FFL USA

How Front Line Financial Became FFL's Fastest-Scaling Agency (Ep. 282)

• FFL USA • Episode 282

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0:00 | 57:39

One bad month can expose a fake business model. A brutal season can also prove you’re building something real. We sit down with Tyler Ortiz and Rob Kakish to talk through what it looks like when an insurance agency grows fast, hits turbulence, and still finds a way to rebuild from zero with more speed and more discipline than before.

We get specific on the captive vs broker question that floods the internet. Tyler lays out what “captive insurance” actually means, why the promise of free leads can become a trap, and how comp, freedom, and product choice change when you move into an independent broker model. We also talk practical realities that matter to new agents: simplified issue life insurance, faster deposits, and why the consumer often benefits when the agent can shop multiple carriers.

Then we break down their multi office growth system. It’s interview volume, daily in office training, unlicensed setters earning while they study, and a sales floor culture where leaders jump on calls to help close business the right way. We go deep on sales fundamentals like value before price, framing affordability, and using language that keeps clients engaged. If you care about lead generation, cost per acquisition, ROAS, and scaling a life insurance sales team without guessing, you’ll leave with a clear blueprint and a mindset standard.

Subscribe for more real operator talk, share this with someone choosing between captive and broker, and leave a review so more agents can find the playbook.

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

SPEAKER_01

What's up everybody? Andrew Taylor here. Today we have a special guest, Tyler Ortiz. Thank you for coming in. So Tyler's a complete stud with Frontline Financial. He's done 100K in his first month. Are you single?

SPEAKER_03

Depends on who you ask.

SPEAKER_01

Okay. Ladies, he might be single if you're watching this. He's on his way to being wealthy. He's a great dude. And he really, you guys have some special stuff you're doing, which I'm gonna pull out of you today to help people learn how to run a business like you're doing. But we also have the your, is this your mentor, your partner? It's my brother. Your brother. My man Rob Kakish. Good to be here again, everybody. Rob is scaring all these people, all these agents. They're like, yo, we're not growing as fast as Rob Kakish. What's he doing? And last night you said you made 100k last month. 100 G's. 100 G's. So back. We're back in the game. You're back in the game. And you went through some lots. Lots. A lot happened. And is it fair to say every agency that grows really fast is in for a significant amount of turbulence. Absolutely. That you have to learn how to get through. And once you get through it, though, that's when it really gets fun. 100%.

SPEAKER_02

You know, I would uh we lost a lot, but what took me five years to build, we were able to build in a year, eight months. You know, you have to go through these things. You know, the the pain, that suffrage that you're going through, especially as entrepreneurship, to really get these numbers one, two, three, four, five million dollars a month, it takes a lot. You know what I'm saying? So you need to learn, you need to get punched in the face. And the beauty is that happened to us, and we were we learned from it, and we were still able to build it again.

SPEAKER_01

So, for everyone watching, if you don't know Kakish's story, he was a top producer here, and his manager talked him into leaving because his manager was gonna get paid more, he thought. So Kakish leaves, you had a million dollars saved up from working here, one of the top producers, top managers, you were what, 20 something years old? Yep, 27. 27 years old.

SPEAKER_02

Something like that. Uh huh.

SPEAKER_01

You leave, you lose everything. You two were drinking whiskeys that

Losing Everything And Rebuilding Faster

SPEAKER_01

night uh because you were so stressed out because you had debt and chargebacks and you weren't getting paid with your transfer, but you guys just agreed to both keep going every day?

SPEAKER_02

We kept we kept saying as long as we don't die, as long as we don't die, we'll figure it all out because everything's figure outable. That's exactly what happened.

SPEAKER_01

How did he end up being your right hand man like that?

SPEAKER_02

Go ahead, Ty. What things have you done to add value for us?

SPEAKER_03

Crazy, crazy story. Should we tell him about flying down and everything? Or the whole nine. How much time we got. So I came up in the captive space. I was completely unrecruitable, and next thing you know, I get a phone call one day from Rob Kakish, and basically he says, You want to go to war. So next thing I know, I throw everything in storage, grab the AMG, drive straight down to Ranch of Cucumonga, start renting houses at a time. We have uh camera crews following us. You think that we're on you know cloud nine. And next thing you know, over the next 30 days, everything happened. Forced out of FFL, and it got to a point where forced out of FFL by your upline, not us, correct? Of course. Yeah. And then it got to the point where it was just us two, and maybe one or two other agents. Like I'm talking just us. And we had some serious conversations at night, you know? Are we gonna travel, sling insurance, bounce around from state to state, go find a tropical island somewhere? But that's not our vibe, right? We needed something larger. We really believe in giving back to agents because both of us were agents. And the crazy thing about losing it all is when you're sitting there with just you and your business partner, and you realize you don't die, it kind of energizes and invigorates you to come back five times stronger. And that's what we did. We built from zero all the way back up.

SPEAKER_01

This dude in here, he went to jail, okay? He he crushed it and then he went to jail. He told a story in here is nuts, and then now he's on his way to crush it again. But he was like, When I got out of jail, nothing bothered me because I would just think, like, what are you gonna do to me? Throw me in jail? Yeah. So he said he felt uh like nothing could hurt him. We can't die. I mean, we can die, but we didn't as of this moment. So let's keep rolling. All right, now a couple things I want to talk about. I think this is hilarious, and I want to talk about it. So Kakish leaves, and I always leave the door open for people. I don't I try not to create enemies or bad blood. I just go, hey, it's business, let's stay in touch. Kakish's manager that left called me to tell me never reach out to him because God could not recruit him away from to come back here. God would not be able to recruit Kakish to come back here. Now I'm just chilling, minding my own business, chilling with my kids. And I've and then I hang up the phone, I'm like, what did he say? So I text Kakish and I go, hey bro,

The Tsunami Call And Open Doors

SPEAKER_01

how's it going? Let's talk. Okay, then this is the funny part, bro. I just keep in touch with them for a long time and then tell them about the tsunami.

