How a 21-Year-Old Part-Time Agent Became #1 Producer at His IMO

Jimmy, what's going on, my man?

What's up, Tim? How you doing so much?

Doing good, man. Doing good. Can't complain. It's a nice, nice beautiful day here in Colombia, so I'm enjoying myself. Where, where are you at right now? Are you in. You're in a college classroom?

Yeah, I busted in into a, like a. It's a lecture room here on campus. I normally come down here to do my homework, but I just kind of. It's all unlocked because it's summer, so I just came down here.

That is funny.

Nice plain background.

Yeah, for real. Hopefully you don't get kicked out middle of the stream. That would be pretty awkward.

I don't think I will. The janitor comes down here. He's pretty cool.

Okay, gotcha. Gotcha. Well, we got, we got a couple people joining, so I guess it's, it's pretty fitting that you're in a college classroom because right now, right now you're a part time college student who's selling insurance and freaking crushing it. So I mean, I mean, kind of just kind of give us a background on like who you are, you know, how you got into the, how you got into the industry and then like, you know, maybe an interesting fact about yourself.

Yeah. My name is Jimmy Rustin. I'm with Real Financial at Bradley, Andy Elliott and Tyler Glennon, those guys are my guys. They've helped me a ton. I love it there. And I started it's bizarre story how I got licensed. I was on Twitter and it was like a. It's like a remote sales thing. There's like a thread on it and I just like, I was like, okay, what is this? And I looked into it and I googled our YouTube. Like life insurance dude named Peter Roberts popped up. Most people should know him. He's a cool dude. I actually shot him a few cool like cold emails or like dms When I was first getting into it. He like took time out of his day to respond. He's a great guy. I watched some of his videos. It was just like really simple how he breaked it down. And he wasn't doing anything like crazy. He was just doing like normal stuff, like talking to these people, helping them out. And I was like, I can do that. And I went and got licensed. I failed the test, I think like three times. Really? Yeah. I went into the proctored thing and I think it was the same guy all three times who like it on Pearson. Like the third time he's like, oh God. Like this guy again. He passed it and then like, after that, it was off to the races. And I've. I've loved it since. Like, I'd always just scrape together time to do it. My schedule doesn't allow for me to just, like, huddle up for too long. Like, you know, I'm. I still, like, do normal stuff, so I can totally relate to anyone part time. Yeah, I still have fun with friends, still a normal kid. Go out, have fun, do my thing.

So you. You. You found it on Twitter, got into the business, joined with. With Real Financial.

What were you doing? Like, because I know obviously we've been working together for a couple months. Like, how much AP were you writing prior to us hooking up and, and working together?

It was like three grand right around there. I mean, I was just like, learning. Like, I sucked. So Real Financial, as this thing live dials, I think lots of places have it and you could just plug in and listen to people sell. Like, even that people that were really good at the time still are. Like, I would just plug in and listen. So, like, I'd be walking around, like, wherever I was when I was at work, I'd throw in an earbud and listen, and I would just listen to, like, really good dudes get hung up on and. And like, have trouble. So I was like, okay, well, that's normal. So I just. It's. I mean, for the most part, like, everyone submits an E app the same way. It's still. You still need a social. You still need banking 99% of the time, or you do some, like, allow you to do it without a social. But social banking, everyone's clicking the same button, so it's really just what you say. So, I mean, it's pretty much a copycat game to some extent. So I was like, how do I emulate that? And I would just listen all day. And then I sucked at course at first and I just slowly kind of found my way. Just like anything else. There's no really, like, secret.

Okay. Do you know, like, how much premium you were doing? Like, you said three. Was it 3K a month or.

Yeah, it was 3K a month. And that, like, first week, obviously, it's just like, you don't even know what you're doing.

Yeah, yeah, of course.

Kind of like you don't. You have no clue what anything is. Like, you're. You don't even know your login. Sometimes, like, you, like, messed up.

Yeah.

Trying to figure out what password is. What.

