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How Three Agents Built Success in Their Early 20s (Ep. 239)
Three young insurance agents – Monserat Vargas, Breon Vargas, and Leo Hernandez – reveal how they've built successful sales careers averaging $60,000 in monthly premium and netting around $35,000 after expenses. Their relentless work ethic, disciplined schedules, and commitment to helping others creates a blueprint for success that contradicts typical expectations for people their age.
• Waking up at 4am and working 12-hour days, 6 days a week as their standard schedule
• Building an energetic office culture with 80+ agents selling simultaneously
• Providing new agents with leads immediately so they can earn while learning
• Staying focused by eliminating distractions and avoiding typical young adult activities like drinking
• Helping their mother with mortgage payments rather than spending on luxuries
• Maintaining unwavering discipline even through personal challenges
• Creating a team atmosphere where loyalty matters more than short-term financial incentives
• Leveraging Instagram for recruitment and building their personal brands
• Opening multiple offices to expand their impact and create opportunities for others
If you're looking to join a team of dedicated young agents who are changing the insurance industry, connect with them on Instagram: @vargasmonse, @sinnfa (Breon Vargas), and @theleohernandez_.
Hello everybody, thank you for joining us today. We got three special guests, young people that are really successful. You guys are going to be shocked, but to start, we have Breon Vargas with us. Thanks for coming in, thank you for having me. We got his sister, his older sister, montserrat Vargas.
Speaker 2:Yep.
Speaker 1:And then we also have Leo Hernandez. Thank you for having me Real quick. Every month we do a lock-in for agents to sell together. Can you guys tell everybody kind of what somebody could expect if they come to one of these things?
Speaker 3:Well, my expectation was just straight hustle the whole time, so I was just nonstop dialing. I think everyone should expect to grow and being able to take that momentum back to you know where your organization is located at, and it will definitely impact you guys. Like these are mandatory, in my opinion.
Speaker 1:How much do you do by yourself in sales A month?
Speaker 3:Yeah, in my opinion. How much do you do you do by yourself in sales a month?
Speaker 1:yeah, a month. On my gateway the average says 60. So your average in 60 g's issued a month yes, now you don't get paid that because you got chargebacks, cancellations, all this stuff. Do you have any idea what your deposits are?
Speaker 3:yeah, like after all, lead spend and taking into consideration at least like 20% of business is going to fall off naturally and you can work on bringing that down too. I'll say like net is at least like 35.
Speaker 1:How old are you?
Speaker 3:I just turned 21 last month, Damn do you drink? No.
Speaker 1:You don't even drink 21st birthday. No alcohol. No.
Speaker 3:I was working all day. I spent it all day at the office.
Speaker 1:She's got you working, huh.
Speaker 3:Yeah.
Speaker 1:Alright, so your older sister. How old are you?
Speaker 2:I actually turned 23.
Speaker 1:You're 23. Now you guys this is interesting because you guys are like for your age, you guys are going off, but you've obviously, obviously and for everybody watching like, a lot of people don't succeed. So I don't like people to think like, oh, they did this, I could do it. No, a lot of people don't do it. A lot of people don't succeed in this industry. But for the people who do figure it out, it could be pretty awesome. Industry could change your life. But what do you do a month?
Speaker 2:A month. My average is also 60.
Speaker 1:So who beats who?
Speaker 2:Right now he's beating me.
Speaker 1:He's beating you.
Speaker 2:Yeah.
Speaker 1:Damn Just a little bit.
Speaker 2:Just a little bit.
Speaker 1:My question is why is everyone not wanting to work with you, that want to do sales, that are in their early 20s?
Speaker 3:I think everyone should Everyone should work with us like we're living proof that you guys can do it too yeah, that's the way I see it is like and that's the cool thing about the guys that we do have on is they're the same age, if not younger, and they're doing 20 30k their first month, with no experience of of sales, not deposits yeah, sales of issue paid business and at the start obviously we're helping them out with leads, so they're netting a majority of that.
Speaker 1:That's the cool thing oh, you start people off on leads too, yeah, yeah. So you guys are working like this and giving people leads and working 24 7 to help people, and you're 23 and you're 21 and people don't know about it. But if they did, they'd probably want to work with you oh, absolutely.
Speaker 2:I mean, like, think about it. You have. We. We've been open about how we started in the industry and then where we came from as well, and there's nothing else besides just putting our heads down and locking in into an opportunity like this, and it took months of us to grind and just take everything that we were being mentored on. And if we could do that, then I think anybody else that comes into it, whether they're between ages of 18, 30, 35, like literally I have anybody from any like age group reach out to me and want to work.
Speaker 2:So I think everybody should want to get into this opportunity and want to do the most out of it, especially if you got brown me or leo making things happen in this way yeah, and that does.
Speaker 1:Leo work with you he works in our office oh, you do, yeah, okay, so you're in there with them. Now you guys are in chicago. What? What's the town called again naperville, naperville, and it's supposed to be like the number one safest community in america or something yeah, yeah, that true. Do you feel like that when you drive around? Yeah, there's, no, it's super nice, honestly you just hear birds chirping how do you get that reputation, dude?
Speaker 3:that's crazy how do we get the like to be the nicest area?
