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Non-Negotiables, Not Goals: The Secret to Top Producer Consistency! (Ep. 238)
Luke Venzlaff shares his journey from server and bartender to successful insurance professional, revealing the work ethic and mindset that helped him overcome challenges and reach the top of the leaderboards at just 24 years old.
• Waking up at 4 AM daily to drive 40 minutes to his Los Angeles office
• Setting "non-negotiables" instead of goals, including daily minimum activities that must be completed
• Moving out of his parents' house to create financial pressure that motivated greater success
• Handling approximately $7,000 in chargebacks by improving his approach to client commitment
• Attending industry events like Ignite to learn from top producers
• Creating a strong office culture where agents support each other through challenges
• Maintaining discipline in personal life with early bedtimes and limited social drinking
• Viewing setbacks as learning opportunities rather than reasons to quit
• Structuring his week to include Bible study and family time while still prioritizing business growth
To connect with Luke, follow him on Instagram at Luke Venzlaff or call him directly. He's always open to helping new agents succeed and sharing his experience in the insurance industry.
Hello everybody. Andrew Taylor, here Today we have Luke Vinsloff with us today. Did I say that right? Yeah, you did. Okay, cool, so I see your name on the leaderboards. You're crushing it. You're from Huntington Beach, yes, sir, which is an awesome place. We go there every year for the 4th of July Best place to be Dude if you want to go somewhere for the 4th of July.
Speaker 1:Go to Huntington Beach. It is legit. We take our kids, we stay at one of the resorts where they have water slides and dude. It's a blast and the fireworks on the beach. I've never seen anything like it. Do you go to the beach for the fireworks?
Speaker 2:Yeah, we went to the beach where you can see the pier and stuff like that. Me and my friends a lot of them are videographers and stuff like that, so they did a lot of cool like content with the fireworks, but probably the prettiest fireworks show and then after you, just walk the streets and there's fireworks everywhere.
Speaker 1:Yeah, it's like, it's insane, like you can't sleep. Yeah, because they're going off all night.
Speaker 2:You just got to party all night long? Yeah, take the vacation yeah.
Speaker 1:So, uh, tell us about life insurance, bro. How old are you? Are you? How'd you get into this? You've been crushing it. You got a crazy work ethic. Tell me what you got going on.
Speaker 2:So I'm 24 years young. I entered this business when I was 23. I got my license probably about a year ago. I remember when I entered in I was a server and a bartender. That's where I came, came from originally and I had a super slow start in this business, like I'll be. I'm not like one of these people who came out the game just like firing 30k in their first month, kind of a little bit of a slow start because I wasn't so sure about it. It really took like a very like life-changing event, like at the end of September, for me to realize like I wasn't in the position I wanted to be in financially or just mentally. I was like, okay, I need to do something else with my life than just be a servant, a bartender all day. I'm not using my decree, my degree for, like, finance or accounting. So I was like I need to do something with this. So I just locked in, got some leads from my upline, started ripping them closed. My first like deal it was like a 200 something a month, america, and I went all right. My end date for where I'm working as a server is december 24th. I was like I need to leave this place.
Speaker 2:Once I did that, went full-time into the business and just never looked back. Um, there's been ups and downs, a lot of learning opportunities. I made a lot of the mistakes that I preach to people not to make and I mean one of those things is lead flow, consistent schedule and, um, just you know, never consistent schedule and just never give up on yourself. But since then I've just been ripping run a lot of trainings from my agency too. They'll ask me, like what have you changed in the last week? And I just tell them it's just work ethic.
Speaker 1:Now you drive every day to an office in the middle of la.
Speaker 2:Yeah, it's 40 minutes every day and you go every day, every day. So I wake up at 4 am, I just kind of get ready. I have everything pre-packed, I just grab my meals. I've like pre-cooked meals, I just grab those and I drive the 40 minutes up to la.