Yeah, yeah, yeah. Like, sold my first one. Once you get that first one it's like, okay, I can do this. And it's. We just grew like, one a week, two week, three week. I don't know. I mean, it's just like, with me, I'm like, okay, here's the time I have. I have, like, five, six hours to sit down and dial whatever it is. I'm like, my thought was always, like, if I rip through all these numbers and I don't get a sale, like, so be it. But at least I sat down and, like, tried. Like, yeah, I can't control what they pick up and say. So that's.

That's the mindset to have, dude. And so you started. You. You wrote 3K your first month. What are you. What are you on pace to do right now?

So it's the 12th today, right?

Huh?

Okay. Yes, I think so, right? Yeah, it is. Let me look.

Yeah, it's a 12th. I'm at. I'm at, like, 8, 400.

8, 400. Two days ago, dude, the. The screenshot I used to. For the thumbnail you sent me, you were at 6K. And that was two days ago.

Yeah.

I can't keep up with you, bro. What's going on?

I love it. I just. I like it. Like, it's pretty fun. I've always been, like, pretty personable. My dad's in sales, My dad's in mortgages, and he's done great. And I've always. I grew up, like, the way he. It's obviously, it's different. You're not cold calling people right, but, like, the way he was, like, friendly with people, but he was still, like, professional. Like, I'll have you this document by Y date at X time. And we're following up on this date, like, stuff like that. And you could also joke with them. So, like, I grew up listening to that, so I think that helped. And, like, I knew what I didn't want to do. Like, I don't want to be a doctor, lawyer. I don't be a teacher. Like, I don't. Like, before this, I was like, I don't know what I want to do. I don't know what I'm good at. So let's just try stuff. Yeah, that and, Yeah, I mean, I think just being consistent, like, you just, like, you have to put in the hours, because if you don't make dials, it's like. Or if you're doing, like, 100 dials a day, like, I think Julian said, he's like, if you're doing $100 a day, like, it's A hobby.

It's like, yeah, that's true. How I'm curious, how many dials a day are you doing at the moment?

So I, I gotta get better with tracking my numbers obviously. But I mean, I'll work normally. It's like 8am to 3 or 4 and then that's just dialing consistently. Obviously there'll be times where you have to like jump on a call with a carrier and like resolve an issue like that. That stuff's a blast. But yeah, small stuff that gets in the way. Life happens. Gotta run somewhere and get something. Stuff will get in the way. It doesn't always, it's not always the same amount of time every day. Yeah, I mean when I'm dialing, I'm not like, dial, scroll, Instagram, dial. Like I'll get caught up. Sometimes like a buddy will call me and I'll just like hang out with them for a while. I'm like, shoot, I gotta get back to what I was doing. But I mean like, if someone hangs up, I have the next person on the line in like two seconds. Because it doesn't matter if you have a list of people. Like you shouldn't really take it to heart if someone hangs up. Doesn't matter.

That's very true. And yeah, obviously I'll second that. You definitely do have to get better about tracking your numbers, bro. That's like, that's the only thing separating you from like a real like six figure income. Like you might be making it, you might be on pace to make it, but you won't know unless you track it. But so obviously that'll improve over time. Like you, you'll start doing that. I have no question about it. If you were to estimate how many dials a day do you think you're doing?

200, 300 plus 300.

Like 300 a day.

I like to just my. In my mind I'm like, I'm gonna get. Because like focusing on sales is hard because there's a ton of not focusing on sales. But if it's like I want to get just as many people as I can past the intro because that's the hardest part. And once I do that, I'm like, let's just get as many people past the intro as I can and just present to as many people. And after you do that, it's like.

The rest will kind of fox. It's like I know if I present four to five times, I'm like getting a sale. Because you could have two presentations fault. Maybe you have two presentations go Good. And then one, you get to social and they're like, my what? And they hang up. Like. Yeah, yeah. But just. I'd say about 300. Answer your question. 300 dials a day around. And yeah, I have to track it better, but around $300 a day and just not interrupted either. Like, not scrolling, just like dialing. Someone hangs up. Dial next one.

