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Why I Left FFL… And What DROVE Me Back (Ep. 253)
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Ever wonder what happens when you trade hype for hard systems? We sit down with Rob Kakish—who saved $1M before 30—to explore why he returned to FFL and how he rebuilt faster with community, accountability, and tech that actually moves the needle. Rob breaks down a compliant inbound model with a two-minute buffer that slashes wasted spend, plus an AI dialer that routes conversations every 10 to 15 seconds and accelerates skill development. The result: new agents get day-one action, faster wins, and a realistic cost per acquisition they can scale.
We unpack the hiring pipeline that fuels this growth: paid ads, a tight manager screen, and a junior broker track where unlicensed candidates split days between studying and setting appointments. Inside the office, daily training at noon PT, visible leaderboards, and direct accountability keep standards high without turning culture toxic. Rob shares the exact script that calms client uncertainty—“start coverage, add coverage, or save on an existing policy”—and shows how explaining the process plus a simple “Is that fair?” nudges prospects through to the application.
If you’re aiming for Hall of Fame, Rob gives a practical blueprint: invest roughly $1,000 per week across inbounds and the dialer, run 50/10 work blocks, start early, and work Saturdays until your bank account reads six figures. We also talk leadership, blocking negativity, and why freedom comes from systems, not slogans. Whether you’re launching your first month or rebuilding a team, this conversation delivers concrete steps to increase talk time, protect margin, and build a culture that wins.
If this helped you think bigger and execute faster, follow the show, share it with a teammate, and drop a review with the one system you’ll implement this week.
What's up, everybody? Andrew Taylor here. Today we have Rub Kemakish with us.
SPEAKER_02Good to be here. Good to be here, thank you.
SPEAKER_01We should say Rub Kemakish is back with us. Is back. Is back in full effect. Dude, so I guess the rumors are true. They're true, man. You're back at FFL. Back home. Not willingly left, but I'm back home, baby. We're glad to have you. Appreciate it, man. Appreciate it. Um, to start, bro, I want to learn. Let's let's go back. You started at FFL at what age? Tell us about uh your journey in life insurance.
SPEAKER_00Sure, sure. So once again, everybody, thank you for having me. FFL family, what is going on? Sean Mike, thank you. Andrew Mike, uh, Andrew, as well, thank you. Um started late 2020. 2021 was my Hall of Fame run. Uh, got that handled. And that's when we were not even doing virtual, right? We were in homes. So we did the All-American tour at that point, traveled all of these states, didn't come home for 24 weeks, try to try to make a name, you know, here. And and you know, great, gratefully it worked. So um after that, we continued to continue to grow the agency. You know, um, super grateful for for you and Sean. You guys awarded me back in 2023, you know, top two in conversion, uh, top two in recruiting. And that was something that, you know, that was super important for me because it was massive belief. Hey, we can do this thing, we can run it up super aggressively. Um, long story short, I had a partner at the time. Maybe we shouldn't mention any names right now, but we had a partner at the time, and he steered us in a direction away from FFL. It's not it's not what we wanted to happen. I just came off the greatest run, you know, um ever, you know, for for for me and my uh organization. And it steered us away from FFL and it didn't go as planned. You know, it was a lot of stuff that was sheltered on and a lot of lies and deception, and it is what it is. I learned from it. And you know, I'm grateful for you for staying in contact that whole time and checking up on me. Um, but now we're back. Now we're back. And uh yeah.
Saving Seven Figures Before 30
SPEAKER_01So for everybody watching, Rob left FFL and then his upline called me and told me, Don't call Rob because God can't even recruit him away from him. And I'm I was like, I'm definitely I'm definitely calling him right now when we hang up the phone. I was like, I'm gonna keep in touch with him because he's a great dude. Appreciate it. And let's just I always leave doors open too, by the way. Like I don't hold nothing against anybody. If somebody wants to come back and work, I always uh I leave that relationship good because you never know what the future holds. And I think a lot of people hear a lot of hype and they and they find out it's just hype.
SPEAKER_00Agreed.
SPEAKER_01Um, but some interesting things. You told me you had this is something that I like to think about. You told me how much money did you have saved? I had a million bucks. You had a million dollars saved at what age? Before the age of 30. Before the age of 30, you had a million dollars saved working a few years in life insurance. 36 months.
SPEAKER_00Yeah.
SPEAKER_01Damn. Yeah. A little over that. Before the age of 30. And what what what is the power? Because like you decided to come back. Why? This is the this is the reality of the situation.
SPEAKER_00We did what we did outside of FFL for a moment, and life, the reality of the situation, building outside of here is harder, right? We're taking it, we're taking for granted a lot of the stuff that are here from the technology to your IP reports, to uh um the relationships of the contracts and how fast things can move and the community on top of everything else, on top of the tech, on top of the carriers, on top of these things, and it's harder. It is harder outside of FFL. Did we do it? Yeah, we did it, but it would it it was less fulfilling.
SPEAKER_01Interesting. It was less fulfilling. What about bonuses and stuff like that for your guys?
SPEAKER_00There is no bonuses, you know. It's it's completely everything is on us, you know. We're we're we're trying to figure stuff out. There's nobody else to to give that bonus to, or look to the left, or give an Andrew a call or a Sean a call. So, no, there is not any of those bonuses. That's gonna be a huge deal. My guys are super excited for that. I know what I was getting paid at one at one point from from those VP bonuses.
SPEAKER_01So absolutely. I love it. Now, talk about community. So a lot of people might think it's easy to do this on their own, but what I like about the community is the internal competition that drives everybody to do better, right? 100%. Like you have people you already want to pass that that you told me, you're like, dude, I'm just and I and I love it. It's inevitable.
