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22-yr-old issues 400K & team is issuing 1 million in the insurance industry a month (Ep. 222)
Monserrat Vargas is making serious waves in the insurance industry — and she’s only 22 years old! In this powerful episode, Andrew Taylor sits down with Monserrat in Las Vegas to hear her incredible story. After working as a medical assistant, she transitioned into life insurance and now writes $400K in personal production while leading a team that generates $1 million in premium every month. Monserrat shares her journey, her sales strategies, and how she’s built a winning mindset. Whether you’re just starting out or looking to take your business to the next level, this episode is packed with valuable insights you can’t miss!
Hello everybody. Andrew Taylor here, thank you for joining us today. We have Montserrat Vargas with us, 22 years old, and what have you accomplished so far?
Speaker 2:So far with Family First Life, I've hit Hall of Fame the first year. Mentor multiple individuals to also be on track to be doing a lot like over 30 grand their first month.
Speaker 1:So build like an agency producing can you pull that a little closer? Yeah? Build an agency producing over a million first year seriously in production so you did hall of fame your first year at 21 years old, yes, and now you have a team doing a million dollars in production.
Speaker 2:Yes.
Speaker 1:You're an animal. I told you yesterday, you're the future of the insurance industry because you and your team, what you guys are doing, is amazing and we want to learn a little bit about it. But first we want to well, let's talk about yesterday what we did, and then we want to learn a little bit about you. So you came to the Las Vegas lock-in that we do once a month, and I'm sharing this because I want to invite people who might not know, they might be new in the industry. They might want to try to figure out what they're going to like, how to get this thing going quicker. So what we did is we rented a huge room. We had 150 people that were calling live and some people were making their first sales, some people were learning and over two days, between the people that came to the lock-in, we did training and then we also issued over 300,000 in premium while people were there, just from the people in that room. You were there. How much did you write?
Speaker 2:um. I wrote over 19 000 first yeah I listened to you.
Speaker 1:You were smooth, yeah thank you really smooth with the customers and uh, but we want to invite you because the next one is april 21st and april 22nd you can register at fflusacom, forward slash lock-in. We'll put the link in the description of this video and then let's say you're not getting the results you want or you just want to get around people that are doing good. Matt Spalding did 18 policies.
Speaker 2:Matt Spalding.
Speaker 1:Yeah, while we were there, what he did? 18 policies. He said it was the biggest two days he's ever had in his entire life.
Speaker 2:Yeah, the energy was like. I really, really liked it and it also motivated a lot of new team members that I brought on Like brand, new brand new. They're like already. They're like this is awesome.
Speaker 1:And it's free. So it's a free training that we put on for everybody, all right. So now I want to learn about you. How'd you get into life insurance? What'd you do before?
Speaker 2:So before life insurance, I was a medical assistant and I did that for about a year, so my whole life. I was kind of. I was going to school, I was in a sport you know know, I played soccer my whole life and I did went to a university for one year, I was on a scholarship and then I just I knew I wanted to do more. I wanted to do more from what was like traditional and then I went straight into the medical field. Because I wanted to, I felt like it was the only way to open up my own business over time, based off of what I knew already. Yeah.
Speaker 2:And so I did medical assisting for a year and a half and then instantly I knew it was just something that I had to do, right, because I couldn't not work, I had to work based off of my situation. Couldn't not work, I had to work based off of like my situation. But I knew there was more to it, so I got into the life insurance space. I saw somebody posted on social media and I reached out to them. My whole process was I need, I need to build an income also to um, to be able to start my business. And so I I reached out to them. I had no idea it was life insurance, by the way. Somebody just posted a number and I was like, okay, what is this?
Speaker 1:so someone posted something on social media you were following them was their friend no, knew nothing of them they just posted some numbers and you were like hey, what is this? Yeah, so you were looking for something. Yeah. How many people do you think are looking for something? They just don't know where to go.
Speaker 2:Everyone, Everyone. There's so many people that are out there that don't like. I've never been introduced to something like this.
Speaker 1:So when I was bagging groceries it was a little, this was 2008. It was a little, this was 2008. And there was a lady that would always come in, that had a Mercedes and she would always have me take her groceries out to her car and load them up for her. And I asked her. I was like, what do you do for work? She was like, oh, my husband sells life insurance. I was like, oh, and then I was like I'm going to go try to find out how to sell life insurance. And then I looked it up and I couldn't really. It was just too much information to really know exactly what to do. And then one of my friends just happened from high school is like, hey, I sold like 15 policies this week. I started selling life insurance. You should do it. I was like, oh, I definitely want to do it.