Yeah. And is that like five, six days a week or how. How consistently are you making 2, 300 a day?

Probably five days a week. And then on weekends it's kind of like give or take. On weekends it'll be like an hour here and there. So on like Saturdays and Sundays, I'll probably do like an hour.

Yeah.

But yeah, Monday through Friday, I'm pretty consistent. And I like it too. It's fun. To me. It doesn't really feel like work like a game. Right.

Like fishing.

Yeah, it's. It's like if you jump in live dials. And it's just a lot of those guys in there are my friends. A lot of them are like. A lot of them are just like my friends. And we'll hang out, like, we'll mess with each other and you get to listen to your buddy, like make money. It's kind of cool. It is.

Yeah, yeah, yeah. So making about $300 a day, five days a week. It's like $1500 a week. You're obviously putting in the volume. What are you. What are you spending on leads to write 8, 400. Like how much have you spent on leads this month?

This month? I think so. I have like this magical lead source. Tim knows of it.

Yeah, yeah.

Lead store. Yeah. It's about 86 to 500 day old leads. They're recycled. They're 50 cents. I'll go in about two, three times a day and. Or two, three times a week. Sorry. And buy 400 at a time. It's like 200 bucks. So you really just have to make about like one sale to break even. Yeah, that and yeah, it's people that have been like rifled through called a ton of times and they just have never pulled the trigger. It's a ton of like tire kickers.

Yeah.

And yeah, I think Julian. I forgot the stat was. Maybe Julian can throw it in the chat. Like it was like a percent of people need to hear a sale. X amount of times. He knows the stat. He'll throw it in there. But that. Because the one thing that does is it makes you have a ton of volume. Because it's like if you buy 200 bucks worth of leads off the age lead store. I was like, okay, like, I'll make a deal with myself. If I sit down and none of these 400 people buy and I like, I suck and I don't buy it. None of them buy. I'm like, then I can be mad. But it hasn't happened because it's 400 people.

Exactly, exactly, bro. I love it.

It's a ton of volume. And you are forced to get really good at objections. 60% of people need to see an offer four times prior to saying yes. Exactly. So I'm probably the fifth person who's presented to them. Maybe like the sixth or seventh. And they keep needing to think about it. So what was I saying? Like, it's like, you don't have a choice other than to get good at objections. Yeah. Throw a ton your way. So you get really good. And it's volume. You get volume and it's cheap. It's 200 bucks. I'm a college kid. Like, I didn't work a. Like, I don't have a big background in any workforce, so I don't have like a massive stash laying around to just throw at a ton of expensive, like, high intent leads. But yeah, I just rifle through them.

So you obviously, you've been. You've been getting your teeth cut. Just like calling through the leads. The volume is key. And like, obviously, obviously, that's a hundred percent, 100% the deal. So you said about two or three times a week you're dropping on the. On the 400 leads. Is that correct? So, like 600 bucks a week.

600 bucks lead leads. 600 bucks in leads a week. I would just start those Facebook leads. Facebook leads are. So I mix them in, right? Because during the day you just want as much volume. Like, I want to get as many people to pick up as I can. So that's where the age leads come in. And then probably about three, four, five, six times a day, anywhere in there. Typically in the mornings, because it's the old people, they'll give you a call, like it might be an inbound call. And those people, like, are looking like it's an instant lead off Facebook. So those ones will come in or I'll get an email on my phone of a lead that comes in off the instant ones off Facebook. So I mix them in, right? Because if you get an instant lead from Facebook off the phone, he just filled it out like two seconds ago.

Yep.

So it's like those are for quality because they're pretty much you get them to the presentation, they're a lot higher, like conversion rate on the presentation than an aged one.

Sure.

An aged one could still just be a shopper, but then for volume, like, I'm not just going to sit here and be like, hope a lead comes in. So that's where the age ones come in. Because you can just.

