This Phone Script & Lead Strategy Makes Me $50,000/Month (COPY THIS)

I've always talked about structure or script, and I'm like, but I've never given out anything that shows the structure exactly. So I'm building this now. Like, I'm literally building this right now. As I'm starting to sell again, the number one question I get by far in my DMs is, what leads? Because everyone thinks magic leads. And the number two question is, can I have your phone script? And then I have to tell people I don't have a phone script. I'm like, they're like, how do I get your phone script? I'm like, I don't know, you just get on and listen to what I say and then you copy it. Like, because I don't, I don't know how to— I've tried to do a phone script before and it moves so many ways, I don't know how to make one that doesn't turn into 22 pages, you know. So I don't, I don't really have one. So I'm trying to create— I've always talked about structure over script, and I'm like, but I've never given out anything that shows the structure exactly. So I'm building this now, like, I'm literally fucking building this right now. And And I actually took all of my— so I record all my calls. Do you record yourself?

Yeah.

You do? Dope. Do you do anything with it?

Uh, I mean, it's all right. Well, I started to put out content, especially like, um, like either funny moments or like actual sale that started really rocky and then like good.

Yeah.

So I'm also doing that.

You doing it? Yeah. Or is Ronnie doing it for you? No, no, you do it on your own. I have like literally a DJI portable camera that's right in front of me. But you do the edits and everything?

So yeah, I was. So that was taking too much time.

Yeah, yeah.

I must say I make too much for that.

Yeah.

So now I just hire somebody that's going to start like doing the edits for me. Now, the problem with that, obviously you have your team, so it's easy for them to like distinguish what type of content you want to put out or what you can listen to because they're in the game. So I have to explain to him, hey man, get with Reese. All right.

Yeah, yeah, he can help if you want. I mean, he's got a couple people that are paying him to do it. Yeah, yeah. I mean, he's doing my shit, so he knows what to do. I mean, if you want, I mean, it's an option. Um, yeah, so what I was going to also say for you is what I'm doing— the reason I asked the question was not for that. Um, one, it is good for content. It is good, and I know it's pain in the ass. So he, he, he actually knows— it's like he knows my content better than I know my content. As we start doing this stuff, I sent it to him to edit. I'm like, hey bro, I'm trying to build this script thing. I do it just— I just do it. So I'm like, can you review it? And so he goes through and he's like, this ain't how you say it, or hey, you forgot this. Like, he knows my sayings and my, like, the word tracks I use and shit like that fucking better than I know because he listens to all the content. So he hears the repetitiveness of the things I say over and over again. So one, use it, use it for content. Two, what I've been doing is I've been putting it into AI and having it create training stuff for me. So I'm starting to take it and use it to give to my team. So this is all this has come from. I've uploaded all my calls, real sales calls and training. So I take my sales calls live and I take my trainings and I put them in and I have this like pulling the most common things I say and what. So it's, it's, it's like helping me build it.

That's the best.

Yeah, it's fucking, it's fired.

It's not ChatGPT though, right?

No, right now I tried it with ChatGPT. It was decent. But this is Cloud. I like Cloud a lot better. Yeah, yeah. I've only been fucking with a couple of weeks, but I like it a lot. None of them are perfect.

So you say use the video to create.

Yes, I take the transcripts, upload them to that, and then it will create anything I want and it does it fucking instant, dude. So I can be like, hey, go pull me some content based on trainings that I do where agents ask me about what leads to give new agents. Bro, it'll put together a fucking documentary for me on it. It's fucking insane, bro, because I record everything of mine. And so I've been learning how to put it in AI and have it help me. So I've kind of— I've kind of taken the structure down, and I'll give you guys this if you want. Again, it's a— it's literally a work in progress. So I've kind of broken it down into like 6 sections. So opening, the reason why they filled it out, slightly different than their actual why, You mean like reason is like what kind of— for me, what triggered it. The why is more like what happens if, right? They, they kind of blend together 2 and 3 for me a lot, but there are slight variations. Then like you, I go through health, then I have my process, and then I close it.

Yeah, simple.

That's, that's, that's the steps. Now what to say during that, a lot of variables, a lot of fucking variables, you know. So I've learned— I've just started to put some of the kind kind of the basics of— so it's script-ish. I think the earlier, the more it's a script. The later it goes, the more off-script it goes. My intro, my opening, when they answer, dude, I would say the same fucking thing every fucking time. Again, can it go sideways? Only a little because they don't have much time to say much. So for me, what I would say as you guys work on this, you don't have to take my stuff verbatim because they got their shit figured out and it's probably really fucking similar. But like, you got to figure out how you open a phone call. If you don't have that shit mastered, you ain't staying on the phone long. And so you've got to learn the psychology of how to keep people on the phone. I think that's what all of us are really good at is like how to get them to— initially, the goal is don't fucking hang up on me. Right? Where I think a lot of people are trying to get so much information in, you kind of want to like book an appointment or verify something or— you know what I mean? Like you're trying to do so much so fast before they hang up. Where a lot of us are like, hey, what can I say that creates some level of curiosity to get them to openly not hang up and openly listen to me just a little long, just a little? I don't need a lot of time, I just need this much longer. That way I can say a little bit more about who I am and why I'm calling so it can trigger their memory of filling something out. That's typically what we're all trying to do, is what, what words can I say that get you to know I'm not the last asshole that called? I'm the one that, because you filled this thing out, that's me. I'm that guy over here. Creating that connection is hard for people, for new agents. It's hard to— for you, they don't know what you just— I'm calling from the center that the licensed insurance— all these weird technical terms. I don't like all that. I mean, again, I don't know what your deal is, but mine is very like, uh, simple. Yeah, yes. It's not— I'm not the licensed anything calling from anywhere. I just— I don't do it that way. You know, I've learned for me it's too many words. I don't need a lot of words. For me, the less words, the better early, you know? Um, so what— go ahead.

Crazy you say less words. It just literally made me click off yesterday. I, uh, helped with this lady when, um, it like the simple— I think it's very simple in the beginning too. You say, hey, you know, this is Mass and Veteran Consultant. Looks like you fill out a form regarding the, you know, burial benefits.

Yep.

And then they'll be like, for example, this particular lady The silence speaks louder than words a lot of times.

Yeah.

So I'm talking like I'm 5, maybe 10 seconds in. She's like, yeah. I'm like, so did you not fill it out? Yeah. I'm like, you don't sound too sure. No, I filled it out. Oh, okay.

I was a little confused.

I thought I called the wrong person. And then that set the tone for the whole call.

And opened up. Yeah.

As opposed to you just trying to spit it out.

Jam through it. Yep.

And then she's gonna hang up.

Yeah.

So it's kind of like what you said, it's like less than that.

Yeah, yeah, always is. Yeah, because it's like they were like, is this who I think it is? Is it not who I think it is? Like, you know what I mean? They're trying to gauge like, who the fuck is this? That when they pick up the phone, that's what they're figuring out. Who the fuck is this? Well, you better be really good at explaining who the fuck it is quick without saying too much and sounding like a scumbag, or they're out, you know? So there's a— there is a skill set to being able to stay on the phone. And to be quite honest, I can about tell who they're going to be based— before they even say a word. Like, you can almost— when people answer, you know, you kind of take a breath in before you speak. You're like, hello? Like, I can almost tell before the hello comes out of their mouth who they're going to be. Like, you do enough phone calls, you can feel it. So there has to be a little bit of— even if I script, fine, do my tonality, my volume, my aggression, the way I approach it varies person to person just a little sometimes. A sweet old lady answers the phone, it's gonna be very different than someone that goes, what? It might be the same words, but I'm gonna come at them differently. That's the piece you gotta learn. I ask people how they're doing. I'm like, hey, is John getting back to you? How are you today? I've done it my whole career. Some people hate it, some people like it. Dude, the overwhelming majority of people answer me. They don't know who the fuck I am. I'm in the South, I call a lot of people in the South. They tend to fucking answer. It just buys me a little time. Now based on the way they respond back, I now know who I'm dealing with. They're like, you know what I mean? Well, who is this? I got it. Where somebody's like, "Oh, I'm doing okay today, honey. How are you?" Oh, fucking A. I got me a lay down here. And they don't even know who I am and they're speaking that way. I'm like, "Oh, thank God." So it's like for me, mine is intentional to gauge certain things. The words are not magic, you know. So for you, it's like the first thing, you've got to figure out that close, the, the open section. You've got to figure that out, you know. So tweak it, pay attention. If you say this thing and you get a lot of pushback, all right, you're saying it wrong. If you get a lot of rub and a lot of friction based on the way, all right, you're doing something incorrect, you know. You should— now, if you're calling age lead, it's going to be a little bit different than a new lead. You got to teach that too, you know. So it's like, for me figure out, figure out part 1 for yourselves, whatever that is, and get that piece down to a science. I think too many people try to work on phone script. I'm like, that's a lot of words. That's 47 minutes of conversation. It's hard— gonna be hard to get down in one chunk. So for me, I chunk it down a little bit, dude. I spend an obnoxious— you see the first sentence? Hey, name. Dude, I'll spend 15 minutes with new agents sometimes just getting them to say that right. I mean, you can't just go, hey John. They go like, hi John. I'm like, no, no, that's not what I said. Yeah, hey. No, like, it's wild to me how people overcomplicate just the initial intro, you know? So as you guys, again, start, make your own open. I don't give a shit. The words, who Who cares? I always tell people, be like, hey man, this is John. I'm sitting here with Mickey Mouse just getting back to you about the request you put in. And no one would blink a fucking eye. I could literally talk about Mickey Mouse on every phone call and no one would say shit because of the tonality and the control I have with it. So the words aren't quite as important as the way you say the words, you know? So just learn that piece. For me, next, then I— for me, I'm trying to figure out once I get past like And again, I'm— I tell them that I'm the one they put in charge of getting you the information. I just got to run through a couple questions so I can help you figure this thing out. Is that cool? That's how I get to a presentation. I just got to ask you a few questions. Is it cool? They say yes, I'm fucking presenting now. People go, how do you transition?

