How This Insurance Agent Wrote $15,000 His First Week In The Business!

This dude did 50k his first month in the insurance industry. 85k in his first 6 weeks. And to top it all off, recruited 69 flipping people in his first 60 days.

You think you have to be that much better, that much better, looking that much better, in speaking, that much better, that much smarter. And that was a pivotal point in my life where I just went, wow, like I, I just have to be this much better. I just gotta get up one hour earlier, not six. I just gotta make stay at the office one hour later. I gotta be able to recruit one more person than that person and just do it just a little bit more than the average. And I can have. Well, yeah, to me, you know, it's great to have a goal, but without a commitment, it's hard to really achieve. Or impossible, in my opinion. You achieve what you want.

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 $85k in 6 weeks.

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, seven days. Whenever I could get an appointment, I was running it because I needed to make money and I wanted to be at a point where, you know, I can make that money. 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 then so many people are not willing to do that.

All right, welcome back to another power player, insurance influencer. When I say this, who's an insurance influencer? And when I say, you want to watch this to the very end, I mean it. And here's why. I'm gonna give them all the goods up front so that the next 60 minutes, they don't want to miss a thing. Alright, here's the. Here's the biggest reason Marlon Faulkner. It's got 3,4000 views that that interview took off. Marlon Faulkner made about 30, 40 grand for 15 years. He met Nate. Now he's influencing the industry like Nate is, alright, which is unbelievable. That's impact. You Talk about impact, right? I don't think you do it for the money. Even though you have a lot of money and you always look good, right. You're driving a sick car, but you do it for the impact. That's the number one reason. The number two reason is this dude did 50k his first month in the insurance industry. 85k in his first six weeks. And to top it all off, recruited 69 flipping people in his first 60 days. Like, if that track record isn't enough for you, then turn the camera off. But if that is what you want to learn, then this is the dude to learn it from. Welcome, bro.

You're funny, man. You're funny. I appreciate. We all know his gift is making you feel like a million bucks. So it's an hour, 42 minute flight here. I think it's like, whatever I'm feeling down or I'm feeling out or I'm feeling like having a bad day. I'm just gonna to book a flight to Springfield, Missouri. Just sit in front of you. Heavy. You know, have you. I feel like I walk on water. But no, dude.

Good, man. Good.

I appreciate you being here. Really, I do. I'm excited to be here. It was. Marlon did a phenomenal. Oh interview. I mean, I. I probably watched it. I know his story. I lived his story with him. Good. You know, I was there when he came in and. And was separated from. Talk about impact. Separated from his wife and was homeless. I'll never forget because it was in November of 2013 and a year later, he wasn't living with his family when I met him, he was on the verge of divorce with his wife. And a year later, he sends me a picture and he's standing there with his wife and kids, opening Christmas presents under the tree. And if I don't give you goosebumps.

I don't know what will.

Yeah. And money can't buy that. No car, no watch, you know, right off the bat. Right. And I think that's why I know it's one of the connections that we have, is that I do what I do and I work so hard is because of the impact that I can be used as a vessel through an opportunity. Because, you know, if it wasn't for the opportunity that Marlon had, it doesn't matter how much I had an ability to help him or impact him. And it was because someone, Cody, did that in my life. And they took, you know, they put up with me and they put up with my crap and my mistakes and my questioning and my failures and they saw more in me than who I saw myself. And, you know, I was a lost case. And you think, you know, Marlon talks about struggling. For a handful of years, I was working with successful people with the successful opportunity, but prior to the one I'm involved now, and I was still going broke, so I was like the. You know, they had a wall of shame I was on there of this. This guy may never get it. You know, training after training, after training, after training, he still didn't get it. So why.

Why didn't you quit?

Why didn't I quit? Well, because I wasn't a quitter, dude.

Most people do, though.

I wasn't a quitter.

I guess not.

Yeah. I mean, I think having the opportunity to see other people around me having success, it's easy to fall in that dark place where you feel like, can I really do it? And that was a question I asked myself all the time. Can I really do it? Can I really do it? Can I really do it? But, you know, I just kept being coached and trained that if one man can do it or one woman can do it, so can I. Yep. But if there's a hundred or a thousand or tens of thousands of other people doing it, it's just a matter of me learning what it is that they're doing to go out and do what they do and find a mentor who's willing to teach me what they do in order to have success.

Right. And when I started this, I gave. You know, I talked about how you were able to help transform Marlon's life, but at the same time, he played a small role.

I mean, Marlon. Marlon. Marlon transformed his life, dude.

He had to show up and commit and really go after it, and he did. And we hear his story. It's unbelievable. And. And it's cool that you're able to play a part in that. What did you see in him, though? Like, that's. That was. That's the question that keeps coming to my mind.

Sure. I knew Marlon for years. We were friends. You know, I lived in Tulsa, Oklahoma. I was in between opportunities. I guess the nice way to say I was unemployed at the time, but I had a mentor come to my life and help me have great success. And the company that I worked with went out of business, and so I was back waiting tables again, and I was in Tulsa, Oklahoma, and I met him through my best friend. And, you know, at the time, you know, it's like, I got him involved. I found another opportunity. I got involved with, was having great success, and I got him Involved in that, and he failed. And I got involved in another opportunity that he failed at, and then I got involved in the third opportunity they failed at, and it was like, I think he still owes me 50 bucks. Marlon, if you're watching, you still owe me $50 from that last one. We messed up. Right. But there is. There is something about him. I knew he had it. Right. I knew he had in him what I believe everyone has in them.

Yeah.

What it is to become successful, that he just needed that. Right. Opportunity. And, you know, I recruited a lot of people into the business the same time as him who quit.

Yeah.

Right. So, you know, as much as Marlon gives me praise, and I appreciate that as much as Marlon, you know, talks about how I helped mentor and coach him, you know, it was a small role because there was. You know, they say it takes a village. You know, there is a village behind him, you know, with Matt and Brad and Edward and the people he talked about. And even people had made no money on Brian Delaney and ever.

All.

All these individuals that are. In his life, there was a village and connected with an opportunity that he was able to thrive in. And really, what he. I think he talked about it on his podcast. What really he decided to do and what was awesome about Marlon was is that he blindly followed with just pure trust and faith. And it wasn't that he didn't get angry or not want to do it all, but we said, do this, and he did it. He may not like doing it, but he did it. Yeah, Right. We said, move left, and he went left. We said, go right. He went, go right, and he began to question. Then he'd catch himself. It's like, okay, whether it be me or any other people are involved in. In his success. And it was when he really started doing personal growth, it was fun. I'll never forget the time that we had a conversation, and, you know, I think it's. John Maxwell always says, or maybe he's talking about book, but are you going through life or are you growing through life? And John Maxwell said, you know, what's your growth plan? You know, and we got to hear him speak at one of our events, and. And it resonated with me. And that's a question I ask everybody. Like, what's your growth plan? Yeah, what's your growth plan? Because if you don't have a growth plan, you're not growing. And no matter how much money you make, in my opinion, you're never going to achieve the. Well, you're never going to achieve fulfillment.

Right? Right.

You can make a lot of money and still not be fulfilled.

So what most people. I love that you're bringing that up because a lot of people, a lot of people feel like personal development, self improvement, personal growth, all these things are kind of like cheesy. They're not real. They don't help, they don't move the needle. Right. But obviously they have for you.

Oh, my life changed when I got involved with personal growth and training and being around people who thought at a different level. I mean, it does sound cliche, the five people that influence the most, but it's just what is normal, what. What's comfortable. You start hanging around kids that have drugs, that it becomes normal and comfort comfortable. So.

That's right.

You have good kids that do bad things, including myself. And that's saying that I was out doing drugs, but I was around when I was in environments where people weren't succeeding. I wasn't succeeding without an environment which were people were partying. I was partying. When I was in an environment where people were focused and going to church and doing their Christian walk. That's. That's where I was. And I think a lot of people think they're stronger than they are. You know, I think I was realized that I'm not as. I'm only as strong as my influences.

Yeah.

You know, when Marlon started, I mean, he started, it was so simple. Five minutes a day. He'd wake up in the morning, he heard a story, you know, gets up, gets up at, you know, 3:00am and going to the gym and doing 30 minutes an hour. Personal growth. I mean, my God, I. When I. When I first met Marlon, like a lot of us seem to. Personal growth. And then he was at a point where it was just five minutes a day. I remember he'd watch a five minute YouTube video. He'd send it to me, send it out to people. Right. And it went from 5 minutes a day to 10 minutes a day to 15 minutes a day to 20 minutes a day. The 30 minutes a day. And then he started talking different.

Yeah.

He started walking different. He started to have a different attitude, a different mindset. And skill is part of it, but without that proper mindset, you're never going to have the skill really doesn't matter, you know?

Right. So I'm going to use the word innate a lot today because he's got your name in it.

I like innate. There you go. It's innate.

I feel like you have an innate ability to.

Should we just call it innate ability? There you go.

Innate ability. A n H e. You have an innate ability to physically pull the good out of people or get them to get to another level. Because someone doesn't jump into the insurance industry and put up 85k in six weeks and recruit 69 people. Like, did you even flip and sleep? Like, you don't do those things unless you have this just ridiculous hunger inside you. And I'm gonna release a secret later on if they watch till the end.

