This Mom Makes $55,000 Per Month Selling Insurance Part-Time ft. Erika Gueck | Ep99

When I first started, I was like just thinking of myself as a, like, customer service representative. And I have such a nursing brain that I was like, oh, well, this is literally just like nursing. Like when you admit a patient, you're literally going through all the health questions, doing an admin thing. Do you smoke?

With no emotion whatsoever to really—

no emotion.

Shit. I never thought of that.

Any health stuff, any, like, blood pressure, diabetes, like you. I was like, this is literally what I do at nursing.

Welcome into the Insurance Insiders podcast. I have Erica, and I'm not gonna mess up your last name because I don't cheat and figure it out beforehand. So I'm gonna let you say it because it's probably pretty simple.

Yep, Gek. Gecko without the O.

There you go. I knew it'd be easy, but I was like, nope, everyone says goo-ick or something, I bet. Yeah, shocker. Oh lordy. Well, I like it. Well, I appreciate it. So you— I know what I do know is you work with Easton. Yeah, you sell some insurance but not full-time. You, you mom full-time more so, or you—

yeah, so I—

what's it like?

We're making the transition here. So I love it. Yeah, when I first started, um, I was like very, very, very part-time. So I kind of was like you. I mean, I had no intentions of like doing insurance full-time.

Um, so I make some side money.

Yeah. Yeah. So I had two nursing jobs and, uh, an 11-month-old baby. And then I was running a, I was like leading a network marketing team and then I was like, oh, let me also add insurance onto my plate. And that's kind of, uh, how I started for like a full year. I was, you know, very, I like almost embarrassingly part-time. I was like working. I'm a huge numbers person like you are. So I started tracking and I was working like 12 hours a week when I started like figuring it out. Like I was like, okay, very part-time. I was working 12 hours a week, still having, you know, when I work I'd make money. And then eventually I like dropped one of my nursing jobs. And then I was like, okay, what if I can, I know I can sell when I work, so why don't I like drop one of my nursing jobs? And then, then I started working closer to like, 20— I think I have it here somewhere— probably like 20 hours a week, 20 to 30. Um, that was like my second year. And then this officially, 2026, will be my like full-time year.

Hell yeah.

So I'm like, we'll see.

But do you get to hours from numbers like I do, or do you get to hours because you like sat down for 4 hours?

Yeah, so I, I literally did— I tracked everything. So first I started tracking I like, like, I was like, okay, let me— I think it was Stephen Ye that said it. I was like, let me treat this like a job until it's paying me like a business. So I literally was so used to clocking in and clocking out that I literally downloaded this like time clock app on my phone. Oh yeah, I clocked in and then, then I would work your numbers backwards and I was like, okay, how many dials did I get? How many presentations? And then I would do the math backwards of like, okay, this is the productive hours. This is the admin hours or BS hours where you're doing nothing. And it was so eye-opening when I did the numbers. I was like, I mean, because you can get so caught up in like, I mean, heck, you could spend a whole day doing admin work or like literally working but not working. So once I like saw it visually, I was like, okay, this is the problem.

Yeah, yeah. It's hard for me. I'm like, I'm excited about this because it's hard for me to articulate it to a lot of people. So I'm excited to hear you do it. Because when you said I work obnoxiously part-time and then you said 10 to 12 hours, in my head, the way I do hours— because you've seen all my shit— yeah, I think most agents barely work 10 hours a week if, if we count dials and, and presentations and stuff.

Probably. Yeah.

So yeah, I'm fired up. So I, I wanna, I wanna talk more. Well, damn, I wanna talk about so many things. I'll let you keep going. I'm gonna shut up right now. You're on a roll unless I messed you up.

Um, yeah, I mean, so that's, that's kind of how I started, I guess, just to like kind of backtrack again. So I, um, it's crazy, my first 2 weeks, um, were in-homes. So that was like when everyone was like trying to make the transition slowly. And, um, so I did in-homes for 2 weeks. That was wild. And then you think I just, I mean, man, it was a whole different ball— like, I was just like, I guess I was appreciative for like, I'm like, I did not realize people lived like this.

Isn't it crazy?

I mean, just 2 weeks of it, it like opened my eyes. And literally in my backyard, it was literally just in my town.

Really?

So, um, that was pretty wild. And then, um, I went to Denver for like a lock-in or training pretty, pretty soon in. I was only like 2 weeks in. I went to Denver for like 2 days and I didn't have my Colorado license. And then, um, I was like, well, I guess I'm gonna try this virtual thing. And I think that the one day I did dials, I sold 2 or 3 deals. And I was like, yeah, I don't think I'll ever go in homes again. So then I made the transition to virtual and, um, And then I really just— it's crazy, I was kind of like reflecting back on when I started thinking about everything this morning, and I would go to my nursing job, have appointments, and then I literally would— my first 2 weeks, I would go into this parking garage and literally change into— out of my scrubs into regular clothes, drive to these people's houses, and then I would go back into my car, put my scrubs back on, and then go back into my nursing job. And then, I mean, that was wild thinking back to that. So I think when you're— I think the biggest thing is if you are starting part-time, like, you have to use every crack in your extra time to be doing insurance. And that's literally what I did. I mean, I know I was only working like 10 to 12 hours in a week, but like, literally, that was every second I wasn't doing something else, job, or doing something else.

How many kids you got?

Um, kids? Yeah, I have 2 kids. So I had at that time my first son, he was 11 months old, and I had no child care at that time either. So I was literally for a whole year, I worked with my son on my lap until he was 2 years old. Um, and that was wild. I just had to, I mean, he was busy. He's a busy boy. So he was like crawling around me and all of us and I would just pre-apologize to my clients like, hey, you know, sorry, my son's home. I'm doing the best I can here. If you hear him in the background, that's why. And I think, I mean, I just realized like these are people too, just like we are and they all have lives and they know and like, I was doing the best I could. I've only ever had one client ever get mad at me. And I was like, kind of like, screw you. Like, you're not— you're not for me anyways. Like, go find someone else because I'm just doing the best I can here, trying to help your family while I'm helping mine. So, um, that was a wild time. And then, um, then I finally got my son in. He was on a waitlist for daycare, preschool. Finally got him in preschool. So that was a huge blessing. And then got pregnant with my second. So then I was pregnant that whole next year. I just had him in January of last year.

Last year, I was gonna say, last week.

