FFL USA
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FFL USA
Building a $60K/Month Insurance Business While Raising Four Kids (Ep. 234)
What does it take to build a thriving life insurance business while raising four children? In this episode, Daniel Samano and Brenda Garnica share their inspiring journey from a barber shop and utility company job to consistently selling $60,000 in combined monthly premium with Family First Life.
When Brenda lost her stable job, the couple faced a turning point. With no prior insurance experience, they both got licensed and dove into the business headfirst. Their path wasn’t easy and Brenda admits she would shake during calls and sometimes cry after tough interactions, while Daniel had to learn the industry from scratch. But together, they pushed through fear, leaned on mentorship, and built a system that works.
In this conversation, they open up about:
- Transitioning from barbering and utility work into life insurance
- Attending convention as a pivotal moment in their career
- Overcoming phone anxiety and learning to be authentic with clients
- Effective objection handling strategies they use every day
- Replacing policies that won’t pay out to better serve families
- Balancing marriage, parenting, and business without letting one destroy the other
- Building a team of 40+ agents while recognizing the reality of who actually sells
- Why loyalty and intentionality are non-negotiable for long-term success
Their story proves that with full-time effort the life insurance industry can change your family’s future while giving you the chance to impact countless others.
👉 Reach out to Daniel and Brenda to learn more about joining them at the upcoming Ignite event in Palm Beach: ignyteevent.com
Hello everybody. Andrew Taylor here. Thank you for coming in. Today we have a power couple, daniel Samano. Thank you for coming in. Dude, thanks for having me and Brenda Garnica.
Speaker 2:Thank you for having us, andrew and you got.
Speaker 1:You guys were one of the favorites yesterday at our training because we did objection handling, yeah, and you kind of have like you don't take crap from anybody personality on the phone.
Speaker 2:Right.
Speaker 1:And you're very direct and you guys, how much do you guys each sell a month? We're doing 30, now A piece, yeah, and you guys have a baby on the way, so you want to tell me, I'm actually a surrogate.
Speaker 2:It's my second journey.
Speaker 3:Oh what.
Speaker 2:Cool.
Speaker 3:But we do have children at home.
Speaker 2:How many?
Speaker 1:kids do you have?
Speaker 2:Four, three births.
Speaker 1:Awesome. So you guys have four kids at home. Yeah, you guys look like you're like 23, 24. How do you have that many kids?
Speaker 3:We're a decade older than that, dude Good job.
Speaker 4:Yeah, thank you.
Speaker 3:I have my son from a previous relationship. She has two and then we have one together.
Speaker 1:So awesome, good for you guys a lot of schedules in there tell us how you guys got into life insurance well, I came from a background of barbering, so that's all I knew.
Speaker 3:And I try to dabble into real estate for a little bit and really just searching for a vehicle, brenda was working and I can kind of have her take it from there because she was working at a job. She was looking for something too.
Speaker 2:So if you want to let them know a little bit about that, yeah, so I was with PG&E Edison, so I'm sure you guys are familiar with that up in upland california. So, um, when covet hit, I got let go and it was a scary moment because he was just taking over all of the you know financial pain, rent, all that stuff. And um, his client was the one that was like hey, you know, it was an mlm, so I know, you probably know which company I'm talking about, but it was a DBA name. I didn't know the name of it until I went in and I was like, okay, I saw all these trophies. I'm like this is not for me 18-year-olds, and I felt so old there I was like it's not for me. The way they pitched it kind of made me a little uncomfortable because they were like oh yeah, we'll train you, we'll do everything. Zoom is like twenty five dollars. And I did the exam and everything. And then we came about coming, coming across a family friend and he introduced us to another FFL member.
Speaker 2:Yeah so we were hooked.
Speaker 3:after that, we're like, whoa, she had just got licensed, right, they sponsored her course, did everything. And he was like, hey, you guys need to come look at what one of my buddies here is doing. He's like I'm thinking about doing it, and so I said Brenda's just getting licensed, she's looking to get into insurance. And I had no interest in getting into insurance at all. So I tagged along to see what she was getting into and, to put it, uh, keep it short. I went to the presentation or the pitch, and it all made sense to me, because we have leads.
Speaker 1:Is this, this was FFL this is FFL, so the leads is what did it for you?
Speaker 3:and the compensation, because before what, what it was, it was not even like 30 percent to 50 max with the company that you're going to go with the prior company.
Speaker 1:Well, I get calls all the time and people are like well, we advance a hundred percent on forty percent, so our comp is higher than yours and I'm like no like you don't get advances a hundred percent and you sell one thing and I'm just like, bro, are we doing the same math here? We're paying 145% at the top and you get advanced 75%, which is a good thing to protect you from chargebacks.
Speaker 2:People keep policies, but they're like well, we get 100% on 40% Right.
Speaker 3:That's insane.
Speaker 1:And I just go dude.
Speaker 3:I'm rooting for you, bro Do what you got to do.
Speaker 1:Yeah, dude, I respect it all, though I respect every single company. Absolutely, that's for sure. Anybody who's doing insurance and getting results, I respect it.
Speaker 3:To each their own way. Yeah, so I got licensed in like 10 days. The person that was bringing me on I I was like you better get your license now before I get it. So I got it, she already had it. We got contracted. Um, she was able to go full-time right away as a barber in december I was course, you know and we went to convention and things changed from there. So I don't know if you want to touch on that.
Speaker 2:Convention. Wow, I highly recommend it, like even for our new agents, because for us, as like parents, as the starting off, this industry definitely gave us that mindset Like you see people up on stage, like that person did it, like why not me?
Speaker 4:Yeah.
Speaker 2:Like I can definitely do this. And then, being a mom, you see all the, you get so motivated and it's so inspiring seeing all these people actually making it work. So that was definitely a game changer, like a month in right after we're like, okay, this is it, there's no turning back now, were you guys scared to be like we're gonna go all in on this?
Speaker 1:oh, definitely were you scared what people were gonna think?