Okay.

Where does that hunger come from? Because it's strong, dude. Like, it's crazy strong.

Yeah.

And one of the most driven people I've ever met.

Well, I appreciate that. I was. I always say I'm temporarily motivated to be permanently lazy. Right. It came from a mentor of mine because, you know, I was talking earlier on what a conversation that me and you and Landon were having. And I always had that drive, I think, you know, when I was little, we didn't have a lot of money. I came from scarcity, and my parents loved me. But, you know, we were in a situation where, you know, my dad worked and had made $36,000 a year. Family of six. So our Saturday mornings consisted of, you know, I had three sisters, two older, one younger. And our Saturday mornings consist of laying out the newspaper, you know, before the Internet, obviously laid out the newspaper. And my mom, my sister would be circle. And all the yard sales that were around, the garage sales. We lived in New Jersey, and we would go around and. And buy other people's junk for a dollar. And that was the shoes I wore and the clothes I wore and the toys I played with. And we were joking about, you know, while the kids were getting their Nintendo, you know, I was getting the Atari.

Right.

So. So I, you know, when I had an opportunity even. I started working when I was 13. But, like, I was shoveling driveways in New Jersey when I was nine years old, you know, and I go out there and you could get 5, 10, 20 bucks a driveway when you're 9 years old. Man, that's big money.

Yeah. So that's the entrepreneur inside.

Yeah. As a kid, I thought, because. And you'll see a lot of that. People. People ask me all the time, they're like, going, how come all these success stories. It seems like they have this really, you know, oh, I came from this. And woe is me. And I had this big turnaround, I believe, because it's. When you have come from that scarcity, it creates a hunger inside you that. No, a fire inside you that can't put out because you Know what it's like, right? And I'm not saying people that come from successful backgrounds can't be successful because your father was successful. Here's a story. You weren't living on someone's couch. I'm sure you had obstacles and struggles, but. But, you know, you had that. I'd like to know where that hunger came from. From you, because, you know, I understand where that hunger comes from. You know, when you're down and out and you're, you know, at points where you're. You're. You know, I was bounced from one couch to another couch to another couch and literally going to the grocery store, right? Literally going to the grocery store, pretending to shop so I can eat a meal. Like, I. I wish. I wish they had, like, Sam's Club and Costco. I don't go. I don't like going to the grocery store still to this day, because it gives me bad memories, right? So you said, you ever go to the grocery store and you have, like, a cart that's, like, sitting in the aisle and it's fully packed and no one's there, and, like, no one's manning the cart. You're like, I wonder whose card that was. Probably mine, because I'd be pushing it around the grocery store and grabbing a banana and grabbing a granola bar and grabbing a bagel or the donut thing out and. And. And go into the office, you know, so, you know, when you. When you have, you know, Sam's Club now, Whole Foods, I mean, my gosh, it'd be free. Dude, just walking in there, all this. Hey, I could try the Hot Pocket. Heck, yeah. How about one of those pretzel bites? I'll take two. You know, free and. But, you know, at nine years old, I wanted to have that money. And then, you know, I think my upbringing, because I grew up in a Christian home, I grew up in a church, where, you know, it was like, you know, give back, you know, and. And do good to others. It's like, I take it out, saying this for anyone to be like, oh, he's so impressive. You know, at night, we didn't get to go out to eat. Like, our. Our family vacation was driving from New Jersey to Pittsburgh, Ohio, which is not Pittsburgh, Pennsylvania, which is this tiny little town with one traffic light and a little corner store. It was actually kind of cool, you know, and I don't know why, but it had a metal slide. And so it was 100 degrees in August. I mean, that was always fun, trying to go down the metal slide. I Think they changed that now. I've been on a slide lately, you know, and that was our vacations or we get to go to the shore once in a while. And it was a big deal to eat out at McDonald's. It was a big deal, you know, if we had a steak, there was a T bone steak in a family of six and it was chopped up and, you know, shared amongst all of us. And that was like a big deal. So I go out and make this money and then after church I take my family out to Red Lobster and it was just like that, you know, feeling of like, wow, that's awesome. Like it. So from a young age I was able to have that feeling of like I can go out and work and do it because I know the end results and impact.

Right?

So I wasn't doing it because I want to make $100 at 9 years old.

Sure.

As I went through driveway to driveway, your back's hurting, your hands are freezing, you're cold. My mom would even come pick me up and drive me to the next house. She'd follow me as I went down and knock on the doors until someone said yes. And I'd be like, all right, mom. And she'd drive home. And at a young age, that was kind of instilled in me through just, you know, the situation I came from and the upbringing, different things.

That was back when you're nine. How, how old are you currently?

Why do you ask these questions? Right? I don't know. How do I look? I honestly lost count.

39.

I was born in 75. I think I'm 44. March 1975 thing. I'm ready to turn 45. Maybe I'm 45.

March.

I can't do math. March 25th.

Okay, good, dude.

There you go. It's coming up, right?

Wish him a Happy birthday on March 25th.

It's coming up quick.

Coming up soon.

Don't do that, please. Cuz I always say, don't wish me happy birthday.

If you tell them not to do it, they're going to do it.

No, because I'm not going to wish you one. Then I feel bad. No, seriously, I tell people that, like, I don't want to try. That's not their fault that you try to remember what the birth.

Okay, so you were nine. What was, what was 15 year old.

Nate like, oh boy, man, High school. Take me back. I. I was not the cool kid in high school. I was very insecure.

That's hard to imagine. That's hard to like, you know. What? I mean, almost 45, like, you know, confident, you know, you got some swag, you make good money. Like, you know, awesome wife, great house.

Sick. Phenomenal wife.

No doubt.

Her heart. Heart of gold. I mean, I love my wife Laura. Just amazing, amazing woman.

I mean, it's kind of crazy how sometimes that reverses where the senior that everyone thinks is the greatest dude in the world when he's 44, he's sleeping on his mom's couch, and you're, like, supposedly not cool in high school, and now you're like, you know, the dude that everybody wants to hang out with. At 8% nation, I was way not cool.

Probably most weird how that works, though. Yeah. And I. And I was insecure, and I got picked on a lot. I had.

For what?

Just, I. I was a young kid playing sports, right. So the upperclassmen, you know, would. Would be picked on a lot. We go to these soccer camps and, you know, I guess they call it hazing. But back then, it was, you know, fun to come by and give you a wedgie at lunch or, okay, you know, wake up and there's baby powder. You know, five gallons of baby powder through your whole entire room, which I found out now could have killed me, but, you know, and getting stuffed in lockers and putting trash cans and. And, you know, by the upperclassmen get made fun of. And I'm sure a lot of people, you know, were like that. But I wouldn't have this, like, miserable high school years. But people go, man, don't you wish the great old days of high school, you wish you'd go back? I. I never want to go back. I just didn't have that. That confidence. And I just was very insecure. I cared what everyone thought, you know, and what clothes I wore because I didn't have all the nice stuff because my dad worked for Mission Board, so he was able to get discounted tuition, so went to Christian school, but most other kids that went to the private school.

Yeah.

Had money. So here you are in an environment where everyone's got money at the latest Nikes, the latest, you know, Reeboks or whatever. It was popular. The Z Cabaret cheese with the little white Z Cabarici on that. You don't. You don't know what those are. Don't say. You guys know, back in the day, like, Saved by the Bell, where we're rolling our bottom pants, you know, and rolling them up.

Okay. And Jersey.

This was in New Jersey.

Yeah.

Cherry Hill.

You've been back to any reunions?

I have not actually I missed the last.

You graduated from there though.

I did graduate from high school. Okay, thanks for your confidence. But yes, I did not college, but I made it past high school. I have not gone back yet. No, I just interesting. And it was funny because when I was broke and I was, it was one of my biggest motivators. Like, you know, I met always talked about having an action motivator. You know, it's like it's good to have a why, but like what's an action motivator? Like what's going to get you out of bed in the morning that you don't want to give up and you don't want to stop and you want to do it. Whatever takes at cost. And I would go through these trainings and one of my action motivators was to go back to go back to that high school reunion, pull up with a beautiful, sexy wife, you know, have a lamborghini or his two $300,000 car, $20,000 or McLaren. Right. Twenty thousand dollar, you know, Rolex on my arm, you know, walking around with pictures of a mansion I lived in. And it was, it was a driving force. And I'll never forget my mentor said, look at that action motivator and it's going to motivate you. But I'm going to tell you something's going to surprise all of you when you actually achieve success, you won't even care anymore. And I was like, there's no way, man. And I had like three or four actions.

You don't even care to go back. You could care less.

Also, ex girlfriend, like I pulled right in her driveway. She said I wasn't good enough. Her parents, because I was, I was, you know, I thought I had my love of my life at 21 years old. And you know, I remember we broke up and her parents kept saying, he's not good enough. He can barely afford to support himself. He's not going anywhere in life. I remember I had that action motivator, man. I wanted to pull up in my nice car when I'm making money one day I'm going to pull right to her parents and say, hey, how are you guys doing? Remember me? He was right though. When you finally started, I'll tell you what it is now, if I didn't grow, I probably would have done it. But when I reached the level of the financial success that I thought where I was going for because I was growing along with it, that no longer had a, you know, what bearing on.