SPEAKER_00Everybody respects it, it's inevitable.
SPEAKER_01But I love that about you. I love that competitiveness. You know what I'm saying? Absolutely. Now, the interesting thing, and this is really why I wanted to get you on. One, we're excited to have you back, but two, you do things different now. And I've learned a lot from you, and my uncle Jimmy's been working with you, but you have these office locations that you're very good at hiring at. And when somebody comes in, they have a lot of structure. Correct. You have you use inbound calls, you use outbound dialers. Can you tell everybody how you recruit and how you get people selling now? Absolutely, absolutely. Shout out to Uncle Jimmy, actually, by the way, for that one.
Why Community And Bonuses Matter
SPEAKER_00How funny is he? He's incredible. That is that that is a joyful man, bro. He's lighting through. Shout out, shout out Uncle Jay. Um, so so as far as uh current systems right now, the the platform of continue of manually dialing, that's manually dialing, that's always gonna be there, right? That's always gonna be there. And it's a good foundation to start on. But the reality of the situation is the success rate can happen, but a lot of people aren't willing to do that work. So if we're looking at a mass population of a lot of people and we know, hey, the manual dialing thing is something where they have friction against, especially in this new era of how insurance is sold. I'm like, hey, let me put something together that still makes the everyday person who's not willing to do five, six, seven, eight hundred outbound dials still make money, still have a quality of life. And that is the first thing with our our our our transfers and our inbound system, right? Um, we've created that in-house, and the main thing was to keep it profitable. A lot of people can sell insurance, but are you profitable? Right. And that's something that I'm huge on with my guys, you know. So you got the two-minute buffer to vet out the client. It's it's 20 bucks, it's a$21 transfer, D, D, uh, DNC, TCPA compliant, trust form, everything. True form, everything. So that's a huge, huge thing that took the organization back up to a million a month, a million plus a month. On top of that, we've spent months and months and a lot of money on creating our dialer. This dialer pretty much dials at the speed of light. Okay. It's artificial intelligence. So uh so the AI understands your voice and starts to put you with people who have the same conversation as you. Smart routing. Smart routing, correct. And every 15 to 10 seconds, you're gonna be on the phone with a client. So the ability for a new agent to speed up the time of them learning could happen in a week or two in comparison to two, three months, because the amount of shots at net, the amount of conversations. So that's been a huge, huge factor, the ability to talk to 150, 200 people a day. If you just sit down and work without doing one manual dial.
SPEAKER_01Now, what you guys are good at is getting someone who's never sold life insurance, doing interviews, getting them in, giving them a spot in an office, and getting them on your program where they're getting action. Correct. And you think a big problem for new agents is there's no action? Absolutely. That's huge. Absolutely. Now, the other interesting, well, one, can you tell us about your hiring process for people that want to build teams? Sure.
Offices, Structure, And Hiring At Scale
SPEAKER_00So the hiring process, obviously, we have some internal stuff. You guys can always reach out to me. I give you more information on that. But our thing is we're putting a lot of money into ads, right? Ads and of course, staff. Staff is gonna be a huge thing if if you're really trying to grow this organization, right? You have to have things that you can delegate on. So we got the admins, we got an assistant and a recruiter. Okay. The recruiter is obviously everything. And they're putting money into ads and scheduling interviews, right? These interviews pop up on the calendar. They know exactly what it's about. It's not obeyed and switched, they know it's for life insurance commission based only, right? We funnel that to one of the managers. The managers has a brief 10, 15 minute conversation with them. We send them, if they're unlicensed, we send them uh um the study material. We tell them they got seven days to get it done. Seven days to get it done. From that point, during that entire time, we're we call the junior broker program. So they're on the phone setting appointments for managers and license agents. So and they're still earning a little bit of commission. If they sell a policy, you know, the manager goes out of his way, gives them 100 bucks, 150 bucks, whatever it is, to keep as some cash flow setter though as an appointment setter, correct.
SPEAKER_01So they don't talk about selling life insurance at all. Yeah, absolutely not.
SPEAKER_00Absolutely not.
SPEAKER_01They're just saying, hey, I'm gonna get you on the phone with someone who's who's gonna give you more information about it, correct? So you get them the day that they come in to interview, they are studying and and learning how to make an initial phone call. Correct. Half the day they're doing initial phone calls, the other half of the day they're studying. And they come in every day from the that minute. Every day, it's gotta be that. Now, how do you get them pumped up to do this commission only?
SPEAKER_00You just gotta paint vision. A lot of vision and narrative for a lot of people, you know. You ask them what are they doing currently? And as you guys know, it's it's it's most likely at a job that they don't like. We we we talk about vision, we talk about and create narrative around them. Um, and then we go around the office showing other people's success. You know, I got I got young guys that are 24, 25 years old, you know, if we're if we're going on the material side that are driving Porsche, which is Mercedes and and living that life, you know. Um, it doesn't always sell for everybody, but the reality is everybody wants to make more money. So using other people's success as an example in the limited time that they've been here. Testimonials is a huge deal.
SPEAKER_01So you introduce them to people in the office and go, here's a testimonial of somebody really well. The the leaderboard, this numbers, and make it real instead of just talk.
SPEAKER_00People need to see as well.