SPEAKER_02

Yep, yep, yep. So so I'm in I live in Newport Beach, California, and there was a tsunami that was happening. So he calls me, not even talking about the business. Hey, Rob, I just want to let you know I got some friends out there. That tsunami's pretty intense, dude. I just, you know, I care about you, man. You should probably evacuate, bro. And I wasn't going to, but I'm like, somehow Andrew Taylor got in contact with me, so I'm gonna evacuate. So I freaking drave two miles and I left. But it was legit, right? It was legit. It was happened, but it was a real war. It was bad. It was bad. I'm on the island, I'm on Balboa Island, so the water actually did creep up. Oh, it did. Yeah. Yeah.

SPEAKER_01

So shout out to Andrew Taylor, saved the day. Hey, shout out to the tsunami warning that recruited Kakish back.

SPEAKER_02

Yeah. By the way, that was almost a one-year drift from Andrew Taylor just checking on me, which was incredible. So I learned from that as well.

SPEAKER_01

And then it's such a small world, dude. We found out you were dating a girl I grew up with. We didn't even grow up in the same area. Uh-huh. Such a small friggin' world. Small world. Nuts. All right. Tyler, should we piss some people off right now and talk about the difference between captive and broker? Because I see this all over the internet and pe and I laugh. He's ready for that one. That's a spicy conversation. He's ready for that one. But we're not going to mention names. But I see all over captive's better than broker, or broker's better than captive. If someone's new and they don't know what's up, what does that even mean? And what are the differences?

SPEAKER_03

Well, you come into the captive space, they paint a horrible vision of what it is in the broker space. No matter where you go, captive or broker, if you're gonna be

Captive Vs Broker Explained Clearly

SPEAKER_03

captive, captive is where you belong to one company, represent one product, you can only work with one affiliate. If you were to get contracted elsewhere, you're terminated. There's a lot of terms and stipulations that come with being captive. I firmly believe that whether you're captive or independent, you can be successful. However, they don't paint the true picture. So I spent quite a bit of time in the captive space built up to the point of having an agency. Um the worst part about it is you start off with a feeling of empowerment, and then you realize that you're basically running a subway. You're running this franchise model where at the end of the day you lose all of your power and freedom. You're not 100% vested in your residuals, you can't change the comp structure, you can't move things around, you have to fall within these black and white lines. But you get free leads, right? Free leads. The free leads are the biggest joke in the world. It's like running a sweatshop. Why why would I want to call something that's been recycled for three or four years? Here is the biggest sin about free leads. You're taking somebody out of an opportunity, whether they're making an hourly wage or a salary, promising them the income of a successful insurance agent, they come into the captive space, you give them free leads. They believe so much in the opportunity in themselves that they sit there and they grind for three or four months until they deplete all of their savings. And that's when they either get out of insurance or they go to the broker space. So I don't believe in free leads.

SPEAKER_01

Alright, so side note if someone posts their car in the insurance industry, should they have to post their bank account as well? I say yes. 100%. No one cares about your turtle rental, dude. All right, that's true. All right. Back to back to broker. What is the comp? In the captive space?

SPEAKER_03

Yeah. 30 to 50%. That's where you start off with.

SPEAKER_01

But you get free leads 30 to 50% with free leads. It's it's meaningless. What's the max if I'm the top dude that I'm the baddest dude? What's the max? 75% with a five-point spread over your top uh let me just guys for terminals in the captive space, some of these managers are crushing for sure. They're getting paid. You want to hear the sick joke behind it?

SPEAKER_03

Yeah. So they set you up in a position where you can earn a bunch of money through bonuses, right? And the whole bonus incentive is meant to be something that's non-chargebackable. However, when you work in the captive space, they can tweak and adjust the numbers on what you need to hit to achieve your bonuses. So they can choose who they want to pay at the end of the day accordingly, depending upon the narratives they need to push.

SPEAKER_01

Okay, but there are there are some managers making a lot of money. Of course.

SPEAKER_00

Of course.

SPEAKER_01

Yeah. Because one of the dudes somebody approached me and they were like, I want to I bet you I make more money than Andrew. And I want to compare. That's for sure. But my response was I want to compare my top hundred dudes' income compared to yours. Yeah. Because we got people smacking big money. I don't want to flex on my own money. I want to flex on every like cakish making 100k last month. But dude, there's a lot. Like, there's a lot. There's a lot of people eating. Well. So I'd like to take that challenge to anybody. I think I know that. Our top hundred people, if we could somehow do a for real, like, check audit on it on deposits and net income versus anybody else, I would do that. I mean, I think it would be beneficial to a lot of these these captive agencies, like really getting it.

SPEAKER_03

I don't think they would ever let you do it.

SPEAKER_01

Alright, well, aside from that, um 30 to 50%, if you're the best 75%, you get free leads, which you can say now. Some people say they get really good free leads. Like they get uh current clients and they get to go upsell them and they do all this stuff. Here's the thing why not just move into the broker space? Well, because I I'm gonna I'm gonna play devil's advocate here.

