The Habits Behind Consistent Insurance Producers (Ep. 279)

You can tell when a team is built on more than hype: they wake up early, they outwork the excuses, and they don’t crumble when commissions swing. We sit down with Nick Novo and three of his young killers who are already putting up 30k to 50k months in life insurance, and we go way past surface-level “sales tips” into what actually creates consistency in mortgage protection and insurance agency growth.

We talk about the real pressures most agents hide: anxiety, slow deposits, chargebacks, transitions between IMOs, and the temptation to cope by checking out on social media. The guys share how faith, prayer, and a tight circle of accountability helped them push through months where rent, leads, and uncertainty all hit at once. We also dig into culture building, why negativity spreads fast, and how strong teams protect the room so everyone can stay focused on income-producing activity.

Then we get practical: active listening, asking the uncomfortable questions that uncover the real reason a family buys, and simple objection handling that keeps you in control of the call. We challenge the endless hunt for the “perfect” lead vendor, break down why inbound leads and a clean CRM matter, and map the shift from being self-employed to building a real business with recruiting, systems, and staff support. If you’ve been stuck in analysis paralysis, this conversation is your push to execute.

Subscribe for more life insurance sales training, share this with an agent who needs a reset, and leave a review if you want us to keep bringing the real conversations. What part of your routine needs the biggest upgrade 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_06 0:00

What's up, everybody? Andrew Taylor here. Thank you for joining us today. We have Nick Novo and some of his team with us. Three studs. Yeah. I have Agent Feliz.

SPEAKER_03 0:09

His best month was just below 50 grand. Ryan Roca just over 30 grand. And Dominic Osley, just under 40 grand.

SPEAKER_06 0:17

Let's go. Congrats, boys. How old are you guys?

SPEAKER_02 0:19

I'm 24.

SPEAKER_01 0:20

23.

SPEAKER_06 0:21

24. Nice. How long have you guys been selling life insurance? Uh I would say three, three and a half years.

SPEAKER_01 0:28

Year and a half?

SPEAKER_06 0:29

Just about maybe under two years. Alright, we're gonna do rapid fire questions for these guys, Kay. Um, just curious. You guys got girlfriends or single? I'm single. Single.

SPEAKER_01 0:40

I'm married.

SPEAKER_06 0:41

You're married?

SPEAKER_01 0:41

I'm married.

SPEAKER_06 0:42

And how old are you?

SPEAKER_01 0:43

I'm 23.

SPEAKER_06 0:44

You got married young.

SPEAKER_01 0:45

Very young. I got married when I was twenty one.

SPEAKER_06 0:48

Nice. This was the topic at dinner last night. You weren't there. Yeah. It was. Yeah. But how'd you know it was the right girl?

SPEAKER_01 0:57

Honestly, I was little backstory. I was working in nightlife and I had really good parents. I mean, their relationship kind of just structured what I was looking for. And then living in Miami seeing there kind of put me in a position where you get the mic. Okay, gotcha. Once I find the one, I need to lock it in. And I met somebody who was just super compassionate, super grateful for everything that I did for her. And honestly, I just felt so happy around her. And that at that moment I just had to lock it down. That's honestly what it was.

SPEAKER_06 1:28

Key point he found a European girl.

SPEAKER_01 1:30

Yeah, European. Key point. Swedish.

SPEAKER_06 1:32

Alright, and Dom, what did you say about the dating world right now? It's a funny topic, I guess, that we're gonna get into in a podcast here.

SPEAKER_04 1:40

Just uh I guess Miami, it's just um the culture is like I feel like it's it's rewarded probably being promiscuous and you know, like not people a lot of people aren't looking like to have that traditional family lifestyle, you know, the guy providing for everything. Well, women want to be provided for everywhere, but it's just really toxic, I feel like living in Miami trying to find um the right person for yourself. There are gems out there, you know. There's definitely like good girls, good people, good guys out there for sure, but again, they're gems, and it's just we're so such surrounded by such a I feel like a toxic kind of environment. All like us guys, we just have to focus on making money, building businesses, and at

Dating, Marriage, And Miami Culture

SPEAKER_04 2:22

the end of the day, like relationships gonna come after, and that's just God's timing at that point. Now, if you found the right girl, would you hang up the gloves? Yeah, I'll hang the jersey up for sure for the right girl. No problem. Damn. But that hasn't been placed in my hands yet.

SPEAKER_06 2:38

Now, how has your marriage been?

SPEAKER_01 2:41

Oh, I've been blessed every single day. Every single day. I mean, she's a person that supports me in this business. Before I joined this business, when I was going through some of the roughest parts of my life, she was there supporting me, never wavered. And honestly, one of the biggest reasons why I'm able to push so hard in what I do now.

SPEAKER_06 2:58

What what were the hard parts of your life?

SPEAKER_01 3:00

I mean before I joined the industry, I was just very unhappy with what I was doing in my life. I was making good money, but I was doing it in a way where it was very unsatisfying. Um I was working in nightlife, working around the most toxic people you can physically imagine. Uh the only things they valued were monetary and very um almost like what we were saying, very promiscuous lifestyles. And that was just never something that I strived for. And so my life was literally wake up at like two o'clock in the afternoon, had no schedule, um, started working at 10 p.m. It was just torture. And then I was just so unhappy. I I was overweight, etc. And she still supported me in every single moment. And she was she never wavered. And that's Oh, you were overweight. Oh, yeah. Yeah, I was like 200 pounds when I joined the business. Oh, yeah. Damn. Oh, yeah.

SPEAKER_06 3:54

I gave him shit for it every day. Oh, every day. That's because you're a good friend. Exactly. Oh, a hundred friend wouldn't have said anything.

SPEAKER_01 4:00

100%. No, these guys, all three of them, give me a lot of shit, but it's just to push me to be a better person. And I honestly love it because we give each other a lot of shit too.

SPEAKER_06 4:08

Did you guys all grow up together?

SPEAKER_01 4:10

No, I met.

SPEAKER_02 4:12

I went to elementary school.

SPEAKER_04 4:13

Yeah, me and Felice went to elementary. We went to middle school with no one.

SPEAKER_03 4:17

Well, we went to the same elementary too. You went to normal too? Yeah, I went to the same element. So this is my neighbor. Oh, I knew him since I was seven years old.

SPEAKER_04 4:23

Yeah, I've known him since I was eight years old. Meeting Ryan is actually a funny story. Me and Ryan met, he was a promoter, and I was at his table, and um we just instantly clicked. That's I that's to say the least, I'd say. And then so he basically we clicked, we started hanging out. Um, we went to like a couple boat parties, and he just asked me, like, yo, what do you do? And I'm like, I mean, honestly, I just work with a a group of guys. We we do sales, it's insurance, we have Wolf of Wall Street vibes, we're all really close, we all grew up together, we make a lot of money. And he's like, hmm, that's interesting. And he basically just recruited himself into what we do.

SPEAKER_01 4:59

To give you more context into that, I met them before, I met Coyle before right before he joined the industry. And he was your typical like college athlete where you know, like he's young, he's hungry, but broke, like nothing to his name. And within two months, all of a sudden he's doing $40,000 a month, or close to it. And that's where I was like, what is going on? I seen this kid two months ago and he was exactly what you expect a college kid to be. And now he's completely changed his life. And that's where I was texting Dom, but I was closer to him. I'm like, hey, what are you guys doing? What what's up with this? And yeah, I kind of just recruited myself into the industry.

SPEAKER_06 5:37

I love it. And then you got you look like you put some muscle on, bro. You don't look like you're overweight now.

SPEAKER_01 5:42

Yeah, I appreciate it. Um but yeah, I mean, the whole entire industry kind of just helped me just discipline myself, especially having guys like this around me. Especially um, one of the biggest people that really helped me out was looking at Goyo and the discipline he has. And I wanted my lifestyle to be similar to that.

SPEAKER_06 5:59

Okay, what time do you get up every day? 6, 6 30. What time do you get up?

SPEAKER_01 6:04

5 30.

SPEAKER_06 6:04

What time do you get up? 5 15. 5 a.m. 5 a.m. Coelho, 4. Did he say 4 50? Yeah, he said 4 50, yeah.

unknown 6:11

Yeah.

SPEAKER_06 6:12

So you guys I take it, what time do you guys go to bed actually? Um, no, honestly like midnight.

SPEAKER_01 6:20

Yeah, midnight. Realistically, but I try to be in bed before that, but like by the time I actually have my eyes closing to sleep at midnight.

SPEAKER_04 6:26

What about you? Yeah, probably midnight, maybe a little bit later. 11 a.m. 11 p.m.

SPEAKER_06 6:32

11 p.m. Yeah, yeah. Dude, so when I was your guys' age,

Early Mornings And Competitive Accountability

SPEAKER_06 6:36

I would hang I'd like to hang out and I still sold a lot of insurance, so I would still do a lot every single week. But Friday, Saturday, Sunday, I'm hanging out with my friends, drinking, partying, all that stuff. And I started getting up later and later and later in the day. And then I started getting anxiety because in sales, if you don't start early and you're getting towards the end of the day and you don't have nothing and you get desperate, then I would start doing desperate things and people wouldn't want to buy from me because I had commission breath. Right. Have you guys ever had that happen where you absolutely what happens if you start late?

SPEAKER_02 7:19

Well, everyone starts eating before you. You know, um I think the uh I think the most crucial times two dial is like 8 a.m. to like 9 a.m. just because everyone's like getting ready, they're picking up dropping off their kids at school, either getting ready for work, they're at home. So they're gonna pick up the phone for a couple minutes, you know, set an appointment.

SPEAKER_01 7:37

Not even that. When you wake up and you see a group chat full of absolute killers, waking up before you, the amount of fire that puts beneath you, there's nothing like it. And so when you feel like you're waking up later than everyone else and you're behind, it's the worst feeling. So of course, once you get into the office and start trying to rip dials, you already feel like you're five steps behind everybody else. So that makes a huge difference.

SPEAKER_06 7:58

You just change your environment. Absolutely. John Maxwell has this saying, he's like, You're not gonna drink beer in sh in church. And the point of it, I mean, most people won't drink beer in church. The point of it is your environment does matter. Right. And then I think he said, You're not gonna drink beer in church, and you're not going to do something in a bar. I think he was saying, like, give a sermon in a bar. So the environment does matter. So you guys created this environment where you gotta hold each other accountable, you're competitive, which is cool. Yeah, very family-oriented, I'd say. Yeah, now you guys all most of you have have referenced faith or God or something, all of you. 100%. How did that happen with all of you? Did were you raised that way?

SPEAKER_03 8:52

Yeah, for me, I was raised that way. Like, that's something that's been instilled from a young age, and you know, you never really like test your faith until you really like going through something, and you start to question those things. And I've gone through some of those moments before in life, and then also in the business as well. So it's really strengthened that relationship.

SPEAKER_02 9:15

Um excuse me. For me, it's a Catholic home, grew up in a Catholic home, and then uh just like how he said, like, in order to, you know, find your relationship with God, you have to go through something. And I felt like I went through something in uh 2024. It was in February, and what was it?

Faith, Anxiety, And Not Quitting

SPEAKER_02 9:34

I I I couldn't really pinpoint it, but it was one of those like heart dropping anxiety attacks where it's like you don't feel that you're in the right place, you don't feel like what you're doing is not really showing you what you want, like the as real as well as results. And that really you know, and it was down bad in the business too. That was so this was like uh you had an anxiety attack. Like a hundred yeah, and I did not know what that really was. Like that was my first time having an anxiety attack, and then the only thing that really like the only thing I could have turned to was just God, you know, just pray. And uh just me praying and just me keep pushing, I saw the results finally. And uh just like my what I wrote on the board right there, I just never quit. You know, I was just kept pushing, even when things looked really, really bad, even when things looked like it wasn't everything was just against me. Still still won. That's my rule. I just am not quitting. Exactly.