It when, when matter what was what Was the number for you? Like, everyone grows up, say your early 20s, and you're like, all right, I want to be successful. I know mid twenties, you start getting into, like, network marketing and stuff like that. What was the number for you? Because back I remember, for me, I've never shared this. About four years ago, I thought even five years ago, maybe I was like, man, if I can just get all this that we're doing now to just $5,000 a week. Oh, man, everything will be great.

You had bigger visions than I did. Mine was ten grand a month.

Okay.

I mean, I thought, of course, I'm older than now.

Now you've made that now you've made that in a day. A bunch.

He loves to go here with me. I love to go here with me.

Dude, everybody likes talking money, man.

Ten grand a month. Like, I thought, when I get make 10 grand a month, it's over. I'm gonna have a house with pillars, circle driveway. I'm gonna have. I write a driver driving me around. You know, I was gonna have him half of that. My own limousine. I know, but, like, that was my vision of 10,000amonth. I mean, I never forget.

We all go through that.

Yeah. I never forget the first time I made 10,000amonth. And I'm like, like, there's 10,000amonth. This is like, none that can no money, barely afford to live. Like, maybe it's 50,000amonth. Right. Maybe it's. You know, so. So that. That obviously changed. But, you know, again, you know, growing up, we didn't have a lot of money. I mean, six figures now. I was reading something in an article. I think it was in. Was it in Forbes or Inc. 5000 or some business journal online.

Yeah.

And they were saying, you know, $100,000 a year back when was a big deal.

Yeah. Yeah. You know, like 90s or something.

Yeah. Like in the 1980s, 1980, 1990s, $100,000 a year was a big deal.

Yeah.

But back in the 1990s and 1980s, you could buy, you know, something for a third of the cost. They said today, right now, in 2020, in order to make $100,000, this equivalent to $100,000 a year, you'd have to make $370,000 a year.

Wow.

So, like, that $100,000 mark that we were all pushing for, like, I can make 10,000amonth, which is really $8,333 a month.

That's what I pushed for.

Mathematicians that are out there, but 100,000, 10,000amonth now it's more like you got to make $30,000 a month.

Wow.

To be at that same, that same level based upon what used to cost then a gallon of gas to what it cost now. Loafer bread to what it cost now. Whatever you want to, you know, look back and see what was that lifestyle buying you versus what's. What's buying you now?

Okay, so let's Fast forward to 20s. You talked about being 21, you know, getting rejected, all that. Take us through your twenties. When you start trying to find success, you start working, you start trying to make money. I know.

Is trying. Yes, I tried.

Yeah. I mean, dude, you struggled a little bit.

Struggled tremendously.

It's insane. I wouldn't imagine someone like you, like super talented, uber talented struggled, you know.

Well, if I had, if I was at half of what you have at your age, I wouldn't. I'd be a billionaire right now. I'm not saying that. I mean like the, the who you are as a person and, and you've had a lot of. I'm gonna do an interview. How many of you guys want me to do an interview on code? Yes. Yes. I think that's what we're gonna do. We're gonna call out, you know, if you want me in the comment section, you would drop. I'll come make another special trip out here. We're gonna switch seats and we're gonna put Cody Askins on the hot seat and we're gonna have you. Really? I think there's a lot of people that are out there.

We can do it in the morning.

You're always interviewing. Maybe I'll do in the morning. Let's see how many comments we get. Right.

Dude, people would eat that up though. Well, I would personally, just because I know how good of an interviewer you are.

Oh yeah.

And how good you are with questions and getting stuff out of people. It almost be scary. Maybe I don't want it.

Maybe you don't want to do it. I'll have some good questions for you. But you're an impressive guy.

Thanks, buddy.

And I want to know what made you that impressive. Because my son's 13 and if I can have the same influence, your father or your upbringing or the people around you to put you in the situation you're at with my 13 year old boy, I mean, that would be priceless because, you know, there's no manual on how to be a dad. He's a total different. He has a total personality like you, where he's. Everyone loves him. Like, your son's so great, such a sweet guy. He's such a nice guy. He's good looking like you. And so if I can go, okay, how. And you're not. We're very alike, but we're polar opposites in our personality. And so this type A, you know, to my son, it's kind of like, you know, so I, I would love to. That interview just for me, whether we have the cameras rolling or not. Because I would love to say, how can I, how can I be a better father?

Yeah.

How can I learn from the situations? Who made you who you are? And to help my son get to that level. Because my son listens to 15 minutes of personal growth every day.

Wow. What do you haven't listened to?

He's. He's listened to audiobooks. He's listening to Think and Grow Rich Twice. He's listened to, you know, how to Win Friends, Influence People.

You think those books should be taught in school?

Don't get me started here. We'll be in the next hour. The answer is absolutely yes.

Okay.

We talked about that earlier in our podcast. Yeah, we did. He's listened to Mindset by Carol Dweck. He's listened to the training we do in terms of personalities types. Where my mentor taught me, you know, how you can meet someone within 30 seconds to a minute and identify their personality, not to find their inner child or who they are, or the DISC or the ENTB or the draft. There's four basic personality types that everyone knows.

Right.

But how powerful would it be to be able to identify the. The main one and the sub main one within less than three minutes and to be able to deliver information to them in a way that they want to receive it.

That's something you talk a lot about.

I talk a lot about because it was a pivotal point in my life. My son studied that. I put him in front of a room of hundreds of people and I showed him a Picture, said, said two or three key, key phrases and 100% right? Boom, boom, boom. So now he's. Now I got him on Caleb Maddox. I love that kid because, I mean, he's a kid training a kid. You know my company, SWAT Strategic Wealth Accumulation Tactics, or SWAT Financial, it had a double meaning. It was students with advanced training. So how would like to be a SWAT kid? So my goal was, okay, maybe I shouldn't say someone's gonna steal my idea, but you go, you go to all.

These events, it'll stay private, nobody will steal anything.

But all you got all these Events, right? Whether it be Tony Robbins, Herbalife event. Whether you go into 8% nation, whether you come to. To whatever company that you're in, whether it be symmetry or if you're in a family first or Equus or any of these companies that are out there and they have all these, these adults and all the. The adults are going to a room to learn about leadership skills and how to be a better person and how to strike. And where are all the kids at home? What if you had a section where, hey, you can bring all your kids 8% nation. But oh, by the way, in the wing next door, we're doing a leadership program for your kids. Students with advanced training. What if the kids were learning about growth mindset versus fixed mindset. What if you had a Caleb Maddox or any of these other influencer, these kids who went through, who were inspiring and teaching that language of success to your kid? I mean, I get goosebumps.

That's good, dude.

Can you imagine? I can't imagine that family unit when you're coming out because Caleb talked about it. So I started watching a little bit of Caleb. He has a thing called Apex for kids. All right. Caleb, just like there's thousands of people watching us, right? You said. So there we. We want a dollar per per. There you go. I don't know how that works affiliate, but Apex for kids and I have him on there every day, 15 minutes.

Wow.

And he's walking through wise. Why? I mean, one day wakes up in the morning and you know how kids are, right? Go in there. And I'm like, did you stay here last night? Because he. He's my stepson. So he goes back and forth, me and his father. He goes, yeah. Why? I said, well, your bed's made. Which usually have to tell, right? He's like, well, Kayla said, I need to make my bed every morning. It's awesome.

Wow.

We're sitting down at. At a burger joint one day when he was like 10 or maybe 11, and he's got his iPad out there and he looks at me and his. Me and his mom and he goes, I don't mean to have a fixed mindset, but I'm just not that good at math. Like, what 11 year old kid even knows what a fixed mindset is? Like he knew not only what it was, but he was having one. Saying, I don't mean to have a fixed mindset.

That's impressive enough, right?

And then so we started talking about how to program the subconscious mind. It kind of went there. So to your one Point. The school system is so antiquated on what they're teaching, they can find this stuff online. It's like, it makes me ill and sick to my stomach that we pay millions of dollars to athletes who can catch a ball and, you know, run in four second seconds a certain distance on a field. And you know, and we can barely pay our teachers who have our children eight hours a day enough to even survive. It's, I'm waiting for a Jerry, Jerry Jones to come in and buy a school. Can you imagine? Imagine recruiting for school. You have tryouts and interviews and vetting pro. Could you imagine, like what kind of schools, right? I mean, like. But no, it's just like, here you go, we'll get paid just enough and promise you a pension that one day in your retire you can, you can barely live on, on that as well. And I just think they're, they're failing. I mean, the, the schools are failing. So someone needs to step in or a group of people need to step in and start teaching our kids what, what really matters in life. With those.

No doubt did, which is no doubts on your McLaren license plate, by the way.

You have to always throw it in back when you were saying no doubt. It does.

Leave no doubt, bro.

Leave no doubt. That's what says on back my sweatshirt.

When you were no doubt when you were in your 20s.

Yeah.

You didn't think like this.

Oh, absolutely. I went through the same school system you went through, Cody, and unless you went to a different school. I spent 14, 000 hours from kindergarten to 12th grade learning math, science, English, history over and over and over again. And then I thought, well, maybe when I get to high school then. And I remember my mentor talked about this, right? My mentor. I thought the high school, like, maybe it's better. Oh, no. Math became algebra.

