This Sales Training Will Help You Earn $40,000 PER MONTH As An Insurance Agent

We'll see how long John wants to go for. He wants to go for 2 hours, he can do that if he wants to. But with that being said, man, John runs a fantastic agency. They're doing about a quarter million a year in sales. Um, he's trained— he's coached Tony, he's coached me, coached Jalen, he's coached some great top producing agents. When I tell you this guy knows what he's talking about, he knows what he's talking about. He also is a producer as well. I think on his own pen, he did right around— help me out, John— $800,000 a year in sales. Doesn't come from a background of having, I guess, a lot of capital for leads. He had to really make it happen with little amounts.

So if that's you, then it's the guy you want to hear.

So no further ado. Ladies and gentlemen, we have Mr. John Wetmore. Can you hear me loud and clear? I did. I like it, bro. I can hear you perfectly. I have a question for you. I got a question for you, Mike. When you do your leaderboard, do you do it for like a week or a month, or what do you do? We do it for the month. Do you have a— yeah, I do. What do you have? Give me a top 5. Cool, I got you, man. So top 5 right here. Yeah, I got you right here. So top 5 agents of the month of October, we have Mrs. Zia Israel with $48,000 in sales with 26 families assisted. We have Aiden Barton, um, Caitlyn Barber, $45,000 in sales, 42 apps. Patrick Franz, 28,000, 24 apps. Castle King, 23,000 in sales, 14 apps. What was the last two after Patrick? Uh, the last one was Castle King, and the one before Patrick was Caitlyn Barber. What was Castle and Caitlyn's number? Give me their numbers, the last two. Uh, Caitlyn was Uh, Patrick's at $28,000 with 24 apps, and Captain is at $23,000 with 14 apps. How many writers did you have last month?

Uh, we got about, uh, about 55.

55 writers, and you did 500— 500— what'd you do, 550, 530? What'd you say total was? $530K. Okay, $530K.

Cool.

All right, so like when you got $530K amongst 55 riders, it's almost $10K a rider, obviously, basic math, right? It's like $3,500 or whatever. Correct. Right, if you take out— you got 48 top 5, 45, 28, 25, 23. So the top 5 did $169K. All right, so you got 530 minus— I'm going to call it 170. So it took 50 people to do the remaining 360. So the bottom 50 are only averaging $7K. Correct. I'm saying, and I bet you, I bet your bottom 5 are like under $1,000. You know, I mean, it's probably nothing, like nothing. Correct. And it's like, why? Why do y'all think— like, why? Whoever's in here, type your main reason you don't sell $40-some grand a month. Like the top 2 or even 28. 28 is respectable. It's not a bad number. I don't, I don't, I don't suspect Patrick is getting filthy rich, but it's not, it's not a bad number, you know. But it's like, why is it 2 out of 55? You mean like, what's that percentage? 2 divided by 55. So 3% of people making real money in here. Why do you think I want to hear why y'all think— because you're new, because you're part-time. Okay, what else? That's it? Just 2 people participating? This is y'all's call. Newish, just finished training, lack of leads. I hear that one a lot. New, not doing enough, starting over, not working. People honest. Some people know me. It's good. Now calling leads, haven't taken my test. That you can't sell, Cheyenne, if you ain't licensed. That's a good one. I can't mess with that. Numbers are counted different. I don't know what that means, but we'll figure it out. I hear leads a lot and I hear new a lot, right? So last year we had a girl, um, she's like 22, first year in the business, issued on her own pen $1.2 million. She was new too. Does that make sense? Like, um, John, who started FFL, started it, started insurance while he had a full-time job. He was a, um, what's the word I want to use, where you like counsel people, like children, you know what I mean? He did that kind of like psychologist. I think there's a, like a, it's a really good word. where like families are messed up and you got to go speak to the kids. He did that kind of thing, like psychology and that kind of deal. Um, he was able to— yeah, thank you, social worker. Um, $300 grand part-time while he was a social worker full-time. Dude, I didn't even know what I was doing, and I didn't have a sales background. I made $60 grand my first year part-time at a 50 comp. And I made $60,000. You know what I mean? So it's like, why? Julius knows my shit for real, not working real 40 hours. You know a guy watches my stuff when he puts that one in there, right? Leads, I hear a lot, right? Anybody struggle with leads, getting enough leads, having the money for leads? You know you need to invest but you can't invest, and that's the reason why we aren't successful, right? And I was, I was thinking about it earlier. I'm, I was talking about, I got a buddy who runs a company they did so far this year, um, in— and they only started this version of the company maybe 6 months ago— they've issued $300 million in insurance, and not one person in the company has bought a lead ever, right? I was just looking online right before I got on the call. Um, y'all know, y'all heard of WFG, right? Most people know them, right? They don't do leads, they sell warm market. That's their, that's their business model. They, uh, their earnings every year are like $1.5 billion. No leads, okay? Prime publicly traded company. By the way, right, Prime America, I was looking at theirs a little while ago. Theirs, they did— let's see if I can find their total year-to-date. Quarter 4, 2024, just Q4, they announced this November 6th, right? So their quarter runs obviously different because they announced it already. They did $774 million they don't buy leads. That makes sense. Like, leads is good. It's a great way to not have to take other avenues to find business, right? But it's like, what is a lead? Is a lead only a piece of paper or an email or a text or some digital ad that you purchase for X amount of money, you know? Um, my buddy runs a division of Aflac. They don't buy leads. Y'all know what Aflac's worth? Someone can Google it right now. I didn't look that one up in advance, but my buddy Kyle, he runs, he runs a, he runs like, he's head of the Atlanta division, which is like the Southeast. And Aflac, what is Aflac's revenue? Let's see, $2.95 billion. In September of 2024. No leads, right? So I love leads. I'm a lead guy, dude. In fact, some would argue I'm a lead junkie, because— but I, I was willing to invest the money. So it's like, if you're not investing in leads and you know you're not working enough, maybe because you don't have leads, you don't— whatever the, whatever the reasoning is, You know, if you just look at your front door, wherever it is, picture your front door— everybody has one, right, to get into your house— you know, if you turn the handle and open that sucker, there's 400 million leads outside of that door, free for the taking. So it's like, how many networking events in your area did you go to this week if you can't afford or don't want to buy leads? How many I don't know, P&C agencies, did you try to create referral partnerships with this week if you don't have the money or don't want to buy leads? How many real estate agents or mortgage brokers did you try to create partnerships with this week if you don't have the money or don't want to invest in leads? Because they know people. Hell, they know the people before they turn into a damn lead because they get them before they close, you know what I mean? How many, like, senior communities Have you tried to put on an insurance event this month? How many of you went to a library and said you want to offer services to educate the community on insurance? All those things are free. And when you get in insurance and you got your license and you're 1099 independent contractor, you're a salesperson as a career. Your career is sales. And dude, it's sad how many people in our industry say this is what they do and they just sit on their butt whining about one thing or the other, and it typically revolves around money or leads, almost always. Fine, sure, right? I want y'all to think about this. Like, I always— and, and some of you have seen me do this before— I want you to think about, and I want y'all to type this number in. And I know some of y'all will be good. Preston always runs a bunch, and there's some others in here that I know. But think about how many presentations you've made in the last 7 days. I want you to type that number in. How many presentations have you made to potential clients in the last 7 days? David, zero is no bueno, but you might have a good reason, so I won't be nice. So I appreciate you putting in the zero. 10 or less. 7, 15, 8, 4, 2, 7, 11. Shutting down my landscaping business. 30 plus, easy. 10. Now, what would you say, each of you? We got some more coming in. 6, 5. What would you say the average length of time one of those suckers takes? Like, how long does one of your— whatever number you typed in for the week, cool— how long does each one take for you? All right, hour, we'll go with that. All right, now say if I, if I did an average, we got 10, 7, 15. What do you think the average is in here, Mike, those presentations? I say, uh, it's about an hour. No, no, the quantity— how many presentations they did. Oh, if I took all those numbers, 0, 10, 7, 7 or 8 is the average.

Yep.

