This Is How People Are Making 7 Figures From Their Laptop (Ep. 263)

You can hear it in the numbers and in the stories: life insurance is not a “get rich quick” gimmick, but it can be a cash-flow machine when you combine the right lead flow with relentless effort and real care for people. We sit down with Austin Lewis, who hits a $72,456 month in his fifth month selling life insurance, and Coleton Collins, who goes from bar security and side hustles to a $1.3M income year by 30. We get honest about what it feels like when you’re broke, uncertain, and still trying to bet on yourself.

Austin walks through the highs and lows that shaped him, including making big money, losing millions, and rebuilding from a dark season with a new sense of purpose. We talk about what it’s like to start with almost no money, work old leads, and put in so many follow-ups your phone literally gets blocked. The biggest surprise for a lot of new agents is that “selling life insurance” is less Wolf of Wall Street and more customer service, discovery questions, budget fit, and protecting families with the right policy.

Coleton breaks down why most agents fail, why people quit before their breakthrough, and how discipline beats motivation when the phones get rough. We also unpack why MLM leaders are moving into the insurance industry, the difference between producing and recruiting, why inbound calls can speed up skill-building, and how to handle common sales objections without getting rattled. You’ll even hear a quick cameo from Atlas Taylor that keeps the energy light while the lessons stay sharp.

If you’re thinking about becoming a life insurance agent, improving your close rate, or building an insurance agency, listen all the way through, then subscribe, share this with someone who needs a new vehicle, and leave a review with your biggest takeaway.

*****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.

Transcript

SPEAKER_03 0:45

What's up, everybody? Andrew Taylor here. Today we have Austin Lewis with us. Thanks for coming in. Let's go. Austin, what's your biggest month? Uh 72,456.

SPEAKER_02 0:56

How long have you been doing this? Uh, this is going on my fifth month.

SPEAKER_03 1:00

Dude, congratulations. We also have Colton Collins with us. What up, my man? What's going on, guys? Colton, tell us what you told me about your mom, your conversation with your mom.

SPEAKER_04 1:12

Oh, um, I mean, I I think like my mom and my family has no clue what this business has truly done and like how much money is truly available to be made here. I was talking to her about my bonus from like an agency standpoint and what I made, and she was like, Oh my gosh, you made you made that much in a month? I was like, Mom, that's just like a quarter of what I made this month. She's like, You better be saving your money and and all this stuff. And I'm just like, it makes me reflect back. I'm like, gosh dang, like, this is just it's the coolest business ever.

SPEAKER_03 1:47

It's awesome. And then we have one more special guest, Atlas Taylor. Let's go. You want to say hi to everybody? Hey, you so today he wanted to come to work with me, and I thought it would be more productive than him going to school. Atlas, you want to show everybody what you're playing with, your animals? What you got there? Talking to the mic.

SPEAKER_06 2:15

I don't really know what dog this is, but this is tall. I try to make me devil. A husky. And another husky, which is a little puppy husky.

SPEAKER_03 2:31

Uh, I think a puppy.

SPEAKER_06 2:32

You want to tell him about a 3D printed. I forgot.

SPEAKER_03 2:36

Oh, 3D printed. What do you uh tell him about your YouTube channel?

SPEAKER_06 2:41

No.

SPEAKER_04 2:46

I'm subscribed. Are you? Oh yeah. Dude, I subscribed a long time ago.

SPEAKER_03 2:52

You got anything to tell him about or no?

SPEAKER_06 2:54

No.

Austin’s Hustle Background

SPEAKER_03 2:55

No? Okay. Alright. Well, thanks for joining us, dude. Alright. Um, uh Austin, let's start with you, dude. Tell us about what you did before. How'd you get into selling life insurance with FFL?

SPEAKER_02 3:07

Yeah, so um I I uh started sp uh honestly when I was 15 I started selling lotions and potions come from the oceans. Literally. Um You don't get sick of that one, do you? I was uh 15 selling anti-aging products. Uh stole my mom's credit card uh when I was 15, asked for gas, uh went to the uh network marketing meeting. It was called Life Vanage at the time, uh Pro Tandem. I'm sure there's still a lot of people that still take pro tandem. And uh signed up, thought it was a great idea. I was selling anti-aging at age 15. I don't know who brought me into the business and that thought that was a great idea. And then um got started, never make any money, of course. I'm 15 years old selling anti-aging products. That's not gonna work, right? And uh then after that took a little bit of a break from network marketing. I was in that business for four years, traveled everywhere, spent every dollar that I had, um, got into a company. I was 150 pounds selling weight loss coffee. I'm not gonna name the company, but I was great at selling weight loss coffee. Actually, uh funny enough, I just brought in one of the top producers in that company. Uh, her name is Peggy. Uh so she was a top producer in in uh the company was actually called Valentis and created some success. By age 21, I was making six figures a year. Uh young, dumb, and full of uh, and I loved it. I fell in love with the business. My parents are normal average individuals. Uh started my first company uh outside of network marketing called a legacy. Had some success, uh made millions of dollars. It's like that typical story, like made millions, spent millions, and then obviously lost millions. Um Dumber the Bucks are rocks because my parents never really taught me anything about money other than my mom said, always have cash, and I always have cash, right? And uh I was sitting, it was funny. I I got rocked a couple years ago in in 2023, June 15th. Um, I got I got like actually rocked when it comes to like actual business. Uh I lost a couple million dollars. Um it was like my first time in my entire life. I have a girlfriend at the time, God bless her. She should have been my wife at the time. Now she's my wife.

SPEAKER_03 5:15

Oh, you waited.

SPEAKER_02 5:16

Yeah, I waited. I did seven to the five.

SPEAKER_03 5:18

If I could go back, I would have sped that thing, sped that up, had kids sooner.

SPEAKER_02 5:21

Yeah, 100%. Uh yeah, for sure. I'm glad I didn't because of just who the the individual that I was. Um, I definitely needed some growing and and some evolving of who I am today, obviously, but I lost two million dollars plus some. Thank God I bought some things in cash and and uh was able to sell those very quickly. The last like two and a half years, I'll be honest with you. I mean, I was I was down bad mentally. Uh just trying to figure it out, just trying to make a dollar. Um, which is definitely not like me. And of course, like people like us, like we just know that we are on planet earth to do more than what we're like, you know, just making it. But you were down. I was down, like really down. Like how bad? Like uh living with my in-laws for the last two and a half years. Um self-esteem no money, no, no confidence. Uh I was 245 pounds. I'm 200 today. Um, just I just just searching for an opportunity to do that.

SPEAKER_03 6:16

This is just asking, like out of everything you said, that's what I want to hear. Yeah. Because I believe everybody goes through that at some point, and I want to hear how you got out of it.

SPEAKER_02 6:24

Yeah. Yeah. And uh it was funny, like uh, who BG moved, or excuse me, who Colton moved down to Arizona with, which was BG, which is one of my best friends, Brennan Gleese. Uh, they moved from Spokane, which him and I are from the same city, never knew each other when we were from the same city, which is so weird because it's such a small and he's only a year younger than Colton's only a year younger than I am. And uh I he one day we were just I'm sitting in my garage, I got a I got a um RV garage, dope little setup out there, and he's like, Austin, you sit there all day, like you should just join insurance. You should just join insurance because you'll make more money doing what you're doing. And I was like starting a marketing company, and I was like, okay, well, then I obviously just based off of my previous history and good friends, like I I know the business, I know the industry, I know network marketing, I know networking in general. Um, I was like, okay, I'm gonna take a look at a different couple like different companies and just see what makes the most sense for me, you know, because I know how these things go. And I took a look at a couple different IMOs, and then um I have a couple good friends that are were just getting started into the business. And then I sat down with Colt and I reached out to him, which is funny because I'd always show up to Whiskey Row, um, drunker than a skunk, and he's the security guy. And I'm the security guy? And yeah, four and a half years, baby. Yeah, which is funny because that's literally where I met my the first time I ever met my wife after she got back from Havasu Falls or Pi or whatever. Havasu Pie. Havasu Pie, yeah.

SPEAKER_03 7:54

Beautiful place.

SPEAKER_02 7:55

Yeah, she got back from Havasu Pie that day, or when she got back, um, I met her at Whiskey Row. So I So she was hiking, she came back, you met her at Whisker Row. He was the bouncer, he was the bouncer, and I was like, wow, full circle. A couple years, you know, quite a few years later, I'm reaching out to him being like, hey man, like let's hop on a Zoom. I'm like, I'm seriously considering insurance. And uh obviously once you talk to a guy like this, it's just like you know, it's it's sign R from there.

SPEAKER_03 8:21

He's solid, you know what he is consistent. Everything he does is very, very consistent. And you can see how that you can see in the numbers now. All right, what were you hesitant about getting into life insurance? Why were you hesitant?

SPEAKER_02 8:36

Man, I was I was I was headed hesitant for a lot of different things. I was hesitant because my entire life I've poured everything into everything I do because how you do anything is how you do everything, and that's why I was so hesitant into insurance, especially like another model like this, right? I've poured my blood, sweat, and tears into things like this, and they just haven't worked out the way that they should have. And so that's what was so difficult for me was another one of these, right? Like just another one.

SPEAKER_03 9:05

Well, you're scared to fail and people go, oh, he failed again at this.

SPEAKER_02 9:08

I wasn't scared to fail. I was I was scared that the people and the model would fail. And maybe not the model, but just like the company. Like it it wasn't all cracked up to be what it's supposed to be. Um, I wasn't I I wasn't afraid that I was gonna fail at all. I mean, everything I've I mean, not to be egotistical whatsoever, but everything I've touched just turns to gold because I just am that type of person. Like I will work so hard to make it turn into gold. Like I'm I'm destined to will it exist. I will make it happen. No question, zans, ifs or buts. I don't care if I'm going up a rock slide that's I can't even ski and I'm go I'm skiing uphill. I don't care, I will make it happen. No question, zans, ifs or buts. Um, so it was more so is the model going to fail? Or is am I not in the right place at the right time with the right people? I mean, obviously I knew I was with the right people because it's Colton Collins, but I'm like, that's all I knew getting into the business was Colton Collins. I didn't know anything else, you know.

SPEAKER_03 9:57

Now, what did he say that made you feel better? Or why don't you what let's hear both perspectives?

SPEAKER_04 10:05

Oh man. Um, I mean, when I so originally I I had a I wasn't even following you on Instagram. I look in like my little thing and it says like general requests, your people or whatever. I see like one and I click on it and I'm like, what is this Instagram account? And it because it wasn't your name, it was like some motivational type thing you were posting on. And I'm like, normally I never open stuff like that. And so I click on it and I'm like, this guy wants to hop on a call, and then I like click into the profile and I'm like, wait a second, I know this guy. And I'm like, no freaking way. And we hop on a call, because to be honest, I always was like, you you always say you're like, my only thing with you is dude, you should have should have recruited me two years ago. I'm like, I thought you were making millions. I didn't think you were like in a spot where you really were recruitable. And so we hop on a call, and like I think for me, like the biggest thing with all this stuff is like getting into business with people that you align with, and that like I always say like people I'll go to dinner with, or people I'd sit at a dinner table with, or people I like to partner with and work with. And one of the first things you said to me was like the reason I want to work with you is because I can tell you care about me and my family, and like you're more curious about like our well-being than me coming in here and like quote unquote working for you. And so I think we just really align on a lot of levels in that way where like if you don't care about people on that level, you're gonna lose people in this stuff very quickly. And so I think for me, like, I mean, my first impression was you I knew what you would do with the business. There was again no questions, ands, if buts about it. I knew you'd build something big. It's just like I wanted to make sure we aligned properly in the way that like we were gonna build something big long term together. And I think once we started talking, I'm like, dang, like I knew my buddy who was in business with you. I didn't really know you on a personal level, but the more we spoke, I'm like, okay, I can see where this is gonna go. And it's someone I'm truly excited to be in business with.

SPEAKER_02 12:08

So let's go.

SPEAKER_03 12:11

Yeah, awesome. Okay, so a lot of people are looking at this, they might be on the fence. What what can they expect when they first start selling? What type of leads did you use? Uh, how much money did you invest? Was it scary? Let's talk about this.

SPEAKER_02 12:24

Yeah, so I mean, when I got into the business, I mean, I like I shared at the beginning, I mean, I was flat broke. Like, I didn't have really a pot to piss in at the end of the day. Um, I mean, luckily I had a really good upline, Colton Collins. And uh What did he do?

SPEAKER_03 12:36

Did he get you leads or something?