Speaker 2:yeah, there's a lot of like people with money in in the naperville area yeah, it's just a really nice area overall.
Speaker 3:That's why I and we're we've like lived around that area our whole life. So when we came back from tampa, where we started with jay, that's where we just immediately started working at yeah, we lived.
Speaker 2:We lived in like a neighboring town like west chicago, and then we moved to aurora and aurora was right next to naperville and april was just like the center, like all the schools everybody knows about downtown naperville yeah, dude, so tell me about how many agents that work with us are within a five mile radius in naperville.
Speaker 3:A lot there's like three different offices, like and how many people you think probably like
Speaker 1:over a thousand, yeah, over a thousand. That look just like you guys yeah, yeah, they're all youngins too.
Speaker 3:They're all 18, 19, 20.
Speaker 1:That's crazy, like what is in the water there.
Speaker 3:I think it's just because we're so loud about it. We're always on people's feeds in that area, so it's just people gravitate towards it.
Speaker 1:And you guys know how to use social media.
Speaker 2:Yeah, absolutely. We've been leveraging it a lot more because, I mean, you just like nobody's going to hear about your business, right? The same thing with leads, the same concept that I try to provide for them and understand, is like, if you want to make more sales, you're going to have to get in front of more people, and if you want to hire more people, you're going to have to get in front of more people as well.
Speaker 1:Now you were making a sale earlier in the office today. How many people did we have selling in here at one time today? It was a crazy amount.
Speaker 2:Was it like 50, 60?
Speaker 1:I think it was like 80.
Speaker 2:80. Yeah.
Speaker 1:Slammed in here.
Speaker 2:Yeah, there's people everywhere.
Speaker 1:Like every little where you turn, you're like this is crazy. I was like I don't know. I like the sound of this. This is like the best type of music to me People on the phones, closing deals, helping people. You know what I'm saying.
Speaker 3:Yeah, everyone's just ripping all day.
Speaker 1:Yeah.
Speaker 2:That like puts me in a position to like, think, like, what if one day, we're going to have an office with people filled up like that?
Speaker 1:Yeah, every day you'll be exploding out of it. Now you were on the phone and you sold one, and then what happened? The wife was like where's mine or something? She was cooking dinner. She was like hey, where's my policy.
Speaker 2:Yeah, so I was helping him out with his policy and then his wife was in the background. She was already listening. He was actually. He was getting advice from her on which option to choose, because she was already right there. And then, towards the end of it, after we set up the banking, she was like wait is, is he setting my policy up? Because I don't have anything at all. And luckily she settled that, because I would have actually I forgot to ask the question. The important question is this is your wife insured as well?
Speaker 1:So she brought it up.
Speaker 2:She brought it up and usually when somebody else is in the picture, like the wife's there, I like to ask well, this is something or not really ask, but I like to tell them this is something that we're able to also get set up for your beneficiary and to help them get approved for as well. But she wanted it, so we I helped her get set up for another policy which turns out to be a his and hers, and that was only for me. I like to call instant leads. So just put into perspective that was what 600 spent on leads and that was a 3.1k in ap and then your commission rate, which here, I'm sure your commission rate's freaking high it's basically the full amount all right, I gotta quit, I gotta pop quiz for you guys.
Speaker 1:Okay, somebody tried to tell me that they get that I should leave here, because they get a hundred percent advance of 40 percent and they don't have any caps on the amount but their commission rate's 40%, but they get 100% advance and they're adamant that I should leave. Stop doing this and go do that.
Speaker 2:I would recruit them 40% on 100? They're trying to twist it and manipulate you to think that you're getting a bigger advance and it's 40%. Commission.
Speaker 1:Okay, so can you please explain the difference? You've worked your way up to make a good commission here. You've earned every bit of it, but what is your commission?
Speaker 2:My commission is 125.
Speaker 1:Okay 125%.
Speaker 2:So then you get the nine-month advance. So I'm getting the full advance from the nine month.
Speaker 1:So 125 times nine, 125% times the annual premium, let's do a thousand, that's 1250. And then you're getting 75% of that.
Speaker 2:Yep.
Speaker 1:And then in month 10 or 10, 11, 12, you get the that Yep. And then in month 10, or 10, 11, 12, you get the rest.
Speaker 2:Yep, and then after the first year you still get the residual.
Speaker 1:So what's the difference on that? So you're getting you're getting 1250 total on a $1,000 AP case, versus 100% advance of 40%, which is what like 450 bucks.
Speaker 2:Yep. That's how they get you people just like just a play of words it's just a play of words, I would just recruit that person. If somebody's trying.
Speaker 1:What would you say to them?
Speaker 2:I would say like listen, well, I would ask them how long they've been in the industry for. And then, after they tell me how long they've been in the industry for, I would just tell them like hey, I've been making more than you and I've been in the industry for. I would just tell them like hey, I've been making more than you and I've been in here for like a year and a half, so I would just recruit them, dude, you know why she's so dangerous?
Speaker 1:Because she can talk so nicely to you and probably offend you.
Speaker 2:No, yeah, I mean when people try to hit me up and this is for anybody that tries to hit me up on my DMs If people try to recruit me on my DMs, I literally tell them try again. I reply with try again Because I'm not like I and I don't say this like in any way, like shape or form, but I'm the type of person that's like once you have me in your organization, I am there forever, like I will. I don't care how long it's going to take me to end up building, but like I, like I've just loyalty's big for you I've switched my mentality to like just being a complete monster in the industry like I am.
