From D2D Solar Sales to Making $300K in 6 Months (Ep. 272)

Two agents walk into the insurance world and within months they’re flirting with $100k issue-paid months. That sounds unbelievable until you hear how they’re thinking, how they’re running leads, and how they’re handling the parts nobody brags about: the first 60 to 90 days, the awkward “I’m new” phase, and the gut-punch of chargebacks if you don’t run your numbers like a real business.

We talk with Steven Lyman and Kyle Marshall about why experienced salespeople from solar, mortgages, car sales, real estate, pest control, and high-ticket phone sales are making the switch to life insurance. The big shift is virtual sales and modern lead generation: Facebook ads, CRMs, scalable phone workflows, and faster commission cycles. We also dig into the “permission” problem on the phone, why the first five seconds matter, and the simple open-ended question that gets prospects talking so you can move into an application without sounding timid or scripted.

Then we get honest about risk. Chargebacks scare new agents for a reason, but they’re also predictable when you track activity, close rates, and persistency like any other business. We share stories, practical ways to budget for fall-off, and how strong expectations and follow-up can save cases that would have lapsed. If you’re considering the insurance industry, building an agency, or just trying to get better at phone sales and lead strategy, you’ll walk away with a clearer playbook and a calmer mindset.

Subscribe for more real talk on life insurance sales, virtual selling, and building a scalable agency, and if this helped, share it with a friend and leave a review. What’s the hardest part of making a career switch for you right now?

*****DISCLAIMER****** 

Results mentioned in this content are not typical and are not a guarantee of future performance. Individual results will vary based on a number of factors, including but not limited to experience, market conditions, product availability, and individual effort. Any examples, case studies, testimonials, or income figures shown are for illustrative purposes only and may not be representative of the experience of other individuals. Past performance is not indicative of future results. Insurance and annuity product guarantees are subject to the claims-paying ability and financial strength of the issuing company. FFL USA does not provide tax, legal, or accounting advice. Consult your own tax, legal, and accounting advisors before engaging in any transaction.

Transcript

SPEAKER_03 0:45

What's up everybody? Andrew Taylor here. Today we have Stephen Lyman and Kyle Marshall with us. Steven, to start with you, how long have you been in the industry?

SPEAKER_01 0:54

So I'm going on six months now in the industry.

SPEAKER_03 0:58

And what'd you what's your biggest month?

SPEAKER_01 1:00

So biggest month is I wrote, I think in March it was about$100,000, a little over.

SPEAKER_07 1:06

I think it was maybe about$102, yeah.

SPEAKER_01 1:09

$102,000 in a month. Yeah. And you came from what industry? So my background is mostly in the online marketing phone sales industry. I owned a remote solar sales organization before this, but I've done a lot when it comes to like lead generation call centers. So I don't really consider myself a solar bro because I've never sold at the door, but uh all of my stuff has always been over the phone that I've ever done.

SPEAKER_03 1:33

Awesome. Congratulations on your success so far. Okay. And then Kyle Marshall, same thing. You we have both of you in here because you both came from solar and you started basically this year.

SPEAKER_00 1:44

Yeah, yeah. Uh similar to Steve, I started fully in November. I'm top month for just under a hundred uh issue paid just over 80 issue paid. I haven't quite hit that hundred mark. I tell my every month, but I know it will come soon for sure.

SPEAKER_03 2:01

So you guys are brand new to the space, you're both close to 100k a month in issue paid sales. And then where are you from? England originally, just outside London. And then Morgan, you asked him a question.

SPEAKER_07 2:14

You can't do that.

SPEAKER_03 2:15

Oh yeah, by the way, Morgan and Ryan, MVPs, are here. Hey, yay. And uh they they brought their team. What was the qualifications to come down here and go to dinner and do all the stuff?

SPEAKER_07 2:25

It was anybody over 65k, but I think everybody here did over 70.

SPEAKER_03 2:29

So And how many people did you bring into town? So six people on their team did over 70,000 last month, and then they said we'll go do a trip in Vegas, we will go to dinner. Where are we going to dinner?

SPEAKER_07 2:42

Carbon Riviera.

SPEAKER_03 2:43

If anyone's been there, let us know if you think it's good because everyone says it's the best. We're gonna find out. Have you guys been?

SPEAKER_07 2:48

No, not yet.

SPEAKER_03 2:49

Uh not to this one, but we have gone to It was in Dallas. Carbone in Dallas, and it was amazing. It was really good. Really good. Awesome. All right, now you asked him a question about his accent. What was it?

SPEAKER_07 3:00

I just asked I asked him if it makes you sell a little bit more.

SPEAKER_00 3:04

Okay. I get asked that all the time. And it's actually funny because it has the opposite effect.

SPEAKER_02 3:09

Really?

SPEAKER_00 3:10

Yeah, because when people pick up the phone, and it was the same at the doors, right? I think their first instinct is defense. And the defense mechanism is why is this person from a foreign country at my door trying to sell me something, or why is this person from a foreign country calling me? Um, the first thing people typically ask me on the phone is are you in America? Yeah. What do you mean I I have to go through yeah or I've lived here for X amount of time?

SPEAKER_03 3:35

Alright, so check this out. The reason I like that question is because this dude that used to work here, he could he would he'd he was he didn't have an accent, but he could only sell if you had an English accent. Okay. If he if he used an English accent, he could sell. So he would come in the office and use this English accent, and I thought it was the funniest thing ever. So, like a few months back, me and my wife are drinking wine. We we go to dinner in Vegas, we have a few glasses of wine, it's like it's like 11 p.m. And I'm like, dude, I gotta hear this guy's phone script again because it was so funny. So I text him, I put, yo, can you do me a favor? And he said he responded, no. And then I put, you gotta send me your phone script in the English accent. And so he put, okay, I will. So listen to this, because I pulled it up because it's hilarious. Isn't this?

SPEAKER_07 4:27

You gotta steal it, Kyle.

SPEAKER_03 4:28

Isn't this?

SPEAKER_07 4:28

It's about to be ripping 200k a month.

SPEAKER_03 4:30

Yeah, that's my home.

SPEAKER_04 4:32

This is Rodney from the mortgage protection. There's no way. That's like super breaking up.

SPEAKER_05 4:41

That's like proper bridge. Tuesday or sounds drawn. He probably is. Did you say Tuesdays are best? Morning or evening? I'm sorry, my evening's all booked up. It'll have to be in the morning. How about 10 o'clock?

SPEAKER_03 5:04

That's very good, though. That's very good. So if he talked normally, he could not sell. If he used that accent, he could. Was it like confidence?

SPEAKER_00 5:13

It gave him confidence.

SPEAKER_03 5:14

I don't know, dude. Maybe another personality or something.

SPEAKER_02 5:19

I feel like it would be uh harder at first because you do get the people that are a little more defensive, but then once you kind of build some rapport, it has its own kind of charm. It becomes a talking point. Yeah.

SPEAKER_00 5:29

Because there's uh significantly more things to talk about as the sales presentation goes along for sure. Yeah. Yeah.

Accents, Confidence, And First Impressions

SPEAKER_03 5:37

All right. So today we're going to be talking about what you guys have done to get to this point, and we're also going to be talking about why people from car sales, real estate, mortgages, solar, pest control, alarms, uh, and I'm probably missing a few, are migrating to the insurance industry because the secret is out. Oh, dude, wholesaling. I just got a call from a wholesaler. He's like, dude, we watched you online. It takes us 90 days to get paid. How quick, how quickly can we get paid with you? And I'm like, dude, you could probably get paid in three, four days, have the money in your account after you make a sale. And he's like, You gotta be kidding me. And his marketing expense was 20 grand. And then he would make like 80 after three months of ripping through all these leads and all these things. So the secret is out about insurance. Now a lot of people are gonna come in and fail. And I actually wanna that that's gonna be my first question for you. Why do some people make the transition and fail? And then what do you think made you guys successful?

SPEAKER_00 6:39

Uh I think for me, for what made me successful is just the perception. So I've always told this story. Um, fresh out of college, I went into a sales job, it was a marketing job, and I would just stand at gas stations and I would sell car wax to people, right? I'd make three dollars a can. Uh a great day was maybe making like fifty, sixty bucks a can, right? Uh or fifty, sixty bucks total. And then the opportunity arose to go into uh solar and the perception was you mean I can knock on a door and offer someone a product that we feel like they need, uh they're not paying for it, right? Cheaper than their current utility, and I can get paid a hundred times more. So it's instantly like perception. So I'll say for anyone else coming into the industry, it's just perception. If you think it's gonna be hard, it's gonna be hard. If you think it's gonna be easy, it's gonna be easy. Simple as that.

SPEAKER_03 7:38

Interesting. What about you?

SPEAKER_01 7:39

Yeah, so I I think um I think one of the advantages that I had coming in and why I hit the ground running was when I first started looking at this space, I kind of looked at it and my first reaction, it was kind of interesting as I as I started looking at insurance. Um I started hearing a little bit of buzz about insurance and stuff like that as I was running another business. And my first reaction was like, dude, I don't want to go sell insurance. That sounds boring. I've, you know, there's so many people that have talked to me at the gym from like Prime America, or not that those are bad companies, but it's like, you know, I've been tried, somebody's tried to sell me life insurance probably 101 time. And I was like, I don't want to do it that way. And then I started looking at the industry and realizing, wait a minute, this industry really shifted post-COVID. This is now just a lead generation and phone sales game. And that's what I had been doing for 25 years. And I was like, I saw the, I saw the the ability to be able to scale it. I could see how you could come in and help other people. And so for me, uh, you know, with the fact that all I've been doing is basically hiring and training and doing sales over the phone for the last 25 years, I was like, this is a no-brainer. The difference on why people I don't think get started is it has everything to do with the six, the the six inches in between their their ears. It's really the mindset. People don't have oftentimes the grit to get through the struggle at the beginning to break through. And I have the advantage, unfortunately, of having to do that seven or eight different times. I just knew it was just going to be a matter of time before I figured it out. And I have a little bit of phone cell skills, and so it just so happened to happen a little bit quicker. So all right.

SPEAKER_03 9:34

So what I took from that is l when you said this is a lead generation, and the reason I'm bringing that up is because I would never be here if it wasn't a lead generation game. If you recruited me to sell my friends and family life insurance and then get a list of names and sell them, I would never get into insurance, would you?

SPEAKER_07 9:52

No.

SPEAKER_03 9:53

Would you? Not a chance. Would you? No way. Okay. Most people think that's what it is. Yeah. But now lead generation is at an all-time ease of like, dude, you can use Claude now to run your ads on Facebook for you to generate your own leads. And everybody we're selling the one thing that is guaranteed. Like, everybody's gonna die. Sure. So every single person and every single person cares about somebody, and they all have this fear and need this product. And the cool thing is this the people someone messaged me, they're like, dude, is this gonna get saturated because so many people want to do it? What what would be your answer to that?

