This Phone Script Will Make You $100,000 in Life Insurance & Annuity Sales

How many of y'all would like to add an extra $50K, $100K a year? I appreciate it, brother. Uh, it's been a, it's been a fun decade plus, and, uh, I certainly remember being new, bro, watching you do your thing and learning how to sell a bunch of stuff. 25-year cashback, dude, that changed my world, as, uh, um, as well as a bunch of other people. But watching you, dude, and your journey has been fun, man, and, uh, it's been cool to become friends over the years too. So I think where, um, what I'm, what I'm shocked at, and those of y'all that are on here should certainly help here, I'm shocked that a company our size has 82 freaking people on this call. Like, I'm literally floored. I just text Gavin and I said, dude, what have we fucked up? Sorry if I'm not supposed to cuss on it, I apologize. But you know what I mean? I'm like, how? Like, what? Y'all aren't talking about this more? You know, the first time I started, um Understanding this business early. I've been in the business now, I've been in the sales side. 2012 is when I sold my first policy. I've actually been licensed 14 years. I was a slow start, for those that don't know. Um, yeah, I mean, I was a slow start. Certainly we learned how to push some volume eventually, you know. But early on, man, I was an over-analytical accountant. I had a full-time job as an accountant crunching numbers and, you know, came over to this thing. I understood mortgages a little bit, which is why I got into it. And then I realized it has nothing to do with mortgages whatsoever when they said a mortgage protection ad. And I was like, well, I can, I can speak some of the lingo, I'll figure out how to sell it. And, uh, you know, messed that up for a while, dude, but, but studied some of the people that were doing well. And I like people that are simple, I like people that explain things easily. I'm, I'm no dummy, but dude, I like to keep things as simple as possible, you know what I mean? I don't— I, and I'm analytical by default, so I have to, I have to really watch myself over the years to not let that be a, um, like something that holds me back. You know, because I know my default can be to overthink things and complicate things. And so I've learned with time now, dude, it's crazy, bro. I felt like we were like young when we were selling at one point. Remember that too, Gavin? And now like I'm almost 50 and Gavin's in his fit, like we're getting old, dude. But as we start to age, I've learned how to like work on my flaws, you know what I mean? And it's like, what does that have to do with annuities? For me, everything, bro. Because early on when I was starting, I wasn't selling any. Because I was so analytical. I thought I had to understand all these like crazy details that I don't even know how to say because I don't understand them at all, you know. And I started following— like, I started watching people that were selling a ton of annuities and $5 million a year, and they can, you know, sell them while they do backflips and transfer money that has millions of dollars with— from a financial advisor. I saw all that stuff and I was like, yeah, I don't— I mean, I have a finance degree, I'm not an idiot, but I don't know what he's saying. Like, those words are big. I don't know what any of them mean. I don't— that's like, sounds like a lot. And I would see guys like that, but then you start seeing some people that are like, you don't really have to do much of anything but find opportunity, you know what I mean? It was like, hey, say this little statement here and, you know, learn. And so I'm gonna, I'm gonna kind of go through how I went from like selling none of these ever for years to being able to sell, you know, hell, I got a couple trophies for it. I did okay. You know, and our team did $45 million in annuity volume this year in '24. So like, we're doing something right, you know? And so I'd like to get— now there's 100-something people on here. Can— is there a chat? If I— if y'all, y'all can type in a chat, right? There's a chat thing on here. Yeah, there it is. I see it. Dope. So do this. If you've like never sold an annuity or struggling with them, overthink them, think they're complicated, have fears with them, type a 1 in there. I want to like— I don't know the audience here, so I'm curious like how many people have never done this. Holy smokes. All right, golly, I like it. So that's literally like more than the amount of people in here. All right, so we're gonna make this like really easy. I'm gonna like— for me, I think this thing, like when I talked to John Gavin, he, uh, I talked to him about— I was, I was promoting him recently and I was introducing him on my podcast and I was like talking about how good he is at selling annuities and he's a beast and yada yada yada. And John says to me, he goes, that makes me laugh because To me, that sounds like you're telling me I'm really good at tying my shoes because this isn't that complicated. And it made me laugh. And if you know John Gavin well, he's one of the funniest people ever. And so he said it in John Gavin tone with John Gavin cadence. And I like, I think I spit water out of my mouth and had some coming out my nose as, as I was laughing about it. But it, but it can be true, right? And so we're going to make this thing to me, it's like, like as easy as like riding a bike. Okay, and to be honest, as much annuities as I've sold over the years early, I sold, you know, maybe probably in a peak year a little over a million, not quite a million and a half, a little over a million. I'm not your $5 million producer. I've never been that guy, but I was okay with like, how do I figure out how to make an extra $50,000 or $100,000 selling this product I have access to with the license I have, right? And And I taught a lot of people how to do that, you know. So it's like, of all you ones that you typed, how many of y'all would like to add an extra $50K, $100K a year? Like, maybe you don't got to be the dude on stage getting the jacket. I don't even know what it takes to get that jacket, to be honest. I don't, I don't actually know the number. Um, but I, I didn't necessarily— I'm not mad if you want to be that, or if you are that, amen, high five. But like, that doesn't have to be step one. Right? And so for me, I look at this thing again. If I, if I go back to a bike, right? Like, I'm the type of dude that— 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 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 be able 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. For me, like, I know if I push the pedals, the bike