SPEAKER_03

Okay, I don't want to buy leads. Okay, so you got into insurance because you wanted another nine to five. Right. See, I understand the free lead model as a crutch or as an assistive tool that moves somebody over from a nine to five into a position where they can collect some capital to invest back into their business. But if you ever try to go into insurance and live on a free lead model, it's it's just not what I mean.

SPEAKER_01

My argument would be this playing the other devil's advocate. If you can make a hundred, one twenty, one forty, one forty-five on your personal sales, why wouldn't you just get the leads yourself? And if the leads aren't stepped on and they're more quality, and you can run 30 appointments a week and you could sell 10 and you could write 15 and you can get 100% of that without recruiting anybody, why wouldn't you do that? Yep.

SPEAKER_03

Well, I mean, the one thing that I've noticed, because we're recruiting animals, is when we take someone from the captive space and they come over to the broker space, just them having the ability to invest in their business, we notice that their production on a monthly basis will three to four X what they previously did in the captive space. And they don't get this crazy burnout, they get super energized, they see more deposits than you've ever seen. And we're talking a lot about free leads, but a majority of the captive space doesn't even have simplified issue life insurance. I was just gonna say when I saw what simplified issue life insurance was, I thought someone was pulling a prank on me.

SPEAKER_01

Hold on, hold on, pause. The other difference, though, is as a broker, which FFL is a brokerage, you have all these different products you can give people. So, what's actually better for the consumer? Are the products better though, or no?

SPEAKER_03

Better products, better coverage, better price, better companies. Takes a lot not to say company names.

SPEAKER_01

So you you experienced both. At a high level. Yeah, someone the other day was telling me how bad leads were, and I was like, bro, you are brainwashed. Welcome to 2026, where lead gen is the easiest it's ever been with AI and meta and all these things, and you're still trying to sell your friends and family. It's ridiculous. And hating on it. But dude, this is the Netflix blockbuster thing. Like, they don't they don't know what's happening, but give it five more years, bro, and they're gonna be like, oh shit. You don't know what they don't know. Now, there's also a lot of companies where you just start at low comp and they claim that it's better to build there. It's it's this is this is what people say. FFL is better for producers, but other companies with low comp is better for builders. What do you say to that?

SPEAKER_02

I say, I say there's a reason why you know we're the biggest in America.

SPEAKER_01

Dude, I think this is the best builders model ever because the producer gets fed and you're getting your override and your non-charge butt backable bonuses, and you're getting all that stuff, but the producer is eating. Of course, 100%.

SPEAKER_02

Every we've got the top producers in insurance that are here, whether it's on a building side or an actual production side, as we talked, FFL is the NFL of insurance. So if you want to play game for real, you get over here and you compete. So that's that that's facts, right? How many million dollar producers we are, bro?

SPEAKER_01

Tons. Okay, all right. Now let's let's go over the pros and cons. I want to go over the cons too of the brokerage space, which is FFL. Everything's a pro. There's not a single con. Well, there's some cons.

SPEAKER_03

Roll up debt. All of that's still present in a lot of the captive space. Yeah. Okay. You know, the broker model, it just makes more sense because you start off at a higher comp, you have more freedom in your deal. And the biggest, biggest difference is there's a level of collaboration that is not present in the captive space. How many agencies did F FFL even have? Hundreds at this point? Nope. Right? And every agency is operating in their own space, doing their own thing. Some are building leads, some are buying leads. You have people writing $20, $30, $50,000, $100,000, $200,000

Freedom Collaboration And Getting Paid Fast

SPEAKER_03

a month. And all of these agencies get to collaborate together. There's no other organization out there that has the level of diversity that Family First Life has. And that's why they're constantly killing the competition. And that's why every single captive space has a huge disclaimer saying, don't talk to these guys.

SPEAKER_02

Well said. And I want to add on to that what he didn't know when when I brought him on and he started getting deposits from America. He goes, dude, why did I get paid so fast? I said, What do you mean, bro? We're getting deposits daily. So he wasn't even used to simplified issued business. He was waiting 30, 60 days for deposits.

unknown

Right?

SPEAKER_02

Wasn't that a whole new conversation as well?

SPEAKER_03

The fact that someone can write a life insurance application in 10 to 15 minutes and sign it with a text message. I felt like I was a caveman.

SPEAKER_01

So you're saying basically captive model is good for people who they're transitioning a nine to five, they need that structure. They're gonna be told what to do every second of the day. And you're saying brokerage model is good if you really want the true independent 1099 model. Is that what you're saying?

SPEAKER_03

I would never advise anyone that I seriously care about to ever go into the capital space. I'm not joking, it's dead. It is so far outdated that I wouldn't go. You couldn't pay me to go. Like there's nothing of substance there anymore. These are old dinosaur companies. Since that's the reality behind, dude. The things that we have built. I joke around me and Kakish. I'm like, dude, we're like the DARPA of insurance. All these guys come out on social media, look at what we created. I'm like, dude, we did that, we did that two years ago three years ago.

SPEAKER_00

Yeah.

SPEAKER_01

Okay. Awesome. Now, you two, which I this is what I want today to be about. You two have a very interesting model that is very different. And what you do, most people have not figured out yet. But you guys open offices all over the place. Fast. You opened one in Vegas, not this one, but you opened another one. You stole my Uncle Jimmy from me. Love him. Shout out Uncle Jimmy. I want to work with Kakish and Tyler. So you guys stole Uncle Jimmy. Last night we went to his house and he made a home-cooked meal for us. How bomb was that? Beautiful. The man can cook. Dude, he can fucking cook.

SPEAKER_03

Salsa can cook.