That's it.

I just ask them if it's cool to ask a couple questions. It's not that deep for me. They say yes. Now for me, the next thing I try to do is figure out why the fuck did you fill this out? I need to understand it in my head. Again, not like so much what happens if— who's going to be crying at the funeral. I ain't quite there yet, you know. Some people fill it out because who fucking knows, dude. They just had nothing better to do at midnight and it seemed like— it just— it— they're the variables that fill it out to click it to get us to pay, to fucking throw you off. It's a curveball in the dirt. It's just who knows why, dude. And so for those people, I just move on from I was just fucking curious. I know you're curious. What are you curious about, bro? Like specifically. So I try to figure that out. I tend to ask people if they have anything in place now, are we working with nothing at all? That question works really well for me because everyone answers it. Half say they have nothing at all, half say they got something in place already. For me, I go, there's nothing. They say there's nothing at all. I have a stupid line.

I go, uh-oh.

It's exactly how I say it every time. And I'm like, well, who's shit? Who's in trouble when you die? And it just leads right into where I want to go. You know, it's a very— I've just learned how to control that conversation so well. Again, there's no magic to it. Um, if they already have something in place, again, for me, if they already have it in place and they filled something out, I still know they, they either need more or they're unhappy with what they got. I want to know which. Both are good for me, but I'm going to control that there. Right. All right, you already got some in place. Got it. Did something happen to help you make you figure out that that's not enough, or were you just trying to find a better deal, or what's got you looking again? It's just fucking conversation. I just want to know why do you already have some and why. Now, first, typically want to know if it's recent or old. I typically want to know that. Did you just get it or you had it a while? Now, I had it a while. All right, I mean, something in life fucking happened that made you want more. If I just got it recently, that means you ain't fucking happy with it. Right? They either have some or they have none. That applies to 100% of people you're talking to. And if they have some, they either got it recent or they've had a long time. There's no other option, you know what I mean? And so I use the path to go down. I have very intentional— so if they got it recent, okay, got it. Are you looking to just kind of get a better price, or did you get one of those 2-year waiting periods, or what's got you looking again already? Is almost always one of those two. There's really not usually anything else if they just got it last week, last month, you know what I mean? It's like price, waiting period. I can't think of another reason why they'd still be shopping, you know. If they got it a long time ago, something probably happened where they realized, shit, $10,000, $20,000 that I have ain't enough. Either want to leave more money to my kids, I had a funeral I paid for, someone paid for that was $20,000, not $10,000, you know what I mean? Like something they realize that ain't enough. And if I can get that out of them, it leads me down the path of, I need insurance, sir, can you help me? Those are the people I'm looking for. I'm not looking to fight with the guy who pretends he didn't fill it out. I don't give a shit about him. I move— John Wetmore moves on from him. You mean someone stole your identity? Someone put that— dude, I don't, I don't have the energy for those conversations. I just hang up on him and I move on. I'm fucking bad at that, you know what I mean? If you don't— if you're not in line with where I'm going, I'm out. Same as I am with agents. I mean, if they ain't tracking, I quit. I hang up on more clients than hang up on me, for sure. I hang up on a lot of leads. I just— I have no interest in fighting them. You know what I mean? A preference on what lead mix, or do you mix, or do you stick with this type of leads? Yeah, like vets. Right now I'm running— I get right now currently, and I've been proud this way for— at the beginning I toyed with different things. I was trying like truckers and IUIs, testing everything. What I told people for a while is like when people would say, what lead type was again my most common DM. If you're an insurance agent and you feel like you're stuck, you've hit a wall, you're trying to figure out sales strategies, the scripts to use, how to get like off the ground and get to that top of the leaderboard type status, I have a course that I've put out, super affordable. I'm getting a ton of great feedback from people every day on the strategies they've learned and been able to implement, from goal setting to sales techniques to calendar scheduling, everything you would need to get your business off the ground and get running quickly. jwcourse.com, click the link below and get in there today. My favorite answer along the way was because when I first started doing it, I have a little bit of a chip on my shoulder and I'm very much the style type person that's like kind of fuck you, watch me kind of guy, you know. So when people said it was hard, I'm like, dude, fuck you, watch. You know what I mean? This lead type sucks. Fuck you, watch, I'll go buy them. And so the beginning, when I was doing this and people were asking me what lead type I was buying, my answer every time was, all the ones you say suck. That's my favorite answer because that's what I was doing at the beginning. Now I'm like, well, let me just go make a bunch of money. And I like to— I'm also trying to teach people easy entry, right? And for a new agent, it's easier to buy final expense than it is vet because they're cheaper. So I'm— I almost until probably a month ago, I was only buying final expense, straight $20 final expense leads, basic ass everyday FEX leads. Today, right now, probably for the last maybe 60 days, I get 50 final expense and 25 vet a week, and that's whatever. 50 final expense, 25, and I can't even work them. I, I have to pause mine a lot because I don't do it full time, so I don't even get that every week because if I get them all, I don't have the time to call them all the time. I mean, I haven't, I haven't turned on new leads. I've written, I think I'm at like 23K this month, and, um, I think I've only purchased like 100 leads just because timing, you know, I mean, I've traveled a bunch. I just haven't had the ability to do it. So again, I, I do mine slightly different than I tell y'all because this isn't my full-time Dick gig. I'm literally doing it to like, fuck you, watch me as I do it part-time and smoke most of you. Actually, all of you. How much you sell last month? I can't say that because you sell a lot. Um, all right, I smoked you too. Cool. I'm playing. Um, yeah, so right now that's my current mix. Again, I don't think it's magic. I can make money on anything you want. Um, I write significantly higher premium on vets It's not even close, it's significantly higher. But I get a hold of less of them and I write less apps. So I write more apps, I get more answers on final expense, I write more applications, but my premium's smaller. I get a hold of less vets, but I write significantly bigger premium, you know. So that the ROI for me is the same. If I were doing this as an individual dude, looking at me, how much money can I make, I'd be buying a bunch of vets, fine. But I'm also trying to teach what's really duplicatable. You know what I mean? And buying fucking $3,000 a week worth of vets is not duplicatable for a new agent. So for me, I'm going, now you can walk in and buy fucking $120 leads a week and print money too. You can buy 50, you know, maybe $20. You can, you can come into this deal and buy basic final expense leads and make money, you know. And there's idiots on the internet that are out there saying you can't make money on final expense, so I'm kind of like, fuck you, watch me too. And I'm friends with them, by the way, if they're watching. Like, I do like you, but I just The message I think is stupid, you know. So I'm big, as I start to build this thing, is what's most duplicatable, not just what's easiest for me, you know what I mean. So I do want to prove that kind of bottom of the barrel basic final expense, there's money in it, there's a shitload of money in it. Um, so for me, again, next kind of the reason, um, again, new or old, do you have any, do you not, new or old. If it's new, why are we looking? If it's old, why are we looking? And I know the basic level answer, so I'm controlling this conversation. I don't get off track really a lot here. Now I get a lot of weird different answers, so kind of there. I tend— this is probably my favorite question in this section. I don't know how well that highlights blue on blue, but the way I ask it, as it goes, did something, did something trigger you filling this thing out? Meaning, did someone pass away or get sick or have some kind of health scare in your world? What, what triggered you filling it out exactly? I asked that to about everyone. Dude, the amount of stories I get about people who have died— I tell agents, if you aren't getting 3, 4, 5, 6 a week of someone that died recently in their family, or some shitty story, or someone who fucking died of an overdose, or died young, or had a massive heart attack, had a stroke one day— if you ain't getting a handful of stories a week, you ain't doing it right. I get an obnoxious number of stories. And I'm 2 minutes in and I'm getting stories about all kinds of people who die in their world or sick. Health scares, heart attacks, just had a stroke. I mean, the amount of stories that I get out of that one question, that one question makes me fucking print money. Um, and just the way I word something, they did— they don't see a Facebook ad and go, got nothing better to do, fuck it, why not find out the price of final expense insurance? That ain't the way it works. Again, there are a couple fucking weirdos out there that certainly click on some shit, but the ones that are— the ones that let you get this far in and they acknowledge who you are and that you're calling them about this thing and they're willing to let you go forward, those motherfuckers, something triggered it, right? So the first section is like weed out for me. Do I want to talk to you? Do you want to talk to me? I mean, are we going to dance together? Are we out? That's kind of section 1. Section 2 is, all right, what made you push the button? That I want to know. And that's probably my favorite, favorite question. I kind of ask this, and this is kind of— again, I always say 2 and 3 blend together for me sometimes, because the next section is like what most people consider the why, like what's it look like if. Sometimes they give me that answer already when I ask the other questions. So these 2 sections overlap a lot. So again, I can't do script because the questions don't go in order. I don't have a line of questions that I ask this first and this second and this third necessarily, because if I go, what triggered it? And they're like, man, my fucking uncle passed away unexpectedly last month, and then we had a funeral and it cost $17 grand. He didn't have life insurance, and all of us had to fucking pitch in $4,000, and I don't want my family fucked, dude. I don't then have to go, if you drop dead today, who's picking up the pieces? Like, they just told me, you know what I mean? So I need to use my brain here a little bit and understand what I'm trying to accomplish. Sometimes at the beginning they don't give me that. They're like, yeah, I just, you know, I'm fucking getting older and I just kind of know it's probably time to do something. All right, now I probably got to ask, all right, let me ask you this, dude. If you were dropped dead today, man, who'd be in charge? Like, who's picking up the pieces, paying the bills, taking care of everything, making the phone calls? Who would that be? Now I'm asking that because they didn't give it to me in the, in the initial, you know. So it's like, for me, understanding what I'm trying to accomplish, what was the trigger And now next, what happens without it? Because what happens without is where all the money's made. And if you can get them to give you a trigger, that means yes, I'm in and I know I need something. Now I just want to solidify with how bad is it if you don't get it? And so for me, that's kind of what I'm looking for. If you drop dead today, who's picking up the pieces kind of question. And that's the fucking way I ask it. Sometimes I say, who's in trouble? Hey, you drop dead, who's in trouble? Who's dealing with the mess? You know, every once in a while you get some assholes.

