This Sales Training Will Make You $10,000 PER WEEK (Insurance Sales in 2026)

We have the pleasure and honor of having John Wetmore on the call. If y'all could give him a thumbs up, make that thing pop up on the screen, and, and just listen, because he, again, one of the best in the business at doing what he does, and definitely, if not the best, in the top 2, because I can't really ever put anybody above Sean at explaining stuff to people and getting them to truly understand it. So dude, I'm honored and excited to have you on the call. I'll be here, but there's nobody better to rip than just— than you.

Well, cool, I appreciate having me on. We can, we can kind of go any direction y'all want with this. As always, I tell people, um, if you have questions along the way, feel free to put them in the chat and I'll see them when I can see them. Or if there's anything good, Frankie, just, just kind of stop me and let me know. Um, because I will just kind of let it rip. I haven't, I haven't prepared anything on purpose because I figure I know what people need. You know, you, you kind of see the leaderboards, man. And, and I remember, I remember early on, I'll say this, when, when we first started at FFL, I get lumped in with, with all of y'all that were here with Sean prior to the first convention was in Atlanta in 2015. It was the beginning of 2015. 2014 was the first full year and we had our first convention here and I was just a dude in the crowd at that event. I was not nobody. I was just the part-time accountant kid that worked with the other, with Mike and them. You know, so nobody, nobody really knew me. And when I, when I got there, um, I saw folks on stage, you know, that were making great money. Frankie was one of the ones speaking on stage. I learned how to do cashback mortgage protection that year, bro. And I lit it up in 2015 selling that. I sold the mother effing snot out of that product when I learned that from you. And I learned other things from other people, but I say all that to say, like, I feel like I was, if not the first, one of the very first products of the FFL system because I was not on stage at that, at that part of my career. I was just kind of here, and because my Arky came, you know, I mean, I was just, I was sort of along for the ride. So I have been here since the very first day, um, that, that, that the company was created. My agent number, the AmeriCo number, FFL 013. So I was the 13th person contracted here, um, originally. So, you know, I've seen a lot of stuff and I've made a lot of mistakes, and I try to do my best to just share what I've learned and how I've learned it. Um, and you know, that, that first year, man, what I, what I really learned coming into, coming into that year is I got— I had my license, I got my license in 2010, March of 2010. That event was, uh, February, January, February, or whatever of 2015. So I spent 5 years and I was not on the top of anybody's leaderboard in, in those first 5 years. That first year we were in business, 2014, my team total for the year, Frankie, all of 2014, was $179,000 for the year for my whole team. And John Wetmore issue paid was like $170,000 of it. So the team did like— and it was like 6 people. It took 6 people to issue another $9,000 for the year. And I made a crack over $100,000 that year. Um, and at Leeds I probably netted $80 grand. But I remember seeing y'all on stage and a lot of you guys were making multiple six figures, and I remember going, not only do I want that, I want to be on that stage. That's what I want. I want what they got. Um, and I, I never believed that I couldn't figure it out if y'all were just willing to keep sharing all the stuff that you were saying, you know. So I just learned that I had to I had to stop thinking the way I was thinking because that had got me nowhere in the first 5 years in the space. In fact, hell, the first time I dialed, I quit for 2 years. I share that a lot. I think I made like 30 or 40 dials my first dial session. Everyone hung up on me and I went back to my accounting job for 2 years. Um, and I didn't come back in until, until I sold my first policy. It took me 2 and a half years to sell my first policy. So from March of 2010, I didn't sell my first policy till August of 2012. Um, yeah, I was a killer, bro, from, from the jump. And, um, I, I think a lot of people miss that, you know. And what I, what I would say is I realized pretty quickly after that first event, thankful to you and some others that, that were willing to have conversations with me, kind of told me I wasn't doing what it took, you know. Um, and for me, when I, when I looked at what I was doing and how many appointments I was running, I'll never forget, dude. And I share this all the time just because it, it still sits with me to this day. After Mark spoke that year, um, and I got to ask him, I couldn't figure out how to go from like $12K to $14K. I didn't know how to get to $20K. I just didn't know how to, I was like, what step am I missing? What leads do I buy? What time do I call them? What, What area do you run? What time? And I was just— I was that analytical, overthinking everything dude. And, um, when I started looking at kind of behind the scenes of what y'all were doing, I realized although y'all were better at sales, you were calling and speaking to and presenting to significantly more people than I was. And I wasn't afraid of hard work in my life. I mean, I had my first kid at 16, bro. I've been working hard since I was in high school. Like, working 70 hours a week is just what I've done my whole life. I didn't know any better. For some reason, when I came here, I don't know, man, if I got 10 leads, I didn't understand why all 10 didn't pick up and buy insurance for some unknown reason, you know what I mean? I just— and a lot of people are laughing, but I'm like, y'all motherfuckers do it too, you know? Um, and, and so I had to have a reality check, dude. And I looked at kind of where my numbers were at, and when I, when I wrote the book, I put a lot of this stuff out there. That I think being analytical helped me in a way that when I looked at my, my first year, which was part-time, I was only making like $5,000 a month, Frankie, at the time. And, um, but I was only making like, dude, like 300 phone calls a month. Like a month, which was like 75, maybe 100 a week on a busy week.

You know what I mean?

A lot of people do that crap and they're confused. When I started looking at stuff, I was like, all right, that's really bad. But somehow, dude, the accountant in me came out and I decided to look at the $5,000 relative to how many phone calls I made. And I think it's the fourth chapter in the book, it's called 17, the Number That Changed My Life. And I learned that $300 divided into $5,000, whatever the math is, it was— it came out to $17. Every time I made a phone call. If I deposit $5,000 and I made X amount of phone calls, to me the math just said every time I called someone, I made $17. And I used to get really frustrated by being hung up on or being told no or being told whatever, getting whatever objection you all get, getting a door slammed in our face back in the day before telesales. And that stuff used to— I used to like legit lose my mind, bro. Like mentally I would break down. And the day I realized I made $17 every time I called someone, and that was inclusive of all the shit I was used to dealing with, like that included the chargebacks, it included the no-shows, it included all the stuff, because it was an activity and it was a deposit number. I was like, wait, that dude that hung up on me and told me to fuck off, I still made $17. In my head, in this whole journey for me has, has been me tricking myself into activity equals a deposit. I may not make the deposit today. That's why I still work. People still do. People still ask you why you work so hard after the Integrity thing. People still ask why I work. I'm like, activity equals deposit. Still to me, I just may not get the deposit today, you know? And that simple concept is what catapulted my career here, dude. And I just turned—

you know what Jamie said to me the other day?

Huh?

We had somebody whining about they worked 2 or 3 days without making a sale. She's like, dude, like, no, no, no businesses pay weekly anymore. It's all biweekly. So you work 14—

you work 2 weeks straight. Don't get me wrong, 100%.

I'm going like, dude, I never thought— like, you know what I'm saying? Like, that's wild to me.

