FFL USA
The #1 Insurance Marketing Organization In America. To learn more or join the team visit: https://www.familyfirstlifeusa.com
FFL USA
The TRUTH about Selling Insurance with Family First Life (Ep. 211)
What if there was a better way to sell life insurance—one that paid more, provided better support, and actually helped you grow your business? In this episode, Andrew Taylor sits down with Jay Maska, Coleton Collins, and Nicolette McGannon to talk about what it’s really like selling life insurance at Family First Life—and why it’s a game-changer. They break down their experiences, share why they made the switch, and explain what sets FFL apart for agents looking to grow and succeed.
If you’ve ever wondered what it takes to thrive in life insurance sales, this episode is packed with insights. From expert sales tips to getting started as a new agent, you’ll hear firsthand how these top producers built momentum and found massive success. Whether you’re new to the industry or looking for a better opportunity, this conversation will open your eyes to what’s possible at Family First Life!
Hello everybody. Andrew Taylor, here we have some top producers and managers with us today. Thank you guys for joining us. We have Jay Maska with us. Jay, thank you for coming in. We have Nicolette McGannon with us. Did I say that right?
Speaker 2:Yes.
Speaker 1:Awesome. And then we have Colton Collins. So, real quick, before we get into any kind of training, I just want to learn your guys' back story so people can kind of have an idea who they're talking to. Cole, and let's start with you.
Speaker 3:Yeah, absolutely so. I'm originally from Spokane, washington up north. Moved down to Phoenix Arizona on a whim, didn't really know what I was going to do Ultimately, didn't have a job lined up, didn't have anything lined up really. I just came down there and got into car sales. Originally was the worst car salesman on planet earth. From there transitioned into working into the hospitality industry. At that point I still didn't really know where I was going. I'd never worked in sales, never done anything like that before. I was working like two, three jobs just to pay my rent. Didn't know what I was doing At that point.
Speaker 3:Got introduced into sales in the mortgage industry, started there for two years. Everything was great. During COVID, you know, you could sell a mortgage to a dang rock. And then the interest rates changed and all of a sudden I was back to making a thousand bucks a month and I'm like what the heck am I going to do? Fast forward, knew some people that were in insurance just through social media and they always seem to be doing well for themselves. So contacted them, got licensed, started at a practice company and then ultimately just I knew something was off because at that time I was, let's say, selling X, y and Z and only making 30% of it and I'm like where the heck's the rest of the money? How are people making money in this industry? And then from there, got introduced to FFL and fast forward. Now I mean got a team crushing it and building here. What's crushing it mean? Um, we're doing about 1.4 million in december just in one month just in one month?
Speaker 1:is that in face amount or premium?
Speaker 3:that's in premium so annual premium yeah congratulations, dude.
Speaker 1:How old are you?
Speaker 3:just turned, just turned 29.
Speaker 1:Married.
Speaker 3:About to be in June. Congrats Kids. Hopefully right after the wife has it her way.
Speaker 1:Nice.
Speaker 3:Any pets? Four dogs.
Speaker 1:Three wiener dogs and a lab pit. Nice, awesome man, okay, cool. And then, nicolette, can we get your background?
Speaker 2:Yeah, I, I mean I went to ASU, graduated with no idea what the heck I wanted to do, but going to sales, worked a corporate job for a little bit and just got really bored really fast Kind of stopped growing, realized there was nowhere for me to go up. I kind of capped out. I was like this is as good as I'm going to get and found myself getting really complacent and I didn't like that myself getting really complacent, and I didn't like that. I quit my job, took a few months off to travel the world and COVID happened and so I didn't get to do that and I kind of fell into insurance.
Speaker 2:I had a friend that worked in insurance at a different company. She said hey, get your insurance license. You know, come work with us. We do everything over Zoom and you'll crush it. So I did that for about a year. I enjoyed it. I realized I wasn't making as much money as I thought I was going to in that situation and had a friend of mine transfer over here to FFL and so now I've been here for three years and I mean I don't, I don't see myself doing anything else Like I absolutely love it here and yeah, I mean it's changed my life completely.
Speaker 1:Awesome Jay.
Speaker 4:Started insurance when I was 19. I'm 23, about to 23, about to be 24, so gone on. My fifth year lived in my buddy's attic before insurance I didn't know people lived in attics I. He charged me like 50 bucks a month for rent.
Speaker 1:So I was like was it like an rebuilt attic?
Speaker 4:no, like it was a real attic, like a. I rebuilt the attic dude.
Speaker 1:We had this flip we were doing and we couldn't figure out why every time we would go in there, even though it was locked that there was like water in the shower, so someone just showered. And then we found out later because a dude was living in the attic and then he would come down he like used the fridge and like make a sandwich, and then, when the workers would come, he'd crawl back up there.
Speaker 4:So he was a frogger Is that what that's called?
Speaker 2:Yeah, a frogger, a squatter.
Speaker 4:No a frogger. A frogger it's when they live in the house and there's people living in there.
Speaker 1:But they live in the attic?
Speaker 4:Yeah, they live in places. I'm going to have to go home and I've seen that movie.
Speaker 3:It's a good movie.
Speaker 1:That's great, All right. So a few things to talk about. One why did you guys because you guys were already doing insurance you decided to come work here. What attracted you to stop doing what you were doing and come here? And I want to talk about this for anyone in the industry, Like if they're stuck or they're not making it, what did you see that made you make that transition?
Speaker 3:Yeah, I mean for me. I think this place is for the agent, not just for a manager. So you as an agent, you can come in here and you can make the top compensation. You can make the money, not just make somebody else money at the end of the day. Obviously we have the best systems in place, the culture, all that stuff, but at the end of the day it's I. I see a lot of places that seem to be manager first, agent second. Here we're producer first, manager second, and at that point you can get the whole whole squad paid really, rather than just one person.
Speaker 1:So well, that's how sean recruited me, so like I was selling a couple hundred k a year. And then he was like I want to build a company where the guy that is hitting the pavement gets paid the bulk of the money. And then I was like, well, I'm the guy hitting the pavement, so how much am I gonna? How much am I? Gonna make, and then it was like I was able to almost triple my commissions doing the same thing.
Speaker 3:Well, and that's how that's how I always explain it to people as well. It's like you could work at mcdonald's or burger king. One's gonna pay you 20 bucks an hour, the other's gonna pay you 100 bucks an hour. You're doing the same job. Why wouldn't you work here?
Speaker 1:yeah, that that's good. Any other reason besides that?