Speaker 2:I'm listening to like a morning devotional, like to get my spirit in, listen to like the morning news, and then I'm putting on starting like a podcast from like Alex Hermosi or Andy Frisella or some kind of like inspirational, like business-based podcast, listening to that in the gym. And then, while I'm in the gym, I'm like answering text messages from like the night before that I didn't answer, answering text messages from the night before that I didn't answer. Seeing where my leads are at my dialer's texting me. Who's in the Philippines at 6 am is texting me like oh, where are our leads? I'm like we're just running the same leads the same week. That's all we're running.
Speaker 2:Get everything done, shower, get to the office. I'm usually in the office at 6.45. That's when I start calling East Coast or doing any admin work. I need to such know check on policies whenever my favorite thing I will say that's happened a few times and I'm pretty sure kyle can attest to this is I leave my door open in the office in the morning so that if I have a sale I'm selling, people can like hear as they're walking in. There's been so many times where I'll be like closing a deal like eight o'clock, 8 30 in the morning, before everybody's in the office so they come in and they're like damn, I don't even know what I'm going to do today.
Speaker 2:I'm like, yeah, just close the 2000 America. I feel good, it's out of the way. I don't have to be like, oh my gosh, it's 4 pm, I haven't got a sale yet. Got out of the way. I can focus on recruiting or just getting through the rest of my leads, and then you get one in the afternoon, get one in the evening. Well, three piece for the day.
Speaker 1:So, kyle, I was pretty impressed with because he's like I just work hard, mm-hmm, and my guys work hard. We have this loyal culture where, like we got each other's backs, he's like it's pretty powerful. He was saying that he, he doesn't have goals, he has non-negotiables, and the non-negotiables are he wants to sell a policy, one policy every single day. Do you have anything like that?
Speaker 2:Yeah. So for me, my non-negotiables are for one, just to get the work done, I mean dial every day. Like when I first started it was like minimum $300 a day. It was making sure I'm getting in to minimum of four presentations, because if you take the average of the new agent, they'll probably close two out of 10 presentations. So if you do like four in a day, you're most likely going to close one.
Speaker 2:Getting through new leads, making sure, like I'm non-negotiably like buying leads. Even when I'm on like a trip like this buying leads, having leads coming in, when I get home to the Airbnb I'm ripping through them, working them as hard as I can, shooting for around 10 or shooting for 10K or more every single week. If I have a slow week, I I think. Or if I have a day where I don't get a sale and it's like even if I dial hawaii until like 9 pm or 11 pm, I don't get that sale for some reason, I think, okay, well, what, what did I do wrong? Or what can I learn from in a day?
Speaker 2:I mean, did I get an objection here? Was it just I caught them at a bad time, was it? Did I not sell the value enough of the product, like every day. I take as a win even if you don't get a sale. I think that's one of the important things. I know everybody's pushing sale a day, sale a day. I 100% believe in that. Even if you don't get a sale that day, just say next day I'm going to come back and get two or three or four, and do the activity and do the activity.
Speaker 2:Yeah, don't just be like, oh, whatever, realize these seats, go back. We like sit back and relax. Like because you don't get a sale or you're like getting hung up on or you lost someone at banking, like the next thing I do is I go okay, well, what I do wrong there, what was my tonality at? Did I say something wrong? Okay, well, the next time someone says that I'm not letting them, you know, hang up on me at banker, I'm not letting them say like anything about it. You know, it's just the next time I'm like, okay, I'm just gonna bulldoze right through this and make sure that they actually get that coverage, because in reality, they filled out a form. For a reason you got to provide them with the coverage. This is not a. I think a lot of people say this is not really like a sales job. It's more like a customer service job. You're, in the end, a broker who's supposed to find them the best coverage and to get their family protected. You have a obligation to do.
Speaker 1:Yeah, so do you have a family or girlfriend?
