FFL USA
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FFL USA
How These Ladies Make Over $400K/Year Before 25 (Ep. 268)
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Two of the youngest top producers we’ve had on the mic join us from the Wolfpack world: Kayla Haynes and Alejandra Macias. They’ve each crossed massive personal production numbers in life insurance sales, and they did it without a perfect resume, a perfect start, or a “sales personality.” What they do have is a standard for activity, a ruthless relationship with accountability, and a willingness to be the underdog until the scoreboard changes.
We get specific about what actually creates big months: dialing blocks, long days, leading from the front, and building a replicable system that makes new agents dangerous fast. Kayla shares how hardship and being a young woman of color became fuel instead of a label. Alejandra breaks down what it feels like to make almost no money early on, then finally get out of her own way and stack momentum. If you care about insurance agency building, sales mindset, recruiting, and personal development, this is a blueprint you can steal.
We also go straight at the stuff people whisper about: chargebacks, bad lead packs, and persistency. You’ll hear how they think about “lead flow equals cash flow,” why higher-intent leads matter, how to stop being “wimpy” when a week goes sideways, and what to say when someone calls the business a scam. We close with recruiting red flags, culture, burnout, rejection, and why boring consistency beats hype every time.
If you got value, subscribe, share this with someone who needs a real shot, and leave a review so more people can find it. What part of their routine or mindset are you going to apply first?
*****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.
Hello, everybody. Welcome back to our podcast. Today we have some. I'm really excited. We have two young women that have done over 400,000 in personal sales each. One of them's 21 years old.
SPEAKER_0422.
SPEAKER_0522, and one of them's 24 years old. Uh, these young ladies have done some amazing things, and we're gonna learn about how they started, what they're doing, how they're building their team. And one of them's claiming that they're gonna do 10 million in team sales this year. So if you guys can please help me welcome Kayla Haynes. All right, Kayla, you what's your biggest month and what's your biggest year?
SPEAKER_04Um, so last year, personal production, I did 400 and I think 20,000. And then team, we finished off at about 3.5 mil rookie year.
SPEAKER_05And that was your first year ever?
SPEAKER_04Yes.
SPEAKER_05What did you do before that?
SPEAKER_04I was actually in college. Uh I was in college for law, and then I was working at Buffalo Wild Wings, babysitting, and working at Foot Locker.
SPEAKER_05Wow, that's amazing. And then if you can also help me welcome Alejandra Macias. How old are you?
SPEAKER_01I'm 24.
SPEAKER_05What's your biggest year?
SPEAKER_01Uh personal production 596.
SPEAKER_05596. Yes. What did you do before?
SPEAKER_01Um, before this, I was a college dropout. Um, I was just, you know, I just I was just figuring out what to do. I was working, you know, little side jobs, whereas working at like McDonald's and like um TJ Maxx at one point as well. And then came across this and I just never looked back.
Kayla’s Underdog Origin Story
SPEAKER_05I love it. All right. So to start, I want to start with uh your guys' backgrounds. What did you do before this? Do you feel like you were an underdog when it came to being successful in business? And how did you find life insurance? We'll start with Kayla.
SPEAKER_04Yeah, so before this, I like I said, I was in school. I was in college for law and I was working three jobs. And I knew for a fact I wanted to do something that was going to be stable longevity, but also make me a lot of money and get that financial freedom. Um, when I first started, I started in the business about a year and four months ago. I wasn't initially under Stanley. I was actually under RAF, but I got switched to Stanley about, I say a year in the business. Um and from the jump, I actually dropped out of school on a whim, went down to Texas for three months, became a top producer, and started, and then came back to Illinois, and that's when I started voting my agency. But even then, I've always felt like I was an underdog, especially because I am a woman and I am a woman of color, a young woman as well. So I always have felt like an underdog. Like many people, like they saw me and they just were like, eh, she's not gonna do anything. And I actually took it, I took, I took it and I ran with it. I saw it as power. Um, so I think that was the biggest move there. And then after I came back from Texas, I just blew up in the agency.
SPEAKER_05So can you pull that mic a little bit closer to you?
SPEAKER_04Oh, yeah.
SPEAKER_05All right, and then what about growing up? Did you grow up with money? Do you have siblings? Are your parents married?
SPEAKER_04Yeah, so my parents are married. I grew up with six siblings, the youngest of seven. Let's go. Yeah, we grew up with money up until the age of about 12. After that, we were house to house, homeless shelters, living in cars. Why? My dad became really ill, and then he lost his job, and then my mom was like kind of just fending for the whole family at that point. So yeah, but I'd say I I'm very happy it happened because it's taught me like resilience and strength. It's taught me to stay grounded even through the hard times, and I think that's where that mindset even came from.
SPEAKER_05So you guys went to her, did that motivate you to want to do this?
SPEAKER_04Yes, 110%. Because it was like, I'm the youngest of seven. How I see it is like I'm the last Pokemon card to really make it happen for my family and really like make that change happen. And I want to retire my parents and retire a lot of my family. So I knew I had to give this my all. Like this, this was plan A. There was no plan B.
SPEAKER_05My my kids love Pokemon cards. Drew, do you have any old Pokemon cards? I bet you do, dude.
SPEAKER_00I have some, but they're not the ones that I originally had. But yeah, I was really into it.
SPEAKER_05Dude, some of those things are worth some money, bro.
SPEAKER_00Yeah.
SPEAKER_05All right. I love that though. The last Pokemon card, you want to change your family's history. You obviously have a chip on your shoulder, um, went through some hard stuff, using it as fuel, and also being there was a guy in here yesterday. He went to jail. He had four kids. He didn't he got mixed up in raising money for someone who ended up taking all the money. So he ended up going to jail, and he said in jail he was reframing all the things that happened to him in his life to try to use it for good. And what you're doing right now is you're reframing like this bad situation and making it something good, which is awesome. That's cool. How's your family now?
SPEAKER_04They're doing great, they're doing great. Um, when I had left from left from Illinois, I had made myself a promise. And I was like, because I was living in like a two-bedroom apartment with six people. I had left and I was like, okay, when I come back, I'm going to move my family out of here. So when I came back from Texas, I moved everyone out. They're doing great now.
SPEAKER_05And then how did you get recruited into life insurance?
SPEAKER_04Um, one of one of my friends, she was talking to this guy named Raf. And then from there, that's how I got recruited. He was living in this penthouse. I was like, okay, like what are you doing that I'm not doing? And then from there, I just went full on in.
SPEAKER_05Okay, so you saw the penthouse and you're like, oh, there's some money to be made.
SPEAKER_04Yes.
SPEAKER_05What if he didn't have a penthouse?
SPEAKER_04Even if he didn't have the penthouse, if he would have told me about the opportunity, I never take, I never turned down opportunities. You know, I'm not saying I would have just jumped at it, but I'm saying like there was proof in the pudding. Um, even the way like he was talking to me about like his belief and like just the vision of the life insurance industry overall. I was like, I know there's something there. So I I mean the penthouse was definitely something that motivated me, but I do think even if he would have like told me, I think I would have jumped at it.
SPEAKER_05I always ask because I've never um recruited with any type of uh monetary monetary like thing other than telling people you can make good money. But I've never used a car, I've never used a house, I've never used nothing. Maybe freedom I've used, like hey, I can do whatever I want. Um, but it's interesting how that gets people's attention.
SPEAKER_04Yeah.
Alejandra’s Slow Start Breakthrough
SPEAKER_05Like all right. Well, congratulations on your success so far. Thank you. Um, Alejandro, what about you? What's your background? Family growing up. How did you find life insurance?
SPEAKER_01So, my background, um, my parents are still together. Um, you know, they support me, you know, throughout the way. My mom, my dad. Um, when I first started, I'm not gonna lie, they were um a little bit like pissed. Yeah, a little bit pissed. They were mostly pissed at my brother. Um, because he like moved out like right up, like right up right away, like right when he found the opportunity. Um but yes, they're still together. And um basically before I got into life insurance, I will I was a college dropout, had no idea what I was doing with my life. Um, I was like, I knew I wanted to make money, but I didn't know how. So I was um, you know, before college, I was working at like McDonald's and then like TJ Maxx, all these other retail stores. And then when I got into college, I just went into college because I didn't know what to do. And then I started like doing e-commerce, dropshipping, just started doing these little side hustles, and they didn't work out, so I just, you know, let them go. And then um, once I saw like my brother, you know, he Alex Masias, that's my upline. Um, he went into the life insurance industry and he got recruited by Stanley. So I saw I saw him one day, he came into he came to the house, and he was like, Oh, I just made$2,000 today. And I was like, No way, like, like, what are you doing? And he's like, Oh, I'm selling life insurance. And I was just like, You have to recruit me, like, what are you doing? Like, I want to make money. And then he was like, Okay, so he sent me the course and everything. Um, I got license and everything in like four days, took the webinar, everything. Um, and then after that, um, started in the Naperville office right around March. I think it was like March 1st when I started. Um, it was only a couple people, it was like I'd say like maybe like eight people, nine people. That's when Stanley was first starting off the Naperville last year.