SPEAKER_01 10:28

Yeah, absolutely. No, I I grew up in a Catholic home and I went to a Catholic school, but it felt very like push on to me, like I never had a choice, and I was never against the religion in any shape, way, or form, but I ended up pointing up getting kicked out of my middle school, and that's where I kind of pushed away from my religion, and I was never non-religious, but I just kind of never went to church anymore, kind of straight away from that whole concept at least. Um and then when I joined the business, this guy really was the one that pushed me back into faith, and once I put myself going back to church, put my fears and trust back into God, that's when the business started to m actually make sense for me, and all my fears just were in someone's hands. Yeah, yeah. And that was the biggest difference. Oh yeah. But I was dealing with so so much anxiety in the beginning.

SPEAKER_06 11:16

Or just sales or life?

SPEAKER_01 11:18

Life and sales. I mean, imagine I'm I'm I was 21, 22 at the time. I'm married, I had a place of my own, I'm barely surviving in the business. We're dealing with people that are trying to screw us left and right. I I was struggling. And so eventually I just got to the point where I was like, I just gotta give this to somebody else. And luckily the people around me told me just to put my faith in God, and I eventually I listened to them and I did, and ever since then I haven't looked back.

SPEAKER_04 11:48

Amen, brother.

SPEAKER_01 11:49

Amen.

SPEAKER_04 11:51

What about yeah, amen. What about you? Yeah, um, for sure, I was I was raised Christian. Um just my my whole like childhood, I'd say I was going to church, so I'd say that I'm I'm pretty well versed when it comes to like biblical knowledge. Um, but definitely when I went to high school and kind of like just started partying, doing drugs, drinking, people around me, bad influence, things like that. This is in high school? Yeah, high school. What kind of drugs? Like weed, things like that. More than weed or just weed? Are we gonna get there? Um I probably yeah, a little bit more than weed, like psychedelics, things like that. But um realistically, the point I'm trying to make, I'd say is like I'd strayed away from God, and then it's funny because COVID happened, and this is I'd say where like my biggest, like where my testimony comes from, because I started to realize like, you know, COVID happened, there's like so many things going on in the world politically. Um, and I met a friend, rest in peace, he actually passed away like three years ago. Um, and he kind of showed me about how the world really works, just like deep diving into conspiracies and like really showing me like hardcore evidence on how things are really ran, and it really put a perspective onto me where it's like the world can be so evil, and there's so many evil people out there that are powerful, that you know control a lot of things, and it showed me it's like the most almost the most powerful people in the world are evil. So if these evil people are are almost almost worshiping Satan, worshiping the devil, if the devil's real, by extension, God is real, right? You can't have yin without the yang, right? Light without dark. So it kind of pushed me back into my faith with God and like joining my walk with Christ every day and taking up my cross and and just going back into church, you know. I I've started reading my Bible more. I had um we're me and Ryan actually did 75 Hearts together. Um, and I'm not sure if you're familiar with 75 Hard, but it's like a discipline challenge. And I was reading my Bible a lot there, fasting, things like that, and I always put my faith in God because I've been I've been down bad. Like I've been in bad places like financially, mentally, and I don't really tell a lot of people about that. I'm a very like outwardly con um like confident people. Right. Like people would think that I don't go through those things, and I'm human like everyone else. So for sure I've been in those dark places and not telling people about it, but only speaking to God about it. And every time I'm there, every time I pray, every time I have faith, I've got out of that situation ten times better than I would have thought the outcome could have been. Or faster. Yeah, it's like it's like the beginning of the month, and I'm like, okay, I have no money. At the end of the month, the rent's due. I have to pay $6,000 in leads. How am I gonna make this happen? Don't know, but my boys tell me to dial the phone, so let's dial the phones. And at that point, just like God will pay me back ten times more than I expected at the end. And every time I'm going through something that's somewhat difficult or I'm just unsure about, I re I think back at those times where I felt that way and how God has repaid me by having faith and placing my worry onto him. And again, like faith is so important, and he just gets you out of it every single time. Like he's never not let me, he's never let me down. He's never not gotten me out of those situations where I've I've felt pressured, where my family doesn't know what I'm going through, my friends don't know what I'm going through, where it's just me and him, and I've always got out of it every single time, and I'm just blessed to be a child of God, to be honest.

SPEAKER_01 15:16

Honestly, me and Dom have been through a lot of moments together in the industry where confidentially we'll speak by ourselves and he'll he'll tell me, like, hey man, I'm in a really tough spot. Like, I don't know if I'm gonna have money at the end of this month to make my rent. And we'll and I've been in situations the same where we just don't know how we're gonna make it, and we always kind of just tell each other the same thing, like just trust in God, put your head down and do the work. And every single time, we kind of laugh about it now, every single time we always somehow come through a random deposit. Something will happen where the business somehow supports us, and we don't even know how it happens sometimes, and we just fully believe that's just God doing his his work, and we're like, we're supposed to be here in this moment, exactly where we're supposed to be.

SPEAKER_04 15:57

Yeah, I could talk about that all day. I could talk about that all day, like how how much how much armor that puts on you to prepare yourself for like like battles, like it's just it's just a it's really a blessing. Like I I can't say really anything else other than that's just a blessing, like God's blessing.

SPEAKER_06 16:13

Yeah, that's awesome. Well, your parents did a good job. Um, my friend, so when my son was born, today was his kindergarten graduation, which was awesome. Nice congrats. But when he was born, my friend called me, Dave Wichard, and he goes, Hey, make sure as your kids grow up you teach them to pray, because if you're ever not there and they're scared, they'll have somebody to talk to. Love that. And I was like, dang, that's such good advice. Right. Now the other thing is, you guys, thank you for being transparent. Because most people come in here and they talk about how good everything is, and they would never talk about those moments. And I'm like you, if I'm dealing with something, I don't tell anybody. Me and my friend uh Zach Trodowski have a joke. We go, dude, we're not gonna tell anybody, we're not gonna tell anybody our problems because we're gonna be a man, we're gonna have a heart attack or stroke at 50. And and then he he was tripping me out one time, though. He's he's like, dude, I could have cancer right now, and I wouldn't tell you. That's how much I'll keep stuff in. And then I left and I'm like, bro, does he have cancer? Like, that's how convincing it was. But, anyways, thank you for doing that. We need more of that in the world. If you're watching this, what does this have to do with life insurance? It has everything to do with life insurance because you're gonna have these valleys where you have to have faith that you can get through, and we're all human, we all go through the same thing, things. We're all more alike than we're not alike. And but you don't know it because you got social media, you look cool, you have a cool car, nothing ever bothers you, but most people go through similar things at some point in time. So I think this has everything to do with insurance. And I wanna add I want to dig into this with you guys, and I want you to tell the truth. Are you guys still dealing with months like that? No.

SPEAKER_01 18:12

No, no, you're not once in a blue moon, but not nearly as much as I used to. I'm in a situation now where I'm so fortunate, but it's gone a lot, lot easier. In the months that it does happen, it doesn't stress me out anymore.

SPEAKER_06 18:28

Okay, now do you and be be straight up, do you guys save any money or do you spend all your money? I've recently got into saving. Okay.

SPEAKER_04 18:37

I mean, I'll be honest, I was in debt. I was I was in debt. Like I wasn't able to leverage credit. I was in a lot of credit card debt, um, even coming into the the industry, and it'd always be like a wave of up and downs where it's like I'd have more money, buy more money for lead or spend more money for leads, money'd go down, money goes up. It just it just fluctuates, right? And it's like it was never it was never like to the tipping point where I can just pay off all of my credit card debt. Um But luckily, like as time goes on, your skills develop, you know, you're you're getting you're getting more depots, you're you're building more, you know what I mean? You're you're better at what you do, your skill sets

Debt, Saving, And Money Discipline

SPEAKER_04 19:14

improving, you're working harder. That's the most important thing, activity. And then luckily I was able to get myself out of that credit card debt. Um now um credit card I'm debt-free, don't have any debt. Um now I'm focusing on building a team, and I'd say confidently within like the last three months for sure, like I've deposited the most amount that I have in my last like almost two years, two years of insurance for sure. And even with FFL, it's been such a huge uh blessing as well because coming from a different IMO, not having the same resources, not getting paid at the right comp for the same insurance carriers you'll be selling at, um, it it makes a difference, you know what I mean? And uh the structure that we have now and the things that we've been able to learn, the culture we've been able to input, it's it's it's literally skyrocketed our growth within such a short amount of time, and again, that's another one of God's blessings. So, you know, I say all that with also understanding that yeah, like the sun is shining, but also storms are gonna come, and now I can confidently say like I've gone through storms that I'm preparing for myself for the future as well, and all like all the guys here can say the same thing as well.

SPEAKER_06 20:22

Yeah, Dave Anderson's book, one of his books, is about you're either coming out of a crisis, going into a crisis. What is it? You're either in a crisis, coming out of a crisis, or going into a crisis. Yeah, like and that it that's repeating life. But like we talked uh we were talking last night about my kids, and I was telling you guys I was telling you, right, like I you can leave your kids a lot of money, but what you guys have I would rather leave them with, right? Which is faith and and a community of people to support them way more than money. Right. That's way more valuable than leaving money behind.

SPEAKER_03 21:11

I think that adversity builds the character in individuals, and like the adversity that even we go through in the business or even in life is what ultimately prepares them for life. Like life itself is gonna teach you, yeah. And like, at least for me, like going through adversity in the business and outside of the business, that's what's been able to strengthen my faith and strengthen everything else, and not only that, that I'm able to showcase that for my guys and tell them, hey, look, this is very real, and more than likely you're gonna go through it. And when they go through it, they're able they realize like, damn, he's been here before and he was able to make it out. So I'm gonna be able to do the same thing.

SPEAKER_06 21:53

Yeah, I got this saying every level there's a new devil, okay? But if you don't if you cheat and You don't go through the pain of the last level, you can't handle the next level. Right. Yeah. So all these things that happen as you're maturing as an agent, chargebacks, cancellations, your best friends quitting on you, backstabbing you, people's trying to screw you, uh, all these different things. You can't handle it when it's big. Somebody called me yesterday to go, oh, I'm so sad. I somebody rolled me $20,000 of roll-up debt. And you guys want to know what I said? I want you to guess. What do you think I said? Deal with it. Pick up the phone. Pick up the phone and dial.

SPEAKER_01 22:36

Push harder.

SPEAKER_06 22:38

Money isn't for everyone, man. Okay. I said congrat this is what I say to every person. Congratulations. And they get confused. And I go, if you overcome this, then you are getting to the point to where you can run a big organization. So, like, welcome to the club.

SPEAKER_02 22:56

Yeah. The the saying, the new levels, new devils, is a saying that Nick would tell me too, because we went through a couple transitions as well. And then me personally, I feel like I took a couple hits, you know, just because of the carriers waiting on direct deposit, like just waiting on deposits. And when I would get paid is when the bills would be due. And it would just be okay, great. So I have to pick up the phone and just work twice as hard. And every after every transition, I feel like I've gone and broken through uh a barrier. I've done a lot more than what I did previously. And also I did have someone leave my team as well, which is a downer, but I gained someone new as well, which in the midst of training, and he didn't he doesn't really speak English like that, so I'm kind of helping them. But he has like a lot of like hard work ethic and he extra like a lot of potential and honestly works a lot harder than a lot of people in the office. So that's why I put my time on him. And as training him, that's when I issued, like I also issued 40k while training him as well. So showing him that it's real in the midst of training and showing him that it's doable, like even in the position that we are at, you know, that's huge. And like opening his eyes in my position is something that I can call a blessing as well, just because we're able to teach other people.

