Episode 63: Special Guest Jose Soriano

Welcome to the Unstoppable Profit podcast. Wherever you are today, if you're starting with nothing or are well on your way to the success you desire, with the right people, processes and promotions in place, you will be unstoppable. And now I'd like to introduce your host, Mike Stromso.

Welcome friends. This is Mike Stromso coming to you live from the Living Agency Laboratory. And I am uber pumped and excited. We are bringing somebody who has accomplished so much so far in their UPP journey to the podcast today. In the next episode, I am excited to learn more, to share with you all the details. I am going to attempt to pull them out of him. Mr. Jose Soriano is on the podcast. Jose, good afternoon. How are you, sir?

Good afternoon, Mike. Thank you for having me here.

Hey, you're welcome. I am glad you're here. I am honored to be by your side in our UPP journey and just watch. The speed at which you take action is inspiring, motivating, and an honor and a privilege. So great job there. Some cool, cool things have happened recently in your agency and I want to dig in and get the details and share it with everybody who either watches and or listens to our podcast. But before we go there, let's really find out who is Jose Soriano. Share with us a little bit about yourself. If you want to include a little bit about your family. Fantastic. Who are you?

Absolutely, Mike? Well, I'm Jose Soriano from Globe First Insurance Agency from Palmdale, California. Taking you guys a little bit back. I got started in the industry when I was 18. I come from business owning working class family. They used to run bakeries. I grew up in the bakery industry. So I grew up waking up early, 3am, working late nights, no weekends. I knew one thing, I knew that was going to be my future, Mike. I knew I wanted to do something better with my life. And what ended up happening when I hit the age of 18. Unfortunately at the time I wasn't really focused when it came down to having good grades in school. So a lot of the universities when I try to apply.

They climbed my application. So at 18, I got introduced into the insurance industry and I actually started in the life insurance industry. You know, so imagine an 18 year old trying to sell a investment account or a term insurance account to, to, to, you know, I will get things like, oh, you know, I could teach you everything, what do you want to learn? And things like that. And two years into that, I remember looking into the PNC world and, and I, we used to have a. We used to have an office right next to my parents bakery. And one day I just walked in there and I told the manager there. I was like, who's the manager here? They introduced me to him. I said, what do I have to do to get a job here? And they were like, you know what, what you need to do is you need to go get a license. So I went home, I searched it, I looked it up. Two weeks later, I was like, here's my test. I passed. When do I start? And that was the beginning to the PNC world for me. You know, I started in a small agency. I learned a lot very quickly. I started to help a hundred families a month. Working for somebody else, I started to do very high in six months, actually. I believe being part of that life insurance, you know, company helped me a lot with my confidence, helped me a lot with connecting. It just made it really easy for me to go in there and just dominate, you know, that. That area.

In 2012. Carla, I'm married. I. I have. As of the time of this recording, I have three kids and my wife. We're expecting, so we're actually.

Congratulations.

We're gonna have a baby boy. You know, it's programmed to be here in November, so we just found out the sex. And I'm excited. I'm excited for providing a good future for them. And ever since we got started in the insurance industry, Mike, back in 2012, we had it, you know, we had a clear purpose. And one thing was that we wanted to make a difference and be known amongst the industry. We didn't want to just join to make a couple, make a good living. We wanted to, you know, change the way the industry did business moving forward. And it's been an amazing ride. I mean, it's been great to be part of the. Of the UPP family, and it's taught us a lot. But if I have to say one thing that we gain, you know, thus far from it is awareness, which for me, that's a very powerful word.

Fantastic. Well, thank you again for the opportunity and congratulations on your success so far. And bigger than that, congratulations on your next family member upcoming, and we look forward to total health. Please extend our best to Carla and let her know to obviously take care of herself. So we can't wait. So you're located in Palmdale, California, correct?

That is correct.

Okay, great story. What a fantastic story. So one of the things that I have loved to learn more about you, and it seems like every time that we get on the phone for A one on one call or a coaching session or anything like that. I talk to you about, well, what do you have in mind next? And you've got something else in mind for the future vision of your business. And I believe that you are the epitome of an entrepreneurial visionary. So kudos to you for that. So what's your vision for Global First? You've built an agency up. Now, how many team members do you have roughly?

Right now we have six.

Okay, so you have six team members already. I think last time we talked you had five. So I know that I saw you put a post up that you implemented our hiring system and it started working really well and all of a sudden you had a big funnel full of candidates. Virtual high five for you there. Way to go. So you have a team of six. What's your future vision for Global First? 1 years, 3 years, 5 years down the road and beyond that?