Right. So if they take an hour each, we're on average spending our sales career presenting 7 or 8 hours a week. 24 times 7, there's 168 of those suckers in a week. So you guys are spending 4% of your time in your career, meaning if you're presenting 7 hours a week and there's 168 of them in the week, you're spending 96% of your time doing something besides attempting to sell. No bueno. It's not good, you know what I mean? It's like I'm in Atlanta. I saw someone in here, I think they said Duluth. Someone is from Atlanta in here. Um, Conyers, that's what it was. Kaylin, Kaylin from Boston. I grew up there. Where in Boston are you from, Kaylin? Curious. Um, but if you go to the Atlanta airport on a Monday morning, um, anybody ever been Atlanta airport Monday morning? Yeah, like the Atlanta Airport's pretty busy all the time, right? But when you live here and you see it, you're in and out of it all the time. There's different levels of busy. And I go through— I have like all the shit that you can cheat, like PreCheck and CLEAR and digital ID. So I get to about the front of any line that's, that's there. Or I pay and I use that thing where I just skip the airport, one or the other. But if I just go through the regular airport Again, I have all the stuff that lets you kind of get ahead of the line. But if you go on a Monday morning, anywhere between 5:00 AM and 11:00 AM, like when I went, I flew out on a Wednesday this week at like 2:00 in the afternoon and I was the only person in the digital ID line where you just scan your face and you walk through. You don't have to pull out your ID, you don't have to do anything, you just walk through. But if you go on a Monday morning, that line will be like getting on a ride to Disneyland. It's to be like in Disney World, you know what I mean? Where they do the loop thing 475 times and then it circles around the baggage claim and goes outside halfway down the block. And there's 17,000 people with digital ID also. And it's all the salespeople getting on planes to fly all across the country to sell their product. To make 80 grand a year, you know what I mean? 100 grand. Maybe some make good money, sure, but on average, the average sales guy ain't killing it. And then people get weird, dude, and they spend 7 hours a week on their profession and they're confused, you know what I mean? Or they're negative about how bad it sucks, about how they got— anybody get beat up this week? I just got— I got my ass kicked this week. Any of y'all got that? I know there's something in here. I know someone said it, you know what I mean? Tough week. Tough week, man. Got killed this week, you know? It's like, I don't know. Let me see. Justin, did you put your appointments in? I don't know if he did. Let's see. Justin ran 4 appointments, bro. I love you. God bless you. If that's the same person, 4 appointments Even if you missed every one of them, that's not— that's a week off. If you're in sales and you're trying to figure out how to get effing paid and stop getting so many objections, register now for my 2-day workshop here in Atlanta, Georgia, February 27th, 28th. We're gonna have some special guest speakers. There's an exclusive mastermind for VIP ticket holders. For those that just want to attend the event, you can. There's a very low entry to get into it. We'll be going over everything you need for sales, objections, scripts, role-playing, everything you need to build a business, scale a business, staffing, automations, everything I've learned in the last decade plus, um, building what I've built. Of course, we've had a lot of help, so we'll be going over how to scale it, how to structure it, everything you need to get to the next level. Click on the link, register below. We'll see you there. You know, and it's like the biggest thing I see, dude, I wish I wish more people that are independent and entrepreneurs in this space would treat this like they did their last job, or maybe their current job if you're still working, you know what I mean? Where when you didn't feel like it, or when it was raining, or when you had family in town, or when it was fucking 14 degrees out, or when there was an accident and you spent 2 hours in traffic commuting to it, You had to adjust and adapt to make sure that you were at your office by your 8 o'clock start time or whatever yours is. You know, if you had a project due and dinner time was at 5, but you had shit to do, sometimes you stayed till 7 or 8. You know what I mean? Sometimes you get called in on a weekend. Some of y'all might be in retail or restaurants. You know what I'm saying? It's like, shit, what's that schedule like? Car salespeople. You get Tuesday off, maybe, you know what I mean? It's like they get into this, dude, and they see the money and they think that people just sit around 96% of their time not working and make $45,000 a month. That ain't how it goes, you know? And I, I'm all about— we can, we can certainly go over some sales stuff and things like that, but it's like a This is like a problem in our industry, dude, where nobody works and then they bitch about the industry. And then what's crazy, dude, is they go back to a job where they're then forced to work 40 hours a week to make shit money. And you know what's crazy, dude? You know why I can talk so much shit? Because I was that guy once, full of excuses, bitching and moaning about everything. Quit the industry twice, went back to accounting job making 40 grand a year for 4 years, dude, because the leads sucked and they all hung up on me and they all already had it taken care of, you know. And everybody's calling them, these leads, oh my God, 400 people called them already. I was that dude once, man. And I just had to make a decision in life that I was fucking tired of being tired. I was tired of being broke. I wanted more out of life, and I was sick of other people winning around me with the same license, with the same carriers, with the same lead opportunities, with the same phone script, with the same in-home, with same upline mentor company, and they're making 3, 4, 5, 600 grand a year, and I'm struggling. I have to like float you know, my electric bill for 4 days to make sure I can buy groceries before the electric bill check clears, you know. And I started looking at myself in the mirror, dude, and going, why? Why are they winning and I'm not? You know what I mean? I had a dude tell me very honestly, at one point I was— I'm super thankful for him, become a good buddy of mine. And he was like, this whole business is leads and appointments. That's it. It's just leads and appointments, you know, whether you buy the leads or generate the leads, it don't freaking matter. Again, those of y'all that don't have enough leads, how many— think about how many phone numbers you each have in your phone. I mean, how many of them have you contacted this week to see what's available, see if it's an option, see if they need help? Are you calling them? Maybe they'll tell you no, who knows. What are you attempting to sell, given you're in sales? You know, hell, I, I did a podcast with a dude on one of the podcasts a couple months ago. Older guy, um, started the business like in the '80s or something. And, uh, when he first got started, they literally— some of you young kids, we used to have these things called phone books. Tony knows about him. He probably has one in his office behind him. And they literally handed him a phone book, straight up, like, here you go. And it was just— again, for those that don't know, there was like a directory that wasn't Google, and it was in order and had everybody's phone number that was public. You could just go through it and find people's phone numbers. And they handed him the phone book, and he— they told him— and this is a very— y'all would know the company— they said, don't come back next Monday without 5 applications. And that's how he got his teeth cut in the industry, you know. Dude, Primerica was built from part-time basketball coaches just selling insurance to their friends and family, you know what I mean? So like, leads is such a privilege and such a cheat code. And if you don't want to do all the other shit that I talked about, because I didn't To be clear, you know how many networking meetings I've ever been to? Zero. You know how many P&C companies I walked into to create referral relationships? Zero. I, I, I didn't wanna do any of that. So I was willing to invest money to avoid that. It was a time or money thing, you know? And for me, Leads was just gave me the ability to buy my time back. But to be clear, when I started, I started with 2 to 3-year-old aged leads with just data. I didn't even have a lead. I just had name, phone number, and address. You know, my first year full-time, I issued $175 grand-ish on my own pen, which is data— people that filled out a lead once a long time ago. You know, not my favorite thing on earth to do, but I was broke. You know, I asked a dude today— I have a coaching program, work with a bunch of people at different companies. Looking for help, and they, they pay for some help. And this one dude is really positive guy, thinks well, challenges himself in the health space, like he's really big into fitness, but he just can't get out of his own head getting on the phone. And I was like, did you understand that when you have activity consistently The law of large numbers dictates that you're gonna average some number of sales per X number of activity, no matter what. I don't care who you are. And what my main mentor told me was like, it's the law of large numbers, not the law of little baby numbers like y'all posted. You know, so over the course of a year, If you go see a bunch of people, it starts to average out. And what I try to coach people on— I'm gonna talk about two guys. One, I started working with him in August. He was issuing like $8,000, $10,000 a month. Um, first month working with him, he issued $45,000. He did like $30,000-something last month. And he's just— he's issued $100,000 in 3 months. And he'd been in the business 2 years prior. And we just started working on his mindset towards things. And one of the things I finally got him to understand when we looked at his numbers over the long term, is that he averages his deposits, Mike, average $300 every time he books an appointment, no matter what the outcome, no matter if he closes or doesn't. It's just if he runs 100 appointments, right, he's going to issue whatever 100 times $300 is, you know, it's $30,000. So it's like he's just what his numbers are. And what's cool about that type of math is it's inclusive of all the stuff we hate, right? If you make the deposit and you run the activity and you just do the average, it includes chargebacks, it includes cancels, it includes people that tell you no, it includes people that you write an app and before you get home or before you hang up, they change their mind. It includes the people who won't give you their banking. It includes the people who won't give you their social. It includes the one that said, give me a card, I'll call you next Tuesday, and they don't. The average is when you look at deposits and activity, it includes that. And this guy was selling a lot of insurance, he was still getting frustrated, dude, right? And he'd be like, you know, Monday he'd go out and kill it, run 15 appointments, write 7 apps. And then on Tuesday he'd run 15 appointments and write no apps, and he'd lose his mind. And I'm like, why can't you just do the average of 30 appointments, made X amount of money and it doesn't matter if you sell one or not, you're making money, right? So this— if I got— I finally got this dude realizing no matter what happens, if he books an appointment and makes a presentation, he's making money regardless of the outcome. And so many people get so caught up on the outcome of every appointment and every phone call, and you drive yourself mad, right? And I'm like, imagine if you just— with this dude tab. I'm like, what if you— so his goal is, um, 30 appointments a week minimum. And what we do with him is when it's a telesales appointment, because he gets a lot more no-shows and stuff— he runs in-home and telesales— but when he books a telesales appointment, we only count it as half an appointment because it's not as productive for him, right? So if he books 20 telesales appointments, we only count it as 10. So he's running 30 doing that math. So some combination of in-home and telesales. So he