SPEAKER_06 24:06

Well, the other thing is when people leave you, sometimes it's good. Yeah. I told him we had the last few years, we've like 30X or more. The the numbers are absolutely insane. What happened before that happened? Some of the people that were negative left, and then the company was healthy again and it could explode. So sometimes it's a blessing that people are leaving when you're working with them, and you just have to think about it that way. So all the years I've been building teams since I was 18. So we're looking at like we're going on 19 years every single week, every day, I've been doing this business. Okay.

Protecting Culture And Cutting Negativity

SPEAKER_06 24:52

So what would happen is a lot of times I'd have a a team I'm working with, and the top guy would quit. But what would happen is the volume would go up on that team. And we I'm always trying to figure out why are we doing more now that that guy quit? And what was happening is they were suppressing the team, going, Don't do this, don't talk to that person. I'm the best person in the world. Only talk to me. Don't go learn anything else because I'm the greatest. And then once they got out of that and they're like, Oh, we can participate in the whole community, they grow. And they're not in somebody's shadow. That's my theory. I don't actually know why. That's cutting the cancer. That's literally what that is.

SPEAKER_04 25:36

You're cutting the cancer out of your team.

SPEAKER_01 25:37

And one of the biggest things that upside, I'm now having new downlines and they're starting to become really, really well-versed and successful on their own. And one of the biggest things I try to instill into them is hey, I love when you guys come to me and ask me for help, but don't be scared to also go to the other leaders. Because when I first joined, I leveraged every single person in here, not just one. Like every single person here taught me something, and I think you guys need that value as well. So that's huge. Going all going to your other uplines, going to your other leaders, getting their input. Maybe you don't apply it, but it's just good to know another opinion. Because maybe that'll apply to you and your situation specifically.

SPEAKER_04 26:15

Yeah, and that's how our agency is also ran. It's like it doesn't matter whose downline or whose direct is this, it doesn't matter if you're, you know, making an override on this person. Like, we're all in the journey together. We're we're like all trying to grow together. And like I'm gonna help, you know, Adrian's downline or Novo's downline, even if I'm not making an override on it, because at the end of the day, we're in the same race, we're on the same team, so we want to go to the same places, and that's how we do it together, and we're big on that in our agency.

SPEAKER_03 26:41

And I think that adds on just like to the principles of like before, because you know it's biblical when you help other people, it ends up paying you back after. Yeah. And I think that's what it why it works so well for us, because I genuinely believe that everybody in our agency is good people, and that we all want to see each other win, and it pays back to us eventually after.

SPEAKER_02 27:00

It's so well that we can actually feel and sense the cancer right when it's like how do you get rid of it? It gets sometimes it get ri get rid of itself. You can't catch up to the culture. You know, we have a lot of people who don't wake up at five, you know, and then get to the office at ten, and those are the same people asking a bunch of questions, like wondering why they're not, you know, seeing results.

SPEAKER_04 27:21

Not even asking questions, complaining, complaining, things like that.

SPEAKER_06 27:25

But yeah, dude, it's this guy's texting me complaining about inbounds, and I'm not even responding.

SPEAKER_01 27:32

But I think it's just the culture that you make in in your group. We're we're very quick to cut off anybody that's negative. The second somebody says something negative, immediately like, why even bring that energy into the office? Because that rubs onto everybody else. We've had individuals that were like that, we tolerate them for a really long time, and luckily they end up weeding themselves out of the business, and the culture grew. It actually became better afterwards. And so once we realize that, anytime anybody's negative, whether they're a top producer or somebody brand new, we we take them aside and we have a private conversation with them. It's like either you have a better outlook of the business, or like you you can't work in the office. Because we will not compromise the culture we have.

SPEAKER_03 28:13

And that's a very good point, too, because it's like I can confidently say that if any one of our team members were to say anything negative or they're complaining about something, it's like, you know what, go talk to Dom about go talk to Dom about the business and the same thing. They go ahead and they complain to you, and you're gonna give them the same response. Same thing if I can send them over to Ryan or Felize or anything like that, they're gonna have the same response and they're just like, Well, damn, I gotta adapt. Yeah, and that's the thing with this business, you have to be able to adapt. If you're not willing to adapt, then you know you're just gonna end up eating yourself out.

SPEAKER_04 28:46

I think our group is so rooted, and we're so we're so tough because we've we've been through three transitions within two years.

SPEAKER_06 28:55

Talk about that though. You guys were all at FFL, you all left, then you left again. Yeah, now you're back.

SPEAKER_04 29:01

So it's like I I talk about my struggles and things like that, and it's like partially my fault, partially the things that are happening around me. It's like I'm I'm getting transferred to different IMOs because my my upline at the time wants to do a certain thing, wants to leave the IMO. And yeah, like if you're transitioning through IMOs, if you don't know about that process, like you're basically going weeks, if not months, without contracts through insurance carriers. So there goes your business, there goes your ability to be able to write things,

IMO Transitions And Staying Unbreakable

SPEAKER_04 29:31

and it's like our guys, especially like the main leaders, the people who have been there the longest, they they know what it's been uh they know what it's been like because we've gone through so many hard things, and it's like there's nothing that can stop us because we've we've gone through so many hard things, um, and it's it's just yeah. Yeah, perspective, right? It's like nothing can stop us through it. It's we've we've been successful everywhere that we go, and we've stayed and we've kept our vision everywhere that we've gone. And it's like if we've gone through so much adversity, now we're finally at a place that we can call home FFL. There's no reason why we don't run it up, and we've seen that success literally just the first 30 days being here. I'd what we had our best week this week. Yeah, 150 grand. 150,000 in one week. Like that's our best week with what 24, 25 riders. And going through a transition. The previous month we did like 311. We still and we still don't have all of our contracts, by the way.

SPEAKER_01 30:24

Like I think we have like the majority of team only has like two contracts.

SPEAKER_04 30:26

Yeah, we have two, three carriers max. Having the best week.

SPEAKER_06 30:29

Yeah, yeah, but that's the thing I like about you guys. You don't ever complain. Yeah. Ever. Yeah. I've never heard you complain. Any of you.

SPEAKER_01 30:37

It's all about perspective, especially like if another leader's going through something. For example, if I'm going through something, I'll talk to Novo and he'll be like, dude, really? Like the things I've been through, let me let me let me tell you about a real struggle. Yeah. And then same thing with new new people, especially the new guys, because they don't understand, first of all, what we've been through, and second of all, what real hardship looks like. So if someone's complaining, like, yeah, like go talk to Dominic, go talk to Ryan, go talk to somebody else.

SPEAKER_06 31:01

Yeah, but there's levels to hardship, dude. You could you can get you could wake up tomorrow and your whole world can change medically. Right, right, right. And it's like, who the hell knows? And when you take that perspective, all this stuff don't matter.

SPEAKER_05 31:16

Yeah.

SPEAKER_06 31:17

Yeah. But I want to go back to this. I believe more people are in the situation you guys were, where they're just getting by they're in the beginning stages, they're just trying to pay their bills, you too, I'm sure. And they're trying to figure this thing out. What advice do you have to them? Because I've been I've thought a nine to five would be better many times. So, like, I'm selling life insurance, I get two chargebacks from last week, every appointment cancels for today, and I'm like, bro, what is going on? I would rather go back to the grocery store in that moment and buy groceries

Building A Why That Survives Hard Months

SPEAKER_06 32:03

and get off, go to Del Taco, go home, watch Netflix with my girlfriend, chill out. That sounds better to me than this. Okay. Did you guys ever experience that? Have you guys ever experienced that?

SPEAKER_01 32:18

I'm gonna be honest, no. I wouldn't I wouldn't say no, no, no.

SPEAKER_03 32:22

Never no.

SPEAKER_01 32:23

The vision's too big.

SPEAKER_03 32:24

Why? The vision's too big. Have you? Well, no, I've never been through that, and I think that the reason why I feel like we haven't been through that is because, like, especially when I'm vetting people and I'm talking to them, I talk a lot about where I'm headed and where I'm trying to be and having a why, how that's super important. Because having a why is what keeps you through the adversity. If there was no why, then when you go through adversity, you'll be like, well, shit, let me just go ahead and go home, like you said, or whatever. But a lot of people too, they don't discover their why until they're in the business. But like for a lot of us, like we're very aligned to what we want. So when we are going through those hard things, we gotta revert to that and kind of use that as fire in order for us to build off of that so we can make sure that we stay in the business.

SPEAKER_04 33:12

Yeah, for sure. I think uh uh I think one thing that all of us, especially the leaders, have in common is that we're all extremely delusional in the sense where it's like we don't have a backup plan, there's nothing else outside of this. We're gonna make this happen or we're homeless. We're in too deep. Yeah, it's there's nothing else. It's it's this or nothing.

SPEAKER_01 33:33

I I can never imagine my life. Even when I was 18, I always w found a way to make money for myself. Whether that was selling shoes to my friends or whatever. I always hated the idea of a nine to five, and I've always told myself I'll never have that experience. And I I'm I could never leave this business or ever doubt myself in a sense where like I would even consider that. Because I know again, God's gonna bring me through it. I'm in the right place, I'm with the right people. I just need to put my head down and work harder. So anytime I'm in that situation, it's just okay, it's now to put my my foot to the floor.

SPEAKER_02 34:08

I I was working a nine to five, like I I only worked like really two jobs or three jobs before hopping into this business, and one of the hard ones was working at a uniform store for like you know, just school uniforms and like getting prepared for school starting and Chipotle. Chipotle was different. I was in the kitchen washing them dishes, going to the grill, serving people, and just the people that I would work with, they're like a lot older than me. And I was wondering like what's the reason that they're like, how are they providing for their entire family in Chipotle? And I'm trying to make it by. What do you make at Chipotle? Uh dude, I think like I was making like $1,500 a month, and that's kind of I thought it was like, you know, at that age, I was like, okay, I I can make it by. And then I'm starting to talk to these people, and I'm like, how are you guys making this buy? Like, how are you guys making it by? Like, what did you guys do before this? And then I I've heard, oh, I had a business, I had a company, and then I found out that they quit or that they stopped, and then they're in the same position that I'm in right now in Chipotle at a different age. So if I knew that if I find a way to just make something more of myself, like where my work ethic can actually be worth more and valued for, and like actually, you know, I get paid for it, I'll I just need to find it. Because the only difference between me or us and people outside this is just information and skill. So once you actually find that information, you actually build the skill off of it, you're gonna make yourself a lot more of it. So that I that kind of changed my perspective, you know, just speaking to people and knowing their positions.

SPEAKER_06 35:36

Yeah, I uh even though I would have those moments though, I would wake back up the next day and be like, I ain't going back ever. Yeah, yeah, for sure. And it really spoils you when you know you can make fifteen hundred bucks in a sale, and you're talking about making fifteen hundred bucks in a month at Chipotle. And dude, by the way, I have a problem with Chipotle, and I I want to say this because I don't I want to know if anyone else has experienced I don't work there anymore. They got this pickup line where you can order your food and go pick it up. Okay, and it's supposed to be like a drive-thru. Bro, it takes like 30 minutes to get your food in that pickup line every time I've done it, and I'm like, what is the point of pre-ordering it, going through this drive-thru and waiting 30 minutes? And then I looked it up. I'm like, is this normal? Dude, it's all over the internet with all these people going, dude. Uh yeah, I could have gone and had a steak dinner waiting in this line. I don't know. I don't know. That's where you're Puerto Ricano. Yeah. That's a Florida thing, though.

SPEAKER_03 36:39

That's a Miami thing.

SPEAKER_04 36:40

Puerto Ricano is a Miami thing? I don't even know what that is. Chicken, rice, and beans, man. It sounds bomb though. It is. We got El Polo Loco.

SPEAKER_06 36:50

All right. I heard so. Do you have that? No, I've had it before, it's good.

SPEAKER_02 36:53

You don't you guys have not had El Pollo Loco? I've had it, but they do not have that in Miami, I think. Nah, they don't got that in Florida.

