How to Build a 7 Figure Insurance Agency with Nate Auffort

Hey, everybody.

Welcome back to another episode of the Agent's Edge. My name is Ryan Palamini. Today we have a very special guest, Mr. Nate Offert. And from SWAT and looking forward to actually diving a little bit deeper into that, into the brand and some of the things that you've got going on. But you know, just to introduce you a little bit, it's. I've been following you for quite some time. You know, obviously we don't really. Haven't really got a chance to know each other too deep. We've had a conversation, but really been following what you're doing and it's really interesting to watch you go from. I know you built a really large agency which we're going to get into, and all across the country and some of the tactics that you've used to build your agency to me is really appealing because what you've done and really build a foundation to let that thing grow and grow and grow is impressive. But then taking it another level and really bringing the education component to the industry through your SWAT events really caught my attention. And I'm like this, Nate is doing something special here because, you know, he's taking what he knows and bringing it openly to an industry, which, Nate, you and I could probably agree. I've been in this for 12 years. You've been it for a while. Really kind of a cutthroat. We don't really share secrets a lot of times. We don't do cross line stuff, we don't do cross agency things, you know, but you're like, you know what, let's open it up, man. Let's bring it, let's bring the content, bring the heat to the industry. And that's really what this show is about too. This show is about bringing people on to just deliver content, to let the audience, no matter what company you work for, agency you work for, to really just grow and learn as an agent in an industry. So that's the purpose of this show. But really, Nate, I want to just bring you on, introduce yourself. If you don't mind, then what I want to do is I want to ask you some questions about how you've done, what you've done, what SWOT means. And really some of the things you and I were talking about that I really picked up on is the power of a mentor. You mentioned that a lot. So I want to dive deep into that. But if you don't mind, just introduce yourself and we'll get rock and rolling.

So I just go, hi, I'm Nate Offert.

That's it. Yeah. Goes a little about your background. And you know, let me ask you.

This question real quick, Ryan, because you're a super impressive dude. I mean, you probably bring all these guests on, talk how impressive you think they are, but I actually had a chance to hear you talk one time and you were in his boardroom, looked like it was the last Supper. This beautiful, I don't know, desk, probably cost 10 grand just to sit behind it. But you were very impressive. You really caught my attention of knowing your stuff. And I'll say that lightly, because there's a lot of people who teach success really doesn't know their stuff, if that makes sense. I guess what I mean about that, you know, my mentor used to always tell me, you know, if you can't do it, write a book about it. And oh, no, if you can't do it, teach it. If you can't teach it, write a book about it. Right? So I'm not knocking anybody who can do it, teach it and write a book, but there's a lot of people out there that write a lot of books and teach a lot of stuff they've never done. So considering what you, your background and what I've heard about from Cody about you and the amount of sheer volume personally, well, with a team of people that you do it in annuities is just mind boggling. I always said, I wish I had someone like you that was involved. Now the IMO that I'm with right now have their own quality retirement solutions to where we can toss them over our shoulders. But when I was back in the field, I found a lot of money. They had this little sheet that said find the money. Kind of like, well, you know, if I do. Mortgage protection primarily is what I grew up on, basically. But, you know, in case, you know, Jan, sue, whatever, you know, if your husband died yesterday, you know, what else do you have put in place that she would get like IRAs, 401ks, maybe some mama don't know money or mattress money, right? What else would she get that would be able to provide for her? And they'd always tell you, and so I'd uncover 1000-002000-00400,300. And I just wasn't, you know, I'm not the brightest guy, the sharpest knife in the drawer, as they say, when it comes to, like, I want to learn from somebody who's done something, learn their techniques, duplicate their techniques, and be able to have the success that they had. And so I just never really got good in the annuity space. So, you know, it's to hear the numbers that you're doing, which I don't know if your audience knows the numbers that you're doing. I don't know if you want me to tell them, but, you know, hundreds of millions of dollars of volume in terms of annuities is super impressive. So I'm grateful to be on. On your show. Hopefully I can bring some value. I mean, I think you. I think I should interview you, and you should bring the value to them interviewing. So I'm happy to be here. Yeah.

Yeah. Thanks for being on, man.

No one special man. Just like you said. My information that I got from my mentor, learning from him and some other mentors that came my life is invaluable. Because, you know, there's an expression out there, Ryan, that you don't know what you don't know.

Yep.

And I don't know what I don't know until someone points out going, hey, you don't know. Then when you find out the things you don't know, it's amazing how your life can change. Because, you know, like, with everything going on, I know nothing about NFTs. I know it stands for Non Functional Token, but guess what I want to do. NFTs. There's people out there that know about NFTs or know about cryptocurrency who know about whatever, right? And I see so many people like, you know, they get involved, whatever opportunity, and to me, it doesn't make a lot of sense. They, they, they either take a test, read a book, go research on their own and go out and try to do it. And they wonder why I don't have success. Well, I learned very easy early in my life that if you sit behind the straight A student, all this against me. Well, maybe I heard this through a friend. Right. And you position yourself where you can see their paper and what dots they're filling in. And on A, they fill in B, you know, number one, they fill in the B dot. Number two, they fill in the C dot. Number three, and you're able to copy what they're filling in and miss one or two so it doesn't look like you copied. And they get their paper back and they get 100% and yours shows up at a 98. It's not, whoa, look at me, I'm impressive. It's just like, hey, I was able to cheat. I was able to copy off of someone who knows what the hell they're doing. So, you know, when I learned about that, the key Is success. When we talk about mentorship, find someone who has what you want, do what they do, and you'll get what they got. Like, it was the first time in my life that after I struggled for years and years and years, when I heard that, I was, like, going, wow, like, I cheated in high school. If you guys are listening, you know, I know not all of you guys ever cheated before, right? Sure. I'm in the audience. I said, how many ever cheated before? And, like, three people raised their hand, like, the rest of your lads are liars and cheaters. Now we know who you are. Right? Whatever it is, in a good way. I realized that success isn't as hard as I thought it was, because I always thought it was something I had to become, which you do need to have personal growth, or I had to learn, or I had to become an expert at, when in all reality, I could just find somebody else who's already accomplished what I want to accomplish and just cheat and do what they do and learn from them, and I can have the equivalent or percentage of success they've had based upon their knowledge. So I know for me personally, I overcomplicated it a lot, and I was broke for many, many years overcomplicating it.

Yeah, yeah. No, and I agree with you 100%. I mean, you talk about the annuity side of the world. I started like you did, you know, I spent my first six, seven years selling mortgage protection, final expense. I didn't even know how to spell the word annuity right. I was. My upline. I was like, yeah, go find some money. I was like, and do what? What do I say? What do I do? What the hell is this?

I wanted money, Just didn't do any with it.