SPEAKER_07 10:36

I think Reinabat and I have actually talked about this before with quite a few people, and I think there's a couple statistics that Zach always goes over every single night that I think always stick in my brain is less than 50% of the country currently has life insurance, and of the ones that do, over half say that they're probably underinsured. So even with the current like thousands and thousands of license agents that we currently have, we're barely even making a dent, for one, and then for two, what he just talked about. Most people are gonna come in, get their license, and not be willing to make it through that first 60, 90 day struggle period. So, like, how could it ever saturate, right? Because ultimately, and this was something that he actually said before we started kind of rolling the cameras was you he was excited if he could break even that first month. He was like, Oh, if I spend a thousand dollars to make a thousand, I'm perfectly happy with that. Most people don't have that mindset and they expect to be rich within the first 90 days, and that's why they just don't end up sticking with it.

SPEAKER_02 11:30

Yeah, I was gonna say that. I was also gonna say we have an ever-growing, ever aging population on top of that. So, like, yes, there's a lot of people flocking into this industry, but you know, a percentage of those people are gonna make it, right? Some of those people will just not do what it takes, like she's saying, and then with an ever-growing population of of people, like I don't think we're ever really gonna saturate. And everyone's gonna be able to do that. I don't think you can because there are people who get a policy and then ten years later they just stop paying it, and now they're in need of coverage again.

SPEAKER_03 12:02

So, what I always tell people is like one products are getting better.

SPEAKER_06 12:07

Yep.

SPEAKER_03 12:08

So think about like this iPhone. Like, uh, did you guys are you guys old enough to have razors at any point? Oh, I had a pink one. You had a pink razor?

SPEAKER_07 12:16

Yeah, it was like my price possession.

Why Sales Pros Are Switching To Insurance

SPEAKER_03 12:18

Yeah, so pink you you get a pink razor phone, and now you have this iPhone that does all this crazy stuff, right? So policies are kind of like that, like the carriers are competitively coming out with new products that are competitive. So someone can be like, yo, I had this old razor, but I could get this, so you also have that aspect of it as well. And then, dude, a lot of people just don't have insurance. I don't think we saturate this thing.

SPEAKER_07 12:44

Yeah, there's no way.

SPEAKER_03 12:46

And then how many people are having life events to where they need insurance? Like they have a kid, they buy a house, they get married, and then triggering a new reason to have more insurance. So I told the kid, bro, not in my lifetime, not in my kids' lifetime, I don't see this thing getting saturated.

SPEAKER_00 13:02

Yeah. I was looking into the specifics of it, and my numbers might be slightly off, but the specific niche uh let some of us focus on, right? If each person that sells that particular product uh focused on that niche, each person would have to sell three thousand uh people a year just for that one niche to be saturated, right? And there's a thousand niches out there, so taking that into account, it would have to be a heck of a long time before it even comes close to saturation.

SPEAKER_03 13:32

And you're saying like you got some people that do final expense, some people that do mortgage protection, some people that do trucker they do trucker act.

SPEAKER_00 13:40

Trucker IUR, right? Like if each person that sells an IUR to saturate the trucker market, they would probably have to sell around 3,000 truckers each per year, which is a lot.

SPEAKER_07 13:50

Which most people probably won't be doing.

SPEAKER_03 13:52

Yeah, yeah, yeah, yeah. That's that's crazy. Okay, cool. So lead gen, you guys saw that, you guys were like, yo, I like this, and then what was it hard to make a transition?

SPEAKER_00 14:06

No, I'd kind of made up my mind, right? Okay. For me, a big turning point for me actually was my um daughter, right? Like I'd always done really well in my previous occupation, thank God. But my daughter was born in August, and I kind of had a co-op side moment with myself that kind of want my life to look a little bit different, kind of like that book, Live Life by Design, right? And I was trying to think to myself, okay, how can I change things? And although you work extremely, extremely hard in insurance, harder than most industries, the work's a little bit different, right? I'm working from home a decent amount because I am on the East Coast. So if I do want to spend time with my daughter, she's right there. Right. I don't feel like I'm missing uh key and pivotal moments. But my mind was made up. I'd already known a bunch of people that were coming to insurance. I actually flew to Arizona. I met with about five agencies in a day. I chose Ryan and Morgan just because the the growth and what people had to say about them. Um so that's interesting. All the stars aligned, and my decision became very, very easy.

SPEAKER_03 15:15

I love it.

SPEAKER_07 15:15

One thing so sorry, I had I kind of wanted to like touch on like because this is actually a huge pain point, I think, for a lot of people when it comes to like this is actually something I've heard a couple of times, like you know, having your daughter be born and kind of thinking about like running your solar business. How different was that when it comes to like the level of time and involvement you could have in your family's life? Because even now, like if she has a swim meet or something in the future, you could go run an appointment on the side and then go back and like cheer her on, right? Versus being gone to another state. So, like, how is that different been with your family?

SPEAKER_00 15:46

Yeah, yeah, it's very different. Um, I think we will I'm I'm a little bit of a psychopath when it comes to work. Yeah, so I do tend to lock myself at the computer for like hours at a time. So that's one thing uh to be vulnerable. That I definitely need to be better at for my family, right? But I know um the opportunities there. Yeah, it's right in front of me. I just need to uh take it, right? Love that.

SPEAKER_03 16:10

Okay, now so you have one daughter, how old is she?

SPEAKER_00 16:13

She's nine months.

SPEAKER_03 16:15

Congratulations, bro. Appreciate it.

SPEAKER_00 16:16

So cute. What's your name? Angelina. Angelina London.

SPEAKER_03 16:20

Oh, I love that name.

SPEAKER_07 16:21

Thank you.

SPEAKER_03 16:22

And are you married? I am awesome. How long have you been married? A couple years now.

SPEAKER_00 16:27

Yeah.

SPEAKER_03 16:27

Cool. Does your wife work?

unknown 16:29

No.

SPEAKER_03 16:29

So she doesn't have to work. You get to make enough money in insurance.

SPEAKER_00 16:33

Yeah.

SPEAKER_03 16:34

That's dope.

SPEAKER_00 16:35

Yeah.

SPEAKER_03 16:36

So my friend, him and his w him and his wife had two really good jobs. And he started insurance, and she was able to quit her job, and then he was able to quit his job. And that this is like a 400k like household income, which is dope. Like to think you could do that. And that took like a year. You know?

SPEAKER_00 17:00

Yeah.

SPEAKER_03 17:01

Okay. Um, real quick, w tell us how tell us about you guys for people who don't know Ryan and Morgan.

SPEAKER_02 17:09

So uh we are engaged for one. We've been together about six years. Let's see that ring. Let me see. Let me see that thing.

SPEAKER_07 17:18

You don't have to tell me to show it out.

SPEAKER_02 17:20

I picked that out myself. You did? I did, yeah. Well done. We sell jewelry actually, so I didn't know.

SPEAKER_07 17:24

Shout out Isa Jewelers and Substitute.

SPEAKER_02 17:28

Sold damn near everything, except for solar. I never sold solar.

SPEAKER_07 17:30

Yeah, lock in.

SPEAKER_02 17:31

But all right, sorry. So we uh we uh got into insurance about four and a half years ago. She actually started before me. We were both working in the mortgage industry prior to that. She hated mortgages. Low-key I did too.

SPEAKER_07 17:46

It's an understatement.

SPEAKER_02 17:47

Low-key I did too. I just didn't want to admit it at the time. But she got into insurance uh first, and then and to be fully transparent, I knew nothing about the insurance industry. She was like kind of joking around, like, I'm gonna recruit you, and I was like, ah, that's never gonna happen. And it was kind of like a running joke for a little while, but then I started to see through her, like as like a window through her into the insurance.

SPEAKER_07 18:11

I remember what it was specifically. It was when I sold that$40,000 APIUL.

SPEAKER_02 18:15

Oh, yeah, and I was like, What?

SPEAKER_07 18:17

He's like, There's that kind of commissions and insurance.

SPEAKER_02 18:20

Yeah, so she that basically kind of got the wheels turning into my head, and then I met with some people at the company, Sean Ruggiero, I met with, um, talked to Nina and Hayden Hill, um, and they really explained everything to me. And then once I wrapped my head around it, I just I literally quit my job and and jumped in both feet first.

Mindset, Grit, And The 90-Day Wall

SPEAKER_07 18:40

Yeah, we actually were um kind of like at the beginning stages, I'm sure you remember when everything was like not really built out for virtual sales yet, like right post-COVID. And we were kind of trying to figure it out. We were doing like some live channel, we were trying to figure out the scripting, everything was still two full docu-sign e-signatures, so you'd be on the phone for two hours with every final expense client. Like we were kind of in it at that point. Um, so I think for us it was kind of like right place, right time. Cause for me, like after one travel trip, I was like, I will not be doing that again. So I basically was like, we have to figure out how to do this virtually. Um, and then like a year later, I feel like we finally got it kind of refined, and that's where I think things really started to explode.

SPEAKER_03 19:23

All right. So for everybody watching, tell everyone what your life is like after insurance.

SPEAKER_02 19:29

Well, so I mean, we we worked really hard and built a pretty sizable agency doing about 2.7 million a month. Um, and what does that mean in income for you? In income for us, so the last couple months, each month we've done around$370,000 in income. Jeez. Each month. Wait, hold on.

SPEAKER_03 19:53

How much for the year or the month?

SPEAKER_02 19:55

For the month,$370,000. Yeah. So we're balling. We've been able to buy, you know, our dream home, which that was everybody talks about having your why. Like that was a big, big part of my why. It wasn't the whole thing, but I grew up in not the you know, I was not very fortunate growing up, and so that was a big thing to me was I want to own like a beautiful home. We want to build a family and have a nice place for our kids to grow up in.

SPEAKER_07 20:20

So one thing too, I think, about where we're at now, which is like obviously it's so fun to be like because like these are people that I really respect, like even like Kyle and Steve, like these are people that if I was at like a solar con, I'm hearing them talk of on stage that I like really respect so many of the people in my organization. And I think that's the funnest part about this, is like every so many of the people have come in to our business too, just keep making this funner and funner. And I don't want to say easier, but like it does, right? With like every passing year, like you become more and more excited again. Like, I think I'm more excited now about the business, and I work more hours and I'm more happy about working those hours than I was the day that I started. And I think that's what's so fun about like being blessed to partner with the likes of you guys, because like every single person is just making it better and better and easier and easier to show up. So it's like less about just like the money now, and it's more about getting them to two, 300k a month.

SPEAKER_03 21:12

Did you guys like when you started making more money than you ever thought, did you guys kind of like get lost a little bit or no?