SPEAKER_06 36:59

Oh crazy. Okay, let's talk about this because this is a good subject. If you worked like you worked at Chipotle, how they made you grind, right? If you did the same thing for yourself when you're new, you will most likely get results and will not have these problems if you really truly focus grind on income-producing activities only. Do you guys agree with that? Yeah. Oh, yeah. How easy is it to get distracted in your schedule being self-employed? Well, it's very easy. Very easy to do. Like what?

SPEAKER_02 37:34

What like for example, when I'm working at home, when when I have to work at home, it's just I have a dog and he's a big dog. So if he doesn't he's a German shepherd like Mr. Labador, so he's an 80-pound dog. So if he wants something, his nose is just gonna push my hand, and it's not like I can lock him in the room because then he's just gonna start barking. So I just remember one time this guy, I was just running an appointment, a Zoom appointment, and he threw his toy or pushed my toy, and it moved the computer or whatever, and his whole face was on the camera. And but I kind of use it as like a report building, like, hey man, I have this little crazy dog here, because they have they also had a dog, but that's just very distracting. You know, I cannot have my dog just always in the back of my head when I'm supposed to be focused on a thing, or like it's just too much. So I like the environment at the office for sure. Lock in, I'm with the boys, we're all just together, and just keep grinding.

SPEAKER_04 38:24

Yeah, no, for sure. I would just say it's so easy for our generation to be distracted because we've just been grown up with like social media and like Instagram reels, and it's like no one's gonna tell you to get off your phone too when you're self-employed. Yeah, exactly. It's like you're your own you're your own boss.

SPEAKER_06 38:38

How much have you scrolled with wasting time? Oh, dude. A quarter of my life. Yeah. My middle name used to be Doom Scroller. It was pretty bad. Dude, Doom Scrolling is so bad, man. I delete the app a lot, so like I can't even get on it. My my kid, when I get home, takes my phone and he puts it in the phone jail. I don't even know where it goes. Like he goes in the yard, hides it somewhere, and the phone's in the phone jail, so and my wife, so we can't have our phones, so we can actually hang out with them. And they did that. And then I the funny thing is, is I took their i I took their iPads away because kids are like addicted to iPads, dude. And and I'm like, I just don't want them to have one. Do they watch it while they eat? Dude, well, they they started to like be like, yo, you better back off and get get away from my iPad to me. And I'm like, this ain't good. And then my my son went pee with the door open and he had his iPad in his hand. Oh, it's like that. I'm like, oh shit, this isn't good. Yeah, and old is you again? Six. Oh shoot. This was like a this was like a year ago, so I just took them away. I took both, I went up and ripped them out of both their hands. I have a daughter too. They're crying like like the world ended. And I told them that I I threw them in the trash, which I just put them in a cupboard and and turned them off, but they have not left there. And uh, dude, their behavior got so much better. I was like, that's weird. And then I realized I'm on my phone on social media when I'm with them, I'm doing the same thing to them that they were doing to me. Yeah. Now the other thing though is I don't, I think there's a lot of unhealthy things, like one, it shows you shit you're that you don't want to see because if you pay attention to it, it'll try to freak you out on stuff or like some conspiracies or some shit that that and dude, it tracks your eyes, it knows like what little square you look at, it'll start showing you more of that. And I'm like, this is crazy. So I I try to limit it, and I think that helps me be way more effective. Before we had social media on phones, we were on Facebook when I started. When we would be calling, we would have our Facebooks up on our computer, and my the guy training me, and I'm thankful for like these specific mentors that I had. He goes, dude, go put you need to go put think about putting Facebook in the safe where your guns are. Because if you're scrolling Facebook, you might as well you might as well be shooting yourself in the foot because you're not focused on helping customers and actually uh listening to the hot buttons that will get you the sale. Right. And then I'm like, oh, that makes sense. And what are the hot buttons? It could be um I have a sick family member, that's why I need insurance. I had a medical scare. If you miss that their grandkids live with them, if you miss that on the phone, you're you're missing a guarantee sale. Yep.

SPEAKER_01 41:59

Oh yeah.

SPEAKER_06 41:59

Yeah, but if you're not there, that's what happens. Yeah, it's active listening. Yeah. And it's easy, it's hard to do it because we got all these distractions, shit flying at us, all this stuff. So social media you say is the biggest culprit of not focusing. Do you agree or not? Oh yeah.

SPEAKER_01 42:18

And the thing is, like for me and for me and Dom, I know we struggled for a majority of our our time here in the business because we were so distracted by other factors. And a big part of that was the transitions, and we were brand new, we didn't know what we were doing. We were being told by other mentors or people that were trying to push us into doing business that wasn't really gonna work for how we operated the time. They wanted expected us to spend a couple thousand dollars a month on leads when we physically couldn't afford that, and that was the only way they knew how to make money. And three months ago, we decided, hey, let's stop doing these things that are literally killing us, which is being on our phones, being distracted. Let's start finding ways where we can make money for ourselves and what's gonna work for our strategies, and that's when everything turned around, things be started to become consistent. That's when he was able to start saving money. I was able to start becoming consistent with my income and being able to now pour into my downlines. And that's when everything changed, and when we started to cut off the social media, cut off the distractions, find systems that work for us.

SPEAKER_04 43:23

Yeah, in context, like me and Ryan had joined pretty much at the same time. Like he had joined when I was like two months in. So it's like I'm learning, he's learning, we both don't know anything. Our uplines weren't very helpful. Um, you know, Nova was in the picture as well, but Nova wasn't very close with us. Like realistically, all I had was probably Quail to look at, and and that at that point, Quail didn't know how to necessarily I wouldn't say be a leader because he's always been a leader at heart, but just really show the right systems for everyone, right? And now we have those systems developed, and now we can actually take an agent from step one to literally retiring your. Parents and retiring yourself, and now we know exactly what we have to do from step one to the last step. So I wouldn't sacrifice, like, I wouldn't change anything, and all the like hardship that we went through was like four reason for sure, because now we know exactly how to do everything, yeah. Like from point A to B. And a big thing with like Nova when we did start to get close is like he showed us how to to be visionaries, right? And like really see search what your why is and like find out why you're in the business. And um, this was during like my 75 hard, where I really started to dig deep on like what I wanted to do, why I wanted to do it, and even reading this book um called The Power of the Self uh Subconscious Mind by Joseph Murray, um or sorry, Joseph Murphy, it it changed my mind a little bit where it's like everybody wants financial freedom, everybody wants you know spiritual freedom, you know, whatever, emotionally free, you want freedom. Peace of mind. Yeah, you you want to be free in every sense of life, right? But that's too vague. Like, what does that look like? What does financial freedom look like? And qu uh uh Nova would tell me, like, okay, you want a new car, you want a bigger house, you want this and that, how much does it cost? Where do you want it to be? Where do you want to live? How do you want to feel? What do you want you do what do you want your your parents to feel like? And I was like, damn, like you're asking me a lot of deep questions I don't know the answers to. Because again, all I know is I wanted to be financially free, rich, like everyone else. But then when you break it down, where it's like, okay, I want to make a hundred thousand dollars a month, so I can give my parents twenty thousand dollars, I can put forty thousand into the business, twenty-thirty thousand into expenses, keep twenty thousand dollars for investments, like breaking every single piece down. What apartment do I want to live in? How many rooms do I want to have? What car exactly do I want to have in color? Like when you start to break things down like that is when you really start to get another gear. You start to really like push things, and that's what that's really, I feel like that was the biggest click for me. And just like having that that vision painted specifically.

SPEAKER_06 46:08

Why don't you guys buy like instead of renting apartments, why don't you guys buy houses?

SPEAKER_04 46:14

That's not a lack of financial education.

SPEAKER_06 46:17

But like, dude, you could go make the down payment in a month or a couple months, dude. And then now you're you have a your starter home, and then when you get a bigger home, you just rent that one out.

SPEAKER_01 46:34

The way I've been looking at it, at least personally, I can't speak for them, but uh reading rich dad, poor dad. If if it's not producing income, it's an it's an expense, it's a liability. And so that's why I've stuck with this renting and any extra income I have besides the lifestyle that I live goes back into my team. Because that's my that's my source of income currently.

Renting Versus Buying And Real Wealth

SPEAKER_06 46:53

Yeah, I I I'm a big Rich Dad Poor Dad fan, and I took it way too extreme. Like I had a $2,000 car when I was making like $200,000 a year. I had a suit from Target because I didn't want to spend money on clothes. And I didn't know Target sold suits, but they did have one and it did fit me. And my friend was like, bro, that suit looks like uh cardboard. Like, I don't know. I thought it looked good. But the reason I would challenge that is because if you get your own house, the entire payment is a tax deduction almost because you're you can deduct all the interest and early on it's all interest, and you're giving that money to somebody anyways, so you're giving that money to the you can give the three grand a month to the apartment complex, or you can put it towards your house and deduct it. And so it's not an income-producing asset, but you're paying down the mortgage, and later on it will be an income-producing asset. And that's what I did, dude. I bought a house with I got my insurance money, I put a down payment on a house, I uh moved and got a cooler house, rented that house out, and then I moved again and got a cooler house. I moved to Nevada to stop paying California state tax, and I took the money that I was saving in taxes, and I bought this building and a new house, and then I rented both those houses out, and then I have eventually sold both of them, but I made hundreds of thousands of dollars after the payment was paid down and the uh equity went up. But I do agree with you, and you're on the right track, but in that one thing, I don't agree with not buying your own house, especially with the money you guys are making, or a condo or something that like can appreciate that you own. For sure. That's in the plans.

SPEAKER_04 49:04

I'm just stuck in like a year lease right now, but that's definitely something that I want to do.

SPEAKER_03 49:09

How aggressive were you investing back into your business at the beginning stages?

SPEAKER_06 49:14

Well, I had an assistant at 18. So, like uh Coelho and I were talking. None of you guys have assistance. You guys make enough money and you could sell one policy each to grow faster if you hire help, as long as you hire the right people and train them right and set the right expectations. So I think all you guys should have should do that and run a real company. Right. Because in Rich Dad Poor Dad, they have those four quadrants where it's um employed, self-employed, owning a business, and then like I think it's a an enterprise or something like that. You guys are at the self-employed part where you do everything. When you turn that into a business, then all of a sudden it should still grow whether you show up or not. Right. It should still be able to grow, and that's where you want to get to. And a lot of people, we can talk about this. Their goal in life insurance is to sell their agency one day. Is that am I right on that? Yeah, that came across my mind. Okay.

SPEAKER_01 50:24

I'm gonna be honest, I just see the amount of money that could be coming in. I don't see why I would sell.

SPEAKER_06 50:30

That's actually a really good point, because I agree with you on that. But most people getting into the industry, uh, a big factor is they could have an exit because private equity companies like real estate or like insurance agencies, right? They do like that. So what I like to tell what I'm trying to say to you or anybody watching is if it's just you, you can't ever sell it. If you become a real business, then it becomes valuable to where you could.

SPEAKER_01 51:02

I think that comes originally from where we came from originally and the uh the original leadership that we had, but they kind of implemented us that we didn't need those things. They kind of told us that hey, we will pay for all those things, you guys just produce. Don't worry about anything else, just produce, just produce. Don't worry about building teams, just produce. And I think that's just where we came from, and now we're now we understand how to build, and that's been the biggest factor for us the past couple of months. And now obviously with your with your guidance, like we're also looking into I think we just hired our first recruiter.

SPEAKER_04 51:35

Yeah, we did. We did hire a recruiter.

SPEAKER_01 51:37

Yeah, so we're getting to into that mindset, but I don't like I I agree with you, we're not definitely there yet.

