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The 22-Year-Old Dominating The Insurance Industry (Ep. 243)
Two years can rewrite a life. We sit down with Stanley Smith to unpack how a broke 20-year-old who failed his licensing test turned into the engine behind a 500-agent team, a 34,000-square-foot sales floor, and a daily target of half a million in issued premium. The story isn’t about luck; it’s about environment, standards, and telling the truth even when it stings.
Stan walks us through the early missteps—licensing setbacks, distractions, and a move to Dallas with two suitcases to escape bad habits. He explains why ruthless transparency sells better than scripts, how the first three minutes of a call prevent almost every objection, and why culture is his greatest asset. When most people in the room are producing, underperforming feels strange. That social proof shortens the learning curve, keeps the energy high, and turns Saturday discipline into Monday momentum.
We go deep on the real economics of life insurance sales: advances, chargebacks, lead spend, and what “$17k issued” actually means in your bank account. If leads stall, he pushes agents to pivot—recycle old leads, knock doors, text, email, and make bold in-person pitches. He’s open about the flash, too: $200k in shoes, big club tabs, casino swings. The takeaway isn’t the flex; it’s the regret and the reset. He’s shifting his message and his habits to be a better role model, focusing on scalable training, responsible money moves, and leadership that doesn’t steal the struggle required to grow.
The new office is more than a building—it’s a production system with 375 private stations, white-noise control, synced displays, training theaters, and a cafeteria designed to keep teams locked in. The vision is unapologetically big: reach $100 million a month by 2026–27, expand hubs with the same standards, and keep average production high. What matters most isn’t his balance—it's the IP report and how many new people gain belief.
If you’re hungry for concrete sales tactics, recruiting strategy, and leadership that actually scales, this conversation is your playbook. Subscribe, share with a teammate who needs the push, and leave a review telling us the one change you’ll make this week.
All right, guys, thank you for joining us today. We got Stanley Smith with us. How are we doing? What up, my man? This is exciting for me because you came in two years ago. Basically on the dot. And you had no money at that time. I feel like I had like a thousand or two dollars. Okay, maybe that's something for you.
SPEAKER_04:I was at that point, I think I was slinging like 30, 40 grand a month issue pay. So I was I was cash flowing. I wouldn't say I was keeping any money in the house.
SPEAKER_01:How far in were you? Um five, six months. But you were just 20 years old, came in here with a big dream. Two years later, what's life been what what has happened in the last two years?
SPEAKER_04:Well, we've we're doing seven, we'll probably finish this month at like eight million dollars. Um at that time I had like literally five agents, and we brought one of them with us, if you remember right, Manny. Um, and now we have we'll probably finish this month, we'll wrap up around 500 agents going into 2026. So in the last two years, we've grown basically 100x in all areas. Um and I mean just on the life side of things, you know, I retired my mom, retired my dad, retired everybody, you know, nobody's working now. They're just like Stanley, let me get some money. So life's been really, really good.
SPEAKER_01:Now you've done, I'm gonna bring this up because this is crazy. You you bought$250,000 worth of shoes.
SPEAKER_04:Yeah, probably in that bag. But tell them why. I explained to you why. You tell them why because it well, I was talking to Andrew and um I was just going through all the things because he was asking. Andrew loves to ask financial questions. And I was like, I mean, I have like a$200,000 shoe collection. He was like, How do you spend$200,000 on shoes? And I was like, I mean, Andrew, it wasn't necessarily a financial smart decision. I mean, it was stupid. I had the money though. Um, but I remember growing up every day when I went to school, I seen somebody with a new nice Nike backpack. I seen somebody with their nice shoes going into the school year. They get their new basketball shoes. Every year I watch people in their shoes and the way they dress, and I just like I never had that. So when I finally got some money, I mean I was going to school wearing shoes until my big toe was popping out. Like my big toe is literally, expect uh anybody watching, they they remember the Roche runs, the uh old Nike Rocher runs, big toes just popping out, whole soles coming off the shoe. Like, that's how I was gonna do it. What are you going on right now?
SPEAKER_01:Uh because if you got that many shoes. I don't know how oh, scoop back a little.
SPEAKER_04:Like the original version.
SPEAKER_01:Dope, dude. Yeah, dude. Now, what's funny, you can tell them why I'm always calling you, telling you, giving you almost like parental advice, like, bro, invest in this and be smart long term. And you're like, dude, I'm having fun. But you are making you are you are doing a lot of that stuff now.
SPEAKER_04:Yeah, I've cleaned it up, definitely. Uh the the shoes were mainly like when I was on an insane casino run. Like I was buying most of those cash. Like, I'm probably out profit gambling a million five this year. So when I had just hundreds of thousands of dollars of cash in my house at all times sitting in a shoebox, it was only right to spend it on shoes.
SPEAKER_01:So are you gambling? We're we're in Vegas. Are you gonna gamble?
SPEAKER_04:No, no, no, no. Why? I'm working, you know. Okay. I I gambled on the flight here. I won like 60 grand, so I'm probably done for the trip.
SPEAKER_01:But you've gotten hit hard too. Yeah. You can't you can't gamble like that and not get smacked around.
SPEAKER_04:I've had a couple nights where I went in there and lost like 20, 30 grand, and I was like, F them, I'm gonna be back. You know, watch me. And then I'd go to my shoebox in the closet, come back with a hundred grand or a hundred and fifty grand cash and lose the entire thing. So I've had my nights, you know. I've probably total winnings been around like 2.2 million. I I gotta wait for the earnouts at the end of the year to come out or the reports, but I mean I've given 500, 600,000 of it back as well out of those. That's why my profit's a little lower.
SPEAKER_01:Interesting. All right, so what is what has actually, Drew, let's get to this. Let's play some of these videos from two years ago. We pulled these up for you. Yeah. Let's see what we got here. How long it take you?
SPEAKER_03:Uh actually, like doing it if you do it, really it only took me two weeks. But it over the fan of three months.
SPEAKER_01:You were just procrastinating. Drew, can we see these or no? Okay, cool. How long it take you? Let's go.
SPEAKER_03:Actually, like doing it if you do it, really it only took me two weeks. But it over the fan of three months.
SPEAKER_01:You were just procrastinating.
SPEAKER_03:How heavy. Heavy. I mean, I I failed the test once, the first the general test. Um in Illinois you gotta take two tests. I failed the first one. Didn't even take the state. Um I bought the test like three different times because I kept rescheduling it and canceling it, and I failed, and I was just like, from there, it took me like three weeks to take it again after I failed that first time. But then once I took it, I mean it's the rest is history, it would just go from there.
SPEAKER_01:Okay, so that's you two years ago to learn from. Drew, can you pause this? Yeah. I want to talk about that one. That's you two years ago talking about failing the test three times.
SPEAKER_04:Well, I paid for it probably seven times. You know how many times I paid for it, and then it was just like, oh, I don't know if this life insurance thing's for me, and just never showed up to it. Because I started trying to get license like halfway through January, and I didn't finish until the end of April. So, and then you'll also notice like in that video, like I won't talk with my top lip, and like when I smile, I'd smile like on the bottom because my teeth were messed up back then. I'd got them knocked out in a basketball game. Now I'm just cheesing. Life's great.
SPEAKER_01:Wait, did you get your teeth fixed?
SPEAKER_04:Yeah, yeah, yeah. Got some these three are veneers, so because I got them knocked out.
SPEAKER_01:So they're like, You know why people like you? Why I I came up with this because you just tell it how it is, the truth. Even if it's like I look you you just told an insecurity right now of when you were talking, while your lip was like that. People love that. Yeah. I noticed that on the call because you when you were talking about your office, which we'll get into, you were just telling the truth.
SPEAKER_04:It's my philosophy is as a mentor and a leader, you know, we have to to teach them. And I can't teach them if if I'm not telling them what's really going on. You know, one of the biggest things a mentor says is like, oh, you know, I've already experienced this. I don't want you to make the same mistakes. Well, it's like, how can he not make the same mistakes if you're not telling them the mistakes you're making and you're not, you know, really showing them what it's like?
SPEAKER_01:Yeah. The other thing it makes people trust you. That does help a lot. Yeah. Like uh early on in sales, someone told me the more you tell a customer about yourself. So if you go like, I'm I'm worried about this because this happened to my mom or this happened to my dad, and this is what happened to my family. The more you share, the more they share. The more they share, the more ammo you could use to help them make a decision on getting life insurance. And that's what you that's what you do all the time.
