weston. I received the request you put in for more information on the IULs for truckers.

Yeah, got it.

Okay, perfect. Then what initially caught your attention with the IUL?

Um, I don't know, I thought putting some money aside would be cool.

Cool, just putting some money aside. Was it mainly that cash value growth for you, or was it the insurance part as well?

I mean, both.

Okay, both. I mean, that's why most people are looking into it for sure. And then a couple of these things are specific to the niche I'm working. And so yeah, I'll keep this brief for you. So the purpose of this call is first to educate you, and if it so happens that is for you. I'm a licensed broker through, um, your state who represents companies like AmeriCo, Mutual of Omaha, Transamerica, and numerous other insurance companies. So I can provide you with a company that gives you exactly what you're looking for. Just going to give you kind of a rundown on how the IULs work, make sure it's a good fit and could benefit you. And the final thing we can do is fill out an application to get a pre-approval, and then if we are approved, you can tell me when you want to start. Okay.

Sure.

Boom, straight into sending the license. Cool. At the end of the day, I always let my clients know that this is a life insurance product. So do you currently have any life insurance in place?

Nothing.

Okay, nothing. I mean, it makes sense why you'd want to have something in place for sure. And then do you also have any— you're looking in the cash value, do you have any retirement accounts, 401s, savings, anything like that?

Yeah, 401 at work.

401. Okay, so what's the main reason you're looking in the cash value of this? What caught your attention?

I can only put so much in the 401. I get a match and—

okay, definitely just something to put money into something else. But just to double-check, you don't have any IULs in place, correct?

No. Nope.

Okay, so for an IUL, I always like to tell everybody that it is a pretty premier life insurance product because it's the toughest life insurance product to qualify for. That's why it has the benefits like the living benefits and the cash value. Now, you don't have any life insurance in place, so this would make sure that you're taken care of. Now, how valuables work is, God forbid something happens to you, it'll give you a certain amount of coverage that pays out to your family. So that coverage will never go away or expire, and that's 100% guaranteed to pay out. Okay, so this is the death benefit that I explained first of all. Next, I explained the living benefits. Then I explained the cash value. Well, all right, let's explain.

I want to hear the cash value part.

Yeah, let's, let's skip the living benefits.

That living benefits are what they are.

Yeah, yeah, they are what they are. So yeah, I mean, a lot of people ask me how much it does an IUL cost, and my answer is how much do you want it to cost? Just because it depends on your situation. So how old are you, John?

I'm 48.

48, okay, perfect. So I mean, the way it works is as you pay a premium, some of that premium goes into a separate account. So that interest can range anywhere from 8% to 12%. So, you know, how with the high-yield savings account where you have to pay tax on the money that you make?

Yep.

Yeah. So that's how the IUL is structured a little bit differently, right? So the way with the IULs, the cash growth that you make is completely tax-free. So you can pull it out tax-free and penalty-free as well. So you actually have two options. So number one, later on, say you want to withdraw your cash value, you can definitely do that, or you can borrow against it. So let's say, John, you go to the bank, ask them to borrow a $30,000 loan, they're probably going to slap like a 10 to 15% interest rate on that, just depending on what it's for, right?

Yeah, makes sense.

Yeah, so that's the beauty of the IULs as well. So the money that you borrow against yourself is going to be very low interest. So it's going to be about 4% the first 10 years, And then after the 10 years, it drops all the way down to about 2%. So not only are you going to get very low interest on the money that you borrow, but you'll also be paying yourself back and not the bank back. So you're basically just being your own bank. Does that make sense?

Yep.

Yeah. So that's how the IULs work. And then boom, I go through a recap of the life insurance, the living benefits, and the cash value right here. Then any questions on how the IULs work so far? Usually they have questions about the cash value, which you know, are pretty easy to solve. Usually they're like, hey, how soon can I borrow against it? Can I borrow against it tomorrow? And I'm like, no, no, Susan, you can't borrow against the $100,000 coverage. You have to wait until the cash value builds up. So I like to be realistic with people and then, you know, just go straight into the health questions.

