This Sales Mindset Will Make You $100,000 In Insurance Sales | Ep49

I didn't need to know all the detail. Let me just do a bunch of it. To me, it's just not important as the discipline of eating pretty good, not drinking as much, sweating, and lifting stuff heavy. That core to me seems like if I just do that, more often than not, I'll be in significantly better shape than most people. And same in the sales side. I'm like, if I just make more phone calls and make more presentations, I'll probably just mess up and sell more than most people. What up, y'all? John Wetmore back with another episode of the Insurance Insiders Podcast. I'm going to roll solo today. Talk about some stuff we got going on, talk about some stuff we have coming up. I'm gonna do a little bit of a giveaway to some of y'all a little bit later, get some of the merch out there for you guys. Had a lot of people sharing my stuff, um, which I appreciate, helps get the message out. So we're gonna start sending some stuff out, doing a little raffle, etc. Um, so one of the things we got going on now, um, in the office coming up, which by the time this comes out it's already passed, but it's been a fun, fun little journey. We have a workshop, 2-day workshop in my office, um, 27th July 28th. This comes out, I don't know, the 2nd or 1st or whatever date it is. Um, and it's been neat. This one's sold out. We have, I think, 28 fit with tables, chairs. We kind of re— if you've ever been in my office, we sort of changed the alignment, added some tables and stuff. And we, we put the event together because I have a lot of people, I'm certainly looking for help. I see a lot of people out there in the space running events. Some are great at it, some are not. Some have made money, some haven't. And I just want to make it— and I, you know, I went— I go to— I go to a lot of events, and a lot of them are really boring. But I've, I've been to some really good ones, and the ones that I tend to like are more workshop style versus just having people speak, which I don't mind having other speakers too, but I, I get a little bored at them, um, even listening to myself, because I can only get so deep Um, it tends to be super high level, it tends to be vague. You got to get in a certain amount of information in a certain amount of time. And so I like to really dive in deep. So we're going to spend a couple days in my office diving into kind of the weeds of sales and the weeds of building a team and scaling and leadership and systems and things, all the things we've done. And it's been, it's been really fun getting ready for it in the sense that like, I have a really good team around me now. And, um, you know, I— we talked about having an event, and the idea came about maybe like 6 or 8 months ago. I was doing events a bunch, and I put on free events, and like 40 people would register and 3 would show up. And I kept doing them, just keep doing them, keep doing them, keep doing them. And, uh, I'm like, dude, one day we're gonna like not only pack this place out but other places out. And, um, I was like, dude, that's I wonder what it's like to run a paid event. I've never done it. And so I had the idea with my staff, we canceled the last one, I don't remember when it was, a few months back, because we only had a few people registered. And I'm like, all right, what are we, what are we missing? So my team gets together and they come up with this whole strategy on how to market it and promote it. And they actually created the agenda based on everything I talk about. Certainly I had sort of oversaw the agenda piece um, you know, because I have a lot of ideas, but they put together the, the visuals, they put together all the seating arrangements, they put together the whole process of registration and what you guys get for emails and food. Like, they handled everything, which is really cool. Um, and I'm reading a book right now by Dan Martell. I think that the official title is Buy Back Your Time. Um, super good book, good, good dude. If you don't follow him on social, you should. I like his style. He's made a bunch of money building some stuff. And, um, you know, I was talking about a lot of— I'm like 4 chapters in, and so far it's talking about the basic concept of investing in others to buy— essentially buy back your time, to eliminate in some form or fashion— there's different ways to do it— some of the things you do that aren't either what make you a bunch of money or make you excited. And so for me, I've wanted to have an environment where I just do the pieces that I'm really good at. I, by nature, I'm a bit of a control freak. I, um, I like to know what's happening. I, I think I can figure anything out. I think that I'm— I enjoy the process of learning something new and making mistakes and building stuff. And so early on, I only had a few staff ever, not even at once. I think most I ever had at once was really two for most of, most of the early build of this thing. We just figured out how to do things through systems and, and being efficient with stuff. But where we've really started to take off is when I started delegating stuff, trusting other people who are better at things than me, trusting people's judgment. And, um, you know, it's been fun. I've been telling my team for a while that I would love to just kind of show up and talk to stuff versus and I don't mind helping along the way. Like, I put together stuff and— but I'm not planning the details. But if I see stuff needs moved or the trash needed taken out or boxes need to move— or yesterday I was putting together shelves and cabinets. Like, I don't mind stuff like that. But as far as like the thinking, the detail, they're handling all that. And that's the place I want to love, that where I want to live, is just doing the things I love most. Um, so this event is going to be really cool. It's going to allow me mentally to just focus in and dive in on helping people at all different levels and really going through case studies, real-life examples, giving examples. We're going to have some annuity stuff live. I think we're going to be doing like actually doing a deal live in the office. John texted me yesterday and was like, dude, I have an appointment at whatever time, 2 Eastern or whatever it is. He's like, I'll do it live if you want. So we're going to change the whole schedule around, shift it, and let him— so those that didn't come, like that want to learn annuities. He's not going to talk theory, he's going to