Why This Agency Owner Walked Away From $2,000,000/year in Passive Income

Ladies and gentlemen, in this video, I'm interviewing the insurance Captain America here, David Price, who walked away from $2 million a year in basically passive income to start his own agency from scratch. So in this video, we're going to be interviewing and talking to him about why on earth you would do that. And ultimately, what he's doing now, it should be a bigger opportunity than $2 million a year in passive income. So, David, welcome to the channel. I'm excited to have you on.

Thank you, man. Awesome. Glad to be here, man. Super excited to share some insight with you.

100% awesome, man. Well, for people who don't know you yet, can you kind of give, like, a brief background on, you know, maybe what you're doing before insurance and then what you're building now?

Yeah, absolutely. I got my insurance license in 2018. I'm a recurring drug addict. I got clean in 2013, and that was like, my beginning of self development. Before that, I never worked a full commission, only commission job. My first, only commission job was actually repo and cars. So realistically, 2018 was like my introduction to, to sales, personal development, you know, being commission, sales commission.

And I did everything. I worked as an electrician. I worked as a plumber, I worked as a carpenter. I've, I've been fired, but from almost every job I've had. I'm not the greatest employee. I think most entrepreneurs aren't good employees. So you name it, I've done it. I've been broke, I've been bankrupt, I've been homeless. I've been addicted to drugs. You know, I've been. I walked every, every path there is to walk in life, man. So it's really, really grateful to be where I'm at. And I, I like to share those things, you know, not as, like, war stories or trophies, but more to let people know wherever you're at right now, it really doesn't matter. It doesn't matter where you started, because I started on the bottom and then dug a hole and got even deeper and. And now I'm doing pretty. Pretty okay. Yeah.

You. Have you ever heard the concept of, like, you meet someone, it's like they've lived like, five or six lifetimes in one.

Yeah, that's how I feel.

It kind of sounds like that's, that's what you got going on for sure, man. Like, that's. You just drop so many different, like, paths in one little, like, backstory. It's crazy.

Yeah. Again, you know, I mean, we could go hours and hours on different, you know, different things I've been through and, and different struggles and, and all that. You know, we talk about, you know, the drug addicted parents, single mom, you know, being, you know, welfare and in that whole world and getting addicted to drugs myself and you know, losing jobs. We could talk all day long. But the, the biggest thing I always want to get to people is I want, I want to give people hope and let them know it, it just, it doesn't matter where you're at right now. I mean, eight years ago, I mean I was, I was clean, but I was sleeping on someone's couch and I didn't own a car. Right. You know, so like if you're above, you know, not sleeping on a couch and not owning a car.

And then you're definitely ahead of where I'm at. So think in the next eight years you could, you know, be a seven figure earner.

There we go. Well, I want to get into the story of like first of all, because, you know, $2 million, you're in passive income. I don't think we can just brush over that and go to like you walking away from it. We gotta talk about like how you go from sleeping on a couch, recovering drug addict, to making $2 million a year in passive income. And then I think we can talk about like why you left that, why you walked away and ultimately what you're doing now. But I mean, I think we'd be doing a disservice to the viewers if we didn't at least touch on how you go, how you like how that rise happened so quickly. So you got into the insurance industry and then kind of walk me through, like how did you go about building up or did you like get in and you were just some, you know, frickin wolf of Wall street of insurance and you're just closing everyone left and right. Or did you have like some of the struggles that a lot of new agents have?

No, I had all the struggles. You know, I thought it was going to be a lot easier than it was. I think that's the same thing for almost every single agent that I hire. At least I'm sure you see it a lot as well. It's probably pretty common, right? I think the industry does a really good job of making it sound like a get rich quick scheme. And you see some people that just do it right effortlessly. Plus social media doesn't help with a lot of people exaggerating and just posting whatever they want to post. But you know, ultimately I was working direct mail leads and in my head I'M like, if this person's mailing this in and they're interested in insurance, like, I'm gonna close, like, 90% of them. And then I found out that you don't get in touch with most of them, Right? You know, I'm showing up to mailboxes that are missing houses. I'm like, well, what am I supposed to do with this? And just going through the things and getting focused on the wrong stuff, right? For instance, you know, show up to the house where there's no. No house, right? It's just a mailbox. You're like, man, I paid 35 for this lead. And you're so worried about that 35 that you're missing the thousands of dollars that you can get, right? I think that's a basic thing, but you have to, like, you don't have to go through it. But I went through that and realized, like, okay, wait a second.

