FFL USA

How to Push Through Doubt, Rejection, and Sales Slumps | Andrew Taylor, FFL USA (Ep. 256)

• FFL USA • Episode 256

Share episode

Use Left/Right to seek, Home/End to jump to start or end. Hold shift to jump forward or backward.

0:00 | 1:02:17

A 19-year-old leaves a pig farm job behind. A 21-year-old quits Walgreens after a brutal day and decides he’s done trading hours for $17 an hour. Then they both learn the same skill: selling life insurance over the phone with leads, mentorship, and relentless reps.

We sit down with Marcos Paez and Wes Stoecklin to get past the highlight reels and into the real mechanics of life insurance sales. We talk recruiting through Instagram, getting licensed fast, and why the first 30 to 90 days are supposed to feel like failure. Marcos breaks down dialing expectations so new insurance agents stop panicking when only a few people pick up. We also dig into lead strategy, including veteran leads, inbound calls, and how Ringba-style inbound leads can change your contact rate when outbound dialing gets tough.

The mindset side matters just as much. We cover doubtful parents, negative voices, sales slumps, and the confidence spiral that can make someone reinvent everything instead of doubling down on proven activity. Wes shares how he went from anxious and antisocial to handling phones, trainings, and even speaking in front of thousands through exposure therapy and momentum.

We finish with something most producers avoid: money management when commission checks jump to $20K to $40K months. We talk business accounts, paying yourself consistently, reinvesting in leads, and a simple “six jars” approach to saving, investing, learning, giving, and spending without wrecking your future.

Andrew Taylor, founder of Family First Life USA (FFL USA), has built one of the fastest-growing insurance organizations focused on helping agents scale their businesses. After achieving a 7-figure exit himself, Andrew now helps agents replicate that success through proven systems, high-quality lead strategies, and hands-on mentorship. FFL USA equips agents with the tools they need to grow production, build teams, and ultimately position themselves for a profitable exit.

SPEAKER_01

Hello everybody, Andrew Taylor here. Today we have Wes Stacklin with us. Thanks for coming in. And we also have Marcos Paez. So to start, we want to learn a little bit about you guys, but to start with, how long have you been selling life insurance? What's your biggest months? Oh, of course.

SPEAKER_02

I I've been here actually right at two years, like in a week. Um, my biggest month, team 410,000, and then personal at 30 grand. Or I did 30 grand personal. Nice. What about you?

SPEAKER_00

Personal 62,000, team 103.

SPEAKER_02

What'd you guys do before this? I was working at Walgreens. Nice. I actually run a fitness coaching business too, but that was really small.

SPEAKER_00

Nice.

SPEAKER_02

What about you?

SPEAKER_00

I was in high school. And I was working at a pig farm, but that's about it.

SPEAKER_01

Uh what farm? At a pig farm. Pig farm?

SPEAKER_00

Yeah. Crazy, yeah. Yeah, from Nebraska.

SPEAKER_01

So have you seen the reel on Instagram where the girls like, she's like, is Nebraska even real? Like, I've never met anybody from there.

SPEAKER_00

Dude. Sometimes it doesn't seem like it is, I'm telling you.

Getting Recruited Through Instagram

SPEAKER_01

That's funny. Okay. So how old are you? I'm 19. 19 years old? How old are you? 21. 21 and 19. Damn. So I started when I this is like 19 years ago now, at 18 years old. Except we were going to everybody's door to sell because you couldn't close over the phone. It's crazy. Crazy, right? But if you stick with something that long, usually you get some pretty incredible results. You know what I'm saying? 100%. Alright. Um, let's start with uh let's start with Marcos. How did you get recruited?

unknown

Okay.

SPEAKER_01

First of all.

SPEAKER_00

Okay, so this was pretty funny. So I just I'm just scrolling on Instagram and I keep seeing all these stories about it. It wasn't him, but it was somebody on his team. He just followed me randomly and I followed him back and I just kept seeing it. I was like, all right, I'm just gonna you know hit him up and see what happens. But I hit him up, guy never answers. Never once texted me, didn't text me back. I'm like, well, I guess it's just not for me. But then I keep going and I go through his stories and I see Wes. I text Wes, Wes answers, and then it probably took us what, like two, two and a half weeks to get a phone call. Because okay, this is pretty funny, but he kept putting it off, and it's like I I want to go on the phone, and then it just times weren't matching up, but then we got on the phone, and then that was that was it.

SPEAKER_01

Nice. And what what what on those posts attracted you to do this?

SPEAKER_00

Honestly, do you know like how how some people in life insurance they'll like like they'll LARP? So they'll you know what that is? They'll no okay. So there's let's just say they take like a cool picture of another peop person's car and then post it on their hack neck as theirs. So I saw that, I'm like, wow, well it looks like they're making a lot of money. So I hit him up and then that was it. Yeah. You hit him up just because you saw a cool call. No, no, no, no, no. Aside from that, it's I knew it was sales, and I I've always wanted to get into sales. I was in sales before.

SPEAKER_02

I can add that. This this dude's recruit call, like it was the easiest recruit call in my life the whole time. I was I was driving, and he's just like, I love sales, I love everything about this. I love sales, sales, sales, sales the whole time.

SPEAKER_00

So it's you mentioned something about 70% commission. I'm like, okay, yeah. You didn't care, right?

SPEAKER_01

You weren't hesitant? No, not at all. Uh-uh. Okay, so there's two things I always think about. I was like you. Like, I really didn't care. I was just like, how do I go make more money than I'm making at the grocery store? And then the other thing is people always go, How do you know when you find a good recruit? And I always tell people, it's because you can't stop them from getting going. Like, you couldn't stop them if you tried. Yeah. They're like, how do you know if you have a bad recruit? And I'm like, there's nothing you could do to help that person. You couldn't help them. You couldn't get them going no matter what. And I've tried to like narrow this down to somebody, a good potential prospect would be somebody that just has the burning desire to win. That would be it. I love that. Yeah. Which you clearly have. Now, why? Like, did you grow up with money? Why'd you oh no?

SPEAKER_00

Not at all. It's I I've always okay. How do I I I've always grown up like wanting more than other people, and I and I never thought that like, you know, life was just all right, you go to college, you do this, and then you you know work for 40 years, then you pass away. Like I I I didn't want that. I never once wanted that, I wanted more. So I was just always trying to figure out other ways to make money online, like other other side hustle things, and then ran into this, and that was that was about it.

SPEAKER_01

How now what was it like getting started for people who want to get into this industry?

SPEAKER_00

So easy. I mean the process is so systemized nowadays that it's really easy for somebody to get in. And was we on the phone call, yep, like it. He sends me the course, all I do is I study for the course with uh what's provided with for me. And then from there I just schedule the state exam, passed it, send him a text, get onboarded, and that that's it. Really?