SPEAKER_01So my little cousins, well, they're not little, but they're in their 20s. And I told them that to get their life insurance license, and they're gonna come in and they're not leaving until they write 3,000 within the first week in premium. Very realistic. Now, very realistic with inbounds. Now you can't say it's guaranteed. Well, it is if you don't leave. We're gonna guaranteeing it. But the inbound thing changes the game. So I'm wearing Ringba's shirt because they do a bunch of inbounds and I got to know them and they got connected with integrity lead center, and people are ordering. Dude, I'm getting texts like crazy of people going, I did seven calls today, and I sold three, and I didn't call anybody. Yep. Like the people called them. Now you've been holding this secret for a while. It's but yeah, we've been doing it for a year and a half. Yeah, you've been holding this secret for a while. Yeah, but I think this is the future. I was looking at the system. A hundred thousand attempted calls came through the system, but not an there wasn't enough agents to take them all. But it just shows you how many inbounds are coming in for someone who wants to talk to someone about life insurance every day, which is bananas. Now, if you really want to have your mind blown, you don't have to pay unless you're on the phone for a certain amount of time. Correct. Tell us about that.
SPEAKER_00So you have a you have a buffer. Now, the buffer, you don't want to completely, completely, you know, fixate on that because you're gonna rush yourself. You still got to be present in the moment and have a real conversation with these clients, right? A lead doesn't necessarily guarantee a sale, but it leads you to somebody who's interested in uh uh insurance. And it's your ability to communicate um that transfer of energy to make a sale. But uh long story short, you got a two-minute buffer, 120 seconds to feel out the client. Is there a pathway? Can we make something work here? Can these clients even maybe sell insurance, uh uh purchase a policy? If so, you continue forward with it. If not, you don't get charged for it. You know, client, have a good day, hang up, you don't get charged for the call. On to the next. Right now we have got a cost per acquisition for$84.$84 to get a deal.
Inbounds, Two-Minute Buffer, Profit Focus
SPEAKER_01Dude, the fact that you can hang up and not get billed still kind of trips me out. Because you could buy leads and get a hold of they could never answer their phone. You still have to pay for it. Correct. Which is crazy. All right, give us a give us the sales presentation for an inbound lead. Because I heard you do it the other day.
SPEAKER_00So so call comes in. Hey, this is Rob on a recorded line. You're gonna get the information from the client. Now, Mr. Ms. Smith, was this to was this to start coverage? Add coverage, or save a few dollars on a current policy? Well, you know, I was looking to start coverage, I had a policy, but it lapsed. You know, perfect, ma'am. Well, we are on a recorded line. My national producer number is A B C D, or you can find me on local and state and government websites. Now, Mrs. Smith, the process is super simple. Quick minute of health assessment questions. From there, we're gonna shop tons of A-rated carriers in donation to find out what's the most cost effective for you. From there, we'll submit an enrollment packet. Take about a day or two for an approval and hope you never have to worry about this again. Is that fair? Yeah, yeah, okay, that's fair. Boom. That's under two minutes right there. If you can get through that, the qualification, those answers, no matter what she chooses, start coverage, ad coverage, or save a few dollars on a current policy, no matter what they choose, you're in. And then you explain the process. The client is partially in a state of uncertainty. So explaining that process to them creates that uh that level of certainty with them. They know what's about to happen. I talked about I'm gonna shop for them, or assume the sale by we're submitting an enrollment packet today, then assume the agreement by saying, Is that fair? And if we get a yes throughout all that, you're green.
SPEAKER_01And the other thing I noticed you do is you'll you'll help new agents once they get licensed. You're kind of walking the floor. Always. And you'll actually go, hey, I'm the manager, let me help out with this deal to help them get paid. How many offices do you have and where are they?
SPEAKER_00We got we got we got building Las Vegas, um, Tempe, Arizona, Rancho Cucamonga, California, and then Orange County, Newport Beach. So we got four, we're building to five right now in Dallas, but we're moving to Groovin. That's four offices currently.
SPEAKER_01And can you also do virtual? Absolutely. So you're hiring virtual or in-person? Absolutely.
SPEAKER_00As long as you got something structured to where it's a plug-and-play system, virtual, of course.
SPEAKER_01Yeah, I've I've kind of noticed that if somebody has too many options, they don't do anything. Agreed. And you've kind of narrowed this down to go do exactly this. You log into this system, you call these leads, or the system will start ringing and you pick up and there'll be a customer on the phone. Yep. Exactly like that.
SPEAKER_00You know, and we just we looked at it like this. Hey, if at the end of the day, you know, us as leaders, we still need to know what's going on in the organization, right? To keep everything clean, structured. So for us, of course, we want input from our guys and stuff and our girls. But if you're coming in, we got a guaranteed platform, which I can say guaranteed platform for any agent to make money. I can guarantee it because we've taken so much time, we've proved the system with millions of dollars worth of premium. And our structured way on outbound and inbound, it's guaranteed to win. So, yes, everybody is on the same thing, same training, and that's how an organization moves, you know, uh adequate. And then you do a training every day. Every single day, 12 p.m. Pacific Standard Time. Absolutely.
SPEAKER_01Every single day. With all your offices. Yep. Yep, every single day. And uh if someone wanted to work with you, how could they reach you?
SPEAKER_00Best thing is at Rob Kakish, R-O-B-K-A-K-I-S-H on Instagram. That would be the best way.
SPEAKER_01They reach out to you, you can get plugged in. Now you can also take someone who's failing in life insurance, even if they're trying to build a team, teach them this model, fold them under you, and help them do what you're doing. I guarantee it. I love it. All right, so things are are going smoothly. You're back at FFL. Back home, baby. Um, what are some tips you can give somebody who's just getting started and they hear a lot of different opinions about where to go? Sure.
AI Dialer And Speed To Skill
SPEAKER_00At the end of the day, nobody's gonna do it like how we do it here, and that's the reality of the situation. I can humbly say, you know, I've I've I've stepped outside of here, not willingly, but I still have stepped outside of here. And the difference, the support, the community, the opportunity, the tool, the tools, the resources here at FFL with Frontline is something that is not out there. And that's the reason why we're gonna continue to grow, why it's gonna be a household name, and the road to making this bigger and bigger and better every day is a thing, you know. And I'm on here, my name is my name, your name is your name.
