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How to Be a Leader for your Team (Ep. 215)
What does it take to be a true leader in sales? In this exclusive episode, FFL CEO Shawn Meaike sits down with two rising stars, Patrick Moreno and Randon Cosme, to break down the mindset, strategy, and skills required to lead a winning team in the insurance industry.
From their personal journeys to the real numbers behind success, this conversation dives deep into what it means to sell at the highest level while also building and leading a powerhouse team. Whether you’re an agent looking to scale your business or a leader in some part of your life striving to create a strong, motivated team, this episode is packed with game-changing insights you won’t want to miss. Watch now and take your team to the next level!
Hello everybody, Thank you for joining us. We got Sean Mike with us today. Sean, thank you for coming in. Thanks for having me bud. We got Randon Cosme, Thank you, and we have Patrick Moreno. So you two have been selling. How much do you sell a month?
Speaker 2:A month. Currently I'm selling around $50,000 to $60,000.
Speaker 3:And what about you? I'm doing about $20,000 to $30,000.
Speaker 1:And how old are you, guys?
Speaker 2:or 30,000. And how old are you guys? I'm 23 years old.
Speaker 1:Awesome. I'm 23 as well, so we wanted to get you in with Sean and try to find out what are some of the common things that you guys are doing to have success, and also, how do we help more people young people follow these guys and do what they're doing.
Speaker 4:Well, you know, first of all, one of the things you gotta and we were saying this earlier, before we started, so you're selling how much a month?
Speaker 2:On a normal month, anywhere from $40 to $60.
Speaker 4:Okay, and on a normal month you're selling how much? $20 to $30. Okay, so why do you outsell him?
Speaker 2:I just have more appointments.
Speaker 4:Why do you have more appointments?
Speaker 2:I buy more leads.
Speaker 4:Why do you buy more leads and have more appointments?
Speaker 2:buy more leads and have more appointments, because if I buy more, leads, I can help more people.
Speaker 4:I understand that I'm trying to help you all out, right, because you're working with people. Why are you doing it and he's not at that level.
Speaker 2:Because I believe I could do it.
Speaker 4:Do you think he doesn't?
Speaker 2:believe he can do it. It's just a standard that we set. Each person has their own standard of what they want to do, and then they go.
Speaker 4:Their actions are based off why is he doing more than you?
Speaker 3:I would say he has more experience, but truthfully, he's taken more action than I have how come?
Speaker 4:because he's been more consistent for longer okay, and why do you think he's been more consistent than you?
Speaker 3:just, I mean, that's just his personality, I mean, that's just how it's been okay.
Speaker 4:Well, you said beforehand, you said beforehand you're working on your mindset, working on yourself and, by the way, anytime you're trying to talk to somebody dude, it's funny because people go like man. That was a really hard conversation the guy had. I'm like that's because the guy cares If I'm doing something I shouldn't, and Andrew's like man, you shouldn't do that. That's because he cares. Yeah, the worst thing he could do is let me do it and then later go like I don't know why he did that. I'm like dude, I was right here. Why didn't you just say that to me, right? So you're trying to get yours right and when you're working with people, you're not dogging them. But the deal is, you want it more than he does right now. Yeah, fair or not? Is that fair? But you're both kicking ass, right? What were you doing before this? I was a barber. What were you doing before this?
Speaker 2:I was a yacht captain and before that I just worked at a restaurant as a server. Got it as a busboy.
Speaker 4:Okay, what best year in income before you got life insurance? What was it For a year? Yeah, $30,000. $30,000. How about you $50 returns a year now.
Speaker 3:Yeah, about a year.
Speaker 4:How much did you make the first year?
Speaker 3:I couldn't tell you off the top of my head, okay.
Speaker 2:My first year or this year.
Speaker 4:Both.
Speaker 2:My first year I probably issued $100,000, and then this year I did $450,000.
Speaker 4:What did you make the first year? What did you?
Speaker 2:keep what your net. Probably $20,000 to $30,000.
Speaker 4:Okay, how about the second year?
Speaker 2:The second year was 250 and I probably kept like 80.
Speaker 4:Okay. So do you think that's a good return on you? You think that's a good percentage, good income, good bottom line.
Speaker 2:I definitely think that my return could be higher.
Speaker 4:There you go and it could be higher, right? So understanding when you're talking about first deal in business is knowing your numbers, and your numbers are what's my bottom line? Because where people struggle with me was they're like you're killing it. I'm like where's my money? Where's my money? I'm sorry.
