This Insurance Agent Wrote $50,000 AP His First Month!

What's insane is the amount of money you produce your first month in the business.

We want to talk about money.

Well, people want to hear about it.

People want to hear about it. How much did you write your first month?

Over $50,000 in annual premium.

First month in the insurance industry.

Why people fail in the insurance business is the same reason why people fail in network marketing. It's the same reason they fail in any type of sales. It's too. The barrier of entry is far too low. I can buy $500 of leads, and if I don't and go right back to doing what I was doing. I wouldn't be here today, Cody, if I didn't put myself in a situation where I couldn't afford to fail. I invested too much into this already to not learn how to do it successfully, and I wasn't successful right off the bat. But I think there's such a low barrier of entry these days in any opportunity. It's so easy to quit. Right? You're gonna hate me if I say this, but, like, I could tie a note around a dog's net if it was cute, and send it into 10 people's home and he'll come back with three policies just because the people won it. Like it. I'm serious. Right? So if you don't offend the person, there's three out of ten that want a policy. And see 92% of the people. 92% of the people won't watch it till the end.

That's exactly right, too.

But the 8% who do may learn something. You are listening to the 8% Nation podcast, created to help you become a top producer in the insurance industry. Enjoy the show.

Welcome to the next episode of eight percent Nation podcast, Cody. We have our friend and guest Nate Offert here. Dude, how did you get this guy to the office? Dude, Dallas.

Well, I know I had to put on my sweater today because he set the cool to 65 degrees in here.

Someone turned it up because it's not 65.

I had to, dude. I've been begging him to come for months.

Man, you got these lights on. I feel like a McDonald's hamburger, like, sitting underneath the eating cameras. Oh, my God.

You're in the hot seat, man.

I'm definitely in the hot seat, that's for sure. What's that? How's that make you feel being in the hot seat? Hot.

Dude, you are a sushi ordering extraordinaire. Dude, you worked that sushi menu better than anyone I've ever seen last night.

Dude, that's because I worked in a sushi restaurant, man. I was. I was a waiter. I waited. Yeah, I waited tables for. Let's say I was probably. I was in my 20s, actually, late 20s. There was a point in my career where I started a business and had. Was able to meet a mentor, have some incredible success. And then that company had gone out of business. So, you know, the only thing else I knew was waiting tables. So I went back, and I was in Tulsa, Oklahoma. Yeah. Wow. Sushi in the raw, it was called.

Nice.

Well, he showed me around, man. I thought I knew sushi, but this guy was, like, ordering everything, man.

Dude, he. Yeah.

Freaked you out. You got. You were looking away at some time whenever.

Octopus and all kind of crazy stuff. I'm like, I'm crazy.

No, that was good.

It was really good.

I'm in my fried spot. Spicy sushi roll. And you guys are like, right?

He's like, that's really an octopus right there, dude.

The way he drives cars, the way.

He orders 200 bottles of wine, you know, just. Just knocking on the list, just baller over here.

Well, you were in town. You rubbed off on me.

That's a good segue. So, you know, why don't we talk a little bit? We don't need to go too far in depth because we'll do influencers later. But let's. Let's hear a little bit about your story, man. Where'd you start? You know, you're obviously insurance extraordinaire, recruiter extraordinaire, but where's Nate offer begin the extraordinaire part?

I'm not quite sure about that.

What you are, though. Deep down, everyone's got an innate gift, right? His is marketing, talking marketing, simplifying marketing. Yours is.

Yours is building people up, promoting them, making them feel like a million bucks. As he's doing right now. That's right. That's his gift. He has that gift. He has that gift.

You're a promoter.

Accomplishing a lot, being humble. That's his gift.

Thank you.

The problem is, like, we. I have, like, one gift, and you have, like, 10. Like, how do we even compete? Right? He's a marketer extraordinaire. Oh, you gave me two. I got two. What was I. I was a recruiting extraordinaire and sushi expert. Oh, I got two gifts. Okay, good. Two. Two is better than one. You're better.

I only got one. Really?

You're better than just marketing extraordinary.

Have you always.

I can play basketball extraordinary father. I noticed that.

That's true.

Yeah.

He's dancing with this little girl.

He's extraordinarily cool. Extraordinarily tall. If you stood up, would.

That's true.

So if he stood up, like it was his head. Go above the camera.

Oh, I'd go way above the camera.

Like 7.7foot, giant over here.

Have you always been a promoter?

No. You know what's funny is. And it's kind of like this before and after photos. I. I don't recognize who I used to be at this point in my life. And it wasn't because of what I accomplished. Is about. Is about people who came in my life, who helped me. I was very insecure, you know, Very, very insecure. I grew up where I had was a family of six, and my dad went to work. My mom stayed home with the kids. My dad, he made $36,000 a year raising a family of six. I don't even know how even back then, it's like, I don't know how that was even possible. You know, I was like, hand me downs are kind of not an option since both my older siblings were sisters. Or that could explain a lot. I'm not sure one of the two. Right. Okay. All right. But, you know, we'd go yard sailing. You know, my mom would wake up, my sister would wake up, and they'd circle the ads, and we go from one yards. And I wasn't left at home. So that's why I don't really like shopping. I was shopped out. Three sisters. They drugged me to the yard sales. I like buying, but I don't like shopping. Be like, oh, let's just go look around. If I want to go buy something, I'll go, but I don't want to just go look around. Yeah, I spent a lot of time looking around. So we would just basically go on Saturday morning and dig around other people's junk and trash that they're discarding for a quarter and a dollar. So I go to my friend's house and we. They'd have the Nintendo, you know, Remember those? You guys are young. I don't know if you remember the 10. Like, you probably think those are ancient, right?

No, no, Nintendo is.

My Mario brothers came out and they had the little baseball game with the Ouija running around. Stuff, you know, And I had the bing, bing, pong, bing. Yeah, I had the Atari. Oh, no, seriously, like, we bought the Atari. When they're all done, two, three years later, they discard your stuff.

You are old.

And so we'd had the Atari. Oh, I know. I Had. My first computer was a Commodore 64. So with the floppy disc, most. If you guys are young, young people follow your podcast. They're probably like, who?

What are you talking about?

Ancient grandpa dude talking Uncle Nador 64. Let's fast forward before, you know, Al Gore helped invent the Internet. You know, we didn't have it back, so. Oh, we're not supposed to talk about politics. Sorry. Maybe, you know, they're giving me rules here, guys. I'm just not a rule follower. So this is your show, man.

Whatever you want.

You're the star.

You're the guest, man.

They're funny. So I grew up. My sisters were extremely smart. We went to private school because my dad worked at a mission board, so association of Baptist for World Evangelism. So his office was here, and here was the Bethel Baptist Christian School was here. So whenever I got in trouble, they just, like, walked me across this. I'll never forget. It's like this lane of trees and right to my dad's office, which was never a good day. But when I got to high school and see, like, my sisters were like the 4.0 magnum, Shima, Lada Kum, you know, Val, Victorian, whatever. And here comes me. And so I played sports, and I was good enough at a small school to, you know, play soccer and basketball at the higher level and stuff. And, you know, it was kind of that whole thing where I'm not mad at you, Nancy and Cheryl, if you're watching this, but, you know, it's like, oh, there's this. The goody goody. Because they were good, goody goody girls getting good grades and here comes their little brother. So I was picked on a lot. Back then. Hazing was legal, you know, so getting stuffed in lockers and at lunch where they pull your. You know, they call it a wedgie. Right. When they pull swirlies. Had to stop wearing. Yeah, swirlies. Had to stop wearing underwear. You guys still did that, too? And now it's illegal, right? You go to jail if you're hazing.

Yeah. No more hazing.

Yeah. So.

Yeah. So I, when I was in college, dropped out of college. Second time. I was very insecure. I was just. I wanted to be a people pleaser. I was insecure about it. I didn't have a lot of confidence in terms of being successful at anything. I got kicked out of college twice. So what'd you kick out for? You know, it's confidential.

If it wasn't confidential, what would you.

Say, hypothetically, if I had to tell you? But since I don't. I won't. It was nothing bad, you know, I went to a Christian school. We were goofing off. You know, they had demerits and they had like. It was almost like prison. But it was a school where, you know, you had, what do you call, curfew.

The good thing is no one will see this. Like, what we're doing is totally confidential, right?

Oh, yeah.

Conversation with us three.

I'm thinking about like the dean of the school, like, thinking. Okay, wait, we'll tell exactly right. In the comments. We'll tell you where you got kicked out for. I got two aids of merits one semester. Because, you know, they had a quiet hours.

Yeah.

You know, where people's phones were supposed to be shut off and.

Sorry.

I am sorry.

Quiet hours. We couldn't make noise and we'd be up in the, you know, rafters and with those bullhorns called the wildebeest. Just goofing off, just doing goofy stuff.

That was in college.

Yep.

So transitioning to you, who was mid to late 20s, Nate, because I know you were really trying to get this success thing off the ground before insurance. Like you've been. You've been insurance for how long now?

Oh, wow. Just finished up six years.

Which I think will give a lot people hope, honestly, because you are where you have gone in six. It's because of your past. It really is. And they don't know that yet. I know, right, But. And I learned a lot. Your SWAT event. But I know that where you've went in six years in this industry is naturally unheard of.

I always say I'm a 20 year overnight success.

Yeah. Yeah.

And I think a lot of people that are getting started like you, you. If you're like walking to a city. My mentor used to always talk about this, right. You walk into a city and if you. We lived in New Jersey, right? You go to New York City, you go to a big city and you see them building buildings, right. All you ever see is these, you know, they have these wood planks on the sidewalk, right. They have this fence up there where you can't really see in except for the wind is torn, a little piece of it. Right. You know, and you can't see anything, but you hear a lot banging and you hear construction and you hear this. And it seems like for months and months or years, and you don't see anything happening. And all of a sudden, you know, if you're driving down that same way or taking the taxi down the same way or you're walking down the same way. It seems like overnight this sky skyscraper goes up.

Yeah.

Which is like 100 stories. And because 90% of the work is in the foundation. Right. So a lot of people see this success and they think whoever it is, you see it all the time. And it gets depressing because you're like, I'm doing the right things and I'm doing it. And you are. You're building a foundation. You're doing the right things and the building will get up there. Right. And so I see so many people that they don't spend enough, they don't enjoy that time or they don't spend enough time. And my mentor was teaching me that in the very early on, saying that you can't just judge your results on a daily basis, can't judge them on a weekly basis, a monthly basis. You're building your foundation. He said, nate, if you're going to build a house, do you want to build a foundation on a strong found. I mean, the Bible talks about it. One of the greatest success books out there, you know, whether you believe in God or not. You know, build your foundation upon the rock as opposed upon the sand. Jesus, whatever you think of him, said, do it. To me, that's the first greatest success book ever written. All these success books that you see most were based on the Bible. Do unto others and you had to do unto you. How to win friends influence people. You know, hello. Right. You go on and on. And I went to. You went to a Bible college. I went to a Bible college. So most people don't know. I have a minor in theology. Well, I didn't actually get the minor because I dropped out two years before I got it. But, you know, I grew up in a Christian home, went to church and Sunday morning, Sunday night, Sunday school, Wednesday, prayer meeting, Awana, you know, Hail Awana. On the march for youth. You'd have a wanna. No, I didn't get in the Baptist church. Okay, some of you guys may know.