Speaker 2:you don't lie, I was at first I was in the beginning yeah, like who I think it was like family, like what is my family gonna say? Um, especially like in the beginning, I was like how am I gonna make this work, like buying leads and everything, and I was like we just have to go all in and stop being scared. So, as a matter of fact, our upline told us at convention how much I ended up producing that month and it was all warm market.
Speaker 2:I did 15,000 15,000 warm market warm market, all warm market, instagram.
Speaker 1:So really cold reach too well, so for you went from not caring what people thought about you I mean caring what people thought to posting it on Instagram.
Speaker 2:I was just like copy pasting everything, because I was just like I wasn't really speaking to them directly, so it was just like social media for you to do it. I was like, okay, almost like a secret agent at first, you know but like asking my mentor like how? What do I respond to this? Like?
Speaker 1:guide me along. I was a secret agent for like five years. I wouldn't tell people what I did, I would just call leads. And then a friend of mine's dad, died and I went to the funeral and he definitely would have bought insurance from me and I was just sitting there. He had no life insurance and I was like yo, why didn't I talk to him? Because I care what everybody thinks about me, which is so stupid, you know. So don't be a secret agent.
Speaker 3:Be proud of what you do. I for me, my family and friends. I wasn't really too worried about it, was more so the separation from being a barber to selling insurance. So I immediately started posting and I was like the quicker I can break away from oh, you're just a barber, you know to just doing insurance. That was the whole brand. You know, it was just me starting from scratch and just not caring in terms of what I would post and I started out, you know, trying to sell insurance but recruiting too, you know from the beginning.
Speaker 1:is it hard for you guys to work together like? You're married, you raise kids, you're together7. You sell. She sells more than you, right? Yeah, yeah, she definitely does.
Speaker 3:Year to date, but you're not going to lose. Yeah, yeah, yeah, in the beginning it was probably the hardest because, like you know, now she's good with the veterans. Before I'm like you sound way too customer service-y.
Speaker 1:That's why you're getting tore apart.
Speaker 3:She'd want to cry, but now you know getting into it, you have to adapt. So it's a lot better now did you actually cry before?
Speaker 1:oh yeah you've cried I literally cried when from people being mean on the phone yeah or just like, or I don't know.
Speaker 3:She would just hang up like someone would say something, she would just next, literally.
Speaker 1:I did that, my first call, I called, hung up on them yeah, after you said hello, they didn't hang up on me, I hung up on them oh my god talk, talk, sorry, talk about that, the shaking part that would be shaking.
Speaker 3:I'd be shaking, like you know. So your date of birth is, you know, like isn't?
Speaker 1:that weird dude so weird why is that?
Speaker 1:I dude, it's just doing something new uncomfortable I used to dial in the corner so no one could hear me because I'm like I don't want them to hear if I get hung up on. But the beautiful thing is this like you learn that people like to see you go through the hard stuff and it makes them believe they can do it. So once you realize everybody goes through the same thing and if they, it's more valuable if they see you get hung up on or cussed out than it is if they see you make a sale absolutely yeah yeah, andrew played a psychological trick on me in the beginning because for like a year and a half I I thought Andrew got all the good leads and then one day he brought me to the office.
Speaker 4:He goes hey, you're going to be my appointment setter. And I swear his leads were the worst ones.
Speaker 1:I've ever called in my life.
Speaker 4:But I booked a bunch of them and like he would go get sales.
Speaker 1:And it was fascinating. Remember, like the craziest people, I would sell the biggest policies to. Like the meanest ones, yeah, Like this one lead.
Speaker 4:I remember I said it and I called him. I said you want me to set this? She says her daughter wants insurance and her daughter's in Washington. And he's like well, where is she? And I said she's in Temecula or wherever it was. And he goes yeah, set it. And I go were you licensed in Washington? He and he goes yeah, said it and I go were you licensed in Washington? He goes no, so he went there. And then he comes in and he has apps and I go oh, you sold the lady. And he's like no, and I go you sold the daughter? And he goes no, he goes, I'm not licensed in Washington. I said well, what'd you sell?
Speaker 1:He said well, the neighbor came over. I sold the husband. If you're active, good things happen. Yeah, like it. Like, if you're watching this and you're new, just be active enough until you get some good luck, right you?
Speaker 1:will stumble upon it. For sure you will stumble upon some crazy stuff like no one's guaranteed to make any amount of money in this industry because it's commission only sales. But this is the only industry I've seen where somebody can make a significant amount of money on a policy like, let's say like $10,000, and change their whole financial situation off of one deal. What's the biggest deal you ever got? I?
Speaker 3:did one end of May this year and it was a 6,000-something AP, so the monthly payment was $503,000. And that was for a 78-year-old veteran.
Speaker 1:Legit.
Speaker 3:Yeah, just wanted to leave something behind.
Speaker 2:What about you? I want to say about the same, but I did it with Ethos. I love Ethos, by the way.
Speaker 1:Awesome.
Speaker 2:Cool yeah.
Speaker 1:Have you heard of the new product Chubb we're doing?
Speaker 2:Yes.
Speaker 1:Have you tested it yet? She just got contracted four minutes ago.
Speaker 1:Love it. Yeah, we're loving that one too. Three minutes ago. Yep, yeah, it's legit. Okay, so I want to talk about this Because I started it was my girlfriend at the time, but now it's my wife and we work together and it would get kind of frustrating sometimes because you're together all the time. And then one time we broke up and I was like, shoot, I can't get anything done with that. I can't get anything done right now. And I was like that's when I realized I didn't own a business. I was like, if my girlfriend and I break up and we can't get our app submitted in, then I need to start to run a real company and start to hire more employees. But we learned to work together and I think it was a really good thing. But for couples who are going to work together, what advice do you have for them?
Speaker 2:I would definitely say you know, be honest with one another, like what bugs you? Because in the beginning I mean we work together and we're always next to each other and at home we would try not to bring in like business at home, but it was kind of hard not to Right. But in the moment when we would be on a call he would tell me why did you say that? And then vice versa, I'd be like why did you say that you could have closed him? Or like you could help that family? But just be very upfront with your spouse or the relationship you're with the person you're with, because if honesty is not there, you're never going to grow together if you're just kind of holding it back.
