This Sales Routine Makes Me $500,000 PER YEAR (Copy it) ft. Anh Huynh | Ep111

I think where people misunderstand this whole game, or one big piece that they misunderstand, is like, these people aren't confused that they need insurance, and they're not really confused on what happens when they die. They don't want to leave their family in a really shitty situation. But I think that folks don't look at it and go, they're just really, really bad procrastinators. They just put it off. And if you don't do something about it, they will put it off with you too. How are you? How are you, bro?

Amazing, man. How are you doing?

I dig it. You brought your crew with you.

Yeah, I figured they joined it. I might have some questions. This is the perfect time so I don't have to repeat the same question over to different agents, you know.

I, I am mad at you, dude. The first I've done— this is how many we've done now, Reese? This is number 110, and you're the now the second person in what, like, um, 3 weeks? 107, no one showed up with their team. In the last 3, 2 have, and I think it's the coolest thing ever. So let's roll.

Yeah, I figured I might have some questions here for the whole entire team.

I'm in, dude, I'm in. I love it, I love it. Yeah, we, we just enjoy trying to help people win and, and share what's working for folks out there. So I appreciate you, you taking time to get on. Uh, for those that, that don't know you, um, obviously I've, I've known known you a little bit. I don't know you super well, but I've known of you for several years. You've been, been around in the agency doing some really cool things and helping a lot of people win. So if you don't mind, just give them a little, just a brief little, brief little background, dude, about yourself, and I'll get into some questions. And if, hell, if y'all got questions, we can do it that way too.

Yeah, yeah, for sure. Um, so I spent close to 7 years in cell phone sales, you know. I started part-time, run all the way to the top. Looked around, I'm like, man, I'm making more money than my boss. What am I doing here? So I gotta go. So, uh, stumble across, um, life insurance. I mean, I was looking around, of course, you know, real estate, mortgage loan, you know, within real estate there's a lot of things you can do. And what really attracted me about this is the leads, um, the ability to just print, um, how many leads, how many people you can talk to. That was huge. Um, So the whole thing when I was in cell phone sales was moving up to bigger stores because there's more foot traffic, so there's bigger conversion, right? So I thought to myself, if I want to start a business and I don't have any customer, what am I going to do? And then somebody talking about leads in the business, you can buy as many as you want, book in many appointments. Uh, obviously this was, you know, in-home, right?

So I'm sure— yeah, back in the day. Yeah, exactly.

A lot of people don't even know what—

most of these fools don't know nothing about that world.

They don't even know the struggle, you know? So I was like, yeah dude, I'll just work 7 days. I'll book all my calendars, uh, every day I'll be working. So that was really attractive to me, and that's really— I kind of recruited myself in here. Um, yeah, I think the guy was my upline at the time. I mean, obviously he reached out to one of Zach's posts on Indeed or something. Yeah, yeah, he went to my assistant manager. He got fired. I just checking up on him. He told me, he was like, yeah dude, I'm doing this life insurance though. Like, that's good, man. Like, how's that going? He was like, yeah, I made like $5K my first month. I'm like, dude, this is lazy. This guy is super lazy. I'm gonna be crazy rich. So, you know, I got obsessed and started looking up all the videos, and long story short, here we are.

I love it. I love it. What kind of volume have you been doing year by year, roughly? I mean, if you know exact, fine, but ballpark it. How has it helped you personal production-wise?

Yeah, personal production. I joined Um, I went to the first convention. I wasn't even contracted or anything. I just like, yo, I gotta find out if this is real. Um, so I didn't really start in until probably March of '22. So from March to December, I think I finished at 365. I did not hit Hall of Fame. That was like what I was thinking, like, man, I wish I could have pushed a little bit harder.

Yeah, yeah.

Um, yeah, all you needed was like 35K. That's less than a month. So it was a little painful, but oh well. Um, and then, I mean, I hover around like the mid-$300K, and then we transitioned to telesales the following year. So that was a learning curve that we got to figure out from calling, telesales, lead flow, script, sure, etc. And then I hit Hall of Fame the following year. Um, so that would have been cool doing it in the field and out of the field.

And yeah, yeah, that would have been cool.

But yeah, and then, uh, this past year just shifted a lot more focus on just building and, uh, so recruiting, training, been developing this past year. Um, I think our team's hovering between $500,000 to $600,000 a month at the moment.

It's cool.

We got some rough patches, you know, it goes up and down, you know, business going, moving.

Those don't go away. I'm having enough.

Yeah, that's what I try to tell all the new builders. I'm like, hey man, like, there's no— it's gonna be some shit.

Always, always.

The only thing you control is yourself, so like, make some moves. But like, there's always gonna be some shit. Um, but yeah, so we just moved into a new office and, uh, like the morale is high. I was super excited. And oh yeah, where we at?

Yep, I love it. Where y'all— where's your office at?

Um, San Antonio. It's by UT.

It isn't cool.

Yeah, yeah, yeah, dig it.

I know if you put it somewhere else, I knew you were down there. I love it. This has been a hell of a journey. So what was the— I'm curious for you, what was the hard part, the transition? Because I've— I— and I don't know if you know this, I started, I started selling on the phone like 6 months ago, dude, and I ain't sold in 10 years.

No, it's different.

It's different. It's different. But I figured it out. I figured out it's easy as shit. How about that? That I have figured out. But it did take a minute to like— but I'm curious, what was the, what was the struggle for you figuring, figuring out?

Um, really just the lead flow. That's all it was. Because like, we were so used to like, dude, I just gotta book 15 appointments every day, right? Yeah, it's not a problem.

Easy game.

Door knock in between if I didn't fill my 15. Right, I'll just map it out and go door knock in the same area. So that was the big change where, dude, we'll be on the phone, nobody would answer the phone. So you just need a bigger, like a lot bigger lead float on that. And that was the biggest thing. And obviously you don't get like social banking objection in the house, not, not really.

That's never—

it's not like zero. Like they want to decide which option they want to go with, all right, we're done. But really just, um, learning the understand the learning curve, uh, um, a lot of stability on, uh, on the lead flow. And as far as like presentation, gotta make sure that you increase your credibility so there's less, you know, resistance at the end.

Sure.

Yeah, but that's just really— that's the biggest thing, just, just to leave flow. Just gotta make sure we have a lot of lead flow on there.

Yeah. What do you— what do you consider a lot of lead flow? It is— oh yeah, dude, it's significant.

Way cheaper.

Yeah, yeah. What do you like for lead flow if someone wants to kill it, hit Hall of Fame type numbers? What do you, what do you, what do you recommend?

I think, I think you can probably do it in 6 months now in the phone, but you put the right system in place. So if you—

I agree with that.

Yeah, yeah, 6 months. Because the time that you get in the car driving around, like, that's literally 5 to 6 hours a day that you wasted. You can just get a human dialer or an AI dialer on top of that, so you're constantly talking to people. Like, you talked a lot about that in the past, and that would make sense to me. Like, dude, I just need to talk to Yeah, so how do I increase the contact rate? Either more leads, more way of contacting people. That's all it comes down to.

Yeah.

Um, so I think somewhere between like 200 leads, 200 to 250 a week, constant float on that, um, should get you to like Hall of Fame in like 9 months. Like, I think that should be— anyone could do it. Like, literally, if you just get the constant lead flow, you want to do it in 6 months, do some crazy numbers, uh, like on Ronnie's team or Mamu's team. You just—

sure.

Get double the leads and you get a human dialer and another dialer on top. So you just presentation all day long. Like, dude, if you, if you suck at closing, you have 10 to 15, 20 appointments. You get 5 different times of— 4 or 5 different times that you can work. Like, it's literally a crazy cheat code that people just forget. Like, you don't have to drive, you can start East Coast all the way back to Hawaii and Alaska. So it's $200, $250, um, a week, like 1,000 leads to 1,500 leads a week. A month, um, and you get a dollar or two and then, you know, AI dollar on top, a drip system that you have. I honestly think it's a lot easier than people think it is, you know.

So I'm tracking out— I'm tracking Hall of Fame, dude. I, I posted a video this week on my YouTube and it was like sharing my numbers, and I think I've read— I wrote— it was, it was one of February's, I think, and it was like I wrote $67K. I did like 2,000 dials, something like that, whatever, and whatever. So someone nerded out and they looked at my numbers and they went, 2,000 dials, so many days, that's only like 114 phone calls a day. I'm like, oh, I'm aware. I'm the first to say I do this very part-time and I'm still crushing most agents. Yeah, you know, because once you do, once you figure out the lead flow and how to talk to some people, it's not, it's not complicated. I'm making 4, 5, 600 phone calls a week and writing 10, 15, 20K a week. Yeah, you know, for sure.