I could sit there and, like, fight and wonder why I can't get, like, a replacement for this 35 lead, or I could go find my money, right? So the mindset has to change. And I think that that's a big thing. But my first six months, so 2018, I think I wrote my first app in May. My first 1099 was like, $32,000. And I feel like that's a very similar 1099 for a lot of people the first year in the business. The only difference is I was putting in like, 80 hours a week. Yeah.

That's like the exact story I had, dude. Is like, face to face, direct mail. I think I have a video on my phone from, like, 2021 of me knocking on. There was. There was only a mailbox, and then there's no house. It's just like, how's this happen? How am I supposed to sell this?

Yeah. And again, it's just like, getting so caught up in these little details and, like, just so worried about commission. And so word, I think there's like, so much fear, right? It's like, oh, my God, I just invested money in Leeds. I'm not going to be able to get it back. And then it's like, you're so caught up, right? It's like not seeing the forest trees kind of a deal, Right? Because realistically, what you should do, you know, and is if there's a mailbox and there's no house, go find a house, right? Like, there's somebody around somewhere that has that wants insurance, right? Some somebody. You got to find someone, you know, luckily, we do everything on the Phone now and digital and. And everything's way easier than what I had to go through. But six months into this business, I almost quit, right? I was. I was literally like, okay, cool. I'm not really making any money. I mean, you know, I made way more money. What I was doing before, I'm putting in way more effort, and I just don't know if this works and how to get real with myself. And I'm lucky, right? So, like, we could go back to the drug addiction part. So the. The blessing I have from. From being a recovering drug addict is you get humbled, right? So, like, that's what happens, like, in order to get clean, right? If you're struggling with drugs, alcohol, in order to get clean, you finally have to come to the realization and realize, like, wait a second, what I'm doing isn't working. And once you come to that realization with what I'm doing isn't working, then that's when you're humbled, right? And that's when you could start learning and you have a better job. You do a better job evaluating yourself, right? And to me, that was like the. The change that changed my entire life. It's like I had to finally hit that wall. Because the thing is, typically, if you're addicted to drugs or alcohol, like, and you're. You're continue going down that path in your head, you're like, I got this. I feel fine. Everything's great. Like, you know, you don't realize, like, how bad it is until you get out of it and you look back. And then as you start realizing those things, you start getting better at evaluating yourself. So six months in, I'm about to quit, and then I'm like, wait a second here. If I quit today, I can't even say I tried. There's nothing in the world I could do for six months and then quit and say, I actually gave it an honest try, right? I wouldn't have been able to do that 10 years prior. So once I did that, then I had to start looking at, okay, let's look at this. I'm not. I'm not having success, but there are people having success. So the problem's me. And once I realized the problem was me, right? Because what happens when an agent starts not having success? They're like, okay, I'm not having success. It must be the leads, it must be the training, it must be the mentor, it must be the location, right? They look at every other thing in the world, not realizing there's people with the same exact setup that are having success. So that means you're the common denominator. So once you realize you're the common denominator, which I did, then I realized, because when you're not having the success, you start building this story of why you're not having success, then you start talking to people that will co sign your, your bs, basically. Right. You know, hey, Tim, you know, are, are you having issues with the leads too? Are these leads too much money? Right. You start finding those people and then all of a sudden your circle are the people that are all struggling. You guys feed into each other's bs, right? And then that's why.

Circle of losers, basically.

