Nobody Wants to Do This... But It WORKS (Ep. 246)

What if the most powerful sales advantage isn’t talent, but a boring routine you repeat until it looks like magic? We sit down with the Viper Financial crew to unpack how a 19–21 year-old team paid off debt, built real momentum, and turned disciplined habits into steady production. MJ shares how he stared down 30,000 dollars in credit card debt, found insurance by chance, and cleared it in under six months by protecting his mornings, dialing before food, and treating every conversation like a fresh start. We talk about the “three, three, six” annual rhythm—three great months, three rough months, six middling—and how to ride it without burning out.

We dig into the office culture that accelerates trust: proximity, daily reps, and leadership that stays inventive to avoid stale routines. Then we go deep on persistency. You’ll hear exact tie-down language, the “flat tire” affordability test, and why handwritten thank-you notes and scheduled check-ins at 3, 15, and 90 days keep policies on the books. We show how confidence and energy transfer over the phone, how one close can spark a streak, and how to reframe common objections so clients protect the purpose of their 401k and rentals instead of using them as excuses.

Angel stakes bold goals and backs them with standards: outwork the person next to you and the person next to them. Joe reframes sales like sport after a football injury, bringing his identical twin into the business for relentless accountability and weekend deal sprints. Along the way, we separate signal from noise—price and coverage clarity before deep product dives, momentum over perfection, and the daily rent of repetition. Come for the inspiration, stay for the scripts and rhythms you can use today.

If this resonates, follow the show, share it with a teammate, and leave a quick review telling us your best morning routine for momentum.

Transcript

SPEAKER_03 1:31

What's up everybody? Andrew Taylor here. Today we have MJ with us out of Illinois. Thanks for joining us. We have Angel Vargas. Joe Rizzuto.

SPEAKER_02 1:43

Excited to be here.

SPEAKER_03 1:44

And we have Rostin. And this is part of his team. And you guys are running Viper Financial. Viper Financial. Yes, sir. Alright, so to give you guys some stats, MJ, let's see. Your biggest month is 51,030 applications. That was October 2025. When did you start?

SPEAKER_01 2:04

Yes, sir. I started back in March.

SPEAKER_03 2:07

Okay. What's it been like and what did you do before?

SPEAKER_01 2:10

I worked at Coca-Cola before this, and then I was in Army. Well, I'm still in the Army right now. Nice. But it was, I don't know. I I started off this industry in like a lot of debt, so it was like, alright, cool. Figure this shit out.

SPEAKER_03 2:24

How much debt?

SPEAKER_01 2:25

Uh 30k, credit card debt.

SPEAKER_03 2:27

From what?

SPEAKER_01 2:28

Just life. I got fired in August. I got fired in August. And then in between that time, it was just like I was just living. Like I was still working though.

SPEAKER_03 2:42

Are you married, kids, girlfriend? Nothing. Just you? Dog?

SPEAKER_01 2:48

Why you say a dog?

SPEAKER_03 2:49

No, like do you have a dog or anything? No crack. Yeah. Okay. Um, and you were just living, you had no job, you were acting up 30 G's in credit card debt. Were you freaking out?

SPEAKER_01 3:00

Not really.

SPEAKER_03 3:01

No?

SPEAKER_01 3:02

I mean a little bit, yeah, but like not really.

SPEAKER_03 3:04

And then how'd you find insurance?

SPEAKER_01 3:06

Um, I was sitting there. I was like, shit, I gotta make something, some workout. I was sitting there on Snapchat scrolling through stories, and I had seen Ross's story, and I had seen like Stanley just won like 300,000 at the casino.

SPEAKER_03 3:18

Okay, has anyone actually been with Stanley when he wins 300 grand in the casino? Because I've I've thought, is this real?

SPEAKER_05 3:24

Yeah, Drew, Drew's one of the main culprits when when he goes out to gambling. So Drew Stacy, the guy with the bright blue eyes. Oh, he loves gambling. Oh, yeah. Oh, that's his guy. Yeah.

SPEAKER_02 3:34

He did win a hundred grand in my chair in my office. It does have some organisms. Like an online bet or something? Who did? Stanley did actually. Yeah.

SPEAKER_05 3:42

Yeah. That's crazy. Yeah, and then I think like a week later he won a quarter million. I'm just gonna take the pride and say he was in my office. You know what I'm saying? So have you ever seen him lose? Absolutely. Yeah. Absolutely. Sports pets, blackjack, you know, anything.

SPEAKER_03 3:59

Well, we're in Vegas. You guys go hit in the casino?

SPEAKER_05 4:01

I don't know. Stanley saying no. I think he's locked in this trip. You know, he has a bunch of business, business opportunities lined up right now. So, you know, I don't want to, I'm not gonna say anything, you know. But if he's down, I'm down.

SPEAKER_02 4:12

Well we're gonna get back to the office or do we get back to the crib, we're working. You are crazy.

Debt, Mindset, And Finding Insurance

SPEAKER_03 4:19

Okay. All right. Um, let's see. So one of your things, your edge is if you're in debt no matter what, you stay positive and strong-minded. How do you do that?

SPEAKER_01 4:30

I mean, don't let that cloud get over your head. It's like I mean I feel like some people they'll see debt and they'll just have like a dark cloud over their head, it's like always down, depressed, like, oh, how am I gonna figure this out? It's like clear 30 grand and less than six. And you paid it all off? Yeah, living comfortably though. And it was like I don't know, that that was like, alright, this shit's real.

SPEAKER_03 4:53

So what what do you think about this industry now? Cause like this, it's not all good.

SPEAKER_01 4:58

Yeah.

SPEAKER_03 4:58

Um like I don't like when people be like, it's all good, because it it it's really amazing, but it's still business.

SPEAKER_01 5:06

I think that that three, three, and six rule applies. It's like six months, it'll be like good, and then you got three months, uh, and it's like three months, it's like it's just hell. That three months of hell, it's like you just gotta embrace it.

SPEAKER_05 5:18

So three months great, six months mediocre, and then three months just terrible.

SPEAKER_03 5:24

Yeah. And you guys are going and that why is that? Why do you think that is?

SPEAKER_01 5:29

I just think that's the business.

SPEAKER_05 5:31

Yeah, I just I don't know. That's literally like, which is so strange. Like, that's what I've experienced for the two and a half years. It's like there's always three amazing months, and there's always just three terrible months. You know, whether that's just like personal things that like bring that upon you, but like personal relationships, you know, outside things outside of business that that bring those three bad months, it just always happens. You know, it's a good reset, too, you know.