Speaker 3:It's it's going to be very difficult for you to grow together right, yeah, so there has to be complete transparency when it comes to schedule too. So it's like you both have to know what your schedules are going to look like. Sometimes things change too. You know you got recruits to account for people that you got to help appointments, so even that you got a schedule still go over. So we know what we're doing, though you know we're all. We're both on the same page. So full transparency on the schedule, um, and then ultimately try to, you know, make each other better. Like I would just call her out on stuff. She would call me out too, but it's all constructive criticism at the end of the day, yeah, even if it hurts, you know so let's talk about this.
Speaker 1:If someone because there's a lot of people now that are interested in this business because you can do virtual sales, like I was telling a story I was telling everybody the story yesterday, trey, remember when I went to that appointment and the dude was like I don't want to buy, and I was like, well, I'll buy, I'll give you some business, because he had an iron working company and he was going to fix my gate for me. So I gave him 1500 bucks, he, and then he was supposed to buy a policy and he was going to fix my gate. I mean, he was gonna fix my gate, I paid him, he bought a policy but then he canceled it right. And, dude, come to find out, we're watching the news and the guy was arrested for killing four people.
Speaker 1:Yes, that is insane and I was in his house. Yeah, and I remember that. But the point, the moral of the story, dude, is the fact is this dude going to in homes could be scary as hell. Yeah, and I do. I never backed out of one but I've been scared Like I'm in Compton. I got to park way down the block. I got to go to walk down the street to go to their house. I'm in Inglewood. I like to go in the mornings because I'm like dude. I don't think the gang bangers are up really early. Right, they're sleeping in.
Speaker 1:Yeah, right, but sometimes I'm like dude, I got to get paid so I'm going to go at 9 pm. If this lady's home at 9 pm, how many people does that weed out of this industry? A lot, okay, a lot.
Speaker 4:Dude so, and you're a male. You know we never used to talk about it, but I always had a concern of like a female doing it at home in Englewood at 9 pm or wherever.
Speaker 1:Anywhere, right? So it opened up the. It opened up to every single person. Now there's a lot of couples, dude, where a couple, two, three, four thousand dollars could change their lives a month, like you could pay their mortgage. So what does it look like if someone wanted to work with you and they're like I want to make, I want to make some additional money, I have a job, but I have a job, what could they do? Tell everybody what their schedule would look like?
Speaker 3:Yeah, if you work a nine to five or if you have a business and you're working full time, you have to really create a schedule that you're going to be full time at, even though you're part time, super intentional. You have to have a lot of training too, because during the day, if you're not you know on live dials if you're not engaging with the team, what do you do? Right, you're kind of learning on your own. So you have to have a good mentor first, and then I mean really, you have to get out of your comfort zone as well, because it's something you've never done. So in the beginning, it's about reps, it's about the training, the mentorship and, and most importantly, it comes down to belief that you can actually do it. You know, otherwise, what are you doing it for? Um, do you want to get into the details of like?
Speaker 1:yeah, like, tangible how many and again we have to tell everybody like there's no guarantees here, there's no. And people buy leads, they don't work them, they lose their money.
Speaker 2:Right.
Speaker 1:You have that. But for people who work really hard, they invest in leads, they keep a strict schedule. What we see often is that they make sales Absolutely. And what does it look like if they were to make sales, Like if they made three or four sales a week from home? You don't have to go to Compton, you don't have to walk down the street, scary neighborhoods, but you do it from home. You help people with something that they need, because most people want to make sure their family's taken care of if something happens to them. Yeah, so what does their day look like? They get off. Let's say they get off at four o'clock. So what does their day look like?
Speaker 3:They get off. Let's say they get off at four o'clock, If I mean, if they get off at four o'clock you're pretty much landing in prime dialing hours. You know five to eight whether you're, if, whatever time zone you're in. So you're going to want to dial and if you get a sellout, I mean you're probably going to make what you make in a week at your job, most likely. And then sometimes you could blank out. But when you do the work you could have maybe a bad day, a bad week, but you can never have a bad month. And the Limit there's no limit with, with the Commission.
Speaker 1:So well, we can't say there's no limit, like okay.
Speaker 3:Well, if You're, if you're on a part-time schedule, you'll get results. Even right, you can get results. So the cool thing is, we have warm leads. You have that to your advantage. You have people that are actually inquiring about life insurance, so when you call them, there's no confusion as to what this is about, right? So we have warm leads. We have, I don't know, just being resourceful.
Speaker 1:at the end of the day, Okay, and you don't got to bug your friends and family.
Speaker 2:You don't got to go to.
Speaker 1:Aunt Sally at Thanksgiving and act like you want to talk to her to sell her a policy. You don't have to, none of that stuff. You're just calling people, you know. However, you shouldn't be a secret agent and you actually should bother your Aunt Sally if she doesn't have a policy.
Speaker 4:But you don't have to. But if your whole business model is based on selling Aunt Sally, it's not a good idea. Not a good idea. Aunt Sally's more likely to work with you when you're not her only hope for a sale.
Speaker 3:And you can start with family and friends and that is where you can get money for leaps. How much does it cost to get a license? I mean not much at all. I think I'm in California, so it's a low barrier of entry of maybe $350. In California, so it's a low barrier of entry of maybe 350 bucks, you know. So, yeah, that's it, testing everything. You saw one policy at what? $40 a month, someone that you sign up, and there's your return of investment, right, as opposed to going to college for four years and then hoping to make a hundred K to be able to pay that debt. I mean, it's a low barrier of entry and you can make. You can make good money if you really want it, and it helps that we have warm leads, you know, yeah.
Speaker 1:Yeah, I love it. So the reason I'm going over this tray is because we've been successful with full-time agents, but I think we're leaving out part-time agents. Yeah, and I think it's more impactful actually.
Speaker 4:I do too, but I think we've got to be strict on who it's not for. You know, if somebody's genuinely generally negative, all the time they complain about everything. They never seem to be able to get ahead. They drink all day and all night. They party every weekend. You know they really don't have any ambition at all. You know, they probably shouldn't I never it. All night. They party every weekend. They really don't have any ambition at all. They probably shouldn't. I never wanted to give the impression that this was easy. It's not easy. I wasn't looking for the people that were looking for an easy way. I was just looking for people that were looking for a better way or another way or a leg up or a chance.