do one live in front of everyone, which is cool. Um, and I'll be doing a lot of asking questions, digging, coaching, guiding, and, and fine-tuning people's process. Um, and so we're gonna have fun. And, uh, but the next— if you, if you're interested in future ones, you can always go to my events page on the website. There's an actual link for the in-person stuff I do, which is johnwetmore.com/workshop. There's a link below. Next one's going to be in early June. That my office. Again, this one's sold out, so that one's definitely going to sell out. We can only fit so many people in my office, um, and I, right now I don't have any interest in going out and getting a bigger space and doing that. Just, I'm not there yet, um, in desire, to be honest. So we're going to keep it at my office, keep it pretty intimate. I like right now working with, you know, there'll be 30 people here, 25, 30 people. So if you're interested in getting in on the next one, go to Link. Um, I'm gonna dive in now a little bit on— I'm gonna dive into kind of the process of how I have learned how to navigate not only business, um, but things I'm trying to get better at, things I want to have success in, things I want to do well in. And, um, it's funny, as, as, as life evolves, um, you see things from such a different perspective. And I remember being early on in the space struggling and being at a certain point where it was like I knew how to do enough to like— like at the beginning I had no money, right? And I remember getting to a point where I was like doing enough to like get by a little bit better in life. Like I wasn't necessarily anymore worried about like my card not working in the grocery store, but also if like I couldn't have booked like a family vacation for 5, for 7 days, you know, for whatever, flights, hotel, 7 days, and not be like, do we gotta save up for that or put it on a card and pay it off? Like, I wasn't there yet to be able to drop $20,000 on a trip or something, or $10,000, whatever it was, you know. So it was kind of like week in, week out doing okay, but overall, like, if something big happened, I'd have been in trouble. Um, you know, and then it got to a point where like I learned how to put some disciplines in place. And obviously, if those of y'all that have read the book— and I appreciate all the, uh, reviews that y'all are giving out on Amazon, for those that are doing it, um, it's, it's, it's cool to see and appreciate it. But I can— in terms of the book, like, do more is the concept, which literally means do more. For most people, just doing more of something works wonders. Including myself. And at the beginning, I realized that was what I had to do, you know, just kind of do more of an activity that I was doing. And, you know, I knew by default I would, I would see more results, and I knew by default I'd probably get better if I, if I started doing more of it. And at the time, maybe it was dials, maybe it was studying my product, maybe it was like— I can take this concept anywhere, right? But with insurance specifically, first it was appointments and dials and activity and how many people I was contacting and lead flow and all that jazz. You know, once I figured that out, I figured out how to make a really good living, multiple six figures on my own pen. That was cool. That was a new level of lifestyle, sure, um, better than I could have ever imagined in my life. But then you get there and it's like you see people who live even more, even, even more different, or differently, however you say it. Like, again, I wasn't— now maybe I could go on a vacation, cool. Maybe we could fly a little better. Stay at a nicer hotel, pay for the kids' sports a little bit differently. He could have some new gear. He could have more than just the plain bat, you know. We could— I could, I could buy Steph a nicer birthday present, anniversary present, you know. I could take care of my staff more. I could— I remember when I let Amanda start flying first class with me, you know what I mean? It was like, all right, cool, I can have people around me live a little bit nicer. I don't mind paying for dinner for friends, family, whatever. Like, that was cool. But also there are limitations there, you know. When, when Steph had a couple— she had some health stuff a couple times in, in the last, I don't know, uh, 7 years. Um, and had we had those issues in our life go on when we were at the previous stage, we wouldn't have made it, like, financially, you know. Having to miss work as much as she did— one, she had cancer, and she actually missed work less than she missed work at all, um, during most of it. And but she had an eye infection at one point. She was out. She wasn't working at this time, thankfully, but she— if she had a job, she wouldn't have been able to work for like 60 days. She had a really crazy eye infection. It was a long story. I don't have time to tell the whole story today, but like we were thinking, you know, I had to take her to the doctor 3 times a week for literally 2 months. And, uh, had we both been working regular jobs, or even if I had been mediocre in the sales side like I was just a couple years prior, and she had a job or not, either way, we'd have been toast. If we were both jobs, we'd have both definitely lost them because neither one of us could be there, or I wouldn't have been able to take her. We'd have had to inconvenience our whole— it'd have been crazy. So we're really grateful for, for, for being able to take it to that next level. But, you know, and, and we didn't really have to worry about it because everything was running. We had the operation, we had a team, we had, we had a lot of volume, we had a lot of writers. So my portion, because I did that, didn't really slow down. And so it, it continued to get better. I continued to fine-tune things. I continued to get better at the process myself and understanding how to work with internal staff or help grow teams. Like, all this thing has been learning for me. And I say all that to say, like, I'm gonna put it in a little bit different context today because I feel like some people get lost in some of the detail of just trying to get better at anything. And so like this whole do more now, get better later, like I actually believe in it a lot. If I, if I go back to a handful of years ago, I was like terribly out of shape. I was probably at— how old am I now? I'm almost 40. I'll be 48 next month. 