Yeah. Or you hear people that want consistent money, so I'm gonna get a job. I'm like, yo, it's pretty damn consistent when you pick up the phone and sell every day. You get paid every day. Like, you can have consistent and guaranteed money here too, you know? And I come from employee mindset. I was an employee for 20 years before I got into— I did nothing sales. I never did anything like this. I played in the mortgage industry for half a minute when it was all refinances, but I lost everything during that stage. I won't get into that. But I say all that to say, when I turned this thing into a numbers game, what that did for me, Frankie, was it removed the emotion. I stopped caring about the emotion in the moment because I convinced myself that that moment still paid me. You know, I just, I just can convince myself of that. And, you know, once I understood that activity equaled money for me, then I started looking at what activities don't make me money. Things like watching TV and football and sleeping in and all those things. And I decided to give those things up. Because once I understood that a phone call equaled money, I had a really hard time not making phone calls after that. I just felt bad and I felt guilty that I was sitting around not making money, you know, even though again, you may not get the deposit necessarily that day. So for me, I just started going at this thing at a different level. I decided that I was going to be the first one on dials. I decided I was going to be the last one on dials if I had to be. And I decided I was just going to run more appointments than anyone else around me, no matter what it took. Because then I did one day, I did the math on appointments, bro. Every time I booked an appointment, I learned it equaled $300 in my pocket. That's just what the math said, you know? So I'm like, yo, if I booked $10K a week— Sean started screaming that at us years ago. I was like, all right, well, 30 appointments, $300, $10K, easy math. Let me just go play that game. So what changed for me in 2015, going from very mediocre for 5 years to hitting and actually kind of smashing, not, not very Hall of Fame— I, I say smash, I did 468 or whatever that year, um, back before it was cool. Now, now some people do it in a month, but back then there were only like 5 of us that did it, you know. Um, and I just started, I started going, all right, how do I make this a game? And I figured out that I wanted that year, I wanted to make $250 grand going into 2015. I was like, that's my goal. How can I reverse engineer it? And I said, all right, $1,000 an app, I need 250 apps. It's not that deep, common sense. How do I get 250 apps? Well, if I got a 25% close ratio, I got to see 1,000 people. See 1,000 people, close 25% of them, that's 250 people over the course of the year. But I don't see everybody I book, so I better bake that in. For me to see $1,000, I better book $1,500. So if I book $1,500, see $1,000, close $250, great year, I make $250 G's. But I didn't know, Frankie, was when you do a lot of reps, you get really freaking good, and then momentum starts to kick in. And I took like 400-something apps that year instead of the 250. So I messed up and overshot my goal by $200 grand. You know, and I didn't have a great closing ratio. I still don't. I'm gonna share my numbers now from telesales, dude. My close ratio is ass relative to people you see on Instagram pretending they close everybody. Um, you know, but that, that, that catapulted me into just a different level of, of income. And then I, I looked at it and I was like, no offense to all the people who train really good on the 17 sales steps to success and all that shit. I was like, why didn't nobody tell me it was more about the activity before? Even though some of y'all said it, it just never hit for me. I just— it didn't click. Um, you know, and that, that's what really catapulted the growth of, of, of the agency too. You know, people see a ding dong like me going out and knocking down a half million bucks, and I'm like, how'd you— and they're like, how'd you do it? I'm like, I just did the same thing I did last year where I sucked. I just sucked more often. And I sucked every day and I didn't take any days off. I just sucked every day of the year. I sucked 14 times more than you last year, which meant I tripped over more sales and I was okay with that, dude. I'm not the guy that's trying to get 90% to show up. I'm not trying to get a 90. Now I want my shit to stick on the books that I figured out how to do too, but I don't have to sell everyone and y'all don't either. And I think that's, that's, that's something that people misinterpret. Really bad, dude. And it's, again, it's cool to watch people on Instagram and then there's some people in here who probably have really high close ratios. I ain't mad at them. I give them a high five and I get the hell out of their way. That ain't John Wetmore. I'll answer that in a little bit, Adam, how to stick. You the same Adam that DMs me on Facebook? You the same guy, Adam Ellis? That name sounds familiar. Anyway, so for me, once I understood and I could make this a game, It was like— that was like Monopoly to me. I played Monopoly as a kid, bro, and my whole strategy was buy everything I land on. I didn't have to— some people only buy it if like they only buy the green one if they already have a green one, you know what I mean? They only buy the blue one if they already got— and everybody only wants Park. I'm like, nah, if I land on it, I'm buying it. Why? If I own more of the board, you're more likely to land on my shit and pay me rent, you know? And this, this became that for me. And when it became a game of numbers— and it's not that I don't care for clients, and I'm not confused on what we what we're doing, how it helps people, all that's there. But being honest, if that thing paid minimum wage, I wouldn't do this. So the care was not at the top of the list for me. It was potential to change my family situation, you know. And, and that's all I've taught, dude. I can teach people sales, I can teach people how to get business to stick, but what I've learned, man, is if you only talk— in today's world, if you're only talking to a few people a day you're gonna be broke forever. It— you will be broke forever if you only speak to a few people a day in this space. I just don't know how to say it more clearly. If you aren't presenting 6, 7, 8+ times a day— again, I'm not talking to y'all outliers and those, those ones over there, y'all do you. For the rest of us, normal human beings, if you ain't presenting 6, 7, 8 times a day you're not playing the game right. I promise you, you're not. You're just— especially if you're not good. If you're not good, you got to do more. Hell, the people that are killing it are trying to do 6, 7, 8 presentations a day, you know. So if you're mediocre and you're talking to 2 people on Monday and 1 on Tuesday and none on Wednesday and 2 on Thursday, dude, this is just— I just— you'll make a few bucks, but it's going to be really inconsistent for the rest of time. That's what I've learned, Frankie. You just— you're not getting out of it. And again, for the one person who says he can, I just— I don't know how I— what do you want me to do? Like, some people can dunk from the free throw line, dude. I'm not one of them, you know what I mean? And I'm not trying to be. So I, I say all that to kind of preface for those that are confused that I'm very big on activity. If you can see the hoodies, like, do more. And GSD is the nice version of just get some— I saw a kid in here, so I'll try to be careful. Just get some stuff done. Y'all know my language, right? And, and I, I believe in that, and, and it's worked for me, and it's attracted a lot of people. And I've helped a lot of people get really rich in this space, just tricking them mentally to find a way to do more activity that counts. And some of y'all do activity that doesn't count. Don't, don't be sorry about little ones. I love baby. I'd rather be on here talking to the babies. So don't, don't make the babies— the babies are good. Babies are always allowed when I'm on, always. They can unmute, they can scream, I don't care. They can throw up on the screen. The babies are not going to be a problem. I have 5 of them and they're all grown assholes now, and I miss babies. So let them be here. For those of you that have followed me for a while, you know I've helped build this agency up to over $200 million in paid annual premium per year. We have over 5,000 agents a year that sell, and I am rebuilding. We're building a new base shop, helping people build big agencies, get to multi-seven figures in income, or producers that want to, that want to just sell and get to a multi-six-figure sales career. Hit me up. I'm hiring direct. I'm looking to train and mentor winners that want to work their ass off and build something dope. Click on the link below, or you can go to JohnWetmore.com/join and put in your application. We'll see if I'd be interested in working with you. DM me, hit me up, whatever you like. You know, so I think, Frankie, what, what I'll kind of fast forward— I'm going to skip, skip around a little bit. I remember in, I remember in 2019, bro, I got back in the field. Remember when I did it last time? I don't know if you remember, but I got back in the field in 2019 after I had been out of the field. I got out of the field in the end of 2016, so I, that whole setup was there. I sold full-time, and I'm really proud of this, dude. I might have been one of the later ones to get figured out at FFL, I was the second one at FFL out of the field when we weren't allowed to get out of the field. And I was only second by like a couple of weeks, you know, because I learned, I learned not only how to make enough money for myself, but I started teaching it at a really basic, simple level. And if you didn't do the core things, I just was like, dude, you're going to be broke. Why are you asking me questions? Because none of the questions matter if you don't do what it takes. And I'll say I have a whole talk on it, so I won't, I won't go too deep into it. It's on my, it's on my YouTube page. Um, and I did it. And if anyone wants to, just if you can't find it, it's really easy to find. But I did it in July. It's on my YouTube. I did it at the 8%, um, conference. But the main 4 pillars that I, that I teach is if you can't figure out lead flow, number 1, lead flow is the key to everything. If you can't figure out lead flow, and lead flow, and I teach it in this order, this is the order in which I teach how to do this business. Lead flow, number 1. You have to have lead flow figured out and be honest, dude, it's always a moving target. It's a little bit of a bitch to figure out. It changes with time. It's always going to evolve. There's no master. There's no magic lead. It's just not how it works. But you've got to have lead flow down. If you don't have constant people to speak to coming into your world, this will be inconsistent. That I know for sure. Number 2 is work and defined work, moneymaking activity. 40 hours of prospecting and presenting. 40 hours of prospecting and presenting. I give myself credit for 1 minute per phone call. I used to give myself credit for an hour presentation, but on the phone I've learned it don't take anywhere near that. So y'all do you, meaning if you're making 600 phone calls a week, do the math. You can, you can fit 10 hours. If you're doing 20 presentations at an hour, it's 20 hours. And everywhere I go, dude, I'm like, how many people are doing more than 20 presentations a week? It's almost no one. So meaning if you're presenting 10 hours a week on telesales, especially final expense, dude, they're like 30 minutes a pop. So if you're presenting 10 times a week, you only worked 5 hours presenting. Does that make sense? So I'm a nerd with math. 40 hours prospecting and presenting. Nothing else counts. Unless you're recruiting, that'll give you extra credit. Prospecting and presenting, 40 hours. So this doesn't count. This ain't part of your 40 hours. This is like training, going to night school, right? Calling the carriers, that shit don't count. Reading your script 17 times, that don't count. Organizing your CRM, that don't count. Printing leads, that don't count. Calling Frankie, that don't count. 40 hours prospecting and presenting. Or it will be inconsistent. Okay, so that's number 2. Number 3 is training, meaning work on your craft. Everywhere I go, dude, I'm like, do you— people that are bad, I'm like, do you listen to your own recordings? No one does, dude. I'm like, you don't work on your own skill set? That'd be like an athlete not watching film and seeing where they went wrong on the field. It makes no sense to me whatsoever that y'all don't record your stuff and listen to it and compare it to what we say on the trainings. Right? And then number 4 is coaching, meaning getting help from someone, right? Hey, I did this and I— here's what I listened to on my call and here's what you said and didn't work out. And da da da, hey Frankie, this is what I tried, it didn't quite work. Hey, what would you do here? Now what's the problem, Frankie, with those 4? Everyone wants it in reverse order. They want the coaching first because they don't want to train. They want you to give them the answer. Then they want to train so they don't have to do the work, and then they limp in or don't buy leads at the end. They want that to be last. Everyone wants to do this thing in reverse order, dude. And I'm like, nah, dude, lead flow, 40 hours of the right work, training on your own, then coaching. That's how it works. That's the only way this thing works for me. I just— it doesn't work any other way. I don't know how to make it work any other way, bro. You know, I'm being real. If you ain't doing your own training, I ain't your guy to call for coaching. You ain't got like me. I promise you that. Like, you don't, you don't fit. Like, again, you got people been here 6 months, 12 months, 18 months, and they don't know basic underwriting guides, dude. They don't know their agent numbers. They don't know what carriers do. They don't like, what are we doing? You want to be rich and you don't study your craft. I just find it confusing, dude. And be clear, I was one of them. That's why I scream it from the rooftop, right? So I think if you get those things down in order and you master those, you'll mess up and make money, right? So I say all that to say, I figured that out those first 2 years. I started teaching it that way. We blew up, dude. I got to 7 figures of my own pen in income without writing on my own pen in 2017, 2018, 2019, all 7-figure years. 2019, 2018, Facebook leads come out. Remember when that started? Oh yeah.