SPEAKER_03 5:56

Yeah, okay. So you you put on here your top tip is to be consistent for a new agent. Someone asked me, like, how do you lead a big team? And my answer was, you gotta be there, first of all. And then they were like, How do you get people to trust you? And I was like, Well, you need to spend time with them to for them to trust you. My numbers, like, once you spend once people are exposed to you for like 40 hours around that, they will be like, I trust this person. I'm not gonna question what they're doing. You probably spent now the crazy thing about you guys is you get that exposure in two, three days because you have everybody in the office with you. That's interesting. I think it's a blessing and a curse, you know.

SPEAKER_05 6:37

Um, apart side of like being younger, like in the general office, the average age is what, like 20 years old. So they need that constant exposure to leadership. Um, so but it also like the reason it could be bad is because like the intentionality behind their work, if you tell them to do something, just like if you tell like someone you love them every hour, it's gonna lose its its meaning. So the as being an upline internet mentor, you have to come up with new things and keep the business exciting because it's not like I'm gonna see you for two days, give you the most amazing thing in the world, and then three months I'm gonna see you again and just do it again. You guys, you're seeing these people every single day. Yeah, you have to keep this exciting for those people. That's the hardest part about being in office, is you have to, it can't just be the same thing, it can't be repetitive, and that's something I struggle with too.

SPEAKER_03 7:23

Yeah, bro, me too. Well, I used to do a call like every couple days with our team early on. Then I'm like, bro, it's too much. Like they're hearing from me too much, yeah, to where I felt like it was just repetitive. So you have to get pretty creative when it comes to that.

SPEAKER_05 7:43

Yeah, that's the hardest part. And like they say, like, oh, insurance is not entrepreneurship. Like, show me another business model where you can get over a hundred people to follow what you say without having to be creative. Like, it's like sure, like selling insurance may not be entrepreneurship when you're in the business and you're recruiting people and developing people, like there's you can't be successful unless you're thinking of new things that keep people interested. It's the same thing, you know.

SPEAKER_03 8:07

But the thing is, dude, success is really boring. That is true. It there's like it's not sexy like you think, like the as far as like getting the results. Like you think this what you guys are talking about is really cool, right? But what does it actually look like to get the numbers for you? What's your day look like?

SPEAKER_01 8:27

To hit those numbers?

SPEAKER_03 8:28

Yeah, like what are you doing?

SPEAKER_01 8:30

Uh coming in the office 7, 7:30, start dialing all day, yeah. 7 to 12, at least dialing. And buying smack the deal. Yeah, it's like, what am I thinking about food for? I'm trying to dial, like I'm trying to close the deal real quick before I go.

The Three–Three–Six Rule Of Business Cycles

SPEAKER_03 8:45

But it's very repetitive and boring, right? Yeah. But when you get customers on the phone, it's kind of interesting. It's kind of fun.

SPEAKER_05 8:51

I think me and MJ were talking for an hour. We're at we're picking up Stanley from the airport. We're just waiting. We're talking for an hour about what I could do better. Like, I'm asking him questions about what I could do better. Like, he's my downline's downline, right? I'm asking everyone, like, I'm asking him questions. He's giving me advice. I think that's what we're missing. I think I'm showing everyone the flashy life and what it could be instead of what like the actual, like the process is not as sexy as it seems. You know, they need to fall in love with the process, is not being so flashy. I think that'll help a lot.

SPEAKER_03 9:19

Well, like the the result is sexy, but the day-to-day is you guys are grinding, right? Yeah, you're on the phone.

SPEAKER_02 9:27

You gotta fall in love with the struggle, that's what it is. You gotta get comfortable, you gotta get comfortable being uncomfortable.

SPEAKER_05 9:33

Yeah, I think I need to like practice what I preach. I always preach like find a way to suffer just a little bit longer, you know, like that.

SPEAKER_01 9:40

You gotta get Ross back in them trenches. Oh yeah. You wanna know what's funny?

SPEAKER_03 9:44

I uh I sold a policy the other day, and it was the happiest I've been in a in a while at work. Feels great. I was just like, yo, I I used to be addicted to talking to people and and getting them policies. It was like my dopamine for the day. And it's also really rewarding when and you get to learn about them, you get to learn from them. Um, but I just thought that was interesting that getting back into the trenches actually was so felt so rewarding. Yeah. Oh yeah.

SPEAKER_05 10:15

Well, I mean, we're in that we're in the corner of your office, and I'm like, I'm looking through my emails, I'm responding to people. Like, they look at me and they're like, I'm not, I'm tripping an angel. I'm I'm giving him a hard ass time. I'm like, what are you doing, man? I'm buying leads, dude. Run the stuff that you have. Like, bro, we don't know if we're gonna get pulled in in 30 minutes. And Drew turns over like, When are you gonna get when are you gonna get in here with us? I'm like, You're right. Like, fifth call in, I close a deal. That was so good. That was today. It was so good, yeah. It was today. And like, I don't know, this is like euphoric. Like, I was sick before that.

SPEAKER_03 10:44

I thought you should take you should you should challenge Ed Non and go, dude, you talked a lot of smack today. I'm gonna beat you next month. Dude, that would be crazy. He doesn't want that. He doesn't want that. He thinks he does. Oh my gosh. All right. Um what's a tip you have for someone just getting started in the industry?

SPEAKER_01 11:07

Be consistent and embrace the suck. Literally, that's it.

SPEAKER_03 11:10

You've said that all day, embrace the suck.

SPEAKER_01 11:12

Yeah, because it's like, like I said earlier, like people get a dark cloud over your head and just be mental. Like half of this industry is mental. Like you come in today, like, oh bro, like these are the same ones I'm dialing.

Consistency, Office Culture, And Trust

SPEAKER_03 11:23

It's like some people say 80% of this business is mental and 20s activity. But it's like, are you positive? Are you throwing good vibes out? Are you smiling? Are you or are you negative? I had this time where I had I did 40 sales in a row, and I was like the most positive person ever. And then I went into what I call the doom loop where I couldn't get anyone to say yes. And I I no sold 40 in a row. And I was like, bro, is it me? Like, what do you mean by no-sold? What is that? Like 40 people in a row told me no on the presentation. Yeah.