Speaker 1:And then somebody asked me about, um, how to recruit, and I was like, dude, everybody wants the same thing yeah right they just don't know where to go and they're scared it's fake or they're gonna get ripped off or it's gonna waste their time. Did you think it was fake or what'd you think?
Speaker 2:I didn't think it was fake, I just I. I didn't know how it would look like in the future, but it was to me it was more of okay. I got an opportunity in front of me. I want to make the most out of it right, and I know there's people. My family thought it was a scam.
Speaker 1:Let's talk about that.
Speaker 2:My family thought about it was a scam. When I went into it they're like what are you doing? You're not getting any money. And I went into a practice company. To begin with they were like you're not making anything, like you need to go back to work. You need to go work like a regular job. Um, and I don't blame them because I wasn't making any money, but I had a vision long term and I knew that it was going to happen eventually, so I stuck with it, I stuck with the life insurance industry, um, but I knew that it was going to happen eventually, so I stuck with it.
Speaker 2:I stuck with the life insurance industry, but I knew that putting in the work consistently would open more doors and opportunities to where I was meant to be and go to. But I didn't listen to family when they said it was a scam because I had that vision long term and I said you know what? Didn't listen to family when they said it was a scam because I had that vision long term and I said you know what you were like it's. It's not something that you were introduced to. So I don't blame you for having that type of mentality, but I'm just going to show you that was my mentality is. I'm going to show you I don't care how long it takes me, but I'm going to do it.
Speaker 1:So now are the. Are your parents proud of you now?
Speaker 2:yeah, my dad is of me. I haven't really told my mom too much about it, but yeah, I mean my dad sees. My dad sees what I'm doing. He talks about it to family. I have family starting out of state now about getting licensed and wanting to work in with me. I have my cousin also working in the office with us, so it's like anybody can do it. It's just about actually putting yourself there and being interested in wanting to learn more about it.
Speaker 1:And your brother sells right. Yeah, he does and did you say he's better than you?
Speaker 2:Yeah, he's good.
Speaker 1:I would say he's better 100%. How old is?
Speaker 2:he, he's 20. He's 20.
Speaker 1:Crazy. How many siblings do you have?
Speaker 2:he's 20. Like crazy, how many siblings do you have? I have three brothers. I have two older brothers and one younger brother Braylon he's the one that's he's killing it. He's growing his team too. He's producing at a high level, like he's implementing everything, and he does it. He does it really really good. He does it really really good.
Speaker 1:Do you ever, when you're talking to customers, you're really calm? Yeah, have you always been like that?
Speaker 2:I would say I, I have been, I, I I never noticed it until more people were telling me. It's like you have a really calm voice over the phone and I also noticed that too when I started doing like over the phone, like sales people would tell me customers over the phone. They would say I honestly, honestly, I don't usually pick up, I don't stay on the phone with people, but you have like a like a very calm voice where it's like you, you made me stay on the phone and I was like okay, but I don't notice it. It's just the way that I like come across. I want to make sure that I'm able to like really, yeah, you're really like you, you don't talk too fast.
Speaker 2:I noticed when you were talking to the customer yesterday like it was calm, cool, collective and just like it didn't feel like you were trying to sell anything and I don't notice it, but my mentality, my mentality behind it, is I'm gonna do this a hundred times, so I don't need to be doing the most over the phone. I just need to make sure I can properly inform them and guide them to what I know is going to be best, based off of what their needs are, and if I'm going to run across more people, I just want to make sure that I'm able to help them out specifically right now, at the moment.
Speaker 1:That's good. Now what advice would you give to someone to try to issue, cause you. Now, what advice would you give to someone to try to issue Because you issued $400,000 in one year? What advice would you give somebody who wants to do the same thing?
Speaker 2:especially if they're young. So if they're young coming in, you really have to have a focus. I honestly didn't know $400,000 Hall of Fame, fame was a thing. I didn't know. That okay. But my, my vision long term was I'm going to be able to make the most of what I have in front of me every day. I'm going to continue to implement what I can implement, which is always being on the phone, always calling, always investing, always having resources, like and doing that over and over and over again, cause I know eventually the results are going to come in. Things are going to compound and if I'm doing all the right things, there's no way that I can go backwards in anything that I do. And that was just. That's just what I kept. I've be intentional every day. Be intentional with what you're doing, keep the focus and don't think, don't. Don't think that you're somewhere. That's my thing too. It's like, even if I hate Hall of Fame.