I know what it is, but I.

Had the Timothy award, meritorious award. But what. What I realized is that, you know, he said, do you want to build this building? And you know, whether it be your home, whatever it is, and you get there and, you know, you're picking out the furniture and you finally have this beautiful home and you're putting the window dressings on and you're picking out, you know, your bed, and all of a sudden a wind comes through and the building crumbles because you build it on a weak foundation. And so many people I see, they're such in a hurry that they build on a weak foundation. And then, of course, whose fault? Oh, it's the company's fault. It was the leadership fault. It was whatever. In insurance, it's the leads fault. And they build it on a weak foundation. And so, like, to me, he. And that was me. I kept trying to build on weak foundations, building weak foundations, building weak foundations. And I went through a lot where I had success and loss and had success and loss. And finally I was just. He was able to pull me aside and go, nate, just quit trying to. I wish I could draw something. He drew a staircase like this, right? So imagine if you had a staircase I was drawing, and he had it right here on the top. He said, this is success. He said, here's most of people, including you. You run up here, you see it, right? You take this running start. Boom. And you smash your head on the third or fourth step. So you're like, I know what you do. I need to run harder. I need to get a faster run. I need to get. Maybe put a trampoline right down. And it's like, just run. Boom. It's like just. I mean, it sounds so dumb, right? It sounds so dumb and so, like, childish, but it's like just one step at a time. One step at a time. So the success I'm having now with the company I'm working with is 20 years of walking from step to step to step. Some step.

Right?

So there's people that are doing better than me that didn't have the 20 years. Right. So I don't. I don't. I consider myself to be. I mean, there's people in our company or in this industry who, you know, six years ago were bartenders, and now they're sitting there running an agency doing a million dollars a month. Yeah. Or they were, you know, whatever. Right. And. And. And again, I was always taught to run your own race.

Right.

It's. It's like the whole tortoise and the hair thing, it's like, you got to run your own race because, you know, you want to learn from those people, but, like, everyone's journey is going to be different, and you got to be willing to run your own race. And I fell victim to a lot of people that fall victim to now where. And I still catch myself doing it because it's hard not to. Right. But you'll see these people having a trend of success, and you want to be there, and you want to be there so fast that you don't. You don't look and just go, okay. This is my own race. This is my own journey.

It's easy to get frustrated, too, when you see that and you're like, dang, I want to be there. I feel like I deserve to be there, you know, and you're not.

And he taught me something I'll never forget. He said, measure your life or your success based upon where you are today and where you were yesterday and the week before and the month before. And if you're only focused on that, then it's amazing how you don't get distracted on whatever else is going around you. Because I look back now, am I where I want to be? Absolutely not. Am I close to where I think my potential is? No way.

No.

But I can look at where I was five years ago, and I'm not the same person.

Yeah.

I look at go where I was 10 years ago, and I want to punch that guy in the face. I can look where I was 20 years ago, and I'm not even a shadow of who I was, you know, so it's just about that, you know, building that foundation to be able to. When that. Once that foundation is built and it's built on the rock, right. And it's built strong, then, you know, it can go into pretty much any area of your life. You can have that success.

So you did network marketing before insurance?

I did, yeah.

Talk us through that, man. Because I think that's. That's an industry that, you know, some people love, some people hate, some people think it's silly, you know, but I think it. There's one thing that I know is, is that people that come from that background, they are really good at promoting, selling, getting no people, building an organization, recruiting. A lot of things that actually transition really well to insurance.

Oh, absolutely, yeah. I mean, you're building sales teams, you're dealing with people. I mean, people are. People are people. No matter what it is that you're trying to sell them or recruit them into an opportunity, the mind is the same.

Right.

95% of the decisions that are made in the mind are done in the subconscious mind versus the conscious mind. But most people talk to, communicate, to market to that logical part of the brain, and they wonder why they're not having success. When my mentor came into my life, he completely, you know, rearranged, you know, my structuring and how I thought to understand, you know, about, like, we talk about facts, tell stories, sell. Right. And people. Oh, that's really a trite. That's really great.

No, that.

That's what billion dollar companies do they market in stories, Right. You know, you're at the SWAT training. I did that funny little thing for about an hour. I mean, but was that not crazy? Yep, it really was crazy. Like, you know, and we can't get away. Come to SWAT training sometime. You'll see it. But it was an hour long thing where if you don't leave there going, holy cow, right. You know, literally these billion dollars companies market to that subconscious part of the brain through stories which makes you make a decision without you even knowing you're making that decision.

And on that note, the greatest speakers in the world start with a story, end with a story, right?

So when I'm in a home, you know, so whether you're talking about network marketing, right. And I mean network marketing has changed a lot. So I don't even know what network marketing is today because we did it without the Internet. Right. And I think like in its infancy, you know, when Amway started, you know, they would, the guys were off at war and women want to stay home and they'd go start selling soap and cleaning products, everything else. And it was Amway, which stood for the American way. Right? That's what the. There's a rally. There was a cause behind it. There is no that. Yeah, there's a cause behind that where, you know, that's what. And it then developed into this, you know, multi billion dollar global.

Did you know that?

My parents did Amway. They weren't very successful.

I didn't know. Right though. Yeah.

So it's kind of, you know, it was the American way and so the original. And I'm not a network marketing expert, so if any network marketers are watching this and you're going, that's not. I mean, you know, I don't know, this is just what I've been told. Does that make sense? I didn't start Amway. I'm not on the board of directors. I don't know how they started.

Everything he Sundays today is 100% accurate. You can fact check it all. It's good.

Check it, I guess. But traditionally network marketing was nothing more. And it's evolved into something completely different, right. Good, bad or ugly. And it was cutting out the middleman.

Right.

You had a manufacturer that had a national distributor, had a regional distributor, had a local distributor, and then you had a customer. And every time that touched the hands of the national distributor, the regional distributor to local distributor to the customer, everyone made money that. And 80% of the profit was tied up in what's called the middleman's markup. So traditionally, what network marketing was is what if you could cut out that middleman and take the product or service directly from the manufacturer to the consumer, and the people who did that shared within the profits. That's all it was. And I don't know how anyone can say that's a bad idea. Yeah, it's not a bad idea. Right. So there were bad companies just like anything else that came in and just, you know, they didn't really care about the product. They just wanted to recruit people to get involved. Right, right. You know, or they just wanted to pay people for recruiting and different things in that nature. So. And then there was great companies like. Like some of the ones you hear of that are still around today who did it the right way, you know, so when I was back in network marketing, it was we bought and purchased products at a discounted rate. We got wholesale products and we're able to distribute to them and people at a. At a retail cost or a letter, and we were able to make that middleman's profit. So, you know, here I am in my 20s, and I show up to this meeting, right? So. And. And I just got kicked out of college twice. My buddy came back all excited. You know, if you ever got recruited for network marketing, you know, they're like, oh, my God, I found this company and they puke all over you and stuff. But I was young. They even said, okay, I'll come. I walk in this room, everyone's happy, and they're all, you know, greeting you and, hey, come on, sit down. Good to meet you. I heard so much about you. And I'm like, this is different. Which. They're really good, you know, energy, exciting. I was never in a room full of people that were so excited and so much energy and so positive. And that's attractive. That's one of the most attractive things about network marketing, you know, and that's besides the product and the compensation plan and everything else. I mean, just being around that environment does something to you. Right. And so they stuck me in a middle seat so I couldn't get out. Because now you look up here and you see all these products and you're like, I see a water filter and an air filter. And I just got finished having a cigarette because I used to smoke back then. And, you know, I'm like, oh, God. Water filter, air filter, nutritional products. And this company was light years ahead of, like, my. This is where I met my mentor. He was the one that ran a company. He had a He was such a visionary. He had this vision that was light because one day, this is back when, like, you guys, I guess, hard to talk to you guys. You're so young. You're probably like three. Like, there was a day when you walked in the supermarket, there was not bottled water on the shelves. Believe it or not, there was no bottled water. There was a distilled water for your mom's iron, because back then, in an iron, they couldn't use the regular tap water because it would ruin the iron. So they had like distilled water that they'd put in there so they could steam. The CL that was all was there. And he already foresight said, one day they're going to be selling water, right? This bottle. And you are going to pay more for this bottle of water than you do a gallon of gas. People are like, whatever happened in it? Bottle avian. Four bucks, three bucks to go to the airport. It's like, you know, 499 for a bottle of water. Yep. You're not paying that for gas. It's not a gallon. What's it, 500 milliliters? 16 fluid ounces. You pay. And so he had a water filtration that you hook up on the. On the person's sink and you do a little pool test kit. So you took a chlorine tester from a pool and you'd walk in there and you'd take water from, you know, the water from their tap water, and then it would sell right here. It's like, how much chlorine is your pool? Because it was so condensed and there's so much. Because there's all so much crap in the tap water. Right. You know, it's a trihelomethanes and chlorine and I mean, you know, you know, water gets recycled, bathroom water recycle, Right? Scary, right? And so when you first turn that faucet on, man, it's just like, you know, take the water, they test kit it, and you'd pull it up there and it actually had more chlorine in the tap water than should be in your pool to safely swim in.

Wow.

And you'd screw this little knob on there and you push a little button and do it. Take it. Zero chlorine filtered all the stuff. So it's like, okay, great, I can buy a thing for 120 bucks. I can sell it for $200. And I just made. What is that, $80 profit? Yeah, 80 bucks. So we just go and talk. So there is a legitimate product, right? We had a Product that we could demonstrate that we could show to people and we could talk about, you know, environmentally safe cleaning products, everything else. So a lot of things have changed since then, but ours was nothing. And that's what's funny. When people, I hear people said they failed, you know, and they, they blame my mentor. They blame people. I mean, like, okay, I get you failed, but like, how is it, you know, oh, it's a pyramid scheme. Okay. Most companies I know, there's a president, vice president, regional directors, local managers, and employees on the bottom. Last time I checked, there's more employees than presidents.

Yeah.

So that takes the shape of a pyramid. I went to church and I never showed up. And there was 400 pastors and I was the only one in the congregation because that'd be weird. There was a pastor and there was deacons.

Yeah.

And then there was a congregation.

Yep. Yep.

In the shape of a pyramid.

Triangle, circle, cylinder.

Right. And. And then you look at our government and there's a president and there's a vice president and there's the House, the Congress, Senate, whatever order that goes.

Is that, Is that where you get so good at cells, taxpayers? Is that where you get so good at selling?

But my point is very. So like, okay, it's a pyramid. Yes. What's not? So if I got involved and it's same thing with anything else, right? Leads for insurance, the network. Yeah. It is where I got good in sales. I'll bring that up. But if I got involved and I could buy a product wholesale and I could distribute it at higher cost retail, and I fail like it was, I didn't cost to sign up. I could just get signed up and talk about the company or bring people to the events and everything else. I made a choice to buy products, and I sell products for a higher profit. And if I recruited people to do the same thing, they took a total of the amount of sales that you did each month and they paid you a bonus by helping train them how to buy products wholesale and sell them retail. Now if you're an idiot and go out and buy $30,000 of products so you can get a pin on, put on your chest and you can go out there and go, look, I'm a director my first month or whatever it is. And you don't sell your stuff.

