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How to Become the Top 1% in your Twenties (Ep. 227)
From foster care and sleeping in cars to writing dozens of life insurance policies every month – meet the new face of insurance success. Two remarkable young agents, barely old enough to legally drink, are proving that age and background are no barriers to building wealth in the insurance industry. Their success offers a masterclass in modern insurance sales approaches. Both emphasize remaining calm and authentic on calls, genuinely addressing client needs rather than pushing products.
What sets these young agents apart isn't just their sales numbers but their mindset. Having overcome significant life challenges, they've developed exceptional resilience. Want to explore this opportunity yourself? Join thousands of agents at the free Ignite event on June 6th in Phoenix, or reach out directly to these rising stars. As they remind us – with determination and the right guidance, anyone can transform their future through insurance sales.
What's up everybody? Andrew Taylor here, thank you for joining us. We have Hanan Roberts and Joseph Salcido with us today. Thank you, guys, for joining us. Thanks for having us.
Speaker 2:Yeah, thank you.
Speaker 1:Yeah, man, before we get started, I want to invite everybody, june 6th, to our Ignite event. There's a couple thousand agents. It's a free event. It's in Phoenix, arizona, all the top producers, sean Mike, all the top managers, all the carriers, mutual of Omaha, national life group, new agents, seasoned agents. It's a great place to learn and we want to make sure you guys know about it. So put it on your calendars. You can register at ignite eventcom. I G N Y T E E V E N Tcom. We'll also throw it in the description below. All right, so, hanan, let's start with you. Man, how old are you? 20. 20. Yes, sir. And someone told me you're a black belt in karate. Yes, sir, I am. Have you had to?
Speaker 2:actually use that ever. I've gotten in one fight in high school actually. Yeah, did you win? I think I did Like big time. It was short-lived, it was during PE, so they broke it out really quick, but I ended up having to strike first because he was coming towards me, so I think I won Nice.
Speaker 1:Yes, cool man, and you're from where I grew up.
Speaker 2:Yes, victorville Hesperia.
Speaker 1:California, hesperia, california. Yes sir, for some reason A lot of people Really good in insurance Come from that little town. What is it? Why is that?
Speaker 2:I don't know.
Speaker 1:I think it's because there's not, maybe there's not A ton of opportunities there. So the hungry ones Find this and they're like, ooh, I can, I can do something With that, and it doesn't matter If you come from money or not. Like everybody has the same opportunity. Yeah, it's even playing field yeah, even played field so what have you done so far in insurance? Tell us about it um, so far.
Speaker 2:So I've been doing it two and a half years now. Uh, my first year, I believe, I issued about 120 or 140, and then the year after I issued 260. So this was last year and then this year the goal is to double it every time. So the goal is to do 500 this year. Uh, between four to five hundred and right now I'm issuing between 30, 20 to 30 a month what were you planning on doing?
Speaker 1:like before this, as you were like growing up like what were you going to do when I was super young I always wanted to be inside a business.
Speaker 2:Super young I always wanted to be inside a business Because my family is how I grew up, more entrepreneur mindset shown. So I wanted to be business. But then once I got into high school and middle school I was trying to do like psychology. Then I wanted to be in the medical field. I kind of didn't really know. But then once I saw my dad is in industry, once I saw my dad doing it and then I saw the way it shifted, shifted. Once my brother started selling to the telesales and all of that, then I was very interested. I was like, okay, I could do that the telesales is crazy, dude.
Speaker 1:Yeah, like anybody, any age, can pick up the phone, get some leads and be self-employed. Yep, do you know any other business where you just need a phone, which everyone has, and some leads to get started?
Speaker 3:no, definitely not as quick as this one too yeah, okay, joseph.
Speaker 1:What about you dude? What's your background and how old are you?