SPEAKER_02 21:19

Not really, because strong long-term. Yeah, we still have like the goal that we want to hit, and the money is obviously like an important piece, but it's funny though, like once we started making more money, it really became about like because it really changed our lives. But I was like, I want to do this for like as many people within our business as we can. Because like if it changed our lives to this degree, like how cool and fulfilling would it be to have like we set a goal we want by the end of next year, we want to have 20 millionaires on our team.

SPEAKER_07 21:51

Yeah, people make a million dollars a year. Like, that's what really gets me fired up versus turning the 370 into 470. It's like at that point, it doesn't make a difference. Yeah, it's like kind of like okay, you know what I mean? Like, which sounds kind of weird to say, but it's like going from a hundred to two hundred didn't really change our lives. Going from a two hundred to three hundred didn't really change our lives. Like, so now it's about like other people.

SPEAKER_03 22:13

Yeah, impact. Now, why do you think these two guys are doing so good?

SPEAKER_07 22:18

Um, couple things. I think coachability, something that you'll find about people that are like them and so respected and have had so much success in their lives outside of insurance. A lot of people don't want to come into something new and be a student, and they also don't want to have to be new again, right? They want to skip the hard part, they want to like skip the part where they're new and they're fumbling and they don't have a good call flow and they're kind of just like not very good at what they do yet. So So they just come in, get very frustrated. They don't want to listen. They want to do it exactly the way that they did it in their previous industry. But when you find people like Steve and Kyle who come in, they're like, dude, whatever you said, like just do do we'll I'll do it.

SPEAKER_02 22:58

I want to add to I think a big part of it is like you immediately adopted the identity of like, I'm coming here to like start a business, and this is my business. And like you, you guys are holding yourselves accountable to that. Where I think some people come in and like, I'm gonna try this insurance thing, and they have this more of an employee mindset. I'm working for you, like you know, for their upline, like that's the mentality they have, and you guys are out here just like taking it upon yourselves to push yourself every day to grow, you know, to build an agency, right?

SPEAKER_01 23:32

Right. It's very nice of you guys. Thank you.

SPEAKER_06 23:34

Absolutely.

SPEAKER_03 23:35

All right. Um, now we're gonna get into leads, phone scripts, uh sales, all that stuff. But Kyle, first I'd like to I'm always interested in people's pasts because I'm trying to figure out why they're so driven. So can you tell us a little bit about before insurance?

SPEAKER_00 23:52

Yeah, yeah. So I can kind of start from the beginner, not all the way at the beginning. Yeah, tell me. It'll take way too long.

SPEAKER_06 23:57

Yeah.

SPEAKER_00 23:57

Uh obviously, obviously born and ra obviously born and raised in England. Um, always played high-level sports over there, decided uh wanted to change and I wanted to come to America, uh, studied over here, and then I got into sort of uh did that whole thing for a little bit, and then I got I didn't qualify for next stage of my visa. So I had to I got a letter through the mail saying you have to leave in 10 days, otherwise you'll never be allowed back in the country.

SPEAKER_03 24:29

No, why do you want to come here?

SPEAKER_00 24:30

Um I think people here for sure um take the economy for granted, right? Like even now, like people have led different opinions on how it is now, but still if you compare it to the rest of the world, like even England, right? England feels very industrialized. And I have friends that do really well in England, but I've always had the entrepreneur mindset, right? I wanted to go build something, uh wanted something more for myself, and I just felt like I had more opportunity doing that over here uh than I did staying on my show in England.

SPEAKER_03 25:02

So you came here f because you had a dream to build a big business and be an entrepreneur.

SPEAKER_00 25:09

Yeah, yeah. Yeah, for sure. Yeah, so now I did that and then I What year was that? That was in uh 2014 now. Okay.

SPEAKER_03 25:17

And then you met a girl, got married, had a kid.

SPEAKER_00 25:19

Yeah, yeah. Yeah, exactly.

SPEAKER_03 25:21

Awesome, dude.

SPEAKER_00 25:22

Yeah, yeah.

SPEAKER_03 25:23

Now, how big was your business before insurance?

SPEAKER_00 25:27

It went through ebbs and flows. So, you know, um I was at a couple of different spots. Uh one time it was really, really, really big, like tens and tens of millions of dollars in revenue. Um, after that, uh it was a little bit smaller. And uh yeah, and then I came here. So I've always run successful organizations for sure. Yeah, okay, cool.

SPEAKER_07 25:49

Really, one quick thing about that.

unknown 25:51

I'm sorry.

SPEAKER_07 25:53

Um, the ebbs and flows piece, right? That's a natural part of business. But how much of those ebbs and flows, because I'm assuming you're talking about your solar business, how much of that was in your control, and how much of that was a result of like installers or like things that were not necessarily mistakes that you were making, like how much of that was a result of like the industry that you were in?

Will Insurance Saturate Or Not

SPEAKER_00 26:12

Uh I think both, right? And not to give a cliche answer, but I always try to take accountability for everything that happens in my life, right? But I don't think the private industry I was in helped.

SPEAKER_07 26:25

Yeah.

SPEAKER_00 26:26

You know, um, and I want to make this clear, there's a lot of people in a lot of really good people in Soda, right? A lot of really good people, a lot of really good companies. But um, I think the unregulation portion definitely hurts the industry for sure. Um, I think the lack of barrier to entry hurts the industry. And I think you just see that in a sense of like companies are just going out of business left and right.

SPEAKER_06 26:51

Yeah.

SPEAKER_00 26:51

You know, and again, that doesn't mean to say that that there's not really good companies in the industry. Like, I don't want to bash on the industry as a whole, but I think as far as industries go, in your experience. Yeah, it was just a very black and white, you know, insurance to uh sort of in my opinion is is very black and white.

SPEAKER_02 27:07

Yeah. What would you say to somebody who's maybe still in the solar industry that's been doing some research, they're thinking about maybe getting into life insurance and they're watching this podcast?

SPEAKER_00 27:19

Yeah. So I would for sure say think long term. It's really cool that you can make really good money on solar right now. Um, but the reality is every political cycle uh that we go through, something changes. Every time regulation is introduced, something changes. Um I feel it's gonna deteriorate every couple of years, right? Whereas insurance, you know, the companies we work with have been around for over a hundred years now. Yeah. You know, it's not going out. I was looking on Facebook the other day and someone said, yeah, someone was saying something about it's good for now with insurance. They said, dog, it's been here for like so long. Like I don't know what you're talking about.

SPEAKER_07 28:00

Nothing new.

SPEAKER_00 28:00

Yeah, so it was here a hundred years ago, it's here today, and it'll be here a hundred years from now.

SPEAKER_02 28:05

Yeah, right so sustainably, sustainability and longevity, right?

SPEAKER_07 28:09

It's like a it's a veteran industry that's new again, right? Kind of like what you said, like with the post-COVID effect. Like it's something that's so established, it's not like a a baby industry by any means, it's gonna be changing a lot, but the introduction of the virtual sales platform completely changed the opportunity for the salespeople. And so that's where you see this like huge surge for people like yourself, where it's like I do have the backing of like very credible uh you know companies that have been around for a long time, but the industry itself has changed to where now it's better for us. So I think that's a huge piece of the momentum, you know, why people like yourself are are kind of making the switch.

SPEAKER_03 28:46

Yeah, that's huge. Now, growing up, what was your childhood like?

SPEAKER_00 28:49

It was good. Yeah, parents saw together. They always gave me um everything they could. Uh we didn't come from money, you know, by any means. But you had what you needed. Yeah, my parents gave me uh lots of love and lots of care, right? And that is uh important, and I think that's kind of shaped myself and my siblings as we've got all.

SPEAKER_03 29:11

How many siblings? Two awesome. And then uh before we get into sales stuff, do you do you d have any routine to get in the right mindset to perform?

SPEAKER_00 29:24

Honestly, I think this again is gonna sound like a cliche answer, but I think for me it's just callous at this point. I've done it so many times that like I could be having the worst day. And I want to make this clear to anyone that's listening, right? High performers have more curbside moments than anyone. You know, I think people see high performers um and they think it's just sunshine and daisies. Every person's picking up the phone and they're selling deals, they have more curbside moments uh than anyone. My family can attest to that, right? Um, but yeah, I think I just have callus built up over time. I've done it so many times that uh I just go forward, not backwards.

SPEAKER_03 30:04

Yeah, that's huge. What about you? Um background.

SPEAKER_01 30:09

Uh yeah. Um background where to start. Um yeah, so most of my background professionally, well, first off, I'm married, been married for 20 years. I've got four kids. I've got a son that uh plays college soccer. That's good. Um yeah, he's uh he's awesome. And then I've got two teenage daughters, and then my youngest son uh is 10 years old. So I've got four kids. And um I think that was kind of interesting too, because getting into this space, I was seeing such like young, you know, 20-year-olds, and I was like, I was like, oh my gosh, okay, what am I getting myself into? Um, but it turned around pretty quick as I started to kind of realize uh the opportunity. But yeah, no, married. Um, like I said earlier, though, most of my background has all been having to do a sell. So I've been in like the digital marketing space for a very, very long time. You know, I was running one cent Facebook-like campaigns when Facebook advertising first came out. Um, you know, so most of my background is in like the online marketing, lead generation, phone sales type space. Uh stumbled onto solar only about like four years ago, ran a remote solar sales organization. Before that, I was running a lot of like high-ticket sales coaching industries, like helping I worked with funnels. Like I'm friends, I know Russell, I knew him before he started ClickFunnels. Um, so I've been in that world for a very, very long time. He's a great guy. Um, but um worked with a lot of different coaches and consultants uh before high-ticket sales was a thing. They didn't even most of them didn't even know about high-ticket sales, but yeah, been in that kind of that world for a long time.

SPEAKER_03 31:53

The crazy thing is how much they ask for in high-ticket sales and then how much we ask for from a customer. So, like if we ask a customer for 80, 80 bucks a month, we get a thousand bucks, right?

SPEAKER_01 32:08

Yeah.

SPEAKER_03 32:08

High ticket sales, what do they ask for? A ten thousand dollar zoom?

SPEAKER_01 32:12

Five and twenty thousand dollars over the phone all day.

SPEAKER_03 32:14

Yeah, five to twenty thousand dollars for what?

SPEAKER_01 32:17

For it depends on the coaching program or services that you're obviously offering. I mean, what's crazy about this industry. What's crazy about that industry is there is a there is a coaching program for everything. Like there's there's a coaching, there's a little coaching program for handstands that they sell for 5,000 bucks, teaching people how to do handstands. So so I guess it's money is just a perception of what you put value on. Your value is different from somebody else's as far as what you feel like is worth it or not. So it's all perception on on value. Um, I've been in that world for a very, very long time. And so, you know, I didn't really there there's a lot of programs that are amazing, and there's a lot of programs that aren't so good.