Oh bro.

And you would think that the world was going to end in insurance. Everyone was like, insurance is over. There's no more money in insurance. We can't make money in insurance anymore because direct mail was kind of getting watered down and Facebook digital leads were becoming a thing. And, uh, I remember, dude, a guy that you would know if I said his name, but I'll be nice today. I didn't say his name, but he was in my group. And he would pop off to me sometimes and be like, you don't know, you didn't call Facebook leads, you only worked in the field, you had the easy leads. And after hearing that a couple times, I got pissed and I called his buddy who made the leads for him and his group, and I was like, yo, get me leads. And I went back in the field that Monday, and over the course of the next 3 weeks, working only like 9 to 5, dude, Final Expense in the field, issued like 20-something grand, barely doing this on Facebook leads. Right. Everyone from that point forward never complained again. And our business went from— we did a million. That January 2019 was the first month we hit a million. By the end of '19, we were doing $2.5 million. Meaning leading from the front does something. For those of y'all that are trying to figure that out, do 3 weeks, bro, showing that it can be done. We blew up, like blew up. And that's when Integrity came. I signed at the end of 2019. I became official, and I signed the LOI at the end of 2019. We official in 2020, right? So now we fast forward to this year, and now people are trying to convince me that telesales is hard, dude. And I want to, I want to take like some people nicely— none of the females, no one with kids, not a single mom— but I do want to take people and I want to smash their head against the wall because I'm like, dude, there are people that are looking for insurance. And I've had a couple people be like, well, you don't know, you didn't do it. How do you, how do you just, how do you present without booking an appointment? I'm like, you know the part where you say, hey, are you available tomorrow at 2 or 4? Just don't say that part. The rest is exactly the same. There's nothing different about the presentation, literally nothing, whether you're, if you used to book appointments or one could. This, I was like, it's So anyway, a few people popped off and I'm like, all right, well, give me some leads, bro. So I started getting leads and I ain't done this, dude. I've never done an e-app. I don't know anything about underwriting. And dude, I haven't been— I haven't sold full-time in 10 years. I don't know nothing about nothing. I don't know who the carriers are. I don't log into the portals. I don't know one thing about how any of that shit works, straight up. So I was like a newbie, bro. I get in the field the end of 2017. Or the end of September, sorry, end of September, just 8-10 weeks ago. And so far since then, I've issued $81,359, basically October and November, the first 2 weeks of December, so 10 weeks, you know, all telesales. Now people, people now is catching on social, people are seeing it like, what the hell are you doing, whatever. And every, almost every message I get, dude, Do you know what they ask?

What type of lead you're using, bro?