You're broke.

You're broke. Now, is that because you're part of a pyramid deal? Is it because you're an idiot?

Yeah. You're working the system, not how it was intended.

How it was intended. So there Was a lot of idiots that get involved in network marketing, sorry to tell you, they want that recognition. They get addicted to that recognition. Because when you're in that network marketing, you get that celebrity status because you're on stage or you got with director, they didn't want to spend the time building the foundation.

Yeah.

So it doesn't matter. Right. So to me, I think it's silly, like, and there's people that blame my mentor, blame a company they, you know, whatever. Whatever company in there, blame. Oh, a part of a pyramid dealer. That guy was a conniver or manipulator. Oh, yeah. You know, clean up the environment, you know, making your water healthier, giving you nutritional products, you know, trying to help you live a successful life and be an entrepreneur and help other people. I mean that. What an awful dude. Horrible guy. Can't believe him, man. He should be put in jail.

Yeah.

You know, so network marketing, you know, it's. It's from the outside looking in, it's easy to say those things about it.

Yeah.

But from the inside looking out, unless you're an idiot, you're having a product or service you're able to bring to people in a manner, in a way that you can cut out the middleman and you can share amongst the profits. So there are people that abuse it.

Yeah. So those fundamentals really carried you into the insurance industry, and you just kind of hit. Dovetailed right in and just crushed it, is what I'm hearing and understanding.

Well, I went from training to training. So this company I was in, it had trainings each weekend, and I would go to a training and I go to training and training. I'd be surround myself with people who were having this success. Right. And so that's where my personal growth came from. And it was like almost like forced personal growth. You know, when people talk about personal growth, readers are leaders. You got to have personal growth. So I was going, I was traveling to a weekend training. I'd spend two days in a train learning things I was never taught. My first training, I flew out to Las Vegas, Nevada, and my mentor was doing a training in the MGM Grand Theater. And there was, you know, 13,000 people that showed up and they paid a thousand to three thousand dollars a piece to hear him speak for three days. I'll never forget because I'm standing there, I'm brand new, you know, And I had to go here too, because this all plays in the fact, you know, we could probably put this on a podcast on network marketing. They probably love me.

They Would.

Right, but. And it's not about pushing or saying good things or bad things about. But it all comes down to the same principles, right? Why people fail in the insurance business is the same reason why people fail in network marketing. It's the same reason they fail in any type of sales. It's too. The barrier of entry is far too low. I can buy $500 of leads and if I don't make it, I can go right back to doing what I was doing. We've all wasted 500 bucks on something, right?

Yeah.

A weekend you can't remember when you were younger. You know, a trip that turned out to be a bad trip.

Sushi dinner last night.

Sushi dinner. Y sushi dinner lap. We only had. I only lost 250 on that. We got to split it.

Yeah, that's true.

So, but so, so like when I was in that business, because I said, okay, what are the successful people doing? Back then it was like, you know, I bought products to sell. I got involved and they had a training center and I was, I want to be part of the training center where everyone shared in desk rent. So I bought $600 desk rent for a month. Back then you had to hook up a phone and that phone was like $185 to hook up. And then it was 8 cents. I know. This is crazy. 8 cents. Every call in and out. So think about you're making call. So guess what that taught me though? Every call matters. Every call matters. So it's ingrained in my head. Every call matters, man. I'm paying for this call. 8 cents. Right. So I mean, you walk in there and you had to run ads to recruit. Well, an ad back then you couldn't post an ad on Facebook. There wasn't even. Al Gore hadn't invented the Internet yet. Right. So you couldn't buy. So. So it was like, okay, it was, you know, 25, depending what area. If you lived in a big city like Dallas, it was probably $50 a line. You know this many words, right? The classified ads. I'm really dating myself here. You get most guys, no doubt. Did he have an abacus man? Did he go to school where they like wrote on a chalk. Chalk and a slate. But this is what it used to be like. So it was like $50 a line or $25 a line.

Oh.

But if you wanted to get noticed and stand out in the classified, you got to have four lines high. Four bold. So to write a title was 200 bucks help needed. I mean, it was two words. 10k a month. You know, you can't write like live your dream. You couldn't put like it was just like a two word or three learning title.

You can put a video in there. No videos in the newspaper.

Okay.

And then you had to write a body of an ad with your phone number. Right. And so that was a 2 to $300 investment. Sometimes if you wanted to recruit, you do that. I did that because. All right, here's what successful people are doing. Do what successful people do. So I invested in products, I put an ad in the paper, I hooked up a phone, I did all the things that sets of people were doing. And then I went to the training. And this was one of his trainings he did that was four times a year. And so it was one of the most expensive ones, one of the best training. So I mean, I look into that in terms of, you know, I was maybe seven, eight grand in, nine grand in from day one. So I couldn't afford to. I couldn't afford to fail. Does that make sense? I guess he's on his phone. I don't know what's going on. Are you like doing double. We're having five cameras recording while I'm.

Five cameras.

So I put my. I think so many people are afraid. I wouldn't be here today, Cody, if I didn't put myself in a situation where I couldn't afford to fail. I've. I invested too much into this already to not learn how to do it successfully. And I wasn't successful right off the bat. But I think there's such a low barrier of entry these days. In any opportunity, it's so easy to quit.

Why do we never want to put ourselves in that spot? Like nobody wants to put themselves in a spot where they can't afford not to fail.

Oh, because that's how we're taught, man. We can. We could be here for the next hour talking about our educational system if you want. Kindergarten to 12th grade, 14,000 hours learning math, science, English, history, over and over and over and over and over again. When did they ever teach you about putting yourself into a corner and building a business? How many hours did you have? I mean, like, seriously, how many hours you have on how to raise. How to raise children? How many hours? 14,000 hours in school. How many hours did they spend on how to raise kids? Yeah.

Zero. Zero hours.

Zero hours. Now would you say that's a small part of your life when you get married and have a family or a all consuming, all encompassing part of your life?

It's not small.

Yeah. So would you, would you say it was a. All encompassing? Would you agree?

Yes.

I mean, when you have children, people live for their kids, right? So like, how would you rather learn that or what a dangling participle is? Like, I care less. Like, what's a dangling parsimal?

Like parallelograms.

A parallelograms or the square root of PI. You know, it's like I asked that one time, what's square root of PI? They're like 3.14. I'm like, no, that is PI. But that's okay. We're, we got a long moving on here. So in school we are conditioned. I mean, I, I really believe this. You know, I think that school teachers are the most overpaid. Underpaid. Yeah, right. Overworked. Yeah, I wish. Right over overworked, underpaid individuals on our planet. God bless them, they have our children from the, when their, their brain is the most malleable, from their youngest age eight hours a day, and they barely can pay them enough to survive. But yet, you know, some guy can catch a ball and run in four seconds, a certain number of distance and they pay him a 10 million dollar bonus for it.

Gary Vee talks a lot about that too.

Well, yeah, Gary Vee does, yeah.

He also talks about how people try and limit their kids with screen time. And he's like, I want my kids to have as much screen time as they can. What world do you think they're growing up in? Like, get them to understand the Internet, get them to use the tools that we have. And, you know, it's an interesting time we live in, man, and things are changing.

What's like, I'm gonna learn about the Civil War. I go Google it now. It's different. Like, you know, so our kids are locked in these things, learning all this stuff, that's easy. Irrelevant. Why not take a child who loves music? Most kids hate learning. And you know what sucks is when you get out of school, guess what? In order to have success, you have to do, you have to learn your business. Did you have to learn about leads? Did you have to learn about marketing? Did you have to learn about how you're an expert now?

Yeah.

And see, now most kids hate learning. They hate it. They don't, because learning is attached to, oh my God, I can do something I hate. Why? If you took a kid who loves music, why don't you put him in an accelerated music program where they get to play music all day and get to study about the music and get the, like, why not? But they don't do it.

Well, that's what I love about insurance right now too, is because we have friends that are 22 year old dudes. I'm sure you have plenty of people on your team. Yeah, young guys that are dropping out of college to go sell insurance. They're learning everything, but they're also making killer money and not racking up a debt. And that's what I think. You know, me and Cody always joke around bringing sexy back to the insurance industry because it's like bringing sexy back. Well, it's like we, we, I, I may back.

Was that like a Justin Bieber?

I don't even know. I think it's like 98 degrees or something.

Marlon window. Because his favorite is Justin Bieber. So it's a sexy back.

There's a true opportunity when you get out there and meet people and talk to people and sell, you know, that's, that's where, that's where the future is, in my opinion. So speaking of mentors, you've brought up a mentor multiple times and a lot of people don't know that you're the mentor that Marlon Faulkner talked about on the podcast that we did. That was one of those, you know, content that popped off. So you obviously learned some, some things from your mentor that you then passed on to others.

Absolutely.

How important is mentorship in the insurance industry?

How, how important is mentorship in life? Okay, it's hand down the number one, most important.

How do you go about finding a mentor? If you truly want to find a.

Mentor, find someone who has what you want. Okay. It's very very. If you're taking notes, write this down because this is very, very simple. Success is very, very simple.

Right?

I don't know. You guys watching this? How many ever cheated before? Okay, guys not raising their hands. You both are liars and cheaters, right? Because we've all cheated at something, right? And see, in school again, man, we. Could you get a paperback Minus this, minus that, minus this, minus that, minus this, minus that. Right. So you're conditioned already. Mistakes are bad. Mistakes are bad. Mistakes are bad. Mistakes are not bad. Mistakes are the only way you learn. But were you ever taught that? I mean, you. We're fighting. I mean, when you go out and try to have success, you're fighting. It's like, it's like growing up Baptist like I did, and me walking to a room and some guy stands up there and goes, the only way to get to heaven is being Catholic. I would fight. Oh, what, What Are you talking about. Because you have years and years of programming like, no, I'm right. I got these beliefs. And the funny thing is, most of the beliefs that people hold on so tightly to aren't even their own. They got them from their mom, dad. I'll do trainings where there'll be a thousand people there. How many of the same religion as your parents? Did anyone just stop and go, hey, you know what? I'm going to study the Quran. I'm going to study Catholicism. I'm going to study Buddhism, right? Or that's what a Muslim's like. Or I'm going to study how to be a Christian, and I'm going to pick what I believe resonates both best with me. No, because, you know, you're. You're Baptist, good, bad, or different. That's the way to be it, man. This is the Bible. It's the truth. It's there. You. You're most. It's. It's. And who's right, who's wrong, who am I to judge, right? But most people's belief and ideas come from other people. So we're very easily brainwashed. And we're very conditioned. So we're, first of all, conditioned that, guess what? Mistakes are bad. And that's the first thing I'll tell you. I was like, mistakes are bad. So we want to have that, you know, fear of, like, I don't want to make a mistake. Well, you're gonna make a mistake. Anytime you try something new, you're gonna suck at it. Just start accepting that, right? But you got to find someone who has what you want, do what they do, and watch this. You'll get what they got. So when I was in school and I sucked at science, and I positioned myself perpendicularly right next to the girl who gets straight A's on her science test, and I was able to look at her test and fill in the same circles that she did, exactly how she filled them in. And I'd missed one or two, so it didn't look like I cheated. And I get my paper back, and she has 100, and I have a 98. I wasn't like, I got a 98. I'm like, yeah, she had a hundred. I put two circles different than she did. I got 98. And see, success is that easy. Like, success is that easy. Like, it's that easy. Yeah, it takes work, right? But if I find someone who has success in an industry or has been successful at lifting weight, successful at losing weight, successful at doing whatever it is that I want to do, and I just do what they do, whether I believe it or not, agree with it or not. If I do what they do, as long as it's ethical, with an integrity, I will get what they got. I mean, GPS on your phone, right? If I plug in a spot on my GPS on my phone that 10,000 other people went there and I just follow it instead of getting creative, I will wind up exactly where the GPS told me to go. But most people don't do, like, they start that path. Well, I don't know if I agree with that. I don't like the way how he talks. He comes pretty aggressive. He cries too much. He's too emotional.