Speaker 3:I mean, at the end of the day, it was just for me. Just where could I get paid my worth? And where could I scale something and teach others to also get paid their worth? Right, like I want to believe in something and I want proof in the pudding that me, as a producer, could get paid before I bring people in here and I'm like, hey, dude, you guys can make all this money and then they're not making money. At the end of the day, I want to see it firsthand, and I was a producer and I was able to make money. Now I can scale this and show other people, other producers, how to sell and how to scale a business.
Speaker 1:What do you say to somebody where they're like the culture at my company is really good, but they aren't making any money. Culture, but they aren't making any money. Culture doesn't pay your bills what if they say these are all my friends, your friends. Don't pay your bills, do your friends pay your bills.
Speaker 3:I mean, at the end of the day, I love the culture stuff. It's amazing, but that's not what's taking care of my family.
Speaker 1:I can find motivation on YouTube, I can find motivation on Instagram, but that's not going to fuel my bank account or take care of me and my family in the long run so well. I had a hard time coming here because I was like man, I feel bad for the people that I like I felt bad because other people had helped me, you know. But I had to realize that, like I still have to take care of myself, I have to still do what's best for me. And then I found out, like there's, if you're in any place where there's top performers, the culture is usually good. Yeah, you know. Yeah, 100% Nicolette. What about you?
Speaker 2:I? I mean I came from where I was a captive agent before and saw the opportunity of working in the broker space. I mean, for me there was a lot of different reasons. I mean compensation was huge. But I look at it as we're in sales and in sales like people will tell you how it's a numbers game and if you're working with limited resources and limited options for your clients, you're stacking the deck against you.
Speaker 2:I wanted to stack the deck in my favor, and when I bring agents on to be able to stack it in in my favor, and when I bring agents on to be able to stack it in their favor too. And you can do that when you have multiple different carriers. I have unlimited access to different lead sources. I can choose what type of leads I want to run, what works best for me, and so that's really, when I looked at it side by side, what made me choose going the broker route. There's just more opportunity to make money. I mean, if I have more opportunity to help my clients and you know I sit with John and Mary and I can't get them approved with you know policy A and they get declined I can sell them policy B and I still get to help my client, but when we work in a commission environment, that's really important. Like I still need to get paid too, so I didn't have to turn people away as much. It put a lot more of those controllables in my favor.
Speaker 1:So basically you're saying you have multiple carriers to use and then you can also use any lead vendor you want and the cool thing about that is like the best ones are going to rise to the top as far as like who you use, because the reputation If somebody starts doing something wrong, then the reputation will kill it for them automatically. And you get to choose, so you get to go okay, well, I want to use these leads, or I want to use these leads or I want to change these leads.
Speaker 2:I'm in control, it's my business. I'm in control and I don't have any limits in terms of my resources to be able to grow and scale my business. And that's really important, not just for me, but when I bring somebody on and hire on a new agent too, they have those same unlimited resources to be able to grow and scale their business.
Speaker 1:And can you explain the way the commission structure works, like how high can you go?
Speaker 2:What do you have to do? Yeah, in terms of like production for a new agent, I think that's huge too, like being able to bring in a new agent, teach them, them how to sell. But going all the way up to 145% compensation is the highest in the industry. But I think we also start new agents, probably the highest in the industry too, which is what 80. What if it's?
Speaker 1:an agent that knows what they're doing. You start them higher or you go.
Speaker 2:I mean it kind of depends, if they're coming in just as an agent, I'm going to start them at 80, you go. I mean it kind of depends, if they're coming in just as an agent, you know I'm going to start them at 80. And then from there, in their first 30 days, if they're writing at least you know certain. I mean everybody's got to hit numbers, right, you have to hit metrics. If you're hitting those metrics we'll move you up. But it's very I mean it shouldn't be difficult to move up in compensation, right.
Speaker 1:If you're that good.
Speaker 2:If you're that, I mean you don't even have to be that good, it's just you got to show up, especially when you're a brand new agent. If you're showing up and you're writing, you know five, 10,000 in premium a month. Like why would I not increase your compensation? Right, as a manager, as a leader, it's taking less time off of my plate. Like why should I be holding more of that? Like I want to be able to give that compensation to that agent to help them get paid quicker.
Speaker 1:So I was telling my friend that I hired, that I wanted him to hit every qualification because I felt like you, that trains you to get to the next level, instead of just giving it to them because you have to figure everything out.
Speaker 1:I said it's like a video game and you want to try to get to the boss level, which is like 145 um. So I like I use this as my motivation to like write more apps and grow my business early on to to because I was like somebody's getting that money it might as well be me. Did you guys do that at all? As far as like did you use the comp grid as motivation like I want to get to 130 I want to get to 135.
Speaker 4:You guys all did that. Yeah, I was competitive so like I was like.
Speaker 1:Yeah, that added to that because a lot of people don't. They don't even know what they have to do to go up.
Speaker 3:Well, and that's the thing that I think it's different about ffl is we teach people to be independent as business owners, not dependent upon yeah someone at the top who's making the money. Who doesn't want you to move up? Who doesn't want all these things to happen, whereas here it's. We want you to move up, we want you to become a 145 producer. At the end of the day, if people are making money within your organization, they will stay forever, and that's the biggest thing. I want to build something sustainable here, something that's forever, and that's the biggest thing. I want to build something sustainable here, something that's forever. I don't want to, five years down the road, look for a new sales opportunity or something like that. I want to build something where people are getting paid, people are happy, agents are profitable and that's all that matters at the end of the day.
Speaker 1:Yeah, that's good, Jay. Why did you end up here?
Speaker 4:So there's a quote that I heard and this. So there's a quote that I heard. Then this is like the backtrack and then I answer that is, if you're a captive agent, you're working for the insurance company, but if you're a broker, you're working for the client. So I was at a captive insurance company and somebody told me that I was like I've never heard of that before. You're captive, you work for the insurance company. If you're a broker, you work for the client. But how I?
Speaker 4:The reason I chose ffl was because it was getting hated on the most. So that's probably why I chose it. Because I was huge in sports. My dad always taught me I'd be like dad. The kids are making fun of me in basketball or they're making fun of me in baseball. He goes good, I mean you're, they're intimidated like you're doing something right. So when everybody was like oh, ffl, this ffl that I was like dude, I need to go there because I lived by the quote kobe bry, like losers will always hate on winners, winners will never hate on losers. So I was like dude, ffl's not bashing anybody. All these other companies are bashing FFL. So I was like I need to join that company.
Speaker 1:Yeah, what do you guys say to people? Because I'll talk to people and they'll go well. You know, I saw a negative review about FFL.
Speaker 4:I say good, I was like. That means, we're doing something right.
Speaker 1:And what do they say?