Speaker 1:The older I get. I just want to be around people like Jordan Cepino. You guys like his story yesterday. He's like dude, I had cancer, I was going to die. I freaking, overcame it in all these different ways. I was grateful for everything and I want to be around that Bulletproof mindset. Yeah.
Speaker 4:And you know this industry, this business, attracts people like that. One of the things I've noticed as I talk to people is the people that succeed are usually people who have been through a lot of stuff, yeah, and so their perspective is proper. I mean, all we're doing is making phone calls. That's nothing compared to overcoming cancer.
Speaker 1:Trey, what did you say at the conference? God puts.
Speaker 4:Yeah, God's greatest gifts come in ugly. Wrapping paper. They come disguised as problems.
Speaker 1:That's so freaking good dude. That's a good one, Thanks.
Speaker 4:Yeah, where'd you get that? A guy named Josh like 20 years ago. He might be watching this. Good job, josh, thank you.
Speaker 1:Yeah, that's so good dude, All right. So if someone wanted to reach out to you guys now, when we say part time, we're not meaning spare time, we're not meaning any time, we're not meaning sometimes. We're meaning like, if you do this, like with a schedule, part-time, we think we've seen people be successful. Yeah, but if someone wanted to work with you guys part-time or full-time, you guys are in California, right?
Speaker 3:California. What part Rancho Cucamonga?
Speaker 1:Rancho Cucamonga. But you can work anywhere, correct, but you guys are located there. You do a lot of stuff virtually.
Speaker 3:A lot of stuff virtually, and we work late night too. We're down in Hawaii until like 10, 11, midnight.
Speaker 1:Yeah, see, these are the type of people I want to work with, because that's how you have the burning desire to win. You don't want to miss your numbers, because you're willing to call Hawaii until late night to get out of whatever financial situation someone's in, and you need leaders like this to do it. Amen. But how could they reach you?
Speaker 3:Yeah, so they can find me on Instagram, the Daniel Samano, or they can message me over my phone through 909-767-5774.
Speaker 2:And then my Instagram is at. She's a closer.
Speaker 1:Let's go, she's true talk.
Speaker 2:That's a good one.
Speaker 3:She's dot a dot closer and then go. How do you even get that She'sacloser?
Speaker 2:And then my phone number is 626-533-3756.
Speaker 1:So we'll drop this information in the description here and let's say you're watching this and you're thinking about getting in the industry. Click the link so we can have a conversation with you and get you more information. Don't be hesitant. I was hesitant at first, but this industry changed my life. I think we need to pay it forward to other people. But don't like if it's uncomfortable, just click the link. Get some more information. You know, and this is not recruit your friends and family. Give me 200 names. This is. You never have to recruit one person. You could just sell or you can build an agency of people that are in business that will work, leads and call people and close and you can help them. Um, all right, what's your guys's goal? To keep you guys on the same page oh, that's a good question.
Speaker 3:So our big goal right now is to go open an office. Right, we wanna build. So how you do that, too, is leading by example. Right, making more sales, getting on the leaderboards, but that's just it right now, so that we can be able to scale right using what we have. I mean we got all these carriers, we have people that are looking to get into some sort of sales. Now, I mean, that's what we're looking to do, just get an office. That's our biggest goal All right, check this out.
Speaker 1:So I've always been a fan. I originally got into the industry because I wanted to do real estate and I needed money to do real estate and I needed money to buy real estate. Okay, um, so I did through the years, save money, buy properties for tenants, and I just got this text right now. Hey, I just one of your tenants left and I just went in and I swear to god I had to hold back my barf.
Speaker 2:Oh, my God.
Speaker 1:I don't even know what that means, but I've had everything from freaking people getting shot at the property to one dude wouldn't pay rent one time and I had to take him to court. And the judge was like you guys go in the other room and like, mediate this thing, so I go in the other room with them. And he was like you guys go in the other room and mediate this thing, so I go in the other room with them. And he's like if you put an eviction on my record, I'm going to trash your house, I'm going to put concrete down the toilets, but if you don't, I'll keep it perfectly clean. And I'm like I'm going to evict you anyway, bro. And then I had a lawyer and he's like I'm like I'm going to evict you anyway, bro.
Speaker 1:And then I had a lawyer and he's like I'm like I'm gonna evict him so he doesn't do it to someone else, right? And the lawyer is like bro, you're not the vigilante of squatters. Like, yeah, he's gonna destroy your house, don't put the eviction on, he's gonna leave this day. So he talks me into not putting the eviction on. Okay, yeah. So I get the keys when he moves out and I'm like what the heck am I going to see? Dude, I go in. The place is perfectly clean with a scary-ass clown picture sitting in the living room, dude.
Speaker 4:That's it. Wow, that was a side Bro that's it.
Speaker 1:It was like the freakiest-looking clown picture ever. Now, why am I bringing that up? Because I realize real estate is not passive income. Okay, yeah. And then I also realized I could make more money training people to sell life insurance and I don't have to spend all the money and have the liability and all these other things. Good assets, yeah, like this is the. I think I could debate that this is the best industry for many reasons. It is so legit. What have you guys done? Have you guys hired, trained people and have you gotten any overrides?
Speaker 3:Just a bit With agents. They're going to probably do half of what you do is what they say. We've experienced overrides, but not to the extent where it's like, oh my God, you know it's life-changing, but we're getting there. I think right now we have about 40-something downlines, right.
Speaker 1:And it's like how many are actually selling A handful.
Speaker 3:It's a handful. Yeah, that sounds right, yeah, right. What? It's a handful, yeah, right, what 10% about? Yeah?
Speaker 2:which is normal.
Speaker 4:I mean, some people look at that and see that as a fail rate. But the one thing that we can't quantify is like how many people start but actually never start. You know, I don't think we ever have a solution for that, exactly because you're just looking for the ones that want to run they get contracted, and, and then they disappear they disappear.
Speaker 3:It's just a national producer number trey.