That's cool. I like it. Simple, straightforward. I like it. I like it. How many of these— how many, how many IUL leads do you run a week? For you to do what you want to do?

I run— I spent $6,000 in January, wrote 66. I don't know how many leads I got per week, but the cost went up for our ad a lot in February, which I had to up the spend to $3,000 a week, which is a lot. But now I dropped it down to $1,400 again. But it was like that time frame where there was something going on where I had to raise it for a bit, but I still wrote 86. $1,000 in submit last month. Yeah, yeah. I mean, it stabilized in January, which was probably what it's going to be the rest of the year. So it'll be, you know, $6,000 a month roughly for the next 9 months or so. Nice.

It's pretty good. Nice little ROI.

Yeah.

All right, guys. If you'd like to attend my office 2-day workshop event that we put on 2 or 3 times a year, spend 2 full days, deep dive into everything you need to know to be successful in the space, whether you're selling or whether you want to build an agency, um, whether you want to learn how to run a staff, recruit, sell at a high level, whatever it is, we dive into it, um, again, workshop style, so super interactive. I run them every, uh, 2 or 3 times a year. There is a waitlist. If you go to johnwetmore.com/workshop, you can put in your information and we will let you know when the next one is. There are 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 access to a private mastermind at my house where we have a full dinner. We spend 3 or 4 hours there as well, 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. That's dope. I love it. I love it.

All right.

What else is important to you on this IUL topic? Anything else? Any other Anything else that's important for you to say to lock it down and make sure they keep it?

And make sure they keep it, make sure it knows— they know the effective date, make sure they know the money's coming out. We're not submitting on application. Um, I usually down close people, make sure they have the money in the account. Um, send them a summary of what it's going to do for them. I follow up with my personal number. I send them a text and email, make sure they know they can call me direct on my phone, same number, you know, the family calls me on. So I want to make sure they can reach me more efficiently because, you know, if people have questions— if even if people don't reach out to you, they're more comfortable knowing that they can reach you at any time, you know?

For sure. Yeah, it's good. I love it. I love it. That's good stuff, dude. What's, um, what's the hardest thing about selling IULs for you?

I mean, I, I chose IULs because it was easier than final expense and waiting for Old Susan to get the text link on Moo and, and spend 2 hours trying to figure that out. So I'd rather work with people in their 40s, you know, that actually know what I'm talking about. And, uh, and we can, we can, you know, do a 30-minute call instead of 2 hours. But yeah, I mean, I'm still getting Susan to find the text, bro.

I'm enjoying some final expense, just— I'm having a blast with it.

But yes, I, I started on final expense.

I also don't— I'm in a little— I mean, I ain't new to this. I'm doing it for a totally different reason. Reasons.

So it's— yeah, no, I mean, final expense is the easiest— and not the easiest, but the simplest product to sell. It literally covers their cremation or burial. It's a very— like, people know, people understand, like, when they come in the industry what it does for the client, and more importantly, like, what it does for the beneficiary. Make sure, like, their daughter—

it can be frustrating as shit though if you don't do it right.

Yeah, yeah.

So there's more stuff. There's definitely— you deal with more banking issues, you deal with, you deal with stuff, bro. It's good. Most of them sticking. I mean, I know, I know the company's, uh, persistency rate on— yeah, I mean, I know it's 90+% on, on the IUL world are sticking.

Yeah, I wouldn't say mine's 90, but it's, it's, it's pretty good.

Yeah, it's good. Where is it at? Where are you at now?

Well, I haven't— I've only been here 5 months, so I can't give you a 9-month persistency, but at least 80% are on the books. Yeah, yeah.

I mean, that's fucking solid, dude. Yeah, it's good stuff. Profitable. Keep money. What's next?

Next thing up, I got to, uh, you know, you got to build the team. I mean, here's the thing with building a team though. I have a lot of people that reach out that want to be on the team, but I have so many people. I had 230 messages, uh, the week before last week, people that want to join the team. It's like, I can't take on all these people. But if you have a skillset and you're a high-level, you know, hard worker and want to join a team that's, you know, has, has some of the top producers in the game. I mean, we have the ad systems, we have all that stuff, but the most important thing is showing up every single day and making sure, like, I'm, I'm personally producing and also building a team. So it's kind of difficult to balance those two things. Yeah. But, you know, mentoring top salespeople that, you know, want to join the agency that you know, has a lot of top producers and also build, um, we have the backend for that for sure.