Yeah, circles of losers, exactly right. So I realized my mindset was the problem. And at that point I made a decision. This is what I'm going to do. First thing I do when I wake up is I'm going to make sure my mindset's right and I'm going to start watching motivational YouTube videos. I'm going to start listening to audiobooks. Like I'm going to leave my house. Like I'm ready to run through a wall. I'm not going to talk to anyone that has anything negative to say. And I'm just going to focus on following what's supposed to be the system, what I'm supposed to do. And then. And that's it. And I'm just going to be a little bit more patient because why should I be a millionaire or a six figure earner only doing this six months? I think the biggest issue with sales is everyone can talk, so they think they know how to sell. And that was my issue. Right? Yeah. So six months in, got my 10, nine and, and just had to really make, make some changes. So that's the, the long winded answer to your question.

Yeah, no, I appreciate that. The backstory is super helpful. And I think that one thing you said. I want to touch on two things you said. So you said before, I forget. You said the everyone can sell and that was your problem. What do you, what do you mean by that? Or everyone can talk so they know how to sell. Do you mean like when you talk to other agents that are also not doing well, they can sell you into the fact that it's not them and it's just the leads of the system?

No, so, so what I, I tend to find is a lot of people thinks they're salespeople.

Okay.

You know, for example, I've sold cars. Right. I forgot, actually did sell cars. That was a commission job. We did that for a little bit.

Add that six lifetimes.

I did that for exactly. I did that for like tax season. And then, then it slowed down and I stopped. But with cars, it's like they're coming looking for a car. To me, you're more of a customer service rep, right? So you're not really selling. And a lot of car salespeople think they're salespeople. But realistically, I feel like the people that work really hard and have good relationships or talk to people, well, but it's really the time. The people who put the most time in probably are the top producers. That was me. I was the number one producer every month. It's just. Cause I made sure I was the first one there and the last one to leave. It's real simple.

Yeah, got it.

But when you're selling insurance, this is something that these people don't really feel like they need, right? They're not going to get to use it, they don't get to drive it, they don't get to live in it, they don't get to eat it. And you really have to learn how to listen to people and you really have to learn how to sell. And that's the thing. So they do too much talking. Like if you go to. If I go to a car dealership, I went with one of my agents when she bought her first brand new car. She bought a BMW. And I went to the car dealership with her to help her out. And I'm listening. This, this lady would not shut up. She's like, it's got am, FM radio, it's got a CD player. Like, she didn't ask her, like, what color do you like? Do you like leather? She didn't ask anything. That's it. She just kept talking and talking and talking and she thinks she was selling, but she wasn't selling at all. Right. You know, and realistically, my agent already picked out the car. Like she was sold on the car. So since everyone can talk, they think they have the skill of sales and they don't. They don't have the skill of sales. And, and it's okay. But like, you have to recognize that. And then you have to learn how to be a good listener, you know, how to deal with real objections. And you have to learn these things, but they don't, they don't realize it. Because just like myself, I'm like, oh, I can sell. I know how to sell, right? And then I realized selling insurance is selling. That's real sales. You learn how to sell insurance, you can sell anything in the world after that.

Yeah, well, I mean, I'll just tell you, like, what we see because we do a bunch of, you know, leads and run ads for people and all kinds of stuff. And whenever people come through and they submit an application to, like, speak with our team to see if we can help them, we type in. Like, we have them type in, what's your biggest bottleneck? And like, every single time, I'm going to say every time, but 95% of the time they'll say something like, I could sell water to a whale, or I could sell, you know, sand to, like, someone in the Middle East. But it's just the leads. Like, literally we just have, like, all these things that come in and they're just like, leads, leads, leads, leads. So everyone, everyone loves to point the finger, but I think this is the other thing I wanted to touch on. Like, I think a good agent can make money and make sales on a bad lead source, but if they switch to a good lead source and a better system, they'll make more money. But a bad agent is not going to see success on either. Like what you were talking about, you know, if you show up to the house and there's no house, you go knock on the other house. I used to, like, you know, dude, I would work direct mail leads that were like 5 years old, and you'd show up to an apartment and, like, they've already left the apartment. I'm talking to a lady who's 30 and the lead car was 75, and I sold a policy. You know, like, you, you, you just have to be resourceful. But, like, if you can't sell anything on bad leads, even if you get a better system and you have people that are actually interested, you're still not going to be able to succeed.

