This Telesales Script Makes Me $300,000/yr PART-TIME ft. Desiree Blas | Ep96

one of these new agents got somebody who wanted to call and cancel because she had other bills. And I took this from somebody, but I said, hey, John, look, life insurance is the most important bill you could have because this is the one bill that could pay your other bills. Your phone bill can't do that. Your Netflix, your Hulu can't do that. You die, this bill will pay all your bills for your family, your mortgage, everything that we talked about. So I have a ton of clients, John, prioritize this to get paid first because it's the only thing that could like be left to the family. Does that make sense? Yeah, you're right. Yeah, that makes sense. Okay, great. And we move on.

If y'all ain't writing that shit down, Holy moly, I've never heard anyone say that. Last Christmas Eve I stopped drinking, and then the day—

together?

Yeah, I haven't had a drink since.

Good for you.

Yeah, and I like to drink. If y'all follow me, I, I'm a, I'm a Lemon Drop guy, I historically, or vodka OJ. That's my history. And, uh, so I decided— I did, I was like, you know what, I'm kind of feel like I'm done. So I decided then, and then I The day after Christmas I went for 75 Hard because that would— I knew I would do it for at least 75 days. I wouldn't drink.

Yeah.

Then it was March and I'm like, I think I'm gonna go the whole year. And now I just don't want to drink anymore. Um, so between not drinking and I've done probably 1,000 miles of training in events this year, um, and lost 40 pounds during that process.

Crap.

Yeah. So Now I'm done with all that. It was fun, but I'm over it. Now I'm getting back to working out a lot, just lifting. Yeah, I lost some muscle along the way a little bit, but makes sense.

Yeah, I did, um, 75 Hard last year in March, and it was the outside workouts for me because I was living in Washington State at the time, and I had to go out in the rain and the snow and the— yeah, all the stuff. And it does something like— I didn't— like, I lost some weight, but it was, it was here. 100%, which is why you're chasing, like, you know what, you're chasing— got pissed you failed in 2024, you're like, well, I'm freaking back, let's do it.

Yeah, yeah. Did you finish?

I did. Oh yeah, I finished.

Yeah, I was gonna say, it'd be weird if you didn't. I see enough of your stuff to know you're a little psycho within that, in the, like, the best way possible.

But now you— I don't know about the ultras and all the, like, endur— maybe if you hit me up, hey Des, you want to come to— you're in Georgia, right? Yeah, yeah. If you're like, you want to do this thing, I'm like Oh man, well, if John asked me, maybe. I love it.

I was traveling to do them. I've done— I did one in Canada, I did one in, uh, Utah, and then one in Colorado.

Okay.

Along the way. Yeah, it was great. It was like— I was— it was too much. It was over the top.

Yeah.

Um, but I was mad, and then I signed up for a bond, then I did a couple marathons, and I just— it was crazy. Yeah. Um, so yeah, between that and changing the way drinking and my diet's on point, and yeah, this— you know what's funny is I've done 7,500 Card 3 times.

Oh my gosh.

And the first 2, uh, the 3rd was this year. The first 2 times I did them, no problem. But literally the day I finished, I was like, I need like a brownie and a drink. Yeah, I mean, so, and I just would, I would get hammered. Not hammered, but I would, yeah, I would definitely go have some drinks.

Yeah.

And it may, it made me mad that I needed a program to stay disciplined. It bothered me. Um, because I'm pretty disciplined, dude. Yeah, like with food and, you know, ice cream and pizza and alcohol or hanging out, you know, the events we do and the travel.

I'm the same way. Yeah.

And I'm like, so I spent 2 years kind of going like, you're doing it but you're not really doing it, not yourself at least.

Yeah.

So this year, March, I finished, and I, I don't give a shit about the 2 workouts a day and all that stuff, but for the most part Um, outside of that, dude, I don't— I just live like that now. I don't, I don't, I don't really mess with desserts. I don't really eat outside of normal stuff. I don't— I'll have a bite here or there, but— so the third time around, it made like a lifestyle change, like a life change.

So that means I have to do it 3 times then, huh?

Or just learn better than I did. Like, you're supposed to learn this insurance shit better, quicker than I did, and learn from my mistakes. And maybe this time you should just— it just depends what triggers you, you know what I mean? For me It was frustrating that I was so disciplined during 75 Hard. In the day it ended, I was back— not fully back, but yeah, you know, I, I gained weight after every one of them. I promise you that.

Sheesh.

You know, and this is the first time after 75 Hard I lost weight. I lost body fat. I got— I'm pretty— for an old dude, I'm pretty fucking ripped right now.

Yeah, I freaking bet. Your face, I'm like, it's huge.

Yeah, it was, it was round before. I've learned— I've seen some— Reese, um, does all my social stuff. He gave me a clip the other day that was a side by side of 12 months ago on the podcast. And dude, yeah, it was— I had a round face. It was different.

Yeah. So good for you. It's crazy how, how sports or, or just like working out is so parallel, or discipline with that is so parallel to business. It is like in tandem for sure.

Yep, 100%. Yeah.

Thanks for having me on, by the way. It's okay.

I love it.

I Obviously. And I said this to you because I remember I like, I beelined you over at convention or wherever we met and I was like, I'm going to say what's up to this dude. I've watched so many of your podcasts. It's helped me tremendously. And I was like, hell yeah, I'm going to get on because if there's anything that I could say to somebody that was in my shoes. Yeah, let's do it. Yeah, I'm excited, man.

Well, welcome on the Insurance Insiders podcast. We've been recording live already, so we're part of the way in. I always, I always just hit— they got it recording when I get down here. So we catch— because I used to do Nice Cities first and then we'd talk about some of the same shit. I'm like, just start recording, who cares? Yeah, so mine's off the cuff and not really planned, and we just chat. So I appreciate you getting on. I, um, you know, I have certainly watched you from a distance. We've chatted a couple times naturally, and yeah, seeing what you're doing out there. I know you're— is CrossFit— you're CrossFit one, aren't you? Or were you still doing it?

Yeah, yep, I do it. Like, I used— I used to be hardcore. I remember when I started in the insurance industry, I was like 6, 7 days a week. And then I got into business, and I was like getting into business, and then I had to taper down. And I remember because it's in my identity, and I was like, I would get pissed. I was like, oh my gosh, I missed a workout. And then I was like, Desiree, are you going to be a professional athlete? Is this going to pay your bills? No, just go a few times a week, it's okay. And then I really started to pour my heart and soul into this, but it took me a little bit, man. Like, I had a slow start because I was just like kind of like part-time over here and doing this and Um, no, but it's— yeah, I still do it once, twice a week, and I, uh, work out pretty regularly. Like, I was on the StairMaster this morning and the sauna, just doing the stuff in the morning. Just got to do— I didn't want to do it, but I, I did it. So imagine that, like everything else, just like this.

Have you, have you transitioned that mindset where it's your identity to now producer, high level, consistently on the phone? Have you got— have you gotten there yet? All right, let's talk about it then.