So you're, you're doing a combination of both. So you have age leads to fill up a time. And then right when the Facebook leads comes in, you're calling those, right? Yeah, dude, that's. That's exactly the way to do it. So how much? Like, because obviously, so today's the 12th, you said you spent about 600 bucks a week on age leads. So, like, would you say 1200 is a, is a good number for that?

Probably 6. I think I spent 800 this month on age leads. I bought them.

So, yeah, I mean, I'm buying. What would that be? Like 400 a week? Ish.

Okay. What do you, what are you at with spend on Facebook?

So far? I've only spent like 250 on Facebook.

Okay, so we'll say we're ramping it up. Yeah, of course. A thousand. A thousand bucks. 1050 bucks to write 8400 in AP.

Yeah.

And obviously if you, if you've called through all 800 of those age leads 15 times, then.

I have.

You have, you haven't.

I mean, I do as best as I can, but it's like, it's hard to get to all of them. But a lot of how to service a wrong number? Like, if I still paid for a wrong number, I'm still gonna try. And like, why not?

Dude, that's exactly, that's the exact same thing I would do. Like if I knocked on the, on a door of an apartment because people like the turnover in those places are so high. Like I've sold a, a 26 year old lived in an apartment of a lead from like 2018 that was 75 when they sent it in. Like they're people at the end of the day. Like, it's, it's the same. But.

Like I, I love the. You said what?

You already paid for it.

Exactly. Yeah, that's.

That's thing. They're like, this isn't me. Bye. And you're just like, okay.

That'S definitely it, bro. But okay, so 88,400 this month. 1050 on lead spend. You're, you're at. We'll call it an 8x. For example, before you were writing about 3k a month so, like, what do you think? What has been the biggest difference maker for you from like writing 3k a month to writing 8, 412 days? Like, what's been the biggest difference maker that's allowed you to see that?

Success Reps. So like one with the reps and then just like volume and just picking up little things like, like live dials. Like, I can't say it enough, but like listening to people sell or like recorded sales calls. You can go on YouTube. There's gajillions of. Because it's the same thing every time. So it's like, really? Like, what are you getting stuck on? Like, for me, I'd get stuck stuck on social or banking. Well, how do I fix that? And then I try that. Okay, it looks a little better. How do I fix a little better? So slowly tweaking stuff and being consistent. Like, there's days where it's like, like I'm on the phone, it's like I can't even sell, like water to a fish. Like, it's horrible. Then there's days where it's like you call six leads and five of them are like, oh my God. Yeah. And you're like, wait, this makes no sense. It just happens. That happens. Everyone that's like, I didn't read. It's so up, it's so down. But it's like the days where it sucks, you're just like consistency, like, keep going. It'll just eventually. And being tactical too. Like calling beneficiaries, asking for referrals. Those things are huge. Those changed up my game a lot. So tactical stuff mix in just with like just going over what you're messing up on. It's pretty simple. I mean, it's the same. I don't know, it's just like consistency mixed with like tweaking small things. If you tweak one thing, one or two things every day, it's like you.

Get to the place 1% better every day, dude.

Yeah. A month ago, like, oh, I don't struggle with that anymore or as much. You know what I mean?

So it's like for, for you, like, the biggest thing is just taking action. So I mean, there, there could be an agent that starts where you're at a month ago, 3k in a month. And they're just not putting in the volume. Like you're shortcutting the time that you're having to learn things because of the volume you're putting in. So the same person to learn the. The same things that it took you and it could Take them two years. Whereas with you, it took a month. Just because of the amount of consistency and volume that you're actually willing to put into the business.

