From Pest Control to Six Figures: The Virtual Insurance Blueprint | Andrew Taylor, FFL USA (Ep. 248)

Ready to trade door knocking and recycled leads for ethical selling, better comp, and real freedom? We sit down with Liz Pabich and Christina Ande to unpack how a new wave of producers—especially women—are turning virtual life insurance into thriving, scalable businesses built on trust, referrals, and question-based selling.

Liz shares how brutal summers in pest control sharpened her value-building skills but left her craving ethics and leverage. Life insurance delivered both. She breaks down advances, why 1099 flexibility ruins the 9-to-5 ceiling, and how a deep 20- to 30-minute needs analysis exposes the real objections long before they derail a close. Christina lifts the hood on captive vs brokerage: limited products, bait-and-switch lead funnels, and low comp on one side; carrier choice, client-first placement, and meaningful pay on the other. Then she reveals her referral engine—starting with beneficiaries, opening with personal proof points, and bridging to the referral’s own protection in minutes.

We cover the rise of remote sales teams and why a strong office culture still matters for young producers. You’ll hear practical scripts for asking permission to be blunt, slimming price without losing value, and following up with a cadence that turns small starts into full protection over time. We go deep on IULs done right—coverage first, living benefits second, cash value third—plus why suitability, structure, and education beat hype every time. And we get honest about profitability: ignore vanity metrics, pace your lead spend, and make every lead spawn two to three referrals.

If you want a playbook for ethical growth—where discovery leads the sale, referrals drive margin, and consistency compounds—this conversation delivers.

Andrew Taylor, founder of Family First Life USA (FFL USA), leads a nationwide organization dedicated to helping insurance agents scale to the highest level. After completing his own 7-figure exit, Andrew built FFL USA to give agents the systems, leads, training, and support needed to build a real business—one that not only produces consistent income but creates long-term value and a clear path to an exit.

Transcript

SPEAKER_01 0:45

Hello everybody, Andrew Taylor here. Today we have Liz Pabich with us. Thank you for coming in.

SPEAKER_02 0:52

Thank you for having me.

SPEAKER_01 0:52

And we have Christina Andy, who is the ref the best at referrals that I know.

unknown 0:57

Yes.

SPEAKER_01 0:58

So we're going to talk about that today. To start, uh Liz, what's your biggest month selling life insurance?

SPEAKER_05 1:03

$25k.

SPEAKER_01 1:04

And how long have you been selling for?

SPEAKER_05 1:06

Literally a year as of this week.

SPEAKER_01 1:09

This week a year. Yes. Christina, what's your biggest month?

SPEAKER_00 1:12

$46,000.

SPEAKER_01 1:14

What's your biggest year?

SPEAKER_00 1:15

Uh biggest year$260.

SPEAKER_05 1:18

And how much did you spend on leads?

SPEAKER_00 1:19

Uh$14,400.

SPEAKER_01 1:21

So you're probably really profitable.

SPEAKER_00 1:23

Yeah.

SPEAKER_01 1:24

Yeah. So you only spent$14,000 in leads.

SPEAKER_05 1:27

Last year. Yeah.

SPEAKER_01 1:27

Legit. What do you spend per week?

SPEAKER_05 1:30

I just up my lead spend literally after convention, but before that it was just$700 a week.

Liz’s Journey From Pest Control

SPEAKER_01 1:36

Love it. Okay, cool. All right. So let's get to we're going to start with you, Liz. Can you tell us your background, how you found life insurance, what you like about it, what attracted you to it, and a little bit about yourself.

SPEAKER_05 1:49

Yeah. So I did door-to-door pest control two summers ago. Um, did it in Kansas City. It was hot, humid, obviously door knocking, not ideal. Um I sold 100K in like four months. It was good. It was fine. I sat in the middle of July and just was like, this is not ideal. I know I can be making more money in a place that's not unsettling and knocking doors. And I actually, my boyfriend's roommate, it was under Nina at the time. So I kind of found it through Nina and her sat there in the middle of the summer, just followed a bunch of agencies on Instagram, found Nicolette, and I posted about my summer on LinkedIn. And randomly enough, she DM'd me and was like, Have you ever looked at uh remote life insurance?

SPEAKER_01 2:40

Who DM'd you?

SPEAKER_05 2:41

Nicolette.

SPEAKER_01 2:42

Nicolette's everywhere.

SPEAKER_05 2:43

I know. Literally, it's crazy because I was probably following her for months beforehand and thinking about it for months. And it just took that one little message because I've known people in the life insurance space. Like I've followed so many, it was like just a matter of time. And it took that one message to just push me over to the edge and actually try it. So then got my license last January. I focused majority on building. I was like a dance teacher my entire life. So I knew I wanted to like that's where I find fulfillment is like teaching. So started building right off the bat. I like my largest month, like I said, it's like 25K, so it's fine. But my agency, I was part-time for six months and then went full-time in June, and now we're at 200k a month.

SPEAKER_01 3:30

As a team.

SPEAKER_05 3:31

Yes.

SPEAKER_01 3:32

And you're loving what you're doing.

SPEAKER_05 3:33

I love it. So much.

SPEAKER_01 3:34

Okay, let's go back to pest control. I always thought I'd be really good at pest control sales.

SPEAKER_04 3:38

I thought so.

SPEAKER_01 3:39

Because people hate bugs. Hate it, right?

SPEAKER_04 3:42

I could see that.

SPEAKER_01 3:43

And then when you think when me and Nicole first started dating, like I had my little bachelor pad and I got her to come over.

SPEAKER_02 3:49

Okay.

SPEAKER_01 3:50

We turned a movie on, and there was a cockroach on the wall. I'm like, bro, I need pest control right away. So it was an easy sale for me. But I'm curious, since you were good at it, what is your pitch?

SPEAKER_05 4:03

My pitch, oh gosh. So you all all the door knocking people, they do like the neighbors. So I didn't do that because, like, you go up to a neighbor and you're like, I've been helping out the neighbors. Everyone does that now. So I was different. I just made them like me as a female because they don't see a lot of female door knockers, especially selling bug spray at their door. So I would like just say hi, like really build conversation to begin with. And then just say, honestly, the biggest thing about the pitch is it wasn't very ethical for me.

SPEAKER_01 4:34

You didn't like it because it wasn't true.

SPEAKER_05 4:36

Exactly. So the whole pitch is like you show them this price sheet, and it's like up here, these are our basic sprays down here. Because we're out here, we have a little package going. All of our additional add-ons that are usually like 100-150 bucks extra are already on the truck, so they're all included for free, which isn't actually true. So for me, I just can't like confidently say that.

SPEAKER_01 4:58

Like in the back of my mind, as it's like a hey, we we we have extra, so you're getting a super good deal right now. Yeah, exactly. Which is kind of a weak pitch.

SPEAKER_05 5:07

Yeah, like I just it's all confidence.

SPEAKER_01 5:10

But what about like bro? Have you seen any black widows or like scorpions or something?

Ethics, Advances, And Commission Math

SPEAKER_05 5:15

The thing is the people that have them are the ones that want them there.

SPEAKER_01 5:20

They want the black widows there? Yeah. For real?

SPEAKER_05 5:23

Serious?

SPEAKER_01 5:24

Nah.

SPEAKER_05 5:25

Yeah. There was some, obviously, but I was in like a very buggy market, very competitive market. So 90% of my sales are switchovers.