SPEAKER_05 12:04

You got slammed four times.

SPEAKER_02 12:06

I know it's weird. Them clients can like they they know if you've gotten slammed. It the energy transfers right over to them. But it also goes both ways. Like, if you close somebody, it's almost like the next person you talk to, they know that you just close somebody. I know, it's crazy.

SPEAKER_05 12:21

That's time to close the deal, it's right.

SPEAKER_02 12:22

Like they can say, like, fill your energy. That's why I teach my my my uh my downlines all the time. Like, you get one deal, bro, like you have to keep going. Like, momentum is so huge. It's so huge because they can make or break you for sure.

SPEAKER_01 12:34

I feel like Stan touches on that a lot. Like, you get slammed 20 times, and it's like, all right, I'm getting hot. Like, I know I'm getting close to that deal because I didn't talk to 20 people. I just got to talk to 21 or 22 to to get that deal. So it's like, oh, I'm just waiting for that right person.

SPEAKER_03 12:48

Yeah, it's legit. Okay. Um if someone wanted to work with you, how could they reach you?

SPEAKER_01 12:55

Instagram, text message, phone number.

SPEAKER_03 12:57

What's your Instagram?

SPEAKER_01 12:58

Uh Mike and Vaughn James, M Y K-E-N-V-O-N dot J.

SPEAKER_03 13:03

What's your uh what's your phone number?

SPEAKER_01 13:05

630 888 6054.

SPEAKER_03 13:08

Alright, cool. Alright, my man. Congrats on your success. And how long you've been doing this again?

SPEAKER_01 13:12

Uh since about six months.

SPEAKER_03 13:14

Oh, so you're still new. Dude, I don't think I was even making money for six months when I started. Like I think I was actually getting enough chargebacks and spending enough on leads to barely make any money. Really? Yeah.

SPEAKER_05 13:29

But can I ask you a question? What is the biggest income month you've ever had?

SPEAKER_03 13:35

The biggest income month I've ever had was probably like um I don't know, 250k net. So you there's people making more than I ever made. You know?

SPEAKER_01 13:50

Is that off the personal pen?

SPEAKER_03 13:52

No. No. But like my biggest income month was probably 250k net. Or like somewhere around there.

SPEAKER_02 14:01

What was your best personal pen when you were really slinging?

SPEAKER_03 14:04

I did four I I usually did about 400,000 every year.

SPEAKER_02 14:09

Oh, that's like 33,000 a month. Yeah.

SPEAKER_03 14:13

Every year I do, but it was like this like 10 years straight, and I'm going to people's houses, so I'm not doing it on Zoom. It's like I have to show up to their house. Yeah. That's the trenches. That's the trenches right there. Yeah.

SPEAKER_01 14:27

You think we should go back to that?

SPEAKER_03 14:28

Heck no. I don't know why. I mean, it seems so good now. Like, even when I did that sale over the phone, um, the lady was like, it only took like seven minutes to do the Americo app. I was like, bro, this is easy.

SPEAKER_05 14:45

Yeah.

SPEAKER_03 14:46

It was legit. Like, you could have a good lifestyle, but the important thing is you keep clean quality business opposed to like high on the leaderboard, high chargeback, high cancellation. Yeah.

SPEAKER_05 14:58

What are we preaching, boys? On three, one, two, three, persistence. Yes. Go. Persistency, legitimacy.

SPEAKER_02 15:06

Yeah. Do you have any tips with keeping up with your persistency? Like top, top quality.

Boring Work, Big Results

SPEAKER_03 15:11

I mean, I this what I could just tell you what I did. One, don't write the app if they're not going to keep it. Like, you know, if they're going, I don't really want it, and you're you're still going, let's get you approved, and but really tie them down and go, Look, if if you were to die tomorrow, you're gonna need this. Let's get it approved. So selling the right way is one way. Um, and people actually like to be sold that way, like they they like it more when you're straight up and go, and then they also like it when you're passionate about it, and like you said, people can feel things there. That belief is gonna get transferred. Okay, so like they can feel how passionate about it you are. Now, if you're confident, they're gonna keep it. Because they feel they can feel that. If you're not confident, there's a bigger chance they're gonna cancel it. And then I write them, I wrote every customer a personal thank you card that said, Hey, thank you for trusting me with your fam with your family's insurance. I look forward to helping you for many years and serving your family. And I'm here if you ever need anything, and here's my cell phone number. Every single customer, no matter what, takes freaking one minute. Write it, send it in the mail to them. Um, and then the other thing I would do is tie it down good. So tying it down good is hey, miss, hey, Mrs. Smith, are you sure this is comfortable for you? If you get a flat tire, you can't make it to work, is it still comfortable for you? So I'm almost like really pressing. Are you sure the money's gonna be in there? Because if if it's not, if we don't do this right, the death benefit is zero. Right? Uh so I I'm I'm doing that. And then the other thing is I'm tying it down at the end where I'm going, if somebody else calls you, they're gonna try to upsell you, switch you a different product. I've already shopped all the carriers for you. So if you don't want to be upsold, like at the car dealership after you buy a car, they take you to the finance uh department. You've bought in four cars recently, right? Yeah, they take you to the finance department. There's nothing on that thing besides the car and the tax.

SPEAKER_05 17:24

But what do they try to give you? Oh, they try to do the ceramic coat, the paint protection, they try to do the, you know, if you get a flat tire, I like that bell tire, man, they'll fix it for free.

SPEAKER_03 17:34

So you're the customer right now, and I'm and I'm talking to you. And you're you just said that because I brought this up. And I go, okay, so if anyone else calls you, they're gonna try to add some stuff on, just like at the car dealership. I'm your guy. If you need anything, you can call me, save your uh name and my phone number, save my phone number and your phone. Call me if you need anything, and then following up too. That keeps business on the books. Uh, so like, are you gonna follow up in three days? Are you gonna follow up in 15 days? And are you gonna follow up in in three months and say, hey, how are you? Do you need anything? I'm your rep. I'm here to serve you. I'll make sure you're taken care of. How's your how's your kid's football? So a lot of people don't do that. Like they don't ever follow up. It's called a hit and run agent. They they get their payment and they disappear.