SPEAKER_05So you've seen it all.
SPEAKER_01Yes. Yes. I wasn't there at the at Dallas um when he first started. I was always at the Naperville office. But yes, I basically saw it all. And I came in, I was like the only girl. There was this one, there's this other girl that was with us as well, but she's no longer with us as well. But um, yes, I went into the industry and then um I just knew I wanted to make money. So when I first started, I um obviously, you know, picked up the phone, dialed the phones, things like that. And um but yeah.
SPEAKER_05That's amazing. Now, did you ever feel like the underdog when you were coming in?
SPEAKER_01Honestly, when I first came in, yes. Um, to be honest, since I was the only woman and and I didn't know how to sell, you know, like that's one thing I didn't know how to do. So like when I was picking up the phone and calling these people, like I struggled so much. Like it took me six months for me to like actually start making money. I think my first month I made like I made no money. My second month, I made like$200, third month I made like$400.
SPEAKER_05I'm so glad you're saying this.
SPEAKER_01Like, I made no money for six months, and obviously it wasn't it was no one's fault, like it wasn't my uplines, like I had amazing uplines, like Alex and Stanley, shout out to them. Um, it was not the lead's fault or anything like that. It was my fault because I was getting in the way of my success. So once I realized that, you know, nothing was getting in the way of me, no, nothing was getting in the way of the only thing that was getting in the way of me was me. So once I realized that, that's when like I started seeing success.
SPEAKER_05Love it. Yeah. Do you have siblings?
SPEAKER_01Yes, just one.
SPEAKER_05Awesome. How old?
SPEAKER_01Um, it's Alex Messias, he's 21.
SPEAKER_05Oh, that Alex Massillas was just in here, right? Yeah.
SPEAKER_01Yeah?
SPEAKER_04Ross.
SPEAKER_05Oh, with Ross.
SPEAKER_04Ross and Stanley. No, I don't think Alex went. Um was he here with um oh no, I don't I don't know.
SPEAKER_01I mean, I don't know.
SPEAKER_05Let me see, because we had a bunch of Alexes in here. How much is your brother doing?
SPEAKER_01Um, so I'm direct to him. He own he's doing like one point, I think one point nine million a month right now.
SPEAKER_05Killing it.
SPEAKER_01Yeah, he's killing it.
SPEAKER_05Let's see. That's awesome. Is he Stanley's biggest group?
SPEAKER_01Yes.
SPEAKER_05And how old is he?
SPEAKER_0121.
SPEAKER_05And he it's it's crazy, like you guys are doing something that I don't think has ever been done when it comes to getting being able to take somebody that's 18, 19, 20, 21, and give them a successful regimen. Now a lot of people fail.
SPEAKER_04Yeah.
SPEAKER_05How many people fail that come in?
SPEAKER_04Uh I'd say a good amount. Yeah, to be honest.
SPEAKER_05Like what percentage do you think?
SPEAKER_04Honestly, um, I know for me at least, like in my agency, our retention rate is pretty good. I'd say at least, but I do say at least four 30 to 40 percent fail. But we keep about 60 percent.
SPEAKER_05And you guys are in person and you're working with people daily in person. Yes, yes, yeah, that's huge. All right. Um, do you guys are you guys single, married, boyfriends?
SPEAKER_04Single.
SPEAKER_05Yeah, single, okay.
SPEAKER_04Single as well.
SPEAKER_05Is it do you guys just not have time to date because you're making so much money?
SPEAKER_04Well, I was actually my boy, my ex-boyfriend and I, we just broke up of like three years. Oh, we broke up like three weeks ago.
SPEAKER_05Oh, I'm sorry.
SPEAKER_04Yeah, but he's he's actually in the industry too, and he's growing, he's been killing it. You know, it's all love.
SPEAKER_05So did you recruit him?
SPEAKER_04Actually, well, yeah, I did.
SPEAKER_05So do you get paid off his sales? Yeah. That's good. What about you?
SPEAKER_01Um, yeah, I'm single. I just um and I've been single even before I started. Um, and I plan on you know staying single because I wanna like I'm really focused on the business.
SPEAKER_05You know, let's go. Good for you guys. You got a dog, a fish, uh nothing.
SPEAKER_04Nothing, just me, myself, and I and God.
SPEAKER_05Love it. Awesome. Okay. When you guys had your big months, so Kayla, you did 91,000. How many applications was that?
SPEAKER_04If I remember correctly, that was estimate it. 50 to 60?
SPEAKER_0550 to 60 apps, that's what I was guessing.
SPEAKER_04Yeah.
SPEAKER_05Um, what changed in your mindset, your your schedule, and things you did to get you to that point?
SPEAKER_04My mindset. So I had recruited a big wave. It was about I had like a group of 10 people come on at once, 10 to 15 people at once. And I was like, okay, I have to teach these people how to sell at a high level. So it was like, I'm going to do everything in my power to make sure they're winning, but also I'm making enough money to fund my business as well. So, you know, I was working 7:30 a.m. all the way to like 9, 10, 11 p.m. every single day, except for Sundays. And the reason why I didn't even take a break, like I was, I didn't eat till 8, 9 p.m. every single day. But the reason for that is because like I knew I had to get these people selling and I had to create a replicatable system. So they're like listen to me dial and like really, I was just really pushing the needle, and that's where that$91,000 month came from.
SPEAKER_05Okay. What about your schedule?
SPEAKER_04Yeah. So I was doing, I woke up at 4 a.m. to go to the gym. Yeah, 4 a.m. to go to the gym, and then 7:30 work, 7:30 to 12. I was uh dialing, and then 12 to 2 is when we have break, but I just dialed through that as well. And then 2 to like 9, 10 p.m. is when I usually leave. I used to that, yeah.
SPEAKER_05Now, how many kids, and I call you guys kids, uh, how many kids are getting up early in this environment uh at your guys' office?
SPEAKER_04I'd say a good amount. Yeah, a good amount.
SPEAKER_05And how many like like to party and drink and stay out late and all that?
SPEAKER_04A good amount as well.
SPEAKER_05Which what one do you guys fit into? What category? I wake up early. What about you?
SPEAKER_01I wake up early as well.
SPEAKER_05No, do you guys drink?
SPEAKER_01Yeah, yeah.
SPEAKER_05Okay. Sometimes have fun.
SPEAKER_04You know, sometimes you gotta have fun.
SPEAKER_05Yeah, I just always ask because a lot of people they they they come in and they're like, we don't drink at all. Um, which seems to be getting more common from all these people I'm talking to. Uh, do you have an early morning schedule, like uh workout, read, uh any gratitude stuff? What do you guys do? Anything?
SPEAKER_01So recently, um, because like I was like really like like before in the industry, I was really into the gym, and then I um kind of let it go a little bit because um I was just working so much. Like I was working Monday through Sunday, like 7 30 to like 12 every day. And um You got fat? No, but like, you know, I'm just like I want to get back to it, you know.
SPEAKER_05The reason I said that is because when I was focusing on working like crazy, I got so chubby. Yeah, and then Sean Mike, the CEO, yeah, was like, bro, you look like a wood tick in a way. He's like, You look like you ate the old you. And then I'm weird like that. If someone talks crap to me like that, it motivates me. So I got shredded, okay?
SPEAKER_03Yeah.
SPEAKER_05Then I saw him, Drew, you're gonna think this is hilarious. Uh, I saw him a few weeks ago, and I go, bro, remember how shredded I got when you talked crap to me. Uh that and he was like, Yeah, I do remember that actually. And then I was like, I need you to talk crap to me again because I'm not like that, I'm not excited about how how physically in shape I'm in. Okay. And he goes, All right. I don't want this was like two weeks ago. He goes, I don't want to tell you this, but when you were standing next to that dude at the pool that was real chubby and had skinny arms and a huge gut, I was thinking, your gut's bigger and your arms are skinnier than that dude.
