Fresh Out of High School… Now They're Top 5% Earners (Ep. 265)

Two teens walk into an insurance office and start producing like veterans. Alex Pirrone (18) and Blaze Henning (19) sit down with us to explain how they ramped fast in life insurance sales, what their biggest months look like, and why the “I’m new” story doesn’t have to be a disadvantage if you build real conviction and stay in motion.

We get into the stuff most people avoid: spending money on leads when it feels scary, handling chargebacks without spiraling, and why your results often match your emotional control more than your script. You’ll hear how they think about ROI, why “just run the numbers” only works when your mindset is right, and how a strong in-person culture can keep new agents from quitting when the first hard week hits.

Then we turn it practical. They lay out what they’d do to make $10,000 in 30 days starting from zero, and we run live objection roleplays for the classics like “I need to talk to my wife” and “I have to think about it.” We also talk recruiting, leadership, and the type of person they actually want to bring into their agency: open, hungry, and willing to get uncomfortable.

*****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_04 0:00

What's up everybody? Andrew Taylor here. Today we have another three studs with us that are doing crazy numbers. We'll share with you guys. But first, I want to welcome Alex Peroni. How's it going, guys? What's up, my man? Uh Blaze Henning. How's it going? What's up? And you guys heard from Santiago last week, but he's an animal and he trained these dudes, so we got him back on. So we got Santiago back in here.

SPEAKER_02 0:25

How are we doing? Thanks for having me.

SPEAKER_04 0:27

Yeah, let's go. Okay, so to start, how old are you? What's your biggest month?

SPEAKER_05 0:32

Uh I'm 18 years old, and my biggest month was March. I did $60,000 IP. So it was pretty good. And probably like 30 around 30 deposited.

SPEAKER_04 0:41

And what'd you do before?

SPEAKER_05 0:43

Before that, I IP'd around 20 ish. Probably deposited around my best, it was probably around 10. And then like right before that, it was How long have you been doing this? I've been doing this for five to six months. So actually October 1st exactly is what we're doing. What'd you do before this? I actually funny thing is, funny story, me and Blaze used to actually run a little detailing gig before this um together. And after a while he kind of parted off and went to insurance. So I kind of stick with it actually. You know, the money was good as like being a high schooler and everything, but obviously nowhere comparable to this. Um so after a few months, I saw what he was doing and that just kind of convinced me to give it a shot, you know, maybe I can you know help other people and improve my life as well.

SPEAKER_04 1:34

Awesome dude.

unknown 1:35

Yeah.

SPEAKER_04 1:35

What about you, Blace?

SPEAKER_00 1:37

Uh so yeah, I was detailing before this. Throughout high school, I always tried starting a business. I did like a clothing brand gig for a little bit, didn't really pick up. That was I gotta come closer to this, don't I? Yeah, pull it closer to you. Um before um I got into insurance, I was doing a detailing gig with Alex, but I was also trying to start a bunch of businesses. I was always like entrepreneurial in that sense. So I wanted tried a clothing brand for a point. Uh the detailing was the only thing that really ever stuck. And once I had a boy like show me insurance, I was like, Man, I'm done with I'm done with detailing, come with me. He said no. Six months later. How old are you? I'm 19. Okay. What what'd you do before? Before insurance? I was detailing.

SPEAKER_04 2:22

And then you did were you also wrestling or something?

SPEAKER_00 2:24

Yeah, I was wrestling. I trained MMA uh since eighth grade. Did you have any professional fights? No, I was about to go pro before I got into insurance, but tore my uh other shoulder. Both my shoulders are now torn, and I couldn't start fighting yet. So my plan is now get rich in insurance, have enough money and time to where I have a business, have everything to where I have the time to go full time and fighting and put my goals and passions there.

SPEAKER_04 2:49

Do you know who Juan Archuleta is? Uh he was in Bellator, he's a freaking animal. It sounds familiar, but so he's a friend of mine and he's retiring and he's getting into insurance, not with me, but he is getting into insurance.

SPEAKER_00 3:04

What is he doing? He's not with you.

SPEAKER_04 3:06

I mean, he long story. But dude, this is a good spot for uh people that are training and in the fight game. Uh insurance is a good place to land. No, it's you your body can't take that forever, right? Unless you're a freak.

SPEAKER_00 3:24

Yeah, that's the best part.

SPEAKER_04 3:26

Some of these dudes, I'm like, how are they still doing it? It's like been 15 years.

SPEAKER_00 3:30

Yeah. Because nah, my body was beat by the time I was done with high school, both shoulders torn. Detailing didn't help. It was like train, then go detail a few cars, and then go train again. So I got into insurance. It was nice to just be able to sit, call some people, help some people get paid. But I'm starting to be now that I'm like almost a year into insurance, I like I need to get back into the gym soon, back to training. Just it brings me peace. For sure. It's good for your mind, right? Yeah. It's it's just it always it keeps me together. Even selling, like I'll sit down on the phones after training with nothing in me. I'm able to talk to a client with a lot more patience, a lot more without worrying, no connection to what happens on the phone. I don't care because I got my training in. That's so powerful. So good. What's your biggest month? Uh my biggest personal IP month is 30k, 35k. And then last month we had our biggest agency month. We just did right under 100, like 96, and that's with basically just me and him on the writing on their IP report. So I got four or five other contracted guys right now who are all gonna they're gonna do probably I'm hoping 10 to 20k each going into April to May. So then we bring all of them doing that. We're shooting for 250k in the next two months as an agency. That's the goal. What's it like being this young selling insurance for both of you guys? Life ain't real, really, because like we I came straight out of high school and I or it was actually before I even graduated high school, I was already training. So I came in what, like three weeks before I graduated high school when with them and just started. I would skip school because I knew I didn't care about college. So I would skip school, go into the office, and just listen to them call all day, set appointments, hand the phone over. I would just call, like no idea what I was doing. Hey, you like want life insurance? You like life insurance? They give me one yes, and I'm passing the phone. Yo, I got you a sale, bro. I got you a sale.

SPEAKER_04 5:14

I was like, me and uh my five-year-old, or he's turning six, was here yesterday. And he sat in a podcast for two hours in this chair right here. Wow. And I don't let him have an iPad, so he just sat here listening to us. That's good. I agree. And then uh Colton Collins was here, and Colin Collins said when he took his girl, his wife, to dinner the first time, he didn't pay the bill. And Atlas said he's a loser. Bro, and then and then Colin was like, Well, I tried to pay the bill, but my card bounced. We're like, okay, that's better.

SPEAKER_01 5:53

He tried the intention was there.

SPEAKER_04 5:55

Yeah, yeah, that's right. All that matters is the intention. I was like, dude, I wonder if I could get Atlas to book an appointment. Oh, you totally couldn't.

SPEAKER_00 6:03

If he's pulling, he's pulling it up. You don't let him have an iPad, he definitely can't. He definitely can't. He can get social before appointment.

SPEAKER_04 6:10

Dude, then when we got home, he took someone was mentioning leadership. We got home and he told my wife, he's like, I'm a leader. I was like, bro, he's soaking it up in here a little bit. That's like the best thing.

SPEAKER_01 6:23

That's that's the bit like that's what I'm gonna take every little thing he hears and just run with it.

SPEAKER_04 6:27

Yeah, it's a blast. And he has his own YouTube channel. Oh, that's awesome where he tells people about animals. It's called Zoof, Zoofam, he named it. He's got merch. He's trying to sell people merch in here. That's amazing.

SPEAKER_00 6:42

He he's pushing.

SPEAKER_04 6:43

That's amazing. Today he woke up and he goes, Dad, I want to open up a hundred toys for my YouTube channel, so we gotta go get a hundred toys. And I was like, You better go get some money. He was like, Well, you better sell a shirt.

SPEAKER_01 6:54

I'm not funding that one.

SPEAKER_04 6:56

He goes, Well, you're gonna be filming the video, so since you're filming it and you're a part of it, then we're gonna both pay for it. And I'm like, dude, he's selling me. He's selling you literally.

SPEAKER_00 7:08

Book me five appointments, and then I got you.

SPEAKER_04 7:10

Yeah, yeah, book an appointment. I'm gonna keep getting getting him around all this stuff though, as much as I can. Okay. Uh let's see here. Alright, what do you guys think matters more? Work ethic or mindset?

SPEAKER_05 7:33

In this industry?

SPEAKER_04 7:34

When you're new, when you're 18, 19 years old, just starting.

SPEAKER_05 7:38

Yeah, so it's diff definitely different. Um in this industry, I definitely say mindset. I always thought at the start it was work ethic. Um, I've always had a you know, amazing work ethic with anything I do. Um, so that's obviously no matter what, that's gonna help. But um going into it with a good mindset is definitely gonna make the most different you know, the biggest difference because um you know, say someone hangs up after a call, you know, obviously you can't get mad about it. You just gotta what I do, I just go next number, I'm like next number, next number, next number. And then eventually it's gonna come. You get closer to that deal

Mindset Beats Work Ethic

SPEAKER_05 8:11

every time.