Speaker 2:I want to be the person that I also want in my organization, which is going to be freaking powerful.
Speaker 2:It's going to be like if somebody tries to like end up sending me over a dm about anything, I'm just thinking like how can I actually bring this person over? But at the end of the day I I don't actually take offense to it, but I like to think about it as like what if like for this, this person to end up messaging me. It's not actually offensive to me, but I switched my mentality to think okay, this person thinks that I can't do it, so to me it's like, well, I'm gonna show you, yeah, what's she?
Speaker 3:like when she's mad. It's insane. You're not gonna see that For real. Yeah, that's great dude. I feel like.
Speaker 2:I get angry when, like I don't like.
Speaker 3:Once he's like passive, passive, aggressive, like it's not like Yelling or nothing.
Speaker 1:That's how I am.
Speaker 3:He's just. He's just like.
Speaker 2:I just want. I want him to win. That's how.
Speaker 1:I am. I'm not proud of it, but I definitely, definitely could be passive, aggressive if I'm mad.
Speaker 2:Like I want them to win and then like I think it's more of a, that's where I've had most of like my my growth, to be honest, and my growth in the business. It's just understanding, like the concept of wanting to, wanting to have people win, and then like pushing them in that direction, you know. So sometimes it's like I see their potential, like I see what they can do in the industry and what's truly changed is like attending these types of events and being around you guys too, like being around Sean, and then when Sean called me out at that conference, that completely like changed my mentality because I went from like I think sometimes people really do need that belief. Like changed my mentality because I it went from like I think sometimes people really do need that belief like to have somebody else support you in that aspect. That like really that like sparked a an even bigger flame than me and I want to be that person. Other people so what?
Speaker 1:how did, how did you start doing this, you? You saw her doing it and you were like yo, I could do that too, or what?
Speaker 3:Yeah, well, montes started and she just told me about it Because she had always asked me, like because I had dropped out of college, I wasn't doing anything, I was just working with my dad. And then Montes just asked me if I wanted to tag along, hear about it, go into an office. And I checked it out. I was on his ass, you were.
Speaker 2:I was Because, like I'm not even going to like lie or anything Like I know I've always known that like Braylon had potential in any like way, shape or form, sometimes just like me, like I had to throw myself in there and then maybe I just had to be that person for brown to kind of like lead the way. Did you talk smack to him or you like yo? I was like dude, like you're around, people like that don't.
Speaker 3:He would take other people's advice rather than mine like whose it was just like I was just in a bad environment.
Speaker 3:I was just dropping out of college hanging around people and not doing anything. And then I had to like I just had an epiphany one day when I was at work with my dad and everyone's like 40, 50, a bunch of old heads, and I was just doing like work with my hands. I was like ain't, no way Like this is like every decision I made led me here, like I got to do something. And then first opportunity that she took, I took it with her and then I mean it's been like history since then, just took advantage of it, took the opportunity and ran with it and just tried to make something out of it and just kept working nonstop all day for a month straight. Yeah, and I'm really grateful for this opportunity a lot, because I don't even know what I would be doing without it. You got a girlfriend?
Speaker 1:Yeah, oh you do. Does she work with you or no? Yeah, does she Dude.
Speaker 2:She does like over 30K.
Speaker 1:Yeah, she's coming, she does over 30K.
Speaker 3:What is she, the dude? She does like over 30k. Yeah, she's killing. She does over what? Yeah, because like that's that's how it is, like me and muncey and like everyone in our office, that's in leadership, we do it at like a high level. Even like 10 wears off on you, you're gonna be killing it you just want people to it, to wear off on people yeah, like that's what.
Speaker 3:That's what, um, I took away at the first Sean Mike event I went with. We went to Boca Raton when we were in Tampa and it was like crazy drive, a crazy drive early in the morning, but we got there on time and the one thing I took away that Sean said was like your position in leadership is to replicate the good in the business. Your position in leadership is to replicate the good in the business. And then that's when I knew and I was doing like $15,000 a month at that time In AP.
Speaker 3:Yeah, an annual premium, that's like issue paid business and that wasn't really much at the time for me after all expenses, and we were like we had nothing when we moved to Florida, so I had to step it up a notch and then after that event switched everything for me Crazy.
Speaker 2:But the reality of that is like when I, when we went down to Florida in our first month, like the issued production, which was 20 grand, that was actually like 12 K in income for me, like my first month.
Speaker 1:And I've never made that type of money, but much you spent on leads I.
Speaker 2:That was like one dollar leads. I basically saved I my first month. All my money went back into my business.
Speaker 1:So technically, if I never put money back into my business I would have saved all of it what do you think about managers that just want to sell stuff to their team, like buy this thing and buy that thing, and buy this CRM or buy this. Do you have an opinion on that? I'm just curious.
Speaker 3:Like I think, like Jay was talking about it at this lock-in at AZ Like you don't need some AI, CRM, chatbot 9000 to like do good in sales. Like it's super straightforward, like people fill out a form, you call them, you put them in the best position possible and that, just since all these people have to really judge you off of, is your tone and how you're speaking to them and what you're going to do for them. It's just a transfer of conviction. You don't need some crazy.
