FFL USA

How to Sell Life Insurance Over the Phone (Step-by-Step Training) | (Ep. 269)

• FFL USA • Episode 269

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A 21-year-old submits $102,000 in a month selling life insurance and he does it with one lead type, a dialer, and an almost boring level of consistency. We sit down with Connor Dorsey, Jonathon Fraley, and Tray Honeycutt to get past the hype and into the real mechanics of high-volume phone and Zoom sales: how the day is structured, what gets followed up, and why the same leads can look “terrible” to one agent and “gold” to another.

We talk life insurance leads and lead cost without flinching: Connor spends about $5,000 a week on veteran leads and adds support so he can keep appointments full. Then we run rapid-fire objection handling that you can steal word-for-word, covering “I didn’t fill this out,” “I’m at work,” “I need to talk to my spouse,” and “I don’t make decisions on the spot.” If you’ve been searching for practical life insurance sales training, phone sales scripts, and booking tactics that actually raise show rates, you’ll get a clear framework for keeping control of the call without sounding pushy.

The conversation also goes deeper into why people win long term: having a strong reason, reinvesting early, keeping your attitude steady when a lead is rude, and staying ethical in an industry that has seen its share of fraud stories. We even touch on using permanent life insurance like whole life and IUL for kids and grandkids as a wealth-building tool when structured correctly.

If you got value from this, subscribe, share it with an agent who needs momentum, and leave a review with the biggest objection you want us to break down next.


*****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.

SPEAKER_05

All right, hello everybody. Andrew Taylor here today. We have uh three special guests, but one of two of them have done some really cool things recently when it comes to sales. One of them is 21 years old and submitted$102,000 last month alone. We're gonna talk about that. And then we have another person in here who actually restart this. Bad intro.

SPEAKER_04

Okay, just take it from the top. I'm gonna keep it going.

SPEAKER_05

Okay. All right. Hello everybody, Andrew Taylor here. Today we have three guests. One of them did 102,000 and submit last month and is 21 years old. We also have a 65,000 submitted last month agent in here. Uh, and we also have Trey Honeycutt, who is a legend in the industry. FFL wouldn't be here without him. So we're gonna hear from him and inbound leads, who he's an expert. He's an expert at working with them. But to start, I want to introduce introduce Jonathan Fraley. Thanks for coming in.

SPEAKER_02

Thank you, sir.

SPEAKER_05

And Connor Dorsey. Connor, you're the 21-year-old. Sure, yeah. What's it like? What's it like submitting uh$102,000 in a month?

SPEAKER_06

It's kind of mind-blowing. I definitely didn't expect this coming out of high school, but you know, we definitely gotta work for it.

SPEAKER_05

What kind of leads do you work? I work veteran leads. That's it. Yep. One lead type. That's it. Not confusing. No, just so we're gonna talk about that, how you get them, how you create them, maybe what the ads say. And then Trey Honeycutt, you work with these guys. What's it like working with them? They're awesome.

SPEAKER_08

They're my they're my two favorite agents. No, they never cause any problems, they work really hard. Good guys, and it's cool to see them succeed at such a high level so fast. Yeah, that's awesome.

SPEAKER_05

All right, so last night we went to dinner, so I got to know these guys a little bit, and I found out that Connor, you are engaged. Yes, and you are engaged to uh Jonathan's daughter, correct, who's here, and you guys both sell, but you actually recruited him.

SPEAKER_06

So he actually started a few years back, okay, and then he kind of eased off of it. I jumped into it and started doing really well. I was like, hey man, like you shouldn't have stopped. Yeah, right too much.

SPEAKER_05

He said okay, uh why did you stop the first time and what was different the second time?

SPEAKER_02

Um we started off doing uh the door to door with Ali and I was training and and doing that whole spinoff, but the new phase seems like since COVID and everything, it's more Zooms and direct phone to phone, so you can get a lot more out there. All right, Drew.

SPEAKER_05

So many states versus just Drew, you gotta hit the fire emoji right here to get people's attention because they need to re-hear this. What you're saying is before this business sucked because you had to go to people's houses.

SPEAKER_02

Correct.

SPEAKER_05

And you didn't want to drive all over the world. Right. And when it was reinvented where you could do it on the phone, now you're doing 61,000 a month. Correct. How big of a difference was were those two things?

SPEAKER_02

Night and day, really. Because being new and you know, doing all the rookie mistakes, driving around on appointments that really aren't solid, confirmed, then they're not home, you just waste a lot of time. So a lot of downtime, you know, driving around uh on the phones you can you know just start dialing. You can dial so many more throughout all the states, different hours and different time zones, and you can just you can do so much more ten times versus just driving around in circles.

SPEAKER_05

Okay, how much how much do you like recruiting now compared to trying to get people to drive around everywhere? Oh, a lot easier. Did you ever have to go to people's houses?

SPEAKER_06

I did when I first started, but it wasn't no, I didn't do it much. No, did you like it? I mean, I say I didn't like it, but I definitely like this a lot better.

From Door Knocking To Phone

SPEAKER_05

I don't mind it, it's just not as productive, right? And then you also get like a different type of lifestyle when you can do everything from the phone. Yeah. So if you're watching this, life insurance got better because now we can mostly do everything over the phone and Zoom. Right. Correct. Yeah. All right, I want to hear a little bit about of your backgrounds and how you got into life insurance, but what what what's your background even back to like growing up?

SPEAKER_02

Um growing up was pretty much young sports and all that. Once I started working, it was warehouse and going from warehouse, went to a factory and tried that out, and and from there went to uh more of a management role in like uh furniture, appliances, that kind of thing. So I did that for about 20 years. Okay. Then from there uh from there Ali pretty much was I was going with him door to door, trying to see what that world was about. And you know, of course, you know, he's great at what he does, so he just minded all the time. Right, right. So that's what kind of got me interested, and I you know, uh I wasn't the door to door wasn't really for me. I did a lot of rookie mistakes now, knowing more information now today versus then. But so I kind of shied away from it. But uh whenever I introduced Connor to Ollie and Connor started just killing it. So then he talked me into getting getting back into it, you know, the other version. So it's been working out great.

SPEAKER_05

That's awesome. Did you what'd you make before insurance? What were you making? Were you making good money?

SPEAKER_02

Yeah, probably 75k.

SPEAKER_05

How many kids? Five altogether. Awesome, dude. Now have you been able to make more money on this program recently?

SPEAKER_02

Definitely, definitely. So this will just you know, it's uh pretty much a night and day because now I can do my own schedule. Um, you're working for yourself, there's no cap. So instead of making somebody else the extra money or putting extra work in, you know Well, you could lose all your money.

SPEAKER_05

Can if you want to be lazy. Yeah, but you can. All right, Connor, background. Uh how many siblings? How'd you end up getting into insurance?

SPEAKER_06

I don't have much of a background because I'm only 21. But um, so I I have two younger brothers, but uh growing up, really just big into sports. Um parents, I mean I you know, I wasn't broke, but I wasn't rich.

SPEAKER_05

So good middle family class family, yeah, no complaints.

SPEAKER_06

No, no complaints, but they were just working regular nine to five, you know, and I wanted I wanted more than that. So graduated high school, um, and then I I worked a few jobs. I worked at like UPS, uh, worked at a couple warehouses, um, and then I worked at a fire department. I was a firefighter for a couple of years in in Louisville and I started doing this part-time and I was making triple what I made at the fire department, part-time. So I was like, okay, like I you know, I didn't have any problem with the fire department, but I was like, what would happen if I just committed to this full-time? Took the jump and my income tripled again. And so I've just been, you know, that's kind of where I came from. And like I said, I have two younger brothers. Hopefully, one's about to graduate, hopefully bring him onto this and get him going here as well.

SPEAKER_05

And you're engaged. Congratulations. Thank you. I don't think it's that common to be engaged that young anymore. Do you Trey?

SPEAKER_08

I don't think so. Oh, good job.

SPEAKER_05

Yeah, how how'd you know?