SPEAKER_03No way just started roasting me.
SPEAKER_05And then later I was like, he said that way too fast to not be thinking that.
SPEAKER_03Yeah, no, he definitely wanted to tell you.
SPEAKER_05Anyways, I was totally kidding about that. But you can eat bad and not take care of yourself in this business. Is that an easy thing to do?
SPEAKER_01Yes, for a lot of people, yes, a lot of people do that, yeah.
SPEAKER_04But I think like for me personally, the gym is like it's a non-negotiable, yeah.
SPEAKER_05Mentally too, right?
SPEAKER_04Yeah, yes, yeah.
SPEAKER_05Okay. Um, Alejandra, what about you? What what change in your schedule when you had your biggest month? And what kind of mindset changes did you have?
SPEAKER_01Yeah. So my biggest month was$79,000,$79,000 issue paid. Um, what I was doing was I was working every day, like Monday through Sunday. Like I didn't not have no days off. Um, and I was working Monday to Friday, right around I started at 7 45, and then I'd leave the office at like 11, 12, and then Saturdays I'd come in at 8, and then I'd leave at maybe like 7, 8, and then Sundays I'd come in at 10, and I'd leave at like 4. Or like maybe like three or four. So I was just working every single day. And um, what changed my mindset was um because I think before that the most I ever produced was like 65,000. So I told myself, I'm like, okay, I have to produce, like, I have to keep producing, and I want a bigger month. So I told myself, I'm like, okay, so next month I'm gonna make sure I have the biggest month like I've ever had. So I sat down with myself. I wrote down exactly what I was gonna give up that month. So I told myself I was gonna give up like, you know, like as much as like, you know, I have to hit the gym, I'm like, okay, I'm maybe not gonna hit the gym as much this month, but I'm not gonna eat that much. I'm just gonna make sure I'm just working, dialing, and taking care of my people. And I'm make making sure my people are getting paid as well. And um, that's what I was doing. So every day I was just sitting in my office, and I only got up if um, you know, my people needed help, or obviously to run meetings or you know, do one-on-ones, things like that. But if not, I was just like dialing. I was just sitting and then just dialing.
SPEAKER_05So success is boring.
SPEAKER_01Um, I mean, I had fun doing it.
SPEAKER_05You did? Yeah. I asked Steve Giordano, who's been number one every single year, and I go, bro, I don't know how you're doing this. Because it's like 1.5 to 2 million every year by himself. Yeah, I'm like, I don't know how it's physically possible. I just did this last time I saw him. Yeah, and he goes, dude, it's very boring. Like I'm sitting there calling all the time.
SPEAKER_03Yeah.
SPEAKER_05And presenting all the time. It's very, very mundane and very boring. I was like, hmm. But you like it.
Chargebacks Lessons And Persistency
SPEAKER_01I well, yeah, like I'd say selling is fun, but um, but now, like, to me, what's more fun is building, like building my agency, like building my team, seeing my people grow, getting people paid. Like, that's what's fun to me now.
SPEAKER_05Okay. What's the worst day you've had in insurance? And did you did you almost have a breaking point?
SPEAKER_04I'd say I lost my biggest leg at one point. I was eight months in the business, my agency was doing$750,000 a month, and I lost my biggest leg. And it was strictly due to pride and ego, I'd say. Definitely taught me a lesson. Definitely I'd say seceded so fast, the money got to my head, thought I was on top of the world. And it was a thing where I could have just apologized and it would have went over smoothly. But I that's what I should have done, but I didn't. And at that breaking point, I either had a decision to keep going or be like, okay, you know, like this is it. Like I'm gonna I'm gonna stop. But I just don't think that was an option to stop. It was like I have so many other people that still were there and still building and still going. Um yeah.
SPEAKER_05Okay. Did did you want to quit or no? Did you ever have chargebacks and you're like, I don't want to do this anymore. I just want a nine to five and like not have to worry about chargebacks.
unknownNah.
SPEAKER_04No, no, no, nah, it might have been some hard times, but no, not that hard? Yeah, nah.
SPEAKER_05What about you?
SPEAKER_01I think um, I think if this was like not recently, maybe I'd say like maybe like five or six months ago, um, I had$45,000 like worth of chargebacks. Cause um I had this, I had like two agents that left, like they just left the business um and they rolled up a lot of debt, like through all carriers. And um like I remember I just sat there and I was looking at my portals and I'm like, this is insane. But I was like, I know I have two options, right? Like either I can sit here and complain about the chargebacks, or I can just like sit. Sit down, outwrite them, or I mean, obviously outwrite them. That's what I was gonna do. Um, outwrite them and just keep going. And that's what I did. I just outre like I I outroll all my chargebacks and I clear them all in a month. And obviously, like I didn't get paid that month, but we're getting paid now, so we're good, you know.
SPEAKER_05But you just worked through it.
SPEAKER_01Yeah.
SPEAKER_05And then now looking back, you're like, damn, I could handle a lot more than I thought.
SPEAKER_01Yeah.
SPEAKER_05Okay, a lot of people don't want to get in the industry because of that. What do you have to say to that? They go, I don't want to deal with chargebacks.
SPEAKER_04It's part of the part of the business. There's this is the thing. There's good, there's pros and cons to every industry you go into. Pick one. You know, you get what I'm saying? So it's just like same thing as me. I I recently had 50,000 roll up to me on between two carriers. It was just like, keep going.
SPEAKER_01Yeah.
SPEAKER_05And did you clear it?
SPEAKER_04Yeah.
SPEAKER_05Bro, so this is what I tell everybody that this happens too. Like you two. Okay. So you guys just had a very unfortunate thing happen, something that would take most people out. But I always I always go, congratulations. They go, Why why are you congratulating me that 45,000 rolled to me? And I go, because this is the final test if you're gonna throw in the towel. And obviously you guys handled it like nothing. If you can get through that, you guys are you guys are good. Like you can handle the things that this business will throw at you. But a lot of people they go, no, I don't want to deal with that. Now that also comes now, let me ask you this. What's your biggest income month?
SPEAKER_0488,000. It should be this month though.
SPEAKER_05Okay, so you're gonna make more than that.
SPEAKER_04Yes.
SPEAKER_05What do you think you're keeping after you pay your leads and all your stuff?
SPEAKER_04I'd say around 50,000.
SPEAKER_05So it's like, yeah, okay, you you had 50,000 roll up, but you're gonna make that in a month. And like that happened what once in your whole career so far?
SPEAKER_04Yeah. Yeah.
SPEAKER_05Yeah, that's that so one year, this is funny. Uh one of the carriers took us to uh the montage in Laguna Beach, I think, um, California, which is beautiful. And I'm in the jacuzzi, okay, talking to my friend, and uh I go, dude, this guy rolled me$70,000 in debt, and I was so mad. Like this, this was just like I was just thinking about it all the time, how mad I was because it was one of my friends, and I thought it was my friend, but he started doing cocaine and became a maniac and ended up writing all this business. So I told my friend, I'm like, dude, I'm so mad, all this stuff, and he goes, dude, how much did you make this year? Okay, and I was like, uh, I think that year I made like 800k. And then he goes, bro, and you had to give 70 back. Like, what are you complaining about? I was like, that's good perspective.
SPEAKER_03Yeah.
SPEAKER_04Yeah.
SPEAKER_05Right?
SPEAKER_04Yeah. Not only that, but it's like, if you can go through as much hard times as possible, it's only going to make you stronger.
SPEAKER_011000%.
SPEAKER_04So it's like, why not go through it? I feel like that's just, especially as a leader, having 50, 60 agents look up to me right now, they saw me go through that and take it like a champ. And they were like, oh yeah.
unknownYeah.
SPEAKER_05This is my leader. All right. How do you guys I'm sure you guys have experienced either bad persistency, which means a lot of cancellations on your own business and also on agents' business. How do you get better at that?
SPEAKER_04I'd say really toning down on how you're tying down clients. I feel like that's the biggest number one reason. And also just making sure you're doing right by the client every single time, you know? So making sure you're telling them the correct, you know, coverage amount, monthly premium, um, and then also just really explaining the product, um, making sure that I can actually afford it. So asking those certain questions where it's like, okay, can you afford this month to month? I don't want to just put this in place for you and then you cancel it, you know? Um, so really just toning down the meticulous details will make a big difference.
unknownYeah.
