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FFL USA
The #1 Insurance Marketing Organization In America. To learn more or join the team visit: https://www.familyfirstlifeusa.com
FFL USA
How They're Changing the Way Life Insurance Is Sold (Ep. 230)
everybody. Thank you for joining. We got how do you say your last name? Jimmy yusuf. We got jimmy yusuf with us. Jason day and manny coleman what's up guys? What's going on? So I got to meet these guys in beautiful san diego. Every year my son is five years old. We rent a house on mission bay, right on the water, beautiful for a week, and this year we were there and, uh, ivan had called me and he was like yo, come meet these dudes at the call center. I was super impressed. You guys got something special going on in san diego. Um, now you could work with these guys from anywhere, but if you're in san diego, it's a pretty cool operation to go see. So we want people to know about it. We just want to create awareness around it. Jimmy, first of all, can you talk about your background? How long have you been selling insurance? How'd you end up here?
Speaker 2:Yeah, so I actually used to sell life insurance when I was 18. I worked at a different agency sell life insurance when I was 18. I worked at a different agency. I stopped doing that when I was like 20. And I've been in sales since pretty much the age of 18. And then I want to say like two years ago September of like 2023, I was at a wedding. One of my family members was getting married and I saw one of my cousins there there and he was like what are you doing for work? And we were just kind of talking and then he said, well, we have like a life insurance office going on, Come check it out. And that was September of 23. I got licensed. My first day selling was October 10th. On the phone and I think I wrote like two or three deals that day and then I think in my first 10th of what year?
Speaker 1:2023.
Speaker 2:Okay, Um, so from the 10th to the 30th I think I wrote like 30 apps, um, and I didn't really know what I was doing. I was just reading a script. Like they told me, just read a script and dial and you'll make money. And that's literally all I did.
Speaker 1:Um, and then I guess I just kind of started to develop the skill over time and now we're building a team and we're rolling. How?
Speaker 2:many. How much do you sell a month? I would say in personal production at least. Like 30,000 a month is like my average. My highest month ever was like $65,000 in personal, but that's just due to the fact that, like now, I try to help my team sell. I don't want to like be on the phone as much because there's a lot of new people and I want to make sure that if they need help and they have a client on the line that they get like they make money.
Speaker 1:So you're not selling as much, but you're still 30 yeah that's not bad, yeah, and are you married? Kids, girlfriend, what's your situation?
Speaker 2:I just recently got engaged. So I'm 28 years old. I just got engaged. Me and my fiancee have been together for just over seven years now. Was she pressuring you? I would say so, I'm Middle Eastern. It's more of like a family pressure. I'm an only child. Oh, your family. Yeah, so I'm an only child. My parents want grandkids and they want to see me get married, so they're a lot older, so they've been kind of like pressing the issue. So, yeah, I mean mean it's seven years a long time. You know, we live together already, so it's like we're it's time.
Speaker 1:Yeah, um, we're getting married in march of next year. That's awesome, bro, congratulations thank you? Yeah cool. All right, jason, what's your background? What do you? What do you do at the office.
Speaker 3:Yeah, I help run sales at the office. I've been in sales kind of like Jimmy since I've gotten to work, since I've been 18. Started with financial services and banking, bounced around with mortgages, then selling auto insurance and PNC, back to banking and then found my way into life insurance. It's a pretty funny story because the original conversation came up at my wedding and then Jimmy at another cousin's wedding the following week. He had that conversation and I was looking at the time for a transition, for something better with longevity, because I was tired of bouncing around. Jimmy said hey, I'm doing this thing with one of our cousins, I'm going to try it out. I'm already licensed. If it works out, you know, come on board. Halfway through the process Jimmy was already like hey, we got this office in Mission Valley it's in San Diego, the one that you visited checked it out and right away I said just send me whatever I got to do. Within about a week I studied all the material, passed my test and the first week that we did get that office, I was in there and it was more so of me learning the life insurance industry and the products that I was selling less than like sales. Sales, yeah, because, obviously, if we've been in sales for so long, we know how to talk to people, we know how to, you know, get to the finish line. It's just more so, learning the underwriting and what I'm actually selling so that way I can get you know things to the finish line.
Speaker 3:Um recently married um in 2023 of august. Um, no kids yet. Uh, working on that, coming soon, coming soon. Uh, it's funny because he was just speaking about the pressure of getting married. It was the same kind of pressure. I'm middle eastern as well. We're actually cousins first cousins.
Speaker 3:Our dads are brothers nice, um, and it's funny because once you get married, the pressure of okay, when you're going to get married's funny because once you get married, the pressure of okay, when are you going to get married, when are you going to get married? Changes the kids when are you going to have a kid, when are you going to have a kid? So that's kind of what I'm going through with the Middle Eastern background right now.
Speaker 1:But you guys, have some sick weddings right, yeah, big weddings.
Speaker 4:His wedding was amazing.
Speaker 3:It was like yeah, go big, that's crazy yeah that's cool, though. Congratulations, did you got a dog or goldfish or no.
Speaker 1:I have two cats, nice max and brownie. Shout out to them nice, cool man. So tell everybody about the office setup, like if someone were to go work with you guys. What is this like? Because you guys have something unique where you guys can um, hop onto somebody's call and you can help them and the customer can't hear you, but you can help the agent. You could guide them through the sale, right, yeah?
