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EXACTLY How This Agent Makes $400K+ Every Year Selling Life Insurance (Ep. 261)
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A lot of people say they want six figures in life insurance sales. Far fewer are willing to do the unsexy parts long enough for it to click. We’re joined by Jack Yiu, one of the most consistent high producers we know, to talk about what actually creates predictable income as an insurance agent: leads, volume, practice, and a clean process you can repeat when you’re tired, stressed, or doubting yourself.
We go back to Jack’s early days, including the pressure of starting over later in life, and the moment he realized his own phone habits were costing him appointments. Jack breaks down a simple objection framework built around one word, “Perfect,” plus why arguing with prospects kills momentum. We also compare the old world of door-to-door field work with modern virtual life insurance sales, where you can run appointments every 15 minutes, expect no-shows without spiraling, and still close policies in a 30 to 45 minute window.
If you’re trying to level up your production, we get specific about the numbers: why Jack runs 50 to 60 appointments per week, why he’s comfortable spending thousands per week on leads, and how he thinks about IUL, final expense, and mixed lead flow. We also hit a key product lesson for new agents: simplified issue often protects more families faster than fully underwritten cases that drag on for months. The big takeaway is mindset plus mechanics: stay in long enough to “get the monkey off your back,” then keep stacking reps to build confidence and consistency.
*****DISCLAIMER******
Results mentioned in this content are not typical and are not a guarantee of future performance. Individual results will vary based on a number of factors, including but not limited to experience, market conditions, product availability, and individual effort. Any examples, case studies, testimonials, or income figures shown are for illustrative purposes only and may not be representative of the experience of other individuals. Past performance is not indicative of future results. Insurance and annuity product guarantees are subject to the claims-paying ability and financial strength of the issuing company. FFL USA does not provide tax, legal, or accounting advice. Consult your own tax, legal, and accounting advisors before engaging in any transaction.
What's up, everybody? Andrew Taylor here. Thank you for coming in today. We have a treat for you. One of the probably close to one of the only persons that hits Hall of Fame every single year since the company opened. Jack Yu, who is a complete legend. Jack, thanks for coming in.
SPEAKER_00Thank you for having me, Andrew.
SPEAKER_02What a lot of people if you don't know Jack, he's like one of the nicest dudes on the planet. He was the worst salesperson at his old company selling insurance. And he's the best salesperson here that we know. Jack, you're a great dude. I consider you family at this point. It's been what 15 years? Yeah. Um, I know if I ever needed anything, I could call you at any time. You have an awesome family. And I just want to tell you I appreciate you. Thanks, Drew. Appreciate you. Um, okay, so how to make well for we're gonna ask you how to make six figures. Yes. Since that's what your shirt says. But before that, I do want to go back and talk about how did you get into insurance? What were the early days like, and what did you do before? And you have a crazy story. We could probably talk about that a little bit.
Starting Over In Your 40s
SPEAKER_00Well, uh, I worked uh many industries over the years. Uh started off in accounting when I got out of school, and uh then I went overseas to work with my family in uh trading, and then we got into uh the shipping business from uh uh leisure standpoint. We used to do tourism in China on on uh tour boats. And when I changed hands, you know, uh after being you know, at the same job for so many years, it was I was like trying to reinvent myself. It's really tough. You know, starting all over again.
SPEAKER_02And how old were you when you had to start all over?
SPEAKER_00Oh, I was probably in my 30s already. Okay, yeah, late 30s.
SPEAKER_02How old were you when we met?
SPEAKER_00Uh probably like 42.
SPEAKER_02Dude, you don't even age at all. The hell? You're like Benjamin Button.
SPEAKER_00Uh I'll take that.
SPEAKER_02All right. So you started over at 42. When I met you, I was what, an 18-year-old kid, 20-year-old kid?
SPEAKER_00Yeah.
SPEAKER_02And you were like my first real recruit. And but the crazy thing is, is it didn't start off well. Like you were very you were in a very scary situation, right? Because you just had a baby?
SPEAKER_00Yeah.
SPEAKER_02Stanley.
SPEAKER_00Yes.
SPEAKER_02How old is Stanley now?
SPEAKER_0015.
SPEAKER_02So this is 15 years ago.
SPEAKER_00Yeah.
SPEAKER_02So 15 years ago, you just had a baby. Um your wife is awesome, Betty. Yeah. And you were coming in to sell life insurance, and you were very stressed. To say the least. To say the least. Tell us about that.
SPEAKER_00Well, I mean, you know, the job market was really tough. I'd gotten into life insurance a few years before that. I mean, before we even went at FFL, we were at another company. And before that, I was at another company, and uh still hadn't put you know all the pieces together. So I found myself kind of contradicting myself. Like, what am I doing here again?
SPEAKER_01Yeah.
SPEAKER_00Trying to do life insurance again and again with no success. But, you know, though you were just starting off, and though we were, you know, quite different from each other, I could I could see like you were hardworking, you know.
SPEAKER_02Is that what it was?
SPEAKER_00Yeah, yeah.
SPEAKER_02It was just a hardworking thing. Because I definitely was not smart.
Dial Team Lessons And Booking Fixes
SPEAKER_00Well, no, you guys were if you know a bunch of bunch of us back then, you were putting up some numbers, and it was I was pretty impressed. I was like 20 years old putting up those numbers. Yeah. Yeah. Because most people, I mean, don't get me wrong, you're still thinking about hanging out most of the time. But you know, most people at that age are just literally that's all they do is hang out at that age, right? You know, yeah.
SPEAKER_02So we have this memory of you coming over to our dial team, and it was just me, you, and Paul, and tell tell everybody about that.
SPEAKER_00Oh, well, I learned a lot, to say the least, you know, getting in these groups together like here at lock-ins or you know, when you have a chance to dial together, you learn so much, especially if you surround yourself with the right people. But I like you said, I was stressed. I was like, how am I make this happen? The leagues weren't working out for me. You know, I thought I knew everything about sales, right? And I thought, oh, this is gonna be a breeze, just get on the phone calling a bunch of people. You know, of course, you know you're gonna get you know hung up on a lot, but that didn't bother me. But I just couldn't seem to really book appointments. So I walk around, you know, in the house, we're in Paul's house, and and uh here people, you know, hear people hear you guys going, perfect, perfect, and like everybody's booking appointments. I was like, okay, my turn. So I started trying to book appointments that I couldn't, you know, time after time. And I started getting erratic.