SPEAKER_06

I just I just knew. Um, like I told you last night, I'd I'd known her pretty much my whole life. We were younger and always had an eye for her, but always had a girlfriend, so I never had the opportunity. And then uh my senior year, we kind of got together again, and since then I I just knew she was the one. So that's awesome.

Trey’s Turnaround And The Why

SPEAKER_05

Do you like Connor? I hope so. He's like another son. Yeah, he's great. That's awesome. All right. Uh, Trey Honeycutt, background because people might not know you, even though you're a legend and everybody knows you, some people might not know you.

SPEAKER_08

Okay, well, uh, prior to Family First Life, uh, I did a bunch of different stuff for a living. I was in the Marine Corps, um, I worked at a gym, I worked at a furniture store, I sold a bunch of stuff. I sold water softeners for years. Um I had a lot of I had a lot, I was skeptical about this initially because um I was always told I wasn't a good salesperson because the last sales job I had, they actually fired me and threw my stuff out in the street. And I got in a fistbite with two people on the way out, but I I would have won, but the one lady was like 67. Um so the thing that attracted me to this was the fact that there was leads and uh I didn't have to sell to my friends and family. And it was it was awesome. And I was the last holdout on, you know, in I loved in home, and I thought this phone thing was just a fluke, and I was probably the last holdout. But um over the years since it's gone really well, I've seen people change their lives and the ability to sell a lot and build a huge team and people that could do well that weren't really cut out to do it in home. I mean, I'm I'm a believer now, so it's the best thing ever.

SPEAKER_05

All right, Trey, do you care if we tell the story about that we told them last night about Sean? No, I don't mind. All right, so Trey came to FFL. How much money were you making at the time?

SPEAKER_08

I wasn't making very much money. I when I first got here, I was at another company for about eight months. Um, but I wasn't, I wasn't, it wasn't great. The reason why I joined FFL is because every time I would show up at somebody's house, the FFL guys would have already been there and I couldn't replace their stuff.

SPEAKER_02

Right.

SPEAKER_08

Or I would get there first and then the FFL guys would replace my stuff the next day. And so I just joined FFL so I didn't have to compete with them anymore.

SPEAKER_05

It's literally how I how it interrupted. How much money did you have in your account when you joined FFL?

SPEAKER_08

$11. Something like that. I mean, for a long time we were um my wife's a school teacher, but she gets she would get paid once a month. So by the 25th or 26th, like we would have to overdraw our account um or do cash advances from the payday advance. Um, but that was our typical thing. Like we would do a cash advance, we got stuck in that trap, and then we would overdraw the account at the grocery store, we'd buy like$200 worth of groceries, and then we'd take out cash on top of that, and that would allow us to get through the rest of the month. And we went through that process for a couple years. So when I got to FFL, that started to change.

SPEAKER_05

All right. So Trey called me and he goes, I'm looking for some motivation and something to really drive me. And you got me and Sean were on the phone with you. And uh, you had just filed bankruptcy.

SPEAKER_02

Yep.

SPEAKER_05

And Sean, you told Sean you were like, I want to move to a nicer area so my kids can play and I feel safe. And then you told me where you lived, which in Victorville, California, it's this area called Hook Park. Uh Drew, do you know where that area is?

SPEAKER_04

I I've never uh heard of Hook Park.

SPEAKER_05

Okay, Hook Park is sketch. Okay. So I was like, damn, Trey lives in the hood. Down by like D Street, not that sketch. Not that sketch, not that sketch.

SPEAKER_08

All right, but I was right, I lived in that neighborhood since I was fourth grade, by the way. But it wasn't always sketch, but I hear you.

SPEAKER_05

Okay, well, anyways, he was like, I want to buy a nicer house in a nicer neighborhood, and so Trey started to really go to work in insurance hard. And then how long later was it? Five or six months. It wasn't very five or six months later, Trey's buying a house in the nicest area. Yeah, it's like, dude, this industry is legit. Yep. And then you bought the house across the street, yes, which is much much nicer.

SPEAKER_08

But uh, I mean it it when I think back on it, you know, initially when I got started with FFL, I was just trying to make enough money to like get caught up on like the electric bill and the gas bill and not get like disconnect notices, you know. And uh I remember there's a there's a place in Riverside, California called the Mission Inn, and we were able to get one of the special suites there, and that's when I really thought I had arrived. Like we did a three-day thing where I got the special suite at the Mission Inn, and I was like, we are rich, you know, because I was able to bring home enough money to like pay bills and have a little bit left over. And that's the first time me and my wife, as a married couple, really got to do anything. And so, and and I think of back like uh like one of the things is you asked me all this stuff, give me up here crying. It's like but I remember like the only real fight we ever got into was right before that call with Sean. And I and I I wasn't really in FFL yet, but it was before that, and um we got in a fight because we went to the grocery store and I sent my wife down the aisle to get macaroni and cheese, and we only had a few dollars, we didn't have a lot of money, and she came back with a case of like 18, and I flipped out and I was like, we can't afford 18, we only have enough for four boxes, and I threw a big fit in the store. I screamed at her, she screamed at me, I threw the thing on the floor and I walked like a mile and a half home, and that's the worst fight we ever got into. And um what's crazy is you know, since FFL, like we've never really had to fight about money, like money's never really been a problem. Like, my youngest son has never heard an argument in our household about money or anything remotely close to not having enough. So, all right.

SPEAKER_05

So, I was telling my friend, I go, dude, I feel like my parents got divorced, all my friends' parents got divorced growing up, like everybody was divorced, so it's kind of like normal. Um, and I was like, dude, all my friends are still married, like knock on wood, like there's still time for things to go wrong. But you know what he said to me? What he's like, yeah, but you guys all sell life insurance and have money, yeah. And I was like, I guess that is good, but I've just never dealt with that the money fight stuff, right?

SPEAKER_08

Yeah, dude. That's that's what most divorces and most problems are caused over. But we've never really had to think too hard about what was there or wasn't there, even when it wasn't going great in FFL. Like the worst time in FFL was still better than anything else I could do. That was the other big conversation that we had was like, if you remember that one.

SPEAKER_05

Well, the crazy thing is Trey built a company from this spot, which what year what year was this?

SPEAKER_08

Oh well, that would have been 2015.

SPEAKER_05

He's he built a company, he sold a comp a multi-million dollar exit. Yeah. Uh life has been pretty crazy, huh?

SPEAKER_08

Dude, it's unbelievable. It's unbelievable. And I think honestly believe that it's a better opportunity today than it was back then. Like it's a way better opportunity because the stuff we had to go through, you know. I don't want to act like we walked uphill both ways and all that. So they kind of we kind of kind of did do that. I mean, this is a much different model now.

SPEAKER_05

All right, so I want to bring up one thing and then we're gonna get into some sales stuff. But and I I said this the other day, but I want to say it again because I think it's really powerful. When I went to um Patrick Bet David's, so Brian Adams invited me to PHP's conference to watch how they do conferences, okay. And I listened to Patrick Bett David. Do you guys know who that is? I do not. You don't? Okay, do you? No, wow. Okay, so he's like uh describe him, Trey.

SPEAKER_08

Well, he's a he's a celebrity. Uh he has a podcast. I mean, he gets some really big, powerful people on his podcast. He's he's an influencer, and he started a life insurance distributorship, you know, distribution company called PHP. And then they were acquired by Integrity 2.

