How He Wrote $85K His First 6 Weeks As An Insurance Agent!

How did you jump into insurance with no insurance experience? And some people think it's more about the insurance experience. Obviously it's not. What was so special about you that you could jump into our industry and pull off $85,000 in premium in your first six weeks? Most people don't do that in six months, let alone six years. Most people are failing. You don't even know how to spell insurance. You still have probably very little product knowledge compared to most people and you do 85k in six weeks.

I'm the dumbest insurance guy ever meet. I'll tell you right now. I know very little about the insurance industry. And not saying I got my license, I'm licensed to sell it, I understand what a term product is and the difference between that and a whole life. I mean I get that's a good start. But other than that, I'm probably the dumbest in insurance guy you're going to meet. You know, I was, I was talking to your, your sales team, you know about that this morning.

Yeah.

You know, I always say I'm, I'm a 20 year overnight success, you know, and it was just the foundation I was able to build. Yeah. And, and the understanding of, of people and it was so exciting. I got to reconnect with my mentor here recently and, and it was, you know, the universe, God, whatever you want to call it. I'm going to force any beliefs on you, but I had a chance to reconnect with him and go have lunch with him and he lives a mile down from my street. I live here in a gated community and he lives in the, I'm like in the mini gated community. You've been to the house. That's the mini one compared to Cisco where his ads right by the Dallas Star. And he lives in Starwood with all the, you know, elite athletes and the big ballers and the money makers and he's doing phenomenal. And just to reconnect with him, it was like, you know, I left that meeting, we had an hour, we had an hour lunch that we had and I think it was like three and a half, four hours of us talking and just, I just like felt another higher level and I'm like, I got more stuff I want, you know, to, to get, to get from him and get a chance and he's so busy and I, we went to the country club the next day and he's the member. I mean here's my mentor. Right. He met when I was broke and I was, you know, literally jumping from one Couch to another friend's couch and didn't have somewhere to live and got my car repoed. And, you know, and. And we're going to lunch at the country club. He's the same member of the same country club I'm a member of down the road. And, you know, and since you brought it up and you love to talk, I mean, if you go to my Facebook, my McLaren's not there. My house isn't on there. I don't. No offense, I don't need people to tell me that I have a beautiful house, a beautiful wife, beautiful car, to make myself feel good about myself. Because that was another thing he taught me, is don't let. Don't let your stuff define you, right? Because I watched him because of some things that happened where there. He lost a lot of his stuff at one point in his life because of some people that he trained that did some things that they shouldn't have done. And. And. And he lost a lot of stuff, and he. He. No big deal. Remember asking, like, man, like, that would crush me. It's no big deal. It's just stuff, you know, Never seen a hearse pulling a U Haul. You always buy. You can always buy it back, right? You can always buy it back. That's right. And you're not gonna want it in eight or nine years anyway. He's like, you ever go on a good vacation? I'm like, no. He's like, you ever been to, like, a really nice vacation? I'm. At the time, I was like, no. Now, the insurance industry, right? They. They. They, you know, try to outdo each other. We've been to, you know, the Ritz Carlton and Kauai and the Ritz Carlton in Maui, and then we went to the Ritz Carlton reserve in Puerto Rico and been to Ireland and London and Rome and Italy and, you know, Estonia and Russia and Finland. I mean, I don't know. I can't count how many vacations we've been on because of this incredible industry and the carriers and what they do to take care of us, right? But he's like, going, everybody on a good vacation? No, he's like, you know, you get there, you know, he starts describing his vacation. It seems like, you know, it's like. And then I went on one. One time where he had a button. You pushed a button. We had the Ritz Carlton reserve in Puerto Rico and had a button where you pushed it, and your butler would come running wherever you're at. You carried a button around with you. That was cool, right? Abused it. I felt bad, though. Like, because I kind of felt bad. Like, I'm like, yeah. You know, I get out of the car and like, they're like, oh, take this. I'm like, I carry my luggage where I go still. I'm the same dude that was. I waited tables, you know, I'm the same dude that was a college dropout that weighed tables. It's like, I got my bag. Even you try to grab my bag. I got it. I always feel weird, like, you know.