SPEAKER_04:Yeah, I mean, that's why I was so good on the phones. I say so good. I was selling 50 grand a month every single month for like six months straight. Um, but that's wise because when I'd get on the phone with a client and they'd like, let's say I was calling veterans, you know, I'd start asking them about if they were in Vietnam or wherever they were at, you know, like they have some crazy stories. I'd start asking about those stories, but then I'd also like tell them stories about my life and like transparency, like, yeah, I was making these mistakes when I was younger. I was doing XYZ, and they just open up and like, here's my account number, you know. And um, every presentation I get, it's funny. All my agents go, it's like, you just don't get any objections. I need the lead you have. And I'm like, give me your lead pack, and I'll dial the same thing. And it's like the only objection I should really get is in the first three minutes of the phone call, like when the client doesn't know me. Past that, I mean, uh, the the whole point of your presentation is to present in a way that you avoid the objections, to overcome the objections before you get them. You know, that's why I don't like training a lot on like objection handling and things like that, because we want to do a really, really good job of presenting a presentation in a way where we don't have to worry about fighting back and forth. You never want to be trying to overcome objections with your client. You want to just work to get ahead of them.
SPEAKER_01:Yeah, 100%. All right, Drew, let's get the let's let's see this next clip. Cool. So you moved to Dallas to learn from Rob.
SPEAKER_03:That's at least what I tell myself about over here. It was uh uh 9 p.m. at night, I think is when I called Rob and was like, oh, the one way it was a very split second, last second decision to pack everything into two suitcases and hopped on a plane and I feel like we need a disclosure.
SPEAKER_01:Like, do not do this at home.
SPEAKER_03:Do not do this at home. Hey Drew, can we was that one of them? I want to pause on that one with Rob.
SPEAKER_01:Alright, so Stan, you moved. You completely picked up all your stuff. You moved. Did you move in with Rob?
SPEAKER_04:Uh, for like three days. Okay. Plan was I'd get a motel room. Well, I went in there and left, I went to work the next day and left my bags there. And him and Rena were like whispering, like, what are we gonna do? Like, is this kid gonna leave? So they were like scared to kick me out. But then after a few days, like they had their parents coming in. It was like three days in, they had their parents, Rob's parents were flying in. So I had to like get out of there. Um, so I went and booked this motel, and I mean, it was what I could afford, it was cheap. I walked in, dude. There's white stains all over the walls and stuff. I don't want to know what they were. The couch is like broken in half. I have photos of it. It was terrible and it smelled horrendous. So I sent those pictures in a group chat with Rob and his assistant, and his assistant was like, Stanley, I'm not gonna make you stay there. You can come stay on my couch, which is a blessing. So I went and sit on his assistant's couch for like two weeks until I got my own place.
SPEAKER_01:So So why'd you move? Because a lot of I've noticed a lot of people younger with no baggage, they don't have kids, they don't have anything holding them back. They're moving to learn from people. Like they could move to where you're at and they can learn from everybody in your office. Why'd you do that?
SPEAKER_04:I'm gonna be honest. Um, that was part of the reason it made sense, you know. But I was definitely moving away from like my family, my mom, which I'm really close with, my little brother, who like I didn't get to see any of his games growing up because I was down in Dallas for a year. I guess I only missed a year, but um, but part of it as well is like I don't talk about it a lot. I was in a relationship, and I left that relationship, and it was just like I just wanted to get out of there. I wanted to rebrand like uh the people reset. Yeah, I mean, the the place I worked at, it was like a little cult. Everybody in there was like knew each other, and it was like their whole life just obsessed around them, the people in there at that gym and that drama. And I was dating somebody from the gym as well, so it just wasn't so I got out of that area, and then as well as like the friends I was hanging out with, dude, I was going and like getting stoned, like to the point where I couldn't even think every single day. And then it got to a point where on the weekends we're starting getting getting high at like 2, 3 p.m. And it's like my whole day is a wash, and then like I'm waking up, I'm hopping on the phones, and my friends are like, hey, you know, let's hang out, let's smoke, let's do this. And it's like it more so wasn't about me needing to go learn from somebody else, it was more so about me needing to put myself in an environment where there was nothing else to do besides learn, you know, and grow. So I just wanted to isolate myself from from everything.
SPEAKER_01:So the girl you got you got out of this relationship, how long were you dating the girl for?
SPEAKER_04:Not long, like nine months, eight, nine months.
SPEAKER_01:But you just wanted to get away from everything and have a brand re have a brand new start.
SPEAKER_04:Yeah, it wasn't necessarily like getting away from her, like I'm once I disconnect from something, dude, I'm gone. So I didn't need necessarily that. It was more so just like putting myself in an environment where like I didn't have those temptations and distractions. Because believe it or not, like I'm not an outgoing guy. Like if you see me, even like when I go out and I party and have a little fun, the few times I do it. When you see me out, it's like I'm not out talking to people that aren't my people. I I have my people with me and that's it. Like I'm not talking to random girls in the club, I'm not hanging out with random people, like I'm not an outgoing, like I just want to meet everybody in the world, and I I just will talk to anybody. I don't. I sit in a corner. Even when I went to that convention down in uh Florida, you know, yeah, I ended up talking to 200 people, but bro, I was sitting in a corner minding my business, and then people seen me and was like, oh, it's Stanley, you know. I was trying to hide. Like, I'm not a super talkative person with everybody. So, you know, I was a scared boy going to Dallas, especially like me and Rob and stuff like that. Like, I'm not this kind of guy. So, you know, when I went down there, I like for I remember for six months straight, seven days a week, did not miss a day of work for like six months straight. Didn't go out a single place. I was door dashing everything. The few times that I went to get something to eat, like I'd take it to go, like wasn't hanging out with anybody, wasn't talking to anybody in the office for real. The only person I'd hang out with was Rob.
SPEAKER_01:And he's what did he do to help you?
SPEAKER_04:Uh I mean, everything, you know. He first of all gave me the opportunity. Um, and more than anything, every single time he wasn't necessarily helping me on my way up, but every single time I started to go down, he was there to help me. Interesting, you know, and I think that's what's important for a lot of people. People don't need help getting up. I can get up, I can grow, I can flourish, I'm a killer, I'm a winner. You know, but a lot of times I'm young when I wasn't keeping myself in check, or when I was making bad decisions, or when I'd start to turn and go the opposite direction, he was always there to call me out and keep me on my game.
SPEAKER_01:So legit. He loves you, bro.
SPEAKER_04:I love him, dude. He's done a lot for me. And and everybody's like, well, he's done a lot for me. It's like, dude, I was broke before this. Even if I'm only making 20 grand a month, he did a lot for me. You know, and that's what it was back then as well. That's why I owe my loyalty. That's how I look at it.
SPEAKER_01:Yeah.
SPEAKER_04:So legit.
SPEAKER_01:All right, Drew. Let's go two years back and let me see this next clip. I feel like we need a disclosure. Like, do not do this at home.
SPEAKER_03:Do not do this at home. Don't just let randomly go live with you. But I walked into the gym that I worked at uh talked to one of my old uh co-workers and I was saying what's up to him, and he was just happy to be up at the front. And it was like my second week on the job, and I had just had a a very successful day um at work. And I came back and was talking to him, and the baby and the worker was talking to me about it. He was like, you know, oh this happened to Manny over here, and he goes, Wait, you saw life insurance? I was like, Yeah, I just started, and he goes, For who? And I go Family First Life. Turns out he was getting recruited by another person uh for a completely different team for Family First Life. Took him forever. Same concept as me, it took forever to get on license and actually started, but then when he finally did, uh he was like between PHP and another Family First Life team, and then he ended up here and you know everyone.
SPEAKER_01:And now he's challenging you today, talking smack to you about let's go and outsell you. Hey, I love it. Alright, so there was another dude in here. I'm gonna bring this up. We were doing this podcast two years ago. There was another dude in here that was ripping sales, and he was talking smack to Stanley. What was he doing? Betting you he's gonna write more premium than you?
SPEAKER_04:It wasn't even that he was gonna write more premium than me. He was gonna be bigger than me, he was gonna do XYZ, um, all this stuff. And what's crazy is you've seen a small glimpse of it on the podcast. We went back to the Airbnb that I was paying for with Rob, the flight that he flew in on that I paid for for him because he was broke, right? The DoorDash and eating my food that I paid for because he didn't have any money, dialing the leads that I paid for because I was doing everything I could to help this man, right? Gave him a thousand dollar sign-on bonus like two months into the business because I had sold a lot and I was making decent money and he was struggling a little bit. Gave him a thousand dollar sign-on bonus. It was his mom's birthday, he got his mom some stuff, got himself uh paid for some stuff for on his car or whatever. We went back to the Airbnb and in front of all my agents, in front of everybody, went hard for like 45 minutes straight. I'm sitting there on the couch just smiling, talking about how he's gonna be better and all this stuff. He got a little bit of liquor in him. It happens. And um, I remember telling him I was like, I just think you don't understand. Like, no matter how big you get, no matter what your dreams are, mine are bigger, you know. And now, fast forward, he never he didn't stay in the industry. No, dude. He went on this tangent about how the business shouldn't work this way, he's gonna sell leads, he's gonna do this, went on this whole thing, went back home, then he was gonna go play professional volleyball, then he did a hundred different things, and then one day all I remember is he dropped off my DoorDash order, and I was like, uh like a lot of people just he's young though, at the same time, like he's 18. He was 18 at the time, he's probably 19, 20 now. Maybe he'll come back. Even if he doesn't come back, like maybe he'll find something and stick to it. Like, that's the most important thing. Like, I tell everybody that, even back in the day a lot more than now, because obviously I have the abundance of success I have now, and I really see how lucrative this business is. But back in the day when I was making 20, 30, 40, even 50, like there's other opportunities where you can make that kind of money. You know, and everybody that asked me for advice on what to do, I was like, listen, like I can help you, I can show you, but if you don't believe in me and you don't trust me, find something and just give it a hundred percent for a long time, not a short period of time. Because I like it's not gonna work for a couple months. It's not gonna work for a couple years. That was a whole different thing. Yeah, whole different thing. Crazy.