moves. And if you remember those old school bikes, when you did the, the pedal backwards, the brake would go. But obviously if you go forward, it goes forward, right? And, uh, to do the brakes, you squeeze the little handle. Fair. And then some gear— some bikes are a little fancier and they have little gears, right? And you, and you turn it and it makes it easier to pedal or harder to pedal depending if you're uphill or downhill, right? Everybody understands that. But like, I don't really know why that worked. Like, I don't know why when you turn the gears, it makes it easier to pedal. I have no earthly idea. I don't understand the physics or whatever behind that. I don't really know why when you squeeze the brake it stops. I know there's a wire, but I don't understand like the detail of why that happens. I just know it stops. Does that make sense? And for me, like with an annuity, I don't— I know they can't lose money. How? Why? What's the quantitative analysis behind it? I have no effing idea, right? And it's like when you go to the bank, you put money in, you know you're not going to lose it. Fair. But do you under— do you really understand why? And does it matter? Like, you just know it's safe there, you know? If you started— if we started teaching you guys all to put your money in the bank, and when you take a finance degree, you actually learn that stuff. So I've actually gone through a class where they explain all the details behind the money and how they take your money and they actually loan it to a ton of people. So if we all went to go get our money, you can't even get your money. Like, I've learned that in the, in the, in the finance side because I went to school for it. But on the annuity side, I'm like, I don't really know why. I don't— John Gavin could probably explain it, but I don't also care, Frankie. You, you know what, like, for me, think about purchasing a bike like the way I just explained it as a consumer. Does the consumer care about the science as to why the gears shift and what makes it go harder or fat or easier to pedal? Don't care at all. Now, is there a dude somewhere that like is a mountain bike ninja and can do backflips on one of those ramps and he wants to know like, yo, if does the gear speed shift at this rate? Is that— does that guy exist? Yeah, but that ain't my guy. Does that make sense? For me, dude, I like the, the guy that has $2 million and has 4 financial advisors and 2 CPAs and his sister's an attorney, and you gotta learn how to overcome how to move money from that guy. But I don't, I don't know how to do that. I don't care to know how to do that. And if I found a guy like that the best shot I'm gonna get, I'm gonna go, yo Gavin, I got a complicated one here, bro, can you talk to him? And if money shows up on my account, could you close it? Thank you. And I get out the way. That was my approach, dude. I don't, I don't need to know all that stuff. Um, and for me, I understand the client side, the purchasing it. Again, think purchasing a bike, dude. If you start getting into the nitty-gritty science and physics behind the bike to me, I'm like, yo, I gotta go. I'm gonna go to Walmart and pick one up off the rack. I don't need all that noise. Does that make sense? So as the consumer, I'm like, I don't want to know all that stuff. And some people do think they need to explain every little detail to sell a bike or to sell an annuity, and that's, that's not real, you know. In, in my deal, dude, I remember like, like, I know there's a bonus, like I'm not stupid to how it works, How they do the bonus, I don't know, or do I care? Neither does the client, so I don't have to know that to sell it. I just have to go like, there's a bonus, and what bonus per what product? I don't know, dude. But you know what I do know? On the illustration it says I can explain it. Does that make sense? Like, I— like, this doesn't have to be deep. I, um, I— again, I know that like there's a crazy illustration, it's like 87 pages, 52 pages, whatever it is. I know that I don't need to show all that to the client. No different than when I sell the bike, dude. I don't have— you know, the bike comes with a manual like that thick. You ever read that sucker before you rode your bike? Do you make your kids learn that before they— you get them riding their bike? Now you're like, get on, pedal, I'm gonna hold the seat and try to run behind it, keep up, and hopefully I don't fall when you fall, you know. And, and I, I just, I always go like, how can I, how can I, who's my consumer? Does that make sense? And our consumer is just someone that wants to make sure when they put their money somewhere, it's safe. That's it. And they'd like to get more than 9 cents a year than they get from their bank, right? There's a massive market for that, Frankie. So I'm like, why don't I just stick with that, right? So what did I have to get, get get good at. I had to get good at just making sure that every appointment— I don't, I don't assume I have to teach the question. Y'all teach it nonstop, you know what I mean? Like, hey John, do you have anything else that acts like life insurance, like retirement money, 401, IRAs, whatever? Dude, if you ask that 5, 10, 15, 20 times a week, do you not think some people are gonna go, me? I mean, I have that, you know what I mean? No different than if I, I don't know, if I want to start a bike company today. If I went around to, say, Maddox's school and asked enough moms, like, hey, I got these dope bikes that we have for sale— me and Steph started selling bikes— do you— does your kid need a new bike, bro? If I ask enough people at Mount Paran Christian School, some are gonna go, yeah, dude, it's his birthday coming up, we need one. I'm like, can I start there, you know? And, you know, I think that in the illustration, man, like, it can— people can complicate it. The, the— my favorite thing about that is to go like, explain this way to a client, is go, dude, I assume you don't need— no different than when you put money at the bank, you don't need to know all the details of how it works. Like, I'm gonna give you the best details, but I'm gonna keep this thing really simple. And that little page, dude, if y'all have never seen the training on it, it's so simple, but there's a page with the 3 little boxes And again, I don't know every detail about every one of them, but I know one's like, here's the best it's done in the last 10 years or whatever, and it gives some cool example of here's your interest rate. And then the middle one's like, I don't know, Gavin can tell us, the average of the last 10 years, whatever it is. But that little box on the right, that's like, yo, here's