No, but I didn't give it back, though.

I know you didn't get back, but I'm like, I know, dude. I got this. It's almost weird when you're on these vacations and just like, slobber all over you, right?

Yeah.

But he said, you ever go on a vacation and, you know, you have the nicest room and you have a butler taking care of you, and you're, you know, right on the beach and, you know, you're in this. This room that costs you $5,000 a night?

No.

He's like, would it be. So when you're done that vacation, you get on the airplane, you're going home. Are you, like, in tears? Crying, oh, my gosh, I don't have my thing. Are you just thinking about all the wonderful things you got to experience and what are you talking about when you get home? What are you talking about?

Yeah, all the positive.

All the positive stuff. Yeah, because so. Because that's life, dude. That's life. You know, that's your stuff. It's on rent. You don't have to keep it. And so, like, that was another critical point. I never fell in love. Do I like nice stuff? Of course I like nice stuff. Yeah. I want to lose my nice stuff. Of course I don't lose my nice stuff. But I never really fell in love with it. And when, you know, when you don't fall in love with your stuff, you're. You have the ability to take risk without worry because you're not loved your stuff. Right. So here I am. I got involved in credit card processing, and I made millions of dollars in credit card processing based on the stuff that I learned from my mentor. And, you know, that some things happened where I had to walk away from that, you know, and I had a, you know, $20,000 a month lifestyle with a $40,000 a month income I wasn't making anymore. And I was trying to build another business, and I thought, well, maybe the network marketing industries changed. I tried to get back into that, and I was Doing well, but I wasn't, I just wasn't really in love with it again. I was like, I don't want to go back here. And I actually called two individuals, Matt and Brad Smith with the company, and I attempted to recruit them in to the company I was doing, and they flipped the script. So here they are. And I'm like going, so what are you guys doing, man? He's like, he's like, you guys see what we're doing? Like, what are you doing?

Right?

And they go, we're selling insurance. You're like mortgage protection? Yes. No, no, no. It was bad. Like I had a little bit, you know, you got it. I worked up in my life where I had three assistants. I was, I wasn't married at the time. I was 38 years old. I've living the bachelor life with the, you know, home theater room in the basement with a 120 inch screen, you know, projector and flat screens all around. And I'd be, you know. So here I am getting up, you know, starting work at 10am, getting done at 4, all nights and weekends free. Right? That's what I was used to. Oh, yeah, that's what I used to. Making a great income. And you don't have a family. I mean, that's, you're. You're living like a king. Especially I was in Ohio back then.

What kind of money?

I was making 40, $40,000 a month, 34,000 bucks.

This is before insurance.

That was before insurance.

Okay, right.

So I made millions of dollars in the industry. So they said they're selling mortgage protection. I go, brad, is life that bad? It's like, I did say that to him. Surprised. You know, Brad's such a nice guy. I'm surprised he wouldn't reach into the phone and be like, screw you. And he was over the phone? Yeah, I was over the phone. I goes like, that bad? And he starts telling me about this, that and the other. And I'm like, man, I'm just like, that's great. I'm not interested.

Right?

And so then I said, but I have about 10 guys that I will send your way that aren't going to cut it with what I'm doing. Marlon was one of them. And I sent out a video. You heard a story, the 10 of those guys. I thought of Marlon. I said, I know he's got in him. Here's a chance, send him a video. 9 out of 10 came back and they said, we have an interest. And I'm like, okay, I know how these pyramid deals Work, right? You know, insurance, Like, I don't want to jump in after that. Yeah, I said insurance, man. That's a pyramid deal, right? It's the best one, Right. See, insurance is such a great pyramid deal, right. That you need a license to participate in that one. That's right. I say that with Jess because I like the ignorant people say dumb stuff, right? Oh, it's a pyramid. Okay, great. We can spend an hour on that one. Watch the podcast we did earlier today. I annihilate that one, right?