You got no one.

I got no one. My family fucking doesn't talk to me, this, that, the other. I'm like, all right, dude, you drop dead, bro, who's the first person that's going to notice? It stays about quiet as like this, and I just sit and wait. I ain't got no one, dude. I got— you got no one. Who's going to be the first one to notice you're dead? They'll fucking— my neighbor? I'm All right, who's your neighbor? And I get into it. I mean, I'm trying to figure something out. I'm not going forward without understanding because someone's going to have to fucking call the ambulance. That I know. Maybe it's the landlord when you don't pay your rent next month. I don't fucking know. I just need to know who that person is. Someone's going to figure it out eventually, and then someone's going to call. So who are they going to call after 911? Who do they call next? Who do they inform you're dead? I got you might have fallen out. Who's the fucking person that's getting the phone call? If I have to dive that deep, I will. It's rare you have to do that, you know what I mean? But every once in a while, there's some asshole who pretends they don't have anyone, and I just won't let them off the hook here. I think too many people let people off the hook here, and they get through this part too easy, and they don't figure out a lot about what they got going on now for insurance terms. Um, you know, I think, I think figuring out a little bit more about their policies is very important here. Which is again the situation we're in. What triggered it? Who's in trouble? What do they get if you die? You know what I mean? Because there are some people who get like, you know, they got $30 grand in coverage and sure they would love to leave some more money for their kids, but maybe budget isn't a thing and it's not that urgent. You got to be really good at building some kind of fucking why there. If they already got $30 grand and they're sick as shit, you know it's going to be probably like, you got to really do a good job there, or they're going to be like, nah dude, I got, I got $30 grand for $62 a month 12 years ago. You want me to buy $10 grand now for $120? I'm good. Like, if you don't see that stuff coming, that's where you're going to be weak. That's how you got to know your craft. So for me, I'm figuring out what they got going on for insurance. I figure out when they got it, how much they think they have, how much they think they pay, because they're usually wrong in some form or fashion, what kind they think they have. Um, and then I do a lot of pricing. I'll not give them pricing, but I'm pricing to figure out what it would have cost. If they say, say they're 68 and they said, I've had it a long time, like roughly when did you get it? Ballpark. They'll give me some, I don't know, 7 years ago, 10 years ago, I don't fucking know, dude. I— they're 72 now. I go price '62 at $30 grand and see what it would have cost them if they were 62 today. So I understand the pricing they probably paid then, you know, so I can get a kind of idea. So if they're like, nah, I got, you know, $30 grand, I pay like $12 a month. I'm like, all right, something's wrong. I mean, there's, there's red flags going off in my world. I know I got to dig a little bit more. Some people are like, no, I got $25 grand, I pay $132.43 a month. All right, they know their shit, probably. You know what I mean? You got to kind of gauge. So that's a, that's a skill set you got to acquire here. Or this, this section, pay agents fuck up royally if you can't— if you don't get really good at figuring out what they got going on now. If they don't have insurance, ask people if they have just You know, if they've been— if they, if they haven't got any because they're sick or they just been procrastinating. And lately I've been also adding to that, or did you have some and let it go? That's an answer a lot. I used to just ask, is, do you got it because you're too sick and couldn't get it, or you just been putting it off? Almost everyone will say they've just been putting it off. But I've learned that through enough conversations, a decent amount of people out here, they let one lapse a month or 6 months or last year. So I want to know that up front. So I've added that in. So are you sick, uh, been putting it off, or did you have someone let it go? You know, and a decent amount of people had someone let it go. And I want to know why. What happened? Ah, it's just money. What's changed? You got money now? You know, I mean, like, how much was it then? $68. Well, what's gonna happen now when it's $68? You know, they got something 2 years ago and they let it go and they were paying $120, and they're like, well, budget was tough, man, I couldn't do it. 2 years later, you know it's gonna be more, right? I have to have that conversation with them. They ain't getting it fucking cheaper 2 years later. So if it was too expensive then, oh shit, more than likely— and again, I don't think people don't understand that. Like, what was cheaper 2 years ago than today? Probably almost nothing, you know what I mean? Um, I think if people have $10 grand now and want $10 grand more, I'm, I'm really early to figure out that they have double the budget. I think people are the weirdest ever. And if they have $10,000 now and they want $10,000 more, somehow they don't know they have to pay double what they're paying now. It's the weirdest fucking thing ever, right? Meaning if they got $10,000 for $100 and they're older— I use milk as an analogy— and I go, all right, so you want, you want $20,000? Got it. So budget, you're, you're in this position where you can pay about double what you're paying now. They'd be like, wait, huh? You know, kind of the people weird about it. I mean, I don't know, if you went to the store and bought 1 gallon of milk for $5, how much would 2 cost? They're like, $10. I'm like, life insurance works the same way. If you have $10,000 and you pay $100,000 and you buy $20,000, it's probably gonna be $200,000, right? And I want to kind of set the stage for, more budget here? You're going to give me some weird, I don't have the money thing later, you know? So if they had some and they got— they want more, I'm making sure we got more money in the budget now. Um, sometimes I can talk about consolidating policies. Certainly sometimes someone put them in some ass product and we can save them a few bucks, but that's not the overwhelming majority, you know. Um, it does, it does happen, you know. So the newer it is, the more I can probably consolidate some shit. I do a lot of replacements. I replace a lot of fucking policies. I make a shitload. Those premiums are— those premiums are even better than a vet premium. The— my average premium on replacements is like $2,500. I mean, I fucking— I get some money out of those. So understanding what they got going on, what they have relative to kind of what they're paying for their current one, understanding different product mix is important. Learning the ARPs and the Lincolns and all the other shits of the world, I mean, to have those conversations, you know, that's super important. Knowing how they work, knowing how to cancel them at each company is important because some of the companies you go to cancel shit and they're going to fight you. Some are going to be complete laydowns. Some, some won't let you do it with the client, with on the phone with the client. They will not fucking talk to you. Even if they give permission, they ain't talking to a fucking stranger. So learning that is— again, you don't have to know all that now. These guys understand it because they deal with it. But the better you get at that skill set, the more money you'll make. So learning that as you go, all of that for me is in my mind here. I'm thinking about all that shit here. I'm not necessarily telling it all yet, but as I'm starting to ask these questions, all of them are wrapped around with that in mind. What do I gotta deal with later? What can I replace? What are my options? Can I consolidate? Can I not? Is there a 2-year— am I fucking with their 2-year contestability? Am I not? Does it make sense to consolidate? Does it not? Or that, you know what I mean? All these little— and that's hard to do when you're new, you know? And this is where it comes back to, as you guys are making sales and not making sales and missing things, you guys coming back to these two and going like, hey, here's what happened, what would you have done? Hey, I closed this deal, but they did have another policy. They were paying this much over here, Would you have let it be, or would you have messed with it? Like, y'all should be figuring that stuff out with them, you know what I mean? Because there's a lot of variables in this section. A lot of shit comes into play here. But that's in general what I'm trying to do is kind of set the stage for ultimately what problem am I solving. So you got to create, manufacture sometimes that problem. Sometimes you got to help them see a problem they don't yet see, you know, and understanding your shit makes that easier. And the more you can do it in question format, first being like, hey, that policy sucks, you know what I mean? Be like, hey, did you know at age 80— did they tell you that one goes away at 80? Hey, did they tell you that one goes up every 5 years? Hey, did they— you know what I mean? Like, doing it in question format does better than, hey, dipshit, that thing, you know. And you can— you do that better the more you work on your craft and understand what's out there in the industry. It takes time, it takes years to get this stuff down. I mean, so don't get too overwhelmed, but understand there's stuff, there's a lot to learn here. That will make you a lot more money as you go.

You set some goals too. They might have missed it when you said that you go back, let's say they're— Yeah, that's huge. Yeah, especially when it comes to replacing a policy. Yeah, because I replaced a big premium, and you're right, the premiums are way higher because this dude told me he's looking for $25,000 house and coverage. And he was like, yeah, I paid, you know, whatever it was, $200-some bucks. Okay, cool. And I said, who do you— what do you have?

He's like, TruStage.

It's like, okay. I was like, why do you go with TruStage? And my head already knows it's more expensive.

Yeah.

I'm like, how much you paying for the TruStage policy? Told me the number. So I look up his age or whatever. I was like, did you get it like a few years ago?

I got it last year. Yeah. So you can price it exactly.

I already know exactly what it was.

Yeah.

So then come to find out What the agent did was they reduced the coverage to the amount that he was paying because the price, the price that he told me he was paying was significantly higher.

Got it.

So I was like, you said you're paying $230,000 for the $25,000. Is that right?

Yeah.

I'm like, well, we work with TruStage.

$230,000 is this.

And I'm like, $230,000 would actually equate to about $19,000 with the coverage.