20— I think it was 2020, I think, is when it all started. Um, a little bit prior to that, um, I'd started gaining some weight, so I got up to like 6'1", 250. Which I'm tall, so I hide it a little better, but I still had a big old belly, way more than I like. Um, it was uncomfortable. I felt like crap. I was tired. I was sluggish. I was slow. I'd run out of breath tying my shoes. Um, you know, and, and I knew it wasn't good, but I didn't really do anything about it, you know. I just was like, yeah, I want to get better. Maybe I'll work out sometimes. Maybe, you know what I mean? I would like flirted with working out. And, uh, it reminded me a lot of when I was new in the business where I kind of flirted with the business. I kind of flirted with getting to know things. I've kind of flirted with studying. I kind of flirted with getting the right amount of leads or investment, or, you know, I mean, like how many people I see or how much I contact, how many phone calls I make. I kind of like recruiting. I just sort of flirted with it. I did sometimes. And just like I was out of shape physically um, at that time because I was flirting with doing a little bit more for my health. But I liked Oreos way more than I liked running, you know. I love— dude, give me a box of like, bro, Cinnamon Toast Crunch and a giant cup and some milk. I'll just fill the cup with cereal, one of them big old like stadium cups, fill that thing with cereal. The bowl's too small, fill it with milk and just keep refilling the cup. I used to knock out a whole box, you know, but I never really had any quote-unquote health issues that I thought. Nothing, I mean, again, other than physically being out of shape. And again, it reminded me early on with the sales side, and I remember it was probably 2017 or something, 2018, I can't remember exactly. I started having a weird feeling in my side. Um, long story short, I end up going to an immediate med because I felt weird, and they told me I had like some protein leaking in my urine or whatever, and I had to, I had to go to a kidney doctor like now. So long story short, go to kidney doctor, something happening that shouldn't be happening with kidney, it's not like filtering right, whatever. And, uh, you know, being out of shape and chubby and knocking down eating, you know, that Chick-fil-A number 7 spicy chicken meal with a large fry and large lemonade, I don't know, 5 times a week, sometimes twice a day. I can't imagine that was helpful for the kidney, you know what I mean? Like, I didn't have to be that deep about it. And I can remember looking back at early in the business and like when I was sleeping in till 10 o'clock and watching SportsCenter 6 times a day and was addicted to football, not only watching it but playing it. Fantasy football or flag football and fantasy. Like, I know that couldn't have been too good for me trying to win in life, like financially, especially given where I was at, you know. And it kind of, it kind of just kind of felt the same. And I'm like, man, I should probably, I should probably do something about it, you know. So that started my health journey, was having a, having a kidney issue. And much like in the insurance side, the journey to doing it at a higher level started with, with me out of, with, during a financial issue. You know, and something triggered me. And that's a piece I like— I never know how to teach. I don't, I don't know what triggers everybody. But for me, it was always a moment in my health. It was a moment. I was like, yo, I ain't— uh-uh. I got a brother that's huge, he's really out of shape. Mom does her best, but she's not like, you know, I mean, perfect health. I just, I'm like, I don't, I don't— and I see people, man. I pay attention. You know, it's like I remember paying attention to the average agent and I was like, most of them quit. Like, that seems like a stupid path, you know. I remember when I first started selling, paying attention to the average client. I'm like, dude, the average client at retirement age is struggling. They're on Social Security, they're barely getting by. They're trying to tell me they can't afford $47 a month. Like, I don't— even, even the decent ones where they have a halfway decent house, like, they ain't living that good. That was the future. I'm like, I don't want that, you know. And in health, man, I could see other people that are, especially with our clients, unhealthy and going through all these issues and struggle getting around. And I'm like, I don't want that, right? And so all those were similar in all three instances for me. Again, I get the luxury looking backwards, but a lot of y'all are looking at your life now where you're at, and there's no way you can be satisfied. And I just don't believe that you've convinced yourself you're, you're going all in on it I know I wasn't. I know I wasn't on my health. I know I wasn't in business. I know I was in sales. And I can take this to anything— relationships, marriage, kids. I can, I can do this concept anywhere. And I've really learned how to like navigate my life with it. This whole kind of do more, meaning discipline is, is the start to all of it, right? And so I'm gonna get to the health stuff a little bit more because I'm still going through it. This is now like 8, 8, 7, 8 years into this thing. Um, but I, you know, first couple years with kidney, I would, I would I would run a little bit. I'd go out and back. We lived on some land at the time, and there was a little trail back there. I'd run sometimes, a little bit more than previous, you know. I'd go to the gym, Planet Fitness or whatever, a little bit, a couple times a week. Um, but, you know, diet's still iffy. Still love pizza, still love ice cream, you know what I mean? Like, yeah, a little bit better. I'm getting a little bit better shape. Keep going to the kidney doctor, results aren't changing. I'm like, I don't— they put me— they put me on meds. I'm like, I don't like this. Um, so make a big change and decide to completely change my diet, do intermittent fasting. Long story short, over the course of 12 months, just paying attention— all I did was stop eating later than 8 PM was my cutoff, and I didn't start till 11 AM. That was just like every day. Um, I mean, it was 12— I think it was 8-hour window, whatever it is. It was 11 to 12. This is 5 years ago, right? So I do that for that period of time. And I stuck to that one thing. I'm like, if I just do this one thing— and to be real, 7:59, I was still down an Oreos. But like, I didn't eat after 8, and I didn't eat the next day till basically lunch. And so I lost a bunch of weight doing that. I lost like 20-something pounds, right? But then to get some more weight down, I had to like then fine-tune my diet. So I started paying attention to like eating more grilled chicken and salmon and just more veg, and I found things I like. You know, there's like— now I eat really good and I like it. Um, I don't struggle with it at all today. Um, you know, so kind of got to a new level, right? And same with insurance. I started seeing more clients, making more phone calls, running more appointments. I didn't really fine-tune the sales side yet. I just started doing more of it. And same on this side. I didn't really like— and I'll get to where I'm at now with the health Like, I was just like, yo, what if I'm a little more consistent? What if I just go X amount a day? And I just found ways to implement health into my life more consistently. 