Just the lead flow on that, you know, just some— some— the way I look at— a lot of times people are thinking about like the best lead, the crazy leads, I don't know, whatever, the highest intent.

I just—

the way I look at it, I was like, dude, if they answer the phone and they know it's life insurance, bro, that's all I ever wanted from them. That's all. Everything else is up to me, you know. And it's true, if you just have so many of them, you can have layups, dude. Like, it just— that's just how it works.

Yeah. And what about those that are like And here's what I hear a lot: my pickup rate sucks.

Oh, I see that too. I mean, like, it's really coming down to— it's— so there's a couple things you can diagnose. It's not the biggest thing for me, is like, hey, is your number spam? And then that's number one. So I look at this business like the same way as, um, so there's a multiple way to get in contact with people. I look at sales as like a contact sport. The more contact you can make, the more contract you can sign, right? So if your number doesn't work. All right, have you tried having multiple numbers? Like, have you tried using an AI dialing system? So those things are like the baseline. And obviously the, the lead flow has to be on top, right? That's always going to be the key. Like, that's always going to be the, the number one thing. You don't have lead flow, it's hard to talk to people, right? Because the people who don't pick up the phone, they don't pick up the phone, correct? That's who they are.

Ever.

That's why that's just how it goes. You have to door knock people. So like, it goes back to what I was saying earlier, you just need a larger amount of leads coming in because you can't doorknock people. So you just like, hey, the people who answer the phone, they will answer this. The people that don't answer, they just don't answer the phone. You just have to move on. That's part of being telesales, you know? Yeah. So yeah, I would just having multiple phone numbers, multiple system. I think that's probably the easiest fix that you can do, you know, spending $100, $200 extra a month on the dialing system. Do your job to talk to people. You can't talk to people, you're not making money. Like, figure that out. That's the fundamentals.

Yeah, I just deal with it. Mine this year, I've done— I've ran it the other day. I've written like 150K this year so far, and my pickup rate is like 7.2% of phone calls pick up. And I still written 150K and I only use my cell phone. So I'm intrigued as to not saying you can't use others or don't use others, but I'm like, I don't do shit. I just dial from my cell phone. I make 100 phone calls, 7 people pick up, I'll write an app or two. Like, it's very easy, right?

Yeah. And you, do you write like mostly final expense, right?

All final expense. Yeah, that's all I'm doing. I mean, every once in a while I trip over an IUL because it's just part of it, you know, you talk to enough people. But it's all final expense leads. That's all I'm running right now, just to, you know, I want to show new agents that you can, because it is a cheaper lead, you know what I mean? And obviously there's different kinds of leads. There's mortgage and IUL and call-ins. There's all kinds of shit. I'm like The average new agent can't buy those. So I'm showing people— because sure, I've seen some people put videos out on social lately like there's no money in final expense. I'm like, you must be retarded.

Yeah, I fight people on that all the time. Like, dude, you have— you seen an average American outside? Like, that's literally like—

they are, correct.

It's so big, like it's almost infinite. You can't even— you can't even— I can't even comprehend how much people that will be on there, you know. And of course, you know, if you write his and her, that's give you the highest ROI for client. You know, and typically I have somebody in the house, you know, on the phone. It is a longer process, but at the same time, like, there was a stat somewhere if you write more than 2, most likely the policy is going to stick longer.

They stick. That's true. Yeah.

So that's what I did a lot in, in, in, in home, which a lot of his and hers. My average was a lot higher than most people because I write his and hers, and then, you know, whoever's home.

In home, I did a lot of kids and accidental stuff too that I would add on. I ain't quite done that on the phones yet. I, I want to start, but I'm in, in homes, dude. Sometimes I would write an obnoxious amount of apps during the week because I'd write up all the grandkids, you know, the easy app. You just add them on. Um, and I wrote a fair amount of accidental stuff.

Yeah, yeah, for sure.

At least a handful a month.

Yeah, I have a health license as well, so I do write a mutual. So like, yep, they'll like that because you can get a really, really big amount on that for nothing. Look, a little premium here now. Yeah. What—

tell me about this AI dialer thing. What do you mean? I don't know what you're talking about. I've never— I always tell— I don't mess with CRMs. I don't mess with dialers. I tried them. I hate them. I just— and I want to— I want to keep things simple, but I'm intrigued by the AI stuff to know what you're doing.

Yeah. The way— the way I look at it is the same thing. You say, hey, my pickup rate is really bad. No one's picking up the phone. They tell me to pound dirt or whatever the case might be. I'm like, all right, cool. So The goal for me, for the new agent, is like, it's all about touchpoint, right? How many practice, how many presentations, you know? If you don't have a solid conversation, you know, you're not going to get better. Yeah, you got to do more, right? Somebody said that, get better, you just gotta do more.

Yes, sir.

So, uh, this AI system that we're doing, it just, it's, it's, it's just a multi-line. I'm sure you heard of it, you know.

Oh, got it. So it's not someone calling in, like a robot talking. It's literally just—

no, no, no, no, no, no.

It's just, just a multi-line dialer.

So yeah, a multi-line dialer. That's all it is, you know. Yeah. So it picks up like if there's a lot more people picking up, so it slows itself down instead of calling, you know, 10, 12 numbers, it's going to like 3 or 4 numbers at once. Yeah.

The whole thing, it works a little bit. It's not magic, but it's not magic.

It's just all I'm looking for is just a little bit on top of that, you know. And, you know, if I can get the agents to practice more presentation, that's a huge win. You know, that's all we're looking at.

I had a guy DM me this week and he used one of those and he's like, it did 2,000 phone calls in however, whatever little tiny window. Because I'm like, I make how many per hour? And he's like, I did 2,000 in that same time frame where you did 150. And I'm like, okay, well, how many apps did you write? He's like, well, I only got 6 people to answer. I'm like, I wrote 3 apps, so F you. Yeah, you know, and it's like, yeah, it's just— yeah, for sure, there's pros and cons. All I always say, dude, everything works a little bit. Nothing's perfect. It all just works a little, and the more of it you do piece by piece, the more you can pile on top.

Yeah, exactly.

Um, so yeah, I just like— I just like showing people that it can be done with just this, right? Not that the others don't work. Yeah, just saying they're not necessary to make a bunch of money. I've written $150K and all I use is my cell phone.

Yeah, I think so.

I'm like, the sky's the limit. If you— if you want to do more, fine.

Yeah, it's funny because I was in Cancun with my mood couple weeks ago, and he was saying the same thing. He was like, I have a Google spreadsheet, my cell phone, and I grew a million a month. I was like, it's funny because that, that really is him. He just like, yeah, I like it.

Just easy. Yeah, I love it. I love it. 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, um, 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 I'm only looking to work with like high-end people who really want to make big things happen. If you're interested, click the link, apply, and if you're a fit, I'll reach out. Cool. What else, what else do you think you want to add? And again, I want to let you do whatever you want with your team since you brought them, but before we get into that, like, um, what do you think you would add to folks, um, on either— let's talk during the sales process on the phone. What's important to you? Whether word tracks or questions or what you're trying to identify. Just give them some like important—

I don't—

we don't have to go script line by line type stuff, but just like the meat of what you're trying to— what's important to you during a, during a presentation to get, you know, to get to a, you know, right issue in $40K+ a month.

Yeah, for me, just identify the needs and the buyers. And I think that's a lot of time people miss on that and they spend so much time on a client that's not really quote unquote a buyer. And for me to identify that is I ask questions, depending how they respond to my question. But like, hey, have you looked into this before? And they kind of give me one or two-word answer. I'm, I'm, I will try to get a little bit more out of them. I'm like, hey, so what does that look like for your family? You know, just, just some basic stuff, surface stuff, to see where they respond. And I'm like, hey, like, and I would call them out really. I'll be like, hey, so is this something that's not important to you? And they're like, yeah, we kind of look into it. I'm like, okay, cool. So you don't have anything in place and it looks like you don't even care about this. Am I right? And if they just like, I don't know, just kind of see, I would hang up on them. I don't waste my time with those people.

I love it.

I love it. And I think it goes back to what you said before. I'm like, dude, if you're just not interested, I'm just going to move on to the next one. Now we go back to lead flow. You have too many people to talk to. You don't really care that much.

Yeah, yeah. You can't do that when you buy 22 leads a week. You can't play the game right.