Yeah.

You have the policy in front of you.

Yep.

Actually, I can grab it. It's exactly what it was. I'm like, it should be 230.33.

It's to the penny. Yeah. Yep.

And then boom, I got to get out of this. Yeah, you do. Easy.

Just because I lay down at that point, it's a lay down.

I put it on the toolkit and figured out what they actually had opposed to what they think they had.

Correct. You know, and that happens a lot. We— toolkits, and to be honest, even if it's not a carrier you have now, I don't, I don't know what everybody has. I have my, my toolkit. I can go in and add any carrier. I don't know if everybody has that same access. I know some do, some don't. I can go in and price companies we don't fucking have, you know what I mean? Yeah, yeah. So, um, not that I have to do it often. And like I told, I told an agent the other day, he had one with like Lincoln, and the lady was like, at $400 grand, a whole life, and it's $108 a month. And he just, he missed the sale, ended up being like a really unhealthy person. He had to get him GI, quoted him, you know, fucking $10 grand was $100-some bucks a month, whatever it was, and he missed it. She wanted more insurance, but he had no shot. And so I listened to his thing and I'm like, you completely skipped over that $400 grand for $100 a month. It was like $120 a month. And I'm like, how did you miss that, dude? He's like, well, I mean, I don't know their pricing. I was like, if your wife— I did this exact— I said, if your wife came home today and said she just bought 400 gallons of gas, and got it for $100. What would you say? Well, that ain't possible. Well, bro, that's what I'm fucking thinking right now about that policy, dude. I go, why do you know that's not possible? He goes, because I see the price of gas everywhere. I'm like, do you need me to keep training you, or are you not picking up what I'm putting down yet? I mean, I see the prices of insurance everywhere. He goes, yeah, but I don't have that company. I said, bro, pull up Toolkit. I go, go to America. How old is she? She's whatever, 70. I go, when did she get it? She 6, 8 years ago, because he could put in age 62, okay, put in $50,000 at America. What's it cost? $233,000. And you let her convince you she has $400,000 for half the price. And he was like, holy shit, never thought of that. It just— almost everyone skips right over that, you know.

Let's go to challenge.

Yeah, yeah. And do learning how to do it the right way without pissing people off is a thing, because when you got to inform someone they don't have what they think they have, they can get defensive if you don't handle it the right way. We're gonna be like, wait, I know you— are you sure? I'm looking at it and over here it says— I'm looking at their website and it says that $25 grand is this. So you like— you probably— hey, why don't you grab it just to double check? Because I'm on their website looking at their pricing. That works really well. I did it last night with a lady. She said she had, um, one was Aetna and one was— oh, one was— oh dude, she had, she had fucking health problems. She had a heart problem. I think a stent put in or so, a heart attack or something, a few months ago, 6 months ago. And someone supposedly got her MU and Aetna— oh no, AmAm was pending and Aetna supposedly she had. And when I put in the health thing, it was a knockout, whatever health thing it was. And so I said, do you have the policy yet? She goes, no, I ain't got it in the mail. I said, hey— and she was giving me a little pushback. She's good. I'm already got it. Got to take care of whatever. I was like, okay. Hey, when you get that policy from Aetna, hey, you might want to take a look at the paperwork. Your application in the background is going to be there. You know that heart thing you had? She goes, yeah, no, I told them everything. I'm like, no, I believe you told him. But in the back of the paperwork, there's going to be a question. I want you to go look at how he answered it for you. Because I'm on Aetna's website and it says, if you had this condition in the last 12 months, the answer is no. And I read it. And she was like, wait, what? And I said, so do you know what happens if you die and they find out? That maybe he answered it wrong, do you know what would happen? She goes, no. I go, you sure you don't know what would happen? What do you think would happen? Bank on pay, huh? Probably not. You know what I mean? Now she's like, yep. And so now Trans covers it. I'm like, hey, now there's companies that will cover it openly. The difference is you're gonna have to pay a little bit more for that luxury because technically you got something you shouldn't have. I can get it for you, but I can't get it for you that— because that price is for someone healthier. If you want it, I can get it for you, you just got to pay a little bit more. And so we didn't do it right there because I wanted her to get it. So we're talking on Friday, same concept, you know. But it's like learning, it builds a lot of trust with people and they're like, oh shit.

And doesn't take long. Nah, I went to— this was actually a recent scenario of this. Actually, I helped the client client, and then she called me on behalf of her husband saying there's a better deal through Colonial Penn. Yeah, whatever it was, it was like, it's this much for this much, I want to cancel my policy. Yeah, like, what's this lady talking about? So I go on Globe, whatever it was, I put all her information on there, or his information, the husband's information, and I took a screenshot of what the actual price is going to be and when it increases, and I sent that over to her. Yeah, I was I was like, is this what you want? Because last time, like, last time I checked, you want a permanent policy.

Yep.

I was like, I'll give you a call in about an hour or so. When I called, I was like, oh no, I saw the image.

Leave it.

Yeah, we're gonna stick with it.

Perfect.

Yeah, simple. Most, most people just ignore it.

Yeah.

And then they'll end up canceling and then going into that carrier that we know it's going to be a worse option.

Yeah. And they ain't gonna find out for years.

Exactly.

Yeah, it's true. So it's like, how do you put that in a script? I don't— I've never figured that out, right? So it's like, structure is right here. We got some shit to figure out. Let's figure it out. Let's learn how to figure it out. And if you don't get it figured out, get with someone who's better at figuring out and go, hey, when you dealt with it, how do you figure it out? Then you start learning how to navigate that situation.

It all comes down to the root, which is $500 a day, because the more you're on the phone Yeah, correct, correct.

And you figure it out if you're paying attention to it and you're being vulnerable and putting yourself out there versus going, nah, they already got it figured out. This other company's cheap as shit. I just— why do we have our company as priced? You know, I mean, agents get really negative over stuff and I'm like, no, you're missing some shit. You know, you aren't working on your craft, you aren't studying the stuff. Dude, I used to— hey, in the field, when I replaced the policy, I took the policy with me. The policy I replaced, it was now mine. And I used to study them. So I would study them and I bring them with me. Now you can request the shit and go, go on fucking arp.com and request a policy. Put in your age, put in your address. They'll send you the info that they send. You start getting on the mailing list for all those companies, you'll learn everything about them. If you're in the insurance space and trying to build an agency or you're trying to like break records in sales, just hit new levels, new heights, click the link below to apply to my consulting and coaching program that I have out there. I'm helping tons of people get to new levels, get to new income heights, help them build their teams, put systems in place, staffing stuff, recruiting processes, automations, just teaching people how to get to a point where they're selling on their own pen 30, 40, 50 grand a month. And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability you can. There is an application process. I'm only looking to work with like high-end people who really want to make make big things happen. If you're interested, click the link, apply, and if you're a fit, I'll reach out. You know, they'll send you fucking more mail than you care to— than you know what to do with, but you'll learn their stuff, you know. Um, so yeah, I think getting on the phone with— I've had FaceTime people show me on FaceTime, turn the camera around, show me their policies to help them read through it. That works really well. And I call— I call carriers quite a few times a week with the client on to get the carrier to tell me what they have. Especially when we figure out something term, I'm like, oh, this is a home run because I'm gonna get them to tell me what it's going to go up to each year and what's the max it can go up to. And when they find out eventually it can go up to $17,000 a year, they'll cut that thing out in a second. So if you aren't getting on the phone multiple times a week with the client's current carrier, identifying what it is they have you're missing out on shitloads of money. You should be several times a week on the phone with another insurance company figuring out what the policy is about. I do it again. I barely do this, and I'm on the phone 3 or 4 times a week with carriers that are, again, not for myself, for the policies they have, so we can identify what it is they have, what they're paying, you know what I mean, if and when it goes up, things like that. Dude, there's, there's a decent amount. Probably once or twice a month we call in and find out the policy's lapsed. Oh well, this is one they had that they don't even pay for anymore. You know, a lot of these people don't pay attention to their fucking bank account, you know, and they pull this thing out and they're like, I got 4 policies over here. And then we get in there, get on the phone call. Dude, I wrote, I wrote a big one last week. Um, I've written, dude, I write a lot of big policies fucking with people's policy. I write a lot of big ones. I was going to give one example, but I got a fucking 100 examples. But literally calling into carriers, I make a ton of my average AP on ones where I call in Those are my big ones. A lot. $200, $300, $400 a month sometimes, you know. And the beautiful thing is they'll give you everything you want. Like, hey, this is John. I'm kind of— we got a mutual client, has a policy there. I'm not on it. I wasn't the agent, but I'm trying to help them figure some things out. I know you have to verify and can't tell me anything until they okay it, but I got a client on. Can you verify with her? Because we have some questions. I'm trying to help her figure out her policy. Do you mind? I take control of the full thing. I tell them exactly what's going to happen. All right, Susan, go ahead. Y'all talk and verify. I'll let you do your thing. They verify. I go, hey, are you okay if I tell everything with John? Yep. All right, get out of the way. I take over now. And I start asking, what do you got? How long you had it? What's the price? When's it go up? When did you get it? I figure out everything and I'll find a— I'll find a hole in it. Now, if it's good, it's good. I mean, I had a client, we had— they had a couple Mutual of Omaha policies. I was like, nah, you keep those. Keep those ones in place. Don't let nobody fuck with them. This one over here is no good though. We're going to replace this one. You keep those ones Dude, you tell a client to keep policies in place, oh, the trust goes through the roof for you then, you know. So a lot of time I put them in a good spot. I'm not trying to take someone's stuff if it's worse for them, um, you know. I worked with one lady, dude, probably 3 months. She had some kind of like— she had this fucking crazy off-the-wall head injury, just weird thing happened to her, and she couldn't— she didn't know what she had for insurance. And it took me a while to figure it out, dude. I got on I got on as agent of record with her on 3 policies. I had them switch because her agent fell off the roof. They wouldn't— I forget who it was through, um, N.O.G. N.O.G. wouldn't give the client the policy number over the phone. They wouldn't even give the client the policy number over the phone. They will only mail it. And then I want to find out if I could convert it because she had a term and I wasn't sure of her health. She was jacked up. I was trying to help the lady. Seemed like a nice lady. I'm like, it'll work out. I still make X amount per phone call, who gives a shit? Let me help this lady. So I figured out they couldn't tell me if they could convert it or not without me being the agent of record. I'm like, all right, well, how do we switch paperwork? So we do the paperwork, have to send her— Amanda has to send it to her, DocuSign it. Her other policies are through Moo. That client fell off, so we switch them on Moo. Now Moo will give me whatever I want for info. They didn't— they'll, they'll tell you anything if the client verifies it, but the other one wouldn't. So Moose policies are good, two whole life policies, we keep them. The NLG one, I couldn't get info until I was agent of record, so we switched. It took like a month to switch it. She was— we just stayed in touch, ended up finding out she couldn't convert it, but it was a return of premium policy. So it was a return of premium policy. So had she just— it was a, it was a term ROP, which she didn't know. She had no idea she signed up for that. So instead of terminating it, I'm like, nah, keep that shit in place because at the end you get $43,000 back in 8 more years or whatever it was. I'm like, you know, because if you cancel now, she get like fucking $2,000. You know, it's a pro-rated shitty. So I was like, nah, actually keep that one in place. Then the MU policies we looked at, I was like, those are good policies, but her health was significantly better than I thought it was going to be. And I tried her through fucking AmeriCo UL. And that shit went through. So she got double the insurance on the AmeriCo UL than she had on the MOO. So she let the MOO go. We kept the other one, which will get ROP on it now. And that one took me— I had her, I was working with her for like 3 months. Not a lot, but every, you know, every few weeks we'd stay in touch for like 3 months. Yeah, I ended up writing— it was like 3 grand or something like that on that one. Yeah. Now, and she's giving me a bunch of referrals now. Yeah, yeah. So that's all started from this. And And my intention was just help the lady. I didn't think I was gonna write her shit. I was literally just trying to help her, fucking help a lady that didn't understand anything. Um, so kind of next section, health, is kind of what I do next, you know. Um, I'm not— I don't have a checklist. I'm like, hey, what, what about this? What about this? What about that? I kind of— I do know this part fairly decently after doing it so many years, but I start with having them tell me. I'm a big fan of that. I go, hey, anything major going on health-wise? What do you got going on? And I get them— I want to hear them start talking because a lot of people pretend they're healthy as shit, healthy as a horse. I'm like, oh boy, it's going to be a good one, you know. So I think learning how to navigate health stuff is important. Learning how to ask the questions the right way, learning how to find out how many prescriptions they're really on, not which ones they choose to take, which ones are going to be on the record. Like, again, learning how to navigate this stuff, super important. Um, again, ways I've learned to do it, I ask what What kind of things do you take prescriptions for? That tends to get me more information out. I'm not a big write all the medications down kind of guy. I'm probably really bad at that. But if I know what they're for, I do fairly well with it. If they're one of the type of people that's like— now he's trying to hide. He's trying not to get in trouble over there. I think for me, if they only have a thing or two, the way I've learned to challenge them is I go, so you only take one pill? When they go like, no, I just So that's it, just diabetes, nothing else. So you just take one pill a day? They're like, oh no, I take lots of pills a day. Got it, tell me what you take the pills for. That opens up the door. I've learned that one question fucking has saved me obnoxious amounts of declines and underwriting problems. Um, and then the basics. I'm not looking for anything outside of the norm after that. Um, you know, kind of head to toe, what do you got going on? But again, that, that So you just take one pill or that gets two times? So you just take two pills a day? Oh no, no, I take more than that.