Speaker 3:so we use uh, ring central or doubt both ring central and dial pad platforms, uh, and there's a whisper feature where we can shotgun the agents and it. It's actually something we do all the time, all three of us pretty much. Where let's say we're listening on a call and it's not going in the direction we want it to go, with a client, we'll whisper where the agent can hear us. For agents that have never had that feature done, it's kind of weird because you just hear someone random in their ear, but we come up to them, hey, ear off, say exactly what I'm going to say, um, and it gets the, the agent going through that process and verbally saying the, the rebuttal or the next step in the conversation, to where they're getting the repetition in themselves, versus if we just hop on the phone, we close the deal and they're like, oh my god, jimmy, jason, manny, how do they? Yeah, I can never do that.
Speaker 3:And we tell them, well, it's in the script. And they're like, well, that was completely off of the script, but at that point in the conversation we had to save the deal. So of course we're not gonna be on script. That's kind of the struggle that we're going through now with what we do is we're having to hop on the phone when the conversation is Like at the point where it needs to be saved, and we obviously get on the phone and close the deal because you know we empathize with the client, or we take a step back and say, hey, you know what are we really looking to accomplish? And being able to get it to the finish line where the agent now is just like, well, how did they do that?
Speaker 1:How many agents do you have in there selling?
Speaker 3:Selling. I want to say 25, 26.
Speaker 2:Yeah, in our office, yeah about 25.
Speaker 1:And what about the whole office? Everything.
Speaker 3:Everything together 31 plus 25, what's that number 50.
Speaker 2:Plus us, so like 60.
Speaker 1:Yeah, like 60, give or take, so you got about 60 people every day making sales. Yeah, so if someone came in to see if they want to work with you guys, they could see 60 people making sales yes, oh yeah, definitely, yeah, that's dope so we have two offices in our building.
Speaker 2:Um, there's the upstairs office that has, like most of the people, and then we got the new office on april 1st well, technically I think it was like march 25th was our first day in it, um and that's the one that has 25 ish people, and then the one upstairs has about 35 writing agents, and then we also have like a customer service team as well. So, you know, when it comes to the back end work of servicing policies, um, we don't have to do it as much, so like saving um saving deals.
Speaker 1:Saving deals that fall off you know, needs documentation, stuff like that.
Speaker 2:Just to make you know the agent's life a lot easier. That way they can focus on the main goal, which is selling.
Speaker 3:Yeah, you could call it, we spoil the agents. Yeah, yeah, um could be probably backfiring on us, but we're still going through our trials and tribulations of what works for us and what's not working.
Speaker 1:Well, the thing is is like if you spoil them too much, you can hurt them Right.
Speaker 4:And we're slowly starting to see that. Yeah, so for me, luckily, I have Jimmy and Jason. I've only been in life insurance for six months. I come from sales, though I've done personal training. That's actually what I did before life insurance, and it's actually funny because I actually told Jimmy about life insurance. Well, the company that we work for now, I want to say like early 2023.
Speaker 4:This is when I was doing personal training. Um, now, the only reason why I didn't get into it is because at the time, my uh, my personal training started taking off. I had like 30 clients, dang yeah, and I actually started with jimmy. I used him as a marketing tool and then I slowly go to my instagram. Um, after the second month, I had 20 clients and then it just went up from there. So money was good.
Speaker 4:I wasn't really too concerned about switching over to life insurance because I also wasn't educated on it. If I could go a year and behind right now, I would have definitely took the risk and switch completely over to life insurance if I knew where I was going to be right now. But, like you said, you know a risk is something that we never know what could happen. I was going to be at right now. But, like you said, you know, a risk is something that we never know what could happen, but luckily for them, you know they're the best sellers in the office. I've been their best friend since middle school.
Speaker 4:When I say I've learned everything from them, I've been nothing but a shadow, a parrot, a sponge, whatever you want to call it. I've took all the information and learned it from them, I want to say, within like three months, took all the information, learned it from them. I want to say, within like three months, I got really I'm not gonna say really good, but I acquired my skills and they started getting a lot better. And I've noticed that I just came off of a PR month. I did 55,000. I had a slower month last month due to the fact that our team is just growing. So I've been helping. I did 40k, which I wanted to do 70k. But it's harder when you're growing a team. And that's one thing that we're learning right now is we also have to set an example for the office as well, because right now, if there's only somebody doing 30K in premium, that's going to be the standard.
Speaker 4:Oh yeah, the ceiling, exactly. So me helping and still be able to write business is showing our team that look. Just me helping and still be able to write business is showing our team that look, just because you know I'm not on the phones all day. When I do get on the phones I lock in because all it takes is literally 30, 40 minutes of you actually hearing the client out and understanding the situation and if you think of helping the person out before actually thinking of the deal.
Speaker 1:It works for me every time now are, and did you tell everybody your name?
Speaker 4:My name's Manny, everybody. Like I said, I'm new to this. You married kids, no, single right now. Not that I don't want to get married Right now. I just have goals for myself that I haven't met yet and I want to be able to give my full self when I am married. That way I don't have to take too much time away from my goals that I have right now.
Speaker 1:Cool, awesome bro. So 55 Gs, that ain't bad, it's not bad.
Speaker 4:I issued 30 of it. I'm trying to get some of those other people on the books that didn't go through. Checks looking nice. Checks are looking nice.
Speaker 2:It's actually funny because before he came on, like he was doing the personal training and, as he said, like we've been friends, like all three of us have known each other since, like middle school, and like he was making good money at the time like doing his personal training, but he was getting sick of working at the gym and I was like recruiting, like I was like pushing him away from like recruiting him. I was like, bro, like you're making great money right now, like are you sure? Like you're gonna take a dip in your income? And then he just like was like, yeah, dude, like I'm sick of being at the gym from, you know, eight o'clock in the morning till 9 pm all day. You know like waiting for people to walk in, stuff like that. And then I was like all right, so so I think his first month was November of this last year and he started off a little bit rocky.