Yeah, um, I— my first year, so I— before I got into insurance, I was in real estate. And so I did real estate a year and a half or 2 years, and the only way I found life insurance was somebody posted from my high school on their story. And I was in a down spot, like I was at my parents' house living, um, in my parents' house. They loved me, they were like, stay here forever. And I'm like, Mom, no, I got to get the hell out of this place, like I'm an adult. But I was— so if I rewind back to real estate, that was my first, like, commission-based experience. And I was just like, I didn't have structure there. They had some mentorship, but it wasn't what we have here. So I had to learn the hard way. And in real estate, if people are listening and they're familiar with that, I had to build my book of business. I didn't have leads, so I had to be the weird cousin at Thanksgiving that was like, you want to buy or sell a home? Let me— let me go through my contacts. And I was like, oh man, I don't. Like, how often are people buying homes at 18 or 17? And it was just like, yeah, it took me 7 months to sell my first home. But in those 7 months, I was cold calling people, I was door knocking neighborhoods, I was doing open houses, I was making flyers, going into coffee shops, talking to the Starbucks manager. Hey, can I just put my flyer up here? Like, is that fine? Like, okay, cool. Hey, small business, can I put my flyer over here? And I did that for 7 months. Actively not getting paid. And then I finally sold my first home. And come to find out, this is what— this is what's baffling to me is because I didn't know anything that I didn't know as a first-year real estate agent. My compensation was 50%. So I'm over here thinking like, I'm about to get this commission. Oh my gosh. And then, yeah, because you're a first-year agent, you're at 50%.

I'm like, so 50% of the 3% basically?

Yes.

Yeah.

It was, oh shoot, $300,000. And this was like back in 2009.

So you made a few grand?

Yeah, I made a few grand. Yeah, it was for me, I was like, wow, the reward of all that work that I put in. And then like, I think when you do it once, you're like, okay, I could do it again. And, but the transaction period, if you guys are familiar with real estate, and if you're in any type of sales, just ask what's the transaction period? How long is that period? So if you buy or sell a home, which you probably have multiple homes and It's if once you get under contract, because you have to go find the buyer or the seller, then you get under contract. And there's a 30 to 45 day period where you have to wait until the deal is closed after the 30 to 45 day period, then you get paid. But in the 30 to 45 day period, you have other parties involved, this agent, the buyer's agent, the seller's agent, the lender, the escrow team, the inspector, and someone could screw up. And you could lose a deal. And that's happened to me a number of times. And I'm grateful for the experience because now when I sell policies and, you know, if I sell a bunch of IULs, it's fully underwritten. I'm like, nah, it's not in my account, just keep going. Like, nope, I don't believe it till it's in my, my bank account, just keep going. And, um, but anyways, long story short, uh, I was, you know, I found insurance because there was a period where after the 7 months I was, I was doing it, I was finding the momentum. The most homes that I sold in a month was 5 homes. So I made like, honestly, I made like $40 grand that month, but that was all I made the whole year. So I was like, this is not consistent. I need to find something. Someone posted something. I was at a very, very low point in my life. I was like, I don't even know if I'm a real estate agent. Like, I'm embarrassed to kind of talk about it. People like, what do you do? I'm like, I'm a real estate agent. Yeah, aspiring real estate agent. And then, um, someone posted something and Thank goodness for social media, even though like you and I are active on social media because we, we should be, we have to. But I don't like it. I don't like scrolling and going—

I can't stand it.

I can't stand it. But I was like, if I was founded on that, it only makes sense for me to just broadcast this stuff. Because if that person didn't post it, I would have never been here, right? People are always looking, they're watching. Even if you don't have the likes, they're watching. And it's just a timing thing. And I just said, what's this? That's it. It wasn't even their post, John. It was like he reposted something that somebody else made onto his story. And I said, what's this? And then we had a conversation. I was like, sounds easier than real estate. Let's do it. I was just desperate. I was like, let's do it. Oh, you call people up that want information? Let's do it. Like, and then the rest is history. But my first year and a half, I was still infatuated with real estate because I just started to get good at it. And I was like, dude, I'm only going to sell insurance when the months are low, like blah blah blah. And then, um, fast forward, um, I fell in love with what we do because what we do is so impactful. I would sit in home— because I started in home, by the way.

And I was gonna ask what year you started. When was all this happening?

2022. 2022.

Okay, so right during— it was starting to transition then.

Yeah. And it was like this— everyone's like virtual, and then people are like, not in home's the way to go.

Fighting.

Yeah, yeah, it was that weird dynamic. Now I do everything virtually, but it took me a little bit. I was like, well, I don't want to fix what's not broken, right? But yeah. And then so 2022 and I was like very part-time my first year and a half because I was like, I was still selling real estate, by the way. Like I was doing that and then I was doing this, but I didn't understand the power of recruiting and, and like that's kind of like my intro into this. And then I started taking recruiting and selling a lot more seriously after that because I would make a $7,000 commission check selling a home. then I would take my foot off the gas over here and then I would have to go back to building that momentum and, and all this other stuff. So that's kind of like my, my story. Yeah.

How long did you play that half-in game?

Dude, like a year. Okay. Maybe it was 6 months, but I was surrounding myself around, uh, like I would go to every event and I'm like, yo, the energy here is fire. Like Sean's freaking awesome. Like Marissa and I are really close now and she was my mentor. She's still my mentor, but she's my friend. I was watching a lot of your stuff and I was like, do these people are like cool people and they're successful and they're not like competitive with each other. Like there's so much room at the top. And it was just, it just made sense to go all in because, you know, if I go back to real estate and I would ask myself, I was like, okay, if I crush it in real estate, like what does that look like if I retire or whatever? But like you can't necessarily build a team the same way that you could build it here.

Correct.

It's all winning. It's that community and it's, it's just so incredible, dude. Like what you could do and help people. It's changed my life. And I'm just, I'm just like trying to change other people's lives. Yeah.

Yeah, I love it. So where, where are you at now with sales? Like last couple of years, what's it been like? What's the, what's the climb been?

Yeah, dude, it's been obviously the first year, which every agent is going to have to stumble through that. And a lot of people say, and I think you say it yourself, it's like if you can make it past your first year, you're good because 90% of agents quit their first year. And it's— and we know it's not physically hard. You do physically hard stuff. I do physically hard stuff. It's just mentally hard. It's the rejection. It's the— it's the high— like, okay, I got to invest into my business, but you have to do it consistently and it weeds people out. But no, my first year I was obviously inconsistent. I was inconsistently buying leads. I was inconsistently dialing the phone. I did it here and there. I didn't really have structure, which is funny because like we do, you know. Yeah, that stuff.

Weird.

Yeah, it's so weird. But I guess in CrossFit, I like CrossFit because I walk in, it's on the freaking board and I'm like, let's do it. All right, I'm out. And then here it's like you have to navigate that kind of on your own or find people who could help you. So now when I train agents, I'm like, yo, don't think, just do here, right here, just follow this. But my first year I wasn't investing consistently. I wasn't dialing the phone consistently, but I was still selling. I think I just, you know, in-home, you're just— you can't— it's hard for them to say no unless they kick you out.

Yeah.

Versus virtual, you have to be a little bit more strategic. It's a lot more of a numbers game. You got to buy more leads. You got to just sit there, dial the phone more. And that's That's pretty much it. Um, but yeah, so the last— my first year I made over 6 figures. I think I did like part-time my first year. I did $150,000+ part-time.