SPEAKER_01

Yeah, he can cook. So you guys do that, but what

The Multi Office Interview Machine

SPEAKER_01

you guys do is you have a system where you interview people every day in all the different offices. So you're in Newport Beach. Yep. You're in Rancho Cucamonga, Las Vegas, Las Vegas. Arizona. Arizona.

SPEAKER_02

Where else? Now New Jersey. Remember I showed you yesterday? New Jersey. We got Jersey. We've got Jersey popping. So that's going to be something that's that you'll see you'll see a big thing in 45, 60 days.

SPEAKER_01

Now, if someone wants to build a team, they can join your team, you can teach them this model, they can open an office, and they can do what you're doing, which is nuts. So basically, I'm going to summarize it and you guys get in the details. Okay. You guys interview people that are looking for a sales job, and you have 20 to 50 a week per location come in for an interview, and you you sell them on a very simple realistic goal at first, which is can't do you want to call all day and make three to five hundred bucks a day? And then these are unlicensed people, and when they're light when you if they agree to work with you, you guys get them in class and they come in every day and they study at the office to get their exam, but they also are calling people and becoming a setter for people. So they're practicing immediately on the phones. And then if they do set an appointment that somebody sells, they can pay them like a booking fee of fifty or a hundred bucks so they also could get paid that day. Am I on track? All right, break all this down for me. What I missed.

SPEAKER_02

So so you didn't miss anything. So but but but a little of the details is we're doing exactly what we're bringing those people in. And we know that tons of agents get lost in the cracks because the the sauce isn't there when they're studying, right? They can be too in their head. And we're explaining to them, guys, hey, a lot of the study material that you're gonna be reading, you're not gonna fully understand, but you know, just trust your subconscious mind to put everything together and to help out. We actually want you guys here every day studying, and then part of the day we're gonna get you on the phones so you can start feeling that, right? And you're gonna be sending and transferring calls to. To licensed agents and they're gonna take care of you on the side. So there's income coming in while they're studying, right? So there's like this unplug and reset from just studying and reading um and actually putting them to the test of a real agent. So they're feeling both sides, which is you know, creating narrative for them and getting them super involved to where they become families. And now because they're calling uh these leads and they're passing it to licensed agents, you know, they feel like they're truly incorporating to the organization. So you got licensed agents and managers who are now pouring into those fresh agents as well, right? Because the buy-in is different, there's a financial benefit for everybody. So that's that.

SPEAKER_01

Anything out on that? Now you're really pa I've watched you. You're very passionate about like getting people paid. Probably more than I've ever seen. He is. He is. And once they come in, though, you guys get them on inbounds right away. So if you're watching this, take notes right here. If you're kind of paying attention, pay attention right here. They get them in, you get them on inbounds, so they get guaranteed action. Yep. Is that correct? And outbounds. So but you get guaranteed action. Guaranteed. And you you're pretty confident that you could get someone to make a sale if they come into your office that day. Uh-huh. How confident? I'm very confident. Like how? 100%. 100%. Same day. So check this out. These can you start posting these? Like we people's first days. Yes. Made a sale.

SPEAKER_02

Yes. We got tons of those.

SPEAKER_01

Okay. These guys are so confident, they're saying they have 100% they will get you a sale. 100%.

SPEAKER_02

100%.

SPEAKER_03

100%? Well, we have a different level of culture. You know, a lot of people talk about, oh, I sold a policy. The culture that we have, the norm in our agency is that you're selling three policies a minute. Two to four a day. Three policies minimum a day. Like that is the culture. So when agents are coming in and seeing people bang out three, five, seven, ten policies in a single day, they're like, this is a real opportunity. Yeah. And the level of engagement and presence when they see that, they're buy-in immediately. And then next thing you know, you tell them, hey, watch. I'm gonna show you how to make more money than you've ever made over the next hour. Click. And the money printer goes.

SPEAKER_01

The other crazy thing though is you guys take the phone and help them quite a bit. Like you're walking the floor and you're taking the phone and you're helping them. That's not normal either. That has to be normal. They gotta they gotta see that.

SPEAKER_02

They gotta experience that.

SPEAKER_01

Because I took a video of you when I was watching this, and you like took the phone and you're like, Mrs. Smith, I'm also a licensed agent, and let me help explain a few things for this for the new agent. And I I remember something specifically you said when I was like, oh, Kakish is good. He's like, this

Floor Coaching And Value Before Price

SPEAKER_01

is a beautiful plan. This is a beautiful plan that's gonna do all these different things for you. Like Kakish is smooth.

SPEAKER_02

Value, value, value, value, and words, choice of words, right? Choice of words triggers emotions in people. So I knew who I was talking to, right? I adapted to that. And you know, saying things like beautiful, it puts people in an E state. Right? And then of course, value over price. So you explain the value first, then you hit them with the price. And I think actually, I want to touch on that real quick. A lot of agents are given price out too early over the value, right? When you when you give a uh client the price right away, the client's conscious and subconscious mind is fixated on the price. So even if you're talking about the value, that's hitting later. So what do we do? We want to get the client in a high emotional peak state, right? So we talk about the the value, the living benefits, immediate coverage, cash value, any terminal critical chronic illness, you can access the funds while you're alive to seek out of network treatment, handle last-minute affairs, go on a last-minute vacation. And Mrs. Smith, what we call this is the cup of coffee a day program. It's four dollars a it's our four dollar a day program. All right, we'll see if we can get the approval. Boom. So value, value, value then price, right? If Tyler hears otherwise enough to do that. $120 a month. But the $4 a day program, the cup of coffee a day program, the client can digest that properly.

unknown

Right?

