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EVERYTHING You Need to Know for Selling Mortgage Protection Life Insurance (Ep. 210)
Brand new to insurance sales and don’t know where to start? Heard of Mortgage Protection, but not sure what it is? In this episode, Andrew Taylor hosts Jay Maska, Kylie Valdes, and Joel Ramon for an in-depth discussion on everything a new agent needs to know about selling mortgage protection. This episode covers it all—from understanding what mortgage protection is to mastering the art of closing deals, generating referrals, and recruiting.
You’ll also hear them break down lead strategies, share their proven scripts, and reveal their biggest tips and tricks for excelling in mortgage protection sales. If you’re serious about leveling up your sales game and learning the keys to success in this niche, this episode is packed with actionable insights you can’t afford to miss.
Hello everybody. Andrew Taylor here, thank you for joining us today. We have a few agents that specialize in mortgage protection, and the cool thing is, how old are you guys? 21.
Speaker 2:22.
Speaker 1:22. Jay, how old are you?
Speaker 3:23.
Speaker 1:Okay, I'm going to let you guys introduce yourselves and what you guys did before this, and then we're going to get into some of this training. We'll start with you.
Speaker 4:My name is Joel Ramon. What did I like my job before this? Yeah, we'll start with you. My name is Joel Ramon. Like what did I like my job before this? Yeah, I used to play basketball for college and then I tore my ACL, my MCL, my meniscus. So then that's when I met Patrick. Well, I've known Patrick my whole life, but then that's when he kind of introduced me to life insurance and stuff. Funny thing is, I took my test the day before I tore my ACL. I went celebrating because I passed my test and everything, and I flipped on an ATV and I tore my ACL, my MCL, my meniscus, and then I was playing basketball, but then that kind of stopped everything. So then I just focused on life insurance and I've been doing it ever since how many years? Just like a year and a half.
Speaker 4:Nice, yeah, how do you like it? I love it. It's awesome. I mean, it's like that I can build financial freedom for my family, teach other people how to make money, how to do the same thing for their family, and it just helps everybody. It's like a win-win situation. You give somebody life insurance, death is guaranteed, so it helps them and their family, and then, as an agent, you get paid, so there's no reason to not like it.
Speaker 2:Yeah, what about you? I'm kylie valdez. Um, I not before. I'm still doing it. I was a legal assistant, still am, and I do full-time school. I'm kind of juggling everything still. That's kind of. I've been doing it for 10 months now. I would say yeah, since march of last year now you two are dating.
Speaker 1:How long you've been dating? For four years.
Speaker 3:Four years, yeah wow, my longest is like six months and uh, you guys both sell yeah and you're each doing how much a month, like what'd you each do last month.
Speaker 1:Last month, last month, we did 30k, I did 30k and what'd you do?
Speaker 2:I did 25.
Speaker 1:25k.
Speaker 2:Yeah, 25 to 30.
Speaker 1:Do? You guys live together? No Do you have a dog Not together.
Speaker 4:We separately have dogs.
Speaker 2:We practically live together.
Speaker 1:You practically live together.
Speaker 4:Nice, just stay over at each other's houses and stuff. Have you been waiting for a ring? What the I'm just kidding, I just started drinking legally.
Speaker 1:I'm just messing with you, all right, jay? What about you, man? Tell us a little bit about your backstory.
Speaker 3:I got an insurance when I was 19, 23 now, lived in my buddy's attic. I didn't do much, went to play college baseball but I tore my shoulder up and then I dropped out and then lived in my buddy's attic and got into insurance and what are you doing a month in sales? Our agency issues about four million a month in business four million a month.
Speaker 1:Yes, congratulations, man appreciate it. So we're going to talk a little bit about building with jay. We're going to talk about selling with you guys. It's going to be fun To start, though. Can you guys? You guys use mortgage protection as your primary way of selling life insurance. Can you guys share what that is?
Speaker 4:Well, mortgage protection, it's really like when somebody closes on their home, they get a form sent in and then it's's really like it's a protection that if they get sick or pass away like a regular life insurance just they get sick or pass away it'll pay off their home for them. So then if somebody's like, if you're a kid and you have parents one of them is the breadwinner, they have a stay-at-home mom.
Speaker 1:If the breadwinner is the dad like loses his ability to make income, how is that family going to be able to stay in their home? They're not going to be able to, so mortgage protection protects them from losing their home. And you guys are using mailer leads, so if somebody gets a new home, they get a letter in the mail that says they can get mortgage protection. And that's how you're getting your leads. Yeah, do you guys prefer selling leads over calling your friends and family?
Speaker 2:Yeah, for sure.
Speaker 1:Did you ever want to call your friends and family and do that model? Never, would you have even gotten the industry.
Speaker 4:No, I mean, funny thing is I actually started from Primerica. That's actually who I got my license with, and then that's kind of their model and thing. But then that's when, ever since, I learned about Family, first Life and the way that they handle everything.
Speaker 1:That's when I moved over with them and followed patrick and things like that would you have ever gotten in if you just had to do friends and family? I have no friends, nor do I have any family and dude I yeah, I don't think I would do it. No, I would not have been able to make it. I got you could probably make it if you wanted to, I just didn didn't want to.
Speaker 3:Yeah, the time on investment just makes no sense.
Speaker 1:Yeah, but when someone showed me a lead that I could just call them and close them, I was like yo, I could do this.
Speaker 3:Yeah, so what we teach people is to buy leads, collect three referrals per sale and then sell those referrals, because referrals are an 80% close ratio and a 95% persistency ratio. So it's like if I sold you and I was like I called Uncle Jimmy and said hey, I just helped your nephew out with his life insurance. My job is to help you out. He's going to instantly trust me.