Okay.

And I was— that was me stumbling and messing up and chargebacks.

Is that issue paid, deposit, net?

I probably— I probably net— I want to say $100,000. I want to say— I don't have like—

yeah, it makes sense in the ballpark.

It was like, yep. It was me messing up too. I was like, dude, if I could do that. And then I went and I did, I think like 220, and then now I'm probably on track for like 300. I know I screwed up. I was trying to get Hall of Fame and I didn't and all this other stuff. But if I could look back, I know the number one issue or the number one thing was just investing consistently.

Okay.

Investing into your business consistently, which will force you to sit down and work consistently. And then I literally stole this from you. You have one video that I've watched over and over and I've sent it to agents and I'm like, don't listen to me, listen to this guy, listen to this guy. But you say, hey, there's 3 things. It's leads, it's work and training. And training. That's it. And I'm like, if you boil it down to that, then that's all that, that matters.

So yeah, you'll have to send me the one you like so we can put it here because I've been teaching that for a decade. So I'll be curious because people ask, that'll be the comments.

You said something too that really hit me. It was like, oh, it was so crazy. You said something like, hey, You're a business owner, right? So you track, you track your numbers. And they're like, no. And I'm like, I think I said no, I don't track. I don't, I don't think I track enough. It's not consistently tracking. Like, it's kind of weird if Chick-fil-A doesn't count the chicken sandwiches that they sell, right? I'm like, oh my gosh, yeah. He was like, you don't need anything fancy. Just get a crayon and a fricking napkin and write it down. Like, just review it. And I'm like, why does this guy say stuff like that? That's actually gnarly how simple that is. Because If I claim to be a business owner but I'm not tracking, it doesn't make sense. It's not in alignment with your identity, right? So, and this is for everybody, if you're here and you're like, well, I have no experience in business and I don't know what I'm doing, just, it's right here. We have the blueprint for you. We have everything that you need and you don't need the experience. You just have to sit down and just do it, right? So dude, that was, yeah, I'll send you the link after this.

Hell yeah. Yeah, I love it. I love it. It always, the crayon thing came because like people would overcomplicate it, you know. And then I would get a lot of like, everyone told me no today. And I'm like— or they— the worst one that drives me crazy: a lot of people told me this today.

Yeah.

I started to learn like to go, define a lot.

Oh, that's good. Yeah.

And they'd go, um, I mean, sometimes they didn't know the number at all. Yeah. And then a lot of times people would go, I don't know, like at least like 6. Right. I go, all right, is like $6 a lot?

No.

I go, neither is 6 people, right? What are we talking about? And then the tracking thing came and they're like, well, I'm not an Excel nerd like you, I'm not an accountant. And I'm like, get a fucking crayon and some napkins. And it just stopped, dude. It just hit. And I've used it forever.

It's so simple. And you said some— you said something too, like, this was another good thing too. It was like, uh, people are like, oh man, I had like 8 no-shows. Oh my, so it's so hard. You're like, I had 8 no-shows before lunch. What are we talking And it just shows people you just have to do more to get more. But the no-shows, the chargebacks, all of it come with the position. That's what it comes with. So don't sign up for something that you're not able to handle. Like, it's going to come, right?

So yeah, if you're in the insurance space and trying to build an agency or you're trying to like break records in sales, just hit new levels, new heights, click the link below to apply to my consulting and coaching program that I have out there. I'm helping tons of people get to new levels, get to new income heights, help them build their teams, put systems in place, staffing stuff, recruiting processes, automations. I'm just teaching people how to get to a point where they're selling on their own pen 30, 40, 50 grand a month. And if they're building a team, teaching how to have an effective structure to your insurance agency for the most profitability you can. There is an application process. I'm only looking to work with like high-end people who really want to make Big things happen. If you're interested, click the link, apply, and if you're a fit, I'll reach out. I had a— you see, I'm playing with selling a little bit lately. Have you seen it?

Yes, I've seen it.

Yeah, because I got tired of people telling me that telesales was hard.

Yeah.

And then they'd go, well, you only sold in the field, you don't know. I'm like, okay. So I rolled out of bed and did it, and I'm, I'm already— I, I submitted $40K in December. I think I issued like 25 or something, and some of it rolled over to December. I'm already over 30 in December paid, like, as you paid. Yeah. And for those paiders, like, just personal production, I got paid like $24,000 last week. And, um, you know, I, I, I started telling, sharing my numbers, and I don't do it full-time. I mean, I'm running everything, I'm barely doing it. Um, but I had like 80-something no-shows last month myself.

I love that.

Yeah. And I'm like, but I, I wrote like, I don't know, for the $40K, it was like, it was like 25 apps, something like that total. I have a decent AP per, per app for sure. Um, those 25 apps, I mean, I had 3 times the no-shows than I had applications.

See, and people need to see that stuff. Like, you put the lead spend next to your issue paid, it's not, it's not confusing. You put your no-show rate next to, or your how many no-shows to get to the 25, it's not confusing. But they see you like, oh, John's been here in the industry for 10 years and he knows this and he knows that. Yeah, yeah. But that's cool. You're just running what, vets or final expense?

Just basic final expense. Yeah, straight final expense. I don't— and what's crazy is I don't know shit about e-apps. I barely remember the under— I know the basic level underwriting, but I don't know like the nuances anymore, right? I didn't— I didn't know how any of the PIN codes and e-signatures worked. I had to fumble through that shit because I never done it, you know? And it's like, I'm like, I don't even do this and I'm smoking people. And now I have a skill set that I got to bring with me. I know how to talk to some people. I know how to find Paul, you know what I mean? Like, I am good at that piece.

You're not scared of rejection. Yeah, yeah.

And that's— who gives a shit? I don't care about that at all. Um, but I also go, if I, if I, if I use my own words against me and I use a minute per dial and an hour per presentation, which is not an hour per presentation on telesales, it's not even close. I'm only putting in like 15 hours a week.

Dang.

And I'm like, um, I mean, maybe you don't have to sell 40, but can you, can you sell 20? You know what I mean? To some of the others. So it's, it's, it— leading from the front does something. And I've seen you do that a lot, you know, last year and a half for sure, right? Um, since I've noticed. Um, and there's something to be said about it, you know?

Yeah, honestly. And that's the thing, that's why I love Family First Life and our leadership, because they're big on that. Like like, what, don't teach on something you haven't done or that you're not actively doing. Um, and that's something that I pride myself into. I'm like, I'm never, I would never ask someone to do something that I wouldn't do. And that's just like the rule of thumb. It's just, you know, integrity and things of that nature. But no, dude, that's awesome. And then you're, well, obviously you did 40, you're on track for 30, 40, and you're just, how much are you investing a week?