SPEAKER_01 5:34

Oh, so just switching from one to the other.

SPEAKER_05 5:36

And we were one of the most expensive companies on the market. So it was all value building. So I got really good at building value there. I think there it was brutal, obviously, but I learned so many sales techniques that didn't click in pest control, but they clicked in insurance. And I like my knowledge of sales is so good and I'm able to teach it to agents because of that experience. So like I don't think where I'm at now, how fast my team is growing would be at the point where it was at without my experience.

SPEAKER_01 6:07

100%. Yeah. How much do you get paid for$100,000 in pest control sales?

SPEAKER_05 6:12

I got paid I think about$25,000.

SPEAKER_01 6:16

That ain't bad. The 25 G's. How how long did it take you to do that?

SPEAKER_05 6:21

To get paid that money?

SPEAKER_01 6:23

Like to sell 100K one summer?

SPEAKER_05 6:25

Yeah.

SPEAKER_01 6:26

How many houses is that?

SPEAKER_05 6:27

I knocked about I think 150 houses a day. I would run in between.

SPEAKER_01 6:34

Were you in good shape?

SPEAKER_05 6:35

Oh my gosh. I it was really bad. I was doing probably 20 case a day, and you like don't eat because you just forget. And so I was not taking care of myself. Like I ended up in the hospital at one point. Oh my god. Oh real? Like dehydration? Yeah. Like how to get an IV. I had like severe vertigo because I just was not fueling myself in the right way.

SPEAKER_01 6:56

Did you have to get special shoes for walking that much? Yes. What were they?

SPEAKER_05 7:00

The hokas. They're great. Yeah. That's so good.

SPEAKER_01 7:05

Dude, so like 10 years ago, I mean and Dom Rogers started wearing new balances because we were like, it's like walking on clouds, and everyone was making fun of us. They were like, dude, we only wear Nikes. Like, and then all the people that were making fun of us, I saw walking around with new balances on them because they're cool now.

SPEAKER_05 7:23

They are the most cool. We couldn't, we did the tech approach, so the guys couldn't wear comfortable shoes. They had to look like a tech, but as a female, the tech approach is different. Like you could look comfortable. But the guys had could not wear comfortable shoes.

SPEAKER_01 7:36

Dang.

SPEAKER_05 7:37

No new balances.

SPEAKER_01 7:38

Yeah. Awesome. So what brought you to life insurance?

SPEAKER_05 7:42

Honestly, I just wanted something remote, accessible. I think what's amazing about life insurance is how many, how accessible it is. So building a team, so many more people are willing to do it. Now, lasting is a little bit of a different story, like through the adversity and everything like that. But when you are able to do it truly from wherever, it's so much more accessible. I was in between this and high-ticket sales, which is kind of popping off right now, I'm sure we've all seen. But I think with insurance, there's so much more longevity. It's a business, not just like working for someone else and creating someone else's business at the end of the day.

SPEAKER_01 8:20

Oh, building up their selling their courses or something.

SPEAKER_05 8:23

Yeah.

SPEAKER_01 8:24

That's I feel like I'd feel better about selling life insurance than someone's course for 10 grand or whatever it is.

SPEAKER_05 8:30

Exactly. Like, and just the ethics behind it. Like, I truly, when I'm pitching, I'm everything I'm saying is 100% true. Like, I'm here to put you in the best position possible. We're gonna shop around for you. Like at the end of the day, I'm not here to like sell you a product. I'm here to protect your family. And like when I those words come out of my mouth, they're true. And so it's like the confidence behind my sales so much more than when I was in pest control because it's so ethical, which is what I love about it.

SPEAKER_01 8:59

And rewarding.

SPEAKER_05 9:00

Yeah.

SPEAKER_01 9:01

Have you have either one of you had somebody like pass away that you know, and you're kind of like it made you realize how important this is?

SPEAKER_04 9:09

Mm-hmm. You both have yeah, 100%.

SPEAKER_01 9:12

Yeah. Crazy. Okay. So tell us if you sell a hundred, tell us what it takes to sell a hundred K in life insurance. Like, is uh is that a hundred policies on average? It's 75 policies.

SPEAKER_05 9:27

Yeah, 75 to 100.

SPEAKER_01 9:28

And then tell us how the commission works.

SPEAKER_05 9:31

So commission ranges 80, I would say, sometimes lower to 145%. So we get paid on advance when the policy goes into effect. So uh I always say, like, let's just say it's a hundred bucks a month premium, which is I think is a pretty good average, and you're at a hundred percent commission, you get paid that nine months in advance. So I sell a policy today, it goes into effect on March 1st. You'd get paid$900 up front, and then month 10 of the policy, you get paid$100, month 11, you get paid$100, and then month 12. So$10, 11,$12 as earned essentially.

SPEAKER_01 10:06

I love it. So that same amount of premium though, you're you could be getting$80 to$100K in commissions, right? Like a hundred thousand in life insurance versus a hundred thousand in door-to-door sales is like four times the commissionable. Very different, right? But it's the same style you're getting in advance, correct?

Women Winning In Virtual Insurance

SPEAKER_05 10:28

Correct. Yeah. So with pest control, how it was is during the summer, you don't get any commissions. You only get bonuses. So your time to actually get your commission checks is so delayed, you just get them once the summer's ended during the off season. So it's it's nice for some people because you're working really hard and then you get that time off. But for me, I'm like, okay, I can sell 100k in four months. Why not just do that all year round and get paid pretty much what's even?

SPEAKER_01 10:57

Love it. So it's not seasonal.

SPEAKER_05 10:59

Exactly.

SPEAKER_01 11:00

So you're like, okay, I could do this, I could do this all the time, no matter what, from anywhere.

SPEAKER_05 11:05

Exactly. So I can sell 100k in four months. Why not sell 300k in 12 months?

SPEAKER_01 11:10

Like love it. That's huge. Yeah. Why not? Okay. Now you said when you were selling pest control, you sold a lot. You said people were thrown off because they weren't used to seeing women selling and you felt like you had an advantage. Nina claims women can sell more than guys.

unknown 11:28

I agree.

SPEAKER_01 11:28

Do you guys agree with that?

SPEAKER_03 11:30

Yes.

SPEAKER_01 11:32

So you guys have a pretty unique team. You have a lot of young women doing very well. Can you tell us about that?

SPEAKER_05 11:39

Yeah, I think women is huge with emotion. Like they sell on emotion, and life insurance obviously is a very emotional sales process. You want to have that client picture themselves emotional or their family emotional when that unfortunate time does come for them. And I think that's a huge thing for women in the industry. They can tap into that so much. It's just a natural habit for them. And then I also think what's amazing is like when you are building a team in now, like we are in an office every single day. Like thankfully, we get to work in an office. It's not as virtual. And like all of our team, just the culture and energy we bring, like that positive emotion side to it too. It brings such an uplifting environment that people just like genuinely want to work.

SPEAKER_00 12:23

100%. I just I think having a lot of like young women in the business is huge because you look at insurance or you think of insurance from the outside, or you look a couple years ago, it was like a male-dominated feel. I think now it's like 51% women.

SPEAKER_01 12:38

The other interesting thing when I started, it was all older men.

SPEAKER_00 12:43

Yeah.