Yeah, right. Exactly. And so, you know, as I kind of made the transition, I did exactly what you did, man. I went out and found somebody that literally, like, my mentor does $20 million a year from his office and never let you know we're running out in the field. I'm running house to house, knocking on doors. He's writing $20 million a year, doing a seminar, people coming to him. I'm like, that's the model that I want to model. And so that, for me, has been a big help, too, having a mentor. And I think that a lot of people, Nate. And you can probably back me on this. A lot of people struggle to find the right mentor. Maybe they look at their upline as the mentor. Maybe they don't have the same values as their upline. So, Nate, fill Me and tell us a little bit about your background, getting into the insurance world. You know, when you got in, did you have the mentor you have today or was it something that's evolved over time? Tell me a little about that. The beginnings of there.

Yeah, I think it was. Grant Cardone said, if you can't afford to get in the room, figure out a way to serve water. I think that's what he crazy. Yeah, I think it was great. I think Grant Cardone said that one. But it was, you know, I don't want to go back too far, you know, back when I was about three and a half. I'm just kidding. I didn't graduate college. We'll sleep at that. And if you guys have heard any of my other interviews or podcasts, I don't want to bore you with the same details. I think talk about some other stuff. But I got drug into a network marketing company. I tried to leave the meeting and then they started wheeling in this tv. When they started talking about all these individuals that had success, that had horrific backgrounds like, you know, pot and pan, door to door salesman, social worker, preschool teacher, they were all making 30 grand a month. And back in 1996, I was like, whoa, whoa. You know, 30 grand a month was like mind blown. Right? You know, when you get involved in the insurance industry that it's weird how your perception of money changes. Like 30 grand a month, that's okay. I mean, that's decent month. But if you're with the right, you know, company, imo, whatever case it be, and you have leads to work with them. So I was trying to get out of there. They were talking about environmental products and health, nutrition. I wasn't really a big health nut. The bottled water wasn't even on the scene yet. You know, you go to the grocery store and they had the distilled water for your mom's iron. If you remember back in those days on the. I'm dating myself and when my mentor, who, the gentleman who eventually became my mentor, he came on the screen, he's standing in front of this, you know, half million dollar car, which I didn't grow up with any type of money. He always, always taught, money doesn't buy happiness. And I used to think, well, near does. Being broke because I've been broke, it doesn't make me happy, you know. You know, and. And he got his arms folded and he's like, you know, where are you going to be in the next five years if you keep doing what you've been doing? Where are you Going to be if you follow the man that built the track to follow, that took other people down that track, and they wound up immensely successful. Where could you be if you just did what they did? And that was kind of a moment in my light bulb went off in my head. I went, whoa. Wow. I never had anybody in my life teach me about wealth and success or how to achieve it and be there to follow. Because me and my family, though my parents were great, I never was surrounded with wealth. No one in our church that I knew personally was wealthy. I didn't have anybody, aunts, uncles that ran businesses. My grandfather did, but he had passed away. You know, he ran an appliance shop out of the back room of his house. Basically, they moved into a little appliance shop. And so I got involved. And I think, obviously it's a chance to work personally with him. And the mentors that I, quote, unquote, was working with, they quit about six weeks into the business. There I was with a buddy from college, and we were trying to do it on our own, and we failed miserably. You know, went broke when $100,000 in debt. I mean, we were living long, long. I mean, I was a poster child for, you know, why you never want to do network marketing. I was that friend you knew, right? Like, oh, boy, dropped out of college. I want to do it. But then you have people that make millions of dollars in that industry. So when I met my mentor or got a chance to work with him personally, it was by accident. My upline won a contest. They couldn't go for whatever reason. I was friends with them. They said, you want to go? And I just remember me, it was like, I was just in awe because, like, you know, I walk into his house, he, like, 10 homes across the country. And back then, it was cool to make a lot of money and to show it off, you know, back in the 90s, you know, what, $10 million, you know, $20 million mega yacht. He had 32 Lamborghinis, Ferraris. There was a huge collection where of these exotic cars and 110 boats and, you know, 10 states across the country. I mean, I walked in his house and he had this crystal in the corner. It was probably, I think it was like, worth 250,000 bucks. It's just ridiculous. He's making a million dollars a week, net. Net. After paying for his pilot and paying for his full crew on the boat, hit a Harley Davidson, like, 75th anniversary edition, $100,000 bike. It was an ornament above his door. Like, you know, someone would go to Target and buy, like, whatever that was hanging above his door in the spot. And so, like, I followed him around, and I was asking, like, what about this? What about that? What about this? What about that? Like, I was like, one of those annoying people, because I was like, man, here's my chance. Here's a guy who's made a million a week doing what I'm trying to do, Right? Here's my shot. I don't know if I ever get the shot again. And the next day, we went to his corporate office. And back then you would suit up and everything. I never forget. He never lets me live it down. But I showed up in my brand new Sears suit that I got, and I forgot my dress shoes. So I showed up with flip flops, like, hey, nice shoes, Nate. And I went and asked. I share a story a lot for a reason. I asked for his pager number because back then, pagers just came out.

Yeah.

You could turn them up and write hello or 911 in the back, you know. And he goes, well, let me ask you a question. How much volume have you done so far? And I was in the company for, like, three years. And, you know, it took 20,000 to hit a director level I'd never hit past supervisor. And that's why I used to call myself a stupid advisor, because I was like, the longest history in the company of being stuck at a supervisor. And I told him, like, $17,000. He goes, great. He goes, when you do 25, I'll give you my pager number. And I'm thinking, well, no, you don't understand. I don't know how to do 25. Because if I know how to do 25, I already have. I need your pager number so you can teach me so I can learn on how to do 25. And he walked out of the room. And the next month, I did $32,000 in volume. Wow. And it was. That was the first time I really realized what a mentor can do in your life. Because a lot of people see how mentors to learn, just to learn the tangibles. Like, well, how do I structure this annuity? What about the suitability form? And how would I do it? That's only a small part of it. Absolutely right.

Yep.

So what I learned there was, you know, same product, same compensation plan, same everything that I had never could do over $17,000 in three years. And in a moment's notice, because I had a have to, I was able to almost double it with the Same opportunity that I had, the same skill level I had. And that was the first valuable lesson that I realized was, you know, what a mentor can make you realize, which you don't know because you're on the other side of it. That a lot of times we have all the tools and the skills and abilities that we need to achieve the level of success we want. We just don't have a reason strong enough to do so. And so when I got his pager number, I started working with him individually, and he helped me go. I think the most I made in that company was 3,000 in a month. And in less than 90 days, he went from 3,000amonth to over 20,000 in a month. And I was a millionaire in less than a year and a half. Wow. And a lot of things I learned from him weren't necessarily what you think that you would learn from a mentor. Because if I never made.