And it's, I know, yeah, I mean, I'm working like 50 final expense leads a week. And every once in a while, so what I always tell everybody, because the most common DM I get now when people see my stuff They go, what leads are you working? And I respond every time, all the ones you say are shitty. Oh, that's my answer every time. Yeah, I've worked and I've shared it. I've done ILC, I've done age leads, I've done vet leads, I've done new final expense. I haven't done anything— I played with truckers for a half a second. Um, I'm— I'll be honest, I'm weak in the IUL where I don't know that space at all. Concept I get, but I have— I've never sold any, um, other than to me and my family. We own them. But I was never that guy in the field. Yeah, I just never did it, to be honest. And you've been here long enough, you know Shawn Mike hated them. Yeah, so I, I was, I was groomed by Shawn Mike, so we didn't mess with them early on in, in the, in my career. Um, so I'm sticking to what I know, what I know best is final expense. I mean, I'm writing 3 carriers. I don't know how to log into the other 22 we have.

Let's just stick with the 3.

And I picked the 3 that are the easiest to e-sign. Give me a pin and keep it moving.

Yeah.

You know, and I'm like, and people think you need more. I'm like, I'm getting 50 final expense leads a week. May— sometimes I'll, again, if I flirt with something else, I flirted with some call-in leads. Fine. They worked a little bit. I flirt with, I play with some age stuff because people say, bitch, you can't make money though.

Yeah.

Hey, I wrote my biggest application of my career ever last month. It was like $540 a month or something like that. On aged, uh, final expense lead.

Dude, that's crazy. That— I had my biggest IUL. It was— the guy was doing, I think, $2,500 a month. So do the math on that. Off a— it was like a freaking $2 mortgage lead, and it ended up being an IUL.

It was crazy.

And I almost like didn't take the appointment because I wasn't feeling good. And that's another thing too, I was like, dude, I could sit from my freaking desk, like, I sniffled, whatever, I could just call the guy and let's just get get it over with. And then he was kind of like rude on the phone. I was like, dude, do you want to get— and it was a mortgage protection lead and I was doing mortgage at the time. I was like, hey man, like, do you want to get something that's going to protect your family? Like if you died, like if you had a heart attack, stroke, or cancer, like you, you have this much of a mortgage. Do you want this or not? And I— because I, I was not feeling good. And he was like, okay, talk to me more. And I'm like, great. And then we started talking. He was a business owner. He owned an HVAC company. I was like, hey, what do you have that— and we just started talking about a little bit about cash value. And he's like, okay, sounds good. And I'm like, Okay. And then submitted it, got approved off a $2 paid lead. Yeah. And all leads, obviously a lead is a lead is a lead. People are requesting information and it's just the act of just calling and doing it. But all of them work.

Yeah.

Dude, that's awesome though. But like a lot of people have these internal objections, these like, what about this? And like, should I change my phone number? But like people have this CRM and people do this and I'm like, just pick up the phone. I know so many Hall of Fame producers that just call from the same phone number.

This is it. This is all I've been— I, I have played with some of the CRMs that people say are needed. I hate them. They don't— I don't— I get way more pickups with my cell phone, and I sell all of them from this on speaker. Someone was yesterday was like, what headset do you use? I'm like, I put my cell phone on speaker. Yeah, that's what I do. Why? Because I'm recording it on Zoom and I wanted to be able to hear it. I don't know, that's just what I do. I don't— I'm so simple, it's stupid.

I love it. We need more of that though.

Yeah, I don't like complicated anything. Yeah, so I just keep it simple and it works.

That's what it is. We just give them the recipe. It's like, you know, lead, leads, work, and training. And then you, you'll weed people out really quick, like people who don't want to invest in their business or people who say— and you know, Sean says this a lot, like, because I do a lot of interviews and, um, you know, you could interview them, but then they still have to pass the course, get through the exam, get into contracting. And then like the real interview is your first 30 days on the phone. That's when I'm really like seeing what you could do because people are just— talk is cheap. Talk— I don't believe anyone. And I'm like, great, oh, you're top producer. I don't— like, great, you're starting at 80 over here. Like, you know what I mean? It's like I've had a lot of people just talking. If you're arrogant, if you're disrespectful, I don't want to work with you. I don't care if you're already successful over there, if you built this business. I'm like, hey, I need somebody who's completely coachable, completely green, and that's willing to just be humbled and just follow instruction. That's pretty much it. I love it. No, I had— going back on this, I had— I do business overview Zooms every Wednesday. I just started doing this and I at first— and everyone will do this, right? So I will do it every Wednesday and, you know, 40 people will show up the first, the first week and then the next week it's 5 and then the next it's 2. But the thing is, is I told myself, I was like, I will do the freaking BOM every week. I don't care if it's just me, myself and I. Or if there's 100 people or if there's 5, I'm just going to— I'm just going to do it. I don't care if it's Christmas Eve, like it's just going to be me hanging out with my little PowerPoint, see who's going to show up. But I had somebody last, last night and she was a nurse and she— it was funny because she had asked a question at the end. She said, hey, like, I don't— I need to know everything of what I'm selling before, before I sell it. So the client, like, is this generic course, the 20-hour courses, am I going to learn everything that I need to learn there? And I'm like, Hey, listen, I was like, hey, what kind of nurse like are you? Like, if you don't mind me, what's your specialty? She's like, I'm a critical care nurse. And I'm like, okay, that makes sense why you're very analytical because you could kill somebody if you don't know how to measure whatever and you're taking care of somebody. It's not like that here. Like the product's so simple, we get them in there, it— when they die, it pays their family. But you will have guidance when you're on the phones and we will lead you. If it's a whole life, is it term, is it an IUL, right? What are we— I will guide you through everything. Just get through the course. And so people tend to overcomplicate things, but that's why I love our industry, because it's like we simplify it. You have the training, you have the mentorship, as long as you're willing to put in the work. But don't overcomplicate before starting, like just, just kind of jump in.

Yeah, that's true. And to be clear, there's 0% chance that nurse knew everything before her first day.

100%, 100%. And like, yeah, we're not surgeons, we're not going to kill people. Yeah, you know, like, but when they die, it's going to pay to their family. So even if I screw up and put you in the wrong product, You die, it pays your family, right?

Um, yeah, dude, give them— let's give them some sales stuff. I want to know, I want to know what that— you said earlier, you were like, here, follow this, this, this, and this, that paper that you're, you're— give them, give them that for you, whatever you do.