SPEAKER_01

And then what was it like selling?

SPEAKER_00

At first, and I'll I'll say this for any any new agent watching this too, is at first it's your first 30 days are all about failing, and you you want to fill as much as possible. I didn't really expect to make you know 10, 15, 20 grand my first month, and I was just mainly I was just jumping in there hoping I would fail as much as possible and then be able to learn, and from there it's just after that scales up.

SPEAKER_01

Did everybody want you to not do this around you? Do they say it was a scam or what?

SPEAKER_00

Oh yeah, I'm telling, um, so I'm in high school, mind you, and I'm finishing up my senior year of high school. I'm doing the course every day, and I'm I'm telling my teacher, I'm like, oh, I'm just getting my life insurance license. I don't think I'm gonna go to college anymore. Like, well, what are you talking about? You're just getting a license. And the same with my dad. So I'm currently I was working at this pig farm and he was the manager there. And um, my dad has always wanted me to go to college. It was like non-negotiable for him. I'm like, hey, I'm I'm going to get this license as soon as I do. I'm going to quit this job and I'm going to do this full time. And he's just basically telling me it's a horrible idea and I shouldn't do it. Anyways, ends up happening. And then after that, I go through a month and I just sat down with them, like, hey, I'm not gonna go to college. And he like he had access to my bank account at that point, and he saw what I was making. So I was like, Yeah, you're you're alright, you'll be okay.

SPEAKER_01

What was it? What were you making at the pig farm?

SPEAKER_00

Like 50 bucks an hour.

Pig Farm Reality Check

SPEAKER_01

50 bucks an hour? 15. 15. Yeah. I was gonna say 50 bucks an hour is not bad. Yeah, no, I would have. Tell me about this pig farm, dude. What what goes on here? Oh god, I don't even know if I can say.

SPEAKER_00

Might be illegal.

SPEAKER_02

A lot of weird pig storm farm stories.

SPEAKER_00

There's a lot because okay, number one, it's it's all it's in closed doors. So when you want to get in, you have to shower in. You have to shower out also.

SPEAKER_01

We're talking about pigs, like the dirty, like the animal.

SPEAKER_00

Yeah.

SPEAKER_01

And you gotta shower to be clean around them.

SPEAKER_00

Yeah, it's it's crazy because it's all they're like genetically modified, so they get sick EC whenever there is like outside germs or whatever. So you have to make sure you shower in your hands have always have to be washed, you have to wear clean clothes. It's so that's interesting. Yeah, it's crazy, especially with how dirty you get in there. And then from there, I mean it's mainly just take care of the pigs. There's there's the big pigs, you know, the moms, and then there's about like seven or eight males around the whole farm. And then they just you basically just run the males around in the morning, then the females they get in heat, then you do whatever, and then from there you take care of the whatever. Okay, yeah, that's sounded weird, but you just you have to inseminate them. I didn't do that personally, but you have to inseminate them and you have to just they don't do it themselves? No, no, no, no, no, no. So basically, there is there's so many pigs in that place. So there's maybe like six thousand, six thousand pigs.

SPEAKER_01

Six thousand pigs.

SPEAKER_00

Yeah, and then uh so basically you you run the boars around. Whenever the females they smell the boars, they get in shape. Got it, got it, and then from there, yeah.

SPEAKER_01

Do you eat bacon?

SPEAKER_00

Ideal.

SPEAKER_01

Yeah.

SPEAKER_00

It's kind of it's weird, but I I know it's not coming from the same company, so oh, you just don't eat bacon from that company?

SPEAKER_01

Yeah.

SPEAKER_00

I'm I'm not gonna say their name because it's somebody's the governor of Nebraska, so.

SPEAKER_01

Oh, okay. Alright. So you like doing this better than working there? Yes, a thousand percent. All right, what is it what was your first month in com in deposits? Do you remember? Like what did your dad what did your dad see that he said you're gonna be okay?

SPEAKER_00

Oh, over 10. Like over 10,000 for sure. I'm pretty sure it was so my first, I started what like middle, middle of May, I think. Maybe like middle of May, and then deposits didn't really hit until first week of June. I would say my first 30 days, I probably did like 12 to 12 to 15, maybe.

SPEAKER_01

Alright, so you were born in Miami, you grew up in Spain, and then moved to Nebraska. That's a big culture shock. Yeah, that was rough. What part of Spain? Ibiza. Oh, nice. Cool, man. You were recruited literally from somebody posting on Instagram. That was it. That was it.

SPEAKER_00

Um what's your goals this year? This year, um I I want to hit a million, well, I mean, we will hit a million dollars a month at my agency uh by the end of this year, and personal, I want to write 800,000.

SPEAKER_01

Now, how so you put on here you want to teach people that doubtful parents can't stop you from reaching your goals? Can you talk about that a little bit?

SPEAKER_00

Yeah, because uh uh so okay, a lot of people obviously you have to you have to love your parents to death, right? They're they're your parents. I I love mine to death, but I don't think they really have a say. If they if they don't have what you want to have in your future life, then you should not listen to what they have to say. And that goes not just for your parents, but for everybody else on this earth, right? So I think a lot of people they get they get scared when like they get just let's say let's say they get into the industry and it doesn't work out for a week and a half, and then you tell your parents, hey, this is what I'm going through. What are your parents going to say? Oh, well, maybe it's too hard for you, maybe you just need to quit, maybe you need to go find something else, maybe you need to go to college. Find something stable. Right, exactly. That that's what they will try and tell you. But the reason why we're all in this industry is because it it like the risk to reward ratio, it's it's huge because really you're not taking that big of a risk. You just if you if you genuinely do the right things, which is you keep a good attitude and you have a good activity, you're going to be successful at one point or another. So as long as you're just following that, then I don't think it's it's not gonna be next year.

SPEAKER_01

Well, a lot of people do fail. Yes. High turnover rate in sales. What do you think uh can help somebody like have a high higher odds of being successful? What are some things?

SPEAKER_00

Number one is they have to focus on developing themselves personally when they get into the industry. A lot of people they think they can just you know come in and be the same person they were before and make the amount of money they want to make and run the business they want to run. But instead, you have to like as as soon as you get in, it's like, all right, now I have to somehow become the person I can make ten thousand dollars in a month, right? When you were making two. So you have to develop yourself into that. And also, I would say mentorship is huge. Like whoever your mentor is, make sure they're present, make sure they're leading by example. Um what else? You can be scared to invest. It's very obvious that the more the more money you put into something, the more you're gonna get out of it. That's that's it.

SPEAKER_01

Now, how would you do to self-development? What'd you did you read books? Did you get around people?