SPEAKER_02Yeah, you did, you were smoking cigarettes in the front yard, chain smoking.
SPEAKER_00And I was blaming everybody and the leads. Yes, yeah. I literally I remember I I probably stressed you out pretty much. Come up and be like, Well, what kind of leads you trying to punk me out here or something?
SPEAKER_02Yeah, you got crazy a couple times, yeah. But understandably, dude, you were in a scary situation. Yeah. But you overcame all that and became the man.
SPEAKER_00Well, with some help. I mean, I remember one time, like those days, you said to me, Yeah, they're hard to call they're hard to book, right? I was like, Yeah, what the guy's yelling and screaming. You're like, give me those. So I I I was like, What do you mean? He's like, just hand them over here and let me try. I was like, Oh, okay. And then you start calling them, started booking them. I was like, Oh, maybe I should rethink this.
SPEAKER_02Yeah, and I remember specifically you were telling people right when you called them you were coming over.
SPEAKER_00Yeah.
SPEAKER_02Like before you even got any information, you didn't build any rapport, you were like, I'm coming over. And it was kind of it was kind of freaky.
SPEAKER_00Yeah.
SPEAKER_02And I was like, dude, warm up the call a little bit before you tell them you're coming to their house.
SPEAKER_00And the surprising thing was when you pointed that out to me, I was like, skeptical. I was like, What do you mean? I don't do that. Like, yes, you do. No, I know, yes, you do. I was like, Yes, no, I know. And I was like, Run. And he said, Good, make a call. And I called somebody, I was like, look, my job is to come over. I was like, Oh, I just did it. Couldn't believe it.
SPEAKER_02Yeah, now this is a hack for sales, okay? And you said you heard everybody saying perfect because that was the universal way to overcome an objection. So if somebody said, I'm busy, perfect, I'm actually calling to set up another time. If you said I'm uh not interested, perfect, I'll disqualify you. Let me ask you some questions. If you said uh I already did it, perfect. Let me close your file. I'm gonna ask you some questions and make and see what you got, and we won't call you back. And open up more opportunities to talk. And usually those objections early on are just BS.
SPEAKER_00They are totally. So we actually made up an acronym that went around it. It was AIM, remember? Acknowledge, ignore, and move around. Yes. So the perfect was a way to acknowledge them. Because if somebody says to you, like, hey, can you just mail it? You can't say no. Now you're contradicting me. Talk to the hand, I don't want to talk to you anymore and hang out.
The Perfect Objection Framework
SPEAKER_02Yeah. Now, for everybody watching this, this industry the reason this industry is blowing up right now is because it's evolved. And we used to go house to house off the leads and do everything in person, and this stopped around 2020 when co when COVID happened, then we were able to go virtual. So you had to change your whole life because you're used to going to people's houses and now you're doing it over the phone. How hard was that transition?
SPEAKER_00You know, surprisingly, when I actually did it, I it started working quickly. So I was grateful, you know, because the hardest part for me was actually sitting on the sidelines throughout COVID for a while, just watching people talk about virtual sales and me doubting them.
SPEAKER_01I doubted it too, dude.
SPEAKER_00I don't know if this is really gonna work, you know. But I paid attention, I was a naysayer in my mind, you know. I didn't want, of course, I'm always, you know, four people having success. I was like, I don't know if this is gonna work really, you know, and just watching and I'd practice and you know, but then when I actually started doing it, it actually started working. I was like, holy moly, this is actually working, you know, and that's that's why I kept doing it.
SPEAKER_02So yeah. Um now I used to run Compton, Inglewood, and Watts, and you were the witness, right? Oh yeah. Not only were you the witness, you took over the territory when I was done. Right. When when I moved, I was like, I'm not going anymore. Um, you were happily took over the territory. So you are the only other person that I know that has run Compton Inglewood Watts selling life insurance, going to people's houses, Long Beach. But the craziest thing happened, like the week I gave Jack my territory and he took over the leads, tell everybody what happened.
SPEAKER_00Bunch of stuff happened, but this one time um I get to the house and it's a hot day, so I'm on the like porch, you know, and I'm knocking on the door, and nobody comes to the door. So I just figure, you know, I'm knocking, I'm like, hey, ring in the doorbell. I'm just thinking I'm getting no-showed, right? So at this point, I'm like, okay, I'll just, you know, it's shady here. I'll just make a couple calls, call a couple agents, and lo and behold, like there's this little creature behind the door, like a little looked like a scary child from one of those, you know, horror movies. And she goes, Ha. I was like, what? I was like, okay, is your mom home? And she goes, Yes, hold on. It's like a scary movie. It was like a scary movie. So the mom finally comes to the door and lets me in the house, and we start talking. And when I'm, you know, trying to move it along. I was like, oh, they're actually home. So I try to show them some value. Wasn't working out. So I thought, okay, I'll give them an ultimatum. Right? Because like we have to make it happen. I was like, you know, well, let me tell you what you need to do to protect your family or something along those lines. And she got so mad, dude. It's like, what? You're gonna tell me. And she was like a little, you know, out of it. So she's like, You're gonna tell me what's right for my family? And she said, Oh no. Oh, I was like, okay, this is probably my invitation to leave right here. So I packed my bag real quick and I started walking back to go. She goes, Oh no, oh no, Jack. And she just started calling my name over and over. So I was like, Oh, I better, I better split. I got in my car and drove off, and I thought nothing of it. And as I'm driving down the road, she's standing in the middle of the road. She goes, Oh no, Jack!
SPEAKER_01Oh no, I was like, Oh no.