Speaker 1:You want to know something hilarious? Uncle Jimmy, when I got my license, was like don't call me and try to sell me life insurance. That's usually how family is right. Yeah, they'll never buy from you but the funny thing is dude. I started to build an agency and he filled out a lead in the mail mortgage protection and we sent over one of our guys and he closed him.
Speaker 3:No way.
Speaker 1:Yes, that's actually hilarious. One of our guys went over and my aunt, melissa, jimmy's wife, told him someone's coming over at 3. You have to get what they have because it's mortgage protection. So he thought he just had. He was just told he has to get it. His wife's like hey, you got to get it. And then I called him and told him we did actually sell you. He was laughing and then he got his license because he was like I should do this. And he's got a cool story because he worked in um the nightlife in vegas for like 30 years. So now that he can control his own schedule and he can work on zoom and help people, he's like he thinks this is the greatest thing ever you've talked to him, yeah, yeah he dude, this is like the holy grail of sales yeah, now you got, do you guys do everything on.
Speaker 1:Zoom, yeah, everything on.
Speaker 2:Zoom, zoom and phone.
Speaker 4:Yeah, zoom and phone. Yeah, because old people sometimes don't really know how to use Zoom.
Speaker 1:So tell us about how that works for someone who wants to get into sales and specifically selling life insurance?
Speaker 2:I guess I don't know. How would you say?
Speaker 4:Well, with Zoom, I mean, it's kind of like the next level. Ever since COVID, everything is virtually so. It's the next level of being an in-home, because ever since COVID people don't really go to people's houses. And it helps us a lot, especially agents, because you're able to sell literally the whole US. You're able to just buy a license. Once you have your resident license, you can be a non-resident license, so in texas, oklahoma, washington, wherever the hell you want. So like, that's awesome, because you don't have to travel, you don't have to move, you can just be at home and sell insurance from wherever the heck you want yeah, and zoom makes it easier because a lot of people obviously are getting a lot of their private information.
Speaker 2:Some people aren't comfortable giving that over the phone. Zoom makes it so much easier where you can even share the application, the screen, and they can see everything that you're doing.
Speaker 1:Yeah, so let's say somebody's. Let's say somebody's they graduated high school, they're in college and they're thinking about doing life insurance. How would they do it? What's the process?
Speaker 4:Well, they would have to do a course to know what everything is first off. Um, then they fill everything out, and then they have to pass a certification, and then they get their state license. And that's pretty much it. From one boom to bam to another, and they get their license, they're ready to sell insurance there's no other business with low cost of entry yeah what can you elaborate on that?
Speaker 1:I?
Speaker 3:mean mean most businesses. You got to think about it. You got to have at least $30,000, $40,000, $50,000 of capital. Like here it's $40 for the test. We pay for the course, so it's free, so it's $40 with the state for the test, then $100, $120 for insurance. You're at $180. Leads I mean you can sell your mom, dad, grandpa, grandma to get leads.
Speaker 3:you get the commissions go buy leads and then you just flip a thousand dollars into five, six, seven thousand dollars yeah it's like it's just a low barrier of entry, like you don't need a gd, you don't need a college education, you just don't need anything. You just go get your license with the state, as long as you're not a felon. Get your license with the state and then you have at least two. Like I started with 50 bucks. So I came over here, I started with 50 bucks and I was like I had 50 bucks, $50. Like what year was that? 2021.
Speaker 1:I wonder if you can get your bank statement from 2021. I definitely can. We can look at it. I a hundred percent can.
Speaker 3:But like that's the crazy part is like that's huge.
Speaker 1:Now, Jay, we'll talk about recruiting in a little bit, because you have an interesting strategy for recruiting which I want to talk about. But for you two, can you guys go over some sales tips for people that want to use mortgage protection? And then also, how many leads do you get per week and what do you say when you call them?
Speaker 4:So well, I have a dialer but I used to dial myself, so with mailers we get like roughly I spend $1,500 a week on leads and we would get anywhere between 60 to like 120 leads because there's gold and there's silver. Silver is like the people that didn't fully fill out everything. But off of those leads we just call them in. We say, hey, this is blah, blah, blah from the benefits office. We're just giving you a call back in regards to a form that you had filled out with your closing papers for the whole mortgage protection. And then we have a script that we follow. We help them book an appointment and then after that that's when we sit with them as the salesperson or the underwriter, and then we just explain to them what it is.
Speaker 4:The biggest thing with mortgage protection is you just have to listen to people, because everybody's situation is very different and you just need to understand and grow that relationship with the person that you're sitting in front of, to have that relationship with them and teach them how it is, Because a lot of people in this industry whether you're selling or you're producing they're just uneducated and they don't really know what it is that they're talking about, what it is Like I've sat down with people with mortgage protection and they say, oh, I already have this, and they have like an accidental death benefit plan, Like that's not going to cover you in anything and they're healthy, they just have it because they have it.
Speaker 1:And they don't know.
Speaker 4:They don't know, like I've you with anything that like if you get sick and you have a heart attack or a stroke or cancer and you have two years to live, this isn't gonna protect you with that and you're not gonna be able to work if you have that.
Speaker 2:so yeah, this a lot of people, I would say, don't see the value in it at first. But I believe everybody should have something in place like that. They just need to understand why. And that's why you have to listen to everybody's situation. I've sat down with so many people that at the beginning they're like I don't really think I need any of this. And then at the end, once I pull up their finances, their medical conditions, how I guess the household income is broken up, they're like, damn, I never thought about that. What if something happens?