Yeah, that's true.

I annihilate that one. Yeah. They want you to start the bottom of someone else's pyramid and try to climb the corporate ladder while someone's standing on your head. I mean, how smart is that? Fill out your resume and resume at the bottom of someone else's corporation that they busted their ass to build. And. And then one day, maybe if you had the right last name or the right opportunity, you might get to move up and they pay you just enough money that you stay there and you work just hard enough that they don't fire you. What a great corporate America, man. That's where I want to be.

Absolutely.

I mean, and people, they don't. My dad worked for the same company for 40 plus years. That doesn't happen anymore. Downsize, resize, restructured. I met a guy I was recruiting. He said he got. No, he got strategically realigned right into zip. Recruiter. You lost your job, buddy. Right? I got strategically realized. That's a good one. That's a good one, right? You know, strategically relying. Well, you got fired or you lost your job. Who is in.

You said that, didn't you?

What I said? Yeah. So you mean like, you don't have a job right now or like what is. I said, what does strategically rely mean? But so I call Brad, I go, how am I gonna, you know, I'm at the Red Cross here, man. How am I gonna get in on this little, this little deal, right? I wanna, I want to be able to, you know, get involved. I want to get, you know, put them top, you know, I want to make this money on these guys. I'll send you people, you pay me. He's like, well, it's a regulated industry. It really doesn't work that way. I said, what do I gotta do? He's like, you need to get your insurance license. I mean, a whole wave of school and I hated school. I just didn't like it. I hated it. I just didn't like it. Here we go. So I went and on back then was licensed coach. If you ever took license coach, I wanted to punch coach Jenny right in the throat because I was just so annoyed by this guy. He makes it real easy. 20 hour course online. I'm like, oh my God.

Did you pass your first time?

Yeah, I got my license in four days.

I failed twice.

Oh, you did? Yeah, I felt twice. Makes me feel better.

Dude, you're smarter than me.

No, I had the ability to memorize and retain for a short period of time.

Well, you did for four days, so that's good.

That's why, dude, I weakness. I knew if I would have studied over three weeks, I would have forgot the first chapter three weeks in. That's so. I mean, like, yeah, I was like, I gotta crush this thing and do it in four days. So I got my license and I thought that was the end of it. Right. And I'm still doing my other stuff. And Brad goes, well, can you like do a conference call for your guys? I said about what? He's like, well, you know, you're working with your mentor and stuff that you've learned and you motivate people. Because at this point in time, I had spent 10 years doing that and I, you know, was good at doing it, Building sales teams. Built sales teams in the credit card processing business. And it was great. Amazing. Because the same stuff he taught me in network marketing made millions of dollars. I used the same stuff in the credit card processing, made millions of dollars, and then transformed into the, the insurance business and made millions of dollars. People are people.

That's right.

So I thought, and this is just me, and if you do this, I don't want to push anyone back there, but I just don't believe in trying to teach someone to do something I haven't done.

Wow.

I mean, because a lot of people, right?

You know, there's a lot of that going on nowadays too.

Hey, you know what?

There's a lot.

Write a book about it.

There you go. There you go.

If you can't do it, teach it. If you, you can't teach it, write a book about it. Right? You know, that's saying if you write a book doesn't mean you can't do it. But if you are doing it and you teach to write a book, then kudos. If you haven't done it, how in the world can you teach someone to do something you haven't done? I can't. I can teach them success principles. But you can read that in any book and go to any podcast. You can listen to all sorts of success principles. But I never listed a house in mls. If I never did this, if I never did that, like, how in the world am I going to teach them to do it? So I said, brad, I'm not going to go and try to motivate these guys to do something I never did.

Yeah.

And he goes, well, why don't you just go? You know the story right here. And he goes, well, why don't you just get some leads and go into the field? I said, because I don't want to. He's like, unless you think you can't, dude.