SPEAKER_01Now, was it hard to come back? Like, was it like uh you did pride and ego get in the way?
SPEAKER_00Of course, pride and ego did come, you know, but I had to look at it not for myself. I prayed on it and I looked at my guys, you know, and I give credit to you. You know, you stayed in touch for a whole year, bro. So that's something I learned. Incredible, absolutely incredible on your end. So massive shout out to Andrew Taylor. I mean, you're a good dude. I appreciate it. So why not? You know, despite what's said, I'm a great dude.
SPEAKER_01Yeah, I heard some rumors. Yep. People were like, do not work with Rob, he's a bad dude. But then I was like, I've spent enough time with him to where I don't I don't get it. We're here, you know. You're full transparency. Yeah. Full transparency. Um, all right. So what are some negative things people are first of all? I want to go back to this. You're talking to a lot of people in insurance and you don't know where to go. What how do you just what's the what's the deciding factor for a new person?
SPEAKER_00I would it's it's it's the leadership and the and how how that person is communicating. If you're talking to a hiring manager, how are they communicating? Right? Is it is it is it scripted? Do you hear it from the heart? Is there passion behind it? And I can say for myself and this feedback that I've got, when I'm talking about this stuff, there's there's passion behind this. This is what we do. So are you is somebody hiring to hire or somebody hiring to to move you and your family forward? And then the reality of the situation is you got to look at their acclimates. You know, you got to look at that rapport card and see what what's been accomplished. Are there systems? Is are there plug and play things? Is the learning there is a motivation or is there real sales straight sales strategy behind it?
SPEAKER_01That's what what I tell people is I go, dude, just look at the scoreboard. Yep. That's it. Yep. Like if everybody says we they're the best, just look at the scoreboard. How many people are winning, how many people are making money? Agreed. Um, how many families are being protected? What do you you just went to the national conference? What do you think is the future of FFL? It's just gonna get bigger and better.
SPEAKER_00You know, at at this point, there's so much so much good heat catching on. And that that conference was huge. I remember from a couple years ago from last year, that thing was massive. You know, there was barely any seats. So the future of FFL is as we said, I think it was me, you, and and Sean Mike here a couple weeks ago. It's gonna be a household name, and that's the goal.
SPEAKER_01What do you think about Sean Mike? Like, what can some cause because people will call me and they'll be like, I was told not to work with FFL because of Sean Mike.
SPEAKER_00If if if if something's going down or if nothing's going down, Sean Mike is somebody I want in my corner. I respect that guy. He's taken my call. He he was happy to have me back, and that is somebody who leads the charge, and and I'll be right beside him on that. So if there's something, if there's a man who needs to be in the corner, I'd rather have that man.
SPEAKER_01Yeah, he's the dude you call if you're gonna be able to do that, actually. And he is hilarious, freaking hilarious. Yeah. So he is. All right. Um, so you're training people. What are some traits you're seeing from people that are coming in that are winning? Coachable, of course.
Junior Broker Pipeline And Day-One Action
SPEAKER_00You know, the reality is a lot of people that come from other insurance companies, there's a small ego to it. I get it. And sometimes that's just to let them listen or or or or just listen and then slowly disarm them. Because you could have somebody come who's been doing insurance four, five, six years from somewhere else come over here and actually sell insurance, right? There's a lot of people who who who have a license that aren't selling insurance, we really sell insurance here. So that is um that's a big thing.
SPEAKER_01As I think back on my whole career, there's been people that have popped in that have tried to plant negative like seeds of doubt. And it could be like, you might be able to get something more here, or you might get a better lead here. And um, I made a rule that I was going to distance myself from any negativity, and I think it helped me big time. How important is that as a new agent to drown out that noise?
SPEAKER_00So important, and it's going to happen. So, any new agent looking at this, it's gonna happen. Doubt is gonna simmer in your mind. You're gonna hear people say A, B, C, D, but you can't, and that's why community is gonna be so important. The self-development of who you are as an individual is so important. The right community, the right community, the right community, because you can have a community that is that that that's toxic, talking crap about a lot of people. Um, so you just have to under put put a why, what is your goal? And every day just just take another step towards that goal, man. And you gotta have good people, you gotta have good people around you. So when it comes to the negativity, it's gonna happen. Ask yourself how self-aware are you, self-aware are you to to differentiate noise and be able to block out that noise, you know? So you just gotta be self-aware when it happens to to move from your move away from it. And that probably is gonna be some sacrifice. It could be something as your brothers and sisters, it could be parents, it could be cousins, it could be friends. So it's a partial sacrifice that's gonna have to happen as well. But it's for the greater good of you as an individual, you know. So I'm with it.
SPEAKER_01Yeah, 100%. All right. What's what would you advise someone that said, I want to write four hundred thousand dollars in premium this year? What would you say exactly to do?
SPEAKER_00Exactly to do is first of this. If if we're going on on my platforms. What I can talk on, right? What we got right now is you got to be investing in inbounds. You got to have the dialer. So what we do is is when it comes to that, a thousand a week on our end can get you can get you to Hall of Fame.
unknownOkay.
SPEAKER_00$1,000 a week in Leeds. On Leeds. That's inbounds and our dialer. Okay. On top of that, you have to have a non-negotiable schedule. If you're Pacific Standard Time, you know, that's on the East Coast, it's already 12 o'clock. So that extra three hours gives you another week at the end of the month. Okay. So you got to be starting early. You got to have a non-negotiable schedule. You're you're in telesales, so you should be working 50 minutes nonstop, 10 minutes strategic reset, 50 minutes non-stop, 10 minutes strategic reset. Um, and you gotta have two sources. You gotta have inbound and outbound going and non-negotiable schedule. And those Saturdays got to be a thing. If you don't got$100,000 in your bank account, you better be working Saturdays. So that's a thing. And do you guys stay open Saturdays? Absolutely. This is a 24 hour seven business. You know, this is for us, this is non-stop. This is what we do. So and you love it. I love it. I love it. Yeah, it's huge. I love it.