Speaker 1:Now trey, for everyone who doesn't know, is a genius, literally like iq wise. Okay, ffl wouldn't be here without trey. He literally designed most of this stuff early on. That helped us grow. Thank you and thank you. And on of that, he's literally the best recruiter anybody's ever met. Really.
Speaker 4:Gosh, that's a tall order, Andrew, it's true, though I appreciate the compliment.
Speaker 3:I appreciate the conversation, yeah.
Speaker 1:So, trey, this is a good question for you. Why do you think? Because we don't know. Most people actually do fail.
Speaker 4:I think most people actually do fail. Um, I think most people. My honest opinion is, most people fail because they listen to the opinions of everybody else. You know, spending their time around people who are trying to convince them. It's a bad idea. Like.
Speaker 4:The one thing you do have to have to be really successful is you have to have your your own mindset about things. You got to be a little bit stubborn and you got to be really successful is you have to have your own mindset about things. You've got to be a little bit stubborn and you've got to be really resilient, because when you start to succeed at something, most people around you they don't like that, so they're going to tell you all the reasons why it doesn't work. And if you sit around and dwell about what could go wrong rather than what could go right, like people sit around and think what if it doesn't work? What if it doesn't work? I was always sitting around thinking what if it does work? What do I got to lose? It can't get any worse. I'm already 40 and broke. Like, what do I got to lose?
Speaker 4:So people with that mindset do really well. The other thing is people a lot of times they'll get in the door because they interview well and they trick us. So what I try to do early on is just try to figure out who these people are so I don't spend a lot of time wasting my time with the wrong people. But you guys really have an advantage, and the advantage is you work really well together.
Speaker 4:You started part-time, went full-time and you've been able to do probably the hardest thing in this business. When you were talking about not letting your business get in the way of the personal not letting your business get in the way of the personal you know most people in this business. What they do is they spend all their time at work thinking about being with their family and they spend all their time with family thinking about being at work because they didn't do what they were supposed to do at work. So you guys have figured out how to win that battle. That's why your mentorship, I think, is so amazing for people looking at this right now. Thank you.
Speaker 3:You're welcome, thank you?
Speaker 1:Yeah, dude, I feel like I just didn't want to quit. I mean, I wanted to quit all the time, but I was just so stubborn that I wasn't willing to actually quit, and I just stayed in long enough until it worked really well.
Speaker 4:Yeah.
Speaker 1:But, trey, I have another theory over the last few days. Okay, because I'm like people have asked me, like because we did 15,000 applications with AmeriCo last week, jeez, and every carrier there yesterday was like dude, we've never seen anything like this. And like we've never seen anything 10 times smaller than this. So he's like what is the reason this is happening?
Speaker 1:and I believe that if you want to have a big team, you need really loyal people yeah and what I was telling him is I was like dude, I would never go behind trey's back and do anything. I would never go behind sean mike's back and do anything. I would never get a contract on the side to make a sale and make extra money behind Sean Mike's back, grady's back. If I was in jail I could call Trey, grady, jack, sean, our whole leadership team and you guys would answer and probably get me out, regardless of what the bail was. Hopefully that never happens.
Speaker 4:Yes, but that's a fact.
Speaker 1:But what I'm saying, and I would do that for you. So what I was telling them is I'm like dude. What I see these days is there really is no loyalty in a lot of these younger groups because they're constantly going behind each other's back and I'm watching it. I'm like dude, how long is that going to last for Right? So, like dude, we I would leave. So when we first opened up, we only had one carrier, America. Okay, Everyone was telling me get mutual of Omaha outside of FFL because Mutual of Omaha wouldn't give FFL the contract early on. And I'm like bro, no, I'm not getting Mutual of Omaha outside of FFL, I'll refer the business to someone else that has Mutual of Omaha before I do that, I won't even take the policy. And then people would be like, hey, did you know Grady sucks for all these reasons and you should come work over here and get a contract. And I'd be like dude, he's like the best recruiter ever. You're just jealous and it's sad, Right, but what?
Speaker 2:I'm talking about is I would not listen.
Speaker 1:Actually, there's two things that are happening. Either I'm selling you or you're selling me, and 100% of the time I would be selling them. Like we paid $4 million in bonuses last month. We did this much premium. Grady's the man, trey's the man. You'd love, sean, if you got to know him. You 'd actually really like him. Like how good was he on the? It was great. How good was he on the training yesterday that was great.
Speaker 1:And people call me and go well, we, we heard bad stuff and it's like dude, you guys are just negative and we ain't listening. We're just gonna keep doing what we're doing. But what I'm trying to say, trey, is I think that now, on top of that, this kid called me last night. He works for another company, calls my cell phone. I got your number on YouTube and I answer all the calls from people.
Speaker 1:There's a kid here. I met him last week. We actually need to get him in here. I met him last week. He is 24, he has two kids, literally like in the worst financial situation I've ever seen, where like they can't even get diapers. He called me last week. He gets his license in three days in colorado, wow, okay, and I'm like amazing, that's insane. First of all, he flies here, I get him a, I get him a hotel. And he wrote his first policy yesterday for 250 bucks a month, let's go. You guys are gonna meet him because I and he just he signed, I had him sign this wall too, because I'm like that's too good, wow, all right. Another dude calls me last night. Hey, I work for xyz company. I'm making 100k a year. I'm doing pretty good, but I want to get a few contracts with you because I heard I can get a little bit of higher comp with you. Okay, what do you think I said?
Speaker 1:no I go bro, what do you have? A good team that you work with? Yeah. Do you like the people you work with? Yeah, bro, stay with your team. Be loyal to your Bro. Stay with your team. Be loyal to your team. Build something big with your team. Don't be half in and half out somewhere else. And that really messed him up, because now he's blowing me up. He's like you can't believe that. I told him I don't even want to talk to him.
Speaker 4:Right, and that's more than a technique. He actually means that, because that is what leads to the massive success. You look back at the beginning of FFL and it was really the original guys, andrew and everybody else. It was adversity that got them here and so they clung together. Yeah, I agree with you about the younger groups and people speaking around and stuff.