SPEAKER_02

Their mind just thinking about the $4 a day. $4 a day, that's realistic.

SPEAKER_01

Well, what else you got when it comes to sales keeping it? All day, man. This is what we do. This is what we do. This is what we do at the highest level. Right? Well, give us some tips. Because well, first of all, any last comments on your model? Like, how could somebody everything is uh I'm gonna touch on it?

SPEAKER_02

I want you to touch upon it because you're you're on the I I have you eight days a week working, so yeah. So uh go ahead. No, like how does somebody duplicate it?

SPEAKER_01

It's not because everything's internal, nothing's outsourced.

SPEAKER_03

Should I cover a little bit more about it?

SPEAKER_01

Nothing's outsourced. Go ahead. So you how do you guys get so many people to come in?

SPEAKER_02

I think everybody is just understanding of the vision, right? And we've we've made a lot of changes in people's lives very fast that there's this feeling of, hey, I need to let other people know. And then, of course, let's be honest, we got staff, admins, recruiters putting it in the world.

SPEAKER_01

What about your recruiting blitzes with everyone? Tell us about that.

SPEAKER_03

We're nuts, we have fun. Um, there's a level of love that our agency has. Like there's no upline downline, it's business partners, and there's such a level of love and attention to all the agents that it forces slash kind of demands presence. So when you have a super high level of engagement and everyone just witnessed the last wave of people come in and within a matter of a few days start printing two, three, four, five thousand AP a week, the individuals who say, right, little Timmy, I want to wait six months until I'm great to bring some people in, all of a sudden sees the people who just got brought in last week are already gonna finish the month at 10,000, 15,000, 20,000. They start realizing the FOMO kicks in. I'm not gonna wait six months to master this thing. Ricky showed up last week. Ricky already has an agent who's doing 10 to 20 issue pay this month. I'm getting in on what you guys are doing. So we have a massive level of engagement with our old agents and agents who have been in our business for as little as one to two weeks with expansion, which is why at the end of the day, we can throw a dart anywhere on the map and we can have an office there within a matter of weeks.

SPEAKER_01

All right, tell me what you tell people when they come in for the interview, because you do a lot of these interviews.

unknown

Yeah.

SPEAKER_01

I mean interview me. Interview you.

SPEAKER_03

Right? So the first thing I want to understand is what you've previously done. Right. Because at the end of the day, these people care nothing about who we are now and what we're doing now. They want you to be the person that serves as the bridge of the gap from the nine to five to the commission opportunity. So they want to see what you did, how you made that adjustment. So I call I will ask you what you've previously done. I'll find out a little bit about your hobbies. 18-year-old me, 18-year-old you. Find your passions, what you're interested in. Hey, Andrew, have you participated in sports before? You know, why do you think you'd be good for a commission

Transparent Interviews And Culture Pressure

SPEAKER_03

opportunity? Are you a driven individual? Right. And then, of course, what I love to do is I want to show them everything that is bad. I want to almost put them in a position hit the fire, Drew. You can't see it. I can't see it. That's hilarious.

SPEAKER_04

Oh, yeah.

SPEAKER_03

Oh, it looks like it's on fire. You're on fire, you're on fire, right? Right, so I want to show them everything that can go wrong because at the end of the day, Andrew, people leave what we do because people aren't transparent of what can go wrong and what's not good. If you always paint this fairy tale, people are gonna come in, they're gonna hop on the phone, Mildred's gonna kick their teeth in, and they're gonna be gone within a matter of days, they're not gonna show up again. So if I'm like, hey Andrew, listen, I'm gonna show you how to make 300 to 500 bucks today, here's what's gonna happen. Me, you, together, we're gonna go get jumped on the phone. You down? They have a big smile on their face, and we hit the phones together. Nobody wants to be told what to do. You hit the phones with all these people. Oh, yeah.

SPEAKER_02

The guy's 60, 70, 80 agents around. He's he's on the phone. And then my thing is is when he goes down, my thing is I'm creating vision and hope. So of course I'm telling them they're going through things, but I'm giving them a breakdown of, hey, this is what this business is. How do you sustain a high level of business now and forever? How does Andrew Taylor predict his income this week? He needs an infinite amount of people who want the product and service that he has. He needs people that will reaching out to him. That's what we have here. Leads.

SPEAKER_01

Your ad-com system, I just turn it on and I'll get a call. Yep. 20 bucks. Right now. Twenty bucks. Twenty bucks.

SPEAKER_03

Twenty bucks. So we should cover we should cover this. Cost per acquisition. We run a model where there's no profits coming off the leads. We are so hyper-fixated on cost per acquisition. I guarantee you, you will not find a single organization in all of Family First Life that has a lower cost per acquisition than us.

SPEAKER_01

I agree with that because most agencies now are trying to profit off. We're dead serious, we're not, bro. Dead seriousness.

SPEAKER_02

No, I know. If the lead's 21 bucks, I know you're not. That's a that's you know, with the tech guys and everything else, yeah. And and the media, all the stuff that we have to pay for, it's right there. You've seen Uncle Jimmy, 42 bucks, what is what that the repost, $2,000. You know, so cost per acquisition is super, super important. And I think that's

Cost Per Acquisition And Lead Discipline

SPEAKER_02

something that we got to talk about sometimes because you have a lot of agents that are putting money in, they're making money, you know. But if if the managers and owners can step up a little bit, that profit margin, you know, is is important.

SPEAKER_01

All right, so cost per acquisition, explain that to someone who's new. Cost per acquisition is how much output, how much money are you spending on leads, marketing, etc., to acquire a deal. Yeah, so basically if you spend a thousand and you get ten deals, it's a hundred bucks per acquisition.