might run, you know, in y'all's language, 40 plus 45, whatever it is, appointments depending on the, on the mix. And now dude, he goes at this thing like such a machine because he knows every day, no matter what, he runs 15 appointments, he made $300 a pop, he's making $4,500 a day. Period. End of story. Now, the only caveat to it is the flow of the income in isn't as consistent necessarily as the flow of the appointments out, right? So you have to have appointments every day, but you're not going to have deposits exactly the same every day, you know what I mean? You want to make, I don't know, $250 grand is 5 G's a week. You're never in your career going to deposit $1,000 a day. Every single day, Monday through Friday, all year long. It's never going to work that way, you know. It's never going to work if you average 5 sales out of 10 sits, or 3 sales out of 10 sits. You're never going to get 3 out of every 10. It's just not going to work that way. And I always relate it to like baseball, dude. Like, any of y'all that watch baseball or can understand the concept of baseball, if, if a major league batter gets at bat 10 times and he gets 3 hits. He's a.300 average batter. You do that for 10 years, you damn make the Hall of Fame, right? But think about everybody that hits, call it.300. So every, every 10 at-bats they get 3 hits. How many times do you think in their career, for an entire season, every single 10 at-bats they had 3 hits? Every single time they had 10 at-bats they had 3 hits? How many times do you think that's happened ever? Literally zero in the history of baseball. As every 10 at-bats, someone had 3 hits. Never happened in the history of baseball, right? And but somehow here, dude, people think every 10 appointments I'm gonna have X amount of sales no matter what. It ain't how it works. It's just not how it works. Now, over the course of a season, Season? No, uh, Tony, all of his are presented— but he's appointments, they aren't presented, but they are book appointments for him. He's booking 15 appointments a day because he books them every 30 minutes. He starts making phone calls at 7:30 AM and he dials until 11 AM typically, and he starts booking appointments at 2 PM until 9 PM every 30 minutes. Why every 30 minutes? Because half of them are no-show. Right? Half are not going to be there, so why not account for it? You know, and I, I think one of the mistakes most people make is they book appointments as if everybody's going to be there. And I'm like, why are you booking them like they're all going to be there when you know they're not all going to be there? Why don't we account for the other stuff up front? He spends— he spends under $1,000 a week. He's buying 2 to 3-year-old mortgage leads. And he's buying— we have a relationship with Ethos, and you can buy these leads with Ethos that when they go on to start to fill out an application, y'all may have something similar where they start to fill out an application and quit. They just start the process and quit. He can, he can buy those. So they're what most of y'all would call shitty leads. And he runs 45, 50 appointments a week on them, and he issues $40 grand a month every fucking month. He also, he buys aged mortgage data, 50 cents a name, and then he has his kids stuff letters and envelopes and mails out 500 of them a week. And hey, you bought your mortgage 2, 3 years ago, you're interested in covering it, Call me here, or whatever he said. It's very basic shit. He pays his kids $20 an app every time he writes an app on it, so they keep stuffing letters for him. And you can buy— you can Google it and buy data anywhere. He's just create— he's just a creative dude. It's not a magic lead. Again, most of y'all would say the leads suck, but he's just putting in work, you know. He has a very specific schedule. It's every day, and he just— he, he goes to work. He's just putting in the hours and the reps. You know, um, I would say from there, dude, and we— I'll kind of take a breath and, and let you ask some questions or even open it up. You know, I think if we can get past that piece, most of y'all would, um, most of y'all would have a significantly increased revenue just if you went at it a different way. Like, if you went at it like you mean it. You know, um, I like using crazy things to motivate me or to make what we do seem really simple. You know, if— I don't know, I don't— some people can't handle extreme stuff, so if you don't like it, I apologize in advance. But like, if whoever you love the most in your family— think about that person, whoever it is— wherever that person is. If you didn't run 40 appointments next week, or present to 30 people next week, or whatever the number is, some big number that sounds obnoxiously hard to you, whatever the top people are doing, say present 30 times. If you didn't present 30 times next week, your most loved family member would get terminal cancer. Would you have any problem presenting 30 times this week? I'd present 30 times today, you know what I mean? I just— it wouldn't be that difficult. I would just leave my house and I'd work till I couldn't work anymore. I'd go to Walmart at midnight, I don't care, they're always open, you know? It's like you got to find a way to push yourself sometimes. And everybody's different. Maybe you don't want— maybe you don't want to be rich, and that's okay too. You know, this isn't for everybody, but if most people get into this business because of the financial side of it, you know, most people are struggling financially. That's the reality. Most humans are struggling financially, but you don't have to be. Me and you have the same license. I'm no better than any of you. And what's crazy is all the potential clients that you're just refusing to go attempt to prospect and present to They're buying insurance from someone, so why not you? There's just another salesperson out there in the world outworking you and getting to the people first, you know. And to make real money, like real money, net $250,000 plus, you got to take what, 300 apps a year? There's like 400 million people in this country and you gotta find 300 of them a year. That's it, just 300, and you'll print money, you know. And then I start looking at like the sales stuff, man, and certainly have a lot of people reach out to me. And I had a guy this week— I have a little course out there, it's cheap as shit, that goes through all kinds of sales stuff and in-home stuff and phone script stuff and things like that. I had a guy reach out to me this week and thank me for how well it helped him. He's like, I've been in the industry 2 years, And I had a record week this week because of just going through that. And I realized how much I was trying to wing the industry, you know, just when you get an objection, you just throw up whatever comes out of your mouth. There's no intentionality behind it. You're not using somebody's stuff that's really good. You're not testing like eye-close ratio, um, word tracks. You're not like paying attention to the quality of questions you, you ask people that are intentional to lead to a certain answer. You're just kind of like very open-ended, hope this fucking works out kind of questions. Some of y'all ask why people filled something out, which I find mind-blowing. Especially since the lead says what it is, you know. And so I think for me, it's like when you're, when you're making sales, especially off leads, you know, warm market's different. You have to like, you have to, you have to find interest when you're working outside of leads. But in leads, they had interest already, which is why they're a lead. So Step 1 is you should assume that they know they need insurance, and you should know they need insurance. The line of questioning shouldn't be wrapped around whether or not they need something. The entire conversation be— should be an understanding that I know you need the insurance. The question is, why do you need the insurance? Meaning, what's going to happen without it? You know, some of y'all are like, you get stuck with budget stuff at the end. I don't have the budget. I'm like, how do you not know their budget before you get the pricing? Oh, you don't do a financial inventory. You don't ask them questions. You're afraid to ask them their income. You're afraid to ask, like, I don't have the money. You mean you didn't ask them how much money they have in their savings and checking account at the beginning? Like, what? You— I already have insurance. You didn't ask them at the beginning how much coverage they already have? And how long they've had it and how much they're paying for it. And if they already have the coverage, obviously that's not enough. That's why I'm here. So what are you looking for additional coverage for? Help me understand it. Has somebody died in your, in your family? Someone you know died and not had enough? Is that, is that this? That's being assumptive. And then dealing with objections before you get them, or finding out how much insurance people got, how much money they have in savings, how much do they have in their checking, how much they have in investment accounts. You should know all that stuff up front. They're setting people up versus at the end. Now they told you, I keep, I don't know, I keep $4,000 or $5,000 in my checking account. Be sure as shit hard to say I can't afford it. Sure as shit gonna be hard to say I can't pay it till next month when 20 minutes earlier they told you how much they got in their account. They're not in sales. They don't see this stuff coming and they will answer you. You know, um, so start being very assumptive with why you're there, and your, your quality of questions will naturally come out better, right? And at the end of the day, insurance is more about what it does than what it is. So many of you are trying to sell insurance based on the rating of the carrier or the color of their brochure or how long they've been in business. What's that shit matter? Do you not think the clients don't understand how long insurance company's been in business and that they're all guaranteed and they're going to pay out? Do you believe that shit when they tell you that they want to know the rating? You know why they ask you what the rating is? Because they don't trust you and they want you out of their house or off the phone. That's why they ask that stuff. They don't care. What do they care about? When they die, they get a check. When they die, their family's taken care of. That's what they want. But you're so busy selling benefits— and not that you shouldn't do that stuff, but when that's the main sales hook versus the cherry on top, you're messing it up, you know? And so this process is about what it does, again, not what it is. So if you're selling $40,000 in coverage whole life for $128 a month you failed. If you're selling $250 grand for $112 a month, you failed. What are you selling for $112 a month? Susan not having to go to watch her house get foreclosed on the courthouse steps. Sally not having to take her kids out of private school when Bob dies. Grandma passing away and her family not having to pass the hat around because no one has the money and she don't have the insurance. That's what the $100 does. It buys peace of mind. It takes care of their family. It solves problems. And everybody knows someone who's died, and they know someone who's died with not enough insurance, and they know someone who's died with enough insurance. How many of those stories are you getting from your clients every time you present? I bet the overwhelming majority of people who posted those numbers get zero stories out of their clients. How do you get them? You just ask, hey, you know anybody that's died recently? What percentage of people are going to say yes? Any of y'all know someone's died recently in the last year? Almost every human being knows someone has died. Hey, do you— I assume you filled something out like this because you know someone that died, didn't have enough coverage. You don't want to leave your situ— your family in that situation, I assume. What do you think they're going to tell you? No, I want to leave my family in that situation. No, they just tell you the I don't care crap at the end when you didn't do it right and they don't like or trust you. They're like, eh, we'll figure it out, we'll pray about it, we'll fig— we'll, we'll take care, it'll work out. That's the stuff you get when you suck at this. Fair, Tony?

