This Sales Training Made Me $500,000 Per Year ft. Max Baker | Ep7

How do you know when people are lying or a prospect's lying to you?

When they're talking.

When their lips are moving, right? So, I mean—

What up, y'all? John Wetmore back with another episode of Insurance Insiders Podcast. I have Max Baker here with me. My understanding is, dude, you're a Canadian Florida boy, which I don't understand. I guess that means you moved, who likes guns, cigars, lifting weights, tattoos, and insurance.

Yeah, that pretty much summarizes it. I'm a gun-totin', tattoo-blasted, weight-liftin', telesales-producing guy. I'm a man of simple taste. I like simplified issue, whole life, one-call close, outbound, and that's it, man. That's pretty much all the risks. You're afraid to work? Absolutely not, man. You got— I mean, you got to work, but like, I mean, I used to work in construction for 10 years, so I mean, going like this and talking to people on the phone. That ain't like— that's not that hard, bro. So we're not asking you to dig a hole or build a concrete wall, man. We're just asking you to call people that said call me. So I don't understand why these people can't do their damn job, right? And that's why it's more business for me. So I'm all for them not working. That means more business for me.

Your competition is not that deep, unfortunately.

Now I gotta go against people like your, your top guys. And some of the other top people out there. But I mean, that's, it's the top. There's a very small percentage of people that are consistent, consistently producing. Everyone else is just shit at their job, or they're just not working hard enough. As you say, do more, right? Yes, sir. Yes, sir.

You've been watching. I like it.

I have, I have.

Hey, simple is, simple is what made this thing work for me, you know what I mean? And it is funny that, um, a lot of people don't want to do the work, but they want, they want the income and the success and the glory. And I joke, a lot of people now, agents now, they sit around in their PJs waiting for the automation to book their appointments. I'm like, yeah, what's gonna happen when they start paying the robots instead of you?

Oh yeah, it's coming, dude, it's coming. And, um, it's funny, it's, it's what's— and that's, that's an interesting conversation about where AI is going to take the business. And, uh, I mean, if you could sell, if you're a top producer in one industry, you could obviously pivot. But, you know, full transparency, I'd be lying to say if I wasn't nervous. Yeah, but I mean, back when I started 2 years ago, I've only been in the industry for just under 2 years. I mean, man, I was, I was dialing from my phone like this on speaker, taking notes, setting appointments in a room that had no air conditioning in August in Florida. You know how uncomfortable that shit was, but I still did it and I still hit my goals. Now there's auto dialers, there's pre-booked appointments, there's inbound. I mean, what the fuck was an inbound lead back in the day? That didn't exist in your time. Now people just do this. They just look on Instagram and wait for someone to call them. It's like, and you're still not even hitting $20,000 a month, which is not a lot. I mean, come on. There's no excuse for that. There really isn't.

I agree, I agree. What I've, what I've always said is like, if it were that easy, the insurance companies, one, they wouldn't pay near as much as they do, you know what I'm saying? And they would do it themselves. So I think, of course, asking for it to be too easy is, is kind of a dangerous piece, you know? And I think that too, if you're—

it's been—

I've been in the business now 12 years, dude, and I've seen this thing evolve so many times. And what I've learned is people like yourself that can adapt and do multiple— kind of keep, keep the basics the basics, you know what I mean? Knowing that'll never go away. Hell, they were selling insurance with no technology at the rate of trillions of dollars a year, you know, 50, 60, 70, 80 years ago when there was not— no tech, no leads, no nothing. Yeah. Um, but man, what I've learned is today's favorite thing will not be here next year. You know what I'm saying? It will, it will change again. And if you're not staying ahead of the curve and learning new things and being well-versed, it's gonna be hard to grow long-term.

Absolutely. I mean, you gotta be a student of the game. I mean, it was 2 years ago where you could just pick, you could just buy some leads, get your phone and just make, you know, 300, 400 dials, book your appointments. But now, I mean, you're dialing from your phone, that shit's gonna get flagged. All of a sudden your contact rate just went from 20% to 2%. And at that 2%, good luck booking an appointment and having them show up. I don't book appointments, but If your phone's a scam, likely you're fucked. Like, no one's gonna answer the phone. And then it's, it's just so complicated now. You got TSA compliance, you got FCC compliance. It's just like every governing body is trying to make our lives harder, and so be it. I mean, we'll pivot just because that's what the industry has to do. But I mean, if you're not about it and you're not following up with these trends, I mean, you're just gonna get— you're gonna get smoked, right?

So how do agents— all right, so I have a question for you with all that, right? I'm, I'm a big fan of going like, keep it simple for new guys.

Absolutely.

So with all that stuff, how do you, how do you, how do you get them to do— and you can talk about the volume and all the stuff you're doing, you know what I mean? Yeah. Did you ever sell in-home or you always tell sales?

Oh yeah, bro, I sold in-home in Florida. That was wild, man. People would bust out their guns and be like, be like, they teach you how to shoot in Canada, young man? Like, absolutely. They'd pull out their M16s, you name it. And home was wild. I mean, it was kind of fucking gross. I did my French.

Yeah, I never— I sold like maybe like a handful ever phone, uh, apps virtually when it was like when they first came out with DocuSign, whatever. Oh yeah, years ago, you know, before it was a thing. But I'm, I'm 99.9% in-home kitchen table, sometimes sitting in the garage, whatever, front porch, crap like that, trailer home.

Yeah, so they could smoke or do whatever. It's and homes, and it was wild. But yeah, what was your point there?

In, in today's, in today's world with some of the stuff you're talking about, I see so many people hesitant to work because they think they need to know everything about everything and all the rules, and they're scared to call if the sun's not at the perfect angle at the right time because the whatever governing body said that, you know, I mean, like, how do we keep it simple in today's world?