SPEAKER_05Okay. What about you?
SPEAKER_01And like I'd say, yeah, like I agree with, I agree with Kayla on that. And building personal relationship, like I think it's super important. Cause I always tell my people, I'm like, okay, so you're selling, you know, person A is selling, what's person B is selling? You know, they want a$10,000 policy, you know, for this much a month, right? But it's just like, what is gonna make the client wanna choose, you know, you, right? Like, what is gonna make you stand out? It's obviously you have to sell yourself. That's the most important thing. Build that relationship with the client, and most importantly, um, you have to like not talk about yourself, but like get the client to talk about themselves. Because the number one thing people love to do is talk about themselves. And doing that, I promise, like, you know, when you call up your client, they're gonna remember who you were, they're gonna remember like what you guys talked about, and saving their contacts, obviously, and then um keeping like keeping touch with them as well, like calling them once, once every two weeks, once a month, um, just to make sure that they receive the policy packet, things like that.
SPEAKER_05Um that goes a long way, yeah.
SPEAKER_01Yeah, and then as well as like what number the number one thing I'd say is um so obviously if you sell a policy, right? Let's say, you know, the client's like, yeah, I'll take the 15,000 for 180 a month, right? And then what recently what I started telling my people to do is okay, so ask them like how much they're bringing in, like from Social Security, ask them what what their bills are, ask them like what they're um like what they're leaving set aside, like after all expenses. And then from there, like based on like what they're you know set aside or what they what they're left set aside, then from there, like obviously decide whether or not you're gonna sell them that or you're gonna like down sell them, you know, because sometimes people say yes to anything, like they say yes to like 200 a month when they can't even afford it, you know. So you kind of have to figure out their financial situation for them, if that makes sense.
Rewiring Mindset And Daily Rituals
SPEAKER_05Yeah, yeah. Love that. Okay, uh, Kayla, can you talk about how if you're an underdog, how it can be you, you can use it as like a superpower.
SPEAKER_04Yeah, so I know for me, like I was saying earlier, just coming in as a woman and obviously a woman of color, it was it also was in my head sometimes. Um, and it's like you gotta get out of your head and realize everything that you go through can be turned into a good thing, is how I think about it. And then also not only that, a woman in business is so powerful, and that's one thing I had to like tell myself like a woman in business that truly knows how to sell at a high level, control her emotions, and build an agency is unstoppable. So I quite literally just started reprogramming and rewiring my brain to like start thinking that. And then over time, that's exactly what it became. Over time, I started having that high energy and that high frequency and praying to God and manifesting that that's exactly what happened.
SPEAKER_05Have you ever struggled with being negative?
SPEAKER_04Sometimes, but most of the time I was always a positive person just because of my mother. Um, but when your mom's positive, very positive. Oh my god. Let's go.
SPEAKER_05Let's get your mom on the podcast.
SPEAKER_04She's good. She take over the whole podcast. I love my mom. Shut up, my mom. Great woman.
SPEAKER_05Yeah, how is she like that? Can you describe her a little bit?
SPEAKER_04She is like, you know how a parent provides that unconditional love growing up? She's always given me that. I know for me, I grew up kind of insecure. Like, I was like, mom, like, I feel like I'm too dark. I don't like my hair. And she always just always told me, like, you gotta love yourself no matter what. It doesn't matter. Like, you're beautiful the way you are, love yourself. And I feel like growing up, it's always made me just appreciate my mom. She's such like a positive person, even through the bad times. She just was always like, Go to God, be a positive person, because that's what's gonna take you the furthest.
SPEAKER_05So amazing. She's like medicine, quite literally. Yeah, yeah. That's so awesome. That's how my mom is. Like, even though any any bad thing that's happened, she's still happy and like positive and encouraging. It's inspiring. It is, but it's cool to hear that from you because now I have kids and I'm raising them and I'm trying to like no one tells you how to raise kids. And when you guys have kids, like it, I feel like you're just a kid figuring out how to raise a kid because you don't know. Right. Um, so I'm always trying to think of ways I can hopefully that's the goal, what your mom did. That would be the goal at the end of the day to leave with your kid. Because you could leave money and all kinds of stuff, and you it can mess them up, but if you could leave that one thing, that's super powerful.
SPEAKER_04Yes, it is. It completely I feel like the only reason, or like a big reason why I seceded is because of my mother. Like when I told her I was doing life insurance, I was gonna drop out of school. My mom said, do it. Most parents said don't, you know, and that's the difference.
SPEAKER_05She just believed in you. Yes, that's legit.
SPEAKER_04And so did my father. They both believed in me.
SPEAKER_05That's cool. Okay. Alejandra, um, do you do anything to remind you that you can do this daily? And do you ever get negative?
SPEAKER_01Yes. Um every day, I I mean, yes, that's something that I definitely struggled with um when I first started, like negativity, like getting into my head. But um, I knew like the reason why like I was negative is because that's how I guess that's how my mindset worked, right? So I had to reprogram my mindset to be positive. So when negative thoughts like came into my head, I'm like, okay, I would repeat to myself, you know, I'm abundant, you know, I'm blessed, I'm highly favored. Like I remind myself things like that. Um, and that's genuinely what helped me, like, you know, see the success I've seen. And even till this day, like, you know, every single morning what I do is um I just have like you know, five minutes to myself, and then I just like close my eyes and I'm just like, okay, like, you know, today's gonna be an amazing day. Today's gonna be a great day. I'm gonna, you know, today's gonna be the best day of ever. I'm gonna do this, I'm gonna do that, you know, so on and so forth. And I just, you know, constantly just like in the mornings, I also play like um house music because house music is like the um, it's like the highest form of frequency music. And like I'm always trying to make sure in the mornings like I'm in a high frequency state. Like what happened yesterday doesn't matter. It's today's new day, today's a different day, today's gonna be the best day ever.
SPEAKER_05Now, do you guys teach your team to do stuff like this? Yes, you do, yes, dude. You guys like if you guys don't mess this up, okay, what you're doing, it's going to be so amazing because you're gonna truly help people. Yeah. Well, you already are, but and why by messing it up, if you start taking shortcuts, if your quality isn't good, if you have agents do stupid stuff, it's gonna ruin it for everybody. Yeah, exactly. But if you guys keep doing this, it's gonna be something this would be like a Netflix show. Yeah, like a how much money and how many people you're helping.
SPEAKER_01Yeah, exactly. It is gonna be exactly all right.
Lead Flow Equals Cash Flow
SPEAKER_05Um, lead flow equals cash flow. A lot of people say that. Can you each explain what that means to you?
SPEAKER_01So I agree like 1000%. Um, lead flow does equal cash flow. So if you want to produce like a certain amount per month, you want to make a certain amount of income, the amount of money that you're putting back into leads is super important. So let's say, like, you know, for example, you know, you're coming into the business because this is what this is what I constantly see with especially new agents and people that just like like to save their money. They want to put like a thousand or two thousand dollars into leads and they want to produce like 40k a month. Like that's not possible. Like, I don't know what it is you're trying to do. And they're like, oh, like, you know, one dollar leads. I'm like, okay, that's gonna only take you so far. You know, let's we have to put you know, three to four thousand dollars, five thousand dollars back into leads that way we can start producing and start being more profitable. And obviously, we have to start buying higher intent leads, you know. So instead of buying a dollar leads, buy, you know, four dollar leads, seven dollar leads, you know, so on and so forth. That way, you know, obviously the retention would be a lot better. Um, and not only that, but I mean you're gonna see more sales, you know.
SPEAKER_05How many times have you bought leads and it's been a bad lead pack?
SPEAKER_01All the time, I'd say all the time. Well, not all the time, but like I mean here and there. I feel like I feel like there's no bad lead packs, like there's always something, like there's something, like either a referral or there's just something, an opportunity.
SPEAKER_05So back in the day, yeah, this sketchy ass company, lead company, was like, we'll book your appointments for you, okay? Yeah, but you have to send us a check. And then I'm like, why do they want us to send a check? And do you guys have a guess why?
SPEAKER_03Why?
SPEAKER_05Because you can't dispute it like a credit card, and it's 100% a scam, okay?
SPEAKER_03No way.