Speaker 4:They just look at me and then I compare it to sports. I'm like the Chiefs get hated on. The most People don't want Patrick Mahomes to keep winning the Super Bowl anymore. It's like dude, we want somebody new. We don't want to keep seeing them win. So it's just like dude.
Speaker 4:We've been winning the last, I don't even mean how many years I mean, we've been kicking, crushing everybody for a long time so yeah, that's my point is, we're gonna be hated on it unless, until unless the day comes and we're not the number one in the industry, then we'll not be hated on, but until then we're the number one spot, so we'll always be hating on men lie, women lie, numbers don't yeah so do you guys come across this at all too, or no? Yeah, all the time.
Speaker 1:Yeah, what do you guys? What do you guys say?
Speaker 4:I say, I say good I know.
Speaker 1:I know what you say.
Speaker 2:I want to know what they say I'm just much more of like a logical. My brain is very like analytical. I'm like. So for me, I'm like just numbers, like I'll explain it in numbers I can with the like I'm very like let's explain it like on paper and actually like show you how this makes sense, why this is the best option in terms of the comp, the bonuses, the leads, like there's so many people here that have the results that are extremely profitable in business, which is also huge. Yeah, that I just lean on the results. I'm like well, let's look side by side and ffl doesn't pay us.
Speaker 4:That's what I tell people. I'm like dude, I don't care. Like on my bank statements it doesn't pay us. That's what I tell people. I'm like dude, I don't care. On my bank statements it doesn't say FFL, it says America Mutual of Omaha, aflac. It says the insurance company. So I was like I don't care what happens, I'm like the insurance companies pay me.
Speaker 1:Yeah, but to your point, we have what 20 40K producers in here right now?
Speaker 2:Yeah, yeah, I'm like let's look at the numbers.
Speaker 1:Yeah, and that's just personal pen production. Now, jay, you're always talking about raising people's, the writer's IP. What do you talk about when you're talking about that?
Speaker 4:Like I want to get the average agent writing $20,000, $30,000 a month.
Speaker 4:Instead of the industry norm, which is what is it? I mean, I've talked to a bunch of. From what I've heard, the industry norm is the average insurance agent makes 12 grand a year. 12 grand a year, so a thousand dollars a month on average. And it's because all these other imos are just like massive pyramid schemes, like legal pyramid schemes. It's like dude. As long as we're just mass hiring people who cares if they make money, we'll make the override. And as long as we're mass hiring people, then people that are quitting, we're always going to make the money at the top. So I've been on phone calls with agency owners from other imos. They do 200 grand a month with 200 agents. I'm like dude. If you took our average writing agent right now and on with 200 agents, you would be doing 2 million a month why is it more?
Speaker 1:why do you think it's higher?
Speaker 4:we have leads, we have leads and we collect referrals, which equals maximum profit. Most other imos. They either have high, they have leads at a low comp, which people don't want to buy leads at a low comp, or they're just like hey, andrew, go sell mom, dad, grandma, grandpa and uncle.
Speaker 1:Well, you can't buy leads at a low comp you go out of business?
Speaker 2:No, it's not sustainable, you are not profitable.
Speaker 3:You're spending your whole paycheck.
Speaker 1:Yeah, like, oh, I run this company and we have low comp, but we want to do leads and I'm like you can't, you've got to triple the comp 100%.
Speaker 4:Because if they're at a 40% comp and they have to spend $1,000 a week on leads, they have to write four policies just to pay for those leads.
Speaker 1:So how do you guys recruit to this business? What's your strategies?
Speaker 3:I mean, I think social media is a huge tool. Do you use it a lot?
Speaker 1:Yes, Like what kind of?
Speaker 3:content. I think lifestyle is a big thing. I think obviously insurance, naturally it'll gravitate to business and insurance. But people have to know what you do if you want them to join you. If people don't know what you're doing, they're never going to ask or there's no credibility. Join you. Yeah, if people don't know what you're doing, they're never gonna ask or they're never, there's no credibility.
Speaker 4:So I agree I'm just, I'm just psycho, like I like doing crazy stuff, like cold plunging at like four in the morning. It attracts people like getting up early, waking up early, doing crazy stuff, like cold plunging in montana, but like doing crazy stuff like that going to the gym almost dying yeah, like my toes are getting bit off, but no, I like.
Speaker 3:I like showing habits, the way I recruit people are attracted to consistency yeah, I agree if your habits are better than theirs, they're naturally going to wonder what you're doing and how to do it.
Speaker 1:yeah, whether that leads to better habits or straight into business, like you're going to get there at some point, Dude, you know Grady and for those of you who don't know, Grady does millions of dollars a month in premium. It was a big part of bringing a lot of people into FFL, Dude. So when I was like 20 years old or maybe 21, I did a training that Grady was at, looking to get in the industry. And he didn't get in the industry and like five years late, for five years he followed me on social media to see if everything was consistent and he was like dude, it just keeps getting better.
Speaker 4:Yeah, a hundred percent.
Speaker 1:And so five years he watched me and he would call me and he'd be like hey, my cousin's in insurance, can I send them your way? Like sure, I'm like who is this guy grady? Like? He's just calling me, giving me people. And then finally one day he snapped. He was like all right, dude, I'm joining you. He's like I had it with my company and I'm going all in with you that's like my biggest thing with solar right now, like door-to-door.
Speaker 4:They've been following me for like three or four years and like all right dude, like.
Speaker 1:Enough's enough.
Speaker 4:Yeah, enough's enough. They're like dude. We've been seeing it Like. They saw me go from sleeping on the floor to nice stuff and a nice business.
Speaker 1:Do you have any pictures of the attic you lived in?
Speaker 4:Yeah, I definitely could do you have a picture of me, like taking a picture of my bed, which was the floor and a blanket and a pillow animal love it all right.
Speaker 1:So as far as recruiting goes, social media, what do you do?
Speaker 2:um social media also and I think sharing not just like about what I do and what it's done for me, but also like what it's done for other people that I've brought in like because truly seeing what this has been able to do for other people is why I keep doing it okay.
Speaker 1:So shit do you guys ever share the bad days? Yeah yeah, what would be an example?
Speaker 4:I've never really had a bad day, like I've never. I don't know, but I mean that in the most, like I put it in perspective, like I was saying earlier, I've never really had like a bad day. The reason I say that, though, is my mind was always busy. That's why I never knew if I had a good day or a bad day. My mind was just always busy.
Speaker 1:You didn't have time to overthink it I didn't have like Sean.