SPEAKER_01And you're living in where do you live?
SPEAKER_00Man, we're living everywhere, bro. We're living in Vegas, we're living in Orange County, SoCal. I'm all over the place. But where's Southern California, SoCal? Which is Newport Beach, California. How's that? Tell everybody about Newport. Newport Beach. If you haven't been, you gotta be. Okay, Newport Beach is absolutely incredible. You know, you're on PCH, uh, it's it's it's beach life over there. You know, I was grateful enough by Grace God to be in a beach house right in front of the water, and um every day is a reset there. So, so super grateful for that. But Orange County, California.
SPEAKER_01Okay, have you been in the Doom Loop? I haven't. The Doom Loop. I haven't. Which is you're you get really negative in this business.
Vision, Testimonials, And Motivation
SPEAKER_00Oh, of course, of course, of course. The Doom Loop. Now it now we know it's gonna happen. How do you get out of it? I had I had I'll summarize this in 30 seconds. I when I was on my Hall of Fame run, I was I'm used to writing my 40, and I had two weeks where not one policy was sold. Two weeks I didn't have a policy was sold. And I remember my last appointment, you always hear the last appointment thing, and I was passing the last exit, and I and I was like, you know what, I'm gonna throw in the towel. Maybe I just had a good run. So after six months of busting out$40,000 a month, I had two bad weeks, and I said, you know what, maybe it was just a good run. So even at that point, making$40,000, writing$40,000 a month, it's still leaked into my mind. Um and and and you just gotta be self-aware that that is gonna happen. But is your why is is the life that you want, the vision you want, strong enough to suppress that? You know, you gotta be self-aware and say, it's just it was it is it is what it is. It's part of the sales, it's part of the entrepreneurship. You just gotta catch it, crush it, and move forward. You know, it's gonna happen. It's gonna happen.
SPEAKER_01Yeah, I love it. And I think it's good for people to know that. All right, so I want to do something here. I want to do a celebrity appearance, okay, okay, with my Uncle Jimmy. Unc. Because he's been working with you. Yes, yes, and I want to hear what's up. He's he's growing. Unc Jim is growing, man. He's moving and grooving.
SPEAKER_00It's funny how much he likes you and you like him. I love that guy. I love that two piece of pause. Shout out, Uncle Jimmy. Let's get the clap.
SPEAKER_01All right, so for everybody, for everybody watching, this is my real my my mom's brother, and he is a celebrity because he's so funny, like he's hilarious, right? But you can't Rob came in and you were like, dude, I don't want to work with you, Andrew. I want to work with Rob because you saw what they had, and I want to know from you what is it like working with them for someone who's thinking about joining the business?
SPEAKER_02So I I mean, I always want to work with you because you're my family, but you're always on the top, so somehow, some way, I'll always be working with you. That's true. I was just joking, but but um what what Rob like I've interviewed a lot of people in family first life, and I've asked them the same questions that you ask people. And then when this all came about and David Roman reached out to me and said, Hey, you know, we want to come back. And then I didn't know who Rob was. I'm just gonna be honest. I didn't know who Rob Kakich was. But when I started talking to people, they were like, Oh my god, like he's he's a he's OG, you know. And then when I brought it to you, it was big, it was bigger than something that because I was hoping he'd come under me, right? And I'd get some production credit. Let's just be honest. But it was just way bigger. And then when I got around him, he changed the way I sell. I mean, I never heard anyone say, you know, hey, you know, this is Jimmy on a recorded line. Are you looking to start coverage, add coverage, or save on existing policy? So simple. You got him.
SPEAKER_01We need like a buzzer or something when some when someone says something we can't forget in here, we hit the buzzer, but that's a buzzer thing. That's a buzzer thing straight to it too.
SPEAKER_02With the inbounds, like I was struggling, and and Sam's got I just love Sam's inbounds, I just do. I don't care, they're the they're just amazing.
SPEAKER_01That's spectra, if anyone's wondering who Sam is.
Cost Per Acquisition And Vetting Scripts
SPEAKER_02Okay, spectra. Um, and he has figured it out. And then when I ran into Rob, he has the same thing, but Rob's script, I kind of just modified it a little bit, and I can vet people very quickly so I know if they're like wanting free or if they you know they're not interested or they're looking or looking for health insurance. Because another thing that Rob does, and you're gonna push the button on this. So when you called me, Miss Jones, what did you think this was for? And then you wait, you got him right there. Oh, car insurance. No, man, it's a life insurance. I'm sorry, and we get on. Correct. So he brought all these things, another buzzer thing, yes, and then he's like a little Tony Robbins, right? He's a salesman, like he really is a salesman. And I was just he does a training every day, and I know all and he has the systems, right? I don't have any systems. I mean, I I I always say I'm not a salesman, I I come from corporate America that had systems. That's kind of like plugging me into a corporate America job with with a guy like Rob Kakish because he has the systems, he's got the most amazing dialer I've ever seen. And it every six to 12 seconds, someone is on the phone, it builds the script, it puts their name in, it puts your name in, it has um rebuttals, it has everything objections built into it. So you don't have to do anything but just read and you get to the finish line. In psychology, he plants all these seeds in his script to get people over the finish line, which I haven't seen before, I just haven't. It's crazy. It's crazy. But I'm very, very, very excited for Uncle Jim. Thank you. Something a gift came when when you brought him and Sean Mike said yes, he can come back, and you brought him back under you, and I was able to fold under him, which is happening now. It was funny because I'm gonna say something. When we were at conf when we were at convention, I felt what it was like to be on the Yankees because I felt it. I felt the eyes coming when me and Rob were walking around to him. I mean, I'm neutral, I'm nobody, but I could feel like you, dude. You're playing famous. Oh, they were they were kind of like it was definitely there, it was something there, and you and I've never really felt something like that before because you know, I'm kind of happy go lucky, whatever. I don't like to offend people. I mean, I will if I have to, but I'm just it's not in my nature, and I can get away with things that a lot of people can't when I talk to people because it's it's it's just it's harmless, you know. I mean, when I have conversations, I'm not really digging in and giving advice, but I will say that uh he does have great systems, and I've never seen for my eyes, I know other agencies can do this, they have to because they're growing so fastly. I'm sure Jay Mask gets them up and running, I'm sure Stanley the man gets them up and running quickly. You know, we know Grady's a beast, but I've never seen it in my eyes where they bring an agent in and they get them dialing day one from nothing, right?