SPEAKER_02 12:38

I just said, let me bang your old stuff. And I said, I promise you, like, I'm gonna bang these until like they either get blocked, and then that's what happened. So I didn't even know that your Apple ID could get blocked. My phone number within a couple of weeks got blocked on Apple ID. Sat at Apple for like six hours. Um did they fix it for you? No, of course not, they didn't. And I didn't have enough money to go buy a new phone to be able to flex fix it, by the way. So people didn't.

SPEAKER_04 12:57

She was the first person I ran into seeing this happen. I'm like, what do you mean your iMessage doesn't work? What do you mean your Apple's blocked? I'm like, you're really working these leads. Because most people you give leads to, they might say they're working them. They're not working them like that. And this dude within two days, his phone number's blocked. I'm like, oh, this guy's different.

SPEAKER_02 13:17

Man, I'm sending, I'm sending, I'm sending videos, I'm FaceTiming. I'm calling them. I mean, I looked at my spreadsheet and it was like I was calling Colton's leads for like 29 times in a matter of three or four days. Um, so I'm sitting at Apple and I'm like, okay, this is ridiculous. And uh rather than going and buying a new phone or going to switching a carrier in this, that, and third, I just switched my phone number. I've had a 509 number since the day I was like 13. And I just switched it. And my mom's like, I I didn't even tell my parents. I just switched it because I'm like, I'm I'm in business. I gotta go, I gotta rock and roll, I gotta make some money. You know, I gotta I gotta I gotta call somebody and I can't be showing up as spam and I and I gotta be able to call somebody because that's what happened. So, like what with like getting started in this business, yeah. I mean, I was gifted some I don't even know how old those leads were. You didn't tell me. I didn't care, to be honest with you. I don't know if they were 45 days, 90 days, 120 days. I didn't know if they were six months old. I really did not care. And then of course, um, we would split some packs of of some different leads, and and uh that's one thing I just found out that I'm not great at. I'm not great at buying leads. I'm not great at ripping a pack of um leads that is off of a spreadsheet. That's just one thing I've learned about myself in this business. I'm just not great at that. And I would like to think that my first month in this business, I was massively humbled because I came in here like, hey, I can sell ice to Eskimal. That's fine. But what I found out about this business is not selling, it's more so like customer service. It's more putting the customer in then putting the service behind it rather than it is selling. You know, you don't have to bring the Jordan Belfort. He would always call me that. He's like, you don't got to bring the Jordan Belfort into this business because you're not forcing they inquired about this, they want this. It's just a matter of you finding a product that actually fits inside their budget that they can consistently pay for. Because the wor the the worst policy is a lapsed policy.

SPEAKER_03 15:02

Dude, the funny thing is, is you could be awkward and not good at sales and make money doing this. You do not have to be good at sales.

SPEAKER_04 15:09

It's it's the one business I've found that like, and I I say this when I talk to anybody about it, it's the only thing I've ever found where I truly believe you can take an average person and teach them to make$10,000 a month. You can't do it in any other business model because you need like if you think about the door-to-door space, right? Like you need real sales skills to be good at that. You're like, you don't need that here. You just need enough conviction, enough work ethic, and to plug into the model and it works. And so I think like it's just it that's the coolest thing ever, because then you mix that with someone like yourself, right? Because obviously not an average human being, never gonna have an average result, but you're gonna within five months make seventy-two thousand dollars. Do all these things that like you're doing, and it's like it's just so cool, it's so reassuring of this business, and it it it fires me up every single time. It never gets old seeing things like that.

SPEAKER_03 16:03

Never. Now, was your wife losing faith when you were in your low in that low point?

SPEAKER_02 16:09

Never. God bless her.

SPEAKER_03 16:11

So what'd you do every day to get out of that?

SPEAKER_02 16:13

Because um man, I I I I I mean, I d I just I tried my best to just wake up, you know, um and just put one forward and uh what foot one foot in front of the other. Um it was definitely it was a dark time, man. It was a really dark time. Uh my my so I moved to Denver uh in 2023 in July. Well, excuse me, in July, yeah. So I was in I was in Denver uh June 15th, a month before we were closing on a million plus dollar house um in Denver. My wife and I were moving from Phoenix to Denver and uh moved there but before that June 15th is when I lost all my money. And like when I say lost all my money, I mean I literally was How though? Uh I I had a crowdfunding business. It was a trading platform, it was an expert advisor. Um I raised a bunch of capital um and uh so I woke up one day and the trade we were in sales and it was in it was going by. So we literally blew the accounts. Um so we had literally zero dollars in the accounts. Uh and I was so used to it for years, for a year plus and a half. It was so consistent, it was trialed, tested, and aired to where I just had so much conviction, so much belief in it, to where I knew like next month, and that's just the life that I lived. And that was literally me following Satan's path, honestly. Is I was every month I was making 300 grand a month, roughly, and I was doing quite literally nothing. I had a fantasy factory in North Scotland. Now, were you happy when you were doing that? No, I was miserable. I was drinking every single day, um, drinking every single day. Uh no purpose, like no true purpose in my entire business. Uh like whatsoever. It was just I was showing up every day, I was making a bunch of money, and that's how I acted. And then we ended up coming back to um Arizona because her parents are from Wisconsin, my wife's from Wisconsin as well. So, you know, cheese heads and just total family people. Where I grew up on like the other side, like not really so much family people.

SPEAKER_03 18:11

Hold hold on, I want to go back to this. Okay. You're making 300 grand a month, you were drinking every day, you lacking purpose. Yeah, you lost it, you spiraled into an even darker place because you didn't have the 300k a month. Um, and then you kept waking up every day, moving forward no matter what. Yeah. And it got worse too.

SPEAKER_02 18:32

It got worse because um, you know, like I said, my my my wife is such a family-oriented individual, and her her brother, which was a sergeant in the Marines, actually died by suicide November 27th. I'm sorry, man. Um, so that was six months after that.

SPEAKER_03 18:45

This is your wife's brother, wife's brother, yeah.

SPEAKER_02 18:47

So this was six months after I lost everything. Um, and they weren't on like the greatest of relationship because him and I went through some business things and and everything else. So it was difficult. I mean, it got worse, you know, like for me. Like it the losing the money, yeah, of course. Like the losing the money sucks. But did I realize how much that it did for me? Like, I call him all the time. I'm like, man, like you know, I'm buying a house. Like, can I afford three grand a month? And he's like, Austin, dude, like, yeah, are you kidding me? You wrote 70 grand last month, like, yes, you can afford, but because I have just so much trauma, and then obviously that happened. We moved back to Arizona and and then have gone through uh the thing, you know. Just for me, it was like finding a business, finding a purpose, like not just get into something that I could just make some money with. It was finding something that I could literally plant my flag, and that's why like I'm so blessed to know this guy is like he kind of like has brought me down to earth when it comes to business and been like, okay, like this, like I feel at home at FFL. Like, there's a thousand other IMOs out there, but there's nothing like this. Like, just walking into your office today, like just meeting you for two and a half seconds and meeting the sun, it's just like that makes things so welcoming and so like like when we leave this, him and I are gonna have such great conversations on how we can take this to 10, 15, 20, 30 million dollars a month.

SPEAKER_03 20:07

But the thing is, the thing that this business gives you is it gives you people, yeah. It gives and it gives you purpose and it takes care of you financially. Because I dude, I know too many people. You made a lot of money, and you don't find happiness, and you're like, yo, what's going on? But when you have people you're helping, and the other crazy thing, uh, I s I was read Tom Brady said somewhere, he was like, Everybody's going through something, it's just different things. So the reason I like you talking about this is because there's people watching this, dude, that they're in your situation or worse, and shit keeps getting worse, and then they can crawl out of it and do something crazy in this industry because you don't need a lot of money to start. Yeah, that's the most powerful thing. I like seeing people come in and that are already successful and be successful. I like seeing people that are struggling come in and be successful more. Yeah, I love it. That's what I love this story, dude. Yeah, okay. So you start selling. Is anybody doubting you?

SPEAKER_02 21:12

I mean, nobody's doubting me other than myself. And I think I'm a I'm obviously everybody's their own biggest critic, you know. Um, I'm doubting myself, which is why it's really cool to have like a guy like Colton in like like my ring corner, you know. He's like my stitch in my UFC ring, where he's like, dude, like you got this, you know. And and I tell him every time I'm a very impatient individual. I always have been, but success loves speed, you know, and that's where I've lived my entire life, and that's what I tell Colton all the time. I mean, not I don't have to tell him that because he knows that, but I'm like Colton, I'm like, I'm four months in this business, dude. I need to be doing a quarter million dollars a month. But at the same time, it's not like what it used to be, where you just throw shit on the wall. You throw stuff on the wall. Sorry, tell him that word. You throw stuff on the wall and you see what sticks, and then you just keep rocking and rolling, and then you do a little tap running and you and you, you know, replicate. And that's not this business. This business is so legit. Like you got to go get your test, you have to study, you have to pass, then you have to get onboarded, which is even harder than actually getting the doing the test. And then you have to, you know, continue, and then you have to actually find a place where you buy leads, and then you actually have to read a script. And it seems very simple, and it is very simple, but for you know, uh simple is not easy, you know, and and uh that's why it's nice having a guy like Colton in in my corner because I doubted myself one and then I was like, okay, cool. And but the beautiful part about it is like I didn't know what I didn't know. I didn't know anything about insurance. I just knew that it's one of the top ways to get wealthy in the United States. What I did know is that he gave me a pack of leads and I wasn't gonna let him down because I was like, I didn't know if he I didn't know if he spent$300, I didn't know if he spent three grand. I have Felt that every time going into his office being like, hey, I got a bag of ethos leads I need to buy for 700. I got 350, you match. And he's like, let's go. And then I would bang those ethos leads until my number would get blocked. And if they didn't pick up, if they didn't get my video, if they didn't get my text message or whatever the case may be, then okay, great. When my when my text message to my mom shows up as RCS and I got an iPhone, I'm like, okay, I gotta get a new number.

SPEAKER_03 23:08

Green?

SPEAKER_02 23:08

Yeah. And it says RCS.

SPEAKER_03 23:10

That's how you know that's how you know you're if you text green, do not text me. Blocked. Removed. I blocked your team out of the group chat. Yeah, I block all green text.

First Sale And Reinvesting In Leads

SPEAKER_02 23:20

Yeah.

SPEAKER_03 23:21

Okay. What was it like when you made your first sale? Uh it was euphoric.

SPEAKER_02 23:26

Uh I was dialing all day. Uh it was my first day, actually. I was dialing all day. I was terrible at the script. I was nervous coming from somebody that doesn't get nervous when it comes to sales. Um, I could step on a stage of 500 people right now and throw down. I wouldn't be nervous. But I was nervous calling these leads. I had no idea who they mean. I had no idea who these leads were. I had no idea anything about them. Um he gave me a pack of like 103 leads. And I ripped them. I was dialing all day. And I mean, from all day, I'm talking, I think I started at 7, 12, because I had to get a Starbucks coffee. And uh I drink decaf, so it makes no sense. But and then I think I was leaving. It was funny, I was leaving at like six, and of course, him just bringing a new agent into the business. He's staying at the office, and I'm like, fuck, I kind of feel bad because I know he's got a family to go, you know, he's got his wife to go home to, he's got an hour plus drive. And I get up, I pack my stuff, I'm leaving. I'm like, nah, I'm gonna sit back down. I sit back down. I just kid you not, I call one more phone number. It's Juan out of Texas. He's in the oil fields, he does electrici, he's an electrician in the oil fields, and he's like, hey man, I want max out IUL. I didn't even know what an IUL was. No idea what an IUL was. 450. I said, I'm on America, Colton's help me. I'm like, this guy wants 450,000 of coverage, and it's$438 a month. It was a$52, 46, something like that commission. That's what my first sale was. And I'll remember it like it was literally tomorrow because or yesterday, because that chain that literally I s after I sold that deal and and got the last little six-digit code on Americo, couldn't even spell Americo. I stood up and I literally looked at Colt and I was like, This is real. This is insane. I can't believe I just sat here for a 28-minute phone call. Sold something I didn't even know anything about. You just helped me through the process, and I made five grand. Are you joking me? That was the fastest five grand I've ever made legally in my entire life.

Coleton’s Rise From Bars To Millions

SPEAKER_03 25:27

Yeah. Okay. Insane. And then you reinvested, got leads consistently every single week. All right, I'm gonna ask you guys both a bunch of questions, but first I want to get a quick background on Colton for those who don't know him. Cool. Yes, sir. Let's go, baby.