Yeah, like. Like, Tyler's my upline. He can tell you Nick Robbins and real financial. He can tell you, like, I knew nothing. And I would just blow up their phone and text them and ask questions. And I had an agent do that to me. I think last week was just like a kid in discord. His name's Garrett. I literally just, like, answer any question he had because, like, I, like, eat that up. Because that's literally me, like, a month or two ago. I'm like, dude, I was in your exact same. I think I told this to him. I was like, I was in your exact same shoes a month or two ago. Here's what I would do. Do this. X, Y, Z. And then he sold a policy, like, the next day, and it was like, just do this. This is what worked for me. I don't have, like, a magical answer, but this is what worked for me. And I think it's pretty replicatable. Like, nothing I did, you couldn't replicate. I. At least I don't think there's anything that you can replicate about going and buying 50 cent leads off the age lead store and just rifling through them until you get a yes and just slowly tweaking your script or objection. There's nothing, like, anyone can do that.

Yeah. So I'm curious, like, since you joined the program about a month ago, what, like, what do you think has been the most valuable thing that you've gotten from working with us?

I would say, like, tactical sales training. Mixing that in with, like, being strategic, like, the Facebook leads. Like, it does not cost a lot to set those up. Yeah, 40 bucks a day. I had an inbound call. It was on 4th of July. I was just hanging out, and I had an inbound call, and I was like, I'll pick it up. Like, I have no idea what it is. I used to be on do not disturb.

You can't do that as an insurance agent.

No, you can't, because it could be, like, 1200 bucks, and it's just gone.

Yeah.

But he called me, and he was like, facebook. Like, Facebook, I fill out a form, and I was like, oh. And I went to my computer, wrote him a policy, and then we just. Like, I went back. Like, I went out with my friends. So it was like, little stuff like that cost me probably. That lead was probably eight bucks, and that was a good amount of ap. So, like, Linking your phone account to like a Facebook lead is cheap to do. It's not hard. There's people within this program that help you set it up who are super cool and helpful and then. Yeah, I mean, it costs. No, like, I'm still playing with kind of like House's money on the Facebook leads. Like 200 bucks. That guy called me on 4th of July, closed, went off that. So it's like tactical stuff as well as training. Like it says advanced agent marketing, but it's still training. Like you guys have training. There's training to plug into. Guys are both very good at sales. So it's like, yeah, just plug into what you pay for. Like, it's like, yeah, very good quality stuff.

Appreciate that. Dude, that. That's awesome. I'm curious because, you know, part of, part of what makes this so impressive. I know it's summer break, so you're not taking summer classes, are you?

I was taking one and then. Okay, I was like super confused on. But I'm going back to school full time. So I mean, okay, 15, 16 hours. I struggle my classes to where they don't start to one so I can stop on the phones.

Yep. I love it.

But yeah, I'm still part time. I still have a job. I work at a restaurant.

Really?

Yeah. A five. I didn't. I called the not going today, but.

Oh my God. When are you quitting, bro? When are you quitting?

I don't know. Probably soon.

Yeah. Maybe stack up a little bit more cash because the cash flow with insurance can be kind of weird.

Yeah, it can be setback, especially if you back into policy. But yeah, I mean, I can totally relate. Like, I think people.

People who have kids, people who work a crummy job, they don't like Williams comment.

People who have stuff in there. Like life gets in the way. Like, I still have fun with my friends. I still do stuff. You just need to block out a time to dial. Yeah, like five, five, six hours every day. Like I'm not gonna go do random stuff. Like that's my time to dial. And if you're just rifling through calls, you're not scrolling. Like I said, you can make money because you're just. It's volume and the more experience you get. Yeah. So I think blocking out time is huge.

Yeah. Like the time block. I mean, what. Because I talk to agents all the time that like, maybe they have like a full time job that they're working, they have kids, they have all these other things that like come into play and distract them from and take away from the time that they have to focus on the business. What is an average day look like for you? Like what does your schedule look like so that you can time block out to still have time to make calls?