SPEAKER_01 12:43

And then now it's younger. And like we're talking like 18, 19, 20, 21. Now, obviously, all ages and people with families and everything, but you see a lot of younger people getting success quickly.

SPEAKER_00 12:56

Yeah.

SPEAKER_01 12:56

And then you also see a lot more women. Now, would you guys do this? Because five years, six years ago, we were going to everybody's house personally, going inside and risking our lives in some situations. Um, would you guys be doing this if that was the case? No, you would not do it.

SPEAKER_00 13:14

I did in homes. So when I first started on the captive side, I did a couple in homes, but they weren't always like the most pleasant experiences. So if this was a hundred percent in home, I definitely would not.

SPEAKER_01 13:25

You would not do it. So how many women that you work with do you think would not do it?

SPEAKER_04 13:30

Probably 99%. Yeah.

SPEAKER_01 13:32

So now that we're virtual, you're you can do it from anywhere from your computer. Make the same amount of money. It's like a home run, right?

SPEAKER_02 13:40

Oh, absolutely.

SPEAKER_01 13:42

Like a a reborn industry.

SPEAKER_02 13:44

Yeah.

SPEAKER_01 13:44

Love it. Yeah. That's awesome. Okay. Do you have a college degree?

SPEAKER_05 13:49

I do.

SPEAKER_01 13:49

What would you get your degree in?

SPEAKER_05 13:51

I got two degrees in um marketing and medical studies.

SPEAKER_01 13:56

Nice. What were you going to be?

SPEAKER_05 13:58

Well, I was going to be a lot of things. I wanted to be a neurosurgeon. Then it was anesthesiology. Then it was a nurse. Then it was medical sales, was kind of like what I was locked in on. Um, and then got into door-to-door just for experience because I was a dancer. I had no experience on my resume. I was like, I need to put something on. If I want to be in medical sales, like you need experience. And then got into 1099 commission. I was like, I can't ever go back to being an employee.

SPEAKER_01 14:27

Now, do you have siblings? I do. How many siblings?

SPEAKER_05 14:30

A younger sister and brother. My brother just got licensed a month ago.

SPEAKER_01 14:33

Oh my gosh. What'd your parents think when you were like, I'm not going to use my degree? I'm going to go sell pest control.

SPEAKER_05 14:38

In every way. And then I got a$7,000 sale at home and showed the commission check. And my mom was like, okay, I'll stop.

SPEAKER_01 14:44

What do you mean at home?

SPEAKER_05 14:46

I was visiting home for my sister's graduation.

SPEAKER_01 14:49

Oh.

SPEAKER_05 14:49

And then I was working late one night. My mom's like, why are you working? She just like that generation. It's like nine to five, just very simple, like by the books, what everybody does. So it was probably like 9 30. And she's like, Why are you working? So and I was like, I don't have a sale today. Like, I need to keep working. And then I ended up getting like a$7,000 sale. And I showed her the commission check from one policy. And I was like, and she after that, she was like, okay, I'll stop. Now she believes.

SPEAKER_01 15:17

What was your GPA?

SPEAKER_05 15:18

I was a 4.3.

SPEAKER_01 15:20

Are you serious? Oh my gosh.

SPEAKER_05 15:22

That's really high, right? I don't remember.

SPEAKER_01 15:24

Yeah, I didn't know you can get higher than a 4.0. Well, that was high school.

SPEAKER_05 15:28

In college, it was like 3.8.

SPEAKER_01 15:30

So super smart, yeah, hardworking, and then ended up. Did you ever think in any world you would be selling life insurance?

SPEAKER_04 15:38

Not one. Not one.

SPEAKER_01 15:41

That's awesome, actually.

SPEAKER_04 15:42

Yeah.

SPEAKER_01 15:43

Okay. So let's talk about how 1099 commissions ruins your um opportunity for like a nine to five. Why is that?

SPEAKER_05 15:52

Just because of the opportunity that you have for your income. Like no one's telling me how much I can make a year besides myself. No one's telling me I'm capped at a certain amount. One of my best friends works for Stryker and they like change their um bonus program or like when they get promoted is the word I was looking for. So right when I was graduating, she was about to get promoted, literally 30 days out, and then they changed it and she had to wait another two years. So she's like, I put in all this work, and now I have to wait another two years because we're just a massive company to get like a bump in my salary. I'm like, I I can't do that. Like I have full control. We have full control in it this industry of how much we're gonna make because of the time we put into it every single day.

SPEAKER_01 16:38

Although you have to tell people people could not make anything. So how do you how do you not fear not making anything?

College, Mindset, And 1099 Freedom

SPEAKER_05 16:47

Because you have to stack your days with money-making activities. Like you can't just come and show up. You have to show up with intention. And that's the biggest thing. And if people come to me and they're like, I'm not making money, I'm like, okay, so what are your money-making activities looking like every day? What are your dials? How many presentations? Because a lot a lot of people will be like, I have 500 dials, but did you actually go into intention with those dials? So it's like controlling the things you can control and a lot of people like 1099 commission isn't for everybody, but at the end of the day, those who are willing to come with intention will truly their income will be directly correlated with what they're and how old are you now? 23.

SPEAKER_01 17:27

23. You just graduated a year ago.

SPEAKER_05 17:30

Yeah, not even last minute.

SPEAKER_01 17:32

Not even wow. I like that you were the valid Victorian and now you're selling life insurance and killing it. Two degrees, two degrees. Don't recommend. What was the best thing about college?

SPEAKER_05 17:46

I actually was just talking about this the other day. Like myself at 18 versus 22 is like night and day difference. Like I grew up in Minnesota, Midwest, very typical, like point of view on everything. You went to college four-year degree, maybe got your master's, went to a typical nine to five. Like I never thought or even knew there was anything else outside of that. So college introduced me to that. And I think like my college experience was so much worse. Like, I took all the oh chems, the this advanced course, like I took all those hard classes, but not one taught me as much as the experience of college. Like the experience of being around individuals like I did from pest control. Like just being around those type of people that I see are making 500k a year at 18.

SPEAKER_01 18:34

I'm like now was college a party?

SPEAKER_05 18:37

I went to ASU.

SPEAKER_00 18:39

So the answer is yeah.

SPEAKER_05 18:41

Definitely had my fun times, but I I would say like for the first two years.

SPEAKER_01 18:46

And then you were locked in. How were you so motivated to get good grades?

SPEAKER_05 18:52

I was just like, if I'm I was just like that from the beginning. Like, if I'm gonna do something, I'm gonna do it full force. Like since I you've always been that. Yeah. So I had to continue in college. Like, why not get a 4.0 if you can?

SPEAKER_01 19:06

That's true. I love that. Okay. What are your goals this year?

SPEAKER_05 19:11

Uh goals million a month with the agency by the end of the year. Um, it's my goal to make six figures in a month for a year or for by the end of the year. Um yeah, really at the end of the day, I'm just obsessed with growth and I know it's not gonna come overnight, but I truly just love this and like I don't care how much time it puts in because it's just such an amazing opportunity and it's tell us about your new office. Yes. It's it's the best. So we have I think it's 60,000 square feet. It's massive, massive. And I think that's been an absolute game changer for us. Like, I hire majority like 18 to 20, 21-year-olds, and they need the structure. Like the flexibility at home can be too flexible sometimes. So having the office and me, like I'm here for a year, I've experienced a lot, but I haven't experienced as much as like Nicolette, Derek, Colton, like those people who have been in it for so many years. So being able to utilize the office has completely changed the game for a lot of new agents, just in the way that they're able to get the ball rolling on things because there's just so many resources there. Like how big the space is or not, it's just the amount of resources that are in the office is insane.