SPEAKER_06 51:43

Yeah, and like a recruiting tip for everybody watching is everybody wants the same thing financially, and it's financial freedom, correct? Yeah, yeah. And some people want really nice stuff like Lambos and all that stuff, and sometimes that doesn't create financial freedom, it just keeps you in the rat race, you're just spinning your wheels, right? Everybody wants that same thing. The only way for you or your new agents to get that is to build a team, and building a team is the best way to get passive income without coming from money. Because if you want to go get passive income in real estate, do you know how much money you have to have of paid-off real estate to get a hundred thousand a month? Over ten million dollars. Make a hundred thousand a month? Probably fifteen million because you're looking at five to seven percent cap rate on all your stuff. So you need fifty. Do any of you guys have fifteen million dollars? No. How many people do you know that have fifteen million dollars to do that?

SPEAKER_01 52:45

Very few.

SPEAKER_06 52:45

Okay, what do you have to do in life insurance to get a a hundred thousand a month? Let's do the math. Um if you make an average of a 10-point spread, okay, but and that's that's low. That is low, right? Because you're you guys are making on new agents 30, 40% spreads or whatever, 20%, because you guys have moved up the ladder, right? Right. Well, if you if you have a hundred people selling life insurance, and this is the greatest sales job in the country, there's nothing better than this. If you if you compare it to real estate, there's more houses for there's there's like more agents than there are houses for sale. Right. In insurance, you get paid in two to three days. It's better than loans. You only have you can take an $83 a month check from a customer and get paid a thousand dollars. If you sell a car, you got to sell a $40,000 car to get your little commission that you get off of that. It beats every single sales job. If you find a hundred people, and we know that the the country is in a place where people are looking for a way to make more money. If you find a hundred people and and they sell ten thousand a month, we're looking at a million dollars of issue paid premium. If you have a 20-point override, you're looking at $200,000 a month, then you have cancellations, chargebacks, roll-up debt, all these things. Let's say you only keep 50% of that, you're still making $100K a month. How hard that's not nearly as hard as having $15 million of paid off real estate if you don't come from money. Yeah, it's the best opportunity in America. And I want to do this real quick. Let's ask ChatGPT. Even though ChatGPT is wrong a lot. It's funny you say this because I've done that multiple times. Hold on, hold on. Uh let's see here. Chat, how many real estate agents are there in Nevada? Roughly.

SPEAKER_00 54:55

In Nevada, the number of active real estate agents, specifically those with realtor membership, is estimated between about 18,600 and 20,000. Different sources give slightly varying numbers, but that's the general range for 2026. The total number of licensed real estate agents might be a bit higher since not all of them are necessarily part of the realtor group.

SPEAKER_06 55:17

How much higher do you think the real number is? Because 20,000 is a low, I think.

SPEAKER_00 55:22

It could be a bit higher for sure. Not all agents join realtor associations. So if 20,000 is the association count, the total might be several thousand more. Still, it's unlikely to be dramatically higher. So maybe mid-20,000 stumps.

SPEAKER_06 55:36

Okay. How many houses are for sale in Nevada?

SPEAKER_00 55:47

As of early 2026, there are roughly between 18,000 and 23,000 homes for sale in Nevada, depending on the source. If you want more specific details, like for certain areas or types of homes, I can look into that as well.

SPEAKER_06 56:01

What's the average commission on a sale?

SPEAKER_00 56:05

Typically, the total commission in real estate hovers around 5 to 6% of the sale price. And that's usually split in the 2000s.

SPEAKER_06 56:12

What's the average sales price?

SPEAKER_00 56:19

In early 2026, the average home value in Nevada was around $446,865, while the median sale price was about $468,600. In the Las Vegas metro area, single family homes had a median price of about $480,000. Overall, prices were either stable or with minor changes year over year.

SPEAKER_06 56:41

So with that with that being said, what's the average commission or answer? Your answer?

SPEAKER_00 56:52

Sure thing. So if we use that average home price of around $447 and assume a typical 5% commission, the total commission would be about $22,350. Split between buyers and sellers agents, that's roughly $11,175 each. Simple as that.

SPEAKER_06 57:09

All right. So right now, if there's the same amount of agents as there are houses for sale, and they all had a listing, the most that they can make at this time would be $11,000 a piece on average, right? How much now this is what this is where I I think insurance blows everything out of the water. Inbound leads, which you guys have started using, right? There's a hundred thousand inbound leads a day. Every single day. What's the average commission on an inbound lead, do you guys think?

SPEAKER_01 57:41

It's like 1,200, I believe.

SPEAKER_06 57:43

So let's say it's $1,200. A hundred thousand of those. So the opportunity, and then how fast do you get paid?

SPEAKER_01 57:51

America next day.

SPEAKER_06 57:53

America next day. Okay. How fast do you get paid on a real estate transaction? What 30 days? Okay. So if we went through every industry and then you throw in the hungry guy that works at uh that does Uber Eats that wants to do this, which I like those guys more because they're starving and it's such a good success story. But if you were to do that, how hard is it to find a hundred people in the US to do this? Does it seem impossible? No, not at all. It doesn't, right? And then you got the same, and now there's problems, and you're gonna deal with business stuff, so it's not that easy, it's not guaranteed, nothing I'm saying is guaranteed, it's just experience averages off the top of my head. But you could do that and make the same amount of passive income. But how do you do it faster? You hire staff, but then also you teach your agents this. So, like if you got 50 agents and you have them all doing the same recruiting activity that you do, how fast can you grow? Really fast. Oh, yeah. What's that we'll have a million-dollar team? Yeah, so me, Nina, Hayden, who you guys know legends in the industry, uh, Grady Paulson, Trey Honeycutt, uh, like we were you guys sitting here, okay? And check out what we did. We were like, okay, how do we teach people to invest? And we got a hundred over a hundred people to spend a two thousand dollars a month on Facebook ads for recruiting. Then we hired a marketer and we had them run all the ads for recruiting, and then we round robin the leads in. So our team, people were wondering why they couldn't keep up with us. And we're like, bro, we have a $200,000 a month budget that people are just taking a small part of their commissions of because they want to be business owners, they don't want to have to, they don't want to have to sell life insurance forever. And we got people coming through the door that we could talk to. Think about how crazy that is. Yeah, but how easy it is. And let me ask you this would you guys pay two grand for something like that? Absolutely. Absolutely. No problem, right?

SPEAKER_04 1:00:10

Yeah, we already know already do. Yeah.

SPEAKER_06 1:00:12

Oh, you already do? Yeah, yeah. Now, what if you just said, okay, let's throw in like some uh we're gonna use link, we're gonna teach people to use LinkedIn, and we're gonna message sales professionals, and all 50 of us do that uh and we do it a hundred times a day. We do it for 30 minutes, copy and paste these messages to find people to talk to. Then you grow even faster. So I just want to tell you guys that. Like as you guys implement staff, you also teach everybody else. And this when I made this shift, I was going to appointments, and there was a dude who was like 80 years old with a cane, and for some reason he had all the same leads I had, he was with a different company, and I was always pissed at the lead vendor because I was like, How does this dude have all the leads that I have? And he had a cane, and awesome dude. But I was like, and he had been doing this for 60 years, and I'm like, dude, I don't want to have to sell life insurance my entire life to pay my bills. I do like the fact that you can get paid a crazy amount and you can make a lot of cash flow, but I don't want to have to do it forever. Do you want to have to do it forever? No, absolutely not. No, why?

SPEAKER_04 1:01:31

Well, honestly speaking, for myself, insurance is not something that I'm passionate about. Like it's not something that I wake up and like, oh great, I'm insurance, right? But what I do see is that it's an opportunity to get where I want to be, and I'm also I feel like I'm good at what I do, I have a good skill set I'm able to speak and articulate and paint the picture for individuals. And at the end of the day, I'm helping families, right? I'm I'm helping families protect what's important, whether it's their home or their family members themselves, and by extension, I'm making money doing so. So if I know that I'm good at what I do and what I'm doing is good and it's gonna make me a lot of money, then in turn I'll be able to do the things that I am passionate about because the things that I am passionate about require a lot of money. What are they? Uh honestly, cars. Um, I want to be able to drive really fast cars in Swiss mountains and you know, vacation with my friends and you know, travel the world and and be able to travel the world with my family, things like that as well. And it's it's like everything's gonna require money. So in order to do the things that you want to do, you have to do the things that you have to do, right? And right now for me, building a team, building an agency to a million dollars a month is like that first step for me. And now that's what I'm passionate about because I know it's gonna get to me get me to my end goal. So it's like insurance isn't it, but I know that it's the vehicle that's gonna get me there. Yeah, what about you?

SPEAKER_01 1:02:58

I mean, I just look at it for the ROI. Because yeah, you can sit and spend an hour with a family and make anywhere from a thousand to let's just say like three thousand dollars off a family, which is fantastic. But when you look at the the ROI on building a team and how much more money you'll make off that, you just can't compare. Because if not, you'd be working your entire life for a very, very, very good um I mean, for lack of better words, income, but you're almost working like a high-paid salary job. Versus when you're actually building a team, you can start to take yourself out of the business. You can start to put your time into things that you're actually more passionate about, whether that's spending time with family, whether that's cars, whether that's traveling, whatever it may be, but now you have the time to allocate something different. And that for me is what it is. But it's like, yeah, I I don't me wrong, the satisfaction of producing is amazing. It's the biggest ego stroke you can ever have. But at the same time, I have so much more satisfaction seeing uh my team do well and seeing the income come in through my through my guys. Because now I know okay, I can now use this to go travel with my wife. I can go use this to go see my family. And I can only imagine what that's gonna be when I have a million, two million, ten million dollar team, so on and so forth.

SPEAKER_06 1:04:11

That's awesome. Can you repeat the question again? I was saying, what's your why outside of uh insurance?

SPEAKER_02 1:04:19

Well, I would say it's my family, because we never really we never really grew up with so much money. You know, we weren't poor like poor or nothing, but um just definitely being able to to like get my mom a house, you know, get my dad the cars, get myself those type of things as well, and as well enjoy with my friends as well, because me and Nick have been talking about this since we were kids. Like making this type of money, but we don't know how. And now it's gotten to a point where we are having like million-dollar conversations because my team is gonna be up there 12 mil as well. And the only way to be sustainable and go travel, buy those houses, buy those cars, is to build a team. And you know, like build a team to the point where you don't have to have so much like hands-on and you know, I like just like how Koye was saying it, like we're remote as well. Like, I can also run a team from the Dominican Republic, so that's kind of also what I'm looking for and towards Yeah.

SPEAKER_03 1:05:12

For me, I got three different whys. Once, like I told you in the the pat the last pod that we did, um I want to train professionally for basketball and I want the time to be able to do that. I also want the resources to be able to be able to train at the highest level possible. That's the first thing. Second thing is my family. Like I want to make sure that they're completely free, they don't have to worry about a damn thing. My mom's tired, she doesn't want to work anymore. My dad works because he has to pay the bills. My dad loves what he does, but I want to make sure he's able to do it because he actually enjoys it, not because he has to pay the bills. And the third thing is them right here. Like, like I said, like I've known him since I was eight years old. Like, it's helping them be able to giving them the opportunity for them to build the Life that they want to be able to do, and we do it jointly together. Because I could do it for myself, but I feel like it'll be pretty selfish as uh if I figure it out and I don't help them do it.

SPEAKER_06 1:06:10

Yeah.

SPEAKER_04 1:06:11

What's the top of the mountain if you're by yourself up there, right?

SPEAKER_06 1:06:14

Yeah, 100%. Yeah. I think the thing you guys have that's so powerful is you're all on the same page. And there's more of you. It's not just you. A lot more. Yeah, yeah. Yeah, there's a bunch of you. Yeah. Yeah. Alright. Can you guys each give a sales tip to a new agent?