SPEAKER_04 25:44

Um, so what's up, guys? Colton. Um, I so originally I'm from Washington State. I moved down to Arizona about eight or nine years ago. No job, no clue what the heck I was gonna do. Me and my buddy were just like, screw it, let's get out of our hometown and see what happens. Um, so came down here. I had about one month's rent in my bank account. It was like$864, spent it. I was like, I got a month to figure this out. Started selling cars immediately, was the worst car salesman on planet earth. I just knew they would give me a draw, so I knew my bills would be paid the next month. Um and then you find a new dealership the next month. Exactly. So like I remember like they're like, oh yeah,$2,000 draw. I'm like, sweet. I'm like, at least no, I'm not gonna be homeless. So start doing that. I think I test drove one minivan with a couple, didn't sell it. It was just not me. I'm not like a salesperson at heart. It would be a minivan. Um and then quickly started in like the nightlife hospitality industry down in Scottsdale and worked in that for like four, four and a half years and met a lot of people, a lot of connections. Like the biggest blessing of my life, like I met my wife through it, all the works, and so I'm forever thankful of that industry. I think it helped me get off my feet within insurance as well. But at the time I was working at the bar and then I'd quit the car dealership. I was working for Rockstar Energy, like the energy drink company, doing like promoting stuff. So, what I would do is I'd work all day at the bar Saturday and Sunday, I'd park this truck outside of the bar, set up a cooler, said like free drinks, I had to take pictures of people. I'd be working at the bar like running food or doing security or whatever. And as soon as I saw someone grab the drink, I'd run over there and take a picture of them. So I was double dipping both clocks to make money, trying to just make something work. I'm working like two or three jobs to pay my bills. And then COVID happened. Um, and obviously restaurants shut down, everything kind of shut down. I had to kind of figure out what I was doing. I had a buddy who was working in the mortgage industry. He's like, hey, come do mortgages. And I'm like, at the time, I don't even know what a phone call, virtual sale anything is. Start doing that, and I start making some money. If anybody knows about the mortgage industry at that time, refinancing interest rates were 2%. People were calling me. I looked at my wife now, fiance at the time. I look at her and I'm like, holy crap, like, I think we figured it out. Like I'm making money finally. Well, I obviously didn't know what I was doing. Quickly, interest rates go up. I go back to making no money, and I'm like, where the heck am I gonna go? I'm back at the bar trying to figure things out. And then I had always known a few people in the insurance space. I just didn't know in what capacity, if it was life, health, audit, like I didn't know what they did. I just knew it looked like on social media they lived a good life. Um, and so I hit them up, got licensed, um, started in the captive world for for a couple months and quickly sniffed out a lot of things I didn't like, and then came over to FFL and have been over here the last four and a half years, four, four and a half years, and it's been the biggest blessing of my life. It's just what's your biggest year? Uh, in income or are you talking like volume? Income. Uh, like 1.3 million. You made 1.3 million dollars. Yeah. How old are you? I just turned 30 in January.

SPEAKER_03 28:56

Damn. That's crazy, bro. I mean, okay, what world are we living in, honestly? I always tell Sean Mike, I go, dude, what if like we just woke up and like I was back at the grocery store and everything wasn't like this? He's like, Yeah, this is a pretty crazy world. This is a pretty crazy life we're living.

SPEAKER_04 29:16

It's uh it's honestly incredible because I always try to like operate out of a place where just a few years ago I was working for 14 bucks an hour as a security guard in a bar. Right? And like it's mind-boggling to me. I always I tell the story sometimes, but so me, I'll like in my head, I'll never forget it. Me and my wife were on one of our first like few dates, and we're like talking about our futures and like jobs and what we want to do. And I'm like, one day, like all I want to make is 250 grand in a year. Like, if I can do that, my life is set. And then I remember coming to her like probably six months ago or something, we're talking, and I'm like, gosh, I just really want to make 250 grand in a month. And she's like, You need to take a step back and look at what you're talking about, like be more proud of yourself, chill for a second, and like realize like, look at how crazy our life is because of life insurance. She's got to be happy. Does she work? Not anymore, no. God bless her. She was paying my dang bills in the beginning. Like, I'll I tell this story a lot too. She, one of our first dates ever, we're at dinner. You please tell me she didn't pay the bill. Oh, she paid the bill. And so, Atlas, hey, turn around. Yeah, this is an important lesson.

SPEAKER_03 30:32

Come here. Get the mic. Do you ever let a girl pay the bill for you?

SPEAKER_06 30:41

No.

SPEAKER_03 30:42

That's right. If a guy lets a girl pay the bill, what are they?

SPEAKER_06 30:46

A loser.

SPEAKER_04 30:49

Over there.

SPEAKER_03 30:50

We're gonna cut that one.

SPEAKER_04 30:53

Um, no, so we're at dinner and we're getting a couple drinks, dinner, whatever, and I remember the bill coming out, and I like think I have like 64 bucks in my account. And the bill comes out. Bro, how did you get her? Like I have no idea. The bill comes out and it's like 60, 60 bucks or something like that. I think I have like a little over maybe 70, like 65, 70 bucks. I have 50 something. So I give her my card, the lady comes back, and she's and I'm trying to impress her at this point. Like, she's so far out of my league. Oh, your card declines. Yeah, my card declined. Oh, yeah, I know. I wouldn't, I would never like you tried to pay the bill, which is even more embarrassing. I would just never pay. I uh it worked. She was 10 times out of my league to the point where like I'm so trying to impress her. Like, I'm a I'm a loser at this point in that life. And I remember the lady coming back, she like taps me on the shoulder, she's like, sir, uh, your card decline. And she at the time, she just grabs her cards, she's like, I got it. I'm like, in my head, I'm ashamed, but also at the same time, like I look back at that and I'm like, wow, like she didn't care about any of that stuff, and she like genuinely loved me. She saw something in you, dude. And she was like, she's always been the first person that pushes me into trying things, into to going out and like achieving my potential because she sees a lot of potential in me that I couldn't see in myself in those moments, and like I'll forever be grateful. She paid our bills for for a long time while I was trying to figure this stuff out, and luckily I'm blessed enough now to be able to return the favor and and she's been retired the last last couple years, and now she's our admin, actually, so she does a lot of admin. So she helps you. Yeah, she uh she goes stir crazy, she's a she's a worker, yeah.

SPEAKER_03 32:45

So she's like, how can I get involved? Alright, we gotta we gotta go back to Atlas though and teach him this. You have to work hard and make money if you want to be able to pay for girls stuff.

SPEAKER_06 32:58

I know.

SPEAKER_03 32:59

You know? If you don't work hard and make money, then you're not gonna have any money to pay for that.

SPEAKER_06 33:05

I know.

SPEAKER_03 33:05

And you're not gonna use my money.

SPEAKER_06 33:08

I know.

SPEAKER_03 33:15

Alright, real quick, Atlas, what are four things you can do with money?

SPEAKER_06 33:20

Invest it Invest it? Keep it money save money to buy a ranch.

SPEAKER_03 33:38

He wants a ranch. You can save money to buy a ranch. What else?

SPEAKER_02 33:43

Follow me on Instagram Alice.

SPEAKER_04 33:46

Follow that YouTube channel. What else can you do?

SPEAKER_03 33:48

No, that's not that's on Drew, you're missing an M and that's only on YouTube. That's hilarious. Good job, Drew. Okay, I'll fix it right now. What's the fourth thing? The fourth thing is you can give it to people. So and and what ki what type of people would you give it to?

SPEAKER_06 34:09

My friends.

Why Most People Quit Early

SPEAKER_03 34:10

Your friends? What about people that need money or someone who needs help with something? Yeah? That? Okay. Alright, good job, buddy. Alright, so if you're watching this, uh the purpose of this podcast is to help you either get better at selling life insurance or make the jump to sell life insurance and be successful. But I have some questions for you two. One of them is this, and I want you both to answer it. Why do most people fail? And I do truly believe that most people fail.

SPEAKER_04 34:52

Do you want to go or do you want to go? Um, I think most people, especially like I mean, uh I guess this can tie into anything, but especially in our industry, like my big thing that I preach to everybody is don't quit before your miracle happens or your breakthrough happens. And I think people don't give themselves enough time because they get so insecure, scared, they don't like to feel like they're failing that people quit before that miracle or that breakthrough happens. I think anybody can do this. Some people's learning curve is a day, some people's is a month. But if people stick in this business long enough, they will make it work and they will make money. And I think the biggest mistake people make is they quit too soon.

SPEAKER_03 35:36

Dude, I always say I've quit a hundred times, but I just woke up and started again. But early on, dude, I was like, I cannot do this.

SPEAKER_04 35:48

Heck yeah. I mean, my I remember going in home and coming home at night, and I'd get like no showed 10 appointments in a row, and I'd have like Indeed applications filled out on my phone, and I'd like come home almost in tears to my wife. I'm like, I just don't know if I'm built for this. Like, I don't know if I can do this. And what would she say? She would pick me up by my by the bootstraps and say, You better get to work. Get up and see if you can do this dang thing. And again, like such a blessing in that regard, just to be like pushed and in those directions by like my life partner, but I can't imagine where my life would be if I quit.

SPEAKER_03 36:26

Okay, I'm interested in this though, because a lot of people we talked about this uh with Luis in Santiago. A lot of people they go home to their significant other and there's and there's a lot of financial stress, okay? And the significant other is going, go get a job. This isn't real. The restroom, go ask Uncle B. Or go ask uh Eli right there, and then come back in here. Okay, so she didn't get mad at you, upset with you, she just said keep going.

SPEAKER_04 37:01

Yeah, I which is just mind-boggling to me because I hear so many of these stories like you're saying, but I like I've always known from like a very young age, I didn't know how, I didn't know what. Honestly, I thought I was gonna be in like the NFL. I was like, I'm gonna make I I remember telling my mom this because we had this conversation the other day. I was like, mom, I'm gonna make a million dollars one day. I don't know how, I don't know what. Like, I thought I was gonna be in the NFL. And then obviously I grew up, came out here, and I'm like, still in the back of my head, I know I'm gonna be successful somehow, some freaking way. I just don't have a vehicle. And so when I got in this, it was like the first time where I saw potential to do that. And I think my wife at the time, like, she saw the light in my eyes. She saw, like, okay, I know you can figure this out. And so when I would go in those like dark days, not know what the heck I was doing, feeling like I was gonna quit, like, she kept that reminder in mind. Now, how down did you ever get real down? Like, how down, tell me. I mean, there was a point where I was in debt with every carrier, I was couldn't pay my dang bills, I'd have to go back to the bar, I'd work until four in the morning, get up at seven, sell insurance all day, go back to the bar at 5 p.m., work until four in the morning, get up at seven, and I'd repeat that and I'd work about 20 like two hours a day. And I did it for a long time because I believed in the business. And like most people are like, dude, why didn't you just quit? I'm like, because what was I gonna do? Keep going to the dang bar until four. Now, what'd you do that somebody can pick up to keep going? I mean, I don't like for me, I've always looked at it like I'm not special, I don't do anything really special, I just have a wildly aggressive work ethic that like most people wouldn't sleep two hours, wake up, and do this all day. And for me, I was like, I know there's a way out with it, I'm just not gonna stop. Like, if you're in this long enough, you'll be successful. It's a byproduct of this business. Yeah. And it's just like most people aren't willing to like sit through the trials and tribulations of the business. I was just willing to because what if I didn't? Like, that was oh, I'm like, what if the like so many people they come into this and they think, what if this doesn't work out? Or whatever the case, and I'm like, dude, what if it does? I see these at the time, like the people that were in the company making money, whatever the case. I'm like, if these idiots can make a hundred grand a month, my god, I can at least make 50. And at that, like 50 grand, I'm like, 50 grand a month, that's nuts. And so dude, it's insane. It's just like uh I know the potentials there, so I I had to keep going. Because what if I didn't?

SPEAKER_03 39:49

Yeah.

SPEAKER_04 39:50

And I lived in that place in my mind rather than the other side.

Why MLM Leaders Move Into Insurance

SPEAKER_03 39:53

Yeah, and uh, we're gonna get into some actual sales stuff in a little bit, but I want to keep asking you guys some other questions. Why do you believe that people are coming from MLM to sell life insurance? Because you have big names like Nick Sarnacola, which you know Nick Sarnacola. Can you tell everybody about him?

SPEAKER_02 40:10

Nick Sarnacola is a dog, and like when you say dog, like you kind of like dog. You know what I mean? Like you gotta animal, you gotta you gotta get down and deep. Nick was one of my actually one of my first mentors outside of Holton Bugs, actually. Holton Bugs was my first. I still listen to Holton Bugs every time almost every night that I go to sleep. Um, I actually went to the event, it was nuts. Um, I don't know what comes in.