Very, very simple. So I think the idea, especially for new agents, is they need cash. Yesterday, right? So we need to make sure it's a very simple sales process. So I preach one-call close, especially for digital leads, because man, getting these fucking— the hardest thing to do in this industry is getting people to pick up the fucking phone, right? So if I get someone to pick up that phone, I'm not letting you off the phone till I get your banking and I get that signature. I will— I'm not— I don't do follow-up. Some people are like, oh yeah, I'm gonna reach out to them. Hell no. Like, I want to tell them this. I want to— I want to hear a hang up, and they hang up on me, I'm gonna call back. But the idea is, is if we could get them really good at selling maybe just half a dozen carriers maximum, right? Let's get maybe 2, 3 carriers, 4, 5, 6 maximum. Let's make sure it's instant issue, simple signature process, ideally a text or a voice authorization for the older folk. Let's make it, um, you know, a simplified issue product like final expense, and let's get paid the next day. And let's just do that over and over and over and over again, bro. If you could fucking— if you could— I worked 18 days like last month and I got deposits. This is on my mother, $18,976. Just one call close, final expense, right? But I just, I made it, it's so simple. Just one script, no appointment booking script, one script, boom, from top to bottom. Make sure it's underwriting, make sure I get that approval, and then I get paid the next day. And it's as simple as that. None of this like, I'm going to book an appointment for an IUL and then they might show up. If they show up, I'm going to submit the case and then there's going to be an outstanding requirement. All of a sudden they're requesting medical records. That's going to take 2 months and then they're going to ghost you and you're not going to get paid. You just, you just burned what, how many hours of your time? Like, fuck that. I mean, for some people it works, but my G, I don't have patience for that. I'm trying to get paid yesterday. So simplify the shit out of it. If it's 8:30 local time, you're dialing. What I do to make it very simple is I get on the phones for 8 to 8:30, depending on whatever, just whenever I wake up. And then I don't stop dialing. Until I at least make 2 sales. And if I don't make it, minimum a day. And if I don't eat, and I do not eat until I made 2 sales, I don't give a shit.

Judging from the breakfast, lunch, dinner, you're skipping it all.

Fuck that. The great Andrew Tate says do not eat unless you've made money. So I don't know if you're a Tate fan, but I followed that, and honestly it helps because when you eat you get lethargic, it makes you lazy kind of subconsciously. So I will not eat until I get 2 apps issued. You need to eat, dude. Yeah, you know, I lost a little bit of weight, so I'm trying to catch up to you. Eat yak, this shit.

You gotta eat.

Yeah, well, that's all I do. I just sell insurance and go to the gym. I don't really do much partying anymore. I mean, those days are kind of over, you know. In my old age, I've calmed down a little bit. I don't know how you were in your late 20s, but I was a lunatic earlier.

I had my first kid on the way at 16, so I didn't do a ton of partying. I miss that age. I miss that stage.

Well, that's good. At least you weren't hanging around people like me when you were 16 because I was doing the worst of the worst when I was 16. But like, I mean, you got these kids in here like Johnny or like all these other young guns coming in here at like their early 20s. These kids are making like $50,000, $40,000 a month. Bro, if I made $40,000 a month when I was like 18 or 16 or 19 or whatever, I'd be dead.

Yeah.

I can barely handle it now and I'm 29.

Yeah, I agree.

So how do you— how do we—

how do we teach agents to get— get on the phone to a one-call close? What's the magic?

Okay, so I— the idea is, is it's infrastructure, right? So I preach infrastructure. If you don't have good infrastructure, you're going to get smoked. So what does that come down to? That comes to leads. The problem I see with a lot of these new agents, John, is that they're working way too many different types of leads. Right? You need to be working, getting— whether it's an outbound digital Facebook lead, whether that's an inbound lead, I don't give a shit. All right? But you need to have a lot of them. And it can't be—

it's new or old, or do you care?

I sell gen. Yeah, I sell gen.

Yes.

Not really. I mean, as long as— if you tell me to fuck off, take me off the list, then I'll stop calling them. But other than that, like, I'm calling these people 9 times a day daily, right? Because you can't go over 9. That's a TCPA violation. But I mean, people are just overthinking it, but you have to have good infrastructure. So pick a lead source, stay with that lead source, use that lead source. If you're not making— if you're profitable, if you're, if you're profitable within 2 months, sick, right? We want to get you profitable, you know, your first or second week because we're using instant issue, pay next day carriers. But let's get good infrastructure. So leads, that's, that's your lifeblood. If you guys aren't getting consistent lead flow I don't care if you didn't make money last week. I don't care if you didn't get a hold of me last week. You're getting new leads. You need new leads. If an agent's not taking new leads, I'm gonna smack the shit out of them. It's just the way it is, right? If you're not willing to invest in yourself and buy new leads, this ain't the business for you, kiddo. And that's okay, more business for me. So leads, number 2. If you're doing outbound, man, you need to have a decent CRM. I mean, they're all kind of the same. They're all kind of go high level. They're all kind of the same. And then I'm, I'm hell-bent on local presence dialing, right? So if you're doing outbound digital like myself, you need a good amount of states. I have 26 and I do just fine, but at least 10 states, and you need to be dialing them with their area code, right? So it's a local presence dialer. I'm sure you've heard of Kixi, right?

Yep, yep.

Yeah, so Kixi, CRM, good leads, and, you know, 6 carriers maximum. Let's make sure that we're, you know, getting paid the next day or shortly thereafter. And then you're gonna make cash. And then when those agents see that cash come in, it's gonna motivate them to keep going, keep going, keep going. But I think where these agents get discouraged, because they're pussies, it's like they'll set a bunch of appointments. Oh, John, they didn't show up. It's like, motherfucker, when people didn't show up when I was in the field, I was sitting on their porch like a loser, right? Like I got stood up for a date. All you have to do is get back on the phones, man. I mean, it's gonna happen, right? But I preach one call closes because it's for digital leads, bro. It's so hard to get these people on the back on the phone. But back, back when we were running in-homes, man, that hurt. Yeah, that hurts. You drove an hour, the person's not even there, or you know they're home, they're not answering the door. Yeah, yeah, so just banging on their door.

Yeah, go to the back door, go to the window.

I'm not doing Florida, bro. I'm gonna get— not in Florida, man. You get shot over here for that shit.

I have done it. So one, my favorite thing you said there is you call them 9 times in a day.

Ideally.

So yeah, if you have to, again, if you have to, yeah, yeah, yep, 100%. So if, if you're calling me and I don't pick up, you call me at 8:30, whatever time you start, when do you call me again?

What's your process? If you're a brand new lead, I'll call you 3 times in a row like that right away. Okay, yeah.

If I don't pick up on all 3, when do you call the 4th time?

You have a process? Yeah, I mean, so what I'll do is I'll get like a stack of new leads in the morning that are generated from the night prior. I'll triple dial, triple dial, triple dial, triple dial, triple dial, triple dial. Throw those all into a power list that's like 1 week old, and then I'll just rip through that, right? So I'm constantly just— and I'm calling typically 2 numbers— excuse me, 2 numbers at a time. The problem with Kixie is that they don't have their voicemail detection set up yet. So if you call 9 numbers at a time, if you automatically get connected to someone's voicemail, it's going to automatically go to that one and defer the rest of the calls. So we're only doing 2 at a time right now, right? So 2 at a time, 2 at a time, 2 at a time. And then someone's going to pick up the phone, and then right when they pick up the phone, boom, hi John. Like just right into the script. Even if I talk to me, they're not gonna fucking remember you, man. These people are old because I'm doing final expense. They talk to so many people. Like, the fact that you think they're gonna remember you unless you just spoke to them and they just told you to fuck off, I mean, they're not gonna.