No, no, no, not last week. Just turned 1. So I had him last year. And that's when I officially— last year, last January, when I had my son is when I dropped my second nursing job. And that's when I was like, okay, you know, I'm gonna do this. I just started doing the math. I mean, I would set up my 13-hour nursing job. I'd be like, I would be like peeling my eyeballs out, missing time with my kids, and I'd be like, I literally just made $300-some dollars in 13 hours of nursing. And I could imagine if I dialed for 12 hours. I mean, it was all math. All my decisions were like, I was like, if I dialed for 13 hours, I could make $1,000 in 45 minutes or whatever, you know. So, um, yeah, that transition was— it was definitely a little slow for me, for sure. Um, I mean, looking back, I probably would have done it fast. I would have done a lot of things faster and a lot of things slightly differently. I could probably tell everyone what not to do.

And you can feel like— I feel like I, I want to say that too. But then, you know, you wouldn't have the education and the information you have.

Yeah.

Had you not done the wrong way. You know what I mean?

It's like, yeah, yeah. I think everything happens for a reason, for sure. Because now I can relate a lot. Like, I will say I can relate a lot to people that are like coming into this part-time and they can't just make that. I mean, because I was, you know, I was kind of the primary, I guess, breadwinner in our family. And so I couldn't just turn that income off, you know? Right.

Got it.

So that was a, you know, just, it was just, I just had to do it slowly, kind of. Probably could have done it a little faster if I would have, you know, dialed it in. But that is what it is. And then I was still working at home with my newborn baby. It's easier when they're newborns because they sleep for the most part.

So, and they can't escape.

Yeah, I was still at home with them. I literally just finally— so I did this all from home. I just finally, um, December, so like a month ago, I was kind of like sick of my own excuses and I was like, okay, it's definitely time for me to separate home life from work life. Just because even when I was working, like my kids, they're such mama's boys. I have two boys. They are mama's boys through and through. So like I would try to be on a call and they'd be like pounding on the door, crawling all over me, and it would just like It just was not it. And so I was like, okay, if I can genuinely hyperfocus and like 2026 not get pregnant, not have babies, not have a newborn, and just like get an office, it's literally been the best decision I've ever made for myself and our family. It's just like getting, getting an office and being able to hyperfocus here.

So you're out of the house right now? Like, are you literally out of your house right now?

I'm in an office now, just like my own tiny little office.

Good for you, good for you.

Best thing. I probably should have done this way sooner.

Yeah, I tell people, like, a lot of people freak out about that. I'm like, you know, you can find like a room in an office. It doesn't need to be like an elaborate—

yeah, that's literally all it is. And I'm like, I'm one of those shared space kind of things. Yeah, it's like a coworking space, but it's like I have my own—

yeah, you have your own spot.

Yeah, my own little room.

That's dope. I love it. I love it.

Last thing for me.

Why did you hustle so much? You were doing 5 things. What's the—

um, I don't know. I always— I try to like think back, like, I'm like, why am I this way? But I don't really know.

Just who you are. Have you always been that way?

Yeah, I think so. I mean, I was— I, I mean, it definitely helped. I was in I was in sports all my life growing up, like dance, gymnastics, soccer. Like, I'd go from one thing to the next. I guess it's just, it's just always how I've been. And I, I almost like, when I'm not doing something, I'm like, like antsy. Like, I'm like, I gotta do something.

That's hard to explain to normal people. I try, and that's why I'm asking you the questions, because I can relate. And I'm like, what else would I do?

Yeah, I have no idea. And then also I'm just like, I mean, I wanted, like, before I had kids, I, you know, had the network marketing thing and I was like, I just want to give my kids and, you know, a better life. And I will say, like, looking back, I'm like, man, I really have like accomplished the goal. Like initially I was like, I want to be with my kids and make the hours with my kids and have my own time and freedom. And it's like, I literally have done that. And then now it's just like taking it to the next level to where like I do have that time. No one's telling me when I need to clock in, clock out. I can't be at this for my kids. I can't be at that. So I think it's just, um, I don't know. I think it's mainly for my family is kind of like my biggest— yeah.

What kind of— for those watching, because I know the answer, but for those watching trying to figure it out, especially the mom, the one I can relate to a lot of people, the one thing I never try to pretend I can relate to or understand is your world. I see it, I respect the shit out of it. I'm like, but I don't understand it. I just— because I always had the freedom to just work, you know. I didn't— I, again, I have plenty— I have 5 kids and plenty of them crawling all over me, but I could go, hey, get them out of here. Some, you know, Steph would take them out and whatever, it'd be easy. Um, but for someone in that position, the moms watching, whether single moms, married moms, whatever kind of moms out there, what kind of money can be made and still live a good mom life, family life? What are you seeing, or what do you— yeah, let's explain what that's like for you.

I mean, it's insane. Like, you can— I mean, it's endless here, really, of like what you want to make. You can literally, if you put in the work and the time, you can make it. And I will say, I mean, I guess that's when I started doing the math, because it was like even on 20, 20 to, you know, maybe sometimes 30 hours a week I mean, I was bringing in like $15,000, sometimes $20,000 in a month.

And then depositing, not AP, not submit, just for the— it's just for the haters.

Just depositing. So then I like, I'm like, and that was while I was like with, you know, with my kids, with them running to appointments, doing, you know, all these other things. And then, you know, you kind of start doing the math. And I'm like, well, man, like, if I can like really lock in and hyperfocus, I mean, I like Monday through every other Wednesday, or yeah, Monday through Wednesday, sometimes Thursdays, I have to get my kids by 5 because my husband's on night shift 3 months, 3 months out of the— every 3 months he switches from nights to days.

Stop it. Yeah. Oh, snap. What's he do?

Uh, he's a detention officer at the jail.

3 months on, 3 months off. It was not off, but swapped.

So like 3 months day, 3 months nights. I have like a hard cutoff time Monday through Wednesday at 5. And so, um, I think it's just being like so productive. But basically, I guess what I was getting to is doing the math. So like, I was like, okay, if I can actually get like 40 to 60 hours a weekend here I mean, you could make 40, 50 plus. Yeah, you know, and then, I mean, eventually if you build a team too, then—

which you're doing some, I see.

Yes. Yep.

We're 1.2 million last year for your team.

Yeah, we're getting right. Yep.

That's my team gave it to me. They, they stock people. I got 4 bullet points here. Yeah. And that's 1.2 million for the year. That does not— that doesn't suck. $100 grand a month. Getting overrides on that. I mean, minus your stuff, so $50,000, $75,000, $80,000, $100,000 a month on a team.

Yeah, yeah, that—

hey, that'll deposit some money too.

Yeah, I'm like, hopefully we should have— we're, we're in a lot of good momentum here, so that's good. January, I'm excited to see what January comes out as. I think we should be around $250,000.

Oh yeah, really?

Maybe.

No shit.