SPEAKER_05So I bought like 50 appointments, and they put them on your calendar, and you get there, and the people are like, We didn't book an appointment, they're just putting shit on your calendar, and this is when we're going to people's houses. Everybody was roasting me at the office, laughing. They're like, You dumbass, you bought those leads, we told you not to do it. Okay, and then I was like, I'm gonna go to every single door on this thing and see what happens. I end up going to this one door, and the dude's super cool, and he's like, Yo, like I didn't book an appointment, but come in. And he ends up having a uh IRA that he's rolling over. He just wants someone to talk to, I think. And uh we end up rolling over 500k into an annuity, and I forgot the exact number, but it was like around 20,000 in commissions, and then I was laughing, calling everybody telling like telling them how much I sold off these leads everybody was making fun of me for.
SPEAKER_01No way, that's far.
SPEAKER_05To your point, you could probably find some yeah, yeah. But how do you because new age all right? Yesterday I I got super mad. Like, not super mad, but I was really annoyed. Now we have inbound leads, okay? Yeah, and you don't have to pay for the lead unless you're on the phone for 90 seconds through integrity system. Um and this agent was complaining because people were calling him and he he was hanging up within 90 seconds, but the people some people thought it was free. Okay, and I was like, bro, you're complaining about a lead you're not paying for? Like, we're getting way too spoiled. Yeah, that's the craziest thing I've ever heard. So he turned his campaign off. I'm like, you turned your campaign off because you didn't pay for any of these leads, and then one of the dudes left his campaign on and he hit like three in a row for 14k for the day off of the inbounds, and he didn't call one person, they all called him. But so how do you teach? And then this other guy called me, he's like, I got three of them that weren't working inbounds, so I'm gonna have to shut it off. And I'm like, dude, did you pay for them? And he's like, No, I'm like, and you're shutting it off? Are you nuts? But how do you teach people not to be so wimpy?
SPEAKER_01I mean, like in regards to the leads, yes, like it's part of the business. Like, it's like like it's just like if you complain about your leads, you're gonna have a bad lead pack, right? But if you look at a pack of leads, right? Let's say you buy a batch of like, you know, 50 leads or 40 leads or whatever, you look at the leads and it's just like, oh, this is gonna be the best lead pack ever. I'm gonna close so much insurance off this lead pack, there's gonna be so many opportunities. It's like you're already speaking, you're you're already speaking that out there. So it's like that's gonna, that's exactly what's gonna come back to you, right? But if you look at the lead pack and you're just complaining, and it's like obviously you're not gonna get any sales because that's exactly what you're throwing out there to like the universe.
SPEAKER_05What do you think about dudes that are just crumbling over a bad lead pack falling apart? Do you have respect for them?
Vision Goals And Recruiting Filters
SPEAKER_04No, not at all. Yeah, it's like what are we complaining about? You're in an office where you have the opportunity to make so much money. You're complaining about a lead batch. A lead is a name and a number. Yeah, you can do it. Exactly. It's all a mindset thing. I think that's exactly what it is. Exactly.
unknownYeah.
SPEAKER_05Okay, what do you guys think you're going to accomplish in the next 10 years?
SPEAKER_04Ooh, the next 10 years. I know for sure one of my biggest things I am going to accomplish. I want to own hospitals around the country. Because for me, it runs a lot deeper. It's a, it's a my cousin had passed away at 21 and he was shot in the head in Chicago. Yeah. And I saw how the hospital had treated him. I saw like how there wasn't much help in the hospital. Um, and I want to change like the world. Like I want to help kids like who aren't even born yet. So, like for me, it's like I want to create a hospital because I want to do it for my cousin as well. Because I feel like if he would have got the right treatment in time again, yes, 102%.
SPEAKER_05Sorry about your cousin.
SPEAKER_04Thank you.
SPEAKER_05Well, you're doing it again, you're reframing a negative thing into a positive thing.
SPEAKER_04That's what this life is about.
SPEAKER_05Yeah. Crazy.
SPEAKER_04Yeah.
SPEAKER_05Um, okay. So what about you? 10 years.
SPEAKER_01In 10 years, like, I I feel like I haven't even looked that far, but I definitely five. Five years. Okay, five years. Okay. In five years, like, I'm just like, I just wanna, like, one obviously number one thing that I'm gonna do this year is I want to make sure my parents are retired, right? And I want to make sure like I can take care of my whole entire family, like my family in Mexico. Um, because I have a lot of family that's struggling, you know, and I want to be able to take care of them. I want to be able to, you know, make sure they have their own homes. I want to make sure like even my own, like my cousins and stuff like that. Like, I recently just had a cousin. Um, I was really close to him, and um, he got into a really bad car crash. Um, and he got his leg like amputated. And like it like hurt because I was just like, damn, like I was really close to him because I grew up with him and everything. So I want to make sure like I'm able to take care of him as well. Like, I want to give him the best life. Like, and he's only 18, you know. I want to give him the. Yeah, that's what he that's what they're working on right now. Um, and I want to make sure, like, you know, he's all taken care of for the rest of his life. I want to make sure he doesn't like obviously, you know, he's gonna do his own thing, but I want to make sure maybe he'll sell insurance.
SPEAKER_05You know, this is becoming a more attractive opportunity for people that uh have a disability or something bad like that happen because you can work from anywhere.
SPEAKER_041000%. That's one thing I love about this industry. It doesn't matter how you look, it doesn't matter about your gender, doesn't matter about your disability, you can do it 1000%.
SPEAKER_05Yeah. Um, so what do you think you can do as a team in five years? A month.
SPEAKER_01In a month. Oh, we're definitely gonna be doing over like This is crazy. We're gonna be doing like I don't even know, like over a hundred mil.
SPEAKER_05In five years, yeah, definitely over a hundred mil a month or a year.
SPEAKER_01I'd say about a year.
SPEAKER_05So ten a ten million a yeah. No, actually no no no. You think you do ten million a year?
SPEAKER_01No, no, we can definitely do over 50 million a year.
SPEAKER_05The crazy thing is like the biggest IMOs don't do 10 million a month. And you guys will do it, I'm sure. Yes, and you think it's easy. Think about how crazy that is.
SPEAKER_01Yeah.
SPEAKER_05Like the biggest well, you got Family First Life, which is like its own world, yeah, but it's like a almost like it's not even the real world because there's so many people doing so well, and then you have other people doing the same thing that you guys are probably doing more than them in your 22 and 24.
SPEAKER_03Mm-hmm.
SPEAKER_05Yeah, and like you're just figuring it out.
SPEAKER_04Just getting started.
SPEAKER_05Um, what what is something you guys don't want to like? What would cause you to not want to recruit somebody? Like, what would red flags be?
SPEAKER_04I'd say uh drugs on their Instagram, bad lifestyle, only wanting to do this for the money, um, stuff like that. I feel like discipline can be fixed. I feel like the mindset can be fixed. Um, but stuff like that, it's like that's a lifestyle, and it's very hard to pull someone from that lifestyle. I've tried it so many times. I've never had one agent where it didn't backfire on me, unfortunately. So I say that's the biggest red flag for me. But I do think mindset and people overall can change.
SPEAKER_05Okay.
SPEAKER_04Yeah.
SPEAKER_05What about dating? Red flags for dating.
SPEAKER_04Uh there's a lot of red flags for dating, I'd say. I'd say for me, like as a woman, I'm, you know, especially for my age group, I'm in the top 1%. So it's like when it comes to dating, it's very You have high standards. Very high standards. And also it's like, who's really making more money than I am? That's my age, you know? Um, because I feel like there would be a lot of like discrepancy if I'm making like millions a year and then you're only making 60,000. A year. At that point, it's like the man might feel a little less masculine. So I'm going to need someone who's going to make more than me, obviously. But then when it comes to like leadership as well, like I want a man who's going to push me. I want a man who's going to, you know, be better than me in a lot of different ways. And I feel like that's even hard to find at our age. So I'm not even looking into dating. I just got to grow this as fast as possible.
SPEAKER_05Love it. What about you?
SPEAKER_01Um, in regards to dating?
SPEAKER_05And and hiring agents.