SPEAKER_07 33:08

Isn't it typically like 10% is the max you're gonna make on like a program?

SPEAKER_01 33:13

Yeah, so so the most of the time, like if you're somebody that has a ton of experience, um, like you can sometimes, you know, make upwards of like 15 to 20%. Um, but the way that the industry, I've been out of that space for a long, long time, but most of the time they'll pay somebody like 10,000 or you know, 10% of some sort of like high-ticket sales type process.

Family, Lifestyle, And Choosing An Agency

SPEAKER_03 33:38

So you can make a thousand bucks if you collect 10,000.

SPEAKER_01 33:41

Yeah, the biggest issue there is there's a lot of coaches and consultants that sell um how to become a high-ticket sales rep and they're pitching the dream. The problem with that space, and part of the reason why I'm going after that industry from a recruiting standpoint here over the course of the next six months, very heavily. So if you're in the high-ticket sales space, hit me up. Um, is that you it's the control aspect of it. Okay. So you have you have somebody else that's running the marketing and advertising. You have somebody else that determines whether or not they're gonna put appointments on your calendar. And then it's your responsibility to obviously close the deal. So it's awesome from a lifestyle standpoint if you're fantastic at it, but it's kind of pitched as like, oh, make a, you know, you can make a ton of, which you can't, you absolutely can, but as a from an entrepreneur, like I want to be able to control the outcome. If that business owner is not very good at marketing and advertising and lead generation, I don't want that that his lack of skill set to be able to prevent my my income from from from soaring. And that's what I saw with insurance was it's like I have complete control of how much I'm spending, I have complete control over how much I'm working, and I have the same ability to be able to recruit and train other people to replicate exactly what I'm doing. I was like, yeah, I was like, I was all in.

SPEAKER_02 35:07

I also think like the pool of people that you have to sell to is gonna be much bigger in insurance because how many people are gonna see value in protecting their family versus learning to do handstands, right?

SPEAKER_06 35:19

Or I'm sure there's a lot of other, I'm sure there's a lot of other like courses and things, but it's just like yeah, you get the point though.

SPEAKER_03 35:27

I think most, I don't want to say all most high-ticket sales is a scam. That's what I think. Yeah.

SPEAKER_07 35:34

Well, because you have to think about it, like if you want to make, let's say, 10K a month, right? Which is like the what they're all like kind of promoting, you have to be in an offer that's generating enough for you to be closing. Let's say you're decent, right? You'll close a third of people you talk to. I would say that's a pretty high closing ratio. They have to be generating 300k a month in like in people for you to talk to. Like, that's crazy. Yeah, that's kind of what he's saying.

SPEAKER_03 35:59

Okay, now compare to insurance. One, like what we do, we do everything for free. All of our training, everything's for free, and we get paid if you get paid. We don't get paid if you don't get paid.

SPEAKER_01 36:11

Yeah.

SPEAKER_03 36:12

And then we'll also pay for your licensing because we don't want to take money from people up front. So we pay for the licensing course. And then when you get started, we don't go give us money for anything.

SPEAKER_06 36:25

Yeah.

SPEAKER_03 36:25

And all the money you need in insurance is to but get leads. You can generate your own, you can use Claude and Facebook, you can use lead vendors, we don't care. But you can get a return on your thousand dollars in the same week. Right. I don't know, dude. Now, I I gotta tell you a high ticket sales story. I just went to a real estate conference that cost ten grand. Okay. Which I did enjoy because I enjoyed the people that I met there. Now I didn't realize this, but I became a lead for a high ticket course. Okay. So the the guy running it goes, hey, I really like I really like you, let's do a zoom. So I go, Okay, let's do a zoom, because I need help in with some of these real estate projects because I don't know what I'm doing. Sure. And uh so we get on. Dude tells me for four zooms, he'll do four zooms with me coaching me, and then sends me his offer. You won't you want to guess how much it was?

SPEAKER_07 37:28

20 grand.

SPEAKER_03 37:30

I would say around there. I'm gonna go with 20, yeah. 100 grand. Oh, a hundred thousand dollars. Did you did you take it?

SPEAKER_02 37:39

He probably looked you up, man. I was like, bro, you should pay me a hundred grand for zooms. He's like, we all just hit an extra zero.

SPEAKER_03 37:45

No, but I was a number of and then he started asking me about insurance, and he was intrigued. He was like, How does this whole thing work? And I'm like, bro, you should pay me. So did he cost you a hundred grand? And he did not pay me a hundred grand. But then I just started to realize, dude, there's so many people that want your money before you make money, and that's why I love this industry, and that's why we started the company because a lot of insurance companies, you can become the product.

SPEAKER_07 38:14

Yeah.

SPEAKER_03 38:14

So like they don't care because they're gonna charge you a monthly fee, they're gonna charge you a sign-up fee, they're gonna charge you to go on their uh little camps that they take you on to brainwash you, they're gonna charge you uh for everything. If you log into their system, they charge you. They don't care if you sell life insurance.

SPEAKER_01 38:32

That's literally what I thought this life insurance makes. That's where like I I I I assumed that all life insurance companies, like equal for my lack of knowledge getting into it, it was more just and and and I we my wife and I actually come from the network marketing space. She's done really, really well with her network marketing. I don't have any problem with like network marketing, but I assumed all other life insurance companies were network marketing, and I was like, I just don't want to go do that. Yeah, and I was like, oh man, these guys aren't selling anybody of their friends and family. So it's yeah, the economics on training somebody and getting somebody going and you not making money until they're actually up and going. I love about it.

SPEAKER_07 39:13

That's the only, in my opinion, the only model to keep leadership like true. You know what I mean? Like keep people involved, keep people like doing that. Because like uh when you have models where people are just getting paid off of getting you in the door, I I've seen it a hundred times. They just don't they don't do what they need to do on the back end to help the agent.

SPEAKER_02 39:33

Well, that's where you heal hear the the term pyramid scheme thrown around online so much, and it's it's because of models like that. But obviously, with like with our model, we only get paid when we sell insurance to clients. And so it's like we have the best model in the industry, hands down.

SPEAKER_03 39:49

Yeah, okay, cool. All right. Um, so we got it, we got sidetracked, but four kids.

SPEAKER_01 39:56

Oh, yeah, four kids.

SPEAKER_03 39:58

How how long have you been in sales?

SPEAKER_01 40:01

So I've been doing sales, I mean, probably for the last like 25 years. Yeah.

SPEAKER_03 40:07

Okay. And then I'm 47. Do you you look great by the way? Thank you. Appreciate it. Do you do you have a morning routine? Um you do you go to the gym early? What do you do?

Building A High-Output Agency Culture

SPEAKER_01 40:18

Yeah, so I'm I'm I'm super structured. I was it was kind of funny because listening to Kyle, because he was talking about like the curb side, like high performers are gonna have, you know, ups and ups and downs. I'm super regimented. I'm up at 5 a.m. I'm in my home office at 7:30. I'm calling by 7.45. If at lunchtime when I and this is probably gonna make it not that appealing to people that are watching this, but like I have some specific goals that I'm trying to reach. And so I've got, you know, the drive and motivation to be able to do it, and I love it, but it's like I'm going into the kitchen grabbing something to eat real quick and I'm rushing back because I feel this huge sense of urgency to reach certain levels inside of this space. But yeah, so so routine is every morning up at five o'clock, I'm in my office at 7:30. I typically walk out of my office at seven o'clock at night. Fridays, though, that's Monday through Thursday, Friday. I shut it down. I've found that not a lot of people want to talk about insurance anywhere past like four or five o'clock. So I'm typically, and plus I don't want to by the end of the week either by that time. But then I do come in, I I I do start uh Saturday morning for a few hours. I work, I've worked every Saturday morning since I've started just because I've historically done that with every sales job that I've ever done is you know, a few hours on Sunday. Some you know, sometimes I won't on Saturday.

SPEAKER_03 41:46

So what time do you go to bed?

SPEAKER_01 41:48

So I'm typically in bed, I don't have the best sleep routines, but I'm typically in bed by 11 o'clock.

SPEAKER_03 41:55

So you only sleep five hours?

SPEAKER_01 41:58

I I so my I actually, it's kind of interesting. So what what'll end up happening is I get a little bit of Sunday, I don't know, do you get does anybody else get like Sunday anxiety like ready for the next the Sunday scariest? Sunday scariest. Okay, there's a name for it. So what happens with me is that I'm like chomping at the bit come Monday morning. So I don't sleep very well like Sunday night, and I normally wake up even earlier, like at 4 30 on Monday, to get to the gym to get going with the week.

SPEAKER_03 42:26

Interesting.

SPEAKER_01 42:26

Then what ends up happening is I'll do that again on Tuesday, but by Wednesday, but by Tuesday night, I end up sleeping in and I get to the gym typically about 6 30, and I have a shorter work. So I actually catch up, but I fall asleep. So I normally get like nine hours and then it repeats on Thursday. That's kind of crazy. That's how I've always operated. I mean, it's almost scary. Yeah.

SPEAKER_03 42:52

I mean, it yeah, there's consistency though. I think that's the important part. Yeah, yeah.

SPEAKER_07 42:57

I don't know if it's good or bad, but the manic cycle of the lack of sleep.

SPEAKER_03 43:02

Yeah. All right. So you get up at you basically get up at five, you work out, any other morning routines. Because I like morning routines because some people can apply them and it helps them like with everything.

SPEAKER_01 43:16

Well, I I think from a morning routine, especially for all of the all of the the newer agents that are getting going. Um, Morgan was talking about being a sponge at the very beginning. I was consumed, consuming information at such a fast rate because basically anytime that I got, I was up and I was driving or I was going to the gym, I was working out, I was listening to YouTube podcasts. I was listening to your guys' show. It's pretty surreal being here to be honest, because I've listened to so much of your guys' content. Um so what that did though is by consuming so much information, it kind of shifted the confidence level where I was just like, oh yeah, so many other people doing it. They can do it, I can do it. That's all I really needed to hear. So personal development, obviously, you know, I've got a religious background, so you know, prayer, scripture study, things like that, and and then I'm off.

SPEAKER_03 44:13

That's awesome. Yeah. Which a lot of people have told me, like met most top producers have said like meditation, prayer, or something like that has helped them significantly. Yeah. And then the other thing is they've said working out, because like if they work out hard in the morning, then calling is easy. That's kind of what they they say.

SPEAKER_00 44:32

Yeah.

SPEAKER_03 44:33

And and that helps me. Like, I can focus much better if I work out. What about you guys?

SPEAKER_07 44:40

I am a naturally very pessimistic person, I would say. I and I think

SPEAKER_03 44:45

Isn't everybody no?

SPEAKER_07 44:49

They're like optimistic.