SPEAKER_01:Okay, Drew, let's watch this next clip.
unknown:Alright, seven seconds, here we go.
SPEAKER_03:You know, I didn't have to come for money, I didn't get time for success or anything like that. I didn't grow up a very normal life. I never like didn't have food on the table. Yeah, but I also never had, you know, necessarily the food I wanted on the table. So hammer helpers and things like that, it was what it was. Uh when I, you know, first four years of life I lived in a trailer with my mom. You know, the next two or three was in a ran down house that we were renting with like rats in the cloud that's like I didn't have a great upbringing. And seeing this opportunity and seeing what I can do here is very motivating to be able to do it. Not even for me, but to show other people that they can do it right. I have two sisters that are older than me, they don't do much. I have a younger brother that looks up to me. Um like I said, yeah. And uh like I said, I take care of my dad financially. He doesn't work, he's on a couch at home getting taken care of, you know.
SPEAKER_01:Yo, most powerful thing you said there. What do you think I would guess? What what I would say. The little brother? Yeah. Yeah. Like the thing you gotta remember is somebody's always watching you.
SPEAKER_04:A hundred percent.
SPEAKER_01:Like new agents are watching you, uh, nephews, um, little brothers, people you don't even know, or like they're watching you to follow what you're gonna do.
SPEAKER_04:And I was just talking to a guy about that the other day, um, about who I am as a role model, you know? And it was like, I because I want to be amazing in all areas of my life, dude. Amazing in all of them, and I want to have a really powerful impact outside of the money. And you know, I was telling somebody that I think I was a lot more valuable as a leader when I didn't have money because I led with value. And now as a leader, I lead with money. And it's something I'm changing. Then I was asking myself about me as a role model as well. It's like, well, I notice like when I start to wear certain clothes, everybody starts wearing them. When I start to drink a certain type of energy drink, everybody starts to drink it. When I start to go to a certain restaurant, everybody starts to go there. So then it's like, okay, those things are good, but what about uh what about something? Of the other things that I'm doing because I can that now these other people are doing even though they can't, you know. So maintaining it and focusing on what I post on social media a little more. Um, and honestly, not saying like, hey, go do these things, but don't post them anymore, like, let's just not go do those things, you know. Let's just change the way I move a little bit for a short period of time. Right right now, all eyes are on me. So protect that energy and protect that that influence that I have for a short period of time and continue to grow and flourish. And then there'll be a time in life, man, where I can go do whatever I want. But right now, with the the large influence and impact that I have, like I need to do a lot better being a more well-rounded role model. Because anybody can party and make a shit ton of money. Well, not anybody can make make a shit ton of money, but anybody can go and live a crazy life when they're making a bunch of money. But it takes a really disciplined individual to do the right stuff with that money and make it last for the rest of their life and teach people the right things with money and stuff like that. So that's kind of my main focus going into 2026. It isn't necessarily like I want to make way more money. That's gonna happen. I know that, but also like protect my my influence and just be an all-around, well-rounded role model.
SPEAKER_01:We talked about cussing the other day. Yeah. Tell them about that.
SPEAKER_04:Yeah. You told me to stop cussing on podcasts.
SPEAKER_01:But but why?
SPEAKER_04:Uh, because like moving into you know, attracting crowds that aren't aligned with cuss, like, there's a lot of people that don't cuss and stuff like that. And you know, again, that just talks about being well-rounded. It's like, well, if you're well-rounded, you can bounce around in every circle.
SPEAKER_01:Well, what I said was like, what if someone's kids were in the car? Yeah. That was one thing. And then the other thing I said was you were just as good without cussing. So what was the what was the point?
SPEAKER_04:100%. You know, and I've even went back and watched the the podcast where like I've asked for permission to cuss and then didn't cuss the whole cup podcast, and it was like that was one of my best cop podcasts.
SPEAKER_01:I mean, it can fire people up, you know, but I I think there's rooms for it as well.
SPEAKER_04:Yeah, and I think maybe things that don't last forever, maybe you know, maybe secluded circles and things like that. Yeah, there's rooms for it, 100%. There's time for it.
SPEAKER_01:There's a time and place for it. All right, I want to get to this this food thing. Um, and I haven't done this, but my little brother works for Ethos and he's hung out with you a couple times. Okay. And he's told me, he's like, dude, Stan goes to this place. What what's the restaurant?
SPEAKER_04:Maple and Ash.
SPEAKER_01:Maple and Ash. Yeah. And what is this experience? And I'm on I want to talk about insurance, but I want people to realize the life you've lived in the last two years, which is crazy, coming from these videos of you just getting started. Yeah. What is this maple and ash?
SPEAKER_04:The the Stanley Smith experience. So it's like it's a different experience when you go to Stanley Smith. And uh, you know, we go in, main appetizers are already on the table. You know, it's a party when we go in there. They know when Stanley Smith hits the reservation list, they're gonna take care of them. Um and I mean maple and ash in general just has the most amazing food. They're fantastic, but I know everybody in there, all the security guards at the front, the servers up top, everything like that. So it's just a constant just flow and action of us getting taken care of really, really well and having a great time. Waiters are taking shots with us and stuff like that. Um, you know, but I asked one time, I asked a waiter, you know. I tip good, I do. But outside of the money, like, what is it that because I feel like like not a connection that sounds weird, but a connection with these guys. Like these guys are a part of my life, even though they're just a waiter at a restaurant. So, like, what is it that's different? Because I see everybody at these tables all the time. There's people in here with more money than me. Why do you guys treat us so special? Like when I come in here with my group of people, or when I come in here alone, like why do all you guys just treat us so special? Um, and he was like, it's just the the type of human you are, you know. You've never come in here and no matter how much money you have, ever put yourself on a higher pedestal than us. You know, when we come in here, we feel like we're a part of your table, you know, and you respect us and we get to hang out with you and have a good time. And he was like, Not everybody shows that. A lot of people think because they're spending a bunch of money at the restaurant that the people bringing them the stuff are just like, you know, worthless and need to do their job. And he said, When you come in, it's like we're a part of your table and a part of your culture, and you've always just treated us with the utmost respect. So it's the least we could do is just give you the utmost respect back. Um, and I I actually asked him that in front of like a new upcoming agent because my agent was asking me, like, how do I get to that level? And I was like, You don't get to that level, you just keep yourself on the same level as everybody else around you and treat them like they're they're just as valuable as you, and they'll start to give you the world, bro. Legit. So, I mean, that's all it is. It's just a great anywhere we go. There's there's quite a few though in Chicago.
SPEAKER_01:Yeah, and then I I want you to tell this story you told me. So I called Stan, someone told me they're like, Stan spent 20 grand at the club or something like that. And I and I called him, I'm like, bro, you should invest in all this stuff. And then I'm like, he's like, bro, I didn't spend 20, I spent 60. But the story you told me, you gotta tell them. Where like these dudes were trying to buy more bottles than you.
SPEAKER_04:Oh, yeah. So this was this was recent, no? Yeah, like this is like two months ago or a month ago. I go into this club, it's a Monday night. Like, I don't go out during the week, but it's my boy's birthday party. So I'm like, okay, I go in there, it's supposed to start at 10 o'clock. I get there at like 10:30, plan to leave at like 11, 11:30. Literally, just go in there, get him a bottle of champagne for his birthday, dab him up, tell him have a good day. So I go in there, he shows up late, you know, it's 11. By this time, I've had a few shots of tequila because I'm sitting around waiting. And like, I bring out this rack of bottles, and it was like seven grand. You know, whatever. Seven grand, I'm out of there. I bring out this rack of bottles for his birthday just to celebrate him. And then these jerks on the table next to us, they bring out a bottle, which mind you, wasn't even anywhere near as expensive. They brought out like$2,000 worth of bottles to compete with my$7,000 worth of bottles.
SPEAKER_01:What kind of bottles are these? Because I'm not familiar with this one.