Speaker 1:Dude people call me all the time and I'm like, bro, what are you talking about?
Speaker 2:Yeah.
Speaker 1:It reminds me of Lord of the Flies. Do you remember that movie or the book you got to watch like the kids start fighting over the hierarchical structure and then they end up killing one of the kids?
Speaker 4:Yeah.
Speaker 1:That's insane.
Speaker 4:It totally reminds me of that too.
Speaker 2:We got a little taste of that too coming into the industry it just starts with transparency. Transparency is very important.
Speaker 1:But it also starts with teaching people to be big. If someone's going to come to you because they're going to make a little bit of extra money, they're going to leave you to make a little bit of extra money, and if you're going to do things that are not like that will hurt your team to make a little bit of extra money, then your team is gonna do the same thing to you to make a little bit of extra money. Now it's, it's a trick, though, because it makes you a little bit of extra money that week, but long term, it costs you a lot of money. Yeah, and it's literally a trick yeah, yeah, can't.
Speaker 3:I can't take on everyone, you know. But, yeah, transparency, like I mentioned earlier. And the cool thing is, here you have everybody that's selfless like, everyone's willing to share game, everyone gives pointers, tips, everything. I mean, that's what I love about it can't go behind someone's back who's giving you everything to succeed.
Speaker 1:Yeah, all right, let's get into some objection stuff. Trey, I want you to give them objections and because, like it was powerful yesterday, we gave them all kinds of objections and they're just ready, dude, very direct, all right, so you're going to be the customer giving them objections calling and let's hear what they say, okay.
Speaker 4:Okay, somebody call me Hello.
Speaker 2:Wait hold on Ring, ring, Ring ring.
Speaker 4:Hello.
Speaker 2:Yes, Gary.
Speaker 4:Yes.
Speaker 2:This is Brenda. I'm an underwriter. I'm giving you a call because your file came across my desk as a pending. It looks like you served in the Army.
Speaker 4:Marine.
Speaker 2:Corps Marine Corps. Okay, perfect, Okay. So did anybody already assist you with this approval?
Speaker 4:Yes, already got it taken care of.
Speaker 2:Beautiful. So which A-rated carrier did you go with?
Speaker 4:I'm not really sure which one it was.
Speaker 2:You're not sure. Oh, that's not good. Do you know who helped you out? Do?
Speaker 4:you know the name of the person? No, I can't remember his name.
Speaker 2:Okay, and did you already get that taken care of? Like, did it draft your account?
Speaker 4:like did it draft your account? Do you have immediate?
Speaker 2:coverage, or I'm not really sure if it came out of my account yet. Okay, that's, that's a big sign because okay, so as an underwriter I'm able to see borderline which companies can possibly approve. You sounds like I mean I'm contracted with, like mutual of omaha, america. Do any of those ring a bell?
Speaker 4:yes, it wasn't one of those, though no, it wasn't one of those, okay.
Speaker 2:So the biggest thing is, we want to make sure, first, that you are in fact covered, where, if you were to pass away tomorrow, whoever you put as a beneficiary in fact gets paid out right. Yeah, I'm assuming that was your biggest thing.
Speaker 4:Yes.
Speaker 2:Okay, how's your health looking like? Oh it's excellent, excellent, no diabetes, high blood pressure.
Speaker 4:Well, I have all that stuff.
Speaker 2:You have a little bit of okay, so it's not that excellent, so okay. So as an underwriter, I'm going to go ahead and ask a few medical questions. I'm going to do my best to get you an approval on this call. I understand, you know. You think you probably got it taken care of. Did you get a policy?
Speaker 4:actually in fact in the mail.
Speaker 2:No, I haven't gotten anything yet Okay, so did they even ask for your like medical beer information?
Speaker 4:Yeah, I signed something.
Speaker 2:You signed something, you just don't remember the name of the carrier.
Speaker 4:No.
Speaker 2:Okay, so that's not a good sign for me, I know how much you're paying, though. How much are you paying?
Speaker 4:$72 a month.
Speaker 2:Okay, and do you know how much coverage you?
Speaker 4:decided to go with. I think it was 8,000.
Speaker 2:8,000. Okay, so let me look at my carriers. Right now I'm going to ask a few medical questions, I'm going to guide you through the entire process and we're going to see if we could get you that immediate coverage, because the last thing we want we don't want is that you actually don't have anything and if something were to happen to you, you, whoever you decide to put as a beneficiary um, it's not going to get paid out. So I don't want you to be in that situation. Does that make sense?
Speaker 4:Yes.
Speaker 2:Okay.
Speaker 1:Well, good job, that's excellent. All right, now let me give you some call me ring ring. And we were just going objection part and move on, trey almost just bought a policy.
Speaker 3:He was about to bring open the policy.
Speaker 1:Okay, hello.
Speaker 2:Hello.
Speaker 1:No, you're calling me.
Speaker 3:Maybe she does this with the customer. She laughs at first Dude. This totally works.
Speaker 1:This is in. I'm like what the heck? I'm listening, Hello, Andrew. Hey, yeah, this is in.
Speaker 2:I'm like what the heck, I'm listening, okay, ring ring.
Speaker 1:Hello.
Speaker 2:Andrew. Yes, hey, andrew. This is Brenda. I received your request here across my desk for the veterans insurance. Did any of my consultants reach out to you already?
Speaker 1:No, but I'm in the shower. Can you call me back?
Speaker 2:Yeah, no problem. So, um, I can go ahead and schedule you in within the next probably 30 minutes. I do help like 40 veterans on a daily basis. I just want to make sure you're taken care of, because I'm going based off the list. Okay, okay, so you'll be available in 30 minutes.
Speaker 1:Yeah, okay, perfect, you let me off. Yes.
Speaker 2:Jimmy, my man yesterday.
Speaker 1:Hey, bro, put me on speaker. I got you and he keeps going.
Speaker 2:The reason wait, I used to do that, but okay, sometimes I don't like to do that because they don't even have their banking. How am I going to move forward with it?
Speaker 1:By the time you get there, though they could be.
Speaker 2:All right, let's do a different one, because that's it.