Yes, yes, definitely. Well, we want to be that company, you know, we want to be that company that people go to, that they can rely on and that they see as a credible source for not only just helping them with one product, but being able to insure everything that's important to them. You know, as part of our company, we also have a tax division. So our goal is to distribute those services to families and have omnipresence in the cities we choose to be present in.

The next five years. I see us having a minimum of six locations. Actually, through the platinum program, we were able to understand how to create that perfect cookie cutter like you were mentioning earlier about that hiring process. So we just hire our, you know, someone else through it. We, we took 10 people through the process. We did the questionnaire. People, you know, people didn't go, you know, some people didn't make it to the next round. We ended up filtering up to five. Out of those five, three showed up. Out of those three, we made a decision based on, on those assessments to see who was going to be the true team player that was going to help us, you know, run that company. So when that seven steps, I call it the seven step hiring process, because that's what I noticed that you have. And we put together, we put the seven steps and I mean, now we have a system, now we have a process. So as we develop other cities, our goal for the immediate future is to open up in the city of Victorville. That's going to be where we're going to be penetrating. We had to put it off first for several reasons, but we're going to get there and we're going to go into that city, then we're going to take it to Bakersfield. And then with the cookie cutter system that we now understand in the hiring process, we're able to move a lot faster and with a lot more clarity.

Fantastic. Well, in our industry, in the independent insurance agency industry, one of the absolute keys. Congratulations, by the way. I love that. And the other cool thing that I discovered during our one day is we were able to begin to document that vision. So now that you have the vision here, you've been able to put it onto the paper and you have a game plan, a blueprint if you will, that you can follow. So that's awesome stuff as well. So, yeah, go ahead, Mike.

This is how I see it, guys. I see.

Mike being that franchise. People join franchises because they want to learn how to do things. They want somebody to tell them what to do. Like, okay, I want to make sure my energy is put in the right, in the right direction. The way I see this investment is you invest into like a franchise, you know, similar system, but you still in 100% of your business. To me, that's priceless.

Absolutely. But yeah, and there's people that want the entrepreneurial chair and there's people that don't want the entrepreneurial chair. They just want to earn a respectable living. And there's nothing wrong with that. We all need those people. So you see it. And as you know, vision is the art of seeing things that other people can't see. So another virtual high five for you. So you've got this vision for the future. Kudos for you on implementing the seven step hiring process and system for your business. Just awesome stuff. Don't forget, don't forget to constantly be improving and tweaking because something's going to change probably in the next five or 10 minutes, if not sooner. So now that you've got that in place, now you have the vision for the future. You have the written blueprint. Great stuff. As you know, in the independent insurance agency business, we have another need that we have to have by our side other than teammates, other than vision, and that's carrier partners. Because we have to have the resources. Because yet, not yet. You and I don't have the gold to make the rules. Right?

Yes.

We haven't gotten to our first 25 million. I mean, we need at least 25 million to be able to start an insurance company. And until we get there.

Right. So we need carrier partners by our side. And you have. Part of your vision is knowing that you Want to start moving towards also having a preferred agency business arm. And you made the decision to do that. And bigger than that, you made the decision to do that and you took action. So good for you on that. So you contacted us. I don't know if it was on a coaching call or emergency call. It does not matter. We talked. You said, hey, I've got this opportunity coming up. What do I do? I said, well, you do this, this, and this. Tell us in detail about the process that you went through after that call to prepare yourself, because we recently learned that you had success and you got the appointment, right?

Correct.

Okay, so give us some dirty details on that.

So, I mean, with everything that's going on, you know, a lot of us have to go home and a lot of us had to work from home. And I said, you know, what can I do? How can I make sure that when we get ready to go back, we're gonna be in a position that we're gonna be ahead of the game? So what I started to do is I started to contact carriers. This has been carriers that I actually been following up for more than two years. Every six months, I will give them a call. Like, I'm just following up to see where we are now. This is where as an agency, this is how much we've grown. Let us know where we stand. So every six months. For two years. For two years. For two years this past, you know, I believe it was on March, March 25, when everything shut down in California. Everybody was asked to be home. I contacted the rep and I told her, you know what? We're here now. What do we need to do? And then they're like, you know what? Right now we're actually waiting for a rep in your. In your area, but we'll be in contact. So I kept that constant communication. Little did you know, two days later, I get the call from the rep. He're like, jose, tell me more about your agency. So then this rep. Now, this is a big company. This is not a small company. Names. I'll say company A, but they have.