SPEAKER_04:I got a rack of like eight Don Perrians with two Clause Azuls. So Dom Perrion, it's a nice uh champagne, and then Clause Azul is just a nice tequila in the club world. Um, when they brought out a sign that was like, oh, your bottles were cute, get some money, or something like that. And I was like, Really, bro? It's a Monday night. So I'm like, okay. So then uh I bring out a bottle and I said something on the sign. I forgot what I said, but I was just trashing them. And I brought out like another five grand worth of bottles.
SPEAKER_01:And you put on the sign something back to them.
SPEAKER_04:Yeah, I put on the sign, um, I said, I'm already up like 15k. Catch up, little bro. And then he said, Oh, I've already spent 100k this week or something like that. Like, catch up. And I said, and so then I brought out a crazy now. These you guys are communicating on the signs that girls bring out, on the signs that girls bring out, also, but like I'm tapped in with the club, so they had my shit all over the TVs and the club. Like everybody was on the TVs, plasters are on the club. So then uh it minds you, bro. This is like eight dudes sitting around there zelling each other on their phones, trying to figure out how they can afford to split the tab and shit. And it's just me or and stuff, and then it's just me, Stanley Smith, in there just swiping the cards. So I'm like, all right. So then I bring out, I end up bringing out this crazy collection of bottles. It was probably like a$12,000 round of bottles. And I made them bring it through their section. So they walked through the club, they brought it through the section, and the science said, Stop trying to split the bill, Lowbro. And then I like tagged my Instagram on it, brought it through the section, everything like that. I ended up wrapping up the night at like$36,000 that specific night, and theirs was like 11. It couldn't even compete.
SPEAKER_01:So did they eventually tap out?
SPEAKER_04:Oh, they tapped out. Yeah, yeah. They tapped out, and then they tried to come over and dab me up, like, oh, you got it, bro. And I'm like, and then I but it sounds like this is a great story, but then I'm also just gonna tell you guys the back end of it. I went home retarded. Like, like, why was I even competing with these kids that aren't even on my level? What am I trying to prove with them? You know, it was just a waste of 36 grand, bro. We poured out 20 bottles of liquor because we weren't drinking that. You can't drink it up. We weren't drinking that, so it's like it was just a waste of$36,000. Now, luckily, I'm at an FFL, the best place to make a shit ton of money. So I made the$36 grand back probably the next day. But it's like at the same time, just to speak to what you're speaking about, bro, invest the money. Like, nah, you I know everybody that has stories like I'm telling right now, and they have these big adventures where they spend all this money and stuff. 90% of the time it's because they're just flexing, and 100% of the time they go home that night regretting it, saying it was stupid. And it's like, interesting, don't do it. You know, I'm gonna just tell the people that now don't do it, it's not worth it. Like, I'm out of the clubs now. I'm it's just not worth it. Serves literally no value in your life, and again, like speaks back to being a role model. So, what now my guys think, oh Stanley's going out on a Monday?
SPEAKER_01:Like, I like what you said. You were a better leader when you were broke because you were leading with value, yeah, that you were bringing people. That's solid. Drew, let's watch the next video if there's one.
unknown:Uh that was four.
SPEAKER_01:That was all that was it? That was all well. That was our little uh time machine.
SPEAKER_04:Little time machine.
SPEAKER_01:All right, so I want to get into a few things. One, what else crazy in the last two years has happened? And then I want to talk about actually insurance, um, risks, deposits, things like that. But what was anything else come to mind? Like, what has your life been like?
SPEAKER_04:Dude, it's just it's been a movie, man. Uh, 2025, or this year, actually, started this year. Like, we opened our first ever office. That was like the coolest thing ever. Um, moving into that office, like we none of us really had cars yet or anything like that. Like, that was our our foundation. We were doing a million dollars a month, and we had like 60 people. Our average IEP per writer was insane. It was like 23 grand a person. Um, and we moved into that new new office and we were like, bro, take us a year to fill this thing. This is perfect. Literally within two months, that entire office was full. It's like 12,000 square feet. Had over a hundred, had over a hundred people in it. And then fast forward, like that same, like when I'm when I got that office, I had to put like 60 grand down, 65,000 down. And I needed to put it down in like a week. And at the time, I only had like 45,500 in my account. And then, you know, bonus hit, shout out to FFL, and some commissions came in, and I was able to get the office. And then literally two weeks later, I hit the casino for$410,000 in 24 hours, you know. And then I go buy a URIS, finally, my first ever car. I was renting a car, I didn't even have a car at that time. I'm making a hundred plus grand a month and didn't even have a car. So I go buy the URIS a few months later. I'm still hitting the casino crazy. Like it's blessing. Business is freaking booming. We signed another lease on an office. We're pushing almost 200 agents, we're doing three, four million, like it's just scaling by a million a month every single month. Um, and just like seeing all my guys level up too. They started getting cars. People are out here. Ross is buying a Lambo, Alex is buying BMWs, we have a whole parking lot, just BMWs, Porsche, Lambo, Urus, like Rolls-Royce now, everything. And I mean, fast forward, I've bought all my cars cash for the most part. The only car I ever really financed was the Urus when I first bought it, and I had the money to buy it cash, but it was just like it didn't seem smart. But then I hit the casino a week later and just paid it off cash because it casino paid for it.
SPEAKER_01:What's your how how much do you like that Urus?
SPEAKER_04:I loved it. I miss it. I got rid of it. Oh, you got rid of it? Yeah, I mean, I think about every day like getting it back. My my I have a$1.3,$1.4 million car collection right now.
SPEAKER_01:Which is what? What's in that?
SPEAKER_04:Uh McLaren 720S, full carbon rift kit, like a$413,000 MSRP. I have DJ Mustard's old Rolls-Royce custom built for him with chrome heart rims on it. And then I have a one-of-one Mansori G-Wagon that was like$600,000. Um, so between it's probably that 1.3, you know, you put the colonin around 300. The uh McLaren at four, G-Wagon at six. Which one do you drive every day? You just like's the best car in the world. And like building up to like before I even got into life insurance, I was always wanting a colonin. And then I remember getting into life insurance. The number one thing I was always writing down on my walls, like, I got stuff in my old office that says buy a colonin. I got notes on my phone that says buy a colonin. Like that was the car coming up when I started getting money that I was gonna buy. So it was like that one for me is just like a sentimental thing. And I mean, it's just like dude, the dopest car ever. Stars in the roof, closes, closes, and opens the door on its own, insanely smooth. But you know, and on top of all that, like just some of the the nights I've had with the team and like, dude, uh life in general has been crazy. I'm fucking 22 years old, bro, flying around on private jets. Like, I think in in like two months, three months, I took like seven or eight private jet flights. Zooming around the world, went to Barcelona on a private jet, came back from Barcelona on a private jet. I'm flying to New York, Miami, Vegas, Cali, all on private jets. It was crazy. Insane.
SPEAKER_01:Legit.
SPEAKER_04:And like what people don't realize as well is like my people make a lot of money, but I cover every bill.
SPEAKER_01:You're not cheap.
SPEAKER_04:I don't split the tab with anybody. Every private jet I get on, every car I buy, every Airbnb we go to and travel to, every vacation we take, every dinner we go to, I cover 100% of it to take care of my guys, bro. I wouldn't be here without them.
SPEAKER_01:You know, they're also very loyal to you.
SPEAKER_04:Well, that is well, but what people don't understand is like when pee when you get people underneath you, people are so silly, they start to think that those people work for you. Brother, those people are my business. I work for them. You know, I wake up every day and work for those guys out there, they're not working for you.
SPEAKER_01:Like it's a volunteer army, yeah. Like, you know. All right, so you this the last few years you started doing this. Now I want to bring up the office in Naperville because I wanted to go see myself what it was like, which Naperville allegedly is the safest place in America. Is that true?
SPEAKER_04:Yeah, it's so boring. There's nothing going on out in there.
SPEAKER_01:All right, someone told me that stat when I was like, where is this place? So I go out there and you have three offices next to each other. How many square feet are all three of them?
SPEAKER_04:Um 18,000 plus 16, 34, 34,000 square feet.
SPEAKER_01:34, and it's filled with I want to say 18 to 22. How old is everybody?
SPEAKER_04:Yeah, I'd look younger than that. Younger than that, 18 to 20, 21, yeah.
SPEAKER_01:18 to 20, 21, and you're you're sharing with them what the life insurance industry can do for them.
SPEAKER_04:Yeah. I mean, at the same time, though, they're experiencing that I'm these kids are making more money than I was, Andrew. I wasn't touching, dude. My biggest ever month, my first year in business was 35 grand. These dudes are clearing it. I got dudes making 183,000, 100 grand, 60,000, 70 grand a month, six six months in the business.