Speaker 1:Bro, you guys have the most calmest tone ever, both of you.
Speaker 2:On the phone. Really no, like just in life yeah.
Speaker 1:That has to help, right, or am I tripping?
Speaker 4:No, absolutely yeah, they're very calm, you're actually pretty calm too.
Speaker 1:All right, let's hear from you, dude. So how long have you been working with them Since?
Speaker 4:February I got into the office with them. Initially I was at the Montana office with Jay, and you know I was born and raised in Chicago and I was always really passionate about having like an office in my hometown. So eventually, I think, I got in contact with Monte somehow some way and we were like, let's just partner up and get an office. And I was just making sure, doing my research before that as well, because I wasn't just going to partner up with anybody. I saw Monte's name all over the place In my mind. I was like, if I'm going to partner up with somebody, I'm going to partner up with somebody who has results. So then therefore, I can sponge in as well, whatever they do. So therefore I can sponge in as well, whatever they do. So I can implement that with my team as well.
Speaker 1:What's it like?
Speaker 4:working with them. It's incredible. They got results, they got the standard. It's just honestly just adapting to that and then my entire agency seeing that as well. It just kind of clicked into place the moment we just worked together.
Speaker 2:He's directed Jay.
Speaker 1:Dude, what's crazy about everything that's been said here is the fact that, like you made the statement of people try to recruit me, but they can't. But you don't even listen and like, a lot of people get in and they listen to all these other people like you're talking about and they and it just damages them. They're they're listening to too many opinions and the truth is, just find make your own decision on how you feel about people, like from your own experience you know, what I'm saying yeah, yeah, yeah.
Speaker 3:People always get like, people get tied up on like all theses. Like as soon as I recruit someone and I start showing like proof of concept, the results these guys killing it first weekend they start telling me hey, this guy DMed me, this guy DMed me.
Speaker 3:And he said this yeah, and it's like dude if all what they have to offer and this and that. Whatever people say in those DMsms like why don't we hear about them? Like why are they hearing about us, right? Why are they're the ones dming us? I'm gonna be honest, like every single person that's dm'd.
Speaker 2:Anybody on my team knows about me. I don't know about them that's simple. That literally ends the conversation well, you are.
Speaker 1:You guys are the future of the industry. Like, if you guys don't give up and never like you guys are going to be the next generation of like the big, the big names in this whole industry.
Speaker 2:You already are, but I'm just saying it could get way bigger yeah, and it takes time to build that and we're here to build that. Like I made that decision from day one to put my head down and work and stay consistent, and that's the thing is. Like nobody would have known who we were. We never put our head down and worked and it took months of that.
Speaker 1:I was watching something on Kobe Bryant and he was saying the most important thing is focus, because he could focus like on something and stick with it. Now I even have a hard time focusing sometimes because there's so much stimulation. You got tiktok reels, this text, email, twitter, news notifications, tv, all this stuff, right? How do you guys stay focused?
Speaker 2:block it off, like it. For me, my focus is just comes from, like, remembering exactly, like what the long term is and then where I started that way, there's no high rise and there's no low to it. So it's just right in the middle, centered and with when it comes down to emotion, it's just right in the middle, like there's no high and there's no low to it.
Speaker 3:Yeah.
Speaker 2:You got to remember where you're starting from and you got to remember exactly where you're going, and a lot of that is you have to have that goal and that longterm vision in order for you to stay with your head down, and then, when things like that happen, you just simply you focus on that and you just get rid of it because it can happen. I mean everybody's human right You're going to. It can happen. I mean everybody's human right. You're gonna look at your phone. You're gonna get a distraction notification. Get rid of it, don't let it like cross your mind for like a couple seconds.
Speaker 3:Same thing with like any thought of anything else just get rid of it.
Speaker 4:Yeah, especially if you're doing something for like consistently, for a long period of time, you just become obsessed with what you're doing and like you master your craft and they just overall becomes an obsession and like you're just overall focused on what you're doing, you start getting the results that you've been waiting to get and at that point, like there's no reason why to turn back, especially if you're like around the right people and if you just make sure you remind yourself, like what's your, why? Why did I start? And you just keep that drive going every single day.
Speaker 3:You're just gonna like be focused with your grind, with your vision, at all times. Yeah, don't just chase discipline. That's what I do like. I just try to. The biggest thing I'm I'm chasing is just trying to get better in all aspects, not even like selling this. That's why I started waking up earlier, how early I wake up at.
Speaker 1:You wake up at 4 am.
Speaker 3:Yeah, 4 am every day.
Speaker 1:What time do you go to bed, Bro? You're drinking a bang energy right now. It's 6.22 pm. I wouldn't go to bed till 4 if I drank that right now.
Speaker 2:No, I mean, I'm going to be honest. I wake up early because my mind's already running. At that point my mind's already running. I might as well do what I like to do either way, and it's not even that. It's something that's gratifying, but it's just more of those little things that I talked to Brown about. That too, it's like those little things. If you wake up early and you tell yourself you're going to do it, they end up building your confidence, which translates into your business.
Speaker 2:It's not about oh, I'm going to look this x, y and z, but you still want to have those goals set in place on every aspect because you're already doing it and putting in that time. But they end up building your foundation and your confidence and translate does negativity creep in though?