Why?

Because we're winging it. And if you've been around for more than a few weeks, you should know every product inside out. You should know how to overcome every objection 'cause there's only a handful of 'em. You should know how to present all of your products. You should know the questions to ask by now. There's trainings from all the top people at every fucking company I've ever spoken to. If you still have to read your script on the phone, I'm just like, how serious are you taking this? You're telling me you have to read that baby script? You haven't figured out how to memorize it yet? When they say, I want to think about it, you still stutter? When they go, nah, I already got it taken care of. You, you still don't know what to say and how to overcome it. When they say they didn't fill it out, you still arguing with them that they did fill it out? Like, that's your— that's not the approach of the top-tier people. And if you don't know the approach of top-tier people, that says to me you aren't paying attention to top-tier people, you know? And I just look at this thing like a sport, you know, the sports y'all watch. Think about when your favorite athlete makes a mistake. Any of y'all yell at the TV this weekend when the game didn't go your way? And hell, you probably knew the play better than they did. You probably know what college the dude went to. You probably know his height and weight. You probably know his 40 speed. You probably know what number draft pick he was. You probably know his jersey number. You probably know he changed the jersey number and he bought it from another guy with this jersey number. You know how many fantasy points he scored this week and last week? How many dials you made last month? You know what your deposits were? You know what your lead investment was? You know how many sales you missed? You know how many presentations you made last month? Most people don't, you know what I mean? Like, ah. Do you know your stuff like you know the athlete stuff? Your favorite song that you could sing word for word, hollering down the windows, up AC blasting, you're jamming out, you know every word. The radio stops, you can still sing along, but we're reading our phone script still.

What?

I just— I'm like How do I know? I was that guy, you know, and thank God someone told me the truth. And I was like, that's it? I just have to outwork the average dipshit and study this like I mean it and treat this like a profession because it is? You know, you want to be in the 1% and you're acting like the 99%, and you're bitching and moaning to your circle, and they're justifying and validating for you, it for you, and tell you, it's okay, I know the leads suck, it's okay, Bobby, don't worry about it. I mean, you could just, you should just get a real job, you know, the insurance, that MLM thing, nobody, nobody makes money over there. It's okay, just, just don't worry about it. Just, you know, just go get a job. I don't know about you, but I was like, fuck you, watch me, you know? And then I started going out and doing this thing for real, and I started printing money, and I was able to change my family's life. Within 2 years, almost every person on the planet would have considered me rich. I was able to change my life within 30 days, going from selling 8, 10, 12 grand to issuing 40 plus. That took 30 days. Overnight, that changed. That's all. A lot of y'all have the book. I talk about it in this So I'm a dipshit who quit, was doing all the same things y'all are doing, to now cumulatively we've issued as a team in the last 10 years about $750 million in insurance. We take, I don't know, 12, 13, 14,000 applications a month as a team. Um, yeah. We issued more since I've been on this call than most of y'all did all month. Being real, you know, we did $16 million in premium last month as a group. That's $500 grand a day. Your group did $500 grand in a month. We do it a day. And you know what's crazy? Dude, those numbers I just read to y'all, X number of billions that people are issuing. My group is this big relative to the industry. We're nothing. We're tiny. We're a fraction of the space. I've done nothing in the industry yet. Literally nothing. I'm just a dude in Atlanta who want to take care of my family. And I do get to get to live really good right now. This life has blessed us like you would never believe. You know, I, I, we, I, my, my family lives really good. Um, we get to do some really cool things because I, I made a decision to change and I stuck with it. And then I started teaching other people how to do it. And when you go out and make a half million bucks selling insurance on your own pen, it's really easy to teach people how to do it because this thing is not rocket science. It's pathetically easy. There's nothing difficult about it, but most of y'all won't keep the consistency. You won't make the phone calls, you won't make the presentations, you won't sacrifice the stuff in life, and you'll continue to spend 2, 3, 4% of your life on your career. And I just think it's unacceptable if you really want to win. And if you're okay with it, cool. Just stop complaining because it's never going to change. You know, and I, I wanted change in life, and I wanted to fucking win. And I was tired of being broke, and I was tired of using— bringing a calculator to the grocery store to make sure I didn't go over budget. And I was tired of not being able to pay the bills when I wanted to pay the bills. And I was tired of my kids being in public school, and I was tired of having a beater for a car. I was tired of it all. I was tired of having an 800-square-foot house. Oh, my gym and my office right here in my new house is bigger than our first entire house. You know, we're able to— I wish y'all could be here with me right now so you could see what this industry can do for you. I don't really like to brag about it, but my house doesn't suck. It's just a piece, just a fucking property, you know, but it's like cool what you can do. When you change the way you do things. And I have this sign, I talk about it every time, that hangs in my office, and it's one of the things that's motivated me the most. It says, do you hate to lose so much that you're willing to change, or do you hate change so much that you're willing to lose? And most of y'all hate change so bad you choose losing every day of your life. And you don't have to. You all deserve more. Your family deserves more. None of us are unique in that. And some people are going to go out and get it, and some of y'all ain't gonna do shit different. And I watch it. I know some of y'all. It's the 14th time I've spoken to some of y'all. Some of y'all like, yeah, I already know, I heard all this shit. All right, well, you're also still broke, so maybe we should implement some of it. Now, Mike and Jalen, every time I talk to them, they implement some stuff. Every time I talk to them, they're hitting record numbers. And it's like, if they're hitting record numbers, someone in your group's hitting record numbers. Is it you? Your team's killing it. What are you doing for your team? Are you hitting new numbers for your team? Are you hitting new numbers for your family? You know, um, so I'm going all night about this stuff, but I'll open up for some questions if you want. Mike, I don't know if you're still there. You disappeared off my screen, so you're probably here somewhere.

But yeah, Mike, Mike had to, uh, hop off, but John, man, I appreciate you, man. That's some good information, man. Definitely, definitely appreciate you.

Uh, if you wanna, if you wanna let some questions, you wanna ask, I'm wide open, dude. It's up to you.

Yeah, let's open up some questions. Uh, we definitely want to respect Mr. John's, uh, time tonight. Obviously dropped a lot of gems.

I was doing right before this, bro, I was hanging up curtains for my wife. So as long as we can talk, I'm good.

We're doing him a favor at this point.

So, cool.

Yeah, let's ask some questions, uh, for Mr. John.

And, uh, so many of you have asked if there's an option for more access, more direct coaching. And so we've created a coaching platform called the Winner's Circle where you have a couple different options. There is a one-on-one option to where we can work directly with you on a regular basis, and then there's a small group setting, 4 to 6 people, really high achievers looking to get to just a new level in their career. We've had a ton of success in this already. First month, actually, the first guy that joined deposited $7,500, worked with them back and forth one-on-one. The very next month, he deposited over $30 grand. So basically a 5x return on his income in 30 days. So if you're looking for something like that, you can click on the link below, get access to an application, because I'm not taking everybody. I do want to make sure it's a good fit for both of us. And if we feel like you'd be a good fit, we'll set up a one-on-one call directly with me and kind of go through your struggles, what you need help with, and what I expect of people that are joining the coaching program. So if you feel like it'd be a good fit for you and something you want more of, click the link below and we'll see you on the other side. Welcome to the Winner's Circle. John, I have a question. All right, who is that? Or can you put them up, Jayden? I like when I got you.

Who is that?

You know how to do it, Michael? Someone's talking to do it last week. I love you, bro. I'll never stop picking on you, Tony. You can stay, Jim. What's up, dude? Uh, what's up, man? I definitely enjoyed all the words that you said tonight. Um, so what was, what was the, uh, the lead Um, the things that you did for a lead again, I was trying to write that down, but you said, um, no, go ahead, finish. I'm sorry, you said networking events, you said, you said PNC. Yeah, meaning like if you go to PNC, you know what PNC is? Yeah, yeah, the bank. Yeah, yeah, I mean not the bank, like, oh, uh, property casualty, like people do homeowners, oh, true, car insurance. Yes, yes, yeah, those guys. You know, either they either don't do life insurance or they have really shitty kind. Gotcha. Right, so the Allstate, State Farms, Joe's Insurance Shack on the corner, every corner of your city. Yeah, okay. Typically if they do insurance, they suck at it or can't get people approved. They don't have any products. They're not— they don't have the, the suite of products that you do. Okay. You know, so it's like, imagine if you went— I bet if you Google Whatever. Where do you live? What— where do you live, dude? I live in Austin. Austin, Texas. Austin, Texas? Yes. Austin. Let's see. Oh, let's go. Austin, Texas, B&C Insurance Companies. There's only like 14.8 million results. No big deal. But imagine you go to every P&C company around. Now again, be clear, if you can afford and buy leads and you just want quick contact, do it. But if you're sitting on your couch eating Cheetos, I'd rather you go outside. Does that make sense? Like, this isn't magic, this is hard work, right? But it beats doing nothing. You know. But again, if you go to every, every, every company that does property casualty insurance in your— in your— in Austin, and you're like, yo dude, I sell life insurance in the area and I'm trying to find people to send referrals to, think about how many clients you have that might need homeowners or car insurance. You probably send them some business, they could send you some business. Or you could go on all of them and go, hey, I'm a broker in the life insurance space, 'Can I, can I work? Do you guys sell life insurance?' 'Yeah, I do.' 'Hey, can you send me all of your declines?' Gotcha. Do that 50 times a week. I bet you my house you'll find at least one this month that would be like, 'Fuck yeah, dude.' You know why? You know how many life insurance agents are doing that? Probably a whole lot. No, probably none, because most of you— most are lazy as shit, dude. Oh, okay. You, you'll have no— you think there's going to be a line of life insurance agents at the door doing what you're doing? There's gonna be no one. Most people on here won't do it. I'm not confused by that. I would love for whoever's going to go out and do any of the stuff I said— networking meetings, see, you can see P&C people, I think mortgage people, dude. They're, they're writing mortgages for people who are going to buy a house. That house is then going to become public record, and then lead company is going to mail them a letter saying, hey, do you want your house covered? You go to the mortgage guy, you get them first. You go to the real estate agent, hell, you get them before the mortgage person does. They're in the market for a new house, why would they not want it covered? That makes sense. This is not deep. Anyone that does it this week, I want you to tag me on social with how many you did this week. And I'll promise you, there's 64 people on here. I'd be shocked if I get 2 people tag me to do any one of those things I just said, as opposed to sitting on your couch eating Cheetos. If you got money to buy leads, buy leads, please. It's so much easier. And then if you do the other thing, you can then invest in leads. You know what I'm saying? Go to an apartment complex. Every one of you has an apartment complex, I bet, within 20 minutes of your house that has 20, 30, 40, 50, 100 units in it. Go up there and spend a few hours knocking on the door and going, hey, my name is John, I'm seeing if you need help with life insurance. That's your script. Hey, my name is John, seeing if you need help with life insurance. Hey, my name is John, seeing if you need help with life insurance. Hey, my name is John. See if you need help with life insurance. I got a guy sells $300 grand a year doing that shit. No leads. Dumb phone, dumb, dumb script like that. Uber to an apartment complex and do it. He's afraid of leads. Not that he doesn't have money. He did $300. He's literally afraid to call leads. But he knocks on doors. It's not deep. You know? And then they have those BNI things. I know a guy that makes issues, makes over a million bucks a year. And he coordinated a referral network. He does this group, like, I don't know how often they meet, once a month, once a week, whatever it is. And he'll have like an attorney, a CPA, he's the insurance guy. He'll have like a fucking roofing guy, a solar guy, whatever it is. He just, this network of professionals that all refer each other business. He created it. He's like, hell, I'm gonna go in my community and create this thing. That's his jam. Does a million bucks a year with the same license y'all got. You know, do I do telesales or in-home? They all work. Who cares? New leads, old leads, they all work. Who cares? One-call close, book appointments, they all work. Who cares? It literally all works. You know, that makes sense. Yes, it does.