Yeah.

Science became biology and chemistry. You know, history became social studies. And I thought, well, maybe when I get to college, yeah, that's where to learn the keys of success. It was the same stuff, just harder. So 14,000 hours from kindergarten to the 12th grade, where most of my life I was spent. I know you find it hard to believe, but I was kind of the black sheep of the family. Well, I wasn't actually family and kind of a little bit of a ruckus in the school because I have a blessing and a curse at the same time. I can hear something and literally pretty much memorize 80% of it the first time I hear it or read it. The problem, don't use it. I completely forget it. So the problem is a blessing versus a curse because I can, I can hear someone do a seminar or a training and I could literally almost sit down, do the training. Right back to you, 80%. But if I don't use it or write it down or constantly integrate it into my daily activity, I forget a week from them. So here. And I am in school. So think about it, right? Hyperactive, tons of energy. I always had this much energy. I always have a bundle of energy. Right. I just had the confidence because I was beat down my whole life for my school, teachers, everyone else, like, why do you do this? And who do you think you are? You're not going to amount to anything. And I remember one time my Bible teacher came into, like into the class he walks. I mean, think about the humiliation.

Right?

It's funny now, but it wasn't funny then he walked into my room, picked up my, picked up the desk and said, you're not, I'm not mad at you, you're not in trouble, but I just can't handle you today. And put me on my desk outside of the room. Yeah. And so like, you know, I can memorize. So in high school, like in grade school and stuff, I did really, it was good. It was easy. You know, I memorized verse, memorize it. It was all about school, is all about how well you can memorize. Totally. Here's information. If you can regurgitate this, you're smart, which I think most of us realize when you get out of school that ain't the case.

Yeah.

Right. So I did well, I did well in, in grade school and high school because I could memorize most of the stuff.

Right.

But then college is a different story.

Do you think, do you think spelling and math are the two things in school that relate to business the most?

I don't know why you put me on the spot on that one. No, because you can buy Grammarly for I think 19.99amonth. That spells for you make sure you're just things are done and you can use a calculator.

That's true. You can.

I, I, I, maybe that's not the answer you wanted. I well think spelling and math, that's.

Two things from school that like, you know what I mean? I, I feel like have benefited me personally in business. I'm great with, great with numbers and I, and I, you know, can spell.

I think math definitely is important, but I don't think, I don't think you knowing one of isosceles triangles helped you in business.

No.

Or, or Or. Or what a dangling is, right?

No.

You don't know what that is?

No, I have no idea.

So to a degree, yes. So I guess, yeah. You know, I think that our kids obviously should be educated, but it comes to a certain point, like, why not let them go towards the things that they are attracted to?

Right?

But again, we could waste a lot of time on that. So I got kicked out of college twice. And I got. I talked a little about this with you, Landon, already. But I got drugged down to a meeting with a bunch of people into it. From a friend of mine.

Yep.

And we were sitting there, and they were. It was a network marketing company. And I didn't know what network marketing was.

Right.

I was like. All I knew is there was a bunch of people that were excited. They were happy. They were talking about saving the planet and cleaning up the environment. And, you know, I'm 20 years old. Back then, I smoked. I smoked a cigarette before I got into the things I'm like, for the environment, like, I need to go have a cigarette. But I was stuck in the middle, so I couldn't get out. I'll never forget, they wheeled in this. They wielded this cart with a vcr. So, no, I know you guys know what those are still vcr.

Barely.

Barely. My son didn't know you.

Listen, my favorite Larry Bird documentary was a vhs, okay?

My son goes, what's a vcr? When I was growing up, I think. I don't watch a lot of YouTube, but someone sent me a video. I think the funniest video that I saw was when the parents told their kid that they would pay him 20 bucks or 100 bucks if they could dial this phone number from this phone. And they took a rotary phone and they still. You gotta watch it. It's hilarious, right? Someone said to me, and I was just crying, laughing, and I had this rotary phone where they had to dial the number. And they're, like, taking it off, putting on. It's a good watch. You gotta watch it. It's funny. And they couldn't do it, right? Yeah, they couldn't do it. And they wheeled this. This TV in. It was color, right. But it had a VCR tape. And they popped it on, and there was person after person after person. I used to be a. A preschool teacher, and I made millions of dollars. I used to be a pot and Pandora salesman. I made millions of dollars. I used to be a social worker, and I had success and made millions of dollars. And here's my lifestyle, and they're showing Their homes and they're showing their, you know, it was back in the, in the 90s, you know, where wealth was cool, you know, right. Back in 90s, wealth was cool. Right. It was cool to have, you know, wealth.

Right.

And so the, the, the gentleman who eventually became my mentor came out and he was leaning against this, you know, car must have cost half a million dollars. I mean, it was like a, some type of a Bentley, you know, convertible, you know, prestige massage. Obviously, I had no idea. It was, it was just like, wow. And he stood there and he goes, you know, what, what, where are you going to be in next five years? You keep doing what you've been doing, and where can you be the next five years if you follow the man that built the path, that built the track to follow, who's taking other people down that track, and they wound up immensely successful. Where could you be if you just did what they did? And I went, first time in my life, basically say, I can cheat to success.

Yeah.

You know, because in college I, I did a little bit of cheating in high school.

Sure.

Not proud of. I think we all cheated. And if you guys haven't, don't admit to it. You're a liar and a cheater. Right.

I'm sure I did.

But, but, but, you know, you sit next to the person in class, it gets a good grade, then there's really no shock and wonder why your grade's the same or, or very you eerily similar if you purposely missed one so it didn't look like you were copying. And a light bulb went my head. I said, man, you know, I want to work with that guy. I want to, I want to have an opportunity to be coach and mentor. He was just so in captivating and it helped so many people go from nowhere to somewhere. And that was my beginning of my mission to seek out success and be an entrepreneur. Halloween, and I sucked at it. I was 20.

How much money did you make?

How much money did I make? How much money I lose?

Well, walk us through the next few years then.

Oh, boy, man, I, I went, I went broke fast. I had a lot of growing to do. I had a. Just, again, I wasn't me, you know, so. But that going through that process from going to the different trainings and being in a training environment and how I learned to speak was because we'd have these presentations where people would come in and we run an ad, come in and be in an environment where, you know, you had eight to nine, 10 people and you'd be up there and you'd be pitching the company. Right. And it was funny because like, you know, now they have everything online. You got landing pages like people don't even understand, I guess really that, that what that did for me.

Yeah.

Because you're there. We had, you know, a presentation every day at 1 o', clock, every Tuesday and Thursday night at 7:30 and every Saturday we had a presentation and Saturday training. So when you were full time, you're in the office, you're running ads and you're answering phone calls and you're putting bodies in a chair and you're doing a presentation. And I didn't start right away. I never forget where, you know, I was sitting there and you're raising your hand, you're smiling, you're hearing the same jokes from the same guy every day, eight times a week. Right. You know, but you're still having to be up there and intense and, and excited about what's going on. And I remember one time, and then you think you got it right. It's the same thing as success. You think, oh, I got this. How hard can this be, right? You start having these self talk like, oh God, cannot come and think of another joke. This is so simple. Can't wait till I can get up there and do it. And then I'll never forget the day the guy was sick that day. And one of the managers, the office came in and said, you're up. So I'm up where? He's like, you're doing the presentation today.

What?

And I never like spoke in front of people doing it. It's like, you're doing the presentation today, right? And there's like eight people. Oh my gosh, awful. And I got up there, you know, like one of those dry erase markers. Yeah, right. So I'm sitting there clicking it, you know, watch someone click. I'm sitting there trying to click, click, put the clap cap coming on. And I'm walking up and I'm like, so how, how, how's everyone doing? And if you ever go and hear a speaker say how's everyone doing? It means he's not doing so good. You know what I'm saying? How, how, you know, how's everyone doing? That means you're not. He's not doing so good. And so I'm like going through this presentation. I mean, I'll never forget I'm in Dayton, Ohio, because my school is. I went to Cedarville University or Cedarville College back then. I think it's a university now because they got a couple more students or big enough at their university and, And Dayton was the closest office, like 30, 40 minutes away from my college campus and where I had an apartment that I was sleeping on my friend's couch in the apartment. And I'm just like going, trying to go through the presentation, and they're sitting there rolling their eyes and I'm trying to convince them how they become successful marketing, water filtration, air filtration, everything else. And I'm, I'm sweat. I'm. I just. I hijacked his office. Thank God, because I, I'm. I run hot. I don't know why. So I have it down like 60 degrees in here, so I'm not sweating, but normally I'm just like pouring sweat, right? So back then it was a suit and tie. I'm pouring sweat and I'm trying to talk to him and stuff like that. And I'm writing on the board, and I'm erasing the board and I'm sweating, you know, and I'm writing on the board, the dry race board. I'm erasing the board and I'm sweating, right? And all of a sudden people start kind of chuckling. They start laughing. I'm like going, yeah. And I'm telling more jokes and I'm, I'm. I'm a natural, man. I'm a natural, right? And they're laughing and they're doing that. I'm like, yeah, I got this man today. And finally one lady just, she raised her hand, she goes, excuse me, sir, you have marker all over your face. Cody. I was humiliated. I was humiliated. I went to the bathroom, right, And I thought there'd be like a little smudge, man. It looked like I was doing Braveheart, man. I had green down the center, black. Because as I was wiping the board, I was sweating. I'm just wiping my face. I swore I would never do that presentation again. I was like going, I am not. I was just, wow. And when you get to that point when all those things flash back from your childhood, like your humiliation and what you went through and how you're, you know, all that self confidence thing. So it was a, it was such a up and down, up and down, up and down, up and down, you know, and have a little bit of success and then you lose success. Have a little success and you lose success. And when I failed, and it was so hard because I was in an environment where other people were succeeding, and that's the worst. It's, it's, it's bad when you fail, but when you're in an environment you're watching other people win around you and you're not winning, that really takes a toll on you.