SPEAKER_00

I mean, number one is being around them, right? It's a complete different type of people that I was used to hanging out with, right? So I see their standards, their goals, at what time they what time they wake up, what do they do throughout the day, right? It was all constant development. And I mean, what I did personally, well, I yeah, I read books, I woke up and it's I think it's all about the little habits that just stack together, like you used to make your bed, and you have like a little morning routine, right? It's like things like that. But most people they used to let those go by, but in I think that's what built the most discipline. 7:30, 7:30.

SPEAKER_01

What time do you start dialing?

SPEAKER_00

Like 9, 8:39.

SPEAKER_01

How much do you spend in leads a week?

SPEAKER_00

1600.

Dialing Expectations For New Agents

SPEAKER_01

What type of leads? Veteran leads. All people, all veterans that are looking for life insurance. Oh yeah. Oh yeah. Nice. Um, all right. You want to give us some sales tips? Like, let's let's start with this. Tips on dialing what someone can truly expect when they're new so they don't feel like like if they get 10 leads, how many people are they gonna talk to? How many people do you think they're gonna present to? Ten leads? Yeah.

SPEAKER_00

Are are they fresh leads or are they age leads? Do both. Okay, if you have if you have 10 leads that are fresh, maybe two, you might talk to two, you might present to one. If you have 10 H leads, you might not talk to any of them. I think um with okay, what what you should expect is number one, you if you're new, you shouldn't be making less than 300, 400 a day at the very least, just because you do need that exposure and you do need to be able to, I guess you get out there, talk to people, and then presentations is you're you're going to get on presentations, but your presentation to close rate is not gonna be insane because you just started, so you're just you know perfecting your craft and you're not that good yet. So at first you might get on five sits close none, but then later on you're gonna get on five sits close four. So I think it's what they should expect is number one, no less than$300,$400 a day. You might there might be days where you don't get a lot of pickups when you just get have you done inbounds yet? I've never tried them, no.

SPEAKER_01

Want to promise you about those while we were here, dude. Okay, so let's let's break this down. So you can get them for they're 25 bucks if you want a 15-second window when they call you. If you hang up before 15 seconds, you don't get billed. Okay. They're$50 if you want a 90-second window. So, like if you're talking to them, you can hang up and you were not billed after a minute and a half until you hit a minute and a half. So the way I look at it is like you they definitely should work those in because if you get 10 brand new leads and you only present to two people and you have to call, why wouldn't you just want them to call you?

SPEAKER_02

Right.

SPEAKER_01

Yeah, and it does work. Like we looked up, let I'm gonna pull up our stats the other day. So check this out. Uh let's see. So we did okay. We did 330,000 of issued premium yesterday off of 750 billable calls. So I get the numbers every single day on what they're doing out of integrity's lead system under the Ringba leads. So 330,000 off of 750 billable calls. So a lot of calls came in that people didn't pay for. So think about how crazy that is. Wow. So wait, how how do they know how long the phone call is? Because they're the person's calling in and it's almost like they're three-weighing you into the conversation. Okay. So they're recording the minutes on their end that the conversation is happening. And on top of that, for compliance and stuff, all the calls are recorded. That's good. Which is good because if someone says you did something, you're like, dude, we there's a recording of it. Yeah, yeah. And when the person calls in, it tells them it's being recorded. That is good. So wait, does another person pick up the phone first and say, hey, let me connect you? They just click an ad, and instead of um instead of filling out a form, it just calls a phone number to talk to a rep right away. Yeah, it's pretty cool. Yeah, but remember I was you ran something like that and it was done inbounds before, but not integrity. Yeah, but these are not there's a difference between live transfers and inbounds.

SPEAKER_02

I've done inbounds, but they were not with integrity. Um, but they're really good. Like I especially when you're busy trying to like build your agency and do all kinds of other things. I feel like having them come in is super helpful. Yeah, 100%.

SPEAKER_01

But yeah, if you if you don't know, uh let's get get hooked up on inbounds because I think with how hard it is to contact people, yeah, inbounds will be a big part of the future. And we had a hundred thousand inbounds ping our system that we didn't have a buyer for in one day. So that's the that's the amount of leads you can get, which is pretty gangster. Yeah, we're gonna have you show us how to set that up. Yeah, we'll show you today.

SPEAKER_00

Yeah, we definitely have to do that.

SPEAKER_01

Okay. Um, any any tips for a new agent? What what would you tell them?

SPEAKER_00

Don't be scared to fail. That is the number one thing you should be worried about your first 30, 60, 90 days is fail as much as possible. Don't be scared to invest. Like if there's a time where you have, I don't know, let's say you have some bills that you have to pay, cool, pay those bills. The rest of the money you have, just spend it on the business because the more money you put into it, the more you're going to make. Three is be coachable and never let an ego get, I guess, ahead of you. Uh, you always have to listen to whoever's doing better than you. And I would also say like have exposure to multiple things, not just within your agency, which is good. Obviously, ask all the questions. But what I used to do all the time is if I if I saw somebody on Instagram that was closing more than me, I'm like, hey man, what how are you doing this? Like, well, what are you doing? And then I was always on every training that there was out there.

SPEAKER_01

And okay, so I think what this is huge what you're talking about. A lot of people take advice from people in this industry that they're either they don't work in this industry, which is really strange. So it'd be like you're taking advice from your uncle, yeah, from your uncle who does he's in a different industry. He's a trucker.

SPEAKER_02

Like, how does that make any sense?

SPEAKER_01

Yeah, it's like, how does it make sense? Or you're taking advice from people that are not doing as good as you because it's more comfortable. So check this out. When I used to go in the field, I'm I start selling, I had no problem knocking on a trailer park door at all. But if it was a mansion and I knew they made way more money than me, I was intimidated, which is really stupid, but that's just the way I was. Or have you guys ever talked to someone on the phone and you you noticed that they're doing really well, so you're a little bit intimidated by them?

SPEAKER_02

I was so scared to get into IUL leads and veteran leads for like a year. I can say for sure. Yeah. What about you?

SPEAKER_00

Yeah, yeah, I can definitely tell.

SPEAKER_01

So this is the exercise I that I did. Every appointment, if someone told me no, I called a top producer and I ran the scenario by them and I said, What would you do in this scenario thousands of times? No matter what, I always said it was my fault. Every single person that told me no, it was my fault no matter what. And I always blame myself instead of blaming the customer. Do you do anything like that?

SPEAKER_00

Yeah, I blame myself all the time. All the time. It's it's hard to blame the customer. I mean, you they just fill out a form, they want life insurance. If you couldn't get it to them, that's probably it's probably on you.

Fixing Slumps With Confidence

SPEAKER_01

Now, what happens if like you have a week where it's a dog fight? Like for both of you guys. Like, do you ever have a week where a lead pack's just not working out? Yeah. Okay. What do you do?