Yes, it does.

Thank you. Thank you. Appreciate it, brother.

I got a question. Um, this is, uh, Aiden.

What's up, Aiden?

Um, so, well, basically you juiced this up pretty good for, uh, getting ready to call our leads tomorrow, 100%.

First time?

I am, yeah, but you— everybody here should be after what you were just going through.

I agree, but I'm asking, is it your first time ever or no?

No, no, no, no.

Oh no. You're just going to go at it different. I got you. Yeah. Yeah.

Cool.

So you kind of told us how your mindset shifted from when you're really kind of the lazy insurance agent to where you needed to be to get where you wanted to be. So can you tell me kind of how that same kind of mental shift and kind of what you did before the building your agency side of things?

On like the same, like a change in building the agency.

Yeah. Like, did you have a moment where you're like, cause where you went from, I'm a lazy insurance agent, but now I'm gonna start calling my leads too. I'm gonna start kind of building and scaling.

Yeah. So I, um, when I got into the business part-time, I understood from day one I was going to build an agency. I had zero interest. And when I say zero, I mean negative 6,000% interest. And being a life insurance salesperson as a— for a career. I had zero fucking interest in that. The thought of doing that for the rest of my life made me want to be sick. Does that make sense? That's how little I wanted to do it. But it was a— it was an opportunity to get me out of a hole. Does that make sense? But it's entry level, dude. That's the lowest level position you can have with your license is selling it. That's step one. Right? And then there's all kinds of things you can do after it. So I wanted to build up from the beginning. The, the, so I was doing interviews to recruit people while I still had a full-time accounting job. So I didn't give a shit that I was new. I didn't care that I didn't know what I was doing. I didn't care that I didn't have an agency because, you know, you all have one. You can just roll out of bed in the morning and say you have an agency. There's no like formal paperwork you have to do. So I understood from the beginning I wanted to do it. So there was no shift for me that was like, damn, I'm gonna start recruiting today, dude. I was doing that before I was making phone calls. Now, there was a big shift in the amount of people I was talking to because I was talking to maybe 2, 3 people a week, 4 people a week, 5 people would be a crazy busy week for me. Which I would love to know, how many of y'all are speaking to 5 people a week minimum right now recruiting? Just do put a fucking 1 in the chat thing or something. It's almost no one, almost no one, right? 5 is literally like you will never build an agency talking to that few people. I just learned that it's like running 5 appointments a week. It's really hard to have success. So for me, the thing that I, the 2 things I changed when I started selling a lot of insurance, it changed my mentality because prior to selling a lot of insurance, I needed the agents. Why? Because I needed the overrides because I was broke. So my interview with everyone was very desperate, just trying to get anyone and everyone started. When I started selling a bunch of insurance, I realized I don't need anybody. I was making a half million bucks on my own pen, just giving my cell phone and leads. I'm good. So it changed the way I spoke to people because now I was only looking to work with people who fit me. And it went from— you ever recruited, tried to recruit someone?

Yeah.

Have you ever done one? You know how, like—

and correct me if I'm wrong, but before I was here, I was with what you would refer to MLM and basically just ran through my whole, you know, list of people that they have to contact. They're like, recruit or die.

Yeah, yeah. So you know how you like throw up on them? Yeah. And you try to do it so fast before they hang up on you, and then you let them interview you? And you spend all the time answering the questions they ask, that's not an interview. That's them interviewing you. You're supposed to be interviewing them. Does that make sense? Now, when I sell $500 grand a year, I can interview them and I'm going to weed them out. So the biggest change that I had is one, I stopped caring if they worked with me or not. I literally to this day don't care. I literally try to scare people away. My goal when I'm talking to people is to find a reason to get off the phone as fast as possible. I'm trying to like— think when you're dating, right? You're looking for red flags as fast as possible. You don't want to find the red flag in 6 months because then you're like, well, hell, that was a waste. You know what I mean? I want the red flag now. And so I'm, I'm asking questions in a way that I'm— I, I see if they're a good fit for me. Um, and if, if you send me— and do I want to do this? I don't want to get 9 million emails. Hey, Jalen, remind me, I'll send you a, um— if you, if you hit me up, Jalen, um, you know what, fuck it. If you— y'all send an email to JW@johnwetmore.com, I'll send you a couple interviews that I did like last month. Um, I just changed the way I did it, and I refuse to let people interview me. Even if they ask a question, hey man, can you tell me the difference between you and Symmetry? Or can you tell me what your comp is like? Yeah, dude, great questions. Do you mind if I ask you some questions first to see if you're even a good fit for me? And I start firing away. You know what I mean? And I wanna understand them. So the mindset was, that was the biggest shift. And then the, like, function of it, I started running 30 appointments a week. And again, for me, when I ran final expense, I only counted them as a half. Just like I advise my guys now, if it's a telesales appointment, count as a half. It'll, it'll mindfuck you into actually doing more because half, again, half are gonna no-show you anyway. So why are we counting each one as one? So I was running 30 appointments, um, mix of mortgage and final expense. So I might be 40 or 50, but I'm counting them as 30 just because I do the half thing. Jw@johnwetmore.com. Thank you, Tony. Um, and then I started interviewing 30 people a week. So I had a 30-30 rule, basically 30 appointments, 30 interviews, and I just stuck to that, bro. It was really simple. And everyone who's ever wanted to build with me, I'm like, 30 appointments, 30 interviews.

Mm-hmm. You know, I know that, uh, So for you, and I know it's a lot different now because you have all kinds of people, like I have people texting me, hey, you want recruits and stuff? Like, what do you utilize to kind of hit those interview numbers? Because that's a little different than I think than some life insurance maybe. So like job posting, using recruiting agencies.

Yeah. What I always recommend to people, I'll give you free first because most of you won't do it and it's free. So Like, you don't have to spend any money. You can literally start today. Every client you see, you go, hey Aiden, um, now that we got this thing taken care of, just FYI, my company is hiring. Do you know anybody that could do what I just did for y'all? Simple as that. If you ask that 10, 15, 20, 30 times a week, you'll find some people. Again, most won't do it. But it's free and it's easy as shit. Hey dude, now that we're done, we're hiring. We get a lot of requests like yours. Do you happen to know anybody that can do what I just did for y'all? Looking to make some extra, extra money. They'll be like, someone go, can I do it? And some will go, yeah, my cousin just got their license, or my boss is— you'll hear all kinds of shit. And again, it's not going to be the magic pill. You're not going to get 100% of them to say yes. You get a couple a week. You know, if you do it consistently. Again, I'm asking— I'm running 30 appointments, so I'm asking 15, 20 times. Obviously, if they cancel, no-show, tell me to F off, I'm probably unlikely I'm asking those people. Um, so I would start there. Um, then I would say you can easily— I did it on LinkedIn, but today's world is Instagram or whatever you're on. Um, LinkedIn is cool. Actually, you can do it on Instagram too. Any of them you can really search and I would send 100 DMs a day. So I'm just gonna tell you the way I did it because it's what I did. You can adjust for today's time. I would go on LinkedIn and I would find people. I would search by company and/or title. Liberty National, whatever, fucking Symmetry, Impact, any company, you know what I mean? Aflac, WFG, whatever it is, any of them. And then I would search all kinds of titles: insurance agents, licensed insurance rep, mortgage protection specialist, senior underwriter, all the stuff we all put as titles. I don't know if you can search titles on Instagram. I know you can search some things though. I'm sure you know how to use it. You look like you use Instagram. Um, I would search it, and then on LinkedIn you can only send so many messages a day or a month or whatever to people you don't know, but if you're connected with them, you can send as many as you want. So if you're friends, if you will. I would just connect with people, and then once I was connected, I would just send a DM and go, hey, see, you're in the business, um, curious if you're happy with where you're at financially. I help people issue $400 grand a year. You open up a conversation, I'd send $100 a day, easy as pie. And then you can just post on your social stuff, you know what I mean? And it's like, when you connect them with people, the first thing they're going to do— like, if I hit— if I commented on your social right now? What's up? If you see a comment from me and you don't know me from a hole in the wall, what's the first thing you're gonna do?