Speaker 3:Can we talk about that? Yeah so let's go tell him, man Two months in.
Speaker 4:Two months in it was very rocky, you know. That's why I say you know you can't give up At the end of the day. What if it all works out, like Jason likes to say, and it honestly did so my first two months it wasn't what I really expected. Coming in. Now I did have Jason and Jimmy to help me, but I feel like I wasn't just digesting everything in the process. So for me, the number one thing that I had to work on because I had the skills, I had the hard work ethic the one thing that I've had to work on and learn in this business attitude is everything. If you don't have a great attitude, you're not going to be able to be as successful as you are. And luckily I have these two guys because they've actually helped me with my emotional intelligence a lot. I went to Vegas after the first two months. I went to Vegas for about three days, came back my mind was fully reset. I don't know if it's because I just looked at this differently and had a better attitude, but since then I've just been killing it Like I've. I've caught momentum and I don't want to let it go. And the checks I've shown as well, you know, been making 15 G's the past three months. So for me now the next goal is we're all trying to get to like 50,000 a month, so we've been pushing hard on. You know, recruiting. I've probably recruited about six or seven people within like the past month, so it's getting a lot better. And you know, marketing on Instagram everyone's starting to see that what we do is real.
Speaker 4:A lot of people don't understand life insurance. The first thing they'll say is it's a pyramid scheme. Well, honestly, every business is basically a pyramid scheme. There's always a guy at the top right. The only difference with life insurance is the money you make doesn't get affected by your upline, or you know whoever is taking the percentage. And that's what I really like about life insurance you put in what you get and I feel like if a lot of people could, you know, understand the financial freedom that it also brings. You know, it's not like you're just sitting there and answering call after call after call. Essentially you are if you're not selling. But once you get your skills good and you understand the process, now I could hop on 70 calls and at least sell two of them. So that's where I really started to notice my skills are starting to go up um and it's all a reading a script like there's no, there's no magic to it. Reading a script having great tonality and hearing the client is all you need to succeed in this business yeah, that's huge man.
Speaker 1:What'd you say? He always says what if it does work out? Yeah, yeah, what if it? What if it does work out? Because, like we're wired to go, what if it doesn't work out?
Speaker 3:exactly right yeah, there's a, so I always do a quote of the day, um, and that's just been the quote of the day lately. It never changes. It never changes, um, because you know, it's like you said, we always look at it as the opposite, right, but it's funny, I just got goosebumps, um, but it's like we need to start. It's not just like in regards to, like, life insurance no, it's in life.
Speaker 3:We do. It's in life exactly. Um, just putting that out there. Like what? If it does work out? Why not make the most money I've ever made in a single year? You know why not. You know, take that vacation. Or why not help my friends succeed? You know it's only going to push us, all you know, further to the top and where we want to be. Versus looking at the cup half empty. You're always going to have a negative outlook on life. Versus looking at the cup half empty. You're always going to have a negative outlook on life in regards to whatever it is work, relationships, family, physical, mental health.
Speaker 1:Yeah, I used to do this thing where I like made this up. But I would say like I try to turn bad things into good things and I would always tell everybody I'm really lucky, you know. So, like one time this lead vendor sold me these crappy leads that were just total nonsense, dude, and everyone's like dude, no one can make a sale on these. So, and it was like 50 something leads and I was like I'm gonna see if I can make a story out of this. So I door knocked all of them, okay, and this dude goes. He was like, come on in. And then he was like, well, I don't need it. Said some nonsense about social security on the lead form. He's like, well, I don't know what that is, but I am looking for an annuity. And then he, I ended up locking down a 500K annuity from there. So I always tell people like you think something's bad, just how can you spin it? How can you spin it to be good, right?
Speaker 3:You know it's like funny because we hear it now, right with the agents. They're like oh, the client doesn't sound serious on the phone. It's like how do you know you don't know the client doesn't sound serious on the phone? It's like how do you know you don't know the client's not serious? Just because they sound a little bit older than you or they're not as tech savvy as you, because they can't get a six-digit code to finish a deal. How do you know they're not serious about it? If they were sitting in front of you, like traditional life insurance, you wouldn't be saying things like that, versus if we're just off, you know over the phone. That's why we're so big on tone and like empathizing with the client, because everything we do is it's over the phone, it's not in person. So we try to submit applications or talk to people over the phone exactly like we are in person, sitting side by side from them not across the table like a car dealership.
Speaker 3:It's the biggest thing he says, because he used to be in the car business and he knows what that's like Getting someone into finance. It's very cutthroat versus sitting side by side with a person submitting a life insurance application. You're showing them hey, this is what we're doing, this is what we're filling out, this is your beneficiary name, we're making sure everything's spelled correctly. It's a lot more empathy going into the sale versus, you know, selling a car.
Speaker 2:Yeah, Because I think, like a lot of people like look at sales, like you have to be like a sleazeball or you have to like break somebody's arm, you know, force them to buy it, when I think what I've come to understand is that it's all about framing. Like you know, depending on how you ask questions, um leads to them like wanting to buy it themselves, like they sell themselves on it. I just pretend like whenever I'm talking to like you know, a client and granted, most of our clients are like double to almost three times our age, right, like I'm 28. Most of our clients are like double to almost three times our age, right, Like I'm 28. Most of our clients are between 50 and 80 years old. So I just talked to them as if I was talking to my grandma, and that's how I talked to them.
Speaker 2:When it comes to, like filling out an application, I just how you doing grandma, Like you good, Okay, great. Like you know, I talked to them with a nice tone. I'm very like on it. If they have questions, I answer questions and then I give them a question back. You know, it's all things that I feel like we learn over time, but I think to keep it very simple for, like a new agent coming in, all it takes is just pick up the phone and dial right, Like putting in the reps. You're not going to be a rock star overnight. It's just, you know, not normal, unless you're just like a freak of nature. But you know, most people struggle a little bit in the beginning and then they start rolling.