I totally agree with what you're saying. But I do think the insurance industry has a problem with authenticity. I mean, everybody is making more money than they actually are. And they're talking about how much place business they have when really we talked about that. It's ridiculous. So I think that's part of the challenge.

Someone said, I'm making 20 grand a month. They made 20 grand once. They make like 12. Or.

Or I made 20 grand one time, and now I extrapolate that times 12.

So I got charged back.

So here's. I make 240 grand a year now. You know, I'm saying, because I made 20 grand 16 months ago. And it's like, I used to talk.

The same way, by the way, years ago. Nobody knows that, but. But there's no doubt.

It's just ridiculous.

I think everybody does it at some point, you know, and then you just.

Kind of like all of. And by the way, if you still.

Insurance industry. So I always tell him, I'm the dumbest insurance guy you ever meet. Like, I know nothing about insurance. Someone asked me a question, I'm like, I don't know. That's another thing. People think that. I don't mean to cut you off, but people think that you got to know all this stuff to know it. You just got to know people and.

You got to just work hard. Good grief. Work ethic just takes you so long, like, so. So far. That's it. It's just. You see more people. You call more people. You're working. Come on. But I mean, if you're. If you're one of those people that is like talking about how much money you make, and it's just way less than what you actually are. Just, just. We're all laughing at you. Stop doing it. We all know what's going on.

I agree.

You know what I mean? It's easy to sniff that out.

Plus, I don't. I don't even know how much money I'm making. They'll come try to rob me. So we're good there.

Just tell them.

But it was not.

We won't give him your address or anything. We won't tell him your full name.

He's so funny. What? It was funny because when I first met him. Right. I won't go through the whole backstory, how I met him right now, but. Unless you want me to. But I do have people to get.

Guessing comments at your annual income or.

No, I don't. So when I met him, we were talking on the phone. I said, what. What do you feel like the biggest. And I don't know if he remembers this. What. What do you think the biggest missing piece is in. In the insurance business? Like, why insurance? I said, don't answer yet. Right. Because we're going to email each other back and forth or answer on the phone the same time. And we both said the same exact thing. They don't see enough people.

Yeah.

And I didn't know the answer. He didn't know that answer. I was gonna say the answer. They don't sit up with other people because, I mean, it's hard to say this because if you're failing, you're gonna hate me.

It's rocket science.

Right. You're gonna hate me if I say this. But, like, I could tie a note around a dog's net if it was cute and send it into 10 people's home, and he'll come back with three policies just because the people won it. Like, it's just. I'm serious. Right? So if you don't offend the person. There's three out of 10 that want a policy. If you sit with 10 people, there's two, you know, maybe two, three. I mean, I do it on a daily basis. I did it for six years. And I go into it, and there was just. There was always like, two to three or sometimes four. It didn't matter what I said. They want to sign up. And the reason they called you over, fill out a letter or fill out a fine or answered a Facebook ad is because you have an insurance license. And if they knew where to get it, they would have already gotten it.

Yeah.

And they wouldn't fill something. We can go on that. That tangent there about leads. They want to fill something out if they didn't have a need for it. So if they fill a card out or. That's another thing my mentor taught me. And learned in network market. Don't buy their bs, so to speak. You know, they did it for a reason. They weren't bored. Right. And I know there's some different ambiguous things that happen, but they did it for a reason. Now they're, now they're on human how we are programmed method. Don't want to be sold to. I'm not interested. I'm just looking. You know, I hear that. I'm like, you know, oh, I'm just looking. You go to a store, what happens? You walk in, right?

Yep.

What do you say? How can I hear in sales, right? I go, no, I'm just looking.

Just look.

Just shopping, you know, you're looking for something, you just walk in there. Some people go to car lot. Like, can you imagine the car? Oh, I'm just looking. Oh yeah. You packed your family up on a Saturday afternoon just to drive onto a car lot because you were bored. You just had a brand new car yesterday. You just wanted to see if there's anything else out. Come on. Yeah, they expressed interest. There's a need. And you got to figure out, get past their knee jerk reactions and just again, knowing human beings, find out what that need is and find out if you can solve that need. Sometimes you can, sometimes you can't, sometimes you sit there. Doesn't make sense for them.

So with your, with your team, how do you get them to overcome the. Just the pure work ethic it takes to sit with more people? Like, what's your angle? How do you get people motivated to do that? Because that's really what I find is one of the challenges with team builders like yourself is getting the team to actually take the time to do the work ethic, to get in front of the people.

Yeah. Because that is, you would think it's so easy and so simple. I remember my first year, I'm like, if I just sit down with more people than anybody else in the office, I'll probably make more money, you know. But it doesn't seem to like click with people or we're just innately lazy or something.

You're asking me this, we're going to talk about this.

I'm asking what you do to motivate your team to get, I mean that, that what your statement is, is true and simple. But the work ethic that it takes to actually sit with 10 people is not easy to do. So what do you do to motivate your team or how do you motivate your team or what do you, you.

Know, what's the right and That's a good question. We glazed over. We'll get to the second we glazed over. The. I think not glazed over. We. Back to the mentor thing. So what is the answer? You pose the problem out there. What's the answer to that? How do they find a mentor in the insurance industry? It's not full hot air.

It's hard.

So what would you guys suggest? They probably want to know, right?

What would I suggest to find a mentor?

Yeah. Because you said it's like, hey, that's, you know, it's easy to find a mentor to do what they do with. Have they have let it say no.

I would. I would just meet with a bunch of people and just see who was full of crap and probably run from. For the hills. For those guys that seem to be full of crap.

Ask for transparency. Yeah.

It's also easy to seek out too many people.

That's where I was going to go.

Really confused. When you've got 42 people online all saying different things.

And I think that's okay.

It's a struggle for me.

So key.

That's why I end up listening to Cardone more than anybody else. Because I listen to Gary Vee. He's gonna tell me that I don't have to do things I don't like to do when I know I, you know, I don't want to pick up the phone. Like, naturally. Nobody likes to actually make calls.

Yeah.

So scary. V said I don't have to, but I kind of need to.

You know, there's a lot of noise. That's why I said the noise. So it's like. And here's what I always say. I don't think anyone's right. I don't think anyone's wrong. Because if they had success, what they do works for them on what they did to have success. So, like, if I want to have a McDonald's and I tell my guys this all the time, we have. We have a system. It doesn't have to be perfect. Do you think either one of you guys could go in the backyard home tonight and cook a hamburger Better than McDonald's?

Probably.

I could guarantee I could. Could you make a hamburger better? McDonald's maybe. Not as good of a griller. Your wife could though, right? It doesn't take much work.

I probably could.

Okay. Are you selling billions?

No.

So whether it's McDonald's or Subway or Burger King or In N Out Burger, they all have their own system. Right. But I was in Ireland, greatest trip, you know, as insurance carriers sending all these trips so I'm in Ireland, and we're on the cobblestone streets in Dublin. And it was just like, I never got to travel. I made a lot of money, but I was always married to my business. I could never travel. So, like, in the insurance industry, it's cool. These carriers, if you actually do what you're supposed to do, they send you on trip after trip after trip after trip. Yeah, right. Maybe that's not so attractive now with the coronavirus, but, you know, it is when it's not out there, right. And, you know, we went to London and we went to, you know, Russia and Estonia and Finland and Kauai and Maui, and they put you up in, like, the Ritz Carlton. It's almost like all the insurance carriers try to outdo the other ones. So it's kind of cool because you're the beneficiary.

That's right.

We're going to the Ritz Carlton and Kauai. All right. We're going to the Ritz Carlton reserve. Only two in the world. In Puerto Rico, we're going to Costa Rica. So we've been traveling the world based upon just doing what we're supposed to do. And I'm down in. Down in Ireland, and we're just. I'm with my wife, and we're holding hands. We're walking like, this is beautiful. It's one of my first trips ever out of the country in Europe. She had been to Europe before, and I haven't. And there we are just soaking it in, man. There's a pub, you know, and the music. You just feel like you're in a movie, right? And then we turn the corner, there it is, Starbucks. And a big old yellow Mickey D sign, like. Oh, it almost, like, pulls you out of the moment.

Totally ruined it.

Totally ruined it. And guess what color these arches were. Guess what color they were in. They were in Ireland. They weren't green.

Yellow.

They were yellow.

Yeah.

So you don't have to have the perfect system. It's just if you find a mentor, someone you want to follow and listen to, then don't try to re. You can't bring in subways. Well, I like the way a subway does it. So we're going to have all the patties at my McDonald's and all the beef and the burgers, and they're going to be able to top their own burger. That's not how McDonald's works. They take this thing they call onions, which I don't really know what they are. They're all chopped up and they throw them on the bun. Two pickles, squirt of ketchup, squirt of mustard, bun on top. That feels like it was, you know, freezer burned seven times. They shoot it out and would you like to have fries with that? That's their system. Right. But it doesn't mean that subway system doesn't work.

Yeah.

So what happens is it's hard, it's difficult because there's so much noise. You're like, well, I love the way McDonald's does this. But instead I put it under the heat lamp. What if I did this and what if I did that? And if you're first starting off, you're going to kill yourself. So I always said, find a system that you resonate with, find a mentor you resonate with and do their system exactly to a T. This is what I did when I got involved in my company. Exactly what they tell you to do until you're out producing them, then add your own spice. So I was in my company for four months and I was fortunate enough to be the number one. I didn't add any of my own spice. The script they gave me, I used verbatim. The thing they said to say in the home, I used verbatim. It wasn't until I started putting my own little chocolate icing or sprinkles on the cupcake that they did. And I still use that system. It wasn't until I was actually at a point where I was where the top producers were and out producing the top producers before I ever even started to even add any of my own spice.

What's insane is the amount of money you produced your first month in the business.

We don't talk about money. Well, they want to hear about it.

How much did you write Your first month?

50. Over $50,000 in annual premium volume.

First month in the insurance industry. I've never heard anyone say that.

I'm sure there are people that do that.

All I know, but they haven't sat there.

How'd you do it?