SPEAKER_00 8:12

What do you think? I agree, it's definitely mindset. I mean, we're when it comes to work ethic, in my opinion, work ethic is are terms used by people who need an excuse not to work. Like they think about us in this room. When is the last time we ever discussed our work ethic and if we need to increase it or decrease it? We don't we don't think about it. Because all we think about is we won't we know what we want, we know where you want to be, and all we do is work every day to we have to put this action in this day to get there, then we're gonna put in this action. If it takes working four hours this day, then we're gonna do that. If it takes working twelve, we're gonna do that.

SPEAKER_02 8:42

There's not we're all mindset, we're all living and we don't do this for work, we do this because we live for it. This is your life, exactly. It's it's different, right? But yes, there is definitely times where we can be a little bit comfortable and have to catch each other like 100% and put more work into it. But um, apart from that, yeah.

SPEAKER_04 9:00

All right, how'd you recruit these guys?

SPEAKER_02 9:03

Okay. So one of my guys basically, you know how I told you a little earlier, Andrew, how I lost half my business at one point, made it back, right? They were actually a part of that, and the whole time, funny how they're they're back here. But um, so one of my legs, yeah.

SPEAKER_04 9:18

He wasn't here, I wasn't even in the industry by the way. Bro, how'd you leave? You guys barely even been around long enough to have a license.

SPEAKER_00 9:24

Uh a month in bunch of inner business drama, got manipulated by a different person, a different guy trying to take us to take you somewhere else, promised you a bunch of stuff. Basic. Yeah, take you somewhere, promised you a bunch of stuff, bunch of lies, talk more talk down on him. That was the part. Just made up a bunch of rumors and lies.

SPEAKER_02 9:41

Well, I always say like the truth comes to light. I knew they were good people, I just knew they'd been

Losing A Team Then Rebuilding

SPEAKER_02 9:46

manipulated, right? So it was like I knew the whole time they were coming back. Like I tell my guys, like, we all like like it's literally we have like a family, like we genuinely all love each other. So it was like, of course, the rest of my team at the time was like, oh damn, like it was a half of my it was I had two big Phoenix and his name's Griffin at the time. Um, they were my two biggest legs, right? And then Griffin's whole leg, Griffin got manipulated, and then he spread it across the board. They were only here for a month, and they'd actually made like 15 grand your first month, literally, and then after they'd left, did you didn't make as much money than you like?

SPEAKER_00 10:24

I was just right at like 10k steady. The whole six months I was gone. We we knew we were out of place the whole time. We didn't know, but we knew we felt it. I mean, I was only there for yeah, like a month, two months before we left, and I was already like felt like it was a family. The whole six months we were gone, it was just now what happened with that situation, it just well at the end of the day, they went in on a fake it was like a smoke smoke screen, right?

SPEAKER_02 10:48

It's like it looks so good. Jump into it, but it's fake. Like I say, identity, who you are, genuinely you can't escape who you actually are. Like somebody could tell if you're being fake, your character, your wisdom, it's gonna display in your life, right? So it's like I already knew it was gonna fall apart. And not because of them, because of the leadership. It was like I knew who they were going under, I knew like how it was ran, right? And it was like I knew at the end of the day it was something they had to go through to be back here because that's what opened their eyes to remember how valuable. I'm blessed that I went through it in the first time.

SPEAKER_00 11:17

As he says about his struggle, because when he started the business, he went through a lot of BS that he learned from and helped him. And he says that's what built him to where he is today. I feel the same way about the last six or seven months that we were gone. How do you guys like working with him? Because he seems like an awesome dude. Amazing, amazing, amazing. What do you like about it? Uh, you're guaranteed you're always gonna get the an answer. Put that thing closer to you. A lot of worries and a lot of uplines is you'll go to them and you're not gonna get an answer. You're not gonna get the help that you genuinely like want. You may go ask them this, they don't know the answer. They're gonna send you here, here, here. No matter whether he knows the answer or not, he's gonna figure out a way to help you get to where you're trying to get. He's not just gonna let you, I don't know the words for it, he's not gonna let you fall. If he's going, if we're going down, he's going down with us. Whoa, whoa, whoa, whoa, whoa, whoa, whoa. You're going up with us if we're going down.

SPEAKER_02 12:03

I'll definitely never for somebody who's putting their all into it, like I'll never, like I'll always lead you to the water. Yeah, you're gonna be the one who drinks.

SPEAKER_05 12:12

100% proof of concept for sure, because he picked right away as soon as I came in with Sansi, he picked out what was my kind of downside, which was obviously leads at the point. He just kept, you know, tagging in and tagging it on. Like he coming by me and just, you know, obviously just keep hinting at it, keep hinting at it. Eventually got to the point where he's like, he sat down on my computer, started typing it in and everything, going through the leads.

SPEAKER_02 12:34

And cause he because I would tell him, I would tell him, because Blaze would tell me, because I didn't really know Alex like that. I'd known that like Blaze would be like, bro, he's a killer, but he just doesn't spend money on leads. He will not spend a dime on leads. I can't get him. I can't get him to do it.

SPEAKER_00 12:47

He wouldn't listen to me.

SPEAKER_02 12:48

And I'm like, all right, all right, okay. I'll I'll I'll that's easy, easy solve, right? So I walk over there and I'm like, and like I tell him to do it, like, and I explained why. And it took a while. Like, I had to live through these things in order to be able to explain them. Like, I would never be able to articulate for somebody to understand until like I'd went through it. So it's like at a point where I got really good at explaining why we need to invest in a leads, right? Um, I recently realized I can't take care of everyone like you were talking about before. It's like you take care of everyone, they don't become who they need to become, and they end up it's worse for them. So I started to flip that and I went by and I'd tell him to buy leads, and he'd be like, he'd be like, Yeah, yeah, okay, I'll do it, I'll do it, I'll do it. And I'll be like, okay, cool, cool.

SPEAKER_03 13:27

Doesn't do it. I'd walk away.

SPEAKER_02 13:28

Two hours later, I'd come back, I'm like, what are you running right now? He's like, I'll do, I'm calling the same thing from this morning. I'm like, what do you mean? He's like, bro, I'm like, how much money do you have in your account? He's like, uh, duh doesn't want to tell me. And I just meant like I just recently he had like 20 grand in his account.

SPEAKER_01 13:43

This is so serious. He had like 20 grand in his account. Literally, he lit doesn't have a single bill to pay at all.

SPEAKER_04 13:50

You live with your parents? Yeah, with my parents.

SPEAKER_01 13:52

Literally.

SPEAKER_04 13:53

What about you? I still do too. Good for you guys. You got siblings? I have an older sister.

SPEAKER_05 13:58

Got an older brother and a younger sister.

SPEAKER_04 14:00

Girlfriends?

SPEAKER_05 14:02

I do. She's in college. She goes to Missouri.

SPEAKER_04 14:05

Nice. What about you? Nothing. And then um, what was your guys' upbringings like? I'm just I've asked a lot of people because I'm just curious what motivates them to be so successful.

SPEAKER_00 14:17

I was very blessed growing up. Um, I know a lot of people obviously weren't. I was had to grow up like very humble to that. I actually was born in Alabama. I moved here when I was 11. Uh, there's like family drama stuff and my dad getting a better job offer. My motivation was never like I want to retire my parents, obviously. My dad still works, my parents are well off. What's your dad do? Uh he owns a hot rock shop in Mondaline, so they do like custom classic cars and stuff. They're well off. They don't need me to retire them, but my dad's dream is he's always wanted a red 488 pista Ferrari. He has a C806, so they've got he's got a cool car. He likes it, but his dream car is a Ferrari 488. That's the one thing he never achieved is becoming a millionaire. I think he makes a couple hundred grand a

Motivation Money And Car Goals

SPEAKER_00 14:58

year. He's very successful. He wants to be a millionaire. I'm trying to be able to like just get my dad a 488 pista cash bought. How much is that thing? 500, 800? I don't even know. Something like that. What kind of cars do you guys drive? Did you guys buy nice cars yet? I I totaled my I had a base model Audi, my first car that was modded, totaled it in December, and then bought a new Audi. I bought a 2023 S5 in January. But I how much that thing cost? Uh 51k. I financed it.

SPEAKER_04 15:28

Oh, so that ain't that ain't like a crazy sports car.

SPEAKER_00 15:30

No, that is like that's like S5 is just it's a nice sports car, but 51 G's? I'm looking, I'm looking, I I I I'm on your side. Yeah, we gotta level up still. No, I dude, I don't buy nice cars.

SPEAKER_04 15:41

Oh, I will I that's all that's my thing. I'm a car guy. Yeah, like my my wife has, I guess, nice cars, a nice car, but I don't got nothing crazy.

SPEAKER_00 15:51

That's that's my thing. I want to I'm gonna spend every dollar on cars once I got it.