SPEAKER_00So I had to, you know, downshift it and bust out. Are you freaked out? I was totally freaked out, dude. She's standing in the middle of the road. What's gonna do to you? She's gonna. Well, that was only half the story. And then she jumps. I didn't realize this, and then I get like two lights out, and I was like, I had you know, threw it, downshift it, busted the thing. I'm like like half a mile away, and then she opens up her window, she's right next to me, and she's like, Oh no, Jack, oh no, like, oh no.
SPEAKER_02What was she gonna do?
SPEAKER_00She dropped in a car, I don't know. And then I downshifted, I busted a couple guys and jumped on the freeway, and I was gum.
SPEAKER_02All right, all right. So that happened. So you took over this area, and then also you were involved in a drive-by shooting right after.
SPEAKER_00Oh, yeah.
SPEAKER_02Tell us quickly about that.
SPEAKER_00Well, I get to this house, right? And there's no parking. There's no parking, right? And these neighbor, some of these neighborhoods, like it's a wall-to-wall parking. So I parked like a block away, and I get up to the house, and there's like this van in front of a house, and there's all these kids like lying on the floor, one up against the wall, one in the corner, and they've all got baseball bats, and I'm thinking, oh, how cute. What are they gonna do? Go play ball. And I'm like, hey, kid, where's your mom? Because oh, my grandma. I'm like, Yep. Well, she's inside. So these little boys got bats. They're not little boys, actually, they're pretty big. And um I go inside and I start talking to her about you know, the you know, why we need to help her out and get some protection and building a why. And then suddenly, right outside the window, you hear gun strikes, bam, bam, like literally, like two steps away, right outside the window. And she she gets up, she starts screaming, my baby, my baby. I was like, Oh my baby. I was like, Oh, baby. So we went outside and there's all this commotion, and cops keeps running around. Yeah, and as soon as you get outside, you see on either side the roads were all blocked, and there's like six cops on either side already waiting. So I just kind of like walked out backwards. Did you sell it? No, but I went back, I went back another time and then we took care of it.
Virtual Volume And Lead Spending
SPEAKER_02Yeah, okay. The reason I want, if you're listening to this, I want you to hear these stories because this is what selling life insurance was before 2020. Why is it the greatest opportunity in America now? Because now Jack is sitting in an office and he's instead of driving all over the place, he's calling people and closing them over the phone within 30 to 45 minutes. And then you can go get lunch, you can go to the gym, you can go hang out with Stanley, you could take your wife on date night, but you're saving a lot of time. Totally. And remember how fat we were when we were in the field? Yeah, bro. Like you're just eating on the road, and you gotta leave at six in the morning, you gotta go two hours away to run your appointments, you're in LA traffic all day. LA traffic will drive you crazy too. Just the traffic alone, just the traffic, yeah. And like, dude, I would have to pee all the time. Oh no, and there's nowhere you can't get off the freaking freeway. So I'm like peeing in water bottles and random places. And as soon as I get into the customer's house, I'm like, can I please use the bathroom? Like, and you're always late. Um, but the other thing, dude, is like how many people really would want to do what we did? Oh, not many, not a lot. They would we would recruit you and you would be gone in two, three weeks. Now you got people who didn't feel safe, people who have they they couldn't drive because they're a single mom and they got kids. Now they're crushing it. Yes, like, dude, this is the craziest opportunity ever. Now, my favorite appointment in LA, I have a few, but one of them was I was told to say yes to everything. I'm like 19 years old, I'm in Long Beach. They're like, if the client offers you cookies, you say yes. If they offer you tea, you say yes. It's the law of reciprocation. Like, we're that's the way you sell. So I get there, and this dude is like in Long Beach, he's like, Would you like some gin and juice? Okay. So I drink gin and juice with this dude in Long Beach, and I would dude, I was drunk. I couldn't even drive. I had to sit in my car for like an hour. No way, and I wasn't even 21. But the uh it was just a hilarious appointment. The dude had like nine kids, he got stabbed two weeks ago because someone tried to steal his wallet in the front yard. So he had a hospital stay, so it kind of uh I had to figure out what company was gonna take him. Um, dude, I've had the craziest, funniest things that people would never believe, and I wouldn't take it back for anything, but the opportunity now is absolutely crazy.
SPEAKER_00It's insane, huh?
SPEAKER_02Yeah, so let's talk about that. Going from then to now, the numbers we we would know our numbers. We'd be like, we have to sell, we have to book 30 appointments, and I would usually close like five to eight. What were your numbers?
SPEAKER_00I would I would probably close like yeah, a fraction.
SPEAKER_02Yeah, so and a lot of times people wouldn't even be home. A lot. A lot. So if you're frustrated because your customer doesn't answer your phone appointment, you should you should be very grateful and be like, yo, I could have driven an hour or two to see these people and they and they're not home, right? So second nature, but the numbers did change when we convert when everybody converted to virtual sales. So now you could easily have 30 appointments scheduled in a few days because not all of them are gonna answer. Can you talk about the expectations and the numbers on that?
SPEAKER_00Yeah, I think it's important in any situation you're at to build your schedule, you know, correctly. So for me right now, uh anticipating no-shows, and it's no sweat because we just rebook them, right? I'll book every 15 minutes on the hour, right? So come in, get on early, and I'll have like four appointments in an hour back to back for hours, right? And if no somebody no-shows, then you just move on to the next, not a big deal. And if you actually help a family, then you'll be late, not a big deal, right? So we make sure that when we book the appointment, like, hey, give me an hour in case I'm running late, I've got like 15 appointments, right? But yeah, it's way better than driving an hour and a half to figure out you're getting no-showed. Sometimes I'd even wait at their house, they can hopefully they come home from Kmart or something, you know. It was really bad back in the day.
SPEAKER_02So, how many appointments do you run a week now? Oh, it's gotta be like at least 50-60. Over the phone. Yeah. I mean I book. All right, Drew, can you hit that little fire button or something? Look at this, Jack. I don't know if you can do it. Yeah, I'm uh I moved him, so I am I could do like confetti. That's cool. Do the confetti. Why are we doing that? Oh, there you go. That'll work. Why are we doing this? We want you to realize Jack just said something you cannot forget. 50 to 60 appointments a week to sell how much insurance?