SPEAKER_04 1:06:33

For sure. Well, how like how deep do you want to go into that? Like, because there's a lot of sales tips that I feel like new agents need. Just whatever that pops into mind. Yeah. Um, alright, so I'll give a few. Number one, active listening, like you mentioned earlier. Like if you're if you're missing that um if you're missing that their the wife doesn't make an income or their the grandchildren live with them, and can the grandchildren afford the home if you know grandma doesn't bring in her check or she passes away? Like, ask those questions. Don't be afraid to ask deep questions, and sometimes it might make you feel uncomfortable to ask, like, hey, what does it look like if your husband doesn't come home tomorrow? Realistically, like, paint that picture for me. What does that make you feel like if he's not in the picture anymore?

Sales Tips That Actually Close

SPEAKER_04 1:07:14

And you know, you have to now you have to you have to be the provider for the family. Like, how does that make you feel? Is that gonna be something that's comfortable for you, or is that gonna be more of a stretch? And asking those uncomfortable questions, and also another thing that like we train heavily in our in our agency is uh we call it like the triple A, which is whenever you're getting an objection, to number one, the first step is to acknowledge that you're getting an objection, right? Like acknowledge that this person is saying something to you. So whether that be whatever that is, hey, I don't have time to speak right now. Okay, I I completely understand you don't have time. The second A would be answer. The purpose of my call is just a quick one, just to get this information over to you regarding the mortgage protection that you had inquired about. Now, I do have your address here as 12345, whatever it is. But that last A is ask a question, right? Ask a question that's gonna lead you back into the script, and that's so important because a lot of time people will have that those first two parts, right, where they're acknowledging that they're getting an objection, answering the objection, but then they pause and they're not asking a question that leads back into the script, which is gonna open up a can of worms for your prospect to be able to give you another objection. So it's very important that you're asking things that are leading you back into the script, guiding the conversation to where you want it to be. So you're not just you're not just letting your prospect control the conversation. It's important for you to be the one that's in control of the conversation because at the end of the day, you have what the prospect needs. They don't have what you need. Because I have a CRM full of a hundred thousand people with different phone numbers that I can call. You can hang up on me right now, but your family's not going to be protected if you do. So have that posture. Make sure you're leading the conversation, they're not leading you, they're not walking, you're not the dog. They are well, respectfully, like you're walking the leash, right? They're not walking. You're in charge. You're in charge, right? And and have that confidence, have that posture, because at the end of the day, they filled out a form, they filled out something online through the mail, they called in an inbound, whatever it is, they need you. You don't need them. And have that mindset with everything that every call that you go on. So, yeah, that's probably advice that I'd say, just rambling.

SPEAKER_01 1:09:26

Mine is definitely leverage every single leader you have above you, in the sense of everyone has a specific talent. Here, Novo is kind of our visionary, he he really pushes the the envelope when it comes to building teams in the bigger vision. Guay was more eye looking at him for the discipline and for um certain sales and mentality issues that I have. He helped me with my basic sales training. When I was first learning, I didn't know anything about sales. I've never been in sales before. He taught me all the basics, everything he just talked about, he taught me. And then lastly, we have like White Boy who or Adrian Sardinas.

SPEAKER_02 1:10:05

Why are you called White Boy? Again, it's all like the two groups of each other. So we had like four Adrians and we kind of just like he he speaks Spanish. Hold on, hold on. He's like the whitest. What's your name? Um, so we call him Big Man. Yeah, because I was just the tallest Adrian, and and then there's another Adrian that we call him Brown Boy.

SPEAKER_01 1:10:28

So there's a lot of Adrians. We just happened to call Adrian Sardinas White Boy. Um, so excuse me on that. But Adrian Sardinas really was it was a joke between me and him, but he was like basically my sales manager. Anytime I had a problem, anytime where I was struggling with the sale and I was dealing with something where they got denied here, or uh, how do I call this client back and ask for for hey, let them know that you know the coverage went down and not make not make it seem like I'm making breaking bad news. A lot of that I learned from my leaders, but every single leader taught me something different. And I think people need to understand they need to leverage every single one of their uplines because they don't do that enough.

SPEAKER_02 1:11:05

Yeah, it's huge. What about you? So my sales advice would just be kind of like peggy beckon off his is just be coachable, like be extremely coachable. Um, just be a sponge to whoever you want results from. Like, for example, if you're not getting any results currently, go ahead and find someone who's has the results you want and go just do whatever they're doing, copy exactly what they're doing, whether it's their schedule, their routine, what like how they're dialing, what they're saying. Because again, like how he said, every leader has their own different type of sauce. So if you're just gonna become a sponge and just keep asking questions, hey, what do you say here, what do you say this, and then you actually grab it and use it with the intention of making it your own, you're gonna see a lot of uh like your own results, you know. And that I can just honestly say me just not seeing results, and then me looking up to like Novo or like Quay or Sardinas, just copying the routine, just copying the same thing, just um emotionally control uh just being in control emotionally as well, because some people, especially me as well, I used to determine my success off my bank account. You know, like if I didn't have that much money, I clearly was doing bad when that's never really the case. So me just being coachable, me being a sponge and just following their ways helped me a lot. So I that would be my advice. Just be a coach and a sponge. Okay.

SPEAKER_03 1:12:23

Focus on solving people's problems. Like when you focus on solving an individual's problem, that's where they feel the value, and it feels like you're not trying to like sell them or hurt them or anything like that. So try to figure out what it is that they're missing, put the pieces together, and everything will fall into place. When you put the client first and you focus on solving whatever their fear or the concern is, and you say, Hey, look, well, this product right here is gonna go ahead and help protect your mortgage or it's gonna cover your burial in the event that you're to pass away, and that's what you raised your hand about that you were concerned about. Once they have that, they're like, Oh wow, you actually helped me out, and then the commission is gonna come by itself. So don't focus on just selling them, just focus on actually solving the problem.

SPEAKER_06 1:13:09

Yeah, and then the funny if you're watching, listen to what he said. He didn't say, I'm gonna help you get this life insurance for $300,000 for $82 a month. He said, We're gonna help make sure your house is paid off if something happens to you. So I think it's important that we sell what it does. We're selling what things do, not specifically what it actually is. So if you want to help a a grandkid, you go, hey, can I help you with a with a grandkid policy that's gonna make sure that they got some money, whether you're here or not, and they have insurance for their kids one day. I'm I'm I'm explaining what it does, what it will do for them, not exactly what it is. Alright, uh, another question for all of you. What do you say if an agent is always looking for the next best lead vendor? Because every agent is jumping from lead vendor to lead vendor looking for the magic lead. Some dude in here spent 20 grand last week. He signed up for Infinity Box, Leads for Life, trying to find the best company. What's your advice there?

SPEAKER_04 1:14:26

Number one, the grass isn't always greener. Um, and stick with what you have for a good amount of time. Like be experimental about it, but also understand that there's factors. Like, if you're just trying out lead sources for two or three weeks and then just trashing it because you're not getting results, you're doing things wrong and you're wasting money. Be on a lead vendor for like a good amount of time that you're able to say, okay, like this has been my ROI for three to six months or whatever it is. And then maybe you can look into other things because of course, like innovation and looking into things that are going to improve your business is always very smart to do. But when you're just jumping ships and then you're just your mind's all over the place and you're jumping into different lead vendors, at that point you're wasting money and you're wasting time. So I would say stick to something that is giving you ROI. Make sure that you're making money, obviously, and also don't fix that, don't fix things that aren't broken. If if you if you're making ROI, put your guys on, don't be a gatekeeper. And and yeah, I would say just make sure that you're making money. It's okay to try different things, however, try them for a set amount of time and just don't be switching too fast because you think that the grass is greener somewhere else.

SPEAKER_01 1:15:33

I wish I had a better answer to that because he just nailed that on the head. Um, but just to piggyback off of that, stick to one lead source that you know other people are winning on because that's an easy way to know that okay, this lead source does work. Why isn't it working for me if you aren't seeing the results that you want to see? And then from there, don't be scared to try different things down the road. I'm one of the biggest people where I will refuse to switch lead sources because I'm stuck in my ways. But at the end of the day, there's innovation that comes to the industry and you have to take advantage of that, just like inbounds. Inbounds have changed our agency. So, how am I gonna be the person to knock on it when we know it works?

SPEAKER_02 1:16:11

Well, my advice is just um you know, if you were put onto that lead source, it's for a reason. It's probably because your uplands on it or around your team's on it. So it's working for some people. So if it's not working for you, I'd say just kind of you know, look at the look at the review, look what you're missing up on, look what you're struggling at. Again, be a coach and see if your uplands like see if your script or your words are coming out just as well as your uplines. And um, if you just work on that, I feel like if you stick on the leads first like what these guys have been saying, it should work out. If it doesn't, it's probably because they you know they need some work.

SPEAKER_06 1:16:44

Yeah, what about you, Nick?

SPEAKER_03 1:16:46

The lead's not the problem, you're the problem. I think that that's huge because I feel like a lot of people like to jump ship too quick, and most of the time the people that are trying to trying the next find the next best thing, it's typically usually the newer agents too. That's what I normally see. And they haven't been in the business long enough or they haven't maximized your skill set in order for them to tell what's a good lead and what's not. So if you can't handle objections properly and you know you can't ask the right questions, who the hell are you to tell whether it leads good or not? So it's really fixing yourself and be more solution-based, think more solution-based, and try to actually get better and then go ahead. For example, if you're going weeks without seeing results over and over again, then yeah, maybe figure out what it is that you're not doing, or maybe there's a gap in your script that maybe you're possibly not doing that you're not getting the results you need to do, but 90% of the time it's you, not the lead.

unknown 1:17:51

Yeah, yeah.

SPEAKER_06 1:17:52

That's a good point. All right, how important is it to go to trainings, meetings, conferences, things like that?

SPEAKER_04 1:17:58

I mean, we run trainings daily, we have daily trainings. What about bigger ones? Like convention. I personally haven't been to convention. I wasn't I wasn't part of FL when you guys ran it.

SPEAKER_05 1:18:09

Okay.

SPEAKER_02 1:18:09

Uh same year. I I went to my convention, my first convention. I joined the business in August or so, and then you guys had your convention in December. So I was only like pretty fresh going in there and just listening to everyone like speak and listen to their stories and actually giving advice on what you should do. As a new person in the business, it helped me tremendously. I was able to implement all of that and then just you know, I saw the results. So going to trainings is something that you definitely need to do. Take down notes, definitely, you know, replicate what those people on stage are doing because you know, you kind of want to be up there too, because you're doing something right if you are out.

SPEAKER_03 1:18:46

Yeah, like I've been to I went to the convention back in 2024, and for me that was really like an eye-opener. One, how many people are in the industry, and then two, so many different ways that people are operating their business and so many different mindsets. So I was able to pick up uh a lot of game from all these individuals, and it's not like damn, I don't maybe there was someone on stage that their story related to you more than the others. So when you hear certain things like that, or maybe you're going through adversities and you're hearing other people's adversities, you're like, Well, damn, I'm not the only one that went through it, and he's on stage. So it really gives you like the confidence to know that the industry works, and if that individual could do it, then you could do it too. So for me, it was huge.

SPEAKER_04 1:19:30

I like that a lot.

SPEAKER_06 1:19:30

I want to go to a convention for sure. Yeah, we will go. I won't even work with someone if they don't go. To me, they're gonna take advantage of my time and not go be serious. I won't even work with them. And I always used to say you could take Spirit Airlines for a hundred bucks. You can't do that anymore. But you still have Frontier Airlines, and I just took Frontier Airlines because it was the only flight for to get me home after one of these grand openings. It was like a 10 p.m. flight. Bro, that was way worse than I thought. Uh, this dude that just got out of prison was gonna fight the stewardist for because the stewardess kept yelling at him for having his leg in the aisle. And I was filming it, it was hilarious. But then I was concerned, I was like, dude, I'm gonna have to like try to choke this dude out if he beats the stewardess up. Yeah, that's so real. Yeah, but uh no excuses, dude, no matter what.