Okay.

You know, yeah, I've learned to ask if I don't— if I feel like they're being like— if they're hiding something, you kind of can start to feel that a little bit. Some of the ones that like— you'll, you'll pick up on it the better you get at it. Um, I tend to ask it versus— I don't know, some of them don't want to be challenged a ton or they don't like it. I might go like, is there anything the doctor said you should be taking that you just don't think that you don't need or anything anymore? That's a good one because then they'll tell me some shit that they're prescribed every month that they just refuse to take. You know, that opens up the door for some things that I would otherwise miss. And you learn this shit by getting declines when they're like healthy as a horse, and then fucking even Transamerica declines them and shit. You know, it's like, what the hell? Um, so yeah, and then I'm looking out for obviously big GI stuff. It's Pretty, pretty simple there. I think that I've learned over the years most agents suck at this. So if I do a really good job on health stuff, I can also replace a lot of policies because they'll write some TruStage or something, or they'll write fucking CoreBridge when they don't have to, you know what I mean? Like, or like, I had a client the other day, they had a, they had a fucking pacemaker and someone gave them GI. I'm like, Transamerica takes that shit fucking no problem. They just— the person didn't know that, you know? So it's like, I can figure out health stuff really good there. A lot of times I find agents panic and they write— if they don't get AmeriCo first, they go right to GI, versus understanding how underwriting works and different carriers take different things and really learning your craft there. So again, if you're not studying your underwriting and your— what each carrier takes and learning it, and you can— even if you don't study the— there are physical— you'll probably— no one has them anymore, most agents don't, but they are physical underwriting guides. You can literally get a PDF of any companies and read them and start study them. But even if you just go on Toolkits, if you put in health reasons and it shows up, they only take these two companies. If you go down the bottom, all the ones that are grayed out, it tells you why they don't accept it. So you can start learning the underwriting there. It'll be like, no, Ethos won't take it because of this, or Combo, or the smoker plus heart stuff, or whatever it is that the other companies don't take. You can start learning underwriting there. So, you know, I know health stuff fairly decently because I've been doing a long time. But dude, I ain't had to do real underwriting in 10 years. I don't know the underwriting guides. I don't know what carrier takes. I don't know the quirks anymore. I wouldn't have known Transamerica takes pacemaker. I don't fucking know that shit anymore. So I had to get back into studying this stuff. So I study the bottom of toolkits a ton, like a lot, because it gives you insight into it. And then I take notes on it, you know what I mean? Like, hey, pacemaker— oh God, if they take pacemaker, but not if they have a defibrillator. Defibrillator adds a different fucking thing thing to it. I mean, look, that's worse. I don't know why, but it's just there's something different. I haven't studied what the hell— I don't even know what defibrillator is, to be honest. But I just know if you got a pacemaker, you can have one with the defibrillator and one without. If you got it with, probably ain't— trans probably ain't taking it. You got it without it, no problem. You know, it's just learning those little quirks. Those are things y'all got to study on your own time on top of 40 hours of prospecting, presenting. It's a lot to do in addition to the 40 hours doing the work side. You know, and then for me, I don't want to mess you all up. Do y'all process? Do y'all, do y'all quote and then underwrite? Or do y'all underwrite and then give prices?

Um, so ask the health questions and then I kind of gauge. Yeah, I gauge where they're going to fall and then I quote. Okay.

I, I never quote. I underwrite next. Yeah, so again, I don't want to mess you all up, so keep doing what you So yeah, that's why I say the process, whatever it is, it is. They all work. I learned for me when I came back into it, not knowing the underwriting probably the way I should because it'd been a long time. And then I did one to America and it was like declined. And then I got to go over here and I was— one of my guys was like, quote Eagle 2. And then if they get 1, it's, oh look, I got your deal type thing. So they quote 2 so they don't get fucked going up trying for 1 and then getting 2. I was like, oh, that makes sense. So I started doing that at first. And then when I still got a decline, but then I got accepted somewhere else, I'm like, I'm giving pricing where I can get an answer in like 4 seconds. So I, I get— I do an underwrite on all of them now. Again, there's no— keep doing what you're doing if it's working. Um, just know your process, you know what I mean? Figure out whatever your process is, be good with it. If you, if you know how to quote it the right way and you have to backtrack, it's easy. So yeah, I'll kind of skip this process because I don't want to— I don't want to mess people up. But for me, I've just been—

yeah, every time, unless it's super young. Like, I think you should every time get a pre-qualification, because then you're really screwed.

Yeah.

And then you caught them, you know, you're gonna quote them a massive— yeah, it's hard to tell somebody, hey, yeah, the same exact amount of money, you gotta get $50K less.

Yep. Yeah.

Or $100K less.