SPEAKER_00Oh, 40-50 a month.
SPEAKER_02He's selling 40 to 50 a month. So if people go, I did two appointments and this doesn't work. What do you say to them?
SPEAKER_00Gotta book some more appointments.
SPEAKER_02How many how much are you spending on leads? Because you're not scared to spend on leads.
SPEAKER_00No, I spent a couple thousand a week.
SPEAKER_02Yeah. To write 40-50 a month. Yeah. Is that profitable?
SPEAKER_00Yeah. What kind of leads? I'll buy anything. Uh IULs, final expense, life. You don't care? No. I do them all at the same time.
SPEAKER_02You get mix of leads every week. Yeah. Dude, I I was just talking to someone and he's like, I'm I I have money, so I'm not gonna buy the old leads. And I was like, bro, I never didn't buy old leads. I always bought new leads, old leads, everything, whatever I had to have to have my schedule full.
SPEAKER_00Totally.
SPEAKER_02Yeah.
SPEAKER_00Yeah. The pros and cons. I mean, you're talking about life leads, you're talking about typically an older crowd, right? But they're home a lot. Right. And uh IUL is a big bigger monthly spend because they're building for retirement potentially, right? But this is sometimes a slower pipeline for them to get belief and you know go all the way. Right. So you might have higher premiums on IULs, but you might have to meet them a couple times to seal the deal. What's the biggest case you've written?
SPEAKER_02Uh on uh IUL, something like$1,500 a month. So that's like an$18,000 annual premium. So you probably made what'd you make on that case? Yeah, probably about that. 18 G's. Yeah, 15 G's. Only industry I've ever seen where you can in a few days make tens of thousands of dollars. Yeah in a few days. Not a 90-day escrow, not you gotta wait for your house to sell, not you gotta wait for the loan to close, not you gotta wait for the solar to get installed. You can make that much money in a few days, which is a beautiful thing.
SPEAKER_01Totally.
Hall Of Fame Mindset Shift
SPEAKER_02You can also lose money if you invest in leads and you don't work and you don't learn and you don't get better. So it still comes with that. How many years have you hit Hall of Fame?
SPEAKER_00Um it's a good question. I should count them up because there's different ones. There's uh Hall of Fame personal and then annuity this year for the first time.
SPEAKER_02So what is uh what is Hall of Fame personal production? 400. 400,000 of issue paid premium in a year. Yeah, and you've done that every year, I can remember. A bunch. Did you miss any?
SPEAKER_00Yes, I missed last year, but I hit a Hall of Fame annuity. I I hit like 385 last year, kicking myself in the head. Oh, bro. Yeah, but I hit annuity.
SPEAKER_02Okay. I want you to talk. Do you remember when you told me like there was this certain point where you got the monkey off your back? Yes. I want you to talk about that.
SPEAKER_00That was a big deal because you know, as a new agent, even once I started getting consistent, I was very grateful. I was like, oh, finally, I was able to figure this out. But still, I ran into obstacles, you know, chargebacks and you know, leads not working, and you know, ironing out, being consistent with my lead purchases and just client retention, all this kind of stuff. But, you know, it was it was odd because finally I came to a realization, and it was in one of the worst situations too. It's like I was out in Central Valley in Fresno, and it was like 150 degrees like record breaking heat, and my air conditioner busted, you know, and I'm sitting out here in the middle of the heat and I didn't know what to do. Standing outside in front of a tree, like trying to get some shade or something. And but uh normally I'd be like, What the heck? You know, how am I gonna get back home? And stuff, my XC's busted. And then it just dawned on me, hey, you know, thank God we're in a good position now. You know, I don't have to worry about, you know, paying my bills or charge backs or lead bills, and things are just gonna be all right, you know. And that was like just a big burden that was lifted off my chest, you know, like I've been bearing this weight for so long. And finally I I I just felt at peace, like, hey, you know, even if the car busts or what, just get another one. You know what I mean? Thankfully, if something, you know, we're all blessed and healthy and and the business is moving along, and I'm never gonna have to worry about you know, people hanging up on me and charge back, you know. Of course I care because I want to protect their families because I know what they're gonna be suffering when somebody passes away, right? But you know, it's not it's not the end of my career if you don't buy it.
Simplified Issue Beats Underwriting Delays
SPEAKER_02Yeah, but there was one day when all your anxiety was gone and you were just like confident. So is it important to say you gotta stay in this to get the monkey off your back? Totally, totally because the same thing with me, dude. Like it took me six months, and I was writing policies that were falling off the books because I was telling the customer, you could cancel this if you don't like it once you get it. That was in my presentation. And then what do you think happened? They canceled it, they canceled. So I wrote 17 apps in July of 20, 2000, 2008, maybe I think so, 2008, July of 2008. I wrote 20 policies, and no, I wrote 17 policies, and like two or three of them stayed on the books. And I'm like, bro, I'm doing so. I was writing fully underwritten cases because I thought it was better for the customer. I was doing everything to not get paid, and we should talk about this too. As a new agent, you come in, you look at the prices, you got fully underwritten options or options that they might qualify for, and then you have guarantee qualifications. How do you justify doing the right thing for the customer if you write the product that you know for sure is going to go through, but it might be a little more expensive?
SPEAKER_00Well, I mean, that was my problem too. You know, start writing only fully interwritten policies thinking I'm saving the world, but then they get really jammed up in underwriting. And if they need to do a blood test, turn around a client doesn't want to do it or take some. I mean, as hard as it was to find them and book the appointment in the first place, you think they're gonna want to sit down and wait for you to pull doctor records? You know, sometimes that takes a month, sometimes longer. You know, and in the meantime, they get disenchanted. And if the price goes up 50 bucks, you come back to them three months later, hey Andrew, I got you approved. Who are you? What is this about? They don't even know who you are anymore. And in the end, what did you what did you accomplish?