Speaker 2:No girlfriend at the moment, but family. So when I started the business, I was living with my mom and dad and then I moved out in March and that's actually where a lot of my business started to take off. Because I'll tell you right now, if you're still living with your parents, I'll tell you this right now move out, put your back against the wall, have a rent payment, have everything, be on your own. It will elevate your business like crazy. Now, did your parents want you to leave? Of course not. I'm a great roommate. Do you have siblings? I have an older brother. He actually lives out here in Henderson. He has a wife and kids and everything he does fitness. And here in Henderson, he has a wife and kids and everything he does like fitness and stuff like that. My dad's a personal trainer, my mom's a health coach and I was like, yeah, I'm going to get into sales and they see what I do now and they're very proud of me. They miss me. I see them at least once a week. I usually leave Sundays for family.
Speaker 2:You were raised with a really good family, born and raised. Yeah, yeah, they, they inspire me to like work hard. I mean, my dad is kind of where I got like my training from, like a lot of the Physical fitness. My mom, I feel like she taught me how to be like deep in my faith Especially, and my brother's kind of my brother's kind of a goon, which I love. He's a hard worker, great salesman. I've even pitched this opportunity to him because I know he used to do other sales jobs. He'd shoot to the top of the leaderboard. I'm like dude, if you do this, you get a laptop and a phone. I actually bought him a laptop for his birthday.
Speaker 1:So if he sees this, I got you a laptop, just keep buying him stuff that he needs to sell life insurance.
Speaker 2:Get him a headset and then get him some leads. Yeah, exactly he needs to sell life insurance.
Speaker 1:Get him a headset, yeah, and then get him some leads for next Christmas.
Speaker 2:He's like what am I going to do with this?
Speaker 1:You're like well, you need an insurance license or they're useless.
Speaker 2:Exactly no. I'm going to tell my family, yeah, just give me leads. Like all my friends say I'm going to buy you a vet leads. I'm like, yeah, sure thing, honestly, you have vet leads. I'm like, yeah, sure thing, honestly, that's the greatest birthday present you can give me.
Speaker 1:That's legit good for you, man. Um, what's, what's motivating you like? Because it a lot of people come in and they're like, well, I didn't have nothing, or like, I, I want to take care of my mom, or something. What's motivating you? What's?
Speaker 2:motivating me is my aspirations and dreams in life. I mean my family does well, of course I want to retire my my mom. And dreams in life I mean my family does well, of course I want to retire. My mom and dad, for sure, that's definitely a very big goal is to make sure that they can just live comfortably. I mean they always make the joke like, hey, buy a big house and then have a wing for us. I go, you'll just have your own house, like completely paid off, that you can live in.
Speaker 2:But for me personally, it's just I like after like what happened about a year ago, I was just like I need to elevate myself. I have these huge dreams, you know. I want to have a nice house, the financial security, be able to provide for my family, but also to build something to where I can develop other people and help them, and help them exactly. I mean this is one of the best industries in the world for one, because you can do, you're helping people in two ways. You're helping people make an income for themselves through, you know, selling the products that we do and providing to the families, and then you're also providing, you know, safety and security for the families in the event of you know a death, or you know in case of like living benefits, sickness, illness, or you know disability, or you know cash value growth, whatever it may be protecting their retirement with an annuity, you're doing things that are actually beneficial to someone. You're not just selling them a random product. You're selling them something they need.
Speaker 1:Someone was telling me that you were doing the annuity book an appointment. From an appointment yesterday at the meeting. Was that you Annuity book an appointment?
Speaker 2:You were pitching an annuity on the phone at the meeting Was that you Annuity book an appointment, Like you were pitching an annuity on the phone or no, that wasn't you.
Speaker 2:That wasn't me, but I have done that with some of my clients. I do that few and far between. It's pretty simple. Like annuities are like a little nugget of gold you find every so often. You get them a lot.