Let me ask you to pause for just a minute. Let's wet their whistle a little bit. It's a top five national carrier. Agreed?

Yes.

Yes. Okay, back to you.

Yeah. And what we did is.

Everything was done through the phone. Like, we sold the vision of the company. We did everything over the phone.

We.

We told we were sharing how we could be a good partnership. And we got to a point where they asked us for a business plan, you know, so that's When I made the, it was an emergency call. I was like, hey Mike, listen, this is where we're at. They're asking us for a business plan. And actually through you and through several other platinum members, you know, we were able to get a skeleton. And what we did is we created a PowerPoint, you know, a PowerPoint, a visual PowerPoint that we sent to the carrier. And what we did, we included a lot of things. You were able to review it, you were able to look at a couple of things, tweak a couple of things here. Once we send it over to them, I put on the memo, there was a couple of letters to that. By the way, I want to give a big thanks to Russ and Jesse and yourself because those letters were really helpful. Where you know, when the carriers.

It brought more credibility to that PowerPoint. Once they saw it, I told them, you know what, I know you're used to reading a hundred page document. I just want to make your life easier. Here's the PowerPoint. The marketing rep was like, Jose, thank.

You for doing that. Simplicity, right?

They're blown away.

Clarity, simplicity and certainty. And you made it simple. Good job.

And visual. Yeah, they saw it, they saw it. It's like a whole story. Through that PowerPoint, they send it up to upper management. And by the way guys, a lot of these carriers are not appointing right now. You know, they're, they're, they're a little bit on the defensive side because they don't know like what's going to happen. A lot of people are being defensive. We took an aggressive approach, an offensive approach and they were blown away. They were blown away by it actually. Today at 5pm I have a call with that carrier for our training because our codes are going to be potentially issued by Friday or Monday morning. So we're excited about it. Now this opens up, this opens up a lot of possibilities for our agency because moving forward as long as we do what's right, we build profitable business with this carrier, we keep our loss ratios low, we'll be able to attract those additional carriers in the near future, which is a big, big, big win for us.

Well, you're building the foundation to build the house and ultimately the multi unit habitational complexes that are going to be sprinkled throughout, I guess the western United States for lack of a better geographical area to start with at least. Right?

Matter of time, my friend.

Yeah. So fantastic. So through your hard work, through your vision, through you creating the story and you putting it into a visual platform like a PowerPoint, great job.

So we believe that facts tell and stories sell. Would you agree?

100%.

Yeah, 100%. So at the end of the day, you told your story in the beginning of the podcast here. Thank you so much for sharing about the bakery. And you just turn around and did the same thing in the beginning of the PowerPoint, right?

Yeah.

I mean, people do business with people that they know, love and trust. And so the cool thing about telling your story that resonates with people, especially on the carrier side, they want people that they know they can grow with, that they can trust. Right. It's the trust of the relationship. And so you've built that story into the PowerPoint. You have lots of visuals. You're documenting your path as you go along. So you're able to pepper everything that you've done, your community work and everything else into that story, that story brand, if you will. So great job, you. So you got the appointment. And by the way, you know, also companies, if you do a good enough job, they're always looking to grow with the right agency partner. So it's really, really important that you position yourself and talk about. Let's talk about the letters for just a minute because. Where'd you get that idea?

It was from you.

Okay, thank you.

Anyway.

I intentionally said that. Thank you. But by the way, 20 plus years ago, I learned it from somebody else. So there's nothing new under the sun. But the thing you and I have in common, bud, we are action takers. We are action takers without question. So anyway, there is nothing new under the sun. And at the end of the day, social proof is so key. And that is a key lesson for you. And I want you to remember this in the fact that, you know, it doesn't matter what we say we've done for other people. It's what other people say that we've already done for them. And that's the key. That's why social proof is so powerful. So kudos for you. You did all the work to make those happen. Fantastic job. Okay, so you built the PowerPoint, you told the story, you followed up relentlessly to get the appointment done.

You.

You got it done. It's done. So you've got this top national carrier you now represent, and you were looking for another preferred carrier. Tell us what happened, because you told me this the other day, and I said, we gotta share the story.