What were some of the things that you learned?

Well, you know, if I never made a million dollars a week, how in the world can I know what it's going to take to make a million dollars a week? And the biggest mistake a lot of people when I mentor is they come in with preconceived ideas of what they want to lear you or what they need to know in order to have the success they need to have. And so they block out the things that are really the things that you need to have. Like he talked about, you know, for 14,000 hours from kindergarten to 12th grade, you spent in school learning how to be an employee, learning things that were irrelevant to your success. So you've been set up for failure. So as soon as you start to realize how dumb you are and how much you don't know about success, the sooner I'll be able to teach and train you on how to have what really successful people need to have in order to have success. So I think anytime you're seeking out a mentor, you gotta be. I know for me, and I was at a point I was so broke in my life, I was very teachable. And the hardest thing, I think, for people finding mentors is when they're having a little bit of success. Because my mentor always used to teach me was the most dangerous thing about success is just a little bit, because you have that little bit of success, Ryan, you feel like, oh, I know what I'm doing, when in reality you don't, because you're not on the other side of it. Right. I can't teach you to make a million dollars a week because I never have. But if I can mentor by somebody, I gotta be open. Open and willing to learn everything he tells me. So him telling me, turn the news off, quit watching the news, because there's nothing positive on there. You may question it, but I didn't know about the weather. I just did it.

Yep.

Right when he said, that's junk. It's negative. Get out of your life. Hey, you're going to have to have short term sacrifice for the long term payoff. Like, and the things. Like, a lot of the things that I would just never learn growing up from my family or growing up from school. You know, there was obviously strategic tactics, which we can talk about, but it was more about how to have the right mindset and the mind frame and what wealthy people do. Used to always say, act as if I'm making $100,000 a month.

Right.

If you're making 100,000amonth and you got a flat tire, would it really affect your life because you had to replace a $300 tire? He goes, but it will. When you're broke, you have no money. So when can you start acting as if you already making $100,000 a month? You can have that same mindset of making $100,000 a month. And on every decision you make, every emotion that you have, everything that you do, when you wake up from the morning, I'm making $100,000 a month, you have a sales guy quit. Is it going to be that big of a deal? No. I take your cards. Do you have any idea? No. So that was like a mind shift. And it didn't happen overnight, obviously, but it was a mind shift to me, learning. Okay, I got to act as if. I got to act as if I were already making a million dollars a year or I'm never going to make it. And everyone thinks, oh, that sounds so trite. Or so simple. Or. So it's not easy to do, right? It's not easy to do when things happen and you go out and you write $10,000 in a week and $8,000 charges back because of whatever weird scenarios are. And you're counting on $7,000 coming to your bank account, and then five goes out the door. If you're making $100,000 a month, is it going to matter?

Nate, how would you. So on that topic, this is actually really good. What would you say the difference? Because I hear it, but I want to see if you say it. The difference between what you just said about acting as if versus fake it till you make it. Let's talk about that because I think that if everybody listening didn't just catch it, there's a big difference. But tell me about that. Tell me about the difference between fake it till you make it versus acting as if.

Well, fake it till you make it is acting as if you're making a hundred thousand a month. The challenge is fake it till you make it became go buy a Rolex watch you can't afford in a car you can't afford. But you look like you're having success.

Yes.

And that's just plain lying. You can hear all the different wealthy people. There's wealthy people driving around on pickup trucks. I was making 20, 30 grand a month driving in a Nissan Maxima with the tinted windows that were supposed to be cool back then, with mirror tinted windows, pulling up to an office to do a meeting. Yeah, right. And I parked my car off, off, way off to the side. And there'd be guys there making five, six grand a month, pulling up in Mercedes and Jaguars and Porsches trying to show off. And I'm like, I'm building a business, man.

Right.

I'll park my car down there. No, I'm not gonna sign someone up because of the way I park my car. Gonna sign smoke because they're looking for someone to follow. I want to sign somewhat because they have some, hey, there's someone's going somewhere. He's taking other people down there. He has a track record. He has a whole team of people. It took from nothing to success. I want that. I want. They don't care about my car. I'll go to lunch with them in their car so I can be more relatable to them. So, you know, when I bought my McLaren, I hid it for three years. No one in my sales force knew I had it. No, I didn't buy that to show off. I didn't buy it to give me credibility. I bought it because I wanted to have a cool car, because my mentor had a bunch of cool cars and he got me addicted to cool cars. But, like, no one saw my house on Facebook. I bought my wife a million dollar house. I didn't post it on Facebook. I'm not saying people that do, they do it for other reasons, for advertising, whatever. But like, to me, that stuff was for me. That was like a trophy for me. It didn't really help me in any way, shape or form. I feel, and I know to go out and recruit or get someone involved because the more, the bigger I become, the less relatable I am. I'm A college dropout, man, I put my pants on the same way you do. I grew up in a home where, you know, going to McDonald's was really, literally a treat once a year, where they get a T bone steak on it on a. On a special occasion. And we'd split six ways. I mean, Mac and cheese, right? So I got to stay relatable. That's one thing my mentor always taught me. That stuff's a trophy. I always make the expression, I've never seen a hearse pull in a U Haul. It's like, whatever. You get it. You bought nice stuff, I'm sure. And it's exciting, it's fun. But it's no different than buying a brand new car at 18 or buying a brand new McLaren. There is no difference in terms of that. It's exciting and fulfilling, and then all of a sudden, you're on to the next, and it sits in the garage and collects dust, and you drive it once in a while, and you're kind of like, you know, whatever. So if you're do it, if you're trying to get that, and people talk about all the time, materialistic stuff's fun. It's nice, it's exciting, and it's great, and it does make you happy. It just doesn't buy you fulfillment. Anyone in the world. That Christmas just happened. You're a kid and you get every gift unless you want. You cannot tell me you're not happy. Yeah, you can't tell me it's B.S. oh, no. Money doesn't buy happiness. It's like a kid saying, Christmas doesn't make it. It makes them happy. But what happens to half the toys six months later? The electric scooter you bought and the battery's not charging anymore, that's sitting in the back. It's got cobwebs on it. Right. A new hockey sticks. Now he's in the baseball. So the hockey stick and the hockey net are hanging up in the garage, hoping that one day he's going to use it again. It's no different. But so many people want to deny the fact that it makes you happy, buys happiness. It just doesn't buy fulfillment.

Right, Right. And so that makes it a great point, because a lot of people in our industry, Nate, I see them, dude.

I mean, I've been.

I've coached over 4,000 people in the last decade. I see the people who come that are driving the BMWs and Mercedes. They are.

They.

You go, hey, go spend $2,000 on lease. They go, I can't. But you can afford the BMW. I mean, it's the priority.

They can't afford it. That's why they're making, they're pretending they can afford something they can't, which is.