Yeah, I, um, so I tell people, so obviously when you come in, um, at least for us, I guess I could start if you're a brand new agent and let's say you get your— you pass your exam, you get— you're waiting to get contracted, which we know could take, you know, you're waiting for your license, it could take I don't know, 5 days depending on your state. I'm like, hey, hop on Zoom, start shadowing. Here's the script. I give them the script to watch it like, and they could follow along. And so I tell people, it doesn't matter what script you're reading, it's all the same recipe. Like it could be in different orders. You're going to have some sort of intro. Who are you calling? Right. Final expense, IULs, whatever it is, you're going to have some sort of intro. There's information on the lead. You're going to verify the information so they can respect you as a professional. What's going to separate you as a telemarketer? Well, I have your date of birth, I have your address, I have your favorite color. Like, what do we have? And so intro, verify the lead, and we kind of talk about their goal. Hey, John, I know when you filled this out, what was your main goal? Was it cremation or burial? Which one? And, you know, you just like kind of touch bases. And then I give them my NPN number. I'm like, hey, you're talking to a professional. That's my, my license number. And then so again, if you're just following along, just write this down. It's the same table of contents. It's the same thing. We had to learn when we went in home. So I tell people, I'm like, I didn't have a script, guys. I had to remember this little order of operations and just sit down with John and Mary and just— I had to, I had to memorize it before I walked in. But you guys come in here and you're half-assing the script. Like, just be prepared. Just read it, understand it, understand the concepts. But, you know, intro, verifying the lead, touch on the basic goal, you know, credibility. And then we get into explaining the process or setting the table. John, this is what we're going to do today. I'm a licensed underwriter. I work with like 15 different companies. I'm going research and look at this and that. And I'm going to say, hey, you can't buy this, you have to qualify. And we're going through everything. And if everything makes sense for your goals and your budget, we submit an application together. The insurance company gives us the final decision. Okay. But, you know, and then I'm telling them we're going to submit an app today. They decide, I don't decide. Right. And so we're already setting the tone. After that, I get the green light. Okay, sounds good, Desiree. Fantastic. I'm going to hop into these underwriting questions. We do a financial inventory, health inventory, You could flip it, flop it. It's the same thing. It's the client inventory. And then after that, I put them on a brief hold and I tell the new agents, put them on hold so I could tell you what product to write. But you're going to be on Zoom the whole time. John, have your chat box open, put the client on speaker. I will give you live feedback. Mute them, say this, say that. And like for a brand new agent, we've had a lot of success with new agents on their first dial day selling a policy. But I tell people, you're not going to, you know, you're not guaranteed to sell a policy on your first day, but 100% of the agents that sell policy on their first day, they've been shadowing while they were waiting. They weren't passively waiting for their numbers. They were on, they were studying, they were sharing their screen, they were attending the trainings. Those are the people who sell policy on their first day. So if you want to fast track to success, here you go. Here, you know, here's what it is. So underwriting, and I'll say, hey, write AmeriCo Eagle, give them 3 options, blah, blah, blah. They just read the script. They say, hey, John, go ahead and grab that pen and paper. I want you to write down benefits. Here's the benefits: permanent coverage, this, this, this. You go over benefits. And you say, I'm going to give you 3 options. People say gold, bronze, or silver or whatever. I say option 1, 2, and 3, same stuff. And then you ask the closing question. The closing question is so important. I'll say, John, out of these 3 options, which one makes the most sense for your budget, but also gives you the peace of mind of what you're looking for? And then you just shut the hell up. And you just, you know, what is that? There's like a statistic or whatever study that was done. It's like the average of 7 seconds for someone to make a decision. But people just talk and talk, but you just let them, let them marinate, let them process, and then they'll say option 2. I'll say, great. So the $30,000 for the $150,000 is comfortable for you, John? Yes. Great. Well, let me go get the application pulled up. I'm going to need 3 things. And I like to get— me personally, I like to get their ID, their social, and their bank upfront. I'm just like, let's just, let's just get it up. Let's get it done with now. And normally, if you set the tone from the beginning as the professional, they have no issue giving you that. But if people are like laughing and being their best friend and saying like, yes, ma'am, and all this other stuff, like, I don't like to build like so much rapport in the beginning. And I heard this somewhere, but people are more comfortable saying no to somebody they're familiar with. I'll say no to my sister. If you ask me something, I'm like, yeah, John, I got it right. If somebody, you know, so I'm like, I'm not trying to be their best friend. I'm building rapport when we're in the app, when I have the 3 things, smooth sailing, let's go. But your objections typically happen because you didn't clear it up front, right? They didn't know we're submitting that. They didn't know you're a licensed professional because you didn't go over your credentials. Like, and you just follow that over and over. It doesn't matter if you're doing final expense, mortgage, IULs. It doesn't matter if you just follow that over and over and you memorize your process, you're set.

So yeah, you can't break it down any simpler than that.

That's what it is. Yeah. Table of contents. Here's the thing too. It's like, I know it could be nerve-wracking calling a stranger, But like, you're just calling them and they can hang up and it's okay. It's not a big deal. And then you screw up, but you have to screw up to get good. Like, I tell people, your, your learning is in the presentations. Like, dialing's cool, but until you talk to someone, you go through a presentation, you go through a presentation, you're learning as you're doing presentations. Don't expect to one-call close your first call. Like, that's not how it works. So I try to tell people, and I've heard this from I don't know whose training, but I just regurgitate everything. I take it in, I regurgitate it. And I'm like, hey, as a new agent, you're raced to 100 presentations. After 100, you pretty much know. Maybe you said it. I don't freaking know.

A lot of us say it. We all give each other credit because none of us know who started saying, but we've all been saying it for a decade.

Yeah, that sounded great. I'm writing that down and I'm gonna use it.

I give Grady credit. Grady probably gives Trey credit. Trey gives someone else credit, you know, who knows.

Yeah, um, no, but, and something that I do in my interviews, I just recently started doing this, like one of my newer agents who— she's going a little off topic. She's— she did $17,000 part-time last, last month, runs a salon, has 2 young kids, like 2 girls under 2 years old, like super part-time, but was able to just like, you know, submit $17,000. And her time management is probably better than mine. I don't have kids. And I'm like, damn, that's like, you know, so I'm having her hold a training tonight just to like, hey, I'm going to take notes, like, just tell me what you're doing and all this other stuff. But We were talking and she was like, Des, because she's also actively recruiting. She was like, look, I think when I interview people, I'm just going to say, hey, John, I need this commitment from you. If you're going to— before you quit in this industry, at least get to 100 presentations. So now my interviews, I'm like, I just ask them straight up, I'm like, hey, that's worth it.

Yeah.

And I'm like, hey, if you really want to do this insurance thing, this insurance industry, and say you tried insurance, don't prejudge the industry. Like, at least get to 100 pitches, 100 presentations. After that, You know, you're done, right? If you're like, this isn't for me. But don't be the guy that tried insurance for a week and said, oh, I did that insurance thing and it sucked. But I'm like, you have no root, you've never even experienced it. So I tell people, can you just sit down and commit to 100 presentations and then do whatever you want with it at that?

And like, it's a nice little tweak to it. I like asking permission for, in a sense, asking, are you willing to do— that's a neat spin on it. I like that.

And like, then you could leverage that against them when they're like, oh yeah, whatever.

And they're gonna keep track of it every week. How many did you get this week? 7. Let's get there quicker.

Yeah. And now they have this goal in their head instead of being hung up on and they're down. It's like, oh, I gotta get— I'm at 50. Oh my gosh.

Yeah.

I did 50 in, in a month. Like, that's great. So, you know, I started doing that and, um, yeah, but—

I'm gonna give you another one. There's one I do that's like that. That's similar. First day, dial day.

Yeah.

I tell people their goal needs to be to go get me 40 or 50 objections today.

Oh, let me write this down.

Yeah. That's where— same concept of what you just did.

Yeah.

But First day, because typically, you know, first day everyone wants to sell a policy or book so many appointments or blah blah blah. So I just tell them, first day, go get me 40 or 50 objections so I can work on fixing some. Give me something to fix, right?

Yeah, right.

That's worked. Home run. So I'm gonna steal the recruit the other way because the same con— same psychology thing.