Hey, all right, I got a question. This is one people always ask me. I don't know if you've seen, I have videos out of triple dialing and I get blasted on social for it because people are weak. But one of the most common things that agents ask me when they go, all right, I'm willing to do it But what do you do if you— if they get mad at you? That's what agents ask me all the time, so I want your answer because I like you.

If they get mad, oh my gosh, what are they gonna do? Are they gonna hurt me? If they get mad, they're gonna hang up and they're gonna forget about you. Who cares? Next. But typically people aren't that mad.

Agreed.

They, they really aren't, bro. You've, you've called someone what, like 16 times in a row? Which is— don't do that. Yeah, and it's a challenge to someone.

Yeah, long before all the rules, bro.

Ah, man. Okay, okay, there's a saying. What is it? Like, uh, shy salespeople have skinny kids or some shit. I mean, you guys gotta get some balls. You can't, you can't, you can't have that mindset. What if they pick up? They're gonna be mad. Yeah, man, typically they're not gonna be mad. If they do, man, you try to calm them down. Oh, John, you know, I apologize, you know, we're just so busy here. I was just trying to help you out here. Are you looking for like— just, just get control of the conversation. If someone's— anytime I lose— anytime you lose control of the conversation or they're mad, you ask them a question, regain control of the conversation, right? And then you go right back into your script, try to calm them down. If you can't, next. Whatever. Call them back in 2 days. They're not gonna remember you. I mean, who cares?

If you can't overcome that one weak-ass problem, you should quit.

Yeah, I mean, absolutely, bro.

You call me 9 times. Oh dang, my bad, my phone, I thought it was messing up. So anyway, my name is John. You know what I mean? Like, who cares? I just, I don't know, as you're running and gunning here, I'm like, we're very similar. And I didn't know this. We haven't talked before this.

We have. We met at SWAT. Shout out to Nate Uffer. Shout out to Gus. I was in the gym working out and I was listening to your podcast. I was like doing crunches. Then I look over, I'm like, wait a minute. I'm fucking listening to this guy right now. Yeah, dude. You did like a keynote. It was dope. But I mean, shit. If I hear an agent say that, I mean, I get where they're coming from because no one wants to be called 3 times. But you know what? My point is this. This person— we're not cold calling. Yeah, these are— I mean, I'm not. I don't know if you are. You're fucking definitely not. I mean, but like, calling, you're right, to be clear, period.

But when I was calling, I wasn't cold calling.

Yeah, you're not.

I always said though, here's the way I always told people to look at it. Let's just pretend for a second I'm calling you, right? And I get to choose to call you 9— up to 9 times in a day or not. I get to make that choice, okay? And let's pretend in some wacky world I get to like— you, you die, I don't get you coverage, you're dead, your family's— whatever is left is left.

Yeah.

And I get to talk to you in the afterlife and be like, yo, I had the opportunity to call you up to 9 times and it would have left your family in a better situation. Would you have— would you then choose that I called you more than I did?

Exactly.

And I think And I think that we have to get my mind there, you know what I mean? And go like, this is why I'm doing it. And if you're mad, you're mad, whatever, you know? Because I get mad when I don't get people on the phone and then they die. Then I'm—

I agree, strongly agree. I mean, my two short years in the industry, I've done 8 death claims. Damn, dude, 8! Now I've sold, I've sold quite a bit of business, not trying to toot the horn here, um, but the challenge is, is that what if I didn't get a hold of those people? Correct. What if I— what if they threw me an objection, I didn't overcome it? You know what I mean? Their family would have been fucked, right? So I think these agents need to be a little tougher. I don't know, maybe they— I don't know, maybe they got like bullied in high school or something. I don't know, but that's the past. You gotta, you gotta be a little stronger. These people said call me. They opted in to be called. You're not door— I mean, door knocking, I don't door knock. I've never door knocked in my life. But like, I mean, now that's a little more scary. You're knocking on someone's door and they could actually yell at you.

So one of the previous episodes, I had this dude Jorge on. He was a little intimidated by purchasing leads. He didn't have a ton of success. Really?

Sure.

He cold door knocks, dude. Not even door knock leads. Cold door knocks.

Yeah.

And issued $400 grand last year.

Issued?

Cold door knocking, bro.

That's badass, man.

It's like the second or third episode, I think.

That's badass. Now that's scary. I mean, I get that. Like, I'm happy to do that.

Whatever.

I'm not changing that, but like, you know, I'd like— I know, um, there's other teams like Nazi does this. My boy Gonzalo, he— this guy put up in final— he went into like a senior's home, he snuck into there, and this guy just fucking knocked and talked to everyone. The guy wrote like 6 apps for like $6,000, $7,000. So walking out of there, depending on what is, you know, contingent on what his commission is for those products, the guy walked out of there with like $4K.

Yeah.

I mean, I mean, sure, you're scared, but I mean, 4K sounds pretty nice. All you gotta do is do this or do this. I mean, it's not that hard, people.

All of it works at the end of the day.

Absolutely. So there's a thousand ways to scare a cat. It's good to cut.

What can you share with— you said you follow a script. What can you share with phone script that you think would be beneficial to people getting them on the phone?

I mean, the idea is absolutely— so I think the idea is right when you get them on the phone you gotta like immediately kind of sound confused. Like, you don't want to sound too salesy because we don't want to sound like every other person calling them, right? Because these people are getting called by Medicare agents. I fucking can't stand the Medicare agents, especially in AEP. You guys are killing my market, damn it. But I mean, they're doing their thing, that's fine. But I mean, the idea is, is tonality is key. And, uh, we use a line right after our intro: now, were you looking for anything specific or just wanting to go over options? Now immediately when I tell them that, if they start saying, "Oh, well, you know, Max, I was, you know, I'm just kind of worried about, you know, if I pass away, I don't have enough coverage." If they start opening up to you, boom, that's a, to me, that's a huge buying signal because that means that they're already telling me their pain. If I could get them to emote their pain within the first minute, oh man, I'm taking a nap. Absolutely. But we do it like this. Ring, ring. Hello? Hey, John? Yep. Hey, John, this is just Maxwell. It looks You know, you may have already gotten like a phone call or even a text about this, but for some reason, John, it just doesn't look like things got updated here. But it looks like you recently responded to a request on Facebook about possibly looking at the new state-regulated life insurance programs. And it says that Mary was your beneficiary. Was that correct, good sir?

