These 20-Year-Olds Are Making $50K/Month in Life Insurance… Here’s How (Ep. 264)

Three life insurance agents in their early 20s are putting up numbers most people don’t touch in a decade and they’re doing it without pretending it’s all “talent.” We sit down with Alexander Silos, Santiago Gonzalez, and Faruk Cancar to get specific about what creates $50,000+ issued months: the standards they live by, the culture they’ve built, and the daily discipline that keeps the phone ringing and the pipeline full.

We talk about the Wolfpack environment, from showing up early to treating energy like a skill, and why a great office can sharpen your habits fast. They break down the unsexy parts that actually matter in life insurance sales: buying leads consistently, dialing with intention, and learning emotional control so a bad stretch doesn’t turn into a bad month. We also get real about the downside of the business, including chargebacks, debt, and what it takes to “reinvent yourself” when your ego gets ahead of your purpose.

If you’re building an independent insurance agency or thinking about joining the life insurance industry, you’ll hear clear perspectives on clean business, long-term retention, captive versus independent models, and objection handling for “I’m busy” and “I already have coverage.” The biggest takeaway is simple: the mindset and character you build become the asset, and the money follows.

*****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_00 0:00

Hello, everybody. Andrew Taylor here. Today we have three special guests, but just to give you guys a little insight on what we're going to talk about today. How young agents in their 20s are issuing over $50,000 a month, which I think puts you guys in the top 1% of insurance agents. We're going to talk about how you guys are doing that. But first I want to introduce all of you. We have Alexander Silos with us. What's going on? Thanks for coming in. Yeah. How old are you? I'm 22. What'd you do last month? Last month I did 57,000 personal. Issued. Yeah, issued. All right. We got Santiago Gonzalez. How's it going? What's up, my man? Oh, wrong one, Drew. Yeah. Um, how much did you do last month?

SPEAKER_01 0:47

Uh last month as an agency, we had our biggest month. It was 860,000 with 69 writers. And then last month personal, I did 68,000 issue pay.

SPEAKER_00 0:58

You had 69 agents sell on your team.

SPEAKER_01 1:00

Yeah. Issue. Yeah.

SPEAKER_00 1:02

And how much did you do personally?

SPEAKER_01 1:04

Personally, last month I only did 23,000 heavily focused on like my team. Um personally, we did personally last month I did 23,000. The month before that I did 68,000 issue pay.

SPEAKER_00 1:15

But you're you have 69 agents selling life insurance on your team. How old are you? I'm 20. You're 20. How long you've been doing this?

SPEAKER_01 1:22

Um, just about coming on our second my second year now. It's like two months till our till my second year.

SPEAKER_00 1:27

So you started right when you were 18.

SPEAKER_01 1:29

Literally. Yeah.

SPEAKER_00 1:30

Dope. That's what I did.

SPEAKER_01 1:31

Well, I was about to be like four months before I turned 19, is when I started.

SPEAKER_00 1:34

Let's go. Congratulations, dude. Thank you. And we also have Farut Kankar. What's going on? What's up, my man? What's your what'd you do last month in issued premium? 50,000. 50,000? Issued. Issued. And how old are you? I'm 20. 20 years old. Let's go. All right. So do you guys have girlfriends?

SPEAKER_02 1:53

Are you single? Nah, man, I'm single. I'm on the I'm on a straight path. God's leading me on that one. And you know, he'll he'll throw a woman on that path if she's willing to follow. So if you're watching this, he is single. Yep. But you got high you got high standards. Oh, yeah, 100%. They gotta they gotta be on the my program, you know. Let's go. What about you, Santiago?

SPEAKER_01 2:14

I do have a girlfriend. Um, and honestly, there's like two ways I could look at it. There was a point in time when I did have a relationship at the start of my business, and it was definitely not a value. You know, there's two types of relationships. There's one that is completely not a value, that is personal, you know, gain, just pleasure, right? And then there's one where it's like genuine value, where if you find somebody who who gets you closer to what you genuinely value, your purpose, at the end of the day, you can't I can't ask for anything better. So it's been a blessing.

SPEAKER_03 2:45

I also have an amazing girlfriend. Let's go. Um, what's it called? I don't really ever have to worry about it. I don't have to come home early from the office. There's a lot of people out there that you know.

SPEAKER_00 2:56

What's the movie where they're where she the girl's like, you're 14 minutes late, where are you? And he's like, I'm stuck in traffic.

SPEAKER_01 3:03

That's why that's why she became my admin. She's my admin now.

SPEAKER_00 3:06

Oh, she your girl helps you?

SPEAKER_01 3:08

She's my admin, like literally registered admin for for my agency.

SPEAKER_00 3:12

Dude, so my wife helped me with a whole bunch of stuff. And I I think when you're young, it doesn't seem as cool, but when you get older, having a good relationship and having kids is the best thing ever. And makes you so happy. Do you guys want kids? A thousand percent. You do, yeah, a hundred percent.

SPEAKER_02 3:33

But I agree with that, not right now.

SPEAKER_00 3:35

He's ready right now.

SPEAKER_01 3:37

I'm like, put me on a on a timeline.

SPEAKER_00 3:39

I got nine months to make some money, yeah.

SPEAKER_01 3:43

To grow to grow this thing.

SPEAKER_00 3:45

So you guys are with uh what about you? You want kids? Of course, 100%. Awesome. Now you guys are with Wolfpack with Stanley. You guys have a reputation of a lot of young people working real hard. What's it like working with that team? And and what attracted you to it?

SPEAKER_02 4:03

Yeah, so like people will attract other like people. So it's like, you know, the people who aren't working as hard, they kind of just fall off or they fade away. Maybe they don't show up at the office, but the people who are actually working the hardest and the ones that are succeeding the most, they're they're the ones showing up every day at 7:38, and they're the ones staying the latest. They're the ones with their name on the board every single day. And you know, like you don't see us just messing around. How'd you get recruited? Oh, I got recruited because I uh his downline, Phoenix Rivera. Shout out to him, great up line.

Culture Standards And The Mega Office

SPEAKER_02 4:36

Um I had met him at the gym. You know, I kind of already had a really good mindset. I just needed an outlet to put my energy into. So once my uh something had happened to my family, I said, you know, I gotta lock in, I gotta go all in in this business. I texted Phoenix and he brought me in the office, showed me around. He was wearing like a super nice suit, and I remember back then he was just door dashing. So I said, okay, something's changed, I can notice it. And if he's able to do it, a thousand percent I'm able to do it.

SPEAKER_00 5:05

Now you guys dress nice in the office every day.

SPEAKER_02 5:07

Yeah.

SPEAKER_00 5:08

Tell us what your office is like.

SPEAKER_02 5:11

Our office, I was gonna say, you know, everybody has a standard. Like I said, the successful people, the people that are really trying to be something greater, they're the ones showing up every day in nice clothes and you know, um, just carrying themselves as the person that they want to be. So you got a bunch of young I've been there. It looks like a college campus. Uh it is a little wild, yeah. It's like a miniature Wolf of Wall Street, I'd say. Yeah, you got people doing backflips. No, it's organized, it's organized. You got people doing backflips, but that's just because we're excited. The energy in the office is amazing.

SPEAKER_00 5:46

But you guys are all dressing nice every day? Most of the time, yes. So people don't come in there in their pajamas?

SPEAKER_01 5:54

No, absolutely not.

SPEAKER_00 5:55

What if they do? You get roasted? No, you gotta go. You gotta get out.

SPEAKER_01 6:00

It depends. It depends.

SPEAKER_00 6:01

What if they write like 100k a month?

SPEAKER_01 6:02

They come in and they're like if they write 100k a month, then you know, I probably might not notice, but if I do, then I'll be like, well, I will notice. I'll just let them know. Usually that's not a problem, though. It's like they're writing 100k a month probably because they come in dressed nice.

SPEAKER_00 6:18

Yeah, so just to give everybody watching some context here, uh, Stan and you guys, a bunch of kids that are making money that you probably never thought you'd make. You guys rented an office for $150,000 a month. Is that true?

SPEAKER_01 6:37

Yeah.

SPEAKER_00 6:37

Is that the office you work out of?

SPEAKER_01 6:39

Yeah. The Schaumburg one. It's massive.

SPEAKER_00 6:42

And what's in there?

SPEAKER_01 6:43

Bro, it's like, and I want to explain this because I tell people this and they don't believe me. Um, when you walk in, literally, one, it's like when we got when we rented out the place, they just did a crap ton of renovations, so the whole thing was like specked out with brand new everything. Every single desk goes up and down, brand new. There's like one, there's little boxes hanging from the ceiling that produce a certain noise. That's produce a certain frequency that blocks out the sound. So when people are on the phones, it's like if somebody's 10 feet away from I don't know if you guys noticed it.

SPEAKER_00 7:19

Yeah, it dampens the sound.

SPEAKER_01 7:20

Somebody's 10 feet away from you, you gotta yell, or else you can barely hear them. So it's like it's just high tech. There's TVs literally everywhere connected to whatever system.

SPEAKER_00 7:28

Tell me what the cubicles are like.

SPEAKER_01 7:31

Um, the cubicles are great, like they're super open, so you can have like three person a cubicle easily.

SPEAKER_00 7:37

That's how big they are.

SPEAKER_01 7:38

Massive.

SPEAKER_00 7:39

How many people does this office fit?

SPEAKER_01 7:42

I don't even know. It's eight, eighty-seven thousand square feet, at least a thousand. At least a thousand.

SPEAKER_00 7:47

87,000 square feet. Yeah.

SPEAKER_01 7:49

At least a thousand.

SPEAKER_00 7:51

Now, are you guys bringing recruiting people all the time to come in there?

SPEAKER_02 7:55

Um, normally we want them to have their license first. We want them to pass their test, but once they get once they pass their tests and they get their license, they're able to come in the office right away. And, you know, we want to teach them as fast as possible because we don't want to waste any time. You know, like their first week is when we want to make them as much money as possible because that's when their belief is you know the highest. And so if they don't see any results that first week, it's gonna be harder to get them to progress faster.

unknown 8:22

Yeah.

SPEAKER_01 8:23

Well, I'd say uh right now, like like I said, direct-wise, like most of our guys we haven't been focused on recruiting, like separate from you two who just now started recruiting at a higher level because you guys are producing at such a high level. Um, it's like we had we've had probably 60 agents for 50 to 60 agents for the past five months, six months. It's just been a literal squeezing out the people who have the same aligned purpose, the same goals, same drive. Everybody else that doesn't have that same alignment just got squeezed out naturally. So it's like almost like heavily focused on just building what we have. Now it's literally like we post about it, it's very attracting the culture we have. Now it's like if we have 69 people doing 860,000 a month.

SPEAKER_00 9:10

Well, it's just your team though. The what do you mean? That's just your team. Oh, in the office, yeah, like but there's more people in the office.