SPEAKER_03

Or twenty. We can do twenty deals in that thousand.

SPEAKER_01

If you do twenty, then it's fifty bucks per acquisition. So for every fifty bucks, you're getting a commission of what's the average commission on your team? Try a thousand bucks, right? A thousand bucks. So if so if you're not from this industry or you're a business person or you've never heard this, if you can get to the point to where you can spend a hundred dollars to get a thousand dollar commission, then you can do that over and over and over for infinity because you can never lose money. And you can do that one, two, three, four times a day, depending how uh how gangster you are. Yeah. And a lot of companies are run by that or ROAS return on ad spin, which are these tech companies that are if I spend if I spend a hundred dollars, can I make two hundred off of all these advert all this advertisement? And if you can spend a hundred bucks to make two hundred, a hundred bucks to make a hundred, you could do that all day. So that's a 2x ROAS. If you spend a dollar to make a dollar, you could do it all day. You can do it for infinite. Now, the cool thing is you guys are tracking this stuff for your guys. A lot of people are not tracking this. They're new, they have a piece of scratch paper that they're writing on, and they have no idea what's working and what isn't working. You have to be tracking everything.

SPEAKER_02

You want to know your business, you need to know the numbers, and we actually train once a week on that as well.

SPEAKER_01

What do you guys say to people that are hopping from lead company to lead company?

SPEAKER_03

Well, here's the beautiful thing. Go ahead and go into that. There's not a single person in our entire organization that would ever be caught dead buying a lead off any website. They can, though. They can. They can, but every single agent in our entire organization runs the same exact play. So here's what I love because this is what happens. These backroom conversations are always gonna take place. When you bring agents in, they're hyped, they walk away, and then you know, late at night, they're gonna send a text message, they're gonna talk to an agent a little bit. Hey man, is it real? Are the re are the leads really hitting like that? Are people really making all this money? So when you have hundreds of people who all do the same exact play and they're making money, the done deal. And that's how we can move so fast because the ship, everyone on the ship is sailing in the same direction. All in sync. That's powerful.

SPEAKER_01

How we run our organization. Let's go, baby. Let's go. Yeah, it's legit. Okay, what are some tips you give people? Okay, hold on. How many people do you disqualify that you interview that you're like, this ain't gonna work?

SPEAKER_03

I'm gonna be honest.

unknown

Right.

SPEAKER_03

You believe in everyone. I believe in everyone. I have a crazy heart. And I've been in this long enough to understand the person you think is gonna be a rock star can be a complete dud. And the person you think would never have a chance of this opportunity could change hundreds and hundreds of lives in this industry. So I'm gonna give people who are ready for sacrifice, my favorite topic ever, if they're willing to make the sacrifice, I bring them in. But I have a firm conversation like this. Andrew, if at any point in time, if I ever have to put more into you than you're willing to put into yourself, then it's probably time for us to sit down and have a discussion and come up with a game plan of where you're gonna go to next. And I'll write you that letter of recommendation for wherever you want to go. Does that make sense? Perfect. And then we go hit the trenches together and we go to war.

SPEAKER_01

We go to war. Every day's war. So every day you're on the phones with people. Are you serving them deals? Are you helping them?

SPEAKER_03

I'm a firm believer if the phone is still on and they haven't hung up, they're there to be sold. So I'm gonna make sure before that call ends, I don't care who has to hop on that phone, that policy's getting sold and referrals are being collected.

SPEAKER_01

How do you know if people are on the phone? Because you got like 50, 60, 70 people in some of these offices. Boiler room setups. Oh, on the computer you can see who's on the call. And we're, you know, we're especially him, he's out and about the whole time in the office, moving and grooving.

SPEAKER_02

Three phones. Literally three phones.

SPEAKER_01

If I'm not traveling office to office, I'm doing the same thing. And you guys are popping from office to office. All right, what do you think you're gonna do in FFL the next few years? It's gonna be it's gonna be incredible.

SPEAKER_02

At the end of the day, you know, we're uh and this is this is the truth. I'm not even looking at this person and that person. I've been doing this five, six years right now, made millions, lost, made a million million, made millions. So the competition is nobody. Um but at this point, you know, we're gonna click we're back with you guys the last few months. We're gonna do a couple million bucks this month. You know, we're what five, six months back, we're gonna do two million dollars. Um this thing's just gonna keep growing, bro. And the people that we're bringing in are gonna be a big, big, big future in the organization over here in a healthy future. So we're going big. Add on to that, Tyler. Who are you gonna pass? We're gonna pass everybody, bro. There's a wave coming. And there's that's the only way two think. What am I gonna say? Not this person, not that's all that's we're gonna think like that the whole time.

SPEAKER_03

You know Let's go, let's go. There's a wave coming, the entire structure is going to be completely shifted. Individuals who have been on the top two, three, four, five for the last few years, it doesn't matter if they're doing five, ten, fifteen, twenty million dollars a month, there's gonna be a massive shakeup. Massive. They're still gonna have success, but the rate at which some of these agencies are growing, the innovation of being years ahead, some crazy, crazy edges that we have with cost per acquisition, and the fact that we've gone to zero and survived.

SPEAKER_01

It's a matter of time. Love it. Kakish, tell us. Oh, look at that, bullets. Boom, boom, boom. Kakish, tell us uh what you said on that call about why people should be motivated and their wives and all that stuff. What I said on that call, and this is something that I truly, truly thought about.