Speaker 1:negativity yeah, like doubt, doubt does it creep in, like maybe this don't work, maybe I whatever I'm in over my head does it happen no, not for me.
Speaker 2:Like I'm gonna be, I'm gonna be really honest.
Speaker 1:Yeah, you're an animal.
Speaker 2:I am an animal. I told myself from day one I'm like I'm not gonna stop. Not even when I had nothing like, not even when I was making any type of like sales, that I ever stopped. But at the end of the day, like, there's things that have happened in business to where it's like, where I'm gonna just have to make it work like to me it's a never ending no matter what happens, I'm just gonna have to end up making it work. It's part of the process.
Speaker 3:There's no plan B.
Speaker 2:I would say things that have happened in business can be scary. It can absolutely be scary because there's no plan B. You got to keep going literally Crazy.
Speaker 1:That's dope, though I wonder how many young people you guys can be a good influence on if they see this.
Speaker 2:That's the goal.
Speaker 3:Everyone that we've brought on. They always say their habits are different. Now, it just wears off on you being around individuals in the same age group as you, but they're doing X, y and Z. It just wears off on on individuals.
Speaker 1:So I got a question because I'm I'm not your age, but like what is, is there a lot of negative habits people your age have?
Speaker 3:um, yeah, yeah people sleep in, people don't have like people are lost. Like same way I was too like there's a lot of people and that's that's a big motivator for me too is I always think about like there's people out there that I haven't met yet, that I know I'll be a great influence and impact them on. That's a big motivator for me, and I was thinking about that earlier too. Like there's people I haven't even met yet in the next three to six months that I'll meet and I'll just I'll make a big influence on them in a good way yeah, like the bad habits are what drinking, partying, doing things that are like still average, just wasting time just wasting, literally wasting time, like you did that well, and you were broke.
Speaker 2:You're still gonna do it when you're you're getting money but at the same time, like the little things that you end up receiving. I would say in this industry, like the, the recent thing that we were able to get, like we don't even that was a one-time thing that we did for hall of fame for breyana get his lv like we'll do it on the back what'd you get?
Speaker 3:what lv thing oh, it was his necklace. It's just like a little token how much was that? It was like 600 bucks, but it's just it's a little things like that.
Speaker 1:It's a reminder to do.
Speaker 3:Yeah, I couldn't. Couldn't do that a year ago. I would have to ask my parents for like 20 bucks, even like leave the house. Like I felt like such a bum. Now I'm like helping my mom pay bills and stuff.
Speaker 5:So wait, do you live with your parents?
Speaker 3:yeah, I still live with my mom. I help her with bills. What about?
Speaker 2:you yeah, we. We help our mom with the, with the mortgage awesome dude.
Speaker 1:Does she want you guys out or no?
Speaker 2:no she wants us to help. That's why we help her with the mortgage oh, so you help pay bills just pay the mortgage payment now are your parents together no, it's just my mom it's just your mom yeah she's got to be so proud of you guys.
Speaker 3:Right, to be honest, she has no clue what we do. It's like she found like a, a bag, like the LV bag she found and she thought I was like selling drugs and stuff. I was like no, it's from work, like are they able to do that now? Oh, you bought an LV bag. Yeah, I bought a bag and she was like yelling at me in Spanish, thinking like I sold drugs and stuff, like how'd you afford this, all this and that?
Speaker 5:Well, the.
Speaker 2:Thing is she's really?
Speaker 1:going to freak out soon because you guys are killing it.
Speaker 2:Well, there's still more work to do. That's the thing it's like. For us it's literally there's still a long road to go. I don't think that I'm doing what I should be doing. I think there's still more to go. I always feel like I'm behind on everything.
Speaker 3:Yeah, yeah, just barely scratched the surface and I'm like so anxious to wake up every day and just and work. Yeah, I wake up like two times without my alarm going off so do you?
Speaker 1:do you have a boyfriend? No no boyfriend, all work. Do you date dudes? No such an animal I think they would hate me.
Speaker 2:I'm not gonna lie because, like I have, I'm like super strict on what I have to get done, my schedule. Literally. I just can't go out of my schedule right now. It's just not something that I'm wanting to do, to be honest, not that I can't, but I'm not wanting to do that right now because I know, first of all, we have a long road to go. I still want to put my parents in a better position my mom including her in a better position, and still build the agency a lot bigger.
Speaker 1:Has she always been like this?
Speaker 3:Yeah, since we started it was just nonstop, just straight-up hustling as soon as we started, and Monday to Saturday. There'd be days where we'd come in on Sundays. It was a grind like those first six, seven months to catch that momentum and actually get the gist of things. Yeah, and even like we had a passing in the family too and we couldn't even have time to go back and like deal with that, like we knew it would throw us off course and we had to just stick through it she was the woman that raced us yeah, sorry to hear that yeah, but it's like it's just, it's part of it.
Speaker 2:I'm pretty sure I think I heard sean might talk about him having, or somebody having, passings and while they were working and they just put their heads on their words because it was part of it. Like we're gonna go back home and grieve nobody's in a better position.