Yeah, correct, correct. And it's all double-edged swords as well because I've been there where I just have so much lead I don't even work them hard enough.

Yeah, same. Yeah, yeah, I work my leads like trash, to be honest.

Yeah, so like, I know, but, but what I did, I'll just give them to the new agent. I'm like, hey, here you go.

Same.

I know there's a lot on this, I'll just get the top, you get the middle part, and whatever the case might be. So number one, identify the buyer. Uh, secondly, Really be assumptive about— once I identify the buyer, I know they're procrastinators. Like, these are older folks that just— you just have to push them a little bit harder. You got to be convinced in your mind, just moving the ball forward to the, to the, to the, to the bottom, to, um, to get them to the touchdown on that part. Okay. Um, those are the two things, because like what happened is once they know these people need it, they've been shopping around to talk to some agents It's the same thing. Like, you— they just didn't push them enough to get to the finish line.

Uh, what are some things you do to get people to start? Because I, I've, I've always— and I'll preface it with this, and I know you know this, this is for your, your crew watching— I think where people misunderstand this whole game, or one big piece that they misunderstand, is like, these people aren't confused that they need insurance. Yeah, they're not really confused on what happens when they die. Yeah, they're, they're, they don't want to leave their family in a really shitty situation, if you know what I mean, if it really mapped out. Yeah, but I think that folks don't look at it and go, they're just really, really bad procrastinators. They just, they just have, they just put it off. And if you don't do something about it, they will put it off with you too, because you're not going to say anything earth-shattering that the last person didn't say if you just give a quote. All right, so what do you think is important to get people to stop? Is there anything you do to get people to just stop procrastinating, um, and get them to the finish line like you say? How do you go about that?

I would just really— I know I, I'll tell them like, I just— here's what we're gonna do today. I know how I really touch on the why like here and there throughout a conversation and just let them know like, hey, the next step here, we're almost done. Just like, it's like, hey, I know this is something you've been putting off, and I'll call people out all the time. I was like, hey, You've been putting it off forever, man. Like, you know, we got off the phone, you're not gonna get it done. Let's just get it done. We're almost done here. It's the last pin code. You never have to talk about this anymore. It's already done. And then secondly, I guarantee you, you, you feel a whole lot better when you get this done. You don't have to talk to another boring insurance guys again. Yeah, just give them a little reward at the end. Easy, you know.

I love easy.

All right, all right, all right, let's see what you got. All right, cool.

Yeah.

We'll get it done. I was like, all right, hey, here's the next step. You get a package, okay? Put that someplace safe. Shoot me a text when you get it or something. That way I know, and it will be done. You never have to do this again. That's it.

Business is really easy.

Yeah, for sure.

For those that were expecting some earth-shattering stuff there, it's pretty simple.

It's always like that, you know? Like, you know, when you're a new agent, you're like, dude, there's a secret here, a secret there. It just— it's really straightforward. Just, yeah, get it done. That's it.

I just ask them, I just ask most people, have you not— do you not have it because you've been— have you been too sick to get it, or have you just been procrastinating? They all will say, I've been procrastinating.

Yeah. And then I go, I'm gonna do that line as well.

Yeah, it's wild to me. And I'm like, okay, so what triggered you? Looking now to make you stop procrastinating, did someone get sick or someone pass away or something happen in life? And they'll freaking tell you. And I'm like, okay, so you're finally ready to stop fucking procrastinating?

Yep.

It's just— and again, if they say no or push it off, again, it's not my client. I move on. But you do that enough times, I mean, hell, you only need 8, 10 people a week to say yes and you can print money. You know, I think people struggle in this business when they write 1, 2, or 3 apps a week and wonder why they're struggling. I'm like, that's the problem. You, you write 1 to 3 apps, it's a wrap.

Yeah, you have chargeback on top and then you have your regular bill. You have to take the money out and pay for that and you can't buy new leads and then they just— it's a cycle that it is. So that's the reason why we, we launching a new— we've been doing a case study here, um, that was the big problem for a lot of agents. So the big problem with telesales people is not being accountable. Yep, agreed. Huge. Uh, yeah, show me your stat sheet, bro. Well, I talked to a lot of people. I hear a lot of dial tone. I get a lot of voicemail. I'm like, all right, well, show me the numbers, dude. Like, I, I believe you, but show me the numbers.

Yeah.

And obviously that didn't, that didn't go too well. That was another learning curve I didn't mention earlier about Telesales— accountabilities. Like, my whole entire team had to die. I had to rebuild from the beginning. That's why we moved into an office. And the office culture is huge because when you clock, when you walk in that door, it's time to work. You know, um, and obviously you can just see them right there, chop it up, have a question here and there. I think it's the morale is a lot better in an office for sure. Yeah. And when you get your teeth kicked in on the phone, you looked around like, oh, there's some people winning, some people getting the kick in as well.

Even the top of these, some people get laydowns.

Yeah, yeah, some people lay down, you know, and you're just like, oh, I'm fine, let's go to the next one.

I see a lot of the same ceiling tile, so I imagine a lot of these people are in your office right now. I can I'm like, yes, same background.

Yeah, we all spread out. It's pretty big, it's 17,000 square feet, but we'll probably cut it.

The front door, is it really? Good for you.

Yeah, it's kind of crazy. Um, we walked in, my director and I were like, I think this is it, let's get it.

So who'd you get it with?

Um, AC, uh, Angel Cruz Moreno. Might have seen his video here.

I've heard the name. Yeah, yeah, yeah, that's cool as shit. 17,000 square feet is Baller, bro.

Good for you. Yeah, so we're probably gonna use probably like 10 or 12, and then we'll expand the next year. We just probably could cut it in half because it's too much at the moment. Yeah, but we were just looking for next year expansion.

I like it, I like it.

Yeah, so that was the big key we need to figure it out. And obviously the lead flow, um, we made a program where we recruiting, you know, nationwide, right? Just like you did. Yeah, put Indeed on there, Instagram, whatever, like, hey bro, The big thing for us is we're like, we know the office works, so just get people down here. Yeah, go on the phone, hire them. Like, hey, you want to relocate at least for 8 weeks? Yeah. All right, get your behind out here. I'll help you with the transportation fees. We have an agent house. We're probably going to add another one soon.

Do you really?

Yeah. So we'll have like, you know, 8 or 12 guys in there, whatever, you know, throughout the cycle of 8 weeks.

You bought or you rent or Airbnb or what is it?

We'll rent it.

Really?

Yeah, so yeah, um, and then so that would just get to the office, right? Rent is already covered. Now there's food there.

Really? Do you live there too, or no?

No. Oh no, I wouldn't either.

I'm just saying, bro. I'm just asking.

I'm putting it out there.

I couldn't do it, homie. But I like the idea. So you bought a house, a bunch of bad— they just— I love this. No, we rented. You rented?

You didn't Yeah, yeah, yeah, yeah. We just— yeah, we, we rented it. They'll come in, like, literally all the basic stuff taken care of. There's no bills, you know, like you just stock it.

So you take care of all the bills, all the rent, all the utilities, and you, you give them food.

Yep, there you go. Get your behind to the office. Here's what we're gonna do. You're gonna, you're gonna work 10 hours a day, right? You gotta clock in at certain times. These are the stat sheet that I need you to hit. And after 8 weeks, yeah. And then the lead's already been paid for as well. So we find we also— we're doing a lot of in-home leads, so we'll cut the cost there and we'll get them a lot more touches with, um, talking to the clients.

So meaning in-home leads, like you guys are running them?

Yeah, we run it.

Not in-home old school in-home? Yeah, I got it.

No, no, no, no, in-house.

Uh, you're running your own ads?

Correct.

It's your lead costs? Yes.

Yeah, we cut out the middleman, so we use the middleman to pay for other stuff on here.

Hell yeah.

So it's just you, the ad guy.

Who does them? Who does the ads?

Um, I was running them for a while too, so I really— okay, yeah, that's cool. Then I load that work to somebody else. I'm like, all right dude, but this is how you do it, you do it, bro. I got something.

I've never done it. Yeah, I like it.

I'm working on my business, not in it too much, so I give them that. And then, um, they'll have a, a multi-line dialer, right? So, and then obviously before you get to the house to— we'll run what I call like a training week. So it's a training, uh, a training camp. So it's a 3-day event. It's a whole week, but really just 3 days teaching them the script, the psychology behind the sales. And then we'll test them. We involve all the managers in the office, so it's a teamwork thing. So it's going to get rotated out, like all your downlines, all your directs, all right, you're gonna help them. And then we'll rotate out, and then we just just really giving the builders the taste of the next step. Like, so, so we don't have to run it all the time. So I mean, I like it, but I'd rather do something else on top, like teaching and duplicating, right? The whole, the whole goal is duplicating yourself here. So having all the managers run in the training camp, you know, obviously script training, objection, and then they'll test on the last day. They don't pass, send their asses home on the Greyhound or whatever.