SPEAKER_03 44:51

You're always optimistic.

SPEAKER_01 44:52

I don't kind of delusionally optimistic. I know.

SPEAKER_00 44:56

There's a there's a philosophy from uh Hilton, Comrade Hilton, called practical pessimism. It's basically everyone's a pessimistic person, but the successful people um use it practically.

SPEAKER_07 45:10

I think I call it realism. Ryan calls it pessimism, so I'm self- self-proclaimed realist. But and it's more so for me, just based off like historical things, like okay, like a lot of the bad things that I kind of think might happen do. But now it's evolved over time where all these bad things happen and we always get through and it's better on the other side, where it's not as scary to me anymore. But for me, what I found is if I don't have that regimen in the morning and like have that like focus on self-development, and I like listen to Alex Hermosy, I get the endorphins rushing from a workout, I don't approach the day with as much ease, I would say. Like I'm a little more irritable. I'm not handling conflicts as well, I'm not handling most things as well or as much in stride. So I have to start the day with like gratitude to ground myself, right? A workout and like a podcast, like, but it has really evolved the way that I think I perceive like conflicts and different things throughout the day.

SPEAKER_02 46:05

I've always been um kind of delusionally optimistic, I think. Like I have a I have a saying that's like everything that happens is good. And so what that means is like obviously good things are gonna happen, and then of course bad things are gonna happen too, but it's how you frame things. So when something bad happens, the way I look at it is like, how can I learn from this situation and turn it into a positive experience? And that's how I've always kind of just thought that way. And I think actually that's helped me a lot in this business.

SPEAKER_03 46:34

Dude, I think we just found what you're gonna write on the wall. Everything that happens is good. There you go. There we go. Because that's from Ryan, not from the Yoda or whoever whatever else you took.

SPEAKER_07 46:46

No, I actually saw a quote this morning that really resonated with me. I actually sent it to our team Discord, but it illustrates it very well. It's like there's the frame of like, I'm so uncomfortable, I don't like feel good, right? There's that like that's like the pessimistic outlook, but then there's also a way of looking at like, dang, I don't feel like myself right now. I must be growing. Right? Like, that's just the positive way to look at the same exact sentiment.

SPEAKER_03 47:09

No, I think being pessimistic helped me keep building.

SPEAKER_07 47:14

I think so too. And this is an argument that we have all the time.

SPEAKER_03 47:17

Because I kept saying, if it what if this person quits, I need to keep going.

SPEAKER_06 47:22

Yep.

SPEAKER_03 47:22

And it and it caused me to continue to build. So kind of interesting way to look at it, but I was just like, I don't want to go back to not making money.

SPEAKER_07 47:32

I think it's good to be aware of the things that should kind of stress you out, but I think it's also good to not let it stress you out too much to where it's kind of productive. So I think for me, like when I'm too optimistic or like delusional, I feel like I miss things that maybe could actually potentially impact our business in a really negative way. So I do think sometimes it gives me a little bit of a higher level of discernment, but at the same time, there was periods of time where like we needed to rely on that delusional optimism that Ryan had, right? To like get through hard moments in business. So I think there's a yin and yang to it for sure.

SPEAKER_03 48:05

All right. Have you guys ever had a a very low point where you weren't motivated?

SPEAKER_00 48:12

No.

SPEAKER_03 48:14

Never.

SPEAKER_00 48:14

No, like I've well, I guess it depends how you differentiate. I don't know, like my discipline's all wrapped into one. I guess I've had moments where it's like, man, can I uh can I get to where I wanna be? Like little little tiny moments like that, but I think at a point my discipline takes over for sure. Okay.

SPEAKER_03 48:36

What about you?

SPEAKER_01 48:37

I certainly have had self-doubt. Um but um I don't know, for for for for me, I'm i it's it's a little it's not all the way good, but I'm super competitive. And so, you know, I've had that I've had that inner belief that you know when I see other people doing it, that's all I needed to see, and tends to trigger the go time.

SPEAKER_03 49:04

So love it. All right, now I'm gonna ask you this for this for for the younger generation.

SPEAKER_01 49:09

Yeah.

SPEAKER_03 49:09

What are some tips to stay married for 20 years?

Solar Vs Insurance Stability And Longevity

SPEAKER_01 49:13

That's a good, that's a good well. Uh yeah, yeah. No. Taking notes. So I got I got incredibly lucky with who I married. So I met my wife down here in Las Vegas. She's from Las Vegas, we lived here for 10 years. Um, and so um my wife, um she her father was an entrepreneur, and so she saw her dad go through ups and downs from a business from a business standpoint. And um I'll tell you a story. So we we had another business, and she was pregnant with our third kid, and um um there we had just got out of this business and had literally like lost everything. And I had just totally been like gutted because so much of for a male derives from their ability to provide and be successful and stuff like that. And we had just gone through this business where we had like basically lost everything, and I had this crazy impression, like, no, it could get worse. She could bounce. And I was like, I I had this impression, and I was like, oh my gosh. And I remember walking in and talking to her, and she's sitting on the bed and she's nine months pregnant, and she's like, dude, we're gonna be fine. Come back together, get your shit together and let's go. And I and and like she gave birth on a Wednesday to that child, and we moved up to Utah on a Saturday. What year was that? So this was this was probably 15 years ago. So so So you were down and out. So down and out. And so I think you know, every, you know, as far as my advice, well, one marry up and marry somebody that's better than you, that's for sure.

SPEAKER_03 51:11

Okay.

SPEAKER_01 51:12

Um no, but it but it but in all honesty, like um me and my wife, like, like we annoy the heck out of each other, but what we do, and we fight and we bicker and we we we get on each other's nerves. But I think by going through stuff with her, I've got so much love and respect because of the way that she's handled things that like um, you know, I just you know, if you just put that other person before, and then I think the other thing that we do a good, a really good job at is that is we we forgive quick. Like my wife's like a natural like auburn, so she's a firecracker, and so she gets super heated fast. But the one thing that she does well is like you give her an hour and it's like, all right, okay, whatever, we're good. She'll come back down fast.

SPEAKER_03 51:59

That's probably healthy.

SPEAKER_01 52:00

Yeah, you gotta like you gotta squash arguments, you know, don't don't hold it against people's. I don't know.

SPEAKER_06 52:05

Sounds really yeah.

SPEAKER_03 52:06

The worst thing my wife's ever done is throw change at me. That's it. Like a handful of quarters.

SPEAKER_01 52:13

Oh, my wife on the the drive down here told me she was gonna throat punch me. So, you know, it's a constant. Yeah.

SPEAKER_03 52:19

So yeah, I'm a big fan of like now having kids because I I think it's the best thing ever. I think we're supposed to. You probably feel that way. Oh, yeah. Yeah, she's a so fulfilling and getting married and building a business, and but it's cool, it's cool what you're doing. Um, so you you really had that one moment where you were down, but basically you were like, it could get worse because she could leave me.

SPEAKER_01 52:43

Yeah, yeah. And luckily she didn't.

SPEAKER_03 52:46

And then now, how long was this episode for?

SPEAKER_01 52:48

So, yeah, so I mean, we had a business that had failed. Uh, we needed to pick back ourselves up. We moved to Utah. We I started another business that started taking off. Then she started a business. Um, you know, never, you know, she she actually got involved with a company called DoTERRA selling essential oils in the early days. And I was making fun of her for the first like year and a half, and then she started making more money than I was making with my business. So I actually sold that business to my partner to go help her. We moved to Texas about 12 years ago to support her business. We were only going to be there for a year. We ended up staying for 10 years. Um, but um, yeah, anyway.

SPEAKER_03 53:34

All right. And then you're from St. George, Utah.

SPEAKER_01 53:36

No, I'm from Utah County. I grew up in Oram, but I, you know, I've lived in California, Las Vegas. You're in St.

SPEAKER_03 53:42

George, Utah now, though. I'm in St. George, Utah. How do you like that?

SPEAKER_01 53:44

So we really, really like it. I mean, Texas was phenomenal to us. I mean, we love Texas. We do, we really do. Um surprised.

SPEAKER_03 53:53

Well, I just don't really like Dallas every time, usually when I go. I like integrity's office, but like, because it's amazing. Yeah. But like when I'm out in the city, I'm like, I don't know if I'd want to live here.

SPEAKER_01 54:04

Not Dallas, Dallas, like North Dallas, Frisco, like the like the suburbs. And I haven't seen that. Awesome gyms, good restaurants. For us, like, we're not, you know, good places to go out and go shopping. We had great friends. That's probably the most of it is we had really, really good friends out there that we had a good routine. But going back to Utah, um, you know, we're closer to family. We're like we've skied every winter multiple times. Like my nine-year-old now knows how to ski. So, like, we're loving being back, you know, on this because St.

SPEAKER_03 54:39

George is like a pretty cool place, right? That people don't know about.

SPEAKER_01 54:43

It's gorgeous out there. Like, it is gorgeous.

SPEAKER_03 54:46

Utah is a beautiful and it's like two hours from here.

SPEAKER_01 54:49

Yeah, it's only two hours. Yeah, yeah. Yeah.

SPEAKER_03 54:51

And how's the heat compared to here?

SPEAKER_01 54:53

So yeah, I lived here in Vegas and I've lived in St. George. I went to school down there in college when I was a junior college a long time ago. Um, but heat, I would say it's somewhat comparable, but it's not as intense as Vegas. It's a couple degrees lighter, but it's still pretty warm during the summertime.

SPEAKER_03 55:12

Got it. Cool. Okay. Um, let's get to sales. Yeah. Do you generate your own leads?

SPEAKER_01 55:19

Yeah, so um we run our own Facebook advertising. At first, I bought leads, but now run our own pay.

SPEAKER_03 55:26

So if someone works with you, they run your own Facebook advertising, you help them or no? Like if you have a recruit?

SPEAKER_01 55:32

Yeah, so I actually brought over one of the media buyers that I used to work with in this in the solar space that's actually running a lot of like our ads right now and doing a lot of our lead generation. So if, you know, I'm just getting new agents, you know, this I've I've been in the space for about six months and I've got about five or six new agents that are just getting going. And I'm really kind of rethinking the process because I kind of was like, well, we'll just get them on, you know, you know, why aren't these guys having the same mentality that I have? And it's just like go spend 1500 bucks a week on on advertising, and not everybody comes into the space with that mindset, right? And so um, you know, we're kind of rethinking the way that we get people going as far as buying older leads, but I really feel like anybody needs to get set up like on a CRM and and really get their setup going. I see a lot of people, um, you know, you know, there's a lot of options. Yeah, just a lot of a lot of that was the other thing that kind of threw me off when I first got started with this industry. I'm like, I'm like, there was no cookie cutter approach to getting started, which is good and bad, you know, it throws a lot of options for people.