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 maybe been able to implement ment 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. All right, so I lose a bunch of weight, I get in physically good shape, right? And I'm like, along the way, again, the whole do more— I had to— the ownership, always for ownership. Like, I had to kind of own the level of effort I was putting into not only the insurance at the time but the health at the time. Like, I had to be real with myself. Um, you know, mistakes. I think that's a big piece of it. I made a lot of mistakes during the insurance side, um, along the way, but I try to learn from them. And same on the health side. It's like, I just— I messed some things up. I didn't stay as disciplined as I wanted to. I'd let, you know, peer pressure get to me. If my buddy still wanted to, like, knock down some pizzas, I would when I knew I shouldn't. I'd still— I still drank. Like a lot, a decent amount of alcohol. Like, it wasn't like bad bad, but it wasn't good. Um, and so it's like I was a little— I was physically in better shape, but like I was still treating my body like crap. And that was like that middle stage of insurance where I was getting by, but I was really treating my business like crap, you know what I mean? Like, I was, I was surviving, we were paying the bills, but I wasn't, I wasn't, I wasn't all in. I wasn't like really committed. And health, it was the same way. You know, I ran with that health-wise for, for, for quite a few years, um, until more recently, you know, I started getting to that next O, which is obsessed. And I'm, I'm really focused on not only like physical health, and now I'm going like, how do I get better at this thing? The do more now, get better later, like the doing more of it, working out most days, more days than I don't, sweating often, lifting something heavy often. That was my, that was my model. I didn't need to know all the detail. I don't know a lot about exercise science. I don't really understand like what burns what. And when you go into like the whole fasting thing, I can't really explain it. I know it works, it's not that deep, but I don't, I don't know all the chem— I don't know any of that stuff. I'm just like, let me just do a bunch of it. I'll literally worry about the other crap later because to me it's just not important as the discipline of eating pretty good, not drinking as much, sweating, and lifting stuff heavy. That core to me seems like if I just do that, more often than not I'll be in significantly better shape than most people. And same in the sales side. I'm like, if I just make more phone calls and make more presentations, I'll probably just mess up and sell more than most people. Will I be number one? Who cares? I don't— I just want to get better, you know, and have a better result. And so now fast forward to this last year, um, I, I start having to go to a regular— like a— just a— find a regular doctor, whatever you call them, a, uh primary care or whatever and start getting like annual physicals. I've been seeing the kidney doctor for 7 years. I give a lot of blood, they kind of watch my stuff. So I've not really done like an annual, like every year thing forever. I do what's required, um, you know. And this year I'm like, dude, I really want to— like, I'm in really good shape, but I still feel off. Still was drinking a little bit, started making me get headaches, not feel well about myself. Like, you know, I mean, I'm in better shape than most, but I know I'm not— like, I'm looking at what I've done in business, I'm like, I know I'm not at that gear yet. Um, but I, I felt really good. I felt like I was doing good things. And some of y'all in that position, like, you're making decent money, you're making 6 figures, maybe you're making multiple 6s. Hell, some of you might make 7 figures and feel like, dude, I'm pretty good. Yeah, but there's, dude, there's another gear. Like, a lot of y'all have another gear in you. A lot. I know when I first started making money, I suddenly had a lot more time too, you know, especially as I started building a team around me and Like, I could fill that time with different things, and it wasn't always right things. And so this past year, um, I start like, yo, I'm gonna, I'm gonna dive a little bit deeper. This is the get better later part. Like, I got better kind of by default in terms of better shape, but I'm going to now intentionally get better. So for me, the level of intentionality changes. There's a shift for me that gets me to that next gear, right? And I'm like, what if I— like, I'm in pretty good shape, but I actually don't know anything about my internal stuff. I don't know anything about blood work. Sometimes I don't sleep that well. I don't really know why. Sometimes I'm like, I'm kind of capped at how much muscle I can build or how much fat I can lose. I don't really know why. I don't— because I'm just like, lift heavy stuff, sweat, eat halfway decent, like a lot, don't drink stuff outside of water as best you can. Like, that was my model for the last 4 years, and it's worked really well. Um, but like, I started— when I started going to the regular doctor, now he's like, good, bro, your cholesterol is a little high. I'm like, what? I'm in like really good shape. He's like, dude, it's high. We'll check it next time. High again. Oh, by the way, blood pressure's high. I'm like, what? Yeah. They start testing more stuff. Thyroid, something's off there. I'm like, dude, what is happening? They do a little saliva sleep thing, right? I