Yeah.

And when I had an opportunity to finally connect with my mentor, I'll never forget it. I accidentally won a contest, which I don't go into details, but I accidentally wanted a contest by default. Another person, I guess, couldn't make it to his house, and he had a event where it was two days with him. Right. And I can never. When you have a chance to hang around somebody who is at the top of your field. No, I mean, like, you paid access for Grant Cardone.

That's right.

But that's crazy. You spent 25. Oh, I shouldn't tell you how much he spent, but that's fine, you know? Spent 25 grand for a mastermind with Grant Gardone. Oh, I can watch his bit. You know, you would spend 15. Like, what? It's invaluable.

Yeah.

To be in a room.

Right?

A room.

That's so true.

Right. Or whoever. Whoever it is that you do.

I wouldn't have understood that five, ten years ago either, though, Right. You know what I mean? So if they don't, it's okay. It's like, I didn't either.

Right. And so I had this opportunity to hang out with him, right. I was like, oh, this is. This is my chance. I mean, this is the guy, the mentor I wanted to work with, you know, the only time ever else I met him. Actually, the first time I met him was embarrassing because, like, he would do these seminars, and there would be 13,000 people showing up at the MGM Grand Theater, or there'd be 3,000 people, you know, at a regional event that he'd be at, or 12,000 people. And. And, you know, people would try to shake his hand and line up for, you know, hours to shake his hand. And I can never forget. Like, I. It was at a regional training, and I was using the restroom, and in walks here. He walks in the bathroom, and he's standing in the urinal next to me. I was like, I'm not gonna have a conversation. That'll be weird. But I'm waiting for my turn. Right. As soon as he turns around, right. And I remember. I'm hoping he forgets this, but we turned and I said, you know, so. And so I just want to introduce myself. My name is Nate Offer. And he looks at me. You might want to wash your hands first. And he walked right over to the sink, washed his hands, and walked out of the room. I was like.

Like, oh, My God.

Oh my gosh. Like really. There is my chance. There's my chance. And that's how I presented myself. So I'm like that was a real. I'm sure he forgot. Doesn't even think about or no, probably. But I had a chance to go to his house and this is where my life really started to change because you know, I. All these other people were kind of scared and nervous and intimidated and I'm like going, I don't care what he thinks about me. I'm gonna ask him his main quest. And I would corner him. I'm like so what about this and what about that and what about this and what about that? He'd get up and move and go over to point the pool table and I'd fall in the pool table. What about this? What about that? And he'd go over to the ping pong table. And I mean I was probably the. I, I know, I know I was the most annoying person there. Like I had this guy who's making a million dollars a week. I mean my mentor was making a million dollars a week net net. He had his face on the front cover of Inc. Magazine with 35,000% growth in a company in five years. He created from scratch before the Internet using VHS tapes, before having the, the ability to have massive social media. None of that 1.8 million people he recruited in a five year period of time and was 35,000% growth in five years. A million dollars after his 20 million dollar mega yacht. After his seven Lamborghinis and nine Ferraris and his Vector painted like the, you know, you know, what is it? The American flag on it with the Statue of Liberty and the, and the car that you know, had a bullet holster steering. Elvis Presley's car that had a bullet holster, steering wheel. He shot through and 52 car exotic car collection and homes all over the the country and you know, a quarter million dollar watch on his arm cost most. More than most people's house. And I, I know today that's offensive, right? That's what. Back when it was cool, right? Now they want you to make $10 million, give it all away and drive a Prius. You know, I get it.

Yeah.

You know you got to hide your stuff now or else they think oh who's that awful evil person with nice stuff. Which I don't get. But you know, things. So here I am in his house in Summerlin Vegas, right. I mean I walk in the door, I look up and there's a. Probably $180,000 Harley Davidson collector edition as a ornament above his door, as art. I mean, who do you know that $160,000 Harley Davidson, like, collector edition poised above his door. Right? You know what I'm saying? And like these marble crystals everywhere. And I mean, I just never, you know, I shared a bathroom with three of my sisters, you know what I'm saying? Like, so, I mean, I was like, I just never been in there. And I'll never forget because the second day, and he's like, you know, I came into the boardroom because I had a boardroom at the. At the office. And I was dressed up in my nice suit. Suit I bought at Sears because it's only place that would extend credit for me to have. Have a suit was Sears because I ruined all my other credit. I just have created financing back then, like Sears and other places, they give you credit cards. We'd get the credit cards like Sears. I can't remember the other store that would give us one. I shouldn't say as many. Sears might come after me, but anyway, we'd go buy a whole bunch of stuff like lawnmowers, everything else. And we go back and turn them back in because they would give you cash. So I get a line of credit at Sears or the different places JC pays and we'd buy a bunch of stuff, then we'd turn it back in and we get cash. And that's how we were able to eat and how we were able to run ads and do our things that we did. There was some creative financing. Definitely some creative financing. And I had my suit on and I forgot my shoes. Not only was I probably the most annoying person he's ever dealt with in his life, There I am walking with my suit and my flip flops, and he looks at, he goes, nice shoes, nice shoes. You know, because this guy was like a celebrity right in the ring. And he goes, does anyone else have any questions? He goes, hope you guys enjoyed your weekend. Does anyone else have any questions besides Nate?

He said that.

He said that and he was done. I didn't care. I said, have your pager number? I think he had the first cell phone. It looked like, you know, when you plug in your car, your battery, you carry around another one looked like, you know, that. And he gave me his pager number. And that was the day my life changed. Because when I had an opportunity to go to the source, you know, his favorite thing was, you know, he talked a lot about whisper down lane information. Like if someone has a top, has 100% information. They teach somebody and they teach somebody and they teach somebody, that information gets watered down. You ever, like, play whisper?

Totally.

Your little kid. And I was at the Source. I wasn't getting 3, 97% of the wrong information anymore. I was at the source. And as he used to say, who in the taught you that, kid? Who taught you that? Well, I learned it at a training or. I learned that from so and so in the training source. He goes, that's not how you do it. Let me show you how to do it. Boom, boom, knock it out. Because what else you got to go, well, when. When I'm. When I'm done this. And I say that. He goes, who in the taught you that? You know, he was real aggressive like that, right? I'm like going, you know, I want to know. Tell me who he was. Who was. I gotta fix that. Who told you that? I'm like, so and so. They probably all hate me. He's like, no, kid, that's not what you do. And he started to mentor me. He started to teach me. And I never made over $3,000 in a month, ever. And I was in the company for three years. Three years. I worked with him for less than 90 days, and I was making over 20 grand a month. 90 days. Wow. I went from barely doing enough volume to rent a desk in the office space because we had a shared training center, to where I opened up four of my own offices in five months.

But you shouldn't have a mentor nowadays. You don't need one.

Sure, I guess, you know, and. And that. And he taught me key principles about, you know, you can't get excited about the highs and you can't get depressed about the lows. You know, he taught me that. Making mistakes. You talk about the school system, it's minus this and minus that, minus this, minus that, minus this and minus that. I mean, are you not programmed that when you make a mistake, it's. It takes away from.

Yeah.

And so you get involved in business, and the only way to have success is to go out there and make mistakes.

You gotta make a bunch because.

Yeah, and that's what he said to me. He goes, if. If I told you it took 10,000 mistakes, you had to make 10,000 mistakes before you can make 10,000amonth. How fast would you do it, kid? I'd. So I do it right away. So we'll get busy then, you know, and he talked about my attitude, right? He's like, you know, the key to having that success is people are always Riding that roller coaster, up and down, up and down, up and down, up and down. He said, you know, successful people have a consistent attitude even when they're failing. And Marlon Faulkner. And it gives me the chills, because that changed my life, and I shared that with Marlon. And Marlon was one of the what makes him different? Which you asked that question. I always come back. I remember these things. I sometimes take a little bit of a detour.

I'm with you.

I'm on ways instead of Apple. Is that what it's called? Ways is that Marlon was able to have an attitude, positive attitude, and add to success even while he was failing. We do a thing called Marlin the Untold Story, and when you watch it, it's good. I would love to do that sometime for any insurance agent. If you watch Marley Untold Story, and you saw where he came from and you heard his story and you watched what he went through, everyone would love him 100 times more than already love him, because that guy persevered through some of the toughest crap that I've ever seen someone persevere through. And so learning those lessons, you know, I'll never forget, He. He. He did a lot of these things to me, but it changed who I was. And we were sitting in his office, and, you know, he took out a piece of paper, and he drew on the piece of paper, and he said, you know, I don't want to smush you. Put my fingers on here, right? He's like, down. Here's poverty. And he drew a little circle. Here's poverty, right? And he goes, and here's average. He drew a circle in the middle of the paper, and he goes, show me where wealth is. And he hands me the pencil. I was like, dude, I got this one. This is obvious, like, because he always asks these questions that seemed obvious, and you never get the answer right. And then he realized how stupid you really were. I'm like, I got this one. He's in trouble this time. I grabbed that pencil, right? I go, it's easy. Right on the top, right? Is that what you would put? Totally. That's what you guys put?