SPEAKER_01:I'm like, uh now we we gotta talk about expenses because if somebody's watching this and they think they're just gonna randomly deposit 83 G's in a month and that's normal. One, it's not normal. Two, you got business expenses, three, you got leads, four, you got leases, five, you got chargebacks. Yeah, like this and a lot of people fail. Yeah, like 100%. You gotta you you have to know if you're watching this, like most people do fail.
SPEAKER_04:The majority of them. Yeah. I mean, if you get a hundred guys, I'd say eighty of them are out the door within 12 months.
SPEAKER_01:And then if somebody says they made 83 grand in a month, you gotta deduct leads, rent, chargebacks, all these things. So it's never as good as it sounds. Is that right?
SPEAKER_04:Correct, but at the same time, like chargebacks are already gonna be deducted. Yeah. If it's going into their bank account, that's already clear chargebacks. Yeah, right.
SPEAKER_01:Yeah.
SPEAKER_04:Um, leads, I'd say the most one of my guys is spending the absolute most would be like 10 grand a month. Very few of them are doing that. Majority of them are around like five to six that are really slinging. Some of the guys doing crazy numbers are like two to three grand.
SPEAKER_01:Five to six grand a month's a nice number. Yeah, it's beautiful. That's what I was always at. That's like the sweet spot, huh? Yeah to spend on leads. 100%. Okay, then you got taxes. Taxes are important. Yeah. Now, so I went there and then one of the kids was like, Yeah, dude, if you're in Naperville, like you can work at the Amazon warehouse, like Costco, or you could sell life insurance with FFL. Like, there's like like people knew that this was an opportunity in Naperville.
SPEAKER_04:We've taken over. I want to say I put all of Illinois on the map, dude. We got people from all areas of Illinois. Everybody knows about it now. It's like the biggest talked-about thing out there. And what's even crazier is like a lot of it's negative. They still think after two years of putting on, dude, I don't know how much more I gotta do. After two years of putting on, they still think it's a scam, they still think it's too good to be true. And I don't have anybody quit for real. I don't have anybody leave, really. I mean, almost everybody we bring in sticks and they start making money. And it's like still to this day. And what I say we're real close to cracking that. Once we crack that and we up our marketing game and you know, move into this new office, and people really start to see like this is legit. Like, I mean, I went out and spent a million dollars on an office. I wouldn't do that if it wasn't real, and I think that the it'll double down and it's just gonna blow up.
SPEAKER_01:Alright, so I want to bring the one this kid text me this morning. He was asking me who he should work with. He you were on the list because he sees your numbers. And his name's Cross. Well, uh, who knows if he'll ever do anything. If he does, it'll be cool because we're talking about him in this video. Um but he's like this was interesting what you told me. He he he's like, Can you connect me with Stan? I I connect you guys, he hits you right away with how much comp can I get.
SPEAKER_04:Is that what he said?
SPEAKER_01:Or I don't know.
SPEAKER_04:Oh, he asked me on a because uh I get so many DMs. I put up a post like, hey, sales managers, like I'll take on two to three partners. And he said, What do you guys offer? And what did you put? I said the world? Like, what do you mean? I like what do I offer, bro? I what does that mean? What do I offer?
SPEAKER_01:What do I offer? Alright, well, the reason I want to bring this up is because how do you recruit people? Like you have a lot of people coming in, like that office has a few hundred people hitting the phones, yeah, right? And you guys, what's the what's the sales goal per day? Uh half a million. So your your your sales goal with all the people around you is a half a million every single day. Half a million a day. So if you think about it, if you guys close down for a day, that's a half a million in premium. Lost. Okay. How do you r how do you guys do that? How do you get so many people to come in, um take it seriously, get results?
SPEAKER_04:It's one of those things where it's like if you came in there and didn't take it seriously and get results, you'd be kind of weird.
SPEAKER_01:Interesting.
SPEAKER_04:Because it's like that's not normal. Like you've been here two months and you don't sell any insurance? Why? Like, what are you doing wrong? That's how I like that's not even coming from me, that's coming from my guys. It'd be one of those things where like if you came in there and you were goofing off, causing distractions, it'd everybody would just kind of look at you like, like, what's this guy's problem?
SPEAKER_01:You know why it's funny you're saying. Say that because when we first started, my team was full of people complaining, and it would be weird if you were doing well. Yeah, okay. And then once the fit once more than 50% of the people were doing well, it'd be weird, it'd be weird if you weren't doing well.
SPEAKER_04:That's why it was so important in the beginning. Like, I was such a hard ass in the beginning. But I told my people every single day, every day I'm telling my people, like, you guys don't understand. You don't see it the way I see it. First impressions are everything, and where we're taking this thing, bro, it is just a moment away from just people flooding in day after day after day, like you don't see it. Get your freaking feet off my desk, sit up, dial the phone, go home, change your clothes. You didn't even shower last night, go shower. Because when I walk through this door with a new agent, he needs to see what's going on in here. That's because it it it even if it's just a Saturday, and then I bring this guy on a Saturday and he sees us in there screwing off on a Saturday, and you guys are all telling me, Oh, Stanley, don't be so hard on us. It's a Saturday. But then this agent, that's his first impression, that's what he thinks it is. So now he comes in on Monday with that mindset. And now I just lost a day's worth of work. And now he comes in. I had something going on, so I didn't even get to catch it. So now he was in there screwing around. You guys are so soft, you started screwing around with them. Then I show back up to work, and my whole office is screwing around, and it's a Monday because you guys screwed off on Saturday, and then I that's the first thing that's gonna be. Yeah.
SPEAKER_01:There's a big difference between those two things.
SPEAKER_04:I talk about it all the time. Like, you know, I think the the reason we were able to scale at the pace we scaled is because it took us so long creating our very, very strong and cute core foundation. Like if you left before 10 p.m., that was weird. That's crazy. That was weird.
SPEAKER_01:So you guys are going till 10 p.m. to hit numbers. These are a bunch of I'd not now. I'd say not now. Eight. Okay. I don't know what happened. Yeah. At one point. What happened is you start making money, life gets good. Yeah. Yeah, yeah. Uh interesting thing though, like early on when I was selling, I made this rule during Christmas that I would work the week of Christmas and I would still hit my same numbers. And early on, it was because I needed to make money. And then later it was because I knew my guys needed to make money, especially the new people. So I still did it. I would still make sure I hit and I didn't just do it, bro. I I blasted everywhere what I was doing the week of Christmas so everybody could see it, so they could know they don't have to follow this lie of you have to take a week off.
SPEAKER_04:Dude, I I'm working Christmas Day. Best believe it. Best believe it.
SPEAKER_01:Legit. Okay. Now tell us about your new office.
SPEAKER_04:Like I don't think office is the right word. We gotta think of some like Do you do we have a video of this somewhere? We can uh yeah, because then he can pop it up.
SPEAKER_01:Yeah.
SPEAKER_04:Drew, can you shoot me a text real quick so I can just it'll be my most recent one to forward to you. I told him to send me a video of the office and they sent me the freaking uh working at the old office. I was like, no, they don't want to.
SPEAKER_01:Drew, we gotta get some we should we should get a little poker table in here. No, this. This is the poker table. Alright, while while you're pulling this up, give us a little bit of info on this thing.
SPEAKER_04:So it's got three hundred and seventy-five cubicles, private dialing cubicles. Now, when you think of a cubicle, what do you think of? I think of like a gray box. You think of a gray box. No, no, no. These all, every single cubicle has the fully built-in with monitors, electronic desk that goes up and down and it's got a little curve to it. Every single cubicle has a little closet deal right here that opens up for your suit jackets. It's got hangers already in it because you know we're gonna be stepping in suits, right? Every single cubicle has a little white noise box above it. You turn on the white noise system, you can you can soften the sound, you can turn it up and down, keep them focused and locked in. TVs around the entire thing, all synced up with like iPads to display on all the TVs, so we can put up leaderboards, play music throughout the office when the energy's down. Um, 45 private offices, 15 large conference rooms. Every single conference room has like the camera that's staring at me right now, has like that set up above a TV, all controlled by an iPad, so you can sync all the conference rooms together and run meetings throughout the entire office or like other places.
SPEAKER_01:How many seats is that in a conference room? If you synced them all together.