Speaker 3:um, 21. Um, I would like to call myself a self-made person. I've really been on my own since I was 16. I grew up a kid. I was kicked out of my foster home at 16. From there, I was just on my own, trying to figure out what to do, how to make things work. From 16 up until now, I rented out, you know, bedrooms for co-workers, people I know, just trying to make ends meet. And then I finally got my own apartment, you know, settled down, dialed in with this and decided to make things work with this. I mean, I was, I was always hungry, I was. I always knew there was something out there that I could make work. I just needed the tools and people to actually do it.
Speaker 1:So you have been on your own since 16.
Speaker 2:I have.
Speaker 1:Crazy dude and you. You said you were just going, staying with friends, or what were you doing?
Speaker 3:Yeah, just people. I know, you know coworkers. I used to work at Fatburger. I used to work with a coworker of mine. I've never had Fatburger, is it good? Oh, it's fire. I survived off that for quite a long time, so you came from Fatburger, got your insurance license and how much are you writing a month? Last month I did just shy of 38.
Speaker 1:That's amazing dude, I'm 11 months in what?
Speaker 3:what's your goal here? My goal is to get some money you know and then expand, invest into other businesses, such as real estate. I'm really big on music. I've been in music my whole life. I'm a producer. I would like to get a studio back up and running one day.
Speaker 1:Factory Fresh in here was a rapper.
Speaker 2:Factory Fresh. Who's that one?
Speaker 1:Right here, Andrew Buez Drew show them your tattoo. Look at this.
Speaker 3:Oh, let's go, that's tight.
Speaker 1:We'll show you some videos when we wrap up. Absolutely, that's cool, all right, so what's some advice you could give? Because this is what I love. I was like you guys. I was 18, 17 years ago. I was 18, and I was just trying to figure out a way to. Honestly, it wasn't about making money. Well, it was about making money, but it wasn't about making a lot of money. It was about controlling my own schedule. Yeah, because my boss was like you can't do this, you tell me when you got to go to the bathroom, like it's the worst yeah, it's like dude, this sucks.
Speaker 1:Yeah. So I love, like, I realize like there's some you can find joy in helping other people that were in the same situation. You were, yep. So if you guys are talking to 18 year old, 19 year old, 20 year old, what advice would you give them to get into this industry, to get into the?
Speaker 2:industry you really just have to make the jump right, because if you kind of just tiptoe in, we've been seeing a lot of newer agents me specifically have been trying to build a team right. So we're seeing a lot of agents that will tiptoe in, they'll be part-time and they don't ever get their feet off the ground because they never actually try it right, they never experiment, they never really dial, they never give it a good shot and then they say it's just not for me right. They give it a week or two and then quit. So the biggest thing is take a leap of faith and then never quit right. If you do try it and if you never quit, you can't fail.
Speaker 3:And with Family First Live from all the people that I've spoken to so far. Just from what I've realized, starting this business at a young age is so clutch because not only do you have so much more earlier time to get to where they are now, at a way older age, the tools and materials there are much better than how they were back then, from what I've heard, and people, people are making it work a lot quicker.
Speaker 1:Oh, dude, yeah, what 20 year olds are doing now makes us look like when I was 20, it's like like like we were running a lemonade stand. Then it's crazy, you know, yeah, um, all right, can you guys so for people watching? First of all, how could they contact you if they wanted to work with you guys and could they be anywhere in the country?
Speaker 2:Yeah, you could work anywhere in the country. You could contact us on our Instagram, me specifically. That's my first and last, Hanan Roberts. What's your? How would they contact you?
Speaker 1:Your cell phone.
Speaker 3:Yeah, my cell phone number is 760-910-0284. I 100% always answer my phone, so you know I'll be there to pick up there you go.
Speaker 2:I'll give mine to 760-488-3830.
Speaker 1:Awesome, you guys got girlfriends, kids, pets.
Speaker 3:Yeah, I have my girlfriend. I've been with her since we were 14. She's also a foster kid and she was also kicked out, so we kind of went through it all together, that's amazing.