SPEAKER_01 9:18

Yeah, yeah, there is, but it's separated into sections. So we have one side of the office, we have like a section of the office, and another man one of Stanley's managers has one section office, so it's separate like kind of, yeah, yeah, yeah. But it's like all of us are in our own zone, so it's like we have our own, it's a huge place, so it's almost like our own office, it feels like, right?

SPEAKER_00 9:37

I love that. But yeah, it's amazing. What do you think about the office? You go every day, every single day.

SPEAKER_03 9:42

7 30, 8 a.m. I'm there. I love the culture about the office. It's all like people are in their 18, anywhere from like especially in infinite, like 18 to 20, 21. 7:30, 8 a.m. we show up at the office. We got music blasting, obviously, to hype us up. Like you said, people are doing backflips, just get getting the energy up. Um by 8, 8:30, we're hitting the phones, and it's beautiful. I love it.

SPEAKER_00 10:08

Now, do you guys uh drink? You guys party?

SPEAKER_01 10:15

I don't. He doesn't, he doesn't drink.

SPEAKER_03 10:18

No, I don't drink.

SPEAKER_02 10:20

What about you? I used to throw parties, like events for like clubs and raves and stuff like that. And you know, that's that's around people that are you know, they they don't really know too much what they want in life. I stopped going to parties, I stopped doing that. Occasionally I if I'm at a nice restaurant, I will have a dinner. So you guys don't party? No.

SPEAKER_01 10:38

We like very rarely, rarely, but it's like good dude, we you didn't tell him how that we literally found out we knew each other because I went to one of his parties like five, six years ago. Like, um, but so you were like 15.

SPEAKER_00 10:52

No, yeah, no, I was 16.

SPEAKER_02 10:56

I want to say the story because it's actually

Party Life Versus Focus

SPEAKER_02 10:58

super interesting. It was you and Phoenix, and who else?

SPEAKER_01 11:01

I don't know. Somebody else in in infinite reach, yeah.

SPEAKER_02 11:05

And so they they came to the front of the door. It was like a house party um at the front of the gate, and they came and then you know they realized oh, I gotta pay $20 to come in here, and they were like, No, I don't want to do that. And so I put my arm around Phoenix, never met him. I said, Let me go show you the party first. So I was like, I already sold him before he sold me into the business. And I brought him in and I said, You see everything in here, you know, the girls, the alcohol, the music, you can have all of that. And he came out with a big smile.

SPEAKER_01 11:34

Dude, he came out running back, like, oh, hey, hey, spot in, chip it, chip it, chip it, we're getting it in, we're getting it. It was the funniest sale.

SPEAKER_02 11:41

So you know how to close. Yeah. Yeah, even in any industry, it's just like a similar sales process.

SPEAKER_00 11:47

That's that's pretty smooth though. Okay, what is your guys'? I want to hear what, and then we'll get into your schedules, selling life insurance, recruiting. But what what is your uh each of yours upbringings like? Did you come from money? Your mom and dad married.

SPEAKER_01 12:04

Um, I had a very, very blessed upbringing, and I talk about this a lot because I grew up very ungrateful. That's one of the reasons why I'm so driven and doing what I'm doing. Um, but I was absolutely blessed. Like, never did I have to worry about anything. My parents blessed me with amazing values. Like, I could genuinely never ask for a more better like a better upbringing. Genuinely. And it wasn't until I went into business, like threw myself out into fire, like separated myself from everyone, because I was like the only one in Illinois um when I was like 18. So right after high school, or right after like

Upbringing And Finding Purpose

SPEAKER_01 12:38

my first year of college. But it was like I didn't realize how ungrateful I was until I started to come around people in my business who had nowhere near the upbringing I did. So, you know, I had a very blessed upbringing, wasn't grateful growing up at all. Coming into the business, going through fire in the business is what really opened my eyes to seeing, you know, how much how blessed I was genuinely.

SPEAKER_00 13:01

Awesome. Love it. What about you?

SPEAKER_02 13:04

Yeah, um, since I was like 16, you know, I I knew that I wanted to go into business. It wasn't until I was 18 graduating I realized that I'm I told my mom I'm not going to college. I could have gone to U of I and I decided not to because I knew that business is something that you have to go, you know, through experience to actually learn everything. So I took that risk, and you know, it took me a long time, especially since you know 2021 is like when I actually joined the business back in August or September 2025. So from 18 to 21, I mean, I tried a lot of things, drop shipping, I tried um throwing parties, I made clothes, I built websites, I was able to handle like distribution. I ran a business with my uncle. It was a lot of me just having to learn, but my biggest problem was the distraction. You know, I got distracted by a lot of things on my path. Um, I really do love my family, so that's when it came to the reason I joined the business was my mom had lost her job and she was let go. She worked for there for like 15 years. It was very tragic. I got really mad. I wanted to go to the office and you know, like find the guy that fired her or something. But, you know, I just thought to myself, if I had just locked in, not got distracted before that happened, my mom would probably be in a way more comfortable position, you know. And that's when I decided, okay, now is the time because I I need to make sure that you know nothing bad happens. I want her to be comfortable. So there's a saying, I don't know if you know who Mark Twain is, but he said the two most important days of your life is the day you're born, and the day you know why, and the day you know why. And so that was that was kind of like the day I figured out why. Take care of your mom? Yeah, my family, my sister, my mom, my niece.

SPEAKER_00 14:48

Is your dad in the picture?

SPEAKER_02 14:50

Yeah, my stepdad. 100%. What about your real dad? My dad, he's in Florida, giving it up. But besides that, you know, I grew up with my mom, my sister, and my stepdad got it, got it. Yeah, 100%. But I was really close to them, love them, but that's that's my purpose, you know. I gotta build something for them. So your stepdad was like your real dad growing up. Yeah, 100%. I owe I owe a lot to my stepdad teaching me that, you know, I remember I was young, I was in hockey. All the other kids, they had their parents helping them out with like their outfits and doing that stuff, getting their skates on. And he never helped me on purpose. You know, he's like, you gotta figure that out. And I it got to a point where I was older and he told me, Do you realize that every single day you went to practice, you were the first person ready by yourself on the ice?

SPEAKER_00 15:38

You know what's funny? My kid is turning six, and he this morning his mom was tying his shoes, and I was mad. I was like, We're not tying his shoes anymore. He's he's gonna be six, he could tie his own shoes. It's an important thing. It's always a battle with a mom and a dad, uh, I think, at least for me. Yeah. Because moms love them so much, and dads do too, but they want to do everything for them and make it easy, and then dad's like, wait, we gotta teach them so they could do it themselves.

SPEAKER_02 16:06

Yeah, yeah, I was always a sweet kid. I mean, my mom calls me a sour patch kid because many times I'd be very like sour, you know, towards her, but then I go and apologize. So it's like if they ever collided, if they ever got into an argument, a disagreement, I would go in between them and stop it, make it make sense for them. I wouldn't even stop it. I would just like I was already a salesman from a young age. I'd just make it make sense. I'd be like, this is your perspective, that's your perspective. That's it.

SPEAKER_00 16:32

Awesome.

SPEAKER_02 16:33

Yeah.

SPEAKER_03 16:33

What about you? I had an amazing upbringing as well. I uh I would never I never came from money, very middle class, um, always had food on the table, everything. I've worked three jobs. I've worked at a grocery store, I've worked at Walmart, at a pharmacy. Um what's it called? But I was in college for about a year. I never liked school ever. And I was before when I got my first job at 15, I was telling my mom, I remember specifically one day I was telling her, like, I'm gonna have money. I don't know from what, I don't know how I'm gonna do it, I don't know what I'm gonna do, whether it's college or something else, but I will find something to to have money. Right? Um so I got into the industry obviously with Santi. I knew him like way back during quarantine. Me and him used to talk. Um then I saw him on his social media page on Instagram and everything, just posting stuff, and it was very different from like the Sonia I knew like four years ago. So that's how I got into the industry. Um and then I just kind of like left college because I was I wanted to do like a business major, but to me it was like I'm learning business from a professor that's probably never owned a business before. Right? And I have nothing against college, I think college is amazing if you want to we need doctors, we need all that type of stuff, but I think there's more to life than working until I'm six years old and then maybe have money to afford a Lamborghini at 60. Right. So I think my path is more towards what kind of cars do you guys drive? I have a Audi S5 R S five?

SPEAKER_02 18:14

I have a Challenger RT. It's getting fixed right now while I'm in Las Vegas.

SPEAKER_03 18:20

Love it. Good for you guys. Okay, keep going. No, I was just saying, I think I have a much bigger path than just clocking in for the rest of my life. Um, for someone that took a risk and created a business. And then maybe when I'm 60 I'll have money to afford a Lambo.

SPEAKER_00 18:36

I don't want this this kid told me he's like, dude, my whole motivation was always my mom, because I had a single mom and I wanted to help her. But this kid was telling me, like, dude, imagine going to work and having somebody tell you what to do all day, when you can go see your kids' stuff, uh, when when you can take days off. But then he was like, But then imagine your wife going to work and someone else telling her when she can take days off and when she can uh go to her kids' events, and like the whole point of this for me was that it was like I just want to be my own person, I want to be my own boss, and and I want freedom to do what I want when I want.

SPEAKER_02 19:23

Yeah.

SPEAKER_00 19:24

What was your upbringing like? I mean, single mom, middle class, amazing mom. My dad died when I was 10. Wow. She had uh he had no life insurance, n no money. My mom got like two jobs. She worked at the bar and she worked at uh as like a daycare in the day. The government pays uh kids like families like eight six hundred or eight hundred dollars a month if like uh dad dies or something, so then she could use that to help raise us. Um she was a hustler, bro, amazing. And the she's still she just turned 67, she's still the happiest person and the nicest person and like good vibes, and she's had some crazy stuff happen in life. Um but my whole goal, dude, was like she would be stressed to send us to like a kids camp or whatever, it'd be like hard on her, but she would still do it because she's a beast, like she figured it out. Yeah, uh, but I was always like, dude, I don't I don't want her or anybody to worry about that. And then I remember a cool thing for me was the FFL bonus started to get big for me to when when it started to get like 50k. I was like, this is crazy. What are your guys' bonuses?

SPEAKER_01 20:50

Mine mine for February, I think it was only six hundred and eighty thousand IP. I had uh 10 grand. 10 grand? I mean it's still 10 G's, bro.

SPEAKER_02 21:00

Yeah. What about you? It's wild. Yeah, the most I got from a bonus was 2,000, it's probably what it's gonna be. For like producer or something.

SPEAKER_00 21:08

Yeah, I'm still building a team, bro. But it's still two G's, like that's people's mortgage payments. What about you? 1200.

SPEAKER_03 21:14

It's I mean, it's I get I get paid to do my job, it'll cover my insurance and car payment.

SPEAKER_00 21:20

Do you like the bonus? I like it.

SPEAKER_01 21:21

Beautiful, yeah.