Are you serious?

Yeah, I'm not even kidding.

Or they can retest. What kind of test? Like a physical, like—

yeah, so like a live presentation. Okay. And then we have different rubric that we're going to test them out, like the first 90 seconds, tonality, quote, closing. Um, these are the things. Oh yeah, so hell yeah, it's an act. And then it's cool, you get a little certificate that you passed the, the, um—

that's cool.

You know, and you officially become an agent. So now you get access to, you know, the automated dialer system, the leads, you know, the office. And then that's when the training camp officially starts with the Agent House. You get 8 weeks for free. You don't have— 2 months of free everything. You just need to get your ass to work. After that, now you eligible for a comm. You can buy your own stuff. But, uh, we get it to the point where an average agent, the new one, probably spend you know, less than $1,500 a month on leads and, uh, the dialing system. So the case study was an average $10K deposit into their bank account, right? Knock, issue pay, deposit it, because obviously they don't pay any bills. So that's all net. And then, you know, so that's the first 30 days. The second 30 days, 60 days, will be buying more licenses, buying more leads. And then month 3, all right, now you're gonna run the training the training week, you know. So we create a system and just repeat it. So we'll exit ourselves.

So do you only do that training week once every 8 weeks? You bring in a batch of people and they go through it, or just all the time people come in and go?

So once a month, that's going to be— we have to do twice this month because like last month we were moving offices, we were just a little behind.

But typically just figure it out, it varies.

Yeah, basically nobody was talking to us this, so we just kind of figured out.

Yeah, he's just winging it. Yeah, I get Yeah, that's cool as shit.

Yeah, man.

People ever like get into the house and then they just— well, who's the last person? I know this has happened, it has to have happened, where people come in and they start doing it and they get on the phones and they're like, fuck this, they pack their shit and they leave. Oh yeah, ghost.

Like, yeah, yeah, not even like before that, they second day in the training camp, they're like, yeah, this is not for me. I'm like, good, perfect. Yep. You later, man.

I love it.

I mean, like, this is so cool. Find out the faster you get to the next step, you know, like, it's not forever.

Just like the leads, faster you find out. It's the same thing. Yeah, yeah, it's so cool. That's one of the coolest things. I didn't know y'all were doing all that. It's really neat. I don't, I don't hear a lot of people putting that much intentionality into it. I know some people that do some compounds and they move them in, but yours is very structured.

Yeah, yeah, that's gonna be— yeah, AC is the one that— because I have the idea, he's the executioner. And like, I'm like, dude, I have great ideas, but I just can't do it all. But I know—

manage it. I get that. Yeah, I'm like that too. I'm not the best at managing little detail, but I run it. I'll show up and talk. I'll think of the idea, but I'm like you. I'm like, yeah, making sure— I just making sure they got that. Yeah, that wouldn't be my jam either. That's cool.

Yeah, I gotta already pass on that. But yeah, it's— we try to get some more structure onto it, and it's a learning curve. You know what I mean? Like, we get better. Yeah, better every month.

So yeah, this whole life is a learning curve, bro.

Yeah, exactly. But the goal is just obviously getting these people paid, teach them the business, you know. And, and to the faster you can get them paid, bro, the faster— the longer they're gonna stay. Like, they always just, oh, that's how it works, it's nice, like, it sounds good, all these things you talked about, but let it hit my bank account real quick, you know. And that's the only thing that we're trying to do the most here, just make sure we get these people paid as fast as possible.

That's cool. I love it. What up, y'all? So YouTube memberships, we have one now. Right next to the subscribe button, there's a neon white join button. You can't miss it. Subscribe, whatever it says, click the link, get in there. I do a ton of coaching, teaching people how to dial corrections, working on their presentations, working on their mindset. I will coach on theory, but I like coaching real world stuff. And if you join the membership section, you're going to see live coaching where I'm I'm not only helping people, but every once in a while I get in there and dial myself. There's some cool videos coming out, tons of content. All the training videos will be directly on my YouTube channel that's available to members only, super easy to find. So join now if you're interested, click below. See you in there.

It's easy to build when you have everything in place, you know. You're like, hey dude, you see what I would do, bro? Just, just repeat it. Don't do anything extra, it's already done, bro. Office is done, agent house is done, you know, leads done, dialing system's done. They just show up and do the freaking work, bro. That's it. That's all you have to do. We take the corporate structure and put it in the 1099. That's all we're doing. Yeah, it's fire.

What, what dialer are y'all using? What is it called?

We're using a couple of them, um, um, you know, Kixie, you know, some—

no, all the main ones.

Got it. Yeah, like, it was like, hey dude, we'll take care of it. Like, just, just easily automatically put in there. I'll have all the virtual assistants doing that.

Do you?

And then, uh, that's it. Every once a week we put new lease in there and then we rent it out. Just load them up, load them up. You know, you have to issue pay $15K to stay in the house, or you, you can—

you got booted, you gotta go.

Yeah, I mean, if you issue— you do anything less than that, it's just— it's probably better job at fast food, you know.

You know what you should do, bro? You should, you should get video cameras and make it a fucking show. On YouTube.

I thought about it, like a YouTube, like, show, right?

Hell yeah.

Like, I saw Cody asking, yeah, like, yeah, I was like, the live, like that, but like Big Brother version, you know what I mean?

People get voted out and shit.

Yeah, that's hilarious. I think we'll get a lot more traction on Instagram for that.

I agree.

Actually, I'm gonna tell my— I'm gonna tell my—

you should. I'm telling you, if I were in your shoe, I would do— I just— that's one of those things that sounds good, I ain't gonna run it. But I like the idea for sure.

But I think that's a great idea because there's always some, like, I won't say the word drama, but there's always some, bro. People love watching.

There's always drama.

They'll eat it up and we'll just get more views and then, you know, just get ourselves a little bit more out there, more eyeballs on us. That's right. Yeah.

So tracking the numbers, paying attention, holding people accountable. Obviously we've— yeah, I mean, those are, those are all standards have been around for a while. We if, if it helps you at all, we have it, you know, every— we always have the normal little tracker like everybody has, you know, all the things. Yeah, we have it now where you can— where you can— I have it online now. So if you go to— if you want— if you go to tracker.johnwetmore.com, you can take it and put it in at the end of the every day, and then it'll track all your dials, everything for the month, for the week, for the month, for the year. You can see your whole team. Manage everything. So I put— I took this concept and just put it online. We've been killing it with that lately.

It's funny you brought that up because that's literally what I told my direct. I'm like, hey, look at this guy John Wetmore, bro. He tracks everything because, yeah, what's— you know, if you— whatever is being measured is going to get accomplished.

I know exactly how many phone calls I have to make to make a sale, like on average.

It doesn't—

it doesn't always work out every single, but on average, I know exactly how to make whatever money I want to make.

Um, yeah, so that's what he was— my partner is working on, my direct. He's just gonna have everyone track it at the end of the day, and it will— so the dialer system is going to connect to that, and it's connected to the Discord where you have like an end of day summary.

Yep, that's how we do it.

Yeah, yeah, exactly. And then it will have like agent of the week, because all right, so you work this many hours, you close as many sales, this is the lead that you've been using, and then here's the numbers, right?

Everyone to check out ours if he likes it, you can, you can use it, or copy it or whatever.

Yes, sir.

Um, we do the same thing so we can see— I can see who's doing what. So when they complain or they're negative, I can just pull up their online one and walk through it and be like, dude, and ours shows how much you make per phone call, how many, how many phone calls it takes to book an appointment, how many— it's all the averages are there. We look at like— I was looking at something with one of my guys yesterday. One thing that new agents do very poorly relative to cash flow, but we were looking at like draft dates So we analyze how many, how many deals you do that have immediate draft versus post-date draft. Yeah, in March. And I know a lot of people are like, Final Expense, everybody pays on the 1st or the 3rd. I did 44% of my apps last month with the same-day draft, and I sell Final Expense. 44%, same-day draft. Yeah, I mean, and then the other, most of them, the other 55%, 90-plus percent of it is the 1st or the 3rd. Yeah, so I, I get paid a lot throughout the time because I'm getting a lot of same-day drafts, and then the first or the third, I get a big chunk too, you know. Yeah, where I looked at some others, some, some agents were like 5% were for same-day drafts. I'm like, all right, you, you're saying you're doing something wrong if it's that low, and mine's 44, you know what I mean? It's like, what are we doing wrong there?