SPEAKER_05 15:56

I currently I drive a Q50, a 2016 Infinity Q50, planning to get a new car soon.

SPEAKER_02 16:03

He can so easily afford a new car. This is me right here. But he obsesses about it. Like he talks about the car. Literally, he could buy it. I'm like, bro, I was literally I I was probably making half the money you were making when I bought my car, and you're in like 10 times the financial situation that I was in, scared to buy a car, and I'm like, dude, just do it, you know.

SPEAKER_04 16:25

Alright, so he is like me. I only wanted to buy stuff that made me money. I didn't want to buy n now. Stan and some of you fools changed my mind because you're like, we recruit more people if we have nice cars. Like it just is the way the world works. But I was just showing people my commissions to recruit, and I'm like, look at my beat up car.

SPEAKER_00 16:47

Like, I don't care. You take a picture of the nice car and put your commissions on top of it. That's the trick.

SPEAKER_05 16:52

The thing is, the thing is, me and him, that's the me and boys were always into cars, but yeah, that's why we originally started the car detailing, all that stuff. Yeah, if we modified our cars and everything.

SPEAKER_04 17:02

Yeah, if you're into it, do it.

SPEAKER_00 17:03

Like our dream cars move, we'll move into a massive warehouse together, just have two six studio rooms and put 30 cars in there. And make it your office. Yeah.

SPEAKER_04 17:10

That would be sick.

SPEAKER_00 17:11

You say like the Arizona office that Stanley just opened, like the other group out there that has like a warehouse with cars in it. It looks sick. Epoxy floors, everything. Yeah, that's sick. Kind of do that. Like by the end of the year, I want to go out of state and open my own office somewhere because Illinois' not that fun. Where? I can't give a solid, I can't give a guarantee to that yet. I gotta travel the rest of the country for that. We gotta try a few more states and then be like, see which one hits.

SPEAKER_04 17:36

Dude, back in the day when we everyone was fighting for leads because we weren't virtual. So, like, if you found a nice spot with a lot of leads, you didn't want to tell nobody. Because if everybody went, you wouldn't have any. So I would go to like this is kind of messed up. I probably shouldn't have done this. But I would go to like uh, you know, Tucson, Arizona, and everyone would be like, bro, how'd you write like 30k? Be like, dude, I went to Minnesota. And then, dude, this dude was in Minnesota, bro, posted on Instagram, trekking through snow.

SPEAKER_01 18:14

Oh, you cooked.

SPEAKER_04 18:18

It's kind of messed up. Like door to door at that point. Because we used to go door to door, we used to go to people's houses. Uh-huh. This dude flew to Minnesota, bro, in the middle of winter and was trekking through snow with snowshoes on to sell the policy.

SPEAKER_00 18:32

You you is there anything about door to door you like more than vert, like being able to call virtual? No.

SPEAKER_04 18:40

I mean, you connect with people pretty well. I'd still be flipping hella policies that people got in person, though.

SPEAKER_00 18:46

I'm like, gang, just because he came in person, he did not help you out that much.

SPEAKER_02 18:50

We've had an in like an in-person like an agent at the person's house, and they made they made the person lead.

SPEAKER_04 18:59

Yeah, but you guys are animals.

SPEAKER_00 19:02

You gotta be an animal. Biggest animal gets fed.

SPEAKER_04 19:05

Yeah, okay. Um how much are you guys spending on leads?

SPEAKER_05 19:11

One to two K a week.

SPEAKER_04 19:12

One to two K a week, you too?

SPEAKER_05 19:14

Nah, I still don't. I'm still I still got all my leads spent, I'm not gonna lie. I'm probably buying like three packs, I'd say three packs of uh 100 every I'll probably spend like six hundred six hundred, eight hundred realistically. A week a week. Yeah. On a good week, which is insane because he makes so his ROI believable. I thought like last month I spent 3K. The month before that I spent 3K. I gotta up it, and I know that. Just gotta put the action in.

SPEAKER_00 19:43

It's hard to up it when you just see the money go into your account and it just keeps going. It keeps writing business without ever having to keep spending more. It just literally's

Lead Spending And ROI Discipline

SPEAKER_00 19:52

production doesn't decrease somehow.

SPEAKER_05 19:56

Yeah, I like to rinse my pack sometimes, but I gotta get to get away from that.

SPEAKER_04 20:00

Well, dude, you're only like three months into the business. How long you've been doing this? I think six now, right?

SPEAKER_05 20:05

October 1st is when I first started, but six months. Yeah, bro.

SPEAKER_04 20:08

At six months, I wasn't even making money. I was still just like getting charge.

SPEAKER_00 20:12

That's what we've heard is amount of people like we didn't even realize. That's what's crazy, is we don't realize what we're doing still, like compared to a lot of people. We'll talk to some people that are like other agencies, they'll DM us, they'll be like, Yeah, man, I've been in it for six months. I'm like making four grand a month. I barely I can barely get a sale. It's like it was so normalized when we came in. Like we walked when I worked in, walked in first day and Santi. It's just like, oh dude, your contract? Whoa, you gotta get a s. You're gonna sell today. You're getting you're already close. Two we're about to make you like you're about to get hit 10 grand this week, bro. And it's like your first week. You're just speaking.

SPEAKER_02 20:43

That's what I just make like a white slate, and you just pour as much belief into that person so that they just believe it themselves.

SPEAKER_04 20:50

No, but you can show them when they come in new here. I go, you can't leave, and I'm not playing until you make a sale. And dude, they do, they'll stay in here. I go, you're making a sale today. You cannot leave until you do. Like, we'll get food sent to you, but you cannot leave the office. You could you could call till midnight in Hawaii and they make a sale their first day.

SPEAKER_00 21:14

We just that's how because once I learn that from him, every new person I bring in, I'm just like, man, they'll they'll ask me a question. What do I say here? I'm like, don't worry about it. Just that script right there, and then once you get a little farther, ask me, you're gonna close today, man. And they just do. They just believe it then.

SPEAKER_02 21:28

The more that they can focus at one thing at a time, the more that they get done. Because I always say it's like, no matter what, if you can get them to focus at what they're good at and have them learn everything else when it comes, then they're gonna learn 10 times faster and understand that the they have to take physical action to learn rather than trying to hyper analyze everything. Like, I won't explain someone something unless they've been in the position. Like, what do I say in this case? I'm like, have you been in that case? No. Okay, get on the phones. Let me know what what happened. Like that encourages them to hit the phone as much as possible. The more they're on the phone, the more that we can help.

SPEAKER_00 21:58

It's one thing I think I've learned. Most about or most of the lone that's one thing that I've learned the most from being under Santi is how to handle situations like that and how to get people to go the right path, how to guide them to the water without causing problems. That's a lot of uplines don't truly know how to lead in that sense, is they'll just piss their agents off, they'll get in their heads, they don't truly help them. And I had a problem with that my first few months. Like I would be trying to do the most for him, I would have the right intentions trying to help him out, but the way I would be coming off just sounded uh it was what's the word? You may you may be better at explaining this. Ego. You might be a little better at explaining this.

SPEAKER_02 22:33

I've had it too. Ego. It's a it's a point where it's like this you also like you guys are buddies, it's so different. Because I had it like Phoenix, my best friend before coming to the industry. So it's I'm very familiar with like how to go about that, you know. And the difference is like you look at it, you have a perception perspective of them, so that depicts how you go about helping them win. Like it's like it's not like a different agent, like somebody I brought in just to make the money.

SPEAKER_05 22:57

It's like it's my boy, you're gonna make money with me. Funny thing is our whole team is from everyone at our hometown at school.

SPEAKER_00 23:02

My entire team is all with my high school. And I just but what else are you gonna do? Oh, I'm gonna recruit outside of it. I've had a few guys come outside of it. My problem was when I was gone, not with Santi, the environment I was in and the leaders I was with weren't the type of people that could keep new recruits around. I was doing the most the new guys I'd bring in trying to keep them around, trying to get them paid, but I didn't have a leader above that to keep them around. So once I I only came in back under Santi like a month and a half ago.

SPEAKER_04 23:27

No, but what I'm saying is when you graduate high school, if you don't go to college, what the hell are you gonna do? My plan. Work at Walmart? My plan e-commerce, you probably try it.

SPEAKER_00 23:38

It's like it's every time it's the same way. They try e-commerce, they try this, and they try this. If it doesn't blow up immediately, then you're at a nine to five, and then that's the rest of your life.

SPEAKER_04 23:47

Yeah, but once you get your first commission check and life insurance, you can't go back to a nine to five. You can't it ruins you because you're like, wait, I made twelve hundred bucks to sell that policy, and I'm getting twelve hundred bucks like every two weeks after taxes. That don't make sense, right?

SPEAKER_00 24:03

Especially when they realize, like, because a lot of agents they don't they don't worry about getting paid fast. They're like, I gotta get paid immediately, I gotta pay immediately. And you could sell that one policy their first day, and even if they didn't sell for two weeks now, they realize that they're capable of making $1,200 on one phone call. They understand what's possible, so that they're not going into it with the emotions, like worried for the next two weeks now, stressed about the industry. They're like, they know what they're able to do, they don't want to go back.