the worst 10 years it's ever done, and it still shows 6, 7, 8%. I'm like, yo, I can sell that to Mary. Who made $42,000 a year for 47 years, has $1,800 in her checking account, and has a 401k for $67,000. I can certainly explain that to her, you know what I mean? It's like no different than I can explain how a bike works to her. It's like, yeah, you just get on the pedal, here's the brake, here's the gears, good to go, you know? And so for me, dude, I just started doing that. And what's crazy is then there would be questions, and I would do my best to keep it simple. If it got complicated, I'm like, you know what's a really powerful statement, Frankie, when you don't know something? Is to tell them you don't know the answer and you'll get it to them. Like, imagine that, you know what I mean? Like, let's take that approach. Why? One, it's the truth and people respect it. And worst case, you don't sell one. Well, you ain't selling one now anyway, so what do you hurt? You know what I mean? And so I was like, I can know the basics, dude. And so when I started just asking to identify the money, and then I'm like, after I make a sale, I'm like, hey, Mary, that 401. So my company specializes in that. They got some really smart people in the office that can show you how to not lose that money and make sure you can retire on it. Hey, you good if I come back next week same time and go over it? They'll, they'll put it together for me and I'll just bring it to you, go over it. You good with that? First, sort of $1.5 million a year in annuities doing that, right? I remember the first time, it's a crazy, weird, funny dynamic that it's even happened this way, but dude, I remember when John Gavin called me. To ask how to sell annuities. And I'm like, dude, I think you called the wrong phone number. Like, I just ask and then they say yes, and I send the statement in, and then I get an illustration. And then, like, and then I found out he wanted to know how to move the money, right? That was his question. Like, how do I get the money from point A to point B? And I'm like, oh, I got that figured out because I'm a psychopath and I call 600 fucking times till I find someone that wants to quit and they move the money for me fast. That's what I did. I'm— this is not— this story is not a lie. I'm like, that's what I do. Gavin's like, okay, got it. I'm like, just keep calling customer service. Someone new picks up every time. If you just ask the right person, they'll be like, yeah, here's how I do it, and they transfer the money. If they had just had to push a button, and no one would push the button because it was in line, it was like through corporate tape and departments. And I'm like, I'll find someone because I don't care what they say on the other end. I'm nice about it, but I don't mind keep asking nicely, of course. And I don't know if I should be telling y'all to do that today because maybe the rep will be mad at me today, but it's what I did. And I sold and I made like an extra $87 grand my first year doing that after 4 years in the business making nothing. You know, and I'm like, why didn't someone tell me it was this easy? Why did they use all those big words in the PowerPoint and the magical spinning fucking graphs? Like, I don't understand, dude. That wasn't for me. I don't, I don't need to be the annuity Hall of Fame guy. If I hit it by mistake, I wouldn't have turned the money away. But for me, dude, I want to build a company, you know, and I want to be profitable. And when I sold annuities, dude, my profitability went through the roof, bro. First one I did, I made like $3,000. It was a baby one, you know. I mean, she had like $12,000 saved, and I was like, I got one. And we put it through and I got paid a couple grand, whatever it was. But dude, the very next one was like $600K. The guy couldn't put a sentence together. He worked at the airport for like 45 years and just did the max 401K contribution, and the company he worked for did a good match, and that thing piled up over years. And when I asked the question, he ran to the other room barefoot, hair over the— all over the place, jeans a mess. No shirt, the fly's open, and I'm in this dude's basement bar. He's hungover as all get-out. Pool in the backyard, dirty as all could be, like seaweed growing in it, swamp brown, what nasty, didn't even take care of nothing. More mail on his countertop than I've ever seen in any house ever. There was 62 years of mail on his countertops. He, it's like he doesn't open it. But when I asked the question, he ran to the other room. Like there was a vodka shot over there, bro. And he grabbed a statement. He's like, dude, I'm retiring in 4 weeks, can you help me with this? I open it up, you know, the 8.5 by whatever it is, that longways envelope, still sealed, bro. I rip it open, the glue sticking to my fingers, it's all— nah, I'm like, open up, pull it out, dude. It's literally like $560K or whatever it was. I was like, um, yeah, I have experts at the office, we can put this thing together, I can come back next Tuesday and talk to you about it. Dude, I knew nothing about nothing. Close the deal. A couple weeks later, after calling customer service 64 times, $34K deposit in my account, bro. I was like, this is a fun game. This is a different game, bro. I'm in. How did I get them? I had to go to all these other houses. I had, I had the leads. I had to get into the houses to find more of the annuities. So for me, it's selling insurance was just a piece of the game. That just got me in the door to find buckets of money, you know what I mean? So I'm like, I ain't mad at the $1,000, but yeah, I want $34K again. I want $8K again. I want $17K again. I want $4K. I like, I like those checks. And then I found out they give you all the money they give you, you get to keep it because these suckers don't cancel. I was like How come no one explained this before? And the guy was like, well, they did, you just weren't listening. I'm like, oh, that's probably true. I probably wasn't, you know. And so for me, dude, we built the whole agency that way, dude. I, I mean, we have a lot of agents that sell it, and it's, and it's not because I— quite frankly, this is how I teach it. I don't know how— I don't know, I don't know jack about annuities. I literally know nothing except those basic level things, those high level things. I know where the brakes are, I know where the pedal is, I know where the gears are, I know where the kickstand is. And I'm like, do I need anything else? I know if the tires are bald, I should probably change them. Like, I'm not that dumb, you know what I mean? Like, if it pops, I know how to change the