Every mother effing one of them. That's the question. And my response to every single person who asked me— I apologize if you're one that asked me— I say, all the ones that you say suck is what I'm ordering, bro. I have closed— that's all I've done to literally was just to prove people wrong. I've closed ILC leads. I've closed GOAT leads, I've called call-in leads, I've closed age leads, I've called referrals, I've called vets, I've called regular final— and I've only done— this is only final expense. I've not done a mortgage lead, an IUL lead, an annuity, nothing. This is straight final expense, dude. And I'm ordering the cheap final expense leads, bro. I ain't even going with them exclusive golden shiny— I ain't messing with none of that, dude. $18 to $20 final expense leads, bro. I'm getting 50 a week and I'm throwing some age stuff into the, into it, in, into the mix, you know. And it's like $82 grand and it's— there's, there's not one lead type that kills it. I've sold about the same amount roughly with every lead type. There's not—

they're—

none are magically better than the others. It's just now activity, what are the numbers, bro? I'm talking a lot more people than most. I had something like, I think, I think last time I looked at it, I'm looking at it kind of now, I have it almost, I don't have it fully dialed in, but it's close. I've, I've scheduled like 200, a little over 200 appointments. This is without one-call close attempts because I've been trying to figure out some people book appointments, some do one-call closes. So I'm playing with both, right? I've booked 200. Only, plus I've done like probably, I don't know, maybe 100 one-call close attempts. I've only presented to 100 people. So nearly two-thirds are not showing up for John Wetmore. Okay. Just is what it is, dude. I've only wrote, I'm at 50. Let me look. I sold two more today. I'm at 51 applications for $82K. All right. And it's been like, I think total leads has probably been— I'm getting like mostly like 50 a week, $1,000 a week or whatever. Nothing crazy. At the beginning, I was trying to toy with a few extra, but it's been, you know, I think when I did the math the other day, I'm closing under— Frankie, under 10% of the leads I receive is over 5%, under 10%, like 7.5% of the lead. Meaning if I receive 100 leads, I'm only closing 7. Right now, my total lead spend— people go, what did you spend? Now I've overspent a little bit because I've tried a bunch of different things. So I've spent $20 grand, I've made $82. I had, I had, I think last time I looked on whoever said the— yeah, 93 nos. I've had at least 93 nos, bro. Much less— oh dude, I get told no left and right, but I don't give a rip. Why? Because they still pay me. I still get paid. I still get paid. I'm— my close ratio is like 40%, dude, but I'm 4x my money in 10 weeks. I don't need to be the number one close guy, you know. People go, I had a lot of no-shows. All right, how many? I think I had 32 last week. How many did you have? And be clear, if I do my own math, Frankie, if I take my book and do the dial a minute, that the whole— the presentation, my math comes— I'm doing in 16 hours a week, bro. If I count 1 minute per dial, and I'm still— my math, my spreadsheet— y'all have a lot of— y'all have it, the tracker. I haven't updated it yet. It still counts as an hour presentation. So when I do my own math, your boy ain't doing 40 hours of this thing. First month in, I decided to start building a new base shop maybe like 6 months ago, bro. And, uh, we had— my base shop did $14,000 for the whole month of May direct to me. We're at, uh, I think we did 3— we're at 3-something in November, right? So I roll out, roll out a retirement sale. I was the number one producer in my base shop, dude, the first month. I've been at the top of the leaderboard week in and week out, and I'm like, y'all got to be embarrassed. Y'all got to be. How am I making more? And it's not because— now, is there a skill set thing there? Yeah, if you did the math, 50 apps, $82 grand, my average AP is high. I ain't your $800 AP guy. Why? I show the most they're eligible for every time. Every time. I show the most you're eligible for is $50K, $40K, whatever, depending on the carrier. Naturally, I show that every single time. I don't go, $5 grand is this, then $10 grand is this, then $15 grand, $8, $10, $12. I don't do none of that stuff. I learned that a long time ago. That don't work. Yes, by the way, for those that are wondering, I use this thing right here, this cell phone right here, like that little sucker. I just pick it up and dial. Now, have I tried a dialer? Yes. Can I make more phone calls with a dialer? Yes. Does anyone pick up? No, not for me. This works like fucking magic though. This gets me more than anything. They're all on Zoom. All of them are recorded. I do this live in my Discord every day. If anyone wants to watch, you can come join it. It's free. There's nothing there. We put all the stuff on YouTube. I got the videos out. All of it's recorded, Frankie, because I made the mistake of the first time around in the field. I didn't record nothing. So there's no proof of it other than lead boards. You know, it just— social wasn't what it was, what it is today back then. So we don't have that. So this time I'm like, if you go to johnwetmore.com/discord, johnwetmore.com/discord, you can get in mine. I don't know my username, to be honest. Discord's weird. It's my young little 20-something-year-old agents and office guy, they set it all up. They just told me that's what the cool kids use, so I said set it up, I'll go live wherever you want. So I don't understand the names and the weird nicknames. I don't know how any of that works. But johnwetmore.com/discord. It'll get you in if you decide you want to dial with us. We have to give you a little bit more access, but that, that will let you watch. So if y'all want more access, like Clint was in dialing with us the other day, which was awesome. Um, you know, so for me, what I will say, Frankie, is I have certainly learned how to, how to take some skill set and get bigger premium. Why, dude? I replaced a lot of policies, bro. I think like 40% of my sales are policy replacements. I've learned that on telesales, dude, nobody asked jack shit about the current policies. And when they do find out about the current policies, they somehow and for some reason believe the client and think that they're all set. Dude, I'm on the phone on 3-way with insurance companies every single day. Every single day, dude, I get on 3-way, I find out they got a policy. I'm like, hey, how much you got? How long you had it? What's the cost? Many of them either make something up or don't know or half know. Dude, I get on the phone and I let the carrier tell them what it really is, whether it's expiring or going away or it's a term or whatever. I could do a whole training with that, um, but there's a lot of opportunity that a lot of y'all are skipping over. Most people I'm learning, dude, aren't doing a proper financial inventory at all. They aren't doing much of anything, you know. So that, that's, that's leaving me a ton of opportunity, dude. I'm putting people in way better spots. And I, I love y'all. Y'all know what the average agent out there that's calling leads like on a scale of 1 to 10 how good they are? The average agent is trash. So we're calling behind statistically someone who sucks at this, you know? And the second they hear like, I have neuropathy, they run the guaranteed issue, you know what I mean? I had a heart issue, guaranteed issue. Y'all know the carriers out there cover heart stuff like yesterday. Like, yes, bro, congestive heart failure, dude, you can cover that now? Like, what? That did not exist back in the day, bro. You can be— you can be diabetic neuropathy and have a heart attack and still get day one coverage. What are we talking about? Why are y'all writing so much guaranteed issue out there? I can't— I can't wrap my head around it, dude. And now in today's world, bro, dude, you can un— I, I do this. I think a lot of people are afraid of it, bro, but One of the hacks that I'm doing, dude, that's really simple. I don't quote before I get their social and stuff. I get their social and I run underwriting and then I give quotes. I get an approval before I give pricing. Not soft check, hard check. When, hey, one of the carriers, it's a real approval. It ain't no soft check. One's a soft check, one's a real check. If they're pretty healthy, I'll do the soft check guy. If they're not really healthy and they'll take a little bit sickness day one, I go, I go there. And bro, that's been like money for me, you know. And so, and that gets me out of the objection sooner. So if they're going to give me the social objection, I get it 6 minutes in instead of 36 minutes in. I'd rather have it now than later.

Yeah.

So I mean, my, my presentation is a short dude. I'm finding out a quick why. I'm finding out their health stuff. I'm grabbing their social. I'm doing an underwrite. I'm, I'm in someone's social and in underwriting and under 10 minutes, you know, and then it takes me 15, 20 minutes to wrap up the application and say my niceties and move on.

Um, and I'm saying, like, can you explain a little bit why it's so important to do the proper financial inventory? What, what that does for you with the client, the relationship, and all the above? Because I agree with you a million percent.