SPEAKER_04 24:26

Dude, what I see a lot of is people start and then they quit and they get a job, and then at their job they're thinking, if I would have worked this hard when I was my own boss, I would have made like five to ten thousand a week. So they end up quitting their job and coming back and taking it more serious.

SPEAKER_02 24:45

That's what they have to go through. It's like you have to go through certain events for you to have that wisdom, for you to beat those devils that you're talking about. You know what I mean? Like the those little things, and it's like different for everyone because you're you, you're you, I'm me, but we all have different experiences that have shaped the way we look at the world differently. So, what we have to experience in order to open our mind is going to be different, right? So, like understanding that can help you. One is like that helps you understand patterns, and when you can understand the cause of why things are happening, you stop looking at effects, which is counterintuitive, trying to change an effect, an effect, and you can really look at the root cause of one why your agent thinks how they think, or why you yourself think how you think, and then become aware of it so that you can again change how you think.

SPEAKER_04 25:33

Yeah. Now, do you guys what's your guys' morning routines like? Wake up.

SPEAKER_05 25:40

We wake up. We we have like a we have like a it's kind of weird, we have like a pyramid kind of like cycle. So it would be like I call Blaze, Blaze will call Khan, but we all just spam each other till we wake up, obviously. And then we it's hilarious.

SPEAKER_04 25:53

You guys are each of these alarm clocks?

SPEAKER_00 25:55

Most of the time, like the actual alarm clock just somehow is never turned on or like work, so it's just how am I how am I always the last alarm clock?

SPEAKER_02 26:03

I call I end up calling all of them because I call all my agents like at the morning, like in the morning, yeah. I'll call them like and be like, yo, what are we doing? Blah blah blah. Some of them won't answer, so I'll go to the next one. And I'll always end up calling them. And every time, because they got like a trio, and um every time it's like

Morning Routines And Late Night Dialing

SPEAKER_02 26:19

I'll call one of them, one of them is telling me, Yo, yeah, I'm ready, I'm about to leave, and it's already 30 minutes late. You know what I mean? And I'm like, yo, what are we doing here? And then he's like, they tell me, Yo, Alex is Alex is on the way. I call Alex. Alex just got out of bed, he hasn't even left yet.

SPEAKER_00 26:34

Because he's telling me he's on the I'm texting him, yo, you you've left yet. Oh yeah, I'm on the way. Khan's like, oh bro, I'm waiting on Alex.

SPEAKER_02 26:40

I'm like, I'm like, bro, you make you make 20, you make 30 grand a month, just Uber to the office and get there on time.

SPEAKER_00 26:48

Oh, that shit was so funny. Yeah. We've been on nah, we've been back on time. We had like a month where it was like a little bad, but you gotta stay. You gotta stay on time. 7 30 to 10 o'clock is where the real money is. So you guys stay at what time you guys stay till 9 10. I mean, when I first now it's earlier than I used to leave. I just I don't like Hawaii. What are you calling at 10? We're gonna call Washington, Arizona, Nevada. Oh yeah.

SPEAKER_02 27:15

We're in Illinois.

SPEAKER_00 27:16

This is two hours behind.

SPEAKER_04 27:17

This is a good thing. So you guys can call till two in the morning where you're at? Basically, basically. Damn. Do people do that? Oh yeah. Yes. Well, I used to do that. There's cars in the lot of the city.

SPEAKER_02 27:27

I used to stay, I used to stay back and we'd have like late night sessions where we'd all get like energy drinks and like say we'd push back start date to like nine o'clock the next day or ten o'clock, and we'd just stay and just dial.

SPEAKER_00 27:38

And it'll always be like 20k in an hour, like everyone we just all quantumly entangle. That's crazy. Now that how are you guys uh recruiting people to come work with you? Attraction, we post our lives and the money. That's simply all it is right now. I haven't started like a funnel. You've started like a marketing guy and a media team for that, but right now it's all of me. I've just I post every every single commission statement, every single sale, every one of my agent sales. What as in what type bad stuff? Like chargebacks. I explain it to everyone. Maybe that is a real thing. Yo, woke up with a chargeback today. Next day, ha, I got paid 4K though. Paid it off. You should post the chargebacks.

SPEAKER_04 28:28

People will watch that. Yeah, true. Yeah.

SPEAKER_00 28:31

I tell people that.

SPEAKER_04 28:32

You tell people the bad stuff, right?

SPEAKER_00 28:34

Yeah, that's people's first quest. Every single new recruit,

Recruiting Online And Chargebacks Reality

SPEAKER_00 28:37

it's but like when I first started, they never asked about chargebacks. They didn't know what that was until I explained it. Now it's a thing with agents where the first thing they talk about is debt and chargebacks. And then when I talk to this recruit, they're like, no, I talked to a few guys. They told me that chargebacks and debt are like terrifying. Like you're just gonna screw yourself up.

SPEAKER_02 28:53

I love when they talk to me about chargebags. I love it because it's everywhere. It's like, what do you mean chargebags? You're a restaurant, right? You order food, right? You order food supplies so you can make food and serve your people. You order too much food. Okay. 25% of your food goes expired. You throw the food away. Well, that's 25% chargeback on the restaurant's business. There's chargebacks in every single business, right? So it's like, how do you expect to earn the world without having any single other and that too is like explaining that? That's a big reason why our agents do so well. It's because most of these people have every ability to be successful in the industry. It's their leaders that get them to believe it needs to be a certain way, and when it's not, because it's false, it ruins it for them, you know?

SPEAKER_00 29:36

So yeah. Oh, this it scares it definitely scares a lot of people out of the industry thinking that's it.

SPEAKER_05 29:42

100%. It scared me when I first came back.

SPEAKER_00 29:44

No, I could have cared less. It made sense to me. I was because I was always like a little bit more business mind. Like I was always cared to a lot of people, I think should focus business, like I understood numbers business, entrepreneurship. So I was like, that makes sense. If you get paid on something that you shouldn't have gotten paid for, you're gonna have to pay it back.

SPEAKER_04 30:00

This morning, another guy who's uh MMA fighter, he was like, I don't I don't want to build a team because I'm scared of chargebacks, and I was like, Bro, you're an MMA fighter, right? Or are you lying to me? Like you're scared of that's one you're scared of chargebacks. Who cares? Like every business has some sort of risk. But that's gonna be why you stay in your whatever you you don't like doing is because someone said chargebacks are bad.

SPEAKER_02 30:28

Other people's limitations are not yours unless you make them.

SPEAKER_00 30:31

Yeah. Definitely combat sports did change my mentality coming into this, helped me push a lot more. I agree. Anyone who's anyone who's wrestling or fighting and comes into sales, they you have an edge for sure over majority of people because your mental, like every no matter what happens, it ain't as bad as getting kicked in the face or like what you went through training or the amount of time you had to put in there. The struggle's way worse.

SPEAKER_04 30:55

Alright, Santi, out of these two guys, who do you think's gonna hit a million a month first?

SPEAKER_01 31:00

Well, when one of them hits a million a month, the other one's hitting a million a month.

SPEAKER_04 31:04

Outside, but he can't count him.

SPEAKER_01 31:06

Personal production.

SPEAKER_04 31:07

Oh no, he can't count him. Like agency?

SPEAKER_02 31:10

Which one's gonna hit a million a month first? This one's hard.

SPEAKER_05 31:17

Damn. He knows the answer. I know, he knows it's me. Oh, funny.

SPEAKER_01 31:25

Bro, I literally don't know. I don't know.

SPEAKER_04 31:28

Alright, who who's who you think? We're gonna hit it the same exact time. That ain't gonna happen. Bro, when I started, the dude was like, hey man, there's 12 of you in this room, one of you guys will stay in this industry. And I was like, I just want to be that one person. And I think there was two of us in that room that are still in. The other ones quit.

SPEAKER_01 31:49

I've heard Sean say that story.

SPEAKER_00 31:51

When I was young, and it lasts about two weeks.

SPEAKER_04 31:53

When I was young, when I was your age, all my friends that started went and spent all their commissions on clothes and then got chargebacks, and then they were out.

unknown 32:02

Wow.

SPEAKER_04 32:03

Yeah. But like no one was doing what you guys are doing then.

SPEAKER_02 32:08

I guess we we also Stanley is like he was always someone who, like, yeah, I'm gonna spend money, but it's like I'm not gonna be stupid with my business. It's like my if my business needs something, it's going to get my attention, and if I spend money, I'm gonna do it from the perspective of knowing what I have to do in order to be spending that money in the future. Like, if I do this, I have to do this and I'm gonna do it, right? And it works, right? It will work because if you hold yourself accountable to it, it's like it was always something that was like, well, if I feel really good about myself, if I feel if I do things that make me feel like I'm living the life that I dream of, well, then I'm gonna act like the person that's living the life that I dream of and that's in return gonna get me the life. So yeah, I spent a lot of money too when I was starting. That was very stupid with my money, but I don't even regret it because a lot most of the time I never spent money and regretted it. It was never spending in guilt, it was spending and then enjoying it, right? And then using that feeling to go ahead and make more, you know, if that makes sense.