I don't—

what?

I don't think that was me, dude.

Yeah, yeah, that's here. That's exactly why I'm calling here, John, just to make sure that no one here calls from our office here. Is your email wetmorejohn@gmail.com?

.com.

Yep. And were you born on June 11th, 1986? Is that correct? Yep. Okay, were you looking for anything specific or just wanted to go over options?

Nah, just kind of tooling around, looking for pricing. I don't, I don't really know.

Yeah, cool. I mean, it doesn't hurt to at least know your options, does it?

Probably not.

Yeah, of course. And that's exactly why I'm calling here. And do you know how much coverage you were looking for? Boom. So the idea is, guys, the first The first fucking thing they say, I'm not gonna take seriously. The first like part of the call, if they say I'm not interested, I didn't fill it out. Yeah. I already took care. I'm not taking any of that seriously.

Yeah.

My mentor, Nate and Gus Villagran, you know both of them. Yeah. I mean, debatably some of the shout out to Gus and Nate, some of the best salespeople I've ever met in my life, if not the best. Yeah. What they say is this, how do you know when people are lying or leads are prospects lying to you?

When they're talking.

When their lips are moving. Right. So I mean, take that, take that to an extent, but I mean, anything they throw at me in the beginning, that first, that first 30 seconds, I'm not taking you seriously. You didn't fill it out. The funny thing is, is that you did. I'm not gonna make them feel stupid about it, but I'm just gonna get them to start saying yes. I'm gonna immediately ask a question, taking control of the conversation. I'm not gonna say, oh yes, you did. Ask a question, control the conversation, back in the script, get them to start saying yes. Microagreements, microagreements, and just, and just keep moving them through that script, baby. That's all we got to do, but immediately get control of the conversation.

That's, that's, if that's so important, I find it funny, dude, how many agents believe the person speaking. Just straight up, they're like, they said they weren't interested, they just said they didn't do it, they said— you know what I mean? And I'm like, they believe it with everything. They know, like, I need a lead credit, you know?

That's good. You need a lead credit. Really?

Like, that's it? That's all it takes to get you off the phone?

Oh, I mean, the challenge is, man, it's like, just don't, don't take it as what they say seriously.

Yeah, yeah. And just smooth through it. Doesn't— it doesn't knock you off your feet, you know? And if it does, it means you probably haven't practiced this very much because it wasn't that deep what you just did.

No, it's not that— just ask a question.

Yeah, shit. So how do you get— how do you transition to the business side? You— I, I say, yes, I'm interested, whatever, yeah, maybe it's worth checking my options, blah blah. How do you go to like, yo, let's do an app? How are you getting there?

All right, so John, it looks like the company here is recommending 3 options for you, um, You know, do you have that pen and paper handy there, good sir?

Yeah, so you're doing that right off the rip. I'm saying you get, you get me to say yes, I'm interested in options, you're going right there.

Oh, fuck no, no, I'm, I'm doing like full underwriting. So the one thing, like a full inventory. Oh, absolutely right. So I think there's nothing worse than you get the app, you get the banking, and then you get a decline. It's like it's loading, say it's like Aetna or something, and it's loading, it's red circle. It's like, ah, shit, because then you gotta backpedal and try to resell them on a different premium. So I'm all about let's do a thorough job underwriting. And when you're underwriting, John, you sound professional. Oh yeah, I had a heart attack, uh, you know, 2 years ago. Okay, did they prescribe you Couplergril? Did they prescribe you Warfarin? Have you prescribed Nitro? Like, when I get through my underwriting, so because I know all the medications and I know the questions to ask, they have like— I sound professional. I'm not talking how I talk now, obviously. But they could tell that I know my shit, right? And I do know my shit, not trying to brag. That's what I'm trying to do here. But if you actually are thorough and you understand the carriers and the medications because you've been doing it, you've been actually working, man, they're gonna have zero doubt about who you are after you're done your underwriting section, right? So thorough underwriting. And when you're underwriting, that's when you're building rapport, right? Because they're like, holy shit, this guy knows what he's talking about. So the idea is, is underwriting, and then I'm going to tell them, you know, okay, our system is going to load, and then I'll start building some pain. You know, I'll say, okay, you know, but first a little bit of discovery. Now, John, have you been looking around for a while, or did you just start?

I've looked a couple times.

Yeah, okay. And how long you've been looking for?

I don't know, last few months.

A few months. Oh, you're probably sick of us, aren't you, John? Fake laugh. Yeah, yeah, no, I get it, we're a little annoying. But let me ask you this, John, if I may, um, Why couldn't you find coverage the past 2 months? Maybe it was too expensive, or, you know, maybe you didn't like who you were speaking to. What kind of happened there?

Yeah, I mean, probably, uh, the pricing for the amount of coverage didn't make a ton of sense.

Yeah, did they give you one of those stupid waiting periods, John?

One of them did, yeah.

Yeah, I'm sorry to hear that. Yeah, unfortunately we see that, uh, see that quite a bit here. What were they charging you, something like, you know, like $200 or, you know, $150 a month for $10,000, something crazy like that?

Yeah, something like that, right?

Boom. Okay, this is the best person to speak to. Why? Because they know the shtick. They already know what the insurance is, and they've already— their anchor, their, their price anchor is up here. I already know what they qualify for because I did a good job underwriting. If I could identify if they've spoken to someone, they've been quoted, and they're getting this high of a price, and I could offer them same-day coverage, and there's a good chance— there's a very— I'm very confident that they're going to get approved, man, that's going to be a fucking laydown. Because everyone else is coming up here with a waiting period, I'm coming down here with level coverage. Oh man, that's like, that's a laydown. But the idea is, is we identify what's their experience. Have they ever owned life insurance in the past, right? So have you ever owned private life insurance in the past, John?

Uh, yeah.

Okay, gotcha. And, uh, do you still have that coverage?

No, it was a while ago when I was working.

Oh, okay, gotcha. So it was like through, like, it was like a group life plan through your employer?

I think so, yep.