Yes, on that one. What ended up happening is there's a clear moratorium in my city. For some reason, there's certain zip codes that some carriers are just not wanting to go into, you know, for whatever reason it may be. And what I did is I got the same PowerPoint and on the end of the PowerPoint what I did is on the last page, I put Ensuring America's Future together. I put the carrier's logo first and then I put the global first logo second. So all I did to the PowerPoint was I removed that carrier A, I, I added that carrier B, and I, and I said, listen, I know right now you have a moratorium. I wanted you to have this for us to be ready when you guys get ready to reopen. Got sent back up to management right now. We were still pending that one, but it got reopened. They're reviewing it as we speak and we still don't have something solid on that one, but it just reopened the whole thing once they received it.

But they did not say no.

They, they did not say no.

So let's set the table here. This is a carrier who currently has a moratorium, by the way, and I'm happy to talk about this in greater detail in a future date. It's called predictive analytics. The reasons that carriers are able to cease doing business in any geographic area in today's marketplace and beyond. I was privileged to be on an agent panel at the National Predictive Analytics Conference a couple of years ago. What an eye opening day that was for me. I mean the old days of actuaries and people who have books and they're doing the math, it's over. They have predictive analysts and these predictive analysts, that's why carriers can shift on rates and other guidelines so quickly in today's world because of predictive analytics, FYI. So that particular carrier B as well decided because of analytics and their people said, you know, this geographic area, not so much now, but you've been able to through your ability to create a story, to put a visual together to, if you will, sell them on the vision of your business and present to them, you've got them to turn their head and say, let's take a second look at this one because we may not want to miss this opportunity. So good for you. So my great encouragement is, and because you invested in yourself and I know you were on a recent training also with a lot of people.

Fortunately for us in the social proof realm, we have collected almost 2,300 testimonials and other words of credibility and praise. And I commonly say if I had a deal that I wanted to close, I would freshen up that because we have all of our testimonials on a singular word document. I would take those and I would freshen them up, make it look real nice and clean. I'd print that whole list out onto a goldenrod piece of paper and I would ship it to whoever needed to see it. So just future thought on social proof. So great job. So I can't wait to hear the results of that. So you pretty much at this point you have your seven step hiring a recruiting and hiring system. Better said recruiting and hiring and as you know, always be recruiting. Would you agree?

100%. We actually have a life. We're receiving through, through, through a recruiting provider. We're receiving daily resumes and we keep on getting them in. We're not, we're, we're not going to turn it off. We're gonna see it as an annual investment because we never know who's gonna submitting. Although we might be filling in positions. We're just gonna, you know, keep on going. And we also created this which is, I think you could see it good. But it's, it's the card that it's pretty much, it's join Global first. We build the website. You know, you, you recommended that to us that we were able to do a landing page on our current website. So as I'm, you know, driving around going about my day, if I see someone or if I feel someone could potentially be good, I just give them this. No phone number, no nothing. Just join Global first. I want to find out if you're resourceful. If you're not, then.

The greatest thing about that, it protects your time.

It does.

They're not calling you, they're not walking in or anything else. They got to go to your career page to begin the application process and you make the decision. And that's only if they follow those, you know, key instructions at the bottom of the page. Correct?

Correct.

Because you need people that can follow directions.

Yes, definitely.

As we hire, we're not going to be afraid to let people go. One mistake we've done in the past is hoping people will change or hoping people will catch up to things. I mean if.

First month and it's not working out, say an hour, my friend, we're not a good fit and we'll keep on going.

Hire slow and fire fast.

But I will suggest, because the world is changing faster than we can keep up with sometimes hire. My latest thing is I've shifted that a little bit higher, slower. You don't want to hire too slow. Because I know transparently that we lost a couple of candidates last year. Because we were hiring too slow. I mean, we needed to have that team interview with the leadership team, and somebody couldn't make the meeting, somebody couldn't make meetings, somebody couldn't make meetings. So we kept putting it off, and. And the candidate wasn't going to wait anymore. So the lesson is just go with who's available and get the interview done.

So. And now that we have this new tool, it seems to be pretty popular, Zoom. You've heard about it.

So. Yeah, exactly. So Centerviews are a snap.

That's fantastic. Good stuff, man. So proud of you. So into the future we go. You've got the people thing figured out, if you will, right. Right here on our wall. The people, the processes, and the promotion. You're continuing to build your processes, right?

Yeah.

And I know you're just an avid marketer, so your promotion is always going full strong. Good for you on that.

So what's next?