Yeah, yeah. And it— and they're— you're talking about it before they even get through course or the exam, unless they're licensed already. But the first day is so good. It's like a bite-sized little— like, it's like a little baby step, like, hey, let's just talk about today. You knew everything that you— everything that you learned, but today get me 50 objections. Oh, I love that. That's good.

And I break it down. I give— I do a first check-in at noon.

Yeah.

So at noon, I— we look at it, and if at noon you have 22 phone calls, we ain't talking. Yeah, I have a couple hundred. We'll see. We'll look at your— maybe you have 10 or 15 by noon, and we'll look at it, and it'll only be like 3 different ones, you know what I mean? And then, yeah, so I have a couple check-ins, but the concept is same as you, like, let's commit to getting 40 or 50 today. So at the end of the day, you call me with 8, I'm like, yeah, what do you want me to do? Yeah, yeah, what can I— I can't— there's nothing to work with.

Yeah, dude, that's good. It's like a game. It's gamified.

100%.

Yeah, I love it.

See, we're learning from each other today. This is good.

Great.

This is good. I like it. For those of you follow— that have followed me for a while, you know I've, 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. That's good stuff. What are, um, what are some— and some— I, I'm going to a little bit put you on the spot. Some people don't like when I do this, but can you think of like some, some very specific word tracks that help you along the way during the presentation that like you just love, that just work for you well? Yeah, I mean, at certain objection points, or like, you, you know, we all come with these little key things. It's like, I say this here and it works good. Do you have any that jump out at you that you like using regularly?

I do. I just had an agent use this yesterday. One of these new agents got somebody who wanted to call and cancel because she had other bills. And I like to say this kind of like right in the— like when they pick an option and I don't— I forget when I say this, but it's like they talk about bills and I'll say, hey, and I took this from somebody, but I said, perfect. I said, hey, John, look, life insurance is the most important bill you could have because this is the one bill that could pay your other bills. Your phone bill can't do that. Your Netflix, your Hulus can't do that. You die, this bill will pay all your bills for your family, your mortgage, everything that we talked about. So I have a ton of clients, John, prioritize this to get paid first because it's the only thing that could like be left to the family. Does that make sense? Yeah, you're right. Yeah, that makes sense. Okay, great. And we move on.

Yeah, one that— that's— if y'all ain't writing that shit down, holy moly. I've never heard— I've never heard anyone say that.

I don't know where I got it. Maybe I, I've just been saying it for a little while now. And then you want to also insert, like, what are they— they, they pay for Netflix. Everyone has Netflix, Disney Plus. They pay for freaking— they pay for a lot of subscriptions, Spotify. So it's like, you— it— they go to Starbucks. A drink at Starbucks is like $7, man. You get the little extra shots and maybe $10. So I'm like, you can't put away 50 bucks a month for your family? Like, yeah, you know, so, um, it's crazy when you break it down like that and you just use it in layman's terms. And that's another thing too. So sometimes I'll have agents say— they'll ask the client this, I don't know where in the beginning they'll ask, oh yeah, like, hey John, do you have any type of insurance, blah blah blah? And you're like, yeah, I have some insurance. Um, and then they'll say, great, do you have living benefits with that? And the thing is, the consumer doesn't know what living benefits are. Some agents don't know what living benefits are. Some agents don't So I'll break it down in layman's terms. I'll say, hey, John, I know you have that thing with work. That's great. But do you happen to have anything that would pay to your family or pay your bills if you had a heart attack, stroke, cancer, you got disabled or something? Do you have anything like that? So instead of saying living benefits—

living benefits— with that, most are going to go, what's that? Or, huh? Or no. So good.

So it's like, how could I speak to the consumer like on that level? Hey. And they're thinking, you know what they're thinking in their head? Their images are flashing. Heart attack, stroke, cancer. Everyone could see heart attack, stroke, cancer. And then it's like, hey, John, do you happen to know anyone in your family or maybe somebody that's suffered from a heart attack, stroke, or cancer before? And there's some wild statistic. We just looked this up recently. I think a stroke occurs in America every 40 seconds. It's something gnarly. So it's like you might not have it yourself and you might be—

I know someone—

you might be 25, but when you're 60, 65 and you get this locked in, it's going to be there for you and your family. So you don't have to go dig into your savings. You don't have to go fight the health insurance company. You don't have to go sell plates or do a GoFundMe. You get this locked in here. So leverage— I love living benefits. I love it.

So some people ask, how do you build value? Those two questions, that there, right there. Yeah, holy shit, that was good. Yeah, that was good. And you do it, you put a lot of this stuff out. I mean, you record some of your sales, and I see, I see them out there. So if people want to watch some of it You know, there's a—

I have one that went— I don't think it was viral. I think like 11,000 people liked it. And I heard this on a training. I'm like, yo, I can't wait to try this. And someone had said, I'm going to go ask you. You've probably used this before, but I recorded this interaction with me and this lady and she's like, well, I'm going to go talk to my daughter about it. And honestly, John, the first objection she gave me was, I think it was a social objection. Then I kept digging deeper. Come to find out it was a cost objection. And then I came in and then it was benefits and now she has to talk to her daughter. So I didn't just let it go after the first objection. Normally the first objection is just surface level. That's not the real objection. They might say, I need to think about it, but then it ends up being cost or ends up being benefits. Well, John, let's just talk about the benefits since I'm on the phone with you right now. What do you have questions on or whatever? So anyways, fast forward, I'm battling with her. I already knew she wasn't going to give me social, but I like a good challenge. I'm like, let me just sharpen my skills really quick. And you know, shared my screen with her, all this other stuff. And she's like, I'm gonna talk to my daughter. And I think I used this, I said, well, hey John, can I ask you something? When you go buy, um, gifts for your daughter, do you ask her permission? And then she's like, hahaha. I'm like, no, for real, like, do you ask permission? Well, no. And then I say, yeah, if my mom called me up and said, hey, what do you want for Christmas? I'm not gonna tell. I'm gonna say, Mom, I'm good, you don't need to. I mean, I live in Arizona, you're in Washington, it's okay. You have a lot of grandkids, like, go get them a gift.

Yeah.

But, but you will accept the gift if it's there because they thought about you. So, you know, and then, you know, I ended up not getting the sale, but it was just fun to try it out with them.

Yeah, yeah, yeah. I like the way it's worded. A slight variation on the way I do it, but I like that. I like the setup.

It's cool. Yeah, I know, because, you know, Christmas time's coming up. Hey, I'm like, hey, John, do you celebrate Christmas? Yeah, of course. Okay, great. Do you ask your daughter for permission to get her Christmas gifts? No. Well, this is the same thing. Like, she's going to say no. If you call her up right now, she's going to say, Mom, don't get it. But wouldn't you want to— you want to make this decision for her and have it there when you die and keep grieving. And then, you know, she still said no, but it's okay.

Yeah, it's trying stuff and seeing what works. I accidentally said something last night to a lady. I'm gonna try it more. Um, and we, we ended up having to reschedule anyway. Yeah, when her daughter was around. But, and I'm— there's a couple things I'm toying with. on, on social stuff.

Yeah.

And last night, uh, I had this lady who she kept getting calls. It was a very short presentation. It was, I didn't really go through the full thing. We didn't get anywhere near pricing yet. Uh, but I guess I have to say this cause you wonder how I got the social without pricing. I have been doing, dude, I'm getting into the e-app and approval before I give pricing.