start getting all diving in and like my lab work kind of messed up. Like, it ain't— it wasn't good. Outside, physically, I feel good. But when I, when I, when I dive in, when I go deep with it, like details, zoom in, there's some stuff I'm missing, you know. And I've had those experiences in business where it's like on the, on the outside making a bunch of money, but dive in, dude, like we have no process, or there's no system, there's no accountability. I'm not, I'm not really managing the things right. Well, like, right, if we dove in like if I zoom in like one of those shows, one of those ones where they go in and take over a restaurant or take over some business, that Marcus Lemonis guy, or you know what I mean, one of those type, and we dive into the details like, do you really know your numbers? Do you really know your ROI on this? Do you really know, like, do you know the D— do you have systems? Do you have, you know, I mean, like, how well does your machine run? How well can it run without you? How could— like, if we really fine-tune it I mean, some of you that want to do big things, it's like sometimes it's time to get in there and, all right, let's, let's, let's, let's find real problems, you know? And I've had to do that in business, and now I'm doing that on the personal side. And I'm like, I'm gonna, I'm gonna find, I'm gonna find someone to work with me that's gonna teach me this stuff. I want to learn about why things are off internally when I work so hard to, um, to focus on my health. And so I, I went on a hunt to hire someone, to find someone that is like a doc. Like, I learned there's like a, like a holistic type version, which is cool. I like that kind of stuff. I'm not a big fan— like, when, when they said blood pressure is high, cholesterol is high, thyroid's high, they're like, here, take a pill, here, take a pill, here, take a pill. I'm like, dude, I know the pill will like make the lab work come back better, but is it actually fixing anything? You know what I mean? That's like fixing the the, the, the consequence, the result, the, the symptom, I guess. And I'm like, I want to fix— like, I want to fix it before it gets there. This is where I want to get better. No different than the sales side, dude. I can learn how to overcome objections and fight back. I want to think about it and all this stuff and all these issues with agents, and I can certainly navigate that. But where I got better is I, I got better on the front end. I've got better at asking questions, identifying problems, learning sales scripts, like really fine-tuning the delivery of things. And now I didn't even get the objections, you know. Now I don't deal with the agent stuff y'all deal with because I deal with it on the front end. So I don't get far down that path of frustration like I used to because I, I fix it at the beginning. And so now I'm like, how do I, how do I do this with my health? So I go these holistic ones and I find out they aren't really doctors. Like, maybe they're a doctor, but they aren't like an MD. And I don't really know the difference, but they couldn't prescribe me stuff. They'd give me supplements, but they wouldn't, like, I don't know, do my physical every year necessarily. They wouldn't give me advice on what to do with blood pressure medicines exactly. Like, they couldn't prescribe them, you know what I mean? I was like, whoa. And then one I went to was a chiropractor. They weren't even— they were just a chiropractor. And I don't mean this to offend anybody, but they promote one— marketing reads one way, but they were just a chiropractor. And then they work with your doctor, but but they did holistic stuff. And I'm like, that— I ain't mad at that, that's just not what I want. I want, I want someone that understands all of it. And so I found a lady maybe 6 months ago, 4 months ago, does holistic stuff, MD, does both sides, believes in somewhere in the middle. Obviously he's like gonna try to help you fix it on the front end if you can, but if like it's like, yo, that's not an option, you have to take this, cool, I'm in. So I want to be somewhere in the middle. And, uh, so first thing she does is start looking at all my blood work and we dive in and dude, stuff is crazy, you know. So I'm like, tell me what to do. I just— she goes, how much do you want to understand this? I'm like, I want to learn it, but this is a lot. I just— there's like 27 pages of different things. I did spit, saliva, pee, urine, crap. Like, they tested everything. And I'm like, it was super overwhelming, especially when they start pointing out all the internal stuff wrong, you know. A lot of y'all are dealing with that health-wise, nobody know it. Like, I appear physically in amazing shape. When I walked into that doctor the first day, I— she's sitting at her desk, they walk me in, it's a very small practice, and, uh, she goes, why are you here? I've never had someone walk in my office in good shape as you are physically. I go, buckle up till you see the labs, because I already seen a decent amount of them. I just— I didn't, I didn't like the person who I was working with in terms of how I wanted to navigate my health. So it was kind of like an interview to see if this was a good fit. So we sit down, we look at the labs, and she was like, yeah, dang, you know. But for me, when she started, she retested some stuff, she looked at some stuff. Long story short, she analyzed everything, and what she didn't do was go, here's 743 things to do. She went, we're going to break this down into pieces. Here's what I see. And she kind of explained like risk factors and why the things are the way they are. Um, she tested for food sensitivities. They tested like gut stuff. They did all kinds of stuff. And I was like, business, what does that have to do? Like, are you, are you, are you either auditing your own business? Do you even know how? Or are you seeking an expert to help you? You know, a lot of y'all are out there running around, think you're, think you're running a machine, think it's healthy as all can all get out. Maybe you're unsatisfied with the result, you wish it were better, but you think you're doing everything you can. And someone with a different view of things can really get on get in on the inside and really see what's going wrong in a way that you don't see it. Um, and so health for me, man, it's, it's now I'm like, you know, I'm gonna fine-tune this thing. So I'm learning a lot about it. I'm, I'm— every time I