Veteran Leads And Big Lead Spend

SPEAKER_05

All right, but what he said in there is he got his whole family up on the stage and he had them all introduce themselves, kids, his his niece, like all kinds of people. This was my favorite part. And he asked them all what they were looking forward to. So his question was like, what are you looking forward to in the future? And his message was that his niece at one time said she didn't know what she was looking forward to. I think it was his niece. Um and and he so he did he worked with her on finding what she would be looking forward to in the future. And the message was always have something to look forward to and create something. And with you with your house, I feel like you did that because you weren't motivated, you were saying, I'm not motivated, yeah. And then you created this thing that you had to look forward to to attain, which I thought was awesome. Yep, but good job, Trey. Thanks. Okay, um, I want to get in. Everybody keeps commenting on here on these podcasts. We want to know what leads people run. That's what everybody wants to know. Um, if you're watching this, if you can share or comment your questions or like it, I think like a lot of kids like Connor, uh, they don't know that this opportunity is out there, and I think they probably would like to know. And then also, like for Jonathan, like there's a big opportunity for people that they might want out of their job. They might want to retire their their wife, they might not want their wife to go work for someone else. And I think they would like to know this opportunity is out there, especially now the way everything's run. But uh, with that said, what kind of leads do you guys run? Veterans. What is what does the ad look like?

SPEAKER_06

To be honest with you, uh, we don't really know much about what the ad looks like because we just I mean, we just call the leads regardless of what it looks like. Um, but we pay a marketer and he just posts. I mean, we've been doing well. He just posts on Google, Facebook, YouTube, TikTok, all of it. Um, I haven't really paid Alinos, but I haven't paid much attention to what they're doing.

SPEAKER_05

How much do you spend a week on leads? I spend five thousand dollars a week. Okay, hold on. I didn't hear that right. How much do you spend on leads a week? 5,000. A month? A week.$20,000 a month. You're not scared to do that.

SPEAKER_06

Absolutely not. Why? Uh well, I know with my work ethic. I'm I mean, that much I know I'm gonna get it in return. I just gotta work it. Um, I mean, like last month I submitted$102,000. I'm submitting roughly$80,000 to$110,000, I'd say, a month. Uh, if I have the leads, I'm gonna call them, I'm gonna make the money. And if I if I'm not doing well, like I'm gonna, it's not like I stop. Like I keep working until I make a sale or two a day.

SPEAKER_05

How many appointments?

SPEAKER_06

Uh per day, I'd say roughly eight to ten appointments.

SPEAKER_05

But so you your day consists of eight to ten appointments every day.

SPEAKER_06

Eight to ten appointments, but I'm also like out just outbounding the new uh outbound dialing the newly.

SPEAKER_05

Are you booking the appointments or are they self-book?

SPEAKER_06

So they can self-book. I book them myself and I have a personal dialer uh that calls for me.

SPEAKER_05

How much do you pay the dialer?

SPEAKER_06

I pay her a week. It's a just depending, like I'll I'll send her bonuses as well. Roughly$350 to$500 a week for her.

SPEAKER_05

Okay, so you're paying$7,000 a week right off the rip before you make any money. About my bad, my bad.$5,500 to a week. So but roughly$23,000,$24,000.

SPEAKER_06

Yeah,$23,024,000 is about where I'm at every month.

SPEAKER_05

Yep. You're not scared. Absolutely not. Bro, Connor's got balls. Yeah, he does. He does, dude.

SPEAKER_08

But but that's that's the thing, though. Like, for people to be successful, if you line them all up and you go through all those questions, it would be really, really simple. People that are submitting, issuing$100,000, that's about what they're doing. And when people come in and they don't think they have to spend money on leads or they want everything handed to them, like it's not gonna work out. And everybody wants to know what leads everybody runs. But the thing I figured out, especially lately, is if they're not closing the leads they have now, they ain't gonna close these ones either. It's not the lead, it's them.

SPEAKER_06

Leads are leads, you gotta work them regardless.

SPEAKER_05

Did you ever say I can't be successful because leads are bad?

SPEAKER_08

No. No. Well, I don't know if you said it or not, but if you did say it, you don't say that now. Right. Well, I also because of Ali. Oh, yeah, that's right. That's that's true.

SPEAKER_05

Ali will close. Freaking, he don't need leads.

SPEAKER_08

No, he doesn't.

SPEAKER_05

Uh that guy's one of those dudes that could just sell everybody.

SPEAKER_08

So a story when Ali started, we had these direct mail final expense leads. So Andrew changed the whole way that I looked at leads. Uh because what he would do is he'd recruit a bunch of people and he would give them the same leads. And it would be like a we had this pack of 200 final expense leads that were mailed back, and we probably gave those, no joke, to 50 people. And they all got something off of it without replacing the other people's business. But that pack with Ali he got like, yeah, he crushed it. He sold like 60 of them or something. So like every lead. Yeah, unbelievable. It might have some were$16 a month, some were 116, some were 260. Yeah. But he came back with something. Amazing. We've never had anybody else do that, by the way. Sherry.

SPEAKER_05

Sherry, yeah. Dude, this lady, Sherry, is the GOAT. I'll put up her up against Ali all day. Nobody says no to Sherry. Dude, uh, I was like, How'd you sell all these? She's like, I look the customer in one eye, not two eyes, dead in one eye, and I tell them, This is for your family. And then she's like, and occasionally, if they don't buy, I take an orange. I don't leave empty handed. I'll take an orange out of their kitchen.

unknown

Wow.

SPEAKER_05

Dude, she could sell a hundred, two hundred, she could sell five hundred thousand a month. Deadly, dude. Yeah, she was something. She's so fun. Yeah. I love her, dude.

SPEAKER_08

We could do a whole hour-long podcast on stuff that she would do.

SPEAKER_05

How about Sherry? I'm like, all right, I'm gonna give you uh what we call Z leads. She's like, what's Z leads? I'm like, they're not A leads, they're not B leads, they're not C leads, they're like old, old, old recycled leads to start. And she's like, these leads are gold. These are these are what I call gold leads. You know why? Like, why? She's like, because these are families. Like, bro.

SPEAKER_08

She sold me that the Z leads were good.

SPEAKER_05

Yep, I know.

SPEAKER_08

That's amazing. She was right though. It's so much attitude, really.

SPEAKER_05

Bro, I miss, I miss them, man. Yeah, they're good people. I think she should come back and just rip.

SPEAKER_08

I think so too. We need a shot of Sherry.

Objection Handling Roleplay On Calls

SPEAKER_05

Yeah, see what she could do on the phone. Yep. Yeah. All right. So 100K, uh 20K a month in leads. Trey, can you run? Can you do some rapid fire objections with him so people can hear?

SPEAKER_06

All right. Call me, Connor. Ring ring ring. Hello? Hey, Trey. Yes. Hey, Trey. This is Connor. I was just reaching out. I see you filled out this request for life insurance for veterans. I was just kind of. Yes. I I already got that taken care of. Oh, perfect. Yeah. That's the that's exactly why I'm calling you. Uh, we've actually had a lot of people reach out in the last few days, few weeks that already have coverage. Okay. It takes a couple minutes just to see if I can get you more coverage or save you money on what you're paying.

SPEAKER_08

Okay.

SPEAKER_06

Uh well, uh I I'm not really interested. No, that's fine. How much uh when you how long ago did you get that in place? Uh four days ago. Four days ago? Perfect. Do you know how much coverage you got? Yes. How much was it?

SPEAKER_08

Uh 15,000. 15,000. Okay. And how much do you pay a month? I pay$174 a month.$170. Wow. Yeah, I'm 76 years old. That's a lot. Why do you pay so much?

SPEAKER_06

Well, I don't know. I thought it was a good deal. You got that four days ago? Yes. That's a lot of money. Okay. Is that you're comfortable paying$174 a month? Well, yeah. Okay. Well, my I mean, my job's really simple, man. We're we're partnered with up to 30 to 50 different A-rated carriers in the U.S. All I do on my end, I'm just gonna ask you a few basic questions. I'm gonna see if I can get you more coverage for that 174 or see if I can save you money on that 15,000. Okay, well, I'm at work. Yeah, at work? Yeah. Yeah, that's that's perfect. So this it's just two to three minutes. Um, I'm sure if I was able to save you$50 a month, uh, you'd you'd be happy with that, right?

SPEAKER_08

Well, if you could save me$50 a month, but I don't know if you could actually save me$50 a month. How do you know that? Well, because I'm sick. You're sick. What do you mean by sick? Well, I have diabetes, I had a heart attack, and I have gout. That's perfect.