SPEAKER_00

I mean, I was just actually I just talked about this for our agency, but like sales slump. I I think a sales slump, it comes down to confidence most of the time because when people get into a sales slump, right, let's say like you're used to closing every single day, and then there's a week where you don't close for two days in a row. Now all that's stuck in your head is those two days that you didn't close. And you never look back at the you know, three, four, five weeks in a row that you've closed every single day, right? And they're stuck in this mindset, I I can't close, I can't close, I can't close. But really, you just look back. Literally, what I do is if if I'm gonna sell something, I'll go through my stories, my highlights on my Instagram now, and I'm like, oh wow, I I really, I really do close. Right? And then it just gets you back in that mindset, and from there you just it's a confidence thing, it's also a leads thing. So it's either you don't have the leads, you're not working hard enough, so you got too comfortable because you made too much money and now you're not working hard enough, so then you get complacent and you get lazy and then you you know you don't sell and you're getting this mindset, or you don't have the leads and you're stocking you're calling the same people over and over again. And that can definitely drive you crazy because if you have a hundred leads and you've called those people for a week straight, I mean, yeah, that that won't work out for you. So you're in a constant threshold of talking to people.

SPEAKER_02

I think that's where most people go wrong when they hit go through like a slump, is like they want to shy away from the things that they've been doing, because like all of a sudden now this lead pack, you don't have an ROI on. It's like I'll double down because I've may look at the last two months, you know, I've been running these leads. Yeah. Nine out of ten, I make money. But it's like this one time that people don't, they want to stop buying the leads and try to run the old leads, and that's kind of where you get into that headspace of like, does this really work? And it just spirals from there. So I always just double down.

SPEAKER_01

Yeah, that's a good point. So, like, sometimes people will try to reinvent everything if it doesn't work for a few weeks. Right. It's like, let me try a new phone script, let me try a new um lead type, let me try a new script. And sometimes it's like, bro, it's just your confidence because your confidence is down because you're getting told no. So I always tell people this story. I went 40 appointments in a row with no sale. Okay, and these are presentations, not no shows. 40. Every single person told me no. And I'm like, bro, this doesn't work. Well, then I get a laydown sale, and I got I went like 42 in a row selling everybody in a row, and I was on fire, and the way I was communicating was so confident you couldn't tell me no. Because I would be like, right when I talk to you, I'd be like, uh, I'd be like, all right, what we're gonna do today is make sure that when you go to sleep tonight, your family has it for sure will have a roof over their head if you don't wake up. Does that sound good? Like that confident and asserting assertive, closing them slowly to by the end, they already said yes in the beginning.

SPEAKER_02

That's everything.

SPEAKER_01

Yes, it is just confidence. That is huge. It is so then I was like, yo, this is all in my head.

unknown

Yep.

SPEAKER_01

And and you don't realize it, but like if you're frustrated, people are gonna be like, I don't want to buy from this dude. Yeah, but if you're in a good mood and you're confident and you know you're gonna help them and you believe in what you're doing, and they can feel that, they're gonna buy.

SPEAKER_00

To change the momentum, exactly. It takes just one person, man. Yeah, yeah.

Recruiting And High Persistency Habits

SPEAKER_01

Literally change the momentum. That's it. All right. Um, if you you're so you're recruiting people all over the country. What would you or what type of person are you looking for, and how can somebody work with you?

SPEAKER_00

Okay, so the type of person I'm looking for is they have uh, you know, younger. Obviously, I'm 19, so most of my team is 18 to 22. Younger person who is a hungry individual and they they understand that they want to build something that is far more difficult than anything else they've done before, but are willing to go through it. Those type of people are the best. I mean, ex-athletes, they have the discipline. There's also like other door-to-door salespeople, people in different I don't know, IMOs and things like that. So those type of people, and they can just find me on Instagram, it's Marcos Pies, period underscore underscore.

SPEAKER_01

What about your cell phone number?

SPEAKER_00

It is can I say it on here? Oh 615-715-3157.

SPEAKER_01

And then uh how many leads do you get for 1600 bucks? I'm just curious.

SPEAKER_00

I'm getting 40, 45, 50.

SPEAKER_01

40, 45, 50 to write what, 10 to 20 a week?

SPEAKER_00

Uh I'm closer now to 30. I'm running about 30 a week now.

SPEAKER_01

And how much is staying on the books?

SPEAKER_00

Quite a bit. Um, really high persistency. I would say maybe 80. Yeah, I was gonna say 80 to 10.

SPEAKER_01

How do you tie people down?

SPEAKER_00

How do I tie them down to keep the policy?

SPEAKER_01

Yeah.

SPEAKER_00

I mean, number one thing is I'm building a lot of value at the beginning because when they when I put them in that moment, they understand that, hey, this is why we need it. And I say things like For example, like, okay, let's I'll run through this real fast because I think this will help a lot of people. But what I what I try to find out the most is why haven't they gotten this coverage taken care of yet? Right? Like, why is this their first time or why are they now looking for something cheaper? So I find that out, that's gonna build more urgency. And then when I when I'm closing them, I make I make sure that the premium is comfortable for them and it will never lapse. And second, I'm pushing the start date out to whenever it is most most comfortable. For example, most people I speak to, it's either the first or the third. So most of the time, my like when I'm asking for the banking, it's just like, okay. And where you want, are you like most people, or where are you wanting this to start on the first or the third? Tell me the first. All right, and the first of every month this is comfortable. Yes, okay. So your initial draft date is going to be April 1st and it's going to reoccur on the first of every month. This$181 is going to be comfortable then. Yes. All right, perfect. From there I finish it up. I at the very end, I'm telling them, like, you know, good news, bad news, you stuck with me. You're gonna get everything in the mail here in four to fourteen business days. Once that comes in, please give me a call. We're gonna review the entire thing together, and then I make sure I send them over their policy information. Um, and I'm just like, like every few weeks, I'll send them a text. Every four to five, four to five, actually four to six months, I'll call them, do like a policy review, see if they want to increase, but I make sure they're staying on the books.

SPEAKER_01

Yeah, love it. So you're following up with them.

SPEAKER_00

Yeah, I do, I do keep in touch.

SPEAKER_01

Awesome. All right, lastly, and then we're gonna get to Wes. Um, what what's motivating you? Do you got a girlfriend? Uh you want to help your parents? What what's driving you?

SPEAKER_00

Definitely my parents. Like my mom, my dad. Well, I I grew up I grew up in Spain with my mom. Single mom always did whatever she could to I guess provide for me. So I need to repay the favor for her.

unknown

Yeah.