go, we, we talk, we meet for an hour once a month. She does a little bit of tests and she's like, do this, take these supplements, take this thing for this long, and here's why. It's going to do this to your gut. This one's going to do this to the way you absorb medications. This one's going to do this because of something with plaque. And like, she explained it all. And dude, I probably have like, I bet, like, as far as vitamins, multivitamins right now, probably like 5. I do it 4 times a day. There's different things for different reasons. Some of it's temporary, some of it's not. But I bet there's, there's at least 15, right, different things for different reasons. And, uh, you know, but I know why I'm doing them all, and I can take them now and watch the tests and compare and be like, ooh, this one's working, it changed this and this. So it's like, I'm, I'm like, I'm kind of turning into the nerd of it all. Um, so I go back once a month, she looks at my lab reports. First time she's like, holy crap, you lost this amount of weight, this amount of body fat, you gained this much muscle, these tests are this way, your testosterone is now this, da da da. She's like, holy crap, that was really good. How's it feeling? I'm like, fine. She's like, is it tough? Is it this? And she keeps like, how about the medicines? Are you still good? We only have these ones for 6 more weeks, these ones for 4 more weeks, you have to do this for this many more weeks. I'm like, all good. Can you email that to me? She sends me an email, do these. She makes it really easy for me to order what I need to order. So I dive in, I go back, we do it again, have follow-up end of December. Um, she's like, well, you lost like 2% body fat. You— I didn't, I didn't lose much weight, but I gained a lot more muscle. I'm so kind of evened out the weight. Labs were down, my blood pressure— I may— I have to do it twice a day right now. I've had to do that for almost like 3 months. And so we're tracking it. My blood pressure's lower than it's ever been. Like, I didn't really know it was high, and when I started taking it every day, it was, it was like high. I was like, holy smokes. Now low is like— she told me yesterday, she's like, I wish I had your blood pressure. And she's the doctor, right? And so that was the end of December. Things are tracking. I go back last— this week, 2 days ago, or yesterday. Hell, I went back yesterday. And, uh, She had me do a bunch of other tests. I had to see a cardiologist. We're doing all kinds of— like, I'm finding out everything about me. And, um, so she tests again. I always do this InBody body fat. You stand on this thing, it scans you, whatever, and it measures a bunch of stuff. And then she, she had done some lab work that we're going to go over. So we go over it and she's giving me, you know, hey, things are going good. She's looking at my numbers. She's like, dude, this stuff is crazy good. How— she goes, how, how are you feeling about it? I'm like, it's actually It's, it's fine. Like, I don't— why? And I— so this time I asked her, I'm like, why do you keep asking me that? Because I felt like that white way she was, like, she expected me to say it was difficult. And I'm like, why? Like, why do you keep asking from that angle? I'm just like super curious. And she goes— and, and I talked to her about all my workouts, my health, the training for the events I'm doing, because all that counts. Like, all that fatigue and stress and adrenal glands, all this crazy stuff I'm learning. It's all, it's all related. So I'm very open with her about all the training I do, and some things she's like, cut back there, it's okay to do more of this. And, uh, so she's learning a lot about me and who I am in the process of learning how to run and do hikes, which I could have done this whole story on that, right? And, uh, so she goes, the amount of discipline you have with this— she goes, you're literally the only client in my entire practice that does everything I ask. I was like, wait, what? Because I see a lot of people, dude, they all give up long before this. I'm like, why? She goes, it's to take the medicine every day, to take the supplements every day. Like, a lot of people get overwhelmed by it. I'm like, I wouldn't want to take them all at once. I just break it up. So I have a system, I break it up 4 times a day. So it's like 3 this time, 5 that time, 4 this time. I happen to do it coincidentally while I'm drinking water, um, specifically water because I'm doing 75 Hard and I'm trying to knock out 8 bottles of water a day. So it makes it easier as I'm going. So to me, it's like I'm multitasking. Um, I know I wouldn't want to do them all at once, so I do it at certain intervals throughout the day. I have it tied to like, literally, when I get up, I do this one. Um, when I get back from the gym, I do this one. When I get home from the office, I do this one. Right before I do to go to bed, I do this one. That's just my routine every day. On Sundays I take this one. I like— I know all of them and why I take— when I take them. And so I explain that to him, like, it's really— and it's like I brush my teeth every morning. It's the same thing to me. I put on my socks and I put on my— you know what I mean? Like, I just— to me, it's just one little piece I do at that time, and throughout the day I'm done. And, uh, she's like, literally, she goes, you're a different— you're a different animal with that. And I'm like, I don't understand. And this is where I struggle, because I was one of these people before, but I felt like I was uninformed. And that's I try to be so transparent about stuff with people. Like, for some reason, when it clicked— and that's the piece, like I said earlier, that, that thing that makes it click. Like, I'm, I'm good. For me, it was a kidney thing. For me, it was a financial thing. For me, it's like there's something that clicks for me, and I'm like, I'm, I'm going all in. And when I picked to go all in on something, like, I have a— this, this is, this is the process for me. This has been a 5-year pro— I mean, really 7 in, in a sense, but I've been going at it for my health since I think it was the day after Christmas 2020. Um, so this would be— I just finished 4 full years, uh, like getting after it. And but I didn't expect to be done or in the best shape, but like I thought it was going to be hard in a journey, you know. And you know, we're doing the same thing in business. Like I am trying to analyze things