inner tube and put the pump in it, blow it up. I can do that. But dude, to manufacture one, I don't know how to do that. I don't like what equipment to buy to put bikes together. I have no idea. I certainly don't understand the physics behind the whole thing. And, and for me to make a bunch of money, dude, I didn't have to understand that. I let someone else do that. That's their job. I assume Athene is smart enough to figure it out. They seem like a big-ass company. They got good ratings. They got a bunch of money. People keep doing it. I'm like, they're smart people work there. They got all that figured out. No different than on the life insurance side. I don't need to know how that works either. I mean, I get the concept. When someone dies, they get a check. You have to ask some health stuff and get it approved. But why don't they approve COPD the same as— I don't know. I mean, risk, I get that. But how do they know the math on it? How do they come up with the pricing? How do they Dude, I don't know or care. Let them figure that. Actuaries, you can go to school for that. Someone learned how to do it. Thank you for doing that job. I don't have to do it. Amen. Let me do the piece I do, which is talk to people. That's our job. Our job is to talk to people. We have a product. If you talk to enough people, some of them will buy it. And some of y'all will be like, oh, I want to get a little better, you know what I mean? Like, I used to have this dude in my neighborhood, bro, we were riding bikes. Like, I had the crappy one. I didn't even have the one with the gears. But when I was little, I grew up in the, in the projects, and I only had that bike that you could only pedal forward, and when you went backwards, it braked, right? But some of the cool kids that would come into our area that lived in like the little nicer part of town, they had the bike where when you hit the, the pedal backwards, it would spin back, like it free, free spun. I don't know what you call it, right? They had the fancy— I didn't have that kind of bike, right? Theirs had the grip on it, brakes. I didn't have the pedal brake. Dude, the guy— the guys with money, they had like the pegs. You had like the pegs on a BMX bike. Do mine have pegs? Some guys had the double pegs. I'm like, yo, they can triple ride people. What? Dude, I can do a wheelie, kinda, but I can't ride two people on my bike. I don't— I don't know how to do that, you know what I mean? You see, some guys can ride and they can stand up on the seat. And still not fall over? There's people that can do that. Sweet. You ever see the BMXers on TV, dude, where they do the Superman and, you know what I mean, like dope? To me, that's those guys on stage getting big jackets. I'm like, all right, let them do it. I just, I'm good just riding a bike. I'll get there, you know. And so for me, Frankie, dude, this business was incredibly easy. And y'all are just literally leaving money on the table. And you're— and what's crazy is what I learned, dude. Have you ever had where like you, you, you, you sell a client maybe some insurance and then maybe you follow up with them or they call for your statement, you know, I can't find my policy or I need to know this or I need to change the beneficiary, whatever it is, you know, how are things? Oh man, things are great, man. Just retired. Life is good. Man, I'm like, you just retired, huh? From where? Such and such. Yeah, I was at so-and-so, and, uh, you know, I just found this financial advisor dude. I moved to a new— I got annuity too. It's really cool. It complements the insurance you sold me. I don't know if y'all ever had that. I have. And I'm like, hot damn, she didn't even call me. Why not? Why do you think she didn't call me, dude? Because I didn't even talk about it and bring it up, you know. And I start bringing it up, and dude, I got a referral like 6 months ago, someone that wanted to move their retirement money, and I ain't sold an insurance policy in 8 years. So someone I told in 2016 remembered it and called me. I'm like, hot damn, the gift that keeps on giving, you know? And so for me, it's like, dude, I look at this thing— maybe you can do it in steps, in phases, you know what I mean? But why not start with step 1 and move some money? Ask about it, find it. If you, if you have fears and, and like, I'm, I'm okay, like, I'm okay proceeding not knowing everything. I'm okay not being the smartest dude in the world. I don't care. Like whatsoever. I'm really good at a couple things, like really good. I suck at a lot, and I'm okay with that. But for me, dude, I just know if I just don't even ask, given how many people I saw selling, I'm like, am I just ignorant? Do I just not want to feed my family better? Yo, Maddox likes the Four Seasons, dude. I want to take him there. Make $87K a year extra selling annuities, you can go to the Four Seasons now. You know what I mean? We go to a game, dude, Maddox don't want to sit up upstairs. Nah, dude, he wants to be able to give the players a high five. I'm like, cool, you know, you're selling annuity a month, you know, you can do cool stuff like that. You know, want to hire staff, hey, knock down $5, $10, $15 G's in a month, pays for some stuff. You know, and it's like, so we, we, we start there, but then do you want to get in the weeds a little more? Like, does this excite you to learn more? Dope, learn more. Again, John Gavin called me for help on selling annuities. He now teaches the entire planet how to do it. He's gotten better. Why? He has more reps. He's done more wheelies. He knows how to do it. You know, and, and, and I'm like, hey man, dude, he's the backflip over the Superman guy to me. Now he'll never say that. He's just too humble for that. You know what I mean? But I'm like, I see him and I'm like, dude, he can do backflips. Not really, but in relative, like, to Annuity. I love you, bro. You know? And, and so from there, then it's like, all right, if you want more, cool. Like, John Gavin and I are teaching people more. He, he, he works within the entire company helping teams do this thing. Um, him and I put together a boot camp that we're, we're teaching people how to do this thing at another level. You can come watch it, you can steal the information, you can use the services, you cannot, you could— you know, I mean, it's like you, you get to make a choice. But at the end of the day, of all the people that typed 1 at the beginning, I want y'all— how many of y'all type 1 if you would like to make an extra $50,000 to $100,000 a year just by asking a simple question? Imagine if I'm like, if you just ride your bike once a week, I'll pay an extra $50,000 to $100,000 a year.