SPEAKER_00 21:22

Bro, someone tried to dog on me and be like, well, like we don't we don't like FFL because we don't like the bonus. I'm like, bro, no one

Bonuses And Taking Care Of Family

SPEAKER_00 21:31

else has one.

SPEAKER_01 21:32

It's the biggest bonus they explain to me how this works.

SPEAKER_00 21:35

No one else has one.

SPEAKER_02 21:36

That that's the problem with a lot of people in this industry. They like to blame everything else but themselves, you know. So I've seen a lot of people talk bad about FFL. I've never been in a different IMO, so I wouldn't know. But one thing I do know for a fact is that it doesn't matter where I'm at, I'm gonna succeed. So if I already started here, I'm gonna stay here and I'm gonna do the best I can.

SPEAKER_00 21:56

Yeah, but back to the bonus. So when I got I started getting these. Big bonuses, I was like, I'm gonna pay the rest of my mom's house off, which I thought was super dope. Yeah, like that must have felt I don't have I don't have a bunch of materialistic stuff, uh, but I love being able to do stuff like that, you know? Bro, you guys, if you guys do everything the right way, and you don't jump around from company to company and you stay humble and grateful, you guys are gonna but by the time you're my age, 37, 38, you're gonna do way more than I ever did. Because you guys are on a crazy path of growth like no one's ever seen. And I was gonna say you got something special.

SPEAKER_02 22:44

What's what do you feel like the difference is from like when you were our age compared to us now?

SPEAKER_00 22:48

Well, dude, I was going to the I was going in home. I had to go to everybody's house. So I went to 10,000 people's houses. Think about that. Damn. And I'm selling and I was selling in Compton and Inglewood, dude. And I got videos, bro, to prove it. But no one wanted to do it when I was doing it. People are like, what do you do? Like, are you okay? Like, are you like you're nuts if you want to want to do that job? Well, now it's the sexiest sales job in the world because you can do it on the phone, and that all changed when COVID hit.

Playing The Long Game

SPEAKER_00 23:27

And you guys are the beginning of that whole new world. That's a whole new business, dude. This is the gold rush. You guys don't realize what you have your hands on. This is the gold rush of a whole new industry because it's insurance, which has been around for 300 years, but now it's different, and you guys understand it better than anybody, and you're at the front of it, and you're doing it when you're just starting your careers. It's the timing of it. But it's important to do it like if you do something stupid and get fired, you're done, or your guys don't write clean business and they get fired, you guys are done, you know.

SPEAKER_01 24:04

That's something heavily we've been focusing on because when you look at insurance and you talk about you know, FLDIS, this, blah, blah, blah, half the people who talk are people who have never experienced or done and have taken other people's beliefs and made them their own, in return, making other people's limitations in the business their own. Right. So in our space, it's like, okay, one, there's short term, long term, we don't give a crap about short term, right? And in an industry where it's very oversaturated, very commission hungry. Um, one thing we preach heavily is what it means, certain things you do, like chargebacks, things like that, how what you're actually getting paid compared to what you what you think you're getting paid, right? Because what I see a lot, and I've seen this myself, where it was like

Clean Business And No Shortcuts

SPEAKER_01 24:50

I was always someone who one, Stanley said, do things by the book. I did things by the book, even when I seen other people around me not doing things by the book, right? Whether or not it paid them instantly or didn't, right? So there was a lot of times where I've seen people who worked less than me get overpaid while I was getting paid less than them.

SPEAKER_00 25:06

Um, and then it was but they imploded.

SPEAKER_01 25:09

Literally, and it was a matter of like, okay, I can look at this as like, okay, this looks so good, or look at it as like, okay, I'm going to develop the skill genuinely, and this is a process that is going to benefit me later. Every single one of those people who took the fast route gone. All of them went through debt and were severely like, and then it's like you they don't understand because they don't understand it wasn't them that created that income, it was the BS that they were doing to shortcut it. So they have a false ego and confidence attached to what they did, but they didn't do, so then they get confused when they start to lose everything, not realizing they never developed the wisdom, the conscious, the character to even have a business that yields them that high of an income. Yeah. So facts. And and especially in a business where you're trying to sell your business, you need to have if you're trying to sell your business to like five years down the line, if you don't have business that's sticky, who's gonna buy your business? Nobody. But it's like at the end of the day, we want to go ahead and sell our business for hundreds of millions and start branching out. Like what I tell my people is like, we want to change the world. Like later on, you're gonna be in an industry where you're doing that. You love to do, you're gonna be in real estate, you love real estate, you have a huge real estate business 15, 20 years down the line, you love to do this, you love to do media, you have a huge media company, and now we are literally our own network, right? His connections are my connections. It's like we can't do that by looking at things short term, and like it doesn't make sense to do it that way, but I think that's that's a big part of what separates us as well. Is we don't care what things look like, we just yeah, bro.

SPEAKER_00 26:50

So if you're watching this, don't take shortcuts. Just it's supposed to be hard. What you're saying is it's supposed to be hard so you can get good at what you're doing. Exactly. It's not supposed to be easy.

SPEAKER_01 27:02

When you make it easy, you start to depend on what you have to make who you are. When you make it hard for yourself and go through it, you start to become who you are, and who you are attracts what you have, right? So it's like that's that's a point where it's like I've lost half my business and then made it back in two months and doubled it. Why? Because I developed the character that build the business. I didn't fake anything. It was like I was the the value, and I understood that.

SPEAKER_04 27:29

Right.

SPEAKER_01 27:30

And when you understand that, it's like there's nothing outside of yourself, it it's there's no adversary adverse adversity that can get in your way that's gonna stop you from building the business because you understand that you are the value at the end of the day.

SPEAKER_02 27:41

You also like did the actions that that person, that version of yourself would have already done walked.

SPEAKER_00 27:48

All right, people are moving from all over the country to work with you guys in your office. So if someone's watching this, they can hit you up, they can legit move, and they can join what you guys are doing, and you'll teach them.

SPEAKER_02 28:01

Yeah, I got I have two downlines living with me.

SPEAKER_00 28:04

And you let people live with you. Yeah, I am right now. You two?

SPEAKER_01 28:08

You guys have no idea. I had a literally, I was at an apartment 10 minutes from 10 minutes from the office, and it's a two-person apartment, right? And it was me, there's two rooms, it's not too big, it's nice. It was literally me, and I don't know why I had like seven agents, their leases just end at the same time, and like they didn't even they like weren't

Recruiting And Supporting Teammates

SPEAKER_01 28:34

responsible enough to figure their stuff out, so they needed a place to go. I had seven people in a two-room apartment, and this literally, I just got out of this now. You know what I mean? Like in a two-room apartment for like two months straight, and I was like, okay, but now literally I'm watching each and every one of them pick up it was all worth it. All of them are picking up everything that they were lacking before. They're all branching out, getting their own apartment. So at the end of the day, now I gotta pick where I live. So but yeah, we do we do anything.

SPEAKER_00 29:04

Fruit, you let people stay in your with you?

SPEAKER_03 29:07

I don't want them to stay with me. I'll I'll I'll financially support you if you need if you need like an Airbnb, a hotel, money for licenses, leads. I do that all the time for my people.

SPEAKER_00 29:17

So you guys don't you guys ain't scared to spend money. Absolutely. What kind of cars are in the parking lot at this office?

SPEAKER_02 29:24

We got uh oh at the office over in Schaumburg? Yeah. Oh my god.

SPEAKER_03 29:28

There's R8s, Lambos, Rolls-Royce.

SPEAKER_01 29:32

It's like it's literally like a like you go into like a supercar lot. As if you're going to like a series. I swear, it's like there's more and more people. It's every other day there's somebody getting either like an M4 competition or CA. Like, I could you not? It's the most beautiful thing ever. Literally.

SPEAKER_00 29:49

So your guys, if someone goes by the parking lot, are they like, what the hell do these guys do?

SPEAKER_02 29:54

When I first came to the office, that's exactly what I thought. What the hell do these guys do?

SPEAKER_01 29:58

Every Uber I take, because my car was getting fixed, so I was Ubering for like a bit, and every time they'd pull up to the office and be like, What is this? W what are you guys doing in there? And they'd be like confused. There was like, how is this even like possible? Because it'd just be a bunch of young kids like walking into the building.

SPEAKER_00 30:15

Bro, you guys could have a Netflix documentary or something. I never thought of that. Bro, it's interesting. Alright. Um, what has happened to each of you that's almost made you quit?

SPEAKER_02 30:33

Absolutely nothing.

SPEAKER_00 30:35

Nothing.

SPEAKER_02 30:36

There's there's nothing that would make made me quit. Because I'm not quitting on like the business that'd be me quitting on myself, you know? And you know, I love struggle. I love I find beauty in the struggle, I find beauty in suffering. So I'm more drawn towards things that are gonna like obstacles that are in my way, things that I have to solve. We we don't get we really don't get paid to sell insurance, we get paid to solve problems. That's like this whole industry. So if that's just a another problem, if I quit, obviously I'm not gonna get paid. So I have to keep going.

Chargebacks Debt And Reinvention

SPEAKER_02 31:10

I gotta solve that problem.

SPEAKER_00 31:11

Love it. What about you, Santiago?

SPEAKER_01 31:15

I definitely agree with you, but I'll say it because not everybody has the same mindset as us.

SPEAKER_02 31:19

Yeah.

SPEAKER_01 31:21

Um, one thing that I think I went through over a can, there's a bunch of things that I've been through in the industry. Um, but like the first real hit for me was I had two agents. It was like I had we weren't even at 100,000 a month yet. I think I was probably doing, and it was a huge lesson for me. It was at a point where I was selling a lot of insurance personal. I probably had five agents. My agents weren't selling, but I was making a lot of money personal. I think I was making about like 25,000, 30,000 a month personal production, and my ego was on top of the world. Like I was 19 years old, I was living in a penthouse in Chicago, and it was like, I could you not. It was at a point where I it felt like I had everything that I prayed for, but I was the least fulfilled that I'd ever been. Why? Because everything I was doing was to benefit myself, and I could you not, I had everything I wanted, felt nothing. There was no purpose, genuinely. And at that point, um, two of my agents, my top two guys, that probably made up 50% of my production. Um, they they left, they did some sneaky thneaky stuff, left and then flipped, like started calling a bunch of my clients and flipped literally a crap ton of my clients, like on my American, literally flipped a crap ton of my clients. How much debt did you have? It was like 40 grand in in debt that I had. It was absurd. And then they also rolled me up debt as well, apart from that. So they were literally doing that, rolled me up a bunch of debt, um, and then started doing that as well on top of it. And it was like literally, I could you not. It was at a point where it was two weeks into the it was literally the end of 2024, coming into 2025. And the first two weeks of 2025, I barely sold anything. I literally sold, like, I was sick the first week, and then all that stuff happened, and then the next week I was just like slacking off for a week, just like reminiscing in the BS that was happening. And uh could you not? It was like I would sell insurance and I would look at my commission statements, it'd be like negative 4,000. I would get a two thousand, I would get five paid transactions, and then it would go up to negative five thousand. It was absurd. And I had to talk with Stanley because it was like, okay, I'm in this debt, but for some reason I'm in a hole and I'm doing less than I was doing when I wasn't in a hole, which doesn't make any sense, you know, and that's when like part of it is like most people wouldn't be able to be with Stan. Why? Because he tells you exactly what you need to hear, he doesn't give a crap about what the situation is, he will never make it a bigger deal than it than it is, right? He just makes it simple. Sits me down and just goes, he's like, What are you doing? Like, yeah, this is happening. All you're talking about, what's happening, and and look at the numbers, pulls up the numbers, he's like, dude, you're complaining about this, this, this, but the one thing you need to do to get out of this, you're doing less of than you were when you weren't weren't in this hole. So it was like right there, it was like, what what are you doing? There's two different ways you're looking at this, right? It's like either you can go ahead and do the thing that you need to do because you have to do it, and that's what's putting right that that's what taught me the difference between reacting to what's happening to you and responding, right? One of them is letting you be affected by what's going on internally, right? Claw like blinding you from what you need to do to get out of it, right? Another one's looking at what it is with no emotional connection and just doing it. And right there it was like, shit, what am I doing? Like, genuinely. I've like my purpose is messed up, like I don't know where I am, who I am. And that's when one of my best friends, who I brought in Phoenix, like brought me in. Um, and he brought me literally brought me to my faith, genuinely. Brought me to my faith, genuinely.