Yeah, and it's also a check to like if they have enough money or not. Yeah, right. So hey, look, what's gonna happen next is, um, the next 24 to 48 hours they're gonna draft us when the policies get in place. You shouldn't have any problem with that, right? And they were like, oh, and then we like don't get paid on the 3rd and it's like the 6th, and you're like, yo, is this everything? Like, is this a monthly or is this a one-time thing? All right, let's just go back to the lower package. Yeah, yep, yep, yeah. So I used to do a lot of that mortgage protection, but like, I know, like, I'm the same with those stats. I'm like, I don't know, let's do the first or the third. But like, it's an easiest way to like kind of see how bad they are with money.

Yeah, yeah, you get to find out. And I think most agents default to let's postdate it. I'm like, you know, not every client's broke. Some of these fuckers do have money. You aren't asking, you aren't finding out. It's like you're gonna— you're in it and it messes up your cash flow.

Yep. So I'm so— $800 to $1,000 a month policy, like literally at least once a month, like the longest time. So you'll be surprised. I just don't know.

Yeah, killer. I love it. Well, you tell me. Well, we got like 15, 20 minutes left. You got your team here. What do you want to do with them?

You want— yeah, so I think I have a question for you. I was like, I know there was a, there was a period of time where it was like a light switch that hit for you as an agent and then as a builder. Like you Can you walk through a little bit of that? Because I feel I have a good amount of new agents on here, and I think they'll, they'll kind of accept it with the others.

Yeah, I think for me, dude, the, um, if I could encompass both into one, I, I got advised to read this book once. Um, I think if I can remember the name of it, it was John Maxwell, um, It's one of the leadership books. It's one— not that, not the, not that one. That one I love too. Five Levels of Leadership is my favorite for like management stuff, but this one's more of a, um, let me see. I sent it to someone the other day. It was called, um, I got it right here, hold on. Uh, no, it's John Gordon. Hold on, I'm gonna literally find it live while we're doing this. Uh, Maxwell— here it is, uh, The Difference Maker. John Maxwell, The Difference Maker. And the short version is The Difference Maker was like, for me, I think where I went wrong early. Number one, I'm, I'm by default very emotional as a human. I am very negative. I'm not emotional like loud, like I'm not gonna tell people. Yeah, but inside my brain, like the way I'm wired, I'm super emotional and I'm negative as shit by default. You know, when like you're in traffic and someone cuts you off, I definitely think they did it to piss me off. Where like my wife is like, oh, they didn't see me. You know what I mean? Like it's just two different personalities. And I think people do it to piss me off in anything. So I'm very negative by default. And so when I realized that the more I control— and I had help with this, I had mentors help me with all this shit. Someone advised— Mike, who was my main mentor, he advised I read that book early. And then basically the concept was like, he— it was his way of telling me like, yo, you're the problem, bro. In all these situations you dislike and that you're frustrated by, you're the main— you're the common denominator in all of them. Yeah, you know. And so I had to really learn how to control me and, and learn how to also simultaneously control the conversation with clients and agents. And when I learned that you can dictate the way people behave and speak and answer and control their emotions and their behavior and their reactions, yeah, that was like a superpower to me. So, so learning how to, learning how to control a conversation, um, was a big lightbulb moment in concept, um, and that allowed me to, to, to see a, a variation in the way people responded to me, you know. Um, so that was one. And then two, I, um, I'm very analytical by default. I used to be an accountant for career. That's what I did as a job. I was an accountant. Um, and again, I can, I can overanalyze things for sure. I can, I can make things more difficult than they are because my brain will start thinking of ways to do something and I'll complicate it.

Married to a CPA, I know exactly. Yeah, yeah.

So early on in my career, I wanted to know everything about everything. And I don't think that's a bad thing, that you want to be educated and learn some stuff. But I, I kind of still wanted to learn more before I put action behind it, you know. And I know a lot of people get stuck there, and I wasn't super bad at it, but I did overthink. Um, I thought I had an— I thought I had to be someone I wasn't. I thought I had to be this really polished, you know, 12 steps to success insurance group kind of guy, you know. And when, when, when my mentor just gave me the freedom to like, hey, take the concept of what we're doing and just be you and have a conversation with another human. Like, just be you. Take the con— you can't be me. I was trying to speak and be other people. Yeah, but I'm not other people. No different than when I give talks or speaks or whatever, do things, and people like try to take my personality fully and say it in a script. I'm like, Well, it sounds weird because that's not your personality. Take the concept of what I'm doing and make it yours. And so I, I learned kind of how to just be— that's why I hate scripts. I hate, I hate phone scripts. I can't stand them. I'm much more of like, here's the structure, here's some important questions and words and tips, and I'm, I'm very, very, very structured. But I'm not one to like, here's a 7-page script, read it word for word and it works. I don't— that doesn't work for John, you know. So I, I, I learned to kind of let go of and be okay with that if I understood and studied the structure. And probably the last big thing that I'll combine with that was learning to let go of the overthinking and just put in a massive amount of activity, like accepting who I was. Because I was selling a decent amount of insurance for the first couple years. I wasn't broke as shit, but I wasn't killing it. I was writing $8,000, $10,000, $12,000 a month, you know, back in the day. And I didn't have a lot of bills, so I was, I was making decent— I was making okay money. Um, but I didn't know how to get to that $30,000, $40,000. I just— my brain couldn't wrap— if— how do I say this script so I sell bigger policies? How do I say this so more leads say yes of the, of the small amount I buy? How do I convert 95% versus 50%? How do I— you know what I mean? I just Do I call at a certain time? Does the weather matter? Does the lead— and I had all these different things. And someone was like, you know, you just don't talk to enough people, bro. Period. And so I took my baseline, I knew my number, I knew what my number was. I knew, even though it was a small amount I was selling, I knew what it took to get there. Hence the name of the book, the Do More Now, Get Better Later. That was the whole concept was In 20— this happened in 2015. I was like, what if instead of trying to get like really fancy at all these things, what if I just accept who I am? I was closing 50% of deals, a little under, it was like 40-some percent was my close ratio. Go, what if I just accept that? And instead of seeing 8 people a week, what if I go see 20? This was in the field back in the day, right? So instead of making 8 presentations a week, I make 20 presentations a week. What, what if I just try try it and forget all the noise in my head. Let me just forget the other shit for right now and just go to town with activity. And dude, I tripled my sales that year. Crazy.

I went—

yeah, I mean, I issued $460 grand that year with the same person, the same close ratio, the same— I just bought more leads and ran more appointments. And I issued $468 that year. And I was like, why the hell didn't someone tell me this sooner? You know, I was kind of pissed about it. And that became the premise for our entire agency. You know, it's the way I started getting traction and building. It's the way I got Zach started. It's the way I got Easton. So, you know what I mean? I started teaching that to other people and I'm like, I don't know how to close 95%. I don't, I don't know how to do that. I'm not your guy for that, but I can teach you how to make half a million bucks if you'll just listen. And here's how I did it. Step 1, step 2, step 3, follow it. It works. Works, you know. And I'm not— again, I'm not saying the other ways don't work, but I'm like, you can be okay at sales if you have the right thought process towards it. You continue to educate yourself towards it, and you get a lot more numbers in a shorter window. And one of the things I learned how to do is like, if you take someone who's mediocre and they're selling $10K a month, $15K a month, well, year to date, January, February, March, you sold $45K if you're $15K a month. Kind of guy, right? So you sold $45K. I promise you, the main difference between you and me is in your 3 months, however many people you presented to, I just presented to that many in March. It just took you January, February, March to make that many presentations. I promise that's the main difference. You know, not close higher now. I'm closing 65% of the people I present to. But dude, I present to 25 people week. I guess it's kind of hard to not get a lot of apps when you present that many times a week, you know. And that, that was the main premise, dude, that, that, that kind of took me from— and I was mediocre for a couple years in the space. It's not like I didn't come into this thing killing it, you know. So hopefully that helps.

I think that helps a lot, man. Um, and as far as like building, I know like you figured out the, the writing part, like how, how was the building of agency?