Speaker 1:That's huge. I love that. So what do you guys like? What can somebody expect if they come work with you? You guys do a lot of live transfers and that's not that common, but can you?
Speaker 2:tell everybody how that works. Yeah, so are you talking about in regards to the lead vendor, mm-hmm, so for the office that we're in, like the independent?
Speaker 1:office You're doing outbound.
Speaker 2:It's more outbound. So the way that it kind of works is that if somebody in the call center doesn't close, the deal dependent on, like, what happened in that conversation allows us to be able to reach out. So there's like different stages that we have in our CRM, like if somebody is a no-sell or quoted or contacted, depending on the stage, it allows us to call them and, kind of like, do cleanup work. Essentially that's our job and because of that, you know, the leads are fresh. I mean, all these people requested the information. They called in at one point or filled something out online, and I think what it is is you just have to have the belief that they came to buy right, like I believe that every single person I talk to they're going to buy if I do my job correctly. Like I just fully believe that, and I think some people don't, which is why they don't like transfer that, like through the phone. But yeah, so most of our leads are either something that like a person that called in.
Speaker 1:Crazy and there's that many sales off those.
Speaker 2:Yeah, because, like there's so much volume that like upstairs there's so much volume that they're bound to like lose some stuff, right, because they're so busy that they can't sell everyone I could.
Speaker 2:Yeah, I know me too, me too so I mean I remember when because when we were like both selling upstairs, um, like we used to always, you know, brag about being like the top closer or whatever you know, because it's just like friendly competition, like literally, I think anybody that we would talk to, I would close like 50 of the calls I answered and it wasn't somebody that I knew anything about them, it's like a fresh call, like they called in, I gotta get their name, birthday full, everything. And we would still close like 50 of people, um, just because I truly believe that if somebody is requesting the information, I'm going to do my job to make sure that this person knows that I'm the professional that's going to take care of their family.
Speaker 1:One day and then back to the selling, like where you're on their same side. So I always use this as a close because I don't want anybody to replace my business. So I'll be like Jimmy. Do you know how, when you this is after I sell a policy do you know how, when you go to a car dealership, they take you to the finance department and then they try to upsell you like an alarm and all kinds of other stuff that you don't need, but your payment ends up going up?
Speaker 1:Have you ever done that? And they're like yeah, okay, well, more than likely, someone's going to call you after we hang up in the next few weeks or at some point in time. They're going to try to sell you something and get more money out of you or change things so they can get paid. So I just want to give you a heads up so that if anybody calls you and it's not me do you remember my name like andrew, if it's not me, what are you going to do? And then they usually like I'm going to tell them to kick rocks and I'm doing that so someone else doesn't call and try to mess with the policy that I just helped them with, right? I?
Speaker 2:usually tell my clients, like, if somebody else calls you to try to sell you insurance, just tell them it's the wrong number.
Speaker 4:Exactly Like that's what I say to my clients. You say that after every call.
Speaker 2:Oh, that's wrong number. Okay, I'll hang up. So that's what I've kind of like been telling my clients is just telling us the wrong number. Yeah, it does all the time.
Speaker 4:We make it mandatory that we say after every sale, no matter what, at the end of the phone call we tell them okay, ms Becky, you might get a couple phone calls, just let them know that you got life insurance in place and you don't want it, just because because you know these older people are always applying for life insurance. They're getting a million phone calls a day. So if we're able to x out the other people and you know, keep them with us, that's the best thing, because there are also instances where they refer their family members to us and that's the best part, because those are the phone calls you don't ever expect and it'll be like oh, miss becky, like yeah, yeah, yeah, I want you to get some life insurance for my son. You know, I really benefited off of what you did for me and I want to make sure that he can benefit as well.
Speaker 2:And selling the second person is even easier than the first Because the trust is already there, right? Like the lady already trusted you with her personal information, social banking, all that stuff. So then selling her sister or her husband, or yeah, it's banking all that stuff. So then selling her sister or her husband, or yeah, it's, it's like it's easy it also keeps the it on the books when the whole family has the same plan.
Speaker 1:It keeps it on the books keeping them accountable. Yeah, that's good, um, so what are you guys looking for in an agent?
Speaker 2:um, whenever I interview somebody, I say the three main things like, I don't really care too much about, like previous history, like as far as, like what they've done in the past. Career wise, because we can teach people how to like do the job. What I look for is somebody that's hardworking, and and. And whenever I do a recruiting interview, I sell the negative side of the business because I don't want to sell hopes and dreams because that person's like yeah, yeah, like they're fired up because of numbers that they hear, but then they come in and show no action. So I sell the negative side. Are you willing to make 300 calls a day and go home sometimes with no sales? Are you okay with that? So hard work.
Speaker 2:And then coachability, right. Like you know somebody that asks a million questions about why this, why that Is not a person that, like succeeds as easy. We've already been there, done it. Just trust the process, right. Like, just trust us. We're going to tell you what to do and it's in your best interest and our best interest as well. So coachability. And then the third thing is what he was saying earlier is a good attitude. Right, because if you're negative all the time, you're not going to sell anybody. You're negative all the time. You're not going to sell anybody. You're transferring that on the phone. But if you're always in good spirit, you're always excited, having a good day, then you're going to sell. So that's what I look for is hard work, coachability and great attitude.
Speaker 1:That's huge. What about you? Because you're actually on the floor helping everybody all day, right yeah?