Speaker 2:I don't think I'm there. I'm still nobody. I still have to make more of it.
Speaker 1:Yeah Right, that's huge. How much did you spend on leads For Like the year you did Hall of Fame, like that?
Speaker 2:spend on leads for, like the year you did, hall of fame, like that I would say. Monthly I would spend on average six to seven. It kept increasing. Six to seven was around the month that I did um 90. When I did 95 I spent 12 grand.
Speaker 1:So you did 9595,000 in a month. What kind of policies? How many policies?
Speaker 2:How many policies it?
Speaker 1:was. They were Roughly.
Speaker 2:Roughly it would say it was around like 40, 40 policies.
Speaker 1:So you did 40 policies. You spent 12K. So when someone's watching this and they're new, they'll be like I don't have 12K to spend on leads, but so, like, how would you tell them to start?
Speaker 2:So when they're starting off and and the thing is like that's a, that's a process Like you, you're not going to have everything when you start off. It's a process. That's a. That's a process like you're not going to have everything when you start off. It's a process. It's just like any other regular job. You're not going to learn what to do when you're first starting off and, especially in the life insurance space, understanding that when you're 1099, it's a business that you grow.
Speaker 2:It's going to be a process, but you have it so easy in life insurance and I think and I want to like what you touched on with real estate and like the business structure, that really changed my mindset, like I really really took that in yesterday and I'm implementing that like a lot, but they have to understand that, even if it's a small investment, starting off at something that's going to be aged for repetition, for them to actually gain, like the knowledge of speaking to somebody over the phone, that's what it's going to have to take when they're starting off for in order for them to build a capital to be able to invest into higher intent.
Speaker 1:Yeah, that's it. So you're saying you start off with the age, cheap stuff, like you could technically start off with $100 leads, right, and make a sale, and then go buy more leads. Yeah, I always have this argument with people because some people buy new agents leads, but I've always made them buy their own leads.
Speaker 2:When they're first starting off.
Speaker 1:Yeah, because I go. Dude, if you're scared to invest in yourself, why would I invest in you? And it's not like this crazy thing, it's like a couple hundred dollars you can get going and you could grind these leads to make a few sales, to get your capital, to go sell, to go build a company. You know how do you address that with new agents.
Speaker 2:So I let them know where the standard is and exactly what it takes to really like get to a certain position, cause even how I feel, where I'm not where I want to be yet and people can still see it and see it as success, and for me it's like I'm not there, I'm not successful yet, and so letting them know if I did that within like nine months and you're starting off, you need to be putting in all the time, effort and investment into what you're doing now and what I do with new agents is I start them off.
Speaker 2:I invest into my own leads, right. So obviously that's part of my process and me building, like our team, me building the business is I have to continue to invest, and I invested into my own, my own resources, so I let them also run for my my resources after I run through them too, and then if it's somebody brand new, I'll also get them. If they have absolutely no capital, because sometimes, like recently Esteban, he was at the lock-in with us. I was able to fly him down from Texas to work with us in the office in Chicago and he doesn't have the income to start off, so I helped him out with starting off.
Speaker 1:So occasionally you will.
Speaker 2:Yeah.
Speaker 1:And has it worked out? Yeah, that's good, a hundred percent.
Speaker 2:And obviously I like that they're able to also believe in it too, but they also see me doing it, so that's what helps them stay and understand that it's a process. It's not going to be like that when they're first starting off.
Speaker 1:Yeah, you were writing a policy right before you walked in here.
Speaker 2:Yeah, yeah but. I lost it, so it's just. I did, I did, I rushed it. I know I rushed it Cause I was like you know what? I need to be there, I'm already going to be a couple minutes late I rushed the. Yeah, that's good, yeah, love it. So what are some tips you can give for actually selling and what type of leads do you work and what carriers do you like? So some tips, some leads that are I honestly recently just started getting into higher intent leads.
Speaker 2:Recently, like you were just working old stuff, I was working the bronze leads from the ILC and you did hall of fame on those.
Speaker 1:Yeah, that's all I ran when I was in Florida you did hall of fame on $1.50 leads.
Speaker 2:Yeah, that's all I ran when I was in Florida. $1.50 leads.
Speaker 1:So what if? Cause I have agents that go. Those leads don't work, they suck.