SPEAKER_01 20:28

Now you do a lot of marketing on social media. Um, did you ever care what people thought about you?

SPEAKER_05 20:35

At the beginning, yes. With pest control, like I never post anything. At the beginning, I was very hesitant, and then I got like two, three recruits from posting a few things. I was like, this actually works. And Andrew, I don't even know if you know this, but you told Nina something, and Nina told me at the beginning, like probably my first month, and it's stuck with me now forever. But it's the analogy I think you use like the dots, like when you get dizzy outside and it's like the stars.

SPEAKER_02 21:01

Yeah, yeah, yeah.

SPEAKER_05 21:02

And then they like go away once you notice that they're there. It's the same thing with marketing.

SPEAKER_01 21:07

If you post the same thing every single day, yeah, then it's uh used to it. The like people, if you stare at the sun or lights, you can see like little some people can see little floating specks in their eyes. Have you ever seen that?

SPEAKER_00 21:19

Yeah.

SPEAKER_01 21:20

And then uh, but what people don't know is that they're always there, your brain just doesn't recognize them anymore because they're just always there. So you just kind of don't unless you try to focus on it. And the point was um, if you what I was telling Nina was if you do the same exact thing and you never change it, it just becomes um like people don't see it anymore.

SPEAKER_05 21:48

So I Nina told me that like first month, and I was like, if Nina's telling me that, I'm gonna take that advice and run with it. So ever since then, I didn't care because I was like, if those people aren't judging me, the people that I would want to trade places with, why do I care about someone?

SPEAKER_01 22:04

It's so interesting, but everyone's the same way at first. You care what people Gary Vee said it at the conference. He's like, you care about what people think that you don't even like.

SPEAKER_02 22:16

Literally.

SPEAKER_01 22:17

Yeah. So true. I loved that.

SPEAKER_02 22:19

Yeah.

SPEAKER_01 22:20

Okay. What advice do you have to give to somebody recruiting? Because you said you've never reached out to somebody. Every recruit has called you. So you have something figured out.

SPEAKER_05 22:29

Yeah, I would say I think where a lot of people go wrong in recruiting at the beginning is trying to prove something that they haven't reached yet. Like let the numbers do the talking. Like you just put your head down and work, and people are going to come with you. Like people, you attract. the energy you are. So if you come off as desperate, people are going to think you're desperate. You know what I mean? So if you come off as a hard worker, people want to work with someone who's hardworking, dedicated, and all those things. So I think at the end of the day, just put your head down and work and focus on like bettering yourself every day and people are just going to want to work with you.

SPEAKER_01 23:03

And you put fear of missing out marketing. What does that mean?

SPEAKER_05 23:07

So I when I post on social media, I'll talk about a lot of things we're doing, but not in too much detail. Everyone when they slide up, they're always like, I'm so intrigued. Like what is this? So that like that, that's kind of my point is to kind of leave people on like a cliffhanger to have to reach out and they're like curious. Yeah, exactly.

Building Teams And Office Culture

SPEAKER_01 23:27

So you don't give it all to them, just a little bit at a time.

SPEAKER_05 23:30

Exactly.

SPEAKER_01 23:31

Now fear of missing out though, um, Christina, what do you think, do you think what's happening in the insurance industry with people migrating from other industries and finding out that you don't have to travel, do you think this is a window of opportunity to build a big base of of salespeople?

SPEAKER_00 23:49

Uh a hundred percent. I think the thing is is that sometimes though, I was just having this conversation out there when people come in from other sales opportunities, you have to leave the ego at the door because it is starting fresh, right? It's starting something new. So 100% it is definitely something you can build a you know a bigger business for yourself, something with longevity, but you do have to be uh open-minded to knowing this is something different than what you've done before. Use the skills that are transferable but come and chuck the ego at the door and realize like people are here to help you. They, you know, they're they're not just trying to humble you. They want to help you along the way.

SPEAKER_01 24:23

Yeah, love it. So the reason I'm bringing that up is because I do believe right now is like the gold rush to get into life insurance sales. Yes. So if you don't want to do it now and you choose to do it later, it's going to be way harder later to build a team because like it's the perfect timing. Oh yeah. Right now. Okay. Um Liz, you took a month to make your first sale. Let's talk about that.

SPEAKER_05 24:46

Yeah. I was part-time at the beginning but I was putting in a lot of time. I was working like probably 20, 25 hours a week part-time.

SPEAKER_01 24:56

And not selling anything.

SPEAKER_05 24:58

Not selling anything. But I again so thankful for my pest control career in that sense because I was like, well it can't be as bad as that. I'm not making money right now but I had so much belief with that which again came from convention. Like I went to convention after dialing literally a day. So I knew the possibility that was in it.

SPEAKER_01 25:15

If you didn't go would you probably not be here?

SPEAKER_05 25:17

Correct. Yeah I probably wouldn't so it changed my life in that sense because of my belief in it. I just knew I had to stick it out and I would get it. And then I kept writing I was telling you right before this I kept writing a bunch of apps and I didn't know any underwriting guidelines because I didn't do as much training as I should have done personally about like product knowledge before I got started. So I would write carriers I just write America and then they would get declined.

SPEAKER_01 25:41

But now I know I'm very knowledgeable about the underwriting guides because well that's do you ever tell people your first hundred appointments or practice? Yes. Right so that's a good way to look at it. Okay. I love that. So a month with no sale I'd rather hear that then I made a$200 a month sale my first day. Exactly right I'd rather do that all day.

SPEAKER_05 26:04

So nothing can be as bad as that point. You can always fall back on it.

SPEAKER_01 26:07

Yeah. Okay. Uh you put on here beyond work you have a sister you like to help can you tell us about that?

SPEAKER_05 26:12

Yeah my sister she has autism so that's kind of like my big why because like at the end of the day she's someone who's going to rely on me for like the rest of her life. It goes so much more than just like me and my family. So everything I do I just think like in 10 years like do I want to be struggling to provide for her or be comfortable in providing a life for her that I want her to live.

SPEAKER_01 26:34

It's amazing. So I think I've interviewed Drew how many interviews have we done 1300 or something a thousand a lot um but most top producers usually say they're they're working to help their mom retire their dad retire a sibling a family member a brother so it's usually interesting that it's not about them. Right?

SPEAKER_00 26:59

You have to have a bigger why than yourself to be part of a business not to yeah for sure.

Recruiting By Attraction And FOMO

SPEAKER_05 27:06

Best month team uh Liz you guys did 1910 as a team uh tell us about the worst part of the industry I think it's the responsibility like I think about just as I'm building I'm like I have a lot of people's responsibility on my back every day. And I think that's just like the lens I look of it as a leader. I think a lot of leaders do is it's it's not our responsibility, but we look at it like it is. Like I look at it as I work for them and I wake up sometimes I'm like ooh like I have a lot on my back. But then you just have to look at it from another perspective like glass half empty, half full like you can look at it like you have a lot of responsibility or you can look at it as you have a lot of opportunity to change a lot of people's lives. So I think it's just every day like finding the bright side of things like look at this agent that got paid today that usually doesn't get paid or do you ever get stuck negative? No, because thankfully I have my boyfriend who does it with me and he's very very good at keeping me and not uh just pouring negativity onto each other. He's very good at keeping that.