Well, prior to this conversation, probably just like to comment.

Yeah. And/or look at a profile.

Yep.

You know, we'd be like, who the hell is that? So I put stuff on my social knowing people are going to do that. So my social is like a commercial for when I hit them up, they see stuff, you know. So it's like, just put out there who you are and what you do. Your age, bro, you start posting activity, making phone calls, making— you know what I mean? Making presentations, posting when you make a sale, just, just talk about what you do, bro. You light this industry up at your age, you know? Um, and we have our average agent now is like 25 and killing it. We got an obnoxious amount of people in their 20s making 3, 4, 500 grand a year selling. And recruiting like crazy, because it's really easy at this point to go, you know, I'm 20. How old are you? You look super— 21. Yeah, I mean, 21, make an X, you know what I mean? Like, it'd be— you, you post you make 6 grand and most of your buddies would be fired up out of their mind, much less 20, 30, 40, you know what I mean? So it's like, you can talk about it regularly and you can talk about your business. You educate people and/or, uh, entertain them, you know. I don't know your personality, but if you can be entertaining about what you do in your sales, amen. You want to educate people. Anytime a client asks you a question, make a fucking video about it. If a potential recruiter, an agent, or someone in here asks a question, make a video about it and just start creating content, man. You know, and those, those things are all free. You can literally do that. You can all start that right now with no money. You want to get into paid stuff, you can literally buy unlimited recruiting leads. You can buy unlimited. You can get as many as you want starting tomorrow. I got one of my coaching clients we got him caught up with one of the recruiting services. And again, it's not magic. It's not special. It's not like a secret. It's like you're, most of them are gonna be idiots and say no and not work out. But we got him, I wish I could screen share it. My, my assistant was showing it to me today, but we got him set up on our recruiting platform. It's like $1,000 a month and you get interviews. He's had like 15 interviews a day every single day this week. Nonstop all day. You can literally get unlimited if you pay for it. You can get unlimited. Now, what's the downside? Most of them suck. Most of them are dickshits. You got to weed through. It's needle in a haystack kind of stuff, you know. The number— think about the numbers when you have to make phone calls versus book appointments versus make sales, right? They're not— it's not like you close— it's not like you're booking 10 out of 10, 9 out of 10, and closing 9 out of 10. They're, they're low percentages. Recruiting percentages for or way worse. So it's a, it's a lot of phone calls, you know. That where it catches fire is I've taught a lot of people how to do it. That's why we grow the way we grow, because I got at this point, I don't know, 2, 3, 400 people recruiting every day, you know what I mean? But even when it was smaller, it was me and a buddy, and there was me and 3 buddies, there was me and 10 buddies, and doing these things I'm talking about. Now we're sending 1,000 DMs a day as a group. You know what I mean? And it just started to snowball. Mm-hmm. So, makes sense.

Yeah, Alfrey, I'll turn it over here in a second, but what's one thing, like, um, when, because obviously you probably have more experience on interviews of anybody in this whole call. What's, what's the things that you're, you're looking for? Like if say somebody says this or does this, you're like, all right, I'm going to go ahead and cut this person now and save myself a whole bunch of time later?

Yeah, um, typically for me, I want them to understand what it is they're getting into, right? So I'm a big fan of like sending an overview video, like who we are, what we do, you know what I mean? Who I'm looking for, here's what we do. Here's usually 5, 6, 7 minute video. Your company probably has one. If not, it's super easy to make. That's literally, here's who we are, here's what we do, here's how insurance works, here's who I'm looking for, here's who I'm not looking for. There's a general, like, information everyone should know before we talk. So the very first thing I'm doing is finding out if they watch the video. If they didn't watch the video, I'm getting off the phone because it means they don't follow instructions. They're probably not going to follow any others. I'm done. If they do watch the video, I want them to understand leads, 1099, commission only. If they understand those 3 things, I want to have a conversation. What I'm looking for in that conversation is for people to be coachable and do the things they say they're going to do. You know, people— and it's hard to say, dude, you know how many, you know, you know, like if I get 10 people, how many of them do you think I can predict will be great at this or suck at this? I literally zero. Still to this day, I have no fucking idea. But what I do is I set really good expectations of what I'm looking for and what I expect for them, which is to be coachable and do what they say they're going to do. And then I give them lots of, lots of very easy, very simple little things to do along the way, and I test them. I see if they're coachable and I see if they're going to do the things they say they're going to do. You know what I mean? Like, meaning you said you're gonna go at it tomorrow. What time are you gonna start making phone calls tomorrow morning?

Uh, tomorrow morning, probably 11, but I'll call late into the evening.

Why so late?

Hmm. I just, for me, that just works best. I like to do my things in the morning and then start early and then go till 7, 8, 9.

What do you do in the morning? Just curious. I'm just shaking. There's no wrong answer.

Yeah. First thing, uh, wake up, I read a bit and then go to the gym, come back, get some breakfast, play with my dog. And then after that, it's pretty much off to work.

What time do you wake up?

6.

You spent 5 hours eating breakfast, working out and playing with your dog?

Well, I suppose.

Hurry up.

6, 7, 8, 9, 10, 11. That's 4 hours.

7, 8, 9, 10, 11.

Yeah, yeah, you're right.

Your dog must love you. I ain't mad at it. All right, so you start at 11. Cool. What's the most amount of phone calls you've made in that period of time?

Mm. Well, typically right now I do transfers, so.

Okay. Inbound transfers. I love it. How many do you normally take?

Uh, roughly, I'd say a good, probably 8.

Oh, okay. Can you make outbound calls too?

Yeah, I can.

Okay. Do you have enough leads to make outbound calls?

Yeah, I just buy some.

Okay. How many phone calls do you think you make tomorrow?

Tomorrow, probably get some leads and then, uh, including inbound as well. I think I could probably do— how many can I make? Probably 40 or 50. Okay. Yeah, kind of for people not picking up the phone.

How long does one phone call take?

Oh, like, I don't know, 60 seconds.

So you can only work 40 minutes tomorrow?

Well, I guess if you plan on nobody picking up the phone.

I'm just saying, you said you're gonna dial from 11 AM to 9 PM. Yeah, one phone call takes 60 seconds. How many do you think you can get in in 10 hours?

Well, if I just call for 10 hours and nobody picks up the phone tomorrow.

Yeah.

I'm not a mathematician, but probably a couple hundred.

I would say at the bare minimum would be a couple hundred. That only takes like 4 hours maybe if no one picks up. Maybe it takes 6 if a bunch of people pick up. Like a shit movie. You know what I mean? So here's what I want you to do. You're on Instagram, right?

Yeah.

Cool. So at night, before 10 PM tomorrow, I want you to send me a DM with at least— can you do at least 200 phone calls tomorrow?

Yeah. I mean, I don't see why not. I'll attempt it. I'll do what I can.

You can tell me to fuck off if you want. I'm just asking if you can do it.

Well, I'm just saying, if I have a good day, like you say, you never know the numbers. Maybe hit a home run this week, but maybe not. But yeah, I can.

What's a home run? How many apps would be a home run to you tomorrow? 8. 8 applications?

Yeah.

That'd be a fucking home run for everybody, bro. All right. So if you don't do 8 applications, you can make 200+ phone calls?

Yeah.

All right, cool. So DM me tomorrow before 10 PM with how many transfers, how many phone calls you made.

Can you do that before 10 PM?

Okay.

Yeah.

Okay. That's it.

You want to put in—

huh? You want to put it—

I guess it'll probably be for me. Incentive on it. You want to bet on it?

Do I want to bet on it?

Yeah.

Yeah, I bet you won't do it.

Okay.

And if you do, I'll send you a free book and some free merch.

Ideal.

All right, so when I said I want to find out quick, now if you were a new recruit for me, I'll know tomorrow if you're full of shit or not, right? If you don't do those things, I don't work with you anymore. Okay, so that's how I do it. Awesome.

I got the feedback and you answered my question.

I love it. Cool. Who else has one? Get one more if you want. If it's a good one, you can have two. Thanks. Good to meet you, dude.

Yeah, you too.

Anybody else got a question for John?

Don't be afraid. Thank you. That's all I want to say is thank you. I needed this. Not on the head. He just shoot it straight. But, uh, got a lot from this call. I love it. Who was that? I couldn't see you. I heard you though. I'm glad I helped you. My name is Drake. Hold on, you must be hidden. I am hidden. I got you, it's all good. Yes, sir. I dig it. I'm glad to help, Drake. Great. You've been half-assing it. Oh man, self-sabotage is something. So I've done a lot to— a lot of that to myself for one reason or another, and I'm getting back to it and just want to eliminate excuses and stuff like that. Like, I just feel like I need get to hear your message. Good. I wear this shirt to the gym. I don't have it on now or I'd show it to you, and I don't really want to run to my closet, but I would show it. It says, nobody cares, work harder. I wear it all the time and I remind myself when I start bitching about stuff, because I'm human, I do it too. Nobody cares, dude. Work harder. And like Preston said, tell them what it means, Preston. You'll see DBAB. I'll let him say it. I have these shirts. I wish I don't have it here either. When I'm at the office, that's exactly what I needed to hear. Yeah, DBAB stands for Don't Be a Bitch. Yes sir. I want to talk to myself. Go out and get after it. Glad to help. Um, anybody else have a question before I roll I don't mind if you got one. I'm not in a rush, but give someone one more chance. He just had a comment. If you got anything, now's your shot. Don't be shy.