SPEAKER_03 40:31

Now he now think about how crazy it is that he's building an agency with FFL. Crazy. And uh the way I describe him though, because he did Visal Visalis, right? Nick did, yeah. Which was protein shakes and uh challenges to get in shape, right? Yeah, and they sold like seven billion dollars in protein shakes. That's crazy, and then my friend was like, bro, do you know who that guy is? And I was like, no, and he's like, dude, that guy is responsible for more hot moms than anyone in the entire country. Well, that's Nick, and they're like, uh, that guy's like a a legend because he's literally made beautiful moms from this challenge everywhere all over the world, and now it's dying. But dude, I'm I'm curious for you to ask you why is MLM there there's similarities, but why are people going, oh what the heck? We could do this now, and how many people are in MLM?

SPEAKER_02 41:36

Yeah, but I uh I well I got started in MLM when I was 15. And to think that this has any similarity to network marketing and multi-level marketing is absolutely crazy. The there's a caveat, right? In network marketing, like you can recruit one person and like you can make a lot of money. Depending on how if it's legal or not, we don't even bring up those companies. But um, you know, there's binary, there's unilevel, which unilevel is technically what FFL is considered. Uh if you were to bring out like a comp plan individual that has built network marketing companies, you would say unilevel. Um, because you can recruit hundred wide and you get overrides on everybody that you recruit. It's just like a state farm agency, right? Um, which is one of the hardest comp plans to ever build, but in insurance, it's not because if you legitimately that's what I love, that's why I think this business is so appealing to network marketing individuals, because we're used to building like we we were on a couple calls and uh on with people that have 2,000 people teams and they're like, dude, I don't even make what this guy makes, you know, and and that's what network marketing is is it's a bunch of people at$130 a month playing for a subscription. And that's how you you know make money is you have the auto ship on carriers. Where this is like network marketing is so different than this business because you can go recruit a hundred people, but out of the hundred people, you're maybe gonna have five that are actually gonna do the dang thing. And that's why I think this business is so inspiring to guys like you and uh Colton is because it's like you guys have genuinely spent in an insane amount of time teaching, coaching, training people on how to do what you guys did and go sell insurance because you can go recruit a hundred people and that's really cool in your HDMS, don't get me wrong, but when you have a hundred people and in the next month your uh it shows your IP report for month week four or week five, you're like, that's kind of embarrassing, you know, because in this business you actually have to produce. Yeah, like there's no month, like if I just if Colton just brought me into the business and I didn't do anything, he wouldn't make no money. Now, I mean, luckily he's been able to make a little bit of a money.

SPEAKER_03 43:42

Not only that, you make money, you don't have to recruit anybody ever and you can make good money.

SPEAKER_04 43:45

Yeah. I think this business, like, at least in the way I've built my agency, like is a lot of quality over quantity. And that's not to say like doing it in quantity isn't is is bad because I think both ways work. I just think this business is such a people's business that when you do it one way, it turns more into a profit business than a people's business, and then when you make it a profit over people, the people tend to leave. And so as soon as uh as soon as you keep making it about people, then the profit comes and the profit will stay. And I think like the mixture of the MLM network, because I've started to learn that through working with you. I think the mixture of the two businesses is a gold mine. It's just getting people to understand you don't need five thousand agents. You need to bring people in and develop.

SPEAKER_03 44:42

150 is a million dollars a month in pr in premium.

SPEAKER_04 44:45

Like like Yeah, a hundred maybe. I think if you can bring people in and truly develop them into leaders and business owners, then like that's when you start owning a business and it starts running itself. But a lot of people I heard someone at convention, I forget who it was, I was on a call the other day and I I brought this up, but when your business can't operate without you, you own a job. And when it can operate without you there, you own a business. And like I think the big thing for all these guys coming from this like MLME network marketing thing is how can you bring people in and develop them into actual leaders and business owners and teach them to do what you do? Because you have so much influence at the top, so much influence that like people will follow you into anything. You can say, Hey, we're going to sell this or that or the other, and they're like, heck yeah. But how can you teach all the other people in here to become you? And the moment you do that in this business, I feel like that's when it just takes off because people take real ownership. They're not like, hey Colton, what do I do next? It's like, hey Colton, I did this. What do you think I should do from here?

Nick Sarnicola And Cash Flow Logic

SPEAKER_03 45:46

Yeah, I want to I want to tell you guys about my meeting with Nick Sarnacola. So he was thinking about getting into the industry. He talked to Edmund. Uh he called me and he was like, Hey, can we meet for like a full day before I make my decision? I want to meet for an entire day. I was like, uh, okay, like maybe in two weeks. He's like, no, tomorrow. Okay. Like, dude, you're in Miami. He's like, I'm gonna take a red eye. Takes a red eye. We spend the whole day actually at this table going through everything. Uh, and then we go to dinner and continue to go through everything, continue to go through everything. And then he goes, Okay, I'm gonna recruit a hundred people that are seven-figure earners, and this is where I was thrown off. Why would a seven-figure earner want to do this? Okay, so he does, dude. I'm talking so many zooms. He was wearing me and Nina and Hayden and Grady and Edmund. He was wearing us out. He's like, dude, I gotta zoom this time, this time, 8 p.m., 9 p.m., Friday night, Saturday morning, Saturday night, non-stop, psychotic. Okay. But I was like, I like this, I like this kind of crazy. So the first two guys I talked to, one dude has legitimately 30 million dollars in real estate. Okay. And I'm like, why do you want to do this? And he goes, Because there's nothing I've ever seen that can get cash flow like this. It's like a million dollars of real estate is like a hundred thousand a year in cash flow. You talk about that all the time. Yeah, but this dude is like, bro, I could go, I could go sell 50 grand a month and have 50,000 extra dollars and sell, I don't know, six, seven hours a day. And then he was like, and then I could build a team and I don't have to spend millions of dollars to get that cash flow. So I was like, Oh, that's crazy. The next dude comes in, he's like, Yeah, I have a roofing company, it does 12 million dollars a year. I'm like, why do you want to do this? He's like, dude, I have to buy trucks, I have insurance I gotta pay for, people suing me, uh, all kinds of craziness. He's like, here, I don't have to hire workers, I don't need workers' comp. Everybody's 1099, I can have one or two admins. And he's like, I could go sell myself. He was calling leads, dude. This dude, his company has 12 million dollars a year. He was calling old leads in here.

SPEAKER_04 48:07

If people are like people who make money and who have made money, if they're patient enough to allow this thing to play out through the first little bit, like like you're saying, this thing's a cash flow machine, dude.

SPEAKER_03 48:18

But think about what I'm saying. We're not going from broke kids, we're talking about real business people now that go, wait a second, let me look at this.

SPEAKER_02 48:28

Well, and I think and I think too, like insurance is not sexy, but it is so sexy for guys like that.

SPEAKER_03 48:35

Because if you think about it, it's the sexiest thing ever.

SPEAKER_02 48:37

You're you're talking about an industry that's been around for 200 plus years. You're talking about an industry that's been around longer than banks. So the guys that have made money and guys that have money, it's so it's got such an attractive factor because it's something that they're gonna be able to build for the rest of their entire life, and they're gonna actually be able to truly leave a leave a legacy with what they leave behind with FFL and their entire book, you know. So I think that's why I love insurance. I love insurance for the sake of like it is a long-term game. I mean, yes, am I really impatient? 100%. Colton knows that because he's smiling right now. I am so impatient, but at the end of the day, if you show up each and every single day, it's inevitable that you're gonna win. It's literally inevitable. And you're in the and now I'm biased after being in it for four months. It's like going into my fifth month, it's like I am biased because this is this industry has completely changed my life. To think that I'm gonna literally go tomorrow, Friday and write five grand, six grand in business is crazy.

SPEAKER_03 49:40

All right, what's the difference between someone who's just dabbling and somebody who's committed to doing this?

SPEAKER_04 49:47

Um I mean, I think when you commit to something like this, like we're saying, the the success, the money, the everything that you're wanting to get out of it, it's inevitable. And it's more like a just a timeline thing. I think people that are are dabbling, they're doing themselves such a disservice. Because like if I would have just dabbled in this, I don't know, I'd probably still be selling 10 grand a month and not really doing anything with the opportunity. But like I always looked at this thing, especially once I started like really buying into it after my first few months, was I could pour 40 hours a week into somebody else's business, working a nine to five, clocking in, doing my thing. Why in the heck wouldn't I go pour the same 40 hours into myself? And that's like the biggest issue with the people that dabble into this versus the people that commit and go full-time is like, dude, if you're you know you're gonna go work your regular full-time job, put the same amount of time into this. If I put the same amount of time that I was at the bar every single night for 10 hours a night into this, there's no way I don't make more money.

SPEAKER_03 50:57

How much of it is just people beating themselves up? Like, what if this doesn't work? What if this doesn't work? And then it slowing down them actually uh taking action.

SPEAKER_02 51:07

Yeah. I mean, I think definitely a majority of it does have to deal with the six inches between your ears, you know, and that's your mindset. Like d diving into it. There's gonna be you're gonna buy lead packs that suck. I buy them all the time, clearly. Um and then you're gonna buy lead packs that you go smack seven, eight grand off of. Um, there's gonna be good leads, there's gonna be bad leads, but I mean, at the end of the day, I think I love this business so much. I think everybody should love this business, even if you're a new person, like just getting into it. Every day's a new day. And I think that's what is so attractive to me is because like we could get absolutely beat up. And there's days that you get beat up on the phones. It's not gonna all be glam and sexy and this, that, and the third, but there's gonna be days that are gonna be so difficult where you're gonna want to throw in the towel. The beautiful part is you can throw in the towel. The downside, but I think it's the upside, and this is how people should look at it, is tomorrow you gotta wake up, pick up the towel, put it back on the desk, and get back after.

Producing Versus Recruiting To Scale

SPEAKER_03 52:06

That's what I did all the time, dude. All the time. Okay. Um what's up, Drew? Oh. What is uh what is the difference between just being a salesperson and recruiting? Because a lot of people watching this, they don't really know what to expect with the different things. And a lot of people go, I don't want to recruit because I want to figure all this out myself.

SPEAKER_04 52:33

Yeah, I think that's like, and you'll hear this kind of as a common theme from a lot of people that have built businesses here. It's like their biggest regret is they didn't start recruiting sooner. My first six months, I was like, I'm not recruiting a single person. I was like, that's the corniest thing ever. I'm not going and talking to anybody, I'm not posting on my social media. I'm gonna see what this is all about. And so, like, sit first six months, wrote like 250 grand of insurance, was making 20, 30, whatever grand a month, and I'm like, dang, okay, like the money's real. And then I started feeling comfortable enough to start recruiting and like giving the opportunity because I knew it was real. Where in reality, like I would have made my timeline go so much quicker if I would have just brought someone in and had a running mate along the way. Um I think the difference between the people that come here and just sell and and recruit and build a business is like you don't realize how much more money you can make when you make other people a lot of money. And I think that shift in my mind, like my first like 10 to 12 people that came into this business fell out of it. And I think it's because my mindset was so focused on the producer side, where I'm like, I need to go produce and make money, and I didn't necessarily care about what other people were doing. I essentially just was like, here's the opportunity to come in if you want. Whereas soon as I switched my mindset to okay, how can I make this person more money and how can I get them where they want to be, I started building a big business and they started flourishing. So as soon as like that mindset switches, I think like you you realize that building a business here is so much more profitable and it's so much more rewarding. Like, don't get me wrong, I love calling a lead and selling some insurance. I saw you call it a lead and sold some insurance to you.

Inbound Leads And Faster Mastery

SPEAKER_03 54:17

I did an inbound, yeah. So for people that know don't know about this, inbounds are the future. Uh I got two, I sold one. And bro, have you done inbounds yet? Uh see you guys are you guys are behind. You don't know what the future holds. Let's rip some right now. Dude, we can get them coming in. We can. Like when this thing's over, we'll get your computer on and you'll get them coming in right now. And you don't pay for them unless you're on the phone for 90 seconds. Dude, how do you beat that? That's crazy. And you have action all day. Like you will turn it on and your phone will start ringing.

SPEAKER_04 54:53

I mean, that's a that's a super fast track way to get results because quicker, quicker you get in presentations here, quicker results you have.

SPEAKER_03 55:00

Dude, 10 inbounds is three sales. That's over thousands and thousands of numbers because we know who sells it because all the calls are recorded. Because when the customer calls in, it tells them this call is being recorded, it's recorded, they get all the data. It shows you 2.9 out of every 10 or sales of billable calls. So if you hang up, it doesn't count as a call.