SPEAKER_05 18:25

But is you know what's crazy? I don't I've never worked with a bad salesman for cars. It's like it attracts like motor cars of Chicago, amazing people. This random guy, his name's Kane from Gerald Ford. I bought my Ford Mach-Ecause I was just I always wanted one. I don't know, I just got one. It was 0% interest as well. Like, wrote me a letter. Wrote me and my dad a letter. Like, because he got a car too. I was like, it let like that literally inspired me to better be a better sales agent. I'm like, dude, this is I'm I'm like, I'm looking at it. This is real ink. He wrote this out, you know. So and he like, no, no BS either, like Chicago Motor Cars, nothing, nothing on the thing. They already knew I said I don't want to pay for anything else, just the car, right? Didn't try to upsell me. And like the dude from Gerald Ford, named Kane, you know, like I still remember the name. Like, I I brought one car from this random person I didn't even know. I still know his name, you know. Like, every single person has their person, right? And like I explained this to my agents. It's like every single person has a barber, every single person, if they go like to one spot, they have their waiter, every single person, like they have their their people they surround themselves by, like, be their person, you know, and like you will your persistency will go up like crazy.

SPEAKER_03 19:37

Yeah, it's like the how do you be their person? That's the thing. Yeah, I mean, it's yeah, you just have to have some personal. I used to not want to call people because I was scared they would cancel. I didn't even want them to remember that they got the policy because that that was my mindset, yeah. Opposed to let me serve you, let's make sure everything's good. Do we need to adjust anything? How are you doing? Dude, it goes a long way.

SPEAKER_05 20:01

Yeah.

SPEAKER_03 20:02

So I it's funny because now you got all these CRMs and all these tools you can use, but we would literally write this, write them down on a piece of paper to call them, you know, in seven days, 30 days, and 60 days, and make little marks on it.

SPEAKER_05 20:16

Yeah. We don't have nothing special either. We love we love FaceTime.

SPEAKER_02 20:21

We love FaceTiming people saying, you know, like I texted, I mass texted all my clients, like, Happy Thanksgiving. I'm gonna do the same thing for Christmas too. And I actually had two or three people reach out and say, Hey, I want to get more coverage. Yeah. Hey, my son needs some coverage too, okay? And I know those people aren't getting flipped, you know what I mean? Because I took a little bit of extra time to actually text them and do the little things that agents won't do. You know what I mean?

SPEAKER_03 20:42

Yeah. Legit. All right. So, Angel, let's get to you, my man. Forty I love seeing this. 46 applications in September was your biggest month. I like seeing the app count just because some people get a big app count, a big, a small app count, a lucky policy, a big number for the month, but 46 you're not playing. Um you joined in July after seeing a friend doing it. Who who was the friend?

SPEAKER_00 21:13

Um, the friend was a dude who like no longer works at FFL.

SPEAKER_03 21:18

Why'd he quit?

SPEAKER_00 21:19

Uh he switched to agencies.

SPEAKER_03 21:21

Oh, he switched somewhere else? Yeah. Okay. Cool. What what what did he not like?

SPEAKER_00 21:26

Um, he wasn't he didn't he didn't really like coming into work.

unknown 21:30

Oh

SPEAKER_03 21:31

He didn't like working.

Momentum, Mindset, And Sales Energy

SPEAKER_00 21:32

He didn't like, yeah. He didn't like that he had to come in and he was like uphold to certain standards. You know.

SPEAKER_03 21:37

Interesting. All right. Um, so you never want to settle for anything less than a higher standard. How old are you? 19. 19. Bro, crazy. You can't even go gamble right now. Unfortunately, no. Fortunately.

SPEAKER_00 21:50

No, they don't want to see me at the booker table.

SPEAKER_03 21:53

Okay. Every all you guys have this confidence. It's it's awesome. Now, do you think you can beat Ed Non in personal production? Because he said you'll never beat him in your entire life in here.

SPEAKER_00 22:06

A hundred percent. I'd smack him if we went. If we went app for app, like he just got lucky on a couple apps. I think his biggest deal was 4,500 out of the 91,000. No, no, no. No, no, no. If we said I'm gonna challenge him after this, it doesn't matter.

SPEAKER_03 22:22

Challenge him on here. So no, dude, no, just just say it on here. He's gonna watch it.

SPEAKER_00 22:26

I promise you. I promise you. What is he? We're gonna come back next year?

SPEAKER_03 22:30

Yeah, no, no, no. Next month.

SPEAKER_00 22:32

Next month, I'm gonna issue pay more than him.

SPEAKER_03 22:34

Alright, let's say January. January.

SPEAKER_00 22:37

For the rest of his life, I will issue personally issue pay more than him. I promise you this. I'm gonna use I'm gonna do a hundred per 110% of my possible ability to just outdo hims personally just because of this moment. Doing more side bets?

SPEAKER_03 22:53

Yeah, do you guys want to do some bets? I don't know. I think I'm gonna I think I'm gonna take it non.

SPEAKER_01 22:59

I think I'm a bonus on it, not no. Bro, everybody's taking it.

SPEAKER_00 23:07

I'm the best.

SPEAKER_02 23:10

Who you got? I don't know, man. Um, we'll get to it. Uh I got a I got a twin brother.

SPEAKER_03 23:16

I gotta I gotta be a who do you think's gonna win it out of them two?

SPEAKER_02 23:21

Um come on, brother. A little bit of pain. I mean, I can hit I can hit the underdog angel.

SPEAKER_03 23:26

It's like the last dude getting picked in in sports.

SPEAKER_02 23:30

I'll have the underdog angel, but you better not let me down, man. All right, I got it. Better not let me down.

SPEAKER_05 23:34

Do you the underdog? Apparently. Who you got? Dude, they're here's the deal. The person's sales is directly revolved around how good they can argue. And I've argued with both of them, and they're really good, bro. They're really good. Not just like that. He just comes to arguing, man. He needs to try harder. He needs to put his money where his mouth is, you know. But you know, I don't know. I can't say I'm 50-50. Because if he tries, that's a that's an extremely good match. It's literally 50-50. You know? Well, he doesn't. He doesn't.

SPEAKER_03 24:03

Bro, he's got I don't know. He's got that smile where it's like you he he might act he might actually do it. I will.

SPEAKER_04 24:12

I am the best.

SPEAKER_03 24:13

First first week, he's already talking crap. Just like in then.

SPEAKER_00 24:18

First week. Yeah.

SPEAKER_03 24:19

First week. All right. How do you get this confidence you have? Like, how do you tell someone who's lacking that?