I don't want to say $300,000, but, but I think We're slowly— we're slow.

Put some pressure on your team right now. They'll watch this.

Literally.

Yeah, team, get 300. Come on, you need some hungry people to make some. It's like, if, if Erica can do it, what are y'all doing? You know, I'm sure you got some hustlers on there too, but there's people—

honestly, I'm like, who's on your team?

Would I know anyone?

Um, I don't know. I have like Gabby Lay. She, she killed it. She just hit, um, Hall of Fame her first full year. It's awesome. And then, um, it's Gabby. We just got, um, we're just now— it's crazy because just like come like, it was like the end of November, beginning of December, you know how there's like the 90— I mean, it's like they've got like a 90-day, like what you do now, like what we did in January is probably from like work we put in, correct, back, you know, back in like October, November, December. And so it's, it's not show— like it's slowly starting to show because a lot of these people are brand new. I have this one guy on my team, it's crazy. He's only 3 weeks in, he's insane. He's, he's literally gonna be like an Easton Patton or Jake Conan or like one of these big guys where like he hits a million his first year. He's like 3, less than 3 weeks in and he's already written almost $40 grand. And he literally shows up. I mean, he's the hardest worker I've ever worked with for sure. 7 days a week, 5 AM to 10 PM every single day. Like he doesn't stop.

Hell yeah. On telesales? Or is he out?

Yeah, he's just working from home. And I will say, like, when you bring people in like that, it just raises the bar for the entire team. It's so, so cool to watch. Like, I mean, heck, he's like kicking me in the butt, which is— it's like what we needed is like new blood to just kind of like be like, hey guys, like we're raising the standard way higher than we ever have.

Yeah. So that's how our team grew. When Zach and Easton and them started, dude, they sold way more insurance than— and I sold a good amount of insurance, I hit Hall of Fame. They came in and smoked me.

Yeah. Oh yeah, me too. And I will say, like, I'm so great, like, I have the best team because I'm like, they push me. I'm like, they're much better at sales than I am. I just like, I will put in the work with them, but I have a lot of learning, like, a lot of growing to do.

Yeah. What up, y'all? So YouTube memberships, we have one now right next to the subscribe button. There's there's a neon white join button. You can't miss it. Subscribe, whatever it says, click the link, get in there. I do a ton of coaching, teaching people how to dial corrections, working on their presentations, working on their mindset. I will coach on theory, but I like coaching real world stuff. And if you join the membership section, you're going to see live coaching where I'm not only helping people, but every once in a while I get in there and dial myself. There's some cool videos coming out, tons of content. All the training videos will be directly on my YouTube channel. That's available to members only. Super easy to find. So join now if you're interested. Click below. See you in there. So if we go back to the beginning part-time stuff, when you said 10, 12 hours a week, what were you getting in for like dials and appointments then? Rough ballpark it, because since you're a tracker, you probably know roughly offhand.

I mean, it's crazy. I will say like when, like my first week, I mean, I don't know if it's a good thing, bad thing, whatever. My first dial day, I only had a 3-hour— I remember I only had a 3-hour window to book appointments in between my nursing jobs. And I don't know how, luck, whatever, I booked 20 appointments in that 3 hours for like those 2 days of in-homes that I went to the next days. And I got pretty lucky, I think. I mean, I, I, it's been, it's been a minute, but I think— I mean, I did get a couple no-shows for sure, but I think most of them showed, which I was like, dang, this is like not that bad.

Yeah, it feels different in that way because they can't just ignore the phone call. If you show up and they're not interested, they're like, shit, you can still get in.

As far as dials goes, I mean, my goal initially was to like, I wanted to always, I was running 2+ year old leads. Like, I mean, insane, insanely old leads, which which I was totally good with. Um, I mean, I just didn't know any different, I guess. So I was probably— I was trying to hit around, you know, I will say 300 dials was probably my goal on a day.

I know that's like part-time day.

Yeah, that was then, to be clear.

I'm just clarifying for the folks watching. She ain't talking about those of you that work all day. Yeah, 3 jobs. Yeah, yeah, 3 jobs making 300 phone calls a day. I mean, I know agents that bitch, moan, and complain now that don't make 300 calls a week and they're frustrated and confused.

And I'm like, ah, yeah, yeah, it's a grind for sure. But yeah, I don't know.

What do you tell your agents coming in that they need to put in for effort, like activity-wise?

Now, now it's like, you know, now it is slightly different because I'm like, we've got all the dialer. Like, it's, it's just like probably a little easier— not easier because it is very hard. I don't want to get that wrong. It's, it's not easy. But, um We always say our standards are like, okay, you want to hit 2 of the 3: 500 dials a day, 5 full presentations, or 2 sales. And you want to hit 2 of those.

Yeah. Um, that'll give you a full— that'll give you a full day typically.

And then we really do— I mean, because I'm such a numbers person, I work backwards with my, my people. So I'm like, okay, look, if you want to do $400,000 in a year, and I think I, you know, we got this from Zach, you, whoever, you know, I didn't do this, but like $400 a year, that's like $33-some a month and work that backwards to like, we opened that office in Utah and it was, it was super cool. Cause I'm like, dang, that's actually really good. If you're part-time or full-time, you literally count Monday through Friday, how many days in the month you're going to work. So like, let's say it's like, okay, I can work 15 days Monday through Friday, not counting Saturdays and Sundays. Cause we know how agents do that sometimes. So if you do like 15, you need to hit, you're trying to hit Hall of Fame, you work it backwards. So like $400 divided by 12 is $33,333. And then that's per month. And then let's say you're gonna work 15 days, Monday through Friday in the month. Technically you should be shooting for $2,222 a day if you're gonna work 15 days, Monday through Friday. And then if you times that by 5 and you don't hit, you don't hit that, you have to work Saturday or Sunday, like, if you want to do that.

So, and that's still giving them a week off if they're only doing 15 days out of—

yeah, exactly. You just have to like get around your schedule.

Or $2,000 a day, which is 2 apps a day, which is your standard today.

So I think just like breaking it down for our agents to that like dumb level, it's like you don't have to say like, oh, I'm trying to hit $400,000 or $500,000, is like bigger than just like, oh, you just have to sell 1 to 2 policies a day.

Yeah. So how do you get people to— you said 500 calls, which makes sense. Do you give them lead flow to get to that, or what do you suggest?