That's all you got to tell me, too, bro.

That's all you got tell me is I can't. I said, fine, who's your top guy? Right? I turned, he turned that. He activated my prey drive. Coach calls the prey drive. He activated my prey drive. I went, all right, who's your top guy? What are they doing? Right? And so I got. I got some leads, and I was horrific on the phone.

They gave you a script though, right?

Yeah, but I was horrific on the phone because I talk fast, I move fast. I'm, you know, I'm. I'm like this, right? So I'm like, hey, how are you doing? I'm just this name calling you back. I had bonus leads. I bought $3 leads.

So you didn't slow down at all.

On the phone, I was the same as I always thought I was. I was talking to business owners. What do they want? They went quick to the point and make it quicker. You don't have their attention. I bought 70 leads. I think like 500, $550 on 70 age leads. I guess you call them. We call them bonus leads. And two.

That's a better way of putting it.

Bonus leads. Yeah, because they've already worked. Some of these work two or three or four times. Some. One time, two times. And I called through 70 of them and booked three appointments. I mean, called through 70 of them. Like, one time. I like, double dial, triple dial call from different phone numbers. I got a hold of probably 45 of those and booked three appointments.

Oh, my.

Right. So I called Brad up. My first question was, can I buy one more leads? And he goes, why? I said, because I suck on the phone. I know it's eventually, I just need to get better. And we role play on the phone. And then I got back on the phone and I booked six more appointments, like in two hours. He's like, dude, you guys slow down. I'm in Texas too. Right? You know, one lady on the phone, she's like, sir, could you slow down, please? I'm like, oh, my God. So dialing has never been exciting for me. I don't like to dial.

No, but you. Now, you're really good on the phone.

You. Yeah, but I want. I want to shoot myself when I'm on there sometimes.

You're good. I'm with you.

Low and slow was the key, right?

That's right. Low, slow, and controlled.

Right, right. And so, again, I. I. You know, you. You build me up, this great guy. I mean, because of the support structure and. And. And if you're in it, in the insurance industry, it's important to have mentors and have a good support structure. I was an overpaid Uber driver. And what I mean by that. I went from one appointment to the next appointment, and I literally had five people. I had four. Matt, Brad, Edward, Paul Honeycutt, another person on the. On speed dial, and I literally would call from the home. Now, I want to suggest that. Because you want to learn some stuff. But I didn't make money right away. Right. And I had 30 people I recruited in licensing before I got my license. Marlon was already licensed. We started. Yeah, we took those nine people. I looked, took the things that I learned about recruiting, which we're going to talk about on a webinar later tonight, and I took that. Those nine people, turned it into 30, eventually turned into 69. So I had 30 people in licensing, and I backed myself in a corner, which I talked about earlier, which is key. I couldn't afford not to make it work.

Yeah.

Yeah. Because Now I have 30 eyes on me. I had 30 people look at me like, what's Nate gonna do? I had Marlon Faulkner looking at me going, what's Nate gonna do? And my ego, which. This is where it's healthy, Goes, I ain't gonna fail. I know that.

That's right.

So can I buy more leads? You know, and so, like, I literally. I mean, I wrote $15,000 in APB my first week. But, like, it wasn't because I'm impressive. It's just I knew people, and I was done.

Did you even know how to run an appointment?

No. I mean, they. They have a script, and they had. You know, I went to their. Their boot camp, and they taught me. So, yeah, I mean, I knew how to run the appointment, but I just didn't. I mean, I was clueless. They had paper applications. I remember I called Brad from the home one time, and I'm sitting there, and. And I had this whole Thing down where I'd say, hey, listen, you know, we work with 35 different carriers. We have access to Foreigner products. It's impossible for me to keep up with all the different changes they made. I mean, it looks like they just changed the application. They're trying to make this easier on us, you know, and it's actually harder. So let me. I have a good friend of mine in the marketing department. Let me just call him real quick. He gave me a cell number. I just want to make sure I don't write the wrong thing down, because I don't think you want me to come back to the house, get another signature from you guys. Right. Okay, great. Some on the phone, like, hey, you know, brought him sitting here with Sally and Bob. And that wasn't their names, but. And right underneath their address, there's a line right here. I just want to make sure it's there. Social Security.