SPEAKER_00 24:25

Um I've always just held held myself to a higher standard. Like in school, I've always been better than I'd always try and be better than the next person. You know? And if like and I feel like that directly reflects like my work ethic. And when like my first month, I was better than the next person above me. I was trying to be the better than the next person above him. Like, I'll just outwork anybody who's next to me.

SPEAKER_03 24:49

Alright. Your your top tip you put on here, outwork the guy next to you and the guy next to him.

SPEAKER_00 24:57

Oh shoot, boss.

SPEAKER_03 25:00

This is what I live on. You were also the first one to fill out the form. I was I you were.

SPEAKER_00 25:05

Oh, shoot.

SPEAKER_03 25:05

He's just talking smack to everybody right now.

SPEAKER_00 25:08

I'll I'll talk to smack to anyone and everyone. I'm better here. Come on now. All right.

SPEAKER_05 25:12

He was chirping Stan, too.

SPEAKER_00 25:15

Oh, you his first month in.

SPEAKER_05 25:17

He's like, listen, listen, Stan, I don't care who's above me. Just understand that like it'll never happen in the long run.

SPEAKER_00 25:22

I I told Stan he was lucky that he was so close to 145.

SPEAKER_03 25:25

Are you gonna pass Stan?

SPEAKER_00 25:27

Unfortunately, I can't anymore, but you know, why not? Because he's at a 145 now. Well, you I told him he was lucky.

SPEAKER_03 25:34

Dude, you can beat his record in going to 100% from one number to another.

SPEAKER_00 25:40

I got you.

SPEAKER_03 25:41

I guess that take the time to learn each product fully and better serve each client that you may encounter with different needs. How do you guys deal with that? New people come in, they don't know what products to write. Like, what do you do?

unknown 25:53

Product knowledge.

SPEAKER_03 25:54

You shouldn't be selling if you don't know the products. How?

SPEAKER_02 25:56

How do you teach them the products? Sit them down for a couple days, bully them.

SPEAKER_00 26:00

It depends on them in the classroom, really. Like for me, I literally downloaded the PDFs. Like I'd look up Americo, Eagle Select, and I read the whole PDF. That was my first like week. I was just learning products because I didn't want to put anybody in a situation where I was unknowledgeable, you know?

Quality Business And Persistency Tactics

SPEAKER_05 26:15

Yeah. Listen, I sat I sat in that on that table over there, and my first deal kind of went something like this hey, if you die, you get$10,000, it's$100 a month. Are you in or you out? You know, and then I handed the phone to Stan. I said, He's ready, he's green. You know, so like it's like if they can't sell me on the product and price, like not even the product, just the just the name of the company, right? Just the coverage and the price, then it like the product knowledge doesn't matter. They have other problems, you know. I always like have brand new agents, never even hand him. Well, I handed him a script, there's no product knowledge on there. Like, there's there's stuff offset to the side that like, okay, make sure you explain this about the product knowledge. I said, Don't worry about that for now. Sell me on the the the price in the coverage. Okay, if they can't sell me on that, then we're gonna have to attack that. Because it's like they too many agents get paralysis by analysis, where it's like, oh, let me like he's really smart. He has like a 5.0 GPA in in college and in high school. Like he can do that, right? But too many agents come in and get paralysis by analysis, like, oh, let me learn every single thing about the IUL, mortgage protection, this, that, stuff like that. It's like, let's first work on your sales skills to be able to do that, you know, because then they they're on the phone for an hour and a half. Obviously, I'd like to know what they they need to know what they're selling, right? But before that, they have to learn how to sell, you know, like just the basics. This this this business has revolved around agents or clients paying their premiums at the end of the day. So, like, let's let's sell them on the premium. You know, yeah.

SPEAKER_03 27:41

Angel, you uh you're one of your goals is buying a house. Yeah, I got pre-approved for a loan. Let's go.

SPEAKER_00 27:47

I wanted to start uh like a little Instagram series where I have I want to get 50k saved up, just liquid, right? And while still building my team, 50k saved up, 20k to a down payment on like an M8, BMW M8 competition, and then the pre-approval for what was for 850,000, but 30,000 down. So boom, I'm gonna get a house, a car, post it on social media. This is what you can do with life insurance, you know.

SPEAKER_05 28:12

Gotta factor in the closing costs. I don't think I still got my uh you got a girlfriend or anything?

SPEAKER_00 28:18

Yes.

SPEAKER_03 28:18

You do a beautiful girlfriend is an entire campus.

SPEAKER_00 28:22

Beautiful girlfriend.

SPEAKER_03 28:23

Is she does she help you with the business?

SPEAKER_00 28:25

Uh literally, my first like four days, five days that I was introduced to life insurance, like they brought me into the office, I would just be script training with her the whole entire time. Because I didn't really like the script. I was like, I don't want to be like everybody else. So I was just like testing little things out, and she'd be like, yes, yes, no, no. To like my different uh comebacks. But yeah, she helps me out all the time.

SPEAKER_03 28:45

How long you guys been dating?

SPEAKER_00 28:47

Four years.

SPEAKER_03 28:48

Dang, you getting a ring soon?

SPEAKER_00 28:49

She has a ring. Oh, you already got her one. It's a promise ring. It's like 3.8 carats.

SPEAKER_03 28:54

Like the what is a promise or what's the difference?

SPEAKER_00 28:56

Uh I don't know, because it costs as much as an engagement ring. Shoot.

SPEAKER_03 29:00

So now you gotta buy another engagement ring?

SPEAKER_00 29:03

Yeah. I don't know how I'm gonna beat the first one. The first one was custom. 18 carat, total carat weight, like five or something like that. 5.5. I went crazy with that one. I don't even know why I did that. I'm gonna be honest with you.

SPEAKER_03 29:15

Can you can you can you slip it off and then propose?

SPEAKER_00 29:18

I might have to. Because like to upgrade to like you gotta do like seven carats after that. You just it like takes up her whole finger. It's it's weird. I don't know. If she wants, if she's happy, I'm happy.

SPEAKER_03 29:30

You know, my man sells some shit.

SPEAKER_00 29:33

She's happy, I'm happy. Come on now.

SPEAKER_03 29:34

My man's in love. That's good for 100%. What do you want to do? What kind of life are you trying to build for for your girl?