Yeah. So similar in concept, um, in a lot of ways. Number one, it became a lot easier to build when I sold $40K a month, because I didn't need the agent anymore. I think I don't— I stopped giving a shit if you worked with me. I don't care. You want to work here, great. You don't, fuck off. I just stopped caring. And not in a mean way, like I don't care, like I don't want you to get better, but if you're gonna bitch, moan, and complain, or you want to ask me 743 questions and compare me to 42 IMOs, dude, kick rocks. I'm making $40K a month. I don't have time, you know. So the mentality alone of, I can make money with— just give me, give me leads in my cell phone, I can print money— that became very attractive to people. Um, and then in concept, from a number standpoint, I did the same thing where I was running 30 appointments a week to present 20 times a week. Back in the day, we used to, as you said, book 15 every dial day. We— so we were running 30, 30 appointments a week in the field. And then I was like, all right, well, if I'm running 30 appointments a week to write 8 to 12 apps a week, and that's how you have success in selling, why don't I just do the same thing on building? Because I was talking to 1, 2, 3, 4, 5 people a week and we weren't growing. I'm like, what if I just talked to 30 recruits a week? What will happen. And so then it became— we kind of created this 30/30 club. So if you wanted to sell and build, you did 30 appointments. And this is in the field. So again, numbers are slightly different today with telesales, but the concept holds true. I would run 30 appointments a week and I would talk to 30 people about the business a week. And that started— the numbers started getting me talking to a lot more people. It got me better. It got me better at learning how to interview and ask the questions. And then you start bringing people on and they flake out. And I'm like, oh, how did he not understand chargebacks? How the hell did I mess that up? Or like, they get started and they got $38 for leads. I'm like, bro, did I not clarify that at the beginning? And so then I started learning from those mistakes, and that became my interview style. So all the things that frustrated me about the agents, the things I disliked, for all the reasons they all quit, I started taking that and putting it up front. No different than in sales. You start getting, I want to think about it, banking objections, social objections, I just, I need to talk to— you change your presentation to prevent that problem. And so as I started talking to more people every week about the business, as they flaked out, I started changing the way I, I, I, I interviewed and spoke to people up front, which is why I'm so damn direct now, you know. And that, that started giving clarity to people, and I stopped trying to sell this as like, hey, just come in and buy leads, this easy as shit, everyone can do it, you kill it, just come in, buy them, you'll be rich. Ah, you know, I, I, I got away from that concept, um, you know, and then it became, can I get people paid fast? As you just said, that became the premise of who we are. And if you came in licensed, if you came to me licensed, I wanted you to have deposits in your bank account within a week. If you came to me unlicensed, I wanted you to have deposits in your bank account within 30 days.

6 weeks.

And so I had a step-by-step process on how to make that happen. And if you followed the process, you could get paid that quickly, you know. And then I just started weeding people out. They either did or they didn't. I found— same as you're weeding out clients, are they your client or not? I started going, all right, here's how you get paid in a week if you're licensed. Here's how you get paid in 30 days if you're not. Follow these steps. If you don't follow the steps, I promise I'm going to quit you before you quit me. And that became who we— who we were. And again, it wasn't to be mean, but it's like, if you're not gonna do it, I just— I gotta move on. Yeah, you know, and just focusing on getting people paid, dude. Teaching them how to be profitable, teaching them how to reinvest in leads, and just being really transparent about how the business works. And I tell people now, dude, in telesales, if you aren't presenting— bare minimum, if you aren't doing 5 presentations a day, this business will suck forever. The business will suck forever if you don't figure out how to do 5 presentations a day on telesales, minimum. If you're doing 1 or 2 a day, this will suck for the rest of your life unless you're that one weird fucking anomaly guy that we all hate, you know what I mean? But I'm like, I don't know how to do it that way. So for me, it's 5 a day minimum, um, or it's gonna blow. And then it's— if you're stuck building, I promise you it's the same concept. You probably ain't talking to— you probably ain't talking to 5 people a day about the business. So if you're talking to 3, 4, 5 people a week about the business and you're confused on why your team isn't growing, if you only talk to a few people a week about the business, your team will never grow, you know. And that just became— it is what it is. It's part— it's how it works. Yeah, you know. And that caught on, dude. And then for me, it was like, I identify from all the people start getting paid, who wants a little bit more? You mean like, who wants to do it a little bit more like me? Who's a little bit crazier? Who's willing to open an office? Who's willing to travel to do some stuff? Who's willing to invest in leads when they're uncomfortable? Who's willing to just do more than— because you take the crowd, it's like, all right, of all these people on here, however many people are in this group, someone is different than the rest of them. I don't know who it is, but I bet you can identify in a second One person on here is a different— and they all know too. Everyone on here knows who the different one is. Who's the fucking crazy one? Y'all all know that person. That dude's the one that I would go, hey, come here. That was a dude like Zach. He was just different at the beginning than everyone else. And I went, yo, come over here. And I brought him a little bit closer, and I started teaching him more, more finer details, you know what I mean? We started working together every day, and I was like, dude, if I can help you get further, call me. And he started calling me and we never— we didn't stop talking for like 5 years. Yeah, you know, and I did that with several people and only took a few to build it big. And then Zach just copy and pasted, man. And then y'all all got here. Eventually.

Yeah.

Hi guys, if you'd like to attend my office 2-day workshop event that we put on 2 or 3 times a year, spend 2 full days, deep dive into everything you need to know to to be successful in the space, whether you're selling or whether you want to build an agency, whether you want to learn how to run a staff, recruit, sell at a high level, whatever it is, we dive into it again workshop style. So super interactive. I run them every 2 or 3 times a year. There is a waitlist. If you go to JohnWetmore.com/workshop, you can put in your information and we will let you know when the next one is. There are 2 levels only. There's a basic ticket. You sit in the back of the room and you can attend, but the executive ticket is access to a private mastermind at my house where we have a full dinner. We spend 3 or 4 hours there as well, engaging with each other and learning at a deeper level, a little bit closer-knit. So if you want to be at the next one, register at the link later.

So yeah, it's pretty awesome, man. Like, it's, it's really cool to just— because I know what, especially with new agents and the people who are starting to build, it's just like, dude, there's too many moving pieces. Yeah, but I always try to keep it simple. Like you said, man, like, hey, the only reason you're mad at this agent or that agent, because you don't have enough people that you can, you can help.

It's 100%.

Same thing with the client. You just, you're mad at this client, that client, this objection, that objection. You don't have a lot of people to talk to.

Yeah, you know, and again, I think for me, same concept is if you're presenting enough times and you're not closing, there's probably something wrong with your approach. You know what I mean? Like, it can't always be the lead. The lead ain't always the problem. The client's not always the issue. If you believe that, it's going to be hard to make changes because you can't change them. I mean, you can influence them, but you can change you, you know? And I, I started to believe that on the building side as well. We get a lot of people who want to build, and then they bitch, moan, and complain about the agent. They're like, the agent sucks, the agent didn't do this, the agent didn't do that. I'm like, wait, isn't that the same thing as like when you don't sell, it's the— it's not the client's fault, it's your fault. So when you don't build, why is it the agent's fault and not your fault?

Yeah.

And so I started looking at when I'm building, what was I doing wrong? Why were people quitting John Wetmore? Why were people frustrated with me? Why was it— what was I doing to cause this problem? And it, it's— it made me start changing me and focusing on what I could do better, to articulate better, be clear about it, have a better process. You know what I mean? And, and, and, and, and just explain the business better to people. When I started looking at me as the issue— again, back to the book recommendation— like, I was the commandant. They were all quitting, but they wanted to do this. No different than clients fill out forms and leads and talk to you on the phone. That's because they want insurance. Well, agents get licensed and get contracted because they want to sell. Yeah, if they go away, some part of it is there was a lack of clarity somewhere. And so I just— I started to try to bridge that gap a little bit better, um, along the way. And more people stuck, dude, you know?

Yeah, that's awesome, man. Um, what's— what's the team doing nowadays? I don't even—

bro, it's obnoxious. And again, we— I don't— I don't even— it's like there's so many people in our agency now that are building. I say it and it's like, dude, it's not me anymore. I just You know, we did, we did like $29 million last month or something stupid. I mean, it's a big number, you know, it's, it's a lot. But we do so much. There's so many— this, this thing just got so big and so uncontrollable. I'm like, there's just so many good people, um, that have, that have done good things for their families, you know. And I, I get credit for whatever, but, you know, I just got it started, dude, one day, and, uh, it turned into some craziness, you know.

But no, sure, I, uh, implemented a lot of your— a lot of the way of your teaching with a lot of my new agents. It just simplified the thing. Just do more, dude. Like, you just, you just don't do enough. That's why you're getting frustrated with this and that. You just need more. I do more. You understand what else you need to do after you're doing more. Just have so much volume, it's inevitable, honey, not to you.