SPEAKER_04 55:22

Well, we used to, and I I obviously can tell just by data, the quality has gotten so much better. We used to do live transfers way back in the day, and that's how, but point being about the inbound side is like that's how Derek Thrasher got so good at this job. He did 50 presentations in a matter of like a week or two. And yeah, they weren't great leads and there wasn't this and that, but he was talking to people, but you had to pay for them no matter what, correct. And now, like, it sounds like the system's been so much more perfected, dude. This is the thing that it's so much more profitable. But my point being is like doing stuff like that gets you in more presentations, which gets you mastering this craft quicker. It's like if Derek wouldn't have done that, he probably wouldn't have hit Hall of Fame in his first eight months. But he did because he was like, screw it. I think he spent like 10 grand. I think he's gonna come on like in a couple weeks, but I think it like he spent 10 grand his first month, wrote like 45 grand all on transfers.

SPEAKER_03 56:17

But dude, transfers you used to have to pay for every lead. Now you just have to pay for the ones you stay on the phone for 90 seconds, which is nuts, dude. No, for sure. I think it's now some people say it's free, they thought it was free. It doesn't matter. You're talking to somebody about getting life insurance.

SPEAKER_02 56:33

Yeah, and you have a minute and 30 seconds to be able to qualify. That's 90 seconds, is it?

SPEAKER_04 56:36

Well, and I think some of the some of the time that agents fall out of this business is because they sit and listen to a ringtone too long. Dude, no, like the more action you talk to people, the more people you're talking to, the more numbers are getting banned.

SPEAKER_03 56:48

Dude, I want all action. Like if I were to start selling again right now, I would get 10 billable calls a day. So what 500 bucks a day? You're gonna write three to four K every single day.

SPEAKER_02 56:59

Yeah, that's dangerous for a guy that actually knows how to write insurance.

SPEAKER_03 57:02

Dude, it's a it's addicting. And you know how many so integrity system was pinged a hundred thousand times for calls in one day. That's how many people are filling these ads out and calling in to get a quote. All right. That's insane. Um when did so when did you decide to make that transition from selling the building? Yeah.

SPEAKER_04 57:26

Um, once I once I started so once I started making actual money in this, I started listening to the people around me in my life. And so like people I worked with at the bar, and people just I knew through family, friends, whatever the case, and I was like, dang, this opportunity actually can help you achieve what you're complaining about right now that I'm just listening to, whether it's money, whether it's time, whether it's this, whether it's that, to where I I started to have so much conviction in what we do here. And I think with this business, like conviction is everything. And so once I was able to speak about this business with conviction, once I was able to speak about this opportunity and people knew I meant what I said, all of a sudden it the switch flipped. I'm like, dang, like, how many people's lives can I turn around and impact and share this opportunity with and change their life? And like at that point, then it was just like screw it, let let's run with this thing and let's build. And so, yeah, I mean, I think like the moment I found uh a little bit of conviction in this thing, that's kind of the way it all changed. And honestly, from a selling aspect, I think I I use the word conviction probably way too much, but whether you're selling, whether you're recruiting, if you have a little bit of conviction in this thing, people will trust and people will believe you because you believe you. And the moment I could do that and convey that to other people, which I wish it would have been day one because I'd probably be even further along than I am now, like I love this. I love recruiting people because I'm like, I just see I see it start to turn in their brain. I see them start to believe in themselves and believe in this business, and I'm like, heck, yeah, like let's go. Yeah, that's huge.

Routines, Discipline, And Energy

SPEAKER_03 59:11

Okay. Um how do you guys start your days?

SPEAKER_04 59:18

You want me to go or you want to go?

SPEAKER_02 59:19

You go, dude. You're the most consistent guy on planet earth.

SPEAKER_04 59:23

Um, every single day up at 4 a.m. Um, I go to the gym by 5, 5.15, get a lift in, sauna, cold plunge, to the office by 7, 7.30. And then we're off from there. What's your evening look like? Um, I get home usually at like depending when I leave the office. I live about an hour from our office. Serious? Yeah, so I drive in there every single day. What time do you go to bed? Like 9 p.m. I'm usually my wife wants to slap me, but I'm we'll like throw a show on and I'm asleep within like 10 minutes. So you're up at four and out the door. Uh I'm you I my alarm goes off at four, I'm out the door by like four twenty. Probably. Like I'm everything packed the day before? I pack as soon as I get home, I pack all my stuff. So everything's laid out. And then I wake up at four, brush my teeth, throw my clothes on. What does that do for you? I think for me, like everything in this business, like I I heard I think it was like an Andy Frisella podcast. He talked about discipline and motivation. And like motivation comes and goes, but discipline like stays and works through those times where your motivation's low. And so I think for me, like a disciplined routine has like just changed the way my mind works because I get up in the morning and I do something hard that I don't want to. I don't want to go to the gym in the morning. Nobody does. But I do it because it forces me to do something hard to then turn around and make my day a little easier. It also makes me not leverageable. People can't say I'm not doing the things that I'm telling people to do, or I'm not at the office first, or I'm not this or I'm not that. Like my big thing in this is I'm never gonna tell anyone to go do something I'm not doing or I haven't done. And I hate when leaders or anything do that where it's just like you're preaching from this pedestal. It's like, no, dude, I'm gonna be in the gym before you. You can meet me there if you want, but I'll be there every single day, and you're never gonna take that away from me. I'll be at the office before you every single day because you're not gonna come to me and say I wasn't there. And you can't come to me and say this job doesn't work or this, these leads are bad, or this, that, and the other because I do the same thing and I work the same thing, and I can close, I can do all these things. So I like the proof is in the pudding. Come work and let's do the dang thing. Um, but I think it's just I don't know, starts my day bulletproof, makes me feel good also. And how much caffeine do you drink?

SPEAKER_02 1:01:52

Oh god, enough to sedate a horse or give a horse a heart attack.

SPEAKER_04 1:01:57

Yeah, yeah, I was gonna say probably the opposite. Uh a lot. A little a little energy before the gym, a little energy with my protein shake after, and a little energy midday to pick me up.

SPEAKER_03 1:02:08

All right, cool. What about you? I I've asked everybody in here what their morning routines are. We've done thousands of these.

SPEAKER_04 1:02:14

This dude's caffeine thing's wild, but I'll let him get to that. I've never met anyone that doesn't drink caffeine that has energy like this.

SPEAKER_03 1:02:21

You know, I think you have more energy if you don't drink caffeine.

SPEAKER_04 1:02:25

Oh, yeah, no, it's like I'm cooked at this point. I'd have to get off of it, let it get out of my body.

SPEAKER_03 1:02:30

No, but I think that's a thing, dude. Donald Trump doesn't drink caffeine. There's a lot of people that don't, well, he does drink Diet Cokes, but he doesn't drink coffee. I drink Diet Cokes, but they also have Jack Daniels in them. No, but dude, for real, like there's some weird consistent energy thing with not drinking caffeine.

SPEAKER_04 1:02:48

Well, him and so Chase Blakely and you are like my biggest builder, like my newest biggest builders right now, right? And both of you guys, they don't drink caffeine. And I'm like, I remember at my wedding, we have like an espresso martini wall, and Chase is like, I haven't had coffee in six years, but I think I'm gonna break it for you. And it was like his first time drinking coffee in six years, and I'm like, dude, how or caffeine?

SPEAKER_03 1:03:12

And it was like cocaine for me. I'm like, dude, you're like, dude, are you on cocaine? No, I just had some coffee.

SPEAKER_04 1:03:17

Like, how are you able to I how are you able to do this business at this level with zero energy? I I don't know. I'm a prisoner to the caffeine.

SPEAKER_03 1:03:27

I think caffeine is big money, and well, you why don't you talk about it?

SPEAKER_02 1:03:32

I mean, yeah, I haven't I haven't had caffeine in over seven years. Um which is crazy. But yeah, I mean I used to drink a lot of energy drinks and I used to have you know go through and get some some coffee, but yeah, I haven't had energy drink, I haven't had any caffeine other than you know, I'll drink a little bit of Diet Cokes when I drink like a Jack and Diet, but um that's literally it. No caffeine.

SPEAKER_03 1:03:53

And your energy's through the roof, I'm off the wall.

SPEAKER_02 1:03:55

More energy than me.

SPEAKER_04 1:03:56

I'm off the walls, dude. I'm telling you, bro. I know I need to wean off. Yeah, off the walls.

SPEAKER_03 1:04:01

I wonder I my theory is you're getting such better sleep and you don't know it, like deeper rim sleep or something. Yeah. Over time.

SPEAKER_02 1:04:08

And definitely a little bit more dopamine for sure. Because our brains just are literally wired a little bit differently because we can slow down a little bit. I don't know. I saw an Andrew Humerman podcast and I was like, oh, no caffeine, dopamine. Okay, cool. Is that why you did it? No, honestly, I just stopped it because I had such bad anxiety. It was giving you anxiety. Yeah, I just had such bad anxiety, and I was like running in. I'm already like a very quick-paced human being. Like I like to run, like how you do anything is how you do everything. And I like to go fast. That's just been like my thing. Like the only thing I don't go fast in is when I drive. I drive like an absolute grandpa, and that's why I don't drive in my little relationship because we'd be late to absolutely everything. Coda drives everywhere, which is my wife. Um, my my my my morning's routines are different. Obviously, right now, my wife is pregnant, she's 20 some 26 weeks, 25.

SPEAKER_03 1:04:52

Congratulations, is it a boy or girl? Uh, we don't know. Oh, you're gonna wait. Yeah, we're gonna go. Here it is. I thought you were impatient.

SPEAKER_02 1:04:59

Yeah, I am impatient. I know, but I can't say, but um her family doesn't know. My parents don't know. That makes sense. Yeah, Don just did it. I know, but uh, yeah. So my my my routine is a little bit different. It just depends if we're going to a doctor visit or whatever the case may be. I'm also in a little earlier stage than Colton is, a lot earlier stage in the business because there's time, I mean, I just fell in love with this business of insurance. I fell in love with it. There's times I'm at the office until like 9:30 at night, and I'm like, Austin, what are you doing? You're not 23, you're married, you gotta go home to your wife.

SPEAKER_03 1:05:28

What's your wife do?

SPEAKER_02 1:05:29

Uh, my wife has been a stay-at-home wife for six years, five years, six years. Yeah, yeah. So um, she takes care of me, and that is a full-time job and three wiener dogs, and that is an even more difficult job.

SPEAKER_04 1:05:43

Funny story status thing. Go ahead. He, so only other dude I've ever met that has three wiener dogs. So both of us got three wiener dogs.

SPEAKER_03 1:05:52

Okay, I gotta tell you guys this. We me and my wife had two Boston Terriers that were like they're two girls. We had one, and then we were dating, and we got in a fight, and she said she was gonna take the dog if we broke up. So I went the next day and bought the same dog. I was like, I was like, This is my dog, that's your dog. Okay, so now we got two dogs, and Ruby and Bonna. And uh, once we had kids, dude, everyone was like, dude, you the dogs will not be spoiled like that anymore once you have kids. So we had Atlas and AC. You have something to tell? Let's go, what is it?

SPEAKER_06 1:06:30

And then after my dad had the kids, and then after AC's birthday, every time I say, Ruby, follow me uh he follows me everywhere.

SPEAKER_03 1:06:42

Really? The dog does? What?

unknown 1:06:44

Okay.

SPEAKER_03 1:06:45

So the dogs are like chop liver now, bro. Like we we they do not get enough love. It's it's sad. We need to love on those dogs more, huh?

unknown 1:06:56

I love you.

SPEAKER_03 1:06:59

I don't know about you, Dad, but I love it. There's no more Instagram posts of dogs, it's all kids, okay? Well, Josh and Alandra have four Frenchies, okay? And they just had a baby, Baker. And me and Nicole were looking at their Instagram stories, cracking up laughing, dude, because there's no dogs in there at all. It's just baby, baby, baby, baby, baby, baby. It's over for the dogs. That's funny. And that will happen to you guys.

unknown 1:07:34

Dude.

SPEAKER_03 1:07:34

Yeah. The fact that you guys both have three wiener dogs, though, is hilarious.

SPEAKER_02 1:07:39

I sent him the picture the other night because our wiener dogs obviously run our house, but I sent him a picture. Uh we were laying down, and I was like, this is just daddy's little princess right there.

SPEAKER_04 1:07:49

You know, and then I responded with a photo of mine.

SPEAKER_02 1:07:52

Responded with the photo.

SPEAKER_04 1:07:53

Wait, do they sleep in your guys' beds? Oh my god, they did for years. And I had one on my head, one in between me and my wife, and then one between my legs. And I'm like, we we moved and sold our house, bought another one. I'm like, this is where we're cutting it off. I'm like, I can't do this anymore.