Following the system they laid out and just working, working ethic. But I mean, again, 20, 20 year overnight success. So I knew people, right? So I worked in the credit card processing industry. So I did network marketing. I waited tables. I worked in, you know, different. I worked in the mortgage industry for a very short period of time. I was in a cubicle for about, if you know me, I was in a cube for about four days. I said, this ain't gonna work. Yeah, I couldn't do it. So I told the guy I said, do I have to come to the office? Because you have to be here at 10. You can leave at 7.

You could barely sit there the whole time.

I know, I know. And I told him, I said, if you let me work from home. This was so funny. I said, if you let me work from home, I guarantee I can be. I'll be one of your top guys if you let me come in the office when I please and when I don't. He goes, okay, great. And they paid you? I answered an ad, and it was in between a network marketing business that the company collapsed or whatever case may be. And I answered an ad. It said, you have to have a minimum of two years experience in the mortgage industry for hiring because it was a big, big mortgage company. And I walked in there to the interview. First question they asked, how much experience do you have? I said, I don't have any experience. So do you want a guy that has experience going to sit here and you're going to go through 10 of them to find the right one that has the drive and the passion and wanted to learn and stuff, or do you want somebody that's going to be willing to be a sponge and learn and be able to duplicate what it is that you're teaching, follow your system, and go out and be your top producer. If you had to pick, which would you pick again? Learn from my mentor. Trapdoor A, trapdoor B. Make them pick. He said, I'd rather have that person. I said, well, I'm your guy. Hired me on the spot. I said, okay, great. I'm going to do zero sales the first month. And he goes, what? I said, I'm doing zero sales the first month. And he goes, oh, wait a minute, I might need to. I'm paying $2,000 a month draw. What do you mean you're going to do this? Zero sales? I said, because who's your top guy? The guy's name was Mike. And I go, who's your top guy? He goes, mike. How much does he do? Oh, he does like 16 mortgages a month. Like your refinances. Okay. I said, I need to sit by him for a month. And I said, you have to prove it with him. I went to Mike. I said, do I have to sit down? And every day, a yellow pad and paper. I watch how he made his calls. I watch how he sent his packets out. I watch how he got his packets back. And I. Next month I sat. He was here, and I got the cubicle here. Why? Because there's no way I'M going to remember everything I just learned for a month. So I want to have him earshot your distance as a mentor and he make any money on me. And that month I came in just one shy first month in the mortgage industry. First month, second month. Because the first month I did nothing. I. Out of the whole entire office, out of 32 people that were there, I was one deal behind him.

So you built that foundation. You spent the month to build the foundation.

Yeah. So like, and don't know, I can't get started yet. So I have a month of stuff, but that's not what I'm saying. Yeah.

But thank you for clarifying.

It's not hard. I got started right away in the insurance industry, Right. But I took the information they had and you know, I did mortgage protection number one, not final expense, you know, so when I started learning, that's how I met you. I wanted to try to get final expense leads. Found your leads online and then I studied his videos. Why? Because he was the top. You know, he went out and made $117,000 and 13 cents, whatever it was, you know the number. His first year part time, why he's playing basketball in college. Well, if a guy can go out and do that, if one man or woman can do it, so can I. If a thousand are doing it, what's my problem? So I figure, okay, great, how do you do it? Watch his video, Watch the five benefits. Close. Watch how I did on the phone. Watch his cold calling videos. And it's like, if I'm going to do mortgage, oh, I didn't know how to do final expense. I don't care how much money I make, I can make a bazillion dollars. And if I never sold final expense, I got to learn from somebody who did it. Why try to do it my way? Why not follow someone who's done it the right way? So I just took the system they provided, right. So I took their script and I listened to their audios and I said, who's your top guy? And I listened to what they said and asked some questions. And then, because I had the foundation of knowing people, I mean, the credit card processing business was tough for me, you know, I mean, I. There's no leads. We were cold call knocking on doors and there was 40 to 60,000 competitive companies that were out there trying to get their business.

I feel sorry for that industry. It's tough.

Yeah. And I was able to make millions of dollars based on what my mentor taught me in that industry. Same thing. People right People work ethic. So, like this. I mean, I got involved this business. I was like, okay, you're telling me they, like, initiated a response, that they won it. Like, they mailed a letter. More protection. They mailed a letter back in. No, no, come on, come on. I could buy my own production. I mean, I have no limit of how many people I can buy to talk to. And they've told you that They. I mean, man, we walk into a restaurant, oh, I'm here to talk to a Visa. Oh, I'm all set. Just took care of that. I just switched. I'm in a contract. They pay to get out of their contract, pay to get in our contract, upgrade their pos. I mean, there's a lot of moving parts there. I mean, it was like you had to overcome, like, 17 objections just to get them to give you their credit card statement so you could review it. And I'm talking to someone who doesn't have the coverage. I'm not really competing with anybody. And they mailed a letter and say, please call me. So, like, it was all a perspective, right? It's all relevant. So when I saw that, I'm like, going, okay, this is like federally regulated. I have a license to do this. There's got to be a catch. And I went out and wrote $15,000 in business my first week. Week. I mean, I talked to people. I mean, I knew about knee jerk reactions, but my brain kept saying, okay, they got junk mail, or they're perusing on Facebook or whatever, right? They see a letter, it's junk mail. They pull it out, they go, hey, honey, look, we could potentially protect our family case with death. They grab a pen, they fill it out, put their name, their phone number, they. Whatever it is, best time to call. They take an envelope, they put it in the envelope. They lick the envelope, put a stamp on it. In some cases, they walk their butt down in the mailbox, flip the little red flag up and put it in there. I mean, if that ain't buyer intent, I don't know what is. If you're talking about marketing, I agree. Or if they're face. They're. They're cruising online, whatever it is. They, they, they, they. So, like, when I got that letter, I didn't. Nothing they said threw me off my game, right? Oh, we're not interested. Okay, great. I won't go through all objection stuff. I was like. I was like, they are interested. They put it. I visualize that in my mind, like, they're interested, right? And people said they weren't interested. I went and helped them with the policy anyway. It's just that I knew that that human brain does that knee jerk reaction. So to answer your question, I rewrote 50,000. 50,000 APV my first month. And 85,000 in six weeks.

85,000 in six weeks. And when you say 50,000, we're talking 53,000.

It was like, I don't, you know.

I like my pennies.

It's fit. I'd have to look into my opt software.

85K in six months.

No, six.

Six weeks.

Six weeks. And it was even freaking. Yeah, even crazy.

It was funny because it was in, it was in December, it was in November, December 2013. And, and I was told that's one of the worst times to sell insurance. And I was taught by my mentor, find out what everyone's doing and do the exact opposite. Because I said, well, if everyone's taking their break and they're on vacation, they're sleeping, I have a chance to get farther ahead. Wow. Because now, hey everyone, I have. If you're running and you're running against people, you run at the same pace and you're trying to run a little bit faster and they all sudden take a nap. Done. So we did that. I started recruiting and, and then we had an agency that was doing over a hundred thousand dollars a month within, within four or five months.

I mean you sold a lot and you recruited a lot of people.

Right?

How many in, in, in, in your first few months or whatever?

We had 69. And these are all unlicensed agents. 90 of were unlicensed agents. We had 69 licensed agents within our first 60 days in our organization. But it came back to where I came from. Recruiting, promoting.

So okay, so 85k in your first six weeks.

Yep.

And at the same time recruited 69 people in your first 60 days?

Yeah, I had 30 people, 30 people in licensing before I got my license.

It's unheard of.

I don't know about.

No, I mean whether you agree or not, it's unheard of. It, I doubt it's ever happened before.

Well, can I ask a marketing question?

Yes.

How much did you spend on leads and marketing for the 85 grand in six weeks?

Well, what's funny is we ran into that problem because I didn't know, I was told by the upline, which I didn't listen to this part. It's not working like what I'm used to in the past and that there's a little bit of ramp up time because back then there was you know, they had to mail out to these areas. So I'm recruiting people. Like, I was taught how to recruit people through the people that they know in the warm market and who do you know? Because we always find the best quality people, usually three or four levels people in. And that's what people do. Like, I'm not recruit my mom and dad. I'm not trying to recruit my mom and dad. I want to know who they know, that maybe they know somebody who may have an interest in doing that or dissatisfied their life. I know. We're doing a webinar tonight. Webinar tonight, right. On how to recruit 69 people in 60 days.

And that's the problem with our industry. We got a lot of people that bought it. You did it. You recruited 600 people in 60 days. We're doing it together. It's 69 freaking dollars. You're giving it all away still. Most people won't pay for it.

And see, I used to bother me, but they used to bother me. But, like, you know, it's really cool. I actually. I like that because it's like, I love it.

I mean, I just spent 25 grand to sit down with Grant Cardone for two days. Like, yeah, no one else will do that.

I just bought a course on SEO just to see if I didn't know anything. And I looked at it, and I'm like, I mean, you got to invest in yourself, right? You know what I mean? And I know. I know SEO, so. But I got bought the course anyways so I could see if I can learn something. You know what I'm saying?

The minute we think we know everything about marketing, oh, boy, someone else does.

Well, they say ego is the most expensive thing that you own. Ooh, it is. And I had one, you know, had to get beat out of me a little bit. We all have one. And the health. Ego is good, but, you know, ego is the most expensive. I don't know who says it. Somebody says it. It's not me. I didn't come up with that. It's the most expensive thing that we own.

Just put it in quotes and put Nate.

Yeah, put TM and Nate offer it. Right. That's why they say something. I'm just gonna write my own book. It's gonna be the NIV version, the Nate International version, though, you know? But yeah, so. So what? I. Again, I asked what were the average guys spending in leads, but I probably spent 500 to $750 a week on leads.

And you did that much business off.

50,000 APV first month. Yeah. So like, within. Within 60 days. Within. And I love about the insurance business. Within 60 days, I had over $40,000 deposit in my bank account from the carriers. And that was back when we had paper apps. Oh, my God.

So you really only spent like four or five grand on marketing?

Yeah, I mean, that. It wasn't that much.

That's awesome. Well, I was gonna be less impressed if you're like, I spent 60 grand on marketing.

Yeah, Well, I would try to. I. I wanted to sit down with. And that's another thing. You know, I have an audio I do for my guys. Because you're gonna ask. I'm coming back around to this motivation part.

Right.

Because he asked that question. I haven't forgotten about it. I sometimes float off a little Squirrel. Yeah, yeah, squirrel. That's me too. Sometimes I can be. I kind of get off on. On the tangent of flow. I'm not a bullet point type of guy. Like, I try to use PowerPoints. It doesn't ever work out. Yeah. Because I'm like on slide 32 and it's like I'm showing slide one. It's supposed to be like, progression. My brain just doesn't go that way. But I did this audio Carl called the. The farmer versus the hunter. Right. I talk about whether you're a hunter or a gatherer versus planting the seed and being consistent. And most people want the hunter and the gatherer whether you eat meat or whether you gather vegetables. So we have to be politically correct. Usually. The hunter versus the farmer I came up with. But we'll just say hunter and gatherer because it might be a vegetarian. I don't hunt. But that's like that. The leaderboards and doing 30,000 one month and then do five the next month, or sit down doing 22 apps in a week and then not doing an app for the next six months. It's just like going, what. What I found in any success is you got to have that consistency. Right. So if you're a farmer and you have to dig the hole and plant the seed to have a tree grow, to have the harvest, I can guarantee you one thing. You're never going to have a tree grow out of a hole where a seed was never planted. Would you agree with that?