SPEAKER_04:Oh, I have no idea. And the training room you can sync. So, yes, and then there's this library. I don't even read, but I might now like the library's lit, has a full, full cafeteria. I'm talking about a cafeteria that seats like 150 to 100 outdoor dining as well, four refrigerators, four microwaves. I'm gonna put vending machines in there, um, ton of like storage rooms and stuff. Everything's fully furnished, has all the chairs in it. It's got like this huge open area. So when you go into the kitchen, there's this big open area that you can look down onto our second floor because there's two floors. Open two floors. So it's like the two floors are like it's not like a floor, and you would never know what's going on on the floor below you. You'll see. And you look in, and there's 300 chairs out there with a stage up front, full microphone systems and everything set up. So I'm gonna walk in there. Oh, I'm gonna walk in there and rip it. And the whole thing is like this. It's wood. You twist it, it's a white projector, the whole thing behind. You can have a massive projector. Then you go over in the left corner. This is outside of all the private offices, all the conference rooms, the cafeteria, the uh the game room, arcade, pool table, everything like that. This is outside of all that. There's this room with a fully functional audio system and everything like that, with desk lined up, probably 60 chairs, classroom, ready to be trained in with a podium at the front, daily trainings and stuff like that for your need to get it together group. Anybody doing less than 10,000 a month, mandatory has to go in there. You know, I'm gonna structure it and set it up. It's insane. Did you send it to Drew? Yeah, yeah, he's he's pulling it up right now. You might want to mute the audio on that. I don't know. It's all right. We didn't we didn't PR this video before we got on the podcast.
SPEAKER_01:Leave it on.
SPEAKER_04:So Al, what do you think?
SPEAKER_01:Oh, this is the new you. This is you and your team going and looking at it. Yeah, these are some of my top guys going to check it out.
SPEAKER_04:This is their first time ever seeing it. So I'm like giving up because I'd already seen it, so I'm like giving them the the tour. But if you look, if you wanna this is you're not even trying to get it. And like all those rooms are gonna come up, where I don't even know what we'll do with that kind of thing.
SPEAKER_01:Then just like how much is this? How much is this how much is this costing you?
SPEAKER_02:Another conference room with TV, let it roll. That's around the code.
SPEAKER_04:It's uh comes out to like 150 G's a month. There's two floors.
SPEAKER_01:And how much to get in?
SPEAKER_04:Because like to get a lease like this, you gotta you gotta be I can throw up 20 person last month's rent, large security deposit, it's all in how much uh I'll be in for like 780,000. Just move it out. 780,000 to get in this building, and your vision is you're gonna fill this thing, fill it, fill it, and then have to put people in other offices because we filled it so much. That's the vision.
SPEAKER_01:And how are you gonna do that?
SPEAKER_04:Recruit the recruit the world, brother. Recruit the world. Your mom sells insurance, she got her license. No, she's getting license. Recruit the world. See, look, so this is the rewind it real quick so I can uh just a smidge so you can see a little more. Uh, because I want to see like the cafeteria. So right there was like the kitchen area. See all that fully ready to go. And then it opens up. That's the staircase to the second floor, opens up into this huge open onto the second floor training platform, all set up with the stage up there, little podium for the microphone. Morning meetings, bro. Morning meetings. I'm about to uh sign the lease. Literally, uh everything's lawyers, blah, blah, blah. Got insurance, whatever, the whole nine, signing the lease when I get back home, getting the keys, probably before Christmas. Official movement date changes.
SPEAKER_01:Are you doing a grand open? Are you gonna do some type of massive grand opening?
SPEAKER_04:You're invited, January 1st. Everybody's invited. Anybody watching this?
SPEAKER_01:Oh, it's on January 1st?
SPEAKER_04:January 1st. I guess that's a hard time for everybody, huh? Hey, bro, if you want it, you want it. I don't know what to tell you. I know if my guys don't show up because they were out partying, they just might not have a job. I don't have time for that. This is our timeout cube. So you got that one agent that doesn't sell any freaking insurance, but he teaches everybody how to sell insurance. You put him in that cube, and his only job is to sit in there and dial. He can't talk to anybody, he's he's done.
SPEAKER_01:We used to do that, but we didn't have this cool office, so you had to dial under the table like a troll.
SPEAKER_04:Yeah. You just got that one guy, man. He he's teaching people how to sell a hundred grand a month, and he doesn't even sell his.
SPEAKER_01:I'm always you, I'm always talking about that on our trainings, dude. You are not allowed to talk.
SPEAKER_04:Right there. Never mind. But you've seen those desks, like they're all the electronical moving up and down. That that cubicle is huge, like those little cube berries are huge.
SPEAKER_01:The interesting thing about your strategy.
SPEAKER_04:Oh, so those right there, the things that are angled, yeah, that turns into a projector, yeah.
SPEAKER_01:That's dope. The interesting thing about your strategy, dude, is a lot of people thought they could take over by hiring people all over the country, but you had a different idea. You just said, let's just hire them all right here because we have we can be licensed in all 50 states. Let me ask you this. How many agents do you have right now? Writing. Yep. Uh on a yearly basis? Monthly. Monthly, like 4300. 40, 4,300? Yeah. Okay.
SPEAKER_04:I can find 4,300 in Illinois.
SPEAKER_01:No, 100%. Yeah. You know, so keep it there.
unknown:No.
SPEAKER_04:And we're actually, I got some stuff on the way. I don't want to speak too soon, man, but I'm I'm really, really confident in uh in my ability to help people. And I think we're gonna close a deal out in Utah. I think we're gonna close a deal out in Florida. I think we're gonna close a couple deals here soon to have some stuff moving in other places, you know, and it'll be my job to get the those places on the same caliper we're on. That way when I send people there, I can trust they're gonna, they're gonna have the the Stanley Smith experience, you know. Um, but I think it's gonna be massive. I think we're gonna expand real soon because I was telling you yesterday, dude, you know, people don't understand, like, yeah, like money's amazing, don't get me wrong. And I have everything you could want. But I'm going home every night to a 4,500 square foot apartment, just me. Like I'm the only person in there, you know, and I I'm taking a 45-minute drive home in my culinary, which is amazing, but it's like no music on, just thinking. Like, I don't take those times to complain or like I just think. So I got a 45-minute drive home. I'm at the crib for two, three hours before I fall asleep alone. I stay off my phone, I don't watch TV, I don't really play video games. I just game plan, I manifest. I'm thinking to myself, like, how big can we get this thing? FFL right now, they did 72 million last month, correct? I think I can do that by the end of 2026, if not by the end of 2027. I think I could be doing 100 million a month, you know. I I wanna I was gonna text Sean Mike the other day that's like, bro, like we're so close to uh doing a billion a year. I mean, that's 83,000 or 83 million a month, and it's like we're doing 72 right now with the amount of people we have. It's embarrassing that we can't see how close we are and just within 30 days get to 83. I think if we got every single person in FFL on one Zoom call and you gave me 30, 30 minutes with them, I think next month we do 83 million. It's like impossible not to. So when I'm looking at the numbers, I think we can be doing 100 million a month by the end of this year, if not next year.
SPEAKER_01:How many agents do you think that is for you?
SPEAKER_04:I don't want to go below 15,000 a rider. Like, I don't know.
SPEAKER_01:That's an interesting stat too. So, like for for people watching this, it's like you could recruit people, they could sell one policy a month. You could recruit people, they could sell two.
SPEAKER_04:We're at 23.
SPEAKER_01:That's our average. So you're saying your average person's issuing 17 G's a month.
SPEAKER_04:Yeah, but that's not good. Because like, let's do the math on that, let's be transparent on that. Okay. 17,000 a month, if they didn't have any downlines or any other income, 50% of that's in your bank account off rep. You got your 75% advance, you got your comps on this and that. You know, this this is gonna charge back, you know, whatever. Account for 15, 20% charging back, count for your 75% advance, and then whatever comp you're at, 50% of it on the on the low end is gonna hit your bank account. That's the number I always use. So, what is that? That's eight and a half thousand. Eight and a half thousand will issue the 17, you probably should have spent two grand on leads. If not, that's probably why you're only doing 17,000 a month, right? So, I mean, they're making five, six grand a month, like in in an industry where you can make anything, and it's like everybody has the same opportunity. And the way I look at it is if I'm spending a thousand dollars on leads and I'm depositing five grand on it, or even if I'm spending a thousand and I'm only depositing two thousand, I'm only two X in every dollar I put in, which isn't a great multiple in this industry at all.
SPEAKER_01:But it's good in business, it's low.
SPEAKER_04:So then the the question isn't, oh, how do I become more profitable off these leads? Like, this sucks. I'm only making a thousand off of every thousand I spend. It's like, well, bro, what's your goal? You want to make 20 grand a month? Profit? Okay. Go spend 10,000 on leads, and then you or go spend 20,000 on leads and you'll deposit 40, 20 of that's profit, you know?
SPEAKER_01:That's a pretty bad yeah, you're right.
SPEAKER_04:In this industry, that's terrible, but at the same time, it's like if that's your conversion, that's your conversion, and then work every single month to get better. But people don't want to put their back against the wall, people don't want to grind for a long period of time. But I genuinely think I'm gonna take this thing to well over 100 mils a month.
SPEAKER_01:Yeah, that's legit. Okay, so um, you got this office, you invested. What what do you do? Because I know you get this. There's no way you don't get this with the guy that goes, This doesn't work for me. I'm putting in the activity, I'm buying leads, and I'm not profitable.