SPEAKER_02You you they didn't get covered, they didn't get protected. Um so Jason, Jason Carey was one of the guys that was training us early on in insurance, and I think he was an excellent trainer. But he sat down with me and he goes, I did 30 policies this month, and 28 of them are on the books, and they were all simplified issue. You did 17 and two of them are on the books, and you did fully underwritten. And he said, Who's helping more people? And I was like, yo, that's a good freaking point. Now, is there a time and place for it? Yes, but if that is how you're operating, you will go broke, you will go out of business. So true, right? So I just did a second to die policy, which uh National Life Group now has. But basically, it's like if something happens to both parents, then this money would be paid out and it's a little bit cheaper and it's a permanent policy to last forever. Um, this it people that say they have a lot of money, so they don't need life insurance, they need this product for two reasons. One, if you have estate taxes, it will pay your estate taxes. Two, why wouldn't you want to enjoy your money in your lifetime and let the insurance company replenish your money that you would want to leave to charity, to people you care about, to people you want to take care of? Why wouldn't you do that? So the policy that I got is 600k over 10 years. Nice. Um, it's it, I mean, it will the people I care about will be well taken care of. And I could go spend all my money on whatever I want, and that's paid up and done forever. Doesn't that make sense? That's amazing. Yeah, that's legit, right? That's totally legit. Um, the reason I'm sharing this is because you if you're in life insurance, I want you to be aware that you can offer this to your customers. It's not going to be something you do every day. But if you run into someone who says if if they have a high high net worth, if they um have want to do legacy planning, then this is the tool you use. Now, the other reason I'm bringing it up is because it's a fully underwritten product. So it took seven months to get me approved. Whoa. Because during COVID, there was like a doctor note about getting checked for a cough, which everybody had a cough during COVID, right? That I don't think I did. So they were like, we can't approve you because you didn't go get the see a specialist for the cough you had during COVID. And then like the notes were lost during COVID, like a bunch of a bunch of stuff was missing. So I couldn't get my policy to go through.
SPEAKER_00Who's gonna stick around and wait for that? If it's the client, you know?
SPEAKER_02Yeah, like I almost didn't do it, and I'm the agent and the client. Right. And I was about to go, dude, screw this, right? You know, yeah. Um, but that is an awesome tool for sure. But fully underwritten versus simplified issue. Stick to tell customers my job is to get you approved, not to give you quotes you won't qualify for. Right? That's that's a good one. Yeah. What do you do when someone's like, I want uh a hundred and fifty thousand and they only qualify for 25? Yeah. What do you do?
SPEAKER_00You know, I think uh it's really important to have proper planning so you prevent poor performance. Someone said that to us once. Basically, uh having control of the conversation is really important, you know. And you know, building a rapport is really important. Like people like you and trust you, right? But you can't go so far that the client starts telling you their needs and their demands, right? And then they'll say, Oh, I just want the information. Hurry up, let's just get it, you know, or I want a million dollars of coverage in their 72 and had a heart attack. That's not gonna happen like that, right? So I think it's really important to set the set the pace of the conversation up front. Where I ask the questions, I'm here to serve you, you know, we're gonna take a minute to highlight your achievements to build a rapport and like make you feel special because I really do care and I want to know about this. This is kind of like a celebration of your life, right? But at the same time, you know, when we get back to it, I'm the professional when it comes to the insurance. I'm just gonna ask you a few questions and show you a couple programs. And if you lay it down like that, then they're more likely to, you know, fall in line with the questions and have a good time talking to you and trust you and want to hear more of your questions and and uh dude.
SPEAKER_02So some of my uh early rebuttals were like, Well, Jack, like I want a Lamborghini. I like that, but I want to spend the money for a Honda Civic, right? And since I can't have a Lamborghini, I'm not gonna walk everywhere, I'm gonna get a Honda Civic. I like that, you know what I'm saying? And then they'd be like, Sometimes be like, okay, like, and I would just tell them, we're quoting everybody, so you're gonna get zero. Like, if we don't do this, you're gonna get zero. We're quoting all these big companies. Let me list them to you, Mutual Omaha, Trans America, like the biggest companies in the country, probably the world. And um, but one funny time, dude. This dude, um I'm with the guy, and he's like, I don't want it unless I can get 100k. And I'm like, Well, we can get you 25 for the budget that you want, and he's like, then I don't want it. And the other analogy I used was okay, if you're in the middle of the desert and you really need water and you can't have gallons of water, will you take a few bottles? And and the dude goes, I hike every day in the desert, and if you get a little bit of water, it's worse because you just suffer because you want more, so I'd rather have no water. That's like, okay, and I still somehow ended up selling it because he collected rocks, and I just was interested in his rock collection. Yeah, and then he was like, You know what? I'll I'll still do it. I'll do it. Yeah, but it's funny. Okay, what were your biggest doubts starting out that you had to push through?
SPEAKER_00Yeah, I didn't even know if I could sell the stuff, honestly. You know, uh I really I was drawn to the fact that so many people were getting success, you know, and the different kinds of people from all over the country. But I was like, in in my heart of hearts, I was like, I don't even know if I can make this happen. I've tried before and it's not working out. So um, that was one thing that was really challenging for me, just building up my own personal belief. But I think the one thing that outweighed that was my hard work ethic. I was like, yeah, as doubtful as I was, I was willing to work hard. And by that time, I've been so starved for leads at this other place that I was like, okay, I'm ready to spend money now.
SPEAKER_02Yeah. Um, what did you at what point did you go, I'm all in, and I'm gonna stop thinking this might not work and I'm gonna stop looking at other things?
SPEAKER_00Yeah, I think the questions I had were pretty basic, you know, thinking I knew the phone script, thinking I knew the presentation. So once I started spending money, which was pretty much right away, and I was able to dispel the myth that hey, I know how to do everything, I'm good at this, and actually sit down and practice until I got, you know, verbatim on some things, is then I then I was like, oh, I'm totally in.
SPEAKER_02And then what are the non-negotiables in your schedule?