SPEAKER_04 1:20:32

Andrew, I have a question for you. What would you what would your piece of advice be for a close group of individuals that are trying to be trailblazers, trying to grow quickly? Um, you know, we not speaking of us specifically, but you know, we face a lot of adversity, but what would your biggest advice be to be able to stay close, keep this same mindset even when things are going very well and we are a million dollar?

SPEAKER_06 1:20:55

Things go very well is when it gets hard because that's you guys have heard of bands breaking up, right? Like usually the band breaks up and you see the movies and the singer is like taking all the whatever, they're fighting over stuff. And funny enough, I went to a do you guys know PHP? Yes, the company? Do you guys know Patrick Abet David? Yes, yes. So I went to a PHP event

Success Traps, Ego, And Legacy

SPEAKER_06 1:21:19

with integrity to watch their conference because they're good at they're really good at organizing conferences. And Patrick Abed David was training and he went over the the six things that an agent goes through if they make it, okay? The first one is they're lost, like you guys, you're looking you were looking for something. The second one, someone introduces them to some to this business. You and Dom, you introduced him to this business. Yeah. And the third thing is they start to make money, they start to figure it out. The fourth thing is they start to live the lifestyle that the insurance industry provides. So all of a sudden they have the cars, they're living better. And by the way, do you guys have nice cars yet? What do you have? A Mustang GT50. Okay.

SPEAKER_04 1:22:08

What year? 2020. Okay. Full Bow Tony 85.

SPEAKER_01 1:22:15

Yeah. It's a little brand new apartment, it's beautiful.

SPEAKER_02 1:22:18

Okay. I'm driving a Tesla 2025. Which one? Uh Model 3.

SPEAKER_06 1:22:23

So whatever. Okay. So you start to experience the lifestyle. The fifth one is crazy though. It's where ego uh gets in the way, and you forget all the people that helped you, and you think you did it all by yourself, and you start to go, I deserve all these extra things, and I deserve more, and it all becomes about you. And he said something interesting. He said, He said, He went through this, everybody goes through this, and it's a very miserable place because it's all about you, and it's usually where depression, addiction, vices come into play. Uh, like an attack, attack from the enemy type of thing happens because it becomes very self-serving. You're the man, you did this, you're the baller, you did all this stuff. Okay. And that's usually one that kills people, and it's where they st it stunts their growth. But the sixth one, they get through that and they realize that it's not about them, and it's not just about how every little dime they can make is the only important thing. The sixth one is what is your legacy gonna be? And is it gonna be are you gonna pay forward, are you gonna pay it forward? What was done for you? Are you gonna help the next generation of people coming up in the industry and help them? Are you gonna make a difference? And that's where you get a lot of people find happiness because there's a lot of emptiness when it's just about money. And you guys probably haven't experienced this yet, but I have. Like, when I got the biggest paycheck of my life, six months later, I was the most unhappy because I was just focusing on the money and I forgot about the people and everything that we were doing. So I think the answer is you have to skip phase five and you have to go straight to phase six because you guys are gonna make a lot of money, and you can't lose it when you do. And we have people right now at FFL, and dude, su some good people that left FFL, they got stuck in that fifth part, and that was part of them leaving. And this but if you can skip it and you you keep everything together, I think you can win big. And one of the things I'm that I'm ex I like the most is most of the leadership team here has been together through everything. And still to still together. The whole leadership team. The whole leadership team. And we had our moments of uh and it's funny because the moments of us not on the same page, the whole organization you could tell suffered. So you guys gotta stay on the same page, not keep it about you, and keep having fun. Yeah. Like that. Thank you. Alright, last question for you. Ryan, you're married. There's a lot of people that come in and their significant other does not support it. Like they're they're they're whining at them. Did you make a sale today? Is this gonna work? Can you just go get a job? Have you guys seen that or no? Why are you smiling?

SPEAKER_04 1:26:01

I'm just thinking of things.

SPEAKER_06 1:26:05

Okay. Have you have had did have you ever experienced that?

SPEAKER_01 1:26:10

Not to the extent that you're probably thinking of, but of course. There was definitely moments, especially in the beginning, where I was struggling, where she was kind of like, hey, like, by the way, if you want to do something else, I'm

When Your Partner Doubts The Business

SPEAKER_01 1:26:23

going to support you as well. And I kind of had it instilled in her mind, hey, like, we're not gonna do anything else. And I think the really the second biggest shift that we had to have was uh her mindset is where she came from. She's on from a small farm in the middle of Sweden. I mean like 20,000 people from her hometown. Her idea of a perfect life is to have a job that pays you just enough where you can travel and and have kids. Like just simple, happy lifestyle. And to switch her from like, hey, I'm gonna work really, really, really hard right now, and I'm gonna work extremely hard in the future, but we're gonna have a lifestyle that we can only dream of and provide for our future generations. That was something that we really had to get around. But besides that, she's always supported me.

SPEAKER_06 1:27:13

Now, do you guys see people where their significant other isn't supporting it because they're not making money yet?

SPEAKER_01 1:27:21

Yes.

SPEAKER_06 1:27:22

You do because my friend was dating a Latina or married a Latina chick, okay, and she was on him like crazy, where he was like, bro, I didn't make a sale, I don't even want to tell her.

SPEAKER_04 1:27:35

That's the wrong chick. Yeah, that's the wrong chick at that point.

SPEAKER_06 1:27:39

Yeah, but hold on, it is, but they're scared. They got bills and kids, right? So you can't really blame her that much. Right, right.

SPEAKER_01 1:27:48

I totally agree. And one thing I will say is there's gonna be some individuals, like some partners you'll have that will fully buy into the business with you, and there's some power couples in the industry that are like that where their spouse completely helps them with the business. And I Think there's other spouses that will be supportive of the mission, but they won't understand the business fully. And I think that's where I'm at. My girl fully supports what I do and the mission. She understands what I'm sacrificing, what we're sacrificing together. She doesn't want to be involved in any of it. But when I come home, she's like, You have a good day? I'm like, Yeah, I had a great day. Even if I have no sales, she doesn't really care or not. She just wants to know if I had a good day or not. And I think that's what makes the biggest difference. Someone that you know every time I come home is gonna be supportive, whether or not it's a good day or not.

SPEAKER_06 1:28:29

So my answer, and I don't know if it's right, but I think if you're in this situation, you have to make money as fast as possible. Because as soon as the check comes in, that ends. As soon as the money comes in, that ends. So if you cannot doom scroll and do all these things, that's your middle name. What it what was it?

SPEAKER_05 1:28:52

Doom scroll.

SPEAKER_06 1:28:54

It was doom scroll. Okay. If you cannot do that and you can just go, you know what? I'm gonna lock my I'm gonna I used to say I'm locking myself in a bunker, but it would be like my car or uh an office where no one can get on get to me just so I could focus so I could get results and not get distracted. But if you can get a paycheck coming in, then that whole thing changes. And m that Latina wife will kick your ass out of the house to go make sales because she she now knows it will work if you work. Yeah, you know. But I I think and and the other thing is getting get them to the events with you so you can see what's up, so they can see what's up. Right. And they can see what you're trying to build for your family. Because dude, it does sound sketchy. Like I'm building a team, sounds like multi-level marketing. You just say build a business. Yeah, but people don't say that, right? They use uh upline, downline terms, and they're like, bro, that sounds like a pyramid scene.

SPEAKER_04 1:30:03

The terminology is so bad, but at the end of the day, you're building a business the same way any business is ran with the CEO, with the managers, with the employees, whatever it is, then the janitor, whatever it is, like everything is is the same. We're just using different terminology for it. But at the end of the day, we're building a business and we're helping people get paid, and we get paid as well.

SPEAKER_06 1:30:23

All right. I got a few more. I was gonna end, but I want to keep I want to ask a few more questions. What do you say if someone says that sounds like a scam?

SPEAKER_04 1:30:35

I think they're just low IQ. If you if you walk, if you first of all, if you walk into my office, right, and I have shout out Nick Novo here. He created a whiteboard with the entire industry, literally step by step. Because this is the thing, like I like we have been speaking about, we've come from different transitions, different agencies, different IMOs. We've gone through so many things where it's like when we first came in, it's just like just produce, we don't know anything about the industry. You have to be on mailers and spend four grand a week on mailers to be successful with two dollars or whatever it is. Like, we weren't like I wasn't successful in that, but I didn't know that you can be on inbounds, I didn't know you could do digitals.

Scam Claims, LARPing, And Real Proof

SPEAKER_04 1:31:14

There's a lot of things that we didn't know. Now I can confidently say we've been in the game for a while, we know how it is. So when I bring you into my office and I show you the whiteboard with hey, you get licensed, you're a new agent, you're gonna rip my CRM, you're I'm gonna give you leads, make some money, make two, three sales off that. Now you have two, three grand to throw into your own leads, whether that's inbounds, whatever it is. Now you're able to number one. I've taught you, you have a skill set, now you know what it is to be able to invest back into your business. Now let's get you to do twenty to thirty thousand dollars a month, right? Once you do twenty thousand twenty to thirty thousand dollars a month, we can consider you like, hey, you know what you're doing, right? Now let's make sure your comp is going up so you're getting paid more by the carriers. So the next step you can get into is now building. Now you can build your business. Forget building a team, build a business, right? Which is recruiting new agents. Now that you have a spread, your compensation has been going up. You can bring on new agents and have that spread on them. Because guess what? What I did for you, you're able to do for them. You can teach them, they can rip your CRM, you have a comp uh, you have a spread on them, you're making money, they're making money, everybody's happy. It's a transfer of energy, we're all making money here. Like you're helping families and you're making money in the process. And you keep going down that ladder where it's just your business is getting bigger and built bigger. Now you have a million-dollar team, you're making $250,000 a month. How do you not understand this? How do you think this is a scam? I just should I just showed you everything. I can show you more proof if you need it. At that point, it's like if if you're that skeptical, skeptical, it's just not for you. Um, and that's completely fine because anybody can do this, but it's not for everybody. And um, yeah, I guess that's my answer for someone saying it's a scam. I guess I get just too passionate about it. I'm like, dude, you're low IQ, like you just don't understand what I'm trying to explain to you.

SPEAKER_01 1:32:58

Well, yeah, um, very similar to what he said, I wouldn't say low IQ, I would say low frequency because there's gonna be some people that they could be some of the smartest individuals in the world, but they just hear the word sales and it's like no, I'm better than that. Or they they they see the fact that someone above them makes money and they just refuse to think bigger. And I think that those are the type of people that I don't want to attract into my business, anyways. So let those low frequency people read themselves out. Because at the end of the day, if someone's even having that conversation with me, I've already shown them the proof and the pudding. So at that point, if they don't want to believe it, that's up to them. They'll see me winning in a couple of years.

SPEAKER_02 1:33:36

Well man, if you cannot read an entire sheet of paper and speak to someone on the phone and get a commission and you still think it's a scam, again, I wouldn't want to work with you. Like, it's as easy as just reading and saying yes or no. Do you have this information? Submit the application, and then boom. If you cannot do that and you think it's a scam, and you think all the money that we're making, all the time that we've been putting in, it's just like I don't even know, I don't even know how to answer that. Yeah, you just we're just we're just like faking everything.

SPEAKER_06 1:34:06

Hold on, tell me what LARPing is, because you guys keep saying this.

SPEAKER_02 1:34:10

So LARPing is like, for example, if you were to just pull in front of the office with your 9-11 GT3, right? Porsche, and I just come inside the car, just take pictures, you know, like this is my lifestyle, basically just flexing stuff like that. That's like somebody else's lifestyle. Rent it.