Speaker 1:We're not there yet, you know yeah, you guys ain't playing, bro, damn all right. So, leo, I want to learn about um you did. You live in the house in montana.
Speaker 4:That was like the team house and all that stuff no, I ended up getting my own place, uh, when jay flew, so jay flows out the first time just to experience it and everything like that. And I mean that moment when I, when I we went to Montana, I told my guys like we got to move out here, like Jay, the energy at the at the office was incredible. And then I'm just a huge believer that I need to be by my mentor and just bother him and know him just, and not even that, but sponge in as much information as I can from the other successful people that were in that office. So we just got me and my boys, we got our own little house and we just stay there for like six, six, nine months and yeah, we just. Well, how's Montana? Oh, I don't like it, you don't.
Speaker 1:I don't like, I'm not about in the summer.
Speaker 4:In the summer it's I'm not used to. I love my city here in Chicago, but it was definitely a great detox. It's something that I'm not used to. It was just completely opposite of Chicago no noise, no people. It's just nothing to do there. Honestly, the only thing we could really do is just Go snowboarding or work Snowboarding or work.
Speaker 1:I mean, or go to the bar, but if you're not into that, no, yeah, we don't like drinking.
Speaker 4:So yeah, I mean, we just stay there, put our backs against the wall. We came with no cars, we all just risked it all.
Speaker 1:Dude, I think drinking's really down Like I'm going to ask Chad GPT right now.
Speaker 2:Drinking.
Speaker 1:Drinking's really down, like I don't think people are drinking a lot anymore. What's the point of drinking?
Speaker 3:But like dude, I think it's down significantly, like people kind of figured it out Like this is dumb, I think it's because, like this day and age has created, like the youngest millionaires, I feel like that has a correlation, Like there's more younger people actually taking advantage of, like tech of their time being able to do stuff online instead of just like wasting.
Speaker 2:Think about it like people go to school. They graduate when they're 26 28. They try to find a job, probably find a good paying job that's like 5k a month, which is good for average americans by the age they're like 30. So most people honestly they're living like paycheck to paycheck can barely even afford to go out or go on nice vacations depressed yeah, so what do they do?
Speaker 3:I think like 50 percent of americans need a second income right now. A lot of the people that I uh that were in my class they can't find jobs now Went through all that work college.
Speaker 1:All right, let me ask Grok, because chat GPT ain't working. Hold on Allow microphone.
Speaker 2:Grok, grok it's.
Speaker 1:Grok. Grok is Elon Musk's AI. All right, grok you there. No, I'm not Grok, I'm a different AI assistant. How's it going? Oh hey, can you tell us if alcohol sales are down year over year, if people are drinking less alcohol in the United States?
Speaker 5:Yeah, people are drinking less in the US and alcohol sales are feeling it.
Speaker 1:In 2024, total alcohol sales beer, wine, spirits, filters and ready-to-drink cocktails dropped slightly down, less than 1%, to $112 billion from $113.6 billion in 2023. This dip follows a trend. Can you summarize this? For me, this is way too much.
Speaker 5:People in the US are drinking less, with 58% of adults.
Speaker 1:Summarize it more please.
Speaker 5:US alcohol sales dipped slightly in 2024 as fewer people 58 of adults drank, compared to 67 in 2022 that's kind of a lot right, yeah.
Speaker 1:Yeah, I don't know. I just feel like I keep running into people that don't drink anymore. They're like I want to get up earlier, I want to work out, I feel better, just interesting, and it's a lot of young people. Is that how your?
Speaker 4:whole crew is Absolutely we're just. It's because, like we, what's the oh shoot All right.
Speaker 1:Stop eavesdropping bro.
Speaker 4:Okay, go ahead. Yeah, I mean, we just like have no time to waste, like why waste our young age, right now, where we're at, where we have the most energy? You know we just can do honestly anything, everything right now I just don't see a point, nor does my team.
Speaker 4:The opponent just like wasting time, like time's the only thing we just can't control, right. So we just got to take advantage and just go all in with the opportunity and just go at it so like we could talk about all the details, but does it really matter?
Speaker 1:Does this type of attitude about life really matter? Which one is it Like when people go? I need training, or do they really just need, like, resilience?
Speaker 3:I think people need discipline. That's like the biggest thing, like being able to keep going even when you're not seeing that like result at the start. Like a lot of people nowadays want instant gratification, and people just got to understand, like great things take time and things that like when building things that actually last a really long time, they're they're not going to come quick and what does come quick isn't going to last long. So people got to understand, like instant gratification, you got to be able to just be ready to put in the work, like this industry you can. I've seen people make a lot of money quick but they leave pretty quick and then people that actually stick to it, put their feet down and want to build something. Those are then people that actually stick to it, put their feet down and then want to build something.
Speaker 2:Those are the people that they get massive wealth long term I mean, like, from my perspective it's just if people are consistently wanting somebody to do x, y and c when everything's there. I mean, I think we have too many training Sundays, don't you?
Speaker 1:I'm like dude there's a training here. There's a training there. I watch you here and you guys don't. You guys stay in front of your computer and you're on the phone talking to people and you've got all these other people talking to each other. Yeah, yeah.
Speaker 2:There's too many training Sundays, like people that are asking for x, y and c. It's like dude, how old are you? Like? What do you want? Like, what are you saying?