Yeah, so we've, we've kind of done a mix of things. Initially, we would just like send our new agents, um, you know, 100 to 300 aged leads and then kind of like match it with their work ethic. Like if they, if they grind it, obviously we would provide them with a little bit more lead flow. And then, um, so we did that for a bit and then the Denver office started doing this like lead assist and we've tried to kind of match that because I'm like, it worked really well for them where they did this lead assist program thing. So we started that for a little bit and then now we really are just trying to— I mean, we have a couple people on lead assist But I will say the people that invest their money, even if it's just like, I, I tell them to work their way up because that's what I had to do. Like I couldn't just drop $2,000 a week on leads when I first started. So like get consistent of like, okay, I'm gonna drop $500 a week on leads consistently, then $700 a week on leads, then, you know, $900 or then $1,000 and then $1,500 and then work your way up to $2,000 depending on your goals, you know?

Sure.

So I just tell them like, look, don't stress if you can't do $2,000 a week in leads, but like work your way up if that's what you have to do, because that's what I had to do.

Yeah, yeah. I was, I was working with a guy I'm, I'm, I'm helping and coaching and stuff last night, and we were talking about how it actually gets easier, especially when you spend— because people freak out about the $2,000 a week in leads. And I'm like, do you, do you know how easy it is to make $10,000 in a week when you have that many leads? And to be honest Yeah, we do. We work our leads like shit. When you spend that much on leads, there's way more meat on the bone, but we don't really— you don't have to grind the leads anymore. You just kind of like filter through and find the good ones, to be honest. Yeah.

And then a long time, I mean, I was on the side of that.

I was like, me too.

I was the one that I was like, I was making it so much harder on myself where I'm like, yeah, finally it's clicked for me.

Like, I think they fear the more they spend, it's just more grind time. And I'm like, no, no, no, you're buying your time back.

Yeah.

It's like, it feels significantly easier as you go.

And your sanity and every, I mean, literally everything. Like, it's so much easier to just buy the leads because you're gonna make the money back. And that's what Zach, that kind of like, you know, they say it's like, it's literally 3 things, like your work ethic, the amount of dials you put in, and then your lead flow. And if you're missing one of the 3, like you can figure out which one you're missing easy if you track the numbers, like you say, like dials, answers, presentations, like you can see like, I mean, for me, that's exactly what I was missing. I could close, like I knew my closing ratio. Mine was my lead problem. Like I had a, I had a major lead problem. So I would just like milk leads like none other. And it's like, it was wild. I mean, I was just—

which is the first phase, you know, but if, if for sure, I think people stay stuck in that first phase too long because they're afraid to invest more back into it. They don't realize they're going to get out of that phase quick.

Yeah, 100%. So that is one thing I for sure would tell any new agent is like, yeah, just, just trust the— like, you just got to invest in the lead. Like, it's non-negotiable. You're going to do so much better.

I love it. Give them— I want to hear some— how much— what did you sell? What did you issue last year, personal?

So don't be embarrassed.

I know you got Hall of Fame people. Stop it. I see it coming. Stop it. What did you issue?

Hall of Fame is this year. I think it was one I should look. I actually have it pulled up here. Hang on. It wasn't even quite— I was mad that I didn't hit 200.

Close to 200.

Yeah, I was close to 200.

Okay, so close to 200 on your own pen. Your team did a million, so another $800K on your team side.

Yeah, my biggest month was $55,000.

Hey, you made six figures plus last year.

Yeah, yeah, for sure.

Yeah, shit, not gonna be embarrassed about it. I know you're in crazy company. But the rest of the world doesn't understand what it's like to be around all of us psychopaths.

That is, that is crazy because I think about that all the time. I'm like, I used to think that I was doing— like, it's, it's really humbling actually because it's like, I used to think I was doing so good making like $10,000 to $15,000 a month, like consistently. And then, and that was in a different industry. And then I came here and I'm like, that's like, no, I mean, that's not even— that's like what You should— like, that's not even great, like, great at all.

I agree.

What's funny is, like, your lid, like, raises.

It does. It changes. We're in, we're in different company, and most people that are going to watch this are not— they're trying to figure that out, and their brain can't compute it. So it's like, it's— I want y'all to understand, it's like watching her be embarrassed to make— she say she made $200 grand, you know what I mean? It's like, it's just what it— if you're around the right people, this thing is easy. And it's— I've been, I've been back selling for just a few months doing the— because I never did telesales. I was all in-home. That's all I knew. And, you know, hiring a new direct team, and there's, there's slight differences, telesales, staying home, for sure. I don't think it's that fucking complicated. But, you know, I, I— after a while, you do get tired of people going, well, you don't know telesales, it's hard. Uh, so I'm like, so I pick up the phone and I just, I start slinging some insurance. I'm selling $30,000, $40,000 a month, and I'm very part-time doing it. And I'm poking fun at the new people I'm hiring, going like, dude, I'm smoking you. And I don't even— now I have a skill set, right? Like the sales side, you don't lose. But I'm like, I'm killing y'all, it's embarrassing. And I'm making fun of them. Well, little do they know, at the same time I'm getting DMs every day from everyone else in the agency, in the company, going, why are you doing so little, bro? Step up your game. Because they're all selling $80 grand, $100 grand, $120 grand. I'm getting wore out for only selling 40, you know? I'm like, ah, there's levels to this bitch.

Yeah, it's crazy. I literally asked Ethan when we were in Florida, I was like, do you ever— it's crazy because I mean, and you can tell me too, but I'm like, no matter what level you get, like, it's like you just always want more. Like, I'm like, ever stop?

I will say that no, there's always more to be had. Yeah, whether or not you want more is up to you, you know what I mean? But the more— I've said this— the more money I made along the way, the more I realized how little I make relative to what's out there.

Yeah, it's wild.

It's bananas. The— I like— and I just try to— I get a lot of credit for all kinds of shit, and I'm like, dude, I'm a rounding error to a lot of people. It's just there's so much out there. There's so many bigger fish out there that it's like— and I'm not unappreciative of what I've accomplished, or, you know, the, the people that have worked with me. And so it's like, we've done some really cool shit. But I mean, look at Integrity. They do like— I think they're doing like someone— I think I heard the other day they do like $25 billion in premium a year. And I'm like, I do, I do this much of it, you know what I mean? Relative. Yeah. And you go recruiting, dude. Uh, Bryan Adams recruited Shawn Mike. Like, I don't deserve recruiting credit. Brian Adams is a savage. He's recruited the whole industry, you know what I mean?

Yeah.

And it's like, there are levels to it. He goes, he paid for it. Yeah, we pay for shit too.

Yeah.

You know, there's just different levels. He's paying out hundreds of millions to, to acquire business. We're, you know, running LinkedIn ads. Yeah, you know. So yes, it never stops. It's just, who do you want to be and where do you want to be? Because I will say not everybody stays on the ride. A lot of people hit a ceiling and they bail, they get off. Yeah, yeah, you're around some savages. I mean, Zach and Easton, just, they haven't stopped since the day I started talking to them, either one of them. And they're— it's crazy to watch what they've done.