SPEAKER_00Yeah. I mean, I'm on me personally, I like to uh be on weekends like Saturday half a day, right? So I try to uh work by example, you know, and show people what they should be doing hours wise. So for me, it's like pretty common. You get on every day.
SPEAKER_02And you're leading a team, you're hiring, training, you have an office in Arcadia. Yeah, that's right. Um, but you can also help people all over the country. How can somebody reach you if they wanted to work with you?
SPEAKER_00Um, you can call me or my uh Instagram, send me a DM at Jack. My last name's Y I U underscore N Y.
SPEAKER_02Remember when all of our phones auto-corrected to if you tried to type you, it would say YIU. Yeah. That's hilarious. All right. Um, what do you think separates a hundred a 10K a month from a 50k a month producer?
SPEAKER_00Okay. So this is one thing I love to talk about because I I have a lot of partners when they get started, you know, they're doing everything they should be, they're paying attention, they're getting on podcasts, they're spending a decent amount of money on budget, right? And they're getting results, you know, not where they want to be, but you know, they're definitely profiting. I think at this point in your career is when you need to double down. You know, for me, that was the thing that really helped me collapse time frame to make the thing move a lot faster. It's because okay, I was spending a thousand dollars a week, let's say, four thousand a month. And I was writing ten, twelve, you know, with charge back. So I was netting a few, right? Not nearly where I wanted to be, but I was still profiting. At that moment, I realized, hey, look, I can shorten the time frame it takes to get better by just having more at bats. So even though it was, you know, against what I you know, I was I felt I felt like I was spending all this money, I realized if I double down now, you know, just double down now, I'll have double the appointments and double the activity, a lot more, you know, confidence, but I'll at worst, hopefully, I'll just double my profit. You know, but I'll get way better faster.
SPEAKER_02Way better, faster.
SPEAKER_00Way better, faster. So doubling down when it hurts, you get way better faster. As soon as you realize profit, you want to double down quick.
A Simple Virtual Sales Process
SPEAKER_02That's good. Get way better faster by doing. I always say do a hundred appointments before you judge yourself on how good you are. And that was in home. So like on the phone, you can do them so much easier. Now, inbound leads, have you done inbound leads yet? Uh done some, dude. I just got two and I sold one. No way. Yeah, in the other room. I love it. It was pretty awesome, honestly. Really? Now the first guy was like, I don't need life insurance, and hung up on me. And then the second dude was like, Yeah, I just need a I don't have anything if I die. I want my wife to be okay. And so I'm I'm one for two right now on inbounds. That's amazing. All right, and that was in ILC in Integrity Lead Center. I turned on the little button and they started calling my phone immediately. You're kidding me. So it works pretty well. Okay. Um, what are the biggest mistakes new agents make on the phones?
SPEAKER_00I mean, me personally, I mean, you you want to practice, you know, and uh I'm a firm believer that that's the foundational tool. Like getting on the phone, booking appointments, it's only a two-line phone script, right? Hey, I'm calling about the life insurance, I got your birthday night. It's only a two-line phone script, but there's uh there's literally only two or three objections. Like I took care of it and I'm not interested, call me back later. But I'm a firm believer that that's the foundational tool to getting incremental success. So if you can handle a simple objection like I took care of it already, right, or call me back later and still book the appointment, that's like the sound, that's like the the the the the the leapfrog to get you to the next point where you start realizing, hey, the word tracks that I use, the things that I say and the way that I say them can make a total difference on the way you know I get along with this client and are able to protect them. So I'm a big believer in like taking a minute, practice it, record yourself, you know, practice with some of your teammates and iron out all the creases early. Love it.
SPEAKER_02All right. How do you handle the objection? I need to think about it.
SPEAKER_00Say perfect. You know, uh if you need time to think about it, uh uh uh the first step is we need to submit a request to see if we can get you approved. That'll give you some time to think about it, and then I can get back to you with a firm offer. So we try to get the application going straight out the door. That way, because I mean, anytime you show something, uh even if you guys are really getting along, you know, and they're all about it, it's just natural. When you show a price, people they sit back in their seats. They get like buyer's remorse for a minute. Like, uh, we need to talk about this. Uh I need to think about this. They don't want to pull the trigger right away. So we need to uh motivate and get the application started so that we can rekindle the rapport that we lost when I showed you the price. If we get the application going, then you can slow it down again and say, okay, Drew, if something happens, who's your beneficiary? Oh, where do they live and what do they do? And you know, try to get them helpful.
SPEAKER_02What's your step-by-step virtual process uh presentation?
SPEAKER_00Right.
SPEAKER_02Like sum it up though.
SPEAKER_00Right. Okay, so just paying attention to some of the highlights. Like we have the lead in front of us. So I try to confirm, like I did when I was booking the appointment. I'll try to confirm a couple things. Okay, Andrew, I'm just getting back to you for our appointment. And it says your last name's Taylor, and you're in Nevada. Is that right? I just confirm a couple things to let them know that this is why we're here. And then I'll just immediately take a stab at trying to get to know them real quick. I use stuff like a report building, like, what do you do? Right? People spend most of their lives at their job. Right. Even somebody that's retired, you ask them, what do you do? Oh, I was an engineer. Okay, for how many years? 30 years? What a career. So if I can get them to start talking like that and asking multiple questions about what they've done in their life, it's kind of like a celebration of their life, right? And then they ease up a little bit and want to talk to you.
SPEAKER_02I like that celebration of their life. Yeah.
SPEAKER_00It's all about you. I mean, maybe they're 50, maybe they're 70 years old, you know, their kids are out of the house. Their grandkids, like, what are you talking about, grandpa? You know, they nobody ever talks to them about it. Or people that go to work, you know, all week long, they come home, it's not like, hey, honey, how's your day?
SPEAKER_02You know, it's like, you know, dude, that's so good. It's all about them. It's a celebration of their life, and you're protecting what they built. That's why we're here, you know, and I can ask them stuff that nobody even bothers asking anymore. It's funny because uh I'm at the phase where like I have kids and we're going to birthday parties all the time with like or birthday parties or meeting other kids' parents. And I have noticed like the easiest way to conversate with someone is asking them what they do. You know, it's either as you say, like, yeah, yeah, that's good. Ask about their family, where they're from, what they do.