Yeah, that's one of my pet peeves. You know, I get a lot of people that want to work with me, and I get a lot of DMS, Facebook, Instagram, probably TikTok. I just don't spend enough time to actually get them.

And a lot of times people are worried about the lead costs, right? They're asking, how much do the leads cost, how much do I have to invest weekly? And like, again, their mind. And I was asking the same questions, right? So I'm definitely not picking on these people because I was. Same thing for me. I was wondering the same stuff. But realistically, it's not how much you need to invest in leads because the leads should be making you money, right? And everyone, like, we all Know, people. There's people everywhere, right? So for instance, if you're really hungry and you really, really want to be successful in this business and you have no dollars, right? Then that's not a problem because you find one person to sell insurance to. That's it. You make it a mission. You find one person, you get your commission, you invest in some leads, you know, and if that's all the money you have in the entire world, then you invest in some leads and you make sure you get ROI out of those leads. You ask for referrals from every person you talk to. In the meantime, you're still talking to everyone, you know, Keep building it up, building it up, building up. I mean, if you look at, like, successful entrepreneurs.

And we can walk out of insurance for a little bit, it's like they start somewhere, right? You hear someone like, oh, I start with one rental house, right? Like Grant Cardone. Like, I start with one rental house and then I had two. And like, you build the bankroll up. You keep building, you keep flipping, right? You're using the leads to. To flip your money. Like, and people get so caught up in. They get caught up in, like, what's the cost? Like, what is it going to cost to get started? And at the end of the day, like, if, if you really, really want it, like, you're going to make it happen. But yes, having a good lead source, a good system, good support, that will definitely take somebody who's having six, you know, someone that's having success, and that will catapult their future or their success, but, like, also too, like, give them a lot more success with less effort, which we're seeing right now, big time.

Yeah. 100. So, you know, you start as an agent, you know, you have all the woes that everyone else has, but you stick with it. How do you go from, like, because I don't know anyone that's personal, personally producing, at least. Like, you know, I know the company you with the main product is final expense, right? I don't know anyone who's personally producing and making 2 million bucks a year on their own pen. How do you. How do you build that. That income? And how is that passive? Like, how are you not having to work as much and making that much money? What does that look like?

Yeah, so I think about, like, Amazon or Uber. Like, you, you gotta build it like a business. You know, I had somebody.

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I don't know if they're trying to call me out or be like. They're like, oh, you don't write any business. I'm like, well, it's. I built a business, right? It's. That's the goal. Matter of fact, if I'm running business, I feel like I'm stealing it because I have referrals all the time. I give it to my agents. So I feel like if I'm running this, that's not my job. My job to help my agents. But, you know, so. So you have to build different. Different departments, right? So I got a recruiting department, and the recruiting department's the one that looks for talent, right? I got managers. They're the ones that handle the training.

You. You build a recruiting system. Like, same thing, like how you get leads come in. Like, it's. It's just building systems and processes that you could eliminate yourself from. You know, I have a social media team. Like I have employees, right? So it, It's a. It costs money, right? Just like Anything else. But you look at Walmart, right, You don't see Sam Walting sitting at the cash register checking out your groceries when you stop over there, right. It's. It's just, you got to look at, like, a business. And so many people, they get caught. They get this, like, little glass ceiling and they just get caught in this world. Or they like, they just want to be the top producer all the time, or they're scared to step back. Because in the beginning, you got to step back. You gotta. I remember when I first started having success as an agency owner, my agents were making more money than me because I had to step out of the field and I had to put my effort on helping them and finding. Finding more people. And when you're doing that, your cash flow slows down. But after a while, if you do it right and you stay consistent, then you build a snowball cash flow that keeps growing.