SPEAKER_03 56:46

And people don't know what to do.

SPEAKER_01 56:47

You don't always know what to do.

SPEAKER_03 56:48

That's why when someone asks me, I give them an exact because a lot of these options work.

SPEAKER_01 56:53

Right.

SPEAKER_03 56:54

But if you don't know which one works and you try to do all of them, you get all messed up. Now, do you sell leads to people outside of your team?

SPEAKER_01 57:00

No, no, I'm only running ads right now for myself, and then if somebody else wants to run their own ads, then you know I'll introduce them to my guy and they've got to pay him and put their credit card, you know, to run their own ads. I don't want to front, you know, spend and stuff like that.

SPEAKER_03 57:16

So got it, cool. What about you?

SPEAKER_00 57:20

Yeah, I started kind of in the dirt, so to speak, like buying old leads and just hustling and and crushing it. And I did well with that. Um, I really treated it like a scalable model. Like I didn't want to come in and just dump a bunch of money. Whilst I understand there is a need for that, I wanted to scale up and and treat it like okay, am I getting a return on my investment? So I started with 500 a week, and then once I have 5 to 10x that, I um I scaled to a thousand, then I scaled to 1500, and now I'm at 2,000 a week. Um, I use the same market and organization as as some of the others, and yeah, we seem to be doing really well with it.

SPEAKER_07 58:03

I think one thing that's really good about that though is like not a ton of people are gonna be able to be like you or Steve who have the funds to come in and put in the 1500 bucks. So like yours is the more it's like a realistic approach for people coming in, right? Of like, okay, at first I'm only gonna have the 500 a week to put into leads, now I'm gonna make some money off that, now it's a thousand, and that's like what most people are gonna be looking at being able to do.

SPEAKER_02 58:27

Yeah, I think like for me, just like I had to simplify it because everyone's like, hey, what's what's the best way to get started? And so for me, just to simplify simplify it, I was like, okay, you're gonna have some people that come in with very very little capital, so I have to have a way for those people to get started. So I have one one set way for them, and then there's people who come in who have more capital, and then there may be a different avenue for those people, right? Yeah, yeah.

SPEAKER_07 58:50

There's like two kind of like two little forks in the road.

SPEAKER_03 58:53

Right. Yeah, that's cool. And then when you guys call people, how did you get good on the phones? And what type of leads do you what are your advertisements say?

SPEAKER_01 59:04

So um for for for me, because all of my, you know, Kyle's got an interesting background because he did solar, and I think it sounds like you did the majority of like door to door and actually like knocking on doors the whole time, yeah. Um I've never I I've sold a lot of solar deals, but every one of my deals has always been over the phone. I've never sold a solar deal face to face. So um I think I think one of the one of the biggest things that that helped me um out of the gates is I I think people don't realize the importance of capturing somebody's attention. The first five seconds, the first five, the, the first 30 seconds of the conversation is critical because I know that if I can capture somebody's attention on the phone and I can get into with them, get into it about what it is that I do, I know that I'm gonna get into the application. Like if somebody gives me more than like two minutes of their time, I'm into an application. Whether they get approved or not, 80% of the time, because of the the first part of the conversation. If I can capture their attention, I know that I'm gonna get to that point where they're either gonna, we're we're either gonna see if they can get them approved or not. So it's it's that that came from kind of years being on the phone and and and listening, but also knowing how to push, but also how to how to pull back on somebody, but also how to give somebody uh, you know, how how to joke around and listen to tonality. Like I work with a lot of contractors, I work with a lot of truckers. So like I'm giving them a hard time, like out of the gate. What are you doing? You up on a roof or what, man? Okay, let's talk. You know, I'm not afraid to like joke around a little bit with them to kind of show them like, hey, this sounds like a normal guy. So anyway, but you're very assumptive, clearly.

SPEAKER_03 1:00:56

Like right in the beginning. Yeah. Cause why wouldn't you?

SPEAKER_07 1:01:00

They filled something out.

SPEAKER_03 1:01:01

Yeah. They filled out a form.

SPEAKER_01 1:01:02

Yeah. Well, the biggest, the biggest thing, the the biggest mistake that a new rep makes is asking for permission to to to communicate or to you know, to talk with somebody. And you have to take the person's time. You have to, you have to give them the impression, like, hey, I'm gonna be pretty quick. I just wanted to give you some information. I'm not sure if this is something I can even help you with. Tell me what was it that X, Y, and Z. So I'm bringing the guard down on their time so they'll at least give me a couple of minutes because the minute that they give me a couple of minutes, I know that I'm gonna get into the conversation.

SPEAKER_03 1:01:35

So good, dude. Yeah. So, Drew, hit that fire button right now. Fire. Yes, we need it. The biggest mistake new rep reps do is ask them for permission to help them.

SPEAKER_01 1:01:46

Yeah. Yeah. Yeah. You got to be able to just, you know, hop right into it, bring their guard down. You know, I'm in the middle of actually training my nephew right now. Before we get our office, we're working out of my home. I've got a little office set up where he's on one side, I'm on the other side. And it's kind of fun because it feels like ground zero again, like I've done beforehand, starting a new business. But, you know, it's just, it's, it's um, you know, I'm listening to him while I'm not on calls. And the biggest things that I'm pointing out is the first five seconds of his conversation. It's like, no, don't ask them if they have a couple minutes. Follow up with an open-ended question asking them why this, because that's what's going to get them talking. Once you get them talking, now you're going to be able to get into your presentation. Don't ever ask somebody if they have time. Come on. Not asking them if they have time. Saying, hey, what was it that caught your attention? So anyway, you know, be be a student of the game about about the entire process, I think, is one of the things that gave me an advantage. I don't know. What about you, Kyle?

Routines, Discipline, And Staying Mentally Sharp

SPEAKER_00 1:02:49

Yeah, I'd say a similar thing. I actually had a fear for the phones at first.

SPEAKER_07 1:02:54

Because you're from the doors, so it was different, yeah.

SPEAKER_00 1:02:56

And I actually was that way in soda as well. Um, because I was very much a door person. Like, if I needed anything, I'd have no problem driving 45 minutes to the house and being like, hey, by the way, when I literally could have just picked up the phone, right? So when I first got in here, um it didn't take me long to get through, right? Because it's that resilience portion again. Like I knew I just had to do it. I had people that rely on me, right? So so you can't say no. And then uh similar to what Steve was saying, I was probably asking for permission at the beginning. Like my my line at the beginning was probably when I very first started was you know, we you know, I know I'm catching on a wind, we can do later, you know, listen up, right? It was some nonsense. It was stupid. I don't even know what you just said.

SPEAKER_06 1:03:40

Exactly.

SPEAKER_00 1:03:42

They probably felt the same way. They were like, What's this guy talking about? Um, but now similar to Steve is just hey, let's go take 10 minutes, right? And you're just going straight into it. And then I'm doing a really short, punchy question at the beginning, uh, with my tonality, and I'm just saying, what got your attention? And that's it. And then they're they're gonna start talking about no person's gonna be like, Well, I don't have time for this now once you ask that question. Once you ask that question, it's well, because of this and the ad said that and this, and they start to sell themselves, and then you can start to go into it.

SPEAKER_03 1:04:12

Love it. What kind of leads are you working?

SPEAKER_00 1:04:14

Trucker. Trucker IEOs.

SPEAKER_03 1:04:16

Yep. Is it with a vendor? It's uh yeah. Is it with this the secret Logan dude that no one can get a hold of? Morgan and Ryan have a special lead vendor that no one can use because I guess he's so busy because he's so good, but it's all very busy. But whatever he's doing, people are br Eli wrote 97 G's last month off of them.

SPEAKER_00 1:04:42

So I've tried other people and uh uh not to bash other companies. I'll just I did okay. You can bash them. Yeah, well, I did okay with them, but nothing compares to the now.

SPEAKER_03 1:04:53

What if they can't get a hold of Logan?

SPEAKER_07 1:04:55

It's all the same, like it's just you're paying somebody to run an ad. Like, that's the only thing is like he was he went from purchasing like age leads to an ad, so of course it's gonna be like glorious, right? So I think that's also the context. It's like anyone who like you can pay to kind of just run a campaign for you, it's really more than that.

SPEAKER_03 1:05:11

Dude, the lead game is gonna get so weird because Claude now can run your ads. Have you guys seen how crazy Claude is? I have not, but I've been hearing stories. Dude, it coded like my friend coded in 60 hours like something that should take like 10 years to code. Wow, and it looks amazing.

SPEAKER_07 1:05:32

Claude just made us a leaderboard, one of our agents did. It's so sick. Like an active updates every five minutes, actually.

SPEAKER_01 1:05:40

No, oh my business partner on Claude Create is scraping from the Polaris Discord all of our reps that are like me, Brad, Isaac, and it pulls it into a new leaderboard just specifically for us. But just pulling data out of Discord, targeting the names. Dude, so many crazy answers.

SPEAKER_03 1:05:59

You just gave me a good idea. We should have our team scrape every Discord and make a huge leaderboard for everybody submit. That would be crazy.

SPEAKER_01 1:06:09

You can easily do it. Just if you if you guys are a part of each person's Discord, yeah, we'll just get in everyone on our team's Discord and scrape it all together.

SPEAKER_02 1:06:16

Just have an FFL leaderboard that's real time running all the time. I think we just came up with a great idea.

SPEAKER_03 1:06:30

All right, let's read this. Hold on.

SPEAKER_07 1:06:32

Well, today's a slower day.

SPEAKER_03 1:06:35

Well, let's see. All right, Haley Young, she's done eight thousand seven hundred and sixty-nine today.

SPEAKER_07 1:06:41

What is it? 1 p.m. eleven?

SPEAKER_03 1:06:43

Yeah, she did three policies. Does it say What type of policies?

SPEAKER_07 1:06:46

I think at the bottom somewhere.

SPEAKER_03 1:06:47

It's more so 9,000. That's crazy. And then Abraham Ibrahim.

SPEAKER_07 1:06:54

Ibrahim.

SPEAKER_03 1:06:54

Ibrahim 8,700. Good job, Ibrahim. He's a beast. Don't be reading my text, homie. But you can read Morgan's.

SPEAKER_06 1:07:07

Guys.

SPEAKER_03 1:07:09

All right. Cam Allen, uh, 7,928 for the day. Five policies. What up, Cam? Good job. Christian Decobo, six G's today. Reese now, what does it mean if they did 8,000? Can you tell everybody who doesn't know insurance?

SPEAKER_07 1:07:27

Yeah, so 8,000 means that's the um annual lives premium that they written, meaning the client is paying, you know, something on a monthly basis that equals 8,000 for the year. Um, and you're getting advanced 75% of that upfront, 25% on the back end. So what is 8,000 times 0.75?