We'll take, we'll take one more, one more. If you guys don't have any questions, we got from Mr. John.

Tony, you trying to creep your hand up, dude? Is that what that is? Does anybody besides Tony have a question?

Because I knew that was coming. That's exactly what I was doing.

It was only coming because you expected it. Correct.

Might, might have heard you a couple times.

I'll let you go.

That'll be a good one.

By the way, if nobody else says it, I would actually pay money to see you at a networking event as an insurance agent.

Not now. Fucking slay it at a networking event. I do slay it at networking. You know how many events I go to a year now, dude?

That's what I'm saying.

Not now.

I'm saying when you were an agent, I would pay to see you.

They wouldn't let me in, bro. Bro. It would be like, you can't get in here.

If nobody does have a question, I'm gonna ask you from, from a level of— since Ben the Dude, you said you've been the dude. I struggle. I haven't, I haven't refined that part where I can actually have the conversation. How do you get to the point where you can talk to that agent.

What do you mean?

You have conversations all the time. You've had them with here, with here, and you're talking about— you, you said, you know how I can talk to you this way? Because I used to be that guy. I used to do those things. You know they exist in every single agency out there. Oh yeah, it drives me up the wall. And I mean, you, you, you were there, okay? You've seen me in that role. I've been that guy, okay? And now, you know, I'm trying, I'm trying to do this and trying to do that, you know, try, you know, and saying, okay, and I'm talking that way, but it's like it doesn't come off the same I know I'm shoving more people away than I'm— that I'm attracting into the business.

Yeah, at the—

yeah. Is it your agency or just random people you're saying?

But random people, I don't really care about, to be honest. I mean, they're, they're bad and they're like, you— and they need to go out. I'm saying from, yeah, within, within my group and, and this group as, as a whole as well. I don't want to come off as that guy that I'm, I'm the jerk guy that's always talking and talking down because I want to help, but I don't have that. You know, you— I didn't sit here and talk for an hour about how I used to listen to you, but I could take that when you were jagged and rough, and you aren't that way anymore. Something changed.

Yeah, I mean, dude, it's reps, you know. I wasn't afraid to say what I had on my mind. There's a couple combinations. Have you read The Five Levels of Leadership? Yeah, I mean, if you just look at that from a pure psychology standpoint, just most people look at me differently today than they did then, and maybe they look at me differently than they look at you, just because of pure psychology of how John Wetmore explains it. Sure. I mean, so that, that buys me a lot of grace. You know how much shit I can say?

100%.

Yeah, they think they like beg for it today.

Yes, yes.

You know, um, so part of it's that Um, and then part of it is the delivery of it, you know, and I just had to work on it, dude. Yeah, I mean, I was just being intentional, bro, and I'm not demeaning. I mean, I, I, I'm direct, but I don't suspect anyone in here felt like I was treating them like they're less than, you know what I mean? So I, I think where your struggle is, is you are really good at sales. And you do sit in your Hawaiian shirt and flip-flops and close 8 out of 10 people. I don't understand that. That was never me. I have a 40% close ratio, dude. I made $500 grand. I don't need to be a 90% close ratio guy. I don't give a shit, you know. So, and that's super relatable to a lot of people. You know what I'm saying? Whereas the way you teach it is, dude, close 8 out of 10, it's easy as shit. And I know you're working on it, and I understand. And to be clear, dude, I even— if I— I'll just be honest with you guys— if I sat 10 people, I'm taking 4 apps, but I'm probably only showing pricing to 5 and I'm closing 4. I'm not getting, I want to think about it 6 times like y'all are. I'm cutting bait. Correct. Does it make sense? So that's it. So I was really effing good. I just also pose it in a way that sounds more relatable. I was only closing 4 out of 10. The difference is the other 6, y'all spent an hour and a half begging them to buy insurance. I was gone in 6 minutes. Right. Does that make sense? And that wasn't from the beginning. That's where I got. Because I was willing to cut bait. Like, you don't see I want to think about it coming? If you don't see that coming, you're in the appointment like this, right?

Yes.

If you don't see I got no money coming, you're like this. You're not paying attention at all. Does that make sense? So it's like, dude, I— it didn't take long to figure that out. The psychology of this thing is so simple. And once I understood the psychology, to me it was like a superpower, dude. I could control the way someone speaks and behaves and, and reacts based on the way I word things. I'm like, yo, this is like, this is like a damn remote control. I just push the buttons and ESPN's on suddenly. I just push your buttons and you tell me everything I want to know suddenly. It's the same thing. I just understood it existed. And then I started studying it like a pro. So every time I speak to someone, I'm paying attention to the way they react. I'm watching body language. I'm watching if there's light bulb moments. I'm watching people's facial expressions on here. I see most people on here are disgusted with their own activity. I can see it on their faces. You know how many things I said that people bob their heads to in this call? Yeah, I mean, I can watch it. So as I was delivering messages early on, if I wasn't getting those confirmations and the versions of church and the amen, like that you get the validation from people. You know what I'm saying? If you're just paying attention, whether clients or agents. And I really, I just understood that from a basic common sense standpoint. So then when I start speaking to people, now I'm watching it. And if I don't get the reaction I want, if I don't get the understanding if I want, I don't get the clarity. I don't get the results. I don't get the— they didn't take it the way I wanted. I'm like, ooh, that one didn't work. And so over the course of now 12 years, a lot of the things I say and the stories and the analogies are just a culmination of the ones I know work. But when I say something in an event and it hits, dude, I write it down, bro. I'm like, oh, that one hit good. And then maybe next time I'll try a different delivery. I'm like, oh, I'm gonna use this analogy this week. I'm gonna use Maddox. I do. How often do I talk about Maddox in baseball? Maddox in golf, dude? It works like mega good. I use it a lot, you know what I mean? And when I want to tell people they're being a dipshit, I just talk about me being a dipshit first. Because when I say it about me, it's really easy to say it about y'all because now we're alike. It's creating, uh, it's like finding commonality like you do with clients. Yeah, this is sales, dude. All I did was just use sales tactics on everyone here. It's not that deep, you know what I mean? I just want people to hear things the way I was saying them. And early on, I would say them not paying attention to the way people hear. I would just say it based on how I like to hear things. And that's not always the way to do it, dude. So I think where you lack is you're not studying that as you go. You're just being Tony. Group. But Tony to Portia and Tony to Eddie are two totally different Tonys. But you're being one Tony, you know. Now, in a, in a big group, I have to be a little bit more surface level. I can't, I can't adapt to personality so well. So it's a lot more stories, analogies, examples that I know everyone relates to, you know what I mean? No different than in the house when they go, yeah, if you're like most of the clients that I sit with at your age, you probably need blah blah blah blah. It's the same thing, right? And so I just started paying attention to that, dude. So when you're talking one-on-one with people, you, you, you— there's no way you end the phone call and don't know they received it well or they received it poorly.

Agreed.

Okay, well, if they received it poorly, you fucked up. Correct. Deliver it different next time, or in the moment. No different than— it shouldn't take you to the end of the phone call to realize they're receiving it poorly. You should know along the way they're not tracking. Yeah, right. Use a different analogy. Dude, my bad, maybe that didn't make sense. Hey, how about this? And you just start tweaking the way you're saying. You just don't proceed. No different than you're like, hey man, why, you know, tell me the reason you filled this form out. Yeah, I was just curious. Yeah, okay, cool, makes sense. So anyway, here's the pricing. That ain't what we do, right? Does that make sense? You slow down and you're like, hey, wait, no, Sorry, I might have worded that wrong. So if you drop dead tomorrow, tell me what that looks like without insurance, and you reset, you know what I'm saying? So if I'm just getting kind of yes, I'm going to reset with the agent and just ask the question a better way, just like I did with dude a minute ago. You know what I mean? It's like 11 o'clock. What? No, do this.

This is it.