SPEAKER_01 28:16

So he ke he he brings you out of it sometimes.

SPEAKER_05 28:19

Yes I don't even know what it would be like if I had someone encouraging that I would not be where I'm at now.

SPEAKER_01 28:24

That's interesting. So find someone now I always say you need like a I always had like a friend like one of my best friends I started with and we would kind of like keep each other in line because either he would have a bad day and I'd be like dude knock it off or I would and he'd be like bro it's just a bad day like it's gonna work out but we would constantly talk and kind of like uh keep each other thinking right do you feel like that's what it is with your boyfriend?

SPEAKER_05 28:52

100% I think we do that for each other. Yeah like if I complain about anything he's like what do you want me to do about it? And then if he says that to me I'm like okay then just keep dialing like we both understand that like the we both what's nice is like I know he understands all the feelings that I feel every single day. So when he tells me like stop worrying about it or what can we even do about it, I know that's actually like genuine if that makes sense. So finding a companion that you know goes through those same emotions and gets out of it is what's like a game changer, I think.

SPEAKER_01 29:22

Or it doesn't have to be a companion it can be like another person in insurance though as well, right? 100% like if if you're not doing it with the significant other.

SPEAKER_05 29:31

100% yeah whether that's a friend, family member like whoever it is who you know that has your best interest in mind at it at the end of the day. Like that's just what matters. Yeah what is um like what are some sales tips you can give people I think oh I think question based selling is the most powerful thing you could ever do in your sales process. Once I saw my sales like consistently be at a high level it's because I wasn't rushing my process and I was asking all the questions to prevent any objection from coming later. So my needs analysis is like 20 30 minutes long when I'm asking them like financial questions, health questions, I dive deep onto that as deep as I can and I could tell you if a client's gonna sell by like minute 20 or not because I know I can just feel it depending on how receptive they are to my questions.

SPEAKER_01 30:25

That's huge. Yeah. Okay. Um working with the significant other what are some uh do's and don'ts I would say do or I'm gonna start with the don'ts and then we'll we'll start with the negatives and go to positive.

SPEAKER_05 30:40

Don't work side by side like we definitely do a good job. Like I'm in my office he's in his cubicle like we have our separation because if we are working side by side the entire day I think we would go crazy. So I think like don't work side by side find your separation um and obviously do like a kind of reference do keep each other like on that positive don't feed into each other's negativity. Like the other person's bound to be negative be that person that's gonna get them out of that. Let's see what else I would say do like push each other like when we set our goals like I think high he thinks higher and I do the same thing for him and like I think your significant other friend partner whatever it is should be there to like set the bar high for you and believe in you more than any other person. I think belief in yourself is strong but like when your best friend your person believes in you even more you're like okay I can do this you guys ever fight not on tell us about that we'll like knickk knack on like little things I'm like why do you have 300 dials today? Like beef. Were you socializing? I'll give him a hard time I would say like I'm hard on him. I will not let him get away with little things and I know like in the moment sometimes it's frustrating to hear but we all know it comes out of love. Like I think I think it was Gary Vee I can't remember who said it but I'd rather hear a hard truth than like a fake yes at the end of the day. But yeah that's what I would say.

SPEAKER_01 32:12

So one interesting thing because I work Nicole my wife now when we were dating would help me with like apps and all kinds of stuff and like ended up like helping me with everything at one point. But she never asked me how my sales went and I and I liked that because sometimes they would be zero. Yeah and she wouldn't ask it would just be like no big deal and sometimes they were great and she still didn't ask come on ask. And then and then my buddy was date he married a Latina chick and she would blast him if he didn't get sales like like he would be scared to tell her he didn't get sales and it would make him perform bad.

SPEAKER_05 32:55

So I don't know I don't know the right way to do it but yeah yeah what was I gonna say I had another point but I would say also leverage your resources like I think it I'm so thankful for Nicolette and how closely she's able to work with him because there's some conversations that I'm like okay you don't take me seriously like you can say no no to me but you won't say no to Nicolette. And same thing like I'm grateful Nina and Hayden have been very very helpful and same with even Morgan and Ryan like I'm just utilizing my resources because at the end of the day like we can do it together but we can't do it alone.

Christina On Captive vs Brokerage

SPEAKER_01 33:27

Yeah. Because that felt so powerful so I need and Hayden are legit and Morgan Ryan but Nina I always say Nina and Hayden make me feel better after I talk to them. Yeah like regardless of what it is and then you have some people that make you feel worse after you talk to them but it's not them.

SPEAKER_05 33:44

No they're they're awesome they're so awesome.

SPEAKER_01 33:47

So question based selling is your sales tip. Slow down don't rush what type of leads do you use?

SPEAKER_05 33:54

I do IUL leads yeah oh yeah I love IULs I was actually gonna be a financial advisor if this didn't work out. You were gonna be everything neuros a neurosurgeon a financial advisor everything so I medical sales pest control what was the other one anesthesiologist anesthesiologist yeah I don't even know my brain's everywhere in one place all at once but yeah I love like the investment side of things and so it just really interests me like learning about the product because I think that's one thing a lot of people don't do with IULs is there's it's so advanced you have to learn a lot about the IULs and you have to sell them and structure them properly.

SPEAKER_01 34:37

That's so that and the only reason any IUL ever had a bad reputation is because it wasn't structured properly.

SPEAKER_05 34:44

Exactly and thankfully all the carriers now are very good at like having those kind of outlines and they're very helpful like utilize the carriers utilize what they have um because obviously like Mutual Omaha one of the biggest insurance carriers in the country isn't gonna improperly structure all their IULs. So it's just like utilizing those things they have in place um and just being knowledgeable not pitching it as an investment plan but as like a place to diversify your portfolio. It's not like only investment.

SPEAKER_01 35:16

Can you sell me an IUL real fast?

SPEAKER_05 35:19

Oh gosh Yeah absolutely do you want to start from the beginning?

SPEAKER_01 35:23

Like just tell me what you would pitch me.

SPEAKER_05 35:24

So I would start out with saying like what's your primary concern was it to like add additional death benefit protection for your family or is it to maximize a cash return?

SPEAKER_01 35:35

Um I was looking at both.

unknown 35:38

Okay.

SPEAKER_05 35:39

Perfect. Then I would go into medical questions really because I'm not gonna talk a lot about an IUL if I don't know they can qualify. So that's big I won't even say IUL until I know they can qualify. Because even with a whole life like there's still cash value onto it and I'll be very clear it's not gonna like make you rich but there's so cash value if they want to utilize it.

SPEAKER_01 36:00

No you're not selling it in place of other investments. Correct. Because I think that's where people get confused. It's like bro we're just telling people this is a good tool life insurance tool that gets cash value. We're not saying do this instead of your 401k or do this instead of this we're saying do it in addition to diversify it.

SPEAKER_05 36:20

Like you want to um diversify your portfolio and I think what's really cool is like I think I saw a lot of like younger generation too and just seeing how it can genuinely build generational wealth when you do it now which I think IULs create such an urgency because you can see okay look if you set this up at 28 versus 40 like you're still very young at 40 but look what you could have done if you set it up 12 years before that. That's crazy.