Speaker 1:Yeah, I always used to say the fact-finding is painting a picture of their life for them to see. So you're painting this picture and you can see the medical diabetes history of heart attack in their family, and then you've got the granddaughter that lives with them and you got one income and you just keep fact finding and you just keep painting this picture and then you can turn around and you can go. Okay, mr smith, so what it looks like to me is like you know, you're taking care of your family, you're the primary breadwinner, you take care of your granddaughter, you something happened to you, it might be hard for them to, it will be hard for them to pay for the mortgage, and it sounds like you, like most people, want to make sure, if something happened to you, that your family has a place to live. Yeah, and yeah, of course, that's what I want. Okay, cool, well, we're gonna.
Speaker 1:Now do you guys do trial closes? Because, like, or do you guys have you heard that? So trial closes, like, before you actually close them, you're closing them. So, so it would be like me telling Jay, I'd be like yo, jay, today what we're going to do is see if you qualify, find something that's affordable for you and get you protected today. And if we can do those three things, is there any reason why we can't do the application today. I mean, at least I don't do that. So that would be a trial close. No, I like that and that would be a trial close.
Speaker 3:No, I like that.
Speaker 1:I do like it yeah, and I'll do like 10 of those before I actually close them. So they're agreeing and another trial close is hey, jay, we're going to make sure this is so affordable for you today that if you got a flat tire and a bunch of random bills, that it would still be comfortable for you. So I need you to tell me, when we look at these options, which one's going to be the most affordable for you. To tell me, when we look at these options, which one's going to be the most affordable for you. We'll get your proof there. That way, if something crazy happens, you can still keep it.
Speaker 2:Does that make sense? Yeah, does that sound fair.
Speaker 4:We have something like that. Yeah, it's similar, but that's the key thing. I mean, when you're selling someone or you're giving them insurance, you want to be able to make sure that you're putting them in the right position. You don't want to just screw them and give them a $500 policy when their income is like $1,000 a month. So you want to make sure that whatever they do is definitely comfortable for them, because the worst thing to do is sell a big policy and you got to charge back the next week.
Speaker 4:So you want to make sure they stay in the books and then, once they're approved for something like that let's say they get an income raise for their job you can always give them more coverage in the future. So that's the biggest thing making sure it's comfortable.
Speaker 1:I like what you said. It's important for people to have something, yeah, like. Because, like, if they can't get something crazy, they can still get something yeah.
Speaker 2:Yeah, 100%. Even something for burial or final expenses.
Speaker 1:Yeah, I used to tell people I'd be like, okay. Well, they'd be like, well, I want the whole home paid off, or I don't want it, and I'd go well. It's kind of like if you're in the desert and you don't have a lot of water and it's really hot, but you have a little bit of water, then it's still better than none.
Speaker 1:And the guy goes no, it isn't, he was like a rock collector. He's like I'm in the desert all day and if you just get a little tease it's worse than having no water. So I don't want any water. If I don't have a lot of water, like all right, I don't know what to do here, but, um, I love that, though it's like can you guys talk about, like, how to fit mortgage protection where it's comfortable for everybody? So if they're older and they can't afford to cover the whole home, what do you say?
Speaker 2:so if they're a little bit older, obviously something like an IUL or Terb isn't going to fit for them. So we have different kind of product script breakdowns. So for final expense we kind of break down. You know, obviously there's that full mortgage and half mortgage and if I'm being completely honest, it just really doesn't make sense for you to have that full mortgage payout because it will be very expensive just because of your age and your health, and my goal here is not to make you any kind of insurance broke. My job is to find something that's affordable and comfortable, something that you need. So what it is that you qualify for it's a whole life plan. It will cover the mortgage payments for ABC. Amount of time a year, two years, three years of the mortgage payments so that you can make sure that your family has time to decide whether you're going to sell the home, take out the equity, do a reverse mortgage, things like that, and grieve the loss of a loved one without having to worry about losing the house.
Speaker 4:That's good we just gave you all our script.
Speaker 1:Yeah, no, it's good, because a lot of people go well, they want their whole $500,000 mortgage paid off and you know they can't afford that Because, let's say, somebody's in their 60s or 70s. So what you're saying is you're saying, well, let's just cover two to three years of payments to give your family time to either get the equity out of the house and sell it or just get a grasp on what the heck they're going to do.
Speaker 4:Yeah, I mean the biggest thing is you don't want the home to go into like foreclosure and then your whole family loses all the equity and everything and they can't even make the monthly mortgage payments and they don't keep that equity. And that's the biggest thing. I mean it's not really. Maybe, if they can't get a full mortgage payoff, what they can also do with that is they can use that lump sum tax-free check and they can use it as a down payment on a refinance on the home and they'll lower the monthly mortgage payments by a lot, so it'll save them money in that way too. There's many ways that you can picture it, for them.
Speaker 2:Yeah, you just kind of give them options on what the next steps can look like for them and their family.
Speaker 1:That's legit. We always called that critical time protection. So it'd be like, during the most critical time of you know, losing the person you love, uh, making sure that you're not worried about also losing your house.
Speaker 2:Yeah, exactly yeah, we call it critical period. Yeah, same thing.
Speaker 1:Okay. So let's say they're somebody's younger and they just want it to be affordable. Like, do you show them sometimes half of the house? Do you show them sometimes the? Do you always show the full house? We?
Speaker 2:pull usually three options. So we usually do 50%, 75% and 100% of the mortgage.
Speaker 4:that's usually with critical period, it would be the same thing. It'd be like one years, two years or three years. Because you want to give them an option. Um, to make sure, like if I just throw one option to you, then you're going to be like like okay, then is this the only thing like they want. They would want to pick an option, because the biggest thing when you're sitting in front of someone is everybody wants to feel like they're in control.
Speaker 4:So, like the best way is when you like, when you're in an appointment or you're trying to sell someone, don't let them be in control, but let them think they're in control. You just have to play like mind games with them and let them know. Like give them options and say now which one's going to be affordable for you. At the end of the day, you're going to get the sale, they're going to pick one option and if you put the numbers in a correct way, like expensive, they're gonna pick something. Especially if you did your job correctly and explain what that can do for them and their family are gonna pick something and you want it to be affordable for them and for them to be comfortable with picking that what if I say um hey, can I just think about it?