Totally.

He goes, that's your problem, kid. How can you get wealthy if you don't know where it's at? And he goes, and that's what everyone else thinks. The good news is, it's right here. And he took his pencil, and he drew it that far above the dot, and he goes, that's wealth. It's just doing a little bit more than the average person does. It's making an extra phone call. The average person won't. It's showing up when the average person won't. It's just doing this much more. You can create wealth, he said, because most people are doing just enough to get by. And that was the first time my life I thought I can really get wealthy because you think you have to be that much better, that much better looking that much better, in speaking, that much better, that much smarter. And that was a pivotal point my life where I just went, wow, like I just have to be this much better. I just gotta get up one hour earlier, not six.

Right.

I just gotta make stay at the office one hour later. I gotta be able to recruit one more person than that person and just do it just a little bit more than the average and I can have wealth.

What was, what was the turning point for you from 3K? And I know it was over 90 days. The mentor was a big help and I want to fast forward through marketing, get to the insurance here pretty soon too. But what was the turning point for you from 3k a month to 20k a month 90 days later? Like literally 7x income in 3 months.

What was the things I learned from my mentor which I can't sit here and talk about all the whole entire thing but if you broke it down, it was, it was the attitude, skills and the mentality of it really.

Wow.

You know one of the thing reason I talk about so much about that personality thing is that's one of the things that he taught me. I mean for me it's invaluable. I mean I get, I get it. You go and you, you know, I can't go to a networking event and hand someone six car four cards from the disc profile and say arrange them in the order that you think they should be arranged in. And I can tell you how I can. That's weird. I can't go to someone I meet and go hey, will you take this test so I can know if you're ENTP or an ESTJ or you know, I took it, I took the class two times. They still couldn't figure out what I was. Yeah, are you a P or UT or an S or like I was like I spent an intensive like an eight hour day one day and eight hour day another way. So if I couldn't figure out in a class going 16 hours what exactly my four quadrant numbers are, how the heck are you going to meet somebody on the street and figure out that personality? And it's not like I had this deep dive where it's. It's okay. I can figure out how you want to have information delivered to you. Yeah. In that way, you can receive it in the most receptive way. How powerful is that in terms of selling?

Yep.

How powerful that in terms of recruiting?

Yep.

How powerful that in. In terms of a relationship? When I went through, when I went through and really got that set. When people go through that, that, that, that. It's like two hours. You teach it in two hours. Two hours you can teach it. They go through that and they're like, my marriage is better. You know, I raise my kids differently. Because you can immediately go, ah. That's how they respond. Right. And it's not something that's new.

Yeah.

It's. It's something that he was able to teach in a manner. Fact to where you didn't have to sit down and give someone a test or have arranged cards to figure that out. So that was huge.

But by knowing those, we run our whole company differently.

Yeah.

Once. Once someone, like, let me in on that and I started diving in and doing it myself and realizing that my engineers receive information differently and that my engineers, you know, don't want to be touched. But I'm touching them all the time because I'm, you know what I mean? Like, like little stuff like that. Yeah, like that stuff matters, you know, but. But I didn't. That was something that I didn't even know till probably like last year, you know, and it's crazy.

And there's deep dives. And I'm not, I'm not saying that. I mean, disc is great. It's a deep dive. And sure, you know, the Myers Briggs a deep dive or, you know, the Five Voices for Leadership. I read that book, the Deep Dive, you know, so learning that stuff was huge. And being able to do it on the fly, like, instantly and then be able to, you can, you know, take all the other stuff later on to get a real deep dive and give assessments and stuff. That's, that's, that's major. Especially today. Especially today because we, we live in a society where, where everyone has a voice, everyone has an opinion. Everyone feels like that opinion should matter. In reality, if it does or doesn't, we'll just stop there. On social media, it's giving everyone a platform to be an expert on something they're not an expert on, and they feel that they can voice an opinion, and then they get upset if someone else doesn't agree with their opinion. Okay. I always said, I'm not going to have a 300 pound fat person teach me how to lose weight. Just like I'm not going to have you tell me how to dunk a basketball. Or can you dunk? You used to be able to. Okay, well maybe I would then. See, I know you're good at basketball, but I was going to say, you know, dunk a basketball or I'm not going to ask somebody who, you know, whatever.

There's one question that I've been wanting to ask.

So this is the question you had that you wanted to ask this one question?

Yeah. There's one thing.

Get ready for it.

Well, dude, when you look at like what you've accomplished accomplished in the industry and how fast you did it, the money you're making now and only being in insurance for like five or six years is, is insane.

It's absurd. It's, it's, it's over overwhelming sometimes to think that, that you could do that in.

Yeah, it is, it is, but that's not the question.

Right.

The question is 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.

Well, 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, some license, sell it. I understand the term product is and 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 and insurance guy you're going to meet. You know, I was, I was talking to your, your, your sales team, you know, about that this morning.

Yeah.

You know, I always say I'm, I'm a, 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 it was, you know, the universe, God, whatever you want to call it. I'm going to force any beliefs on you, but I got a chance to reconnect with him and go have lunch with them 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 a mini gated community. You've been to the house. That's the mini one compared to Cisco, where his ad is 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, 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 me, 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 not 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. There's no idea. It's just stuff, you know, Never seen a hearse bowl in 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 and Maui, and we went to the Ritz Carlton reserve in Puerto Rico. 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. And the carriers and what they. They do to take care of us, right? But he's like, oh, you're been on a good vacation? I said, 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, we 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? Abuse 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, okay, 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 almost weird when you're on these vacations and there's, 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. 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, so. Because that's life, dude. That's life. You know, that's your Stuff you, 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. 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 worrying 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, oh, 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? I'm like, what are you doing? Right? And they go, we're selling insurance. You're like mortgage protection. Yes. No, no, it was bad. Like I had a little bit, you know. Yeah, 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, yo. 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 Ohio back then.

What kind of money?

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

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? Like, I did say that to him. I'm 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.

Over the phone?

Yeah, it was over the phone. I goes, life that bad? 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, okay, 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. 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 not like that one. Yeah. They want you to start at 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 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, my dad worked for the same company for 40 plus years. That doesn't happen anymore. Downsize, resize, restructured. I met a guy today, 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 realigned. 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 realign 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 want to be able to, you know, get involved. I want to get, you know, put on 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 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. Weakness. I knew it. If I would have studied over three, three weeks, I would have forgot the first chapter three weeks in. That's so I, 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, I, 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, right?

So there you go. There you go.

If you can't do it, teach it. If you can't teach it, write a book about it. Right? And I'm not 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 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, dude.

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

That's all you gotta tell me is I can't.

Oh.

I said, fine, who's your top guy? Right? I turned, he turned that. He activated my prey drive. Coach Burke calls the prey drive. He activated my pray 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.

But they gave you a script though, right?

Yeah, but I was horrific on the phone because I talk fast, I move fast. I mean, 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 three dollar 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 aged leads. I guess you call them, we call them bonus leads. And two. Two dollars.

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 only called through seven. 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 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, yes, 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.

It's a necessary.

Really good on the phone.

Yeah. But I mean, I want to shoot myself when I'm on there. Sometimes.

You're good.

I'm with you. Slow, 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 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 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 and 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 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 400 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, Brad, I'm 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 where there says blue, what do I put there? And he goes, driver's license is my first appointment. I said, yeah, yeah, that's what I thought. Okay, great. That's why 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 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. 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, seven days. Whenever I could get an appointment, I was running it because I needed to make money and I wanted to be at a point where, where, you know, I can 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. 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. It's very. It's very tough to these days with the different things to be able to continue to make money on it and stuff. But.

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

Well, I can't help. That was dumb. But, you know, hey, there's hope. There's hope, right, dude? Like, there's definitely hope. But I had a good sense. 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 got to be a good cheater. And I don't mean that in a negative way. You just got to 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. Words that come out of the mouth of the person that's successful. Like, I've never cold called and don't put me up to 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 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's 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 then 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 and the commitment. And, you know, and what's exciting is that we, we at 8% nation, which is how I first met you, my first time went there. And I'm trying again this year. And we're bringing, we're bringing our team. That's what I'm super excited about. We got, we got the, we got the suites. The team suites. Yeah. So we got the two team suites filled up. Sorry. We got those. Yes. And a whole, whole team seating area below. So we have probably about 80 to 100 people coming. And that's before we're even really aggressively promoting it, at least, because we have a. We had a company event that was coming up on a cruise ship, which, of course, now Corona's knocked us out.

Yeah.