SPEAKER_02 1:08:10

Yeah.

SPEAKER_04 1:08:10

And so no, not anymore, but that's a non-negotiable for my wife.

SPEAKER_02 1:08:14

I just gotta keep the air. There's sh you pick and choose. She wants to wean her dogs in the room and sleeping in the bed. Air's gotta be at 65. Otherwise, I get too hot. And she does not like it being too cold, but she likes to wean her dogs in the room. So there we go.

SPEAKER_03 1:08:29

Whose bed do you sleep in?

SPEAKER_06 1:08:34

Mom because I don't have like a pet roommate or anything.

SPEAKER_03 1:08:40

Oh, because you have a pet with you?

SPEAKER_06 1:08:42

No, I like don't think of it if it was like I want like a pet in like a like in a container that stays with me like all night or leaving.

SPEAKER_03 1:08:51

You want a pet that stays with you all night? Sleep right next to me, huh? Six years almost every night. This fool's right next to me, kicking me.

SPEAKER_07 1:09:05

I would still have a baby.

First 90 Days And People-First Culture

SPEAKER_03 1:09:07

But I wouldn't trade it for the world. Alright, let's keep going. Um, what can somebody realistically expect in the first 90 days? You've been in your first 90 days a lot sooner than I have.

SPEAKER_02 1:09:23

So great mentorship, great coaching. Uh expect the worst because you're gonna get the worst and you don't even know what the worst is. Um, just expect it. But at the same time, like literally 90 days in this business have changed my life. Like, quite literally changed my life. Um, from nothing to now, I mean nothing spectacular, but I mean it is a 100% 180 from where I started in this business.

SPEAKER_03 1:09:50

So hold on, Alice, you can't do that, dude. That's making crazy noises. All right, keep it.

SPEAKER_02 1:09:55

You know, I think I think that I mean this business is I mean, that's what I that's what I I I just I preach this business to every new person. I wish they could just have like a just 10% of what I feel in this business that are getting like new agents starting, which obviously now blessed to be able to have new agents getting contracted to passing their test each and every single day, and bringing on some absolute animals in the industry, even inside of insurance, coming over here. Um is it's like you are sad, like people don't even realize, and I can only imagine like what you your like your take on it is. And like obviously I know what Colton's take is. Is it's this is the greatest decision you'll ever make in your entire life. You just quite literally need to put your head down, focus, and when you look up is when it's like, oh hey, man, I can't believe like I'm showing Colton like some of my deposits for last month or two months prior. Like I wrote$70 some thousand dollars in business. I can't even, I mean, what? That's what people make in a year. Like that's crazy, especially coming from a guy that literally had didn't have a pot to piss in before this business. And all I did was just put my head down, work, grind each and every single day, show up each and every single day, be consistent. It's not going to be easy. Nothing is easy. If it was easy, everybody would do it. But and it's not going to be sexy either. I mean, the insurance business is sexy, but it's not sexy. Show up each and every single day, put in the hard work, and you're going to reap the rewards, and it is going to be the greatest decision you've ever made your entire life.

SPEAKER_04 1:11:23

Yeah. I think like first 90 days, the most resourceful people are the most successful. So, like, the beauty of working here at FFL and like within our agency or within whoever is like there is something every day to go take from, learn from, and implement into your business. And I think people in your first 90 days, you have to have the mindset of like you're a student and you're learning. If you could come in somewhere, and yes, there's people that come into this and they make wild money in 30 days, 60 days, whatever, that's not normal. Like, those are one of ones. Most people, you're gonna take 30 days, 60 days, 90 days to learn and take things and implement and do all this stuff to where, like, what other business though can you go from zero to 90 days and be making 20, 30, 40, 50,000 in a month? There's nothing out there like it. So it's like put your head down and just do what the people are doing that you want to be like in this business. It's copycat. Drop your ego at the door, go read the scripts, do the things, trust the bones of this business that people like yourself, the Nina, the Hayden, the Gradies, the whomever's have laid out in front of you, and then slowly over time you'll build. I always tell people, we'll we'll give you the bones, we'll give you the skeleton of this. I didn't develop it, but you will develop your own muscle on top of that skeleton over time, but you have to allow yourself to. You're not gonna have all of that right away. So come in here and just trust in that, and I promise you, if you do that, it'll work out. Okay, how do you avoid commission breath? I mean, I think for me, that's where, like, again, the word conviction comes up a lot. I think you have to find the why in this as to what you're doing this business for outside of money. Because when everything's about profit, people feel that energy. Your agents feel it, the client feels it, everybody feels that. And like, we're in the people business, whether you're building or you're selling. And so, like, you have to you have to put yourself, like, I try to think of every call, like I'm either talking to my mother or my grandma, and how would I want them talk to? For sure. And it's like, I can't imagine some some guy calling my grandma and cussing at her and cussing at her, yelling at her, getting frustrated with her just because she doesn't know how to sign a dang key sign or something. And it's like if you put yourself in that like in those shoes, and it's just if you take a step back and realize you are just talking to another human being on the phone.

SPEAKER_03 1:13:52

Not only that, if you do that, we will terminate you. And you should. And if you call a carrier and you yell at the lady and cuss her out, they record all the calls. It's crazy. We're gonna also terminate you.

SPEAKER_04 1:14:03

The fact that you even have to say that is nuts.

SPEAKER_03 1:14:05

Dude, like it's mind-blowing. Once you get terminated, go read the book How to Win Friends and Influence People. Because you definitely need it. Absolutely, yeah.

SPEAKER_04 1:14:16

I think I think that's the big thing though. Like, I try to I try to either talk to everybody as if they were my family, or I was trying to talk to myself, and like I think about that when recruiting or selling or whatever. Like, if I wouldn't buy from me, why would somebody else buy from me? So handle yourself accordingly and talk to people like you give a crap. Because once you start giving a crap, people feel that energy. Yeah.

SPEAKER_03 1:14:41

Alright. Um, what's different about your team? What do you think like your edge is than other big teams? Because I was telling somebody, I'm like, bro, FFL is like the NFL of insurance. You have all these different teams, and they're all competing against each other, and no one's ever done this. Dude that actually left the company two years ago called me last night. I'm in the pool with him, and uh he goes, bro, people can't even talk crap on FFL anymore because the numbers are so big 84 million as you paid last month. Numbers are so big, you can't deny it anymore. You just look silly, so you can go, oh, it doesn't work, it doesn't work. You can get this, but it's like, bro, okay, if you don't have any volume somewhere, you don't make any money. Obviously, the teams here are doing things that are getting people to make money. So if somebody worked with you, what is like your edge? Is it like you have a specific lead source? Is it your training? Is it just your work ethic? What is it?

SPEAKER_04 1:15:45

Um, well, I mean, I wouldn't mind passing this to you because I feel like you looked at a lot of different agencies within the business, like outside of FFL and within FFL. Like what was it, I guess, that made you choose to work with us, or like what was that edge in your eyes? And then I'll give my take on it. But I'm just curious.

SPEAKER_02 1:16:07

I think it was, I mean, uh Execute to speak on Colton's agency is is uh outside of obviously Hayden and Nina and and uh J at nonstop and everything, but like Execute specifically is one of those like I could all sit down at a dinner table right now, like this right here, and just have a lunch, like have a lunch with you guys and just talk. Talk not even just about business, talk about you know, animals and talk about things that like we just genuinely like, trust, and respect about each other. And I think uh I that's one of the that's what is and like everybody that Colton has attracted into the his business, like the Chases, like the Dereks, like the Connors, like the CJs, like all like his entire organization is just a bunch of people like Donovan, like just good people, like people that you just meet in like two seconds, and you're like, dang, like that guy actually he didn't just shake my hand because I am a top producer. He didn't shake my hand because he was asking me what leads I'm running, he just shook my hand because he genuinely cares about what I actually have to say. And that wasn't like the forefront of what he was talking to me about. He was coming over to my desk to just like be like, bro, how are things going? You know, and then at the back end, you'd be like, yo, what leads are you running? You know, it but that wasn't like his main focus. So I think for execute in specific was it was just like the generosity. Like, I don't even know if that's a word, but and I probably didn't say it right, but just like genuine human beings, and that's like so attractive, especially when you've gone through the mud with people. You know, I'm 30. Yeah, I'm 30 years old, and people I've always been treated like a dollar, and people have always like treat I've always been looked at like a dollar, d dollar, and people have treated me like a dollar. And when I wasn't producing or I wasn't making the money, like they didn't like people that it's so funny, and that's what I love so much about network marketing, is it really truly lets you know who people are in this world because if I'm not financially like if I wasn't like let's just say I got out of FFL, I know Colton in about a week would text me and be like, Hey, how are you and your wife? Yeah, and I think that is the most important thing in this entire business because we're not building it for tomorrow, we're building it for the rest of our entire lives because that's what insurance has to offer. So that's like number one, and of course, we got some badass leads too, baby. Let's go out.

SPEAKER_04 1:18:16

Yeah, I mean, I think like obviously, yes, we have the systems, the trainings, the leads, we have everything in place within our agency, just like a lot of agencies have within this business. Like, I I hate when people come into this and they're like, we're the only agency with this and this and this. I'm like, we have a special thing, we all have it. But what separates us is we have the most humble leadership I've ever seen in an organization. Facts. The people, like everybody is on the same page that we are in the people business first, and I think longevity-wise, I think just at the end of the day, most people now that have gotten into these types of sales organizations, they put themselves on this weird pedestal and they think they're like a celebrity. And I'm like, dude, we literally sell life insurance. Like, I just I'll never be able to put myself in that position. And I hope to God, if I ever did, someone within my organization would punch me in my face and would bring me back down to earth. But I do my best to convey that to all of our leaders and all of our people that like we are in the people business, we're gonna stay humble. And I think when you look at this, like I'm not in this business to make a quick buck the next two or three or four or five years. I'm here to find people that I want to build a lifetime business with. And I hope that like that's the message that comes across when when we bring anyone in and that these kinds of things, because like there's gonna be organizations where people make more money than I do, but I don't know where they're gonna be in two, three, four, five years.

SPEAKER_03 1:19:58

This guy at another company, which I don't I won't mention, he's like, I make more money than you. And I was like, bro, that's great, but I bet you like our top 250 people make way more money than everybody at your company. Like, it's not really a flex to go, I made so much money. A real flex is look at all these people that are getting fed. And that's what I liked about Sean, dude. Everybody that he everybody that both followed him in this, they they got a seat at the table, dude, and there's a lot of millionaires that were made. A lot of millionaires, but it what he and he never said, look how much money I made.

SPEAKER_04 1:20:40

I want negative attention. I hope everyone within our organization makes the most life-changing money ever, and I know a byproduct of that is eventually like no matter what, like, yes, I'll find success, but none of that matters unless everybody else is, because I don't think there's longevity in it when it's about me.

SPEAKER_03 1:20:59

100%.

SPEAKER_04 1:21:00

The longevity comes from when it's about we, yeah, and when we make it about that, like it'll all figure itself out.

SPEAKER_03 1:21:06

For sure. Like, I was texting Sean last night, so we got a he he had a guy in in Newport Beach, and he was like, Do you know anybody that can help him? So I said, Yeah, send him to Rob Kakish's office, who's the dude's not on his team, okay? So Rob Kakish goes, send him in, I'll train him. He Rob Kakish spends the day with them and helps him get three sales yesterday. Okay. So think about what I just said. Rob doesn't make a dollar, he's just like, dude, let's just everybody help each other, and then I'll read you my messages to him. So he's like, actually, I'm gonna play it. Hopefully he doesn't say anything crazy. Listen.

SPEAKER_00 1:21:56

He helped uh Andrews and his boyfriend's L3 today. Ask me if he could teach him his way, and I said you got the green light, motherfucker, so let him know. I told him how much I appreciate it, but I want you to let him know as well how much I appreciate it. Means a lot.

SPEAKER_03 1:22:10

Okay. So I text him, I put, dude, we have so many good people in the company. Yeah, so I put. But think about how that text message is hilarious, by the way. Yeah, no, it's I love he get he'll get you fired up just with the voice text.

SPEAKER_04 1:22:28

Oh, yeah, you hear that voice, you stand up a little straight, and you're like, let's hear it. But no, I think that's I think that's a strong suit across the organization, like as a whole, and that's not just uh an execute thing or an us thing, but I do think there's so many people that don't operate out of that space, and like if you start operating out of that space, there's no way you don't find success. Like, could I go plug my entire business probably into some other weird model and I would make more money? Sure. But there would be no longevity in it. If my people don't eat, then I don't eat. There's no point in doing it without everybody else making more money.