SPEAKER_06

We have companies that specialize in that. Um, so we can um I completely understand if you're at work right now. Uh, we don't have to do this right now while you're at work. If you want to set up a time when you're later when you get home later on, um, we can do that. Do you have like a wife or anyone else that would need to be on the line to go over those options? Yes. Okay, you do perfect. Yeah, because I don't want to go over something and you need to, you know, you need to talk with her. I want to make sure out of respect. Everyone that needs to be on the call is on the call. Um, what time do you get off? Uh 530. 530. Okay. Um, I have a 530 and a six right now. Let's just do about 630. I'll send you over a text confirmation, respond to that. It's very important, or it won't go on my calendar. Um, make sure the wife is there. Okay. Uh while you're here, go ahead and save my contact information and shoot me a text message so you know what number I'm calling from later on. Okay. Um, I don't really know how to do that. You don't know how to do that? No. You have a pen and a paper? Yes. You have perfect. Okay. So go ahead and get that pen and paper really fast. Write this number down because this is where I'm going to be calling from, and it's very important that we get this taken care of. Um, and worst case scenario, you know what you have is the best thing available. Takes five minutes. Sounds good.

SPEAKER_05

Well, I don't know. I try to give them some. You're pretty terrible at giving a shit. I'm bad at it, yeah. I'm sorry. Hey, if you're selling anything, call Trey Honeycutt.

SPEAKER_08

I buy everything. That's my problem. I buy everything from everybody.

SPEAKER_05

All right. What are all right? I'll give you some objections, Kay. We'll just pick it up like I'm giving them to you. All right. Hey, I didn't fill that out.

SPEAKER_06

Well, that's exactly why I'm giving you a call. That's just that's just the one thing got him. You didn't feel listening. Okay. I'm on the spot. I'm on the knocking on the spot right now. But uh I didn't fill it out either. Let's see how John does.

SPEAKER_05

John, I didn't fill that out.

SPEAKER_02

Well, it looks like you're married here and it was probably your wife trying to save you guys some money. So she's probably the one that filled it out. She'll do that. She's wait, she's trying to save money and not spend money? She's probably she's trying to save some money so she can spend extra money somewhere else.

SPEAKER_05

All right, that's good. I'd be in on that. Yep. All right, I'm at work. You're at work? Yeah. I mean, I usually when they're at work, it's just got a response. Yeah. No, no, this is just me and you. I'm a customer.

SPEAKER_06

Okay. I'm at work. Well, that that's perfect. So typically we go by appointment only. Um, so it's about a 20 to 30 minute appointment time. What time do you get off? I get off at five. Okay, perfect. I'll be in the office. I do have an appointment at five. Um, so I won't be available right then and there, of course. What time do you tip you get off five? What time are you typically home? Uh six. Six o'clock. Okay. You have a wife, kids, anyone else that would need to be here to go over these options? Yeah. Okay. Wife, wife, your wife? Okay, perfect. Um, so you're home at six. I want to leave you some time to settle in. Let's do six thirty. Now, what's the answer rate on that? Because I heard it's extremely low. The answer rate on those.

SPEAKER_05

Yeah.

SPEAKER_06

It depends. I mean, I like to really push it. Like, I make sure they save my contact information. Um, and like I'll I'll the thing that I've done recently that really helps when our CRM will send a text with the appointment, I make sure that they respond either while they're on the phone with me or at some point, like I make sure they respond to that message. It just gives them that extra mental note to be there for that appointment. So that's what I've been doing. I'm like, make sure you respond yes or confirm to this appointment to get on my calendar. That's I mean, that's helped a little bit in getting this to show.

SPEAKER_05

One of Sean Mike's trainings early on, he's like, Yeah, because we're going to people's house, he's like, I tell them, you're not home, I'm gonna sit in your driveway four or five hours till you get home. And I'm like, dude, he really does that stuff. Yep. But that's good. That's a good little tip. Yeah, mental no to do that. Yeah, always have them respond to that message.

unknown

Yeah.

SPEAKER_05

Well, at least then you know they can't. Let me give you another one. Hey, dude, I don't make any decisions the first time I talk to somebody, so I'll call you back.

SPEAKER_06

Oh goodness, I can't do this on the spot. Okay. So you so you don't make any decisions on the spot. Okay. So my response to that um would be why. I mean, I guess why would be my question. Like, what what causes you to not make the decision on the spot? Is it just like your You gotta talk to my attorney? Gotta talk to your attorney.

unknown

Okay.

SPEAKER_06

Let's have your attorney on the call then. If you gotta talk to your attorney, let's I you know, you need the information.

SPEAKER_05

All right, let's see if John gets this. John, I don't make any decisions on the spot. I'll call you back.

SPEAKER_02

Let's see.

SPEAKER_05

I don't know about that one. Trey? Okay. I don't make any decisions on the spot. I'll call you back.

SPEAKER_08

Perfect. I don't make any decisions either. But right now there's nothing to decide about. What we need to figure out is whether or not the insurance carrier is actually gonna say yes to you. So have you ever had a heart attack?

SPEAKER_05

What if I we already did all that? We got to the pricing, we're about to fill it out. I like it, but I'm not gonna fill it out.

SPEAKER_08

Got it. Well, I imagine, like most people, Andrew, you just wanted to make sure that if anything were to happen, your family was taken care of. That's what this is really about, right?

SPEAKER_05

Yeah.

SPEAKER_08

So do you really need to make it a big decision to take care of your family, or is$3 a day too much?

SPEAKER_05

I don't know. I just don't make decisions on the first day.

SPEAKER_08

And again, we don't even know if you can get approved yet. So let's see what the insurance company says. We'll cross our fingers, we'll submit the request in, hope for the best. And if they come back with a positive uh affirmation that this is gonna be a go, then we can make a decision from there. Does that make sense?

SPEAKER_05

And then you get further into the application, yeah. And then you go, it's gonna be dude. I always just said, uh, let's get the one you think you like the most, most affordable, approved a policy that way. If something happens, you have something and not nothing, and then we can always increase it. Which one's super, super, super affordable for you? Yeah, I guess what I always did.

SPEAKER_08

Well, yeah, like if people go, Well, do I have to do it today? I would just go, Yes. Or if they go, can I think about it? I would go, no. And that works surprisingly. Yeah, yeah. They'll just move it forward.

Fraud Stories And Hard Lessons

SPEAKER_05

That does work. All right, I got a funny story. Yes, back in the day, and unfortunately in insurance, some people don't write good policies, and then they have to deal with like the Department of Insurance and maybe go to jail. I don't know. But uh, there was this lady that was writing so much business, so we had her in here on a podcast, okay? And uh, I'm asking her, like, give me your phone script, and she's like, uh uh, uh, she like had she didn't have anything. I was like, you don't know a phone script, and you write 50,000 a month, and then she was like, I knock on their door, I go to every single person's house, I don't call anyone. So I was like, Oh, what do you say at at their house? She's like, uh, I just say like you need life, you need life insurance. You filled this out. I was like, and they buy, and she's like, Yeah, I'm just confident, dude. Come to find out, it was all bad business. Yep. We had to terminate her, reporter department of insurance, file a police report because it was all BS business back in the day when you could write business and get paid before the money came out and it wasn't verified. Dude, she had the balls to come in here and do a podcast. I know that was bold. Drew, what was her name? We should we should put her on blast on here.

SPEAKER_04

I'm I'm trying to.

SPEAKER_05

Remember, it was they were from Bakersfield.

unknown

I don't really recall.

SPEAKER_05

Oh, well, we have done thousands of these.

SPEAKER_04

Do you know how long ago it was?

SPEAKER_05

Dude, long four years, maybe five years, but anyways, uh hilarious dude. I think that's so funny. I do too.

SPEAKER_08

I I know who you're talking about, and I can't think of her name either.