Exactly, exactly backwards, Ridiculous. What I hear from you that I think is so important and is really the mindset of how to be a business owner versus a salesperson, right? Because your thoughts are, yeah, you got to fake it a little bit till you make it. But you, but the mindset is so much different than the agent that's out there just chasing lead, chase, chase, chase. There has to be something bigger and the mentor is what can get you to that level because they're going to change the way you think. And that's, you know, like when I coach people, I know listening to you, you're all about the same thing. When I coach people, go read the product guide. I'm not going to teach you how to sell an annuity through a product. I teach you the mindset and the systems behind getting to massive productions and getting in front of the right kind of people. And you do the same thing I'm listening to as you recruit. It's not about the stuff. It is about the nuts and bolts really of how to do it. And without trying to bring a lot of fluff into there.

You fake it till you make it. You're faking out. Your attitude is the thing. There's no fake it to make it to buy stuff that you can't afford. Right? I mean, if you want to go to a point where you want to dress a little nicer, you know, than you normally dress, you're not wearing ripped up jeans and a T shirt, you want to buy a nice suit or two back in the day or a nice shirt or whatever, that's not faking to you. Maybe that's just playing the role, right? You know, you got to. You can't be a role playing a role of an advisor and look like you just got, you know, out of your buddy's car to go down to the gym. You know, he got to have a little bit of common sense in terms of playing the role. But the fake it till you make it is faking that. Like my slogan this year is be the best you in 2022, right? Or a new you in 2022, depending on where you're at. So if you really got to a good level, how could I be a. I don't need to become new. I'm going to best you in 2022 or a new you in 2022. So if you haven't had the success, you don't have the best thing. My mentor said to me, he goes, we were at a training as before. I personally was mentored by him. And we're sitting there and he goes, I don't know who you guys all walked in here today as, but what I do know is you can walk out of here anybody you want to be, and the only people are going to give you crap about it are the people that know you well. And screw them, it ain't going to matter. Like mom, dad, brother, sister, not in a bad way. But, like, don't worry about what they say because you're going to walk out of here, you're not confident. You borrow mine and you can be confident and no one's going to know. You get to fake them out. I'm confident. I mean, he said, how do you know when someone's confident? Do they tell you, do they have a degree? Is it in their pocketbook? Is it based on the car they're driving? Or is the way they shake their hand, the way they look in their eye and the way they talk, the speed of talk, and they're confident. So I started to learn how to fake being confident until I became confident. I learned how to fake how to make decisions quickly and not change. You know, make them. Most people think and grow rich people contemplate, to evaluate, to consider, to discuss before they ever make a decision. 97% of America, only 3% get wealthy. They make decisions quickly and change them slowly. And they're okay with making the wrong decision because they're going to learn from it and they're going to adapt and overcome. That is a huge average person mentality. Nate Offert mentality of I was always. I couldn't even buy a pair of shoes, Ryan, without being in there almost sweating. I know it sounds silly, but I'm like, oh, my God, like, this is $80 pair of shoes. Like showing the red ones, the green ones. What do you think? What do you think of this? What do you think? Right, like, people, I'm like, you're not going to have success doing that. Yeah, pick a pair of shoes. Great. You wear them a couple of times, people think they're stupid. You don't like wearing anymore, Go buy a new pair. So simple, dumb things like that was holding me back from success. So much so I had to fake my own confidence. I had to fake belief in myself. I had to fake out people that I knew that was sure about myself. I had to fake myself into making decisions quickly and changing them slowly. And those are the things that the expression fake it till you make it really was meant for. And people have twisted it around.

Yeah.

You know, and some people are listening to this. I mean, you hang up 20, 22, you know, pay when you're listening to it, whatever. It doesn't matter. You can literally change and walk out the door a different person. And it doesn't take. And I'll share this quick story with you. It doesn't take a year to do it. Two years or three years. And then coach Bert talks about flipping the switch, which is funny, because my mentor, I'm sitting in his office, and I was stuck. And I was doing well three or four months into after we're mentoring, but I wasn't doing where I really needed to be. And I'm sitting there going, well, I feel like I need this. I feel like I need that. And it's like, I don't understand this part. If you only could teach me this. And I'm giving all this stuff. And he's just sitting there working like he did, and he was pretty abrasive. But he said, hey, do me a favor. Go over there and try to turn the light off. What? He goes, go there and try to turn the light off. I stood up and I walked over, and the light's on, right? So I take the switch, and I'm like. I said, try and turn the light off. I said to him, he's like, you're not doing anything. I said, okay, great. Flipped it off. He goes, I didn't turn your light off. I said, try and turn the light off. I said, well, I don't even understand. He goes, nate, what part of the thing I'm trying to tell you, try and turn the light off. Do you not speak English? You not understand what I'm talking about? And I was sitting there, I'm, like, shriveling up and everything else. And he goes, that's exactly. I said, I can't. He goes, you're exactly right. Either do it or you don't. You keep trying to have success. You keep trying to hit the next level. You keep trying to figure out what it is you're missing. Instead of just doing it, either flip it on or flip it off, because you're not going to get anywhere trying. And it was another pivotal point in my life where it was like going, wow, you know, and so many times in life, I was trying to figure out what I was doing wrong and trying to figure out the one line I didn't do it. Or trying to figure out why they won't transfer your money in your business. And trying to figure out why I don't understand this. And trying to figure out why the older people don't relate to me. Or trying to figure out why this person I can't recruit or I try and figure out why I can't keep my. And I was trying myself right into failure and I just realized that I either got to flip it on or off. And it doesn't take like imagine, I mean, how dumb are you being? Like trying to turn up and it's that easy. Are you going to make mistakes? Yeah. You're going to screw up. Yeah. Are you going to be an overnight successor? That. Absolutely not. But you finally got on the right road.

That's right.

So now you're not trying. You know, I was playing a video opening video for our sales team here with my agency. I found a really, really good video that Jim Rohn did on YouTube about setting goals, you know, your long term goals. And I'm big into goals and everything else. And it was funny because he was my mentor. Was actually mentored by Jim Rome a little bit as well, so. But they both talk about the same thing. I was talking about my sales team today. It's like, you know, Jim Rome puts it in a different perspective and my mentor picked up a different perspective. But what I got from my mentor, he always said people spend more time and energy picking out a birthday present for a friend than they ever do design their life. Wow. Jim Rohn said that people spend more time and energy picking out and planning a two week vacation away from the reality, when they don't even know the reality of where they want to go than they ever do designing a life. And so I looked at that and my analogy was like, imagine getting up in the morning. Bye honey. Get in your car. Where are you going? I don't know. Just driving. Driving to where? I don't know. Everyone else is doing it. Everyone else is driving. I'm just gonna drive. Yeah, but I don't understand. Where are you going? I don't know. I'm just driving. They get in the car and they drive all day. You come home and how was your day? Great. What'd you get accomplished? Where'd you go? I didn't go anywhere. Why not? Well, I didn't know where I was going. So what are you gonna do tomorrow? Same thing. And they go to bed and they get up and they get in the car and where are you going today, honey? I don't know. Just gonna drive. And as dumb as it sounds, I was doing that my whole life. Most people are just driving around and they have no idea where they want to go. And people are, oh, that's not true. Everything else. Great. I'll test all of you guys here. This is a reality check. Write down right now something that you accomplished in 2021 that you set up to accomplish 10 years ago. Write it down. I'll give you a minute. Because most people are going to struggle to do that.