Yeah, just, it gives you so much information, man. Um, like, it's like, how do you— can you imagine walking into a doctor's office and they don't ask you nothing about your health before they go, here, take this, do you want this pill or this pill? All right, thanks for coming in, Crystal. Do you want— do you want this pill or that pill? I won't name pills because I don't— I'll get— it'll get weird. But you know what I mean? Like, which pills do you want? It'd be like, bro, don't you want to know what's wrong with me first? It'd be really awkward, you know. I, I just— I think for me it's a lot of common sense, but I think, I think agents are like weirdly scared. So I think what they're missing is the setting expectations part. So I think they know they need to ask. I'm guessing that people are uncomfortable with it, and then maybe the client sounds somewhat confused on why they need that information. So I'm seeing that a lot where clients go, what's that have to do with anything? Well, dude, if you didn't explain why you got to ask the information, it is going to be weird. You're the dummy that didn't tell them upfront, you know? So for me, it's like, hi Frankie. Um, and again, we can do whatever level of presentation you want, but hey, it looks like you filled out this thing for some insurance, yada yada. Um, I guess give me a little rundown due to what you were thinking. Do you have any insurance now or are we working with nothing at all? That's always my first question. And when they go, nothing at all, I go, oh damn, uh-oh, why not? You been real sick or you just been putting it off? I never get, I've been real sick, almost ever. Sometimes I get, I get some health issues. Majority of the time they say, I've been putting it off. It's like, all right, Frankie, what's got you decided to not stop putting it off today? What changed? Something happened in life? You start getting stories, dude. This time of year especially, those of y'all afraid to sell during the holidays, Dude, people get holidays objections and they lose their mind. I'm like, you know what's 10x more powerful than worrying about holiday objections? Think about your own lives. You've all seen people at Thanksgiving and Christmas parties the last few weeks, right? And a majority of those people you haven't seen since last year. How many of the people you've seen are healthier and better looking and in better shape than they were last year? Or they all older and sicker, and some of them dead. There's some people at last year's party that ain't at this year's party. Fair. And there's some people walking with a limp and a cane this year that weren't last year. And there's some people with heart issues this year that didn't, that didn't have it last year. So these folks are seeing stuff this time of year, like, at a really high level. So when I go like, uh-oh, did something happen in your life that triggered this today? Dude, I'm getting all kinds of stories about people dying, all kinds of stories. That's the best why you're going to get. And I know that's not the financial inventory question, but it leads to it, right? So for me, I'm finding out that there. And again, do you have none or not? And then if they do have some, Frankie, I'm like, all right, you have some. I go, all right, so what made you figure out that it's not enough? Did something happen in life? It's the same question. I just reword it. You know what I mean? Either way, they're coming to me for something. And so I get them talking and they just, they give you the why. Now, some don't. I get it, dude. I'd probably hang up on them and move on. Who cares? You know, because again, numbers game. If you're in the insurance space and trying to build an agency, or you're trying to like break records in sales, just hit new levels, new heights, click the link below to apply to my consulting and coaching program that I have out there. I'm helping tons of people get to levels, get to new income heights, help them build their teams, put systems in place, staffing stuff, recruiting processes, automations, um, and just teaching people how to get to a point where they're selling on their own pen, 30, 40, 50 grand a month. And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability you can. There is an application process. I'm only looking to work with like high-end people who really wanna make big things happen. Couple recent clients clients that we've had in the, in the coaching program. One dude as an individual went from selling like $8,000 a month, barely getting by, about to quit the industry, found the book, hit me up direct, started the coaching program, went to $35K his first month, has issued like $150K in the last 90 days and has changed the trajectory of his career. Working with another agency builder, very first month went from doing like $800,000 a month to almost $1.1 million. We added like 10 or 15% production in 30 days and continue to work on things there. So if you're interested, click the link, apply, and if you're a fit, I'll reach out. So for me, from there, dude, I think as I start going, they give me a little bit of like why we're talking. I go, all right, Frankie, well, here's what we got to do. I got to run through some like personal questions, some health questions, because what we do, I work with like the top 40 insurance companies in the country. And I'm actually going to like figure out not only what you're eligible for, but once I figure this thing out with some questions, it's going to pop up on my screen all the options for you. That way you don't have to do calls like this like 25 times to figure out the best deal. Is that cool?

Fantastic.

And they go, oh yeah, great. I'm like, yeah, I know you don't want to do this a bunch. So again, I'm going to go through some health stuff and some personal stuff real quick just so I can— some of these carriers, they have limitations. Right, so do you have any insurance now, and how much do you have? Because not all of them allow you to— which is true, you can't, you can't go to each carrier and get as much as you want, right? So I just put it out there, right? So I think if you start framing why you're asking a question, it allows the person to openly give you more information about their policy. Why do I need to know about their policy? Because the insurance companies have limitations. They only let you get so much. So how much you got now? All right. I can use that with banking and I will get to your financial inventory thing. But when I get— when I go— when you start prefacing banking thing, because I know that's going to be an issue and I don't do it early, but I use this at the right point. I go, hey, so Frankie, as I'm going to look around at these different companies, man, it's a lot like stores, man. You ever been to a store where like some accept cash, some don't, some take Amex, some don't? Well, the insurance companies work the same way. All of them take a checking or savings account. Not all of them accept that Social Security card. Do you have both, or you only working with the Social Security card? Dude, they'll tell you like that. It's an easier way to find out what they got going on so I know down the road what I'm working with, right? And then I think for me, man, the financial inventory— again, I preface it that I got to ask the stuff I mean, dude, most of these people— again, certainly if you're working vets, they got a couple sources of income, but basic final expense, they got Social Security. So I go, you work and retired or disabled, bro? 75% of them say disabled. Let's be real, most of y'all probably aren't asking that question, but 75% of them say they're disabled. I go, all right, um, got it. I assume you're on Social Security income? Yep. How much they send you every month? They tell you the amount. All right. Any other sources of income? Is that it?

Nope.