Yeah. So you, you start, you know, stepped out of producing. It sounds like a big thing for you is like delegating and building systems, Right. It seems like that's kind of the, the theme here. So how do you, like, what, what was the buildup process to get to, you know, you making $2 million a year passively. Cause obviously you have the team. You started building agents. How did you go about recruiting and building and, you know, making sure people were seeing success? Like, what, what was the process there?

I sell you the coaching program for 99.99. Um, yeah, I'm just joking.

So like $99.99 or 10,000?

No, probably a little bit more than that. Um, but, but realistically, it's like you look at the, the process. So at your business, and you look at it like, all right, what is stopping me right now from having success? And when you just get started, it's you writing business. That's it. Right. So. So you're writing some business, and while you're writing some business, you're working on hiring once you're competent enough to help somebody else. Right? Don't. Don't skip that part. That's a very important part. Then you start hiring some other people, right? Well, eventually their overrides are enough to cover your bills. And that's when you got to take the leap, right? You take the leap at that point. This is where people like, oh, well, I could go spend more time at the beach.

Right.

And that's not what's going to help you get to that next level. So for me, as soon as I didn't have to write anymore I was interviewing people from 9 o' clock to 5 o' clock every 30 minutes, right? So I'm hiring 30 people a month now by myself. So I'm still on the phone, I'm still working. Then you're like, all right, cool. I can only hire 30 people a month, and I'm not really spending any time with my agents anymore because I'm interviewing people all day long. So what I do well, I could hire a recruiter, but one recruiter can't hire as many people as me, right? Because they're not as passionate as me. So I need two. So then you start. Then you hire two comp. Two recruiters. Now you got two people recruiting, so they're out recruiting what you can do by yourself. Now you're working on your managers some more, Your. Your agents some more. And now you want to develop them into managers, right? That's when you start developing some managers, then they're ready to start taking some agents. So then you have the recruiting team start giving them agents and you start helping them build businesses, right? So, like, that's the thing. Like, I. I want to build a bunch of McDonald's all over the place. I just need a little piece of percentage off it. And let me help you become a millionaire by helping you build your own McDonald's. And then you start looking at. For me, I was looking, I'm like, all right, cool. So now I got a management team. Now I got a recruiting team. What's the next step? So I'm like, well, I need more agents. So then you start building up the recruiting team. So for me, what happened at that point was now I was sending too many people to my managers and they're getting overloaded. They couldn't train all the people. So I'm like, all right, here's my new bottleneck. My bottleneck is I don't have a big enough management team. So I'm like, what do I do about this? I need to find more managers. So then you go and you start working on developing more managers, and you want to build a wider management team. So. So again, it's just looking at these processes and like, always looking at your business like, all right, cool. What's the next thing to get to that next step, right? And typically it's always how to help somebody, right? How do you help someone else level up? So now if you look at my business, I have a huge management team, right? I have a huge recruiting team. And it's just a matter of, again, like, because it's one thing it's like when you're the agent, then you're the business owner, then you're managing other businesses or you're helping other people build businesses. And that's when you start having exponential growth. And then you teach them how to do the same thing and teach them how to start developing managers and developing people. And that's when you start getting a really, really strong business. And that at that point you could disappear. Right. When you have enough people making enough money, you don't have to show up anymore. Unfortunately for me, I'm addicted to it. So I still keep showing up like crazy or I spent a lot of time in Thailand. Like I believe you do. But yeah, I definitely, I enjoyed, I enjoyed a lot and, and I could do it from Thailand. I just, I like sleeping early, you guys. Thailand is the time switches. I would have to work in the middle of the night.

Yeah, I was there for three months. This was like last. It's been over a year.

I only been once, by the way.

Okay. No, no. I think the reason I say it is because I, I keep, I've been in Thailand like seven times, eight times. So. So I think about all the time. Like I would love to just go there for like a month. Yeah. But I would have to like really like just feel like I could just detach for that month because I wouldn't want to be working.