Speaker 4:We worked at a company before Like where's my money? They're like here's your award. I'm like take your award, bro. Where's my money? I'm making this, but spending this to make this, that ain't going to work for me. So you have to understand that part of it too, and you also have to be very transparent always so people know what you're going through. Right, but you're making more than you were making before, absolutely. So now the deal is how do we get you selling? You're already doing it 40, 50, 60 grand a month. But also now, now, if you go, what's good in that? Well, if you if good in that, well, if you get paid $400,000,. Well, how about this, andrew? If they get paid $400,000, what should they want to keep? If, in 2025, to make $400,000 each paid top line boom, what would you think is a fair bottom line number to keep?
Speaker 1:I would say $250,000.
Speaker 4:Okay, $250,000 to $250,000 is good. I mean, that's a good number. I'm not saying like, but $250,000 would be strong. Would you both be cool to get $400,000 gross and net $250,000? Yeah, yeah, You'd make more money than most everybody your age and you'd make more money than most everybody anyway, because real money, not fictitious social media money. I really make money because people talk shit all the time. Now the question is how many people are on your team? I have two. Okay, how many on your team?
Speaker 2:50.
Speaker 4:50. How many of them are writing?
Speaker 2:35.
Speaker 4:35. How much your team doing month?
Speaker 2:300,000.
Speaker 4:Got it Okay, so see that. But if you have 35, you're doing 50 and you're doing obviously.
Speaker 2:Yeah, there's probably like five big ones and then the rest are in the five, Correct?
Speaker 4:Correct, small ones, all right. So why have you been both of you? Because you've been very successful For all the people out there. In their 20s, they're thinking about doing something independently. Did you quit your job? Tell them what did you do when you started? Did you quit your job right away or you didn't have a job? I quit my job Right away. Like how quickly.
Speaker 2:I found out about insurance. I went to one of the insurance offices. I spoke with a few people. I asked for receipts because I didn't believe it. I'm going to be honest, correct. They showed me their bank statements. They showed me checks from annuities that they had done and then that same day I went, got my pre-licensing. Within seven days I passed the test. I failed three times in seven days. I got a 69, a 68, and the third time I got an 85, and then I just started selling.
Speaker 4:Okay, you had no job, you were ready to go?
Speaker 2:No, I was a yacht captain making like six to 7,000 a month.
Speaker 4:Got it? When did you quit that?
Speaker 2:The day I got my license.
Speaker 4:Got it Okay and how quickly did you get good at sales here. Life insurance.
Speaker 2:Well, I'm personally an overthinker, so I just started dialing and my first week I probably made $4,000. So I already knew that I was going to commit to this long term but to getting good. It probably took me three to four months to get the hang of rejection and just the mindset aspect of things.
Speaker 4:When you say you're personally an overthinker, what does that mean to you?
Speaker 4:I Overanalyze the outcomes of everything, so I'll see a potential outcome and then like three different things that could happen after okay, and I'm like the biggest under thinker who ever meet in your entire life, literally like I'm Hall of Fame under thinker, like I don't even like I'm like it. When people might, I didn't. I don't think I'm like like what if these four things happen? I'm like what if it works? What if I'm like I know, but what if it works? Like, but what if the shit just works right, so you were able to put your under your overthinking aside? Yeah, right, like I gotta go to work and go figure this thing out. Do you think anybody could sell 40, 50 grand month?
Speaker 2:With the right training assistance, 100% Okay.
Speaker 4:Now—. Okay hear what he just said, though that's really good. Go ahead and say what you're going to say.
Speaker 1:I was going to say I don't know if anybody can. Do you think anybody can?
Speaker 4:I think anybody that has the right attitude and works hard enough can the training, because that's not on them, like if you go do it, it's because you went and did it. I do believe to my core. Only reason I believe that is I see so many different people from so many different backgrounds and some and I'm like dude, they don't have nothing in common. There's like literally nothing in common and you're like, why is this one selling 40? This one, not this one selling 40. So I think that anybody could. But it's a lot of work. You got to invest in yourself, you build, spend money, which is scary for people sometimes and it's a rollercoaster. And I think that's the struggle, as I think that and you're probably dealing with that recruiting wise, you're getting good at sales and you're trying to get the 40, 50 grand a month. But it's that rollercoaster. And when you're an overthinker and that rollercoaster starts going down, you guys start overthinking and it makes it seem a lot worse than it is and I'm like, damn, we've been in a lot worse situations than that. Like I don't, like you know, no matter what's happening the day, that's the magic. So I do think anybody could do. I think everybody will absolutely not. But I think anybody could, and I don't necessarily know. I think we have people that overvalue the way they train certain people like, well, it's because of his train or her training. And I'm like no dude, you just went and did it. Yeah, somebody gave you the basics.