Yeah, 100%. So I'll get up at like 6 or 7, check my email, I mean insurance and you have to check your email for any like nonsense as far as like commissions and like yeah, that garbage. But like just busy work you have to do. So like six to seven normally make a coffee, has some breakfast and just knock out whatever busy work I have to do. Like if you make a sale, you got to put in your Excel spreadsheet. That's what I do just to like be organized so it's not a mess. So you don't even know what's going on. Busy work from 6 to 7:30ish. Maybe 8. Just busy work. Or maybe like I messed up something on my script so I go back and edit it and then from 8:30 to 9 I start on the phone. So I actually bought my Ohio license. I'm central time in Iowa. So I bought Ohio license so I could get that extra hour. Because if it's like eight for me, it's seven or seven for me, eight for them. Yeah, get an extra hour because that's huge. You can make a sale in an hour, make a sale in 20 minutes. But like I block out that time and then from that time to about 4430 ish. Like I work at 5 so I typically at like 4 I'll go home, make. So like 8 to 4 I'm dialing. Like no, I'm not like doing random stuff like I'm just sitting there. And it is fun because like if you're with your friends like on Labdal's dialing like you'll still crack jokes. Have fun. Yeah, but yeah, like that's my time from nine to let's say like three or four. That's like non negotiable. Like I'm sitting down. Yeah, I'm dialing.

Okay, so what you're just like sitting in like a zoom room with, with your homies or whatever or what does it look like?

Yeah, so if you get someone on the phone and you're like through the script, you can unmute and ask for feedback. So like when I first started, really like still now today, like people in the live dials are super helpful because if you're on a phone with someone and say there's like 20 other people in this zoom and like I do something wrong. And like, I would just hang up the phone and be like, what should I have done? And like, people would just chime in. They'd be like, I would have done this. I would have said this. I wouldn't have said this. I would have said this. Like, this. Instead of saying it like how you said it, I'd be like. And then I'd mute and I just do it again. So I just mess up really as many times as I could and just ask for feedback. Like, like I said, like I blow up my uplines phone number. Like other people who are doing better than me, I'm always just asking them for help.

Because it's like people like that. I know. I like it if a kid is like asking me what to do.

Yeah.

Advice. Like, you see yourself in that person.

You know, I mean, a month ago.

Yeah. Asking questions.

Yeah. That's wild.

Yeah.

Dude, I love that. I think the. I've. I've consistently heard that like the live Dial Zoom room has been like a massive value add to a lot of agents. I've heard that a couple different times. So. So for anyone that's watching this, right, like they're seeing all the success that you're having. Not only like the success, like how, how large the success is, but how quick it's come from 3k in one month to 8,412 days. You're on pace to write over 20k this month. You'll probably hit maybe even 30. We'll see where it goes. What are like, if you could give someone three tips, what would they be? For them to see success at such a young age and it's such like a. An early time in the business.

So I would say ask for help one.

Like reach out to whoever your upline is. Blow up your upline's phone. If he doesn't like that, you probably have a crummy upline.

Leads. There is no magical lead source. They only work if you do. That's a big thing. Like new agents will get on. They'll be like they had two out of service numbers and then three people hung up on them like they're broken. Like these leads are broke. It's like, no so lead zone. So my advice would be like, ask for help one. And another one I'd say would be like my second one. Be like, find like kind of like a running buddy. Like a buddy that is on the same level as you, riding the same AP as you.

Yeah.

Just like ask him advice and be his buddy. Like I have A dude, his name's Ray. He's in real financial, too. And, like, we both started the exact same time, got our license the same time, and we just call each other. We'd be like, what do you do with this? Like, literally, like, we're like, how do you present? How do you do this? And you're like, I think I heard someone say, like this. Because that way it's like someone to hold you accountable. And so it's kind of like it's a running buddy. So, like, find people who are writing the same AP as you. Find people who are writing more. Ask the people who are writing more what they're doing, because they're obviously doing something that you're not. And then consistent activity, like, it just makes sense. Like, I grew up, I wrestled. And the dudes that were, like, in the gym every day, like, going to practice were the ones that were the best. It wasn't that rarely was it ever. The dudes who were there, like, two, three times, casually, like, it was like, just be consistent. Like, 9am to 3pm is like, I'm on the phones. Then, like, that's not negotiable. Like, that's gonna be like, so be it. So just activity. Ask for help, reach out for help, and find someone who's, like, writing the same AP as you and just hold each other accountable. I think it's fun. Cause now you got, like, a buddy, and with this stuff, it's like, yeah, you may be like, business partners, but it ends up being, like, your friend group. So it's fun.