And.

And right there says, DL what do I put there? And he goes, driver's license is my first appointment. I said, yep, yep, that's what I thought. Okay, great. That's what I thought. Hey, thanks, Brad. Appreciate it. You know, and I skipped to the next line, and I came back because I felt so dumb. Yeah, you didn't want to just go, hey, can I have your driver's license, please? They're going to be like, dude, this guy's an idiot. And so it was just massive. I was taught massive action, constant correction, massive action, constant correction, correction. And then, you know, that's what the company taught me. And then they also. My mentor. In my back mirror, if you had to go out and make $10,000, and I said, you had to make 10,000 mistakes before you make $10,000, how quickly would you make them? So, you know, I was. I was that guy, you know, light yourself on fire and people will come watch you burn, you know, So, I mean, it was just hustling and getting on the phone and making sure I had the appointments. And, you know, a lot of people work two or three days a week in the field. That's great. I was working, you know, I wasn't that. I mean, I was working six, six, seven days. Whenever I could get an appointment, I was running it because I needed to make money. And I. I wanted to be at a point where. Where, you know, I could make that money.

Did you still work at your other job as well?

It wasn't a job.

I mean, career or whatever, but yeah. Did you?

I, I. After my first. I mean, when I had $40,000 deposit in my bank account. Within two weeks, I pretty much just. That was gone.

Left.

Yeah, I mean, I still kind of had some customers and stuff, but I mean, it was like, I was like, here's an opportunity.

Do you still make money from that?

No, it's very. It's very tough to these days with the different things to be able to continue to make money on it stuff.

But 85k in 6 weeks and you didn't even know what DL meant on an application.

Well, I can't help. That was dumb. But, hey, there's hope. There's hope, right, dude? Like, there's definitely hope. But I had a good support staff, good support team around me and a great company I was working with and great resources and.

Yes.

And I turned my car into a rolling university. Another thing I learned from my mentor, where it was like, when I was on the way to an appointment, I was listening to, here's what I learned. They said, you know, successful. And this is what's so funny. You don't have to be smart to be successful. You just gotta be a good cheater. And I don't mean that in a negative way. You just gotta find someone who's having success. And if the words. What's that movie? I can't hear the words coming out of your mouth, but if the words that come out of your mouth are the words that come out of the mouth, the person that's successful. Like, I've never cold called. And don't put me up this if I don't want to do it, but I know you do. Cold call trainings. I firmly believe if I studied you and listened to you and had your script on cold call training, I listened to you over and over and over again. And the words that you say come out of my mouth. That I could book appointments, dialing through a list like you do on a phone book.

You literally could.

I could. If I was disciplined to do it. Yeah. And so, like, there wasn't any more tv, there wasn't any more golf, there wasn't any more football. I didn't watch football for three and a half years. And football is my favorite sport. But it's like I wanted to have the success that I wanted to have. And I was willing to give up the things that were important to me to get the success that I wanted to have. And so many people are not willing to do that. And that's why I truly believe a lot of them won't reach those higher levels because they don't, you know, want to give up what they have to get what they want.

You think you can, you think you can train anyone to make quarter mil, half a million bucks a year, don't you?

Anyone know anyone who wants to and has commitment? Yes. And that's the big difference.

That's good, that's good.

Not anyone, that's good because I set.

You up to, to agree with me. But I like that you're like, dude, I know if they don't want to, I can't, I can't.

I, you know, I can't train someone that doesn't have commitment.

Hey, if you enjoyed this, I got another one you're going to love.

It's right there.

Click on it. See you in there. If you had to look back over the last 13 years and you had to think of one aha moment that really maybe shifted things for you, right? Got your attention, made you change something.