I didn't detach, dude. I was like, I was a freaking vampire, man. It was like he's literally 12 hour difference from eastern. So I was like, I was on calls too. Like, you know, if you're, if you're not having a meet with people or you just have like a couple meetings a day, totally doable. Like I would totally recommend it but like for what we do where we're talking to people all day and you know you gotta. No, it's, it's bad.

And that's in my head too because I probably can disappear for a month. I just mentally wouldn't want to. Like, I just. Again, I'm addicted to it until I get to that point to where like I can. Then that's actually a goal of mine to, to do that. So that's why I was on my mind. That's why I would, that's why I go to South America all the time. Like I go to Colombia, you know, like Costa Rica I've been to a bunch of times. So I try to stay in the same time zone because then it's easy. But, but I love Thailand. Thailand's a great place yeah, Thailand's great, man.

Thailand's great. So, I mean, I can, I can tell just from what you're talking about, like why you're so successful is you're not thinking about it like a salesperson or like an agent. You're viewing it as a business owner. Like, these are the bottlenecks and like whatever the lowest hanging fruit is, it sounds like that's what, that's what you're hitting. Like, what is the thing that's going to give me the biggest leverage? Who can I hire? What can I do? You mentioned something about having like managers do with your agency or where you had it with the, you know, were you doing the 2 million passive? Were they like the traditional where they're like an upline or were you like paying them a salary to be a manager? Just so I'm clear?

No, they were. Everyone's fully independent. You know, I like, I like that model. It's super duplicatable.

But yeah, so it's just, it's just people. For me, it's. People could obviously hire agents themselves, right? Never going to stop that. But for me to spend my dimes, my energy to hire somebody and give it to one of my managers, like there has to be a level of trust and then I have to feel that that person's going to be, to help the agent, you know, so to me, like, once they do that, then, you know, I would say you're a manager, but realistically, they own their business. Got it. It's just a matter of, you know, at what point do I feel comfortable give. You know, if I hire an agent that's, you know, because they believe in me, you know, I want to make sure that they're getting the, the love and, and they'll get the two levels of support. They'll still get support from me, but then they'll get that person that's in the pit with them every day, selling, teaching them all the stuff that you have to deal with on a regular basis that, you know, maybe I'm not too versed on because I don't do that part on a regular basis. You know, ultimately it's like what I, I like spending my time doing is like finding leaders or finding people, developing to leaders and helping them build businesses. You know, if someone like asked me, like, Dave, what do you do for a living? I help people build virtual businesses like that. That's, that's what I feel like.

100, 100. Okay. So obviously, you know, you have, you, you're basically building like you have an insurance empire at this point, you know, you're making 2 million year passive income. You can go to Thailand whenever you want. Maybe you don't want to, but you have the option. That's the dream life for most people, right. Like at that point, they're, they're good, they're done. Why on earth would you walk away from that? And like, what kind of led up to that decision?

Yeah, so I was working with a company and you know, just like, just like a lot of things in life, right. Things change. So I started that company in 2018.

And since over the years, what happened is they actually lowered the commissions that they're paying agents and they increase the lead cost. Right. And you know, obviously you're, you're, you're, you're big into marketing. You're great marketing company. And like, you understand like when you, when you move one of those levers, it's going to really affect the agent, but when you move them both the wrong way. Yeah, then, then it's going to be harder. And what I started doing, I started looking, I was like, it's really hard for a new agent to be successful. So what does that do? That, that one, it's harder for the new agent. But how can I help somebody build a business if when they hire someone, that person is going to have a hard time making a living? And so when I started looking at this, I'm like, all right, this, this is time to make a change. So.