Speaker 3:I would say the biggest thing for me is one coach abilities is the biggest thing, um, because if you're not gonna listen to whether it's me or you know any of any, anyone else that's been there, done that, and what we're doing in our operation, um, is like you know what are you really doing here? Because, again, we have the blueprint and all you have to do is X, y and Z. And then the biggest thing for me is discipline. Hence why I put it there next to my name, because discipline is always going to be hard work. If you can show up every day and you're that coachable person and you come in with that good attitude, I can guarantee you're going to succeed. It might not be overnight, it might not be, you know, in a month or two months, but we're going to do whatever it takes to put you in the position that you want to be in. The biggest thing for me is discipline.
Speaker 1:What do you do to fix your attitude if, like you're having a bad day?
Speaker 3:To fix my attitude. Don't be afraid to like take a step back, go take a break. Go take a break. You know. If you smoke, go, go smoke a cigarette, go hit your vape. You know, take a reset. Um, you know, before you take that next call, because if you just take that next call that your tone is going to come off, come across that you know.
Speaker 3:You don't seem, yeah, like you're pissed, you don't the person on the other line of the phone is going to be like why is this person talking? Talking to me like this I just want to get a quote, I just want to get coverage. Yeah, I just want a children's policy or a grow up plan, and it's just going to come off to where they're going to hang up. You know they're going to call in, someone else in the office is going to pick it up and sell it. That had a good attitude and it's happened multiple times, happens every day, all, the time All the time.
Speaker 1:Yeah, dude, I have a like. At one point in my career I had this dude who was the meanest dude on the planet. I gave the lead to my friend and I go dude, there's no way you can close this. And then the next day he closed it Like huge policy and I was like what the heck did I do different? So I have this theory Everybody can be sold. It's just maybe not by you, right?
Speaker 3:for sure, and that's the biggest thing we tell agents when because people call back in, right, and they see the notes like, oh, this person didn't want a two-year wait, didn't want a GIWO. That's a two-year waiting for people, two-year wait period for those that don't know, and they call back in and any one of us or someone else gets on the phone, goes through the process and explains the guaranteed issue plan and we sell it every time. Or so many deals that get fumbled on my part of the business that I ship to these guys, hey, call this number. You know. All you need to do is this Agent fumbled because of this. See what you can do. And they hit me back all the time on slack. Got it, it's on the board yeah, there was.
Speaker 2:I remember there was, um, there was this lead that there's this guy um 82 year old guy, military veteran, like super, like hardcore kind of guy, and I remember he talked to six agents in our office, six different agents in our office, and then I got on the phone with him and he kept just saying give me a quote, give me a quote. He's just yelling at me to give him a quote. I said, sir, just take a deep breath for a second, like like you're not going to get a quote, just yelling at me. And then I ended up selling him a $330 a month policy. And now he calls me like all the time. He's like hey, jim, how you doing? Like he's like my best friend now. But he was yelling at me for like five minutes straight because he was sick and tired of talking to agents that didn't get him across the finish line. And then now he did, and you know it, kind of like brought his like guard down and whatnot.
Speaker 4:Yeah, that's one of the biggest things that I've learned is you got and jimmy actually taught me this you got to be able to de-escalate situations and we're dealing with a lot of old people so they're not always happy, you know we're calling them in the morning, probably just starting their day.
Speaker 4:But the best thing that I've learned is if you're able to de-escalate a situation and have them understand the value of the product the life insurance it works every time.
Speaker 4:You know, I feel like people just need to get educated sometimes and it's like I said, we're not selling anything that has physical value. So that's why some people I would say when they first start they don't do as well because they're thinking that Miss Becky's actually going to get that $400,000. Well, no, miss Becky's family or her loved ones is going to get that $400,000. We got to make sure that she's willing to know that. You know, I don't have a backup plan right now and the last thing I would want is a burden on my family and not be able to pay for those funeral expenses or even the monthly payments that are left on my house, because a lot of people think life insurance is only going to go towards death or towards funeral expenses. But we actually use it in many ways. It's not just for funeral expenses, and that's what I tend to educate a lot of my friends that aren't in this industry.
Speaker 4:Because they think oh life insurance is a scam. They're never going to get the money. Well, that's not true, because I've actually gotten a call from one of my client's daughters. Um asked me like hey, I just want to make sure my mom got this life insurance policy in place, and it felt good telling her like yeah, she did and she's actually been making the payments. Unfortunately, the mother died, but I felt good as an agent because I did my job and I was able to actually get her the coverage and get that death claim going.
Speaker 4:So there are two sides to it, right, there's a side where, obviously, it's very morbid. A lot of people don't like to talk about death, but you got to have that conversation sooner or later. So I feel like, once you do have that conversation and you're able to just you know, help them understand that hey, like I'm going to take care of you, I promise you let's go ahead and get this application going, because it does sound like you're not having a peace of mind, sleeping at night without coverage and, at the end of the day, that's. That's all everyone wants, you know. They want to be able to just be taken care of and not have to have any worries, and I honestly feel like that's what life insurance does for people.
Speaker 3:Yeah, like to add on to what he's saying. So we run ads on Facebook, right for some of our forum leads. This was a comment, if you don't mind me sharing, that an older lady left on one of our forum leads and this is one that Sam always likes to share anytime we're doing like our orientations and things like that. This from Miss Miller I'm on disability. My money is spent before I get it.