SPEAKER_00 35:15

Um, and that figure that helped you.

SPEAKER_01 35:18

It didn't just help me, it was everything. Like, I wouldn't be here, like I don't even know where I would be. Like, it's wild. But after that, it was like something in me just changed, you know. So it was like, bruh. I went up, did 50 grand in a I probably sold as much as I did in my best month in a week and a half. And then from there, it was like I didn't see any money at all because I was getting cooked in chargebacks, right? So I sold the 50,000 literally, and I was getting cooked. Like I had moved out of my penthouse. I was like, screw this, I'm going to my my dad was didn't even live here, he lived in Argentina. So I'm like, all right, dad, I'm gonna pay you a thousand something a month, the bill, the bills for the utilities and everything. I'll put a thousand on top of that. Let me stay at your crib with like a few of my agents. He's like, Yeah, because he's not even living there. So I move out of there, go to my crib, and then that's when that's like everything started to change. It was like every every morning was like coming in here, and I didn't give a crap about anything, but creating as much opportunity as possible. And that's all I talked about. Wasn't about results, anything, it was creating as much opportunity as possible. Open as many windows of opportunity as I possibly can and let them align. So that's what I started to do, and my intention completely changed. And literally, I remember it was like, okay, by the end of January that month, I finally got out of the debt. Like, I finally literally got out of debt. I wrote a crap ton of business, didn't get paid for any of it. And then like February hit, and I was supposed to finally get paid. Like, and I needed the money, genuinely, I needed the money. I was supposed to finally get paid, and then Americo switches my commission, and this is like the test from the universe that always happens before like a level up happens. And I was like, they switched my commissions to check, so it's like, right as I'm supposed to get paid, I call America, like, oh no, they're they're gonna send you a check next month, blah blah blah. I'm like, bro, no way. So I like right there, I start to stress again and I start to tweak out again for for a second. I call this like the old version of you trying to come back because when you're trying to change your life, you got to become a new person. The old you is always trying to stay there, always. The one thing it wants to do is stay there by all means. So, and it'll like something like that will spark an emotion that reminds you of your old self. And then I start to think like the old me again. I'm like, okay, blah blah blah. Like, what the frick, what the frick? And I start trying to find out how much I would have got paid, and like halfway through, I sit down and I become aware, and I'm like, what am I doing? Like, I just clear 40 grand a day in literally less than 14 days. Like, I just wrote more business. I did more, I created more opportunity than I've ever done in my whole life. If it wasn't for the debt, I would have literally just made this much. And I started to look at it as what I created rather than what I wasn't getting, right? From there, went back, kept writing a bunch of business for those 10 days. That munch that month in February, I was the first one in Wolfpack to submit over a hundred thousand, um, a hundred thousand and and submit. And then I issue paid that month 77,000. That 10 days after, I got paid 22 grand in a week, which was literally almost my monthly income in a week. And then the rest of that month, I got paid 55 grand, and it was like way bigger than anything I'd ever seen. Not only that, but from that sparked the new version of me. I did 14,000 that month, and I say that because I was 77,000 of it, right? And we did 113,000 in February. The next month we did 280,000, and I was 30% of my production. So just translated. Everybody else around me, just see me, and we were on plastic chairs and plastic tables in the empty room. Like everybody knows the story from where we're at. It's like uh, it's like uh we talk about it all the time, but literally from there, everyone else just started to start to close the second I stopped making it about myself.

SPEAKER_00 39:14

So you almost hit rock bottom and then it was a blessing.

SPEAKER_01 39:20

Every single time I almost hit rock bottom, it was a blessing.

SPEAKER_00 39:23

Yeah. And then I love that you're saying you reinvent you reinvented yourself. 100%. And you're not letting the old you come back, but did does the old you ever try to come back?

SPEAKER_01 39:33

Always. Always. And it's a matter of like you have to change. Every time, like you and you probably noticed this, like any time that you've leveled up in your business, it was like you genuinely had to let go of something in your brain that was limiting you from getting to the next level. Like, do you agree with that?

SPEAKER_00 39:51

Oh yeah. Ever every level there's a new devil. Literally, literally, a hundred percent.

SPEAKER_01 39:56

Because there's literally, um, and from there it's like that the one thing is is that the these things are caused by like limited beliefs. People condition to believe certain things that limit what they're actually capable of, because everyone is capable. We all have created by the same. So um now it's like I forgot what I was gonna say. What was I saying before that?

SPEAKER_00 40:19

No, no. Well, I got another question anyway. What did Phoenix do to you when you were at rock bottom that you said I talked about Jesus?

SPEAKER_01 40:29

And it was a moment where it was like I realized that I was already very spiritual. I talked a lot about manifestation, the universe, and you know, like the I studied a lot of like the esoteric laws of the universe, how us internally you know reflect externally manifestation, all that. And that's what got me like to the first step.

SPEAKER_00 40:52

But that's what caused me to have an ego because I didn't believe in like but you weren't happy when you had everything you thought you wanted.

SPEAKER_01 40:59

It wasn't because I didn't have faith. I didn't it was just me. I thought I was the universe, yeah. You know, it was I looked at it very differently. I didn't I didn't think you know, it was like idolizing myself almost, like you know what I mean? It was there was no no value, and at the end of the day, it was like God is what makes everything good.

SPEAKER_00 41:16

And you and you were saying you also were only thinking about yourself. 100% because I had a s when I got paid the my biggest payday of my life, I was happy, and then like a few months later, I wasn't happy, and it was everything I worked for forever, so I had like a similar situation. Um yeah, bro, that's cool. Thank you for sharing that. Of course. Alright. Faroo, what almost made you quit?

SPEAKER_03 41:46

Believe it or not, I wanted to quit my second month into the business. Well, you got paid 20 grand I'm I'm gonna go into that. My second month into the business, I wanted to genuinely quit. So my first month, I got paid 20 grand. My first month in the business. I was just naturally good at selling. I got paid twenty thousand dollars my first month, but I sucked at tying down sales. Like I was really bad at it. I would just be like, okay, like you're protected. Bye. You know, I was I wasn't very good in that aspect. Uh my second month, I get hit with like eight grand in charge racks. I just started freaking out. I go up to Santi, I'm like, you're telling me I'm eight thousand dollars in debt? I I just went from making two thousand dollars a month at a nine to five, and now you're telling me I have eight thousand dollars in debt that I have to pay back to the insurance company. Like, yeah, you do. So I sat like I started like freaking out. I was like, I I don't know if I can do this, dude. Like, I know I just got paid 20 grand, but I don't know if I can do this every single month. And he sat down and he was like, You do realize you just learned how to make $20,000 in a month at 19 years old. You just learned how to make $20,000. And I was like, You're right, I did. And then he was like, if you learn how to make $20,000, why don't you just focus on the skill that you're lacking, which is how to tie down sales so you don't get flipped or whatever the case may be. And then you won't, it won't happen every month. You can just write it off, get better at sales, and you won't have the you won't be in chargebags constantly, and he was right. So I just kind of stuck through it and I'm a lot better at it now. But yeah, I wanted to quit like right when I started.

SPEAKER_00 43:30

Are your guys' parents proud of you guys? I think so.

SPEAKER_02 43:36

Yeah. 100%. It was one night, um, my second month in the business, September. Um I it it I stayed all the way till like eleven at night, and I had a client call me and said, Oh, you know, finally she gave me a call. It was gonna be a twenty four thousand dollar deal and I submitted it that night. So that day I did twenty eight thousand dollars in one day. I drove home. You know, I was tearing up. I was I was very happy because it was my mom's birthday. And I got home and I, you know, I kind of messed with her. I was like, Mom, I I have an unfortunate news for you. And she thought I crashed her car or something. You know, she was pissed. She just woke up. And she's like, What's the problem now? And I just lay in bed with her, you know, and I I start talking to her. I tell her, I'm like, Mom, I just sold $28,000 today. She doesn't probably doesn't even know what that means, you know. But, you know, I was just a very good moment. I probably waited like five years for that day to come. So it was awesome. Amazing feeling.

SPEAKER_00 44:31

So you're a mama's boy.

SPEAKER_02 44:33

I you could say that. I try to stay away from her.

SPEAKER_00 44:38

All right. Um what was your first breakthrough moment where you knew this was gonna work?

SPEAKER_02 44:47

It was that day. It was that day on my mom's birthday. 100%. Yeah, I've never felt an emotion like that. So, I mean, from from my first day dialing a thousand numbers, I had like metaglasses connected to my computer and my phone. That's another day I knew it was gonna work. Um, my second day, I stayed later than everybody else, and we always talk about something called the power of one more. So that really stuck with me. I just kept doing the power of one more, and I was the last person on the board my second day, first deal. And then my third day, I was the first person in the office and first person on the board by myself. So that's another day I knew it was gonna work.

SPEAKER_01 45:23

You make it sound so much less than it was because this dude was working his butt off and literally coming, like I could you not he was probably working 17 hours a day. Like you were literally working, coming in at eight o'clock, staying at like eight o'clock at night because he had his job, coming in running Hawaii's like late night states till 1 a.m. Like he would not leave until he'd get a deal, like and it was non-stop. I was like, how is this dude still like moving, bro? Like, he just I just seen him earlier. Then he tells me he's off like a seven-hour shift, but literally it was.

SPEAKER_02 45:57

Yeah, I was working two jobs when I first came in here.

SPEAKER_00 46:00

That's awesome, dude. What about you? When did you know it was gonna work?