Speaker 4:You heard some people dial. You dial your own way. You guys don't dial the exact same way. You say what you say. You say what you say. There's presumptiveness, there's all that. But you're you. You're you guys are not the same person. Andrew and I don't sound nothing like on the phone. We both had a lot of success, like we couldn't sound different. Would you agree with that? Could not sound different on the phone. We have different the way, everything about us in that regard, but we both had success. So that's yeah, that's yeah. I do believe anybody can do it.
Speaker 1:But you think a lot of people fail because? Because the failure rate is high.
Speaker 4:Yeah, well, a failure rate in everything is high. So it's something like a failure rate in literally everything is high. What I mean by that is most people quit everything. That means the failure rate is high. So when you get a job, what is there to quit? I mean, unless you quit your job but you need your income? But it's really, when you had your job as a boat captain had to show up. Yeah, did you actually drive the boat? Yeah, okay, you just can't hit shit with a boat. No, but I mean, if you show up and don't hit shit, you're a barber. Yeah, I mean, you come, you after a time, learn how to cut people's hair. But like, how is there really a failure? You're like not really.
Speaker 4:I guess this client might not come back. You've had had good clients who left you. Absolutely Right, you're like man, he's so loyal, he's been with me two years and he's gone. And then you have some dude you knew who's recruiting your guys going like come over here, right, like I'd do it better than he does. Why aren't you over here? And you? I hit him up Christmas Eve, I came in to get him and now he doesn't even care and a month later he's with somebody else because he charged him $20 less or he plays music or they got alcohol in a barbershop, but most people quit. How many people become barbers and quit? A lot, yeah, a lot of them. It's not easy.
Speaker 4:It's not easy and you ain't making what you're making selling insurance policy. What making what you're making selling insurance policy? What'd you make on average haircut? 20 bucks, 20 bucks. Dude. What was the average tip on 20 bucks? You cut somebody's hair 20 bucks a bunch, yeah, so you're 25. How long it take 30 minutes. Cut them 20, 30 to 45 depending on the so think about that, dude, haircuts now are crazy.
Speaker 4:They're like an hour they are because they know well, that's my. Hey, I have no hair and my barber makes it last 45 minutes. I just think he thinks like that and I give him $200 every time because that's what I do and he cuts my hair at least two times a week, but I'm like $400 a week he's not doing so bad.
Speaker 4:You know what I mean. My man's getting $1,600 a month, $1,200, $1,800. Just on me that's pretty good and it's cash money. But pretty good, and you know it's cash money, but I do. That's why I think it takes a long. I do have no hair, because when I get the little thing and do my hair I'm like in four minutes I'm done and I'm like, aside from the way it smelled and all the stuff he put on it, it looks the same, you know. But you know we're making our money.
Speaker 3:So a good hour you would have made 40 bucks yeah, depending on the cut, because there's some stick longer, but yeah.
Speaker 4:But my point is like when you say the failure rate's high, I guess I have to ask ourselves is it failure if you're a 35? And I'm asking you if you're a 35-year-old barber, let's use you, nobody else. Let's say you For you. If you had been a 35-year-old but you're like, hey, dude, for the last 12 years I've been a barber and I make $70,000 a year, my best year Would you have considered that to be a failure? No, no, thank you, no. So, like, the failure rate in a lot of things is pretty high. Now, listen, I'm not judging, but if my guy's like hey, do I make $70,000? I don't. That's like I pay my bills, I'm not the guy. That's like these guys on social media are like if you don't make $400,000 a year, you're not a man, it's like bitch, I will come to your house and knock your teeth out your throat. You're saying that hiding behind your camera in your freaking pocket. You've never been punched in the face one time in your life. And it's about to start today. That street's going to end today. But they say that because I don't judge. But I will tell you that we assume it's failure, yeah, and, and it's like it could just be quitting? Yes, so you know.
Speaker 4:So, I think, as you're building it, how about this for you? Have you struggled? Believing enough in yourself to recruit people has been. Has that been a struggle for you? A little bit? Yes, okay. And it's like we been a struggle for you A little bit, yes, okay. Let's say we didn't know each other and you had met Andrew somehow and Andrew's like hey, man, sean wants to get in life insurance, he's older than you, but he's made some money. Why don't you recruit him? Would you have been uncomfortable recruiting me? Yes, yes, why.
Speaker 3:Only because I would feel that it would be difficult for you. I'd make the assumption that it would be difficult for you.
Speaker 4:I'd make the assumption that it would be difficult for you for some reason, okay, and why.
Speaker 3:That's just my mindset going into it, you know. But that's why I'm learning Correct and I'm open to learning.