Especially if you continue to work on your craft. And I think that's where a lot of agents go sideways. They don't spend a lot of time working on their craft. Yeah, so it's like do more now, get better later. The concept is don't just do more and keep making the same mistake over and over and over and over and over and over and over and over again. Like, when you mess up, learn from it and study it and implement it. And like, it's not— one of the most annoying things to me is agents that have been around for like 3 months, 6 months, and they still don't know basic underwriting. I'm like, I'm not trying to be an asshole, but you're telling me you couldn't take out the agent guide and learn that product? In a week. Yeah, but you don't—

we're having it in our Discord. It's literally like you can just go in there, hey, start with this, it doesn't have this. Like, I get it, they all take the same medication, they all have—

correct.

There's only like 4 people could still study it, you know what I mean?

Like, there's cheat sheets, there's toolkits, there's Integrity thing, there's all these things. But I'm like, study your craft. Why do we not study our craft? Why are you not listening to your own phone calls and scripts tweaking it and listening to how you sound and comparing it to the person you're studying. Most agents don't stud— listen to their own presentations. I'm like, you don't listen to your own shit ever? You know how awful you sound?

Do you?

You know, if you listened, you would hear it. People don't— they— agents don't take notes on their presentations. They aren't twe— you know what I mean? They just aren't— they aren't perfecting their craft. And that's one thing I was taught really early, dude, is Mike used to always say, if you want to get paid like a professional, you better act like a professional. And like you, I look at it like a sport. And can you imagine some quarterback for some football team throwing an interception and then not going to the sideline to look at the film and figure out what he did wrong?

Or not— imagine doesn't see the team defense.

Correct.

Imagine that.

It's like, I mean, I know he has the little wristband, he can look at the play and, and run. Like, I'm— I got you. But dude, he knows it inside out. And I got week 1, week 2, this is hard. But month 3, month 6, year 1, year 2, you can't like give a PhD presentation on underwriting. I just, I don't know, I think it's sad that people just don't study their craft.

You know, the crazy part, you have ChatGPT, you can literally—

it's so simple.

Why you're on the phone with the client, you can pull that up like right there.

This is not hard to learn.

It's such a cheat code now. It's so Easy. You just put it on your screen. Are you taking this? Okay, is that for COPD? Okay, cool.

Yeah, yeah, it is easy to get around, you know, but it's— again, it's also easy to learn long term, you know what I mean? And it helps you, it helps you know questions to ask when you're talking to clients. You get better at asking the health questions if you understand the weird situation or the combos that do or don't work, you know. I mean, I had an agent the other day bitching about somebody's like These toolkits don't work. I put everything in and they still got declined. I'm like, hey, dipshit, you know there's more stuff on the MIB than you put in.

Yeah, you know what I mean?

Like, do you know why it got declined? Well, no, I mean, I typed everything in. No, no, bro, you're not listening to me. You're missing something, you know what I mean? And teaching people to figure that out, it's just, again, study your craft, man. I promise you, those that do you'll get light years ahead of other people. One of the biggest mistakes agents make is they get someone who has a cough and they go right to GI. I'm like, dude, you know how little guaranteed issue I write in a month? Very few do I have to write because I understand.

Carrier, do you usually write, um, most of my volume last month?

America is always number one. I, I write them more than anything. I write mostly AmeriCo Trans and Ethos right now, a little bit of CoreBridge, like a little. That's 98% of my apps are those 4 carriers. And to be honest, 90% of them are AmeriCo, Trans, and Ethos. Yeah, AmeriCo, Trans, and Ethos. Yeah, that's a core.

A lot of people, you know, that effed up, so it is easy to process when you know who to send them.

They're a little pricey, but when you send them the right people, it's not pricey because they're not going to get something else.

And you're done. You save so much time. You get to move on instead of just circling around the box.

Easy. The pin's easy. The underwriting's quick, you know what I mean? It's like, I don't know, dude. It's— I don't— I write— I bet GI, dude, I don't— I don't write, but I don't— I don't know if I wrote one in March. Maybe one, maybe two. I'm not— I'm not writing like some people writing 10 a month, 15 a month. I'm like, why? Because they get one thing and they get scared and they go straight GI. Because they don't know the underwriting details. Yeah, you know, and again, we all come across sick people, but it's not as bad as you think. And then again, that makes you a lot of money because as y'all have figured out, GI don't pay shit. Yeah, you know what I mean? You pay double or triple if you figure out the right product for people. And that's for me, I've just always studied, you know.

Yeah, Transpay, you know, more so, you know, like, come up.

Yeah, Trans Compass. Yeah, yeah, their comp is fire.

So you just write in final expense the last 3 months? Like, that's 100% final expense?

100%, yes. I only get final—

sometimes you come across IUL and stuff, but I'm only working final expense leads.

I'm not getting any other lead types at all. The same shit everyone else could get. Again, every once in a blue moon you get a 60-year-old who's healthy and it makes sense, I can write them an IUL, or they got a bunch of other policies I can consolidate and put them them in IUL. I probably wrote like— I probably write, I don't know, one, maybe handful a month of IULs. Yeah, you know, it's the simplified stuff. Um, I don't send anything down to writing. I don't— I'm not one of those— I don't write the products where you got to wait a few days. 100% of my stuff gets approved on the phone. I don't— I don't do anything that takes time to figure out. Yeah, you're getting a yes or no now. Um, but yeah. You know, again, I write a handful a month and, you know, after a while I get referrals sometimes that those, those come in because I've been doing it a while. So those tend to be— I get some good IULs out of that stuff. Sure.

You know, but yeah, it's simple enough. I don't, I don't think there's anything earth-shattering knowledge that's— yeah. And then do you just typically, like, I'm sure you just buy leads everywhere, right? It doesn't matter where you're at, you're just maybe jump to Gold, maybe some with Cody Askin, like just whoever's selling.

I've done— when I, when I was first doing it, um, I— my answer to everything—

I know some of my people dying to know, so I'm gonna ask the question.

No, I'll do it. So it— I, um, when I first started selling, I was trying all kinds of stuff. And the reason I was doing it, and my answer to everyone when they said what lead— because I was selling all of them. Again, I'm a big proponent that they all work. You just have to have the right approach and the right mindset. Even the call-ins that are like, I thought the shit was free. I can sell those too. I just know how to do it. I'm not selling them all, but I understand the approach. And so the first 3 months, dude, I was buying— my answer to everyone was, I buy all the leads you say suck. Those are the ones I'm closing. And that's what I was doing. I was literally— if someone bitched, I'd get those leads, I'd close them and be like, look, they work too. Um, but lately, um, I've been just— so buygoatleads.com, I just, that's what I'm getting. Um, mostly just because it works. It's simple. I don't, I don't, again, they all work. Um, but I like to fall into a routine. It's simple. It renews easy. I'm not, I'm not the type that's going to go out and create ads. I'm just, I don't want to fuck with it. Um, and Fowl knows what he's doing. So we just, I just buy those right now. I only get, um, I'm getting 50 for the volume I've written. I'm getting 50 of the premium final low expense a week and 25 premium vets a week. So I'm only getting 75 leads a week. I can't— again, I can't do this full-time, full-time, but I'm, I'm producing full-time numbers relative to the average agent, you know. So I get 75 leads a week, and yeah, I make again 500, 600, 700 phone calls a week max. And, uh, you know, I'll pick up anywhere from the low end 6 apps, sometimes I'll write 15 apps in a week. I'm about 35, 40 apps a month right now. My average premium is pretty good. I'm like, I'm close. I put, I push $2,000. I'm like $1,800 is my average AP.

Yeah.

Oh wow. Yeah.

Yeah.

I mean, I, I show high prices. I show max coverage on every, every quote is the max coverage first time. I show the most you're eligible for on every, every app. I don't care if they're broke as shit.

Yeah.

Aon, they just, good, congratulations. They've approved you. They've actually approved you up to $100K. They do require, I tell you, how much it'll cost. Hey, $100K Transamerica, it's probably gonna be a nice little car payment for you, but $100K only runs $652 a month. And I listen to the reaction. But again, I've had such a good conversation. I'm not afraid to go like, I'm not pushing it. I'm not saying you should get this. I'm just letting you know it's available. And dude, doing that, I get 3, 4, 5 people a month that are like, fuck it, I'll take that one.

Yep.