SPEAKER_01 46:06

Um, I always knew. I could you not, I always knew. I could like the whole time. And it wasn't a matter of like, I was always someone who was like when I came in, I was so excited to learn, like to genuinely learn, and just like not even about like of course I wanted to be rich, but it was like being around people who were genuinely doing something with their lives that I'd never seen before and that I'd been very attracted to. That I don't like I'd always wanted to, you know, I didn't I didn't like school, but I was always good at things that I'd like to do, right? And I knew I was gonna make money, I didn't know how I was gonna make it. So it was like when I came in here, I had to tell my mom, yo, I'm not going to school, right? I'm not doing this, this, and that. And basically, like I told you, I was very blessed. She was taking care of all my stuff. Like, I was gonna go to University of Arizona, and then I basically told her, I was like, like, I'm doing this, like, I'm gonna take a year, I'm gonna do this. If it doesn't work, I'll go back to school. Whatever, whatever. I mean, knowing I'm not gonna go back to school. I just told her that so that you know she'd be a little bit more relaxed. And it was like, there was such conviction in my voice, like when I was telling them, that it was there was no doubt, like there was there's they couldn't say anything else, but okay, do it. But if you're gonna do it, I support you, but I'm not gonna support you financially whatsoever. You know what I mean? So it was like, okay, no financial.

SPEAKER_00 47:31

She was kind of trying to get you to still do it.

SPEAKER_01 47:33

Mm-hmm. Yeah, of course. She wanted me to do it. She didn't want me to not go to school, but it was like, okay, you do this. I like I love you. Like it was no hard feelings. I completely understood it. You know what I mean? Um, she'd already put money aside for my college, so it was like, yo, I did this for you, and now you're you're gonna go and do this. And I and I was like, I completely understood. So that was part of it too, where it was like, I cut myself off from my family the first year in my business, and it was like, yes, it was it was something I regret, but I don't even regret it because it was something I needed to go through, right? There was times where I could have gone to my parents a hundred percent. A hundred times I could have gone to my parents and they would have taken care of me. I d I couldn't, like, I literally couldn't, I wouldn't let myself, you know, um, do that. So it was like just constant needing to do it, like knowing everything that I'd put into it, like all the work that I'd done just for nothing. You know, I I just couldn't live with that. So it was like, I'm gonna keep going. I'm gonna keep going.

SPEAKER_03 48:31

What about you? I knew it was gonna work when I got my first ever commission statement from Americo. And I I'll I'll I'll literally never forget that day. We were in Tennessee at that lock-in. It was uh it was a $5,000 commission statement. That was like my first ever commission statement I've ever gotten from insurance. Wow. And we're we just walked into the Airbnb in Tennessee and I get a notification, no reply, America. And it says paid transactions was like for commission five thousand dollars. And I was still like, keep in mind, I still don't know how the pay works. I don't know anything. So I go up to Santi, I'm like, what does this mean? Like five like what is like does this mean like five thousand and like what what is this? He was like, You're about to get paid five thousand dollars tomorrow. My jaw just dry. I was like, what? Because I've never seen that type of money ever in my life. So when I saw that first commission statement, I was like, it's it's up from here.

SPEAKER_00 49:31

That's legit. Okay, what does your guys' daily schedules look like?

SPEAKER_02 49:38

My daily schedule looks like waking up, showering. It's a it's a step-by-step process, you know, and you you stick to that step-by-step process of just thinking of what's coming next. So if I have to wake up, that's what I'm thinking about doing. If I have to go to the shower, that's what I'm thinking about doing. Now I'm excited. I'm excited. Yeah, I'm I'm very present in the moment. I'm excited to get to the next thing, going to the office, very excited, excited to, you know, get the energy up between everybody, and then excited to get on the phones and excited to make a sale and excited to deposit that. Like, you know, everything I just have excitement towards. So that my schedule doesn't really look different than anybody else's. It's just my energy

Schedules Leads And Daily Discipline

SPEAKER_02 50:18

that I carry that makes it a lot more different.

SPEAKER_00 50:21

What about you? What's your schedule?

SPEAKER_01 50:23

Um, I've always ran my schedule like 7 725. The last month has has been a little off for me, can't lie. But usually it'll be 7 30 a.m. in the morning. We'll run a meeting. Um, typically it'll start like 7 45. I'll play music like they talked about. Just get the energy I'd like to get the energy up. I like to play like EDM, some like high frequency music, you know. Um, and then just get everyone's like a smile on everyone's face. You know, people wake up just grumpy, you know. So one thing I notice is like either we'll do like a morning prayer or we'll just be like, yo, it's it's a great day. It's a good day to have a great day, it's a blessed day. Even just to be alive, remind everyone that they're walking, that they're breathing, that they're seeing.

SPEAKER_00 51:07

Play that, Drew.

SPEAKER_01 51:09

That they're breathing, that they're seeing. Um, and that that already within itself is a blessing. Because anytime we hold gratitude, we end up receiving so much more out of our day without having to work any harder, right? So, like, that's my main focus in the morning, 7 30, 8 o'clock. We'll get on the phones, everyone's getting their leads, right?

SPEAKER_00 51:27

How many people you got doing this morning prayer?

SPEAKER_01 51:30

Uh, it depends. We could have 15 people, 15 people show up at 7:30, 745, or we could have 35, 30 people, you know, really depends. It's just whoever's there. You know, I always just make it optional. Usually everybody just comes in and we will circle up. But literally, I notice anytime we we do it, we always have a way better day. Way better day. And there'll be weeks where it's like we don't do it because everybody's like, I notice, and you've probably seen this too. Anytime you're going through something, all your people are going through something. It's like everything is always connected, yeah. So it's like anytime I'm going through something, maybe I'm not leading prayer every morning. Everybody else is also going through their own stuff, so it's like we're all just dealing with their own stuff, and then everybody's dealing with something.

SPEAKER_00 52:16

Literally, dude, we uh we asked on this call how many people are dealing with something that they're not telling somebody about. There was like 41 people on the call, and we said put an emoji in the chat. Guess how many people did? 41. 41, bro. 41 people.

SPEAKER_03 52:33

I bet.

SPEAKER_00 52:34

Legit. What's your what's your schedule?

SPEAKER_03 52:37

Uh it's very simple. I have no secret. I don't journal or anything like that. I literally wake up in the morning, I'm at the office by 7 30 or 8 a.m. energy, music. I'm just getting my energy up so I can hit the phones with intention. I don't want to sound dead on the phones because that's just gonna present bad energy. I just get my energy up in the morning, I'm dialing by 8 30 a.m. I buy leads every single day, or every other day I'm buying leads. Okay. Um and I'm just dialing with energy. That's it. 7 30, 8 a.m. dialing by 8 30 with energy and fresh leads.

SPEAKER_00 53:15

How much do you guys spend on leads a week? A week, probably around 1,500 or 2,000. What about you?

SPEAKER_01 53:22

Um back like I last in February when I sold 68,000, I was probably spending 2,000 a week, 2,500.

SPEAKER_00 53:33

Same thing. How do you get young people that are used to working a job to understand you gotta invest in leads?

SPEAKER_02 53:40

You literally have to do it for them. Santi, he'll go up to your computer, he'll actually take your phone, he'll pull up your bank account, and he'll say, Why are you sitting on this much money and not using it? And then he'll go, he'll take your card out, he'll put it in in goat leads and and buy leads for you. And then he gets you very excited to run those leads, so you obviously make your money back. But it happens every time.

SPEAKER_00 54:02

It always works too, I swear. Because a lot of people have the money, they just don't want to spend it.

SPEAKER_01 54:08

I always say there's two types of things. I was like three three types of things. When I realized it, it made my job so much easier because I realized that I had to stop giving everyone everything and just step back and look at the people who are doing everything but not asking for anything, and then the people who are doing nothing but asking for everything, right? And then know the difference. So when I started stepping back, it was like I started looking around, I'm like, bro, there's people who are so skilled who aren't producing because they literally just went crazy, made it, made more money they've ever made, and now is just sitting there doing less than they've ever done with the same amount in their bank account every single month. So it was like I'll look around, I'll be like, okay, this person has closed two months. Oh, wait, let me look at something. All right, I'll look at it, look at okay, this guy's doing really good a month ago. What's what's going on? I'll look at their bank account and they have 15 grand in their account, right? And I'm like, well, dude has no bills, has no anything he has to worry about, no reason he needs that in there. Um, and I'm like, when's the last time you bought leads? And they're like, a month and a half ago, literally right when they right when they were killing it. That's the last time they bought leads. And I'm like, bro, well, literally the only reason fire button on that. Look at this. Literally the only reason that you're not closing is because you're not buying leads, bro. It's like you're doing the same thing expecting a different result when the whole only reason that you got that result was because you bought leads, right? Now you literally have money, which doesn't mean money like can't beat you. Money is nothing. Like you have no money in your account, and then you can have money in your account by making money. It can't beat you. Time is the only thing that can beat you, right? And if we don't use the money to buy your time back, you're missing a whole level of growth by not using that money to buy your time back to create more opportunity. Yeah, right. So one thing that you know I'll do is I'll look around and see the difference. And then there's those people that literally don't ask for anything, who grew up taking care of everything by themselves, who grew up never asking anybody for anything because they couldn't. So now they're conditioned to not ask anything for any ask anyone for anything when those things are gonna benefit them and their business, right? So then I'll look around and see those people and then just give them a bunch of leads and they'll kill it. You know, they just need leads they weren't asking, they've been running the same pack for a month.

SPEAKER_02 56:15

But yeah, a hundred percent. I I like using this example. Like, if I put a $20 bill on this table, what what does it think of you? It doesn't think of anything of you, it's just a piece of paper, you know. So a lot of people they emotionally attach to like something that doesn't emotionally attach to them, it's like a bad relationship, you know. And if you care about someone who doesn't care about you, it's not very positive for you. So if you're able to emotionally detach from that, then that's great. You know, you could be rich, you could be poor, you can't control that. So if as long as you respect the way that money works, then you're on your way to making more money. But you could call it financially irresponsible, but I know that if you make this much money towards your business, none of that is yours. You might as well just throw that right back into the business.

SPEAKER_00 56:58

Just think of it as it's the businesses.

SPEAKER_02 57:00

Yeah, like you gotta be your employee, you gotta be your business's best employee. You know, you don't own your business, it pretty much owns you.

SPEAKER_03 57:07

I just did that like a week ago with Santis, like a week, week and a half ago. Like one of my downlines showed me a commission statement. Got paid like 1.3k. I'm like, you p you paid your your car bill, right? He has two bills car bill and insurance for his car. Like you paid your car bill this month, right? He said, Yeah. You paid your insurance, yeah. I just took his computer and I bought him leads. I $150 worth of leads. I didn't empty out his bank account, made him buy $150 worth of leads, because I knew if I told him to do it, he wouldn't want to do it. So I forced him to buy leads, and he ended up closing like $3,000 off of that pack.