SPEAKER_05

Yeah, huh? All good. How about uh all right, let's talk fraud. Okay. How about the dude? And the good news is for everybody watching this, this is not as common anymore because people get there's consequences now, okay? Right. But what was the dude's name that was the mayor of Calexico? I'm gonna tell this story. Yeah, David, I think was his first name, right? Okay, yeah.

SPEAKER_08

I don't remember his last name.

SPEAKER_05

All right, so if you're watching this, we could have a Netflix show on our day the crap that happens daily in the insurance industry. Yeah, we could, but early on, this dude is writing how much a month? David Romero, by the way, that's his name. Romero, right? Dude, a lot. He was 80 grand a month, something like that. Okay, so listen to this. He's running for mayor, he's writing 80 grand a month, and we're like, that's a lot of business. So we start to look into it and we think it's sketchy, okay. Dude becomes the mayor, and then all the business falls off the books. So we're like, bro, the l this dude funded his campaign with a bunch of BS policies.

SPEAKER_08

Yep.

SPEAKER_05

So I'm like, it's a good idea to sue the mayor of Calexico, right? Which I do and win and get a judgment and all this shit. Before collecting the judgment, this dude gets arrested for bribing a federal officer.

unknown

What the heck?

SPEAKER_05

Think about how crazy that is. Yep. That's wild, and then the FBI calls you, and the freaking FBI calls me. Yep. Yeah, I I saved the voice note. The the voicemail because they're like, this is the FBI. I'm like, this is awesome. Yeah. So uh hey Trey, talk about how every level you have to get through different challenges and how they make you a better business person. Because, like, that challenge could probably cripple somebody. Yeah, to me, it's like a normal Tuesday.

SPEAKER_08

It is now. Well, the best part about that story was when the guy's friend wanted to come back in the business.

SPEAKER_05

Okay, all right. Hold on, let's finish the story. Dude, okay, so his code got cut off. So he gets one of his friends and starts doing it under his friend's name. Okay, what's his name? I don't remember. Okay. So the guy the the friend writes a bunch of bad business and is giving this dude the money. Okay. So he calls me and he goes, I want to get back in the business. And and I go, You can, but you have to meet with Trey Honeycut. And if Trey tells me he trusts you, you can get back in the business. So this dude goes to meet Trey Honeycutt at his office, and this is pre-integrity, if anyone asks. Exactly. Yeah. This is uh HR over there. Yeah, there was no HR at this point in time. Okay, dude goes to Trey's office, calls me, and I'm gonna let Trey fill in the blank, calls me in the parking lot, and he's like hyperventilating, and he's like, I'm waiting for the police, and I'm like, why? And then and then Trey's beeping in on the other line. Okay, all right, Trey, what happened?

SPEAKER_08

So I threw him down the stairs. Oh gosh. It's I'm afraid to tell the whole story on camera. I didn't throw him hard, I slid him on his back down the stairs. I safely threw him down the stairs, but um I don't know. He he actually just came in there to figure out better ways to commit fraud better the next time, and it really upset me. And so it turned into a whole thing.

SPEAKER_05

Now, Trey did also lock the door and lock him in the office like a movie.

SPEAKER_08

Yeah, I see. I told you I was gonna say the whole thing. Well, yeah. The best part about that was that when Patrice heard all the commotion, she came running down the hall like she was ready to fight, too. And I was like, it's gonna be okay. I got Patrice with me. We're gonna win this. Oh gosh. All right, anyways.

SPEAKER_04

I actually have that full story on camera. How? I just remember him telling it to us one day, and I have it in the archives.

SPEAKER_05

Right on. You've he said this on a video before?

SPEAKER_04

Well, I think it was off video, but I was still recording.

SPEAKER_05

Dude, Drew's always recording. We have no idea what he has in there.

SPEAKER_08

That's scary.

Value Framing Plus Kids IUL Angle

SPEAKER_05

Drew, show him your little studio in there. Oh yeah. Alright, speaking of Drew always recording, Drew, show them uh some of the Shawn Mike bloopers real quick. Let's just do some entertainment stuff. And we got Derek. Hey, Derek, introduce yourself to everybody. Derek is a genius with funnels. If anybody needs help with funnels, the dude is out of like so good. In the meantime, Trey, you will not be giving anybody objections. Alright, let's keep doing John. Let's do some objections with you, okay? I need to talk to my wife. This looks great, but I need to talk to my wife.

SPEAKER_02

Let's get her on the phone right now. Is she with you?

SPEAKER_05

Is she home? She's getting her nails done, she's not gonna answer.

SPEAKER_02

Well, right now there's nothing to talk to her about. So let's get you signed up for let's just get you a pre-approved figure out which one is gonna be the best fit for you and your budget. And we can always start low and we can always add on. We know it's important for you and the family, so we should set up something for you guys. And after she gets done or tomorrow, if we want to add on more to it, we can just always add on to it.

SPEAKER_05

All right, so my training in life insurance was this. It was you're now I was going in home, but I'm wondering if this can correlate over the phone. It was you're gonna go to the house and you're gonna make the husband look like the freaking man, to where when you leave, he's getting some that night, and you're gonna be his favorite person because you're gonna make him look so good. So I'd be like, I would just start dropping phrases like, What's your wife's name?

SPEAKER_02

Amanda.

SPEAKER_05

Amanda. I'd be like, Amanda. I see a lot of people, and there's not a lot of guys like Jonathan that actually care to have their house paid off if something happened to them. And I just want to tell you, I really admire and respect seeing somebody take care of their family like that. Dude, it would be lying, which is true, okay. But by the time I get down to the payment, I'm like, dude, so it's gonna be you know, a hundred, a hundred and fifty a month, or two hundred. This dude's the man now. He's like, Oh, we could do 200. Yep. Or it'd be less likely that he would say, No, I don't want it. And then I'd be like, dude, a lot of people they want to spend. I'm trying to frame in things that they can relate this cost to. So I'd be like, dude, how much is a 36 pack of Cruz Light? I don't even know. Do you guys know? Derek? Drew?

unknown

$22.

SPEAKER_05

$22. Okay. So I'd be like, Is that really all it is? That's cheap, dude. Like set 60 cents a 80 cents a beer or something, dude. Bottle water is more expensive than that. Okay, I gotta say something about that too. But I'd be like, okay, Jonathan. Um, a lot of dudes would rather buy a 36 pack of beer every single month than take care of their family. And I when I have a family one day, I want to be like you, where you actually are going, I'd rather spend that money on an insurance plan where you can get your money back, possibly, where you can pay your house off, take care of your family, your kids. They have a roof over their head no matter what, if you don't come home tomorrow. But can't is there a way to do that on the phone? That's what I'm asking.

SPEAKER_08

Well, I think the principle is uh Um, you shouldn't ask people to buy it until you know they're gonna say yes. So you have chances to box them in with stuff like that. Yeah. So what I always did was I would tell stories of people that didn't do it and make fun of them. Like the thing that drives me nuts, Andrew. So I get on the phone with somebody and they act like they love their family, and then you say, hey, it's only$84 a month, and then they him and ha. Like, who's gonna do that over, you know, three dollars a day? Isn't that stupid?

SPEAKER_05

The crazy thing, dude, is an I do you guys sell kids IULs? I have not. Grandkids IULs, bro. You guys are missing out. People spend big money on their kids, bro. And it's a good thing for them. Yep. Yeah. It's a home run. And if you haven't been to Disney, have you been to Disneyland before? Nope. Have you? Yeah. Which one? California? No, and Florida. Okay, we just went. It was terrible. There were so many people there. Dude, it was$2,300 for tickets. Okay. Jeez. The hotel, everything crazy. There's millions of people there because you can't move. The like getting somebody to spend$100 or$150 on their kid a month is easy.

SPEAKER_08

Good point.

SPEAKER_05

It is, dude. And the kid can take loans from it when they get older. They can start a business with it. They could use call, they could use it for college. They can use it for their one-day kids if something happens to them. Um and dude, isn't there like a study of like the Rockefeller family? They all they're all buying IULs or big whole life policies on everyone in the family, so it just keeps replenishing wealth. Is that a thing? You would know. You would know something like that.