Speaker 3:I love that I do. I do a process of elimination close. You ever heard that? No, I'm like hey, hey, andrew, so we're gonna do process of elimination clothes, because the biggest reason that people want to think about it is they just see three things in front of them. They genuinely just don't know which one to pick. So out of those three options, which one does not make any sense to you, like a, I'm like, cross that out for me. And then out of the b and c, which one makes the most sense, like c, then they'll circle c. So it breaks down the.
Speaker 3:It breaks it down into two I've never heard that and yeah, that's fire yeah, so I do process of elimination clothes or like my favorite one is the walkaway clothes with a couple. It's like they're like yeah, we just need to think about it. Be like, no worries, I actually have to go to the printer real quick. I'm gonna run to the printer while I'm at the printer, you guys think about it and when I come back we'll have a decision made. I've heard that was like my two favorite ones.
Speaker 1:I love that. That's good. Yeah, do you do any like framing for a client, like building up, building them up for doing something? Good? Do you do any type of yeah, what do you do?
Speaker 3:like you're talking, like making them feel good about what they're doing. Yeah, 100 like before they even decide to get it. Yeah, I'll say it's great that you filled this form out, because most homeowners usually don't really fill it out and then they don't see the value in it. So the fact that you filled this out is absolutely amazing, because it shows that you're being responsible as a homeowner and it shows that you're obviously you're caring about your family, making sure that they're taken care of, because as a homeowner, the most important part is to protect the home for you and your family. I'm really glad I'm able to work with you and help you out with this, because it shows that you see the value in it and it takes pressure off of me, because now I'm not selling it, I'm just giving it to you.
Speaker 1:Yeah, that's good, you guys do any of that.
Speaker 4:Well, not like in that way. I mean, that's actually really good, but we just kind of do it. We do it is more of like we try to understand the situation. And if something happened to you, andrew, let's say you couldn't work anymore the day of tomorrow and you couldn't produce your income, would you and your family, would you personally, want to keep this home or would you just sell it and downsize?
Speaker 1:I don't know.
Speaker 4:And then, oh, that's kind of obviously you don't know, but that's obviously a situation that everybody needs to think about because it's something that's always going to come I like that because if you sell it and downsize in the critical time period yeah, it looks, sounds, even that's what we do so like if they sell it, then we offer them okay.
Speaker 4:Well, I hope you know. If you do, how long would it take you to be able to sell your home? How long would it take you to pack up everything, put the house on the market, sell it for you know the money that you need it for and not lose any type of equity? And most people don't even know some people are.
Speaker 2:Some people are very ignorant, will tell you a week and I'm like really, and there's some people that, um, we ask them you know, in that time frame when you're selling the home, packing up everything, how long do you think it would take for your family to be able to cover the mortgage payments, at least for you for some time, or if they even can? And a lot of them say say you know, I never thought of that, I don't think my family can cover anything. I'd be screwed, I'm going to lose the house.
Speaker 1:Yeah, I always try to make the dude look really good to where, like he might. There's a high chance he's getting some that night because he filled out that form and I'm like yo Jay, most guys don't care about this that I talk to, which is cool to see someone who's worried about taking care of their family and their wife and making sure, if something happened to them, that they have a roof over their head, because a lot of people I talk to they actually probably would rather buy a few 36-packs of Coors Light and spend money on who knows what instead of applying that money here. So I just want to say it's really awesome to see you looking at this.
Speaker 4:I'm building this dude up big time and now you'll make him look like an asshole if he doesn't buy it Exactly.
Speaker 1:And then I'm hoping he wants me to get on another call so I can next week build them up but help them with some other stuff, like retirement iul's for their kids. Um, but booking additional appointments to help them, do you guys go back? Do you guys book additional appointments to help them with other stuff?
Speaker 4:um, that's not something that, like, we've been taught to do, but that's something that we're definitely trying to like learn and to implement into our system.
Speaker 4:Because it's the same thing with referrals like we've never used to do referrals, but it's that's free that we're definitely trying to like, learn and to implement into our system. Because it's the same thing with referrals like we've never used to do referrals, but it's that's free leads that you're able to produce income off of. Like if I told you like, do nothing and then get money, like you would want to do it. So I just have to talk to them, make a conversation, and I can make an extra two, three thousand dollars off of just doing that and you're helping, like their family, friends or whatever.
Speaker 3:The same thing with referrals, and that too, referrals and annuities, are huge focus in 2025 yeah, for sure, because that's dude. We could probably triple just off, referrals quadruple, like that's. The thing is. Like the brokerage world has a bad rap for like just buy leads, buy leads, buy leads. So we're doing the opposite. Like buy leads collect three to four referrals per sale, 80 close ratio. Let's say you suck and it's 30%. You get 15 referrals a week. You're going to close four. $84 a month's the average, it's $4,000 a week in business.
Speaker 1:Yeah, and then a lot of people don't know. But Integrity has that legacy safeguard program that's free for customers.
Speaker 1:We need a training on that, which we're going to do a lot more training on. But, um, dude, the presentation. So brian adams is the one who created it, the ceo of integrity, and he, he kind of went through what he did, what he did and how he used it and it's really good man. He would say, uh, he'd be like, hey, if, if you could spend one more day with somebody that has passed away, who would that be? My dad, your dad? And then he'd go, okay.