Handling Excuses And Scam Claims
SPEAKER_01Oh, with hiring agents, um, I'd say I agree with her as well. Like, um, when I be when people hit me up like on Instagram or they shoot me texts, like, you know, I look look over their profiles and I make sure, you know, I don't see anything. Like, that gives me red flags. Um, like if I see drugs, if I see um like gang banging, if I see like um just like crazy stuff on there, like I'm just not gonna respond, you know. And that's just me, because um, you know, I'm not trying to bring that person like into like, you know, into my team, if that makes sense. You know, if I see like just too many red flags. Um, because you know, in the past, like I think I brought in like two people that um had just so many red flags, and I was just like, okay, like let me just bring them in, let me just let's let's see what I can do, you know. Let's see what I can do. And this was like in the beginning, like when I it was like when I was like freshly, you know, building, I think I was like nine, ten months in, and I was like, okay, you know, let me bring them in. I brought them in and it backfired. And I was just like, okay, I'm just never gonna do this again. I'm just gonna make sure like the people that I bring in are um genuinely like wanting to change their life. And I don't want people to like I don't want to bring in people that just want to pay the bills, like I want to bring in people that genuinely want to create generational wealth, that want to change lives, that genuinely just do more, you know? Like not just like not the bare minimum. Like I want you to do more, like I want you to see this opportunity and like know that you can scale it, like to however like you want.
SPEAKER_05Have you ever had an agent gaslight you on why they're not successful and like make it like it's your fault? Yes, yes, you have, yes. What do you do in that situation?
SPEAKER_01Um when an agent tells me, like, oh, like they're not successful, I I think it's only happened to me like two times. Um, I basically just like sit down with them and I tell them, I'm like, I mean, I'm doing everything that you're I mean, you know, I'm you know, you're sitting here with me, right? And it's like you're spending time with me, you know, we're dialing together, and it's just like, if I can make it happen, why are you not making it happen? Like, what are you doing? Like you know, you get what I'm saying? Like, what are you doing that I'm not doing?
SPEAKER_05What if they go, This opportunity is a scam, it sucks.
SPEAKER_04Well, I did it. Yeah. So you're saying I'm better than you? Yeah, that's all I'm hearing.
SPEAKER_05That's a good one.
SPEAKER_04Yeah.
SPEAKER_05What what else?
SPEAKER_04Also, I'll tell uh agents all the time, you know, the way you think of this opportunity is what you'll get. Everything is about how you think of something. Like, I I'm really big on like God manif like manifesting and gratitude.
SPEAKER_05Gratitude.
SPEAKER_04And it's like if you don't have gratitude, if you're not grateful for the opportunity itself, you won't get anywhere.
SPEAKER_05When I was real young, I had this dude call me and he was like, Hey, I need to make like 20,000 a month or I'm gonna lose my house. I was like losing sleep because I'm like, man, I really want to help this guy, right? And then he did not make twenty thousand that month, and he's telling me, you know, how bad the opportunity was and all this stuff. And then the dude that was coaching me at the time, he was like, bro, he could he it took him 20 years to get into that situation. And he he he wanted to get you to get him out of it in 30 days when it really was up to him in the first place. Like, you cannot get manipulated like that. And I was like, shit, that's true. Yeah, did you ever care more about somebody making it than you think they did? Yes. Do you still do that?
SPEAKER_04I've learned the power of um letting go, you know, like at some point it's like, okay, I care about this more than you do, and it's hurting me to care about this more than you do, because now I'm doing everything in my power and it's really only hurting you.
SPEAKER_01Yeah.
SPEAKER_04So I've had to let go some of those agents.
SPEAKER_01Yeah.
SPEAKER_04I don't do it anymore though.
SPEAKER_01Yeah. That's something that I used to struggle with a lot. Like when I would bring in people, like I wanted this more for them. Like, I wouldn't wanted them to be successful more than they wanted it for themselves. And they would, you know, sit there and they'd be upset. They'd be like, Why am I not seeing success? I'm like, because you're not doing everything in your power to make it happen. Like you're not doing everything in your power to be successful. It's like, you know, you get upset because you haven't closed the deal, but you're leaving at 9 p.m. Like, what are we doing leaving at 9 p.m.? Like stay back till 12, 1, dial Hawaii's, like, make something happen, you know? Like it's gonna be up to you whether or not you want to make this happen. It's not gonna be up to me, it's not gonna be up to you know, these leads, it's not gonna be up to the people around you, your sidelines, uplines, whatever the case may be, it's gonna be up to you. So it's like you're not doing everything in your power to make it happen. So, how do you expect to you know see success? You know? And I'd get upset, but I'll just realize like you can't control that.
SPEAKER_05I feel like it's kind of sad because I I like got to this point to where I didn't care. I would just be like, dude, either do it or don't, but I'm moving on.
SPEAKER_03Yeah.
SPEAKER_05I'm gonna do it.
SPEAKER_03Yeah.
SPEAKER_05And it was almost like I hardened a little bit, which I guess is good, but I used to be so like now it's like, hey, in the first two weeks, let's see if you have what it takes, and if not, move on, go do what you were doing. That way we don't waste each other's time.
SPEAKER_03Yeah.
SPEAKER_05I used to really almost hurt myself because I'm like, let's keep trying, or let's I'll buy you leads, or uh care more than they did.
SPEAKER_04Yeah, that hurts you.
SPEAKER_05What about some guy who's on the internet right now talking crap that this is a scam or it's a bad company or whatever?
SPEAKER_04I'd say come join then. Come join, come try it out with the best mental, and I promise you you'd see money if you actually believe in it though. Because you can't come join it and they don't believe in it.
SPEAKER_05Okay, what if they say FFL is a bad company?
SPEAKER_04No, Family First Life is a great company, great company to be at. I think it's the best. Yeah.
SPEAKER_05Someone told me that they were told not to work here because of the bonus system. And I'm like, Huh? What? Can you talk about that a little bit?
SPEAKER_04Oh no, I love the bonus system here. What are we talking about? Um, I just got a 10K bonus from them, actually, from team.
SPEAKER_05So what about personal?
SPEAKER_04Even personal, yeah. The highest uh bonus I ever got was like 4K, I think.
SPEAKER_05Was that 10k for a month or a year? Or a month.
SPEAKER_04Last month I got a 10k bonus for team.
unknownYeah.
SPEAKER_05Production.
SPEAKER_04Team production. That's fine.
unknownYeah.
SPEAKER_05And what what's your biggest personal producer bonus?
SPEAKER_044,000 person.
SPEAKER_05Do you know how crazy how much money 10k in a month is? Like in reality, yeah. That's not normal.
SPEAKER_04It's not at 22.
SPEAKER_05Yeah, the dude, I was so confused when he said that. I was like, bro, you don't want to come because there's a you get to participate in the company's growth, and they give that back to all the managers, and it's 40 to 50 million dollars a year, and there's not that many people that work here, so people are making pretty big checks. You don't, you were told don't work here because of that. I was so confused.
SPEAKER_04And then not only that, I think people are so like caught up and like, why are we like I'm gonna be so honest. Who cares about a bonus though? Like, you have an opportunity here, you can just make so much money off of personal production. You can make so much money off of just dialing the phones. You get what I'm saying? Like the personal, like, yes, the bonuses are cool.
SPEAKER_05If you even can get them, yeah.
SPEAKER_04Even if you could like, but who cares?
SPEAKER_05Like, people are so focused on like the the the the so little things that has nothing to do with selling, has you know well it's funny because uh the company opened up, there was no bonus, there was no nothing, and I was fired up to work here. See, okay, and then when Sean came out with the bonus thing, I was like, why? I was like, why are you doing that? And I thought something was wrong with them. I'm like, are you okay? Because like I'm I'm happy now, okay. And then he was like, dude, you're gonna get that thing to 50, 60, 70, 80k a month. And the crazy thing is, is all those things happened, but uh he just saw further that the bigger we get, the more you can afford to give back to agents, yeah, and managers. What about you? Do you get producer bonuses? Anything? What have you gotten?
SPEAKER_01Um, the biggest uh team bonus I've ever gotten was 90 9500, 9,500. Yeah. And then the biggest producer bonus.
SPEAKER_05Can you get chargebacks on that?
SPEAKER_01No.
SPEAKER_05How do you like that?
SPEAKER_01Love it. Non-chargebackable bonuses. I love it. And then the biggest producer bonus, I think it was 2,000. 2000, yeah.
Bonuses Burnout Rejection Competition
SPEAKER_05Animals. You guys are animals. Okay. How do you guys deal with burnout?
SPEAKER_04I don't burn out. I don't believe in burnout. I believe that maybe your vision belief isn't strong enough. Because when I wake up every single day, I'm thinking about my agents, I'm thinking about my family, I'm thinking about people I need to help.