It is. Yeah. So yeah, I've done it this way now, and just, it works for me, and it lets me— the team, I mean, it's— some of the team, they, they can now do it without knowing much, but then they also don't go out of their way to learn much because it's like, ah, fuck throw it in, see if it gets approved, you know what I mean? So there's pros and cons to it for sure. Um, so I think for me, you know, what's important here more than anything, which you do first or second, is framing everything the right way, you know, because most people struggle at this point, especially once you give out pricing, is then to get social and banking, you know. So I get, I get social because I'm doing— I'm getting social now, underwrite before I get pricing. So I get social before I give off my leverage point So it's the piece y'all gotta learn really well is how do you frame everything to let them know, hey, I'm gonna need your social and you're gonna pick a price and we're getting you some insurance today and I'm gonna need your banking. Like, you gotta look— get really good at explaining that process because the one thing I can guarantee you for sure is the minute you give out pricing, you lose all your leverage. So if you don't have that shit locked up like in a bag, you give out pricing, dude, they can back out in a second and it's easy to do it. It's hard to get— it can be hard to get a social for new people. You know, to kind of do that next step. Um, once they know, especially if you're weak at underwriting and you don't really know, and then you throw one in, you get declines and having to backtrack and shit like that. Like, this— the— all these pieces are really important, you know. But it's like, this is the stuff on top of your regular work that y'all got to be really studying your craft at and kind of watching how he does it, watching how he delivers it, watching the word tracks and things like that. Um, you know, I had to learn that. I didn't— I do Dude, my dad, we weren't collecting fucking Cash Apps and Chimes, and we got a fucking void check. That's what the option was. There was no— there was not all these other options. So now having to learn what carriers take it, which don't— like, I had to figure that out. It's easy. I mean, we have a little fucking form that we give people. But at the beginning, I didn't know that stuff. So now, you know, learning how to— learning how to find out where people bank early is, is a skill set, you know. And so for me, I kind of sort of the way I've learned to do it. Social and banking, for me, the way I've kind of learned to do both is, especially with seniors, I— once I, once I get to figure out kind of their situation, I go, all right, well, the kind of process next is, one, I let them know that I gotta— I gotta— next step is to kind of figure out what they're eligible for. So I gotta kind of check their health. I go, as you know now, all your prescriptions and all your medical stuff, you you know they keep track of all that stuff on the computer now, right? 100% of people say yes. Okay, so I have access to pull that information on the computer. They keep track of all that stuff with your name, your address, your birthday, and your social. So I'm going to plug that information into the computer. It's going to come back and let me know which companies will approve you, which ones won't, and then it sorts it in order of price from lowest to highest so I can do all the shopping around for you and figure out who's going to get you the most insurance for your money. Is that cool? That's how I go like, yo, I need your social soon. Does that make sense? It's the frame of why I need it. And, and it logically makes sense that they know all that shit. Everyone knows that you go, hey, I need blood pressure medicine, the doctor hits a button on the computer and magically it's at CVS. Like, it's tracked on the computer. No one's confused by that. I don't talk about MIB. I don't get fan— I go, you know, it's all tracked, kept track of on the computer now. It's exactly how I word it. So no one knows what the fuck MIB means, and you gotta then explain what it is To me, it's a lot less words, simple, relatable. So that's kind of the way I talk about, um, the social part. And then as I tell them, shopping things around, I go, hey, every carrier, some of them take different forms of payment, just like stores. Now, when you get your Social Security, does that go on the little green government card, or does it go right into like a banking account, like a checking account, like a normal bank? And they tell me which one or the other. And that's kind of how I set like one, who to go towards, right? Because if they only have the card, you only got a couple options. And it lets me know banking. And it's also like, hey, you know, eventually you got to pay for this shit, you know? So I frame it at that point during the shopping around. And for me, when I say different companies, which is true, different companies take different forms of payment, it lands a little smoother than going like, hey, where do you bank? You know what I mean? Especially, and it lands for more people with less pushback. So that's just kind of the way I've learned to frame it. It kind of works out for me most of the time. I get very little pushback on social or banking, almost very little, a little bit, a few times a month for sure, but not, not as much as I hear most agents getting. It's just pre-framing why I have to ask for it, because if you don't do it that way and you go, hey, what's your social? You get people, why do you need that? You're going to get that a lot, which is one of the dumbest things ever, but these weirdos will say it. So if you line it up beforehand, you get that significantly less. It's just one of those things. Um, and then closing, it is what it is. I mean, I think there's, there's nothing crazy about it. Again, I do know they're approved by the time I get pricing. If you don't, all good either way. Just know your process for how to close it and the way to do it. I don't think I do anything fancy, you know. I think I've done enough conversations early on for us to both know they need some insurance. I've probably got a rough idea of their budget at this I know if they're broke or not. I know how much cut, you know what I mean? I'm like, most of this is just a formality at this stage. Um, you know, I'm closing 2 out of 3 of them at this point. If I lose a third of them, it is what it is. And I get the same dumb shit y'all get. I want to think about it, I want to check with so-and-so, and or I can't find my banking right now, and I never talk to them again. It's just what it is. Um, but if I do the first steps, first 5 steps right, this last part is fucking easy as shit, you know. I go, all right, I got you approved. Hey, grab a pen and paper, I'm going to give you some pricing, have you write them down and pick which plan you want to start with. And I go, before I show you the pricing, let me explain how the program works. And I explain all the benefits. I explained a lot of the shit y'all are probably selling early that I don't even talk about. I don't talk about carriers, I don't talk about— I don't talk about Ben, I don't talk about nothing until right here when I'm about to close it. And I talk about nothing major, again, like day one coverage, fucking living benefits, yada yada, cash value. Hey, whatever the basic things are, nothing amazing that I'm going over here. If I need to talk about cash value or double accidental or anything I've put on, you mean all those things, I just mentioned that there. And I word it probably— maybe what I do well here that I don't hear a lot of people would do is I relate it to the shit they're seeing on commercials and getting in the mail, you know, at this stage. I go, all right, so let me explain the way this program works. I know you probably get a lot of stuff in the mail and see the stuff stuff on TV. You know, you've seen those ones that kind of go up every 5 years, or they go away or change prices at 80 or 85. You see all those, right? Yep. Okay, this does not work that way. This one, nothing will change. It stays the same forever. I don't use a lot of fancy insurance words at all, but I do relate it to what's out there so they know the shit they see on TV and get in the mail ain't real. Um, I go, I know you see those ones where they have those waiting periods where you can't die for the first couple years. This does not work that way. If you drop dead in 3 weeks, Bob will get $10,000, $20,000, $30,000, whatever amount you pick today. It's kind of exactly how I word it. And I just kind of explain those pieces, you know. If I happen to put on accidental with America or whatever, just say, you know, if you drop dead for any reason whatsoever, it pays $20,000. If, you know, fall off the roof hanging Christmas lights or some dumbass hit you on the interstate, you'll pay $40,000. You know, just really simple, um, common sense ways. And I try to do do it with stories and real life stuff by using names and scenarios. Other than that, I just give free pricing. I've toyed with gold, silver, bronze, all the things. I don't do any of that now. Just some really fucking simple— I show the max you're eligible for every time, no matter what it is. $100 grand at TransAmerican, they're fucking $60,000. I show it. Um, and the way I do it is I go, hey, I know you said earlier you're working with a budget, and it looks like, you know, we talked about maybe only needing $20 grand. But they do require I show you the most you're eligible for. They've actually approved you up to $100,000. I know you probably don't need it, but they do want me to tell you because if one day you want to call back and add more, you can. $100,000 for you, it's going to be probably a decent-sized car payment. It's only $652 a month for $100,000 though. And I just listen to their response. Some people like, whoo, ain't got— I say, yeah, I know we ain't talking about that one, but I just— they want me to tell you. And then I'll come back down and then I show typically 3 I sell a couple a month where they pick the whole fucking thing, $100 grand or $50 grand or something like that when I wasn't expecting it. Yeah, just people. I'll be like, $100 grand, and it tells $600-something a month, and then I come down to $20,000, it's $122,000. They're like, "Yeah, fucking, I'll take that one." But then I get people and I go, "All right, I'm going to show you whatever, 30, 20." It's a feel thing for me. As you do it for a little while, it's based on things we talk talked about. If they talked about I'm broke as shit and only want cremation, I'm probably not showing 30, 20, 10. Probably not. You know, if they got no money, I might show 15, 10, 5. I do different things based on the scenario. But when I show that high one, it's big as shit, and then I come back down to what most people's reality is, I go, all right, so I'm 20, you know, 30, 20, 10. Here's the pricing: $150, $150, whatever. Um, and I go, and I can show you anything in between, all the way up. I can go down to and go all the way up to the $100,000. But of those 3, which one of the ones makes the most sense for you to start with today? They either pick one, or some people go, hey, hey, would you say the $50,000 cost again? I'm like, all right. I get a couple a month that are like that. You know, I sell, I sell probably 3 or 4 or 5 a month that are like $300,000 or $400,000 a month plus. You know, I've had 2 last month were like $500,000 a month. You know, and those ones cancel significantly less than them $37 ones, bro. Them $37 core bridges, bitch, those motherfuckers cancel a lot. Yeah. Um, so yeah, and then I think probably the only other thing I do well there— I mean, they give the pricing, I then I go, all right, do you want this thing coming out of checking or savings? Remember, I already pre-famed banking, so that's kind of the way I ask it. Checking? Cool. Who do you bank with? Got it. All right, you got your routing and account number? I just keep it really fucking simple. Social, because I didn't mention it, I just go, hey, can you verify your social? When it's time to ask, I don't do anything. I pre-framed it earlier, so when it's time, I just say, hey, verify your social. That's how I get it every time. Um, 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, a deep dive into everything you need to know to be successful in the space, whether you're selling or whether you want to build an agency whether you want to learn how to run a staff, recruit, sell at a high level, whatever it is, we dive into it again workshop style. So super interactive. I run them every 2 or 3 times a year. There is a waitlist. If you go to JohnWetmore.com/workshop, you can put in your information and we will let you know when the next one is. There are 2 levels only. There's a basic ticket, 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. Probably the only other thing I do really well— I don't— I get— we all have draft dates naturally, like future dated Social Security shit like that. But I assume that people want it now first, and I go, hey, I assume if you're like most people, you want this coverage to start immediately, correct? Most will say yes there. I still explain it though. Like, okay, all that means is your coverage will start today. You won't see the first payment come into your account for probably 2 or 3 business days while they're setting it all up. I assume you're okay with that? Some, some get a little squirrely. You can kind of hear it in a voice. You learn to read it. And I might even add on to it if I feel like I need to, if I'm not sure. I go, Or if you want, you can line it up with your Social Security. The downside of that is the coverage won't start until that day. So would you like to be covered today or do you want to wait till your Social Security comes in? If I feel it, you know, I mean, I don't use that every time, but sometimes I'll put it out there so I don't freak them out. And I get probably— I'm probably— I don't know, I could look at it exactly, but I bet at least a third of mine are draft today. You know, I'm definitely not half— I'm not that high draft today, but I'm buying at least a third of them draft right now. And maybe the other two-thirds are Social Security date, first or third. First or third are big. I mean, I get fucking most of them then, um, in a small amount the second, third, or fourth Wednesday. Middle is easy too.