Oh, okay.

I am not giving pricing upfront anymore.

Nice.

I'm doing the— I'm doing the app. Yeah, I'm literally like, all right, I gotta get your personal information. I do all the same shit. But then when it's like, normally y'all go, all right, here's your 3 prices. I go, all right, well, now I gotta see if I can get you approved. That way it'll spit out the pricing for me. Can you verify your social? And I'm going in, dude. I'm doing the app, doing the PIN, getting the approval. And then why? Because I wasn't that— I, I told you, I just jumped into selling this, so I was messing up. I'd write the wrong one and get declined. I have to go the other one, re-explain the price. And I didn't like it. So I'm like, you know what, fuck it, I'm gonna try. Why? Like, why not? I can get approval in 90 seconds. Yeah, you know, so I've— dude, like, that's all the only way I do it now. I do not give pricing before I do underwriting.

You messed up into your own process that's working.

Yes, I swear to you. Yep. So now I fell into it, and I won't do it the other way anymore because now if I get the objection, I get it before— I don't even got to run the app. Yeah, I'm just done. Anyway, so last night I'm going to do that. And I'm like, all right, well, next step is I got to get you the approval now. Da da da. Address. Where were you born? Verify your social. And she goes, yeah, I don't do that over the phone. I'll give you my last 4. And I go— and she's, you know, something about a scam, whatever she did. You know, I don't want to be scammed. And meanwhile, she has— I try to send her the license shit. Her daughter put a pop-up thing blocker on her phone.

Oh, yeah.

So she couldn't click it. So I end up sending her a picture. Because that can't block. So she saw it and she— and someone else was in the background goes, that looks pretty legit. And she gets another phone call and she goes, you know, we're just— my daughter put all this stuff because of all the scam calls we get. And she goes, hey, hold on, someone's calling me again. And she switched over and I'm thinking, scam calls, what the hell? And I'm fixing to hang up on the lady because she was at Social Jacks. I'm ready to move on, right? She comes back and she's like, all right, so, you know, I, I'm, I'm here and, you know, the Social Jacks, I just don't know. And I said, listen, Gwendolyn, I understand the concern, but at the same time, you're worried about me scamming you, I'm worried about you scamming me because I don't know who you are either, and I need to make sure you're not some stranger trying to take out insurance in Gwendolyn's name. And she was like, well, no, I mean, I'm not scamming at all, I'm who I am. She started defending who she was instead of me. Oh bro, it was a home run. I've never used it in my life, literally ever.

Yeah.

And it just came out of my mouth because she said something about a scam. So I just matched her energy. Yeah, dude, the way she reacted, I was like, there's something there. So I'm gonna start toying with it. I just literally messed up and said it last night.

Dude, that's perfect. And I tell agents this, I say people want— will answer and get defensive. Yeah, like ask them a question. I'll say, John, you don't have any heart attack, strokes, or cancer? You're like, no, no, no. I'm like, well, hey, why did they place you there? Well, how about this, let's take 10 to 15 minutes. Let me just—

yeah, yeah, for you.

I don't know if I want to keep your weight, they'll get defensive. So I had a lady, this was a presentation earlier this week, and she still said no, she didn't want to give me the social. I was fighting. I sent her my— a picture of my ID, pictures of me and my nieces and nephews. She just— like, there's some people that they've just been scammed and scarred. You could be the best salesperson, they just don't want to do it, right? Like, I'll FaceTime her, like, hey, let's FaceTime, let's do whatever. Like, I just don't do business over the phone. I'm like, well, then go talk to Jake from State Farm down the street. Yeah, same rates. Like, this is— it's 2025. So I make people feel kind of weird for not doing stuff over the phone in 2025, but But anyways, fast forward, I'm in the financial inventory and I ask the golden question. I'll say, John, do you have anything that acts like life insurance is going to transfer over to your, your wife if you suddenly drop dead tomorrow? Anything like a 401, stocks, bonds, mutual funds, IRAs, money under the mattress, blah, blah, blah. She's like, I have a 401. I'm like, great. I'm like, cool. Approximately how much is in there? She's like, well, why do you need to know? And then I go the whole spiel. Like, I was like, I need to know how much insurance to get you because I don't know what's going to your, your, your kids. Like, how much is in there? And she's like, well, I have one. And I'm like, okay, great, I'll just put a big fat zero. That's fine. And she's like, no, no, I don't have a zero. And then she said, I have $40,000. And then I said, there we go. So they get defensive, they'll answer versus, you know, so I always like to use that. And I'll say, you know, so I think if you frame the question where they're gonna say, nope, that's not true, they'll spit out anything.

That's true.

That's good.

That's good.

I love it.

I love it. Yeah, that's what I think people miss the part where you have to try stuff and watch the reactions and play on the psychology. That's— I see a lot of people just miss that. Yeah, they just keep reading off the piece of paper and don't try to, you know, as you know, most of us hate fucking scripts. It's like there's— we made the scripts for y'all because you can't like have a conversation. You know what, the one thing, speaking of scripts and being frustrated that agents need them, one of the things that I've been using against agents lately is going I get, I get we're going to give you a script. I get it.

Yeah.

But at the end of the day, like, if you just read it to them, it's not going to work. So you need to understand what it's doing and all that stuff. And I said, but let me ask you this, Desiree. I want you to give me just one, one other scenario in your life where you have, where you have a conversation with anyone on the planet where you use a script. None.

Never.

So why here? Yeah, no other hard situation in life do you use a script, right? But suddenly this one you need one. And I'm not saying we're not going to give you guidance, I just— why are you so caught up on that when nowhere else in life do you use one, right? With all the things you've never encountered before— have a baby for the first time, get in a fight, get in a divorce, go to the doctor, inquire about medical stuff, go to the store, go find directions when lost, figure out how to fix your car, whatever. Nobody uses one anywhere ever. And here it's like, if you don't give me a script, the perfect script— ah, yeah, that question's been working really good, by the way. I just made it up like a month ago.

Dude, that's awesome. That's— it just simplifies it. It goes back to just simplifying, like, hey, write it down with a crayon and a freaking napkin. You're just not writing it down. That's what it is. You're not just— you're not just reading it. Like, just— and I'm so grateful I went in home, as nerve-wracking as that was, Yeah, but it forced me to sit down and understand the psychology of why I'm asking what I'm asking and how many social objections I got and banking objections. And now I don't care anymore. I'll say, John, you're a U.S. citizen, great. You were born in Georgia or what state? Georgia. Awesome. What's your social? Well, why do you need that? The insurance company needs it. What's your, what's your social? Right. And then it's like, but if you sound weird, it's going to be weird. And I talk about this example. I went and I had to get a phone recently, and if anyone's ever gotten a new line, they need your social. If you get it like— and sometimes I use this on clients— they need your social to get a phone line if you if you guys should know that, right?

100%.

But the rep made it so awkward, John. Like, it was so— I was like, bro, just ask me for my social. Don't be weird. He said, hey, okay, great. So, um, he had his computer and a little keyboard, and then he flips the whole screen, hands me the little keyboard, and turns around, go ahead and put your social in there.