SPEAKER_04 33:05

Alright, so Alex, if I gave you 30 days to make 10 grand, you have zero dollars in your account. What do you do? Lay it out exactly what you would do for a new person.

SPEAKER_05 33:23

If I had 30 days and is like is that saying like I can get another like a quick gig real quick, or it's just strictly life insurance?

SPEAKER_04 33:30

You could do whatever you want, but you're trying to make the 10 grand in life insurance.

SPEAKER_05 33:34

Okay. I would honestly like I'd probably go go on an app called Nextdoor. That's what we used to do. And I would find someone that needs a detail. I mean, I can charge, you can charge good money for a detail then. Details not.

SPEAKER_00 33:48

And I'll get you your license, I'll get you your

A 30 Day Plan To 10K

SPEAKER_00 33:50

you know insurance a few pack of leads.

SPEAKER_04 33:52

Okay, no, I like his answer because like if someone some someone might not be ready to sell and they got nothing and they need to go do a detail. You gotta get some leads or something.

SPEAKER_01 34:00

I mean, okay, so that's gonna find a lead. Okay.

SPEAKER_04 34:02

Okay, and then what would you do? Because that's only like how much you make on a detail.

SPEAKER_05 34:06

Uh it can be up to it depends on obviously the job. It can be like a paint corresponding or something. So I've got the dirtiest whip out there.

SPEAKER_00 34:12

You want to look for the dirtiest ones out there, and then starting to do it.

SPEAKER_05 34:15

On average, you can probably do it like 250.

SPEAKER_04 34:18

Okay, so you get a two now you have 250 bucks, what do you do?

SPEAKER_05 34:22

I'm buying probably you know what, why not? We're buying a hundred pack of leads of whole life leads. That's what we're doing. Okay. And then obviously, I honestly I have a good return rate on them. That's what I run. I've been closing like out of a hundred leads of those, I've been closing like four to five deals. I mean, obviously the AP is not ginormous, but every once in a while you get that three hundred a month in there. And then, you know, average.

SPEAKER_04 34:47

So out of a hundred leads, you're just trying to close three to five deals. Oh, I'm trying to close them all. But you're expecting to close three to five. That's what someone should expect. And you're grinding through them all. Oh yeah. Then what are you gonna do?

SPEAKER_05 35:05

Rinse and repeat? Well, that's something hoping I mean, obviously, I'm gonna get a DOA out of that, so I'm gonna get more money, right? And then um, I guess you just reinvest.

SPEAKER_04 35:17

What if your girlfriend's like, you're a loser, you should get a job.

SPEAKER_00 35:22

Ask her if she has life insurance.

SPEAKER_04 35:26

Yo, your parents covered? They'll like me. Alright, Blaze, you, what's your answer? Same one? Gary, the whole life leads are reliable.

SPEAKER_00 35:36

You buy a hundred pack of those, you're getting you're making three grand minimum. Like you should.

SPEAKER_04 35:40

That's not true because people buy them and they go, these suck every day I hear it.

SPEAKER_00 35:44

I know, that's because that before they bought them. They said this is good this these may not hit. This may not get a lot of them.

SPEAKER_02 35:49

It's only true to you because that's your mental.

SPEAKER_00 35:51

Yeah, see, that's how you if you had I learned that from him. I mean, how you look at it. I used to buy a pack of leads. I mean a lot of the lead vendors I run now, I used to hate and think they were terrible. And the only re A lot of the lead vendors I run now, I used to hate. And the only reason I hated them is because I thought they were terrible. I thought that wasn't gonna close on them. I didn't think I'd make money. The second I switched that and I started running those leads as if just they were the best things ever, confident I'm gonna close on them, knowing that it doesn't make a difference. This is a business, you gotta call numbers. I just started making way more money. It was like guarantee, I'm gonna close this guy. This lady, every also another thing is every lead you look at, there's always that lead you're like, oh, I remember talking to her last week, she was just being a pain in the ass. I really don't want to deal with trying to sell her. Like, you know what I'm talking about. There's always that internal thing, you don't want to talk to this one person. I used to be bad about that. I would just let like leads start stacking up on this pack that I'm like, man, I don't want to fight with this lady. I want it just to be an easy, smooth, clean sell. I really didn't like people like really fighting. I didn't think the business was gonna stick. I like persistency, I care about that. It's how you keep your money. But once I started looking at those leads, every time I did it, I was like, I would feel worse. I would start looking at a pack, I'm like, I remember yesterday I looked at it and I skipped her, and like that just feels stupid. So I started just being like, every time I saw one of those, I'm like, I'm gonna close this lady. The ones that I hate and I don't want to talk to, I'm going to. And then I started closing those people. It'd be like a red lead who wasn't even needed, didn't even need to be red, just pissed me off, didn't want to talk to her. I'm like, man, why am I ignoring that? That's possible money. You break that in your head, you like where you just can't care, they're all the same. Everything's a potential and opportunity to make money. You just go for it and the opportunities come. But the second you limit yourself from receiving these opportunities, they're never gonna come. What do you think most agents are doing wrong? It I think majority of it is a lot mental. I mean, I think that's the most profitable thing. If if you was one thing all life insurance agents could learn at once that would make them more profitable, it's mentality. It's how to how to persevere or how to how to complete your task, do your actions without an emotional connection to like the result.

SPEAKER_05 37:52

Pay that one bad phone call.

SPEAKER_00 37:54

How many people quit on you guys and go, that was a scam, that didn't work. Those guys suck. I've had four, uh not, I've probably had six, seven, eight guys come in under me. I've had four or so guys get actually contracted under me who like didn't even get to sell a policy or make it. Now that a lot of that was because I was in the in a different business after I'd left Sonti with bad leadership above me that wasn't keeping people around. There was no proof of concept, no belief. It was just me trying to pass it on. And clearly, if I was in that position in that situation, I can't pass that belief on either. So these people didn't stay.

SPEAKER_05 38:25

I just started recruiting. I just got one guy, I got one guy under me last month. Um, I always just I wanted to focus on personal production for us and myself, make sure I can, you know, have something I can show them that what I'd I've done.

SPEAKER_00 38:38

And now you have the proof of concept. Like before March, he didn't he don't care to recruit, so he's like, I'm only gonna personal produce, I'm only selling. He just did 60 C in a month.

SPEAKER_04 38:49

I guess, because yeah, you don't have to recruit anybody. I didn't want to recruit anybody, which is funny looking back, but I was like, dude, I just want to go sell and try to make a couple hundred K. That's how I was at the start. Yeah, I'm not rushing yet.

SPEAKER_00 39:03

I mean, I've been in it for a year and I only have four or five guys. We're about to be at 100k a month. I know that when I'm ready to and when I want it to happen, when it needs to happen, it's gonna come. As you say, things that fall into place, they come when they need to happen. In the next few months, there's gonna be I'm gonna that flips on a switch. I'll be like, all right, five to ten guys right now blow up, but I'm not ready for five, ten guys all in one month right now and keep mastering, getting him making sure he's the best possible person of himself and keeping me the best personal version of myself. Same with other three, four guys making sure they're all getting paid. I don't want to recruit a single other person direct to me right now until my other four guys are getting paid guaranteed 10k a month each every month, no matter what.

SPEAKER_04 39:39

Yeah. 100%. Alright. Um Santi, you want to give them like let's do a little a little game here.

SPEAKER_01 39:49

Okay.

SPEAKER_04 39:49

You're gonna give them an objection and we're gonna vote on who handles it better. Who are you going with first?

SPEAKER_02 40:05

I gotta talk to my wife.

SPEAKER_00 40:08

Yeah, brother, this is actually a family plan. I wanted to talk to both of you guys together. When is she gonna be around so we can sit down? Okay, she's gonna be around later tonight. Perfect. So, what we're gonna do now is make sure that you are actually medically approved for this plan so that we know you qualify for the coverage. I don't want to sit down with you and your wife later, and we realize this plan doesn't even make sense for

Objection Handling On The Spot

SPEAKER_00 40:28

you, or that you can't get it, brother. We need to know what actually makes sense. I mean, I know your wife, your wife does not want to sit and waste her time talking to me about insurance, and you can't even get the coverage, brother. So you're pushing into the application. Yeah, I'm gonna get them approved. I mean, it doesn't make sense. How are you gonna go talk to your wife or sit down with me later for something? You don't even know you can get them.

SPEAKER_04 40:46

So you get him approved and then will you you'll talk to the wife later?