Yes, for sure.

You know, so, um, well, cool. Give us some sales shit. The reason I asked how much you sold is I want to— you aren't only just like a mom over here figuring shit out, like, you know how to sell too. You know, and don't be embarrassed about it. Whatever you want, I'm gonna let you decide more, more so on like what you're teaching people, like what's important, um, to, to make that kind of money. Again, you've sold $50K in a month. Don't pretend you don't know your stuff.

I mean, I think just like, um, I mean, one, just realizing these are people. Like, you just have to— and I think being yourself over the phone is the biggest— like, it's It's all just like being yourself, genuinely caring about people. And then, you know, I think the biggest thing is confidence on the phone. Like, you have to be confident. And it's bad to say, like, fake it until you make it, but kind of like, yes, fake it until you make it. And then I just, when I first very started, I was like, just thinking of myself as a, like, customer service representative. Like, I was like, and I have such a nursing brain. That I was like, oh well, this is literally just like nursing. Like when you admit a patient, you're literally going through all the health questions, doing an admin thing. Like you're literally like, okay, you know, do you smoke?

With no emotion whatsoever too.

Really? No emotion.

Shit, I never thought of that.

Any, any health stuff, like any like blood pressure, diabetes, like you really just— I was like, this is literally what I do at nursing. So, um, The biggest thing I think we tell new agents, and, you know, I had to learn along the way, is like not trying to reinvent the wheel. People have already— I mean, Easton, you know, he sold, I think it's like right under a million. It was like $900,000+ in a year on his own pen. And so like he knows the process and the structure. And I think the biggest thing is just not trying to do this alone either. So like I was so plugged in to Zoom. Like anytime I was dialing, listening to them, I was just, I mean, I unmuted right away. Like, yeah, is it embarrassing? But I'm like, how am I going to get better if no one can like adjust things or like tell me what not to say, what to say. And also it just like gets in that habit of, so then you hear other people doing things and you start to kind of take things from other people. And then obviously there's the scripts. Too. So, um, I lived on like YouTube University basically. Like, more any, anytime I was getting ready in the morning, I was getting ready for bed, I would like fall asleep listening to YouTube videos of just different people like you or Caitlin, um, I think it's Gardner. I related a lot to her because she was a mom, she was a nurse, like, I don't know. And she was a girl, female. I mean, there's getting more females in this, but it's just good to hear different perspectives. So, um, I think the biggest thing is one, confidence, faking it till you make it, being a customer service agent, and then also just following the script because it's there for a reason and not trying to reinvent the script. We've had people do that and it's like, why are you trying, you know? And like, we've— I've been guilty of it too. It's like, why are we trying to adjust this when it's literally already proven? You just have to eventually— you'll do it so many times where then you can tweak like a word or two that's like more of my personality than Easton's personality because Easton and I, we We have very different personalities, same goals, but like what I say, I can still say the exact same thing, just slightly different than Ethan. And it comes across— what am I trying to say? Like we're all genuine. Yeah. We're all trying to get the same thing across, but just in your own personality, that's going to come through over the phone is just being real versus like you're reading a script verbatim. So, um, I think I always like, like what I tell my agents, I'm like, you know, print out the script, print out the client suitability. And I do think those 2 weeks of in-homes were probably like the best thing for me because I didn't know what the heck I was doing. I mean, no one's— it's not like on Zoom where you have someone by yourself. Oh yeah, I literally just went into that home with the client suitability sheet and I was just like, I mean, I guess I'm gonna wing this and just like go through it and all you send and see what happens. And so that helped me a lot. So I was like, okay, well, we're doing the exact same thing just over the phone. So then when I first started, I literally just had the client suitability in front of me, which has, you know, like, who's going to be the beneficiary? Are you a smoker, nonsmoker? What's the client's name? And then go through health and financial suitability and then, you know, where to place them and then give them a few numbers. And so that's what I did. I just had the script and the client suitability in front of me. And I would just read it until I got comfortable. And then eventually it came to the point where like I said it so many times and I was trying to get my 100 presentations in and just condense as fast as I could that eventually you just become— I told an agent this morning, he was like, how do you just sound like a person versus like reading a script? And I was like, I've done this. You know, you say the same thing over and over and over again where eventually your personality can come like come out. And you can just say it with confidence versus like reading verbatim, you know? So I think that's one of the biggest things we do is just like following the script. And then we have a 1:00 PM like Q&A objection training every day, which has been super helpful. I think just plugging into trainings and following the script and not trying to reinvent the wheel is like the biggest thing. And then taking feedback too.

It's a big one.

When you, You know, like when, when Easton's like, adjust this thing, you actually have to implement it and change what you're doing. So that, yeah, that is, that is like the biggest thing too. And then just meeting people where they're at. I think that's the other thing too, is like, if someone, you know, there's some people that come in with sales experience and they just pick it up right away. And then there's other people that, you know, they have zero, they have no, I guess, like, not to say communication skills, but like, they, they have never done anything like this. And so you have to kind of meet people where they're at and then just kind of go from there.

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I will say we, we run Ethos Leads now, um, okay, and a lot of those Ethos Leads, um, The objections are in the front, like they're all in that front part. So you have to just brush them like they're all just smoke screens. So it's like when you walk into, you know, a store, like a store and they're like, hey, can I help you find anything? And you're like, no, I'm good. Like they're literally just put their walls are just up and it's just like when you walk in a store, they're like, no, I'm not interested. You literally just have to brush that aside and just keep going. Like, okay, well, when you were interested, what was it you were looking for? More like leave money behind a family, cover a mortgage, or what were you looking for when you were on? Are on here. Like, acknowledge it, but also don't. Like, just literally just keep going. Be like, okay, I know you're not interested. Like, now when you were on here, what was it you were looking for? And then they'll just keep going. Like, you just have to keep going through the script.

Um, what's the initial approach on those? Like, at the hello, what's the angle right off the rip?

Yeah, so I'm like, hi John. Yeah, hey John, this is Erica. I was just giving you a call on this life insurance request you submitted. It looks here you were on Ethos. Now usually this comes to me when either your rate came back too high or you didn't make it that far to get a quote. Which one was it?

Easy. I love it.