Speaker 4:I called Sean one time and I was like dude, like I'm like anxious. He goes Jay, you're not working hard enough. If you're anxious, that's a good point, because if I'm working I'll never like. My mind will be focused on other stuff that is true, so like I've, never really like if, as long as you're selling, hiring, developing and marketing, your mind's always busy. You're always training people, running calls on the phones, you're talking to clients. As long as your mind's always busy, you'll forget what's in your bank account.
Speaker 1:Sometimes the stress that you're going through what you're worried about exactly because working solves all that yeah, we used to complain, like about all kinds of stuff and then we made a rule that write 10 000 for the week and then and then see how many of those things are still bothering you that's what sean told me too.
Speaker 4:Sean's told me that before.
Speaker 1:Yeah.
Speaker 4:He's like Jay, you know how to solve all this. I go what he goes. Go make money.
Speaker 1:Yeah, so 10K, and then, if it's still a problem, let's talk about it.
Speaker 3:I like that?
Speaker 1:Yeah, that's good.
Speaker 4:But you'll never be a problem.
Speaker 1:All right as far as selling goes, so a lot of people are looking to get in this industry. We got solar guys calling us like crazy. Crazy I don't even know why. Do you guys know why Like?
Speaker 4:why is everyone leaving solar? There's no career opportunity out of it.
Speaker 1:There's no longevity, yeah, there's no long-term, you can't scale it.
Speaker 4:Yeah, it's unscaled.
Speaker 1:There's no leads.
Speaker 4:That's it. Yeah, there's no I mean no leads, like all my buddies have been doing it for like 6 years, 7 years, 8 years. They're like dude, we've probably hired like 5,000 people and we have zero. Right now. It's just there's like you can't get the. The average person cannot go walk 12 hours a day, but the average person can sit here and dial people that request life insurance and get on.
Speaker 1:So solar people are coming in. So if someone wanted to get started and they're not licensed, we'll pay for their license. Can you anyone share how that works?
Speaker 4:Yeah, so the scheduled test with the state that they reside in. We pay for all the study material license to get the to schedule a test with the state. It's like 40 bucks.
Speaker 1:And then so 40 bucks probably. What 150 bucks to cause? You got to get you know insurance, yeah, you know.
Speaker 4:So it's like it's probably like 250 max to get started. To get started, another thing where I always tell door-to-door reps is I'm like how much you spend on airbnbs a month because they fly out and do stuff? Yeah, we probably spend like 10 grand a month. I'm like, imagine you put that in the leads and like leads for your reps and stuff.
Speaker 1:That's legit. Okay, so if someone wanted to start, you guys get them licensed, and then how do you guys do your training? What does that look like?
Speaker 2:Once they get licensed, I usually do training in terms of the psychology of the sale. I think that's the most important thing. I think a lot of people come into this industry and just get thrown a script and they're like read it and it'll work. Buy leads, figure it out. I don't think that that works for everybody. You need to teach people why they're saying what they're saying and you need to know why you're saying what you're saying yourself if you're going to teach people. So psychology of the sale is number one teaching people that. And then from there, like really the product knowledge very basic, like term whole life, term, temporary whole life lasts forever. Get people on the phone, get them on the phone and then it's live coaching.
Speaker 2:I do everything virtual. I know, colton, you do too. When I'm training agents, everything's on Zoom. You're on Zoom, you're unmuted. I'm listening to you one-on-one for your first week and I'm giving you live feedback on the phones. And I'm sitting there live dialing too so that you can learn from me and I can give you live coaching on your calls.
Speaker 1:So if someone, someone starts, they're literally virtually in an office with you yes what about you?
Speaker 3:same thing I mean. For me it's it's all live coaching for the most part, like we'll do all the, the psychology of the script, all that good stuff. But for me it's like anyone I'm working with if I can't hear you, I can't help you. So have me in an airpod, call the client. They're on speaker. I'm like a little secret agent in your ear. I can help you through the call.
Speaker 2:Get on, yeah, I can coach you literally yeah so I hear the client and them.
Speaker 3:They have an earpod in and I like kamala in the debate, exactly. But no, it allows me to live, coach them so they're not just blowing leads and they're not like, oh, what could I have done better. I'm like dude, like say this, do this, help them with this. And it allows them to work through that live to where the next time they do it, they don't need me in their ear. Yeah, at that point then they can. They can be independent.
Speaker 1:So I would call people and like I would call people in every presentation until, like people's wives were like dude, like you're ruining our date night, Stop calling. I was like okay, I think I can do this on my own, but I was just using them as a crutch for way too long. What do you guys do? Were you guys confident about this at first?
Speaker 3:I mean, I was decently confident in myself, but not necessarily the business. No, yeah, I was decently confident in myself but not necessarily the business. No, yeah, yeah.
Speaker 2:I was confident.
Speaker 1:I mean.
Speaker 2:I started like going and doing in-home sales. I don't know if that's just like. I don't know. It's nerve-wracking.
Speaker 3:It's nerve-wracking to walk into somebody's home and sit down in front of them and I don't know if that's just like me, as like a woman, like that's like nerve wracking, but like when I did mortgages it was virtual, and then I came here and it was in home and I was scared to death like you want me to go into these people's house, dude, I was like 19 years old, all jitty.
Speaker 4:I was like I love this but the one thing that I love, though, is sean made it. Sean dumbs it down. He's like jay, you dial people that request life insurance. I was like, yeah, he goes. Yeah, it's not that hard.
Speaker 3:I was like you're right, it's not that hard yeah, after one day I was like all right, this is, this is easy.
Speaker 4:Yeah, it was just sean's so good at just making the business, which it is that simple yeah like sean's is really good at it. He goes you're selling a product that's already invented. You hire people to show them how to do it, and then you develop other leaders.
Speaker 1:Yeah, he's good at not overthinking. Yeah, he's like dude, that's his gift.
Speaker 4:Yeah, you sell people that request it.
Speaker 1:Like you could think the world's ending, and he'll be like oh, that's not a big deal and it and it's usually not. How many things have you worried about that ended up not being a big deal Almost everything.
Speaker 4:I've ever worried about. Isn't there a statistic like 88% of the stuff you worry about?
Speaker 1:doesn't have something. I think it's higher than that.
Speaker 4:Yeah, something crazy yeah.
Speaker 2:I think the longer that you're in this business too at least for me I'm like I've worried about stuff that, then you get through and you're like, wait that like worried about stuff that then like you get through and you're like, wait, that doesn't even matter. And then now I look at my things that I would worry about in today's world.
Speaker 2:That me like four years ago would lose it over yeah yeah, and I'm like wait a minute, like none of this stuff matters, and you just get more and more confident in yourself and your ability to handle stuff and so would you guys agree that the first year is the hardest?