SPEAKER_00 29:43

Anything like if I don't I'd rather say, hey, I'm busy working, right? Everybody hears this. Like I see it all the time on Instagram. I'd rather tell her I'm busy working than I couldn't afford it, than telling her I couldn't afford something. So if she wants like a balcony, she said that she wants a balcony wrapped around the whole house, I'm gonna get a balcony around the whole house. You know? She says she wants uh 9-11, Porsche, but let's go shopping this weekend.

SPEAKER_03 30:06

What if she says she doesn't want you to lose to a non in this competition? Then I'm not losing, then I'm in that office.

SPEAKER_00 30:12

I'm not, I'm I'm gonna have to sleep there. I'm gonna have to get a sleeping bag, you know. I'm gonna my lead spend is gonna be 50k that month. I'm gonna issue pay 300,000 or something. I don't know. I'm gonna make it happen. Come on now.

SPEAKER_02 30:23

Come on.

SPEAKER_00 30:23

One way or another. I got that dog in genuine. What did you do before this? I was a pharmacy technician and I was in pharmacy school.

unknown 30:31

I'm going for angels.

SPEAKER_03 30:32

Come on, I know, bro. It's a really it's a toss-up, honestly, but it non scares me. I feel like he's really good at sales if that was his first month. He is really good at that. He seems like a freak. Alright. If someone wants to work with you, how can they reach you?

SPEAKER_00 30:47

Uh, Instagram, phone number, um, or Snapchat. I don't know my Snapchat though.

SPEAKER_03 30:54

What's your Instagram?

SPEAKER_00 30:55

Angel Got Bread.

SPEAKER_03 30:58

Yeah! Angel Got Bread on Instagram. All right, cool. All right, my man. All right, Joe. Joe Rizzuto, your big best month, 40k. What's your team doing a month?

SPEAKER_02 31:10

Uh it seems around the 150 to 160 range right now. And you said you were gonna go to college and you tore your rotator cuff. I did. I was gonna go to college and I tore my rotator cuff. I always wanted to play football and do something. I always wanted to be something. I didn't want to, you know, nine to five. I was stereotypical as it sounds like you don't want to work like a nine to five, and and um I tried drop shipping, I tried detailing, I tried everything to try and fill the void with football, and nothing really filled it. Until life insurance came by, I hit this guy up, finally I figured that out. Me and my boy came in and I kind of compared it apples to apples with football, and I treated this like a sport, you know, for like practice every single day and get better at it, and that kind of filled the the college football void in me.

SPEAKER_05 31:56

So I think that's one thing that a lot of people don't understand is like this is a skill, like sports. If you you can get better at this every day, like people just think, Oh, I just gotta come in and do the same thing, same thing, same thing. Like, not like you should be actively getting better at this stuff, just like a sport.

SPEAKER_03 32:11

Yeah, a lot a lot of people with military and athletic backgrounds like this because of the discipline that it takes to do good, and they're used to that already. But just the self-discipline. Yeah, all right, and you have a twin brother.

SPEAKER_02 32:28

Does he does he uh sell to he he does now, so a little bit of backstory is uh obviously, you know, this job seemed too good to be true in the beginning. You know, I this guy pressured me to quit my job. I finally did, I was making a little bit of money, and uh, I didn't make a whole lot of money for the first three, four months. And I had my twin brother, especially no hate towards him. He was kind of the biggest hater, telling me, you know, go back to concrete, go back to doing the other stuff. And uh and he made a bet with me. He goes, All right, fine, you make$10,000 in one day, plop it on the counter, I'll work for you. And I think like two or three months ago, I did it, threw it on the counter, and I said, You start tomorrow. And he's been working with me ever since. He's been killing it.

SPEAKER_05 33:08

That's a gangster.

SPEAKER_02 33:08

He's been absolutely killing it, too. We got the same tonality, he's so easy to coach up because he's literally me. We're identical twins. So easy to you know, coach up and stuff, and he's got the same dog inside of him too. He was a track star in uh high school. He was gonna go to college too. I don't know what happened with that. Yeah, he's big. He's big. I've always been the little twin, man. I've always been the little twin.

SPEAKER_03 33:30

Are you guys identical twins?

SPEAKER_02 33:32

Oh, we look exactly like. Oh, it's difficult. Matching tattoos, we got everything. That's so cool, bro. It is to our advantage.

SPEAKER_03 33:39

I got a I got a five and a three-year-old, and my wife's always like, Imagine if we had two of each of these things. Like, you love them so much, but then you get two of them.

SPEAKER_02 33:47

Yeah, love my dad.

SPEAKER_03 33:49

That probably makes you competitive if you have another person just like you.

SPEAKER_02 33:53

Super competitive. If he's closing the deal, I'm like, how the hell is he closing the deal and I'm not? I'm his up on I should be closing the deal too. So I hop on the phones too, and we we we go at it. We on Saturdays we'll go in, we'll go in there at 8:30 or 7:38, something like that, and we're like, all right, let's see who can close the most. It's not the most AP, it's the most deals. You know what I mean? So we go in there, we grind it out, and uh it was weird at first because like he, you know, he's my two and I grew up with him, and this was the one thing I had separate. Separate. He was, you know, with me my whole life. We we uh had all the same classes together and everything, and uh this was the one thing, and it was a big step bringing him in, but it was a curse in the beginning, but now it's just a straight up big.

SPEAKER_03 34:34

Well, he was your biggest hater.

SPEAKER_02 34:36

He was because he wanted what's best for me, and I wasn't able to I wasn't able to afford my bills. I mean, I literally called him, I tried getting a rotisserie chicken at Target with quarters, and I asked him to send me some money because I couldn't afford to eat, and he didn't send me the money, he's like, I'm gonna do this for your own good. That's why I felt so good when I brought home the cash and threw it on the table, and I'm like, working for me tomorrow. And he quit his job that day. He's been working with me ever since.

Angel’s Drive, Standards, And Stakes

SPEAKER_03 35:00

Crazy. Um now, do you you put in here, Bond, work? You want to become a better man, get closer to God, get closer to your family. What's your lifestyle like? Are you like you get up to it's changing every day?

SPEAKER_02 35:14

I I fall into temptation all the time with everything. And like I said, like the pursuit of perfection, you know, being a better man. I mean, I wake up one day, I'll, you know, I'll Ross gets on my butt about this sometimes. I'll be in there every single day, early and late, and I'll slip up every once in a while. And and uh and it's hard. I keep I try and keep myself accountable. Uh my day-to-day, ideally, I mean, I wake up, I live an hour and a half from the office. We're like an hour and twenty from the office.