SPEAKER_01That's that this is the thing. It's not like someone who's already been insurance. Correct. We're talking about somebody who Alice.
SPEAKER_02Yeah, Alice, not Alice. We're talking about Alice. She came in, they put her on the phone, she's passing things over to us, she's getting people engaged, she's seeing the magic, she's believing that we can really do this, and that's the miracle that's happening. And to me, I've just never seen it. I hear about it, I hear about it all the time, but I've never seen anybody do it.
SPEAKER_01It's interesting because when we hire a new agent, we're fighting time because the more time that goes on, the less interested they are, right? So you guys are fighting time, but you're winning because you're going day one, let's get started right now.
SPEAKER_00Yep.
SPEAKER_01Now, the other scary thing is this we ran an ad for an admin. We got like 700 over 700 people locally in Las Vegas looking for a job as an admin. So think about how many people need or would like to know about this. Absolutely. If you put in a telemarketing ad right now on ZipRecruiter for a telemarketer to make 15 bucks an hour, you will get hundreds or thousands of people responding. People need to make money. Yep. Right now, I like what you do, and you go, hey, would you call all day if you can make$300 a day, which is really underselling what you can possibly do in life insurance. Yeah, it is.
SPEAKER_00Yeah, it is.
SPEAKER_01It is, right? But that's what they do. But but but you hit it there on purpose.
Manager Assist, Offices, And Virtual Model
SPEAKER_02No, but I mean that that was another thing that that you just brought up a great point. I've never heard them say you can do$40,000 a month right now if you just buy in and buy more leads. Listen to me. They don't say that. I'll never be that guy. They tell these young kids, they get young kids too. I don't know how they do that, but they get the youngsters and they say, Hey, you play video games? Yeah, but if you're just act like this is a video game and you can make three, four, five hundred dollars a day, would you be interested? And they're down. They're like, wait, what? And then when he shows them his dialer and then has the inbounds, and he kind of gives them a few inbounds, right? Then the rest is history. They're they're sunk, the hook's sunk in, and you're reeling in your the line.
SPEAKER_00And it's a beautiful system for for you know our our young crowd that we do have, and then even the adults 30, 35, 40. It makes sense. Professionals, you know, uh professionals, they're still down. It's it's it's it's a beautiful system, and it works. That's the thing is we get people paid, man.
SPEAKER_01What are you guys doing a month right now? 1.5.
SPEAKER_00Who are you gonna pass? The competition at the end of the day is getting my time back from the last year and a half, two years. And your money back. And my money back. Because I like money, and we like influence and can change your life. So the real though is the competition is is with myself, you know, and get and getting this thing moving fast, fast, getting people bade, get creating legacy, and you know, get up on that stage just like I did a couple years ago and taking all those awards back.
SPEAKER_01And I like what you said because we're joking around about competition, but the competition really is with yourself. It is like if you're especially if you're a new agent, do not compare yourself to some other agent that's been doing this for 20 years. Just get a little bit better every single day. Agreed. Please don't do that because I did it, a lot of people do it. It steals the joy of this, and literally just be like, okay, what I do last week, can I do a little bit more in activity? And what and that will probably result in more numbers. Agreed. Right? Agreed, and just compete with that, just conquer the day. And and what about being happy and enjoying calling people? How important is that?
SPEAKER_00It it's super important, man. And that's why I tell my guys dial for 50 minutes because the mind can actually take 50 minutes instead of just freestyling the the entire day. So your mind gives a 50-minute block, work those activity hours for 50 minutes and then have that reset of 10 minutes, right? And and understand there what is your there's purpose behind this, you know. It can't, I know it's hard to say, but it can't just be about the money. You gotta understand the journey. And I think every salesperson, every agent here, as you continue to grow, you as an individual, you grow, right? And I think that's a super exciting thing for uh that that everybody should be aware of. This is gonna make you grow as an individual, and that's the exciting part on top of the money.
Daily Training And Guaranteed Platform
SPEAKER_02Yeah, and he also he holds people accountable. Big time. Let's hear about that. So basically, we had someone talking on the training, and Rob was like, Hey, do you how much do you sell a month? Have you sold 10,000 yet? And he's like, No, he goes, You don't have something to say, you don't have nothing to say. And that's real, like that needs to happen. And I hear you guys, John Mike says it all the time, but I hear you if you they're not selling 20 grand, what they don't have a voice, right? And Rob just immediately and the other thing he does is he keeps everybody, he pushes them all day. He's looking at his Discord, he's saying, We are set our goal is 50 policies per office a day. And what what are you doing? And he's counting them up, he's putting it in there, he's calling people out. Accountability is huge, and that's something that takes you know a lot of work and effort to hold people accountable like that. And he also mentors like in front of people, and it really he's got a lot of he does, he's got a lot of Sean in him, so you could tell he ran around Sean or listened to Sean a lot because things that Sean does, I see Rob doing on a on a smaller scale. Obviously, Sean's running a billion-dollar business, and but it's funny because it's like people are listening, right? And they and it just he corrects them very quickly. And I like that. I like people that do.