SPEAKER_00 57:42

The best thing I ever did was get on auto order where I just had to get leads every week the same and it billed me automatically. That was the best thing I ever did.

SPEAKER_01 57:51

Yeah.

SPEAKER_00 57:51

Because then you don't have to think about it, and it's just like automatically coming out. I'll take that advice. Yeah, I loved that. Alright. What separates a 10k producer from a 50k producer?

SPEAKER_02 58:06

Dang. Just um their emotional reactions, like you were saying, Santi, that they react very negative to everything going on in life, whether it's outside the business or inside the business. They just have so many emotions that affects the way that they perform or the way that they see things. And that that gets in the way of being able to perform at that 50k or very uh, you know, high level because us we we don't we don't have any kind of emotions towards certain things unless it's positive emotions. We only look at the upside of the risk, we only see the good side

Mindset Behind 50K Months

SPEAKER_02 58:46

of things, and anything that happens to us, it's not happening to us, it's happening for us. You know, a lot of people know that, but we actually practice that, you know. We let everybody know that's that's something super important that we teach in our agency is you know, emotional detachment. And a lot of people aren't doing that in this world.

SPEAKER_01 59:04

Well, people are so attached to the result, the effect of a cause, which is you, right? So the biggest difference between 10,000 and 50,000 a month producers, 100% is belief, right? One like mainly I'd say belief and work ethic, right? One thing is is like the way your belief system is set up in your head about yourself, like what you believe about yourself is what I mean by beliefs, right? Now, when somebody's selling 10,000 a month, right, they're selling this, this, and that, and it's like, okay, they know how to sell, they know how to do 10,000, but there's something else that they're not doing that someone else that's no more skilled than them is doing that they have to apply in order for them to get to that level. And 99%, 99% of the time, it's literally the fact that they pour negative energy and do not conserve their energy. It's like you have a cup full of water, right? And that cup is limited, right? But you get to choose where you pour that water, right? And the difference between somebody who's doing 50,000 a month is that they're only pouring in the water where it is going to grow. They're not pouring into a dead bush. And any single belief that doesn't benefit your desired reality, your desired result, is literally not gonna benefit your desired result. So I always look at it as like if emotion is connected to something that you do not desire, then why the frick are you having that emotion to something you don't desire when that is literally just that's what frequency is. Like that's what I call anytime you do that, you end up seeing more instances where you see the undesired result rather than seeing the desired result, right? So getting people to just only look at the positive, like our team literally in consciousness is contagious. So this is why everybody around us thinks like this, because you come in a group where everyone's reacting the opposite as you'd expect, you start to react like that. So it's like somebody gets like hung up on a 400 a month. What do we do?

SPEAKER_00 1:00:56

Cheer.

SPEAKER_01 1:00:56

Literally get ex-I could you not? We have the opposite reactions to what people usually would would have negative reactions to, and genuinely we feel the excitement, and that's the difference. People will act and fake a face, but genuinely be pissed off. You know what I mean? Like they'll be pissed off, but act like, oh yeah, no, it's 400 a month. Oh, they this, this, that. But like you can tell they're pissed off. We genuinely get excited, and that's the biggest thing is actually having that emotion creates an environment and energy where it's like, bro, we'll have we'll have 10 people get hung up on a 400 month at the same time, and then we'll have 10 people close a 500 a month at the same time, literally right after. So it's like when we see that constantly, we realize that holy crap, we literally our emotions are mine, play such a huge role as a group collective in the results that we see every single day. If we could all train our minds to think exactly alike, be on the same frequency, then results will come a lot more effortlessly. And that's what we end up doing.

SPEAKER_02 1:01:52

In March, what was that day where we hit like 60,000 within like an hour or two? Do you remember?

SPEAKER_01 1:01:58

We sat down, was it the day that I threw 5,000 our deals? Yeah, you did it. Okay, so we I do this thing where it's like when we're slow on production, it's like, bro, half the time it's just a matter of intention. People are working, we have no results, like, but people are dialing the phones, it's just no intention. I'll get everyone together and then I'll make everyone focus on a on a smaller goal so that we can meet a bigger goal, right? And I'll look at okay, we're at 10,000 by 20,000 by two o'clock, bro. We we want to be doing 100k a day. So it's like, dude, what are we doing? It's two o'clock. Let's get together. I don't give a crap about the first day of the day because there's two days in a day, the first half and the second half. This is the second half, and I promise y'all, every single one of us is going to like literally full on, just intentionally lock in and hit the phones. And you're gonna watch each and every one of us who genuinely taps in is gonna close the deal at the same time. Like, I'm so serious, I'm holding five thousand dollar deals. I'm holding them right now. Who wants one? Genuinely, who wants one? People will start raising their hands, me, me, me, and I'm throwing them. I just could you not, I'm throwing five thousand dollar deals in the air. People are catching them, catching them. I could you not. We go back in to the phone, we go back to get on the phones 45 minutes later, $5,000 deal, $5,000 deal, $5,000 deal. And it's like the people who would genuinely grab them are hitting $5,000 deals, and we're watching it happen, and we end up doing $60,000 in an hour because every single person is like, it's like a it's like a watch. Every single piece is moving and operating like smoothly. So we end up doing wild things, and it's like when we see that every day, it makes it so exciting.

SPEAKER_03 1:03:36

He he threw me a he threw me a deal. He was like, You're gonna close a 500. He looked me then in my eyes. He was like, whether it's in the next hour or at 10 p.m., you're gonna close a 500 a month. It's 9 p.m. I'm closing a 513 a month. He looked me in my eyes and told me.

SPEAKER_01 1:03:52

Intuition, bro. It's what it is. It's like everybody has intuition, they just pull from the wrong intuition, but their like state of being, their identity is their intuition. So it's like if I'm focused on everything I don't have, then the version of me guiding my life is the version of me who has nothing and continues to have nothing. Like that's why I see people in scarcity continue to be scarce, even though they take so much physical action. And in this industry too, it's like if you're scarce, and in this industry too, if you're scarce, no matter how good you are, if you feel scarce, you'll be in an industry where you have comp where you have the opportunity of complete abundance, but continue to see scarcity and limitation because there is no guarantee, and that's the state of mind the trend. So you're just led to scarcity.

SPEAKER_00 1:04:33

I love that. Alright, what'd you guys cut out of your life to get better?

SPEAKER_02 1:04:39

All my old friends, all the girls, all the partying. You know, I don't smoke weed. Um honestly, I'd I'd sacrifice time with my family as well. I did. And it, you know, that kind of affected me about a couple weeks ago because I see my niece, she's growing up and everything, and you know, she recognizes me, she's starting to clap and smile, she's less than a year old. But that made me realize my purpose so much more. You know, I have to sacrifice a lot of things to get where I want to be. So I don't have any problem with cutting anything out. I could lose everything, and I'm still the same person. I'm still gonna do the exact same things that I know I should do to get

Cutting Distractions And Why Agents Fail

SPEAKER_02 1:05:21

where I want to be.

SPEAKER_00 1:05:22

Love it. What about you, Santiago?

SPEAKER_01 1:05:24

Uh I definitely say people, huge one. People. Um, and it wasn't like cut like cutting them out, but it was more of like distancing myself for the time being that I needed to, right? Like family as well, like I said, how to throw myself through fire. One to understand how grateful I should have been and I wasn't. So carrying that to me right now, right? And like getting people out of my life that did not do or weren't where I wanted to be, right? Yeah, no matter what it is. Like I was just like them. And it's like no hard feelings, but it's like I understand that if I stay around you, I'm gonna continue. To think like you, and I can't think like you.

SPEAKER_03 1:06:02

What about you, Fru? There's really nothing I cut out other than like spending time with family, just just like because I'm out working more. I never liked going out, I never liked partying, never liked drinking, I never liked doing any of that type of stuff. So my life is literally the exact same. The only difference is I'm doing something else. I'm not working at a pharmacy anymore. I'm selling life insurance and I don't spend as much time with family.

SPEAKER_00 1:06:25

Love it. All right. Um why do most agents fail, real quick?

SPEAKER_02 1:06:31

Yeah, most agents fail because they are scared of success. You know, most people they're they're not scared of like darkness, they're not scared of the bad. Because like when you were a kid and you know, you were sleeping in your bed, you seen the closet, or it was dark, you were scared because you didn't know what was in the darkness. Um, and so you know, a lot of people are scared of what they don't understand or what they can't see, what they can't comprehend. I'm sure you've watched the movie Coach Carter. That's for the city.

SPEAKER_00 1:06:56

Yeah, my boy does that all the time. He'll be like, Dad, I heard something in the closet.

SPEAKER_02 1:07:00

Yeah, he just he just doesn't know what's in there. Yeah, but you know, as you get older, you realize there's absolutely nothing in there, just some shirts and pants. And and in the darkness, that's what most people nowadays, as they're older, they're actually more comfortable with because they do know what's in the dark. There's nothing. Yeah, and that applies to life, whereas people have struggled, they've all gone to the bottom, and they're more comfortable with failing, you know, because they know they've done it before. But if they've never succeeded at that potential that they want to be at, well, they don't understand because they've never seen it, they can't imagine it. Um, and you know, people are scared of what they don't understand. Love it.

SPEAKER_00 1:07:36

Why do people fail real quick?

SPEAKER_01 1:07:41

People fail because they'll come into the industry with us like subconscious limitations. So when they come in the industry, they already have beliefs about the industry that their brain automatically wants to prove to be true. So they come in thinking it's a scam, right? Now they take the opportunity because they see people making money. But now every single little thing that they see is eyes on something that makes me believe that it's a scam.

SPEAKER_00 1:08:06

Yeah, your brain's just putting a puzzle together, it's just what puzzle do you want to put together? Exactly.

SPEAKER_01 1:08:12

I like to say like your beliefs are how your consciousness is arranged, and how your consciousness is arranged is that puzzle, like what you're looking at.

SPEAKER_00 1:08:19

Because like when you get a new car, you see that car more, right? Yeah, because your brain's just like looking at you, those cars were always there.

SPEAKER_01 1:08:26

Exactly. Yeah, that's exactly what I mean by like you're literally your conscious find what you want to find. Exactly. And that's the same thing about like I talk about he's talking about like intuition and all this, and like that's what that is. It's like you're zoning in on every single piece that God knows you need in order to get to where you want to be. So now it's like boom, focus there, there, there.

SPEAKER_00 1:08:46

And also, like, there's a lot of people in the business you have to stay away from. There's a lot of negative people, and they're gonna go, Did you know those leads don't work? Did you know that someone else had the same lead I did, and they're just planting seeds of like conspiracies and negativity, and you gotta stay away from those two.

SPEAKER_02 1:09:06

Yeah, 100%. I you could throw me any lead, I'll make it work. Any single lead, I'll make it work.