Speaker 2:I feel, like with IUL clients or sometimes vets, who have these large 401ks because they, you know, they were a veteran and they did like a government job and they have this massive 401k or they have like a lot in savings and I just tell them you know, one of my pitches and my questions is to understand what they have in coverage. I ask like oh, do you have anything in terms that could act like life insurance currently? Like, do you have a current policy? Like through work, do you have a large savings? Do you have like a 401k, anything like that they mentioned? They have a 401k. I just go okay, and at the end of the call, like once we get them all covered and everything like that, I got one more question for you.
Speaker 2:Has anybody, you know, talked to you about a vehicle that can you know act like, like, or do you have any? Or have you ever? Let me restart this because I pitch it, it's it's few and far between, so I don't practice it too much, but if they have, you know, 401k, I go. Has anybody talked to you about a way to where you can have your retirement, still participate in market gains but not, you know, suffer from the downside losses and they go?
Speaker 2:No, I've actually, uh, never heard that. I was like, okay, well, that's something we can kind of talk to about this. I mean, have you ever looked into having an annuity for your 401k to protect that retirement? No, I've never really, you know, thought about that. And that's when you can book an appointment from an appointment and then from there, I mean, if they say no, like okay, you know you don't want to chase whales, you know they're going to be faster than you. If they say no, they're not interested in it, you just go okay and just move on, like, and just you can circle back to it another time because an annuity sale is so different and that's something.
Speaker 2:I've been trying to get into kind of recently because I understand you got to use your entire life insurance license.
Speaker 1:So yeah, that's what I've been looking at you can do all these different things, yeah.
Speaker 2:And even just starting out like I think it's a great, uh, it's a great thing to start jumping into once you've had like at least six months to a year worth of experience yeah, what's the hardest thing you've gone through? The hardest thing I've gone through like in insurance in insurance.
Speaker 2:Um, it actually happened. Um, this was the month of june, so it kind of started with like may into june, so june was one of my hardest. So it kind of started with like May into June. So June was one of my hardest months. It's kind of crazy because it was also my most productive month. That's when I wrote like or that's when I issued, paid 42,000. It was one of my hardest months because I just got done with.
Speaker 2:I had like back to back vacations and business vacations all at the same time. So for when I was out with family, I wasn't really producing on my business, I wasn't buying leads, I wasn't really selling, I was more on vacation. And on the back end, my business kind of started to, you know, catch up with chargebacks. Like I had this one guy who, like his wife, divorced him, so he's like there's no need for this anymore, so he canceled it.
Speaker 2:I was like, hey, whoa, what's going? This and things that I can't really control. I'm asking them hey, is there anybody else you could leave this behind? Do you just want to bring it down to $20,000 coverage rather than $40,000? Let's work together here. It sounds like this is something that's important to you and sometimes you can't really prepare for that. Like I said, I made a lot of mistakes. There was this one lady who had a chargeback due to insufficient funds just never paid her massive policy and I was like, okay, great, there's another insufficient fund but I think dealing with around, I mean it's not a lot, but I dealt with around $7,000 worth of chargebacks on AmeriCo. So all of my funds.
Speaker 1:I mean that is a lot. That is a lot.
Speaker 2:But I've seen people watching this like that's not a lot, like yeah well, I've seen people who dealt with like you know roll up debt of you know when they have like agents who roll them up like 20k or something.
Speaker 1:One of the negative parts of and let's talk about. Have you figured out how to combat that? Yeah, yes, have you solved for that?
Speaker 2:yes. So in a lot of ways it's just all about persistency, but also it's like I said, I made a lot of mistakes that took my business down, that made me tank at times where I was struggling financially, like I was racking up credit card debt just to you know, buy leads to cover for that, as I'm not getting paid by americo. So I'm like, okay, I need to clear this debt, um, but the ways I've kind of figured it out is for one, just I hate the whole. Let's just see if we can get you approved. I want these clients to know, like, hey, we're getting you life insurance. Like, of course, there is the factor that they do have to get approved, but that's not what my entire pitch is about. Like, when I'm asking for you know, when I'm asking for it, I was like, of course, we have to make sure that we can get you approved, and that's what my job is here as a broker. You, and that's what my job is here as a broker.