That's it. All right. So fixed income, you're working on a budget. I got it. Makes sense. So I'm going to, again, I'm going to work with all these different companies, find you the best deal. Is that cool? And just lots of soft checks, dude. Lots of soft checks. I can certainly go do the old school. Do you got anything else that when you die that acts like life insurance, any retirement, 401s, IRAs, things like that? The reality is, dude, a lot of them don't, especially on a low-level final expense deal, but you find some. You know, I wrote a single premium, uh, one of them was a single premium deal. They had some money, so I wrote one of those. That was cool. I didn't know the commission on that sucker. Holy moly, that was like 16, 18%, something crazy like that. Boom, you know, 30-something grand, dude, pay me like 6 G's. Um, so yeah, for me it's the framing of it, right? So once the framing of it and they go, all right, cool, you can ask the questions, here's my income, here's my situation, here's my current insurance. Here's the story on why I'm looking. Now I'm like, all right, Frankie, well, here's what I'm going to do next. And I kind of prefaced it earlier. All right, I'm actually going to get a little bit more of your personal information. I'm actually going to pull your medical stuff now. That way I can see what you're eligible for. I can get you an approval and then we'll work on pricing and budget and all that stuff in just a few minutes. Is that cool? Dude, they say yes. I got it. And dude, I'm in the app at this point. I got the app open, I plug it in, and you do the basic stuff. Name, which— give me your address. Uh, you US citizen? Yes. Were you born in— I assume you were born in Maryland. Are you born somewhere else? Nope, Maryland. All right, can you verify your social? That's it. I don't get that deep. I don't get into this long drawn-out why I need your social thing. I already told them I need all their stuff, you know. And at this point, dude, I'm 6, 7, 8, 9 minutes in and I'm getting their social, bro. Um, and then from there, I mean, you have an underwrite in 2 minutes, and you know what I mean? It's like, and I go like, hey, this morning, one, I had to go, holy shit, you got an approval! Because I did not— she had lupus and she had a heart issue, and I didn't know. I mean, I went through the underwriting guide real quick to double-check, but damn, day one cover. She was fine. Hey, talk about timing of calling people, because I always say, man, you're only one phone call away from the next person picking up and just needing life insurance. And this has never happened that I can think of specifically, mostly because I haven't done telesales, but it's recorded and I'm gonna put this one out soon. I call this lady, bro. First of all, 3 dials, she doesn't pick up. I'm gonna give you some sauce here too. I'm about to release something cool with it, but I'm gonna give you a cheat code. 4th dial, FaceTime audio. If you ain't doing FaceTime audio calls, it's a game changer, dude. It breaks through Do Not Disturb, it breaks through block number. It did that. That will ring. So the fourth call to this lady was FaceTime audio. She picks up, 73-year-old, 73-year-old while she's driving. She starts telling me she needs something with her estate. Someone died, put her on a house, she just needs to know if she's going to be in trouble for the house, yada yada. I don't need insurance, blah blah blah. And so I start talking about her, and anyway, I maneuver into, hey, do you have anything in place when you die that someone, you know, to make sure that, you know, no one loses the house, whatever? I just throw something out there to try to Get, get, get her on my course. And she goes, you know, I had a policy, uh, with TruStage back in October. It's one of these where they tell this long drawn-out story and they just chat forever. And she goes, I had a policy with TruStage and it lapsed and it didn't go through. And I'm, I'm actually driving over to the insurance company's office now because it's taken 2 months and it hadn't got it in place for me yet. So I'm headed over there right now to get my insurance. I was like, nah, pull over, I got you. Dude, 73-year-old lady pulled over on the side of the road. I wrote her app. This is the same lady with the lupus and heart issue, right? Right at the app on the side of the road. I was like, all right, you don't have to go to your insurance office now. Go run some errands. And she paid today, got it, got it taken care of, you know. That, that's really it, dude, in a nutshell, is just can you do that? Can you, can you try to talk to 40, 50 people a week? Attempt to can you get, I don't know, 15, 20 minimum to pick up the phone? You know what I mean? And can you— and which is only a few a day, 3, 4, 5 a day. You mean if you do that 3, 4, 5 times a day and you ask the right questions and set them up the right way, dude, a decent amount of them are just going to be like, yeah, I need some insurance. I'm not having to fight a ton now. Can I overcome some objections? Yup, I'm pretty good at it. Yeah, I'm— can I push some people at the end when they don't want to make a decision? Yep, I'm pretty good at it. I got good at it. Why, dude? I've run so many more appointments than most of y'all, it gets easier. And unfortunately, y'all want easy before you do the work, and there's nothing in life that that works with. I told a girl yesterday, she's like, I'm just the type person that needs to— needs to be good at it before I do it. I was like, wait, say that out loud again. I said, hold on, do me this. I want you right now, name the top 5 things in your life that you were amazing at before you did them. She was like, well, when you word it like that— I'm like, you worded it like that. You know what I mean? Like, people do want to be good at this before they do it. And I just think that if you're struggling, that's normal. But why are you struggling and doing it less? That's not going to work. And if you've been trying that route, can you just do me this one favor? Can you just try it my way? Just try it. Just try to make 500 phone calls a day for the entire next month, no matter what, no matter what they say, even if 499 pick up and tell you to fuck off. Just, just go try 500 a day. Now, if you're presenting a bunch of times, you might only make 300 phone calls. All good, all good. Try to hit 40 hours prospecting and presenting. I just do it for 30 days, and then you DM me directly 30 days from now and go, I did 40 hours a week of prospecting and presenting, which is going to be a couple thousand phone calls a week and/or 20, 30 presentations a week, some combination there. I promise you, if you do that for the next 30 days and you send me a DM and like, I did it and I didn't issue over $20K, I promise I'll coach you directly myself for free. I'll just do it because I do. Oh, hell, I will. I will. I will teach you how to do it. But you have to put in those numbers. You just have to. And if you're like, how? I'm like, stop doing all the other crap you're doing when you're not doing the prospecting and presenting. You've got to quit doing all the other crap. You've got to stop overthinking it. You've got to stop projecting negative things. And I'll end with this, Frankie, and let you ask questions because I got time if you want to hang. Okay. When you go like, what if? And all that negative shit comes out of your mouth or goes through your head. What if they yell at me? What if it don't work out? What if— what if— fair to say all that stuff we're 100% sure is made up? Can we agree on that? Yes, it's, it's 100% made up. Okay, if we're gonna make up stuff, for the love of God, can you just make up good stuff? You're making it up anyway. So can we go, what if they pick up and they pull over on the side of the road and buy some insurance? It couldn't possibly be any easier. I closed a 73-year-old sitting at my office in between 4 appointments while she was in her car, Frankie, in another state. She was in Louisiana, bro. And I didn't move from my chair. I just— I don't— we can't. And then, dude, I remember me and Kilomet used to joke, bro, back in the day. Dude, the only way this thing could get any easier is if they called us. Holy shit, Fowle's got that figured out now too. But I had like 5 people call me this weekend. I'm like, you can't make this up. Y'all can't— this can't be any easier. The reality is, if you're failing in this business, I promise you're not working hard. I promise you are. And if you believe you are, you've convinced yourself of a lie. And I need you to tell yourself the truth. I need you to look yourself in the mirror and look at the, the top 5 things that you absolutely know you're doing that you should stop doing. We all have them. You can all come up with 5 things that you do every day or every week that you know you should quit doing, yet you keep doing them. And then you keep bitching to Frankie why you're broke. And to me, that math don't math, dude. And I'm one of the most broken humans ever. Read the book, follow me, dude. I share it openly. I'm a shit show. I'm negative as all get out, but I control it and I don't let it linger, you know? And I just follow the process, man, and I work on getting better. I'm— dude, I don't even have to be doing this. And you know how hard it is to dial when you don't have to dial? Well, I don't I don't even have to do it. Do you know how hard it is to dial then? And I'm still smoking people, dude. And I ain't issuing $400-something grand a month like that damn leaderboard, but compared to the average Joe, like, who would be mad at writing $40 grand, dude? I wrote $22 or something like that Thanksgiving week. I sold up— hey, by the way, all y'all mother effers that think that you can't close on a holiday, I— dude, I wrote one on Thanksgiving. On Thanksgiving? Yeah, hell yeah I did, bro. I did it to prove a point. 100% wrote one on Thanksgiving Day. We had 2 people in my group do it. We are live on dials on Discord Thanksgiving Day, and 2 of us wrote an app that day.

Ain't nobody doing nothing in the morning, watching a parade, dude.

And funny, it was at like 6 o'clock at night too, bro. Mine, I was dialing in the morning. I didn't work anything out, but the one I closed was like at 6 PM Thanksgiving, Thanksgiving evening. That one will come out too. Y'all will see all kinds of stuff on social soon. Um, wow. What's up, dude?

I just want to say, like, I want y'all to understand, and I'm looking at some of the questions and I'll read some. And yeah, like, what I would be asking John is, dude, how did you get so good at your demeanor, your posture, your word tracks? Because I could give him the phone book and he could call the phone book and I guaranteed he'd have success because it's not about anything else other than the confidence in what he's saying, how he's saying it. The word tracks he's using, and it's just, it's very non-abrasive and chill. Like it, it, it, but again, it doesn't happen overnight. It takes so much time to get to that level, which is why he's hounding on the activity. That's the only way you can get to where he's at is to do it thousands and thousands and thousands of times.