Speaker 2:No, they work. You just have to work them. That's the only thing. It's like they work. It's just about like, how hungry really are you like? What are you? What are you going to implement from from what you learn? That's it good yeah, but like recently, I did start running more higher intent um like leads and from really good like vendors too, and I'm really appreciative of that too. I think it's helped a lot not just myself, but I see that like in other team members.
Speaker 2:They're able to scale their production. It is very easy to run them too, but that's another thing. It's a process, because it's like if I did that for all those months, anybody can do it too, no matter what lead source. It's just about really just implementing the work that you have to do.
Speaker 1:What about carriers and products? Are you doing final expense vet leads? Are you doing IUL leads? What are you?
Speaker 2:doing Both, you do both. I do IUL and then I do veteran leads.
Speaker 1:So a lot of people don't know. In ILC you can do an integrity lead center. You can do a custom IUL campaign.
Speaker 2:I didn't know that either.
Speaker 1:Yeah, and you can get brand new IUL leads for $25. But at the lock-in yesterday there was an agent. She made her first call on one of the IUL leads and made her first sale.
Speaker 2:Oh really.
Speaker 1:For $14,000.
Speaker 2:$14,000? Yeah, what.
Speaker 1:I was like that and made her first sale. Oh really, For 14K, 14k, yeah what.
Speaker 2:I was like that's awesome, yeah, that's good. Yeah, what I didn't?
Speaker 1:know that, but that's cool. So your main leads are Facebook veteran leads and Facebook IUL leads. What are you selling in IULs?
Speaker 2:On IULs.
Speaker 1:Yeah, like what's your favorite product IULs but like what company?
Speaker 2:What company? Honestly, I will do more like Ethos Instant. Okay. And then I haven't been contracted with F&G yet. What?
Speaker 1:about NLG National Life.
Speaker 2:Group. Yeah, I've done. National Life Group.
Speaker 1:I'm starting to like them a lot. You are, yeah, starting to like them a lot you are.
Speaker 2:Yeah that I like them too. It's just um a matter of, like, long term. Is this person really going to invest 500, 600, or you got to break that down and really get them started at something more bare minimum, right? Yeah that's. That's how usually things go too, because the people get like with iul I would say a lot of uh clients get like a fantasy about like starting something at a very high. But it's like I got to structure that for you. Get you started something, you know.
Speaker 1:So you're being very careful about what they're spending because you want to make sure they keep it. Yeah, that's huge. That's huge. We got these little things here. So this is from National Life Group and they're little coasters but they're kind of genius because it just says what an IUL does If you die, it pays If you become ill it pays.
Speaker 1:And if you live too long, it has all these different living benefits. Do you sell the living benefits at all? Yeah, can you tell everybody how, for everybody watching, especially people, I think, a lot of people that are turning 18, 19, 20, or they're like what could I do with my life? I think this is a good option for a lot of people who are entrepreneurs, but can you break down how commissions work and then can you also break down what you're selling so people can know?
Speaker 2:So for life insurance like one when you're selling a policy, right, it has so many benefits. To like a family. The number one thing that I always touch on, also for like an IUL is I actually got this from another like person that's in the industry, a family member. She mentioned that there was an experience where a family was going through cancer chemotherapy and they utilized their indexed universal life and then they utilized the funds from the full face amount those are the living benefits, right, critical, chronic, terminal illness and so they actually took that money and then they put that into taking care of the mortgage debt that they were wanting to take care of initially with that IUL, and so they took care of that and then they invested into other properties and that ended up leaving more equity for their family long term. So that's the number one thing that I always touch on, too, is experience over a call. It's all that, I'll let clients know.
Speaker 2:It's like, hey, these are some things that families have utilized it for too. So these are the reasonings as to why like this is important In case things like that happen. Nobody really plans to have cancer, it just happens, right, mm-hmm. So it's like all those things can just take place and nobody knows. And that's what I really touch on, like, on, on like policies like that it's, or the living benefits part, because it's like nothing's everything's unexpected.
Speaker 1:Yeah, I always would tell customers. I'd be like, okay, hopefully this never happens, but if it does, instead of like you leaving something behind and you're not here to see it, they'll give you. You can. You can get that money while you're alive and you can see what you can choose, what you want to do with it for your kids, your grandkids, or special medical treatment. Maybe it could save your life.
Speaker 2:Yeah I mean there's a lot of families who are also like in low income life. Yeah, I mean there's a lot of families who are also like in low income places where, um, like they're struggling with medical bills and they can't take care of things and it's like if they were to actually be informed about having an like an iul, or even if it's just a whole life traditional they still have a benefit to it, then they could really help out their families too and then they can also.