Speaker 2:If you were to be approved, which option would make the most sense for you financially and what's going to give you the most peace of mind? It's going to be $10,000, $15,000, $20,000, or whichever amount. And then once they pick that, I go okay. And to reassure that there's no chargebacks or anything like that or any insufficient funds, I go okay, no-transcript, because then it kind of sells them off. They go wow, I mean, I know a funeral costs this and I want to leave a lot of money behind and it can fit within my budget. I was like, okay, I just wanted to make sure that we're getting the right thing this and it was going bad.
Speaker 1:You were, this was, this was after was going bad this was afterwards, no, but it did go bad.
Speaker 2:Yeah, well, I mean, it did go bad before I started implementing these things, I feel it.
Speaker 1:That's. I want to talk about that because, like people are always like what's the catch? I'm like there's a lot of catches.
Speaker 2:Like it's you gotta work hard, like you got to do all these things right in order for it to work and I'll say I was doing those things like I didn't really change that pitch until after I was dealing through all those chargebacks, I was like, okay, I need to find a way to have a higher persistency to make sure there's no, you know, insufficient funds or whatever it may be. And that's why I kind of implemented after, especially when I went to ignite, and that's why I pitched everybody like if you haven't been to an ignite, if you haven't been to convention, you have to go, because you learn just amazing little nuggets here drew, can you throw up the ignite thing and and on top of that, dude it's you can take spirit airlines yeah and it's only 99 bucks exactly right or drive.
Speaker 2:I mean, if it was an az, you can drive. We had people drive from like chico, california no, the next one's in miami though. Yeah, but I'm telling people who cares like yeah dude.
Speaker 1:One one time people rented a van and drove across the country, jeez, with like eight of them, and I'm like dude you should have just took no eight people in the van, like you should have just took spirit bro, cheaper and also the time you save.
Speaker 2:Like I mean, on that plane you could be dialing, you could be working. Yeah, you could talk to the you know the person next to you about an iul and sell them right there or just now what if I say dude, I'm not doing good enough to go? We've had we've literally had people at convention.
Speaker 2:We had people on our team at convention who didn't even have their license yet that's even better they were in coursework and I was like this just goes to show, or at lockins when they don't even have their license yet, or they're just going through course, where I'm like this shows that you want this. You're fired up about it. The people who come without their license and they get to see like what's possible. I feel like it just gets them way more hyped to pass. And then they're like I want to get this thing going because this kid who's 24, like Jay Maska and making like half a million a month, I'm like this is crazy work. This is actually crazy work. And then they get inspired by that or they see like the biggest thing I think makes an agent, a new agent, successful is culture.
Speaker 2:Like if you have an office, you should be in there. If you're less than an hour away from your office, you should be going there every single day. If it's an hour at like eight o'clock, that's when peak track ethic is guess what? Buy a membership locally, so you're actually there super early in the morning, so it cuts down your traffic by 20 minutes and that's what I do. I go to a gym early in the morning all the morning in Los Angeles and that's how I get there early.
Speaker 1:Yeah, you're just working around it.
Speaker 2:Yeah, but in the end, kind of going back about the chargebacks, it happens it's a business You're running through a business. In any sales or any type of business You're going to get returns, you're going to get chargebacks and stuff like that, and the worst thing you can do is just give up and just be like, oh my gosh, I have 2 000 in charge back on americo. That means I'm missing out on 2 000 commissions. Like, well, get that person back on the phone, see what's up. Was it insufficient funds? Was it cancel?