Wes Quits Walgreens And Goes All In

SPEAKER_01

Love it, dude. So I uh I my mom had four kids, raised us all by herself, and I've always wanted to take care of her. That was a big part of the reason why I didn't quit. Like when I wanted to quit hundreds of times, because I would get in my own head and make things worse than they actually were, and uh project negativity, like, well, if this doesn't work and this doesn't work and this doesn't work, then I'm really screwed in like November. So but knowing that I wanted to do something different for the people I cared about, I did not quit in those moments. And I think everybody has to have that uh that thing that holds them when it gets real tough, you know? Otherwise you won't go through that, otherwise you don't go through the the bad times and the chaos. Well, dude, I'm proud of you, bro. Uh you're you're probably motivating a lot of people. Do not stop. Uh, I was at the event and pro the last national conference with Family First Life. Probably the most impactful thing that happened to me was a there was this kid, he was like 23, and he was like, dude, I wanted to quit so many times, but I've been watching you for years, and a lot of the stuff that you've put out there helped me stay in, and now I'm doing 50k a month. And I was like, Yeah, that was the most impactful thing at that event for me. But for you, what you got to realize is somebody's always watching you and you don't know who it is. It could be like, it could be your nephew, it could be somebody that you knew in high school, it could be your mom, and they're gonna go, oh, look what this person did, they didn't quit, and it's and and that type of thing is contagious, and then it's gonna change their life somehow, and you'll never know it, but I think it's important to know it. Somebody's always watching you, so keep doing what you're doing, man. You're gonna be an inspiration to a lot of people um doing the right thing. Yeah, thanks a lot, Andrew. Yeah, man. All right, so Wes, tell us how you got into insurance and uh and let's let's hear about what you got going on.

SPEAKER_02

Yeah, so like I said, I was um working at Walgreens. I was in I was running that coaching business, and my roommate at the time, he was selling life insurance with Jay. Um and I just had like a horrible day at work. And where's this at? Effingham, Illinois.

SPEAKER_01

Okay.

SPEAKER_02

Um, and yeah, I come, I come back to the apartment, horrible day at work. At Walgreens? Walgreens.

SPEAKER_01

What's a horrible day at Walgreens look like?

SPEAKER_02

I had to clean a bathroom. It was let's just it was rough. We'll put it like that. I was just like, man, I'm not doing this. Like, I'm not here to clean somebody's toilet mess. Like, I am not making 17 bucks an hour to clean that up. And so I come back and dude, that's good. It was horrible, man. I was like that, just put I was already thinking about it too, because he'd been doing it. I'm like, all right, I'm in. So I come back, he's making phone calls. He's like, dude, I've made like$2,000 a day. I'm like, F you, bro. So I started there. It was in the course. I quit that job that second. Like I just called him, I said, Hey, I quit. I didn't even put my two weeks in, to be honest. Um started the course, took me like a week and a half.

SPEAKER_01

How much are you making at Walgreens? 17 an hour. What's it what is working like what is working at Walgreens like?

SPEAKER_02

Yeah, like it's it's alright for if you're 18, 19, 20, but it's not like a career. I mean, it's it's not fun. I can put it like that. There's nothing special about it. I'm not, you know, cleaning hogs or whatever I'm doing, but it's you're stocking shelves. It's not fun.

SPEAKER_01

Okay. And you got a girlfriend at this time, just you? Actually, I did have a girlfriend at the time, yeah. And you just said, you know what, screw it, I got nothing to lose.

SPEAKER_02

Yeah, you have any money saved up? No, dude. I had nothing. So I was doing competitive bodybuilding at the time too, and that's expensive if you know anything about it. So I had like no money, because I'm making two grand a month off uh Walgreens, like another two grand off of my coaching business, and it's all going to what I was doing then. Um and I've always just been somebody that wants more. Like I I my parents used to call me crazy, especially my dad. Like, I was just I used to talk about like wanting to live in Dubai and all this crazy stuff. I just always had that kind of goal. Um and when that I just saw that opportunity come in front of me, I was like, Yeah, this is a that's awesome, dude.

SPEAKER_01

So you had no money, nothing, like like 400 bucks. You have 400 bucks, I guess. And you started selling you decided to quit your job. How much was your rent?

SPEAKER_02

Um, so actually uh my rent was pretty cheap. Like I said, I lived with my best friend, my roommate. I I was like 400 bucks.

SPEAKER_01

Okay, so for you had one month's rent saved up, no money for food. You have rich parents that you could have called? My parents do well, and they definitely would have helped for sure. Yeah. That's good. Yeah.

SPEAKER_02

Not how well, like extremely well. They do they do really well, yeah. They my my mom, especially. My mom's a business owner, actually huge inspiration of mine because she started a business like from nothing in a small town of like 200 200 people. Um and what kind of business? She does so she started with doing like hair hair, I forget what you call them, but now she does permanent makeup. So she tattoos makeup on like your eyebrows or whatever it is. And it it pays really well. And she's so she built that business. A bunch of clients, everybody told her that it wasn't gonna work because the area we're in, built that up, and then she decided she wanted to start teaching it. And so she has a school for it.

SPEAKER_01

She has a school for it, and that was like that's a play in barber in if you're a barber too, you become a barber, then you make a barber school, you teach everybody, fee create uh barbers for all your barber shops, similar, probably. Yeah, yeah, definitely more money in teaching it than actually doing it. I think probably with anything. Yeah, that's interesting. Cool, man. Um, and then what about siblings? You got siblings? I have a younger brother. Cool. Sweet dude. All right, so you decide to quit. Tell us exactly what happened right after that.

Shyness To Stage Presence Through Exposure

SPEAKER_02

Um, yeah, got my license. Um, I was I was all in right away. That's one one thing I did well. It was like I just believed in it because I saw my roommate doing it right in front of me. So I got my license pretty quick. Um and who is that? Uh he's not in the business anymore, but his name was Taylor. Okay, so he quit. He was doing well and he decided to quit. He's doing good. It was just he he he's a cop now. It was never like his dream to go out and you know live this type of life, and which is fine. Like he does well now, doing being a good thing. Nothing wrong with that. Absolutely. Um, but yes, saw him doing it, got my license. Um, I was so a little bit about me, like I was super anti-social, super anxious growing up. So, like getting on the phones and doing this was like a huge commitment for me because I was super scared to do it. Um but I actually wanted to we actually had made a joke. It's funny, we made a joke like two months prior before to me starting. We were just like, Yeah, I could never do this insurance thing. Like, there's no way what you're doing is crazy. I couldn't do it. Because we just knew I was the that type of person that couldn't. But I was like, man, I gotta try it. Um I actually want to be in good quick. Like it was that first week I was nervous on every phone call, like shaking, but got through that, and honestly, like my first month at the time, it was solid for me. I wrote like 16k. Um and yeah.

SPEAKER_01

That's legit, dude. I love that you're sharing that you were antisocial. Right because I feel like I was you wouldn't really know it, but I did not enjoy meeting new people or talking to people I did not know. If I was with people that I did know, then I was like super open.