Hey, combined with the training, it's a combo, dude. So like, when you mess up, I'll give a— I'll give a— hey, Leticia, I ain't seen you crack a smile yet, girl, so I'm about to tell you a story. I know you're gonna crack one now. I'll never forget, bro. I don't know what the hell I said, but I said something. Do you remember back in the day in the old school shitty roach-infested office we had? And I said something to you and it sure as shit pissed you off, and you were mad at me one day, like a lot. And I was like, well, that fucking line didn't work. I best I get— I better tweak what I say. You know what I mean? And I— and so I say that to say, when I, when I say things, bro, I watch the reaction and I listen to the reaction I receive. And when it doesn't go the way I want and the way I anticipate, I work on the way I say it and deliver it. I work on me more than anything because I can't change the lead necessarily, but I can change the way they hear things. I can change the way they feel. I can change— I can I can control that. You know, I've made a lot of mistakes along the way, dude, not only with clients but with agents. And it just is what it is. It's just like, dude, what do you want me to do? I'm imperfect. Like, welcome to the crowd. So I think for me, it's— I still do, I still do a lot of training on it, dude. I watch my own stuff. I watch every time I give a talk. I watch it when I'm listening, when I'm trying to figure out sales stuff. I'm tweaking some things based on the reactions I'm getting from the client. And I'm like, oh damn, they sure as shit don't like when you ask for the social if you don't set that thing up right. Got it. Let me, let me maneuver it different. And so I just try stuff and I give examples and analogies, and I've just learned, dude, setting the stage as to why. And again, y'all don't have to recreate that stuff. You can steal it from us, but you're mostly just not paying attention. You're just getting the objection, you're mad, and you're like, you text File and go, shitty lead. You know what I mean? It's like, come on, bro. Maybe shitty agent, maybe. Sorry, but go ahead if you got some questions, dude.

All right, let me really try to read through it.

Yeah, yeah, let's see, let's see.

A lot of— dude, this is blown up. And dude, like, I've watched you from the beginning and I can't— like, you by far— hey, I'm just gonna say, I don't know how anybody's feelings, but dude, you are like, the— of the people that try and, and give advice on social media, you're one that I'm like, yeah, you need to be doing it because it's just— it's good, you know what I mean? And, and so I appreciate what you do and continue to do for us. Hey, Frank, you're a huge blessing to us. Frank, who is that?

This is Mike.

Oh God, I didn't see your face. Okay, I was like, I thought I muted everybody.

I want to let you know that that sweatshirt that John has on, I highly recommend everyone get. It is the softest damn sweatshirt in All of his clothes, I mean his t-shirt, everyone go to John's store because, uh, his clothes are about as awesome as he is. Them damn shirts are so soft.

Good Lord. So for myself, I used to buy— for those that have been following me for a long time, dude, I used to always wear like a, um, like nobody cares, work harder, all those kind of shirts. I would always get caught by the Instagram ads and I would buy them and then I'd get them, dude. You try to put your arm in, it's like cardboard. I'm like, what the hell? and it drove me crazy, dude. So I went and found where they got the good stuff, and I just started putting my own shit on it, and then people started asking for it. So it's, it's, it's not cheap because this shit's expensive.

I have to agree with Frank.

Uh, John, I, I'm always probably— I'm always on your TikTok and watching things and sharing things. Uh, your training is just so simple from, from years ago. Just make it so, so easy to where you're like, man, he just makes it sound so much easier than it is, because it is. So I appreciate you, man. And I appreciate your clothes, brother. I went shopping on his website, so I highly recommend it.

Hey, I've seen a few people mention the book. It is on Amazon. If you get it on the website though, I sign it and send out a bunch of extra goodies with it too. If so, just—

you're definitely going to want a signed copy. Yeah, trust me.

Amazon, it won't come signed and you won't get no extra shit, but my team sends all kinds of extra stuff. I think I lose money on it, but I love— I just— I literally hand sign every one of them. Because I think it's crazy that people buy it. I think it's weird I have a book, to be honest, but I love it.

So here's a question. Are you— and you already answered this, but I'll ask it— you're only doing military final expense, or it doesn't really matter what final expense?

I don't give a rip, dude. Like, it's— I've done both. I'll be straight up, dude. I've sold way more at a basic level final expense than the vet ones. Not because the vet are bad, I just— I have no problem with the $18 and $20 ones, dude. Files recurring stuff, what are they, $18, $19 a lead on a recurring order or something like that? Yeah, that's what I mean. Come on, bro. I don't— I don't— there ain't no magic. And yeah, dude, I'm just— give me the basic stuff and let me make a bunch of money. I don't— I don't need to be complicated. Again, nothing wrong with the best, but I don't need that as a crutch to sell a bunch.

Yeah, I agree. All right, what's— John, you ran the play. When do you know to run an audible? When do you know when to hit that wall or bounce back? I'm not sure, like, what do you give up? Do you just hang up? When do you move on? When do you change up what you're trying to do? Like, is there a point or something that they might say to kind of have you shift in what you're trying to accomplish?

Here's what I'm a big believer in. Like, I had someone ask me— I'll give you a couple examples. I had someone ask me if I leave voicemails the other day, and I'm like, no. I mean, I can. I don't think they're ever going to call back. But the real reason I don't leave a voicemail Dude, let's say I call— let's say I have a regular dial day. How many, how many voicemails? How many are— let's say you make 300 phone calls. How many are going to go to voicemail? Roughly?

Most, probably 70%, 80%, 90%.