Speaker 3:Land lady up my rent again with a lease I'm not so happy about, can't afford final expenses. What am I supposed to do? Electricity too high, gas too high, rent is outrageous. Food is too expensive. I can't afford to die, damn. So that's the disconnect that people that are new to the industry don't see to the type of people that we're talking to, because the people we're talking to are, you know, on social security, disability. They get 700 900 a month. Um, you know. So it's. You really got to take a step back and realize who you're talking to and actually be on the phone as if you're sitting next to the person just walking them through it. And that's something I've realized throughout my sales career is once I started focusing my shift to sell, sell, sell to just helping people. The money's always going to be there, and I've seen that in full effect.
Speaker 1:Yeah, so I went to, I visited Chick-fil-A. Have you ever noticed everybody's happy at Chick-fil-A.
Speaker 1:All the workers, every single time and I went through their new employee boot camp at the Chick-fil-A headquarters. It was like an exercise on running businesses and they make you watch this video and it's like the person that's coming in to eat at Chick-fil-A is not just some person coming in to eat and then they tell you the background story. So it'd be like this is Tom. He comes every Wednesday with his granddaughter. He has stage four cancer, he's coming to have a sandwich. And this is Betty, who is a widow, and she's coming in. So they took all these real life stories of people. Then, basically, at the end they're like so treat them like people. You know which. They're doing something right because their service is legit every time I've been there at least.
Speaker 2:Yeah, yeah, it's always my pleasure. Have a good day, you know, yeah, and they're killing it. They don't even open on Sundays, and you know they.
Speaker 1:You know, yeah, and they're killing it. They don't even open on sundays and you know they kill it for sure. Um, cool. So you guys, you guys got sales down. You can teach people. San diego is a market where I feel like it's underperforming because there's so many entrepreneurs there that like it's endless as far as young, hungry entrepreneurs, but they just don't know about this. But did you guys grow up in San Diego? Yeah, we were born and raised.
Speaker 4:I was born in Pennsylvania, lived there for a year and then my parents moved out to San Diego. So basically, born and raised.
Speaker 1:So people like to make money in San Diego right.
Speaker 4:Oh yeah, it's expensive to live there.
Speaker 2:Yeah, it's.
Speaker 4:The average rent is $2,800 for one bedroom.
Speaker 1:The average rent is $2,800 for a one-bedroom, for a one-bedroom, for a one-bedroom it's crazy.
Speaker 4:If you're not making at least $10,000 a month, there's no way you're living comfortably.
Speaker 1:You guys go to the beach still, or you're just like nah. I've been here too long.
Speaker 4:I try to go at least twice a month, even if it's just walking around just because it's so close it you take it for granted.
Speaker 1:Is what you're saying.
Speaker 3:Yeah, pretty much yeah.
Speaker 1:It's so weird, dude, like everywhere I've lived. That's really cool. It just becomes normal. And then it's like oh, why am I taking this for granted? But you go visit and you're like dude, this is amazing. Look at the sunset, look at how pretty everything is.
Speaker 3:Yeah, we'll go vacation and go to the beach. Dude, go down the street.
Speaker 4:We could see the water from the 16th floor. Yeah, literally, yeah, so that's the crazy part.
Speaker 1:That's kind of how insurance is, though People start to make money and they forget. They kind of take it for granted and then they kind of let off the gas a little bit, because you can make a good living with a little effort.
Speaker 2:Right.
Speaker 4:And see that's what we've talked about. So right now we do have the momentum rolling, and I was actually telling Jason this at dinner yesterday because I was like, but right now I feel like I have the most momentum that I've ever had and I feel like right now is our time. So if we let our foot off that gas pedal, we could fall really hard. And I'm 28 right now. Like I said, I never want to leave this industry and I do see a lot of growth and potential out of it. So for us, we're keeping that momentum going.
Speaker 4:We have to, because right now we have a lot of people in the office that are counting on us. And then, like I said, our goals and aspirations. We don't want to just make 15, $20,000 a month. We're trying to get to the 50, a hundred thousand dollars. You know. That way we're able to teach other people how to do it too, because we're all regular right, we didn't come from rich families. We didn't inherit a lot of money. It's all hard work and good attitude and, at the end of the day, if people can just see that um, like we have a bunch of friends right now, they don't understand because we talk about life insurance all day long, every day, at work, leaving work, it's they don't understand, because a lot of people don't like to talk about their jobs. But this isn't a job for us and, like jimmy likes to say, there's no such thing as job work balance or work life balance.
Speaker 4:It's all in one. It's literally all in one, and I could talk about life insurance all day long. It doesn't bother me. There's not a single time where I'm like can we talk about something else? If anything, it's our friends that aren't in it that will tell us, like geez, all you guys talk about is life insurance.
Speaker 3:No no all you talk about is work yeah dude.
Speaker 1:I always tell people when people start doing that to you, it's a sign you're on the right track. Facts Because everybody would do that to me. Like, dude, you're obsessed, could you take a day off? Can you not answer your phone? And it's almost well. Once they started doing that, I started making really good money. Exactly.
Speaker 2:No for sure. And like that's kind of like where we're at, like we're starting to like like I guess like bridge the gap of, like when you start making good money, um, and for us, I feel like all we think about is work, like like when he was saying oh, there's no such thing. I don't believe in work-life balance. I believe work and life is one thing and you have to have both of them in line in order to like have a good life. Um, and and for me, it's like like it's funny, cause we'll hang out with our friends, cause we all have the same group of friends and we'll be talking about work, and then they're like, man, all you guys do is talk about work. I'm like, yeah, cause I like what I do. You know, I'm passionate about what I do and our opportunity is insane and like we recruit them, like you know.
Speaker 2:So for us also to kind of touch on what he was saying earlier is it's not just for us, like I don't want us to just make a lot of money, right, like for us to make a lot of money.