SPEAKER_02

Question for you at what point did you stop dealing with that, or do you still deal with that? Because I can say I still like speaking convention was like I freaked out.

SPEAKER_01

I think it's just that whole exposure therapy thing. Um, the more you do something that you don't like, the the less it will bother you. Yep. So I'll go. So like if I'm doing a lot of trainings and I'm speaking a lot and doing all these things, it gets really easy. But even if I take a break, then going back to it, I there's that hesitancy there.

SPEAKER_02

I've noticed that for me too.

SPEAKER_01

Yeah, yeah, yeah. Um, now the same thing on the phones, though. So momentum is everything. So I don't know if you guys have ever like done really well and then taken a break. Have you guys done that? What'd you guys do? Like, what would we do when we did really well? And then we do that. What'd you do?

SPEAKER_02

No, what'd you do when you took a break? What happened? I mean, it slows down, it's just like momentum's gone. We're talking about the mindset side of things earlier. It's like when you're in that time where you're just like selling two, three, four policies a day and submitting 30, 40 grand a month or more, and then you take a break from it, it's like you forget kind of what that day-to-day process and mindset and everything just kind of looks like. You have to get yourself back into it.

SPEAKER_00

Yeah. I I think you also like what when you're when you're in that where you're selling two, three, four, five, you're taking you're taking it day by day, right? You're not necessarily looking at how much money you're gonna make next month, or you're not looking at any of that, you're just taking it day by day. You take a little break, you start looking, oh wow, I'm gonna make this much, you know, and then you come back and you're like, I already made this much, I don't really have to work that much. I feel like that's the the point.

SPEAKER_01

Yeah, I I always say it's funny, I'm going to Disneyland today for my daughter's fourth birthday. Ooh. But I always it's funny, I always make this joke that when people do really well, they take a a big trip, usually to Disneyland for some reason, which is like, you know how expensive Disneyland is now? I've never been there, bro. It's like three grand for like a few tickets. Wow. Like for me to bring the gram the grandmas and the kids. That's crazy, right? That's crazy. Yeah, not by the state, too. No, that's not including staying. That's just to get out. That's just to get in. Oh my god. Yeah. Who goes there? Everybody. Wow. You there's millions of people there probably every day. You can't even move every single day. So, but I always make this joke where I'm like, somebody they do well the next week, they go to Disneyland, they spend all the money, and then they have no money for leads, they come back, they lost their momentum, they're out of their rhythm, and then they start to freak out. And when they freak out, it's hard to get results because you have commission breath, and then it's a downward spiral. Yep. And then you have to grind out of that hole to get back to where you were. So for me, every week, no matter what, I always had the same activity goals, even if I did something fun, because I would just move my schedule to be like, okay, if I'm gonna be gone Friday, Saturday, Sunday, I'm gonna do more Monday, Tuesday, Wednesday, Thursday. Do you guys do anything like that? Like shift your schedule around?

SPEAKER_02

Yeah, not as strategically as that, but yeah, it's like if I'm like we're here in Vegas now, so obviously not dial in. Like I usually don't dial Sunday, we'll definitely do that. It's like I have to have X amount of if I don't have like I have a numbers goal, so if it's like if it's 10 grand a week and I don't have that, I'm working until it's it's hit, or I'm or it's too late to call and I'm going to bed. Yeah.

SPEAKER_01

Love it. Cool. All right. Um, what kind of tips do you have for somebody who wants to get going? Just be super coachable.

SPEAKER_02

I mean, like as far as once you have the license and everything. Yeah. Yeah, just be super coachable. I think that's the biggest thing, like with myself, but also watching other people who have failed and who have done well under my agency or just other agencies. It's like it's the people who are one, they understand it's gonna be a lot of work, and two, just it's always asking questions, not asking the same question twice. Like, just go ask all the questions in the world. Nobody's gonna be mad at you for asking good questions, just be a sponge. That's probably the best advice.

SPEAKER_01

Yeah, don't be scared to ask for help, don't be too proud to ask for help. That's you, everybody needs help, every human being on this earth needs help somehow, and you just have to ask. Yep. All right, I want to go back to the shy thing. So I always said I was not a salesperson, which is why I never wanted to do anything that didn't involve leads. So, like if I just had to go meet people and close them and spark up conversation, I'm not qualified. No. Okay.

SPEAKER_02

What about you? I was just talking to we have some door-to-door guys on the team. I was like, I could never do what you guys did because like knocking on someone's door and having to like pitch this product, they have no idea why I'm there. I could there's no way I would have never been able to stick it through and make it work. But yeah, with leads, it's a lot easier because it's like, hey Mary, I'm getting back to you. Like, yes, you sent me this.

SPEAKER_01

I felt like I was an order taker with leads, yeah. So it's like I'm just do giving you what you asked for. That was it, right? So I felt a lot better about that. Now, the reason I want to bring this up is because I wasn't a good salesperson, which is why I sold a lot because people liked the fact that I was not trying to sell them something. Do you ever get that?

SPEAKER_02

Yeah, I guess.

SPEAKER_01

Where they're just like, You're a nice dude, bro, and you seem honest. I'm just gonna buy from you. Yeah. Now, why do I want to share that? Because if you are shy, you are not disqualified for this job. So huge. And you actually, it might even be a weapon. Yeah.

SPEAKER_02

Another thing, too, is like if you can like if you come from that type of like mindset background, it's like if you can start to most people who are like that don't want to be like that. And this, I mean, for me, this has changed my life more in the way, not so how much money I make now, but it's dude, like I can come here and talk to you on this podcast right now, which two two two years ago I'd be freaking out.

SPEAKER_01

You couldn't do no. Okay, so you put on here that your edge is actually you used to be super insecure and scared to try anything. You decided you had no reason to be like that and took a risk to be focused on the person you want to be. How can somebody do that? It's kind of like you said, it's just exposure therapy.

SPEAKER_02

It's gonna suck. Like that you gotta know that. Like if you're how I was, or you know, whatever it is that you're trying to fix or change about yourself, it's it's going to be hard. It's it's not gonna be easy, but it is. You just gotta go small steps at a time. Like, you gotta go do something. Like I remember I I was so this is I'll say this, I don't really care. It's I was it was so bad for me. Like in high school, I was the type of kid that like and it's by my own doing. Like, I was good at sports, my parents had money, I I like to think I'm good looking. But I would go, I would go sit on my own, like at lunch and stuff. Like, that's how I was. I just couldn't go talk to people and I sit there. So to get to this point, it's been a long journey, but it comes from like one thing at a time. Like I got in the gym. All right, now it's like go talk to some people at the gym, and I would make myself go do that. I'd be like, yo, dude, you look good today, or not you look good today. You look good, bro. Like look looking good, bro. Like some some weird stuff to somebody at the gym just to start a conversation, like you know, something like that. Um But you're just saying it wasn't natural. No, not at all, man. No, you have to go out and do it, and it's like each step, it gets everything gets easier. Like I wouldn't have probably been able to even hop on this spot. Podcast easily a couple months ago, but speaking at conventions, probably bigger than that. So it's like it's easier now. And you did that. Yeah. And I was nervous as hell when we did it. You spoke in front of like whatever. How many people were there? A lot of people. I noticed that. Like, what was it? Six, seven thousand.