Gotcha. Yeah, they don't let you keep that, right, do they? I wish they would. Now the challenge is with this, so this person's never owned private life insurance. This is going to be a little different. So we're going to have to kind of price condition them a bit, right? Because they don't know what they don't know, and that's okay. They're going to have these false hopes being like, oh, I could get $100,000 whole life for $50. It's like, yeah, maybe if you were, uh, maybe if you were 6 with Mutual of Omaha simplified issue, but, um, not when you're— not when you're 72, John, and you just had a heart attack 2 years ago. It's not gonna happen, my friend. But It's all about— it's really important to know what their experience is with, you know, private life insurance. Now, if someone's looking for a better rate and they just went through the whole spiel like 2 months ago, I mean, you could kind of accelerate—

different game.

It's a different game, right? Because they know it. But if someone's brand spanking new to the insurance world, you know, you got to kind of massage them a bit more, build a little bit of pain, set realistic expectations, and then progress the script there. That's— I think it's really important that agents need to not be quoters. I mean, if someone gets up the phone and says, oh Max, you know, just give me the quote, you know, John, I'd love to give you the quote, but it's still loading. And if they're pushing back again, John, I need you to be a little more patient with me because I need to do my job properly, or else I could end this call right now and you can keep having the same conversation like you have for the past 2 months, right? I'm gonna stand my ground, dude. I'm not gonna let this fucking person push me around. And if they're still gonna be a dick about it, I'm just gonna hang up on them. I have hundreds of other people that I could call, but you—

your pricing is the leverage you have. I've always said as soon as you give pricing, it's a wrap. If you don't have a strong sale by the time— you should— it should be sold before you give pricing.

Absolutely. It's like— and you're gonna, you're gonna feel the tone of the call change when John or Sally or whoever the fuck realizes, oh shit, if I don't get this coverage, my daughter Brittany is fucked. Like she doesn't have 15 G's to come out of pocket. So it should be blatantly obvious. So I mean, right when you— right when you— you can't— you have to build. So, you know, intro, underwriting, we're building rapport throughout that. We're going to do a little discovery about their experience. We're going to build some pain, then we're going to present price, then we're going to transfer it into the app, right? And I'm— and I'm dragging them kicking and screaming if I have to, but you shouldn't have to do that. But that's my mentality, right? It shouldn't be awkward. There shouldn't be any pressure throughout the call. It's just a simple qualification process, John. You don't have to pay for anything now. We're going to mail it out to you. You're going to look at it, you know what I mean? It's very, very calm, very professional. But prior to that, you know, I'm not presenting price to like— to life— till I could feel on the call that they're like, oh shit, I need this. And that's the good thing about final expense, bro, is that like people know that they need it. Yeah, you know.

Before I get to the next part of the question, just out of shit curiosity, give me a ballpark number. How many presentations do you think you've done in the last couple years, roughly?

Shit, homie. Give me a rough idea.

How many do you do a week?

What's your goal? I try to do— 2 sales a day.

So 2 sales a day. How many presentations to make 2 sales?

My closing ratio this month has been 85%, so that's a little higher, but 3 or 4 max. Yeah, so I try to do 5, and we're working on how to get that higher. Okay. But I think if you're doing outbound digital, the idea is you wanna do 5 hours of talk time a day, 5 presentations a day. If you're brand new and you don't have good lead flow, I want you at least 300 dials a day, and doing 300 dials a day ain't that hard.

Yeah, how many days a week are you selling?

I have no fucking life, John. I have no wife, I have no girlfriend, that's just weights. So I'm doing, I'm working at least 6.5 days.

Okay, so you're doing 30, 30+ presentations a week, easy.

Sure. Yeah, I try, I try to.

1,500 a year. You've done this a few thousand times. Easy.

Correct. Yeah, I've done my math.

Some of the people watching, if this is your first day, first week, first month, like it's going to take him. His reps got him here. You know what I'm saying? I think it's like a weird balance, man, because I think if you've been in the business 3, 4, 5, 6 months and you don't know meds and underwriting like he does, I think you aren't trying at all to be good at your career.

Correct, correct.

You have to give people— like, if you're brand new getting started, I also believe you can't know all this shit your first week.

Absolutely not, absolutely not. I know, and I strongly agree. But I mean, it— you know, everyone's shit when they start. I was shit, you were probably shit. I mean, and that's okay. Like, you're gonna be shit. We gotta be mindful of that. But you don't have to be shit for long. Like, I, I see these people that come in And it's like, it's a month in and they still don't know their script. I'll be like, okay, give me your intro. And I could tell that they're like looking. I'm like, what the fuck have you been doing for the past month? Okay. When I went from a 2-sit close to a 1-sit close, I knew that script top to bottom within 2 days. Want to know why? Because you gotta be obsessive about this shit, right? I would— it doesn't take that long. Just record yourself doing the script top to bottom, include injections, overcome the set objections. When you're recording it, top to bottom, read it, and that's all you listen to. When I was starting out, do you think I listened to music in the gym, John? I was either listening to podcasts— shout out to John Wetmore— or I was listening to Nate Offerd or Gus Villagran doing a presentation in my ear over, over, over. I would sleep with it on my laptop and it'd be blasting, and I'd be listening to when I slept. So when I got on the phones, I had the confidence and I knew exactly what to say. If you don't know what to say and you can't focus on how to say it You're fucked. Someone's gonna say, I need to think about it. You're gonna be like, uh, uh, uh, click. You're gonna sound like a loser and you're gonna sound desperate. No, no, no, no, you got to know this stuff from top to bottom. And you know, once you get a little more experience, it's gonna get a lot easier, but it does not take that long. Like, I got up and running, like, doing like, you know, you know, an app a day, $20,000 a month in about a month, right? And that was right when I got licensed, but that's because I attacked this shit with intensity because I was like, I don't have any fucking money, like, I gotta make this work, man. I started off, I started off, I had like $3K in my bank account. I'm like, oh shit, I gotta get this going, right? And, and, and that's okay. Let's not, let's not put ourselves in that situation. Or maybe you might be in a worse situation, but I mean, you can make a lot of money in this industry if you're focused and you're disciplined and you're consistent. So just record. It's not that hard. Just take one of these fucking things, record your script, put it in your ear, and that's all you listen to day in, day out, day in, day out. Yeah, and then you'll be fine.

Hey, get some feedback from someone who knows what the hell they're doing.

Absolutely, absolutely.

I mean, that's some good people in your corner. Absolutely.

They're not hard to find.

There's good people everywhere at every company, at every— you know what I mean? Everyone has— there's always someone making money. It's just, are you doing the work that earns you the right to get someone's time that's killing it? You know what I mean? Are you putting in the work, dude? They'll help you.

Agreed.

If you're not, they probably won't.