Speaker 1:like you're too old to ask.
Speaker 2:Yeah, like a dude, and you're like 20, you're 26, like you're 28, I'm not saying there's a stupid question I don't know.
Speaker 2:I'm gonna say there's a lot of people that like come into the industry and I've I've worked with people that are like 30, 40. And they ask they want their hand held. I'm like dude, we have trainings every single morning at 8 in the morning. You can't even show up for yourself. You say I'm not your mommy, she says like that I'm going to have to tell them that, and it's just, overall, so simple.
Speaker 4:What we do, you know, it's people who are looking for insurance. Yes, we have all the trainings out there, but like not even that. We have youtube, google, like there's so many things that you can just use now and get, have access to just better yourself, right? So I don't think. Yes, there's a lot of trainings, but what we do is so simple. We're calling people who are looking for life insurance and we just sell them insurance.
Speaker 1:Yeah, I love it. People overthink it. Are you guys done with appointments for the day, because you guys are on like 9.37 your time.
Speaker 2:No, I'm trying to get people. I just bought leads from Arizona because it's 6.37, so we're in Pacific Standard Time for two new guys for them to be able to sell right now before we leave.
Speaker 1:Here they're here. Are they in this office? Yeah, I got to meet them. Yeah, you got to get them to sell, see dude, this is crazy, Like how many people left at 4 o'clock. You're getting your new guys' leads right now at 6.37 pm.
Speaker 2:Yeah, michael, better fill up that sheet right now.
Speaker 1:And it's 9.37 your time.
Speaker 2:Is it? I keep forgetting?
Speaker 1:Or 8.37. I think it is 9, right. I think it's 8. It's 8.
Speaker 4:That's wild dude.
Speaker 2:Arizona's up, we got West Coast.
Speaker 3:Yeah, If you pull up to our office, it's like everyone's there dialing like, even after 7.
Speaker 2:Till like 9 or 10 pm.
Speaker 3:Yeah, because that's the standard that we set, like from day one. When I hop on a call with someone freshly brand new, I tell them this is the schedule, this is what works, this is how you're going to run it, and you got to meet me halfway. If not, then I'm out Because you don't want to have to drag someone half. You're saying do half of what I do? Yeah, like that's the standard set from day one, like 8 to 8, monday to Saturday, and that's the standard that everyone runs in our office.
Speaker 1:No, they don't have to, because they're 1099 contractors. But you're just saying this is what we do.
Speaker 3:They don't have to, but we tell them, like 7% of people are successful in this industry. This is what 7% are doing. This is what you're going to want to do if you want to be able to see success.
Speaker 1:How many people just don't show up and then call you later and need help, and then you got to go. I'm not your mom.
Speaker 2:I mean the people that just don't show up like I'm going to be honest. It's my mistake, because I hired them, because they were virtual.
Speaker 1:Oh, they don't show up. They don't even show up virtually. They don't even show up virtually and then they'll be like, oh, it didn't work.
Speaker 2:Mm-hmm. People just can't have a schedule. They just can't have something a schedule set for them. So it's simple, I mean we just move forward, we move on.
Speaker 1:It's fine. Has it hurt if anybody's quit on you like you're like damn, I put so much time in this duty, just bailed no, no, because we're not stopping.
Speaker 2:So that's the thing is, like we're not stopping. The thing for me, too, is like what I what happens is when your faith is super strong too. If anybody has ever left, like I kid you, like God just brought in like 30 more people just because your faith is super strong, like imagine you end up quitting during those time periods of when it feels like it's hard, when it's not because you're going to keep going, so there's more that's going to come from it. I mean, if you have such a short term vision, then you're going to want to quit, but when you have that long term vision, there's more that's going to come from it. I mean, if you have such a short-term vision, then you're going to want to quit, but when you have that long-term vision, there's more people that are going to show up. So, for me, we stayed true to what we were doing. We put our heads down and now there's a bunch of more people. I literally just keep getting more DMs. Right now, it just feels like I'm attracting people to my business. It's crazy.
Speaker 1:Well, you are an animal, she is dude, she's a savage.
Speaker 3:That's the good thing about this business too. The beauty of it is like people that aren't on the same page or don't want what you want longterm, or what you want for them, they'll just weed themselves out, naturally.
Speaker 1:Yeah, but you just can't let them influence you yeah that's what I'm trying to teach people, dude, just because somebody tells you something, it doesn't mean you have to listen. And a lot of people are jealous of what we have so they're gonna poke at it. But the people that listen like I would never listen to that in a million years, ever. Yeah, I wouldn't entertain it 100%.
Speaker 2:Exactly I mean. That's what I mean too. Anybody that's ever left actually didn't even end up making it. It was a selfish reason for themselves. And at the end of the day, when there's things already set in place, and at the end of the day, when there's things already set in place, like people just end up not doing like big things. It's like. I've seen it time and time again. It could be anybody.
Speaker 1:People start off their own imos, it's just well, they say that, but they're just saying it it's, it's just all hype.
Speaker 2:Like Like it's nothing. Like there's nothing like FFL from what I've seen, like producer bonuses, all that. Like you have the exact same thing here in FFL. People are just super selfish, super selfish. And you have people that help you out along the way, like the way that Sean has showed up for me and showed up, and Jay, and then you too.