Speaker 4:Good, because here's the thing You're also trying to. We don't want anybody to fail. Yeah, we don't want to lead them to something Dude. At the end of the day, the greatest gift you can give anybody is to believe in them, and then when they fall down and they will in anything, they do in life.
Speaker 4:You got to be there to pick them up. You know like, right now, ac Atlas, it's an unbelievable existence and it will always be. But when they are teenagers and when they have an opinion and when they have choices to make, and you're now like, damn, this parenting thing's a lot of work, you'd be like, dude, I miss just changing diapers. It seems like a lot of work then. But now all of a sudden, and he's gonna make mistakes, because everybody does, and and for me, because I've been through it, it'd be good to be like, yeah, that happens, and that happens too. And if I don't know if that I never went through it, I'm not going to give you advice. I can get you the information. Dude, you've got to stop worrying so much about what people are going to do or not do. Do you think if they fail, it's a reflection on you, or do you think it's like if you recruited me and you're like man, I think he's going to fail? What are you worried about? That? It's a bad reflection on you if I fail, or yeah?
Speaker 3:Okay, yes.
Speaker 4:Okay, you know, and it's funny because I had a therapist say this to me you know I always do the podcast, chris Carter. He's like not court order therapist, I'm like no dude, but like therapist. And said why are you so worried about everybody perceiving you to be a good person If you're just a good person who cares, like because we seek that right? It's like if I'm doing the right things in life I'm not perfect, but I'm a good human being, I'm making good, I'm doing the best I can why am I worried about everybody and their brother thinking like I can't control that, dude. All you can do is go hey, I have an opportunity, here's how it works. Blah, blah, blah. And if they do well, they do well. If they don't, they don't. And I think the thing you have to understand when you're recruiting is if the person succeeds, don't take credit for it. If they fail, don't take the blame. They're all grownups, it's on them. It's on them Just like.
Speaker 4:And that's where a lot of y'all though, cause I've seen other people sometimes and I'm like dude, why are you taking credit for other people's success? I've. He's at a huge business, yeah, massive, and he's gotten tons of compliments. He's deserved all of them. There's never been one time that he's received a compliment and I've been like, yeah, let me tell you what I did to help him out. Let me, let me, let me tell you I mean, man, I'm tell you what I would.
Speaker 4:It would never do in a million years, but what you did do a lot to help, that's yours, that's. If you want to say that, that's on you. But I don't ever feel that way. But you do know that, like, I tried to help the best I can, yeah, but you still did the work. I just tried to provide like, but, but you did the work and I can imagine I've done the work and had people take credit for it and it doesn't feel good If I want to say I'm really appreciate what you did for me. I'm cool with that, I like that dynamic. But it also robs me from being able to say I'm appreciative because you're over there going look at me, look, I did it like I did it for me. It's like, no, he did the work, he did it yeah, and I think that's so.
Speaker 4:I mean, don't be afraid to do that. It doesn't matter who they are, doesn't matter how much money they made, doesn't matter what their background is, it doesn't matter. You're just going to do the bitch to be a good person and you are, so you can't overthink it. So what are your goals this year?
Speaker 3:My goals are to recruit 30 to 50 agents. Okay, for the entire year For the entire year.
Speaker 4:Okay, yeah, got it.
Speaker 3:Just because I've never done it before that are writing agents yes, okay. Working writing agents.
Speaker 4:How about your personal production? What's your goal there?
Speaker 3:I'm trying to get to do consistently 50 to 60. Okay, cool, how about?
Speaker 4:you bud.
Speaker 2:My goal for this year is to personally produce 400 to 500. I want 100 direct legs and my top five legs I have right now. I want each of them to have 30.
Speaker 4:Okay. So this is really good Because we don't have anybody at the company's 100 direct leads. That don't mean he can't do it, that's his goal. And then you're sharp as shit, can take over the world. You're like I might get 30 for the year, bro. That's like 2.4 people a month. But it's funny how you're caught right. But part of that is, and you're just different, and that's's funny how you're caught right, but part of that is, and you're just different, and that's okay.
Speaker 4:And what you're working on, people go like sounds good, sounds good. If we're halfway through the year and you're 18 wide direct legs and you're like that sucks, I'm like that's actually good. Like you're the one that came up with a hundred, like relax, bro, like we love you for it and we're happy, 18 is great. And then if you're like man, I want to do 30 or 50, but I exceeded mine. So you might tend to set lower goals where you're like I want to hit them, I have to hit them, and you might tend to go they're so out of crazy whack.