SPEAKER_00 40:48

Oh no, I would get them approved and I'd be like, well, brother, we're gonna sit down and talk to the wife about the policy, but right now we're gonna attach the billing so that the payment comes out in a week or two. And you're covered. Yeah, I'm gonna tell them that later though. I'm gonna wait, I'm gonna I'm not gonna try and finesse. I'm not gonna ease them. You're being straightforward, but you're easing them in. I'm just playing, I keep my opinion on sales is if you have a deck of cards, you play your cards as a tool. I use this card that I'm gonna get medically approved now because I had to. If he didn't say he was talking to his wife, I wouldn't have told him about the medical approval until I got to social on the application. But you I because a lot of there's certain clients where I will make them aware of things way ahead of time because I think they're like tweak out, they're not worth they're worried about it, but most people trust me early. So if they tell me that, I'm gonna get them onto the phone later to talk to the wife about the plan we already set up, which they're probably not even gonna want to do after I finish it with him. It's all smoke screens. He doesn't want to talk to his wife. But he'll talk, I can talk to his wife later if he wants me to show him the policy now that I've actually gotten him it.

SPEAKER_04 41:42

Alright, same one for him.

SPEAKER_02 41:46

I gotta talk to my wife.

SPEAKER_05 41:49

So we kind of run it the same way. It's like I taught him. It don't matter. It don't matter. I taught him. Let's hear it, let's hear it.

SPEAKER_02 41:55

You gotta talk to my wife.

SPEAKER_05 41:57

You gotta talk to your wife. I got you, man. That makes sense. You know, obviously, is this something that, you know, obviously you want to get no matter what, where your wife's decision is yes or no? Let me ask you that.

SPEAKER_02 42:07

Yeah, I mean, I just gotta pick, I just gotta, you know, see what option is gonna make the most important thing.

SPEAKER_05 42:13

Gotcha. Is it what is it that you need exactly versus what you want? Is it to cover the burial or is it to leave money behind to your wife?

SPEAKER_02 42:21

Well, you know, all of the above, but I gotta like I need the coverage. I just need to talk to her, you know.

SPEAKER_05 42:27

Gotcha. Is your is your wife the one that covers all the financial decisions, or you guys do that together?

SPEAKER_02 42:34

She I mean we do it together, yeah.

SPEAKER_05 42:36

Gotcha. When what makes the most sense to you? Is it making sure you're protecting that money gets left behind to your wife?

SPEAKER_01 42:44

Or yeah, you're correct to play as on that one.

SPEAKER_00 42:48

Oh yeah, correct. Well, he re I he does run out of objections.

SPEAKER_04 42:54

He's he could Alright, you're gonna go first this time then. Alright, give him another one.

SPEAKER_02 42:58

Okay, okay.

SPEAKER_04 43:03

Should we have Chad GPT give him these objections? Yeah. Yeah, that would give us another one.

SPEAKER_02 43:10

I'm just classic. This is a classic one. Yeah, Alex, you know I like what you're saying, but I I really just have to like think about it, you know, just sit on it, think about it.

SPEAKER_05 43:19

You gotta think about it? Yeah. I got you, man. What is it that you really are, you know, is holding you back? You know, um Is it a financial decision or is it just doesn't make sense for you?

SPEAKER_02 43:28

I I have the money. You have the money? Yeah, what is it?

SPEAKER_05 43:31

Do you already have something that in place that covers you?

SPEAKER_02 43:33

Yeah, like I have something in place already. Like I'm not, you know.

SPEAKER_05 43:36

Gotcha. Is it enough to make sure you're fully, you know, covered for your burial? I'm assuming that's what you're looking for, correct? Ten thousand, yeah. So God forbid you do pass away tomorrow. How are you gonna come up with that other five to ten thousand? And is that sitting in your account?

SPEAKER_02 43:52

No.

SPEAKER_05 43:52

Gotcha, man. So what we're gonna do here is we're gonna see, you know, we're gonna get you medically approved first, figure out which option makes the best sense for you, whether it's

SPEAKER_01 44:04

Great.

SPEAKER_05 44:04

Alright, perfect. You ready? I'm not good at this stuff, by the way, on the spot.

SPEAKER_02 44:18

Alright. Blaze, you know, man, I I like what you're saying, but I really do have to think about it, you know?

SPEAKER_00 44:23

Well, of course, brother. I mean, we're not gonna push anything fast. I know you don't like just getting pushed through things. This isn't a sale. We want to make sure this is a plan that's reliable, it's gonna protect your family long term. Now, obviously, I don't want you to go thinking about nothing yet because we don't know what you can actually get. I mean, you said you're healthy, right?

SPEAKER_02 44:39

Yeah.

SPEAKER_00 44:39

I mean, so you should be good through most carriers. Are you taking any prescriptions?

SPEAKER_02 44:43

No. Blood pressure. Nothing.

SPEAKER_00 44:46

Any major conditions in the last 10 years?

SPEAKER_02 44:48

No, I literally just have blood pressure.

SPEAKER_00 44:52

I mean, obviously you're in pretty good condition. However, these companies are really strict, but a lot of times little prescriptions, little conditions may hit something in the underwriting. So I want to figure out which company's actually gonna take you. So obviously we know what the cheapest price we can get you is. Because right now we don't know what you can think about. We don't know what price, what company, we don't know anything. So we're gonna figure out what makes sense price-wise, underwriting wise, get you approved for it. Then later on we can talk, we'll figure out everything once you get the paperwork, okay? After you've made the first payment and this policy is actually issued. Does that make sense?

SPEAKER_02 45:22

Yeah.

SPEAKER_00 45:24

Good. What's your social?

SPEAKER_04 45:26

Yeah. Who do you got on that one? Well, who do you got? I want to know what you think. Well, you told me first. I'm gonna go with Blaze.

SPEAKER_02 45:33

You think Blaze? I low-key kind of forgot what you said.

SPEAKER_04 45:37

I forgot. Well, this is the thing.

SPEAKER_02 45:39

Dude, you have a less bias thing.

SPEAKER_04 45:42

I always did the same. I I think one thing I don't like is you can't go too far into let's just get you approved. Yeah, no, I think you get a bunch of things. I was like getting nervous right there. Yeah, you can't do that.

SPEAKER_03 45:54

Yeah.

SPEAKER_04 45:55

But like what I matured into was, hey, we're gonna get you approved and covered for like maybe the lower one, and then that way you're covered, and then we can change it. You can talk to your wife, we'll raise it, lower it, do whatever we have to do. But I I I go, Blaze, you don't drive around with no car insurance, like and and you could if you wake up tomorrow and you have your heart is beating weird and you go to the doctor's and something's wrong, you might not qualify for this. So we want to get your foot in the door and we want to get you something. So it's gonna take a few minutes. I just need your your date of birth and your social. But like people have to stop selling with we're just gonna get you approved, and they have to close it properly.

SPEAKER_02 46:42

One one thing, because in that there's two scenarios. Either I could be telling you I need to think about it right in the intro, but usually, um, like how we go about it, like exactly how you said, we'll explain is A, B, and C option, right? A, B, and C, C is the lowest, B is the middle, A is like highest amount of coverage. Now, before I explain A, B, and C, what we'll do is we'll go ahead and say, hey man, I just want to let you know before I go over A, B, and C, these plans all have the same, because I talk about the benefits of the whole life plan before, they have the same benefits that I went over, they're just different coverage levels. Just so you know, once you're approved, you're approved for all of them. So you don't have to go all you know crazy off the bat. A option, you can always start at a C option, increase later with the B option. I go over the three, and then I hone down on that point when they try to tell me they need to think about it. But the whole point is we don't know if you're approved. Let's go ahead. The C option isn't gonna take food off your plate, right? No, it's not. The 10,000 is good. Okay, we'll get you approved for the 10,000. You get the 10,000 in place. We can talk about with your wife whether or not you guys want to get more coverage, and then we sell the lower policy and go up.

SPEAKER_04 47:47

The other thing is like, bro, won't your wife be happy if you just told her like that you're covered? Like, she'll be like, What'd you do for me?

SPEAKER_00 47:54

And you might have a really good night. Also, a lot of times I'll I'll say that I don't end up submitting if there's someone doesn't if they like finesse through thinking they're getting approved, and that's how I get the sale. When I first started, I would do that for my first month, and then I did get a few chargebacks, realized not to. So now it's more like a tool. I'll use that to get into the app. Yeah, but you're closing it properly, right? You're you're just once you later on, I'm fully I'm getting them approved and stuff. So now I have their social ideas. And once they're approved, you're closing it down. Now I'm like, all right, brother, now we're gonna go over the prices they actually approved you for and figure out when that first payment's gonna come out. I'll make sure they know all right, in the next nine to twelve months, there's no reason you wouldn't be able to financially afford this plan, right? I'll make sure that's all locked down and stuff. But to get into it, half the time with those people, it's just way easier to get rid of the smoke screen. Like, brother, we gotta make sure you can even I don't even know if you can get this, brother. What are you gonna think about?