and dive deeper and get my team better and challenge them and all these all these principles I use in multiple areas of my life. Um, you know, resiliency— continuing, I know I bounce around a little bit on the, on the, on the acronym of DO MORE, but it's like, dude, this, this hard in a— in like, like, it's easy to just do it every day, but it's hard to do it every day around life and maintain it. You know, I haven't, I haven't had a drink in, I don't know, 70 days, um, and I don't really want to. And I've been in situations where— people have been like, it's all good. And I'm like, I just— it, dude, it makes me feel like crap. I know it's hurting my body. I know. I just like— there's a point where like, that is hard. It's hard to say no to people sometimes. It's hard to— I'm gonna hike 7 miles on a mountain today. I have to do 17 miles this weekend. Like, that's hard. It is hard. I ran a half marathon last weekend. That was hard. And I did it without walking at all. That was even harder. Um, and I'm not amazing, but I'm like, I understand that when it's hard, I have to keep pushing. Why? Because when it was hard in business, I had to keep pushing, and I love the result that I keep getting from it. So now the feeling is the same to me. And not only my health— like, it is hard in a sense to like take blood pressure every single day no matter what and send the report to her every week and take all the vitamins all the time. And like, it's hard in the sense— like, I get it, but at the same time, it's also really kind of easy. If you build it into your life, right? And that's what I think I've learned how to do, is I've just made the everyday things that I need to do to get to the next level as part of my life. So my routine at the office, the, the way we look at things, the way we look at reports, the way we talk about things openly— like, it's just the things I need to do to execute. There will be times that are hard, always, but they aren't that hard to do individually. It's, it's, it's, it's hard to maintain them, and it's hard to have a desire to do them when they're— when they suck, or they're boring, or they're hard, or they're difficult, or it ain't going quite the way you want. 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 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 big things happen. Couple of 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. You know, and then the health thing, it's like, is it all perfect? No, but it's, it's every day is definitely not trying to figure out what I can eat and what I don't eat that energizes me or makes me my stomach upset. And as you start doing it more and more, like, the healthier you eat— now if I eat something off, dude, I feel I get whacked. If I ate a piece of candy right now, I, I ain't had candy, and so I would get I would be sick as a dog. But that takes— it's weird that your body adapts and now you can eat 4 Snickers bars and not really feel that bad about yourself. And sometimes in business you can be sitting around making no money, sulking, making all the excuses in the world, and somehow you get so used to it that you don't even feel like shit about it anymore. And I'm like, I don't— I used to be like that. I don't want that feeling ever. And so once I, once I kind of fine-tune it and dive into that stuff a little bit deeper and get obsessed with it and get through the resiliency of it. Again, the last— the E is expectations. It's like, I expect this is going to take a minute. I expect that it's going to be hard. I expect— but I also expect that I'm going to make it happen. Like, I know I'm not going to give up. Like, that seems really dumb. That's why I was talking to the doctor. I'm like, what? Like, but their health— like, you can tell them they have— if insides— if your cholesterol stays this high, this is going to affect your arteries. Your arteries affect your heart. In your heart is like, without that we die. Like, that's— so I don't understand how people can be told that and still not do it. I don't, I don't understand that. Um, and for me, when I under— when I, when I first saw this opportunity to make this kind of money and I was making it and other people were making crazy money and I was doing mediocre, now I look back and I'm like, I don't understand why people don't change ever. Sometimes I struggle with it. And I'm not perfect, but I, I am aware enough to go like, dude, I should probably change this. Um, I should probably— I don't like the result, you know. Um, and for me, once I make the decision to change, the rest of it's really easy. Like training for the marathon, like running that far is hard, but the concept of I am going to do it every day is not hard for me. Like I just, I can't physically go to sleep if I don't put in the work. Given I said I want the thing. And that's how I've learned how to, how to, how to live my life. And it started with insurance. For a lot of people, a lot of y'all are really good at this stuff in other areas of your life. You might be really good at it with your health. I know dudes that are ripped and can't pick up the phone consistently, you know. I know people that are smart as all get-out, can do some really amazing things, but they can't manage their team worth a crap. And they don't even try to get any better on at it, you know. They can't— it just— it's— and so for me, I find little areas in my life where I'm weak and where I want to get better, and I dive in and I go through this process of let me do more of it to learn about it, let me know what it feels like, let me get used to a flow, let me, let me just have better results just by outworking, outdoing, more consistent. Like, that seems really easy to me. And then continuing to dive in and find out where I'm weak and, and, and learn from the mistakes and You know what I mean? I am, I'm, I'm an obsessive type personality with certain things. Some things I can ignore. Like, I don't know nothing about a lot of stuff. I don't— I'm not like this in every discipline of my life, but I pick certain areas that are important to me and I go at it at a different level. Um, and this process is now helping me in my, my, my, my physical world. It was cool having a, you know, I mean, someone that runs a medical practice and a private clinic. It's not like under my insurance. I gotta pay this chick. And, um, you know, it's cool to, to hear like I'm more disciplined than any patient she's ever had. I'm like, that's cool. Like, I like