Speaker 2:yes, 100 yeah, most definitely there's a lot of learning absolutely you have to be okay with like you suck, you're gonna fail, like now. I get excited when things get hard or when, like something's a challenge like I don't look at it as like, oh, this is hard, this is a challenge. Like I look at it as like, wow, this is really hard. Like something really really good is coming. Because every time, like you have adversity or something gets hard, there's always something better on the other side of it that you just like couldn't even imagine, and you get stronger and tougher through it. Every time you like overcome something, you're like, wow, I get more and more confident in my ability to handle things.
Speaker 3:Like I think that's the beauty of this business it empowers people yeah, I mean it's not just from a sales standpoint, it's like the personal development. You couldn't catch me dead three or four years ago getting in a cold plunge in the morning or getting up at four.
Speaker 1:You do that every morning, yeah.
Speaker 3:Cold plunge every morning. What time do you get up? 4.30. Not quite to Jay's level yet, but 4.30.
Speaker 1:What time do you get up?
Speaker 4:3.55. That's when I learn I sleep in until 5.
Speaker 2:You loser I. That's when my alarm. I sleep in till five. You loser.
Speaker 1:I'm just kidding. Oh, that's great. Um, so let's go through your schedules and we are we're gonna get into like some in-home sales stuff, but let's go through your actual schedule for the day yeah um, wake up 4 30, let my dogs out, go, work out.
Speaker 3:I've built a whole home gym at my house so I don't have to leave, so I have no excuse ever. Um, but wake up, work out. Sauna, cold plunge. I'm usually on zoom on the phones by seven um, or at least not on the phones on zoom, like with our agents at seven um. Answer any questions, go over kind of anything we need to before the day starts and then from there it's what kind of sauna do you have um?
Speaker 3:it's like an infrared one oh, the infrared one yeah it's like a one person that's cool, my fiance got it for me for my birthday nice, shout out nice um, and then usually on the phones with new agents or with whomever myself dialing, whatever the case, from eight to noon. Um, take a quick lunch. I usually don't really leave, but people need to go do their thing, they do their thing, and then back on the phones in the afternoon. I don't overcomplicate it, it's a pretty simple schedule.
Speaker 1:So you're sticking to being on the phones. Do you do recruiting calls in there?
Speaker 3:Yeah, I mean I'll do recruiting calls whenever I have them scheduled.
Speaker 1:I'm constantly that's the beauty of social media. I can be dialing people and DMing people and doing everything all at once. So whatever's on my schedule, I'm doing it for the day. But did you ever catch yourself doing things that don't make you money and thinking it was work?
Speaker 3:yeah, I mean, I don't think I ever had the habits I have now. Like my first year, year and a half um, it was easy to get complacent with things, or like if I made a little bit of money, it's like, oh, I don't have to dial as much or I don't have to do this, and then all of a sudden you realize that you should have been dialing and doing all the right things all the time. So I think that just comes with personal development.
Speaker 1:Does your fiance?
Speaker 3:work. She actually is about to take her test to get licensed this next week, so she's going to come work with us. Nice, yeah, turn her into a hall of fame agent you put her at 65 percent cop did you kidding? 30, 30, 30 by leads, babe, that's cool.
Speaker 1:Did she like what you were doing at first? Did she think it was sketchy? Did she want you to get a real job?
Speaker 3:no, she's always believed in anything I did. So she was like I trust you, I believe in you. That's a big thing for me. I mean, without that, I probably would have never been confident enough to do it myself. So shout out her.
Speaker 1:What's? What's her name? Blakely, blakely. Good job on building this agency, blakely, all right.
Speaker 2:What about you? My schedule. I'm usually up at five. I either go to the gym or I'm going for a long walk, because I live on the beach now, so I'm going to take advantage of that In San Clemente, which is dope, yes, which I went there and I loved it.
Speaker 1:Yes, if you haven't gone, you should go.
Speaker 2:Yeah, so I have to take advantage of being right there. I am usually like in the morning listening to some kind of podcast or audio book while I'm just kind of like moving around getting ready for the day. I'm on Zoom by 7 am. I'm on Pacific time so if, like 7 am to me, I still feel a little bit behind. I'm on at 7 am dialing with agents. I'm usually dialing until about 11, 12 lunchtime. I try to take recruiting calls in that middle of the day or do agent training sometime in that middle of the day, and then I'm usually back on the phones by like two o'clock until six, seven and then usually at the end of the day. If I need to do any agent training or recruiting calls, I'm trying to do that then. End of the day from there. If I didn't do gym in the morning, I'm doing it at night Sauna, reading a book.
Speaker 1:I don't watch any tv during the week what kind of books do you read, like colleen hoover and all the stuff my wife reads?
Speaker 2:no, no, um, I am right now reading the five levels of leadership.
Speaker 4:That one it's a blue book, john c maxwell yes, incredible, incredible.
Speaker 2:I'm reading that one um audiobook and I've seen this one. People keep posting about the Courage to Be Disliked. Oh, yeah. Have you heard about that one?
Speaker 1:Yeah, that sounds like a good one.
Speaker 2:It's like a philosopher Interesting, so I've been listening to that one.
Speaker 4:Is it good?
Speaker 2:Yeah, so far it's good. It's kind of boring, but it's good to listen to. I don't think I could sit down and read that one. It's a good one to just kind of like listen to. Um. And then I am also just started reading, or haven't like started, but just got a book it's called sell it like sir haunt. Is this guy, ryan sir haunt, big in real estate, um, and so I'm reading that in terms of like a sales book nice my brain has to be all over the place, like I can't do one book at a time where I get kind of bored.
Speaker 2:So I have like a different book for like. Oh, this one I read in the sauna, this one I listen to in the car, because otherwise my brain just like won't do it.
Speaker 3:My goal is one book a month. This year I got baby steps, not a big reader.
Speaker 2:I'm not a big reader either, and so that's why I'm like this year. I'm like, okay, let me just spread it out out. I always have a book somewhere. So if I'm sitting, instead of scrolling tiktok or you know, scrolling on social media, if I'm on social media now, it needs to be like with an intent, with a purpose, to recruit marketing, not just mindlessly scrolling. And if I find myself doing that, okay, well, I have like this here. I can read five pages of this book or whatever it is there's this uh, one of my friends just recently quit uh zen.
Speaker 3:You guys know zen, oh yeah my buddies are addicted to that stuff okay so zen is dude.
Speaker 1:What's funny is someone gave me zen a few years ago and passed out huh, no, I ate like 20 of them like tic tacs.