SPEAKER_01You don't play. No, it's not a game. Well, no, it's not a game, and it's not a volunteer like let's just play around. Correct.
SPEAKER_00We do this, correct. We do this. The report card says it.
SPEAKER_01And you protect the culture. How do you do that?
SPEAKER_00By that 100%, by that right there. You know, I think I think passive aggressive is not a good thing. You know, if if you're a leader and and and you're leading an army, you know, when things need to be corrected, they need to be corrected right in there. You know, just like potty training, uh, I don't know, a dog. You know, the first time you if you let it go, they're gonna shit again. Excuse my French, you know. But but it it's a huge deal. And you know, there's some people that me and you were talking about, we've cut. You know, they they started getting weird with the culture, and I'm not here for that. We've put blood, sweat, tears, time, sacrifice, a million things to create it. So somebody here is nobody's that special to mess up the culture, so including myself.
SPEAKER_01If you want to get in the game, hit up Rob. Let's go. You now you're all over the place. You're in Vegas one day a week. We have a bunch of seats open in the Vegas office, but you're filling a lot of them. Yep. We got um, you got offices all over the place. You guys are opening another office in Vegas because you need more space. Yep. Yep, because you know how fast you're gonna grow. Um but there's a lot of opportunity here for someone who wants to run. A hundred percent. Yeah. I got you back. 100%. What is driving you besides money?
SPEAKER_00Uh, what's driving me besides money is absolute influence, influence and legacy, man. You know, in this game, I want to be remembered, you know, and I want to change other people's lives, man. You know, I the the how many times I've we've seen people come into the organization and then truly develop just as an individual. Right? There's a lot of people who just need guidance. So my thing right now is just putting people in a better position. That's my thing. Putting people in a better position and where they can look back and be like, hey, it was with the assistance of God, the organization, and Rob, you know, and frontline. So it's it's to impact lives, man. That's what we do. Sean did it, you do it. I want to do the same. I'm excited.
SPEAKER_01Now, what about your family? Do you got kids? What's your no kids?
SPEAKER_00No kids, just a pit bull. You have a pit bull? We got a pit bull, man. Seriously, I do. That's cool. Yeah, but shout out to my parents for they're taking care of him half the time. So I'm all over the place.
SPEAKER_01So that's like your kid. That's my kid.
SPEAKER_00That's my that's my big boy.
SPEAKER_01Anything you want to do for parents, family? Like, are your goals structured around that at all? Absolutely, absolutely.
Choosing Leadership And Scoreboards
SPEAKER_00Obviously, you know, with the time that I was here, I was able to retire them, you know, was able to buy them all cars. So they're good. My parents are good, retired, um, enjoying themselves, and um just gonna have another run at this, man. And you know, prepping for my future family.
SPEAKER_02You know what Rob does? Rob Rob does things that he calls you out in a certain way where he doesn't necessarily talk to you, but he'll say, like, if your wife's working for another man, like tell talk about that, Rob, because that that's important. Man, that's that's old school Sean Mike right there. Man, I just I mean that I would you say though, because it it's it's it hits me a lot, you know what I mean? So do it.
SPEAKER_00I mean, me personally, I this is how I want to be uh, you know, have my family is you know, if you're in this, if you if you're an insurance and your wife is has an hourly wage and working for another man, that's a problem. I wouldn't be okay with it. That's the truth. That's how I feel.
SPEAKER_01And you pissed off Jimmy in a good way. Probably a few people he did. He did piss him off.
SPEAKER_02I told my wife I'm retiring her, and she's like, No, you late. You sound like your family now, and I start laughing. You know, it's funny. The only person that doesn't, the only family members that don't ask my wife when she's gonna retire are Andrew and his family. Um, my other ones are bursting out of their mouth, but we really don't talk anymore. Uncle Jimmy could have retired her a long time ago, though. He could, yeah. But she just likes what she does, and I get it, you know what I mean? But that that does hit you in the heart, though.
SPEAKER_01Like Rob knows how to cause uh what what other what other things? Because that's a good one. But what else?
SPEAKER_00I mean, how could somebody work for somebody uh for another for another man telling you how much you're worth an hour when you gotta go to the restroom and eat? That's disgusting. You know, so that's another thing. Somebody somebody's put a a a price on how much your life is worth an hour. You know, and if you're in that position right now, insurance is a way to absolutely escape that matrix. But you just gotta be all in. You gotta be all in, and you gotta give yourself 90 days of absolute grace and go at this. This can work. This can work. You know, that limited belief uh um has to crush. You know what I'm saying? I you just gotta wake up every day and say, hey, time is going regardless. As long as I don't die, I'm okay. And that's what shout out to Tyler as well. I told Tyler Ortiz, I'm like, hey, as long as we don't die, it's okay. We're good. And if you can literally think that, the world is yours, man.
SPEAKER_01So Tyler your right hand man. Yes. And he we we're gonna get him in here too. We're gonna get him.
SPEAKER_00We gotta get Cliff, Cliff up Judy in here. He's he's my cousin, he's a he's a stud as well. He's he's running the rancho office. Um, a lot of people that we need to talk about, and they got a journey as well with me, so you're gonna hear from them.