No, I mean, agents are like, oh, can you send me a recording of your call? I was like, no. I'm like, why? It's like, man, because like you didn't even work last week. It's like, why should I dedicate my time from my production to help someone that's not even about the business? Like, if you're about the business and you're new and you're struggling, like, I will kill for you, bro or gal. But like, man, you gotta earn, you gotta get in there and like, you know, fuck up a couple times and show effort and then ask someone for their help. But if you're just scrolling on Instagram, doing, you know, 10 dials maybe every hour, oh, I'm going to take a break. I'm going to go to the— I'm going to go shopping. Like, no, man. Like, you gotta take this shit seriously or else no one's going to take you seriously. And you're going to be someone that you're going to be part of the 95% that doesn't make it past their first year. And that's okay. Not everyone's meant for this industry, John, but like, If you're about it and you're actually practicing and you're consistent, you'll be fine.

Agreed. All right, back to the sales side. You do all that stuff. How do you close them down? Let's get to the end of it. How do you get paid? Yeah, how do you get paid, bro? All right, John, you got me interested. You're about to show pricing, maybe showed it. You pick where you're at. All right, lock it down.

It's really, really important presenting price I'm like, at SWAT. Hopefully I don't get sued for this. Nate, don't sue me if you see this.

Um, copyright, careful.

So the main idea is, guys, is when we're presenting price, we have to create the dynamic that they're not making a forever decision, because technically they're not. But anytime someone feels like they're making a decision and, oh God, Maxwell's going to force me to pick a price, I need to think about it, they're going to start freaking out in their head, right? So we need to create the dynamic on the call that, alright, John, take a deep fucking breath. We're just gonna pick a number, we're gonna apply for it, and then when, you know, if you do get approved, we're gonna mail you a policy, you're gonna look it over, then you're gonna authorize it to start. So I need to create that dynamic in their mind that, hey, this is just a simple application process. I could choose one of these numbers, I could go up and down if need be, okay? No big deal. If you fail to create that dynamic, you're gonna get hit with I need to think about it. So the I need to think about it is the main thing we need to avoid. The idea is All the conversation prior, we're taking objections off the table. We're building credibility because they're saying, holy shit, this guy knows his shit. So, all right, John, now it looks like the company here is recommending 3 different options for you. They're recommending, uh, $20,000, $15,000, and $10,000. Now, John, we could go up, down, left, right to make this work for you, sir. This is just what they recommended. Now, prior to this, I'm going to get them to establish budget. Now, if someone says their budget's $100, like, you know, $75, my bottom price is not going to be $200. I mean, use your brain, right? So what I'm going to do is my bottom price is going to be right around $70 to $75. So John, did you write that down, sir? $20,000, $15,000, $10,000?

Sure, I can.

Okay, so $20,000 at the top there, John. What that's going to do for you is that's going to leave your daughter, you know, first of all, plenty of money to take care of the burial. Like I said, we need to be around $15,000. That's going to leave her an extra $5,000, you know, to make sure that, you know, say if she wants to pay for any, you know, a family dinner or maybe she wants to go shopping. I mean, I don't know. Hand your daughter $5,000, which is going to do with it, hopefully good, right? Now the $15,000, what that's going to do, John, full transparency, I don't want us to go much lower than this because, you know, 10, 20 years down the road, that might not be enough. All right, but that's going to ensure that if you pass away in 20 years, we're going to have enough coverage. If you pass away anytime sooner, there's going to be a little bit extra. Does that make sense? Yep. Now $10,000, John, you know, something is better than nothing. You did say that, right? That's true. Yeah, $10,000, what that's going to do for you, it's full transparency, it's not going to pay for the entire burial. But in this job, a lot of times, John, I deliver death benefits to family members and they're heartbroken. I said, hey, dad couldn't afford to cover the entire burial, but he wanted you to have this. And I hand them a check for $10,000 and they only have to come out of pocket $2,000. They're still heartbroken, John, but you should see their face. They light up and they're very thankful. Does that make sense? So again, something is better than nothing, but you don't want to be the guy that leaves their family with a $15,000 bill with no coverage, do you?

No, not at all.

Great. You see how these— that image I just put in your mind?

Yep, 100%, right?

Like, the tone just shifted there, right?

And again, locked down a sale before you gave me pricing, right?

Absolutely, absolutely. All right, so you got that 20, 15, 10 down?

Yep.

Now, John, I know I've been doing this long enough, John, to know that when someone says they want to think about it typically means it's too expensive. So John, if this is too expensive, you just let me know. I mean, seriously, no hard feelings. We could try to find another solution. And if not, John, we could just part ways as friends. Is that fair enough?

Yes.

I mean, some people are so rude, John. They just hang up on me right after I tell them the price. You wouldn't do that, would you?

I will not hang up on you.

Not John Wetmore, right? All right. Now, John, the top option here, this looks like it's like a little out of your price range, like a little out of your budget, but the company did want me to share it with you. Um, The $20,000 there, that would be $115 a month. And then the middle there, we'd be at $98. And then right at the bottom there, we'd be at $70. So you got that down? $115, $98, $70. You got that written down? Yep. Now, John, before you even really look at those numbers there, John, let me kind of explain how the process works, because it's actually changed quite a bit recently. So John, even if you put a gun to my head, which I hope you wouldn't, but, and you said, Maxwell, give me the $20,000 right now. I'd say, John, I'd love to, but I can't. John, unlike your group life policy that you had with your employer, you can't just buy private life insurance. You have to first medically qualify for it. Okay, so there's no transaction of money today. You're not paying for anything. All we could do today, John, is simply pick a number that'd be comfortable for your budget, and then 3 things could happen. Okay, number 1, company declines us. Not a big deal, John. We have access to all the good carriers. We just have to go back and pick a different company. Price will change by literally $2, and that's not an exaggeration. Does that make sense? Yep. Or number 2, they might counteroffer. Now, a counteroffer simply means they give us a different rate. We either accept their offer or we change carriers. Not a big deal, we just got to go back to the drawing board, right? That's not a big deal, is it?

Nope.

Right. Or 3, they approve you. Now, upon approval, what's great, John, within 3 business days you'll be receiving a thank you card from me, and then in about 10 to 15 business days you're actually receiving a policy in the mail from the company. Now get this, in the state of Texas we actually have up to 30 days to make any minor adjustments. What do I mean by this, John? Say if you landed up at the $115 and you're looking over your policy and you say, dang, I actually can't afford this, I need to go down to $70 a month or $50 a month, whatever. We could always go down in coverage, right? And they'll refund you the difference that the policy started, okay? Or if you want to go up, we don't have to go through underwriting again, right? So John, you're gonna have plenty of time to talk about it, think about it, pray about it. I mean, don't fight about it, obviously, but it's not really a one-and-done thing. Does that make sense?