that. I like being that guy. Um, so I know the health is going to work out. My— again, my cholesterol is already down, my blood pressure's down, all the other things are working out. They're tracking better. Um, and now, you know, next she's like, here's your next— you can stop taking— she took me off 4 or 5 things because it fixed one issue. She's like, you've replaced it with the food. Cool, we're good there. For the next 6 weeks, do this. We're gonna have these tests and we're gonna assess it again. So for the next 6 weeks, I'm like, yo, I'm going on a run. Of what, dude? I'm gonna be so much more disciplined. I want— when I get that test in 6 weeks, I want to be significantly better. I was like 17.1 body fat this time. I started at like 20, a little 21 or something like that a few months ago. And this time I'm like, I dropped Almost won. I went 17-9 to 17-1. Previous, I went 19-something to 17-9. Um, so I'm like, man, I want to get— I want to, I want to see if I can just skip the 16s. Can I get to like 15-9 or below? I don't know, but I'm going to be crazy disciplined for the next 6 weeks and try. I'm going to pay attention to like, can I, can I, can I work a little harder on, uh, some of the leg? Like, it gives you stats on where your muscle build is. I'm like, all right, I got to work more on the leg side. You mean, so I'm going to be hyper-focused on some of the things, um, some of the, the, the discipline she's given me to do on my personal side and on the physical side of things. And now I'm going to go at it in 6 weeks. I'm like, I want to knock that test out the park. And some of y'all, I— when I was, when I was in the field, I would do the same thing. I would do like a 60 or a 90-day run, and I'd be like, in the next 90 days, here's what I want to accomplish, and I'm going to go effing get it. And I would go see more clients, I'd make more phone calls, and I'd buy more leads. And when I did that on the building side, I'm like, here's where I want to be in 90 days, and I'm going to recruit more people and hire more people and train more people and help more people get paid. And we do that today. Um, and now we're having the event, we got a lot of people going on reaching out for help. Um, I'm coaching a ton of people in the space, we're doing some really cool things. And I'm like, dude, I'm gonna have my— I gotta, I gotta add to my team. My team's doing some phenomenal work right now. And I'm like, all right, this It's time to grow. So we're— the event right now is kind of the end of a run for us. We've been, we've been going at it since like mid-December, traveling a ton, promoting things a ton. Like, I've been, I've been, I've been working on this stuff, and now it's like, all right, we'll come to an end of the run, we'll take a quick little breather Monday, Monday, Tuesday, you know what I mean? To have a little bit of a chill week, catch up on some stuff, and then we're like, all right, what's next? That's That's how we do things because we're trying to get to a certain point. So we'll dive in and wash, rinse, repeat. So I hope that you guys, um, you know, certainly I hope some of you look at this thing and understand the relationship, especially those of y'all that are really good at this. Again, knowing a guy that's jacked and can't keep up with phone calls, or Pete, some of y'all like have so much talent, you know, and you just, you, you give up, or even some of y'all that don't give up, you just refuse to push further. You think you've hit a limit. And I'm like, yeah, I watched this dude, um, uh, God, I want to give him— I want to put his name, uh, I'll think of it in a second. Brian Covey, um, it's in the mortgage space. I got to speak at him at an event this year. I watched him, he— and he were similar age. I feel like I might be a crack older than him. And I watched him kind of go through this health journey last year, and he's like, I want to be sub— I think he said 15% body fat at a time or what. And, and I just watched him work all year at it and, uh, and knock it out. And I'm like, so that's what I want to do this year is like really fine-tune that thing, fine-tune things on business. And some of y'all, I wish you would look at it and go like, yo, I'm going on a run. I, I mean, I'm gonna hire help, I'm gonna seek guidance, I'm gonna look for— I'm, I'm gonna go at it at a different way. I want a new level, whether it be with your business, your health, your family, your lifestyle. Like, this concept for me I've learned to apply it in multiple disciplines, and, and I, I enjoyed it. Works for me. I hope it continues to work for you guys. I get a ton of feedback, so I know it's— I know it's working at a cool level. Uh, hopefully more of you guys try it. For those of you that are looking, that are sharing my stuff, I appreciate it. I'm gonna— if you, if you share something and tag me in it, I'm gonna start doing like a giveaway where you can just go on, grab something. I got some merch, and go and grab some if, if you like it. If you don't, just share and that'd be greatly appreciated. But I'm going to pick some, some people instead of those y'all just sharing it. Some of that are— we're gonna, we're gonna go through and hit you up. Continue to tag me and I'm gonna, I'm gonna pick someone and just shoot a DM, get your address, send you some cool stuff for kind of helping put the cause out there and, and, and everything you're doing to share the messages I have. I appreciate greatly. Again, if you want to be part of the anything we got going on, johnwetmore.com/events. We got a ton of annuity training coming up. We got some boot camps out there. A lot of y'all are attending. Keep, keep asking questions, keep seeking feedback. And if I can help with anything, shoot me an email. I'm going to start doing some of these episodes where I answer questions. Um, john@johnwetmore.com. And if you have anything that you'd like me to talk about, discuss, um, small question, big question, shoot it to me. And we're going to start doing some very specific podcasts based on the requests from y'all. So appreciate you guys. Hope it helps. Holla if you need anything. Hey, thanks for watching the latest episode. I appreciate you. If you will do me a favor, certainly like this video channel, subscribe to it. And if you wouldn't mind, whatever podcast network you listen to these on, if you wouldn't mind going and leaving a review, that will help me greatly get the word out to more and more people. Appreciate you.