SPEAKER_04 48:43

Okay, so check this out. I uh I'm selling like eight, nine years in, and I'm going on a lot of appointments. And this dude told me that when someone says, Can I think about it? He says, No. Okay. I'm like, that's it? You say no? He goes, No, you can't, because I have like 35 people I talk to a week. So right now, what we need is the one you think you like the most, and we can always change it. Which one are you leaning towards? Bro, so I started I started doing it, and it works. It was working every single time. It was just one of those weird things where it's like, bro, no, you can't think about it because I don't have time. And then you can tie it up with, and what if something happens? And like, dude, freaky stuff happens, bro. Like you could wake up and go to the doctors and you don't qualify anymore.

SPEAKER_05 49:38

Yeah, and honestly, I'm being honest, is you know, the way to go sometimes. I just straight up tell my clients sometimes if I'm not able to help you out, we can fully disregard this phone call. I will not ever call you again. Because that's most of the time, most people are don't want to talk to you because they get called 20, 30 times a week. They just want to look for that one person that's genuinely trying to help them out.

SPEAKER_02 49:57

Like you said, like the reason that works so well, you know, it's because you're holding yourself as way more valuable. It's like people don't hold themselves as valuable, so on the phones they don't seem valuable, but it's like what you're doing right there is like, hey, brother, my time is important. Like this ain't all like this isn't not like you you get to do whatever you want. I explain this to you. Like, I get paid commission. This is my like I you gotta pick one, you know.

SPEAKER_04 50:21

Hey, do you want to get we talked to we talked about surgery? Do you want to get surgery from the dude that's available every single day 24-7? Or do you want the dude that's like you can't get a you can't get in with them for like four weeks?

SPEAKER_00 50:35

Which one? That's all I'll do. Even clients on like I see so many people lose deals because they forget to get their clients to cancel something old if they like save the money or something. And it's so easy. Like, I don't have to I don't actually call my clients to help them cancel it, but I convince them to like and get them so so worked up about canceling it. But I'm like, I'm so busy tomorrow that I can't, but you you need to make sure you do. Sometimes the company's busy. If you really need help in a few days, I can help you get on the phone with them, but you you gotta call the company as soon as possible. You used to have a lot of deals like fall off because of that shit, they wouldn't cancel it.

SPEAKER_05 51:07

Yeah, I've had a lot of deals fall off then.

SPEAKER_04 51:08

Alright, so I got a question. This was asked to me when I was your age, okay? How do you get people to respect you being how young you are and trust you to help them with their insurance?

SPEAKER_02 51:21

You can't get people to do anything, all you can do is control yourself. So if you respect yourself, then you'll come off in a way that's going to increase the probability of you getting on the same level. You can never get any, like if I'm attached to like think about whenever you really care about getting somebody to understand something, you can never get them to understand something because you're so emotionally connected to getting them to understand. Like you want your parent to understand this, but they don't, you're crashing, like we put this, this, this, it's like a perfect example of me and him when he started.

SPEAKER_00 51:52

I used to be so emotionally connected

Earning Trust When You Are Young

SPEAKER_00 51:54

to you buying leads, you selling more you doing this. That's why you wouldn't do it.

SPEAKER_02 51:57

Exactly. You by intensifying by raising the emotional significance, you push the thing away, right? So, um, but understanding that was like the point I was trying to make.

SPEAKER_04 52:12

All right, what do you mind? What do you say? Like repeat the question. What's the answer? Why do people trust you even though you're young and you it seems like you don't know what the hell you're doing because you just graduated high school?

SPEAKER_00 52:23

I'll put it a different way he did, because I trust myself. I know that I'm the best. I know that I'm genuinely putting them in the best possible. I have so much conviction. I just do I have that conviction. What about when you were new day one? Day one, I had that day one. What did I the day before I got contracted? I walked up to Santi, Griffin, and Phoenix. I go, yo, I'm closing three deals my first day. I close three deals the next day. 6.5k, my first day. That's literally I was I just had the conviction. Okay, so you're a freak. I just moved. You're not normal.

SPEAKER_05 52:52

No, I was what about you? The same question? Yeah. Uh typically. Which is good, by the way. He did the same thing. So I mean, typically, I mean if they're not trusting me on the phone, I guess at a certain point where I'm No, how did you how do you get people to trust you being 18 years old? Okay, uh I'm typically, typically I'm pretty professional on the phone. I send them my presidential, so I send them my business card, I send them all the information.

SPEAKER_04 53:14

Your licensing. Yeah, you're license.

SPEAKER_05 53:16

So they're I'm sending them my business card. They see that. I mean, they see my face, face, you know, face to face, they see my face, technically. They can see my face. And then obviously, if they don't trust me from there, I'm going to the next number. All right, do you act like you've been doing this for 20 years, or do you say like I tell them exactly when I started? I say I graduated high school class of 2025. Blah blah blah. No, literally, and they just start they love you.

SPEAKER_00 53:41

They love me 10 times more.

SPEAKER_04 53:42

That's what I tried to tell people when I was young. I was like, dude, being young is an advantage, it's not a disadvantage. They want to help you because they're like, oh, this kid's working hard. Why wouldn't I want to help them? Why do they want to help the dude who's already made it? I don't think I've ever had anyone like that.

SPEAKER_02 53:56

I had a like, think about it like this, because we have a lot of fat, like we have a lot of people who sell IULs. Like, you've sold so like you're more whole life, but you've sold some fat IULs, you know what I mean? And it's like the reason we do it, one, it's like we'll FaceTime our clients, but like, say we're calling truckers, bro. I could you not like I FaceTime my truckers, and I genuinely, and like this is where we'd be smacking ten thousand dollar deals. No, yeah. Like, genuinely, I just am myself. Like, okay, I built a business. This dude is running his own business, trucker, he's owner operator, whether he's contracting with the company. Like, let me just be myself because I've built a business, like, and he's a business owner himself. You know what I mean? So, like, let me just be me. And I genuinely would like, I was 20 years old, I would just be me. Like, I genuinely just have conversation with them, and they'd be like, Well, they're growing a business. We'd align our thought, like, we'd think alike. So it was like they would just want to work with me. And it was like, yo, this dude's young, very educated. It was like, it almost made them respect me more because they knew what I was saying was true, and they could tell that I'd like been through it, you know, because it's like you can't fake that. Exactly. And they just like would go, they just want to work with us.

SPEAKER_00 55:05

90% of my clients, I'll hit them always with it when I tell them I'm younger. If they ask me, I'm always every single time. I'm like, yeah, do you have any tips for me on life? You got a lot more life ahead of me. Give me advice. And they love that.

SPEAKER_04 55:16

Still, they love it, especially when they made it to like 80 and they're like doing good or marriage too.

SPEAKER_00 55:22

If they're married, or if they say, I got I just got divorced or I've had four wives. I'm like, give me some tips, brother. I'm like, give me some. They love it. The vets are very naughty. Or be like, how do you know you found the right girl? Yeah, I'll be like, man, I I I'll I'll make up a story. I was like, man, I'm I have a fiance right now, I just don't know. I don't know if I'm I don't know if I'm the right slate. What do you think? And they'll just talk to you, dude. I won't even make it up.

SPEAKER_02 55:43

I'll genuinely like ask, like, I would genuinely make it. You need to make it up, dude. Sometimes it's not necessary.

SPEAKER_00 55:49

Sometimes not.

SPEAKER_02 55:50

I'll talk about like like I'll genuinely start like I'll talk about a dude who was married. He was married for like he was a vet, he was 90 years old. Like, could you not? He sounded like he was 60, like the most consciously. I couldn't even sell him life insurance, like dead ass. I was gonna get referrals, I was gonna get like an IUL where his kid was the insured.

SPEAKER_04 56:06

Um and I got this video, and the dude's a hundred, okay. And I go, what's this? How do you live so long? And like you're still guilty. And he's like, You don't run with other man's women. And then he's like, Because they'll come for you. And he's and then he said something else funny, and he's like, dude, dude, I'll show you when we hang up. I'm not gonna play it on here, but it is hilarious, bro.

SPEAKER_00 56:33

I've had some former liners from clients, dude. They're hilarious. You'll meet some of the best people on the phone. That's the best part about this job, is like you never know who you're gonna get.

SPEAKER_02 56:42

I have clients who follow me on Instagram, and like I'll talk to them every once in a while. Oh, I got like 10 minutes. Like they'll FaceTime me, just like all right.