That, that, that was the biggest thing. It's like I needed to build a business that was going to help the new agent. Right. Someone that's not a superstar still make a pretty decent living in the, in this business. Like right now, we checked last month, our average agent, and I'm blown away by this number because it actually went up. And usually as production goes up, the, this number goes down. But the average production per agent was $9,500. And that's like unheard of in a, you know, agency doing over 700,000. The month before is about 8,500. Right. So that number is like going up, which is insane. And which means, like, and just so people know, is that in a large agency, the average agent is about 3,000. Right. In a larger agency now when it's smaller, obviously those numbers are gonna be way different. Right? So when you start looking at that and you're like, all right, cool. How do I make it so that an average agent doesn't have to be a superstar, just average and committed can thrive. When that person can thrive it's easier for them to be successful. It's easier to grow and build. You have less churn the money you're spending to recruit people, you're getting your, your return back on. Everything's better for everyone. Right? So I wanted to build a place like that. I didn't want any limits. I didn't want anyone tell me how to do things. I didn't want to, you know somebody. I didn't want a boss because the, the issue is when you have a boss, they, they don't know your business the way you know it. They think they do, but they're not in the pit, right? Just like when I talk about selling, like, I'm not selling every single day, right? So, like, if I have a sales question about a carrier or what they're dealing with with and stuff, like, I'm gonna go to the people like doing that every single day that I trust, because they're the ones that know.

Yeah.

So ultimately, the short answer, I, I just, I just, I just knew we could do better, and I knew there wasn't a company out there really. You know, most of the companies out there, the top people were getting fatter, but the newer agents were, they didn't have a good spot. They didn't have a spot where they could get good leads. They, you know, they, they didn't, you know, they, they didn't have the mentorship they needed. They weren't getting the, the, the tools that, that I think should have been available. So I'm like, listen, if I could build that and no one else is doing it, then I feel like we could really shake the industry up. And I, I, I feel like we're doing it right now.

That's awesome, dude. So what, so you walk away. Are you, how do you, like, you know, how, how do you build up? Because I think you said, did you start in July or June?

October. October 4th.

Okay. October 4th.

Yeah.

Okay. How do you go from October 4th until now doing. I think you said you're at almost 700, 000 or you're gonna hit 700k in February.

We did seven. I think we did 760 last month. So, yeah, we should break, we should break 800 this month and then blow past a million next month.

How the hell do you do that in four months?

Yeah, so it's, there's a couple things that I'm blown away by it. First of all, because I didn't think it was possible, I was thinking, we'll be back where we're at in about A year, I feel in a year I'll be twice as better than, than I was before. And it's one focusing on the agent be successful. So I got really.

Really involved in the lead development process, right? Because at the end of the day these are, these are super important, right? So I got really involved in that. I wanted to make sure that agents could get leads that they could trust, make sure that I'm tracking ROIs and stuff like that to make sure that these leads are helping these agents being profitable. And then the other thing that we did, and I wasn't sure about it because it was the first thing, but we got really selective on who we hired. So before it was we brought on everyone, gave everyone a chance and we, we decided we're going to go the exact opposite of what everyone else is doing and be really selective. So matter of fact, right now we have over, I mean we've hired over 300 people.

And it's all been organic, right. We haven't ran any ads or done anything, which I'm known for, spending stupid money on ads for hiring people and it just, it blows my mind. So it's just like having seal team standards for our hiring, putting all the money back in, right? So I'm putting all the money back in, in development again, taking chances.

Making.

Everything right with leads. Leads are super important. You know, definitely building a new lead system. There's been some issues and we decide we're going to take the approach of like the Amazon approach where like Amazon wants to make it the customer first, like that's it, like custom, like they'll lose money. I mean it's the easiest thing to return something for Amazon because they want to make the customer experience number one. So same thing with our leads. Like when our automation gets caught up and somebody doesn't get a lead right away, like and it's a 30, 30 old, 30 minute old lead. Like we give them that lead and we don't even charge them for it. We send them a new, brand new lead, right? So like again, just making sure that we put the, the agent's profitability number one and focusing on that over everything else. And that's just it, just it, it's lit up a lot of agents. Like their eyes are just like, wow, this is great. Or like I didn't realize this is so much better than what I've been doing before.