Speaker 2:That means we need to help a bunch of people also make a lot of money, and that's why I feel like you know I was put here for that reason is to like help people. I feel like you know I was put here for that reason is to like help people. You know, lately I've, you know, not to get super religious, but I've been getting super closer to God lately, um, and I just feel like my purpose here is not to just sell life insurance, it's to like help people help, you know, buy life insurance, but also help people make money selling life insurance right like the opportunity. Um, and it's just crazy like I'm getting goosebumps like talking about it right now but, yeah, like we're just looking for people that think like us, that want to win, but have never had an opportunity like this before. Where sky's the limit so are you?
Speaker 1:How do you guys know, sam? Is that like part of your friend group?
Speaker 2:No, so you know Oliver. Okay, so Oliver is one of the other partners. He's our cousin.
Speaker 2:That's how we got into this the whole office cousins, yeah. So Oliver it's funny because there's a bunch of us in there um. So oliver, oliver's brother, was the one that actually talked to me at the wedding that said they're doing life insurance like go check out the office. Like there's guys in there killing it. And at the time like I didn't like I was, I had just left the dealership. I was working at a b BMW dealership in sales. I had just left and I was like looking for an opportunity, um, and then I came in with Oliver, um, and then I told him so and I mean it's, it's great Cause, like I feel like I like working with like friends and family, because like we all think the same, we all work hard, we all want to win, and it's like, it's like showing up yeah, we keep each other accountable.
Speaker 2:So like we all wake up at like 5 30 every morning and hit the gym together, um, like it's, it's just like a pack of like brotherhood gym, la fitness it's right by yeah it's like around the corner from how many? People go um three plus one, sometimes like plus two.
Speaker 4:You meet at 5 30 5 30 every day, and then we try to get other people on our team as well to go. That way we're all doing it together. You know, there's nobody behind.
Speaker 1:It's way better to have people to do it with 100%.
Speaker 2:And it's just like accountability. Like we have a group chat where, like, if somebody doesn't show up, we like flame them Because, like you have to have accountability right. Like nobody's gonna like tell you what to do, but we all push each other because we want to win. You know, like, yeah, I envision us one day, like you know, years down the line, where, like money is not even real at that point anymore. Like we've done so crazy that like anything is possible in our life and we're just enjoying life. You know, at that point, yeah, and it's.
Speaker 4:It's actually funny because I was telling one of our possible in our life and we're just enjoying life, you know, at that point, yeah, and it's actually funny because I was telling one of our agents in our office the other day because he was like dude, I just I want to be like you and Jimmy right now, where I can just hop on the phone and feel really comfortable. And I told him I was like, well, let me ask you this Do you feel like you're outworking us? And then he was like well, no, and I said we'll start there, because if you want to be as good as me and jimmy or jason, we put in hours that nobody sees, nobody sees, yeah, okay um, like I said, we hit the gym at 5 30, go home, shower, then go straight to the office and then we're there till 7 pm.
Speaker 4:Yeah, and people don't understand. Like, oh, like they want to leave work as soon as it hits five o'clock and I'm like you're treating it like a nine to five, so you're gonna get paid like a nine to five. They don't understand. Treat it like a business. If you had a liquor store or if you had a gas station that you owned, are you just gonna leave at 5pm randomly, or you're gonna wait until it closes, or you're gonna have somebody else that doesn't. You don't have any employees. You're gonna show up to your business, no matter what, and that's what we're kind of. That's what we're trying to have. The culture is it's a show-up culture, no matter what, yeah, no matter what. Like you have my back. Let's go to war together, because at the end of the day, when everybody's in there collectively, we feed off the energy and that's what I like when they they see me or Jimmy get a deal, it hypes them up.
Speaker 4:They want to get a deal instantly. Me myself almost every time I hear Jimmy getting a deal, I'm like, all right, I'm next, I got to get one too, just because I like to set that example. And they look at me Jimmy and Jason, as you know the hierarchy up in there just because we're the most knowledgeable and we're the best sellers. But I don't look like to look at as we're the best sellers because we read a script. It's the same thing that anybody else can do. It's just the way that we come into the process and that's what it's all about and you guys got confidence over time exactly.
Speaker 2:Yeah, like I always tell, like a lot of our agents that like, like whenever you watch like a boxer, that like is a champion boxer and like wins a lot in the ring, he gets recognized in the ring but for the work that he put outside of the ring, waking up at 4 am running up a mountain, hitting a bag until his hand two minute rounds.
Speaker 2:Yeah, like you know, like nobody sees that what you don't see is the reason why and, like I told, I told you know all of our agents. Like when I first started doing sales, when I was like 18, 19, I was horrible, no confidence. I stuttered. When a client tells me they need to think about it, I would be like, okay, yeah, call me later. You know, like I didn't know what to do and I sat in like YouTube University was my best friend for like three years and I just drilled myself with knowledge until like there's like an aha moment. I feel like you get like an aha moment in sales where it's like now I feel like no matter who the person is, sit them down, they're getting closed.
Speaker 1:Not only that, dude. There's a moment where the anxiety goes away of like, what if this isn't going to work? So it's like for me it was like six months and I was constantly doubting if it would work, and then just something happened where I was like, oh, it's going to work, and it just clicked.
Speaker 3:Yeah, I want to touch on that actually, because I'll share this story. So, two months in, I started October 2023. Like, literally right after me, right after him. Two months in, I wasn't feeling it. I started interviewing other places. Um, sam, if you see this, I'm still with us. I started looking other places because I was having my doubts, uh, coming into 2024. Um, because I wasn't showing up. I had other things that were going on. My apartment was flooded. I was living in a hotel for two weeks in de of 2023. But I told myself okay, coming into the new year, I'm going to focus on just showing up. If I can just show up every single day, I'm going to get to where I need to be. January submitted 63,000. February submitted 72,000, closing at a 60% close ratio and like, from there, the rest was history. So, and that showed me, okay, if I just show up and stay disciplined to myself, I'm going to get to where I need to be every single time.