Speaker 2:If it's a cancel, figure out why they canceled. They shopped around for a better rate. They realized this was too much for them. Then you gotta diagnose. I'd be like, okay, next time I need to make sure that I'm not pitching them to have a premium or whatever it may be. It's a lot of stuff that I learned through that. And then when I went to Ignite, that's when I started applying a lot of the stuff there. I mean, you learn so much. But if you just take 10% of what you learn from Ignite and apply it to your business, your business can like 50x.
Speaker 1:Yeah, dude, I go to everything. I'm 17 years into this business and I've gone to everything. I'll miss it.
Speaker 2:Yeah, I've gone to every single event that I can. That's local, especially Even if it's like those big events like Ignite, so so important. I think if you haven't gone, you have to go, because you're going to learn so so much from top producers about whether it's growing your business, selling an IUL or just getting referrals. We had this one speaker. Her lead spend is 1400 I'm like, yeah, is it.
Speaker 1:Uh, who is it?
Speaker 2:I don't remember maddie maybe she spends like 1400 on leads and that's a month and I go okay, people are spending that in a week and you're getting 70 to 80 percent of your business referrals.
Speaker 1:I think it's right in mont.
Speaker 2:Yeah, and she's writing like 40K a month. I'm like that's insane. And that's something where I took away a little bit of nuggets and was working on getting referrals and stuff like that.
Speaker 1:So yeah Now, because you could bring people in dude and they can blast you with negativity. Have you had that happen?
Speaker 2:In terms of negativity.
Speaker 1:They're like this don't work. These leads suck.
Speaker 2:Nothing works for them oh, of course I've gotten that, and what do you do?
Speaker 2:what I do is I usually well, for one, I ask them okay. Well, the first thing I ask is like, if they're like, I'm like I'm not getting through these leads, like nobody's seeing interested, I'm like, okay, well, where are you getting hung up on? I'm getting hop on the intro, like, okay. So do you think it's the leads that the problem, or is it the fact that you're not creating enough urgency or interest? And then they're just like oh, I'm like. I mean it could be a combination of both. You could have caught them at a bad time, but in reality you peak enough interest. You have that like that salesman, that salesman mentality. That's what's going to bring it towards them. Like, even I have a. I have an agent. He sometimes goes um, like, oh, what is what is he running? Why is he running 30k? I'm like he's running the exact same leads as you. He's like, and he's closing 30k a month. He's like, well, why can I barely close?
Speaker 2:I go well, think, what's your, what's your mentality? Are you getting early? Are you hitting the gym early? Or are you just rolling out of bed and hopping on at 9, 10 o'clock and then just scrolling through TikTok while you're dialing through leads and it's like you're sleeping at the start line. My analogy for people coming in is when you're dialing through your leads. If you've ever watched Formula 1 and you watch the lights. The five lights go and then they go lights out of the way. They go, those five lights, that's the ringing, and as soon as you hear that, hello, your lights out of the way you go.
Speaker 2:You better be locked in, you better be ready, you better be ready with date of birth, beneficiary address, whatever the heck you got to confirm first. To get that lead to be like yes, yes, yes, here's my account and routing, here's my social closed.
Speaker 1:By the way, that f1 movie with brad pitt have you seen that?
Speaker 2:I've not. I know it is so good I've heard.
Speaker 1:It's really, really good. I might watch it again, I might have to go watch it tonight yeah, dude, it's pretty dope, pretty dope.
Speaker 1:So yeah, I like that. So you're saying you're on the phone, you're scrolling TikTok, you're not paying attention, you're not there, you're somewhere else. Dude, everyone today is mentioning TikTok. They're like all these people are working, but they're on TikTok, so TikTok must be. I don't have TikTok, is it TikTok? Reels it could just be anything but Reels. Reels it could just be anything but reels. Will get you, bro, like you could. You could spend a couple hours on reels you're like what did I just do?