And then they feel more confident about what they're doing. So they're a lot more confident bringing agents on, hiring agents organically. Right? Because now they Believe they're spending more money on leads because they're really seeing the roi. They're seeing the actual math. They're like, you know, I'm. I'm getting five, six dollars per. Per dollar I spend. So again, just. It. The. The more you get an agent, believe in what they're doing, the more powerful that is.

100%. 100%. So if somebody's watching this right now, if you were to start over, what path would you take? Right? Like, what product would you start with? How would you go about building? How would you pick an agency? What kind of leads would you use? Like, what would you do if you were starting from ground zero? And what kind of products and what would the progression look like to get back to where you are now?

Yeah, so I think the. To me, the product, as long as the product's a good product, right? So let's just take that out of the table, right? I don't want to do anything that's not morally or ethically right. So as long as the product's good, I wouldn't get too focused on the product, Right? To me, what's more important is the demand. So I'm gonna find basically a good lead source. That's the most important thing. It's like, find a good lead source. Once you have a good lead source, then you know that's your demand, right? There's people looking for a product. Then it's just about building a sales team around that, and first you have to learn it yourself. Right? Again, I would go through the same exact process I went through, and that's exactly how I did it. So I wasn't even looking to get my insurance license. I was looking to build a business, and I was looking for basically a demand. So I did storm work before that, I repoed cars. The company I repo cars for, they. They had more cars to find than I would ever find. Right? So again, strong demand on snatching people's cars. So when someone told me, hey, you should talk to this guy about insurance, the first question is like, all right, how do you find your people? And if they said, oh, yeah, we do friends and family. We do power list, you know, we hold seminars, I like, oh, you don't have a demand? You don't have people looking for your products? I don't need to do that, right?

Right.

Now if I came up to somebody like yourself, right, who has a marketing company, and you're like, oh, yeah, we create, you know, hot leads, and people are always looking for insurance. Like, okay, okay, now we're talking, right? Like, and then the questions are like, all right, how many leads could you get? Can you get them in different areas? You know, and that was my questions, like, what happens if I be able to build a huge sales team? And they're all over the country. Can you get leads for those people, too? And the answer is yes, yes, yes. I'm like, all right. And once I'm confident, right, you also gotta feel confident the person's telling the truth, because I asked a question a zillion times to make sure they were telling me the truth, then it's just learning how to sell that product. And once you learn how to sell that product, it's teaching other people how to sell it. And then once those people know how to sell it themselves, it's teaching them how to be leaders themselves and developing them to teach other people how to sell the product. Right? So it's just, again, the focus is always going to be on how to build a business out of it. And. But you can't skip the first part. The first part is learning how to sell yourself and learning how to be a leader yourself. A lot of people are great salespeople, but they fall short on the leadership. And I think they fall short on the leadership because they're so focused on themselves. Like, that's when you have the focus. I always had a saying when I first started, like, your bank account's more important than mine. And as long as I focus on making money go into your bank account, my bank account will be fine. And that's where I think people. Because when they start seeing other people, when they start coaching other people, it's taken away from them making money. Right. Because it's a longer turn. Right. Your. Your overrides are slivers versus writing a. A policy yourself. But ultimately, that's where you're going to get the real freedom.

A hundred percent. Dang, man. If someone takes action on that, that's literally multimillion dollar advice right there. Awesome. Well, for people that are watching that want to reach out to you, where can they find you? How can they learn more about what you're doing?

Yeah, you can hit me on Instagram. David Price official. I got a Facebook group. We are insurance agents. So put a lot of free trainings and stuff out there. You're definitely welcome to come there.

And you could always send me a direct email. Davidpg.life.com so those. Those are probably the three best ways to get in touch with me.

Awesome. Awesome. Well, I appreciate you jumping on ladies and gents thanks so much for watching this video, and we'll see you in the next one. Take care.

Awesome. Thanks, man. I appreciate you, brother.