Speaker 3:That's a rare that's a 1% of the 1%. That's a really rare one.
Speaker 2:I'd had veterans or in general, leads that pull to the side and give me the routing and account number, or I even go as far as calling the bank and helping them out if they don't have that information and they want to lock in the rate.
Speaker 4:Yeah, I just say perfect, I'm the one they have called the veterans who are showering and they keep moving. All right, all right, all right.
Speaker 2:Let me give you another one. Call me that shower. One was pretty interesting. Call me Ring ring.
Speaker 1:Hello.
Speaker 2:Andrew.
Speaker 1:Yes.
Speaker 2:Hey Andrew, this is Brenda. I'm an underwriter. I'm giving you a call because I received a request across my desk as a pending to get you an approval already.
Speaker 1:I didn't fill that out.
Speaker 2:You didn't fill it out, okay, so date of birth is 11-9-1952? Yeah, Okay so.
Speaker 1:I have. How did you get my info?
Speaker 2:Yeah, so you must have forgot when you filled it out. No worries, I don't remember what I had for breakfast, so I do see here you served in the Army, is that accurate?
Speaker 1:Yes.
Speaker 2:Okay, perfect. So do you currently have coverage? Or I mean, do you have coverage, All right, so that's good, dude.
Speaker 1:That line I was using. I don't remember what I have for breakfast when I was 18 years old, 17 years ago, bro. That's a gem.
Speaker 3:I've been using that for 17 years. Is that why you?
Speaker 1:were laughing.
Speaker 4:Yeah, that's why I was laughing. They go, I don't remember.
Speaker 1:I don't remember what I have for breakfast. It's okay. It says here this, this and this.
Speaker 2:Yeah, and they'll like start giggling, you know Do you ever say you look like someone. No.
Speaker 1:Do you? No, I've been saying that for every but it could be weird if it's a dude on the phone and you're like, hey bro, I look like Brad Pitt, I just look like Brad Pitt. But if it's like an older lady, but if it's like an older lady, you go. I look like Brad Pitt. We're going to pop on Zoom right now. I just want you to be prepared and then you get on and they'll just be like you do not look like. Brad.
Speaker 4:Pitt.
Speaker 1:Like my mom said I do. That was great.
Speaker 2:That's hilarious. You got me.
Speaker 1:Dude humor is so good.
Speaker 2:Yeah.
Speaker 1:If you can use humor yeah, it is, it's the best. All Humor yeah, it is, it's the best. All right, call me again.
Speaker 2:Ring ring.
Speaker 1:Hello.
Speaker 2:Andrew.
Speaker 1:Yes.
Speaker 2:Hey Andrew. This is Brenda. I'm an underwriter. I'm giving you a call because your file came across my desk pending.
Speaker 1:Okay, let's actually fast forward and I'm going to go. Brenda, I need to think about it.
Speaker 2:Okay, what is there for you to think about? Is it because it's too expensive? Expensive or you've been declined before?
Speaker 1:I never, ever, ever make decisions on the first call Ever.
Speaker 2:Okay, and I'm assuming I do have here your wife being a beneficiary right.
Speaker 1:Yeah.
Speaker 2:So if something were to happen to you tomorrow, you don't have anything in place. How would that look like for your wife?
Speaker 1:Bad.
Speaker 2:Bad right, so I'm sure she wouldn't be upset if you got something in place. Lock in the rate. You do have that 30-day look period. We can make any changes along the way. We can always get your wife on this call.
Speaker 1:Yeah.
Speaker 2:So let's go ahead and submit this application. You lock in that rate. We'll get back together in about what would you say 5 to 10 business days and go from there. Yeah, Okay, Go ahead and grab your checkbook okay, go ahead and grab your checkbook um. I have a routing number.
Speaker 1:Blah, blah, blah usually I have all the banking. Yeah, it is really interesting though, because like, if especially a woman, like if they're left with no money, and I don't, I do not like that man.
Speaker 3:You know what I'm saying yeah, I'd be like hey, angie, would your wife be upset that you got coverage and she got a check when you passed away, yeah, and then you throw kids in the if there.
Speaker 1:If there is kids in the mix, you throw that into. And I just say that because my mom, who's the best, but my dad died when I was 10. She had four kids, no job, but she's a beast. So she got a job and she gave us a great life. But dude, what that would have done, the relief some money would have done for her, like would be crazy, you know.
Speaker 3:It financially sets you back for years, you know.
Speaker 1:Yeah.
Speaker 2:I personally think too, when you're on a call with, you know the lead, the client, and there's emotion to it. It's and you're in the moment with the call, with them. That's what guides you to that close. But it's not even of closing them, it's actually. You're in fact like making this change in their life. It's for the beneficiary, it's for their kids, their wife, the spouse but you're connecting with them and you're connecting with them and you build that relationship that's so good.
Speaker 1:Yeah, like if you're just checking the boxes, you build no relationship. But if you could build a relationship, they're not going to cancel no, and you get referrals.
Speaker 2:I mean, that's the best. Oh so you?
Speaker 1:get referrals. I I try my best's the best. Oh, so you get referrals.
Speaker 2:I try my best to get always his and hers on each call. And then the kids if they have any like grandkids, throw them with mutual violence policies.
Speaker 1:How much do you tell people about your own life?
Speaker 2:I don't go too far, I just let them know. You know I have kids, I'm a mom, I'm married, that's pretty much, a lot. Is it? Do you think?
Speaker 3:so I mean it's not nothing, yeah, I mean you told them something I'm just like yeah, I'm in California too.
Speaker 1:The more I would tell a customer, the more they would tell me, like if I were to say I'm new and I don't actually know. Let me get the answer for you. Like you wouldn't think that's what they want to hear, but they would all of a sudden trust me.
Speaker 3:Commonality.
Speaker 1:Yeah.
Speaker 3:Familiarity You're human.
Speaker 1:Yeah, you're human, yeah.
Speaker 4:And they're buying you. They're buying the fact that when push comes to shove, you're going to be there to help their family. So the more they know you, the better it helps.
Speaker 3:And if they don't buy from you, they're going to buy from someone else.
Speaker 4:Aim into that.