Speaker 4:But if you're going to have real high goals, you have to have a drop dead goal as well. And then you're like let's just see how the first month or two or three, not because you're going to babysit them or you're going to be responsible for their success, because they're excited about who you are. You know the thing. And also, well, what do you think inspires people the most? If I'm going to be working with you, what do you think I'm looking for? And I think most people are.
Speaker 3:Well, what they want.
Speaker 4:Well, what are they looking for in you as a leader?
Speaker 3:In me, Well, to be confident to help them and to guide them in the right direction.
Speaker 4:That's the main thing.
Speaker 2:Okay, how about you, as a leader? What people look for? I feel like a lot of people don't have genuine relationships in their life. So if you come from a perspective of seeing what that person is missing in their life and adding value through there and helping them achieve their goals with your mentorship, they're going to be loyal forever because you helped them with something that they didn't have and you helped them achieve something that they think wasn't achievable.
Speaker 1:Can I answer? Go ahead. What I think and I want to know what your opinion on what my answer would be is early on, you need to sell and show them the way. 100 that would be my answer. Like you gotta, you gotta go close deals and be in the trenches with them.
Speaker 4:You definitely have to. And here's the thing they already have their own concerns and fears. I think they don't whether you're fearless or not. They better think you are, because they already have their own concerns and the greatest way to minimize their concerns is for you to go like what are you concerned about, bro? Like I'm with you right now, who gives a shit? Like who cares, we're going to do the best we can. We're going to give it everything we got and I'm not afraid, because that's what inspires when you start coaching. If you coach when your kids are older, you'll, because what causes anxiety is fear, fear of usually something that's probably not going to happen. You know, like I'm playing basketball and I'm gonna shoot free throws. I miss them, though Everybody's laughing at me. No, they're not. You might miss them, but like dude, people don't care that much. And half the people can might miss them, but like dude, people don't care that much.
Speaker 3:That's so true, though.
Speaker 4:Yeah, but half the people are in there. They can't shoot anyway. So what are you so worried about? But you get yourself so worked up and I was talking to this. I mean, I love Ethan and I've known him since he was 12 years old and I coached him in 250 basketball games, traveling all over New England and AAU, playing everybody and their brother. You show up, we'll play you. I don't give a shit who you are. Nike, this Nike don't matter to me. We'll play you Doesn't mean we won't, but we will play you.
Speaker 4:And I said what was the greatest thing I ever taught you about basketball? He said you didn't teach me nothing about basketball. I'm a baseball and football game anyway. And I taught him be honest. And he said he said intimidated because there's hundreds of people screaming at the top of their lungs. And what I love about basketball you all play basketball. Yeah, basketball is not like. I'm like. I don't care what you say about football. First of all, baseball, they don't talk a lot of shit. This is not what we do. Football, you got your helmet on. And hoops I mean, dude, you're face-to-face the entire time. No helmet, no, nothing. I'm coaching and you're three inches away from me warming up.
Speaker 4:So what I started doing was going there and making a complete out of sign of myself. So I'd be like, bro, don't shoot from out there today. And you'd turn around and be like who the fuck are you talking to? I'm like you, bro, don't we're going to let you shoot. I'd be like, hey, guys shoot. Look at him, just watch him. He can't even put Shut up. Just watch him. He can't shoot at all. Watch him. It's actually ugly. Do we have helmets? We all got helmets. Who's in charge? You score? Do we have helmets? Because he's shooting? He's going to kill one To the point where he's losing his mind.
Speaker 4:These kids are like 18. They're not 12. We're 18. These are grown men. I'll never forget. I'm getting ready to play this game and these dudes had nine guys. Okay, we had seven or eight, not unusual for AAU running clock.
Speaker 4:The coach comes over and goes where's the rest of your team? I said this is all we got. He said do you know who we are? I go no, they're 5-6-8. My five is 6-1. 6-6-8. My 5 is 6-1. 6-6. He sends the other four kids home. He goes go home, we won't need you Get rested up for tomorrow.
Speaker 4:The opening tip. The kid takes the rim about down I thought he was going to break it like Shaq, hangs on it and screams at us. He starts screaming at me. So I'm like, all right, call timeout. I say here's what we're going to do. There's only five dudes, it's hot in here. We're going to run, run, run, run, run. If God loves us and God wants us to win today, we're going to shoot the lights out. We're going to kill them. We're up 90 to like 70, and they're freaking. They're much better than us. They'd be just. And the coach is talking. I was like where are you going, bro? Is the game over? My point was you have to be running interference.