And we, we, we promote from event to event. Right. So we, we were waiting till that event so we could push that event to get more people and become. To be involved, to hear you know, I mean, Jordan Belfort and you know, Marshall Silver and Burke Michael Burt Remiz. I mean, yeah, you have all these high caliber people. And the next day we're doing a SWAT event. The one day event, which I hope you can come to.

Dude.

Totally do a one day event on Sunday.

I'm probably speaking at it.

Yeah. I would love for you, Coach Bird to speak at. But you know, Marlin's gonna be there, which is pretty awesome.

Yeah.

So there's any people. And I'll be more than happy. We haven't talked about this. I'll be more than happy to open that up. You know, we'll put some details in the comments below. We might have to get a bigger room because we already have like 100 people. We can figure it out.

That's true.

But I'll be more than happy to open it up the following day on Sunday. People want to stick around.

It's a good training, man.

And we're going to cover. Well, we have. We're going to cover those. Those. How to identify someone.

You didn't think I would actually sit through the SWAT training in Dallas. I spoke at it.

Yeah.

But I actually sat through the whole thing.

You did. It was great.

Yeah, I love it. Like, events getting around big time. People listening, like learning something about events. Events have changed my life. And I don't think a lot of people can say that that's the one big reason we do 8%.

It does. It's life changing because you're around those. Those people.

Well. And you talk about being around people. We met over the phone about a year ago. Maybe a little less about a year ago. You bought front row tickets at 8% last year. We've gotten to know each other really well. Now you're speaking at 8% nation 2020. You're not only sitting here letting the.

Cat out of the bag.

Yeah, dude, I'm letting the cat out of the bag. Like, I mean, think about that.

Yeah.

Like that. That's. Most people don't pay to be on the front row. They don't like pay to get around people. They don't fly up to Springfield and just move into my house for a couple days because they want to.

You know what I mean? Like, well, people don't.

People don't like, go get what they want like you do.

Yeah.

And I just love that. Like, that is your. Because we're very alike, but we're very different. And a lot of things that we have in common is, you know. And you know, I'm assuming I'm probably better closer than you, but I know that.

Of course you are. I know that. We could do that, too. We could have, like, you know, throw objections in. We can go back and close that. We have, like, the closer school. Like, that'd be fun, right?

Closer.

Survive Bradley. We gotta bring Bradley on there.

There you go. No, but. But you just go for stuff, man. Like, when you want something, nothing gets in your way. And that's the one thing that separates the 92% from the 8% in our industry is Cardone always says, if you don't quit, you can't fail.

Yep. I don't want to quit. You don't want to quit.

Marlon now doesn't want to quit. The people speaking at 8% don't want to quit. You know, the people buying Fire tickets won't quit because of the amount of freaking money they're investing and how serious they are. Most people just don't. They're not serious, man.

Yeah. And that's what we talked about this morning, too, is backing yourself in a corner. So I'm. I bought those tickets to have to be able to chance to network with you.

Right.

I know we're going over here. So we need.

Yes.

End this off. It'll be like the marathon. Marathon Interview. Interview. No one's going to watch. Right. But you know, that next day on Sunday, you know, having you potentially there, hopefully you'll be there and coach Bert and be able to have Marlon Faulkner. I mean, he's amazing. And we're going to go through that two hour training on how to identify those people as well as we're going to do some incredible things in terms of goal setting and what the real difference between a goal and commitment is. We're not going to be sitting here and setting all these, you know, goals and not the smart goals are bad at all. But he also took me through a way which I was talking with you about the other day, that. And I wish I would have brought my cards because I have these blue cards that I write down because they're friendlier to the subconscious mind. And he did a blueprinting your life. And it was like an hour exercise where it's just crazy because I'll read them in the morning, I'll read them at night, and every one of those blue cards that I've written down, meeting you was on a blue card. Being friends with you. And I put on. I wish I would have had it because I would have read it.

Gosh, that have been freaking cool.

You know, I've been in Reddit where it said, you know, I. You know, and I was taught to write it in the present tense. And I said, I enjoy the relationship that I've developed with Cody Askin in 2020. I love the fact that we've not only friends, but we're doing big things together to impact insurance agents, insurance agents across the country. My life is better because of the people that are in it, including Cody Askins. And I read every morning, every night. Every morning, every night. Because I was told, hey, the best time to program your subconscious mind is when you wake up in the morning before you go to bed. And I have physical, mental, spiritual, emotional, social.

Right.

And we're going to talk about that at this, that next day as well. And that was another huge game changer in my life because it was like, you know, it's tough to have a good physical life if your finances aren't in order, because when you shop at Whole Foods, it's more expensive. When you go down to Target or Walmart, you know, the quality or education your kids get is, you know, number one, cause of divorce, money. Second cause, divorce, children.

Yeah.

So I was taught to have your finances get that game out of the way so you can do what really is more important in life, which is the rest of it.

Right.

And so it's just, you know, I feel so blessed to, you know, number one, wanted to have you in my life. And just, you know, you introduced me some, some incredible people. Now they're my, my best friends. And, you know, coach Burt, he's coaching me as well. It just, you know, it's surreal. It's like you want to pinch yourself, but I don't know about. With you, it was like, I knew I could get there. I just don't know how. And, and then, and one of the things I realized, too, is that, you know, success is a journey, not a destination. You'll hear a lot of people talk about that, and people go, yeah, sure, whatever. It's not. You wake up in the morning, you have a nice car. I'm successful now. I don't feel successful.

Successful will never do.

I don't feel successful. I mean, because you're always, you're, you know, you're. You're this little pea in this vast ocean. And when you look at some of these other people, it's like, I don't feel successful, but I do feel fulfilled. And I think that's what true success is. Like, if I died tomorrow, yeah. I would leave this planet with no regrets.

That's awesome.

With no regrets, because I feel fulfilled. Like, I want so much more, and I want to impact so many people more. But, like, it's not about the money.

No. We talked about money is literally a scoreboard.

We talked about in the car today.

Because I don't. I don't even know how much money I make. Like, it's not. That's not why I do what I do. Most people think I make a lot more money than I actually probably even do.

Yeah, we like to talk about everyone else's money. Yes.

Yeah, we do. We do. You know, and for me, it's like, it's more about the impact. We talked about that. It is, but it's. Money is. It ends up being the scoreboard that we play on. And because I'm a competitive individual. It's just part of the game, dude. You know? Just part of the game. But for that agent out there that's watching right now, one last question. Unbelievable, dude. Like, this dude is a freaking powerhouse. If you don't come to Aperson Nation 2020 and see him speak, I swear to you, you will regret it for the rest of your life.

Come the next day, that'll be the next day for Sunday. You'll have eight hours of just. You'll. You'll leave there fire crazy good. But you might have to limit because of how many people are going to.

Well, they got to reach out to you and. And get registered.

We'll put in the comments, and we'll give them a spot where they can get registered for it and link it up. That'll be awesome.

For a new person struggling, the Marlon Faulkner, right, that's sitting there watching right now, right? That's like, he was. And they've been struggling. They've never found success. They want it. They actually want it. They never found it. They struggled. What to do, what to say, where to get it, how to do it. What do you got to say to them?

I would say the second thing that Marlon got really good at because I would preach it day in, day out, day in, day out was how to follow through with a commitment. And you'll hear me talk about that a lot because, you know, goal setting. Hear that?

You're like, oh, boy.

Set my goals and goals is nothing more than a wish list that never gets accomplished, you know, and, you know, Forbes and Inc 5000, they talk about, you know, 86% of the people never accomplish their goals, you know, And. And I was. I was talking about, like, I did credit card processing, and I had a client of mine who had a gym. And I was looking through his ach, as they call it, ach as they direct to debit their account each month. And I was like, how in the world do you fit all this? This. How naive I was, right? How many people? How do you fit all those people in your gym? Because I don't work out, obviously, But I'm like. And he's like, what do you mean? I said, do you have like 2700 ac? Ch is like, you only have like a 6000 or 10,000. I wonder what it was. Square foot building. He just laughed. He goes, they don't all come to the gym, Nate. I mean, I said it once. He goes, no, they don't all come to the gym at all. I said, what? And they're charging their card every month.

He's like, yeah.

He's like, in January, we have this big uptick and by May it trickles down to where there's maybe about five or six new full time people we have at the gym. And then during the spring it picks back up again because they want their summer bodies. And after the summer trickles down to about the same, maybe extra three or four more people. I was like, so what percentage out of those 2,700 people do you think actually consistently come to? Jenny goes 3 to 5 out of 2700. 3 to 5% percent. 3 to 5%, you say? Wow. Then I thought, well, you know, look at the book, Think and grow rich talks about that 97% of people will retire on family, friends and the federal government. And only 3% of people ever achieve financial independence. You know, so, yeah, to me, you know, it's great to have a goal, but without a commitment, it's hard to really achieve or impossible, in my opinion. You achieve what you want and see if you look up in Webster, whoever Webster is. I don't know, like, I don't know why we all agree with Webster.

Mr. Webster.

I don't know Webster. Webster dictionary. Like, who wrote Webster? Who decides what something means? But anyway, that's always kind of. I always wonder that, like, who's Webster anyway? You know?

Yeah.

A pledge, a commitment is a pledge.

A pledge.