SPEAKER_01

Damn. Good for you, bro. Appreciate that. That's like that's legit. Yes. I love that because everybody's struggling with something. We did a um this call and we said, how many people on here have a problem you have not told other people about? Okay. There's like 42 people on the call. And we put put uh emoji in the chat, right? So all these emojis started coming in the chat, and then we were like, all right, we got to count these to see how many people put emoji in the chat. Guess how many people? 42. Every single person. Yeah. So you just have to remember, especially as you're working with people, everybody's going through something. What you're doing right now is contagious because like people like to see somebody overcome something they're dealing with, and then it encourages them to overcome something they're dealing with. You know what's it like working with him?

SPEAKER_00

It's great. It's great. I I I annoy him a lot, especially. I was actually gonna bring this up earlier when he was saying something about asking questions. When I first started, man, I was I mean, he probably should have sued me or something. I was asking him so many questions. There was one time, there was one time, it was like it was like one in the morning, I'm on the phone with this Hawaiian lady, and I'm it's my first time doing mutual FOMA hall. I FaceTime him, I'm like, hey man, why is this application not working? I'm I'm like the Medicare application, and I'm not even getting her life insurance. And he's like, what are you doing? And then, anyways, I used to ask him a lot of questions, always answers. It's it's great. He leads by example, like there's couldn't ask for anything better.

SPEAKER_01

All right, so if you're a new agent, I want to challenge you to bother the person that hired you so much that they really get frustrated with you. And the reason I say this is because one of our top guys used to call me so much because he was so hungry that I was having nightmares that he was calling me. I I was having dreams that my phone was ringing and it was him. Now, this only lasted like a month, and then he became a top producer. Yeah, but point is is he was starving for information, right? When I was new, I called, called, called, called, called. And it's you know there's other people you could call too. You could call him, and then you can call other people as well.

SPEAKER_00

Yeah, right? Yeah, that that's one thing that I think uh a lot of like people that find success quickly here half is like that curiosity of wanting to know everything about the business. Like, I wasn't just asking questions about like hey, how do I sell this, this, and this. I was also asking quite asking questions like, hey, what is what does Andrew Taylor do? How does he make this much? And then how long has he has he been in there? And like I was just asking all these other questions just to know more about it.

Ignoring Negativity And Staying Focused

SPEAKER_01

Yeah, all right. Now, one other thing we need to talk about. There's a lot of negative people that want to see everybody fail. And they, I'm sure you've met them, and they'll call you and go, Well, these don't work, and that doesn't work, and this doesn't work, and blah, they plant little seeds testing to see if you bite on them. Do you have that and how do you handle that?

SPEAKER_00

Yeah, you want to answer this one first?

SPEAKER_02

Yeah, you mean like out even outside of the business? Just everywhere and inside the business. Yeah, I don't I'll be real, I haven't had a whole lot of that in the business. Um, but outside, I've had a lot of people just like, you know, this isn't gonna work. Like, I'm for this reason, this reason, this reason. I don't I've never cared. I you can't care what people are saying, you gotta focus on what you're doing.

SPEAKER_00

Yeah, I mean, I was just mainly gonna say the same thing. If it's somebody outside the businesses, once again, they're not they're obviously doing something that I I don't want to do. So it's why am I going to listen to them? And two, you realize that they they're hating on you because they know they could never do what you're doing, they'll have the the willpower or the confidence or whatever it is, but they just can't do it, so then they hate on you and then try to bring you down back to their level. So I don't I don't think listen to them is the right way to go, it's just completely disregarded.

SPEAKER_01

So when I left the grocery store, everybody was saying like that I'll be back. They're like, Yeah, he'll be back. Which I bro, that was burned in my brain to never quit and be back. I'm like, hell no, I will not be back, especially because you said that. Yeah, yeah, it's sometimes you could actually use it for fuel.

SPEAKER_00

Yeah.

Where To Find Ringba Inbounds

Money Rules For 20K Months

SPEAKER_01

All right. Um Wes, how can somebody um reach you if they want to work with you? Yeah, I'll just drop my number. It's uh 618-8531-8539. And then we're gonna drop in the chat um your guys' socials, so whoever's watching will drop in there. And then I need to find this question someone had. So, what we want to do is start answering the questions that people put in the chat. That way we can be kind of more engaged on like what people want to hear that are watching this. Uh, let's see. Let me go to YouTube real quick. Family First Life US FFL USA. Let's see what we got here. I did see some questions in here. Oh, here's a good one. Where do I access the ringba leads? I don't see them in ILC. Um, so the ringba leads are under custom campaigns when you log into integrity's lead platform. And then you have to click on calls, and then you have to click on um ringba inbounds. Now there's a telegram, there's a training you have to take. There's a little link on there. You have to take the training before you can order, and then there's also a telegram that you're gonna want to join because they do training all day to make sure that people know what they're doing, because I guess people were taking inbounds and they would they would be like eating eating lunch, like chomping on like scarfing down Chipotle when they answer the phone, and the people think that they're calling a company, and then you just hear like and then they're like hello with a mouthful of food, yeah. And those people aren't actually converting sales, really. I'm kidding, yeah, they're not converting sales, so you got that, and then you got uh like certain things you're gonna want to know, and then for new agents, if you hang up on everybody, because for some reason agents are so dumb, they thought that they could game the system by hanging up on the person and then calling them back to close the sale, and that doesn't work so they don't have to pay, and that doesn't work, so then they got kicked off the platform because there's AI tracking and all this stuff, so now they can't even order leads ever again through there because they're trying to game the system to save 50 bucks, which is kind of sad. It's like 50 bucks, yeah. All right, so here's one of the questions. How do you manage your money? And what do you guys make? Oh, hold on. This was the question. How do you guys manage the money you guys make monthly when you're making 20, 30, 40k a month? What does it look like? You're obviously reinvesting into leads and whatnot.

SPEAKER_02

Yeah, I'll say, I mean, the biggest thing. Well, I start I I was really bad at first. I didn't I would be like making 10, 20 grand a month, and I would not save anything because I just had it all coming into my personal account. So the first change I made, I opened a business account with the LSE. Um, I get paid there now, and now it's like that money I don't touch. I pay myself X amount a week. Um, and that money can be used to save, it can be reinvested into the business, whatever, but that's not my money, and then however much I pay myself, which is like usually like 15 to 2,000 a week um for whatever I want to do, that's my money. And even that I still usually just save it.