Stop it.

No, I was like, what? You know, it's like, uh, now I don't even want to give it to you because you're making it weird. So I tell people, if if you sound weird, they're gonna be weird. Just don't be weird about it, right? Like, it's, it's okay. But I remember that interaction. I just was like, think— and I was already in insurance sales, and I was like, if I ever asked Mary for her social like that, she would probably kick me out of her house. Like, that's so freaking weird. Like, you just said, yo, what's your social? We need it for the phone line. Like, it's this. Okay, great. So it's like, it's crazy.

We've all given our social a million times. Like, who gives a shit?

Yeah.

Crazy. That's good. I love it. I love it. Before we end, because I know you got a million things going on, anything that I didn't ask that you think would be valuable to share with people?

Okay, I, I actually want to ask you a question.

Let's do it. I love it. Flipping script.

Yeah. So in your, I guess, your career, how long have you been doing insurance again?

I got licensed in 2010, sold my first policy in 2012.

What's your agency doing right now?

Our total, we will do— we'll just fall short of $250, I think, this year. We'll be just under. We're well over $200 million. We'll probably not hit $250.

Okay.

We did like $23 million last month or something.

$23 million a month. In your career here, what was like, I guess, your biggest lesson or two that you would want to, you know, share with me as a young agent still figuring life out. I mean, I'm kind of figuring things out. It sounds like I'm doing decently well. What would you tell me right now, man?

I have a lot of lessons. I learn lessons non-stop. Um, things are going to keep changing, so be ready for it. Don't, don't think you got to figure it out. Yeah, because I'm like, dude, I'm still going, what? Yeah, I have to adapt again and do things new again. And you know what I mean? It's like that the change part, and it's shit you don't see coming. The minute you think you got shit figured out, dude, you got like hit in the face from a curtain you just didn't see it coming. Yeah, you know, and, and that, that continues to happen to me to this day. As big as the agency, whatever the credit, like, that's why I don't even give a shit about the number anymore because it's like, I just, like, I'm just a dude who sells insurance and I helped some other people learn how to sell some insurance and I have so many people that helped. I'm like, why am I getting the credit?

They—

I, I do this much of the $200 million. I'm this much of it, right? You know, um, and the industry does keep changing, you know, and you're going to get curveballs along the way, and shit gets hard. Shit ain't easy. Um, so I think don't take that for granted, for sure. Um, I think that words are very powerful.

Yeah.

You know, um, and I think that I didn't understand— I still don't think I understand, even in a positive way, I don't fully understand how impactful my words can be, good or bad, you know. So I try to be— I try to be— can I— you know me, I let loose. Yeah, you know. So I, I try to, I try to preface what I'm saying before I say it, because I've learned one of the most valuable lessons, and I've said this for a long time, But one of the most valuable lessons I continue to learn over and over and over again— it's like I have to speak to myself a lot. Sometimes I have to consume my own training straight up because I'm like, I'm teaching this but I'm not implementing in certain ways in my life, or you forget or something. Yeah, yeah, 100%.

Yeah.

But I've learned what I say and what you hear— what I say and what you hear can be two totally different things.

100%.

Yeah, that proves me true every day of the week still. Yeah. And so I have to work on my communication really bad. Like, I pissed someone off last week that I'm like—

that is an agent or—

oh no, it's some— it's an agent.

That's—

yeah, you— every single person watching would know. Uh, everyone would know. And I don't think he'll ever see this, and the people who would see it won't know it's him, but you know what I mean? But it's like, yeah, and we go pretty— we go way back, you know? And I said something, it fucking triggered him, dude, and he lost his shit. And I'm like, oh yeah, I didn't mean what he thinks I'm— you know what I mean? It's like, my bad, I, I'll work on communicating better. Like, my bad, it's not what I— that's not where I was going. But I can look back and go, all right, the delivery Based on the situation we're in, I see how he heard it that way. Fuck, you know? And I just didn't pay attention before. Yeah, I said— just came out and it wasn't anything intent, you know what I mean? It wasn't intended to do what it did, but it did, and it affected things, you know what I mean? It's like, fuck, you know? So words are important.

Yeah. And being in sales, that's why I love sales. You just sharpen your communication. And for you to be in this industry for however long you've been and at the success level you have, you're still striving to communicate better.

Yeah.

In your relationships and your business relationships, your personal relationships. I think that's, that says a lot about just like wanting to get better all the time and being around a leader that's like, yo, it's not me, it's them. Like, oh, it's like I screwed up. And like you could just take that ownership and And I think that's why you attract a lot of people. But dude, it's, it's, it's awesome. So I appreciate you. I will say, okay, I'll say one thing if I could give it to the audience. Yeah. Um, I'll say that there, there is a lot of people wait for the perfect conditions. They wait till they get $1,000 worth of leads. They wait till they have 2 weeks off to take the coursework and then they take the coursework and they wait. Everyone's waiting for the perfect conditions, but we're like, hey, just do it. Just jump in. Like, massive imperfect action will get you there. And I think waiting— and this has been my theme all week, I like try to be very intentional with like a mindset shift all week— and I'm like, waiting is pricey. Like, there's no neutral decision. There's no neutral decision. Anything that you do, you're either moving towards your goals or you're not. And waiting— people get tripped up. They're like, I'm gonna wait, and they think it's not gonna harm them. No, waiting is costly. You're missing out on a lot of stuff. Like, time is We're not going to get time back. We could make more money. We're not going to get time back. And in this industry specifically, if you wait, you miss on the reps, you miss on the experience. And somebody who's waiting for $800 versus, versus an agent who Ubered and DoorDash and has $300 and they buy aged leads and they're just on the phones, they're going to outwork you every time. They're going to beat you every time because they're just acting now. You're never going to have the perfect conditions. You're never going to have the perfect plan. Just take massive imperfect action and action, you know, and like Tony Robbins says this, they— people say, oh, knowledge is power. Knowledge is potential power, but the power is in the execution. Like, the power is in the execution, guys. Like, just do it. Just find— if you're looking at this and you're thinking about Family First Life, you're thinking about finding the right mentor, you're here. This is it. This is the best vehicle ever. Like, the best sales industry ever, right? If commission-based sales is the highest paid occupation in America, You're here and then you're in financial services, which is here. And everyone here in Family First Life is independent. You could build your business from day one. We have free training, leads, support, everything that you could think of. It's right here. You're in the right direction. Just pick up the phone, take the course, buy the leads, get on the freaking phones and just get messy. So that's my biggest thing. Take action. Just do it. Nike said it best. Just freaking do it.

Yeah, buddy. I love it. This was so good.

I love it.

Yeah, I appreciate it.

Picture of us for my little Instagram here. Gotta do it, do it.

Tag me because I forgot to take one too, and I'll show you.

All right, John, something you want to give to the people?

Appreciate it. I think that, um, follow Desiree because she's leading by example, and she—

I—

she just taught me some stuff, and I've been doing this a long time, so she ain't playing. Get after it, go to work, and let us know if we can help.

Appreciate you. Thank you.

All right, girl, appreciate you.

Have a good day. Thanks for getting Yeah, of course. Anything you need. Yeah.

All right. Appreciate it, girl. See ya.

Yeah.

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