Speaker 1:And now we have our son.
Speaker 3:He's 17 months old. What's his name? Jaycee Allen. How do you like being a dad? I love it. It's amazing, especially because it's a boy. I spent my whole life around girls. I was like, please be a boy. And it was a boy and I was like this is amazing and it definitely motivates me a lot more, especially because I don't want to have him experience or go through anything that I went through growing up as a child.
Speaker 1:That's awesome, dude. What about you?
Speaker 2:Me. Right now I just have a girlfriend. No intention on kids, not yet. Maybe early 30s or late 20s. No kids, no time soon. I want to really push myself and take as many risks without having someone super dependent on me.
Speaker 1:Yeah, that's cool. So is your other brother older or younger my brother's?
Speaker 2:older, Older brother James. And how much does he do? He rides anywhere from 10 to 15. I think this month he'll probably be at 20. He recently made the switch to telesales. He's been doing in home. He's been doing in home since like 2020. I think, yeah.
Speaker 1:So he recently made the switch and he's been in office and I think he'll be doing 20 nice, okay, so run through, if you guys can each run through some sales tips on the phone, like what kind of leads do you work? When you get them, what do you say to them?
Speaker 2:Um, you want to start or you want me to start. You can start. You want me to start?
Speaker 3:Yeah, go ahead.
Speaker 2:Okay, stel's tips. So I think a super big thing that a lot of agents lack when they first come in is being calm on the phone, right On the phone, all they have to go off of is your voice and if you start to raise your voice or go too low when they give you an objection, they'll hear that Right. So it's good to stay calm and follow the script and not get too emotional over the phone. They'll hear the emotion and then they'll be like okay, well, he's just trying to sell me something and then from there leads were running.
Speaker 2:I do a mix of everything. I'm running veteran leads, general life. I'm trying mortgage. I'm trying IUL, trying a little bit of everything. I'm running veteran leads, general life. Uh, I'm trying mortgage. I'm trying iul, trying a little bit of everything, trying to see what works so that when I do have people that come in, I could be able to see okay, if you like this, this is how I did it, right? I want to be able to be a well-rounded agent. So try everything and figure out which one works for you. But a new agent starting on always recommend final expense because it's so much easier to sell. It's easy. You die. Family gets this check to take care of the burial.
Speaker 1:Legit.
Speaker 3:What about you? What I would say is be present in the conversation, actually understand what the client is looking for, how you can do to help them and what you can say to educate them and understand what's out there for them to take care of, what needs to be taken care of. Actually show that you care about them and you know you're here to help them out. You're not here to waste any time with anybody. Just got to ask you a few questions and see what I can do to help. There's really not much to it. What kind of leads do you work? I really just buy final expense. You work.
Speaker 1:I really just buy final expense, that's it. I get some aged vet leads, aged iul leads here and there, but so so just age leads? Oh no, I buy, uh, the new leads. So okay. So how hard was it to invest? How much does somebody have to spend on leads? Like that's it. This is a good opportunity, but if you tell someone who needs to make money they have to buy leads, they're going to be like what the heck? So do they have to buy leads when they start, or what you?
Speaker 2:don't have to, but it's always recommended. It's the easiest way. Well, joseph actually door knocked. So my dad's in the cells. Like I was saying earlier, he was great at door knocking. Joseph door knocked. I think he got tired of when.
Speaker 1:I first started you were just knocking on random doors.
Speaker 3:Yeah, I was just going around Victorville, Hesperia knocking on apartment complexes. I sold probably like 15.
Speaker 1:Yeah, that's the thing. So we always say this the answer is you don't need money for leads, but you have to have what we call the burning desire to win. If you got that, then you can knock on doors, you can call people, you know you can get money, and then you can spend that money on leads so you have more prospects.
Speaker 3:Yeah, I was calling when I was really down bad. I was calling everybody. I mean, I was even going back to people search and I was going back to my sixth grade teachers.