Like, what I gotta do?

Nothing. Just when you see the brick wall coming, hit the brakes. That's it. Nothing more. You know what I mean? When you go uphill, turn the thing, gear makes it easier. That's it. Nothing else. That's just those two things. That's how you learn how to ride a bike. I'll pay an extra $50,000 to $100,000 a year. You'd be like, I'm in. Well, dude, this thing's like really similar, you know? Like, John, John made— John poked fun and was like, that's like saying I'm really good at tying my shoes. You know what's crazy, dude? I'm one of those dudes, I don't even tie my shoes. I lace them up, right? I got these Nikes on. I wear, I wear like the same Nikes, just have like 9 different colors. Or I wear like some cool Louis, right? I like, I like some of those if I speak on a stage. But I lace them up. To where they're just loose enough where they don't fall off and the laces meet right at the end of the last hole and it just hangs out a little bit, but it's just tight enough that it doesn't come off my foot. Because when I take my shoes off, I don't want to bend down and untie them. I just want to slip them off. In the morning, I just want to slip them back on. That whole fight where I'm like, let me wedge it off my foot because I don't want to untie it, and then in the morning I'm forced to untie it or get my finger stuck in the back— that's a pain in the ass. I'm like, what if I just lace them enough that I can just get them in and get them out? That's who I am. It makes sense, and it works, and it looks cool in my opinion. I'm like, check them out. And I literally built this whole business on the same simple concept. Like, I don't want to do more than I have to. I just don't. I want to do what I can do to be super effective and make things work a decent amount of time. How do you close 9 out of 10 annuities? I'm not your guy for that. I'm the guy to teach you how to make $50,000 to $100,000 a year by doing a couple simple things that you've already been told that you refuse to do. I'm not the guy that's going to give you the PowerPoint and teach you how the graphs work. I don't— dude, I don't— I don't know how they work. We did $45 million this year in annuity business. Are there some smart people on our team that teach it? Yep. I stay out of their way. I just get people like this in this setting excited to go like, I can do it too if this If I could do it, I promise y'all can do it. I couldn't have made the thing simpler. My entire annuity career is as complicated as a bicycle, and I'm okay with it. You know what I mean? The whole book I wrote, dude, the whole concept is just like, do more now, get better later. So go ask more. Literally, go ask more. Go talk to more people. Go find more statements. Go ask John Wetmore for more help. As long as you're doing the work and you're easy to work with and you listen to him and you sometimes go like this, like, stop talking to your clients. Stop trying to explain the science behind the annuity. It doesn't matter. No one cares. Does that make sense? This thing is really simple, Frankie. And I do this. To me, it's not any deeper. I don't know if you want to ask questions or do something, but bro, I could— this is deep as I get. And we push volume, you know. If you go to johnwetmore.com/annuity, you can follow the videos that John Gavin's doing with me. We've done a podcast, we've done a couple videos, we're teaching people how to do it. I know y'all have stuff to follow. Like, pick something. If you want complicated, don't follow me. If you want simple and like with two dudes, one who thinks he's amazing at tying his shoes and one who doesn't tie his shoes, and neither one of us are much better at much else, like come hang out with us sometimes. Again, we have Annuity Boot Camps every couple weeks. Um, you can get them at that same link. And you know, if I can help, dude, if you want me to answer any questions, bro, I'm all ears.