SPEAKER_03 1:23:09

Yeah.

SPEAKER_04 1:23:10

And uh I think at the end of the day, if I can push that down on all of our other leaders, like it just builds the same success for them and the same culture, and then we're all helping each other. Yeah. And at that point, like we all of all of our different leaders do these different trainings every day of the week, and they welcome all my other leaders within it. It's not like they're like, oh, this is my like Derek Thrash is not like, oh, this is Sentinel's training. Sorry, Austin, you guys can't come. Like, he's like, hey guys, bring everybody. And it's like I love that culture of just everybody's helping everybody at all times.

SPEAKER_03 1:23:42

Um that's cool. Alice, before we go, do you want to challenge Chat GPT with your little animal thing? Or no? Come on, dude.

unknown 1:23:53

You got this.

SPEAKER_03 1:23:54

He thinks he's smarter than ChatGPT with facts about animals. I bet you're smarter. Let's do it.

SPEAKER_06 1:24:00

I quit doing sometimes and sometimes he got it wrong.

Objections, Warm Market, And Final Challenge

SPEAKER_03 1:24:04

And you got it, right? Alice, we're gonna do a few more things and then we're gonna do a quick quiz with you, okay? Okay. So hang tight. Alright. Uh I want to get into quick tips on selling. And actually, let's just get into object objections. One thing I learned by listening to the recordings of the inbound calls is agents are terrible at sales. What's one good way you can you can get better? I guess you could do it a lot. You could practice, you could actually practice the phone script, you could practice on people you know, you could have people call you. But what is a tip you could give somebody?

SPEAKER_02 1:24:43

I mean, I think just care more. I think I think the discovery questions and like just genuinely like especially when you're talking about inbounds. I mean, I can't wait to hop on inbounds. That's rock and roll. You know what I mean? That's gonna be my entire Friday tomorrow, but it's gonna be just genuinely caring. Like, just why are they calling in or why did they fill out this form? Because they filled out the form. Yeah, I'm not interested. Well, that's exactly why I'm calling. Oh, I'm not interested. Oh, I gotta talk to my wife. Well, that's exactly why I'm calling. They filled this out for a particular reason, they are calling in for a particular reason. There's really no objection because you haven't, as an agent, done your duty and obligation. You actually are doing them a disservice on why not finding out the reason that they're filling this out or why they aren't calling in. And I think once you find a little bit, and some people call them pain points or whatever the case may be. And I'm not great at selling insurance, by the way. I just do it enough to where like it makes a little bit of sense. You don't have to be great. I'm not that like I listen to some of our trainings, and like that is I'll put my hands up right now. I'm not the greatest salesman in the entire world. We have door-to-door guys on our team that I'm just like, that's incredible. Like, I'm up here for sales training. And I'm like, I sure I've sold some insurance, but like that, I mean, I'm not great at sales, I'm just good with people. And that's what Colton has shared with me in this business. And I think being more say like sales is one thing, but understanding customer service is even better. If they, especially if they're calling in, or if they're just filling out a form on ethos, or if they're filling a form on Goat or whatever lead source you're running, it doesn't matter. Dollar leads. I mean, our guys are smacking dollar leads. If you find and understand why they fill that out, it's gonna be a sale if they can afford it. And I think that's probably what I would say is like my biggest caveat of what agents don't do is like you know, I sit next to some of my agents, I'm like, you didn't want to pry anymore? They're like, oh no, I just you know, they didn't want it. Oh, they got it yesterday. Like, you didn't want to pry anymore? Like, if that was me on the phone, I would have just asked a couple more questions. And a couple more questions, like there's being lazy on the phones, which I didn't realize that until I got into this business where like I didn't ask enough questions. I was just like, Okay, okay, cool. You want it? All right, you're not interested. All right, call me back tomorrow. I'm like, dang, like you can actually be lazy in real life, like throwing my laundry away or putting my dishes away, but I can also be lazy on the phones too. Yeah, and I think most agents that are on the phones are more lazy than anyone.

SPEAKER_03 1:27:09

Not only that, dude, they're scrolling.

SPEAKER_02 1:27:11

Yeah, that's crazy.

SPEAKER_04 1:27:12

I've never yeah, I think everything with like going through a smooth presentation, like number one, like this whole thing is question-based selling, like our script, everything we do. Like, I'm like, do not stop reading this until you see a question mark. Don't pause, don't do this, don't do that, because you're gonna get more objections. You're gonna run into more people that just like cut you off and answer you. If you ever get an objection, it's like ask another question because there is something and there is a reason that these people filled this out. I think number two, it's like everything within this uh presentation, it's all tonality. Like, fix your tonality. Everybody like you, for example, right? I'm in my office listening order my stuff, and I just hear Mr. Wolf of Wall Street, and I'm like, brother. That actually doesn't work. I'm like, that is not how we're gonna sell insurance, I promise. Like, take it down 10 notches, and then what do you know? By the end of the day, you smack a 5k deal your first day. Yeah, and you're like, this is so much different than normal sales. I'm like, yeah, because we buy leads and we're already sitting on their couch. Like I talk to these door-to-door guys, I'm like, dude, we're not doing the whole, hey, it's king of the castle, how's it going? Like, it's like we're already sitting on the couch with them. Yeah. Just talk to them, ask them questions, figure out why they filled it out, and then just roll with it. Everything's right there for you. I don't know why we build this thing up like it's so big. Just read the script, ask some questions, and then listen to the guy who's telling you what to say right next to you. Because most people aren't just sitting here pick up an insurance license and then are just going blind. There's usually a leader, usually someone there, usually someone helping you. Just trust it.

SPEAKER_03 1:28:49

All right. I'm going to give you some objections. I want you right off the top of your head to tell me what you're going to say, okay? Um, I didn't fill that out.

SPEAKER_02 1:28:57

That's exactly the reason I'm calling.

SPEAKER_03 1:29:00

What? Yeah.

SPEAKER_02 1:29:03

Okay, and then what? Uh I'd be like, I mean, do you have a spouse? Do you have somebody in your family that like, trusts, and respects you? I'm sure. Yeah. Do you have a sister? Yeah. Cool. Do you think she's the one that filled this out for you? Now, were you looking for insurance for yourself or another loved one?

SPEAKER_03 1:29:19

Okay, so you just rolled right over it. Okay. I'm in the shower.

SPEAKER_02 1:29:23

That's sweet. Actually, this makes my job a whole heck of a lot easier. I get paid just to sit on the phone with you. So I'll wait for you to be done.

SPEAKER_04 1:29:32

Don't FaceTime me.

SPEAKER_03 1:29:35

Usually I'm FaceTiming. Okay, you FaceTime people. Sometimes, yeah. If they don't answer. I've seen a lot of people make sales FaceTime it. Yeah. Be careful. That's how your phone number goes back. Yeah, if you just FaceTime everybody, but like if occasionally, I guess you can FaceTime to get through like the do not disturb stuff or the like call blocker thing, you just FaceTime audio.

SPEAKER_04 1:29:56

Yeah, but you can't abuse it. Oh yeah.

SPEAKER_03 1:29:59

All right. So whoops. Um it's just that was gold. What if I say stop calling me? Three people called me. I've only called you once, Bob.

SPEAKER_02 1:30:13

Okay, well, stop. Perfect. That's exactly the reason I'm calling. Okay, but then what? You just sit there? No, and then I just jump into the jump into the questions. Now, are you looking for insurance for yourself or another loved one? I'm not. Okay, great. Well, do you have a family member that like, trusts, and respects you?

SPEAKER_03 1:30:30

Yeah.

SPEAKER_02 1:30:31

There you go, Andrew. It looks like someone filled it out, is what you're saying. Yeah, somebody filled this out. I mean, it's not gonna come across my desk for nobody.

SPEAKER_04 1:30:38

I'm big on like whatever information comes with that, usually I just throw it back to them. Because obviously people don't just randomly put like 10 pieces of information in anything. Most people, it's just a smokescreen. So it's like, all right, but Andrew, let's say, like, is this not your email? Is this not your address, your date of birth, your age, you're this, you're that, the other? Like, and if people uh give attitude, like to be honest with you, I'm like, no, like, that's totally fine. We you don't need to buy the insurance from me by any means. But let's not sit here and and lie. Like, we know you filled this out at the end of the day, so my job is to go through the information, make sure you have it at the end of the day. And if something makes sense and it fits in your budget, then I'd love to be the one that protected your family. And they're like, oh wait, you're not like a normal salesperson. I'm like, no, like I'm a regular human being talking to you about something you filled out.

SPEAKER_02 1:31:28

So at the end of the day, we're just doing what we are supposed to be doing, and that's being a licensed insurance agent. If you filled something out, then like it is our duty an obligation to give you a call and try to protect you and your family. And I think that's something that a lot of people don't understand, is somehow they filled this out.

SPEAKER_04 1:31:48

I think people get really worked up over like objections and smoke screens and like guys, it's not that deep.

SPEAKER_03 1:31:54

But think about going to Best Buy, somebody says, Can I help you with something? You say no, you're walking through Best Buy. No. Like obviously you need help with something, but you don't want to be sold something. So I always think of that initial objection as me walking through Best Buy and someone saying, Can I help you? me saying, No, I'm good.

SPEAKER_04 1:32:11

I again I try to think of all of this as if it's me getting called. And if someone calls me, I usually say no, I didn't fill that out, even if I know I filled it out. So I think, okay, how can I break through to myself? What can I say? What questions can I ask? And usually that kind of stuff like helps because most people think like they just get on the defensive of like, how can I just figure it out like how can I do this? How can I? I'm like, dude, just think about it talking to yourself. Yeah, and like if you do that, normally you're gonna talk a little different, your tone's gonna be a little different, the everything's gonna be a little different, and then you you'll get through to more people, but it's not bulletproof. That's the other thing that people don't realize. It's like you're still gonna get hung up on. Yeah, you're still gonna get told to F off.

SPEAKER_02 1:32:54

And everybody is so different, too. I mean, like my wife, for example, is somebody that doesn't doesn't call. She'll email. I'm like, Are you kidding me? Like, I would just give them a call. Like when I walk into Best Buy, I want someone to follow me around. I don't feel like I'm being getting sold, but I just ask questions. I love Best Buy, by the way. It's like going to Home Depot. It's like, dude, this is so sick. I want somebody to follow me around. Just like I'm gonna ask questions about random stuff. And that's just the people that we talk to on a daily basis on the phones. Is we're getting so many different personalities, so many different people. I didn't fill this out. We're getting people like Colton that are like, I'm gonna give you a bunch of smoke screens, but it's like, hey man, like I'm an actual human being and like I I truly want to take care of this for you and your family. I want to protect you and your family. There's a reason you filled this out, and that's what I'm here to do today. Just help you.

SPEAKER_04 1:33:37

I'm the easiest person to be sold to, but I'm such an asshole. Like, sorry. Um bad word, bad word. I know. My bad. Um, like I'll buy anything from anyone, but I want you to work for it, so I'll give you more smoke screens, especially now that I'm in sales. Oh, you're just messing with people? Well, uh I I mean, yeah, I want to hear about it.

SPEAKER_03 1:33:57

I buy and then I'll recruit them. Dude, I buy everything easily. If a kid's selling cookies, I buy them all, whatever it is. Like, I don't know.

SPEAKER_04 1:34:06

We were at a I'm a I'm a big New England Patriots fan. I was born and raised. I saw you were at the game. We yeah, my wife surprised me for my birthday, which is amazing. But we were at uh we were at a bar watching the AFC Championship, and there was this girl with Girl Scout cookies. I went and bought the whole wagon of them. I'm like, I wonder like I was like, I wonder if that's ever happened.

SPEAKER_03 1:34:29

I go up to the mom and I'm like, I just get it all. Dude, I'm the guy that when I was selling insurance, made my whole week like that customer. Because you would have customers where they'd be like, Yeah, bro, I like you. I'll and I want insurance. I'll pay$500 a month, and you get a$6,000 deposit, and you're like, bro, what? That guy's so freaking cool and nice. He's like, You want something to eat? It's like what? Yeah, you never experience the in-home days. No, dude, I had one now. You should sell people you know too. I think that this is something that needs to be. Like you're doing a disservice if you don't. You are, you don't truly believe in what you're doing, and nobody's thinking about nobody's judging you. Everybody's worried about themselves. So a lot of times we we go, I don't want to call them because they might judge us. They're not thinking about you. You're not that special. None of us, none of us are that special for other people to think of all the time. So if you call them and they say no, no big deal. But dude, check this out. A girl at my high school when I started selling insurance, I I was asking people if they knew anyone that wanted to buy insurance. I didn't know her family was rich, dude. And they go, Yeah, come over. And so I go up, dude. I I roll up to their mansion in my Saturn, okay? And they cook me dinner, and then they're like, Yeah, like show us the options, dude. It was like$1,300 a month, and it was nothing. And they were just like, We love seeing you work hard, we need a policy,$3,900 a month. Do you know what that does to change somebody's life?