Yes.

So like in the, in the. In the insurance business, it's, you know, set the appointment, dig the hole, sit with the appointment, plant the seed, and then you have your harvest and there's chargebacks, locusts, there's rain, there's droughts.

But out of your control.

Out of your control.

Yep.

And people all of a sudden stop planting the seeds. Oh, why? There is a drought. I'm not going to plant a seed. Or there's. There was a big rain. I'm not going to plant. That's the time you plant more seeds. Right. So like, to me, all I. All I did is figure out I have to. If I sit with a certain amount of people, no matter what, if I sit with a certain amount of, I'll get the production that I need.

Control what you can control.

And My number was eight to nine people. If I could sit down in front of eight to nine people a week, I could write 40 to $50,000 consistently. I think the most ever. Yes.

From eight to nine people a week sitting with.

Jeez, you're a good salesman.

So, no, I wasn't good at salesman.

Yeah, but you're closing most of them, though.

Well, I went. Yeah, I had. I was. I went at one stretch for 12 weeks with 100% close ratio in the home. I walked out. Every home I went into, I walked out with an app. Then I realized that it wasn't good because you don't want to walk out of an app because I had some chargebacks and stuff. And certain people that you just. Sometimes you don't really need.

Whatever, though. You sold them all.

Well, yeah, Well, I mean, I didn't sell. That's the thing is all I did because I learned, you know, and this is some things that, you know, we teach to our organization with our SWAT trainings that we do that you're at. These are things I'm going to start wanting to start going out there and teaching to people because it changed my life. But I. Probably because people ask me, what's your presentation? Like everything else, I mean, my presentation was probably less than five minutes long. All I had to do was go in there and find out what was their need. Right. Why am I at their house? What is it that can help them do by asking them questions? Find out what's on their TV screen. We talked about in your sales meeting this morning. Right. I'm not going to go through it all, but what's on their TV screen? What are they watching? My mentor taught me that, like, what are they watching on their TV screen and how do I get them to watch what I want them to watch? And if I can create a realization in their mind that they need what I have, they'll buy whatever it is that I'm selling. So all I did was do the same thing. My mentor taught me for years and years is I was able to paint a picture in their mind, made them live their life without this product, and then made them live their life with this product by telling stories, asking questions. Telling stories, and then making them answer the questions. If I were here today, Lauren and Cody died yesterday. You know, whether it be mortgage protection, whatever. What would that look like for you?

Right.

How would that play out financially? Well, it'd be tough. When you say tough, what's tough mean? And now she's living. No one ever sits down, like, even in insurance. I never sat down with my wife and lived my life. Like, what happens if I die? We don't want to think about it. We don't want to talk about it. So for the first time in your life, you have husband and wife. And there's times where they'll cry if you get emotional. Right. Because I always share why I do this business and everything else, and we don't have to go through all that today. And I'll have them live their life, and they'll talk about it, and it's amazing what they'll talk about. It's like, well, what would I do? What would happen? You know, would you have to sell the house? Would she. Which probably. Is that what you want to do? Well, no. Okay. What would happen, Cody, if Lauren, you know, wasn't there? Maybe they have kids and I just haven't walked them through it. Right. And I go, okay, great. So if Cody passed away and obviously emotionally be a tragedy, but you received a check to pay for this entire house and three years of replacement as income, would that help, that do something for you? Well, yeah, that'd help a lot. Well, what would. What would that accomplish? And what would that accomplish with. And then they tell me they spend the money. Well, I'd be able to do this. I'd be able to do that. I want to carry on his business. So I would try to, you know, put, you know, Landon in charge, whatever.

But it's going straight to the ground, right?

So when you have. When you've created. So now I just created a realization in their mind, but they just lived the movie without having this. And then it became real. True. Became real. So whether you're selling final expense, it's like, okay, great. When you pass away and your family has to come up with the burden of 20, 30 thousand dollars to bury you, what's that look like? How old are your children? Do they have kids? Do you think it's going to put a financial stress on them? I mean, do you really want. I mean, I think I'm sitting here because the last thing you probably want is your lasting legacy to be one of. Oh, my God. Mom died, and we spent the next six months struggling financially to make sure we could put her in the ground and appreciate her with a funeral. I'm sure that's not what you want, is it? Right. So whatever it is, when you create that realization, there's no sale. Because their human brain goes, my God, I need this.

I've noticed you always end with a question, too.

Always.

What do you teach, man? Over and over and over and over and over. It's weird how you sell 50 grand in a week and you're always in even.

Not a week. A week, not a week. There we go.

I've noticed even hanging out with you on, like, a personal level, you do that a lot. You end with questions, you know, so it's good. It's just ingrained in you.

It is ingrained, right? Just doing it over and over and over and over again.

Cool.

Right? Well, I mean, if you. If you had an opportunity where you knew, if you ask questions and always ask questions of people and it would result in making millions of dollars, it'd be ingrained in you too, wouldn't it?

Yeah. Oh, yeah.

I mean, it's another question I asked him. It is. This is ingrained in me.

Well, you also don't put people in situations where you wouldn't say yes. You know what I mean? Like, you're. I've noticed that as well.

Well, he tries. He. He calls them trial agreements. I was taught they're called minor. Minor agreements. And if you can stack up seven minor agreements on the 8th time or 9th time or 10th time, when you go. That's the question they're so used to. I mean, we're so primitive as human beings. Right? And. And the problem is, is that people sometimes learn this. I think it's manipulation. And it's like. Well, if you use it the wrong way, it is manipulation. And manipulation is not even a bad word when it comes down to the actual root word. It's having influence over. And there's a positive manipulation. So if I can manipulate your brain, who, according to Thinking Real Rich, says that the average person contemplates to consider, to evaluate, to discuss before they can ever make a decision, and I can manipulate your brain to make a decision that's in your favor so your family's not picking up the pieces and going in debt or doing a GoFundMe account or having to beg people at church or their neighbors or have to sell something in order to bury them. And I can manipulate your brain to have that positive effect. See, I'm in this business because there is a sales guy who didn't know this stuff, who sat down with my best friend, who I didn't have a brother. And I worked with him in the credit card processing business, and this guy tried to sell him. And we were working in the credit card business together. I was single, living the dream, you know, as a bachelor. He was married with three, three kids. And his wife just quit her job to have her third child. And I get a phone call. I just met my wife. It was one of the happiest times of my life. I just met my wife. I'm like, this is the woman I'm going to marry. And I get a phone call at 6am in the morning, and Manny's on the phone and said, corey's gone. I said, he'll be back. He loves you, man. He loves the girls and everything else. She goes, I don't think you understand. Corey's dead. I'm like, he's 34 years old. I'm like, he's dead? How is he dead? And she said, he was out fishing with his buddies last night because he was in the catfishing and stuff. They do that in Nebraska, I guess. And it was cold out and had the waders and everything on. And the boat caught fire, and she was hysterically just crying, right? And the boat caught fire and he jumped out and he tried to swim to shore and never made it. And she said, nate, he was so happy because he had just reached a level of success in his life where he's finally getting to enjoy his life. I just got to quit my job, and they're dragging the lake for his body. This was before I was in insurance, and I said, do you have any type of life insurance? And she said, yeah, he just sat down with someone a week ago. And I was like, well, thank God. And two weeks later, different conversation. And here's. They were college or high school sweethearts, wonderful family. They loved each other dearly. And her last memory was, corey left us with nothing. Nay, he left us with nothing. I don't have a job, I don't have any money, you know, And I used to show a picture to people, you know, because he had this picture that we sit on the couch with the three girls, and it said. It was so sad because he says, my hero has come. His name is Daddy. You have a daughter. Imagine that. Right. They're all looking up at him, and then now he's gone. And I watched that just ruin her life, you know, Lost the house, had to get out of the house. No money, no job. And so I look at that, and it's like, what if that guy, because I knew my friend very well, they tried to sell him. You know, he never signed the papers, so she thought he had insurance. And he said, you need to think about it. So I look at that and I go, what if that guy had that skill? What if that guy had the ability to help my friend Corey not feel sold, but to make a decision that was the best interest in his family because he wasn't able to manipulate him to put his signature to an application, if that's the word you want to use. It significantly had a direct negative impact on his entire family because he didn't have insurance. So when I got asked to consult for the company I work with now, not the actual company, but I tell the story how I got kind of drugged into it against my will, but I went out there. It was my third. It was my third appointment. And I'm sitting there in a home, and I didn't even think about. I didn't make the connection. It was like a year or so ago after the fact. I wasn't connecting life insurance and what happened to him and everything else. And I was sitting in a home and there was a wife and husband there. Sorry, it's a crazy moment, but. And three daughters running around. And I said, well, let me tell you a story. No, I said, yeah, if something happened to you, what that looked like? And she had a tear come down her side and said I'd be screwed. And she. Something happened. One of the girls ran around and she called her name, and one of the girl's name was the same name as my friend. I'm like, is this is what I'm supposed to be doing? And I know it's going to sound bizarre, it's going to sound crazy. And I had the video because I played it at my training. I immediately thought of Corey. And I went down and Googled it. And the first. I tried to reduplicate this 100 times still on the YouTube, people can find it. And I googled his name and his wife's name. And the first video has popped up is Mandy telling her story about what happened to her husband for another insurance company, telling the story of why it's so important to have insurance put in place. And that was kind of that moment that I felt Like I'm in the right place. Like, how many lies could I help teaching them? The things that I learned from my mentor to help navigate people, to help make a decision that they know is in the best interest. How many Corey's families can I help? Yeah. And that was became my mission. That was. Why get out of bed so early? Well, I don't get as early as you and Marlon do. But why get out of bed so early in the morning? Or why I'll work hard. And why stay on the phone? Because at the ultimate. Is there a lot of money creating most millions. Great. But at the very end of the day, we're impacting. That's a heavy load to wear. We're every day we wake up, we're impacting whether you're selling a lead, whether you're buying a lead or whether you're meeting with. You're having a negative you couldn't buy. So. So it was like, okay. It was, you know, 25, depending what area. If you lived in a big city like Dallas, it was probably $50 a line. You know this many words, right? Classified for a positive impact. You can't pick. Once you sign up, you're an insurance day that individual. You're responsible for ads. I'm really dating myself here. You get most of you guys, no doubt. This guy's man. Did he have an abacus man, did he go to school where they like wrote on a chalk chalk in a slate. But this is what you can't fix, stupid. I'm not saying you can do that. But you're having an impact. Either a positive or negative way. Used to be like. So it was like $50 a line or $25 a line.

Oh.

But if you wanted to get noticed and stand out in the classified, you got to have four lines high, four bold. So to write a title was 200 bucks help needed. I mean it has two words, 10k a month on that human being. So how hard you want to study your craft? Do I know it's one of goof. You know, you can't write like live your dream. You couldn't put like it was just like a two word or three go through the numbers. Which is good just to help people or do I really want to learn how to connect to people? Do I really want to learn how to ask the right questions so I can help them make the decision.

You can put a video in there. No videos.

Video in the newspaper.

Okay.