Yeah, 100%. Yeah.

When.

When we were doing Face to Face, we had, like. It was like five or six guys. Julian, you'll have to correct me if I'm. I'm missing something. I think it was five or six guys. And, like, we were all, like, around the same age. It was. I called it our insurance fraternity because none of us went to college. It was like our insurance frat all, like, you know, hit each other up whenever we made a sale, call each other on the way to a house. Like, we didn't have a Zoom Room. It was like, yo, dude, you won't believe what just happened at this last door. Like, blah, blah, blah. Got a gun in their face. Like, just crazy. But like, that. It's. That camaraderie, I think is so important because, like, if you don't have that, the business can get so lonely. And so I love, like, I love, love, love the. The Zoom Room idea. Like, we're probably gonna have to steal that and Implement that in some way, because I've consistently heard that. And it keeps people, it keeps you from getting as bored and as lonely as it can be sometimes. Especially with telesales.

Yeah. Because if you're just in a room by yourself getting hung up on, that's pretty darn happening to me. No one else is getting hung up on. And then you go on YouTube and you listen to some sales call, it's like, look, he made one call. It's like, no.

Yeah.

Hung up on. Like the dude that's running the most AP in your IMO is getting like, we'll get to social. And they'll be like, hell no. And just hang up the phone. Yeah. 100.

Well, let's. For the last few minutes of the, of the call. I know, I know you're a busy guy. You got calls to make, you got friends to hang out with.

I'm gonna open up the floor to, to people watching. What are the questions that you guys have for Jimmy? Feel free to drop them in the chat and we'll kind of just rifle through them Q A style. So what questions you guys have? 21 year old part time college student still working at a restaurant. Are you still in first place or is someone else like.

Yeah, I mean, I like the leaderboard. It's fun. I like when everyone on the top five is like within like 500 bucks for each other. Because then it makes it fun.

Yeah. It's competitive.

Trading places with each other. Yeah, I think it's cool. It's not so much about like in first.

Hey, dude, it's. If you're not in the first, you're lost. So.

I would, I would hold on to that spot as long as you can. But yeah, guys, drop any, any questions that you have in the comments down below. What would you. What do you guys want to know from the. The guy in his second month, the top of his leaderboards at his imo. Like, that's. That's pretty insane. While working part time. It's pretty crazy. All right. I got one from Marcos Bribieska. If I butchered your name, I apologize. He says, what insurance do y' all do? So, like, what type of product do you sell?

So I only sell final expense. That's the only thing I sell. Occasionally I'll write a beneficiary, a term policy because they're younger. But I, I don't, I don't even know what an IUL is. I'd like, I just sell final expense and I try and sell it the best I can. Because then it's like, you're an expert at it. Because, like, people bounce around and try and sell all three. I don't like, because it's like, if you're an expert at it, then, like, people are going to ask you questions within a, like, sales call. And if you're like, man, I don't know. They're going to be like, what? Yeah, but, yeah, I just sell final expense. It's the only thing I do.

Only final expense. Yeah. I usually a term.

I think I've written one term.

One term policy.

Yeah.

Yeah. That's a good thing to do on, like, beneficiaries. I think Iuls are good if, like, that's the main thing that you're selling. But I. I don't really. I'm not a huge fan of, like, leading with Iuls, to be honest. Especially for newer agents, I think final expense is, like, the best thing to get started on. There's such a need for it. There's such a demand, and, like, it's so simple and so easy to explain. Once you. Kind of like, the hardest thing to learn is the underwriting. But once you get that, it's just like, it's copy and paste every time. It's just about the people.