Yes.

So go on, John, go ahead and circle the number there that would give you the peace of mind you were looking for, but also fit within your budget.

I'm choosing the 98.

Okay. And so let me ask you this, John, say if your fridge went out, say if you had a tough month, because believe me, they're coming, right? Would the 98 still be doable? Should be. Should be. John, can I make a suggestion?

Sure.

So when you said should be, you know, I'd personally leave a little— I would lose sleep if this was, you know, taking any food off the table. Why don't we start a little bit lower? And then we'll see how that fits in your budget, and then we could always add coverage in the future. Is that fair enough, good sir? Okay, yeah, great. So what I want you to do, John, is I want you to cross out the $115,000, cross out the $98,000, and circle the $70,000, just so there's no confusion. Okay, got it. Great, John. And what— do you have a middle initial? Boom, right into the app. Yeah, no dead space. This is all about transitions. The great Peter Fournier always says this, this job is all of this— the presentation is all about transitions. So when I'm filling this out, what when we're talking, like, I'm multitasking and I'm actually filling out the app. Like, I have all his email, his phone number, and I'm filling out the app there. And then it's right when he picks the number, we confirm that number, that it fits in his budget, because Final Expense budget is everything, right? These people are on very fixed incomes. We got to make sure it's affordable. So that shit's going to fall off, you're going to get a chargeback. Let's avoid that, right? It's better to go a little bit lower and making sure that shit sticks, right? I get them to circle it, I get them to cross out those numbers, because when people cross shit out you know, it does something to their brain. And you see something online, oh, it's a sale. It's not a sale. I mean, but yeah, and I'm transitioning right into that app very clean, and I'm immediately getting into question, question answering mode.

Yeah.

What's your address? What's your email? Boom, boom, boom, boom, boom. I want to get that yes train going, right?

I love it.

Absolutely.

And then how are you— where are you going about— because I see agents try to do what you're doing in like they don't train, they don't, they don't let the age— and I know final expense varies a little bit depending on when they get their pay and Social Security and all that shit. But like, when, when, how do you make sure that they know they're paying and you don't get that shit like, oh, I thought I was just seeing if I got approved and I got to choose when I pay, you know what I mean? Like, I see agents mess that up terribly and, and they deliver it. It's like, I call it like the wussy close if they do it the wrong way and they're like, well, they got mad, they You know, they said that I was just seeing if I was eligible. They didn't know they had to pay. I'm like, well, that's because you told them that. You know what I mean?

Like, what? That's hilarious. Okay, so, oh my gosh. So they're saying that a draft happened and they said they weren't aware that they had to pay for it.

Agents struggle. They don't deliver it the right way. Oh my God. How do you get to the point where, all right, we're drafting your account tomorrow, next Wednesday, the second Wednesday of the month? Like, how do you How do you lock that down so you don't deal with shit later?

Okay, John, now, so I mean, first of all, I mean, it'd be interesting to hear these people are selling because like if they're— if you're running ads saying that this shit is free, you're probably going to get very low quality people and you're going to run into that.

I'm saying they don't, they don't lock down that they're paying.

Okay.

When the draft date is like, how do you secure that the client knows the day they're paying?

Yeah. Okay. So yeah, I get the question now. So ideally, guys, we want to go for ASAP business if possible. Why? Because it has a higher issue rate and they're less likely to change, right? If we postdate the fucking thing for 2 months, I mean, you're— it's just, it might issue, but it might not. So we're gonna, we're gonna try to go for ASAP business. Unfortunately, some carriers, if you're setting up true Social Security billing, won't allow you to do that, correct? If Prosperity, if you hear this, get your shit together, okay? So Um, shout out. I like— don't terminate me, I like Prosperity. But, um, the idea is this. So first of all, it's kind of hard to answer that question if you don't know they're selling. But okay, John, so since this is same-day level coverage like you were looking for, what most people want to do is they want to be protected right away. So depending upon you're approved or not, John, if this policy were to start in the next few business days, would that take any food off the table, sir? No. Okay, great. So realistically, if you do get approved What's that?

No, sorry, go ahead, finish that and then I'll—

Yeah, okay. So that means that within the next couple of business days, and this is, by the way guys, like I'm saying this after I get banking and all that shit, right? So let's, I mean, let's go through a whole banking script right now. Okay. So let's, I mean, like I'll just do like the banking section right now, right? Because this part is where a lot of people fuck it up and this is one of the most critical parts of the sale. All right, John. So we'll be setting this up through Prosperity's bank service plan. Which bank do you typically use, good sir?

I'm with Bank of America.

Okay. Oh yeah, nice. You've been there a while. A lot of my clients from Texas use Bank of America. Okay, so it looks like obviously Bank of America is one of, you know, AmeriCo's preferred lenders. So the routing number for Texas automatically populates as 06782724. Could you confirm that that's correct, please? Because sometimes they're wrong.

No, that's the right number.

Okay, could you just like— do you have like a blank check or something just to confirm that's correct? Because John, you know, I love talking to you, but I would hate to do this all over again if we're wrong. Yeah, so go ahead right now. Okay, gotcha. Let me just repeat that back to you. 06783725, is that correct?

That's right.

And the account number?

1234.

I want their eyes to go from here to here. I'm never going to say, what is your account number? Why do you need my account number? Does it click, right? So I want them to confirm that it's the routing number and I want their eyes to go from reading to here, right? Minimal friction, right? And then I'm gonna establish the draft dates because I already got that information. Ha! See what I did there? So, all right, John, now since this is same-day immediate level coverage like you were looking for, um, what most people want to do, John, is they want to make sure that their wife is, you know, protected, you know, as soon as possible. Right, so John, if you do get approved, typically the policy would start within the next few business days. Would that take any food off the table? Would that stress you out, say, if the $70 came out within the next 2 days, sir?

No.

No? Okay, gotcha. All right, and then you said you get your Social Security on the 3rd, the 1st, or the 3rd or 4th Wednesday?

Yeah, the 3rd Wednesday.