Speaker 1:Now, do you guys have any virtual agents or all in-house?
Speaker 2:We're starting to. So we're actually working on am I allowed to say that Arch? We're working on like a training platform that we're developing where people can like basically learn from the comfort of their own home. Um, and we're starting to recruit virtual agents because we're learning on how to do that and hopefully soon we're gonna get that side rolling where probably one of us will sit on like a zoom, meeting with them like throughout the day, um, kind of like how you guys yeah, just like how you guys had it on that tv outside the scoreboard, and then somebody will be on there like a veteran agent, you know, in case there's, you know needs any help or whatnot, and then you know from there at that point, like you know it's, it's pretty simple.
Speaker 2:I mean honestly, it doesn't take any rocket science, it's just make a bunch of calls and read the script word for word.
Speaker 4:That's what we tell everybody to do and we actually have a few amount of people right now in the pipeline for the virtual yeah we're just waiting for, you know, our university videos to be done that way.
Speaker 4:You know we don't have to because we're still running the third floor right. So we just we're trying to get it going where, like, we don't need people in the office because we realize we're losing space and that's the issue right now. So we want to limit ourself by not having to worry about space yeah, you guys can um.
Speaker 1:What we do is we'll have people, even if they're in an office.
Speaker 1:Still get on zoom that way they can support the community and everybody can still help each other, because you should still be doing as much premium as you can and let everybody help each other. Right, you know? Yeah, because I asked Pastor Matthew at the Dream Center. Do you guys know what that is? No, okay, it's like it's in LA and it's like a place for people to go and live for free and it's like they house like 500 people at a time. These are people that are on drugs, alcohol, rock bottom. They bring them in and they put them through a year program and we're talking about people from gangs and the craziest scenarios ever, right? So the first question I had what do you think? The first question I had was you have life insurance?
Speaker 1:no, I should have been dude do people get in fights here, right? And he and he's like no, because people that are further in the program police the people that are newer in the program and they don't want them to mess up the program for everybody else. So the community is policing each other to keep everybody on track, right. So if you're going to scale, you can't scale that much. If you're just have to be there to whisper on people's calls to close them, you can't scale that much. If you just have to be there to whisper on people's calls to close them, you can't. How many people can you do that for, right? But if you could have everybody like on one sis, like, let's say, zoom, and if they have a question they need help, they can just put it in the chat. They could go in a breakout room, somebody can help them. Then all of a sudden everybody's helping everybody, you know. So that's what, that's what I always like to do yeah, and that's our goal.
Speaker 2:So, like, our goal is to try to go virtual with this. Um, just because I see people that you know that do it. You know, and it's possible. You know, I've seen plenty of people on like social media doing like just virtual, no office kind of thing. And so because of that, like we were thinking that, you know, we're limited if we're just trying to recruit people in San Diego to come work in office, versus there's thousands and millions of people across the United States.
Speaker 2:And the cool thing for us is that we don't just sell in California. So with us, our company gets leads all over the United States. So I'm licensed in 49 States, he's licensed in 49 States. He's like, oh, you got New York, I don't have New York, we don't really sell it too much, so I just never got it. Um, and so because of that, like you know, it's it's never a problem for us to get more leads. It's finding people like to sell the leads, more leads, it's finding people like to sell the leads. So that's why we're trying to think about going virtual and, you know, open the doors to the whole United States, because at that point, you know, sky's really the limit.
Speaker 1:Yeah, that's huge. Okay, so if somebody wanted to work with you, how could they reach you guys?
Speaker 2:So we all have social media pages like Instagram and whatnot. We have like links in our bio where they will basically click on it. They can fill out a form. It just asks you like five or six questions Like what's your first and last name, uh, email phone number, are you over the age of 18? What state do you live in and do you have any felonies or misdemeanors? And then we reach out to them. And then we reach out to them, um, and then from there we kind of like put them in the process as far as starting, like the course, and then getting licensed, and then training and onboarding, learning, like about you know the products that we offer and whatnot. And then from there it's on the phone.
Speaker 3:Yeah, universecoveragecom or universe coverage, instagram page dope cool.
Speaker 1:And then you want to give them your cell phone numbers uh, yeah, I'll give you guys my cell phone number um.
Speaker 3:My personal cell phone is 619-788-8928 yeah, uh, my work phone is a583513338 my.
Speaker 4:I mark it heavy on my IG, so I'm going to go ahead and say that first. My IG is Manny underscore Coleman. The form is in my bio, so go ahead and fill that out. My direct line is 619-949-4402.
Speaker 1:Dope. All right, guys, hit these guys up. If you haven't heard. Insurance is the best deal in sales. The word's getting out Right now. Heard insurance is the best deal in sales. The word's getting out right now. It's like a land grab, like who's going to recruit who first? Because people from all the industries are coming over solar, pest control, door-to-door sales. The word's out. People don't think it's just something, some pyramid scheme, that or something that 60 year old white dudes do. Only they're starting to find out that it's legit and it's actually good for young people 18, 19, 20, 21, 22, people that just had kids that make extra money. So part-time, full-time and it's pretty amazing Work virtual from wherever you are. So hit these guys up. Thank you for joining us guys. Keep crushing it and then hopefully we can grow this San Diego office and your team virtually.
Speaker 2:Let's get it.
Speaker 4:Thanks for coming in.
Speaker 1:Appreciate it, thank you, thanks, guys.