SPEAKER_01 36:47

Yeah huge difference I still have my IUL from 18 years old.

SPEAKER_05 36:51

That's crazy.

SPEAKER_01 36:52

Yeah and I just got another one like but it's a good product.

SPEAKER_05 36:58

It's awesome. And when people see it they're like what's the catch?

SPEAKER_01 37:01

I'm like what is the catch?

SPEAKER_05 37:04

That people don't know a lot about it. That people just don't know about it.

SPEAKER_01 37:07

And you can't take like you're you don't have cash value access early on right?

SPEAKER_05 37:12

Yeah it's it's like an investment like like just a regular investment in the stock market. Like you can't put a thousand in the first year and take twenty thousand out we were talking about this in the car on the way here like take twenty thousand out the next year.

SPEAKER_01 37:25

Like yeah now that's not the reality the primary like what would you say the primary goal it's like I would say the first thing is the coverage. The second thing would be the living benefits. The third thing on top of that would be the cash value. 100% is that what you guys agree?

SPEAKER_00 37:38

Yeah that's exact way that I pitch it.

SPEAKER_05 37:40

I think living benefits are huge and something that a lot of people don't sell on like truthfully living like medical bills are can be so expensive. And if they have like a critical chronic and terminal illness writer on it like that can change someone's life like medical bills are the way so many people become homeless. Like having a life insurance policy whether it's$3000 or even$20,000 that you can utilize is like a game changer for so many people.

SPEAKER_00 38:12

And some of the added riders too like I have Alzheimer's on both sides of my family and my policy with NLG covers Alzheimer's so I'm like okay you know if if God forbid that happens to me like we're good. We're covered.

SPEAKER_01 38:25

You're not the money will take care of you and someone else isn't going to be trying to find the money to take care of you.

SPEAKER_05 38:30

Exactly exactly you're not scrambling like I always when I sell a client and IU I'm like what do you pick how do you picture yourself utilizing something like this two five even 10 20 years down the line so then I know when I'm structuring it exactly what they need from it. So my whole pitch is around what they need from it not just like what the product is but how it's going to bring value to them.

SPEAKER_01 38:53

Love it. Yeah well you're a beast you're like a silent assassin you don't ever say anything and then you're you're full of knowledge.

SPEAKER_00 39:03

Yes the quiet ones.

SPEAKER_01 39:07

Yeah it is yeah all right Christina tell us a little bit about your career so far in insurance.

SPEAKER_00 39:13

I'm coming up on almost two years with FFL which is amazing. I said this last year but it's the best thing that ever happened to me. So I have been in insurance for over five years now which is also crazy to think um so I started on the captive side then I learned my lesson after three and a half years came to the brokerage side and now I've been working with you know Jay, Nicolette Madison for almost two years. So yeah good change.

SPEAKER_01 39:36

Love it um what you are you were already selling insurance in the captive world. What was the difference coming over to uh FFL?

Referrals As A Primary Growth Engine

SPEAKER_00 39:48

Everything like what um I mean first and foremost is the leads like I think that is the biggest difference if you're sitting there and you're bashing your head against the wall because these leads that are like free or run overcycled you know and sometimes you're calling leads that are four years old and everyone has run through them time and time before you and you know they're not even real insurance leads, you know, that was a huge thing too. It's people who are requesting um free benefits, right? So maybe they're they're requesting will kits or they're requesting child safe kits or whatever they're requesting. It's not anything to do with life insurance. So for me I was first taught and I always thought it was kind of strange, but after a while you start to realize like okay this is like bait and switch. So same thing with what Liz was saying it's you have to feel convicted. And when I started realizing that there were better products out there at better rates, that's really where I was like okay I need to leave because again you only know what you know right but you pull policies and you're doing assessments with clients and you're saying oh well you did get this policy cheaper. What are you supposed to say to that? Right. Or having a product that, you know, for every person over a certain age is a four year graded period compared to someone being 61 in perfect health getting day one coverage. So those are like really big things especially when you have client integrity in mind and you want to put people first you can't do that on limited products, limited underwriting and, you know, again limited leads there's not as many people to help. I'm grateful because it made me resourceful and I had to learn how to get really good with referral business and things of that nature. And I'm grateful for the journey but there's just nothing compared to the brokerage side where you can shop around for your clients you can put them in the best position and truly like do the best, you know.

SPEAKER_01 41:36

And then get paid directly from the carrier.

SPEAKER_00 41:38

And much higher comp.

SPEAKER_01 41:40

The computer now people try to tell me it's not higher comp and they give me some funky formula. What is the truth?

SPEAKER_00 41:46

It is a hundred percent higher comp on this side like whatever they're they're I don't know what they're telling they do some funky math they do. But I I always explain it as uh the like let's say the captive side is for the manager, not for the producer. So if you're a producer it is very very difficult to make good money. You have to work extremely hard and they might have bonuses and things of that but like even for myself I was there three and a half years I was at a 65 or 67% commission and I was a manager, right? It's like a third level manager. So that really doesn't really make sense right because if you're I was selling over 2000 a year I had a team under me we're hitting certain criteria and your comp just doesn't move up higher than maybe three percent right it's very hard to move up now they may have bonuses and things like that, but there how a lot of times these captive companies work, it's all around your recruiting. It's how many people are you bringing in how many, you know, what is your growth um which of course on the building side you know is important but it's not the premise of why we're selling life insurance. You're selling life insurance to protect families not to hire more people onto your sales team. Right. So that's kind of I think what my takeaway was is you have to be rewarded to do the job first, right? As a producer protecting families. And if you're not rewarded in that sense then kind of missing the plot a little bit.

SPEAKER_01 43:10

Yeah I had this dude gaslighting me the other day where he was like we make we start at 40% but we get advanced a hundred percent and he's like you guys only get advanced 75% so our c our deal is much better. Like make it make sense yeah it's still 40% yeah that's crazy and then the other one was because we have a cap on how much you can get advanced to protect the upline from big chargebacks. Yeah right so like you can get advanced five thousand dollars the rest will be paid monthly as it as the customer pays the premium he's like we don't have a cap even though our our comp is 40% we don't have a cap and you do and I'm like I can't even have this conversation yeah there's different IQ levels in this all right so you love this world. I do what now the interesting thing though I think the most powerful thing I don't know where you learn this is referrals for you because you get you don't spend a lot on leads and you have a uh good amount of income and issue paid premium that comes from it. How do you do that?

SPEAKER_00 44:28

Yeah I mean I think you know leads is obviously huge as well and I will say on on record I did up my lead spends this year. So we're going to fresh leads now. But I think it's using your leads as a foundation and realizing that that just is one way to get more leads. So you have to think Think of your referrals as people who already have higher trust, right? They already have a common person as you know the client that you originally met with. So it's a much easier process. They have the trust that they know who you are. You were referred by someone they love. Then you also have, of course, not just like the common ground, but you have like mutual, you know, stories, right? So when I now call this referral, it's like it's it's a no-brainer to them. They they know, okay, great. Well, this person referred me because of this reason. I have all the background information. On a lead card, it's a little different, right? Maybe you know the premise of why they're looking into it, but the referral is someone who maybe never would have filled out that lead card, right? They would have never put in a request. So they don't have everyone else calling them, um, which is huge. So I think a big part of referrals is thinking of why. Well, they might not ever get protected. It's not you. So I think that's a huge thing. It's it's an untapped market in their family or friend circle compared to someone who's filling out multiple cards, getting called by multiple agents. So if there's no bigger why, what first it's free, right? That's that's huge. Um, but second, it's it's untapped.