It happens because I show it every time. I'll show $100K, and if they're broke, I'm like, I know you don't need that much. I just want to let you know, if one day if you want to add to it, you certainly can. The most they'll give you is $100K, but in your situation, you need less. So $20K is this, $15K is this, $10K is that. Which one makes the most sense? And I'm just not afraid to show big numbers. Um, and then I'm pretty— I'm really good at— I, I can replace some policies, bro. I like— this is one of those study things.

Oh, actually, you know what, I have a story story for you on that one. So yeah, I think to this day, 4 years later, that's still my biggest policy in-house. It was a 3-month-old mortgage lead. I was like— he was like, yeah, I got— I think it was John Hancock or something at the time. Like, are you sick or something? Why do you have that?

Yeah, buddy, I love it.

I love it.

And everybody knows that one.

His, her, son, it was like 19K AP, man. I was like, I was It's my favorite.

I still use it to this day, bro. I still say it to this day. You sick or something? You teach your crew that. But yeah, it works, dude. And then again, I know, I know products. I understand what other carriers are, and I'm not afraid to get on the phone with another carrier. So if I'm unsure, someone's unsure what they have, I don't really proceed, dude. If they're like, I don't know, I think I got $10K, I'm not really sure, I ain't going forward. So I figure out what they got somehow, some way. I'll either price it This is one thing agents don't do really well. If someone says they got a policy 4 years ago, yeah, they're like, I got $100,000 whole life, it's $80. Dude, I'll just change the calculator, change the age to what their age was 4 years ago, pull up $100,000 or $50,000 or $20,000 or whatever they got, and just look at the— and if it's common sense, like if AmeriCoast pricing it and it should be $250 and they got it for $42, I go like, yeah, I gotta dig on this more. I think a lot of agents miss that. Um, so I, I do that and I call a lot of carriers throughout the week. I'll just three-way in, hey, if you don't know what you got, you don't know where your policy is, hey, no problem, I'll actually get you a copy of your policy. Hey, hold on, I'll bring them on the phone. And I'll bring them on the phone and I get them to approve it, and then I start asking questions. I'd be like, hey, they misplaced their policy, can we get them another one? Also, can you verify what they got? And I'll verify coverage, face amount, payment, does it change, blah blah, blah, blah. I do that quite a few times a week, and that opens up, dude, a whole can of worms.

Oh yeah, for sure.

Yeah. Um, those are some of the biggest—

they'll just trust you a lot more at that point. You're like, oh, this guy's just really actually trying to help me and just make a quick sale.

So for sure, I write a shitload of insurance calling carriers, like a lot, because of that. Yeah, yeah. Those are my biggest cases all month. On replacements, if I have a replacement involved, my average AP is fucking like $2,600 or something stupid. I mean, it's obnoxious.

Yeah, yeah, it makes sense. Yeah, that's awesome.

Yeah.

Um, yeah, I mean, I think it's just been a pretty eventful— I know you have to go, so I don't know, is there anything else you want to cover?

Hey, I'm here for you, dude. I'm good if you are. I appreciate you getting on and sharing, and I, I enjoy chopping it up. If anyone— if you want to leave one of somebody amazing here, has— you think we'll have a quality question, you want to open it? I'll do one more if you want.

Okay. Yeah, you pick who—

you pick who gets it because I don't know anybody in here.

Remember earlier you said there's one crazy fucker?

There's always one.

He's right there on the top. Caleb Reese, that's the guy. That's the kid.

I love it. All right, go ahead, crazy bastard. Let's go. Hey, hey, John. What's up, dude? Um, I wanted to ask, I was watching some of your videos. Um, you have like these little things you say, um, like when they're like, I don't have any coverage. And you're like, uh-oh, and you kind of just make little, little things like that. I wanted to know is like, what is your like top 5, like, or whatever your top favorites are to say when they say stuff like certain things like that? Yeah, so I'll, I'll point you in the right direction. I can give you some off the tip, off the, off the rip for sure. But if you, um, if you go to that tracker that I mentioned earlier, tracker.johnwetmore.com, yeah, if you register for that, there's a free version. It's— we're coming out with a little baby paid version because there's a lot of shit in it, but there's literally always the tracker Order. And the thing I'm about to tell you is always going to be free. Um, there is a section in there that says Phone Script, but when you click it, it crosses out the script and it says Structure. Because again, I hate phone script. But if you go in there, there I have my, my structure is broken into 6 parts, like the open and how I get health stuff and get the why and the presentation. And so it's broken into 6 sections. Inside of it, each section is, are the main like, um, word tracks I use. Like verbatim. And what my team is working on is they're working on taking videos of me, cuz I record all my presentations. They're gonna take videos and they're gonna attach it to it so you can hear me say it. And it does vary each time I say it. I, I, I'll, I'll tweak it just a little, but the main shit, like what you're looking for, will be in that tracker under the phone script section. All my, like the main questions I always ask, the big things I'm always looking for, they're in there. Um, because I, I do a lot of that stuff. I mean, I'm— I've just learned like, hey, this question moves people, you know? And that one where I, I— because I, I— and I set people up. So if I'm talking to you right off the rip, I'm like, hey Caleb, um, obviously, you know, I'm here to help you with the insurance, blah blah, whatever the intro is. I go, hey, do you have any life insurance in, in, in place right now, Caleb? Or we— are we working with nothing at all? Nothing at all. I literally go, uh-oh. Is there a reason you don't have anything at all, Caleb? Like, have you been— have you been really sick or something, or you just kind of been putting it off? Or like, why— why are you living on the edge with no insurance, bro? I'm just stubborn, bro. Just stubborn. Stubborn. Got it, man.

What—

what triggered you to like stop being stubborn, man? Did something happen in life? Someone get sick? Someone pass away? Or like, what scared you? What's got you— what's got you making a move now? Uh, just figured I'd make sure my wife's taking care of And that's where— that's it. It just leads me right in, dude, you know? And I can, I can— I just have very— I'm a big word track guy. And again, this is the study stuff, right? So when I say certain things, I've learned, like, I pay attention to the reactions I get and I tweak things. I make small little tweaks to wording. Um, I think the way I explain how we got to do underwriting, get their social, I've got that down so fucking clean, dude. I get zero social objections, like maybe one a month, dude. I almost never get it because I've learned how to— I've learned how to maneuver it to where I, I paid attention to reactions I get and I go, oh, let me word it slightly different, let me tweak the wording to get the response I want. And again, I've been doing this 15 years, dude, you know, so it's like I've fine-tuned what works for me wording something to get the response I want. Um, but yeah, that's, that's a big one, dude. Um, you know, I think asking people what triggered it— that, that trigger word works really good for me. Hey man, what triggered you kind of looking to make a change, man? And I, and I, and then I give them the damn answers. Yeah, you did. Were you— did you get sick? Did someone die? Did something happen in life? And that, dude, it takes them down that road, you know? And I start getting stories. I tell agents, man, if you aren't getting a handful of stories about someone who died recently in these leads' lives, you aren't doing it right, because these fucking people got life going on? And if you ask that question the right way, you will hear crazy stories about— I could give you 15 off the top of my head from the last couple weeks, you know, just of people that have died unexpectedly. I've had kids murdered. I'd have had people— a guy got run over on the interstate here in Atlanta. Just his friends were drunk, they got out of the car on the interstate, tractor-trailer ran him over. That literally from— it's wild, the stories I get from that trigger word. Yeah, you know, so yeah, I could, I could talk to you about a ton of them, but I'd rather point you because then you can read them and study them because there's a shitload of them. I appreciate that. I'll be on there for sure today. Yeah, you got it. Love it, dude. We'll keep killing it. If I can help you at all, y'all let me know.

So hey, look, bro, $70K back to back.

Huh?

I said Caleb wrote like $70K back.

$70K? Hell yeah. Are you issuing all of it too? Is it issuing?

Yeah, he submitted $100K.

Okay. Fuck yeah. Hell yeah. Good man. I wonder why— I wonder why everybody else ain't doing it, don't we?

Yeah, all the time.

Yeah, I dig it, dude. Well, I appreciate the question. Again, if there's any follow-ups after, Caleb, when you read it, if it doesn't quite get what you need, just send me a DM. I'll answer you on Instagram. Yes, sir. Cool. All right, I appreciate you getting on, dude. Appreciate you sharing and taking the time. And if I can help you or your team in any way, just holla, bro.

Yeah, we might do a big lock-in here, so I'll write you up with that before you see Mike.

Yeah, let me know. All right, I appreciate it, homie. Y'all have a good one. If I can help, hit me up.

Yes, sir. Talk to you later.

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