Speaker 1:Oh, wow, are you?
Speaker 3:serious Wow, did you close them?
Speaker 1:I was getting crafty with it. I was using the Ring app. I was trying to do what I could, Bro you were selling on a Ring app.
Speaker 3:Yeah, what'd you say? I was acting like I was a person who was looking for life insurance on one account and then on another account, I commented yeah, yeah, yeah, you can go to this guy, he's really good. And then I just put my information. Did people call you? I got like a message, okay, so it didn't lead to anything, but it was just experimentation.
Speaker 2:I didn't know that one.
Speaker 1:Yeah, all right. So we just put my brother dressed up as Santa on Christmas and we filmed it with the ring for the kids and we put that on the ring app and it had like thousands of freaking people sharing it everywhere because he he fell out of the trampoline and he couldn't get up.
Speaker 2:He's just laying there.
Speaker 1:That's hilarious and the kids think it's the best thing ever yeah, the ring apple captures some things bro ring is crazy. Um, and then on easter, one of the neighbors was bringing over this huge easter bunny for the kids. Oh wow, and we? But we had him hold it and so he was walking down the street with this huge easter bunny in the middle of the night, coming to our house, and I was like dude, you're on the ring app, like somebody.
Speaker 2:Someone said there's a dude walking around with the easter bunny sex doll and the dude was like what I'm on the ring I was just messing with them, though, oh my goodness, all right so I I love what you're doing, though, dude, like no excuses.
Speaker 1:Once you make some sales, though, you could reinvest in in yeah into leads, yeah into leads.
Speaker 2:I would minimum, I would recommend at least 500, and I would do 500 a week rather than and this is what this was, I think, mainly joseph's main problem when he was making a transition he was doing a thousand, like every other week. I would have rather him do 500 every week and then increase it from there, go like maybe 750 every week and then to a thousand, but now he's doing a thousand a week. I'm spending about 1500 to about 2000 a week.
Speaker 1:I'm trying a bunch of different lead sources and everything and if you spend 1500 to 2000, how many sales do you got to make to cover it? Usually Normally one One to two. What do you think the failure rate is?
Speaker 2:That's a good question. I feel like it's going down. Honestly, I feel like it's going a little. It's going down. I feel like it's going down by a lot. Yeah, people are coming in and ripping crazy Like.
Speaker 1:But it's still high.
Speaker 2:It's still high. The failure rate is probably like 85. It's probably gone down from like 95 to 85. That's what I would say.
Speaker 1:Have you guys ever been in your own head so bad that it's hard to perform? Have you A lot?
Speaker 3:Yeah, I mean mainly back when I transitioned from going to part-time to full-time Because I was working my 9-to-5 job.
Speaker 1:Was that at fat?
Speaker 3:burger. No, actually, um, between fat burger and my last job, I worked like three, three different jobs. What were they? Uh, the second one I was a contractor for home depot. I would just travel around california. Uh, that's where I. I slept in my car a lot because they didn't pay for like hotels or anything, so I'll just sleep in my car and like, shower at the gym for the day and what gym, 24 hour, that was the gym to go to. But then I'll just go to work after. And then, uh, yeah, that was a cycle for a couple months and then I eventually got my apartment in victorville, found this job, like 10 minutes down the street. It's uh, building cases for like museums and bands and concerts and stuff like the road cases I'll hold instruments. And then, uh, I was just on instagram one day getting ready for work. It's like, man, I gotta find something. Dude, I don't want to be doing this. And then I seen a story. What'd?
Speaker 2:your story say uh, I had just bought a car, I bought my mercedes and I posted it and he swiped up and I thought it was, uh, I thought he was dissing insurance. He was like, how did you buy a Benz with borrowed insurance money?
Speaker 3:And I told him I was like I didn't know how it would work and I told him I said don't worry about it.
Speaker 1:Why did you say that, though?