SPEAKER_01 45:54

Why do people not do it?

SPEAKER_00 45:55

Because they're lazy.

SPEAKER_05 45:58

Yes, but I need to do it more. I it's something it was my focus going into 2026 is to get more referrals. And I got one last week, three kids signed up.

SPEAKER_00 46:07

Yeah. And I think it's fear of rejection. And that's so normal, right? It's almost easier to have a lead tell you no because it's, oh, well, I paid for it and it's either gonna be a yes or a no. You know, they peep we have like we make excuses and we say, okay, well, if they say no, no big deal because they requested this. But when something is free, it's like now all of a sudden we're scared. We're scared to ask for them, we're scared for the referral to say no, we're scared to maybe lose the initial sale. Um, and you know, have that kind of fear. So I think a lot of times people not doing it is just, it's just fear overall. But practice makes perfect. So the more you do it, the less fear that you have.

SPEAKER_01 46:46

So what do you usually say if you call a referral?

SPEAKER_00 46:49

Um, so two different types of referrals. So obviously beneficiaries is a great place to start. Then there's insurance referrals. So if I'm calling a beneficiary, I already have some context of relationship, what they do for work. I have some background information. So if I'm calling you, for example, and I'm like, hey, Andrew, it's Christina Andy. Did your brother, you know, Nick, did he let you know I'd be calling? You're either gonna say yes or no. And let's just say you say no. Okay, great, no problem. Hey, I met with your brother earlier today. Um, we actually got his life insurance policy set up. He trusted you enough to handle everything. He said, You guys are super close. I know you guys have two other brothers. So, you know, don't go telling the other brothers there. You must be the favorite. I'm gonna like crack a joke, something to get them to smile. But also, what am I doing? I'm dropping something personal so you actually know I did speak with Nick. I know something. I know enough information to where you're not questioning if I'm legit. So that immediate, you know, personal kind of personal touch. And then after that, I just kind of say, Hey, I promised your brother, we're gonna go over two things with you. He wanted me to go over, you know, his policy so you know exactly how that works. God forbid something happens to him. You're gonna be in charge, you know, of filing the death claim. Most important thing, you have my information. I'll be the one helping your family receive that check. God forbid something happens to your brother. Okay. Now, second thing we're gonna go over, your brother, he didn't really know what you had going on for your own life insurance. So I did promise him we'd go over that as well. Okay. Go ahead and grab a pen and paper. Only takes me a couple minutes to run through.

unknown 48:16

Okay.

SPEAKER_00 48:16

And then just go into it. Bam.

Structured Rapport And Objection Handling

SPEAKER_01 48:19

Legit. Because someone could spend like 30, they could spend way too much on leads and not be profitable, right?

SPEAKER_00 48:27

100%.

SPEAKER_01 48:28

Do you guys see that? Yes. You see how often? And you have to teach them what how do you how do you teach someone not to do that?

SPEAKER_05 48:37

I think uh it's all like mental too. Like you see the IP board, like what's actually the IP board mean? It doesn't mean profitability. So like I from the beginning, I think that's something that we teach our agents is just like profitability over everything. And that comes from utilizing referrals and like slowly upping your lead spend and like just managing that and prioritizing profitability, not just a number on the submit or IP board.

SPEAKER_00 49:04

Yeah. Cause if you're, you know, spending say 10 to write 15, you're not really right. That's not you're not gonna have a great profit margin. So you have to think of, okay, how can I make this most profitable for my business? And if you take every one lead that you buy and you get anywhere between one to three referrals that for every presentation, we know we're not gonna get every single lead in front of us. But if you get a hundred leads and let's say that you meet with 10 of them and you get an extra 30 people, what does that do to your business? Because the way I look at it, those 30 leads are the highest intent. They're gonna be more high intent than, you know, a$30,$40 fresh lead that drips in that maybe they're looking for insurance because you already have that common ground with them.

SPEAKER_01 49:51

Love it. Okay. So one of your biggest sales tips is structuring a rapport and don't get friend zoned. I like that. That's a good thing.

SPEAKER_00 50:00

Yeah.

SPEAKER_01 50:01

Did you have you ever put a dude in the friend zone?

SPEAKER_00 50:04

Yeah. See the ring. You gotta do that. Um, but I think it's huge, right? Like I have a bubbly personality. I love to chat, I love to yap. You have to know the balance between professional and being too friendly to where that's not gonna get you, you know, taken seriously, right? So structured rapport, like, yeah, we can sit here and talk about sports, we can talk about things that don't really matter or, you know, like yeah, they matter to people, right? But they don't matter to the conversation at hand. And so I think a huge thing about structured rapport is focusing on family, right? Focusing on people they know. So I always like to use acronym form, family occupation, recreation. And then the M is like kind of triple threat, me, money, medical. And that will allow you to kind of move through that process with structure. So talking about someone's family is usually the reason why they're doing this. Um, making sure you really hone in on that.

SPEAKER_01 51:06

So rapport, you're saying don't create don't build rapport that isn't moving you in the direction of a sale.

SPEAKER_00 51:14

Yeah, 100%.

SPEAKER_01 51:15

Is that what you're saying?

SPEAKER_00 51:16

Yeah.

SPEAKER_01 51:17

Now I used to like they would people would want to me to come over for a barbecue, they'd want to hang out, they love me, but they didn't buy life insurance. So you're saying don't do that where you become too friendly.

SPEAKER_00 51:30

Yeah. Well, because what does it get you? Maybe some baby back ribs, but that's it. Right? Like, you have to think about it. Like, did I protect the family? Did I show enough value? Did I actually ask questions that make them realize the importance of why they were looking into this in the first place? Or did I just like chat and have a good conversation?

SPEAKER_01 51:52

Can guys take this for dating advice?

SPEAKER_00 51:54

Yeah. Maybe don't talk so much about their family on the first date. But you know.

SPEAKER_05 52:02

I think that comes with the intention side too. Like people, they can show up and have a bunch of conversations. Yeah. But what are you actually doing in the phone call? Are you actually pushing it forward? Are you actually trying to make a sale out of it? Or are you just trying to have a conversation and like pastime?

SPEAKER_00 52:17

And I used to have really long calls, like two, three hour calls, because I was just yapping. And it hurts a lot more when you have a two, three hour call that tells you no.

SPEAKER_01 52:28

You gotta learn the hard way though.

SPEAKER_00 52:30

Yeah.

SPEAKER_01 52:31

So now are you scared to get uncomfortable on a call?

SPEAKER_00 52:35

No, but it comes from repetition. Like I used to be, but I think uh you do things enough times and there's really no room for fear because you realize like what's the worst that's gonna happen? Someone hangs up, it's not that scary.

SPEAKER_01 52:52

The worst that's gonna happen is they hang up, they die, you didn't push them, and their kids call you and go, Hey, did they do this? Yeah, that's the worst that's gonna happen.

SPEAKER_00 53:00

Well, that is true.

SPEAKER_01 53:02

But I've never had anybody call me back ever. Thousands and thousands of appointments. I think it was 10,000. I went on ten thousand appointments. No one ever one time called me back and said, We're gonna do it now. Ever. So I kind of figured like I need to it's now or never. Is that how you guys do it?