Speaker 2:you know, unless you're looking at, like you know, shelby sap content or some kind of salesmanship content, sure thing, but do that past eight o'clock? Do that before you go to bed? Actually, don't do it before you go to bed. You should be sleeping a good time read, yeah. Do you go to bed early? Yeah, so my goal is to hit the bed, to hit the sheets, by like about 10 o'clock. If I'm super busy, if I have to be up late, you know rebranding, or reaching out to, you know, recruits, or you know, you know just figuring stuff out of what I'm going to do tomorrow. Or just being out, you know being out late due to that. Or coming back late from LA, you know I'll, I'll give myself that like break you. Or coming back late from.
Speaker 1:LA, you know.
Speaker 2:I'll, I'll give myself that like break. So you know, it's not like this, this you'll get your sleep. Yeah, I'll get my sleep, like if I'm I mean. I love waking up at 4am, but if I go to bed at like one because you're not going, you know I'm like hey you, three hours is not enough.
Speaker 1:Like today I got up late, I was mad, but I'm like dude, I've been up all night.
Speaker 2:We got a hundred people in town. Yeah, it's like I get pissed at myself when I wake up late and I go well, what's the root cause of that? Oh, you were up late last night because you went and did this thing with, like, your friends, or you were, or you like. What was your excuse for being up late? And I go and I make that excuse and I go okay, well, you know why you were. You didn't go to bed early and why you didn't function properly the next morning and you didn't get on the phones as early as you usually do. So what's the uh, what's the answer to the equation there? Just don't do that again. Like it's simple I mean, it's with anything in this business is, if you make that mistake, just don't make it again, like you know what to do. So why not you just do it?
Speaker 1:and do you? Do you drink uh?
Speaker 2:like not as much as I used to, um, I mean doing 75 hard. Um. Super great experience, honestly. Read a lot of books. Learned a lot about myself. That's really when my business like. It was crazy how this was before the office even opened, so so I was working from home, but just being able to time, manage everything getting two workouts in, drinking a gallon of water every day, making sure I'm reading.
Speaker 1:Dialed right.
Speaker 2:Dialed and making sure I made a sale, like every single day, or, you know, making sure like I was buying leads and helping out my agents. It's hard, but like I remember, like on Saturday nights, if I were to go out with my friends, like I always say, like we, we use this with like Kyle's 90 days. Saturday nights are for when you can go out and do your things if you want to, unless you have work to do on Sunday. But I wouldn't drink. Honestly, I feel like I don't drink that much anymore. Like I mean, at our event that we had, like I'll have, like maybe like, like an old-fashioned or like a simple drink, but you're not drinking a lot. I'm not drinking to get you know, to feel something, it's more so just like a social thing yeah, that's cool man.
Speaker 1:Yeah, I always ask people because I'm curious if you get up at four and you drink, that sounds hard. Yeah to do, yeah, like if you're drinking a lot, you know I don't drink during the weekdays.
Speaker 2:it's like you know, it's very hindering on your body. I'll save it for like a Saturday and that's about it, Legit dude.
Speaker 1:So you live a pretty healthy, strict, disciplined life yeah.
Speaker 2:Yeah.
Speaker 1:Which I love. I could tell, though, by listening to you and talking to you for like five minutes, I was like I could figure that out. You said you go to Bible study one day a week, so you don't go to the office, I don't go to the office on Tuesdays.
Speaker 2:So Tuesday is the only day that I don't go Um, besides like Sunday, of course, but Tuesday is the only day I don't go because Kyle's like oh, you should be in the office. I'm like I should be in the office me an hour and a half to get back home, and it only takes me 30 minutes from my house to get to my Bible study, but it would take me an hour and a half from LA to get there. So I'm losing out a very critical hour of dialing time.
Speaker 2:You're timing everything. I'm timing everything. There's a lot of people who say work the business around your schedule.