Future Of FFL And Sean Mike’s Influence
SPEAKER_01Yeah, shake things up. We're gonna shake it up. It's good to say. All right, what else you what else do you tell people like that? Because that's all good really powerful. It's funny, unknown.
SPEAKER_00What else do you remember?
SPEAKER_02Well, you say that you know, if you're a grown-ass man, why do you ask for permission to take a day off? Damn. That's yeah, that that was a good thing. So if you have a job, and that's me. I mean, I'm from corporate America, I missed everything, you know. Uh just working and providing, you know, it is what it is. But when you hear those things, so I use that a lot. I'm like, hey, you know what? I know you keep that job, but we're gonna show you a different way to make passive income over here. And I'm just wanna let you know one thing you're never gonna have to ask permission again, take a day off to see your kid play a softball game, to go to that anniversary, to take a vacation. You're gonna earn it yourself, and you're gonna be a grown-up, and you're gonna know that if I do this, I'm not getting paid. So somehow, somehow, you're gonna bring your laptop and you're gonna work because you can anywhere in the world and write that trip off.
SPEAKER_00So we got we got a couple guys that were tour that were touring Europe for a month for a month and a half. You know, as long as they got their laptop, they're printing money. And you and and you can do that over here, you know? So that's that man. Fired up right now. I'm fired up too. I'm ready to do it.
SPEAKER_01I'm getting angry thinking about when I worked at the grocery store right now.
SPEAKER_02Right?
SPEAKER_00That's a legendary story right there, man. It had to happen like that.
SPEAKER_02I want to see Andy do some inbounds, so I know he probably can't. I'm doing it, I'm gonna do some inbounds. Dude, they're so it's so it's it's funny. Yesterday, so I mean, I did pretty well this week, and um I went four for four on Wednesday, it was over 6k, and I it was and I had three recruits sitting in my office, and two of them are brand, brand new. And they're like, wait a minute, all you did was read the script. Duh, that's what we do. Yep. But I came out yesterday. I wasn't gonna. I wrote, I tried in the morning, and I just was getting bombarded, and I just couldn't do it. So in the afternoon, he's bombarding it.
SPEAKER_00He's he's growing a big team now. Um bombarding.
SPEAKER_01I've never seen him this fired up. He's fired up. So give it, give it, give it a give a couple more months. Watch the and what he said though made sense. He's like, I'm used to corporate America, and the way this is ran is more like corporate America. Exactly. That was it. Nice, exactly, nice, and it's true.
Traits Of Winners And Blocking Negativity
SPEAKER_02You have to find what's gonna what you're used to or what you can gravitate to, right? And it was systems, I guess for me. I don't have any. But, anyways, yesterday I went in and uh Chris, um, your your brother-in-law, yeah. Um, he was, I'm like, Chris, you know what? I don't know, man. I think you need to do the inbounds, and this is why. And he goes, Well, can I watch you? And I'm like, Well, it's kind of late in the afternoon, but let's go in. First call, 15 minutes, boom, done. App bang. He's like, Whoa. And I'm like, Chris, I'm telling you, man. Like, and I told Ben, I told everyone in the office, I'm like, if you guys are outbounding, you're fools, because that was yesterday the way we sold insurance yesterday. 10. Day you sprinkle that around your inbounds and you have more time to recruit. I mean, if we want to build, we have to take the hours of dialing out of our day. I can't tell you how many times I bought leads and got nowhere all day long. Nowhere. Now there's people that are calling us that want insurance. And if you just ask them, do you want to start it, add it, or save on an existing policy? You're there. You're there. I mean, that is the magic hook.
SPEAKER_00And especially if you want to go, it's a huge deal.
SPEAKER_02And then the other hook is okay, so what did you think this was for when you called me? What would you think this was for? A free program? There's nothing free. Car insurance? I don't sell car insurance. I don't sell health insurance. This is life insurance. So it's an easy way for us to vet them and get to where we need to get. And with his script, um, which you should charge people for, by the way, because it's the best. But I'm just kidding. But we don't charge an FFL. Oh no, yeah. Anybody who wants to have scriptures. Some people do. Some people don't, though. We don't. Yeah, but where's where you do?
SPEAKER_01Hey, uh, we go I'm gonna wrap up with this. But Dave Anderson has this book, and he talks about how there's different types of people in organizations, and you have the first type, which is the undertaker. And the undertaker is what can I take and not give to the organization? And usually those people are the people you don't want. Correct. And then you have the the um playmaker, and the playmaker is the guy who's making sales, but he don't want to tell anybody because he don't want them to do as good as they're gonna do. And he also would be the guy that's charging for scripts or saying, I'm not gonna tell you my lead vendor, or giving you actually wrong information to lead you down the wrong direction to not keep up with them. There's a lot of those. But the third one was the game changer. The game changer is the one who's like, I am doing good enough to tell everybody exactly what I'm doing and help everybody, regardless if I get paid or not, and that person eventually ends up making more money than everybody. Correct. So the more people we can get like that, which we have a lot of those. We have a FFL's good. FFL's good like that, even if you're on different teams. But there are some teams where there's still undertakers. Yeah, but for the most part, you got you got game changers all over the place. Anyways, I gotta run. We gotta do this again. Absolutely. If you're watching this, we're gonna have Rob back in. Put in the comments what you want us to talk about because there's a lot of information here that we need that we need to drag out of him because they figured a lot of stuff out. Yep. Um has figured a lot of stuff out. We're excited.
SPEAKER_00I'll be letting everybody know our inbounds soon.
SPEAKER_01Let's go. All right. Um, thank you for everything. Thank you for sharing. We're glad you're back. Uncle Jimmy, thanks for popping in. Thank you. We'll see you guys later. Appreciate you guys.