I don't even know if you can come up with a question for that. I mean, I really don't. I don't I don't have anything to add to that. I think it was stupid good. Um, that's why I said you're so good at explaining things to where people just go, yeah, that's, it's kind of crazy if you don't do it now. Like if I watch this training right here and I don't start asking that question, then I'm, I'm an idiot if I don't, because the way you make it seem is so simple. And we do, we have a team. I mean, and Gavin's, he's, he's the best that we have right now, bar none. Like at simplifying people, showing people how to close the deal, get it from point A to point B. And he'll do that for you all. And you would think, Wetmore, that I would get 50 to 100 emails a week asking for help, like, to— I found annuity, can you help me? Did I get like 4?

Yeah.

You know what I mean? It's so sad. I ran the numbers. You'll love this because you're a numbers guy.

Sure.

We have roughly 7,700 agents get paid on a weekly basis.

Yeah.

And if you take the top 20% who do most of the volume, yeah, and those guys write just one annuity a month, FFO would issue $1.6 billion a year. You know what we did last year?

How much?

A tenth of that, $160 million.

It's laughable. It's a joke.

The whole company.

The whole company.

So like, we need your help, Gavin. Like, we all help.

And I appreciate it. You want to know something crazy, dude? I got a buddy. Who's in the space. Um, 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. I'm just teaching people how to get to 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 wanna make big things happen. Couple recent clients that we've had in the, in the coaching program. One dude as an individual went from selling like 8 grand a month, barely getting by, about to quit the industry, found the book. Hit me up direct, started a coaching program, went to $35K his first month, has issued like $150K in the last 90 days and has changed the trajectory of his career. Working with another agency builder, very first month went from doing like $800 grand a month to almost $1.1 million. We added like 10 or 15% production in 30 days and continue to work on things there. So if you're interested, click the link, apply, and if you're a fit, I'll reach out. Different context. He doesn't, he doesn't have the same entry point, not middle-income America necessarily, but they focus on the fixed index annuity space. This is just for perspective, dude, on what we can accomplish. He has 100 agents under his umbrella, a lot of, um, CPAs, whatever, you know, many people do other stuff and they're an agent sometimes, whatever. 100 people. You know how much volume he did last year?

Half a billion.

$2.5 billion.

Yeah, you can't even make it up.

It's not— I swear to God. And I'm like, our kids go to the same school together, you know what I mean? So we chat and it's, it's like we do different things, so we help each other. But he could, uh, he could explain the inner workings of it, him, but there's 100 people pushing, you know what I mean? It's like, we got 7,000. And again, y'all are, you're literally stepping over money to build your dream home. You're stepping over the ability to put your kids in a private school. You're stepping over being able to take your kids on vacation. You're stepping over being able to pay off your credit card debt, your student loan debt, take care of your mom who's sick, take care of your spouse that you don't want to work or you want different things for. Like, y'all are literally choosing to go, I know I say I want that stuff, but I'm just not doing anything about it. Just— it sounds— they make it sound real— that's really hard. And I don't— I mean, asking for help, I'm a perfectionist. I really have to understand it all before I know how it works. Like, why I can't— I mean, I don't know anything about them. Why can I— why would I ask? That'd be embarrassing. Embarrassing. Yeah, like, no, what's embarrassing is you aren't willing to do the simple things that are explained to do to make— you know what I mean? That, for me, that was embarrassing. I'm like, what am I doing? So dude, I put a sticky note on the dash of my car. I come from going in the field days. Y'all put it on your forehead or your mirror, I don't care, but I put it in the dash of my car to ask that question. Dude, I asked every appointment, and I picked up one or two every month after that. And then I teach it that way. Again, do you want new layers of complication? Great, got it, we got that, sign up, step 2. I mean, right now, like, what? Step 1. Why don't we do— why don't we start there? You know, think about something you are comfortable with and then think back to the time that you weren't comfortable with it. And there's always some time in between. Anything you do repetitively, you're going to get better at, you know. And for me, dude, trillions and trillions— and Gavin can probably tell you the number, I don't know how much annuity volume sold in the country. I know it's a I know it starts with a T. A lot.

Yeah, it definitely does.

I'm like, if that much of them are being moved, you're telling me I can't find someone in middle-income America that doesn't know what to do with their money, that doesn't care about how any of it works? They don't need a brochure. They don't care what the A rating is or isn't. Not saying it's not important stuff, but they don't care. They literally don't care. You know how many of those people are out there? It's the overwhelming majority of our country. I'm like, why would I not just ask and take my peace, dude? I, I just never felt like I had to be the guy with it. I don't— and if it happened, it happened great. I like— if I made a million bucks selling them, I'd take it. But I was fired up with the you know, $50,000 to $100,000 I'd make doing it at the time. And then for me, it turned into, let's teach it another level. Hey, some of y'all running teams out there can't get your guys to sell it? I got you. We got you there. I teach you how to do that, you know what I mean? You want to learn how to make it a profit center for your business? Different. Oh, we got you. We teach you that. I, I know how to get people excited. I'm not confused. I'm getting people excited here, Frankie. Does it make sense? Like, I explained the bike thing on purpose. That was on purpose. Why? To make it sound as simple as it is, not to trade— it's like, it— I just— and, and so you want to go levels deep. Some people are like, I outsell that. Great, you know what I mean? Are there— is there anyone in here sold like— I don't know, are there any Hall of Fame people in here? That'd be dope. We got Dean and David in here. I can't see like 12 people. Hell yeah.