Yeah, in the middle everybody likes to have a— yeah, yeah, like around this, this week it's like really good.

Yeah, like a lot of them Yeah, it is. Yeah, that's a good one because they've got the money.

The hardest one was week 4.

Yeah, it is. Yeah, yeah, 100%. Yeah, that is a tough one. So, but again, if I tell— what I always tell people is if you're consistent, people get, people get weird on cash flow because they're like, and they blame draft dates and Social Security. I'm like, well, you don't— that's only a problem once, you know, meaning if, if you're post-dating things now into April and you ain't getting paid in March and you're blaming April Social Security as the reason you have no money in March, I'm gonna go, well, what about all the shit in February that was postdated to March? Why aren't you getting paid on all that right now? Oh, because you didn't sell a lot enough last month to get paid this month. You know what I mean? So it's like, you got to get— call it 25% of it, maybe a third of it is immediate, you're getting paid on. The other 75% is going to be that overlap, you know. So if you're postdating stuff in April, cool, you get paid on your current stuff in March, and then once April hits, you're now getting paid on all the stuff from March that you postdated, plus the stuff you get paid current from April. When you figure that game out, the cash flow's stupid. I mean, you get paid almost every day after a few months of doing it. I mean, you start getting paid like fucking clockwork. Especially you get paid— if you ain't getting paid multiple times a week, you're doing something significantly wrong. You know, and then much less when you start recruiting and getting overrides and back-end money and renewal money, and you start— you know, I mean, you start piling this thing up after, after the first year. I mean, they can get bananas pretty quick. But even for me, starting from scratch, just straight personal production pay, I mean, I was paid like— what was that my last week? I mean, it was obnoxious last week. I'm like $26 grand, $29 grand. What was that? $36 grand last week. Like from personal production advance money and nothing to do with the other shit. But yeah, so it's even being new, I'm essentially a new agent. I don't, I don't get all the years worth of back-end money and overrides and all that shit anymore. That goes— I sold the agency, for those that don't know. Integrity gets that piece. So personal production, I've only been doing it technically 6 months, and I've been paid well over $100 grand already this year just from my personal pen. You know, so y'all, y'all— yeah, correct. So y'all have that ability to— and these guys know that, but some of y'all that are confused, well, it's because I'm new. I mean, I'm fucking new too. Again, maybe I got some of this other stuff dialed in a little bit more, but your work ethic can make up for that right now because I'm, I'm not putting in as much time. If I was putting in time, dude, I'd be running $100 grand a month all day long right now. I mean, this game is so fucking easy, it's stupid. So, you know, that's what That's kind of the process. I'll end on that with you guys, unless y'all got questions. I'm certainly happy to answer any of them. Now, so are you doing role plays with new agents in regards to the structure itself? I'm not really a role play kind of guy. Well, I am more of— I like to listen to people do it live. If you aren't willing to do it live on camera in front of me, I'm probably not going to help you anyway. I just— if you ain't willing to give some effort towards it, I'm like, what are we doing? So I also, I also don't want agents to take one situation and blow it up too big, you know what I mean? I talked to Steve and he just— it went to shit. Can you listen to this one? I'm like, dude, I ain't got a fucking hour and 17 minutes right now, you know what I mean? I want to— so I like to pay attention and hear people consistently talk so I can pick up habits. Yeah, if I can hear you do it on mute and you keep saying the same thing, I'm like, hey, at that part right there, why Why don't you say it that way? Hey, let's talk through that. And then I technically role play. I'm tweaking. I like to tweak little pieces at a time. I do better that way. One of my favorite things to do when I do it on my team call a lot is I'll take one dude who I'm working with. I tend to focus on only one or two people at a time because the reality is if you take 10 people in a room, ain't all 10 doing the most work and doing everything. They ain't doing everything. So I can usually target the ones that stand out the most, and I'll kind of pull them in a little bit closer at a time. But I like to do it in front of other people, so I'll coach them live in a dial session, but then also on our team call. I'll have them send me a recording. As I get people— if they ain't recording their shit, first of all, if you want me to listen to your stuff and coach you on your stuff but you aren't listening to your own stuff to at least hear how you say it compared to how I tell you to say it, I'm probably not coaching that person either. So step 1 is record your own shit and listen to it on your own time, because you'll pick up— you can hear what Matt— what Maddie and Freddie say and go like, ooh, that ain't— I ain't doing it like them. You'll learn a lot from just listening to your own stuff, even though you don't necessarily know what you're doing. You'll be like, oh God, I'm fucking terrible there, I stutter there, I miss this, I ain't quite saying it the way I thought I was. So for me, step 1 is them watching their own film, essentially going— go back to sports. Are they going back into the locker room watching film? If they ain't watching film, why am I going to take time out of my day to help coach them? I just— I'm not— I'm probably not willing to. And again, it's not to be mean, but if you ain't putting in no effort, why the fuck do I got to put in the effort? I just find it awkward. So if they're listening to their own shit, for me, step 1 is listen to your own stuff, compare it to what you're being told to say, then you make some tweaks on it And when you think you've got it down, then you send it to me and we'll go through it together. And then I'll get on the team call and I'll take a little section of a recording and I'll play it and we'll listen to it together. And I go, hey, right there. What do you think about that? You said that. Did you hear what they said? Hey, you missed that. And then I start pointing it out where they hear it live and I do it with everybody else so they can hear it too. That's been— that's my favorite way to do it. Yeah. Thank you. Mm-hmm. When it comes to recruiting, Mm-hmm.

Um, what's like your, I guess, go-to like strategy when it comes to getting people in, into the— I'm assuming you're more so right now recruiting in Atlanta, like to bring people into the office, or you more doing like—

I have nobody in my office. Y'all are the only human beings that have been in my office since when, Amanda? When was the last time we had a human in here that wasn't one of us? Giovanni's team came in on 3 or 4. Yeah. And then, and then before that was probably the last fucking workshop. Yeah.

Okay, so your base shop is just all remote?

Yeah. No, which I'm not saying that's the ideal way to do it, but I don't have the time. I don't, I don't have the ability to do 1Z, 2Z agents right now in person, you know what I mean? To be honest, I'm busy as shit. I got a lot going on. I'm trying to sell too. If I had one agent down here dialing, he'd be down here by himself. I just, you know, it's hard to Yeah, it's just I got a lot going on too, you know? And so I probably wouldn't do that agent a lot of justice right now. I just— I would— I— it's a great idea and I should do it that way. I just can't based on where I'm at in, in the stage, I guess. Do you think if I were starting fresh, I would be doing exactly that? I'd be in here dialing, I'd be down here dialing, and people would be in here down. I'm doing that version on Discord, so Discord is my office essentially. Because I can, I can do that. It's easier for me and my schedule and my team and everything else I got going on. And that's my bullshit excuse for not bringing people in, you know, that I have convinced myself is okay to, to use.

My game plan is to open up an office.

Yeah, 100%.

I guess get people in 100% when it comes to recruiting. Like, how do you, how would you go kind of about it if I'm more so seeking local?