Speaker 1:It's different, like I've I've been had that before Well what I tell people is like you want a team where you do like, you have each other's back a hundred percent both ways, and that's how you scale, cause people actually desire to be a part of that.
Speaker 2:Yeah.
Speaker 1:Like over money. They'd rather be a part of a community where everybody has each other's back. Well, somewhere along the lines, people kind of lost that in this industry and they're like let's get this behind this person's back and let's make one extra percent over here, like don't say nothing here. But what they don't realize is that that's just a cancer, that you're hurting your own self.
Speaker 2:Yeah.
Speaker 1:Because you lose what people want, which is loyalty.
Speaker 2:Mm-hmm.
Speaker 1:You know, yeah. And it don't have to be to us. I'm just saying whatever it is for you have it be that, like I'm not saying you gotta like dude, people do well with a lot of companies, there's a ton of good companies, but like this is my team, I'm protecting it.
Speaker 2:Yeah, I mean you got to put your head down and work At the end of the day like who's going to teach me more than somebody that's already done it.
Speaker 1:Yeah.
Speaker 2:Right, and if some people end up leaving for selfish reasons, why would I follow the selfish person that's going to end up making me selfish, right?
Speaker 1:What's a?
Speaker 2:selfish reason that you're talking about. Reason is just more so like thinking for themselves in comparison to thinking about everyone else, everyone else, because, at the end of the day, if you're wanting to build something and it's a business you're going to want to think for other people. That's what sean has been able to translate onto us. It's just like the impact that you make on other people is going to be far greater and everything else is going to come with it everything else legit, yeah, all right, so um so yeah that's what you call those people damn, I wouldn't go that.
Speaker 1:Yeah, I wouldn't go that far drew, but yeah yeah, I guess you did describe that learn something. All right. So how can someone reach you if they wanted to work with you guys, and when can they be all over the us?
Speaker 2:we have offices. So this is the thing is we're doinga million a month and we have, we're going to be doing a million a month, and then we have offices that are going to open up for other people too Big, big team members. They're following the way to building their agencies, so we will connect them to those people that are building. We have one that's going to open up in California.
Speaker 1:What part?
Speaker 2:San Diego.
Speaker 1:Oh, I love San Diego. Did you already get an office there?
Speaker 2:No, we're going to open it up.
Speaker 1:Well, we should talk after this, because we got some connections.
Speaker 2:Really, let's go, because we have a lot of people that are going to get started in San Diego.
Speaker 1:Nice.
Speaker 2:And we have the office in Chicago, so if anybody's local they can literally just DM any one of our guys Brown, alex, anybody, leo, get into the sales opportunity, get to know them yeah, and we'll relocate people too.
Speaker 3:Yep, like we always help with housing, places to stay and just having people like be in a whole different environment to grow.
Speaker 1:How do they reach you, though? Because you said your DMs? You're just getting hit up for people to work with you all day right. What do you mean On Instagram, people going yo. I want to work with you.
Speaker 2:Yeah, yeah, on Instagram. That's where we're doing a lot of our marketing. So, on Instagram, yeah, that's the number one, right? That's where we're doing a lot of our marketing. So on instagram, um, yeah, that's the number one, right, that's where we're at.
Speaker 1:So if someone wanted to reach you. What's your instagram?
Speaker 2:it's vargas monce, vargas monce on on instagram what about you?
Speaker 3:mine's at sinfa on instagram, but if you look up my name, brown vargas, it'll pull up. How do you spell brian? B-r-e-o n?
Speaker 1:yeah, b how do you spell Breon B-R-E-O N, yeah, b-r-e-o-n, v-a-r-g-a-s.
Speaker 4:What about you, dude? My Instagram is theleohernandez underscore.
Speaker 1:Theleohernandez underscore yes, all right, let's go. So hit these guys up. Hopefully this helped. If you have anything, we Next time we have a guest in, put it in the comments because we want to give everybody kind of what's helping them. If you're thinking about getting in the industry, have a conversation with one of these guys. Whoever you connect with, it could change your life. I'm glad I took that phone call to learn about life insurance and I'm sure you guys feel the same way.
Speaker 1:Well, you didn't have a choice because she was going to make you do it, no matter what.
Speaker 3:Yeah, I didn't have a choice but, I wasn't going to let it fail, hey.
Speaker 1:Breon blink twice. If you need help, Start blinking a bunch.
Speaker 3:Yeah, most definitely. Life insurance is life-changing, for sure, and all the families that we help every day. It's a blessing, it's a blessing, let's go.
Speaker 4:And why not partner up with the number one company out there? You know, it's living proof If FFL I believe they did 850 million last year.
Speaker 1:Well, we did. I don't know about the exact number there so I don't want to throw it out, but we did do 15,000 applications with AmeriCo last week, last week.
Speaker 2:Last week.
Speaker 1:Which is kind of crazy, like 15, which is kind of crazy 15,000. I remember when we got to like 500. We're like, oh, this is crazy.
Speaker 3:Delayed gratification.
Speaker 1:And it's going At this pace. We got everybody on the same page. We have a good culture, we got good people, we got a good model. It's going up All right, guys. Thanks for coming in, thanks for joining us. We'll see you guys later.
Speaker 4:Thank you.