SPEAKER_00

But yeah, I think it's very similar for me. All I tell um my guys, for example, like at the beginning, I didn't save anything at all either. I was just putting it all right back into a business. But mainly it's just if you have bills, what I would do is most people you're gonna get paid in the first week, first week of the month, you're gonna get paid the most because that's when most policies draft. So when you get paid, I would set apart what you have to pay for bills, and then the rest, let's say you have let's say the rest is just like six thousand. Cool, divide six thousand into four. Um I'm just you know, it's gonna give you like oh god, don't know math, like fifteen no, thank you. Fifteen hundred a week, and then let's say you save another five hundred each week for yourself, so then you have two thousand extra and then thousand dollars a week on leads.

The Six Jars Money System

SPEAKER_01

Yeah, now one thing I always did if I talked about making money is I talked about what I was keeping, not what I was not the gross. Yeah, I'm always talking about the net. And if you guys ever build a big business and you sell it, then they're gonna be looking at the net revenue to evaluate to give you an evaluation on your company. They're not gonna be looking at the gross revenue. Um, and that's the true number, anyways. But I want to share this with you guys. I've talked about this on a lot of calls, but I think it's this was so helpful for me. So there was a book called The Secrets of the Millionaire Mine by T. Harvecker, and this book talked about how everybody has a financial blueprint, and everybody, like if my mom, when something went bad, bought me gifts when I was little, then my financial blue blueprint probably when I was sad, I would go spend a bunch of money uh as an adult. Or if when my parents were fighting, uh, if my if my dad always bought my mom stuff when he got in trouble to make everything okay, then I could do something similar. Like, so you're basically what it's saying is what however money was used in your childhood usually will affect you as an adult. Okay. If your parents were stressed about money and they never had it, you might get rid of it when you have money because you might not even realize it's okay to have money, like stuff like that. Gives you all these examples, but then it comes up with a solution, okay? And it talks about how do you how do you manage your money and how do you save it? And the solution, and I'm gonna tell you guys what it does, but a big part of it is if you can't save money when you're making a hundred bucks, you can't save money when you're making a million bucks, period. So it doesn't matter if you're making a little bit, this formula has to stay no matter what. Okay. Um, now the nice thing about insurance is you can get a big you can get some pretty big paychecks within like three, four, five days. Like it's pretty amazing. I've never seen nothing like it. Um, but basically, these are the six jars, okay? So 10% would go into like uh investing in like passive income. So like something that you invest in that's gonna pay you long term a little bit every single month. 10% would go into long-term savings. This would be for like big purchases, cars, vacations, houses, all that stuff. Um would go into learning. This could be traveling to national conferences, this could be uh books, courses, anything to continue to get better at what you're doing. 10% would go into like I'm just gonna blow it. Like you guys are in Vegas right now, so your your account with 10%, or in the book, they use jars. You're the jar with 10% for for blowing money would be perfect for Vegas. It's like do whatever you want with it, guilt free, have fun, spend it. Okay. Um, there's a give, so five to ten percent to give, like give away, give back, do something good, and then that that leaves 50%. Okay. So 50% could be reinvesting in your company, growing it, and and finding a way to pay your household bills, living expenses with the rest of that 50%. But then you have all these all you have this money flowing into all these different places for different reasons. Like if I got paid$10,000 on Friday, I would divide it all up equally. But super helpful, yeah, especially if you can save a little bit of a lot of people. Make a lot of money in insurance, they save none, they spend it all on supercars or showing how much money they have to everybody else. And then if something bad happens, imagine how scary that is. If you get a big roll up debt, a big chargeback, or something crazy happens.

SPEAKER_00

Yeah, right? Yeah, that is huge. That's great advice, actually. I'm gonna have to implement that too.

Final Advice And Taking The Risk

SPEAKER_01

Dude, crazy. One of my clients just text me from the my first sale I ever made. No, her name's Lucy. Wow. Literally text me the first sale I've ever made this like 19 years ago. She's 18 years old. Just text me right now. That's nuts. Wow, does she want more coverage or let's see what she wants. Wow, that's crazy. 19 years. Yeah. Oh, one of her kids wants insurance. There you go. All right. Um well, any any anything you want to leave everybody with, and we'll wrap this thing up.

SPEAKER_00

I mean, uh yeah, I guess don't let uh other people dictate what you can or can't do. When you're on the phones, always put the client first because it's gonna get you way more sales. Be as professional as you could be, because regardless, you're the one with the license and not the client. So make sure you have control of the entire conversation, have some authority. And besides that, just keep going, take it day by day, don't look at the results that you're having. That's actually, I think, a big problem is people will look at the results, but I think it matters more who you are when you have the results than who you are when you don't, because everybody can push when their back is against the wall, but not a whole lot of people can do that when their back's not against the wall. I would say yeah, that's about it. Besides they just keep going. This industry is great, it will change your life, I promise you. You just have to keep going.

SPEAKER_02

That's great. I said most of what I was gonna say. I was just gonna say take the risk. Like if you're in the business now, you're not all in, go all in. If you're not, take the risk. It's there's people on this podcast every week showing that it works. It's you just gotta do all the things that you know you need to do and that everybody says you need to do. Just take the risk, go all in, and it'll work out if you do those things.

SPEAKER_01

Yeah, we had uh we had our biggest week, our biggest month at 40 million and like 375,000 of issue paid premium as a team, okay? And then this agent calls me and goes, I I couldn't work this week because the leads are the leads are all dried up. I'm like, bro, I got 40 million that says it does work, yeah, and that you're just making excuses. That's so aggravating.

SPEAKER_02

That's like when the leads don't work, it's like, well, you go look at the sales chat, man. There's been like 40,000. I mean, for our team, it's like there's 40,000 here today. Like, I don't know.

SPEAKER_01

Like every second we're selling a policy. Well, what did we do last month? Like the month before this one. Okay, la last February to give you uh we we did I think 17 million. Oh wow, wow, and this February we did 40 million, and that's of issued premium at the carrier. And the people are like, that's big for FFL, and I'm like, bro, that's just our team, it's not FFL. Yeah, wow, yeah. So we're crushing, dude. We're gonna make uh this is gonna be a good run the next 10 years, and we're gonna go to a whole new level. Oh, yeah. Excited for it. So all right, boys, thank you for sharing. Absolutely. Um don't forget when it gets tough, people are watching you. We want to get you back in in a year and see how like what you guys have done in the next year. Uh, I'm glad to be in business with you guys. You're great dudes. And if you're watching this and you want to take the risk, hit these guys up and let's see if we can, if you, if you can do what they've been able to do. So thank you guys. Absolutely. Thanks for having us. Got it.