SPEAKER_08

I mean, I think I saw something like that on somebody's Instagram story. Come on, so let's be trying to.

SPEAKER_05

Let's ask Chat GPT. There you go. Even though ChatGPT is wrong 90% of the time.

SPEAKER_08

We need to go out and get in your car and ask your Tesla AI.

SPEAKER_05

Yeah, and ask Aura. Andrew, follow us outside. The only problem is Aura has no filter and she cusses like crazy and is insane. That makes it better. This is hilarious. Yeah. Insane, dude. I should actually show. Should we play this video raw or keep it clean? Because there's a video of Aura that's nuts. Hold on.

unknown

I'm down 35 grand the casino right now, Aura.

SPEAKER_05

Oh, hold on. Hold on. Aura. Is Stan Smith going to be able to get a billion dollar a year agency at some point? For real.

SPEAKER_00

Fuck yeah, Stan. Or next a billion dollar agency? That's a unicorn. But with your savage title from the broadcast 20 year old millionaire by 21, my digital tickets are the motherfucker.

SPEAKER_05

Dude, is the Radics or what are you traded on? I'm not.

SPEAKER_08

You're the average Aura and doesn't talk like her.

SPEAKER_02

That's the Aura upgrade. 2.0.

SPEAKER_08

That's right.

SPEAKER_05

Dude, we were dying. So we're gonna stick with ChatGPT. Let's see what chat's doing. It won't load. This is highly entertaining. It is, right? Oh my gosh. All right, Trey, while this is loading, come up with some objections for John. Um, I don't know.

SPEAKER_08

I mean, uh in the beginning, um I didn't fill that out.

SPEAKER_02

Well, on your beneficiary, it's your spouse that filled it out. So she wants to get the family protected. What objections do you actually get when you call? What's common? Really? I mean, there's only a few that that same one, and usually it is the spouse that fills it out.

SPEAKER_06

Um we're big on handling things up front, or trying to, at least, of course. Like the wife objection or we need someone else involved, or like not getting things done today. We try and get that done up front. Um so like before I go over any options like hey, like here's the process. I ask you questions. We see, you know, from a budgetary standpoint, I'm gonna try and fit your goals, needs, and budget. If we do, we're filling out an application. You're putting coverage in place today. And to be honest with you, like the way we handle it like that, we don't get much pushback pushback. Right.

SPEAKER_02

I also do or if or if the spouse isn't there, we try to put a pause and do a timeout, reschedule, but don't get into any prices, any anything, because as soon as you do, they're they're not answering no more.

SPEAKER_06

Yeah, I'll be like, is there anyone else and I'll always like make it respectful. Like, is there anyone else that, you know, family, friends, someone that, you know, helps you make decisions? Does anyone else need to be on this call to go over options and make a decision? If you say yes, I'm not gonna show them my cards, because if I show them my cards, I'm never gonna hear from them again. So while they're on the phone, it's I I I just set up a time when that person is available. Got it. And yeah, obviously they're not all gonna pick up, but when you have so many opportunities, you're gonna have enough pickup.

SPEAKER_08

When you spend five thousand dollars a week on leads, you get plenty of opportunities. Right. Right. And that's the thing, that's the thing I've realized is when people are investing enough in leads, they're not having to wrestle the wrong ones. Right. Like it takes the desperation out of it. You have too big for the call. Yeah.

SPEAKER_02

Yeah.

SPEAKER_08

Um, how do you avoid getting into the price too soon? Like, what do you do with the guy that's like, yeah, I'm interested. How much is it?

SPEAKER_06

I just tell them I'd love to go over the options that quick, but I need to know more about you. It's just like I'm I'm just honest with them. And I and I ask so many questions, like almost sometimes I get annoyed at myself. Like, I want to know why you're reaching out, why haven't you gotten anything in place if you are? Why you're getting more? Like, what's the real need behind this? Building that value.

SPEAKER_08

So it's highly structured. You pretty much say the same thing on every call. Pretty much.

SPEAKER_06

Nice, just there's just so many opportunities, it's hard to mess up. Now, d how how much do you work? How much do I work? I work I I minimum six days a week. Um does your fiance get mad, like, oh, you're working again. No, because she's busy as well. She's she's got school work. What'd she do? Uh she goes to school like two or three times a week. She works at Kroger in between uh school and the CS cheer at night from like eight to midnight. Eight to midnight? Yes. The heck?

SPEAKER_08

Yeah, she's a cheerleader for Louisville, like basketball or football?

SPEAKER_02

Like college life.

SPEAKER_06

Uh she cheers for football games, she's cheered volleyball, women's basketball.

SPEAKER_05

Nice um so that's so you locked it down, cheerleader. You're like, I'm I'm not letting her go.

SPEAKER_08

Is she like the one they throw up in the air and stuff? No, she throws them up in the air. Oh, nice, dude.

SPEAKER_05

8 to 12. What do you do from 8 to 12 every day? I don't even know.

SPEAKER_08

John might know conditioning, dude. She's strong. She don't look like she could be throwing people up in the air. No, she's she's little, but she's strong. That's intense.

SPEAKER_05

John, how crazy was competitive cheer growing up?

SPEAKER_02

Uh um, she's always kind of been the unicorn and always put in the extra work, so it was pretty easy for her. Was she just born that way with that extra work ethic? No, no. She was always wanting to be better or not blend in, so we had to put her in, you know, private lessons. So she would have her she would have her extra, you know, two days a week. She would also have her teammates, you know, her regular training and stuff with them. But if you do the normal, you're not gonna stand out, you're just gonna blend in. So she's always had that work ethic. So she didn't want to ever be second or third. So she's done that since she was probably four or five. So when it came down to you know, trying out for the college, of course, it's a small percentage of people that make it, so it was a little easier. That's awesome for her.

SPEAKER_08

That's cool. And how cool is it she gets to go to college there? Like that's in your backyard. That's awesome.

SPEAKER_02

Yeah, it's like 15 minutes away. So what's she getting a degree in? Uh teaching. Awesome. She's wanted to do that. Probably since she's been small. She's like, I know it's not a money thing, but this is what I want to do. And it's never really changed. Wow. Yeah. That's awesome.

SPEAKER_05

Sweet. All right. Um we got chat GPT here finally. What's up, chat?

SPEAKER_01

Hey there. I'm doing great. How about you? What's on your mind today?

SPEAKER_05

I got a question. Much more reasonable. I was gonna is this one filtered? This isn't Aura. Chat, Aura's uh in my Tesla, talks really crazy, cusses a lot, sounds like a trucker. Have you heard anything about that?

SPEAKER_01

It's not unheard of that some people have configured custom voices or quirky personalities.

SPEAKER_05

No, it wasn't. You made Aura a sailor. All right, chat. I got a question.

SPEAKER_01

You've got my full attention. Okay.

SPEAKER_05

Do people do wealthy families use IULs or whole life policies uh on kids for financial tools to either loan from or create generational wealth in any way? And if so, how?

SPEAKER_01

They absolutely do. And it's a well-known strategy. Policies like index universal life or whole life are often used by affluent families as financial tools. They can build cash value, they can be bummed against, acting a bit like a private bank. And because of the tax advantages and guarantees, it can support wealth transfer to the next generation. Of course, it's not a one-size-fits-all, but when structured properly, it can definitely play a big role in legacy planning.

SPEAKER_05

I thought I heard the Rockefeller family or some wealthy family did this with every single person in the family. Is that true?

SPEAKER_01

Yes. The Rockefeller family is often referenced as a classic example. While we can't confirm every detail of their private finances, the Rockefeller method is famous. It involves using life insurance across generations, essentially creating a system where policies are taken out on family members, growing cash value and leveraging tax efficiencies. The cash value can be accessed from investments or family needs, and the death benefits replenish the system. It's more of a carefully structured family banking concept than a casual approach, but it's definitely something many wealthy families try to emulate.