And then literally they're like, oh yeah, it was just way too high. And I will say, sorry Ethos, but like I used to kind of like shit on Ethos. Like I was like, you know, they were the most expensive carrier. So I'd be like, you know, we can definitely beat your rates. And I still do that to this day. I'm like, okay, well that makes sense. Well, this came to me. I do work with Ethos, but I also work with 52 other insurance carriers, so we can definitely find you something, you know, that's going to be either cheaper than them depending on how they— depending on what they said. We can definitely beat their rates, or we can find you the best rate based on kind of what you're looking for. Now, what was it you were looking for when you were on there? Just to leave money behind to the family, cover a mortgage, or what were you kind of looking for? And then I'll go into their why, like, okay, who— and then if you can get past that, like, first initial part. I mean, it's kind of—

they're buyers. Yeah, they are buyers. They're different, they're pain-in-the-ass buyers, but they're buyers for sure.

And there's money in those things, like you just have to sift through them and find them. Like, there is good money in those when, um, you know, if you put in the work and put in the— put in the dials and things.

It's funny trying to get people out of the headspace that they're gonna buy a batch of leads and suddenly all the leads are gonna be good. Or some vendor, all the leads are going to be good. And I'm like, that ain't the game. The game is literally weeding through, for sure, from the ones that want—

the ones that want to actually like give you that. I mean, obviously, yes, there's ones you can like work through, but I guess my mindset was like, well, heck, let me just find the ones that are going to give me the time of day, because I still do that. Yeah, I wasn't— I wasn't that great. I mean, I wasn't great at sales in the beginning, so I was just like Well, heck, if I have a work ethic and I can just scrape the ones off the top, that's what I'll do.

Yeah, I hang up on a decent amount of leads. Like, I just— I was— had a lady earlier today and she was fighting me, all kinds of stuff, just a shitty attitude, trying to forewarn me, my, you know, I might already have something, my kids have something, my daughter has my card. I was like, maybe you sound like you ain't really fired up about talking to me, I'm gonna let you go. And I hung up. Yeah, this is like, why waste the time with it when it's— I'm not trying to arm wrestle people to buy insurance.

Yeah, for sure.

Agents, agents struggle grasping. I struggled. I won't say just we all probably struggled with that at some point. I know I did. I quit my first dial day because I was like, this sucks.

Yeah, yeah, yeah. It's a mental— I mean, I feel like this is more of a mental game than anything.

100%.

Yeah, there are so many days where I'm— I mean, reality, it's like, heck, you go a few, few days or a week not making a sale, like, you can definitely get in your head for sure. Like, I do still to this day. Like, I'm like, I'll do— I'm like, am I cut out for this? Can I do this? And then I'm like, come on, Erica, like, you're good.

Like, hey, I'll let you know, that doesn't go away.

Yeah. So you still always—

still someday, dude. I wanted to punch people in the face yesterday. Literally yesterday, I was like so frustrated. Just, I had life going on, I had business stuff going on, and my calls sucked. Yeah, you know what I mean? I'm trying to balance it all, and I'm not trying to boo-hoo, but I got a lot of shit going on. And I was like, why the fuck am I— and I'm like, dude, stop being a bitch. And to be clear, I've already sold like— I don't know where I'm at this week. I think I'm at like— I think I'm at like $8,000 or $9,000 in like a day and a half, you know what I mean? And it's like, still, I was frustrated as shit yesterday. I started to be, but I had to catch it.

Yeah. And that's what I did. Like, you— it's weird. Like, Monday I got my face kicked in and I was like getting emo— like, I, I almost was like getting emotional. And I'm like, What, what am I—

what are you doing?

And then like, you know, you get in your head and all the things, but it's like, I always tell my agents, I'm like, look, the field will owe you. Like, the field owes you. Like, if you put in the work, I mean, you can have a bad day, not have a bad week, but like, if you put in the work, like, it's, it's pretty hard to have a bad month. I know there's like people, you know, it's not for everyone for sure, but, but that mental game is like, you have to like check yourself and stop yourself from having that mental game. And then of course, and then like the next day, yesterday, you know, I sold like $5,000 in one day. And I'm like, okay, why did I get so—

like, and they were probably easy sales.

Yeah, I mean, they were just— it was the coolest guy and he was just a lay down and it was like awesome. But, but yeah, that is good to know that you'll— that'll never go away.

Nah, I just— I think we're all human and we're all broken, and some, some of us just learn how to control it better, um, and not let it take us, take us away, or like linger for days. I try to not even let it linger for hours now, but I, I can remember when something would get me down, it'd be 2, 3, 4, 5 days, sometimes a week, 10, you know what I mean? You just— a week and a half goes by and you're like, shit, I do nothing because I'm so pissed off.

Yeah.

So I don't, I don't know how to make emotion disappear fully, but I can, I can reach— especially after as many reps as I've had, and now you're, you're kind of getting there— it's like you can always recheck yourself with logic. And I'm 100% sure I know my numbers so well. On average, I issue like $1,800 every time I make 60 phone calls. That's just what my numbers are. I just go, if I make another 60 calls up— and it doesn't mean every 60 calls will make a sale.

Yeah.

Hell, on Monday I made 3 sales in like 22 calls. But then last week I went 700 calls without a sale. I mean, like, shit happens. But on average, over the course of time, I don't typically go— it's usually on average 60 calls for me to make a sale.

Well, yep, I wanna, I wanna find out my number on that.

Yep, I just know what it is.

Yeah, yeah. I mean, yes, you do have to match the logic. Like, when you are emotional those days, it's like, no, you can— you know how to sell, you just— it's just today's not your day or today's not your hour. I need to get to the point where I'm still at the day— day— daily emotional.

Yeah, I am too. I promise, I'm one of the most emotional people out there. I I just hold it in and I fix it, and then it comes back in a couple hours and then I fix it again. And you know, it is what it is. So I love it. I love it. What, um, what do you— let's see, what do I want to go— I want to do more sales stuff or I want to do some building stuff? You want more sales questions? You want to do hiring stuff? You pick. What do you like to talk about most?

Probably building. Let's do it.

Let's do it. What— so did you— it sounds like you probably knew from the beginning since you were doing network marketing stuff before. So you're—

yeah, I knew. I came in like with all intentions of like, I'm building business.

Okay. Um, how do you do it now? How do you advise it? How do you teach it? How do you— how are you getting the team to a million? And I tried to tell people too, because again, sometimes they hear big obnoxious numbers. I'm like, you know, you can print money if you help 10 people make some money.

Yeah, yeah.

I mean, it doesn't take an army. Um, but what do you, what are you doing to get your, you know, I guess you probably have, you're doing a couple hundred grand, what do you got, 20, 20, 30 people selling, something like that?