SPEAKER_01 1:34:26

Yeah, that's a when you go back to the original. Like LARPing, when people you talk about LARPing, it was the guys that were like at your local like field or park that were wearing like all the medieval times, they're LARPing, live action roleplay. That's what it is.

SPEAKER_06 1:34:39

Now, people just that's what I think that play in the trees with the wooden sword, right?

SPEAKER_01 1:34:44

Yes, like the lady that's where LARPing started. And so people just started talking about it.

SPEAKER_06 1:34:49

That's the term when you dress up and go run around in the trees.

SPEAKER_04 1:34:52

Something that you're not basically. So basically, people flying to Miami for the weekend in their little penthouse and they're rented out every evening. Yeah, pretending that that's all their lifestyle, you're like being.

SPEAKER_01 1:35:01

They'll take the same picture in front of the same car with three different outfits, and just so they can post it like and make it look like they've been living with that car, but it's all taken within the same like 30 minutes.

SPEAKER_06 1:35:11

Okay. Now, you guys are not a fan of this. No, no, you don't rent cars. No, we don't. We know agencies that like you guys even in Miami specifically do that. I like you guys even more now.

SPEAKER_02 1:35:20

We're the top to go to a lock-in and rent all Tesla. Okay.

SPEAKER_03 1:35:25

Yeah. To answer your question, I think that the I think it's a testament to how great the business is if people think it's a scam. And the reason why I say that is because, you know, you see the results, there's individuals that are making a lot of money in the industry. And when you are and you see that, it seems like it's too good to be true. But what people don't understand is that these people are paying hundreds of dollars a month for the next 30 years, 50 years or so. So there's enough money for the insurance carriers to pretty much disperse to somebody like, for example, I bring him in, right? He sells a policy, he gets advanced a thousand dollars, I get advanced four hundred dollars, and whoever's my upline gets paid an additional four hundred dollars. So when I think when it's broken down and it's articulated, at least the way I do it, people don't really think it's a scam after because they have a better understanding of it. Like what Dom said, it's ignorance, it's what it is. At the end of the day, every business in some way, shape, or form is like a pyramid, because that's typically what you hear. People say that the business is a pyramid scheme. Uh well, if you bring in, bringing in him and you're making money off of him, then that's a pyramid scheme. Well, at the end of the day, when you go to your grocery store, you have like the CEO, you have the managers, and you have the cashiers, and in some way, shape or form, they're helping the CEO make money or the owner make money. So when it comes to this though, it's different because you could quote unquote be at the bottom and still make money. Yeah, you don't have to recruit to make money. You can sell, make your own money, and then when you bring in individuals and you help them build, then you get compensated a little bit even more. And that's where you actually build the business.

SPEAKER_04 1:37:08

Yeah, and I want to add to that. I I recruited Emmanuel um two two months ago. He was in like $8,000 or $9,000 of credit card debt, kind of in the same position that I was in, right? I was in a little bit more, but um basically like I helped him learn what mortgage protection is. I helped him, you know, with the process of this skill set, and he he's a hard worker, and two months later, well, within the last two months he's been able to issue $45,000. I think he did 17 last month, and this month he did 23, and it's like he's now completely out of debt, and he's a brand new agent at starting compensation with no team making $17.20, right? So it's like he could do it, he didn't build a team, he can stay where he's at there forever. He can just be a producer if he wants to and make more money than 90% of people, right? Like if you're making ten, fifteen thousand dollars, right, you're making more than the majority of people in America, right? It I mean it doesn't sound like much because we live in Miami and and ten thousand dollars in Miami does not go far, right? It really doesn't. But if you're if you're stretching out and you're looking in a in a broader picture, like ten thousand, fifteen thousand dollars is a good amount of money. He just started two months ago. He's gonna be a dog, he's gonna be a killer, and he's gonna grow a team, and he's gonna build a business, and he's he understands the vision. But my point is is like you don't have to do that if you don't want to, but once once you join, once you make those first sales and you understand what this can be, you you of course you're gonna want to build the business. You're bought in at that point. Because he was very, very skeptical when he joined. And Manny was the most skeptical, annoying person when he had joined. Now he's bought in, now he's a killer, and he wants to build the business. Look at him looking at me right there. He flew here to Vegas. I didn't tell him to come. He's like, I want to come. I'm like, Alright, come. And and now he's here, he's bought in, and I love it.

SPEAKER_06 1:39:03

Love it. That's awesome. Alright, next question for all of you. Why do you think FFL gets so much hate on the internet? And what do you say if someone goes, Oh, I heard a bunch of things that are not true? And or does that even happen?

SPEAKER_04 1:39:20

I I think it's a lot of internal talk. I think it's like when you're in the industry, like there's just always gossip here and there. People don't really know about the industry, don't know about like FFL, whatever, at least maybe from my perspective. But I think when you are the biggest, you're gonna have the most haters. That's just by extension, right? Like every sports team that's a dynasty, whether it's the Patriots or the Warriors or whoever it is, like hate on the Warriors exactly. When you're the biggest, you have the most eyes on you, and by extension, you're gonna have the most haters, and that's okay. If there's a saying, if if you don't have haters, you're not popping, right? So have haters, and and the proof is in the pudding. If you're here and you know how the industry works, like it it's not LARPing.

SPEAKER_06 1:39:59

Like it's real. Hold on, hold on, real quick. Is what if you buy a bunch of nice stuff but you can't afford it?

SPEAKER_01 1:40:05

Also LARPing.

SPEAKER_06 1:40:06

That's LARPing, yeah.

SPEAKER_01 1:40:07

Yeah, but you're reflexing a lifestyle or you're trying to show a lifestyle that you really can't afford. But you're trying to show it off like you can't afford it. Yeah. Still LARPing.

SPEAKER_06 1:40:18

Okay. All right. Um good now question. Say I want I want you to answer that same question.

SPEAKER_01 1:40:23

Uh it's funny because I actually had recently went through this because I recently recruited somebody as we were making the transition, and that person heard a lot of bad things about FFL. And I had to explain, like, when you have one of the biggest, the biggest life insurance uh brokerages in the world, you're gonna have an issue where you have a lot of animicity between each and every single agency. Now, some agencies are gonna have B some bad X, whether whatever that happens between them, but it really comes down to your agency and your team and how you run it. Like you can be with the best team, the best people, and have the mo the best culture, and that will be night and day, even though it's in the same it's in FFL. Fair you can have another group where it's little torture to work with them, and they're doing everything in their power to hold you down. Good point.

SPEAKER_02 1:41:12

So I mean, just to answer your question, I don't really get too much of those, but what I did hear was like when we were in Primerica when I started, um, just you know, don't go to FFL. You know, they just try to keep us captured. You were in Primerica? Yeah, we both were. Me and Nova were started. We thought that uh whole life was a devil and term life was like the only way to go. And FFL, you know, we heard about FFL, I was like, yeah, they were talking about us? No, not necessarily. No, I'm just curious if they were. No, it's just because all we had was like term life, correct? Yeah, and it was just like, yeah, the whole life was a devil, it doesn't really help people, this and that, until we actually joined the business and it helped us out a lot more. And we couldn't really put two and two together as far as why FFL was or like might not be a good choice, but you know, clearly we made the best choice coming here again.

SPEAKER_03 1:42:02

Okay, yeah, I think it's it goes back to what Don said at the beginning. When you're the best, you're just gonna receive the most hate. And at the end of the day, FFL is what the largest IMO in the insurance space. And when you get paid the next day, you have bonuses for doing what you're already doing. It's like I've experienced like inside of FFL and outside. And when people say that, it's just it again, it's straight ignorance, it's just what it is until you're actually in FFL. And also a good point is what Ryan said, you have to be partnered with the right people. Yeah, because at the end of the day, if you're not partnering with the right people, I mean there's different agencies in the way they operate and stuff, but when you're with the right people and you have the right structure and the right tools in order if you succeed, this is the best opportunity in order for you to make money.

SPEAKER_06 1:42:44

Advice to an overthinker that's gonna research for days to find the perfect situation, research leads for days, research CRMs for days, research, research, research, research. What advice do you have to that person?

SPEAKER_04 1:43:02

You are getting analysis paralysis, you're doing way too much, and this is actually a saying that I like to say it's like if you want to learn how to swim, you're not gonna read a book to learn how to swim, you're gonna jump in the water. So jump in the water and start kicking your feet and figure it out. And if and if if you don't have it in you, then you don't have it in you, you're gonna drown. So drown or swim? Which one is it?

unknown 1:43:26

Yeah.

SPEAKER_01 1:43:27

It's funny because I was actually a chronic

Analysis Paralysis And Taking Action

SPEAKER_01 1:43:29

overthinker, and I th I still sometimes think I am.

SPEAKER_06 1:43:31

I am too, actually.

SPEAKER_01 1:43:33

Like when I joined the business, I was super skeptical. I remember we went to the original person that we're having the meetings with that introduced himself to new agents, and I was trying to find the flaw. I was trying to find the pyramid scheme scam. Like I was I was trying to find the whole, but everything eventually checked out, and I think one thing is you have to push yourself to at least try. You can't get stuck, you can't get in that analysis paralysis. Um you can definitely be skeptical, you can definitely overthink it. And you should be. You should be, you should be. You should be, but at the same time, you can't let that stop you from trying either. So sometimes you gotta you gotta overanalyze, try to find the best choice within a reasonable time frame, and then move forward. And if it wasn't, then you go take a step back and you restart.

SPEAKER_02 1:44:20

I feel like people who don't try enough to figure things out on their own and then they start putting extra time into researching and extra time into learning something else. If you can put all that energy from like searching and doing all that stuff to just dialing and actually executing your goal, you're gonna realize that there's no need to, you know, research yourself out of the business. Because overthinking is not bad, but it's only to a certain extent. Because if you start overthinking to the point where you're just not really making sense, you're just at this point you're gonna drown and you're gonna all think yourself out of the business. But again, I'd say just again partner with the right people, try to figure things out, and do just have faith. Honestly. Because you're just gonna get stuck in a loophole searching everything, and then you're the people that you were with prior or just before anything, you're gonna see them grow just because they stuck with it and they just had faith. And then you're gonna be left behind just because you overthought, researched, and just didn't put in the work.

SPEAKER_03 1:45:12

There's multiple things that work. There's you know, there's different CRMs that work, there's different lead sources that work, there's a lot of things that do. At the end of the day, you're the only way you're gonna know for sure if it works or not is by actually doing it and giving it time and actually giving your best effort. That's all it really comes down to. When you guys go ahead and give your effort and your time with the things that you're pretty much researching on, it's okay to do your research, but don't spend so much time doing it. I mean, researching, just go ahead and do it, implement it, try your actual hardest, and more than likely you'll see the result, and everything else after that doesn't really even matter.

SPEAKER_04 1:45:46

Yeah, and I think a big difference too is like not trying to find the negative in everything. People, there's a lot of people who find that try to find the negative in everything instead of trying to find the positive of any of everything. It's like, oh well, what if this lead source doesn't work anymore, they they crash, or you know, what if they increase their prices, and it's like, what if you made another sale? Like, what if you kept on making sales? Like, people are always gonna find an excuse, and and some people unfortunately are raised that way, and maybe not even consciously, they're just subconsciously like excuse makers. And it's like, you're either gonna make it happen or you're gonna find a reason on why it didn't happen. Yeah, you know, and that's completely up to you.

SPEAKER_06 1:46:23

Yep. Alright, we're gonna wrap this up. Thank you guys so much for sharing. I'm sure everybody enjoyed this. If you're watching and you have something you want us to discuss, leave it in the comments. We'll bring it up next week. I think you guys could be the fastest growing team in the company if you guys get a little more aggressive. Because no one knows how good you are. Well, now everyone that watching this know how good you are, but you guys are way too quiet, and you guys need to act like you're as good as you are. So, anyways, thank you. Thank you guys for joining us. Thank you guys.