SPEAKER_00Yeah, yeah. So I I try to dig if I know that they're 50, 60 years old, like you got kids, or like, yeah. Like they're kind of standoff as your first. Yeah. I'm like, how many? Like two. I'm like, where are they? Right there in North Carolina. Yeah. I'm like, got grandkids, and like, yeah. Now they want to start talking about how many? They're like, seven. And like, oh, what a blessing. You know, we start talking about it. How old are they? Like, oh, they're seven, six. So you get to go to games, yeah.
SPEAKER_02So my mom's parents who and Uncle Jimmy, if you know Uncle Jimmy, his parents who passed away in the last two years in their 80s. Um bro, they had 50 grandkids and great-grandkids. Tell me that ain't a tell me that ain't a good life. That's amazing. Dude, I want grandkids now. And I only have a five and a five and a four-year-old. Oh, I love it. Um, hopefully Stan gets you some some grandkids.
SPEAKER_00Gotta hurry up.
Building An Agency And Staying Motivated
SPEAKER_02He's well, he's how old is oh, he's 15 now? He's got some hopefully he doesn't give you some grandkids right now. All right. Um let's see. When did you shift from being a producer to a building an agency? Yeah, that's a good question.
SPEAKER_00For me, the transition was slow, you know, because it took me a while to figure out how to sell. But then the funny thing is, like you said, at the previous company I was working at, I wasn't very good. If anything, I was good.
SPEAKER_02Dude, they were ragging on you because they all ended up coming here. So let's tell this story. Jack's the worst dude ever at the company. They dog on him all the time and say he just like he doesn't sell, he just goes to lunch with everybody. Yeah, that was tough. Jack comes here, becomes a top producer. One of them goes, Wait, Jack's doing 400k a year. We're like, Yeah, they're like, We need to leave where we're at. And then they came over, like dozens of producers came over to work with us. Yeah, yeah, overnight. They started coming one by one. That was amazing. All because they were like, yo, this dude wasn't good where we were, and now he's the man.
SPEAKER_01Yeah.
SPEAKER_02So something about, you know, uh, if he can do it, you know. So you were in what people call the captive space where you were representing one company, right? And you moved into what people call now the brokerage space, where you represent multiple companies. What was the difference for you in success? Why was it better for you?
SPEAKER_00Right. I mean, uh, having one set of products is good, but sometimes you run into brick walls, you know. Um, if they only have a permanent product, then you're missing something for younger people, if you have something for healthy people and only take healthy people. So that was a big challenge, you know. So we were selling final expense at a company that had nothing more, you know. So you walk into a family, husband and wife, and three kids and two cars, and you're, you know, you you're sharing 15,000, 20,000 with each person, and that's barely enough to pay for one car. You had alone, dude.
SPEAKER_02I used to go on those appointments and 7x their coverage, yeah. And give them such a better situation.
SPEAKER_01Yeah.
SPEAKER_02And the product just sucks. Yeah. Let's be honest. Yeah. Product sucks, it's too expensive. Yeah. And it's overpriced for the customer, and there's not enough options.
SPEAKER_00So true. So that was really, you know, constricting. Didn't even know it because that's how I was introduced to life insurance. I didn't know there was anything else really until a few years later. It's like, oh, look at all there's all these other products we can use to help people.
SPEAKER_01Yeah.
SPEAKER_02Yeah. Okay. Um how do you stay motivated when when you're struggling?
SPEAKER_00Right. I think you know, using the platform we have is really important. I mean, uh, we have content coming out every day. You know, and if you you know start watching it, you know, and get build that into your schedule. And it's something that can be really uplifting. You know, I spent many hours driving now, you know, family stuff, and even for all those years I spent driving on the road, you know, you want to fill those empty spaces, you know, otherwise you're just in your head, you know, listening to radio all the time. So you know, use that time to you know, feed yourself, you know, feed your soul and understand that the opportunity goes, you know, beyond just you know how to sell life insurance. Also like people are very transparent, you know, what do they do? What are their life? What has it done to help them get to the next level and you know provide for their families and even give back, like you said, to charity and you know, and there's there's all kinds of you know spirituality going on for me. I like that, and it's helped me to grow in this industry and stick it and stick in there when it gets really hard, you know?
SPEAKER_02Yeah, that's awesome. Um what type of system do you use to get people selling quickly? Right, right.
SPEAKER_00Well, uh number one, I think the fact that I'm doing it with them right is key. And I I I came out of the field for a a while, especially during COVID, it was rough, but then I felt the need to get right back in, and that's when I made the shift over to virtual. And with that, it opened up all these other doors too, because now we're using like technology, like Zoom, right? So I'm able to be on Zoom every day with agents from all over the country, and it's very transparent. We can ask each other questions, you know. We're not like having you know, like in the old days you had a question, you had to send an email or you know, queue up, you know, ask somebody a question. Now it's just like we're right right in front of each other. You can watch people do presentations, watch them book appointments, and just share all kinds of information that way.
SPEAKER_02Um, like how did your mindset change from when you were new to now?
SPEAKER_00Good question. You know, I I see the potential that we have to protect more people. I used to think in the beginning, like, how can I make money? How can I make money? And now it's gotten to the point where I I can I can really honestly say that you know it's about really protecting people. You know, I I think about where this can go with, you know, agents all over the country, just the sheer number of families we were able to, you know, touch.
SPEAKER_02Which I think like every couple seconds now or maybe every second we're helping somebody. Yeah. So it's pretty exciting. All right, if you were to restart from scratch, what would you do in your first 30 days?
SPEAKER_00Um I would definitely start doing social media a lot earlier and uh start building an agency from day one. That's been exciting. Yeah. And uh just, you know, sell more.
SPEAKER_02That's awesome. Um, how has it been with FFL leadership? Uh, your experience working with everybody?