SPEAKER_05Does doubt creep in ever? Maybe I'm not gonna make it, maybe this ain't gonna work, maybe I'm gonna look dumb, maybe something bad's gonna happen. Does it ever creep in?
SPEAKER_04Sometimes, yes. Human, you're human, it's gonna creep in here and there, and that's when you say, No, the devil is a lie, and you rewire your brain.
SPEAKER_05I love it.
SPEAKER_01Yeah, 1000%.
SPEAKER_05Do you do the same thing?
SPEAKER_01Yes, like I'm not gonna lie, like, you know, just like I said, you know, just like she said, like, you know, we are human, like we all deal with, you know, we all get doubt, you know, here and there. Fear, fear, but it's like you gotta you have to just like remove that.
SPEAKER_05Just see, because I still doubt stuff, and people are like, bro, you like you have so many people, and your team is doing so much, and you've done all these things, like, bro. I still fight the same thing, yeah. And maybe some people don't, or maybe they just lie and say they don't. You know what I'm saying? Yeah, but I love I love how you guys are sharing that because like a lot of people are gonna wake up and go, this happened to me, which is why I can't do this. And you're saying I'm doing this because this happened to me. And if something hap if I get if I have doubt and fear, I just go, nope, and keep going.
SPEAKER_04Yeah.
SPEAKER_05Were you guys scared to do this?
SPEAKER_04No, no, not at all. Yeah, no, I wasn't scared. I saw it as a blessing and opportunity. I was like, you're making$38,000 in a month. Okay, well, if you can do it, I can do it, and I could do it better. That's how I thought of it.
unknownYeah.
SPEAKER_05Okay, what about rejection? How good how did you get good at rejection?
SPEAKER_04I think rejection makes you stronger. It's just like it's part of the business. If you have a hundred, I remember, ooh, Bruno told me this. Killer, he's a killer. And he told me that's the first day I ever came into the agency. He said, You're gonna go through a hundred people and they're all gonna say, no, forget you. And that one person, that one person is gonna listen to you, and that's where you're gonna make your sale. Out of a hundred people, you're gonna make one sale. And I was like, that stuck with me ever since since day one.
SPEAKER_05Yeah. What about you?
SPEAKER_01Rejection, yes. Um, that's definitely something that obviously, you know, everyone deals with, especially when you're like, you know, dialing and stuff. But in the beginning, yes, like I had to overcome rejection because I'm not gonna lie, I'd get a little bit beaten down um when I had to like have all this rejection. But then I I realized I'm like, okay, this rejection is just character building. This is like, you know, I had character building days. I'm like, okay, so every day that I didn't close, that's a character building day, and that's just building me into like a better producer, a better woman, you know, so on and so forth, right? So it's like I take I take the rejection or the you know, things like that, like all that negativity, like I take it as a blessing because I'm like, this is just building me. It's just building me.
SPEAKER_05Now, do you guys feed off each other? Like, are you guys best friends? Or no?
SPEAKER_01No, we're not.
SPEAKER_05We're not best friends. No, we're are you just competitors? Competitors, yeah. But are you friends?
SPEAKER_04Yeah, no, we're friends. Yeah, friends, yeah. But me and Alejandro, we go at it. I love her for it. It pushes me. Like, this is the thing. If you can help as many people around you as possible, her her agents have came to me, my her my agents have came to her for help, she's came to me for help, and vice versa. Yeah, you know, but it's like if she's pushing and she's doing more than me, it's gonna be like, oh, I gotta get my stuff together. And vice versa, right? Yeah, yeah, yeah.
SPEAKER_01I'd be like, oh, I gotta.
SPEAKER_05Are you guys on the same team?
SPEAKER_01Well, we're under Wolfpack, but you're not on the same team.
SPEAKER_05No, you two.
SPEAKER_01No, she's direct to Stanley, and I'm direct to Alex Masias.
SPEAKER_05Crazy.
SPEAKER_01Yeah.
SPEAKER_05That's awesome. So you guys are just competing. You have to have this, you know that, right? To grow.
SPEAKER_01Yes.
SPEAKER_05You gotta have that healthy competition with somebody. Do you guys talk on the phone every day or no?
SPEAKER_01Um, no.
SPEAKER_05No. So you guys are in Vegas together for how long?
SPEAKER_01Till tomorrow. Tomorrow. Yeah.
SPEAKER_05Are you guys doing anything fun?
SPEAKER_01We're still trying to figure it out. Pilates and shopping. Oh, yeah, yeah, yeah. That's exactly what we're gonna do. And then you know we'll see. We'll see what else. And dinner tonight.
SPEAKER_05We're gonna go to we're all going to dinner with a bunch of agents tonight. It's gonna be awesome. Let's go. Yeah. Okay. Uh, do you guys ever feel like there's a a lot of pressure uh in any way? Like pressure to do more, to do better. How do you handle it?
SPEAKER_04Yeah, I think there's always gonna be pressure because it's always like there's always like going to be someone that's doing more. So it's like, okay, this is how I think of it. I had just made a video about this. Um, and one of the guys named H H E told me this. The top, you're gonna be 50% of the the competition in this industry just by showing up and working. Then the next 40% you'll beat by doing the meticulous details that got you from the 50% to you know 40%, tracking the ROI, keeping, you know, showing up on time, leaving laying all those things. And the top 10% is straight dogs. Do you have the dog in you? It's just gonna be straight on. Who wants it more? Who's willing to keep that fire longer, you know? So I think keeping that in my mind all the time, there's always pressure to be doing more. Always 110%. Yeah. But consistency will always outwork anyone. Yeah.
SPEAKER_05Love it. All right. What's your biggest mistake in insurance?
SPEAKER_04I'd say going back, letting my pride and ego get too high.
SPEAKER_05Okay. So you were cocky, confident on top of the world?
SPEAKER_04Yes. It wasn't to the point where it was like unbearable. It's just like I just always thought I was right. And you're not always right. Like, you gotta understand that. So um I'd say that was my biggest thing.
SPEAKER_05I've noticed a lot of peak, a lot of kids in their 18, 19, 20, 21, they're kind of petty within agencies like fighting over stupid stuff. Is that common?
SPEAKER_01Um, I mean, yeah, with certain agencies, definitely not in mine. Um, and I don't see that in, I mean, I don't see that in hers as well. Not really.
SPEAKER_05But do you see it? Yes. Yes. Be like, I don't, I'm not gonna work with this guy no more because he was mean to me.
SPEAKER_01It's like that's soft. Like, what are you talking about?
SPEAKER_05Like, that's soft.
SPEAKER_01That's so so yeah.
SPEAKER_05All right. Uh what's the what what's your biggest mistake?
SPEAKER_01In insurance, um I have to I'd have to think about this one. I don't really know. Um I'd say, oh, I'd say um not building like as fast as possible. Okay. Like I'd say that like I wish I would have like started building like faster.
SPEAKER_05What do you say to somebody who's watching these podcasts and they're like, Well, I only want to know the nuts and bolts of the scripts and the quoting. What do you have to say to someone like that? That's just really technical. Like a client, no, an agent.
SPEAKER_04Oh.
SPEAKER_05Like they're like, just show me the scripts. I don't want any stories, I don't want any rah-rah, I don't want any stuff like that. I just want scripts and quotes. Because some people sit some people say that, but I try to tell them you need to figure out how everybody's thinking that is doing 70, 80k a month, not just like here, here's a piece of paper of what to do.
SPEAKER_04Right. It's not just black and white.
SPEAKER_05You gotta actually learn it. Exactly.
SPEAKER_04Yeah.
SPEAKER_05But also know how I'd rather know how you think than what you're saying on the phone.
SPEAKER_04Yeah.
Training Culture And Recruiting Tactics
SPEAKER_05And I'd rather know your activity than what you're saying on the phone. And I'd rather know how you're handling bad things and getting through your day and saying positive. Um, what's your guys' training like for an agent that comes in?
SPEAKER_04I'd say leading from the front is really big for me. So, like when a new agent comes in, they're Velcro. They're like my child, honestly. Actually, I a lot of times if I bring in a direct agent, it's like at the point where I move them in with me.
SPEAKER_05Yeah, like to your house? Yes. Yeah. See, you guys are crazy. This is everyone from Stan's team said the same thing.
SPEAKER_04Yeah. It's like if you you mean to tell me if you give 110% to this every single day, it will work out.
unknownYeah.