Speaker 1:So we kind of created this program as a free program to, where we'll take care of all these different memories for you. So, like, like, you can upload photos, you can upload your life insurance, they'll do the claim stuff for you, they'll do the funeral stuff for you and they'll they kind of make it where because even if you have life insurance, it can be a pain if if no one helps you, they'll help shop to make sure you get the best deal on the funeral home, all these different things. And it's completely free so you can sign people up. But what you get to do at the end is you could go, hey, you can sponsor three people or six people to to join legacy safeguard, and then they're, they put down the sponsors and then you can call them and you can literally sign them up for a legit, free service and then, while you're doing that, you're collecting their insurance information and seeing if you can also help them so I like that.
Speaker 3:Because most people don't understand about funeral homes is, if you walk in and say, hey, my dad died, like how much life insurance do you have, be like 10 000, like yeah, that's how much it costs for a funeral. In reality it could be 6 000, but they always ask first how much life insurance do you have? 30, okay, it's 25 yeah so like having somebody to work with you on that that knows yeah, that knows can save you 10, 15 000 yeah.
Speaker 1:So this is a super cool program. So I signed my mom up for it just to like see how it all works and it's legit, man like um, so we're gonna talk more about that this year. But getting referrals is huge. So today somebody called me from a referral from like five years ago because I would just every every customer that I get, they get a christmas card with my kids and me. Um, they get like a spring cleaning card that says, uh like hey, it's springtime. You know, as you're dusting off all your stuff, you got your poly policies tucked away. It's time to do a review, uh, and so just dripping on them. But a referral from five years ago called me today hey, I need a policy. And then we wrote a annuity for 100k because she needed somewhere to put her um, her old ira that she had. And it's like, if you think about that, this money, this industry, can pay dividends, like once you start to build your client list multiple different ways.
Speaker 3:Yeah, all kinds of different ways. I had a client text me today to hop on a call to help her granddaughter out with the policy yeah, the best yeah, yeah, it is the best I've had.
Speaker 4:That's the one like referral that I've ever had, and I didn't even offer it. They just like when you do a good job. That's the. That's also the best thing about when you're like, you're looking for the person's best interest. When you do look for the person's best interest and they'll help you to like, they'll offer you to their family, to their friends. They'll be like oh my god, thank you so much and you get free referrals now?
Speaker 1:have you had like commission breath before? What do you mean by that? It's like where you're desperate for a commission and the customer can tell, yeah, my, old company we were desperate for commissions Because we couldn't buy leads.
Speaker 3:They were free leads so they would just give us. We had lead allotments where they only gave us two lead packs a month, so we were forced to collect referrals. You've seen Wolf Wall Street like Terrorist, was it called Telephone terrorist? Mm-hmm, we were telephone terrorists. Like we were like desperate, like my closing if they didn't want it. My last hurrah was like hey, if you're not going to do it for yourself, do it for me.
Speaker 1:Like hey you're not going to buy what Did people do it no?
Speaker 3:I think I maybe had one, but Normally I would do it for my family before I did it for you. I'd be like, exactly so let's get this done.
Speaker 1:That's pretty good.
Speaker 3:But no, that would be my last. Like hey, dude, if you're not going to do it for yourself. But you didn't stop. Yeah, yeah, but here you can. That's the cool part, is, I don't stop, but here it's just like all right, I just go get another batch of leads or collect referrals.
Speaker 1:Yeah, I want to talk about recruiting a little bit, so you have an interesting recruiting strategy. So you've done pretty well. Have you ever read the book Rich Dad, poor Dad?
Speaker 3:I have, but this was like four years ago. I listened to audio.
Speaker 1:Okay, well, you definitely did not follow anything in that book because you bought. Tell everybody what cars you bought for recruiting. If Dave Ramsey watches this, yeah.
Speaker 3:Dave Ramsey will freak out if he watches this, he would freak out. So I bought a $400,000 Rolls Royce, $178,000 McLaren and then an $85,000 TRX. Are you going to get any more?
Speaker 1:No, I'm pretty set on those three and you said that you like people go, hey, what do you do? 100%, and then you get them in licensing and you teach them how to sell life insurance and you said you have a P&L on your cars.
Speaker 3:Yeah, so like, here's the thing is, let's say, because insurance is crazy lucrative, I have offices. So when I park my Rolls Royce out in front of the office, people are taking pictures. They, hey, you guys like the car. They're like, yeah, I'm like, that's mine, you guys want to know what I do here, follow me and walk upstairs. It's called a turn and burn close. Or it's like, hey, yeah, just follow me, I'll show you what I do upstairs. And I just turn around and walk and they feel awkward. So I'm like dude, you got to follow him. So I get like four.
Speaker 3:I'm like the reason most people at your age don't believe what I do is real is because the average person is 46. I started when I was 19, which is not the normal, that's just not the norm. And then I'll show them a picture of my license with the state, get them enrolled, of course, but my thing is so I can get 10 people, five leaders, to get their agency up to $100,000 a month and I have a 30% spread off of it. I'm making 20 grand a month passively per five liters. So the ROI on it is lucrative Lucrative.
Speaker 1:Yeah, I've never actually looked at it that way, but it's interesting to see it work. What do you see your business doing in the next few?
Speaker 3:years. I think this year we'll finish at 15 million a month and then the following year I want to push towards like $30 to $45 million In premium not death benefit, yeah, premium. Like I want to push towards like $45 million a month next year. And I think with marketing, the way marketing is now, it's just insane.
Speaker 1:Why do you think this model? Obviously you think this model is better than other models 100%.
Speaker 3:Why it's just? It's lucrative because I could get my 12 year old niece to say to call a lead and say you die me, sell life insurance. You need life insurance. And at least one out of 100 people are going to say yes now probably more than that.
Speaker 1:But what, what? As far as the structure of high comp, like our structure, is high commission and leads so that's the thing is, I've never seen another imo that has our structure.