Speaker 1:It'll also grow money, it money and can work like a savings type of thing right. So how do you explain that to a customer?
Speaker 2:So it's like you still have the benefit of it with what you're setting aside for the protection for your family. You have that benefit of it still accumulating for you like around a 6% to 8%. That's what the illustration will always show. Yeah.
Speaker 2:And then from this, obviously you can utilize a tax-free loan, right, but it's still going to have like a low amount of interest, but it's not going to be anything compared to you taking out a loan from a bank. So whenever you find yourself in a place where you want to utilize this or you want to be smart about it, you learn more about like finances or investing and where you want to invest in the future, at least now you know that over time, with you wanting to take care of your family, you've built up funds to be able to utilize that as well. That's what I also will inform him on.
Speaker 1:Yeah, did you get one.
Speaker 2:Yeah.
Speaker 1:You have your own, yeah, what would you structure for yours?
Speaker 2:This is a bare minimum like 200, 200 a month.
Speaker 1:Who's the beneficiary?
Speaker 2:My brother.
Speaker 1:Your brother.
Speaker 2:Yeah, because he's taking care of the business. I'm an entrepreneur too, so he's also in it right. So, in case something happens to me, you want the business to keep growing. He's going to have enough funds to be able to utilize, so that's, that's another thing it's like entrepreneurs out there, everybody can, as like entrepreneurs out there, everybody can you really utilize these like types of coverages?
Speaker 1:you never know. That's awesome. Yeah, mine. When I was 18, I got my first iul and I put my mom because like I didn't have, like. I wasn't married, I had no kids and I was just like why not make sure my mom's taken care of? Yeah and then you learn how to do it. You also get the commission on it yeah, you know.
Speaker 1:Yeah, that is all you do for like your family for you know you get the commission on your own policy oh, with certain carriers, right well, some of them pay as earned, but you still get it so like they just don't advance the commission, but you still, you'll get paid monthly oh yeah, okay, I didn't know that so it's kind of paid for the first year. Now can you explain how the commissions work? Like if someone's looking at doing this and they're like how much can I make? Well, the answer is you could make zero, because not everybody succeeds. There's a high turnover rate in sales, right. Yeah.
Speaker 1:But for people who do figure it out and they do figure out how to sell what does the commission look like?
Speaker 2:so when people figure it out, it's like, okay, you just helped a family, right, your feeder, where they at, where they were, without the whole call, you really met their needs. They're monthly times, 12, times advance and your comp that's what you get paid. So let's say it's like a $1,000 yearly premium you would get paid from that. Well, your commission is, and most of our team members.
Speaker 1:What are most agents at?
Speaker 2:80.
Speaker 1:So they would get 80% of the $1,000.
Speaker 2:80%, which is high compared to so many companies.
Speaker 1:What do you like about FFL?
Speaker 2:Well, everything, there's nothing that I can complain about ever. Honestly, for me, I always see it as a really, really good opportunity. I didn't complain either at the practice company.
Speaker 1:You just don't complain. I just don't.
Speaker 2:It's just like. I have the opportunity, just don't. It's just like I won't. I have the opportunity, I can make the most out of it. I can make the most out of it, right. That's just like I didn't come from much either. So it's like I, if I have this here, I'm gonna make the most out of it, right. But, um, let's say, if you set up three families a day, then, and some compounding if you do that every single day consistently. That's why you see people really like this type of income that you make is unreal. That's what it feels like sometimes. It's unreal, but you're doing a good thing at the same time. So a lot of people will get paid a lot, even if at a young age, it doesn't take somebody who's you know, even if you're 22 or you're 50, you can make the same income. That's the crazy part about it yeah, that's amazing.
Speaker 1:I, when I started I was like I'm working at the grocery store, I'm making eight bucks an hour, like I only need to make like a one sale to make up for like three weeks of work that's.
Speaker 2:That's what I mean. That's insane.
Speaker 1:And once you like get a taste of that, you can't really go back, you know. Yeah. Once you get some of those deposits, what do you like? Do you save money? What are you doing with the money that you're making and how much do you reinvest back into building your team?