Next? Next, we're finalizing right now our back office. We've been building our back office, you know, so one thing that I realized at the early stage was that I had to keep on training. Like, if I had to train someone new, I had to keep on repeating myself, repeating myself. What we're doing now is we're recording a lot of videos and we developed that back office where we have literally, we put our whole underwriting guidelines in the back office. We have a section for that. We have a how to video section for how to do certain steps within our company's systems. You know, whether it's quoting, whether it's, you know, the management system or certain processes that they need to do. So we're pretty much documented everything within the company where people actually, as we speak now, if you were to go to our website, there's a section where it says Global First University. That's what we call their back office. You click on it, you put in the code, you could have access to this no matter. No matter where you're at. You could be at your house, through your cell phone, through your tablet, laptop. So there's really no excuse on. You know what? I didn't have time to learn this or study this because I was too busy at work. So you have it at home, 30 minutes, you know, and we also within it, we built the forms, like the job forms, but instead of having them individually on tabs, we integrated them into our back office. So when they go back there, they just do data entry and it goes to the correct departments. I mean, there's so many things we're doing Back there, which is amazing, you know, but. But that's all part of freeing Carla and I from working in the business. And we're working a lot on it. And that's one of the things we've been doing a lot of. Like, sometimes I do find myself having to work in the business during the morning time because, you know, with the hiring process, we have to have someone that's being trained. But half of my day or towards the end of the day, I make sure that I'm working on the business to make sure that people, whenever they have a question or whenever they need anything, they could just have access to it in the back office.

That is fantastic. So as we begin to wrap this up, I've got a couple things I want to pull out of you if I can. I can sit here and talk to you all day. But I know you have such an in demand schedule nowadays because of your success. Speaking of success, what's one of your current daily habits that you strongly believe contributes to your success?

What is it?

Working out in the morning, getting up at 4am, exercising. I think it's really provided a lot of energy. I'm careful with what I eat, I'm careful what I put into my mind.

The audiobooks. I understand. Sometimes it's hard. You know, it's a lot easier to listen to the radio than it is to an audiobook. Sometimes you enjoy it a little bit more, but sometimes you just gotta. You know, it goes back to doing things even when you don't want to do it. I mean, once goes off, I wake up. That's one of the things that I feel has helped out a lot. Also being aware of what my responsibilities are, that's just starting off my day. But making sure I'm not putting my time into things that are not.

My biggest strengths, such as trying to stay away from working in the business. It's something that very easily we could get sucked into if we're not careful. So I'm conscious about it and I try to delegate as much as possible.

That is a fantastic tip and I hope everybody heard that. Just to repeat what you said, because I'm aware of this as well. Jose has identified his top personal talents, gifts, vital functions, however you want to classify it. And you are, because of this awareness, you are endeavoring to work within only those areas at least 80 to 90% of the time. And accurate.

Yes.

Fantastic job. Way to go. And he's empowering or delegating. And we used to say delegate and elevate, but now it's empower and elevate because we're teaching people to take care of the business and make those judgment calls so we don't have to. Right?

Absolutely.

Yeah. I wanted to share a quote because I'm trying to make sure I get this memorized because I was doing a training recently and I didn't have it and frankly I was grinding on a little bit. So would you mind go for it? Yeah. Based on what we've been talking about, it's an absolute key. So the late, great Zig Ziglar said there's only one thing worse than training employees and losing them, and that's not training them and keeping them.

So kudos to you for creating the back end processes and systems that you need to train. Continually train and grow and empower those excellent people that you're hiring within your agency business. Good job, man. I'm so proud of you. Fantastic. So anything else you'd like to add? What's the most critical skill that you would recommend? I'm sorry, I interrupted you. Anything else to add?

Inspect. Inspect, inspect. Once you empower somebody else, don't assume it'll get done. Inspect it. Because then if you inspect it too late, you will be shocked.

Yeah, right. Inspect what you expect without question. So. And build in that accountability for them as well as yourself. Right.

Yes.

It's fantastic. So as we wrap it up, what do you think based on what you've learned so far in your journey into business and the bakery business and now into the insurance agency business, not only your keys to success, but what do you think is the most critical skill that any agency entrepreneur out there that might be watching and or listening to this should be aware of? That is an absolute key, critical skill that a successful agency entrepreneur must possess.

Sales.

Okay, tell me more.

They must be able to sell. Sell. We sell everything. We sell our spouses, we sell our kids, we sell our team, we sell the carriers. I mean, we're always selling. So the salesman and communicator, you become the better of a future agency.

We'll have. So what's your suggestion for somebody who might be either watching or listening to this, who is not really good in sales yet, but they're in the agency owner or leader, chair. What do you suggest they do?

Listen to books.