Yeah.

Write down something you accomplished in 2021 that you set out to do five years ago. Mental, spiritual, physical, emotional, financial. I'm not talking about just money. Something that you accomplished a year ago in 2021, that you accomplished in 2021 during that year, as of right now. And most of us will struggle to do that. So it is a rude reality in the mirror. That's how my mentor trained me and said, okay, well, you are no different than the person that you think is silly. That's getting the car 365 days a year, turning the ignition, paying it for his gas, and just driving around to nowhere.

Wow.

And so, again, this isn't my stuff. Jim Rohn talked about it. How old is he? Right. And then my mentor talked about it. And I have my own little analogy about it, but it's like I was talking to my sales team going, guys, just quit driving around. I'd rather have you drive 10 miles an hour, Ryan, towards a destination. Tend to drive 100 miles an hour and have no idea where you're going.

Yeah.

If you're going 10 miles an hour a day on Monday and 10 miles an hour a day on Tuesday, you're not the best, you're not the fastest, you're not the quickest. You're still 10 hours, Wednesday, Thursday. And this guy's Mr. Speedy Gonzalez. He has no idea where he's going. After a year, you're going to be way closer to your target and your goal than this guy will ever be. But most people are spending their time, like myself. I got to go fast. I got to do this. I got to be quick. I got to be on my feet. But I was just driving around. I was like Moses in the wilderness, looking for the promised land. I mean, my God, it's like, you know, 40 years wandering the wilderness to find the promised land, you know? So those are some. I guess I don't call them tangible. I don't call them non tangible, but those are things that I really started to learn from My mentor that changed my life. Because anyone can learn a skill if someone knows that skill. It's not hard to learn the insurance industry that we're in, whether it be property and Casualty or health or annuities. It's just learning that skill. Mortgage protection, final expense. And that skill alone is not going to get you to where you want to go, in my belief, into where you really want to achieve at a higher level without having those, you know, other things that are put in place that successful wealthy people do.

Yeah, yeah. No, and that's strong. I mean, I'm a big student of Jim Rohn myself, absolutely love his work. And, you know, I come from the network marketing world too, early on, and that was all those kind of things where, you know, an 18 years old listen to Kiyosaki and Jim Rohn. So I love it. And those kind of things, Nate, I think people take for granted because those type of things, that personal development really can shape the course of your success. I mean, I started listening to that with Jim Rohn and having that, you know, back in the day when we had tapes, right. When we burned through a tape so much, you know, having that because you.

Listened to it so many times. Yeah, rolling it. Wrist. Exactly.

You know, you talk about burning CDs out, man. I did that when I was driving around my car at 18 years old. And it was. It takes time. And look, I'm 34 now. You know, I thought. I thought I'd get successful a lot faster than I am, you know, and.

So I don't feel bad for you. I'm 46, so you got another 10 years. But.

But, you know, that's just. That's the journey. It's a journey, you know, and it is. And I love what, I love the analogy of driving 10 miles an hour straight to a destination versus 100 miles. Because I agree with you, man.

Again, coaching doesn't have to be towards the destination. It can be the destination downhill. Right? I mean, we had, you know, I don't want to let this. This. I want to. Don't want to belabor this point, but I do. So we were doing a. Our number one writer in our agency this month. Close to 30,000 or the case may be. No, it was for the week. Anyway, she. She had her record month. I was talking to her with what she used to do, and I mean, it just gives me chills. I mean, the testament of this industry. Five months ago, she was working in the distribution center at Walmart. Her job was cutting up boxes. Wow. 19 bucks an hour maxed out. Dual income family, one child, husband gets in a severe accident, almost crushes his legs, lost his job, no income. All of a sudden, she wakes up in the morning, she's 100% solely responsible for her entire family's financial future. Working at Walmart in the distribution center, cutting up boxes. And five months later, she's on track right now to earn a six figure income in the mortgage protection business, that business that I'm in. And I asked her without calling her up ahead of time, she didn't know she's going to be on the call. I said, what was the main difference? What do you think that you did that got you to where? When I entered, talked to you five months ago, she was shaking on the, on the zoom meeting, could barely speak. And she said, my first call, I announced my own name wrong. She goes, this is Jennifer Diecker. And then her husband's like, her name's Decker. And her husband goes, did you just tell them your last name was Deaker? She goes, yes. I'm just really scared, nervous and freaked out. Like, I'm like, I don't. I'm so out of my element. And you know, you could expect. What was it? Oh, it was your ten step system with the videos teaching you about the product and this. And that's what she says. So I was so like, and there's other people involved for six months that came back from a sales background. They can't, you know, sell north of $10,000 in a month. Right. You know what she said? She goes, I never knew the power of personal growth. I said, what do you mean by that? She goes, I just started, I listened to what you told me and I just got finished listening to the audiobook on Think and Grow Rich, how to Win Friends, Influence People, Power of positive thinking. Those are the books my mentor turned me onto right away was Think and Grow Rich and How to win Friends Influence people. And she goes, I just never had a formula to where confidence came from. And now I understand how I can develop my confidence. And so at this frail, shy, insecure, scared girl with her skill set was cutting boxes at the. I'm not making fun of that skill set, but that has nothing to do with our business, to where she was in our top, you know, top 10 rookie writers in their entire organization within less than five months. And she now I said, how does it make you feel? Now you have a skill set knowing no matter what happens in your life, you can pick up the phone, get on the phone and make over $100,000 a year. It's like a tear almost came to her eye. Now did the ten step stuff that we have put in place that help? She has to learn the skill, of course. But there's how many out of the hundred people on the phone learned the same skills she learned but didn't have the same results? And that difference was that she was willing to accept and understand that the personal growth that that was going to be the key component to her developing into who she wants to become. And so many people miss that. And it's not sexy, man. Not sexy to say, you know, I'm doing personal growth can be devotions. The Bible is a great success book, right. I'm a firm believer in it. Doesn't mean you have to believe in it. You know what? My wife, I mean, I wish she was here. This she, her life changed with personal growth, right? And she has some friends with all that psychobabble BS and da da da da. And she can't go like she hour a day. She's at the gym, yoga, treadmill. It's in her ears. She's playing it for my son in the car. My son does 15 minutes of personal growth every day. He writes down what he learned and how he can apply it to his life. He's been doing it since he's been 8 years or 4 years old. He's now 15. Like I don't expect him to be a millionaire between 4 and 15. But it's in there. His brain is getting it. Your, your brain, your computer, that's another thing my mentor taught me. Your brain is a computer and what you put in is what you get out. And so many people just don't believe it. If you understand and study the brain, neuroplasticity and everything, it's all there now. All the stuff that think, you know, they talked about, think and grow rich is all proven scientifically.