Speaker 2:So that's literally all that I like spend on, like I only spend back on my business, nothing else. Like, nothing else. If, like, if you really worked alongside with me, you will people understand like I'm very obsessive over what I do, like I'm always working and um, every time I invest back into new people, like new team members every time, because me and my brother have seen, like, if we can really get them to like be in that position that we were and cut that for them, have it be first month they start to do it. They're like self-sufficient. Afterwards they're asking us now, which leads should I buy? Where should I buy them from? When should I purchase them? How do you structure it, like the ad campaigns or whatever that is?
Speaker 2:And last month I actually had like a little. I had a little situation for me and I'm sure multiple business owners have probably gone through that as well is I was. I invested like close to like 10 grand and it wasn't on my leads, it was on new team members, because I had so many people that I started that I was mentoring like over 12 people me mentoring at the same time brand new. So I invested into it how many made it All of them.
Speaker 1:All of them made it All of them.
Speaker 2:They're all still here. They're all still here. They're all still here, except one.
Speaker 1:How many are selling a decent amount?
Speaker 2:All of them.
Speaker 1:Whoa.
Speaker 2:All of them.
Speaker 1:So if someone's watching this, they should join your team 100%, 100%. How can they reach you?
Speaker 2:By sending me a message or scheduling a call with me. How do they do that? I have a Calendly booking like in my Instagram. I have it right in my bio what's your Instagram. It's Vargas, vargas, monse. Monse is short.
Speaker 1:Drew, can we put that this in the? Okay, we'll throw this in the description.
Speaker 2:All of them Because, like I had somebody at convention ask me like how many people do you think would like fail that join your team? Like how many people that you bring in you think would fail?
Speaker 1:I mean we've. I'll just tell you, I think we've recruited, I'm going to say, 30,000 people plus.
Speaker 2:I want to be able to do that.
Speaker 1:But we have. Last year we had like roughly 7,500 people get paid, and it might even be more than 30,000. That's awesome.
Speaker 1:Yeah, but the one interesting thing, though, is like I just got a text from Trey Honeycutt. So Trey Honeycutt started with me when, like, the company first opened up, okay, and he texts me this. He put I appreciate you. That was a great event yesterday, thanks for putting it on. This is a better opportunity than it was when we started, and the thing is is like we used to have to get on an airplane to get leads, to go see people face to face, and so now it just opened up the like people just can hop on their computer and sell a policy, right.
Speaker 2:Yeah, yeah.
Speaker 1:But the numbers you're throwing out are higher than I've ever heard Like as far as like turnover, like to have 12 and only one quit. Yeah. Where are you recruiting?
Speaker 2:Social media. So I have, I have. Um, the one thing that I learned too over time is I was I wanted to step out of like my comfort zone consistently every day, and I actually I remember in Florida I told Jay, I was like hey, can I run the next training? And like I, I, I envisioned myself like speaking in rooms full of people. So it's like I really got to step out there and do that.
Speaker 1:And get comfortable doing it.
Speaker 2:Yeah, like, just get out there, just do it. And so I did that. And he continued to say, like sell, hire, develop and market. And that's something that I really really lacked. And I told him I was like I really really lack in marketing, like I really I want to do it, but I'm stopping myself because fear of other people's judgment. And so I did it. I just I like connected as a videographer nearby and I tell them like hey, I want to get started, like I just do it every single day consistently. So they do that for me, they'll somebody will come in to the office or we have something scheduled. They'll video, they'll video it and then they will edit it and then they will post it for me. While I'm still working that way, I, I have, no, I have no control over it because I don't. I don't want to overthink it so whose judgment do you?
Speaker 1:did you have fear over?
Speaker 2:my whole life it was always like other people's judgment over what I'm doing because I've heard it, so it's like it's not something that I can like.
Speaker 2:Just erase yeah but then, over time, I started to like, really like, just overcome that, because I realized I'm putting in all my effort into what I'm doing. I'm the one really experiencing and working my ass off, and I'm doing this consistently, every single day. And not only that, but I'm like I'm with other people who also believe in it and I can't have other people's judgment or other people's opinions get in the way of what I'm doing. Ever, ever, cause that would just be a disservice to myself. And then the people who I also want to be able to help, like my family. My brother is in the business. So it's like I can't be that type of like weak-minded. I can't do that. I got to put myself out there.
Speaker 1:So how did you stop caring?
Speaker 2:I just did it and I took everything. I don't care Like, I'll take the hits, no matter what. I don't care, somebody saying it's a scam, I don't care, I'll take the hits and I'll do it and I'll continue to do it.
Speaker 1:The next day. Just roll with the punches, just go with it. Yeah.
Speaker 2:That's in my mind.