5 hours for those 4 things? It just doesn't— it didn't make sense to me. I wasn't just gonna let it go. And I'm not mad at it. I don't care what he does. I just wanted clarity because it didn't make sense to me. 40 dials from 11 AM to 9 PM doesn't make sense. Does it make sense? It doesn't. So I'm like, let's reset. Let me ask the question a better way. I asked it poorly. My bad. Let me, let me, you know what I mean? I just, I asked him questions that he couldn't get out of. And then he discovered the timing. He's like, I'm not a math dude, but he sure as shit knew when 10 hours, you can do a lot more than 40 phone calls. He knew one took 60 seconds. And then I'm like, oh, so you can only work 40, 50 minutes? That was because he didn't pick up what I was putting down the sentence before. I had to reset and get him to pick it up. Most of y'all would have just glossed over that and kept going. I wanted him to understand that's only a— it's barely an hour worth of work. Now you would have been like, bro, that's only an hour work. I'm like, no, no, he doesn't get it yet. The light bulb didn't go yet. Let me, let me ask it a different way, you know what I'm saying? Yeah, that's good. Yeah, so lots of reps. Be a professional at it. I'm telling you, I took mad notes, dude, and I would just study my notes on how people reacted to stuff. I have notes on my phone, like during part of this. I took some notes on the plane the other day. Literally, this is stuff I talked about, and I did not prepare this for this call. I was just taking notes about something I'm doing in 2 weeks that I'm starting to prep for. And as I was talking, I'm like, oh shit, let me hit that. I literally, dude, I take notes about— I mean, I have— I don't even know what the next one is, but I have 5 reasons you aren't growing. I don't even know what that was for. I was just thinking one day. I just take— look at— look how many notes are in here. It's just shit tons of stuff. I take notes all the time, dude, and I study stuff. I think about stuff. I think about delivery. I have 25 talks in here, and I'm just— I'm always paying attention, dude. You know, intentionality, bro. Intentionality will change your world. You're just kind of winging it, true? You know, such as most, most people in here. We wing most things, you know what I mean? We wing our diet. That's why most of us are fat, you know what I mean? We wing our studying of our career. That's why most of us are broke. We wing— we just wing it, dude, you know? Not a lot of good things happen when you just wing it. And I stopped winging it, you know what I mean? I'm like, nah, I'm not gonna— I'm not going that way anymore. I'mma slow down, be intentional, and that slow down to speed up concept has worked really good in my, in my world, you know. Makes sense.

Appreciate it.

Yep. All right, my dude, as always, Jalen, my dude.

I think that, I think that does it, John.

Need anything, anything I can help you with specifically?

Oh man, um, let me see here. I'm trying to highlight myself. Nah, man, this call was, um, really, really insightful. You know, I think that, uh, for me, you know, the $500,000— I always tell my guy, I said, man, $530,000 is nice, that's great, it's amazing, but, um, you know, you know what our goal is at, man. You know, plus a month, to me, not too soon, a month. So for me, it's just always keeping locked in and focused on what that is and bringing in more bodies and making sure that the agents are, um, getting what they need. And I think from, from this call, just being more honest and transparent and upfront with agents and letting them know exactly what they need to be doing is, uh, what stood out to me most on this. But It's nothing that you haven't told me before and talked to us about, you know, just being transparent and honest with people and letting them know like, hey, like, you're slipping, like, you need to put more activity and work in, you know. So that was helpful. That was really helpful, man.

Yeah, man.

Yeah, it was really helpful.

Next time I get on the call, I better be— better be— how about we gotta be at least 750? Oh yeah, at least 750.

Yeah, man, like, yeah, at least $750, man. We gotta definitely be at a million a month, you know.

Yeah, I can get some— get some help recruiting. I mean, everyone on here knows some people. Tap into that. You mean like anybody? Like, think, who in here knows someone that needs extra money? Look at that, bro. Yeah, who in here would give Jalen a name of someone that needs extra money? Look at that, you can double today, bro.

Thanks. Yeah, and I, I think that's kind of been, I think that's kind of been, um, one of our biggest, uh, flaws as well, is that most agents kept coming in, you know, we pretty much do a lot of our recruiting but really aren't pushing the building, you know what I mean?

That's not even push, I just asked 2 questions. True. I didn't ask them to build, I just asked them for who, if they know someone needs some extra money, if they give me a name. Right, I don't need them to do shit. Real talk, I don't need them to do anything, literally, dude. Just give me a name of someone I can help. They all know people that want to make more money. They know you know how to make money. Just because they ain't willing to do it and make changes and they're kind of lazy, you know, man, it doesn't mean their friends aren't. So get names and phone numbers of their friends. You want to see someone move? Bring their buddy in and watch them make— watch their buddy make $30 grand a month. They'll start moving.

That's real talk because that's actually what happened with me and Mike, you know, because I recruited Mike into the business and, um, he came in, did like $30,000, and then I was like, man, I got to go through $30,000 next month.

It works, dude. And, uh, I mean, and you're— and y'all are waiting for everyone else to start building. I'm like, I don't need them to build, I just need to know who they know. That's all I want. I want to know who they know. Because I can help them too, you know what I mean? And they're either do it or they won't, dude. You played sports. I know you're jacked and work out, but did you— what'd you play for sports?

Yeah, I played basketball and football.

Okay, I mean, think about this as someone trying to make a— I know, I know football better than basketball, so I'm gonna go that way. Either works though. But if— let's pretend— let's change insurance to football. So everyone in here wants to play football. How many of these people have any shot whatsoever making a team?

Depends on the roster.

They, they know the answer, bro.

Yeah.

So if this were tryouts for a football team, how well do they know the playbook? How well do they know the defense? How much are they lifting during the week? How much— how well are they watching their diet? Does that make sense? How well are they taking care of their health? Relative. Does that make sense? Things in insurance apply. We're just using football words instead. Yeah. Would any of y'all expect to make the team? But it's weird how many expect to be rich. Would any of you expect Jaylen to coach you in football if you didn't do those things? You didn't show up to practice, you didn't know the playbook, you don't even have cleats. Would you expect him to coach you? Yet they don't know their script, they don't know their underwriting, they don't know where to find the training, they don't know where the email is, they don't know their login, and yet they expect you to coach them and you say yes. Yeah, my dude, you ain't that good, bro. I love you, but you ain't that good. You ain't gonna make an all-star team with a bunch of people with no cleats that don't know the playbook, dude. That's real talk, right? Yeah, I ain't mad that they're here, but that's what they have weekend adult flag football for. Go dick around over there. I'm not mad, but you ain't making the pros. That makes sense. So hang out, cool, play on the playground, no one cares. But everyone wants access to top-level coaching. When they're at the playground, you know what I mean? I'm like, I mean, you can hang out, but you ain't getting my time. You don't go get me 30, 40 objections on the— a day on the phone. I ain't talking about phone script with you. What's the point? Is it gonna help? You get 2 objections today and you want to know phone script again? You want to role play? What? What? Everyone hung up on me. What do you say, Jalen?

What?

Define everyone. I mean, like, 4? What? You know what I mean? They run 6 appointments a week and they want in-home training.

Huh.

I just— and I'm not saying cut them off, right? But dude, how many videos do you have they can watch? Let them start there. Does that make sense?

For sure, 1000%.

You can't, you can't tweak footwork and where they do their shoulder and what they do with their elbow. You can't tweak any of that, dude, when they ain't putting in the work to begin with. It doesn't help and it just hurts you and it's draining mentally. And you're trying to make a superstar out of someone who's like that, you know what I mean? Effort-wise, so low. It's really hard for both ends without lots of reps and lots of mistakes. I mean, think how many times did you have to dribble a basketball before you got really good at it? How many shots did you have to make before the, the tweaks to your wrist and your elbow mattered? I mean, nothing, dude, if you don't know what you're doing. You know what I'm saying?

Yeah, that's real tough.

It's the reps and the mistakes combined with your coaching that make the magic happen. And if they, they ain't doing their part, why can't you just be honest and be like, dude, I don't— I mean, you're still gonna suck. I could give you all my stuff, you're still gonna suck next week with 6 appointments. I'm sorry, you're still going to suck next week if you present 6 times. That's the, that's the actual truth. And I wish more people in the industry would say that, because tell me someone running 6 appointments that print money, dude.

Nobody.

All right, so why are we pretending it's the script? It's the script combined with the activity combined with the coaching. That's where the magic is. It's like you need the trifecta of you, you know what I'm saying? So if y'all just get honest with that, that's how you get to the next level, dude. Whereas you're trying to drag people, dude, that gets heavy, bro, you know? Yeah, and if you're transparent about it, what's, what's to be mad about? Again, those expectations are there. I'm in, dude. You know how much I'll help someone that gets 40 objections on the phone tomorrow? Mm-hmm. One of y'all go get— goes and gets 40 objections on the phone tomorrow, I'll help you. No one will do it, dude. Makes sense.

Yes, that makes a lot of sense. It reminds me of that, uh, book Go for No. I read it years and years 100%.

100%.

Yeah, it makes a lot of sense. But now, John, I appreciate you, man. This is definitely helpful. We've all learned something on this call, um, especially myself. There's always room for growth. That's why we have, you know, people like John to come on here and speak and pour into us, is because he's here to share some reality to help us get to the next level. Um, you know, if you were convicted on this call, you know, it's a good conviction. Just take it, apply apply it so that way you guys can get to the next level. I know I'm going to apply it so we can get to the next level as an agency, as a team, so we can continue to keep growing and developing. I love every single person on this call. I know John loves you guys as well. That's why he was so vulnerable and was so honest with you guys, and he doesn't even know you guys. And, you know, one of the best things that we can do as leaders and, you know, people who set themselves up as leaders in the industry is always be honest and showing their love for us. So let's take this information, let's apply it, guys. And when we get to do that, we can make sure we can go out there and do it every single day. So John, I appreciate you, man. I love it. I know Mike had to get off the call with us, but man, so, so thank you. Grateful for you, man.

Send me the recording when you can. If y'all want any of the stuff I got going on, whether events or newsletter, just go to the website and register for stuff. It's all on there. I do all kinds of stuff for y'all. So Absolutely. Let me know.

Thank you so much.

Tag me on social. Those of y'all that actually do something big, let me know. I want to hear about it.

Thank you, man. Appreciate you.