Yeah, I mean, you just refuse to hire people if they ain't local, dude, or ask people if they want to relocate. That dude staying You know, his first question with anybody is, are you willing to relocate to Chicago? If they say no, he doesn't talk to them. And he's fucking killing it. He has 400 people in an office in Chicago right now. Yeah, he said, I think, is— was it— was it 18,000 square feet? He told him 18,000 square foot office or something. Maybe it's 30,000 square— he's an obnoxious size office, 400 people in it. You know, he's 24 or something like that. And his first thing, are you willing to relocate to Chicago? Nope, no conversation. So I'm like, that seems pretty fucking simple. So if I were in your shoes, if it's working for him, I'd be like, well, that could probably work for me too, you know. Um, and then certainly you can get plenty of traction here locally to at least get it started. And then I think promoting what you're doing to help people, you know, bringing people in even if they're out of town, to bring them in for spend some time out here to learn it, probably Giovanni had people move to Florida. I mean, like, you can get people to do crazy if you just ask, you know, especially if you're going to work with them and help them build and do all the things. It's not even close right now. The ones— the teams that are growing the most are doing virtual sales from an office setting. It's not even close. People doing virtual from home, they aren't growing as much as people doing virtual from an office. It's not close. I'm not growing as fast as I could because I'm not bringing people in. It's just It is what it is, you know. But like anything else, I ain't perfect either. I just— right now ain't the time that I have the ability and/or willingness to— that's a lot. It's a lot of work. It's a lot of work, you know. And I would— if I did it full, full, I'd have to be here at 7 AM, and I'd have to be there till 10, 11 o'clock at night. And you know what I mean? I just— I ain't there yet, given everything I got going on. To be able to give that time to it locally. Um, now ideally I would find someone here that was, you know what I mean, like, like if Giovanni were here, I'd have his whole team. They'd all be here and he'd be fucking running it, you know. Um, and it's a balance too because I got a whole operation upstate. That's, that's, that's why we stopped having so many people in, because the people weren't growing, the ones that were here, and then they would bug the shit out of my team and it was limiting us from growing. We were growing like a weed and the people in the office were the one growing the least. I was like, y'all gotta fucking go, because they were slowing us down, you know. But again, I, I could look back and see where I was messing it up too, you know. So I think you're, you're in the right headspace for it. Just go for it. You should definitely have an office, and you should definitely pile people in it. And even if they don't want to relocate permanently, if you're attracting the right people, I wouldn't work with them at all if they didn't come to the office to to learn. Let's spend a week or two personally. Yeah, I mean, just, you want people that are gonna— you need willing. There's enough willing. It's like leads, bro. You know what I mean? It's like, not everybody's gonna do it and be willing to talk to you, but if you call enough of them, you're gonna get enough people that are like, yep, yep, I did it. Yep, that's me. Yep, I need coverage. Yep, my daughter will be screwed if I don't have it. Yep. Yep, my budget's $200 a month. Yep, no problem. You talk, you call enough of them motherfuckers, you find plenty of those a week, you know. And if you're doing enough recruiting conversations, putting enough stuff out there on social, sharing not only your stuff, which is fine, but at this point, if you ain't figured it out yet, you're expected to kill it. No one gives a shit if you have a $20K week. No one cares, dude. They don't give a shit, and they don't believe they can do it. But you start showing these cats making money, that will pop more than you showing your own stuff by far. And showing that you can teach it, and people that get around you are making money. You start showing that, you blow up, you know. So make sure you're sharing both, not just your skill set. Your skill set's important, but it don't do near the stuff as you taking in a kid and changing his world, you know. We get way more traction on the stuff I share of others, for sure, you know. This kid Darryl writes $10 grand a week the last couple weeks. Starts— he's getting more traction than I I write $25 grand a week, dude. No one gives a shit. I mean, no one cares. It's just, okay, you're supposed to be doing it. No biggie, you know. So continuing to share and then finding the warm market of these— obviously they all somewhat intertwined. There's more of them, they know more people, and there's some of them are scared to recruit because they don't know what they're doing yet. And that's where you got to figure out how to have those conversations that they can be bringing people to the table. Y'all can be training them and they they could be just a conduit to bring others in and having their world learn with them as, as they grow together. And that, that becomes a fun part, a fun stage to kind of do this thing with your buddies, you know what I mean? And, and not having too much of an ego that you're not willing to tell people until you're great at it. It's like, you, you think they need you to be fucking good to have success here? The fuck they need you for? We gotta figure it out, dude. Don't worry about it, just bring more people in. We got you, you know. No one needed— you didn't need me to get good. Maybe I played a little piece in your journey, but you certainly would have been good with— if I wouldn't did— you know what I mean? Like, we had a whole system and structure for you to learn this thing, and everybody else has that too. So I try to teach my guys early on, dude, bring people in, bring people to the party. And then to some extent, dude, I am taking time out of my day to teach you how to make a bunch of money. The least you could fucking do is bring more people more people to the agency that I can help. I'll guilt your ass to it if I need to. You know what I mean? Like, I am helping you every day, bro. Can you help a brother out? You know, bring some more people to the party, please. Um, and that, that works too.

Are you going through campaigns as well? Like, um, I'm trying to have like these recruiting conversations. Like, what do you— what is your goal on a weekly basis? Because you have— obviously, I know you have both sides dialed in. I sure as hell don't have the other side dialed in. So it's like, how do I— what is your goal on a weekly basis? If I was like, literally, I mean, kind of am on—

Yeah, yeah, yeah. Doing work and direct. Yeah.

You like say, hey, yo, Matty, like, I need you to do A, B, and C every single week for X amount of months to get you to—

Yeah. Actually build like a strong foundation. Yeah, I think when you start looking at the hours and the timing, the thing I left out that I didn't talk about is we factor in recruiting. Interviews. Do 20 minutes per is, is the average that— or the timing that you get. Um, and the way I, the way I brought it up when I was in in-home, remember I told you it was 30 appointments a week? Well, we did 30 appointments a week, 30 interviews a week. So if you wanted to build some, you ran— you did 30 appointments a week or 30 interviews a week, or you weren't serious about recruiting. So if you weren't having 30 conversations a week about recruiting, I just don't think you're serious about it. You're dicking around. You're part-time in recruiting. And go, yep, is that a lot of hours? Yep, buckle the fuck up. You did want to get rich, right? We're talking 7 figures now. Like, cute. Yes, you're going to work 70 hours a week. Sorry, it's just what it is, you know? So for me, if they aren't having— I mean, if someone's having 2, 3, 4, 5 recruiting conversations a week, I'm probably not teaching them much about recruiting at all other than it ain't gonna do shit. It ain't gonna work. It's not— you will not build anything ever. You just won't, you know. It's going to take having 20, 30 conversations a week with someone. Like Trey Honeycutt says, have them, have them go from not knowing about FFL to knowing about FFL. 30 people a week, you know. Doesn't mean it needs to be full-on, doesn't mean you need to hire them, but you need to be having at least conversations. Again, same as leads, dude. If you ain't having— if you ain't presenting or attempting to present 30 times a week, you ain't gonna sell no fucking insurance. In case y'all are confused, if you aren't attempting to sell close to 30 times a week, you ain't gonna make no money. Fair? You ain't attempting to recruit someone about 30 times a week, you ain't gonna have a team. You just won't. Unless you get lucky and hire the one dude, or hires a dude who hires a fucking army, you know what I mean? But who wants to hope to get lucky? Yeah. You know, so it's talking to a shitload of people. And then with time, that gets easier too. You know what I mean? You start talking to 20, 30 a week, you start bringing some on, you got, you know, 20, 30 people direct to you, and then you start teaching them to do the same thing. Now all you're having to do is do all the coordinating and training. I mean, you've seen our group blow up. I mean, you've been around long enough to see the craziness that I can't— I can't control it. It's— I don't even know who's in my group anymore, dude. It's gotten so stupid. I can't— there's so many people that are killing it. I— it's like I don't even fucking take a part in most of it anymore. And that's the other extreme, you know, whereas during the middle, the beginning, it was all me. I was doing everything. I was doing the recruiting, I was doing onboarding, I was doing the training, I was doing the contract, I was doing everything. And Amanda came on and she started doing some of the BS stuff, like you having a dialer. I had a staff so she could do some of the back-end stuff that I was having to do. Um, and then from there I taught, if you give me this many people and we, we all start talking recruiting, now between us, dude, we could be having 100+ conversations a week. For the agency. You start having 100+ conversations a week as a group, you can bring some fucking people in, you know. So you have to do it balls to the wall to prove it works a little bit. But even you just doing 30 a week by yourself, that can only go so far because you can only sell so much and talk to so many people in a week and train them and get them started. You'll eventually hit a ceiling and you'll get burnt out, you know. So if you can't teach that to be duplicatable, to be able to sell and build at the same time simultaneously simultaneously, you'll never scale. You can make some money, you make some really good fucking money, but you'll be doing it forever. No different than if you don't build, you'll be selling forever. I mean, if you can't teach these guys how to sell and build, you'll be doing that building direct, recruiting direct, onboarding direct, everybody quitting on you direct, forever. It's a forever game if you don't learn how to scale it. So I like to teach people like, hey, here's how you you do it here, so make a bunch of money. Works a little bit, but same for you. If you're going to recruit, you ain't going to teach him to recruit. May as well just quit fucking recruiting now because you're eventually going to hit a ceiling. Half these guys are going to quit. You ain't going to fucking grow anything. You've got to teach him to teach someone too, you know. And it's— that's, that's the way it gets, it gets nuts. So, you know, as you teach a guy like Zach how to fucking do it big, he finds a guy like Easton, Easton finds a guy, you know what I mean? And then it fucking trickles down and gets bananas. That's where it becomes scalable, where after I taught Zach to teach Easton, I didn't really have to do a ton more. I didn't have to teach him to teach Calvin. He did that on his own. I didn't have to teach him to take Jay. He did that on his own. I didn't teach how to teach Easton how to get his— that, you know what I mean? Like, they— that became duplicatable. I got to kind of just step away and take phone calls and jump on training calls. And I didn't— here's the system we use, here's the administrative stuff we use. That's kind of stuff we teach at the workshop we got going on next month. People in here. There'll be 30 people in here for 2 days. I go through all that shit. If y'all have any time to show that stuff on the side and stuff, but that's— you know, we go through— we spent 2 days doing shit like this. This is a very condensed version of what I can get into on that. And that's where I was teaching. Learn it, teach it, teach someone to teach it. I had 3 legs that, you know, that I taught to teach, and I was like, That's 200 plus million a year, right? 3 killers, you know, they take 40. Now it took hundreds of people to find those 3.

Yeah.

And to be clear, those 3 were not 3 that I recruited direct. They were all good. All of my big growth has always come from, hey you, who do you know? Oh, you know him? Hey, you come over here. That dude's always been the one that killed it for me. It's never been that direct guy. Ever, not once. No, the director's always led me to other people. It's wild. And the guy— I wasn't director, Duke taught me. The guy who mentored me, he didn't hire me. Fucking 3 people deep from him hired me. We just, just worked it out, right? So I find in the industry as a whole, it's very often depth is where the volume comes from. Even Sean, Sean, the only person Sean managed Actually, well, he was near direct. Dominique was the only one here that was even in his group from back in the day, but he wasn't a direct. Someone else had to tell him, Dominique didn't have to quit, and Sean Wetmore could become direct. You know what I mean? Even all this, it was all from debt, which is why he teaches that concept too. It's like, it's just conduit to other people, man. Maybe it works out with someone direct. Way more often than not, ain't the direct Black ones. Awesome.