Yeah, that's about exactly right. Yep. Yeah, I feel like, um, I mean, I just meet people where they're at because I know not everyone wants to come in and like, you know, build a business, I guess. Um, I guess I personally came in with the mindset initially as like, yes, I want to build a business. And then I was like, I'm not going to be a secret agent. Like if, if someone wants insurance, I want them to think of me. So I, I did social media from the start. Like I was like, you know, I'm gonna put myself out there. Like, this is what I'm doing. And then it's crazy, like acquaintances and things, you know, they've they've like tagged me in things like, oh, Erica does life insurance. Like, you know, I don't want to be the secret agent. And then I just like tell all my agents, I'm like, if you do want to build, that is like, it's free marketing. Like, you might as well, like, if you want to build a business, it's literally the best thing you could ever do is like getting yourself out there on social media and building, you know, just they can watch you because that's how I came in. I mean, so I went to college with Easton and Jake And then I knew Easton since high school. So I literally was that person on social media that I never said anything to either of them, but I was watching everything. And like, it wasn't just— it wasn't just— it wasn't quick. Like, I watched them from like 2019 to 2023, like 19, 20, So what, like 3, 4 years before, um, you know, so then when Easton reached out, it was just like, it was such a timing thing. So when new agents come in, I will meet them where they're at. So I'll go like their initial kind of like, I guess like onboarding, like goals call, like, you know, what do you want to do here? I just meet them where they're at. Like if someone, if someone has no interest in building, that's fine. Like Gabby, for example, I mean, she was a stay-at-home mom and she, um, had no sales experience. She came in also thinking she was going to do this during nap time. And then all of a sudden, you know, she became really good, really, really good at selling. And she also had the work ethic. And so she just sold her like whole first year and she'd had zero intentions of building a business. And then just recently in the last like few months, she, I mean, she's just like seen the vision and it's progressed and I never like pushed her of like, You gotta go build a business. And then now she's building a business and building a team and helping people. And so that's, that's cool. That's been really cool. Um, and then there's other people that come in and they're like, you know, I want to build a business from day one. And, um, I just, you know, kind of did what Easton had me do, is like I just introduced him to people when they reached out on social media and just kind of let him do—

he did the hard work.

Yeah, I mean, I learned— I mean, I genuinely learned a lot, a lot of this building from network marketing, which is like Third-party validation. Like, I was just as brand new. So like, look, he's killing it. Like, I send him his way and then, you know, he, in the beginning, he was selling, you know, he was still selling, which was super cool. But, um, I just let him train everyone. And then we also went through the phase where the wrong people came in and that was a learning experience for sure. Um, and I got that pretty quickly, some roll-up debt. So that was a good thing to get through fast, learn some lessons out of the way. Yeah, learned, learned hard some good lessons there.

Let's talk about those lessons. I want to know what you— what it was. Yeah, I'm going to sidetrack you there because a lot of people are afraid to talk about this shit. Yeah. You know, and even more afraid of it. Yeah.

Yeah.

Was it people you knew?

Yep. Well, yes. Yeah, it— I, I had It's crazy because we came in together and then she built a team too, and it was more like, you know, she brought in wrong people and then it got rolled up to her, and then it all eventually rolled up. So, um, how much was it?

Will you share?

Yeah, it was like, I want to say it was like a little over $20 grand, which, you know, in big perspective, like, some people are like, oh, that's nothing. But like, for me at the time, like, at the time it's something. At the time, like, I mean And like, Easton was like— I really like leaned on, you know, Easton, Zach. Like, I just tried to get— because that was my first experience, and I was like, look, I know everyone gets rolled up at some point, I guarantee, right? I guarantee it.

Like, if you're building something, like, yeah, and then you, then you change everything you do going forward after that.

Yeah. So, um, that was my first experience with that. I was just like— I mean, I was stressed. I was stressed. Because I had just quit my nursing job. It was right around Christmas of last year. I was 10 months pregnant, not gonna get maternity leave, and then also, uh, obviously not going to be able to work for probably like at least 4 weeks after having this newborn. So it was just a lot at that time. But I guess it was more my mindset. I was like, well, let's just like face this head-on. Like, I'm gonna get through it and I'm gonna pay it, figure this out and keep selling. And build a team and figure it out along the way. Like, these guys have got through it. So like, yeah, it sucks. And I've learned a lot along the way. But, um, so yeah, now I'm like very more cautious of— I would say I'm still to the phase where like, maybe I shouldn't bring everyone in, but like, I'm still willing to like, give everyone a shot. But I will be much faster to like, let people go, turn things off, monitor debt, that kind of thing.

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Hope to help you more.

Um, what are you looking for in people to try to figure out if they're right or wrong in your eyes? Um, either before you hire them and as they go. So start with like before you bring them on. And then we'll go into what are you looking for when they get started?

Instead of like, instead of like selling people on why they should do this, I want them to like sell me why they should be able to do this kind of thing.

Great.

And I will say, and I mean, in life insurance it's very different where like network marketing, heck, I could just bring everyone. Yeah. Like it was like, let me just take everyone. And I learned very quickly it is not like that. Um, you don't, just want everyone. So now our process is a little bit different. Like, whereas before, like, I would, I would be, you know, trying to like, people would reach out and then I'd, like I said, sell them on it and throw one up on them how good it is. Yeah, puking on them and being like, do this, you're gonna kill it. So now, yeah, now it's more if people reach out, I have like steps. And I think I learned this from Wiley Hawkins. He he has like different, you know, it's almost like 3 different things. So first I'm like, hey, can you get on a quick like 10 to 15 minute phone call? First of all, if they can't get on a phone call, I'm like, okay, well, that's definitely— that person's definitely an out because it's literally what we do all day is get on phone calls. So that's the first, just like getting to know who they are, what they do, you know, why they want something different. Then I give them like a task. So then I'll send them the video of Zach doing like a business overview and I'll kind of give them like an assignment like, hey, you know, watch this video, it'll explain everything we do. And it's just him breaking down the business. And then I'm like, once you're done with that, shoot me a text and we can hop on another call if you have any questions and just kind of go from there. Then if they do that, if they don't do that, I'm like, again, like they kind of weeded themselves out, which is great. And then If they do do that, then I'll hop on a call, answer any questions they have, get them scheduled in the course. And I love the course. That's like, you know, it just makes it harder to get in, which I think is a great weed out in itself, especially for like, you know, how hard this can be for some people. It's like weeding people out. So then they'll take the course and then really like, I can't remember who said it, but I really won't like spend a ton of time with people until they're licensed because we have had a couple people that come in and they ask a million questions and like, you're not even licensed yet.

So what if they say this?