Yeah.

They're called neuroplasticity and how they're formed and how gateway the pathways through the mylar in your brain is foreign. And the more and more you do something, the more it creates that pathway. I mean it's all. Now they can see in the brain, if you actually research, it's pretty amazing stuff that it's proven that your mental capacity has an effect on your outward life, period. Let's just leave it at that, right? They proved it was it. What's that? New science? Not new science, but that science. They always can't remember the name of the damn, damn science. It was called quantum physics and that may be out there for people, but they're building computers with quantum physics and they're understanding that there really is a connection between the way your brain works and how think and grow. Rich talked about the radio waves. It's a receiving signal and transmitting signal. You may think it's goofy, you may think it's crazy. It might be still silly. They're proving that it's reality, right? And so this thing is the most powerful thing that we have. I'm not perfect at it, but I gotta protect it from all the negativity and stuff, because what I put in was what's gonna come out. So I told my wife, I said, what we put in his head, it'll eventually come out. When it needs to come out, he's being. We're programming. We're brainwashing our child. God's sake. With success principles on how to have a good lifestyle. You know, people go, we just come back to this thing. Oh, your friends are like, oh, did you go into one of those brainwashing seminars? My mentor used to say, if your brain ain't dirty, it didn't need to be washed, it needs to be washed. Most of our brains are dirty from influences outside of, you know, just broke people, negative people. People aren't going anywhere in life. And that's. I want to go on a tangent, but social media. Yep. Killing. It's killing not only kids brains, but adults now. The things that they. Anyway, we'll just leave it that. Because I always get in trouble with talking about social media.

But no, you're good.

I like it and I use it for business. And I go follow people who like you like a Cody Askins, like a coach. And I don't scroll. I can't scroll. I don't want to scroll. My scroll start. Things start happening in my brain that I don't want to happen in my brain. And I'm as much successful to it as anybody else. I realize for a mentor is you're not that strong, Nate. People think they're stronger than they are. You're not that strong. If you watch pornography every single day, you're going to eventually cheat on your wife because you're not that strong. If you hang out with a bunch of people that are doing drugs, you're going to end up doing drugs because you're not that strong. The human, you're not that strong. We weren't created to be that strong. So it's like he taught me how to really protect my brain as my computer. Right. And he had a Really, I don't know if I'd share it with you. Good visual, but probably some people get offended with it. And he said, imagine laying down and you turned upside down and you, hey, go ahead and piss in my ear. Pee in my ear. Go ahead, pee in my ear. What do you do if someone just sits there and starts peeing inside your ear? Like, it's probably a better visual when you actually laid out and shows someone, but like, because that's what you're letting other people do. Negative influences, negative friends, negative media, negative whatever. You're letting them get into your computer that controls your outcome of your life and you're letting them program it. Like, why would you let them program it? So you know, those are, you asked for some things that, that he taught me. Those are really things that changed my life. You know, it wasn't the one line phrase where, you know, you know, are your legs tired? I don't know why, because you'd been running around in my head all day. It wasn't like, it wasn't like we had these one liners that, yeah, we did it. He did teach me some skills. We don't, we don't have time to talk about. If you come to a SWAT training, you can learn about, you know, how to create a realization in the mind of the buyer that they need what you have. That's a huge skill through visualization. I create in your, how do I create a. In the mind of the buyer that you need what I have? You'll buy whatever I'm selling. And then how to really communicate to people the language that they speak, because everyone speaks a different language, quote unquote in terms of their personality. And a lot of salespeople get in the way of the message because they become the message instead of the messenger. And they're not able to really deliver the information to that client or prospective prospect in their language that they speak. And they're more concerned about, instead of finding out what movie they're watching to try to force them to change the channel. But if I can't find out what movie you're watching and I can find that out, then I can easily change your channel and let you feel like it was your idea to change the channel.

Right.

So that those are, those are life changing recruiting skills and selling skills. But at the same time, you don't need to have them to have success. You can get them, have them to take you to a higher level. A difference between getting three out of 10 and closing nine out of 10. Those skills come into play. But if you get the first part of what we talked about, that success will come. Even you're only getting three out of 10 because your mindset's different, your mentality is different, you're doing different things, you're on your people. Then you start to develop all that stuff. You have to fake the confidence and fake the, you know, your. Don't fake sincerity. I'd sort of say if you can learn to fake sincerity, you'll have success. Yeah, no, that's kind of an oxymoron, right? How do you fix. So hopefully that may be some of the things that you were looking for. I mean, it's kind of.

That was. That was great, you know, and I don't think enough. People talk about mindset, you know, especially the way you laid it out and the importance of it and the way you think differently. Because it's true, man. You know, I mean, it's very easy to get knocked off course because of something. You hear something that's negative. And we were around it all day long 24 7. So you got to block it out. Let's kind of shift over to Tell me about swot. How does SWAT come around? Tell us a little bit about that event that you put on and really the purpose behind it. Why did you pursue something like that when, you know, you've had your own agency for so long and you really kind of opened it up to the industry?

I think we're out of time now. You know, I wouldn't want to keep it to a certain time. I don't want to bore you with.

You.

Give me.

Give me 10. If you can give me 10 more, I'll be fired up. I'd appreciate it above it.