It's a easy pitch because it's like, this is never going to expire on you. It's never going to go up. It's never going to go down. It's a level premium. So that's super easy for someone to wrap their head around. It's extremely straightforward.

Jay says, do you do. Did you run your own ads? Picture or video?

We've tried both. Like, picture works great. Video. I don't personally have any experience with video. I'm sure video works great as well. But if you have a good, like, headline and, like, text ad. Text, like, you're gonna get clicks or engagement. But we can only control so much with an ad. But, like, that's what you guys help with, so it's great. But to answer your question, both. I've tried both. Right now, I'm having success with pictures.

Yeah, it really depends on the account. Like, sometimes we'll launch it and the videos do best. Sometimes we'll launch it and pictures do best. It's really just. It's kind of like 50.

50.

This guy says. Marco says, the money is in me. C s. Honestly, I don't even know what that is. IUL and annuities, brother. This is so. I'll kind of touch on this. Like, you're. You're Right. And you're wrong. Monies are. The money is wherever you. Whatever you focus on. So, like, you can make easily multiple six figures selling final expense. You can make multiple six figures selling IUls. You make multiple six figures selling annuities. I don't know what me C. S is, but you probably could make multiple six figures selling that. Whatever it is.

But you make six figures going door to door selling knives if you really wanted to. Probably, dude.

Exactly. Like, the problem is people. People get fall into this trap where they're like, oh, well, the first 15 leads I called hung up on me. So there's no money in final expense. I'm gonna go learn annuities.

They're too poor.

You said what?

They're too. They don't have any money.

Yeah, they don't have any money. They're too broke. They're too old. Like, that's. That's the problem that people run into. But, like, you can make money doing anything. It just like, you just got to get over the whole, like, oh, there's. There's an easier way. Because at the end of the day, there's not. There's just easier aspects of one thing versus the other.

Terry says what, imo, Are you with Real Financial? Real Financial, That's a subsidiary of ffl.

Yes, sir. Yeah. So Bradley, Andy Elliott, and Tyler Glennon, they've helped me out a ton. I love it there. It's super helpful. There's like training videos to help you. Like, it's super, like, straight. There's a whole video on how to get contracted. They walk you through it. Like, to someone like me, I didn't even really, like, know the difference between whole life and term, like three, four months ago. So it's very straightforward and it helped me a lot. Like, it's kind of like the ABCs. And then after that, it's like what you put in, you get out. And I love it. Everyone's super supportive. Like, before I was even licensed, I was. I would plug into live dials and just listen. I would just listen and ask questions and people would help me. So I love it there.

That's awesome. What do you pay per lead? How much do you pay for leads on Facebook? I think that's what the question is. So on Facebook, and then whatever your Facebook cost is.

So my Facebook is the cost per leads, like, seven bucks, six bucks right now. But they're instant, so they're obviously way higher quality. And then the age leads are 50 cents, so. Yeah, yeah, but you buy a 50 cent lead, like, the other day I sold the wife, and then the husband called the husband to explain the claims process and then sold him. So it's like you turn. You can turn 50 cents into however much money that. That can be.

100. Awesome. Well, I'm gonna. I'm gonna cut it off here, dude. I know you. I know you got stuff to do, so we'll. We'll cut it here. Appreciate you hopping on, bro. We really appreciate you sharing your time with us and answering questions.

Hopefully, hopefully you don't get too big time for us in the next few months here. Maybe. Maybe we can do another one of these at the end of the month.

I'm game.

Awesome. Next thing we know, bro, I'm gonna. I'm gonna blink and you're gonna be a freaking seven figure producer. I'm gonna be trying to. Trying to get in your Instagram DMS or something.

Oh, no, no, no. Thank you, Tim.

Yeah, absolutely, brother. Appreciate you hopping on. Thank you guys so much for hopping on. We'll see you guys in the next one. Peace.

Sam.