Listen to books. You know, participate in trainings that have to do with sales. Whatever skill that you feel you need to improve on, you have to develop yourself. You have to get around people. I believe, firmly believe that there's three things that will shape your future. One is the books you read, the events you attend, and the people you associate yourself with. So if you're not good at sales, associate yourself with salespeople. They'll make sure you take it up a notch.

That's right. If we want things to change, we have to change. Would you agree?

100%.

Fantastic. Jose Soriano, it's been an absolute pleasure and a treat and an honor to continue to learn from you as well. I'm so proud of your success. I'm so honored to stand by your side in the evolution and the journey that Global First Insurance is on. Congratulations on your success.

Thank you, Mike. And if I might add, I could say one thing that really has changed, you know, a lot of things for Carla and I. I attended the boot camp three years in a row, and I will go there and I will, like, learn all this information. And I felt like all this information was thrown at me and I'll get back to office and I was excited, and then I'll get to the office and the office hit me. Come couple months down, I was, you know, I was back to doing the same thing. So Carla and I, this past October, I believe it was, we made the decision to join the platinum group. And by doing that, we're putting our money where our mouth's at. It's pushing us. It's making us give it everything we have. And that has been something that has been really good for us because not only did we go all in, but we found out that there's a group of people who are all in with us, are there to help you, challenge you, get uncomfortable. Like me doing this today. This is the very first time I do it, you know, and I'm like, let's do it. Let's make it happen, you know, and it's not going to be the end of it. We're going to be challenged. And I'm looking forward to it because when we become uncomfortable, we grow. And this has been really a blessing to be part of this. And Carla and I, we understand that it's not even over yet. We still got a long way before we even finish this year. And whole is a career. So we are glad with the associations we're building within this group. But committing to this has been the best decision to be able to push us to take our business to the next level.

Well, you're the one to be commended. Thank you so much for saying that. I wasn't even expecting that, but thank you for saying that. But you're the one that made the decision. You're the one that took the action. You and Carla. Congratulations on that. But you know, the journey of a thousand miles begins with a single step, right?

Yeah.

And I learned years ago all progress starts by pushing into areas of discomfort. And I learned from my own accountability partner that we've got to get comfortable being uncomfortable. It's just the way of great entrepreneurship. I mean, you know Richard Branson, who you've heard of from Virgin, I mean, he's got hundreds of companies and he's got, well, maybe not hundreds of companies. He's got a lot of companies. But what he does have is he has hundreds of lawsuits going on at any one time because of all the companies that he gets to lead. And that's just the area of discomfort that this man operates in. He's become comfortable. It's just a business transaction.

Right.

So kudos to you and thank you for saying that. You are absolutely correct and kudos to you again because, you know, not everybody is able to enter the platinum door. It's a pre selected position. But you were able to share your story and put yourself forward. So we are honored to have you. We can't wait to watch you grow. And one other thing I'll just, I need to add this is because one of the things I noticed about you so far and working together in one of the platinum groups is you seem to show up for every single training. We recently had a training of the million dollar niche blueprint. You showed up. We had a training just within the last couple days on how we're going to re enter the marketplace due to all the adversity that we've gone through this year. You showed up. I mean, you just show up all the time to become more all of the time. And you know what I'm seeing is the mirror because that's the way I was and I still am. I've tripled my investment into my own personal development for this year, not knowing what was going to happen through this adversity. But I'm going through it. And that tripling down, if you will, has paid some real dividends. And what an honor it is, right?

It is. It is the second most important thing. The events you attend. It could be live, it could be virtual. I mean, it's just being there. You're just missing that little thing that's going to make that shift that is going to just to heights that you were wanting to get to.

Yeah, yeah. So I mean, let's show them one of the secrets, right?

There's only one person standing between them as a success. Right there. It is right there.

So kudos to you for taking care of what you see in the mirror, my friend.

Thank you, Mike.

All right, fantastic. Anything more to add?

Now? That's it for me.

All right. Jose Soriano, Global First Insurance from Palmdale, California, and now beyond. Congratulations on your success. Congratulations on your growing family. Great health to you and your family. Please be safe. Please be well. And thank you for investing time today to help everybody that invests time to become more through the Unstoppable Profit podcast. This is Mike Tromso coming to you live from the Living Agency Laboratory. We will speak with you and see you literally on the next episode of the podcast. Until then, get out there, implement, execute, and take action. We'll talk to you soon. Thanks, Jose.

Thank you for listening. If you would like to listen to more episodes or share this podcast with someone you care about, please visit www.notstoppableprofitpodcast.com now go out and make a difference. Be unstoppable and leave no regrets.