SPEAKER_02

If you have a wife working for another man, there's a problem. Get over here to insurance. Let's show you how to really do this. Okay? Because we know what happens at work. She's probably got a a work husband. Not okay. Alright, get your money up, let's go.

SPEAKER_01

The one call I got on, that's what that's what I heard. Oh, God bless it. What if you have to tell someone has to tell you what to do all day, though? It's not okay. Is that why you're doing this?

SPEAKER_02

That's exactly why I'm doing this. The only person that can tell me something is Andrew Taylor and Sean Mike. That's it. Crazy.

SPEAKER_01

Alright. Give us some more sales tips before we wrap this up.

SPEAKER_03

Sales tips. I mean, really, I think.

SPEAKER_02

I'm gonna do it. Check this out. You know what? I already got it taken care of, man.

SPEAKER_03

You already got it taken care of.

SPEAKER_02

I already got an insurance policy.

SPEAKER_03

Right. Or we're on the phone. No, there's there's multiple ways you can handle it. I mean, I can say, great, you're on the phone if you're just nuts like myself, or you can ask a few more qualifying questions. Okay, when you originally filled this out, you must have filled this out because you were looking for additional coverage, or perhaps a lower rate. So just so I can go ahead and say that I did my job and I don't get in trouble, I'm gonna give you some no-cost information. You do it the way what you wish. How's your health, Andrew? And you can you can pivot through. But sales tips are cool. You can learn them, they're a dime a dozen, but I think the big thing at the end of the day is going to be developing the agent's mindset every single day and very quick. You have to cover topics like balance, you have to cover topics like sacrifice, and if you don't do that, I see this happen all the time. All of these managers want to start pouring into people, but they don't cover the foundational topics. So you've wasted all this time, energy, money, and resources pouring into somebody with no foundation, they collapse and they're gone. Very true.

SPEAKER_02

It's very true. There has to be, there has to be a mental rewiring and a mental shift in these agents coming in, you know. Um,

Mindset Sacrifice And Killing Doubt

SPEAKER_02

you have to change people, you gotta close one chapter to have another chapter open, and a lot of people gotta kill their old old selves coming in here, you know.

SPEAKER_01

Have you have you read the book? I've talked about this a lot, but have you read the book Outwitting the Devil? No. Have you heard of it? Yes, from you. Okay. The whole point is to get the whole point of the book was Napoleon Hill to find his other self. And his other self was the one that wasn't, didn't have fear, and was living the best version of himself he possibly could. And he has this conversation with the devil and identifies all the things that the devil created to hold him back from being his other self. But it is, dude, the book is so good. Let's talk about it. Let's talk about that. The reason I like the book is because they didn't release it for like 50 years because they thought everybody would think he was crazy for releasing it. And then his wife when his wife died, when he died, his family later released it. Wow. And no one knows if he was just making this up, or if he was really if he was hallucinating, or if he was really talking to the devil. They don't know. Man, I think everybody's talking to the devil daily.

SPEAKER_02

Yeah, yeah.

SPEAKER_01

All right, thank you for saying that because we're all more alike than we're not alike. Okay. But everybody has the front that they put on, and then now we're living in a fake world, social media, where everybody has everything, and it's so perfect. And I feel bad for kids now because they're like, oh, I'm supposed to be happy all the time. Yep.

SPEAKER_02

Yep.

SPEAKER_01

Um, but dude, if you're watching this, everybody has the doubt when they start. Everybody's going through something in their life, everybody's scared of something, everybody's worried about something, everybody's got something that happened to them in different ways. And the point is to get around people that are gonna help you get through all that and keep going. That's what I like about this. I like being around people. Yeah, I love that. Culture's created here like that, and that's super important, man. Super important to have people. What do you tell someone who is uh creating a story in their head that this isn't gonna work and experiencing the failure before it's even happened?

SPEAKER_02

I would say the one thing is first of all, have you even tried? You know, you're gonna look back one day and you're like, hey, I didn't give this a shot. See, and regret and time. Is the one thing that you can't give back. Right? So I'm gonna tell you, I'll I'll tell you this right now. If you guys are doubting, it's okay to doubt, right? But doubt is also the devil. So you still need to move forward. You gotta give the shot because the one thing you can't give back is time. You can't give back time. So I think a lot of doubt happens because the lack of action. So people need to have more action. This analysis paralysis thing is what's killing you. The the hardest thing to do is just that first step. So move, get some traction, get some momentum, you know, keep your mind sharp and give yourself a real shot. You know, but the doubt is the devil. Kill it.

SPEAKER_03

Sacrifice. Sacrifice is everything in my book. The level of your sacrifice is gonna create the level of your opportunity. In order for you to go up, you have to be willing to give something up, right? You can't create something from nothing. So what are you willing to change in your personal life? What are you willing to give up? What sacrifices are you willing to make to get to where you need to get to? And as you climb the roles inside of an agency higher and higher and higher in leadership, you have to make greater and greater sacrifices. But at the end of the day, the more sacrifices that you're making at that level, the more lives you can impact, and the more of a role that you can have within this company.