SPEAKER_05

Love it. Thanks, Chad. Dude, if I was in the home, I'd be pulling this thing up and being like, Chat, tell me about the Rockefeller family strategy with IULs. I'd be closing deals with Chad GPT.

SPEAKER_08

Yep. Amen, dude.

SPEAKER_05

That's a great strategy. I think a lot of people are leaving money on the table because there's a lot of kids and grandkids out there. And if we're not pitching them and at least telling them about the opportunity, it's like, dude, I did my kids and it was awesome. You did yours, right? Yep. Alright. Um Drew, did you get those videos?

SPEAKER_04

Yeah. I got the Instagram.

SPEAKER_05

I just want to show you guys how Drew's always filming. Do you got the one where you scared Sean Mike?

SPEAKER_04

Yeah, that I'm that's what I'm pulling up.

SPEAKER_05

Alright, so check this out. Now he doesn't know this is out. Because he hasn't called me yet. Can you turn the sound on? Yeah, hold on.

unknown

How about now?

SPEAKER_05

Yeah.

SPEAKER_03

I don't think it's not saying he's like no. No, you said are you are we lying? No, he's trying to lie. We were not we were not alive. Oh yeah, I got you something. You got me something?

SPEAKER_05

What do you mean? Have you seen this tray? Yeah. Frank.

SPEAKER_03

It is real. Let me see it. Let me see if you play it.

SPEAKER_05

Dude, you really playing that?

SPEAKER_03

That's actually impressive.

SPEAKER_05

Hey, let's see the slow motion one.

SPEAKER_03

Let's wait up and hilarious. Did I not say this? Are we lying? We were not a lie. You got me something? Oh, Drew, we didn't.

Who Wins Here And How To Start

SPEAKER_05

We're just watching it twice. Alright, Drew. Well, that's good to watch twice. So be careful if you ever come in here because dude has always got the camera rolling. Yep. And people are like. He'll get you. Before they think we're rolling, they're saying all this stuff, and we're like, uh. Okay. Uh Connor, who do you think this is a good opportunity for in the life insurance industry?

SPEAKER_06

Everyone that wants to work. Um, I think primarily like locally for me, just kids graduating high school. Um, like because like we were talking about last night in Chicago, how they're doing it. It's pretty much just like, where was the other job? It was either Stan or Amazon. Amazon, right? That's pretty much how it is in Louis. It's like UPS, and I want to make it like with us. Like those are the two options. Right. I think just because like when I went to the conference, everyone was so young and just driven. And I think there's just so much opportunity at specifically the the younger generation, like my age, is it's like where I really is at. Um, but I think anyone that wants to work hard and get out of their position the position they're in, they have the opportunity here. Yeah, especially because him like working what was it, best way or whatever. I mean, he wasn't making you know bad money, but you know, making the jump here to make a lot more and be in a better position. It's like not just not just my age, but you know he can do it too.

SPEAKER_08

Yep. Yeah, I I remember one of the lock-ins we did out there the first time Tiffany came. Yeah, dude, she made her first sale for like$320 a month, and it was like, oh my gosh, what is going on?

SPEAKER_06

It was like a it was 45 minutes to an hour longer than it should have been, and she kept muting, asking us questions, and forgot to unmute and would hear us, like the client would hear us in the background helping her.

SPEAKER_08

Yeah.

SPEAKER_06

Still sold 320.

SPEAKER_02

He was still good with it, yeah. It was awesome. Yeah. I remember you asking her, Why are you going to work tomorrow? Yeah. What are you doing? Yeah.

SPEAKER_08

You're really good at this. Yeah. Some people are naturally good at it, and it's not always the ones you think will be. And that doesn't mean if you suck in the beginning, you're going to suck forever. You can get everybody can get good at it. Um, but it takes a lot of work.

SPEAKER_06

You sometimes you don't even have to be good. You just you work hard enough, you're gonna come across sales.

SPEAKER_08

Well, I think good is being able to maintain a good attitude when it's not going good. That's what good actually means in this. You know, because that's the thing that'll mess you up the most is you start thinking like the clients are connected. Like the next person has no idea what happened on the last one.

SPEAKER_05

They're they're actually looking for the insurance, and you know, don't let it bleed into the next appointment, which is really hard when someone's mean to you. You spent money on leads and you're pissed. Did you guys ever get pissed? How okay, how'd you guys work up to how how many leads you're buying? Because what are you spending uh a week on leads?

SPEAKER_02

Um, I'm spending like$3,500 a week now. How'd you guys work up to that? I started with like the goat seven dollar leads was my my go-to for probably three months. Then I would just reinvest. I'd just take all that money, keep putting it to the side. Well, he wasn't touching it for anything else. So just kept it. So you're using goat leads, yeah, which you started with. Yeah, old older ones, yes. Okay.

SPEAKER_05

You guys still work those? Yeah.

SPEAKER_06

Sometimes I do. Occasionally. Just toss them in there. What do you tell a new agent to do? What I tell a new agent to do um is to buy you either have time or money. Right. So it's either you're gonna buy a bunch of you know, a bunch of leads, newer whatever, you have more opportunities, or you have time to call a crap load of H leads. So um, like for those guys in there, it's you know, now you're gonna start buying a bunch of old leads, you get so many opportunities and just work and there's not really a you don't you're not working, oh you're in the office from nine to six. Like you're working until the job's done. Like work until you make a sell and then just snowball it into more leads, newer leads, and that's that's what I'll be telling.

SPEAKER_05

Love it. Cool. Um what do you guys okay? I want to talk about our conversation last night. You said you can't get your new guys going because they're just working age leads and not getting anywhere, kind of, right?

SPEAKER_06

I I feel like personally, like when they get going, they buy leads and they sell just enough to make their money back, and they can't really snowball it anymore.

SPEAKER_05

And then we were with two young ladies at dinner. Tell us about them.

SPEAKER_06

Their psycho in a good way.

SPEAKER_05

Yeah, 22 or 24. We interviewed Kaylin Alejandra, we interviewed them a couple days ago. Yep. But tell us about their outlook on this and what they're doing.

SPEAKER_06

What they're doing is not too because it was their rookie year they did 680. 680 and four 500 or 4 something.

SPEAKER_05

Yeah, 400 personal issued. Yeah. Okay. And then their teams were doing 600 apiece.

SPEAKER_06

Yeah. With 600 like 55 agents, and they're just they're showing up to the office early, you know, they're praying, getting their day off right, and then they're working, like I said, until the job's done, until 10, 11 o'clock at night. Um, that's kind of how the standard we need to set in our office as well.

SPEAKER_05

But what we were saying is like people come in and they go, I don't have money for leads. And the question is, do you not have money for leads or do you not want to spend money on leads? Right. Right. And then what percentage of the time do you think it's the second one, Trey? I don't want to spend money on leads.

SPEAKER_08

It more than half for sure. But I think the deeper issue is I don't believe enough in it's gonna like if you really believed it was gonna work, you'd find the money, you know.

SPEAKER_05

Okay, and then we had this conversation though of expectations early on, because someone was like, Well, I'll just buy them leads, and then I was like, Why? Yeah, because because you in my opinion, you're just crippling them. Yeah, yeah. So the what we said was, dude, do you have any family? Can you sell them a policy? Can you knock on someone's door? Can you sell your neighbor? Can you sell your high school football coach? Can you sell your teacher? And if you can't to get money to get leads, I think you shouldn't do this. And dude, when I started, I had to do that, and it was very, very uncomfortable for me. But I did it.

SPEAKER_08

Yeah. Was it the first sale you ever made? Because the guy wanted you to take his daughter out on a date.

SPEAKER_05

That wasn't the first one, but that was one. Okay, this I'm like 18, okay? Yeah, maybe 19, and the guy had two daughters, and one of them was beautiful, and the other one wasn't. And he was like, Yeah, like, can you take my daughter to the movies? And I was thinking, like, what one? Okay, well, it wasn't the beautiful one, and I got a chargeback after that. Oh my gosh.