Okay, so what I want you to do, John, is I want you to write this down. I want you to write down, okay, so it's the 29th today. I want you to write down the 05/01/2024. Okay? So that would be the effective date. All right? Circle, circle that and put EF date. That stands for effective date. And then I also want you to write down below that reoccurring to be the third Wednesday, right? And then I'm gonna go for the signature, right? Whether it's a text, whether it's whatever, get the signature. But I have that, I have them have, I have them write that shit down and then I'm going to explain the process at the end. Okay, fantastic, John. It looks like you have been approved and since you want to be protected right away within the next few business days, I mean, explain to them what exactly they're going to see on their bank statement, right? So it's really important to know if it's SBLI, it's going to say S.USA. If it's Prosperity, it's going to say Prosperity. I think Americo is going to say Americo. Aetna, these guys are fucking nuts. I mean, if it's Ascendo, it's going to say Landmark. What the hell is that shit? But I mean, the idea is, guys, is you're professional and you're letting them know, okay, John, fantastic, looks like you've been approved. And then just like you wrote down there, 05/01, once when you do see the draft, it would say AmeriCo or whatever carrier, that means, John, that you are technically insured. Okay, so John, don't die on me before then, okay? I'm trying to get him to laugh and trying to get him to calm down, right? Depending on the personality type. But as long as they write that down and you're clear that that's the effective date, and then you say, once when you see that draft, that means you're protected. And then they're gonna be— you're gonna be receiving your, you know, my thank you card or the policy shortly thereafter. You should never run into that. I never get that. I mean, if you're Gus, my— the guy who trained me to sell, we call that shit soft selling. Oh, we're just gonna apply, you could cancel. I never say that. You're not fucking canceling. Hell no. Yeah, absolutely not. But like, they need to know when it's— when it is to start, when it is to reoccur, right? So if you're using— if you're doing final expense, guys, I only want you writing true Social Security billing or else you're going to rack up a huge balance because you're gonna have shit fall off and it sucks. It totally sucks, right? So I mean, you shouldn't get that. You really shouldn't get that.

Yeah, it's not that deep. Yeah, it's not that deep. Unfortunately, some of the people watching, they aren't professional at what they do and they mess up, you know what I mean? They're afraid to be bold with— if you call it bold, I don't really call it bold, but they would you know what I mean, in their own head, be a little more bold with things.

And yeah, so I think their dad should have been tougher on them if they had one. I don't know. I love it.

All very simple stuff, dude. I love it.

I never got— I've never gotten that. Yeah, like I've maybe gotten that once when I started, and that was because I fucked up on the app and set it for an immediate draft.

Yeah.

And I was like, oh shit, sorry, by the way, my bad.

Hey, if you're— if you're get— if you're having trouble with things, those are the things you fix on your next one. Yeah, I mean, it's like learn from the mistakes. Instead, a lot of people keep making the same mistake over and over again and then blame the leads or whatever.

Oh yeah, that's, that's a good one. The best is when people blame the leads. It's like, I mean, the leads only suck when you're not selling, but when they're doing good, you're like, oh yeah, this, this is a good lead source. It's like, great match. You sure, bro? You sure? But you shouldn't do that. You shouldn't get that, dude. That's That's your goal this year, bro?

How much you gonna sell this year?

Well, the, the goal this year in the Poppy Cakes— I mean, I'm a big believer that, you know, there's two things that matter in this industry if you're independent. You're not doing free leads. What did you sell? What do you spend on leads? How much hit your bank account? Yeah, that's what I'm about. I'm not about, oh my gosh, I sold $600K. I mean, good for you. How much did you deposit, bro? So deposits—

that question—

I'm hitting deposits, I'm hitting a quarter mil. That's, that's what, that's what we're, that's what we're trying to do. That's what we're gonna do. But I mean, $400,000 issue paid, that's what really isn't that much. I don't know, I might go to Europe for a month and fuck off. I'm still kind of conflicted. But, um, you know, $400,000 issued paid, solid business. Um, but quarter, quarter million deposits. Yeah, quarter million deposits. So net, net, I mean, maybe $200K strictly production. I don't really recruit, so, you know, I'm just straight produce. I gotta, I gotta get your help with that. That's what I do well, bro.

That is what I do well, apparently. And fun. What's your favorite tattoo? What do you got over there?

Oh, so these are all Japanese tattoos. I'm half Japanese, so this are my— these— we were samurai back in the day. We used to cut people in half when they didn't agree with us. I mean, I wish I could do that now, but you can't. Um, so these are my samurai crests here. And these are just traditional Japanese tats, um, black and red only, because black and red is like just the sickest colors. And, uh, it's interesting, the samurai, they used to compete with how much red they could put on their body because red was very poisonous, but it was the only color. So instead of guys being like, oh, I can lift more weight than you, I could sell more than you, it's like, oh, I could put more red ink on my body and not, and not die. And it hurts, but I'm all about that, man, because as a man you got to go through pain, right? You know. Whether it's business, whether it's weights, whether it's tattoos, but you're just, you're getting thousands of needles drilled into you and it kills. But I mean, don't be a bitch, you signed up for this. And I think that's what people have to carry, that mentality to the industry. Like, this is not easy. I mean, you make a really good income, John, but I mean, it was pretty probably, it was pretty fucking stressful and you had to go through some pain, did you not?

100%. Still go through pain, bro. The pain don't go away.

It's good, you gotta love that shit. So I mean, people just need to kind of, and I think it comes down to also people recruiting too. Like, this is not It's simple, but it's not easy. It's going to be a very hard thing, especially in the beginning. Holy shit, the beginning sucks. But I mean, the beginning sucks for everything, and that's okay. But as long as you got the right team, right leads, you're consistent, you're writing good business, and you accelerate that learning curve, which it should not take that long— I'm talking a month maximum— you should be selling consistently. And if you can't do that, that's okay. I mean, McDonald's is hiring or Uber's hiring. I don't know, more business for me.

But straight up, where can they find you if they want? You on social? I see you on Instagram.

Yeah, I'm on Instagram. I got a— you cannot—

I don't care, you pick.

Yeah, so my, my Instagram @maxiswellbaker on Insta. Um, if you're going to try to recruit me, don't. It's not going to end well because I'm, I'm not trying to change teams. But yeah, you can reach out to me, you can talk about the business, but if you're trying to sell me some shit Or if you're trying to recruit me, just, just, just don't. Please don't waste my time, homie. But yeah, you can follow me. We could talk about the business because I'm about it. But that's where you could find me. Love it, dude.

It was great info. You're killing it, and, uh, you got a good crew around you. I know, I know all the guys you surround yourself with, and, uh, they're all winners.

So yeah, they're dogs.

Appreciate your time, dude, and, uh, if I can help in any way, let me know.

Absolutely, bro.

I assume you're good if we share all this, put it out to the world, and, uh, keep things growing.

Absolutely, man. You crushed it out there. Thanks for your time. I really appreciate it. I do.

Research, son, bro.

Later.

Peace.