SPEAKER_03 35:42

So you drive every day, an hour and twenty minutes? Every day.

SPEAKER_02 35:45

Yeah. I got a I got a um good uh car on gas now, so it ain't it's about it. No, I got a Malibu, but I was driving a straight pipe Mustang to work every day. It's gonna be two hours at the new office.

SPEAKER_05 35:58

So it's time for him to upgrade, you know, get a rulebound. We'll get an insurance house.

SPEAKER_03 36:04

We'll upgrade in the cornfield. We're gonna upgrade it. Do people still drive Prius's, dude? I think Priuses are sick. Bro, I was thinking I'm getting. What did you say, Drew?

SPEAKER_01 36:15

I think EVs is a new way now.

SPEAKER_03 36:17

Bro, yeah, dude. I have I have two EVs, and it's I like gas cars. I like gas cars too.

SPEAKER_02 36:25

Yeah, but no, that's why I like having my twin in this too, man. It's because he's doing the same thing. If I mess up, I'm not early. He's in my room blaring music, telling me to get up. He reminds me every single day. So you guys live together? Yeah, we live together. We still live at home. Help our parents out with the bills. Yeah, we help our parents out with the bills. How old are you? 21. I know I do need to move out, but uh I mean, I don't know. I've always do whatever you want, man. I've always been a giving person. I mean, it feels like it feels so good. I mean, I no no shade towards my parents at all. They make good money, but like I help them out with the bills. I'm a giving person. I help them out all the time, you know what I mean? And and I just didn't really see myself moving out because I've always been so you know close. But with this new Schomburg office, we're looking at getting a big ass crib up in uh Schomburg. Yeah, that that's Zell's mobile, you know, you can send that money to them either way. Yeah, true.

SPEAKER_01 37:16

I like watching him make one.

SPEAKER_02 37:17

It was tough, man. But I'm telling you right now, nothing gets me more hyped than seeing him close. Nothing gets me more hyped up seeing him. His first deposits, oh man, that gets me going. That gets me going.

SPEAKER_03 37:30

Alright, so you guys are recruiting actively to your team. Um, how could somebody reach you if they want to work with you?

SPEAKER_02 37:37

Um, obviously the handles, Instagram. I got everything. Facebook, Instagram, Snap.

SPEAKER_03 37:44

Uh all right, the Instagram is JoeRizzuto 04. Yep. That's your Instagram handle.

SPEAKER_02 37:50

Yeah, Joe J-O-E-R-I-Z-Z-U-T-O-O-4.

SPEAKER_03 37:55

Alright. Um did you guys ever think you were gonna be selling life insurance?

SPEAKER_04 38:00

No, I didn't care what I was selling.

SPEAKER_05 38:03

Like, this is something that like don't take it the wrong way, but like I don't I I do care about it, but at the end of the day, I don't really care about insurance. I'm gonna be completely honest with you. If I was selling toy dinosaurs and I could scale just like this industry, I'd go sell toy dinosaurs with 100 people. You know what I mean? It just so happens that we have to sell insurance, you know.

SPEAKER_03 38:25

But insurance is a better thing because it's much more rewarding.

SPEAKER_05 38:29

Absolutely. I mean, there's actual value to it, yeah, you know, but at the end of the day, like I'm gonna be where the money is because I know myself, like I'm going to put that money to good use to help good people, like rather than if I was like selling something else that no one needed, you know what I mean? So not only do I get paid very, very handsomely and I'm helping families out, like I get, you know, I get paid, you know, I get to help other people, not only with my income, but people getting coverage as well. But at the same time, like I'm gonna be where the money's at, and it just goes to show, like, I like I said in the first podcast, I interviewed with th four different life insurance places and three different door-to-door places, and this is the most scalable business model there is, you know. And I left and I came back. Like, this is the m I'm gonna be where the money is, and I'm grateful that I get to help out people in the in the long run. You know?

SPEAKER_03 39:21

Yeah.

SPEAKER_05 39:22

So that's that's the thing about that. That's really fun.

SPEAKER_03 39:26

Alright, top tip repetition, consistency is key. Your best the quote you like is doesn't mean nothing if you don't do it again tomorrow.

SPEAKER_02 39:35

Yeah, I that's what I tell my guys all the time. Like, I mean, it just doesn't mean shit if you don't do it again tomorrow. Like, you can have a great day today. If you don't do it again tomorrow, like doesn't it literally doesn't matter. You know what I mean? The rinse due every day. Yeah, that's what I'm saying. Uh what do you say? You repeat that? The rinse due every day.

SPEAKER_03 39:52

Rinse through?

SPEAKER_02 39:52

No, the rent. The rent. Oh, oh, yeah. I mean, I I don't know. It's that's that's the one thing I like uh having my twin brother in this, is because you know, we always it's so hard to put into words because not a lot of people actually get the feeling of having a twin holding you accountable. But I mean that's why I'm I'm mumbling my words right now, but uh yeah, repetition is definitely key.

SPEAKER_03 40:18

Yeah, I always I put this one more day thing up here. That's what I my little slogan is on here, because if you're having a good day. Oh, we got the bands right here. If you're having a good I always say if you're having a good day, you still just gotta keep going. You can't stop because you're having a good day. And if you're having a bad day, you still gotta go another day. No matter what, you just keep going. And um, I don't know. My my career, I've had a couple bad days every month where it's like something goes wrong, there's debt, chargebacks, whatever. So you kinda have to get used to it, and the those things just get bigger, they don't get smaller, like the numbers just get bigger. Then you gotta have good perspective about how lucky you are to even be able to have these problems, but just something to just something to think about as you guys are growing. Alright, let's give one tip on uh if each of you guys give one tip on sales. Like because a lot of people they don't know if they can do it, they're not getting results, they're thinking about starting. What's the tip on sales you can give 'em?

SPEAKER_01 41:29

I would say just be yourself. Like a lot. People like look at me when I tell them they're like, Oh, you talk to your clients like that? Like, you have a conversation with your clients like that? Like, yeah, I talk to my clients how I am. I don't change myself to talk to my clients and then I'm putting on what about you?

SPEAKER_00 41:47

Just be straight up with people. Like, don't misconstrue anything, you know? Um, just tell them how it is, like, hey, at the end of the day, you're this age, you have this many health conditions, like this is the price. I'm giving you the best price, and then sometimes like just break it down for them. What I like to do is try and make them want it, right? They should be begging you for insurance at the end of the phone call because you have to make it make sense for their situation.