Speaker 1:No, I, I literally got addicted to it because they were like you can't I mean they're like it's not tobacco, so you're not gonna get cancer from it and I was like, oh, so I started taking them and then I was like I don't feel very good on these things so I quit. But my friends, listening to he quit, he quit zen and he used this book to quit. Okay, and like you have like a I actually got to share it, dude you have like a really high chance if you listen or read this book to quit tobacco. Like this guy's a. He's legit. It's called alan carr's easy way to quit smoking, okay, so I listened to the book because I was like I just want to know what this guy's doing, because he's getting people to quit smoking and using tobacco all over the place. So in the beginning he goes this book is not only for tobacco now, it's also for social media, if you need to quit social media. And I was like, dude, that is crazy that's how addicting social media is you know?
Speaker 1:yeah, like you could use it for a tool for business, but you could also get sucked into, like you could use it for a tool for business, but you could also get sucked into whatever they want to show you. Yeah, I agree, and sometimes your For you page will show you some wild stuff. But all right, what about you, jay?
Speaker 4:3.55, I wake up. 4 am. I read my Bible. Cold plunge at 4.30.
Speaker 1:Read your Bible. For how long?
Speaker 4:Probably like five minutes, nothing crazy. I usually do like a chapter or a page, page or two.
Speaker 1:So you do one. Is it like you're just reading it from front to back? Yeah, Okay, so.
Speaker 4:I do. I like Proverbs, so I read Proverbs and then at four o'clock, 4.30, cold plunge five o'clock gym, come back, shower, eat breakfast, go to the office by 7 38. My thing is like probably a bad thing. I don't really have a schedule like I just get a bunch of calls now where I'm on recruiting calls, probably 90 of the day. So I'm like on recruiting calls, like 90 of the day handling a bunch of phone calls.
Speaker 1:But you don't need to sell anymore no, no like.
Speaker 4:As far as revenue, you're making enough revenue like I'll, I'll sell it like 10 o'clock at night. 11 like I'll die like nicolette and I sold a policy together. Was 11 like 11 o'clock at night but you don't have to no, no, I do that to show the agents I'm still in the office it was a hawaii or alaska or hawaii.
Speaker 4:It was a hawaii league okay, so that's a whole nother topic like you literally could sell all time zones all over the place all over the us, which is amazing yeah, I feel like once you get over like if you have good spread and stuff once you get over like 500 000, a million, a million a month in production, you should start focusing on hiring and developing other individuals and marketing so for me, the dream was to get out of the field.
Speaker 1:Is that the dream? Yeah, I was 100 sold on that because now there's like a whole new, younger generation that they got different. They're just different. Is that what everyone still wants? The dream is to sell, build a team and get out of the field yeah, I mean that's obviously definitely the long-term vision.
Speaker 3:I would say, if you want to build a business and scale something, you know what I was told is you make six figures selling, you make seven figures building.
Speaker 4:So that's what kind of sold me.
Speaker 1:One of our mottos was always you pay your bills during the week, you save money at night and you get rich on the weekends. That's what we would say as salespeople, because the profits as far as our initial lead investment compared to profit would skyrocket with those three, four extra closes on the weekends. Do you guys push weekends? Yeah?
Speaker 4:All my agents work weekends.
Speaker 3:I feel like it's just standard at this point.
Speaker 4:Yeah, I agree.
Speaker 3:I don't even blink an eye. Everyone that comes in. We just work Saturdays.
Speaker 2:I work every Saturday.
Speaker 1:Same, but you like it. I everyone that comes in. We just work Saturdays.
Speaker 3:I work every Saturday, but you like it. I enjoy it. I love it. This business is awesome. I don't feel like I'm working ever. I really don't.
Speaker 1:I'm addicted to it my friend just started from. We met in second grade and he texted me like dude. This is so addicting, my wife's getting jealous.
Speaker 4:Derek Thrasher always said I talk to you guys more than I talk to my wife. Did your wife, did Nicole, ever tell you to stop talking about insurance?
Speaker 1:No, dude, I was having dreams about phone scripts.
Speaker 2:I've had those dreams. Oh, this script is going through your head.
Speaker 1:Yeah, Dude, I've had dreams about recruiting calls. That's how obsessed I was. Yeah, but she just let me do my thing, dude. She never one time was like slow down, don't do that, Dude. One year I took like 70 flights. I was never home.
Speaker 4:What was crazy, I think, is you make friends in the industry and then you just talk about life insurance and building. That's your conversation.
Speaker 2:Yeah, yeah.
Speaker 4:I live in a house with four different guys and we all work together and all we talk about when we get home is how can we do it quicker?
Speaker 1:Yeah, ed, do you guys drink no?
Speaker 4:you're in there yeah, I mean sometimes.
Speaker 1:Well, actually I know you drink because you drank when we were golfing, when you hustled me for money and lied and said you can't play every now and then every now and then yeah
Speaker 2:you every once in a while, but not like.
Speaker 3:Not like I used to, yeah I think it's definitely been a learning lesson. But you know you, you want the responsibility and you want to build something you got to eliminate to an extent.
Speaker 2:I don't enjoy it the same way I used to anymore, and I don't enjoy how I feel and I don't enjoy like-.
Speaker 1:The next day, the next day or the next week, the next week.
Speaker 2:You notice where it starts to bleed into your business and slow you down. I don't like that. I don't like that. I want to feel like I'm sharp.
Speaker 3:It's like you feel like you're a wasted day where you could have progressed what you were doing further. It's like why did I do that?
Speaker 1:I just always ask because I'm trying to get the common themes of all the top people.
Speaker 2:I think it's important to enjoy things in moderation.
Speaker 4:Yeah, and I don't want that. Look, there's some people you could probably think of who they are, but they'll post on social media of them on a yacht chugging handles of alcohol. That's not attractive. As a leader, I couldn't do that.
Speaker 1:Yeah, for sure, all right. So let's get into sales stuff. So let's, let's just get your guys's top um tips for a new salesperson read the script.
Speaker 3:The blueprint here is laid out in front of you. Like this job I always tell everyone like this isn't easy, but it's simple. Like, read the script. For the most part, we're obviously going to be there to help you up whenever you stumble or whatever the case, but that script's going to lead you to places into sales, all the work. So read the dang script. It's right there in front of you.
Speaker 1:Okay, so I want to pause on that. So when I didn't know the script, I was thinking about myself when I was calling the person, because I was worried about what to say. When I learned the script and it was just like I could repeat it frontwards, backwards in my sleep while I'm dreaming.
Speaker 1:Then I could actually focus on the customer because I wasn't worried about what I was going to say. Next, I had all my transitions down, I had all my rebuttals down, I practiced them with other people, and then what would happen is, all of a sudden I would hear the things that made me close the deal. So I would actually pick up like, oh, this person has a disabled son. Well, maybe we should focus on that, opposed to me thinking about what I need to say.