Let's get your license first. So then, um, but I learned that along the way too because I did be the person that had answered questions and then I'd like, I don't know, you just learn. So then I have them pass their course, then they go through contracting. And then contracting, um, I mean, I used to be the person that was like, I handheld everyone, which was like, I don't really do that anymore. Because I'm like, now I just meet people where they're at. And if they're putting in the effort, I will match them with their effort. Um, and then I'm not going to chase people down either. Like, you know, if they want to do this, they'll do it and they'll show up. If they don't, then I'm like, I'm definitely not begging you to show up. So that, yeah, I mean, that's kind of like our hiring process, I would say. And then as far as monitoring that, I still should probably get better at that. So I don't know, I still need to learn. I do monitor—

Do you have staff or no?

Yes, I have a part-time admin, but she turned into more just like I'll tell you, I'll help you with this one.

Yeah, very easy.

I need help.

There's— you're not— I, I— you're a numbers person, right? So I assume you're decent with figuring, figuring things out. Um, all the carriers have a debt report. Just have them— I still, to this day, my team hands me debt. They hand issue paid and debt together. Like, the company does it. They do issue paid anyway. Obviously they don't do debt reports.

You just get the debt report from each carrier.

They print the debt report for each carrier. They go through it because it, it shows who's new debt, who's paid off debt, who's in it. Be clear, if someone has a chargeback, they're on there. Yeah, you gotta have a brain to like know you can't harass people that just had a chargeback yesterday. Yeah, we had an admin once send like one of our top producers an email to pay back $3.12. I'm like, are you mother— what is wrong with you? You know what I mean? Like, use your brain. Yeah, but just have them print out— go to every carrier, they're very easy to run. There's a debt report printed out every Friday, and, and as you start doing it, you'll start to know who's been on there, who's not, who's new, who's lingering. And some of them even show how long the debt's been on there and who's responsible for the debt should it not be paid. Not all of them do that, but some do. Some reports are better than others, some suck, some are, some are detailed. But at its simplest level, literally one of the main things your staff should be doing is a debt report every Friday for you. They should hand it to you every Friday and teach them how to read it. You know, you are going to have to learn how to read it. They're going to have to call some carriers and go, what the hell does this mean? What's that? Because they're worded funny and it's a little quirky, but a few phone calls with carriers, it's very easy to figure out. And it's—

I love that.

We look at it every week.

And then I think I saw a thing that, um, it was Calvin Wright that actually put it out on his— it's like a I mean, it's a standard for— like, it's, it's during expectations. Like, look, if you— I need to go look it over again, but I think it's like if you hit like over, you know, obviously yes, if it's like a new chargeback, something happens, there's fluke things, but like, it's like if you hit over like a certain amount, I think it's like $5K or I don't know what, look at it. Um, he'll like put them as earned until they like get it paid off, and then obviously like depending on the situation everywhere else So if they have care—

say they have debt at AmeriCo. Yeah, if they don't start handling it, because they'll start writing elsewhere. That's what you can see on the debt reports. If you look at debt and issue paid, you'll see debt on one form, and then you'll suddenly see a dude who always writes AmeriCo start writing Trans. It's like, oh, why is he writing Trans? Because he has debt on AmeriCo.

Got it.

So then that's a phone call like, yo, if you don't handle this, I'm putting you on as earned over here.

Yeah, yeah.

And you force them to out everywhere else. Yes. You force them to— that's step 1. Step 2 is you terminate. Step 1 is— well, step 1 is take care of your shit or I'm gonna have to make a move.

Yeah.

Step 2 is I force you to write where you have the debt. Step 3 is I just turn you off.

Oh, I love that. Yeah, that's definitely gonna get—

yeah, it works. Yeah, it works. And it becomes— you start doing it on the interview and the onboarding.

Yeah.

Then you see a little bit of debt. The very first sign to it is they start writing somewhere they don't normally write. That's the very first sign that they're having financial money problems.

Yeah.

Because they need to— they need the income, you know what I mean? And it's like, all right, that's a sign. If you don't catch that, that means you're not paying attention.

Yeah.

So then it's worth a phone call. Hey, what's up? I see that. That— hey, make sure we start— hey, throw a policy. I know you need some money, but dude, work a little overtime this week. Throw another policy at this company this week. Do you mean like figure it out? And then if they don't, then those, those second and third steps are the next, next way to handle it.

Yeah, I'm definitely gonna— that's gonna be good. ASAP.

Yes. Yeah, you won't get— we have very— I don't—

yeah, when I first started, I mean, I didn't even look at anyone else's debt but mine because I don't— I didn't know.

You just don't know. Yeah, I got whacked. My first big one was $120 grand, and I was like— and I saw it coming, and I just believed the bullshit stories they sold me.

Yeah.

And that, you know what I mean? And I'm like, all right, so I no longer believe the stories. I just quit believing. I just go based on complete what the numbers say.

Yeah.

And then I watch everything. They're not gonna— they will not get the debt. I mean, just, you— they won't get there. I'll just— I'll catch it too soon and ax them.

Yeah, yeah, that's good. Yeah, yeah, I am glad we had a conversation about that. That is something that was like in the back of my head. I'm like, I don't even know how to You know, but yeah, it was a perspective thing too. I mean, that's what Easton was like, well, heck, Erica, like, I got, you know, $90 grand plus rolled to me and didn't learn from my mistakes and all the things. And so it was just perspective. I was like, okay, well, you know, thank God mine's okay. Yeah, yeah, like, I'll definitely get through it. But, but yeah, that's good. I'm definitely going to implement that for sure. Thank you.

You're very welcome. If you have any questions along the way once your eyes start spinning, like, just, just hit me up. I've— trust me, I've been a debt maniac for— that was in 20— I think it was like 2017 that happened to me. So for 8 years I've been like on debt. Yeah, yeah. So good. Well, I appreciate you getting on. Anything you want to end with? Anything I didn't ask that I should have, or anything you wanna— I'll let you— stage is yours to end it. No pressure.

I think just, um, at the end of the day, like, I mean, for me, I just continuously had to like look myself in the mirror along the way and like adjust things from part-time to full-time and just being real with yourself of where you're at and what you can actually accomplish and adjusting things along the way and figuring out your schedule and putting in the work. So, I love it. And I think too, last thing, I heard this the other day, it's like who you show up as today, you can literally decide. So like, who I was yesterday, who I was in the past, you know, showing up part-time, half-assing it, whatever, like, you don't have to show up like that anymore. So like, today you can literally decide who you're going to show up as and go do whatever you want. So that's my little thing.

I appreciate you, girl. Thanks for getting on and thanks for sharing. If I can help you at all along the way, just don't be shy.

Okay.

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