SPEAKER_02 42:16

Yeah, that makes sense. Love it. What about you? Uh I've always been big on like finding a problem and solving it. You know, if they don't have life insurance, get it to them. If they do have life insurance, get it to them cheaper. You know what I mean? Or get more. Exactly, yeah.

SPEAKER_03 42:28

If it makes sense. Yeah, I always it used to be funny because like a couple a couple like simple things changed my career selling. One of them was when people want to think about it, just tell them like, no, you can't think about it. You gotta we gotta decide yes or no right now because I got too many people to talk to, and we can always adjust it later. So, which one do you think you like so you're covered in case you die tomorrow? And people be like, Oh, I can't think about it. Okay, I'll pick that one, which was the craziest, like simplest thing, you know. Then the other thing was when people give you stupid objections, like, well, I might not need this because I have a good 401k, right? And instead of just accepting it, going, Okay, um, well, I'm assuming you filled this out so that your wife can retire with that 401k and not have to use it if you die, spend it all up and use it what it's for, which is retirement. So, uh, or like I got rental properties, okay. Well, what's the plan for the rental properties? Retirement. Okay, so you're looking to make sure you're protected so your family can actually enjoy those rental properties for you. They don't have to worry about being stressed and they can be used what they're for. So those two things, bro, changed my whole like I no longer accepted. I'm just looking, I'm in a good situation. I would just be like, I know you're in a good situation, but it sounds like you want to be in a better one. That's why you filled this out. Right.

SPEAKER_05 43:59

Like use those what they're supposed to.

SPEAKER_03 44:01

Yeah, use those things for what they're supposed to be a bonus.

SPEAKER_05 44:04

Yeah, have a little bonus, some insurance. What about you, dude? Or yeah, what about you? I feel like you answered a different question.

SPEAKER_02 44:12

The tip sales tip. Yeah.

SPEAKER_05 44:13

Oh, sales tip, I would say for for new agents is fall in love with the the mindset of telling yourself, I just need to suffer a little bit longer. You know, like that's what I always used to tell myself. And it was a lot of self-inflicted, like, oh, I just need to suffer, I just need to suffer, I just need to suffer. Because I was so I was I was very, very scared to spend my money in the beginning, like, extremely, extremely scared. Literally polar opposite of Stanley. And like that was me suffering. Like, I was like, I'm not touching a single penny unless it's going right to my business. Because I always thought, like, for some reason I had this weird theory that I'd wake up one day and like I look at my my my bank account, it'd be all gone. Like, I was like, no way. Because like the charge, the thing of chargebacks scared me so much that like I like I just had to suffer through that. And it's like you as a new agent, that was something that I suffered through. Like, if you're not necessarily scared about that stuff, like suffer through something else, like suffer to be the next person, you know, suffer on on your your goal from A to B. You know, like be very, very comfortable with being in that mindset. You know, it's like I just need to suffer just a little bit longer to reach my goals.

SPEAKER_03 45:18

Yeah, 100%. All right, boys. Thank you for coming in. If you guys are watching this, reach out to them if you want to work with them. You guys got some big shoes to fill. You you rented the biggest office that we've seen someone rent with the biggest bills, 150 grand a month. Um, you have a lot of spots open. You got a lot to do. Everybody's watching you. Haters are probably watching you to f waiting for you to fail. They're probably like, these guys are trying to go too big. So we're excited. I'm excited to see you guys win. And I'm excited to what you do. And and now you guys made it to where everybody's watching what you do, which is good.

SPEAKER_05 45:58

Yeah.

SPEAKER_03 45:59

So congratulations, and uh, let's let's go pay it forward, man. Let's get the word out, couple more people. Nobody better to do than us. Yeah, nobody better. No one better.

SPEAKER_00 46:09

No one better. All right, I'm the best Vargas. Remember that.

SPEAKER_03 46:12

Oh, you forgot to talk your smack. Hold on, hold on. Hold on. Angel Vargas wants to talk some smack. Tell everybody what you want to say.

SPEAKER_00 46:20

I saw my boy, he's probably a pretty, pretty nice guy, Brion Vargas, asked who he was. Because I know, because I know there's another Vargas out there, Monse. When I first got here, Ross was telling me that you know I had to be the best Vargas out there. I was like, who else is out there? He just told me about Monse. I was like, oh, that's easy. Now that I see Breon out there, I'm gonna be better than every Vargas out there.

SPEAKER_03 46:42

All right, so Breon and Montserrat Vargas, Angels talking more smack. He are you willing to put money on this in case they're watching?

SPEAKER_00 46:50

Because we could put it on.

SPEAKER_03 46:54

Breon is an animal.

SPEAKER_00 46:56

Is he?

SPEAKER_03 46:56

Yes. Alright, I'm ready. Like he's a big time animal, and he's been an animal multiple months in a row. But you're are you willing to put money on it? In case he's watching, he might reach out and be like, yo, I'm down. I don't know.

SPEAKER_00 47:08

Tell him to reach out. I got him.

SPEAKER_03 47:10

But what are you willing to put on it?

SPEAKER_00 47:12

What is like good? I don't know.

SPEAKER_03 47:14

What do you? What do you not what do you how much is he doing a month?

SPEAKER_00 47:18

Like team production?

SPEAKER_03 47:20

Uh personal production, he's an animal. I don't know. I see him on the top of the leaderboard every month. And for team production, I don't know. But do you know how much Monsa is doing? A lot.

SPEAKER_00 47:30

A lot? Do you know how much you want to challenge her too?

SPEAKER_05 47:33

I actually don't know. I don't want to like say something and be like way off. But I'm I'm pretty sure the last time I heard it was like 450.

SPEAKER_00 47:39

Oh, okay. I don't know. So boom. What's a good challenge? Like by the end of next year, and we'll be double Monta.

SPEAKER_03 47:46

I was just gonna say the month of January, but double.

SPEAKER_00 47:49

I'll be double Monsay's person.

SPEAKER_03 47:51

I promise. Alright, we'll let you guys work this out. But if I'm not coming in, thanks for coming in, guys. Come on, man. Awesome. Thank you. Appreciate it. I appreciate you.

SPEAKER_06 48:00

I appreciate it.

SPEAKER_03 48:00

All right, guys, good work.