Speaker 4:What Andrew said selling. They hear you. They hear the objections to you. They hear that you're going through it. They see you and you become the guy that's taking more heat than they are, because if you're selling more, you're getting rejected more. So if you're running more appointments, you're selling more. You're selling more. You're buying more leads. You have more risk. You're taking away their fears. He's like dude, I'm not really scared. Look what he's doing. Holy shit, like I'm not as afraid anymore. He's a human being just like me and he's just ripping, even if on the inside you're scared. They can't know you're scared. You're a poker face. You play poker. Don't play poker. No, you'd be good, because he's. I'm just saying poker because you're like spinning, but you can't tell You're spinning. You can read every ounce of it Because you wear your emotions on your sleeve. Not a bad thing. But in business you have to be able to find a way to control that.
Speaker 1:Wait, but I got a question. So since I've known you, you haven't really been.
Speaker 4:I've never really actually seen you show that you were scared of anything, but have no-transcript dude, I'm not trying to be weird, but no, I'm sorry and I don't mean it like that have you always been like that, like, is this a learned skill?
Speaker 4:I think it's perspective. I think that, um, I learned when I was really young, in my childhood and what like and a lot of us have our own stories um, that I watched a lot of people go through a lot of shit. So I'm like you know what and like I love, like I love my mom, but with all my heart. But I watched her and the people around her and I was like I'll never be that way, like I'm never, ever, ever going to let anybody treat me that I'm never going to do that, like I'm never, ever, ever going to let anybody treat me that I'm never going to do that. And, um, now, andrew, I've been uncomfortable because I don't want people to fail either. I want them to be okay, yeah, and so, like when you know we were going through stuff and I'm trying to convince Andrew, it's okay.
Speaker 4:If you asked me if I thought, when we started with all the stuff we're going through litigation, the whole guy was, I hope, was I fear. I didn't want to let him down, but I was never afraid of him. I'm like, dude, I'm going to figure it out either way. I'll go make money doing something else if I have to, but I didn't want to let you down and everybody else down, but as far as I think, when I start to think about something because you can only be afraid if you focus on a perseverate about it, if you dismiss it, you can't be. Okay, they're going to do this I'm like, okay, they might not. What do you want me to tell you? There's nothing I can do about it, and once you're in it, you're not afraid, because once you're in the fight, you're not afraid. You know what I mean If I tell you, the dude out in the parking lot, how much you weigh 150 pounds 150 pounds, I go hey, he's the UFC 150-pound world champion.
Speaker 4:The worst thing I can do is leave you in here for eight hours and think about it. The best thing you can do is go, take your headphones off and go do it, because all you've got to think about is from here until the parking lot, because once it starts, you ain't thinking about nothing, you're just getting whacked around. And then, when you're done, you're like I didn't die. And then you're like, oh shit, I fought, champion, bro. So my point is you, gotta you, you have to be able to take these things, internalize them and perseverate, and, and, and perseverate on what's going good and what you learn from it, not how bad it could have been.
Speaker 1:So no, and I'm not trying to be funny, I'm just I feel like I was kind of like these guys when I was their age. Yeah, well, that would make sense yeah, yeah, like I was overthinking everything Correct and then getting around other people who didn't overthink everything pulled me away from that.
Speaker 4:Yeah, and I think, dude, every strength we have comes with a weakness, right. So when we started getting really big as a company people like Andrew, I needed them. And I didn't need them as much early on because, dude, the bulls was flying there really wasn't a lot to think about. It was like we're all just out there killing stuff, like I don't really need to have all these meetings, guys, and overthink it. But then you get big and you start getting even bigger and you're like, hey, man, that's actually a good idea, like, let's, let's talk about that. You've been thinking about that, yeah, if we do this and this and this, that would work, okay, shit.
Speaker 4:So, but you guys are in that early phase of your business Go out there and sell. He's 100% right. But it's also you're yanking the fear away from everybody because you're showing them how about this? What's the number one reason somebody your age will look at this job makes 60 grand a year. I'm 23 years old, you know it ain't a million bucks, but shit, I'm living and there's no way I would try independent contractor sales. Why? What would be one of the reasons they wouldn't do it?
Speaker 4:they're comfortable and they're scared okay, I'm scared, yeah, everything is too difficult. Okay, and if I'm telling you, you lead being fearless. Now, what's a good answer to that if I'm like I don't know? You know, dude's 23 years old, he's comfortable scared. Don think he can do it. What's a good answer to him? What should you say to somebody like that?
Speaker 3:Gotta make it happen, gotta take action. What?
Speaker 2:would you say to somebody like that how bad do you want things to change?
Speaker 4:Okay, and none of those are wrong. But to Andrew's point with the fear what do you have to lose? So if I go hey bro, I hear you on all that Got it. You got a million questions. If you get your insurance license, like I, get you in a class doesn't cost you nothing. You pay a steady couple hundred bucks and you have an insurance license that is yours.