Speaker 3:Because if you look at all the other imos, they're for the manager. That family first life is for the producer and for the manager. Because most imos have it backwards. They have, they make the managers all the money and then the managers are in this cycle of recruiting a bunch quitting, recruiting a bunch quitting. So in this cycle of recruiting a bunch quitting, recruiting a bunch quitting. So in the cycle of just rebuilding over and over and over and over. So like our cycle is so much better because it's for the producer and for the manager. It's like that's why I like Family First Life is it's for the producer and it's for the manager. If you look at all these other IMOs, it's only for the manager and the average producer at these other IMOs are making a thousand dollars a month but the manager's making 15, 20 grand a month but their average agent retention is probably like 20 a year. That actually like stay, like ffl's agent retention is just way higher than anybody else's.
Speaker 3:Because in order to make the manager happy I always say, in order to make the manager happy, you make the producers happy that are under those managers. So if I can make those producers making money, they're going to stay long term, which is going to keep the manager happy. All these other companies are for the manager. They think they need to make the manager happy. Like I always say that 90%, which is true, 90% of the United States is employed by the 10%. So my job is not to make the 10% happy. My job is not to make managers happy. My job is to make the 90%, which is the producers happy. If 90%, which is the producers happy, if I can make them making $15,000, $20,000 a month, they're going to be the happiest people in the world. Do you guys ever recruit part-time? I haven't. No, I don't, but I think now I'm going to recruit part-time but only sell referrals. So be mainly referral-based.
Speaker 1:Yeah, what about you guys? Do you guys ever? Because I like recruiting people part-time. I think that a lot of people are missing the boat because someone could have a job and they got good benefits for their family and they could write four or five apps on Saturday or Sunday and it could be life-changing for them.
Speaker 2:That's how I started.
Speaker 1:Yeah.
Speaker 2:I still do it.
Speaker 1:Yeah, so you still do that.
Speaker 2:Yeah, I have a full-time job as a legal assistant and I do full-time school. I'm a full-time student.
Speaker 3:That should be the thumbnail.
Speaker 1:Yo, you're an animal.
Speaker 3:Part-time school, a full-time student. That should be the thumbnail. Yo, you're an animal.
Speaker 1:Part part-time student 25 grand in business, yeah. Full-time job yeah, so two full-time student two no full-time student, two full-time jobs is insurance one of the full-time jobs? Yeah, okay how much do you sleep?
Speaker 4:a lot a lot, a lot.
Speaker 2:I'm just very good at um getting everything done. I'm very, you know, diverse in that yeah, that's good, legit.
Speaker 1:Um, all right. So if somebody wanted to work with you guys because there's a lot of 21 year olds, 20 year olds, 25 years- whatever anybody that are like I want something different, want something else, and maybe they might think this might be a good path. Could you train them? Could you teach them, could they work on your team?
Speaker 4:yeah, I mean I. What we're really good at is like showing people how to like become good producers, like she was my first agent that I brought into the business and within six months she was able to start producing 25,000. It's not hard.
Speaker 1:Did you think? Well, we have to tell people. A lot of people cannot do this.
Speaker 3:I don't know why, but a lot of people fail. I agree, it's definitely not guaranteed.
Speaker 4:Yeah, yeah, but it's just not hard. It's just that you need to have that like first. You need to have that like starvingness and that drive into like your mind to want it and you just need to be consistent. Like this business is really just about consistency and showing up every single day and doing what you did yesterday because what you do today might benefit you in like two weeks from now. It might not benefit you today. Like you dialing like that close that you did five years ago it benefited you like five years later because you got a referral off of it and you were able to like do something with it.
Speaker 4:It's the same thing. That's how this business is.
Speaker 3:I just think most people have a W-2 mindset. So when you're a W-2 employee, you're working for the investor. So then when you get into 1099 Entrepreneur Sales, now you are the investor. So I think that's where people go wrong You're the investor and you're the employer.
Speaker 2:Yeah, but the thing is in school. That's how you're taught to work for somebody one day.
Speaker 4:Yeah, the best thing about this business is you need to believe in yourself, because this business is about betting on yourself. So if you believe in yourself and you bet on yourself, you'll be able to make a way. What if you're not sure though about yourself.
Speaker 1:Well then, you gotta fix your mentality. Get around people that are that, that do believe in themselves, and you will change. You just got to change your environment. Yeah, that's because like all right, what's the hardest thing you guys have gone through in this business?
Speaker 2:when I started, um, I guess, learning to juggle everything, I wasn't sleeping a lot. It was a lot of stress because I was still focusing on my other job, still finishing finals. At the time it was in March, um, and I would get really stressed out because I was worrying about let's. I want to close, I want to do my own stuff. I was still kind of trickling in behind him while doing my other things and he's like you should just take a break, just take like a couple months off and when you come back, when you're done with school, you can focus. And I said no, I can't. And I spent days crying and stressed out and it was. It was a lot. I didn't sleep for days and one day I just woke up and I'm like I'm gonna do it, I don't care. And I sat there for six, seven, eight hours just straight, dialing and dialing, and dialing. While dialing I was working my other job, doing it both at the same time, getting school done, and then just eventually made it happen. Love it. Just the persistency, I guess.
Speaker 4:The biggest thing about this business is your mentality. You need to have a strong mental game because you're gonna have like I had a week that I issued twenty thousand dollars and the next week I did 15, and for two, three weeks I issued like maybe five, six k each week. So like you're gonna have really good weeks and then you're gonna have really bad weeks. You just need to like stay level and like not let those bad weeks affect you. Like that's where I still need to fix myself on, because mentality is the biggest thing. Like I'm someone that, if you like, if I get hit by a truck and it's like fuck, but then, like there's times where like I pick it up and I'm like, okay, lock in.