I'll give you an hour. But like I said, I always end up looking at someone because we usually last 30 to 45 minutes. Like, this is the podcast. Ever had strategic wealth accumulation tactics? It's kind of a cool little name I came up with for our agency, SWAT Financial. And also just strategic wealth accumulation tactics you can use in every area of your life, whatever that may be. You can. Strategic wealth accumulation tactics sell annuities. That's a strategic wealth accumulation tactic, right? Recruiting, building a business, selling, however you want to look at it. And, you know, I kind of put the accurate name with swat because SWAT is like the elite of the elite, you know, who doesn't want to be part of the SWAT team. Kind of aggressive elite of the elite, you know, And I kind of came up that with my. With my team, and we Started building the team. And really what I was doing was taking the information that I learned from my mentor and infusing it into the people that I was training. And that's why we were able to have the growth that we had. You know, coming into the industry with. I had zero background in insurance, but I didn't know how to build teams. I knew how to motivate teams. And, you know, I knew about people. So going out and writing 15,000 in a week or 50,000 in a month or 85,000 in six weeks Back in November, December of 2008, people were all like, again, I cheated. So, like, I wasn't impressed with myself. I'm like, well, I know people. I can walk into a home, first of all, they already fill out a fricking lead. That makes it 10 times easier. I'm not trying to create a need. I already have it right here. And all I got to do is make creative realization in the mind of them that they need what I have. And it's a luxury versus a necessity versus a luxury. And so that came very simple to me because I never had a lead in my life. Network marketing, can you imagine buying a lead at somebody goes, I want to build a business and work part time from home and recruit my friends and family. Oh, sure. I mean, I'd be an easy one to close, right? Or I want your. I want a diet powder or whatever it was you're selling. So that came simple to me, but by me helping teach other individuals in my sales force, we grew. You know, we recruited like 69 agents within our first 60 days. And we grew an agency up to 100,000amonth in less than five months. And we were doing paper apps, driving to people's homes. We didn't know what the heck we were doing. And we hit, you know, a million dollars, and then we doubled it to $2 million and we doubled it to $4 million, and we doubled it to $8 million. And we were number one agency owners in the company the first year, number one agency directors, second year, number one regional agency directors, a third, so on and so forth. You know, top bay shop. And we just on a tear. We just. We're killing it. And, you know, when I met Cody for the first time, went to 8% nation. I had met Coach and he was in the VIP thing. I walked with Coach. I said, hey, listen, I need you in my life. I hired him as a coach, immediately developed a great relationship with Cody. I'm trying to go really fast here. And they came to One of my events and said, hey, we're doing a kickoff for our team, our agency. Would you mind coming and speaking? And so Cody said, absolutely. He come and coach came and we did the whole two day event. And Cody, I went up to him afterwards, I said, hey, guys, what'd you think? Man, this is awesome. This is incredible. I don't know why you're not doing this for everybody. And then coach, I asked coach what he thought and he said, he's like, what are you doing? Like, oh, boy. I mean, what am I doing? You didn't like it? He goes, yeah, I liked it. He said, what are you doing? I said, I don't know what you're doing. He's like, why are you not taking this outside of just your own agency and sharing this with everybody? Because everyone needs to learn this stuff. Everybody needs to know the stuff that you're teaching about, what you're teaching at this high level. It's like, not only in the insurance industry, he was even talking to me the other day. He's like, in any industry. And it's the reality. It's not my stuff, right? I can't take stuff myself. There's two people on the plant that's licensed to use my mentor's material, and I'm one of them on the entire planet. Just so happens that he lives less than a mile down the street from me now too. So we got a chance to reconnect. And it was funny because I got to go meet at the country club that we were. I didn't know he's a member of the same country club. And he knew me when I was broke and then was driving around, didn't have a car then, driving around a piece of crap Nissan Maxima to where, you know, we pulled in together at the country club and he had his course, his SLR McLaren. I got my McLaren, his McLaren took a picture and it was very surreal, right? Which is really cool. Um, and so I really actively pursued having him back in my life. And he lives down the street and he's, you know, coaching me again, which is pretty awesome. And actually showed up at my last event, I got. So talk about full circle.

Nice.

Here I am, a broke college dropout, kids, you know, staying up till 4 in the morning to get up at 3 or 4 in the morning and get in line so I can have a front row seat. Cause it was first come, first serve. That's another thing. People go to events and they sit in the back. I just don't get. Now let's go to Super Bowl. We're gonna sit the back.

Yeah.

So the same people that if you gave a choice between sitting in the front and the back of a concert or a Super bowl or any sporting event would all pick the front. For some reason, they think for their financial super bowl, they're gonna sit in the back. I'm sorry, I don't get on it, but I don't get it. Like, it doesn't. Common sense was one thing. My mentor said, common sense is so not common. It should be a superpower. Right. I go to an event, I want to go to a concert. Where do I want to sit? Up front. Someone came. You want to sit in the front or back? Front. Super Bowl. You want to sit on a 50 yard line or up in the nosebleeds at the yard line? Hey, you're going to an event, you want to sit in the front and back. I'll just buy General. I just want to make sure I'm there. So you care more about watching a millionaire play a game than you do about your own financial future? That doesn't make sense to me. But that's why they're where they're at financially.

That's right.

Right. So, you know what was cool is I. Here I am sitting on the third row, you know, for my mentor, then full circle coming around. Oh, man. 20 years later, I'm sitting on stage with him while he's training the people in the audience. And now that was really a cool experience because I've always been watching him train. And to be sitting up on stage with him and feeling the. If you ever spoke around you, understanding, feeling the audience and feeling the energy and watching people's faces was a whole new level of experience to me because, you know, I'm up there with the. My mentor would fill a coliseum at the MGM Grand Theater. 13,000 people. It was my second training. I went to 1996. No Internet, no social media. 13,000 people filled in the MGM Grand Stadium and paid $1,000 to $3,000 a pop to hear him speak for two and a half days. And here he is sitting next to me. A couple hundred people are in the room that paid maybe 500 bucks, 2,000 bucks. Thousand bucks. Whatever ticket level, they got 700 bucks, whatever ticket was. And I got a chance to experience him teaching for two, three hours. And me being on stage with him, that was. It was just mind blowing. And I learned so much because the things I used to see because sometimes, like, he's very. He doesn't mince Words. And he's very. He's very. He says it how it is, which sometimes people don't like. And sometimes your feelings of what you think or believe or feel get in the way of what someone else really needs. And so there'd be times he'd say stuff, and I'd be like, oh, my God. Oh, my God. And to be able to be on stage and see maybe one or two people that were reacting like me when he said something, and the rest of the entire audience sit up in their chair and be like. I was like, whoa. My own little feelings of how I feel and what I was brought up and what my beliefs in trigger mechanisms is not the same as Everybody else. And 90% of the people just responded, awesome. To what Normally I would be like, oh, and cower from. And that's a huge difference, too, because it gave me more confidence of really seeing about the stuff that he teaches, everything else. So it was pretty awesome. Full circle. So we now open it up there. Running the insurance industry. I mean, you go there, you don't even know it's an insurance conference. I mean, it's not like we sit there and talk about the disability waiver premium and, you know, what the return of premium looks like on America. App versus 100 versus camo, CBO, whatever it is. We don't talk about any of that. I mean, the stuff that we teach can be. It can be universally taken into any sales position, a relationship, raising your kids. It's all the same sales school. How to deal with people, right? How to help people formulate, you know, come to a decision on their own and make it feel like it's their idea how to have a win. Win is the last one we did with Millionaire Workshop. And I talked about, you know, chess. And the objective of chess is to, you know, formulate a plan, right? Know your opponent, formulate a plan, and then your. Your goal is to be able to, you know, capture the king right at the very end. Well, negotiations and chess, the difference between chess is that there's always a winner and a loser. In a negotiation, you have both. Both can win. You know, in chess, you sometimes have to make sacrifices for the ultimate goal. Same thing in a negotiation, don't you? You can win in chess with less pieces than the other person, can't you? You can do the same thing in negotiation. So skills like that that he taught me, I wasn't. I didn't grow up learning, you know, again changed my life to where I went from network marketing, made millions of dollars, got out of that went to credit card processing, made millions of dollars, got out of that and gave into insurance and made millions of dollars. So three different industries, same skillset, same things. I learned from my mentor, applied three different industries, all with the same result and every time was more money than I made before in the same industry. So is it the industry, is it the product, is it the compensation plan or is it you, is it me, is it us? Exactly. So I figured I had to work on me and if I learn those things, I have a competitive advantage. So now I'm going, hey, I'll give a competitive advantage. Why I had a mentor come to my life and change my life if I can be. And again, I'm not the only one there, Ryan. I mean I got Cody ask is there Pete from everyone that's there is qualified that they have done what they're teaching number one. So it's not a bunch of motivational speakers or some guy publishing a book that he wants to talk about. They've done it. If Pete Fournier went out and wrote $100,000 in personal production, Life Life Business, in one month, he can show you how to do 10. If Cody Askins took a video where I always show he hates me for it, where he's in a squeaky little chair on his first YouTube video, go watch it and like it. Say Nate sent me here. If you're watching, go to your YouTube channel. For Cody Askins, watch his first video. The comments Nate sent me here, it'd be kind of funny like, hi, I'm here to teach his to where he's going to do 20 million in revenue and five years later.