SPEAKER_01 1:09:11

That's like it's feeding the wrong it's feeding the wrong food. That's what I say with new agent. I make sure my new agents like it, and I'll know who's negative, I'll throw them on the other side of the negative people. I'll be like, yo, don't step around these people, and I'll warn, warn be like, hey, like stay over here, be around these people, because at the end of the day, what those a new agent gets fed is exactly what they're gonna go ahead and take and believe to be true moving forward in the business. So if I can feed it that for Farouk, everything I told him, he would listen and just apply. So everything that would be hard for new agents, I made it seem so easy for him, and it genuinely was easy for him. Like if I tell somebody who's who's news who's maybe less confident, right, that social is super easy to get, and that literally it's like it's nothing, it's nothing difficult, blah blah blah. And that he starts to believe that it's super easy to get. Well, now anytime he asks for social, he's gonna say it with the genuine belief that it's easy to get and he's gonna get it. Right. So it's like I noticed that. If you can feed everything to be not make it seem like the business is easy, but like these little things, if I can feed their mind to make him believe that it's easier or that they are capable, then they're gonna go ahead and do it no matter what. So that's what I noticed as well.

SPEAKER_00 1:10:25

What about you?

SPEAKER_03 1:10:26

Uh most agents fail because exactly what you were saying, negativity. They expect to come into the business making ten, fifteen, twenty thousand dollars their first month. Is it possible? Yeah, I did as well. It's very possible, but you can't expect that to happen, and then when it doesn't happen, you start whining about it. Right? So they're always negative. They they'll buy a pack of leads. I just spent $200, I didn't close a single lead. That's $200 down the drain. That's a part of the business. I've bought leads before I spent a thousand dollars on leads before I didn't close anything. I've been dialing all day, I've been dialing for the past five hours. I've been getting banged on all day. No, no, everyone's telling me no. It's part of the business. And then they just have that negative mindset all day thinking bad stuff about the business because of one particular day where they didn't succeed and then they fail.

SPEAKER_00 1:11:17

Crazy. Alright. What does it mean to you guys when someone says they're captive or independent in the life insurance space?

SPEAKER_02 1:11:25

Yeah, captive is more just uh for me. Like I've heard a lot of captive people from companies on the phones, just like even customer support and stuff. But if you're being captive, it's because you're not telling like the full truth. You know, you you you might not have the best intention for somebody. Um and you're saying the difference between captive and independent.

SPEAKER_00 1:11:47

Yeah, like some people work for captive companies, some people work for independent, like brokers. Yeah, yeah. What's the difference?

SPEAKER_02 1:11:52

Captive companies is literally just trying to get as many clients as possible, you know, and like I said, sometimes being dishonest. Because I've heard a lot of captive agents be dishonest. Have you?

SPEAKER_00 1:12:04

I mean, when they have

Captive Versus Independent Insurance

SPEAKER_00 1:12:05

limited products, they try to slam you into yeah, they tell you the truth, but not the whole truth.

SPEAKER_02 1:12:09

Yeah, exactly, exactly. There you go. And you know, independent agents, I mean, at least for our agency, we know that if I can't help this person to my best of abilities, it doesn't even make sense for me to sell them. Or if I can, then I need to sell them. Like they need this, you know?

SPEAKER_00 1:12:26

Yeah. All right. Uh, what about you? What do you tell people if they go, they're thinking about getting in the industry and they go, should I go to a captive company or something like FFL that's a broker with multiple carriers?

SPEAKER_01 1:12:38

Uh completely depends on the person. Because I mean, if you're going into insurance, like a nine to five, go captive. You know what I mean? Get lower commission, get paid hourly for whatever it is, um, or depending on where you're going, captive. But when I talk to people, usually it's because they want to make more money, they want to not have a cap. And I like to call captive like it's cap. It's just a cap on your head. You know what I mean? So it's like one thing is in order to sell, you gotta have belief, belief and conviction in your product, right? How much is how much how much easier is it to have belief and conviction in the product that you're selling when you have the best products, when you work with the best companies, when you work with companies that have been around for a hundred years and literally offer things that everybody knows about, right? Mutual Omaha, people know about it, Trans America's been around forever. Like all these companies are very, very big and reputable. That right there makes my job a thousand times easier, right? And now, with that, with that being said, when you're captive, like you said, you have a limitation on the products that you have, so you have a limitation on how much you can val benefit and provide value to people, right? And when you have a limitation on that, now you literally have a limitation on your business, right? So helping people understand that it's like it's not about what this might seem so good, this, this, and that. You got to look at the bigger picture of things.

SPEAKER_02 1:13:51

Yeah, yeah, independent is just a much better business model if you think about it. Makes a lot more sense.

SPEAKER_00 1:13:56

Yeah. Okay. Um, do you ever run into that or no? I've never ran into that now. Okay. Um do you think this is a talent or work ethic business to for to be successful?

SPEAKER_03 1:14:08

I'd say work ethic.

SPEAKER_01 1:14:10

A thousand percent work ethic.

SPEAKER_03 1:14:12

What do you say? A lot of people don't like my answer. And a lot of people disagree with me, but that's just my personal opinion. I think it's both. I genuinely think it's both because there is a little bit of talent. Some people are just naturally a little bit more talented at whether it's speaking than you.

unknown 1:14:31

Okay.

SPEAKER_03 1:14:32

So I think it's both.

SPEAKER_00 1:14:33

But you can through work ethic, you can get that talent.

SPEAKER_02 1:14:36

You can.

SPEAKER_00 1:14:37

Yeah.

SPEAKER_02 1:14:37

It's taken time. Thousand percent. It's taken time for sure. You can build it. Some people aren't patient enough, you know.

SPEAKER_00 1:14:42

Yeah, but you can definitely do it. Like anybody can figure that out. Anybody can. All right. Um, I'm gonna ask you each one last question. Actually, I want to do one more thing. Objections. What do you say if someone says they're too busy and you call them?

SPEAKER_02 1:14:55

Yeah, 100%. You know, I uh wait, run it one more time.

SPEAKER_00 1:14:59

All right, you call me and I go, hey, I'm too busy, call me later.

SPEAKER_02 1:15:02

Oh, yeah, yeah, for sure. 100%. So, you know, obviously we don't always schedule um callbacks because I'm busy, you're busy, I respect your time, and I want you to respect my time as well. Um, you do know why I was calling you though, right?

SPEAKER_00 1:15:13

Why?

SPEAKER_02 1:15:14

Yeah, you know, it was something that I needed to make sure that you did get. It was information we sent out to. So if you didn't have that, um, you know, I don't want something to happen to you while you go and you're busy, you're doing this thing right now. Something happened to you, you know, I'm responsible for that. So I had a super really big intention of calling you. I needed to make sure you knew why. And you know, you just gotta basically keep going. Yeah, address them, but let them know, like, hey, this is super serious. I that was pretty smooth.

Objections That Turn Into Sales

SPEAKER_02 1:15:38

You you have to like you have to let them know the intention of why you're calling and make it make sense because if you don't have an intention, that's why they hang up every time.

SPEAKER_00 1:15:45

Yeah.

SPEAKER_02 1:15:46

You know, all right.

SPEAKER_00 1:15:47

Same with you.

SPEAKER_01 1:15:48

Yeah, you said if you're too busy, yeah.

SPEAKER_00 1:15:50

You called me. Hey, I'm too busy, call me later.

SPEAKER_01 1:15:52

No worries, Andrew. I was just reaching out real quick. It was actually in regards to something you should have already gotten set up. It's only gonna take like five minutes. You should have got the life insurance taken care of with Sarah as the beneficiary. Did they ever actually get that taken care of for you? Finalize that for you yet?

SPEAKER_00 1:16:06

No.

SPEAKER_01 1:16:06

Okay, I know I know the date of birth is 716-1953. Your main goal was to make sure if anything happened to you that Sarah was taken care of, right? Yeah, you didn't currently get that set up. Are you like driving right now? Why are you busy?

SPEAKER_00 1:16:18

Like, I'll genuinely tell them. Oh, I'm getting ready to leave.

SPEAKER_01 1:16:22

You're getting ready to leave. No worries, I just need your ears, so whatever it is, just put me on speaker and I'll just let you know what we're doing. It's gonna take like five minutes. Um, but you let me know you didn't currently have anything in place, right?

SPEAKER_02 1:16:33

I got something through work.

SPEAKER_01 1:16:34

You got some that's great. You should already have it through work. I'm sure you know that's designed to protect your income in case something were to happen to you if you're like critically chronically ill or terminally ill, so that while you're not working, it supplements your income. You didn't currently have something separate that's permanent, right?

SPEAKER_00 1:16:47

No.

SPEAKER_01 1:16:48

Gotcha. That's what my job was to go over, was like the permanent part of your life insurance. Because I know you know you do plan on retiring in the future, right?

unknown 1:16:55

Yeah.

SPEAKER_01 1:16:55

So if you were to switch retire, change jobs, that coverage doesn't actually stay in place, it gets voided. So my job was to go over something permanent through the double-A-rated companies that obviously is gonna be there at a reduced rate, so you're not gonna have to pay an arm and a leg later on.

unknown 1:17:09

Fire.

SPEAKER_03 1:17:10

Okay. This is funny because I sell just like him. Like you something else.

SPEAKER_00 1:17:14

He's the one that mentored me. Yeah. All right. I want to learn something. Yo, I already got it.

SPEAKER_03 1:17:19

You already got that taken care of? Yeah. And you should have already got that taken care of. My job is not to sell you any more insurance because you did put down Sarah as your beneficiary, right?

SPEAKER_00 1:17:28

Yeah.

SPEAKER_03 1:17:29

Beautiful, 100%. The whole reason for my call um was obviously just to make sure because you did get the paperwork for that. You got it taken care of about a few months ago. You did get the paperwork for that policy, right?

SPEAKER_00 1:17:40

I don't know. I talked to someone on the phone.

SPEAKER_03 1:17:42

You talked to someone on the phone, you went through the process, right? You gave them your bank account information, all that type of stuff.

SPEAKER_00 1:17:47

Get something fun, like your wife may have got that taken care of for you.

SPEAKER_03 1:17:50

Is she with you right now? No. No, where is she? At work. She's at work. Okay, beautiful. What's your wife's phone number? You're not getting dude. That's a game worse.

SPEAKER_01 1:18:00

But I swear, we literally tell them what to do and they'll they'll do it.

SPEAKER_02 1:18:04

We've told them pull over, pull over on the side, because they're like, I'm driving. Yeah, go ahead and pull over.

SPEAKER_03 1:18:08

I've had truckers pull over on the side of the road so they can get out their checkbook and give me their account number. Yeah.

SPEAKER_02 1:18:14

Or drive to the bank. Or do a text code. Yeah. Oh my god. One of my uh downlines, I don't know if he was able to do this, but anyways, he uh this he this lady he called her, she's in Illinois, probably 30 minutes away. She's like, I'm gonna head to a doctor's appointment in like an hour and a half, this and that. She's like, I just gotta you know find a ride, but I'm too busy right now. He's like, He took her. I can give you a ride. He gave her a ride to the doctor's appointment, closed her at the doctor's office, and drove her back home.