Speaker 2:No, I work my schedule around the business. The business is what I hate to say. I'm upset, I'm obsessed with like it's like that's what kind of like takes up most of my time during the day, is this and it's. It's all I can really think about. Most of the time I've had to learn times to just relax and like not think about it. I mean, when you got so much going on, you're on like a heater or you're on a bad week. All you can really think about is how can I get better every single day.
Speaker 1:Tell everybody about your guys' office, because I think people need to know about this dude. If you guys expand down there, that will be epic.
Speaker 2:We're already having plans to expand down to OC, Orange County.
Speaker 1:No, but I'm saying in that fashion district in LA, especially if you guys get like a couple hundred people down there.
Speaker 2:That'd be crazy I mean we might have to upstairs in the fourth. The fourth floor is like this massive tiktok office. I mean we might have to buy that 10,000 square foot office, like we might have to buy them out what's a tiktok office? I mean, I don't want to get too distracted by this, but it's really just a bunch of influencers who come in and they just sell products like on live.
Speaker 1:Oh yeah, I've seen they have that here. We've been trying to sell Uncle Jimmy's salsa. My uncle has his own salsa thing. Now we have 8,000 jars of salsa because we decided to jar his recipe because it's so bomb, which it is on amazon, uncle jimmy salsa, if you want to try it, gotcha. But um, this tiktok place was going to list it and they had people in there in vegas just like on live selling stuff all day.
Speaker 1:It's crazy it's a really crazy lucrative business yeah, dude, they were selling like hundreds of thousands of dollars worth of, like mushroom coffee dude. Oh yeah, you see that a lot. But they kind of made me mad because they were like you should, you shouldn't sell this salsa because like there's no margins. But if you sell the mushroom coffee it costs like one dollar and we sell it for 29.99 and I'm like it's a massive margin that'sa big margin. But I'm like, does it work, bro? Like what is actually?
Speaker 1:in this placebo, yeah what is it, I don't know, that didn't make me feel good about buying stuff, you know I know what you mean.
Speaker 2:Yeah, yeah, yeah, if we expand, that office is pretty nice. We have the whole like second floor. We have our main office, which is pretty nice, and we're planning on expanding eventually, when it gets full, to the next office over. We have a spot there that's pretty open. There's another few that are just mainly would probably just be used as like just massive, massive like bullpens. Essentially we might even use one for like a conference room, but that whole LA area we're planning to expand to. We're planning to expand to like Ranchoo cucamonga oc florida, like we're just trying to sweep, like kyle's team and I.
Speaker 2:I told them you should take california, like I mean, that's where we're based and we're based in la. Yeah, that's the. That's the main plan.
Speaker 1:I just get as many offices in like if someone sells life insurance in california, they should know who you are. Yeah, that should be your goal, but also everywhere else. But like I don't think there's any major like for the amount of people dude, it's untapped I mean, 10 of the population lives in california, yeah, which I think it's like.
Speaker 2:Well, our population is like 40 million. Yeah, like that, that's 10 of the population. It's a great state for life insurance. Um, it's like the Hawaii of the East Coast.
Speaker 1:Yeah.
Speaker 2:Yeah, I mean if you're working the East Coast.
Speaker 1:Yeah, all right. So if someone wants to work with you, how can they reach you?
Speaker 2:You can just follow me on Instagram. You know, just Luke Fensloff. That's literally what it is. Just my name. There's no dots, no underscores-4680. Just text me, Give me a call. I take calls any time, but I will say just don't call me in the middle of the night unless you really need to Leave a voicemail too.
Speaker 1:I get calls from leads, sometimes In the middle of the night.
Speaker 2:Yeah, I get calls from leads that are inbound and they never leave a voice message. But when they do, I'm like oh, I know what you're calling about. You're calling about life insurance. Well, I'm going to get back to you, but these East Coast leads are calling me at midnight. I'm like why are you calling me at midnight? That's the easiest way to reach me. Just DM me, say you want to work with me or you want to know what I do, and we'll get you in on that Cool.