Speaker 3:Yeah, I mean, I think once you know the script it turns into a conversation rather than you just reading, obviously, so it's easier to naturally flow through a presentation.
Speaker 1:But do you have like a line you use for every objection.
Speaker 3:Oh I don't know, I haven't thought about that in a long time that's exactly why I'm calling yeah, mine was always.
Speaker 1:that's the purpose of the call to see what you qualify for at the best rate possible.
Speaker 2:That's why I'm here now.
Speaker 1:We need to verify your birthday yeah, like they could say, I'm in the shower.
Speaker 3:That's actually why I'm calling, because you know we got to see what you qualify for I think the big thing too is like when you believe in what you are selling, it's less of selling and more of just educating. Like I feel like when I get on the phone with someone, I'm just educating them on what life insurance is. The product sells itself. Everybody's going to die. You need it. But if you go into it with a sales mindset, I think a lot of the time especially from a virtual world it's easy to feel that Nobody wants to be on the phone with a salesman.
Speaker 3:But if I'm here to help you and your family, but if I'm here, to help you and your family.
Speaker 1:Like you'll listen and you'll understand, because it makes sense. What if someone no shows you? Because, like the new agent I have, he's been testing out, like texts, if someone no shows them and he, what he's been getting the best results on, is like hey, I have 30 appointments today. If it's, if you're not interested, just let me know. I don't. I don't want to waste my time or yours, like, pretty, like that's what my direct oh pretty direct dude and they respond like oh, I'll be free in 10 yeah is that what you guys do?
Speaker 4:that's what. Yeah, that's what I do like. That's my like appointment script.
Speaker 3:That's what I say yeah, the other thing I do too is I'll text them with hey, it's colton, or whatever the case. Next time I call them it's gonna say maybe colton, like if you have an iphone it comes up as maybe colton and they're way more inclined to answer that phone that's a huge hack yeah yeah, I think you just got to be direct with people with anything.
Speaker 2:That's something that, like I don't know, I've learned or gotten better about over the past like year and a half is just like. The simplest answer is just like be direct with.
Speaker 3:I think the more confident you get in what you're doing too. It's easy to be direct when you're unsure.
Speaker 2:Yeah, like why do you need my social? Because the insurance company needs to make sure you're healthy enough for the coverage and that they're insuring the correct person. You know, the more you do it, the more you can confidently just speak to exactly what you're doing, but I think, yeah, new agents like what if they want to know everything?
Speaker 1:I?
Speaker 2:can't.
Speaker 4:I want to know everything before I dial, you know what's funny, I have a voice memo of me and my. I helped a lady out with her life insurance and I looked at my buddies. I'm like did I tell her her whole life? And they're like no, you didn't tell her her whole life. I was like my job is to decide that we leave a check behind the family, not a bill. My job is not to sell you life insurance. You're an adult, you know you need it and you know somebody's gotta pay for it, so my job is to give it to you. So I tell people. I'm like, really direct, you should hear one of my calls. I'm like like, I'm like how do we hear?
Speaker 4:one on zoom. I'll do live, I'll do whatever. But you, dude, I'm like so direct. I'm like, hey, I don't sell insurance. I get people life insurance, I'm responsible in what life insurance?
Speaker 1:and know that they should leave money behind for their family and not a bill what if I said well, dude, like I don't, I don't want to cancel nfl ticket.
Speaker 4:You know what I would say and I got this from Sean I'd be like I know you're just joking, right, Because you're an adult and you know that this is a responsibility of yours. I've doubted Sean. I watch his sales trainings. I've doubted him. I'm like there's no way that works.
Speaker 1:Okay, well, let me tell you a story about Sean. He said to get up and turn. No, he said to go in their house, because this is what we were doing at home and I was timid and shy. And he said to get up and take control, turn their TV off and tell them hey, you know, tell them, hey, go get your kids. And then, when they get, their kids.
Speaker 1:Go tell them why you're not taking this seriously, dude. So I attempted to do this and this huge trucker dude with tatted up goes get the f out of my house.
Speaker 4:I've done that before maybe that works for sean, but not me but no, I've like when I was running in homes like I had massive in in-home appointment script. I listened to sean's podcast. He goes why do people have scripts like, why don't you just tell me you're coming out to the house and what time works best? I was like there's no way that works. Book 15 appointments in two hours, but hey, I have to come out to your house for your life insurance. I have a 6 am and an 8 pm. Which one works best?
Speaker 1:yeah, but back in the day he would also go. If you don't show up, I'm gonna park in front of your house for the entire night until someone shows up, and I don't want to be in your, in your driveway for a whole night, so can you make sure to be there at five? That's what he would say on live calls dude, he's like, he's like, straight to it yeah so that's what I've been doing, just been direct like with my appointments.
Speaker 4:I'm like, hey, I'll call you back at 6 o'clock if you want to buy life insurance because you know it's important. My job is not to sell you on it, your job is just to buy it and make sure that it fits your family.
Speaker 1:Legit. All right, so for recruiting, what's your biggest tips?
Speaker 3:Just be consistent. You know it's a long play, I think with recruiting a lot of the time it's not going to be like you message five people, offer them the opportunity and then you're doing a million a month. You just have to stay consistent with it Because eventually, like if you're doing all the right things and you're consistent, you're going to grow. So these people are naturally going to be drawn back to you when they're unhappy. They're going to be like, oh, that Colton guy I talked to like he's crushing it, like I'm going to go see what he's doing again and then like they're going to come back and come back and come back, because at the end of the day we're going to keep moving forward and keep winning. We're going to keep showing people how to do the same.
Speaker 1:Did people doubt you? Like they're like that ain't going to work. That's a scam. He shouldn't do that. Let's see him fail. Yeah, Scammer, You're a scammer.
Speaker 3:And then here we are Fast forward.
Speaker 1:Everyone was saying that and now they're calling you right.
Speaker 4:Yep, I would always tell people. I'd be like, hey, I was scamming people, aren't you just as big of a POS as I am for watching me do it? I'm like why don't you do something about it? Why are you watching me do it? Then I'm like, why don my license with the state? I'm like the bottom left there's a department of insurance phone number shoot and call and ask them if I've ever had an insurance complaint before, or ask them if what I do is a pyramid scheme. They never do it, obviously, and then they just keep saying that it is but they'll eventually call you, yeah, yeah I've had people 100 yeah, a new agent just texted me.
Speaker 1:He wrote six apps today so far.
Speaker 2:That's good, that's awesome Legit.