Speaker 4:And then I'm like focused and I know what to do. But that's the biggest thing, just being locked in and like knowing that what you're gonna do every single day is always gonna like benefit you, because if, even if you have a good week, bad week week, those good weeks are going to come and those bad weeks are going to come, but the good is always going to outweigh the bad.
Speaker 3:Yeah, and I think and you've definitely done this before is the one thing that changed my perspective is when I called Sean to complain and he's like oh my God, oh my God, jay, do you have cancer? I was like no, he goes all right, quit complaining and he hung up.
Speaker 1:It's so good and I was like that's so true.
Speaker 3:I was like and that's how I compare it, though it's like I had 120 grand roll up debt. That was like my biggest thing adversity in the business. I was like, dude, there's a six-year-old in a children's hospital and the doctor just said you have two months to live oh so like that's the thing is there's, not there's.
Speaker 1:You just got to compare it to other things and the perspective yeah, something that, um, I think is important to know as a producer and I don't know if you feel like this, jay but it's not always going to be good. Some days are going to suck. Dude, I've gotten four no-shows and five chargebacks in one day and you're like man, I went backwards today. It's not that I didn't get anything done, I went backwards. And then I go down this path of maybe this, this doesn't work. What's gonna happen? Can I make it? Am I good enough? Is it profitable? Is it profitable? Am I in the wrong place? Have you guys ever gone, done that all the time?
Speaker 1:thousand percent yeah, yeah, you no, cj's crazy. Yeah, I have legit. Not, like, being very honest, I believe you actually. Yeah, so maybe there's some people that don't do that, but I would do that. It would be like every four to five weeks and then I would have to like get myself out of that. What? What helps you guys get out of those situations? When I get an American?
Speaker 4:deposit.
Speaker 3:I brag about him. Like I opened, got woke up in the morning at four o'clock and I got my America Daily Report and it said negative 120 grand. I screenshotted it and started sending it to my friends and I thought it was the coolest thing in the world. I was like this is sick Because I was like 20, 21. Like dude, this is sick. I was like this is how I know I'm building a business, is what I'm dealing with? Chargebacks, because every business has a chargeback. Yeah. So I was like this is so badass.
Speaker 1:I was like screenshot it, like showing my dad and everything, and I was like I thought it was cool one thing that I have done is like um, anytime something bad happened, I would try to make like something really cool happen from it so I could tell yeah the story it's like turning lemons into lemonade type of thing.
Speaker 1:Yeah, yeah, and there's been a lot of really cool stories of having a goose egg for the week and then working super late till midnight and getting some miraculous $24,000 AP sale. Yeah, so when I'm in those moments, moments, I will kind of do that, like you said, like I'll be like how do we just make this fun and cool? Yeah, yeah, 100, but that's crazy, dude. A lot of people would freak out if they had that charge back.
Speaker 3:Yeah, agents call me about two grand. I'm like you try 120, that's so what'd you do?
Speaker 1:just work.
Speaker 3:Someone rolled that up to you, yeah so they rolled the 120 grand of debt and I thought like, like I called Sean and I was like I was like I was like bragging to him. I was like this is cool, I just gotta go hire people now and then show them how to sell insurance. I just gotta keep selling insurance so I keep my contract.
Speaker 1:So I was like I was like dude Ameri, as I sell three grand a month with AmeriCo and I'm recruiting 20 people a month.
Speaker 3:I'm good, You're an animal, I just didn't care, Because I always knew business was long-term. So I was like as long as my bills are paid, that's all I care about. I didn't really care about making money right away because I knew businesses don't make money right away.
Speaker 1:Yeah, you're not scared to spend money on pretty much anything Like.
Speaker 3:I'm huge on marketing. I flew your buddy from Vegas to Arizona to get a video of me on the private jet to come to Vegas, so I spent $200 of flying there to get a video of me walking on the jet, just so I could post it on social media.
Speaker 1:And how many people like reach out to you over stuff like that.
Speaker 3:Oh my gosh Like. If there's a camera to show my phone, I could probably get 20 messages a day.
Speaker 1:It's all automated now. So it's automated into a funnel. That will create a lead for you to talk to somebody exactly and you're teaching your team how to do that 100 so if someone works with you, you're teaching them how to recruit like you do, in their own way, though they don't have to do all that. Yeah, exactly. No, they don't have to do that, not like this year.
Speaker 3:I'm more gonna more focus on um testimonies now this year than I am lifestyle talk about that. So I like the lifestyle and stuff and like posting and people are attracted to it. But I think you'll you will hire more people long term. I think people will stay with you long term when you're giving testimonies about other people, like I had an 18 year old kid, albuquerque, new mexico, in the in the slums of Albuquerque, dm me. He's like Jim, 18 years old. I'll move today. I love what you're doing, I want to do it. You inspire me. He moved from New Mexico to Tampa Florida. From Tampa Florida he moved with me to Montana and he deposited gross income, deposited with 15 grand the other month, 18 old he just turned 19, but he was 18 years old, 18 years old at the time and this dude wakes up at three o'clock in the morning and just active I love that dude.
Speaker 1:You know what? I made a dumb comment the other day. I was like I was telling sean I was like dude, I like hiring big teams you know, yeah, he was like, yeah, dude, but what if I liked hiring big teams?
Speaker 1:when you were like 21, 18, 21 and I and I didn't talk to you. I was like, yeah, dude, but what if I liked hiring big teams? When you were like 21, 18, 21, and I didn't talk to you? I was like damn dude. So it just made me realize, like the impact you can make on someone you don't even know, like what I could do for their lives 100%.
Speaker 1:And then the other thing I think my favorite thing about this industry is just being around other like people that are trying to make their lives better working hard, grinding, being healthy, staying away from drugs and alcohol and all this stuff usually. Have you guys noticed this to be a good environment for you guys?