SPEAKER_04:Yeah. What do you do? You keep going, bro. I didn't say it was gonna be profitable day one. And here's the I tell them, stop buying leads then. Right now, you got to pay your bills. You know, you got to figure it out, and also you got to get yourself excited. Right now, like you're doing everything right, but you're not succeeding. Why? It's because you just don't believe in it. So we got to figure out how to believe in it. Stop buying leads. Here's what we need to do. You need to understand that although this is a lead by an industry, this is a I gotta do whatever I can to be successful industry, right? So stop buying leads, pull every lead you have together on one spreadsheet, dial them, uncolor code them, dial them from top to bottom. Didn't work. Dial them again, didn't work. Dial them again, send them a text message, leave a voicemail, send them an email, knock on their door, knock on their door, call your grandma, your friends, your family when you're in a grocery store. Yell at the top of your lungs, listen, I hate to bother you guys. I sell life insurance. I notice a lot of people, specifically in this area, paying way too much for their life insurance. If there's anybody here that's struggling with their life insurance bill or thinks they're paying too much, I got to spend five minutes with me, see if I can help you. Didn't work. Going to another grocery store, didn't work, go into another grocery store. How many grocery stores could you go in in one day? Well, there's like 20 in our area. You can go in 20 in one day. You're telling me not a single person. I'm a human being, bro. I'd be interested. Hey, I mean, what you got to offer, bro? And people respect the hustle as well. I mean, you're gonna get a deal or two out of it. You see what I'm saying? So there's options, there's opportunity out there. So if the leads aren't working for you, you need to go see that like you just gotta put yourself out there. And then also you're making yourself super uncomfortable. And when you get comfortable being uncomfortable, you'll scale. So it's like I just tell them, like, okay, well, then if you're complaining, you're saying it's not working because you're spending X amount on leads, stop spending money on leads and figure out how to make money, and then go back to buying leads or whatever. But it's like we gotta be versatile, we gotta figure things out. My first deals were my grandma and grandpa. That was two weeks in the business, you know, and I ended up making 17,000 that month.
SPEAKER_01:Yeah, so you're saying just keep going, pivot, keep going, make some changes. Or like what if they don't get that? What if they don't get that um burning desire to win? What if it's just do you have anybody who just doesn't get it?
SPEAKER_04:Get a job.
SPEAKER_01:And you tell them.
SPEAKER_04:Yeah. Because you know, right, Andrew. Andrew, right now, you're sitting here telling me all the what-ifs, what-ifs, what ifs. All right, well then, bro, go get a job. I just sat here for five minutes and told you solutions. I told you how we're gonna make it work. I'm telling you, I'm gonna stick with you through the whole thing. You're still telling me what ifs, go get a job, bro. Love you to death. But like, I just I'm telling you solutions. I'm trying to help you figure it out. You're still giving me what ifs. You're still saying this, this, then that. I can't work with that, bro. Like, what do you want me to tell you right now? Right now, what do you want me to say? I like I can't just send you money every month. It's not fair to the other people that are struggling.
SPEAKER_01:Did you ever have anybody that you like gave money to? 24-7. And and you're like, man, I shouldn't have done that because every time. Every time?
SPEAKER_04:Every day. Every day. We've been in this podcast for an hour, but if I pick up my phone, there's two or three Cash App requests. You know, it's like is what it is, bro. It's life, you know. And I can't blame anybody, bro, because I was soft in the beginning and was just taking care of people. And, you know, I was talking to another agency owner in FFL the other day. They were asking me for some advice, and I was breaking down their business for them. And I was like, here's your problem. Because she was talking about leaders, developing leaders, or not she. They were talking about leaders, developing leaders, this and that, and how they they needed stronger leaders in their business. And I was like, Well, here's your problem. Your entire career, you always tried to make it easy and take care of people. Making it easy and taking care of people makes average people, makes good agents.
SPEAKER_01:It steals the struggle they need to run a big company.
SPEAKER_04:The struggle creates greatness. Like, I want to make a bad agent good, and then I want to make them great, right? Or I want to make a good agent great. And sometimes to make a good agent great. They got to go through some bad stuff, you know? But you've done an amazing, you're such a good person. You've done such an amazing job of taking care of people. You've made their life easy. And now you're stuck with a bunch of average people, even your leaders. You made their life easy. You gave them extremely high comps. You just bump, bump, bump. You gave them leads every time they needed it. Every time their downlines came to you for something, their bills need paid, or they need leads, you took care of it for them. That's their responsibility. But you didn't make it their responsibility because you just wanted to help. And I love you for it. You're an amazing person. But sometimes by helping people, you're hurting them. And you got to understand that people got to go through some stuff. They got to struggle a little bit because we want great people. We want great human beings, first and foremost. And then once we get past the great human mean part, we want to make great freaking business owners. We want to make great producers, great leaders. We want to be great. And you can't do that when you just help everybody be good.
SPEAKER_01:Yeah. Um, all right. So we're gonna wrap this up, but a couple things. We got some of your guys in here. We're gonna be doing, we're gonna be interviewing. We have not heard from a lot of your team.
SPEAKER_04:Oh, we're out on an island working head down.
SPEAKER_01:Yeah, so what can we expect? Who do we have in here today?
SPEAKER_04:Um, starting from the top, we got Ross Bickos.
SPEAKER_01:He is he your number one like right-hand dude?
SPEAKER_04:Number two. Number two. Who's number one? Alex is putting putting a little bit of belts of ass on him right now. Putting a little bit of belts on him right now. Um, Ross is number two right now, and he brought up he brought his guys. So it's gonna be Ross's group. Ross's group. Um, you got Drew and Adnan, killers, right? They are there every Sunday, the hardest workers you're gonna have in this podcast room, right? Those two. You got Ryan Eggert, he's the goofiest of goofy. Um, he's gonna put a smile on your face, uh, but he can sling. You know, he sells insurance. He sold like 90 grand one month. Um, we got Angel, he's brand new, been here two, three months, recruiting like crazy though, came out the gate selling at a high level, left behind a hundred and fifty thousand dollar a year pharmacist job or something like that um to make this happen. We got Drew Stacy, that's like my best friend. Um you need to fire him up though. You know, the problem is, is like we just talked about, well, he's living Stanley Smith's life because he's Stanley Smith's best friend, and he's not having to work as hard to get Stanley Smith's life. So he's been at the same spot for a while. But good, he's my best friend for a reason. Amazing human being, you know. Umj covered in debt, left and right, couldn't sell to save his life for his first two months, figured stuff out, slinging at a high level, brought his brother into business, paid off all his debt, doing a lot better. And then we have Logan and Joey. We call them country financial. They gotta dip in. Oh no, they're they're not Joey's not the country part, it's Logan and some of the boys he brings in. You know, they're just some just some Bama boys. So you'll have fun with them. But I mean, we've got an amazing lineup, and a lot, what's good about this is every single one of those people I just listed off, they're all different groups of his, all very unique, all very different. So you're gonna get a lot of different insights and stuff like that. And one thing I will say is every single one of those guys knows how to perform at the highest level. They're lazy, so they're not, but they're gonna get their shit together and stop being lazy because like I'm gonna stick my foot so far up somewhere that they won't have a choice. Um, but the the value they're gonna provide is impeccable. They're they learn from me, you know, and Ross.
SPEAKER_01:Love it. So we're gonna be um interviewing this whole team over the next few days. We're gonna be releasing these next week. Um, just so you guys know, we're after you watch this, the following episodes are the rest of the team that are involved in this.
SPEAKER_04:And what I'll do is I'll do you want better. Um I'll rip a uh a podcast studio in the new office. I'll have it finished before the end of January. You come down February, check it out. Let's go. We can rip everybody will be there.
SPEAKER_01:So we can we can really just I'm curious about this. You made all this money, you spent all of it.
SPEAKER_04:All of it. I'm transparent, all of it. Yeah. I'm I'm not gonna sit on here and lie to you.
SPEAKER_01:Okay. You spent all of it and you said you were happier the other day than you were when you had uh an abundant amount of money. What what were you trying to tell me?