And then you had to write a box body of an ad with your phone number. Right. And so that was a 2 to $300 they already made when they clicked on the banner ad or when they clicked on the lead or when they mailed the form back in or they put testament sometimes if you wanted to recruit, you do that. I did that because. All right, here's what successful people are doing. Do what successful people do. So I invested in products. I called in the IVR number, called the postcard. They already made a decision they want put an ad in the paper. I hooked up a phone. I did all the things that sets of people were doing. And then I went to the training. And this was one of his trainings he did that was four times a year. And so it was one of the most. My job as a professional is learn the skills necessary to make sure I can help them continue. Expensive. One of the best training. So I mean, I look into that in terms of, you know, I was maybe seven, eight grand in, nine grand in from day one. So I couldn't afford to continue to reinforce the decision they already made. So their family's protected.

Does that story with your friend impact.

I couldn't afford to fail. Does that make sense? I guess. He's on his phone. I know what's going on. Are you like doing double. We have five cameras recording while I'm. So I put my. I think so many people are afraid. I wouldn't be here today, Cody, if I didn't put myself in a situation where I couldn't afford to fail. I've.

I invest how you sell today and how.

Because too much into this already to not learn how to do it successfully. And I wasn't successful right off the bat. But I think there's such a low barrier of entry these days in any opportunity. It's so easy.

Nobody likes to leave a home where someone's thinking about it. And I'll call you back. And all those need to quit. Why do we never want to put ourselves in that spot? Like nobody wants to put themselves in a spot where they can't afford not to fit.

Oh, because that's how we're taught, man. We could be here for the next hour talking about our things.

You probably. And whatever word anyone wants to use, like you said, you probably push harder.

Because of that educational system. If you want kindergarten to 12th grade, 14,000 hours learning math, science, English, history, over and over and over and over and over again. When did they ever teach you about putting yourself into a corner and building a business? How many hours did you have? I mean, like, seriously, how many hours you have on how to raise. Absolutely. Oh, absolutely. I'll even, I'll even share that story in the home. I tell them why I'm here. I'm a big, I'm a big advocate of sharing your why before you expect. How can you become how to raise children? How many hours? 14,000 hours in school? How many hours did they spend on how to raise kids? Yeah.

Zero. Zero hours.

Zero hours. Now, would you say that's a small part of your life when you get married and have a family or a all consuming, all encompassing part of your life, then become vulnerable? If you don't become vulnerable and everyone has a why, doesn't have to be that why.

It's not small.

Yeah. So would you, would you say it was a all encompassing? Would you, you know, but everyone knows somebody. Excuse my tissue. Picking my nose on camera here. Agree. Yes. I mean, when you have children, you people live for their kids, right? So like how. And it's still raw emotion for me, right? But it's, you got to have. And everyone has a story like that or they know someone has a story like that. You know what I'm saying? And that's all I do in the home is ask questions and tell stories. Ask questions, tell stories. You know, if I'm talking about critical illness or critical, you know, heart attack, stroke and cancer, I'm telling story, story, story.

Does it amaze you that 92% actually.

Do fail of what?

Of insurance agents. 92% fell in the first three years. But, but the way you talk about it. And I'll jump in while you're blowing your nose.

Thanks.

The way you talk about it, 85k in your, you know, 50k in your first month, 85k in your first six weeks. Recruit 69 in 60 days. But everyone else is freaking felon. This deal. It's just.

Well, I mean, I was in the credit card processing business. And it's funny because I signed up a gym, right? And I signed up a gym where they, you know, do gym memberships and I do like an ACH program where they take ACHs out and stuff like that. And what was amazing to me was that I looked at his. How many people he was drafting each month and I'm like going, I'm like, how in the world do you do you fit all those people? This is how dumb I was, right? How the world do you fit all those people in your gym? He started laughing. He goes, what do you mean? Like you have like 5,000 square foot gym or 10,000 square foot gym, not that huge, right? And he had like 2700 people that were getting drafted every month. And he just laughed because they don't all come to the gym. He's like, I wouldn't be able to fit them. He's like, you know, the majority come at the beginning of the year, right. And they're all hyped up and they're super excited and they're stoked. And he's like, back around April, May dribbles down to where we may have gotten five or six more new steady comers.

Gotcha.

You know, and then because they make the New Year's resolution, everything else, he said spring picks back up a little bit before the summer because they all want to gain their weight and they make all it dribbles down to where we may have gotten five or six more new steady comers.

Gotcha.

You know, and then because they make the New Year's resolution everything else, he said spring picks back up a little bit before the summer because they all want to gain their weight and they make all these resolutions like, we may pick up one or two more regulars.

Sheesh.

And just goes on. It's the same cycle. So with 92%, that's actually 92% is better than what the statistics. All these resolutions, like, we may pick up one or two more regulars.

Sheesh.

And just goes on as the sites talk about and think and grow rich. You know, he said only 3% will achieve financial independence in their life. So, you know, 100. Yeah, 97% are going to retire on families, friend and family, friends and the federal government, you know, will be their retirement. So. Yeah, so I'm not shocked. 92% of people fail same cycle. So if 92%, that's actually 92% is better than what the statistics in the insurance industry, because majority of people fail at most of the things that they talk about and think and grow rich. You know, he said only 3% will achieve financial independence in their life. So they try to put their. Their set their mind to do.

And it's like you, you know, you, you talk about the numbers game as not being the whole thing, but you also have a system that's tied to, you know, the numbers are the system, but it's not the how you sell and the personality and the story and all that. Right, right. So you've got the system, you've got the story. How would you encourage somebody that maybe doesn't have that story to become a storyteller? You know what I mean? Like, what do you feel like stories are needed to sell oh, yeah.

You use other people, you know, 100. Yeah. 97% gonna retire on families friend, family stories. I mean, people use my story all the time with my friend. You know, I got involved friends in the federal government, you know, will be their retirement. So I have a good friend of mine is in this business, my business partner, you know, if I'm working with my team, they're my business partners. They're a good friend of mine. I use people's stories all the time. I said collect stories. Collect stories. And you don't make up. Yeah. So I'm not shocked 92% of people fail or is. That's the big difference. Don't make up stories. Right. But collect stories. Yeah. That's called lying, which a lot of people do.

People could tell too.

Oh, yeah.

I like the way you told that. There's no way it's false.

Right. I mean, it's. It's just. It's a story that is dear to me that happened. That's true. Right. And people may. I hate people make up stories. Drives me nuts in the insurance industry because majority people fail at most of the things that. That's like why. Why you're lying. Yeah. You're not being off.

That's when you're manipulating.

That is extreme manipulation. You're not being authentic.

Absolutely.

If you're. See, what about human people?

People.

Nice people. Like nice people. My mentor said this to me too. Right. And he said, and mean people like nice people too. Right. So if you're just authentic people, people are attracted to authenticity. Like they. People like, try to put their. Their set their mind to do.

And it's like you, you know, you. You talk about the numbers game as not being the whole thing, but you also have a system that's tied to.

You because you're authentic. So be authentic. And like, people go, oh, I have to do that to sell. No, that's how I'm authentic in my way. I. There's people that are authentic in their way. And if you're authentic, I mean, that's 90% of the battle, just being you and just connecting with that person, that human spirit that they know you're a normal guy or normal person.

Right on.

You know, I mean, it's like, I'm in Texas.

Find a mentor. And that's. I mean, that's a core value of yours. Right?

Yeah. Authenticity, integrity.

The numbers are the system, but it's not the how you sell and the personality and the story and all that. Right.

Authenticity.

Over and over. Since we've hung it out. I'm just who I am, man. I'll be honest. You know what I mean?

I'll tell you what. You.

Yeah, I'm not gonna slow it down. I'm not gonna, you know, speed it up for just for you guys. I am who I am.

You'll go get. You get the true Nate, man. It's like you. You may love it, you may hate it.

Real Nate offer, right?

So you've got the system, you've got the story. How would you encourage somebody that maybe doesn't have that story to be.

That's why I've always enjoyed being around you, though.

Seriously.

From the very beginning, you know, that's just. That's just how you are.

Yeah, I just say how it is. I mean, it gets me in trouble a lot.

But, you know, and we haven't even released you. If they get to this end of the end of this podcast, hopefully you.

Did, because if you didn't, you missed become a storyteller. You know what I mean? Like, what do you feel like stories are needed to sell?

Oh, yeah. You use other people.

Bunch of good stuff. This dude speaking at 8%. We haven't released you yet, and we're actually releasing you, like, next Friday. But that's why people's stories.

I mean, people use my story all the time with my friend, you know, I got involved.

Authentic, Came from nothing and is making a lot more money than ever. Most people I know recruited 69 people in 60 days in a new industry. Stupid. Wrote 450k in 30 days in a new industry. That's stupid. And 85k in your first six weeks. That's why you're speaking at a presentation. 2020.

I have a good friend of mine who's in this business, my business partner. You know, if I'm working with my team, they're my business partners. They're good. And I can't take credit for any of it, but I can definitely pass along information I had got taught by mentors. A friend of mine, I use people's stories all the time. I said collect stories. Collect stories. And you don't make up. In my life. And one specifically that changed my life.

That's why I'm excited to hear.

You.

Get up there and deliver a keynote. This dude.

Bring it.

This dude.

I've seen your videos.

He's a way, way better keynote stage speaker than me.

I've learned stories. That's the big difference. Don't make up stories, right? But collect stories. Yeah. That's called watching you.

Oh, that's true. Believe it or not.

I don't know. What is certainty? What is a keynote anyway? I don't know what a keynote is.

We'll find out at 8%.

Well, I guess. I don't know. They might not get. What are you talking about? 8%? What are you talking about? 8%. I'm. I don't know. I wish that I could just talk to you guys and ask you online, which a lot of people do.

People could tell, too.

Oh, yeah.

I like the way you told that.

What you want me to talk about? Because, like, this. This is me. Like, I walk in here and I can't. I don't prepare. I can't prepare. I just want to talk from the heart.

You know what they want to know? They want to know your story.

There you go.

And how you did it. That's the key.

Yeah. And you laid out some. Some. A lot of stuff that most people will never be able to do, like follow a system. There's no way it's false.

Right. I mean, it's just. It's a story that is.

Someone else does, you know, like, that's too difficult.

We also set the record for the.

Long dear to me that happened. That's true. Right. And people may. I hate people. Make up stories. Drives me nuts.

This podcast we've shot, that's true, too.

Yeah. Which means no one's gonna watch it. It's like, why you're lying. Yeah. You're not being authentic.

That's when you're manipulating.

That is extreme manipulation. You're not being authentic.

Absolutely.

If you're. See. What about.

No, but you know what? Most people, you know, never be able to achieve what you achieve because you just did the steps and, you know, you did them in order.

And see, 92% of the people. 92% of the people won't watch it till the end.

That's exactly right, too.

But the 8% who do may learn something.

We'll turn on Spotify and listen to, you know, some music.

That's exactly right. That's exactly right.

So.

Yeah.

Well, I appreciate you joining us, Nate.

No, I appreciate you guys having me here. I mean, you. You guys. And for those that are watching, it's like, you know, human people. People. Nice people. Like, nice people. No, I always says, my. My wife has this, like, heightened sense of smell. Right. Like, what's that? You know, we had a fire in our home. Mentor said this to me too. Right. And he said, and mean people like nice people, too.