SPEAKER_05 53:23

Yeah. Yeah.

SPEAKER_01 53:24

I think Okay, how do you get uncomfortable though? I'm just curious. Like if they say, Well, I need to think about it.

SPEAKER_05 53:30

I'll ask them like I'm very upfront and honest with them, so I give them the permission. I say, I've been upfront and honest with you, right? Like the whole call, yes. Okay. So do I have your permission to be blunt with you? Like, what is it you have to think about? Like be honest. Is it that you don't trust me? You don't trust the insurance company, you want to shop around, and then they'll usually tell me straight up. What is it?

SPEAKER_01 53:52

Usually price.

SPEAKER_05 53:54

They just don't want to make that full investment yet. And either sometimes they just cannot afford it, and you can't make someone sit there and afford it. At the same point, they can't afford to die. So when they say I can't afford it, that's just you not building enough value in the product before you actually show them options. So that's where it usually is like a you it's always a you problem no matter what the objection is. And people will blame it on the price, the this, the that. It's just where did you not build enough value? So I'm just very upfront and honest. And I just ask for the permission to do that, and then they'll usually just give me that same energy.

IUL Education, Suitability, And Value

SPEAKER_01 54:29

And do you lower the price if they do that?

SPEAKER_05 54:31

Yes. Because I don't want them to feel like this is a financial burden for them. But I'm also, we always pitch like I'm always gonna be checking up on you. This isn't just like a week haul, close, and I never talk to you again, deal.

SPEAKER_01 54:47

It and run. Yeah.

SPEAKER_05 54:48

So I think as long as you're doing that with the client, consistently checking up on them, which I think from what I've seen, even just for being here for years, so many people are just aren't willing to do that. But Christine, I know like you have so many annual review sales out of the yeah. Touches. Yeah. Just that's huge. If you pitch increasing it down the line, then like stick by that, or else they're gonna go get another policy somewhere else.

SPEAKER_00 55:09

And like reviewing, like I think having that after the sale, like outreach, two days after, right? One week after, make sure they got a policy packet, three months, six months, nine months, twelve. Some people look at that as being a lot, but if you check in for the little things, they'll check in when there's big things that come up. They're gonna check in if they lose their job and they need, you know, to make adjustments. They're gonna reach out if, you know, when they are ready for more coverage. They're gonna reach out with those extra referrals because they know you care. People don't care about how much you know until they know how much you care about them. That's something that's always stuck with me.

SPEAKER_01 55:43

I love that. Okay, so you put in here helpful topics, close mouths, don't get fed, talk about the business with everybody. They'll either become a client or a recruit at some point in time and to plant seeds.

SPEAKER_00 55:55

Yeah, I think it's huge. Like again, being an insurance for five years, uh, kind of going back to what we said about social media. I was really scared to post in the beginning. I felt like everyone was judging me for being the insurance girl. Now I'm excited to be the insurance girl. Proud of it. You're proud of it. Yeah, exactly. Because it's also like, you know, people are watching. I think it's something we talk about all the time. And they're either watching because they're curious of what you're doing. They're, you know, they eventually want to know more about it or they want a policy or they know someone who wants a policy. So talk about it, post about it. Don't be afraid to let everyone know what you do and why it's important. And even if it doesn't make sense to them in that moment, because sometimes I truly think your friends and family are the hardest sales, like in the beginning. Um, sometimes that's not the situation in my family. It was still working on it myself.

SPEAKER_01 56:46

Dude, my uncle Jimmy in the other room. When I got my license, he told me he goes, because he was kind of a dick. Like he was like, Hey, when you get your I heard you got your insurance license. He goes, Don't call me and try to get me to sell a policy. And then now he sells life insurance in the other room, and he loves this industry. But you're right, sometimes your friends and family will buy from a stranger and not from you, which is sad because you're supposed to buy from people you know and help them get started in their business. Like that's that's how small towns uh grow and and everybody benefits from each other.

SPEAKER_00 57:29

Yeah, huge.

SPEAKER_01 57:30

Just talking about we're gonna wrap this up with this. So you are getting married.

SPEAKER_00 57:35

Yeah.

SPEAKER_01 57:36

So he uh your husband, your fiance did not get friend zoned.

SPEAKER_00 57:41

No, he didn't.

SPEAKER_01 57:45

All right. Um, what are you what are you looking forward to? When's your wedding?

SPEAKER_00 57:49

Yeah, it's in August, August 28th, 828. I think that's a good I like even numbers. That's a great number. So we're really excited. I think honestly, it's just like there's a feeling about like the security you feel when you get engaged, and then like the security of just knowing like you're married. Like he's my best friend, so I'm just really excited.

SPEAKER_01 58:08

How long you've been dating?

SPEAKER_00 58:10

Four years, over four years.

SPEAKER_01 58:11

So when when me and Nicole got engaged, she it like unlocked another level of awesome, like everything got better. And we got married, it unlocked another level of like happiness and security, and everything got better. So, for dudes watching, like just so you know, it gets a lot better if you uh give them some security.

SPEAKER_00 58:33

You get to unlock the packages. I always told him, like, when he was when I was just a girlfriend, like, you don't get the fiance package because I don't have a ring. Then I got the ring, and then it was okay, you have the fiance package, but what you're asking now is a wifey package.

SPEAKER_01 58:46

What's the third package? The the mom?

SPEAKER_00 58:48

Yeah, mom package. Couple years give me a couple of years for that one. We got a business to build.

SPEAKER_01 58:55

I love that. Well, you guys are awesome. Um, you got a ton of knowledge and experience. How can someone reach you if they wanted to work with you guys?

SPEAKER_05 59:05

Um, you can reach me. My Instagram is Liz L-I-Z.pappage P-A-B-I-C-H.

SPEAKER_01 59:11

And we'll put it in the uh description too for you. What about you?

SPEAKER_00 59:14

Correct. My Instagram is Christina Andy C-H-R-I-S-T-I-N-A-A-N-D-E. Yeah.

SPEAKER_01 59:20

Cool. You guys, you guys ready to crush it this year?

SPEAKER_00 59:23

Yeah. Of course. Huge goals.

SPEAKER_01 59:25

Hit them up. If you're not licensed, don't be scared to ask questions. Um, if you are licensed, don't be scared to get put in a better situation. And you guys will help. What what what does it look like if you guys help somebody?

SPEAKER_00 59:37

A lot of one-on-one, you know, coaching and training. I think that's a great thing of having the office is if you're in the Scottsdale area, you get to, you know, come in office and train one-on-one and have that hands-on coaching. You're on Zoom and you're virtual perfectly fine as well. It's having like the team camaraderie, it's having the culture, having people you can learn from and having really, you know, structure. I think that's what people look for. They want to make sure they're not just handed a script and told to go dial, but they have systems and procedures in place and think collectively as a team. You know, we have that. And it's nice to be able to learn from a lot of different leaders rather than just one person.

SPEAKER_05 1:00:12

I always say, like, I can't reinvent the wheel. No one did. The wheel's already there. You just have to run it. Exactly. It's easy.

SPEAKER_01 1:00:18

Love it. All right. Hit these girls up. Thank you guys for sharing.

SPEAKER_05 1:00:21

Thank you for having us.

SPEAKER_01 1:00:22

And we'll get you back in soon and get an update. Awesome. See you guys.