1 and 2 collectively in the company, Dean and David.

There you go, killing it.

They both issued over $5 million.

Yeah, like, stay out of their way. High five. I like it.

Dude, and you have access to them too.

Yeah, you know what I mean? It's like, so yeah, dude, I, I, I just, I don't know, man. I think you can start somewhere. They sold their first annuity once too, you know what I mean? Like, we got you. You have fears? Okay, get in line. You know, it's like, make stuff happen, create opportunity, you know? And if you create enough opportunity in this space, this thing can get wildly profitable fast. Imagine not having to worry about the lead flow the way you worry about the lead flow, or you want to add more lead vendors but you can't because you got to pay your mortgage in 3 days. Car payment, $897 is due next Tuesday, and you're like, ah, more leads, or do I pay like Nissan Financial? Damn, aren't you tired of having to make those decisions? You know what I mean? Like, I don't know, we had— Maddox is going on a— he plays on two baseball teams, his, his middle school team and a travel team. And, uh, travel ball ain't cheap, right? You're in the football space, probably same thing. All equipment's expensive. The kids need all the drip now, of course. That's the thing. Maddox has 3 sliding mitts. I don't really— I don't know why, but he does. He likes a different one every day. He has 3 bats. I don't— I don't know why, but he does. You know, he has 4 gloves, dude. He has like a pitcher's glove, an outfield glove, a first base glove, and just a cool glove. You know what I mean? Like, I hated, bro, when I used to have to tell them no to stuff like that. You know, I, I just, I don't know, dude. It's like the baseball team is traveling this summer to go to a tournament in Florida, and someone wanted to organize the hotel we stay in. And they were like, if we stay at, I don't know, Red Roof Inn, it's $47 a night. And it's 4 miles from the, from the park. And I'm like, yo, the Four Seasons is 27 minutes away. We'll see y'all in the morning. Like, I ain't going down for a week and hanging out with a baseball team and staying in a $47 a night hotel with Matt. I'm not. I ain't. I don't want— I don't want to live— I'd live like that for 35 years, bro. I like this side better. And asking for annuity money led to that. You know what I mean? Like, dude, that was real. And I just— I don't know, man. I like saying yes to my family. I like being able to provide differently. I like being able to do cool stuff like that. I don't want to have to go baseball or vacation. I'm like, can we do both? Why not? Other people are doing it. You know what I mean? And again, as I wrote the book, dude, the whole concept was like, if I can do it, you can do it. Here's how you do it though. Keep it simple. And most people won't follow the plan, man. It's like there's a plan to it. It's really simple. And again, if you outdo the plan, high five. Again, Dean killing it, you know what I mean? Like, amen. But they're— it's fair to say they're anomalies, they're outliers. But those of us in the middle, we can get paid too, you know? And it's life-changing money, man. Um, so again, if you guys want to follow some of the stuff, I ain't hard to find on social. And, you know, JohnWetmore.com/annuity is a place we're doing stuff to help. But everything Frank does, keep following it. Gavin, call him for help. There's other guys and ask for help, you know. For me, I, I don't know, dude. I didn't— and they're, they're killers at it. All the stuff they know, quite frankly, dude, I don't want to know. I just don't. I don't need to be that guy to sell a bunch of them, and I sure don't need to be a guy to get a bunch of people excited about selling them, you know. Very different skill sets. And I'm good with the ones I got. And we move volume, dude. You know, there ain't a lot of teams that move the volume we move. And I'm like, it keeps working. That's why I don't tie my shoes. It keeps working. They're comfy. They slide on, they slide off. I ain't got to bend over. My back don't hurt. You know what I mean? It's like, they just slip on, bro, slip off. You know, when you see me at conference and I got those brown dress shoes on that are really nice, that's because Stephanie made me wear them. She's like, you can't wear sneakers on stage, bro. I'm like, well, sometimes I do, and they'll be pink or yellow because I'm weird, you know. But that's, that's how I roll, dude. And I'm happy to help, man. Um, you know, doing what I can to, to help Gavin and you guys grow this thing and, and get people paid, man. I like watching people get paid, dude. It's really fun to watch y'all that go out and make change, be able to do different things for your family. A lot of y'all I see some people on here I know reach out and thank me for— I'm like, I'm just a dude that's doing my piece to help people win, and I'm gonna keep doing that, dude. And, you know, if I can do anything to help, let me know. But I ain't got anything complicated to teach. I love it.