Yeah, I got some savages out there for sure. That's true. What are you doing when you get that many people in? What do you do? How do you keep up? You doing anything to talk to them all?

Yeah, I mean, yeah, no, I don't bring them in all at once. I make sure they're licensed. We have an admin that helps with licensing and contracting, all that stuff. Um, yeah, we do more with all the DMs.

You get 230 people DM you, how do you get to them? Right now?

Well, I mean, I DM them back. I send voice memos.

Do you?

Every single time. That just— I just send them my calendar for— if I don't respond to all of them, but I would say, you know, 50.

You might should do— I might— I maybe have a suggestion. I'm gonna give you a suggestion. I don't know if it's a good suggestion, but I'm gonna give you one.

No, I'm taking any.

Uh, why don't you do like a big-ass group call?

Good.

You know what I mean? And go like, hey dude, I had 230 people reach out. I can't talk to everyone one-on-one. I'm doing a— I'm doing an opportunity meeting tomorrow at 7 PM, get on this Zoom. Definitely, you know what I mean? And then weed people out from there. Who you looking for, who you not looking for, who's a good fit, who's not a good fit, blah blah. Yeah, I mean, especially because you— I know y'all have the back inside. I know the support y'all's team has, you know what I mean? I know Hayden, all them, me and Hayden, all those people. So it's like, if people— if you weed them out the right way and they want to come on board, I know they have the staff to help manage it. Yeah, yeah, I mean, so you might be able to get in front of more eyeballs instead of doing so many one— trying to do one-on-ones and weed through everybody. And you know what I mean? It's like, it's hard.

So yeah, you know, doing live instead of a recorded thing.

You mean like do it legit live, do a Q&A at the end, open it up, do, do one or two of those a week, bro.

Yeah, yeah. And then the biggest thing is getting them trained up. And we have a sales trainer in-house too that spends like an hour, hour and a half with them. A week, like one-on-ones. Like, it's good.

That's cool. There you go, solving problems over here, bro.

Yeah, no, it's all credit to my mentors. They have, they have all this in place and we're just plugging in.

Yeah, it's good stuff, dude. I like it. It's been fun. Anything, uh, anything else you want to add for people? What else, what else do you think you can add to them?

Yeah, I would say come in this business with a business owner mindset because it's not a normal job. I would say, you know, I came in with more of an entrepreneurial, like, builder mindset, but I knew I had to sell a lot first to get people to respect me and join my team, especially if I'm recruiting licensed agents, right? If people have been selling at another company, they're like, how is this person producing a lot of business when they've only been in the industry for so long? But I would say, um, come in the business being an entrepreneur and not just like a solo producer. That's going to be way more sustainable long term because most likely— uh, I heard you say this, John— but most likely you probably don't want to be an insurance agent for 20 years. Selling Final Expense. So make sure that you, you know, sell a lot first, and you also have that, you know, opportunity to build your business and kind of mindset to mentor people. And, you know, building a business takes a lot of work too. You got to be taking recruiting calls in the mornings and nights, making sure you're, you know, you get them trained up. So it's going to be a period of time where you're going to be working a lot, like right now. Um, but you get through that phase, and then, you know, your comp's up there, you're making more off your personal sales, you're making more off your team. And it's a snowball effect.

I love it, dude.

I love it.

I appreciate you getting on, my man, and sharing. It was cool. I love, I love the script. If I can, uh, if I can do anything for you along the way, don't be afraid to reach out and ask.

Yeah, I appreciate you. I feel like I should be interviewing you.

If I can help you at all, you let me know, brother.

So cool, man.

All right, my man, appreciate your time. Thanks for sharing. We'll see y'all on the next one. Later.

All right, we'll see ya.

See you, buddy. Hey 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'd greatly appreciate it. Helps get the word out to everybody. Appreciate you, and we'll see you on the next one.