SPEAKER_05What if they what if you move them in and like they sleep into like 9, 10 a.m.
SPEAKER_04and kick them out. It's not an option. One waking them up. Come on, let's get up. Yeah.
SPEAKER_05Okay, so someone can move to Chicago, work with you guys, and you will train them. And there's people moving from all over the country to work with you guys.
SPEAKER_01Yes. Yeah.
SPEAKER_05Flying across the country to be around this. What's this office like?
SPEAKER_04Amazing. Yeah. The culture there is amazing. We have a great leader, Stanley Smith himself. Shout out him. Yeah. But it's like, you know, it's what we make it. It's what the managers and the people in Wolfpack make it. And I think we've made it into something special to the point where it's like all these young people just pushing for the next big thing. We don't let negativity drown us. It's like if you see someone, you know, with negativity, it's hey, let's get this together. Like let's let's grow this together. And I feel like it's so rare to find that these days in young people who are actually pushing for the next big thing instead of just wasting their 20s. Yeah.
SPEAKER_05But if someone's watching this, they can hit you guys up. Yeah. And you'll you'll train them.
SPEAKER_04Yes. Yes.
SPEAKER_05I kind of like that you make people move fly there and learn in person.
SPEAKER_04Yeah. Mm-hmm. I had one agent, his name is Tashay. He flew down about two to three months ago, and he did$58,000 in personal production last month, the second month in, and his agency is already doing over$100,000 in production. So he's killing it. That's fine.
SPEAKER_05What's the average age?
SPEAKER_0420.
SPEAKER_05How many people are in the office every day?
SPEAKER_04More than 500. Yeah.
SPEAKER_05Okay. If you're watching this, they got more than 500 licensed 20 to 21, 22, 19-year-olds. It's like a college campus. Uh there every single day. What times everybody get there?
SPEAKER_048 o'clock to 8:30. Yeah.
SPEAKER_05How do you guys recruit? How do you find people?
SPEAKER_04I'd say my biggest thing, I mean Instagram, Snapchat, uh, TikTok, you name them. I'm posting every single day.
SPEAKER_01Yeah.
SPEAKER_04And I'm not just posting about like the money. I'm posting about my mindset. I'm posting about my ups and downs, like the raw, authentic version of what life insurance actually is.
SPEAKER_05Nobody wants to see the highlight reel. They want to see the ups and downs.
SPEAKER_01Definitely. Um Instagram, like, you know, TikTok as well, like, um, as well as like, you know, all social media platforms. And then recently what I started doing is in-person recruiting. So like when I go to restaurants um and I see like, you know, young girls or young guys, you know, I like, you know, I ask them, I'm like, oh, like, you know, what are you currently doing right now? And I just recruit them. And I'm like, come to the office, you know. Cause when I take my team out to dinners, you know, obviously it's like right by Schomburg. So I'm like, okay, like what do you currently do right now? Oh, I'm at school. Are you open to more opportunities? Yes, okay, come to the office next week or tomorrow, or you know, whenever you can. And let me show you around.
SPEAKER_05And how much do you spend on these dinners?
SPEAKER_01Like, okay, so it depends. Cause obviously I'm not taking them out to like, I'm not taking 15 people out to Maple Nash, but like I'll take them to like you know, something nice still. Um, but I'll spend right around a thousand dollars.
SPEAKER_05So you're go taking your team to dinner, spending a thousand dollars. Tip do you tip good?
SPEAKER_01Yeah, I tip good, I tip like 25-30%. And then, or sometimes I add more. So like I'll because like obviously like it tells you like I'll put 30, or I'll just put an extra 500 or a thousand, but yeah, like you'll throw an extra 500 or a thousand dollars on the tip, yeah, depending on like how the service was for real, yeah. And then yeah, so it's a thousand for like basic dinners, and then when we go to maple or like other, it's like two, three, four thousand.
SPEAKER_05Yeah, do you do the same thing?
SPEAKER_01Yeah, yeah.
SPEAKER_05So you guys are really good at building a uh team community, going to dinner, tree you guys are like a gang.
SPEAKER_04Yeah, yeah. Yeah. I love my people. I put my people above me every single day. I think that's the most important thing. There is yeah, bro, your people are so important. Like you wouldn't be here without them. You gotta Give back to your people.
SPEAKER_01Yeah. And it's like the relationships, the connections you build with them. It's like I don't talk to anyone outside of this other than my people. And like obviously my agency. But it's like I hang out with them. I'm always with them. You know, I have one girl that currently lives with me right now. Um, she just started working with me like about two weeks ago, and I'm trying to help her like you know, grow and start seeing like success, you know, sell at a high level. And it's like I do everything with my people.
SPEAKER_05Now, do you think you're empowering a lot of women to do this?
SPEAKER_01Yes.
SPEAKER_05What are you seeing? Like, what's your DMs look like?
SPEAKER_04I get, I'm not gonna lie to you, very honestly, I get a lot more men hitting me up, but I would love for more women to hit me up. Um, and when I do get women hitting me up, they'll turn into killers. Yeah, you know? Yeah, I know, I know it has like it's a male-dominated feel. It might be a little scary, but let me tell you, when you once you get in there and you really like see like the environment, you see what you can do, women are killers in this. Yeah, you know?
SPEAKER_01Yeah. I get I get a lot more women hitting me up. Um, guys, not so much, but definitely women. And you know, I bring them out, I'm like, okay, girl, like, you know, let's get you started. Like, I'm like, I'm gonna turn into a boss. We're gonna be boss ladies, you know. And I'm like, okay, so we're gonna be the most paid, we're gonna be the most paid, we're gonna be the greatest, we're gonna be the best, you know, you know, agents, agency owners out there. And you know, I just like I just because it's like when I when I bring someone in, especially with the age, right? You know, you're bringing in people from 20 to like 23, 24. Not only are you helping them like sell at a high level and you know, build their agency, so on and so forth, but you're also like develop developing them, like develop my bad, developing them as individuals, right? So it's like you're you're teaching them like the way of life, if that makes sense.
SPEAKER_05Dude, you guys may be at the beginning of the biggest uh thing in the life insurance industry ever. You know that?
SPEAKER_04Yes.
SPEAKER_05Like this nobody's doing this, nobody can replicate this. You got something really special.
unknownYeah.
SPEAKER_05So good job. I'm excited to see where you guys are in a few years. Uh, anything you want you guys want to close with for somebody who's on the fence and thinking about getting into insurance?
SPEAKER_04I'd say take the risk. Take the risk and don't let anyone, I mean, not your mother, boyfriend, girlfriend, stop you.
SPEAKER_05Or just break up with your boyfriend.
SPEAKER_04Yeah. Yeah, that's that's another option. But he knows he was great. He's he's great.
SPEAKER_03What about you?
SPEAKER_01I'd say, like, if you're looking to get started, just start. Like this genuinely changed my life. And honestly, like it's changed me as a person. Like, I wouldn't be the woman that I am today without this opportunity, without my mentors, without the people around me. Um, you know, I've obviously been able to build like an amazing team, like amazing community. And honestly, like, you know, like don't let anyone tell you like not to join. Like, if someone's like, oh, you know, chargebacks, like, just ignore it and just do it. Like, if you want to do it, do it. Because at the end of the day, like you're gonna see so much success and you're gonna, you're just gonna thank yourself for not listening to anyone but yourself.
SPEAKER_05All right. Um, to wrap this up, if you guys are that are watching this enjoyed this, if you can comment, leave these girls a comment on what you think, how they're doing, if it helped you, like it, share it. The reason I'm asking if you're watching this to do this is because you guys are going to help a lot of people. And we want to get the message out that other young people, women, older, young, it doesn't matter, have another opportunity besides their current situation that they may not like. Uh, this dude said to me the other day, he's like, dude, I don't want another dude. The reason he was doing this is he said, I don't want another guy telling my wife when to go to work, when she can take days off, uh, and controlling her schedule. I was like, yo, that's powerful. And there's probably a lot of people that could relate to that.
SPEAKER_04Yeah.
SPEAKER_05But, anyways, you guys are amazing. Thank you for sharing. And if you're interested in working with these young ladies, hit them up. And uh, thank you guys. Thanks for joining us.
SPEAKER_04Thank you, thank you, thank you for having us. Thank you.
SPEAKER_05Good job, guys. What'd you think, Drew?
SPEAKER_04That was awesome.