I think we've needed this for a long time. I remember the years sitting there watching those slides and going like, seriously? And then I learned it. I'm like, wait a minute, I don't— I think you overestimate me as well. I don't know half as much as you may think I do. I'm as simple as you. My annuity presentation was a bunch of lines, like, and it looked like steps, you know, like either make money or stay the same. And that was my presentation. So it's like, you know, I think people look at folks like Dean and David and John Gavin and go, these guys are so incredibly smart. Yeah, I'm pretty sure John and I are the dumbest ones on stage most of the time. Like, eh, come on now, you're really smart. I've listened to you for years and you play dumb, but I do believe that this is how you do it because you don't care to know anymore because you don't need to. You're, you're like an efficiency guy. The least I— the less I need to know, the more I can get done, the better off I am. And that's so— I don't think it's a— it's not a show. Like, I believe you don't know much and you just—

who I am, correct? It's literally who I am, dude. I just, I live by that. I like— some stuff drives Steph crazy, dude. It'll drive her nuts, bro. Because I still don't know where like the pots in my house are. You mean like, I don't know, I don't know. Like yesterday I was— I'm doing 75 hard. I had 2 workouts and I didn't do my second one until the evening, but I didn't know we were gonna get 6 hours straight of torrential rain, downpours, thunder, and lightning because I don't watch the weather at all. I don't care. I don't— I got dressed this morning and Steph's like, why are you in shorts and a t-shirt? I'm like, it's comfortable. She's like, it's cold out. I'm like, okay. I'm just getting in my car. Like, I'm not, I'm not going hiking on Mount Everest. I'm good. I just don't, I don't, I don't, I don't, I don't watch news. I don't like, something's happening in whatever country, I'm like, okay. I don't, I don't care at all, you know what I mean? I'm just, I'm weird, dude. And I know I'm, I'm, I know I'm good at some things, but some stuff to me is just not important, dude. And it clogs my brain up. I'm like, why do I need all that information in there? I'm okay not knowing shit about shit sometimes, you know? And I just know that I know more than the client. I know I can explain how a bike works. I know I can explain the basics of how annuity work. I never seen someone go to the bank and ask the teller about all the details about how a checking account works. And I actually know how that works. I learned that. And I've— no one cares, dude. You know, and you don't go into a bank and them have sell you on all the inner workings of how the money flows through the Department of Treasury, or like, how do they raise interest rates, the Fed, or whatever they are. I'm like, I don't, dude, I don't know. And I was in the mortgage business. I have no idea why they raise rates. I don't even really know what it means. I know there's an index. I know they use it to figure out the rate. The— in— Athena uses the index to figure out the interest. Why? I don't know. How? I don't know. It's, it's not in the market, but you use it to measure the interest. Yep. All right, sounds good. I don't care how they figured that out. I don't care. And Mary doesn't care either. But I can explain to her, hey, you see those symbols on the TV every day with the stocks up and down? Yep. You know when it's red, it's bad, right? Yep. You'll never have that. The green, you'll have that one, or the dash that says zero. Like, those are the only two you get. She's like, dope. And I'm like, can you see where they go, like, the big number? It's at 10,432. Like, I don't know what that means. Do you know what that means? You probably don't know what that means either, Mary, do you? She's like, no, I don't know what it means. I go, cool. When that sucker goes up, they do some weird math and you get a piece of that. That's how— that's— and it's going to be way more than the bank, that I know. And now I can show a couple statements and go, look, Bob got this last year. You tell me Mary ain't gonna be convinced? She needs more than that? You really think she needs more? I gotta go deeper than that? No, dude, she don't give a rip. You know, so I just— I learned— I learned how to communicate, dude, with what people need. I didn't learn to communicate with what I need to have for knowledge. That's irrelevant in the equation to me. All that matters is what does Bob and Mary need to know? By the overwhelming majority, you know what I mean? Again, the over-analytical guy— do those exist? Yeah. Gavin, help. And I get out the way. It's just who I am, dude. Am I smart enough to learn it? Yep. Could I, could I? Yes, dude, I know I could. I just— I was growing the business, I was growing the agency, I was growing the annuity volume, I was getting paid on my— you know what I mean? And, and, and it worked for me, dude. I've made tens of millions of dollars in the space to this point, and it's like And I come from making no money in my first 3 years. I made no money. I was making $60 grand a year in this, in this space 12 years ago. And just keeping things simple, man, worked really well for me, dude. And I teach all the sales side like that. And I'm certainly a heavy activity guy. And I know I can sell more than 95% of people just by the activity. Right? Like, how many people move $40 million a year as a team? I don't know. I don't know. Is there anyone in here? I don't— I actually don't know what it is, but you just told me the total is 160. So I'm like, damn, I didn't know I was a chunk. I didn't know that. You know, I'm like, so whoever I'm in the room with, maybe they sell more, maybe they don't. I'm like, cool, I'm, I'm in the room, y'all ain't. I gotta be the guy in the room. I know I'm in a different room. You know, and I don't know, man, some of y'all, some of y'all are going to go out and make some changes and get it, and some of y'all are going to be on here next week trying to learn how the graph works and refuse to talk to people about it. And I'm not saying those things aren't important to learn along the way. You should learn them, sure, like why not? The training is important, all the things they teach valuable. But if you ain't talking to nobody and doing the basics, they're useless. It's useless knowledge in your head. If you ain't implementing stuff. So just go minimum possible, start talking about it. Think third grade. I keep this thing third grade, dude, and it hits the masses, man, you know. So hope it helps, bro.

Super helpful, man. I greatly appreciate you. Thank you for hopping on and sharing with us, my man.

Find help anyway, let me know.

Absolutely. Make it a big week, y'all. Appreciate you. See you guys on the Monday call.