So let's say 200 go to voicemail. Do you know how motherfucking long it takes to leave 200 voicemails? Do you know how many more people I could call? I just— the math don't math for me on like what percentage are going to actually listen to the voicemail, Hey, this is John calling about the Final Expose. Like, come on, dude. And then it takes me 30 seconds to leave a voicemail. If I leave 100 voicemails a day, that's it. I mean, how— that takes me an hour to leave voicemails. I'd rather just call more people, bro. What up, y'all? So YouTube memberships, we have one now. Right next to the subscribe button, there's a neon white join button. You can't miss it. Subscribe, whatever it says, click the link, get in there. I do a ton of coaching, teaching people how to dial, corrections, working on their presentations, working on their mindset. I will coach on theory, but I like coaching real-world stuff. And if you join the membership section, you're going to see live coaching where I'm not only helping people, but every once in a while I get in there and dial myself. There's some cool videos coming out, tons of content. All the training videos will be directly on my YouTube channel that's available to members only. Super super easy to find. So join now if you're interested, click below, see you in there, right? So for me, the same concept. I was on with an agent this morning and he was on with a lady who was steaming mad, bro. He was just— now he was calm mostly, but he was trying to get into a bicker fest. You filled it out, your middle name's this. Yeah, but I don't need it. Yeah, but how much you got? And they went back and forth for 12 minutes, dude, earlier that day. Earlier today, the same day, I had a guy, and again, on video, we'll release it. I talked to a guy. He ain't got no life insurance, just got married a year ago. His wife's got $400 grand. He's got nothing. So if he dies, she gets nothing. I go, all right, makes sense. You want to take care of the wife, yada yada, all makes sense, blah blah. Why you got nothing? He's like, I just been a while, been putting it off. Come to find out, dude spent like 12 years in prison. He's been out like 15 years, spent 12 years in prison. We start going through the stuff and he's like, yeah, man, I just, you know, I need to take care of this. I've been thinking about it, holidays. I just, I need to pull the trigger, man. Almost like a complete laydown. He's just like, yo, I need insurance. So I do my thing. All right, bro, I just, I gotta get some, some information. We do all that. We get to the part where I go, all right, I'm actually just going to pull your medical record. That way I know what I can get you, and we're going to give you some pricing, um, yada yada. Hey, can you verify your social? He goes, nope. Just like that, dead face. I went, bro, I can't get you insurance without your social. He went, all right, I'm not giving my social. I went, all right, have a good day. And I hang up and I called the next lead. You know who the next lead was? The 73-year-old lady that was on the way to her insurance office that pulled on the side of the road. I don't fight a lot, dude, especially early. The later it is, the more I'll push because I have ammo, you mean, right? Like, I gotta check with my, my wife. I go, hey, let me ask you a question, Frankie. Didn't you say you were gonna— you needed to do this for your wife? Yeah. Hey dude, well, let's not make your wife the reason why you don't do it then. You know you need to pull the trigger on this, bro. Dude, that line works, you know. So I'm not a big fighter late or early. I'm not a big fighter early. So if early, if I'm getting pushed back, if I'm getting— I didn't do it again— can I, can I overcome come that stuff, I'll give a shot or two. I'm not, but I ain't begging, dude. And I'm not wasting 5, 10, 15, 20, 30 minutes on the phone with someone that's just, I say, arm wrestling me. You know what I mean? If there's a lot of friction and they aren't really just showing me why they need insurance, and they're, again, I don't need it to be a cakewalk, but if they aren't giving me info, if they're like, keep going, like, why do you need, I just don't understand why you need this. I just, dude, I'm out. I hang, I hang up on more people than hang up on me. I promise you. I just do. I'm a let's— because I always, I always picture, dude, there's someone literally right now sitting down on their couch, bro. I can't— you can't call me 9 times in a row, bro. I'm not a fucking lead. Holy shit. It's a fucking agent that don't sell, by the way. If you're watching, I love you. I literally picture there's— y'all have leads in your CRM, in your paper, in your Google Sheet, whatever it is y'all use. There's literally a name and a phone number right now that is a complete fucking laydown that you just refuse to call. You all have them. Every one of you has them. There's cash sitting in your list right now. And I just don't let the previous stuff stop me from getting to the next person sitting on their couch waiting for my phone call. I just refuse, dude. It's too easy. So for me, it's, it's easier to just move on than fight, dude. Again, I'll push some, but I'm not your guy that's going to be arguing with someone for 47 minutes about it. I just don't care, quite frankly.

And you know what, this is the same way John built his agency. He's not fighting with agents either. He's working with the ones that are easiest to work with. Hence, he gives them instruction or advice, they take it, they're on live dials, actively call it. Like, this isn't that complicated. We are the ones that complicate the hell out of this thing.

Yeah, you don't need to complicate it. You want to sit there?

Yeah, for sure. For sure. All right, um, dude, I could, I could literally ask you questions for all night, but I do— we try to wrap this up in about an hour. So I do want to ask you one, one favor. If you could cut a video, 10 minutes of your 4 pillars, so we could put it in our Sales Academy, unless you already have it. Yeah, that would be amazing because I think, you know, the way you explain it again and the concept of why it is, it just makes sense.

Um, let's see if I can find it all on my own and put— if anyone out there has it, I know y'all are good on fucking videos. My 8% talking back in, in July. Someone, someone, someone know how to find it quick? I can probably find it in a second.

I did put him on the spot, Jesse. I'm sorry, that's what we do.

I like being on the spot. It's in my YouTube, I just gotta find where.

Um, but yeah, and I'll search for it if it says Four Pillars in there anywhere. That I think it should. Hold on.

Uh, yeah, I got it right here. Hold on.

Oh, oh, I'm gonna mute it. I'm sorry, I just started talking.

Okay. Hey, Leticia, how are you?

She wants to—

Hey, John.

What's up, girl?

What's up? No, I just wanted to share real quickly how good you are at tricking people to work.

Like, my favorite thing to do, right?

Like, when he says that he literally tricks you to work, he literally tricks you to work. Like, I remember when I first started because, you know, when I first started, John, John, John hired me and I wasn't doing that well. And I came into your office—

that's the video playing, that's my bad. I heard you while I was at, uh, baseball practice with Maddox, right?

Right.

Baseball field while he had a game playing, right, right, right, right, right.

And I remember, I remember talking to you and I was like, why are you just calling me? Like, do you remember me asking you that? You were like, I'm at practice, like, I'm on a baseball— my kids Gay. I'm like, oh, okay, you're good. So then we started talking and I came in and we started working together. And of course, you know, like everyone that just starts in this industry, you kind of slack off, you're not doing anything, and you're thinking that you're doing something when you're not really doing nothing. And I got into your office one day and you were like, like, what are you doing? Pretty much like, like, what are you doing? I'm like, yeah, I'm working, I'm working really hard. Like, you know, at that point in time, I wasn't really sucking, but I was making some sense. I was okay. It was like, um, well, what are you doing when you're not doing what you're supposed to be doing? I'm like, well, you know, I just be chilling, watching CNN. Like, oh, I remember this.

I used that against you for years. Yes, I remember that.

And it literally— that day is when things clicked in my head. That I really was just sitting at home on the couch freaking watching CNN when I could be going to work.

Yeah, simple. That's crazy, dude. I use that. You— I remember we were— I don't know where we were, but somebody was like, I made so-and-so amount of phone calls. And you get— you were like, give me your cell phone. And you scrolled down, and like, I guess iPhones hold 100. Back then they were— it's like 100, 100, uh, list call log. And like, you got it not even halfway down, and it was like a day ago. And then 2 days ago, he's like, bro, you've made like 34 knock it off. I still use that. And then like, I don't, I can't remember who that was, but I do remember, God, this was 7, 8 years ago. That person after that, like, dude, they just started killing it because you just call their bullshit. And that's what you've been really good at doing and not making people hate you. Now, some do because some people hate the truth. But you know what, if you want the coaching, what I, what I would advise y'all to do, he gave you all, he gave you all a, a, a, a a task, 40 hours of activity a week, 40 hours of money-making activity. What, setting appointment or setting appointments, calling leads, giving presentations, prospecting, presenting, prospecting, prospecting, presenting, prospecting, presenting.

That's it. It's not that deep.

Not that deep. You do that for 40 hours a week, don't make 20 grand a year or a month— in a month, you will get coaching directly from Wetmore. You get coaching directly from Wetmore, there ain't no way you're gonna fail. But if you do the 40 hours of prospecting and activity, you're not going to not make $20 grand either. But I would take him up on that challenge. The other thing I would do is I would log into JohnWetmore.com/discord and listen to him. Dude, that's how we all got so good at this, is listening to people. I mean, do you remember the CDs we used to have? We would just over and over and over and over again until you could repeat it word for word. The inflections in his voice and the word tracks, dude, it's how you learn to do this. That would be my advice to you. So Wetmore, I appreciate you more than you know. I am super excited that you're doing this because again, I think you are the best trainer in the company, you and Sean. So mad props to you. You're the man. I appreciate you.

I mean, appreciate y'all. Guys, if I can help at all, let me know.

I would watch this over again. We'll blast it out tonight once it gets edited and y'all can watch it again. But let's make it a huge week. Give John some thanks and love in the chat and, and we'll see you all on the recruiting call in about 40 minutes. Wetmore, appreciate you, bro. Love you. Have a great holiday if I don't talk to you before then.

Love you, bro. Appreciate y'all. Later.