Pledge, Pledge. Cut your hand, pledge. Pinky. Prom. Pledge to do something right or it's a state, a state. Body, soul, my estate, right of being bound emotionally or intellectually to an idea, an ideal, or an event that you are going to do no matter what. That is a commitment. And see, a commitment in the niv version, the Nate international version is when I make a commitment, I Give up the ability to do what I want until I get done what I committed to.

Right.

I'll say it again. I give up the ability or the choice to do what I want until I have followed through with what I committed to.

Exactly.

I mean, you can have the nicest car with the nicest engine. And a commitment's like your transmission. You know, the transmission ain't gonna go anywhere. Doesn't go anywhere.

Most people don't actually commit all the way.

Oh. I mean. And people want it both ways. They want you to commit. Can you imagine your staff meeting this huge staff of people?

Right?

And I was talking to your sales team about this today. But, like, the role. If the roles were fake flipped, Everyone wants you to commit. Right. Can you imagine if they came in on Friday, you know, and. And they show up and they're expecting their paycheck and you don't. They don't have it. They go, cody, what happened? Oh, man, I had a little bit too much drink. Drink last night, you know, and. Sorry about that. We'll try to get out Monday or Tuesday. Are you kidding me?

Yeah.

They'd walk out, they'd flip the lid, they'd walk out, they would leave. It'd be over.

Right.

Or you run a sales contest like you did the 10x Grant Cardone or the NBA Finals, which they're probably not gonna have now because of the coronavirus at the time. Same time of the filming. Or you're. The Major League baseball thing, whatever it is. You run this contest, and they're working hard and they're working late and everything else. And, you know, you had to leave the office, and Rodney calls you up, or Tucker calls you up and says, hey, man, I'm like. I'm like 2000 away from winning this contest. I really want to do it. My. I'm a huge basketball fan. I'm taking my son. You know, we're gonna do it. You know, can you come back? I gotta jump out, run home for dinner, but I want to come back. So I know I can probably reach the people from 7 to 9. Can you leave the office. Office unlocked for me? And you go, sure, you know, no problem. I'll come back and unlock it, you know? And there he is. He's like two sales away. He's been working 90 days. He's at the door, pulling the door. The door's locked. He's calling your phone, calling your phone, answering the phone, calling your phone, and you don't answer, right? And he misses it. He disappoints his boy comes in. Cody, what happened, man? Oh, you know, I got my throat, you know, I was. A little cough. I just wasn't feeling well, man. I'm sorry. I turned my phone off. You know, I'll run another contest. Don't worry about it. Like, how would that play off?

Not good.

But flip the script, right? It's okay I don't show up today. It's okay. I don't do my dials. It's okay. I didn't have enough employments. It's okay. I didn't commit to my thing. So in my organization, when you ask how I run, it's. You make a goal and commitment. And I work with. I think Landon asked me today, he said, how do you motivate your team? I don't want to get my team. I work with people who follow through with commitment commitments because they're the only ones that deserve my time. My mentor always said, work where you deserve, Nate, not where you need them. And you don't have to play the commitment game. But if you make a goal and commitment and you want to be held accountable, because I think you got to be held accountable. Accountability is one of the number one ingredients to success. And everyone, it's like rain, right? Everyone knows they need it, but they don't want it.

That's right.

When it's their birthday.

That's why we started Success Society, right? Weekly accountability.

There you go. They don't want it when it's their birthday, right. Everyone loves rain. They don't want it if it's their church picnic. They want it when it's convenient for them. Well, another thing I learned from mentor is success will never be convenient. So you got to have a commitment and it's your integrity and you have to follow through. I mean, if you were me and I were you, right? And you were moving and I said, hey, I'll help you move. Yeah, and you're loading up a moving truck. And I on Friday, you call me up and say, oh, yeah, man, I'm so sorry. I forgot about it. I'd love to come over here, but my wife, you know, we had dinner plans. She didn't tell me. No big deal. But hey, I promise I'll be here tomorrow morning because it's a three day move, right? I'll be here tomorrow morning, 10am sharp. No, no, no holds bar, like, okay, great. Like, this sucks. They're doing it all by themselves. Next day, morning, you're not there, right? Or you show up at 11, or you show up at 12. Oh, what happened? All my kids soccer game. I mean, it only takes two or three times before you start losing faith in that person. No doubt you're gonna go, what they say I can't count on. And what's that? That's. That's our. That's my integrity.

Yeah, it is.

That's my word. And I'm not going to sacrifice that. And that's why you'll hear when I make commitments, you know, I always say them out loud. I'm committed to do this. I'll tell people the commitment. And I love what Ed Millette says because he said, you know, there's a way to develop said self confidence. It's by keeping promises to one's self. And there's a magic in that because you're either building your self confidence or you're destroying it. And that promise and that commitment, no matter how small it is. I was talking to your sales guy and one of them felt a little bit, you know, how's your commitment going? I said, your commitment doesn't have to be a sale. Maybe your commitment today is, I'm going to dial until I talk to 25 people.

Yeah.

And tomorrow I make a commitment. I'm going to dial until I talk to 30 people. Start with something. You have control over that, you know, because you can. You can dial until you get the phone till 20 people. No doubt. Absolutely.

Even cold calling.

Start that and go from there. And so that, that is what Marlon got really good at too as well, is when he started to get set a goal. But he also made a commitment. He'd follow through with that commitment. And that would. Would be another underlining thing, if you call it success that I would probably give credit to for having any of the success that I've had has been able to really attach my integrity as my commitment. And I'm. I'm going to do whatever it takes to, no matter what, no matter how. Unless I'm laid up in a hospital somewhere, which I would pay someone then to follow through with my commitment. Hey, and if you talk to anyone I work with or anybody I've been around or any of my business partners, the one thing I'm proud that will say about me is like, Nate will do what he says he's going to do.

That's big, dude.

And I'll make a commitment unless I know I can do it.

No doubt about it.

You've asked me to do a couple things that I don't. I don't make a promise I can't keep. Yeah, I'll do my best but I'm not making a commitment and that's huge. And the more and more I'm around successful people, the majority, if not all, when they make a commitment, they follow through.

Yes, they do. I hope you guys follow through after listening to this dude. Thank you, buddy. Awesome.

Thank you.

Thank you man.

I appreciate man.

It's only going to get better. He's going to be speaking at 8% nation. 2020 dude. From literally no insurance experience to 85k in six weeks recruiting 69 and 60 days. Gonna see us through day percent. Thanks for watching another episode of Insurance influencers. This dude, Mr. Nate Offert is an insurance influencer. Go check him out, add him on Facebook. We're gonna get, we're gonna get his personal brand blown up. He's gonna be all over the place.

Don't be surprised. My last post when I got married seven years ago. But you know, Cody's gonna work on that for me, I guess. So.

Thank you.

Thank you for, for taking the time out of your day to watch and listen and hopefully there was. If I can have an impact on just one of you that like my mentor had an impact in my life, then, then it was worth the rant as I'd call it. So thank you so much guys. Look forward to meeting all you.

Thank you. Hey, if you love this interview, unbelievable interview. I talked about the power of events and you guys know that I love events. I want to share everything I learned at Grant Cardone's 10x growth conference event. It's right there. Click on that video and I'll. You see, that was the big thing, biggest thing I took away from Grant Cardone's two day mastermind in the first hour. He spent the first hour talking about an ideal life.

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 we went to the Ritz Carlton reserve in Puerto Rico and Midden 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 when you're been on a good vacation. So no, he's like, you know, you get There, you know, he starts describing his vacation, saying, like, you know, it's like. And then I went on one. One time we had a button. You pushed a button. We had the Ritz Carlton reserve in Puerto Rico, and they 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? I think some people abuse 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.

Almost weird when you're on these vacations and it 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. 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.

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. 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 in love with 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 industry has changed. I try 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? I'm like, what are you doing? Right? And they go, we're selling insurance. You're like, mortgage protection? Yes. No, no, it was bad. Like I had a little bit, you know. Yeah. 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 at 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. Then 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 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, really? I did say that to him. I'm 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, it 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 Marlin. 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, dude.

Yeah. I said, insurance, man. That's 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 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, my dad worked for the same company for 40 plus years. That doesn't happen anymore. Downsize, resized, 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 realigned. 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 realign me? 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 want. I want. I want to be able to, you know, get involved. I want to get. Be put on 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 got to 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 in on back then was licensed coach. If you 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 really 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.

Well, I knew my weakness. I knew if I would have studied over three weeks, I would have forgot the first chapter. Three in. That's, I mean, like, yeah, I was like, I got to 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 the stuff that you've learned and you motivate people. Because at this point in time, I had spent 10 years doing that and I, I, I, you know, was good at doing it. Building sales teams, built sales teams in the, 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 use the same stuff in the credit card processing, made millions of dollars and then transformed into 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. Right?

There you go. There you go.

If you can't do it, teach it. If you can't teach it, write a book about it. Right? And I'm not saying if you write a Book doesn't mean you can't do it. But if you are doing it and you teach and 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 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. Something I never did.

Yeah.

And he goes, 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 to 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 Burke 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.

But 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. Two dollars.

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 only called through seven 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 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, yes, Slow down. I'm in Texas too, right? One lady on the phone, she's like, sir, could you slow down, please? I'm like, oh, my God.