SPEAKER_04 1:36:11

Well, some of my best agents now are people that I originally sold insurance to.

SPEAKER_03 1:36:15

Yeah.

SPEAKER_04 1:36:16

And they still have their policies that I sold them years before they ever started selling with us.

SPEAKER_03 1:36:21

Yeah.

SPEAKER_04 1:36:21

And so it's like full circle moment. But I think I don't know why people don't work their warm market for for sales. I think at the end of the day, like again, we're not selling people solar panels on the roof where they could just pay their power company. We're actually selling them something they'll use. So why would you feel weird about it?

SPEAKER_03 1:36:38

Like, yeah, blows my mind. It's just because I know why, because I did it. Like, I was so insecure. Yeah. That I wouldn't want anybody to think anything of me. That was it. And I cared what everybody thought, even though they're not thinking about you. That's the funny part. Yeah.

SPEAKER_04 1:36:59

Yeah. I think it's a a massive way to kickstart your business as well. Like protect people you you know and that aren't gonna sit there and be a lead that's gonna hang up on you. You can go through that process with them, help you get started in the business, help you start your book of business, and then you feel way more confident getting on the phone with a lead.

SPEAKER_03 1:37:17

Yeah. Um, so all right, two more objections. Um, I don't want to give you my name or I don't want to give you my social security number.

SPEAKER_02 1:37:26

You don't want me to do this one? Yeah, that's a tough one, huh?

SPEAKER_04 1:37:28

Yeah, no, totally. I I I absolutely understand. So, uh Andrew, have you ever had someone die in your family? Yes. Okay, have you ever seen the death certificate? Yeah, uh, yeah. Yeah, so on that death certificate, you'll see that social security number. At the end of the day, we went through those options. You picked X, Y, and Z for this amount of money. In order to get that coverage, number one, you have to give your social to make sure you can qualify, but number two, God forbid something happened to you. That social we put on this application has to match up to that death certificate that they go turn into the insurance company. Okay, so I'm ready for that whenever you are.

SPEAKER_03 1:38:05

That's it.

SPEAKER_04 1:38:07

Okay, I don't want to give you banking. You want me or you want?

SPEAKER_02 1:38:12

Go ahead, bro.

SPEAKER_04 1:38:13

No, I totally understand. At the end of the day, like I don't like to give this type of information out either. Um, we did pick this start date, so nothing's gonna be coming out of that account until then. But the way I always like to explain this to any client is Andrew, if I put my bank account on your application, they would automatically deny you because I have no insurable interest in you and I can't open insurance on you. So they have to make sure number one, there's no insurance fraud going on and that you're the one opening insurance in your name, as well as that there's actually something on here that you can pay that come the first of the month or whatever date you picked. So I'm ready for that account number whenever you are.

SPEAKER_03 1:38:48

All right, Smith. And then the other my next question is do you guys have the same tattoo? No. Let's see these, Drew. Can you zoom in on these?

SPEAKER_04 1:38:56

Because they're different different words.

SPEAKER_03 1:38:58

What's your word? Ambition. Okay. And your words, did you guys have that when you met?

SPEAKER_02 1:39:04

Yeah.

SPEAKER_03 1:39:04

Bro, are you guys like brothers or something? You both have three wiener dogs. The same tattoo on your neck.

SPEAKER_04 1:39:11

When you met, were you like You want to know it's crazy? So he met his wife at the bar that I worked at. I met my wife at the same bar, which is the bar that I worked at, because she was working there as well. So I heard you say that today. I'm like, this is just weird.

SPEAKER_03 1:39:25

Bro, you guys are like long-lost brothers. He is a dog. All right, if you're watching this, reach out to these guys. Let's get started. Um, we have a goal of a team, as a team, to do a billion dollars a year in issue paid life premium. We had our biggest month last month at 45 million, which is I never thought we'd see that. I was just trying to make two sales a week to not work at the grocery store. Um, what's your opinion on us being able to do that?

SPEAKER_04 1:39:58

I don't think there's a question. Like we absolutely will do that. I want to do that. So if I do that, you're gonna do that. Let's go. I mean, at the end of the day, I I think there's so many people that need this opportunity and can use this opportunity. There's so many people out there that need life insurance. So, how the heck aren't we gonna get to a billion?

SPEAKER_02 1:40:16

It's funny, we were sitting in the we we just got on our plane this morning and I look at Colton and I'm like, it's crazy to think that this is how you know that you're at the right place at the right time with the right people. And we're definitely with the right people, and we're definitely at the right time. But the best part is out of this airplane that we're on, how many of them do you think really have life insurance?

SPEAKER_03 1:40:37

Did you think about the airplane going down or no? No, okay. I was just wondering where that thought came from.

SPEAKER_02 1:40:43

Well, I'm just like, how many people like genuinely? Like we sit in our seat, and I'm like, how many people actually have life insurance?

SPEAKER_04 1:40:48

We were talking about not even 25% of that airplane, just the future of the business, and like because it's always been on this like skyrocketing trajectory. And then it came up, and I'm like, dude, look around us, like, or you said it. Like, I bet you most of these people don't even have coverage. Yeah, and like that just gives me more security in the fact that there's so many people that need this, we're never gonna not be able to sell insurance to people, dude.

SPEAKER_03 1:41:14

Uh this guy has a pol him and his sister have an NLG policy that builds cash value that they can take a loan from later to buy to invest in a business or do something. Heck yeah, dude. You ready for that? All right. So, first of all, thank you guys for sharing. I think we as a company are helping a lot of people. You guys being honest and open about your stories are helping a lot of people, being willing to help people. Um, there's three places you can build a community church, business, and the bar. Okay. If you want to change your life and get around other people, this is a great place because there's not a lot of options to get around people that are bettering their lives. So we would love for you to join us. And if anything comes from this podcast, I would want somebody that is in the place you were, uh not going well, crawling out of that dark place, getting around people that are doing better, making money, changing their life, being a testimonial to help somebody else. Um, but other than that, we are going to do a quick challenge with with Atlas. Atlas, are you ready for this? Okay. We're gonna and you want to tell them real quick? You want to tell them real quick about your merch that you that you're selling? I'm coming on my merch soon. You you gotta you gotta stand up.

SPEAKER_05 1:42:41

I'm coming out my merch soon.

SPEAKER_03 1:42:44

But you got it on. Where can I buy one? But show your shirt. Stand up. Stand up on the chair. Okay, so this dude made his own. He made his own logo for his own YouTube channel. And how many how many followers do you have? Talk. Oh my gosh. 300 more than I got. What do you like to share on there? Alright, so let's do this little quiz with you and see how good you are with animals, okay? But you gotta remember you gotta let chat finish talking before you talk, okay? You ready, dude?

SPEAKER_05 1:43:34

Alright, chat.

SPEAKER_03 1:43:36

I'm I'm here with my five-year-old Atlas, and he wants to quiz you on 10, if you can quiz him on ten animal facts, because he thinks he knows more than you about animals.

SPEAKER_01 1:43:47

That sounds like a fun challenge. I'll keep it friendly though. All right, Atlas, I'll give you 10 animal questions, and you tell me what you know. Ready to see if we can both learn something cool?

SPEAKER_03 1:44:03

He's ready, chat.

SPEAKER_01 1:44:05

Perfect. Let's kick it off. First question, Atlas. Which mammal is known to have the longest sleep on average? Often up to 20 hours a day. Exactly right. Koalas are famously sleepy at. Let's see if you keep that streak going.

SPEAKER_03 1:44:27

Is it a sloth or a koala?

SPEAKER_01 1:44:29

Oh, that's a great clarification. Koalas do sleep a lot, but sloths are also famous for being slow and snoozy. They both sleep tons, but sloths can nap around 15 to 20 hours, too. I'd say you're spot on. Let's keep going.

SPEAKER_03 1:44:46

What's the next one?

SPEAKER_01 1:44:48

All right, question two. Which bird is famous for being able to mimic human speech and other sounds almost perfectly?

SPEAKER_03 1:44:58

What bird can mimic human speech and other human sounds perfectly?

SPEAKER_01 1:45:04

That's right, Atlas. Parents are the masters of medicine.

SPEAKER_03 1:45:07

You gotta be quicker, Atlas. All right, Chad, keep going.

SPEAKER_01 1:45:11

No worries, Atlas. We've got plenty more. Next one, which animal has the fastest heartbeat of any mammal, beating over a thousand times per minute. It's a hummingbird. Those tiny birds have hearts that beat super fast to keep up with their city. That's a hard one. You're doing great. Ready for more than that.

SPEAKER_03 1:45:35

Next one, Chat.

SPEAKER_01 1:45:37

All right, Alice. Here we go. Which large sea creature is actually the biggest animal ever known to have lived on earth?

SPEAKER_03 1:45:55

A whale, Chat.

SPEAKER_01 1:45:58

The blue whale is indeed the biggest. You're definitely showing off some strong animal knowledge here.

SPEAKER_03 1:46:03

What's the next one?

SPEAKER_01 1:46:05

All right, here's a fun one. Which insect is known for having a dance language to communicate where food is to its high base? Absolutely spot on. Honeybees do their famous waggle dance to these are tough. You're welcome. This is a blast. I can tell Atlas is quite the animal expert, and I'm here for it. Let's keep the fun going.

SPEAKER_03 1:46:34

What's the next one?

SPEAKER_01 1:46:36

Here we go. Which reptile is known for living the longest? With some individuals living over 150 years? You're absolutely right. Giant tortoises like the ones from the Galapagos can live well over a century. You've got a sharp memory, Atlas.

SPEAKER_03 1:46:54

All right, good job, dude. All right, Atlas, speak loud and clear on this next one. Chat, give them one more.

SPEAKER_01 1:47:01

You got it. Atlas, which animal holds the record for being the fastest on land? Reaching speeds around 60 to 70 miles per hour in short bursts.

SPEAKER_03 1:47:14

A pronghorn.

SPEAKER_01 1:47:22

I'm right here. And Atlas is absolutely correct if he's thinking cheetah. They are the speed champions of the animal kingdom.

SPEAKER_06 1:47:29

Let's see what else you got.

SPEAKER_03 1:47:32

He's saying a pronghorn is faster.

SPEAKER_01 1:47:35

You know what? Atlas is onto something. Pronghorns are incredibly fast, especially over long distances. So he's right too.

SPEAKER_06 1:47:42

We've got a true room because they're faster than cheetah, and like cheetahs try to get them, but they can't because she is.

SPEAKER_03 1:47:55

Yeah, so they can run faster longer. Alright, chat. Give him another one until he misses.

SPEAKER_01 1:48:02

Alright, Atlas. Let's test you further. Which animal is famous for being able to change its color to blend into its surroundings? Kind of like a living mood ring.

SPEAKER_03 1:48:11

A chameleon. A chameleon.

SPEAKER_01 1:48:16

You've got it, Atlas. Chameleons are the masters of disguise with those color changing skills. You're still on a roll. No misses yet.

SPEAKER_03 1:48:23

Alright, what else? Chat, keep going.

SPEAKER_01 1:48:26

All right, let's keep the challenge alive. Which animal uses echolocation, basically sound waves, to navigate and hunt in complete darkness? Absolutely correct. You're unstoppable, Atlas. I'm loving this.

SPEAKER_03 1:48:47

Yeah, one more, one more chat. Last one, Atlas. Don't miss it.

SPEAKER_01 1:48:52

All right, last one. Which animal is known for having the strongest bite force of any living creature on land?

SPEAKER_03 1:49:01

Don't watch them, Atlas. You know this. What bites the hardest out of any animal on land?

SPEAKER_01 1:49:08

It is the crocodile. Exactly right, Atlas. You've made it through all ten, and I think you've proven you know your animal facts. Well done, my friend.

SPEAKER_03 1:49:16

Good job, dude. Let's go. You want to do one more since she didn't let you answer? Chat, one more. You don't want to do one more? Okay, we'll wrap it up. Good job, buddy. Good job, man. Let's go. Thanks, Chad. All right, guys. Thank you for joining us, and we'll uh hit up these guys and let's build a company. Thank you, guys. Appreciate you. Thanks for having us on.