SPEAKER_03 1:07:44

Like 6,000.

SPEAKER_07 1:07:46

6,000 in commissions worth.

SPEAKER_03 1:07:47

And then you can get chargebacks.

SPEAKER_07 1:07:49

Yep. Um, those can, if they let's say only pay three months worth of premiums and they decide they no longer want the policy, six months of the nine that were advanced to you are now owed back to the carrier from your next commission.

SPEAKER_03 1:07:59

And I do want to say people buy leads, they don't make money, they lose money in this industry, they sell policies, they go shopping, the person charges back and they owe the carriers money, and this is not for everybody. Right? 100%. But if you are a business owner and you understand risk and you understand uh saving some money for a rainy day, and you can balance all this, then it's a crazy opportunity where you can make crazy money, which is why you tell everybody why like with chargebacks your income still continuously stays the same.

SPEAKER_02 1:08:40

So basically, like my thought process was like I because some people just they're shooting in the dark, right? And my thought process was like turn it into math. Okay, so like when I thought about chargebacks, I was like, okay, I just need to like know my numbers. So I need to know how many, like, what I'm spending on leads, how many dials I'm doing, how many presentations I'm doing, how many sales I'm making, and then I have to know like how many what percentage is charging back, and I have to factor that into the whole equation, and that's gonna help me figure out exactly like if my goal is to make$30,000 a month, I know that I need to probably submit significantly more than that because I am gonna have some chargebacks, right? So that way when I do get a chargeback, I'm not freaking out because I'm I'm like, I've already factored that into the into the numbers. But early on, it could take you out.

Leads, Phone Scripts, And Fast Rapport

SPEAKER_01 1:09:26

Yeah, I love the fact that you bring this up to like shed light on it. At the same time, I think this is like the big, the big bad wolf in this industry for people that have never started a business. This is fall off in any other business. This is we have a fall-off rate of 20% in of inventory that we don't get paid on. Like Ryan said, this is just the economics of a business. The minute that you understand your numbers and that, oh, okay, I'm gonna keep 90% of my business and I'm not gonna take that into consideration as far as my net profit, but I know that it's gonna fall off, it changes the dynamic. It's people that have never started a business and never sold anything that's never experienced a fall uh a chargeback, that this is terrifying too. And rightfully so. Like you're like, oh crap, I just lost some money. For sure it sucks.

SPEAKER_03 1:10:18

I bring this up because, like, let's say my mom, yeah, okay, who I love very much, and she has three kids, and someone tells her you're guaranteed to make money if you spend a thousand dollars, and she spends her thousand dollars that took her 80 hours to make that pisses me off. For sure. So I like people to know the truth. Like, I love that. Yeah, yeah.

SPEAKER_01 1:10:44

Yeah, you know, it's it's it's it's honorable. I think you just follow it up with the fact that, like, and you could fail at any other business that you you know, yeah. But it's I love the fact that you bring it up.

SPEAKER_03 1:10:55

Yeah, dude, and it it is what it is. Now, I always have to like something can really bother me until somebody changes my perspective, which is why I like being around a lot of people, because I could be like really pissed off about something and thinking about it all day. Like my friend, he rolled$80,000 to me in debt. He one of my friends from high school was like, yo, you know this dude is getting all our information to practice writing policies on us. And I'm like, why would he be asking for their social security numbers? So we go look up and he's writing everyone we know saying he's practicing policies so he can get advanced all these commissions. Then he bounces, okay?

SPEAKER_01 1:11:38

Oh, wait, okay, so this is this is just like straight up like fraud. He this is straight up fraud. Oh, okay. So it rolls me like not the normal to the not the normal.

SPEAKER_03 1:11:48

Now he rolls me$80,000 in debt that I have to pay because I hired him, I'm responsible for the debt. So I'm pissed for like a month. And then my friend was like, dude, how much did you make last year? And at that year, I'm like 26 or 7, and this insurance is crazy profitable and amazing if you work hard. And my gross income was like 800 or 900k. So my friend, I was in the jacuzzi at this resort, and my friend was like, bro, you're complaining about making 720k, I guess, because you got to give 80 back. I was like, that's actually a really good point. And it never bothered me again. Not once. Yeah.

SPEAKER_07 1:12:31

I can't remember if it was you, it was some, it was somebody in leadership that explained this to me. Because I I was admittedly one of the ones that was very worried about charge box when I first came in to the point like it would just like I would first thing I would do at 2 a.m. when the Americo statement gets sent. I'm like checking it like to see if I have one. And like really unhealthy. But something somebody explained this to me, and they're like, okay, so for example, like Walmart, right? Multi-billion dollar organization, they literally have in their budget theft.

SPEAKER_06 1:13:03

Yes.

SPEAKER_07 1:13:04

They just know that there's going to be theft from certain from stores every single year. And instead of it being like something they're shutting their doors or like, okay, we're just gonna put it into they literally have an item in their budget for theft.

SPEAKER_03 1:13:13

Yeah, and Walmart's theft would be a Fortune 500 company. Yeah, literally. So it's like And that's a that's a true stat. Yeah. It is.

SPEAKER_07 1:13:20

So I it might have been you then that told me this.

SPEAKER_03 1:13:22

I think it was that helped me like stop worrying about it.

SPEAKER_07 1:13:25

Right. It helps me contextualize it too, because kind of to your point, like I had never run a business before. Like, I literally was fresh out of cocktail waitressing, I did eight months of mortgages and I'm in here with insurance. So, like, I think especially for the younger generation that's coming in, it's like I think you guys actually have some very good context that makes you very good fit. Like, you know, people are more involved in their careers because I didn't have any of that type of context. So it was something that I fixated on that made me look over like the the good parts of the industry.

SPEAKER_01 1:13:54

Yeah, getting a$1,500 chargeback for insurance is nothing like working on a solar deal for three months and having the customer that you thought you were gonna make 20 grand on say, No, I don't want to move forward. Yeah. So you're just like, whatever. Yeah.

SPEAKER_03 1:14:06

All right. So when I got my first big chargeback, it bugged me big time. And then I got a but it made me a little bit better because I didn't fear it anymore after it started happening. And the best thing that ever happened to me was I had a$27,000 commission that I already paid. I I already spent all the money by the time I got the by the time I got the check. And the lady called me because Jackie at triple A told her that they had a better plan and she believed it. So she canceled her policy, and I got a$27,000 charge back.

SPEAKER_07 1:14:42

Who paid you$27,000? Were advanced caps not a thing at that point?

SPEAKER_03 1:14:46

No, so it was uh this was an annuity for like$500k. Oh boy in the first 30 days. Yeah, Jackie from AAA messed it up. And so, dude. He still remembers Robert.

SPEAKER_06 1:15:00

Jackie.

SPEAKER_03 1:15:01

I was so mad, okay? But then the little the the the silver lining was the little chargebacks 800, 1000, 1500 never bothered me again. And the biggest thing was I wouldn't want to call people because I didn't want them to cancel, and it took that fear away. Where, like, if they did cancel, it was no big deal to call them and be like, Why'd you cancel? Yeah, and then I would save 50% of my cases on the books, but then check this out like I met with the people 13 times after they canceled and eventually got them to cancel Jackie from Triple Host and come back with us.

SPEAKER_02 1:15:38

Oh my god, so Jackie has an Instagram.

SPEAKER_00 1:15:41

Can we drop that?

SPEAKER_02 1:15:43

I don't know. I think the important thing too with chargebacks is like looking at it from a perspective of like why are these happening? And like you're never gonna be able to completely like eliminate them, right? But what you can do is when you understand why they're happening, you can then mitigate them. And so, like our first year in the business, it was a lot of learning. We we got a lot of chargebacks, we got some some substantial roll-up debt, and my mindset, kind of going back to that saying, everything is good, you know. I was like, this really sucks right now, but like we can learn from this, and so now we've implemented a lot of those things, we train our agents on these things, and we have, I would say, probably one of the highest persistencies in the company.

SPEAKER_03 1:16:24

Yeah, you guys have a good business.

SPEAKER_06 1:16:26

Thank you.

SPEAKER_03 1:16:27

Thank you. Like it's very healthy. So appreciate all that. Thank you.

SPEAKER_07 1:16:31

We're healthy guys, yeah.

SPEAKER_03 1:16:34

All right, so minus the audience. I love your uh what you again, what you said. You assume the sale right away, they filled out a form, you're into an application and you're doing this. Do you do something similar?

SPEAKER_00 1:16:45

Yeah, yeah, very similar. Um, at the end, I just walk in for a next step. I'm just like because the last question I'm asking them is uh budget, right? Staying under the 5% is a course key. I learned that from Morgan. Um, that's how most of your business is gonna stay on the books. So they're giving me a number that they feel comfortable with, and I'm telling them what that would get them. Once they commit to that number, I'm not asking permission from that point, am I? Yeah, once they commit to that number, I'm saying, okay, so the next step here is we're gonna do X, Y, and Z. The first question they're asking is what's your data by? But I'm also setting realistic expectations before I go in because I don't want them stopping at social, I don't want them stopping at banking. So I'm setting that uh realistic expectation at hey, you know, I'm gonna ask you personal questions, that's why I have my license. I have to vet you, you have to be a good fit for this. Um so I'm I'm leading with that, I'm front loading everything. That way when it gets into your uh application, it's very comfortable and it's very smooth.

SPEAKER_06 1:17:46

I love it.

SPEAKER_03 1:17:48

Alright, so I want to bring up a couple other things here. Five point two million dollars this month paid out in bonuses from FFL. I've seen people say don't work here because the way the bonus thing is set up, which I'm really confused about. Have you guys received any bonuses yet while working here?

SPEAKER_00 1:18:08

Every month?

SPEAKER_03 1:18:09

Every month for what producer?

SPEAKER_00 1:18:11

Uh producer and then the last few months for VP as well.

SPEAKER_03 1:18:14

What what is it? I'm just curious.

Chargebacks, Bonuses, Investing, And Goals

SPEAKER_00 1:18:16

Like, what's my bonus? Yeah. It's not crazy crazy right now, because I've been hovering between that 50 to 75 for the last few months for IP. Um, so 50 to 75 is two grand. But then once you get a four grand, uh once you get to 75, it jumps to four. Once you get to what a hundred, it jumps to eight. And then VP, um, I'm starting to shoot past that uh 150 to 200 issue paid. So that sits at about three to four, but and then it it scales very, very.

SPEAKER_03 1:18:45

Yeah, but listen to what you're saying, dude. It's not really high right now. You're talking about making five grand a month non-chargebackable for doing your job.

SPEAKER_00 1:18:55

Yeah, I actually saw this on uh Caden's Instagram the other day. Uh, I think it's because we've been in sales for so long that your perception of money is just completely ruined. Someone on this is probably want to punch you in the face with that. Probably, yeah. Yeah. Like uh, although it cannot be like I've been this way for the last few years to where it's like, shit, I only made$2,000 today.