Speaker 1:Just go with it, whatever comes next, I'm just going to so do people that are your age just reach out to you because of what you're sharing on Instagram.
Speaker 2:Yeah, they'll still book a call.
Speaker 1:Do you post flashy cars and stuff like that, or what do you post?
Speaker 2:No, I don't. I don't gravitate towards that either. You don't like it, I don't. I don't either. I don't care about it. It's just not me, it's not.
Speaker 1:This kid yesterday was like you should drive a bugatti up to the meeting.
Speaker 2:Really I'm just like dude, what are you talking about? No, no, no, I don't, and I appreciate like people like that too. Um, I know it's, it could be part of something that could probably help with, like you know, but at the same time, I gravitate more towards like, actual, like mentality, which is what really took me to the, the level that I'm at like with my mindset and continuing forward I love that.
Speaker 1:So you're. You want people to, to be attracted to your mentality I want to impact people in that way yeah, I don't want to impact you based off of what I'm wearing or what car I'm driving.
Speaker 2:At the end of the day, I my my mindset on that is it's going to come no matter what. But my main focus is like how can you actually impact other people and and leave that impact long term right?
Speaker 1:that's huge. I love that. So if you're like, how do you express that when you're recruiting, like, what do you share?
Speaker 2:More of like habits, habits and conversations like this that I like to have more of Like. I like to have these conversations, even with team members, and that's what I usually put out there. And that's what I usually put out there. Obviously, if there's an event, I like more motivational quotes, because that's what inspires me too. So I just want to be transparent with also what I take in.
Speaker 1:Have you had any low points in the business so far?
Speaker 2:Low points as in Like you wanted to quit.
Speaker 1:You were stressed out you might not make it. Did you doubt yourself?
Speaker 2:I think those are only like a couple seconds long, because to me, when you have like a long-term vision with everything, I just I can't sit there and like I can't do that so you're saying it could creep in, but you shut it down Exactly how do? You shut it down by repeating in my head, like for example this is where I'm going.
Speaker 2:This is where I'm going, this is what I'm doing, and I never see myself quitting ever. Nor do I ever see like anything as a failure. So it doesn't matter what's going on, I just have to put in more work. If if the the way that I tell myself, I tell myself, if I'm stressing out, it's because I'm not doing enough. Because, like, why would I be stressed out over something so small? I need to be doing more. I can't be stressed out about, like things that are not of value.
Speaker 1:I was telling Sean yesterday I was more stressed out when I was not being active and I knew I should be and it was harder to be actually a bad agent than it was to be a good agent, cause like the stress will kill you, like I should have done this. I should have done that. I woke up late, I didn't do my dials, I money on leads I didn't call.
Speaker 2:That was worse than just like having like 50 appointments yeah that was harder than having 50 appointments and I resonate with that because it's just more about, like, the things that you lack in right yeah, that's where stress comes from. So if you're lacking or you feel stressful, you got to really like look at the bigger picture, even for new, for new, like team members that come in or new agents. It's like if you feel stressed out or you feel like you're not doing it, like making it, you're probably not putting in enough work yeah so you can, you can take control of that though that's huge.
Speaker 1:So you're recruiting on instagram. You're helping people, you're investing in them, do you like? Do you ever tell people, no, you're not a good fit?
Speaker 2:no, so you think anyone could be a good fit anybody can do it because, like a lot of the times, if people don't seem like a good fit, it's just due to where they were starting from. But at the end of the day, if people are seeking it and they're reaching out to you too they're wanting it. And the way that I saw it. Going back to the comment where somebody like asked me like how many people that you bring in do you think are going to fail, I told them none, none. So I'm not going to fail on anybody, like I'm not going to quit out on anybody, unless the only reason somebody would ever quit the team is if they end up like quitting on themselves because they don't want to have the tough conversations or they don't want to find a solution or go through the hard part, the chargebacks, the cancellations, exactly and it's just more of like you're letting things eat you up, right yeah, I think we should talk about the power of doing this when you're young, because do you have kids?
Speaker 2:No.
Speaker 1:Do you have a dog? No. Do you have a boyfriend? No, a fish. No. Okay, so you don't have anything to lose, right? So would you agree you could take more risk than like somebody with family, kids, credit card bills not that they can't make it, but it seems like it's easier to do it when you don't have those things I would say yeah, I mean there's a lot of yeah if, like, some people may feel like weighed down by the things that they've already you know, like started, but I think anybody at any age, with no matter what you have going on, can do it Because, like, if I look at my dad and he has a family, I feel like my dad can sell life insurance.