SPEAKER_00I think it's great. You know, there, you know, I've worked with so many different industries, and so and even in the insurance space, several companies, and you know, the transparency that is here is is unbeatable. You know, and it's like, you know, I've worked at other companies before where, you know, you're trying to find out tricks of the trade or trying to get a nugget, or somebody has you know, I can't somebody give me a stone me a bone or something, you know. And here it's like literally every day. People are they'll tell you, like, I got up at four in the morning, I went to the gym, they'll even tell you what they ate for breakfast. Break it down like calorie intake, you know. I'm like, oh, really? Maybe I should start doing that. And honestly, it's made a difference in my life.
SPEAKER_02Yeah, dude. Um, when I was like eight, eighteen, nineteen, if someone said they didn't remember filling out the form, yeah, we would always say, Well, we don't even remember what we had for breakfast today, so that's no big deal. Let me verify the information on here. And I was in an office and I heard a kid say that. Dude, this is 18 years later. He goes, Oh, that's okay. I don't even remember what I had for breakfast today. That's a great line, isn't it? And it still works. It still works. All right, what kind of legacy are you trying to build using insurance?
SPEAKER_00You know, um, I hope it's something that we can pass on. I just one thing that constantly strikes me is like how Family First has evolved, not just in a number of policies, right, but also in the agent base. You know, you get so many people from all the country, and now they're getting younger and younger and younger. And, you know, I I I I just think that that's fantastic. And I'd I'd I'd like to see, you know, our legacy grow where you know I can you know share this, you know, what I've you know, work to learn and maybe share some of those, you know, bits and pieces with people that are trying to get their dude.
SPEAKER_02They should move the insurance license to 16. Yes. You could drive at 16. No, why not? And why couldn't a 16-year-old get on the phone and do this? That'd be awesome. Then you then you don't have to go work at the grocery store.
SPEAKER_00Yeah, exactly.
SPEAKER_02Right? Right, huh? That'd be awesome.
SPEAKER_00Yeah.
Hard Truths And Long-Term Success
SPEAKER_02Okay. What's the harsh truth about an that a new agent needs to hear?
SPEAKER_00Well, let's face it, it's a lot of hard work. You know, definitely. It's good, you know, it's not for everybody, right? You got to put in your hours, you got to treat it like a real business, you know. You know, if if you want to make multiple six figures helping families with life insurance, you're gonna need to have clients, right? And one of the blessings is we figured out how to overcome that learning curve, you know, with through our lead system. So you're gonna have to get leads, you're gonna have to get on the phone and put in the hours.
SPEAKER_02Okay, you've been doing this for three to six months, you're not getting the results you want. What advice do you have for them?
SPEAKER_00Get some course correction, you know. There's so many people around the country that are willing to help, you know, and figure out, you know, what you can do as far as like understanding what your schedule is about, what your lead spend's about. Do you sound like, you know, because for the longest time I thought I was doing the like scripts right, but I wasn't, right? So get a little course correction.
SPEAKER_02Okay. And then um, if somebody's watching this and they're on the fence about doing this, and they're thinking, should I? I'm scared. What's my wife gonna think? What's my family gonna think? What's my husband gonna think? Am I gonna fail? All the thoughts that probably everybody has when you're gonna do something new. Is it a scam? Um, they're on the fence. What advice do you have for them?
SPEAKER_00You know, like I said, it's definitely a lot of hard work, but the beautiful thing about it, you know, if you can overcome that learning curve and just be persistent and don't quit, uh, eventually it becomes a gift that keeps giving. And that's how I like to, you know, put it. Because there have been times when, you know, business was tough or you know, agency was having challenges. I I just get right back on the phone and start talking to clients and help them just like just like that, you know, and something you can turn around real fast, you know. So once you figure it out, it's like riding a bike, you never forget, you know. Now, is it is it easy? No, but it's definitely worth it.
SPEAKER_02What would you tell the version of you that was smoking cigarettes in the front yard pissed off that this wasn't working?
SPEAKER_00Yeah, it's gonna be alright. You know, it's gonna be alright.
SPEAKER_02So, my uh my father-in-law, who's awesome, I got lucky with good in-laws. Um, he said his mom, he told me this the other day. His mom used to tell him it's everything's gonna be okay. And he said that even now his mom's not around anymore. He always tells himself, like he always thinks about that if like he's worried about something, like his mom's voice going, everything's gonna be okay. I'm like, that's dope, right? I love that. Okay. Um what is important to what is success to you now that you've made some money? Right.
SPEAKER_00I don't just knowing that I love my job and my career and being able to share that is really the biggest reward of all, you know, because you know, like like you said, you know, it it's it's a it's a process. Getting to the point of fruition is not easy. Yeah, but once you get to the point where, hey, I've got this thing, you know, kind of figured out and you're consistent and it's profitable, and that's that's a total burden lifted. And then from there, you can take it all kinds of other places. So, you know, for me, it's constantly evolving, and I'm and I I love meeting these new people, whether they be agents or clients on the phone, and it just keeps you know, it keeps me entertained too. I mean, it's a it's a career that I found really, really I feel as if I've accomplished something like helping people.
SPEAKER_02Yeah, the other interesting thing, dude, is like these phones, you get stuck on social media and you lose uh relationships with people, you have less and less of it over time, real relationships, not fake ones on the internet. And I don't think it's good for us. So, one thing I do like about this industry is it makes me be around people, which is good, good people, which is good for you. There's a dude who, when I started, was doing very well in the industry, like he made millions of dollars and I ran into him in Vegas, and he said, He was like, I took a break, I got I made so much money, I stopped, I stopped doing what I did, and I got depressed. And he was like, So I started doing what I did again, and I was happy, and it wasn't the work, it was because I needed people, and he calls this the people business. He goes, I'm in the people business, and he's like, Once I was back around people, I felt better. Yeah, so that's interesting. All right, with that being said, hit up Jack Yu. He's such a great dude, and he will help you get going in life insurance, and he'll train you, sell with you, works hard on Zoom all day training. And you, the man, we appreciate you, bro. Thanks for coming in. Thank you, bro. Appreciate you.