SPEAKER_04 56:50

Check this out. So, this is a good topic because I think what you guys are saying is you're just being yourself. It doesn't matter how old you are. Yeah, but the more knowledgeable you sound, the more people trust you. And the more you do it, the more knowledgeable you'll sound because you'd be like, Oh, you're taking that medication? I know what that is. And you're like, Oh, this dude knows what's up, right? That happens. You start naming off their medications before they even tell you. Yeah, diabetes, methamphetamine. Diabetes, methmond. So if you if you if you do that over time, you have more credibility because you know what you're talking about. But we used to always do this training. Stop acting like you've been doing this for 10 years, just tell them it's your first day. They like that. If you do something wrong, own it. They like that. If you forget to call them back, own it. They like they like the honesty, right? But this dude, I just thought of this. This dude used to work with us, and he could only sell policies if he spoke in a British accent. So I haven't talked to him in like, I don't know, nine years or something. Me and my wife always thought he was so funny, so we had like a few glasses of wine, and we were like, dude, let's let's uh hit him up and see if he'll do his phone script for us via text. So I text him, hold on, let me read this. I put, yo, can you do me a huge favor? He put no. He knows by the way. And I put, can you send me that phone script of you speaking with an English

The British Accent Booking Script

SPEAKER_04 58:30

accent? Okay. And he put, uh I did all kinds of voices when dialing to book appointments, and I and I put, send me the English one. He said, Okay, why? I put, dude, just do it. So let me play this to you, dude. Listen to why, listen to this.

SPEAKER_06 58:51

Hello, this is Rodney from the Mortgage Protection Center. Calling about a form you filled out in the mail.

SPEAKER_05 58:59

I thought it was AI at first. That's impressive. Listen, listen.

SPEAKER_06 59:06

Yes, you see, I'm booking appointments in your area this week. Which would be better for you, Tuesday or Thursday? Did you say Tuesdays are best? Morning or evening? I'm sorry, my evening's all booked up. It'll have to be in the morning. How about 10 o'clock? Very good. I'll see you then.

SPEAKER_00 59:32

How good is that? That's impressive. That's impressive. I'll tell him with a southern accent. I live in Alabama, so I'll just you give me a southern accent. I'll be like, oh, you know my grandfather? He owned a restaurant down there for like 40 years. I'll just chop it up with him about Bama.

SPEAKER_04 59:44

Like family. All right. And do you care where you're buying leads? Is there good spots? Is there bad spots? I've only bought leads at two spots.

SPEAKER_00 59:52

Obviously, there's one, some that are good, some that are a little bit better. At the end of the day, leads are leads. The more you work, the better mood you're in, the more intention you have, the more money you're gonna make. If you let that affect every little action, like I've seen so many people that are like very good at selling not make money simply because that's all they're stressed about. And I've put myself in that boat a lot of times. But you just gotta let go. Like if it gets to the point, if you notice that you're you're starting to think about it, it's been a few minutes, you're like, oh, this pack, do I buy here, do I buy here? That's when you know you just need to stop and just pick one and just go with it. That's what I just forget about it.

SPEAKER_05 1:00:26

Because I couldn't, I couldn't even buy a seven dollar lead. I was like, I was like, oh my gosh, it's seven dollars out right there.

SPEAKER_02 1:00:32

This is how I look at it, right? So it's like you can have the systems, the like, and I look at it as like say football, right? You got the the playbook that has all the plays, right? And then you got the players, yeah, right? You can have the most amazing book of plays and decent players, and they'll run and still win because they have you know good plays, but you give that same book to players who are insanely good, then they're gonna go ahead and take it to the moon. It's the same way. If you create an individual who's insanely good at running anything, right, then well, the leads are just gonna be a benefit. You have a good lead, you just maximize how much opportunity you're creating. If you have bad ones, you're still creating just as much opportunity because you know what you have to do to make the play. Right? So that's the analogy I use.

SPEAKER_04 1:01:21

Love it. Alright, if someone wants to work with you guys, who are you guys looking for? People who believe in themselves. What if they don't yet though?

SPEAKER_02 1:01:35

People want to change their lives and who genuinely look outside and aren't happy with the situation they're in. If you're dissatisfied with the life you're living and want to better yourself and better the life that you're living, then definitely hit us up because at the end of the day you might not believe in yourself yet, but you still have the drive and the desire to do something more, and you have the openness of changing. Okay. I don't like people who want to change their life, who are dissatisfied with their life, but satisfied with themselves. It doesn't make sense. So if you genuinely know and

Who They Want And How To Join

SPEAKER_02 1:02:08

want to grow and want to become better, just as every single one of us are doing every single day, um, hit us up, bro, because it's it's just about being open to grow. You don't have to have belief, you just have to be open to believing in yourself. Yeah, you put yourself in the uncomfortable.

SPEAKER_00 1:02:20

You say that a lot and it's an eye-opener. You can't be satisfied with yourself and dissatisfied with your life.

SPEAKER_02 1:02:27

100%, because you are your life.

SPEAKER_04 1:02:29

I like seeing the people though that are real low come come make a comeback. I like the underdog story. And this is like the industry for underdogs, dude. 100%. Oh yeah. You've seen there's some crazy come-ups happen in this industry. Yeah, it is. That's that's that's my favorite thing about it. So you could be, you don't need millions of dollars to start. You could start, you could get a hundred dollar lead pack and make a sale, and you're in business. And you turn that into a lot of people that's from zero to bank account.

SPEAKER_02 1:02:58

You can have a phone with 300 family friends, and right there is the start of your business.

SPEAKER_04 1:03:04

You just gotta be smart once you get the money.

SPEAKER_02 1:03:06

Yeah.

SPEAKER_04 1:03:08

Like you can't burn it all, and then you got nothing against it.

SPEAKER_02 1:03:10

Well, it's gotta keep yeah, it's gotta keep pushing towards momentum and opportunity because like you can sell all your friends and then use the money, and then what is it? Nothing.

SPEAKER_04 1:03:18

Yeah. Alright, boys. Uh congratulations, but don't be a one-hit wonder. We won't. We'll be back. A one-hit wonder is you come in here and talk a bunch of crap about how good you are, you're 18 years old, and then we don't ever see you again because we came in here to talk about how good you guys can be.

SPEAKER_02 1:03:38

Not how good we are. We're the same as everybody else watching this. We have just been through it and done it and are doing it actively. No change in who everybody is watching this.

SPEAKER_04 1:03:49

So And it's not, it's gonna get tough. You guys know that, right? Yeah, some crazy sh I don't know what it is, but some crazy shit's gonna happen. And you're gonna be like, fuck, do I wanna do this anymore? Right?

SPEAKER_02 1:04:01

Thousand percent.

SPEAKER_04 1:04:02

And then you keep going, you stay put, you put the time in, and then you're like, damn, look what I've done. But we got we have a goal as an agency to do a billion dollars. We did 40 47.3 million last month. So we're on a run rate to do like 500-ish.

SPEAKER_00 1:04:22

We'll be a monthly million of that soon enough.

SPEAKER_04 1:04:25

Yeah, but we need your help though. We one, we need it, we need to help a lot of we need to help a lot more people because we only had like 4,800 writers as a company. There's a lot of people out there that need they're looking for something, they're looking to be a part of something. You guys are doing a good job of that, but we have a lot of work to do. Oh, yeah.

SPEAKER_01 1:04:42

Thousand percent.

SPEAKER_04 1:04:44

So, anyways, thank you guys. If you're watching this, hit these guys up. And uh, if you hey you can move to Illinois and work out of their

Big Agency Vision And Closing

SPEAKER_04 1:04:53

office, can they do you guys take virtual agents?

SPEAKER_02 1:04:55

No, we don't, but we are more than happy to relocate you if you're in the position where you're open to relocating. We will relocate you like this, we'll make a plan set in place for you to get out here, be able to learn. Um and you won't want to leave.

SPEAKER_04 1:05:09

Bro, you guys are the only team that does not do virtual. Which I I mean, I respect it.

SPEAKER_00 1:05:15

My I I I'm like open to having a guy virtual for like a month so we can relocate, but not keeping anyone virtual.

SPEAKER_02 1:05:22

Or keeping getting someone in here for two weeks and then making it my responsibility to get them paid because no one ever.

SPEAKER_04 1:05:28

Now, what if I said I'll move there for a month and learn everything and then I want to move back to I'll take it.

SPEAKER_02 1:05:32

Bang, I'll take it because that's that's what you you don't know what I know. Like I've been there. You're saying you ain't going home.

SPEAKER_04 1:05:39

You know what I mean?

SPEAKER_02 1:05:40

It's like I've been there, so it's like yeah, you don't know what I know. I'm not gonna sit here trying to convince you, I'm gonna just let you come and let you live it.

SPEAKER_04 1:05:46

So I need to come see this place. Oh, you do, it'd be awesome. Because I was impressed with the I like the little one you had before. Like the paint was falling off the walls, the screen. Oh my to 1770.

SPEAKER_05 1:06:00

We're missing that wasn't even part of that.

SPEAKER_04 1:06:02

I loved that one. So I'm definitely gonna like this one.

SPEAKER_01 1:06:05

This one is it's beautiful.

SPEAKER_04 1:06:07

Yeah.

SPEAKER_01 1:06:07

It's beautiful.

SPEAKER_04 1:06:08

All right, boys. Thank you for coming in. Thank you everybody for joining us.

SPEAKER_01 1:06:11

Appreciate it.