Right.

So if you're not the home we have now, but a couple years ago, and we're going to bed and she's like, smells like something electrical. I'm like, babe, I don't smell anything. I go from room to room to room to room to room. Sure enough, we wake up in the morning, beep, beep, beep. House is on fire. Squirrels chewed up electrical cord in the, in the rafters on the corner of our house. Just authentic people. People are attracted to authenticity. Like they. People like you because you're authentic. So be authentic. And like people go, oh, I have to do that to sell. And the arc, you know, was arcing back and forth, I guess whatever they call that. I'm not an electrician and caught the fire. I love God because he likes to humble you. In the closet where my wife's wedding dress was, all my tailored suits were, my first Rolex watch was my. All my earthly prized possessions. My alligator shoes, my 4,000. You know, all this stuff is so important in a minute, gone. Oh, that's how I'm authentic in my way. There's people that are authentic in their way. And wow, that's humbling. Right? You know, it's like, okay. And so she's this heightened smell, right? If you're authentic, I mean, that's 90% of the battle is just being you and just connecting with that person. But so like, I feel like I have this heightened meter to detect authenticity, which I do. And you know, I've gotten to meet you and gotten to be around you a little bit, but just being able to hang out with you guys on the level, I've been able to hang out. You know, some people say I get up and I write my goals and I look in the room, he's writing his goals. Some people say they get up at 6 in the morning, go to workout, and he's gone at 6. Trust me, I was up at 5:38. I got the video to prove it. I'm like, I'm that human spirit that they know you're a normal guy or normal person.

Right on.

You know, I mean, it's like I'm in Cody Askin's house, just seeing if he's up at 6am I'm in Texas.

Find a mentor. And that's, I mean, that's a core value of yours, right?

Yeah. Authenticity, integrity. I got on video. Yeah.

Did you end up going to the gym?

Yeah, yeah, I went to the gym. That's probably late.

I didn't go work out with my trainer across town. It's. I went, yeah.

So he was probably good by the house to come back. So. I've never, like, I never been up at 5:30 in the morning in my life unless I was like, forced to with a gun to my head. So like, I don't suggest it to anyone, you know. I know all you miracle morning people. Hey, I'm here to tell you you can go to bed at 2B. Authenticity.

Said it over and over since we've hung it out. I'm just who I am, man. I'll be honest. You know what I mean?

I'll tell you what, you.

Yeah, I'm not gonna slow it down. I'm not gonna, you know, speed it up for just for you guys. I am who I am.

You'll get up at 7 and still make millions of dollars. You're okay taking hot showers. You're good, right? So anyway, I said, hey, when did Rome doing debunked all my stuff, right? When did Rome do what Romans do? So I got up and I had my little thing. I even looked at the microwave, said 5:30, 8 in the morning, stalking it out. So. But what I love about both of you guys is hanging out with you is that you're, you're. You. You're truly authentic in who you are. You. You say what you say, you do what you do. And, and you're not a bunch of hype.

We try not to be.

Well, yeah, I mean, well, we're. None of us are perfect. You know, I get accused of being hypey, but, you know, it's just my personality here. So you'll get, you get the true Nate, man. It's like you. You may love it, you may hate it.

Real Nate offer. That's what people ask myself if I'm on drugs.

So, So I want to thank you.

And that's why I've always enjoyed being around, around you though, seriously, from the very beginning, you know, for the people that are.

That are watching, that may know who they are or don't know who they are or wonder if they're really too good to be true. Now don't screw me over. And like, you know, just my word here. But no, from my, my, my standpoint, getting to hang out with you, that you guys are the real deal. Which is awesome because I'm driving here today and I asked Cody, what, What?

Just. That's just how you are.

Yeah, I just say how it is. I mean, it gets me in trouble a lot, but, you know, and we.

Haven'T even released you. If they get to this end, the end of this podcast. Hopefully you did, because if you didn't, you missed.

It was a shocking answer, but it wasn't shocking coming from him. I said, and I'll end with this, but what is your favorite thing about what you do? Right? And he said, my favorite thing about what I do is when I get a comment or a phone call or a text that an agent says. His example was, I was about to quit. I found you online. I've been watching your stuff. Thank you. Because you gave me the knowledge and the wisdom, the power to keep moving forward, because that's my favorite part.

Bunch of good stuff. This Dude's speaking at 8%. We haven't released you yet.

I think that's. I don't think I know that. When people's real motive is for impact and that's what they're striving for, those are the ones that have the biggest impact on people, as opposed to people who pretend they want to have impact so they can make a bunch of money because eventually it's exposed. So you guys are phenomenal. And I appreciate having the opportunity to come out and be a part of it because what you guys are doing has never been done before. And you're a disruptor in this industry.

And we're actually releasing you, like next Friday.

But that's why very few, if any, if none, have a heart that you have. Cody and his staff. I mean, like, I know you had this big operation, man, Like God, employees everywhere, sales team getting intimidated a little bit, you know, on pot. I mean, like, you. You are making ways and you're bringing people together. And you've had an impact in my life on just the people you've introduced me through.

Authentic came from nothing and is making a lot more money than most people.

I know recruited six through your network and stuff. So I'm appreciative and I'm grateful for being on.

You know what's funny too about this guy is every time we meet with high level, like, insurance dudes, they always look at him and they're like, you can make so much more money selling insurance. Like, why don't you just, like, build this big insurance company or whatever? And he's like, dude, my heart is helping insurance succeed in training and helping people. Like, I know I could, you know I'm saying, But that's what I'm doing. This is my focus. So.

Yeah. Which is awesome.

Yeah. His money's where his heart is, man. You can always say you can tell a man's heart follows. Part pocketbook.

Yep. So there you go. Anyways, thanks, guys.

Yeah, thank you.

Appreciate it.

Joining us. Appreciate you very much.

Find people in 60 days in a new industry. Industry stupid.

Thanks for joining us on this podcast for this marathon podcast. It was great. All right, we'll see you guys in.

The next one or 50k in 30 days in a new industry. That's stupid. Hey, if you love this interview, unbelievable interview. I talked about the power of events, and you guys know that I love events. I wanted to share everything I learned at Grant Cardone's 10x growth conference event. It's right there. Click on that video and I'll see you there.

So I can either learn by failing.

And 85k in your first six weeks.

That's.

And having to learn from my own.

Experience, or I could just pay. You know, you just did that.

Why you're speaking at a presentation. 2020.

And I can't take credit for any of it, but I can definitely pass along the information I had got taught by mentors again in my life and one, one specifically that changed my life.

So that's why I'm excited to hear you get up there and deliver a keynote. This dude.

You can bring it.

This dude.

I've seen your videos, man.

He's a way, way better keynote stage speaker than me. I've learned.

Oh, I don't know if I can. Watching you.

That's true.

Believe it or not, I don't know. What is certainty? What is a keynote anyway? I don't know what a keynote is.

Well, we'll find out at 8%.

Well, I guess. I don't know. They might not get. What are you talking about? 8%. What are you talking about?

8%.

I'm like, I don't know. I wish that I could just talk to you guys and ask you what you want me to talk about, because, like this. This is me. Like, I walk in here, I can't. I don't prepare. I can't prepare. I just want to talk from the heart.

You know what they want to know? They want to know your story.

There you go.

And how you did it. That's the key.

Yeah. And you've laid out some. Some. A lot of stuff that most people will never be able to do, like follow a system that someone else does, you know, like, that's too difficult.

We also set the record for the longest podcast we've shot.

That's true, too.

Yeah. Which means no one's gonna watch it. No.

But you know what? Most people, you know, never be able to achieve what you achieve because you Just did the steps and, you know, you did them in order.

And see, 92% of the people. 92% of the people won't watch it till the end.

That's exactly right too.

But the 8% who do may learn something.

Well, we'll turn on Spotify and listen to, you know, some music.

Exactly right. Exactly right.

So.

Yeah.

Well, I appreciate you joining us, Nate.

No, I appreciate you guys having me here. I mean, you. You guys. And for those that are watching, it's like, you know, I always said my wife has this like, heightened sense of smell, right? Like, what's that? You know, we had a fire in our home, not the home we have now, but a couple years ago. And we're going to bed, and she's like, smells like something electrical. Like, babe, I don't smell anything. I go from room to room to room to room to room. Sure enough, we wake up in the morning, beep, beep, beep. House is on fire. Squirrels chewed up electrical cord in the. In the rafters on the corner of our house and the ark, you know, was arcing back and forth, I guess whatever they call that. I'm not an electrician. And caught the fire. I love God because he likes to humble you. In. In the closet where my wife's wedding dress was, all my tailored suits were, my first Rolex watch was, my. All my earthly prized possessions, my alligator shoes, my 4000. You know, all. All this stuff is so important in a minute. Gone. Wow, that's humbling. Right? You know, it's like, okay. And so she has this heightened smell, right? But so, like I said, feel like I have this heightened meter to detect authenticity, which I do. And, you know, I've gotten to meet you, I gotten to be around you a little bit, but just being able to hang out with you guys on the level, I've been able to hang out. You know, some people say I get up and I write my goals and I look in the room. He's writing his goals. Some people say they get up at six in the morning to go to work out, and he's gone at 6. Trust me, I was up at 5:38. I got the video to prove it. I'm like, I'm in Cody askin's house, just seeing if he's up at 6am I got on video. Yeah.

Did you know, going to the gym.

Yeah, yeah, he went to the gym. That's probably late.

I didn't go work out with my trainer across town. It's. I went.

Yeah. So he was probably Gonna buy the house to come. So I've never, like, I've never been up at 5:30 in the morning in my life unless I was like, forced to with a gun to my head. So, like, I don't suggest it to anyone, you know, I know all you miracle morning people. Hey, I'm here to tell you, you can go to bed at 2 and get up at 7 and start. Still make millions of dollars. You're okay taking hot showers. You're good, right? So anyway, I said, hey, when did Rome doing it debunked all my stuff. When did Rome do what Romans do? So I got up and I had my little thing. I even looked at the microwave, said 5:30, 8 in the morning, stalking it out. But what I love about both of you guys is hanging out with you is that you're truly authentic in who you are. You say what you say, you do what you do. And you're not a bunch of heights.

We try not to be.

Well, yeah. I mean, well, none of us are perfect. You know, I get accused of being hypey, but, you know, it's just my personality here, so.

But people ask myself if I'm on drugs.

So some of I want to thank you and for the people that are that are watching, that may know who they are or don't know who they are or wonder if they're really too good to be true. Now don't screw me over. And like, you know, just my word here. But no, from my. My standpoint, getting to hang out with you, that you guys are the real deal. Which is awesome because I'm driving here today and I asked Cody what. What? It was a shocking answer, but it wasn't shocking coming from him. I said, what? And I'll end with this, but what is your favorite thing about what you do? Right? And he said, my favorite thing about what I do is when I get a comment or a phone call or text that an agent says, his example was, I was about to quit. I found you online. I've been watching your stuff. Thank you. Because you gave me the knowledge and the wisdom, the power to keep moving forward. Because that's my favorite part. And I know that when people's real motive is.