SPEAKER_08

Oh gosh.

SPEAKER_05

But the funny thing is, is another agent went behind behind me and called me, and he was like, dude, this you should have took this girl. I wrote I wrote a policy. You should have taken this girl on a date. And like he knew the whole thing, and then he recruited the the daughters. Oh wow. So then they showed up to one of our trainings. Like, dude. Yeah. Jim Glasgow recruited him. What a trip. Yeah. Huh. Dude, we have stories for days. Yeah, we do. But my first appointment, I was so nervous, the dude told me later on, because I always did annual reviews. So I would go back every year and do a review and see if we could do anything addition additional. And oftentimes they would. So people that are not doing their reviews are missing out, dude. Especially conversions. If you do a term, you can convert it to a whole life. They probably will want to, and no one ever calls their book. They don't follow up, they just look for new business. And it's literally the easiest thing ever. And you get paid again, there's no underwriting to do a conversion. Did you know that? You literally get paid again. Collectively within FFL, there are millions of policies to be converted, but the agent just has to call them. Free leads. Right? Yeah. So I would always call, but when I went back that year later, because when I was trained by Jason Carey, he's so thorough, dude. And uh he I mean, they helped me a ton because they were so thorough with me when I started and teaching me like all the details of everything. Um, when I went back to do the annual review, they the guy goes, dude, I only bought from you because you were shaking. Yes. And he was like, and I went on it. There was a girl that came before you. We went on a date, and it ended with her throwing a shoe at me. This guy was crazy, and he's like, So I can't call her back. So I was like, You're shaking. That I can't call that girl back. Uh, so I'm gonna buy it from you. Good sell. Yeah, yeah, yeah, yeah. That's awesome. Yeah. Okay. Um now I asked Connor, you're saying you think people out of high school, this is a good opportunity for John. What about you?

SPEAKER_02

Um, I'd probably say the same thing. Because either out of high school, you're either A, you're gonna dump four years into college, and then even if you do that and get a good degree, it's you're still gonna pretty much be 100K, 150k. This job this job's no cap, but if you want to work, if you want to put the work in, you will you'll take at times five easily.

SPEAKER_05

But you believe this is not just for a young man, right?

SPEAKER_02

Somebody with uh good work ethic can definitely do great here.

SPEAKER_05

Dude, Gary Michaels is 61 in this office, and he smashes every young kid that comes through the door and results, period. No one's beating Gary, he's nuts.

SPEAKER_08

True. He's in the other room calling and making sales right now.

SPEAKER_05

Guarantee you he's closing a sale right now. Right now, yeah. Uh, but I I don't really like that this is getting uh painted as something only for young people. Yeah. I don't like that because I think it is a bigger or just as good as an opportunity for someone who has a family, wants to make more money, wants to change, get out of their situation.

SPEAKER_08

Yeah, I think so too. I mean, it kind of it kind of circles back to always having something to look forward to and a and a you know, one good reason will overcome a thousand excuses. And I mean, how many agents have we had that I could I could list a bunch that were here at one time, it didn't go well, but then their their reasons changed and then they come back and they kill it. Well, what changed? I just had a stronger reason to go out and do it. So um you just need to find somebody that knows the good, bad, and the ugly. They have a strong why and they they're willing to do it, you know. And the thing I've learned over the years is like there's no measure for the human heart. Like, you you can't really see the ones that are gonna be good. The ones you think are gonna be great, they usually don't do nothing. And the ones you think, you know, won't do nothing, sometimes those turn into the best ones, you know.

Big Goals Retiring Parents And Wrap

SPEAKER_05

Yeah, love it. All right. Um, if you guys are interested, you can work with these guys. They have an office in Kentucky. You guys also train people virtually. Yes. Uh, Connor, what do you think you're gonna do in the next five years? In the next five years. Oh goodness. If we brought you in here in five years, what are you gonna be doing? I know for sure. Like in like team issued numbers?

SPEAKER_06

Yeah. Let's see, what are we doing right now? Right now, total, we're probably doing 400. Wanna be doing uh 50 million in five. A year. A year. Let's go.

SPEAKER_05

What about you, John?

SPEAKER_02

I haven't thought that far ahead.

SPEAKER_05

I think if he does 50 million, you don't gotta worry about nothing. Right.

SPEAKER_08

That's right.

SPEAKER_05

We're are we going on the boat this weekend or are we taking a flight somewhere else, right?

SPEAKER_03

Yeah.

SPEAKER_06

That's great. My my goal is I wanna have an office in downtown Louisville, like on the riverfront. So I want to have a big office there. That's my goal. And then you also want to retire your parents. That's yes, that's talk about that. I mean, just seeing like what they did for me growing up, like I mentioned, we weren't rich. I mean, we weren't poor, but I mean lower middle class, I'd say. They'd do anything for you. Yes. Um, me and my brothers, like sports, they invested like everything they had into us playing sports just because it made us happy. And um they don't they really have much retirement right now because they invested all into us. So that's like the this is the biggest why for me is retiring them. Um just because of what they did for me growing up and still do for me.

SPEAKER_05

Dude, so we get a lot of people in here, and I'm gonna say we've interviewed more successful people in the insurance industry than anyone on the planet. Like, there's no chance anyone comes close. But most of the younger people say that exact same thing. We want to retire our parents. It's interesting, but I was like that, yeah. I was like, my whole thing was like, I want to I want to help my mom. So I do get it, but it's interesting that that's like a driving force for a lot of young people that are successful.

SPEAKER_08

Well, and and what's cool with Connor, I tell him about taking everybody to the Cowboys game. I thought that was the coolest thing that yeah, that was surreal.

SPEAKER_06

Um my dad had never been to a Cowboys game. I'm a like diehard Packers fan. My mom's a diehard Packers fan. And my brother, one of my brothers and my dad is Cowboys fans, and they had just traded Micah Parsons to the Packers, so I was pretty happy. But um, and then I have another younger brother, he's he's kind of in between, he just likes whoever, whoever's winning. Um, but they had never gone to a or my brother and dad had never been to a Cowboys game. Mom's been to a Packers game but never been to AT ATT Stadium. So I was like, they play each other this year, Sunday night football. I took them all down there and they didn't pay, they didn't pay anything. I took care of everything, and it was just just to see the smile on their faces, it was made everything worth it. Dude, and it was it that game that like turned out in a tie. It was perfect. It went to overtime, tied 40 to 40. Nice. It was perfect. No one left Sadie.

SPEAKER_05

It ended it in a tie. Yeah, it's crazy. Yeah, what a perfect uh yeah, what a perfect game, man. Yeah, how cool is that? That's awesome. Yeah, that's legit. That's what this business does. Yep, it allows you to do stuff like that.

SPEAKER_08

Yeah, somebody told me early on, and they go, hey, money buys memories, you know, gives you choices and it buys memories. And I think about all the great memories I've been able to have with my family, you know, because we didn't have to think about the finances attached. It's pretty cool. But that's something everybody will always remember, you know. For sure.

SPEAKER_05

Do you look at the price in restaurants? No, no, not at all. It's a nothing zip. Did you used to? Yes, absolutely. What about you, John?

SPEAKER_02

I still do. I'm still in that new phase. Yeah, well, we can go this route.

SPEAKER_05

Yeah, no, there's nothing wrong with it. I'm just curious because like a lot of people are like, dude, I forgot. I don't even look at prices anymore. Yep. In insurance. Yeah, for sure. Which is cool. Um, all right. If you guys are watching this, if you liked it, comment, tell us what you want to hear next time, share it, uh, show these guys some love. And we're excited to build a big business with you guys. Thank you for joining us. And we'll have you back in a few years and we'll see where you get where you're at.

SPEAKER_06

Big office coming downtown Louisville. Let's go. Let's go. Thanks, guys. For sure.

SPEAKER_05

Appreciate it.