Speaker 4:What is the worst thing that can happen to you with that license? Nothing, nothing. But we don't. We tend to try to. We want to motivate, we want to rationalize. No, no, no, just dude perspective. What is the worst thing that can happen? If I was asking you to give me 100 grand to get in business with me, I would understand your trepidation. If I told me, quit your job tomorrow and give me 10 grand, I'd understand your trepidation, but get your insurance license. I've never felt bad that somebody got their insurance license, didn't sell. They have insurance license, learned about insurance, probably bought themselves a policy yeah, that they didn't have. They know more an insurance license learned about insurance probably bought themselves a policy that they didn't have.
Speaker 4:They know more. They made one sale. They know more. They got their money's worth a couple hundred bucks. They decide to keep it. They keep it. If they don't, they don't. I didn't hurt them. So you have to start to go to that Everything's perspective. These things happened to me today and I was always like but did you die? Like there's always liked that movie. I was saying that well before that damn moment. But did you die, man, this thing was terrible, but did you die? We'd wake up and like but we're not dead, we're here. So if you can keep providing yourself perspective and the people you work with perspective, you're going to yank out their fears, which will then motivate them just by default. You're super sharp. Both of you are, thank you, super Un.
Speaker 4:That's good advice. You're super sharp. Both of you are, thank you, super unbelievably. I mean, at your age I couldn't present one-tenth as well as either one of you, not even close, I mean at all. So you have a lot going for you guys.
Speaker 2:I appreciate that.
Speaker 4:No, I appreciate you and it's just a matter of no. It's like he did it when he got in the business at the age he was in it, but the thing is he didn't see what he had going for him. Then. See, when I met him, I was like he's smart as shit. Then he started talking. I was like man, he didn't. I don't know if he believes he can like be massive in this thing, and then when we met we were competing, so like I liked him, but I'm like I'm not going to spend every day trying to breathe life into him, like I'm trying to work over here and build a business, but but he didn't see it. You don't see it yet. You're getting there. But I'm just saying, when you see it, oh my God.
Speaker 3:I do have a question for you when you were 23,. What was your mindset when you were older?
Speaker 4:Dude, I'm not going to be honest with you and I'm not going to lie about anything. At 23, I was still getting high and drunk every day. So my mindset at 23, I was in the real estate business. I was still partying like crazy. I wasn't thinking about self-development. I had a job, so I was working. I had just gotten my job. No, I hadn't even gotten that one yet. So I was doing real estate, doing whatever else, and just trying to find a way to make it happen.
Speaker 4:It was awful, but what I did have was I knew I would be successful because I knew I was never going to stop working hard. So, in the midst of all my dysfunction, I always worked hard, always so, like, no matter what I was doing, even if they were like man you shouldn't have said that to that guy or, you know, you got booze in your breath or I showed up on time and I worked my ass off always in any job I had. So I knew I had that work ethic, so I held on to that. I didn't develop myself in any other way, though I didn't have anybody around me either. I'm not blaming them, it's not their fault, but I'm just saying like I didn't seek anybody out, like when I got into real estate.
Speaker 4:The people in my office weren't very big, so they were just kind of like here I'm like all right, what do we do next? They're like I don't know. I was like okay, so I really had to. That was a lot of it was self-taught. I went to one event, paid money to go to that, learned some stuff there, but it was an awful mindset, dude. I was just trying to do better than I thought everybody in my family was doing, but I wasn't trying to achieve really anything. So I'm not anywhere near where your mindset was. So also, don't be too punitive on yourself too. You're still young.
Speaker 2:Yeah, what would you say to somebody that's our age, going through the experience that you had to have the success you have now? What would you tell them to expedite their process?
Speaker 4:Well, I mean come to the realization. Dude, here's the problem. It's it's a struggle, because 23 becomes 30 really fast I know you don't know this yet, but it does and then 30 becomes 35. Right, Andrew.
Speaker 1:Like it's just so fast, it seems like it just flew by.
Speaker 4:So I think, figure out at your age what sets you apart, whatever that is. Figure out what your competitive market advantage is, whatever that is. Continue to outwork everybody or work at least as hard as everybody else Harder would be better, right, but at least as hard as everybody else is. And, dude, it ain't bragging if you can back it up. You want to market. I mean, I had no problem if Andrew was like you know how much did you sell? I mean, dude, I was killing myself.
Speaker 4:I remember we had it was one of the years where they would like put these leaderboards out. It was a guy he worked with I'll never forget. My son was probably hell. I don't even know what age he was, it was, he was seven and I put it on my little refrigerator with magnets, the leaderboard, and this dude was like eight grand ahead of me, going into the last week to be number one. And I'm like I can't fathom not being number one, like I can't, no part of me can. And I remember my son going who's that guy? And I was like he lives in California. He's like, oh, you got to beat him if he's from California. I don't even know what that meant. But he was like seven years old.