SPEAKER_04:Because I'm happier right now, you're saying? Yeah. Yes. Um, because I I've been at work till 10, 11 o'clock every single night. Grinding with my people, I've been dialing the phones, you know. Like, I understand I gotta get my my cash flow. My cash flow is cash flowing, but it's like I was also spending more than not more than I was making, but I spent everything on some of my best months. And then like I had a million saved. I always kept a million in my account at all times, so it was like I never actually spent all of it. Well, then next thing you know, office opportunity presents itself that costs 780 grand. You know, next thing you know, I had a dude in an investment opportunity that I put into like 10 days before the office opportunity came up that was 250 grand. Well, 250 minus a million, that's 750, 780, 750, something's off. We got to make some money. So it's like when I started making crazy amounts of money, I started doing crazy amounts of money things. But guess what? Nobody else had that kind of money. You know, I was just like, I'm alone, or like, you know, then I'm stressing about or do you think like you're fulfilled helping? I fucking love fucking, you don't want me to curse. I fucking love this, bro. I love being in the office. I love grinding, I love these trainings. I was on a call, dude. I don't even make money off of anybody in FFL except for the people in me. And I spend my day on calls with these people in FFL helping them, working through situations. Uh, it's 12 45 at night, but you got guys out here, so it was like 10 45 for them. It's not even that late. 12 45 at night, and I'm on the call with uh uh Zach, you know, Edmunds guy? Yeah, killer. I'm on the call with him for 45 minutes, bro. I I get home, I haven't even eaten. I door dash five guys. First bite of food I'm gonna take all day. I take a bite of it and hop on the phone with him. Whole burger sits there and gets cold. I gotta microwave my dinner. It's like I love it, dude.
SPEAKER_01:Soon, like the reason I'm asking is because is providing value to other people um more rewarding than living the lifestyle of doing whatever the hell you want to do at any time, buying whatever you want. Is it more reward rewarding? 100%, bro.
SPEAKER_04:It's like beyond just providing value to people, it's like being in a group where they're all trying to get to the next level and grow and like you know, taking myself off the oh, I don't gotta do what they're doing because I've already made it level and just putting yourself back in their level. Like the trainings are better. Like I was running trainings the entire time when I was making a ton of money. Well, guess what? They're 10 times better now. I'm staying in the office every single day, I'm getting there early, I'm traveling for work to do this kind of stuff again and do these trainings and events and stuff. And it's like the second I kicked back in gear, bro, my whole world, like it's about to blow up to the next level. Everything's lining up, and that's how it was my entire career. Everything fell into place because I was moving so fast and working so hard to make it fall into place. And then I started chilling, and that's exactly what happened. The whole business started chilling, and it just wasn't fun, it was stressful. I get, dude, I get more stressed out about the IP report than I do about what's in my bank account. I give a shit less what's in the bank account when the IP report comes out. That's what's important. So, and you know, they they deserve it. You know, I I look at my bottom line, not my directs, all my directs are solid, making hand over fist, not their directs, they're doing good, but the new people, the new people, the new people that don't know Stanley, don't know how the company was built, don't know what he was like two years ago, don't know the grind and the more than anything, just the passion and the belief that Stanley had in the business and the passion and belief that he was putting in the people, that's what they need. They don't need to learn how to sell, they don't need me to teach them how to read a script, they don't need me to do XYZ or buy them leads. They needed me to put that passion and belief in them that they lack. And it's like nobody's gonna do it but me. So, like I losing a little bit of money, not losing money, but like spending the money I had, which was my nest egg for the last six, seven months, you know, spending that nest egg and reinvesting it back into the business one is crazy exciting because it's like we got we gotta make this shit work. I'm out of money, Andrew. Um, and again, not out of money, like I'm gonna make go into Jane December and make$750, go into January and make a million dollars. So the money's coming in just as quick as it's going out. So that's not the fear. The fear isn't running out of money, but it's like going into that back against the wall. I'm excited. This is the first time I've been excited in a while, bro. I was waking up doing the same thing every single day.
SPEAKER_01:Yeah, the reason I'm I'm bringing it up is because I felt that when when I hit a certain point, I stopped doing all the all the things I couldn't imagine what it was like after you sold the company. Yeah, I mean, dude, I started like I stopped doing all the things like pouring back into people, and I started to be like, Oh, I what can I go do for me? And then I was more miserable than I was when I was building stuff with other people, and that's what I was telling people too.
SPEAKER_04:I was saying, like, bro, I just grinded the last two and a half years of my life, like I'm taking this time to enjoy me. And it was like, that's not fair to them. Yeah, that's not fair. They just got here a month ago, yeah. They just got here two months ago, they weren't a part of that grind. That's not fair to them. You know, I created this brand that's bringing these people in, fulfilling them with promises that we're gonna change their life. Well, that's not fair to them that Stanley wants to go take a vacation for two months because he can.
SPEAKER_01:So the the what I want to wrap up with is this you said you're changing like your content, your messaging, like what you're teaching people. What did you mean by that?
SPEAKER_04:It's gonna just be a lot more value, um, as well as like you know chilling out on just like the the clubbing and the spending money, and like I was thinking to myself the other day, like, dude, why do I have three cars? I literally only drive the Rolls Royce. It's like I'm going to the penthouse and I'm like, This is so not fun. Like, the shit never works to open the garage. So I always gotta call the front desk to open the garage. I gotta park on the fifth floor. Like, I'm just for five minutes straight, just driving in a circle, going up this parking garage. I gotta wait on the elevator, the key fob never freaking works. The doors slam because there's so much wind up there, the the temperature is unregulated because it's an all-glass penthouse and it's cold right now, so the heat's on and off, on and off. The heated bathroom floors are going in and out. It's like, bro, like, is it really worth it? Like, I could be kicking it. I I could literally be living in my mom's crib right now, seeing my mom every day, hanging out with my little brother and shit. Like, that would be awesome, you know?
SPEAKER_01:That's cool. All right. Um, if somebody wanted to work with you, how could they reach you?
SPEAKER_04:Uh probably best bets Instagram. If you text my phone number, you won't get a hold of me, dude. I got 8,000 missed messages.
SPEAKER_01:All right, so if Stan was rich on Instagram, uh if Stan was rich, do you work with them directly? Do you place them with someone? Do you got time to work with them?
SPEAKER_04:It just depends. I mean, you know, if you're willing to give up everything to be direct to me, I'll do it. You know, but if you are trying to hold on to this and that and have this reason and that reason, it's like I got a guy that'll that'll listen to your BS. I'm not like go work with him. But at the same time, bro, like I run my entire business, all the Zoom calls, all the trainings, everything's ran by me or somebody that I pick to run it. So you're gonna get no matter who you're with in my organization, you're gonna get the same exact treatment and get taken care of. So I promise you.
SPEAKER_01:Thank you for for uh wanting to give back to people, whether it's you're on your team, on another team, uh pay it forward.
SPEAKER_04:But the way I look at it is like I'm Sean's preaching every day, he's trying to get this company to a billion. You know, I want to help him do that. Like, I want to be a part of that. He's doing something bigger than anybody else has ever done in life insurance. Yeah, and like I'm not the face of it, but I get to be a part of it. I'm on the team, I'm in the starting five, you know. It's like sub me in, coach. Like, he might throw me an assist to dunk the game winning shot. Like, we're gonna get there with him. And it's just amazing to be a part of like me and you are both a part of the best organization in the life insurance space.
SPEAKER_01:What do you say about all the hate people give us?
SPEAKER_04:About FFL? Yeah, bro. Okay. Uh uh a name that rhyme rhymes with Benser and Bo Jag just posted that he was an income. His shit's like a hundred thousand some month. His best month ever was like 700,000. The majority of his months are like two, three hundred thousand, and he's supposed to be the highest income earner at another company. I do a million dollars a month. It's like that's what I say. Uh the everybody's got the grass is greener, right? They have the highest comp, they have the best carriers, they have this, they have that, everything. All this stuff that the FFL doesn't have, which we have, and they say all this stuff, and then they take a guy from me. Three months goes by. How much is that guy making? Oh, less than he made when he worked for me. No shit. My bad. How how much is their top guy making? I'm talking about the guy that basically runs the company. Less money than me. Oh, damn. How could it be better? I feel like the best opportunity is where you can make the most money.
SPEAKER_01:Yeah, but somebody the scoreboard does matter, right? It also is how much premium are you? We're destroying them. Yeah, it's not even close.
SPEAKER_04:But some personally put up more IP than 90% of the IMOs out there in the world.
SPEAKER_01:Yeah. Now, somebody told me this though. They were like, Well, I want to compare bank accounts with Andrew, like uh top dude at another company. Like you and their top dude, yeah. And I'm like, I thought it was weird, but my my first response was I would rather compare my top 200 people's bank accounts to your top 200 because that's the real number that matters, bro. 100%.
SPEAKER_04:Well, even topics. The top guy could be making money, but uh, we're talking about what's the best company. Is he does he have a company where people are making money? Yeah, so 100%. It doesn't matter what the top guy has, he's supposed to have money, is the you know, but what's he doing with that money? Is it being redistributed down through his people or is he just keeping it?
SPEAKER_01:100%. All right, bro. You the man. Thank you for coming in. Hope you guys enjoyed this. We'll we'll see you later, bro. We're watching you this office experience show. Oh, it's gonna be insane.
SPEAKER_04:I'm gonna get the uh the little meta glasses. I'm gonna just start live streaming through the office. Do it, bro. All right, guys. You can see. See you, bro. Appreciate it.