Yeah.

Qualified to show you how to scale a business. Yeah, right. You know, so on and so forth. So I don't want to leave people out there talking. So I bring in speakers to teach you what they've done that have the actual path, an actual way and tangible strategic wealth accumulation tactics to show you how to get there. So it's not just about Nate offered, but I bring to you a piece of the puzzle that my mentor brought to me. And so I truly believe which it's done very, very well. People all the time. Well, what if I don't know if I want my agents to come and try to recruit them? It's no recruiting. It's no recruiting environment, which I think silly too. I have a beautiful wife, she's gorgeous, gets hits on all the time. I married up. It shows my sales ability. If you've ever questioned my sales ability, go look at my Facebook. Look at my wife and you'll go, wow, I'm good in sales. Look at me. Look at her. I had no money when I met her. I was actually broke. Okay? So that shows the sales ability that you have. But the thing is that I forgot what I was saying. Now, the ability to learn those strategic wealth accumulation tactics can be applied to any in all businesses, especially this business. Right. I truly believe, like I said with my wife, I'm not worried about going to 8% nation or going to any of these conferences and people stealing my agents. I never lost any agents to another higher comp plan or anything else. It's kind of like I can't lock my wife up and not let her go to the gym because guys hit on her all the time. That's another thing. If I'm not providing to my wife what she needs. Because if you ask my wife physically what she likes, that's at the gym, not here. Ask her, she'll be honest with you. Big muscles, stronger. Not here at the gym. But am I worried about when she goes to the gym every day? No. Because if I'm providing her what she needs on the other levels, which are more important than just the physical, then she's going to be with me. And if I'm not, she's going to leave me anyway.

Right.

So again, what's it? Internal locus of control or external locus of control? Oh my God, I want to go to the gym because I'm afraid I got to hit her or do I need to become the best husband I can be? So she's never going to want to leave me because she has the best man in her life and that's what I strive to do and that's who I am. That's why I got her. That's why I'm not worried about it. Same thing in your business. Are you worried about your comp plan or the hierarchy or your upline or this or my God, if you become the best sponsor, the best mentor, the best person they're going to be, have fulfilled what they need, they're not going to go somewhere else because of a contract. But anyway, we don't do any recruiting on that level scale. I truly believe there's what, 300 some million people now on the planet and everyone above the age of, what is it, four weeks for a children's policy, four weeks old. I think with Mutual Omaha, two or four. Every single person on this. Not in the planet. In the United States of America, we have 300 million, not plants. Billions. You needs Our product, whether it's property and casually, every business owner needs that product. Whether it's health insurance, every person needs that product. Whether it's life insurance, everybody needs that product. Whether it's annuities, everyone needs to protect their retirement and their investment, you name it. Any in our industry, car insurance, everyone who drives needs that product. Anything in the insurance industry, they all need that product. And there's enough of money to go around in the trillion dollar industry that I'm not worried about teaching somebody outside of my downline that I'm not going to make money off of how to have success because it will come back full circle. The people have already been coming to swat, have brought me more, not directly, but indirectly have brought me more wealth, money and other things besides money into my life. That investment in my time and Energy for their $500 ticket or whatever it was has turned tenfold into my favor. So I always believe what you put out, you get back. So to me, it's like if I could just be the person to help create an army of people that are really on a level that they can really execute at a high level, we all win. We all win. I mean, it's like I don't make money on you, you don't make money on me. But if I bring value to one of your listeners, guess what? That's a token in the, in the bank for the karma bank.

Yep.

Hey, exactly. I spent an hour out of my day, zero interest. You're not paying me, you're not getting paid. But I can add value to that person's life that into me. The universe will reward me tenfold on that. So every impact I can make in someone else's life, whether I receive immediate, that's what people don't understand about success too. He said. And I'll end with this one. Most people judge success based upon immediate results, tangible things that they can see. And the thing that most people don't realize is that 90% of success you're not going to see until later point in your life. I don't know if it's 10 years, 20 years, a year, 10 months or a week, but the things that you do. The farmer that plants the seed does not see the growth and the tree and the harvest immediately. And so many people get caught up in that thing. So almost getting a lead and selling a product and getting a policy issue paid and getting deposited in your bank next day is not success. That's just, that's just, you're just doing it right. That's not, we're not going to get your long term success on it until you create systems, everything else. So it's about having that ability to realize and understand that everything that you do, you're piling up like he called these tokens of the karma bank where I may not see it now, but eventually it'll come back to me. I don't know what shape, way or form it'll come back, but it will come back. So if you really, honestly, truly believe it, then you can live your life that way. And that's what pisses people off. They go, I don't understand why he's having success all of a sudden. Well, he's not having success all of a sudden. He's been all sudden for 10 years, planting the seeds, filling the soil, pulling the weeds, watering the roots, pulling the weeds, replanting when the locust comes through, replanting when the drop comes through. And he's been working his ass off farming and tilling the ground, clearing the foot, and all of a sudden now you drive by his farm.