Speaker 4:I probably said somebody East Coast, west Coast before. But I like wrote like 43,000. Like I was like I'm not going to get beat, but that's all I had to see. What these guys didn't understand is that's all I knew. I didn't feel competent in every other way. I felt competent in my work ethic. I wasn't sure about everything else. So these guys are got all these ideas and they're going to market this and we're going to do that and here's how we're going to set up our tech. And I'm like, I'm just like going with what I got which is out working. Everybody you know.
Speaker 4:So I think in your twenties, the things you can do with your money and what you can do with your money, what your money can do for you, the rest of your lives, is mind boggling. But you got to go make it and I wouldn't wait for anybody. You know I would make more than everybody around me if I found this at 23 and I was sober and I'm not saying you got to be, I mean, I got to be sober because I would fill this with cocaine the entire thing spinning around. I'd be like this week, just that would be it and I would be all day long because I had problems. I'm not saying you, if you don't party like you, don't have to worry about it. But if I was sober at 23, oh my God, because once I started making that kind of money $1,000, $1,000, $1,000, $1,000 legally it's a wrap.
Speaker 4:I don't care how old I was, I don't care who thought they knew more than me, I don't care who thought they knew more than me, I don't care when I went to school, and that's the other thing. You got to shed all the shit you think matters. It doesn't matter what you think you don't know, it doesn't matter where you did it and go to school. It doesn't matter what your background, it doesn't matter. None of that shit matters, cause once you, like dude, you get in the ring. It matter. None of it matters.
Speaker 4:So that'd be my advice to anybody in their twenties Don't ever underestimate the power of what you can make from 20 to 30 or 23 to 33 and what the power of compound interest can do for you for the rest of your life. You'll get wealthier than that you can never. When people start in their forties, it's hard to hard to catch y'all If you work because the money just works so hard for you. If you have enough money and you get with somebody that knows how to make your money work hard for you, you can't do that when you don't have enough money. When you have enough money, then you can get with people that can like, now that you've learned this and you've seen, like how did he do that with my money, I'm like, well, that's what they do, that's their job, and you're like, holy shit, my money, but you've got to make enough of it. So don't take any for granted, dude, and especially at your age. Do you have any kids? No, do you?
Speaker 4:have any kids?
Speaker 1:Girlfriends.
Speaker 4:I love that. That was a great answer. Hey, that makes sense. I only want to know about kids. That's what he does. I'm like I ain't putting him in that one. But at the end of the day, day you have nothing holding you back and you will one day I don't mean it, not in a bad way one day you'll have responsibilities that will affect your ability to work certain hours. You don't right now. That's the time you want to work two, three, four jobs. I'm not fired up when I'm like see a guy working four jobs and he's got two, four kids, or or he's that like because because he never did the work before, didn't find the right vehicle prior to it, so he's got to work these jobs. I don't think that's you guys have the time to do it now. Man, go work 80, 90, 100 hours a week. The hell are you doing anyway? Right?
Speaker 1:Yeah, 100%. So a lot of people from solar door-to-door sales young people are getting into insurance.
Speaker 4:They should be you know why they're getting insurance? Why? Because they're so fucking tired of door knocking with no leads. If you are selling anything without leads, quit. I don't care what it is, I don't care if it's gold bullion, I don't care if it's crypto door to door, I don't give a shit what it is. If you don't have leads. You don't have leads, you don't have a career. You will fail 100%. You can't not fail. And in the world we live in today, door-to-door sales made sense 20 years ago. Dude, with the way people are today, do you think that makes sense? So I think a lot of people are tired of begging people to do shit. They want leads. So, yes, I think it pays a lot better and they like leads.
Speaker 1:So if someone's watching this, because we get a lot of people that aren't even in insurance- yet how can they reach you guys?
Speaker 2:You guys can reach out to me on Instagram, at yspat, or you can reach out to me on instagram at yspat, or you can reach out to me via phone. My phone number is 786-209-7347 how about you bro?
Speaker 3:you can reach me on instagram randon cosme. It's my first and last name and my phone number is 786-804-3661 love it cool, good shit, appreciate y'all yeah.
Speaker 1:So if you're watching, hit these guys up. If you want to get an insurance, we can get you licensed. We'll pay for your class. Um, we can get you through everything. You did it in seven days and failed three times, so don't worry about failing and I will talk to you guys later. Thanks for coming in, guys. Thanks, thank you for having us.