I made $4m. If you sell insurance watch this

I've been in the insurance industry for the last 5 years, and over that course of time, I've built sales teams that have collected over $4 million, directly trained 576 insurance agents, and worked with some of the top producers in the entire country. My clients do millions of dollars in premium every single month, so I know exactly what is working right now. So in this video, I'm gonna be sharing the 5 biggest mistakes that myself and other agents make that prevent them from reaching the income they ultimately want. These are the things that I wish I could go back in time and tell myself 5 5 years ago because I would have gotten to where I am now a lot sooner. So if you want to save yourself half a decade of painful mistakes, keep watching, because a lot of these mistakes nobody else talks about online simply because most of the time your upline or your agency doesn't want you to know these things. Lesson number 1 is going to be selling to the right people. Lesson number 2 is going to be about getting quality leads over a high quantity of leads. Lesson number 3 is about identifying big opportunities and capitalizing on them. Lesson number 4 is about when to recruit agents. And Lesson number 5 is about how to build a system so you can grow an agency that runs without you. Now, on that note of selling to the right people, one of the best markets out there is the retiree and the senior market. They have so much cash. They're literally the richest generation in human history. So if you want help selling annuities to wealthy retirees, click the link in the description to apply to work with us. Now let's get into the video. So the first lesson that I learned is don't sell to broke people. When I first got recruited into the industry, the model that I was working is a free lead model where basically they would send out all of these direct mailers across the US. I was working in the state of North Carolina and the mailer would say, send this back for a free Walmart gift card. So basically we would go out, we would buy a bunch of free Walmart gift cards, load $5 up on all of them, drive out all across the state of North Carolina from mountains to the beach and every single city and county in between. And we would knock on doors, Section 8, trailer parks, you know, the most insane areas you could possibly imagine. And we would try to sell them life insurance. You know, we would knock on the door, be like, hey, you sent this back for a free Walmart gift card. By the way, are you interested in life insurance? It was basically a whole bait and switch kind of thing. And as you can imagine, the people that were attracted by the free Walmart gift card bait and switch thing were not the most well-off people, to say the least. There were definitely some great people that I met, but terrible customers. So basically we were selling final expense to people that could barely pay their rent. And after doing that for about 8 months, I made pretty much no money. I made $26,000 in 8 months despite working 80 to 100 hours every single week. Now, you would think that after that I would realize that this was a terrible business model, but I didn't. I spent the next the next 3 years trying to crack the code on final expense, doing every single thing that you could possibly think of to try to make that business work. And I will tell you from that experience and from working with a lot of the top producers in that space, I know them personally, majority of them are trying to get out of that business and are not making money. And that taught me that if you want to make money, you need to pick the right insurance product. But more importantly, you need to pick the right customer to sell to. You don't want to sell to people that can barely pay their bills because that means that if you set them up on a new bill they have to pay every month, they're probably not going to pay. So when you see all these people online making phone calls all day and talking about all the money they're making, I guarantee you, if they're selling final expense, they're not making that much money. So make sure that when you're deciding who to serve, don't just look at a product that's in demand, but look at a product that's in demand by a customer that you would want to work with. Lesson number 2 is about having quality leads over a high quantity of leads. So for me, when I first got started in this industry, again, I would do that direct mail I was at the direct mail free lead program and we would basically go, me and my now business partner, but at the time he was my friend and coworker and upline. Actually, funny enough, we would go to the office every single Monday. It was in person and we would pull a stack probably this big of aged leads. So this was in 2021 and we would pull leads all the way back. I think the oldest lead we ever got was like 2008. Okay, so we would just get every single lead that had ever been returned. Turned in a specific county and we would just go and knock doors just like rapid fire for like 5 days in a row. We would stay in a disgusting motel and try to sell people. So the whole game was all about how do I get as many leads as possible, as many doors as possible so that I can knock on and try to make some sales. Now, I did that because I had to, to make that model work. But I took that exact same philosophy of high quantity of leads. And when I went to start generating leads online and generating leads for myself, I literally had a program called The Secret to 77 Cent Leads because I just try to get the cheapest possible leads, fill up my pipeline, and then just rip through and call them all day long. What I realized, though, is that the only reason you would do that is if you don't know how to or you don't have the money to use a better system. It's not about just having as many people to talk to, but it's about having a small amount of the right people to talk to. The more people you have to talk to, the more people you have to sift through to find the gold. But if you can get leverage on your time and buy higher quality leads for more money or generate higher quality leads for more money, you're going to save a lot of your time that you would spend sifting, and you can simply just talk to higher qualified, more interested people. The other thing I'll add to this as well is so many agents are just so worried about what's my cost per lead, how can I get $1 leads, how can I get $10 leads that they lose sight of what actually matters, which is your cost per qualified appointment and your cost to acquire a customer. As you start to shift from just like a lazy agent who doesn't know what you're doing into a real business owner, you need to start