Speaker 2:That's true it doesn't matter, because I'm going to help him out with the process, like I believe that anybody can do it.
Speaker 1:That's so good, but what I'm saying is, if you're young, you should do it when you don't have all these crazy responsibilities and get set up for life 100 like why not do it now, yeah, and then later on you can spend whatever you want to do spend time with your kids, spend time with your family, take care of people you know yeah, because the way that I see it too is a lot of people want to have, like, a want to go into entrepreneurship, even when they're young.
Speaker 2:Some people are just taught like, whatever they're taught, that's what they do, like you know something traditional. But if you're able to do something like this like insurance is and there's a lot of people doing it who are way older and having that type of lifestyle imagine cutting it to where you're in your 20s or you know you're over the age of 18, being able to do that now. Imagine where your life would be like long term. That's what you, that's what people can really like, start to think about that's huge.
Speaker 1:It's amazing, see, I love, I love how positive you are about helping everybody. Yeah, because sometimes I'll get off and I'll be like, if they're not willing to, if they can't figure it out, let's just find the ones that will like go through the numbers. But I love that you're taking the time and it's not common to see that that you're taking the time to be like I think I can help every person individually.
Speaker 2:It's powerful. I mean, I think I can do that, but at the same time, if somebody's not putting in the work, I'm still here, you can still reach out to me, I can still help you out. But at the same time, I'm still going to implement what I have to implement, which is still sell, hire and develop and market right. So if I'm doing all that, even with somebody's like not wanting to engage, there's no way that I can go backwards either way yeah, do you drink?
Speaker 1:no, you don't drink.
Speaker 1:No, you've never drank no, well, not never, but like I'm not saying I don't drink like crazy party got it, but you have occasionally rarely yeah, the reason I'm asking is because we were looking up alcohol sales and, like, my generation was like 23 billion in sales annually and your generation was like 3 billion in sales annually, so 20 billion dollars less. Your generation is spending 20 billion dollars less on alcohol a year and I was like I wonder why that is. But it seems like a lot of people now they're interested in health and making money. Is that what you've noticed?
Speaker 2:yeah, I would say based off of what I've like. I think it's like when people are young, environment can really just dictate a lot. But when they get into environments where it's like that's not the like the environment there, then that could really change somebody's perspective and that can help out a lot with probably bringing that number down.
Speaker 1:Yeah, whatever it is, it's crazy and my friend works in Vegas nightlife and he told me he's like dude. Alcohol sales are at an all time low. Really. Yeah, like pretty wild.
Speaker 2:Yeah, well, that's good, that's really good, because I don't.
Speaker 1:You don't think it's doing good.
Speaker 2:No, I don't think. I don't think like partying or any of that, like it has any. The thing is like once you read books where you can really like implement or you can, you start to learn things like, or you go to like business occasions like that and you start to learn for people that are doing it. You want to be intentional with everything that you do, so it's like even that can like sidetrack you.
Speaker 2:Yeah, what are some of the books you like. Uh, the one that I read before I flew was uh, think and grow rich. And then I read the secret. I watched the podcast about it, I learned more about it and I and I also like noticed certain individuals that carry the exact same characteristics even in like today's day and age, just like Alex or Marcy, like all these individuals that have built you know businesses, even with that book being published like years ago it still works it still works Like they still carry the same characteristics. Yeah.
Speaker 2:That's what I love, then I think that's another thing. Um, I can really tell, like somebody coming in what would really benefit people is just taking action. Yeah. That's something I learned. It's that you don't have to people that are successful like for yourself. You know, if you took action and a lot of people probably waited or overthought it, but by the time those people waited or overthought it, you were on to the next thing because you failed at whatever you did. You learned it.
Speaker 1:Yeah yeah, I learned that if something's making you anxious or you're scared of it, that action will help correct that, like taking action on that instead of just thinking about it. Even with dialinging, I don't really want to dial and book appointments, but once I do, I'll feel better you know yeah um, all right, so you're awesome thank you for coming in, yeah um, if, if you're watching this, please get, get in contact with her.
Speaker 1:If you want to get in the industry, you could be anywhere in the country. She can help you. Um, can't wait to see what you do this year and even, like I can't wait to have you back in a couple years and see what you're doing yeah, I'm excited yeah, you're, you're amazing. So thank you for coming in, thank you for sharing. We'll see you guys later thank you for having me.