SPEAKER_03 1:19:16

Well, I just laugh because people make fun of that, but I've never seen anybody else get any type of bonus.

SPEAKER_07 1:19:22

Yeah.

SPEAKER_03 1:19:23

And I'm like, hmm. It's theoretical.

SPEAKER_01 1:19:25

They sent me my first$4,000 bonus like a few months ago, and I had no idea what it was for.

SPEAKER_07 1:19:31

I just showed him. I was like, yeah, this is gonna be your Americo bonus. He's like, oh.

SPEAKER_03 1:19:34

But we're not even talking about Americo bonus. We're just talking about what MP.

SPEAKER_07 1:19:39

That's for the next month.

SPEAKER_01 1:19:40

Is that next month? That that what he showed him?

SPEAKER_07 1:19:42

You're gonna get 15 reps, right?

SPEAKER_01 1:19:44

Okay, so so let me just say this. There's like, there's like, I'm the worst. Like my business partner when I was getting into the insurance space, would call me and be like, well, how does this work? And he's like, How does this work? I'm like, I'm like, dude, it doesn't matter how it works. If we're not making sales, then we have bigger problems. Let me just go figure out the cells. So I know that this kind of sounds like, why doesn't this guy know that he had a$4,000 bonus come in? I'm like, if you just put your head down and freaking go grind and work, like it works out with all these other things.

SPEAKER_03 1:20:13

Yeah, it's kind of like stop looking at your bank account. Exactly.

SPEAKER_01 1:20:17

I never yeah.

SPEAKER_02 1:20:19

It's one thing I think a lot of people focus on the wrong things, but like you're saying, if you just focus on like just the activity and doing the work, you're gonna have money flying in from like six different places.

SPEAKER_07 1:20:29

Places do you even know that they were coming from, apparently.

SPEAKER_01 1:20:33

I'm good at keeping my head down and just working and not letting it fall where it may.

SPEAKER_03 1:20:37

The thing I I've heard lately that I love the most is people are paying all of their bills with just the non-chargebackable bonus. Yeah. And then the rest they can use for investments, they can use for all kinds of other things. What are you guys doing for investments?

SPEAKER_07 1:20:52

I knew you were gonna do this.

SPEAKER_03 1:20:54

Oh, um, what's it's crazy to me. How long have you been doing this? Four, four and a half years. Oh, not quite four and a half years.

SPEAKER_07 1:21:01

Almost four and a half.

SPEAKER_03 1:21:02

Yeah. And they don't like to brag, but I'm making them.

SPEAKER_07 1:21:06

Um, yeah, we so we have an investment that Nita and Hayden kind of directed us to. Um, they do something in Miami, I don't really know, but they pay us like seven, eight grand a month. And then um we have a brokerage account. I think you actually, it's good old clay. Yeah, good old clay. Yeah. Yeah. We do now we actually last time I was here, we were investing 150k a month into it, and Ryan is now forcing us to do 200k.

SPEAKER_03 1:21:30

I'm trying to put 300k a month into it. We'll get through it. Oh 300k a month into a brokerage account is crazy.

SPEAKER_07 1:21:37

But once we get up to like 500 an income, we're gonna do 200k.

SPEAKER_03 1:21:40

I'm gonna get her that. That's not right, right? Spawler. No, but it's not normal. No, no, like we're living in a weird world. It's like freaky Friday, like he didn't say. It's like we hacked the matrix. Yeah, literally.

SPEAKER_02 1:21:52

That doesn't make any sense.

SPEAKER_07 1:21:54

But yeah, I mean, that's that's kind of what we're doing right now. We kind of just don't like I told Ryan to not even give me the login. I'm like, I just don't even want to like, I don't even want to.

SPEAKER_02 1:22:00

Yeah, she doesn't have the login.

SPEAKER_03 1:22:01

Yeah, yeah, I want to stop looking at because I got NVIDIA stock and it like grows so crazy because I got it like four years ago. Have you seen what that thing's done? No, yeah, check this out, dude. 25,000 millionaires of employees that had NVIDIA stock.

SPEAKER_06 1:22:20

That's crazy.

SPEAKER_03 1:22:21

But the crazy thing is, is I think the stat is like 80% of them are worth over 20 million.

SPEAKER_04 1:22:28

Whoa.

SPEAKER_03 1:22:28

Yeah. But I got a bunch of NVIDIA stock and I have to watch it because it just goes up all the time. So I always look at it, but it's pretty insane.

SPEAKER_07 1:22:36

Yeah. I try well, I just try not to ride the bad days a little bit. So I'd rather just not know and then in seven years, but cool, it doubled like no emotional roller coaster. I know myself, so we're we're just avoiding it.

SPEAKER_03 1:22:49

Back to what you're saying, put your head down, you're not paying attention, and then you can't worry as much, right? Because you're not paying attention to it, you're just working.

SPEAKER_01 1:22:57

I'm not saying that my mentality is the best. Like, I am not detail-oriented, like I have to bring in people around me to help with that. Like, I just I'm really good at putting my head down and grinding and putting up sales and then putting it together processes, like hiring a VA to like make sure that all of my customers are taken care of and I keep people around. And then, you know, my business partner handles a lot of like the other stuff, and I mostly focus now on sales and recruiting is kind of like our next step. So, you know. There you go. Yeah.

SPEAKER_07 1:23:31

What's the goal by the end of the year, team team wise?

SPEAKER_01 1:23:34

Yeah, so team-wise, um we're s we I just went and looked at office space um in St. George actually like two days ago. So I don't I haven't figured out the goal. I know that I I don't feel like a million a month.

SPEAKER_03 1:23:48

I don't feel like um I don't put five fifteen million a year right here in the next 12 months.

SPEAKER_01 1:23:56

Okay.

SPEAKER_03 1:23:57

That's who.

SPEAKER_01 1:23:58

That's let's put that. No, honestly, I don't I don't think by the end of the year, at least doing between a half million to a million dollars a month is is outside of doability for sure. I mean, I think once I have my core, my core group doing that. I I I think this is all the podcasts and the information that I've watched is like as soon as a team gets past that two to three hundred thousand dollars a month part, yeah. I feel like I'm just gonna take off.

SPEAKER_02 1:24:24

I think too, once you get that office space, like it makes it so much more real as far as building the agency goes. Like for us. That's why I told her I was like, we have to get a space. Yeah. And we started with a little shoebox, right? And we filled that thing up quick. It was month to month, though, which was smart because then we could just be bigger. But we can reach out to you. What about you, Kyler? Are you planning on getting into an office space at some point? Are you thinking you want to run the whole thing remote?

SPEAKER_00 1:24:48

No, we definitely want office spaces scattered over. I think we'd start out west and then start to develop to central and then out to east. Um, by the end of the year, I know we can do a significant amount more. Um, but I just want to set a really strong goal of half a million a month, which I don't see any reason why we wouldn't do that. You know, we're barely scratching the surface right now when we're quite comfortably knocking on that 200 range. Um and we just open the doors and recruit in, so we think it's gonna grow for sure.

SPEAKER_07 1:25:21

Oh yeah, I I forgot to mention this. They're doing like 150k a month with like three riders. It's crazy.

SPEAKER_00 1:25:26

So and I wanna I wanna give a shout out to Ryan Kadnack as well. You know, we came into this uh industry together, and anyone that knows Ryan in the soda space, there's people that have had more longevity than him, but I've never seen someone pop the kind of numbers that he did in our previous career in a year, just absolutely absurd, and he's coming into insurance, starting to replicate that too. He's uh crushing it with um recruiting, so he's my partner in Crown, so I definitely don't want to take all the credit, he crushes it with you think the biggest person in insurance is here yet?

SPEAKER_07 1:26:00

I think the answer is probably always no, because every time I've said yes, I've proven wrong. So and now I'm just opting for no. I and I think that's like the fun part about it, is like a couple years ago, a million a month was like just so like barely anybody was doing it, and now it feels like every other day, million dollar agency, million dollar agency. I'm like, oh my god, okay, now three million is the new one.

SPEAKER_03 1:26:23

Dude, it took me 10 years to hit a million a month. Wow.

SPEAKER_07 1:26:27

It took us four, and then now it's taking, or is it three and a half? Like three or four.

SPEAKER_02 1:26:32

It took us three and a half, yeah.

SPEAKER_07 1:26:33

Three and a half years, and now it's like I see people in our organization that have been with us for like maybe a year, they'll probably do it the next six months.

SPEAKER_02 1:26:40

What does that tell you though? It tells you that the the industry is just getting better and better, and so it's it's crazy to see, you know.

SPEAKER_03 1:26:47

Well, you're gonna have a lot of people uh burn out because they won't do things the right way. Yeah, they'll cut corners and they'll get they'll get smacked around and they won't end up staying in the industry.

SPEAKER_06 1:27:02

Yeah.

SPEAKER_00 1:27:10

I think so much is changing across so many industries, and I feel like insurance is kind of that safe haven right now. And the only the only people who don't believe so are people that don't have experience with it. Right. So um, yeah, my outreach would definitely be we're we're in that gold rush of insurance is always going to increase and develop. But I think over the next three, four, five years, it's gonna be growth potential is just gonna be astronomical.

SPEAKER_07 1:27:36

100%.

SPEAKER_03 1:27:38

Yeah, that's cool. All right, guys, thank you so much. If you guys are watching, come work with these guys if you want to get in the industry. They're great dudes. Morgan and Ryan are coaching them. We gotta now we gotta get you guys to get 300k in a brokerage account every month or 200. I'm ready. You're up next. Yeah, and we dude, this is what I've been telling people. When I was doing a million a month, I thought we were we were big. And then now last month, I don't know if you saw the numbers, our team did 49 million in issue pay agreement. Oh yeah, but yeah, let's go. All right, so but the thing is, is now I think we're small. Is that weird? No, that makes sense, yeah.

SPEAKER_00 1:28:17

It makes sense, but it's a little bit weird.

SPEAKER_03 1:28:19

But it's weird, yeah. Because now I can see with the virtual how cr how crazy this can get and how many people we can help.

SPEAKER_06 1:28:28

Yeah.

SPEAKER_03 1:28:29

So, anyways, uh, we hope this helped you uh wherever you're at. If you're new, thinking about getting in insurance, if you're not confident, uh, and we want you to join our team if you want to. So thank you guys. Awesome. Thank you guys.

SPEAKER_00 1:28:41

Thanks for having us. Appreciate it.

SPEAKER_03 1:28:43

Yeah, good job, guys. Drew, how long was that? I don't know. That was a minute. Yes. That was starting to think about just near two hours.

SPEAKER_07 1:28:51

Was it actually?