tracking your numbers and figuring out what your cost to acquire a customer is, because that is what will allow you to get to the to the next level. Now, lesson number 3 is to identify big opportunities and jump on them quickly. In business, timing is everything. What I've identified is that the people who make the most money in this industry identify a big opportunity that is lasting for a relatively short period of time, be it 5 to 10 to 15 years, and they go all in on capitalizing on it. For example, back in the day when mortgage protection was really, really hot, a lot of the biggest IMOs now capitalized on that opportunity. Around 2008 to 2012, when Medicare was really, really hot. There was not as much regulation around it. The people that went all in made hundreds of millions and in some cases even billions of dollars. Now, one of the biggest opportunities in the industry today is the baby boomer and retiree wave. Every single day, over 10,000 baby boomers turn 65 and retire. Baby boomers are the wealthiest generation in human history to have ever lived, and they have tons of money in their retirement accounts— on average, over $1 million saved for retirement that they don't know what to do with. So if you can position yourself as a retirement expert and help them move and position that money into an annuity, you can earn massive, massive commission checks. And there is no shortage of people to talk to. I mean, 10,000 people turning 65 every single day. So as I've pivoted and shifted my business away from just selling life insurance to focusing on the retirement market, my income has skyrocketed and my clients' results have been tremendously better. So the lesson to take away from that is when you see a massive opportunity, do not hesitate. Jump on it. Now, lesson number 4 that I wish I knew is don't recruit just to recruit. Recruit to build up something that is already working. So many people think that if they just build a massive downline and post a Ferrari on Instagram, that their life will be better. But in all reality, if you recruit, it just amplifies whatever problems you already have. So I remember again, back to when I first got into this business, everyone was telling me I needed to recruit people to this direct mail model. Right. But I wasn't making any money. In it. So think about what happens if you recruit people to a business model where you're not making money. Well, you're going to bring more people in. They're going to have the exact same problems that you're having, and then they're going to ask you how do they solve them. And you're not going to have the answers because you recruited them to a broken model. And so the only thing that will happen if you just recruit a bunch of people to something that you are not actively crushing it with is you just burn all of your goodwill with everyone you know. But the worst part of it is with insurance, if you recruit people, you are assuming their debt. People don't realize this, but whenever you recruit someone, they're your downline, you are telling the carrier, I'm taking responsibility for any debt that they accrue. So if that person comes in, writes a bunch of bad business on your mortgage protection, your final expense leads, and they get chargebacks, if they don't pay back the chargebacks, it rolls up to you. I personally got hit with over $30,000 in chargeback debt from somebody who came under our team and wrote a bunch of fraudulent business. I know other people that had hundreds of thousands of dollars in roll-up debt because they're recruiting people to a broken model and it ends up taking them months just to get out of that hole. So be very, very, very careful with recruiting. Recruiting is not a risk-free activity. You only want to recruit people when you have a model that works, because if you're just growing something that's broken, you just have an even bigger problem on your hand. It doesn't make any sense whatsoever. Now, lesson number 5 that I wish I would have known is when you find the right opportunity and you figure out how to sell it, build a system around selling to that market. So what do I mean by this? Well, I'll just be totally candid and tell you guys what I think the best opportunity in insurance right now is serving the retiree market and selling them high-ticket insurance products like annuities and then selling them other ancillary products on the side. So what I would do is I would find a lead source, whether you buy them or generate them on your own, where you are getting qualified customers for annuities, master sales for that product, and then build out an entire system for once you make those sales, managing the customer relationship, doing all of the paperwork on the back end, and then getting referrals. And then basically what I would do is just put more volume that system. But what most people do is they act like absolute chimpanzees. Their business is totally unpredictable. They'll just buy a bunch of leads, dial all day, and then one week they have a really good week because the leads were good. And then the next week they think the leads are bad and then they go and they find a different lead vendor and then they jump from lead vendor to lead vendor to lead vendor. And then when they get a sale, nothing even happens. They just run their entire business off of a spreadsheet. Like most agents are not treating this like a real business. Most agents do not have systems, and they don't even understand the concept of scaling, right? You want to treat your business like a system. So when you find something that works, build systems, or find someone that can help you build the systems, and then increase the inputs into that system. So what would I do if I was starting over? If I could go back to myself in 2021, I would never have sold final expense. And what I would do is learn how to sell annuities, and then I would sell annuities completely virtually to wealthy retirees, and then sell some ancillary products on the side. The average annuity sale is around $250,000 to $300,000, which if your commission is standard, you're going to be earning around $15,000 to $20,000 per annuity you sell. To make six figures, you just have to sell 10 to 15 annuities every single year. What if you sold 30? What if you sold 50? What if you sold 100 per year? Well, when you build a real system around it, those are the levels that you can potentially get to. In fact, I know people that are doing $50 million a year in annuity So if you want help breaking into annuities, or maybe you're already selling them and you want to scale up your annuity production, click the link down below in the description to apply to work with us on a deeper level. And I'll see you guys in the next video.