SPEAKER_00 1:18:39

Dude, I used to do stuff like that all the time. People don't think we would have to go see people.

SPEAKER_02 1:18:44

Yeah.

SPEAKER_03 1:18:45

People are scared to tell the people like what to do. They're very good.

SPEAKER_00 1:18:48

But people want to be told what to do. Yeah. Because they have a problem and you're solving it for them.

SPEAKER_02 1:18:54

Yeah, yeah. So we get paid to solve problems. And so if you can't find a problem, like you just need to, you know, you're not doing your job well enough. But every call you should find a problem because you have to be the solution, you know, and you gotta make it so big so that they actually genuinely appreciate it, and that yeah, you don't come off as just like every salesman. You come out of the couple of different things. How do you get good on the phones? Practice doing it a lot, talking to people, getting out of your comfort zone. Like, you know, I'm in Las Vegas right now, so I can go to anyone and just start a random conversation with them.

SPEAKER_00 1:19:24

Do you guys sell people outside of Leeds? Do you tell people to go sell friends and family, people they know?

SPEAKER_01 1:19:30

I always tell people to do that because the people who do actually utilize it end up being so much more profitable. I never did, but I always encourage my people to do it because I've seen people make a lot more money. It gives you a head start.

SPEAKER_02 1:19:46

I didn't I didn't start.

SPEAKER_00 1:19:48

What do you guys say to people that go like, oh, FFL sucks? Like, you should come work with me. I don't even listen to them. I don't know.

SPEAKER_01 1:19:55

Dude, I don't say anything. Nobody can hear past their state of mind, their state of consciousness, so I don't say anything. It's good.

SPEAKER_03 1:20:02

Good for me. The bonuses are hitting. I'm getting paid. It's like how much how much are you getting paid?

SPEAKER_01 1:20:06

That's good. I'll ask them how much they're getting paid, and it's never, never nearly as much as we are. That's true.

SPEAKER_00 1:20:11

Dude, this dude called me who's like our number one hater.

SPEAKER_02 1:20:16

Is he on Instagram?

SPEAKER_00 1:20:18

Uh yeah, but I was chilling in my pool with my kids, and like, why is this dude calling me? And he's like, bro, people can't even hate on FFL because the numbers are so crazy. Even the haters can't, the words can't come out of their mouth anymore. It doesn't make sense. It says more about them.

SPEAKER_01 1:20:35

It's it's that's what projection is, you know. Yeah.

SPEAKER_02 1:20:37

Everyone know who dial with Rob is on Instagram? I don't know. This guy, he just I see him all the time talking bad about FFL. And then he switched back to FFL.

SPEAKER_00 1:20:47

Welcome back. We'll take them all back. Yeah, 100%. We got open arms, man.

SPEAKER_01 1:20:52

Forgive.

SPEAKER_00 1:20:52

Okay. Uh to wrap this thing up. If someone's stuck and they're watching this, what can they start doing tomorrow? Um, Alex, I want you to answer that. I'm gonna ask you guys a different question.

SPEAKER_02 1:21:04

Yeah, I need you guys to sit down, close your eyes, breathe in for four seconds, and breathe out for eight seconds. Um, and focus on the only important thing in life, which is just the oxygen that you breathe in, because everything else really isn't that big of a problem. You just make it so much bigger of a problem. So focus on the one thing that's keeping you alive. You'll realize nothing else really matters. You're able to perform at a way where you have no worry. Whether you have no money, whether you have no time to get something done, just stop stressing. And my mom, she's a big stressor. So and I I kind of like taught her to be patient. I taught

Reset Steps When You Feel Stuck

SPEAKER_02 1:21:39

her to not worry about these kind of things, and and she's learned from me. So I'm sure that'll work for you guys too.

SPEAKER_00 1:21:45

I love that, bro. All right, for you, if someone's at rock bottom, they're really struggling, they can't find purpose, what advice do you have for them?

SPEAKER_01 1:21:58

Um well, you one thing I I definitely suggest is ask yourself why you started this. Because 99% of the time, all the things you're focusing on is revolving around all the things you're pouring energy into that is causing you to be in this hole are revolving around something that is not why you even started in this industry, right? It's 99% of the time I was in a state where it's like, damn, I I don't feel like I have a purpose. I feel nothing inside of me. It was literally because deep down, whether I wanted to believe it or not, subconsciously part of me was doing this for me when I didn't come in here to do it for me, right? Start looking at something above yourself. I promise there is something above you, right? And when you start to focus on something that is above you, it starts to work and do more than what you could do by yourself. And that is when you start to see things change. And don't be scared to look at the world differently and choose to react differently. It's your choice. You can either choose your desired reality or choose to be right. And choosing to be right is just living the same life, same ego. So change that and life will change 100%.

SPEAKER_00 1:23:01

Love it. All right, what about you? Someone's struggling, they they're not getting results. What advice do you have for them?

SPEAKER_03 1:23:07

If someone's struggling and they're not getting results, you have to look at first why are you not getting results? What are you doing every single day? Right? Is it a money issue? Do you not have money to buy leads? Are you just dialing like old leads from a year ago every single day? If that's a if that's the issue, then ask your upline to get you some leads, something a little bit more fresh. Is it because you're coming in every single day at 12 when we should be at the office at 7.30 or 8 a.m.? I think that if you are struggling and you think you hit rock bottom, that there's something in your schedule that you're doing every single day that is not correct. Whether it's your upline's telling you to do something and you're not doing it because they know a little bit better than you, or it's you're showing up late, you're not buying leads, maybe you don't have money for it. Ask your upline to get you some leads. I think there's something a little bit flawed in your schedule every single day that's making you a little bit unsuccessful.

SPEAKER_00 1:24:05

Yeah, there's a few things that people have said that really stuck with me. One of them was Colton Collins. He was like, the best thing you can do to train your agent is to sell, like not preach to them, let them watch you sell. Like, that's so good. Stan Smith though was said one time, he goes, If someone doesn't have money for leads, tell them to call everybody they know and ask them if they can practice their presentation with them and sell them a policy. And if that doesn't work, go knock on doors and see if someone will buy a policy. If you knock on enough doors, someone's gonna buy a policy. Like, if that don't work, go to the grocery store and start telling people you sell life insurance, can you do a presentation with them? But what he was describing was relentless effort to make this work. And he was like, Why do I gotta now what I've been telling people is like, why do I have to buy you leads? Why can't you do all those things? Now, what you talked about earlier was those hard things make you who you need to be to build a big company. So if you do it all four people and they don't struggle, they ain't gonna grow. You know? But love those things. All right, to wrap this thing up, you guys are awesome, okay? There's a lot of people watching you. So you don't this dude came up to me at the event, he's like, bro, I've been following you for like five years, and I don't even I didn't know who he was. He's like, I wanted to quit, but you've inspired me. And why am I telling you this? Because people are watching you, you're inspiring people, you don't know who they are, and it's in a lot of different ways. So keep doing what you're doing. When it gets tough, keep doing it, and then you guys are gonna bro. I can't wait to talk to you guys in five years and see where you're at. And be be smart with your money, too. I can't wait to see where you're at, Andrew. It's gonna be fun. We'll be somewhere, we'll be doing this together, but we got a lot of cool things coming. Um, if you're watching this, hit these guys up if you want to get in the industry. I think they're good dudes, you can tell. You guys almost sound like you're like 35, 40, like 80, actually. You got some wisdom of like some 80-year-olds, dude. Um, which is cool to see. I didn't expect that from you guys. Uh, but if you're watching this, hit them up because I think you can better your life in a lot of different ways. Yeah, by working with you guys.

SPEAKER_02 1:26:27

You don't have to, you don't have to join our agency if you don't want to, if you want to stay with yours. But like there's people over in California or Florida or Texas that I've met recently that they they call me, they text me and ask me for advice. This one guy from North Carolina, he was a lead, I called, but he turned out to be a life insurance agent. And he called me and he said, dude, like I'm about to quit this and that. And I talked to him for an hour and he he's not quitting anymore.

SPEAKER_00 1:26:50

Well, dude, that you're gonna win because you got abundant, you're thinking in abundance, and when you don't want to help, there's some teams, unfortunately, here that they try to recruit everyone else's teams. Yeah. And they don't realize it, but it's really it's not gonna work long term. But the people that really win big are like you guys, where you're like, dude, I'll help everybody. I don't care.

SPEAKER_01 1:27:11

I have and you don't you don't care if somebody doesn't want to work with you. Yeah, like you have to like it's like, bro, how are you gonna expect to have a business where people want to work with you if you care if they want to work with you? It doesn't work like that.

SPEAKER_02 1:27:20

I want to put this out for FFL. It was um it was my third month October when I closed a $36,000 deal. So I called this lead. He actually just got off the phone with someone who was about to get the account number, a different FFL agent from Playbook, and it was like 90 a month for a whole life. And I pitched him in IUL, and he's like, Well, what happens if I increase my contributions? And so I pitched him 3,000. I got all the way to 3,000, finished, um, almost got to everything, was waiting for account number, and then he said, Oh, my other agent's calling me. So then that agent calls me and he was super mad. He's like, This is the second time somebody stole my deal, mid call, this and that. And I give the phone to Santi, and what did you say? Like, real quick. I can remember who was whatever. It was the kid Gianni. Anyways, I just I told him I was

Abundance Ethics And Paying It Forward

SPEAKER_02 1:28:08

like, look, I'm not a bad person.

SPEAKER_01 1:28:09

And I was like, dude, you split the deal with them. You commissioned him and everything. Oh, that was amazing. That was so funny.

SPEAKER_02 1:28:15

And I just wanted him to like realize like this business is a good business. It's just your perspective. And I changed that. I changed his perspective. He's doing amazing now.

SPEAKER_01 1:28:23

They they literally, he literally commissioned, and he didn't even need to do this at all. Everyone was like, why would you do it? He did not need to do this. He's straight, like, because he sold the deal. Like, dude was pitching him final expense. He's pitching IUL. Completely different value. Yeah, yeah. And it's like, that's what I I probably explained it to the dude because he passed it to me. I was probably like, hey, you're selling final expense. He's completely pitching something else. He was clearly like newer. And bro, like, they end up getting on the phone with them. He ends up closing the 24. It was like, how big was it? It was $36,000. $36,000 deal. They literally fully did, because he was with FFL, fully did the commission split and everything with his agent writing number and everything. So he IP'd it and he IP'd it too.

SPEAKER_02 1:29:01

Two months later, he threw me another guy who wanted an IUL. He's like, I don't know how to close him. You can have him.

SPEAKER_00 1:29:07

I love it. Good for you guys. All right. Thank you guys for coming in. Thank you. Appreciate it. Thank you. If you're watching, follow these dudes. I think they can help everybody. You guys are helping me. So you guys are crushing it. So thank you. And we'll see you guys later. 100%. Thank you.

SPEAKER_02 1:29:23

Thank you.