Speaker 3:Yeah.
Speaker 1:Yeah, they are For sure. All right, what's another common objection that we can hit? Like I already got it covered. What if they just say from the beginning I'm not interested. Like right off the bat, hey, I'm not interested. Like they're not. They don't even really know why you're calling yet, they're just not interested.
Speaker 2:So I typically say is it because it's expensive? You just don't qualify, you've been denied, you have a terminal illness. I kind of throw it all. Daniel's really good with when they have it in place and he'll replace it, because most of these carriers, or most of these people watch TV, so they'll call directly.
Speaker 1:And they'll get a policy where it expires or it's graded and they don't have, or it's graded and they don't have to have that graded policy.
Speaker 2:To your waiting periods or their sober pain.
Speaker 1:You're really helping them.
Speaker 2:Really helping them.
Speaker 3:I replace a lot of policies.
Speaker 1:All right. What's the most direct objection line that you use? Do you use?
Speaker 3:anything super direct. I they're if they go along with the intro and they give you like a little bit of objection. Sometimes they're just like you know what? Can you just tell me how much it is? I'm like, well, is this important to you? It's like, well, yeah, it is. I'm like, okay, well, it's not as simple as me just giving you a number that you may not even qualify for.
Speaker 3:My job is to make sure that this actually pays out. So you know, I gotta ask you some health questions, etc. But when it comes to someone having something already taken care of I already got it covered I let them know hey, what's most important? That you have a cheaper, uh insurance policy or you have one that's actually going to pay out, yeah, and then I'll go, I'll have them go through the policies and I'll do the medical questions. For one example this lady. She was like, oh yeah, I smoke this, that. And the other I got her health. She had this company, one of our carriers that we have, right, and they didn't put that she was a smoker, right. So I said, oh, so you have the rate as a non-smoker. So the person that helped you didn't fill out the application properly. Now, if you die from a complication from smoking, that policy is not going to pay out right in the first two.
Speaker 3:In the first two years because of the contestability period. So I'm like and I hit him with that question you know what's most important to you, that you have cheaper insurance because it's comfortable, or is it more important that it actually pays out, because I can find you something at the same payment that you got? I don't got to increase it.
Speaker 1:But that's usually one question that I'll hit them with. Legit Love it Trey as we wrap up, can you talk about Life Center, why everybody watching should log in it's free and all the things it does, and then the Ignite event coming up. We want to make sure everybody knows about it.
Speaker 4:Absolutely. I mean, life Center is a game-changing technology. It's one of the most powerful things with Integrity is the fact that we have these incredible technology platforms that are free to the agent, that they're always doing their best to make better and really dial in so that it's the most user-friendly thing ever. What I love about Life Center is the fact that you can port all your leads into there, or if you get leads from the Lead Center, they go automatically into that. As you fill in the information about the client, that gets ported over to the application with the push of a button, so you don't have to run around looking for your logins With all the carriers, with all the carriers and the chat feature. This is something we don't talk about a lot the chat feature on Life Center, where you can chat with somebody at Life Center, like that Chubb contract. I had an agent at the lock-in we just did in Boston and he had the Chubb contract on his Life Center and I go, dude, how'd you get that? He goes, oh, I just asked the people in the chat and they added it. I was like, oh sweet, so that was really cool. It's already in there. So you know, it's just, it's really a cool thing. Life Center is incredible.
Speaker 4:The Ignite event the one we did in Palm Springs or in Palm Beach last year, I think, was the best event I've ever personally been to, and this year is going to be even better.
Speaker 4:The thing I love about it is it's actionable information.
Speaker 4:It's what you can actually do to go make more money tomorrow. It's what's working right now. It's lead strategies that are working right now how to handle objections, how to get more clients on the phone, how to get them to pick up, how to be a better underwriter all those things. You're going to get all of that from this event, and I always tell people you know, if you bought a franchise for a million dollars for something and the best franchisees, franchise owners were going to be in, you know, palm Beach on October 2nd telling you how to be the best franchisee owner, you would be there because you spent a million dollars. But this business can pay you that type of money if you treat it, and it won't pay everybody that type of money, but it can pay you that type of money if you treat it like a business and show up. And so 90% of this thing is really just showing up and being in the right environment, and that I can't think of a better environment than Palm beach October.
Speaker 1:How did?
Speaker 4:they register Ignite eventcom. I think it's the right.
Speaker 1:Boom. Yes, drew's got it right there. Look how good Drew is. He's like a Ninja bro. Yes, he is. That's amazing.
Speaker 4:Good job, Good job Drew, so you could register here.
Speaker 1:Igniteeventcom. It's in 41 days, 14 hours and 26 minutes and 43 seconds away. Excellent, drew, let's run through this. Look how sick this is. This is a free event. Look at these legends right here. Nina just texted me. Is Nina on here? She might not be on the pictures, but, trey, nina just texted me and said let me read it to you. Hold on, check this out. She said let's see we're laughing she said am I the number one female agency owner in the world?
Speaker 1:And I'm actually thinking about it and I'm pretty sure she is dude. Yeah, she is Massive.
Speaker 4:Think about that. Yeah, somebody said to me the other day. They said it seems like everybody that's killing it in life on Instagram is selling life insurance, and I go. Well, you can thank Nina for that, because she was the first one to do that on Instagram, by the way.
Speaker 1:Yeah, that's epic dude. All right, guys, if you're watching this, we hope to help you get to wherever you want to go. If we can help you in any way, reach out. You can click the link below. You can call these guys. You can call, go to our website. Hopefully we'll see you at the Ignite event. If you can't go because there's like a financial reason or something, I always tell people that's actually the reason you should go.
Speaker 4:Yeah, don't let your reason be your excuse, yeah.
Speaker 1:So we hope to see you there. And Spirit Airlines are $99, and it's the safest airline in the skies. You never see them with any engines on fire or anything. So if you want to get there safely, you have a good bet with Spirit Airlines and you need $99. This is not an ad and this is not an ad, and there's no guarantees. There's no guarantees. All right, all right, guys. Thanks for joining us and we'll see you soon. See you, guys, later.