Speaker 3:That's a weird thing to say, I didn't know anything about it. I just saw that it was life insurance and he got a car. I was just like that was just my guess Borrowed life insurance money.
Speaker 2:That was your guess, huh.
Speaker 3:I said don't worry about it.
Speaker 2:Then I think I followed up with him. I was like I can show you.
Speaker 3:And then he showed me what's up and then I got it done in like two to three weeks and then, yeah, I was just doing it part-time from there Probably, was getting around four hours a day to dial for like five months and then I was like, okay, cool, I got enough money in my bank.
Speaker 2:I think I'm going to take the step what kind of bins did you buy? C-300, 2024, c-300. You like it, I love it. I love it, absolutely love it.
Speaker 1:Oh, you got a girlfriend.
Speaker 2:I was going to say you got a lot of girls in it. Yeah, I got a girlfriend.
Speaker 1:Okay, so I got a question for you. You've a lot of hard stuff, harder than most people. Did you ever become a victim to that? Oh, no, no, no. What's your mindset on that?
Speaker 3:Well, I mean going back. I spent my whole life around drugs. That's why I was a foster kid. Both my parents were both drug addicts. Two of the foster homes I was in a lot of drug addicts. I mean somebody passed away next to me in my sleep. I woke up the next morning. He was dead. So you know, I could have went down any path like that.
Speaker 3:Yeah that's what I'm saying and it's just really something that I've seen. It really destroys lives and it could not only destroy your life, but people around you, and it has an effect long-term like really bad, even on myself. So, long term, like really bad, uh, even on myself. So that's why I, I think like that, so I like I, going back to what I said, I didn't want anything like that to do with it again.
Speaker 3:Nothing, ever again. So I just developed a mindset within those years. I'm hungry, I need it, I gotta get it.
Speaker 1:I'm gonna do whatever it takes to get it crazy man, because a lot of people that like sometimes they go I can't do good because this happened to me, and then some people say I'm doing good because this happened to me. Yeah no I'm just trying to like figure out how to turn that switch on.
Speaker 3:I think about it now and it's like thinking back on it. I'm really appreciative that I went through everything that I did, because I wouldn't be the person I am today without that. It developed who I am and it made me as resilient towards stuff like that that I can be that's cool man 100.
Speaker 1:Well, I'm I'm excited to see what you do in this business. Thank you, me too. Me three, yeah. So all right. So if you're watching this, you can join these guys. Reach out to them. Um, if you can do part-time, full-time, uh, and they can, they can join your crew. Absolutely. How do you guys stay connected with people that are, like in other states during?
Speaker 2:the sales process when they're, when they're no, like your agents oh, telegram messages um instagram.
Speaker 1:So you guys are, do you guys do any type of zoom dials? Oh yeah, yeah, yep, zoom dials every day. So you guys are working in a virtual office.
Speaker 2:Virtual office, that's a great way to put it. Yeah, right, the virtual office, it's the. It's the best place. All last year I was working from home. Before we started working out of the office, like 90% of my sales came from Zoom, unmuted, front to back. You heard the call, you heard the objections, you heard everything.
Speaker 3:Yeah, and when first starting being on the Zoom is really important, like a lot, really important, because you not only get to see people actually sell life insurance, but if you unmute on the Zoom, they can actually give you some feedback on what you need to work on. Don't say that again, that was okay. Keep it up and just develop your skill. Set a little bit more Legit, yeah.
Speaker 1:Cool.
Speaker 2:Well, I'm proud of you guys. Thank you, Good job man. Nothing special, anybody could do it.
Speaker 3:Yes, that's true. Remember that.
Speaker 2:Anybody could do it Just just listen to what people say and then just try to follow and replicate what's working for other people.
Speaker 3:And always have belief. Belief is the most important thing. You can't go anywhere if you don't believe in yourself.
Speaker 1:Love it All right boys. Thank you for coming in, Thank you for joining us everybody. Thank you, Appreciate it.
Speaker 3:Thank you.