Speaker 1:I put how much premium, so we'll find out here in a minute. That's huge, all right, so I want to bring this up. I've been recruiting people since 2008. Okay, eight, okay, and in 2018, our top 20 producers I think 16 of them quit, okay, and then some of them were family members too, and they were like you shouldn't do that anymore. Like and it. It was way harder then, like you had to drive all around there.
Speaker 1:There wasn't a lot of leads, the internet wasn't what it was now, but a lot of people wanted me to quit. And then I was like you know what I'm gonna keep, I'm gonna keep going, I'm gonna hire more people, I keep going, I'm not giving up. Have you had people quit on you that have made you second guess what you're doing or made you frustrated? Uh, has what? What's your thoughts on that?
Speaker 3:um, I mean, I've definitely had people quit on me, but I don't think it ever put me down with the business. I believed in it. I wouldn't bring anybody into this if I didn't believe in it. So it's just got to keep it chugging and rebuild and keep doing all the right things, like it's the same thing with recruiting. It's the same thing with recruiting. It's the same thing with selling. Consistency is everything. If you're consistent in doing the right things with it all, you'll rebuild, you'll attract the right people, you'll sell the insurance, you'll do everything correctly. What about you?
Speaker 2:I mean from when I started at insurance, I decided it was something I was going to do and I have known I was never going to quit doing this and I never will. I don't care, like what happens, I don't care. Like I've had agents quit, I've I've dealt with a lot of like random stuff in this industry and like I will never quit. So I don't care I could lose every single one of my agents tomorrow and I still wouldn't quit because, like I know what I can do, I'm confident in myself, I have a high level skill where I can sell people insurance and make a lot of money just doing that. But like I share it with people because I want to, because I've seen when it's done for their life, like I genuinely enjoy it. It's not for everyone. If somebody doesn't want to do this and doesn't want to work with me, I'm okay with that. I'm okay with that.
Speaker 1:What's the fastest way for someone to find out if this is good for them?
Speaker 2:work, work. I mean I tell people I'm like I can teach you how to sell. I can teach you the psychology of the sale. I can teach you you know the leads to buy, how to do all these things, but I cannot teach you how to work. I can't teach you how to want something more for yourself. I can't teach that you have that has to come from within. You have to sit down and say I'm gonna do this and I'm never going to quit. Everything else can be taught. In my opinion and like that's how I am, I'm like I will never quit and I think everything else I can learn. Even if I'm not good at it right now I'm not perfect at it right now I know if I never quit, I'm going to get to someplace that's like I can't even imagine right now, probably bigger than what goals I already have for myself. If I just don't ever quit and show up and continue to work, I believe I can learn everything else that I need to learn.
Speaker 1:That's a huge recruiting tip.
Speaker 4:My biggest recruiting tip. I agree with the consistency. I think consistency with longevity, with the results, equal profitability and like building a business, as long as you're consistent, you have longevity and results. With longevity you'll build a business. But like I hate the people are like just do like, just like, just do it and like just stay in it. Long term you'll be in it, so give that result in order for that to actually work?
Speaker 1:what if someone's putting in effort and not getting results? Because I've had that happen before like legitimately putting in effort. Legit, I mean in the right areas and the right things doing, everything you're saying yeah, dude, and I'm just, they just don't close.
Speaker 4:Do they speak English?
Speaker 2:I don't know. I mean, I think it's like you have to be OK, like nobody. It's going to be different for everybody. Some people are going to suck at sales when they start at this and it's going to take them six months to figure out how to sell insurance at a high level. Some people are going to come and be able to sell insurance at high level, but you've got to be willing to learn.
Speaker 3:I don't know, I feel like they're overthinking it.
Speaker 2:Yeah.
Speaker 3:I think, no matter what, if you come into this and put the same amount of effort you do into your 9 to 5, you can find results. It's just, for some people it might take a week, it might take a day, it might take a month, and then at the end of that, if whatever didn't work out, then obviously it's fine. This business isn't for everybody, but it can be.
Speaker 4:Yeah, you can't suck at dialing people that request life insurance.
Speaker 3:And reading a script.
Speaker 4:And telling them not to cancel because it's important.
Speaker 2:If you do it enough times. You just got to do it enough times I full-heartedly believe you cannot suck.
Speaker 4:I could get my 12-year-old niece to set up a Costco. Go to Costco and set up a booth that says me sell life insurance and she'd write $5,000 a month, $8,000 a month.
Speaker 1:Probably more than that.
Speaker 4:There's just no way I'd be bad at fulfilling life insurance requests.
Speaker 3:I think the blueprint's, too, laid out. The biggest thing I see is you're not putting in the amount of hours, so it's like put in the same amount, like it's crazy to me that people will work for somebody else and put in 40 to 60 hours a week, but as soon as they're their own boss, all of a sudden it's 20 hours and then 10.
Speaker 1:And you're like what the heck? Yeah, that's good. All right, If somebody wanted to work with you guys how can they reach out to? You guys Instagram text. Can you give them the info?
Speaker 2:Yeah, my Instagram is nicolettemcgannon and then my cell phone number is 480-276-4009.
Speaker 1:And then show everybody that ring on your finger real quick.
Speaker 2:I was just about to say that which one.
Speaker 1:I was just about to say that which one I was just about to say that Tell everybody what this is right here.
Speaker 2:What my insurance glow up.
Speaker 1:Yeah, your insurance glow up, so that's a blinging ring. You just got married recently, right, congratulations, thank you. What's your info?
Speaker 3:Colton Collins is my Instagram. There's no periods, nothing like that, in there. And then my cell phone, 509-879-9046.
Speaker 1:And he's also taken it for all the girls on here. Yeah, no.
Speaker 3:I was the one having to buy one of those rings.
Speaker 2:We have the same jeweler.
Speaker 1:Yeah we do. That's a good jeweler because that thing's legit right. When she walked in, that's what I saw. I was like whoa. That's a good jeweler because that thing's legit right. When she walked in, that's what I saw. I was like whoa.
Speaker 3:Yeah.
Speaker 1:So if you guys are interested in starting hit up these two, you can join one of their teams, you can join their Zooms. You guys, all three, work closely together, yeah.
Speaker 4:Yeah.
Speaker 3:Like really closely. Yes, you help each other Every day, all day long.
Speaker 1:So if you were to join guys they can get on your Zooms We'll pay for your licensing course. You got to pay for your own license and your E&L. And if you work somewhere else and you want more comp and you want to work with people that are closing $20,000, $30,000, $40,000 a month, hit us up. Thank you for joining us, guys. You guys are killing it. Can't wait to see what we do this year and we'll see you guys later.