Speaker 4:Yeah, I'm surrounded with a lot of like-minded individuals that want the same things as me. I mean shit when I'm 23,. I want to be like this guy. So it's just surrounding with yourselves with the right people and like knowing what the heck you want really, and I think the coolest thing is the 18 year old.
Speaker 3:I made 15 grand a month, spent 15 grand a month just on dumb stuff. And then he was like you have no money. I said put that in perspective, dude, you made 18, 15 grand a month and spent 15 grand a month as an 18 year old. I just put that in perspective, like yeah, what do you do?
Speaker 3:he just blew it on. He just blew it on clothes and lulu, lemon and all this stuff. He grew up broke. He grew up like me, like my first two years I made zero dollars. I made 200 grand spent, made 300 grand, spent 300 grand. So he was like me, like we. He grew up with no money. He's like do I have money? Sort of spending it. Obviously not. We have habits for him now, but I I was like just put that in perspective Like the normal 18 year old makes like $1,000 a month. I mean you spent 15 grand a month and he was like the happiest dude in the world. He was like bragging about it.
Speaker 1:That's legit. So, jay, now you're working with these guys. Now, yeah, so you're helping them. You guys are all working together. Someone team how?
Speaker 3:do they reach out to you? Nonstopfinancialcom, and then they'll fill out a form and then they'll contact them, or on social media? My Instagram is officialjmaska. What's your Instagram?
Speaker 2:Kylie Valdez.
Speaker 1:Joel Darumon22. What's your phone? Did you give your phone numbers? No, mine's 786-393-0042.
Speaker 2:Yeah mine's 305-793-2011. Yeah, mine's 305-793-2011.
Speaker 1:Okay. So if you're watching this and you want to go, hey, I want to get in the industry. I want to make a change in the industry or I just want to work with these guys. I want to know what they're doing for leads. I want to know how they're selling. I want to know how they're recruiting. Hit these guys up and we'll have you guys back in.
Speaker 4:What do you think you're going to do in in the next few years? Grow a massive agency. What does that mean? I want to be able to have an agency that's producing minimum, like within how many years, like by next year. I want to have an agency that's producing at least like 500k a month what's your like reason you want to do this?
Speaker 1:is there like a bigger reason?
Speaker 4:just thinking paid really well I don't really care about money. I mean, obviously money is like, oh my god, you're able to buy whatever you want, but, like, for me it's mostly just like my mom, mostly because I mean everything that she's always done for me. Like she's always, she busts her ass. She has two jobs, even to this day, like, thankfully, with this industry, I was able to buy her a car, which I got myself a car, and I got her a car. Where'd you get her?
Speaker 1:Let's go. What's your mom's?
Speaker 4:name Millie.
Speaker 1:Millie yeah, single mom.
Speaker 4:Yeah, right now. Yeah, I haven't. They've. My parents have been separated for like 10 years already. But yeah, that's the biggest thing just really retiring my mom and like not having her bust her ass. No-transcript stopped out like it's worth it I'd rather be at the office until midnight and not have her there that's why I put it in perspective for people.
Speaker 3:I'll say I'll be like who's struggling. They'll raise their hand. Like I'd be like, all right, who has a single mom or dad, they'll raise their hand. I'm like, dude, your mom or dad sacrificed 18 years of their life to provide for you and work multiple jobs. Why would you not sacrifice five to six years of your life to build yourself a business To help out your mom and dad that sacrificed 18 years of their life?
Speaker 2:Oh yeah.
Speaker 1:I love that dude. I had the same thing.
Speaker 2:Single mom and that was like a big like that gave me the desire to not quit. Yeah, yeah, I feel like that's been my drive recently too. I throughout my my years as a kid I didn't know that my mom was struggling the way that she was. My parents got divorced when I was six and you know my mom put me like in gymnastics gymnastics is, notastics is not cheap. I was in it for five, six years. She was paying like five, six hundred dollars a month and her second mortgage. She didn't pay the second mortgage for over a year and we ended up losing that. Well, she sold the house before she lost it, but I didn't know that she struggled until recently.
Speaker 2:She didn't even tell you she didn't even tell me and it's like she worried where the next meal was going to come from and I had no idea. And that was my drive, where, you know, she put on this strong face for us so that we didn't feel the struggle and we had a great life, the life that she couldn't live when she was younger. And now I want to obviously give that back to her and give her the world, because that's what parents should be doing for their kids and you don't see that sacrifice until you're a lot older and understand.
Speaker 1:Single moms have like superpowers. Yeah, like they could. They could do anything. Yeah, um, what I think we've interviewed drew. How? How many top producers do you think we've interviewed? I don't know a lot. Like 300. Sure, sure, probably 300, something around there. And the most common thing I've seen in the young producers that are top producers is they want to take care of their parents. Like yeah, I see that that's like the most common thing. Like I want to take care of my mom, I want to take care of my dad. My dad's back's hurt and he he's a truck driver and I don't want him to do that anymore, like. But it's pretty cool to see like that common theme of why people are doing what they're doing, because it can't just be for money like, yeah, once you start making, if you're only chasing money, once you stop making it, you're just gonna go to the next opportunity.
Speaker 1:Yeah yeah, and then, like jim rohn says, like if you ever make a million dollars, you better become a millionaire or you won't have, you won't have it for very long. Yeah, like mentally, um, if it's, and having a a purpose of why you're doing it, makes it just not about money and like about like dude, I got to the point to where it I just got bored. If it just not about money and like about like dude, I got to the point to where it I just got bored. If it was just about money, it had to be about paying it forward, like the people helped me, me helping other people, you know. Yeah, all right. Well, you guys are beasts. I can't wait to see what you do. Thank you for coming in. Uh, if you're watching, hit these guys up and let's get you going.