SPEAKER_01

Facts. I'm looking for this thing on my phone. Handwritten notes. Alright, my one of my first events in insurance, the dude said, get a piece of paper out and draw out a t-chart. And on the left side of this T chart, I want you to put everything you want. Your BMW, your vacation, your girlfriend, your uh house you want to live in, put it all there. Okay. This is the best exercise I've ever done. Ever. On the right side, I want you to put down everything you're gonna give up to get those things. Okay. So I did this and I have it somewhere. It's like you need to find it and frame it. Dude, it's in like my storage somewhere, but I kept all this stuff. I kept all my old schedules, all my old notebooks, everything. Drew, you've seen it, right? I have, yeah. Where is that thing? I think it's in your storage, dude. We gotta find it. Yeah. Okay. So I did mine. I'm 18 years old, and it says on the left side, save 5,000. That's what I wanted. I want to save $5,000. Dude, it was actually awesome. It was like, I want to read the Bible more. I want to um I want to get 10 people to a national conference. That was my left side. I want to get 10 people to a national conference. I want to uh win a carrier trip. And on the right side, I broke down in detail every single thing that I was gonna do. And one of them was like, I will dial this many dials every single day to ensure that I hit this number per week. Like I had everything broken down, what I was gonna give up, how many days I was gonna be willing to travel, all these different things. And then one day, dude, I I'm in a meeting, there's like 200 people in there. And I had watched the way Sean worked to run this company. He was on a flight every day. It was like the craziest, the craziest amount of flight southwest flights ever. And anytime I'd be with them, there would always be somebody scared on the flight, and he would look at them and he would say, I just want to let you know, if this plane crashes, you're sitting next to the sole survivor. That's definitely what I can imagine. And I would laugh every time. But I asked everyone in the room, how many people would love to have the family first life organization underneath them? And how many hands do you think were raised? Every hand. And then I said, Are you sure? They're like, Why? I'm like, are are you willing to do what was done to have this organization? And I had his schedule. It was like, dude, it was so many flights. It was like 500 flights for the year. And I'm like, are would you be willing? You're not getting paid when this starts, and you take this many flights per year, you're not with your family on any of these days. Keep your hand up. Okay, bro. And hands just start going now, like, shh. But it's a good thing to do. It's a good exercise to do.

SPEAKER_02

Great exercise to do.

SPEAKER_01

Like, how many people want to be successful like you guys? But dude, you don't have any. This is your purpose. You do nothing but this. That's it.

SPEAKER_03

Change lives. I firmly believe that I'm not here to sell insurance. I mean, yeah, I'll sell at a high level, right? Last month, I think. What you do last month? Like $70,000 if you pay or something like that. $70,000. But we're here to change lives. That is the main reason why we're here. Because all it takes is a single phone call. All it takes is a single day for an agent to come in. You show them how to make $300 to $500, their life can be forever changed. They can heal their past trauma, generational trauma, they can retire their parents, they can go out there and they can bring other individuals into another life-changing opportunity, right? We sit here and think about this today. Why are we here? No matter what, we were going to be insurance studs, but we're here because at the end of the day, you and Sean gave sacrifices at such a large level that created this platform for each and every one of us. How many agents has that touched? How many families has that affected? Right? So now each of us have a duty, responsibility, and obligation to carry that torch forward. You guys created the machine. It's our job to keep scaling it. And our job.

SPEAKER_01

Yes. I love it, dude. That was sad. Alright. What am I missing before we wrap this up? Because I don't want to miss nothing. What do you got, Tyler? Talk about anything.

SPEAKER_03

We could be over 15 minutes.

SPEAKER_02

He's been, you know, before he came, he was talked about. He goes, bro, I was I watched every FFL and every Andrew Taylor podcast. I had to do that. And a couple years ago, and now you're here. You know, why don't you talk about that? You know.

SPEAKER_03

Yeah, so I I hunted you down a long time before I ever came to Fail My First Life. Love it. The reason being is because you were growing at a rapid pace. You already had a name. And even though I was in captive and you were in independent, I was like, there's something here that I can be taught. And I'm a firm believer that I don't need to be in the same room. So I probably watched every single podcast you ever did. That's awesome. And prior prior to exiting the captive space, I spent six months of hard research on everything I can learn. Everything. And it put me in a position where I was able to make the exit, transition over, right at a very high level. And what most people don't understand is the platforms like this podcast and YouTube, it's an archive of knowledge. See, me and Rob laugh about this all the time. We went through years of this, so you can just go through weeks of this.

SPEAKER_01

Right? Love but going through years of it, you think it's not a blessing, but it is. Oh, it is. Oh, it is. That other person's gonna have to go through years of something else. Something else. Yeah, but like you need that. You need that. That's the best part of this whole thing. Builds character, just what it is, you know. 100%. Alright, I have a question for you guys. I've talked to many people recently, and they they get on the internet and they're looking for a place to get licensed because the words out that life insurance is good. But a lot of people go, I was told don't work at FFL because you and Sean are bad and you'll hurt people and you do all these things that are not ethical. And it's kind of insane the stuff that I hear. Yeah, it is. What do you guys do you guys hear that? What's your opinion on it, and what's your experience? Yeah,

Handling Rumors And Closing Challenge

SPEAKER_01

I hear it. It's childish.

SPEAKER_03

At the end of the day, right? Every single company that you can look up, every single company out there, you're gonna find positive and you're gonna find negatives. And a large portion of why FFL can get that heat is because the level of diversity that is present here. There's hundreds and hundreds of agencies, each are rand independent, each have their own cultures, their own people. So to form that opinion as a collective, at the end of the day, you're the person who's shutting the door on the greatest opportunity available for your life. And that actually saves me a bunch of time. Because if you're willing to make that fast of a judgment without ever spending a day in our shoes, please let me go ahead and work with someone else who wants this opportunity more than you.

SPEAKER_02

Yeah. And I'll touch upon that as well. Well said. First of all, shut up. Okay, it's annoying. Like just saying, just saying stuff to say stuff. Like stop. Uh next thing is they talk about the book of business situation. Bro, I'll log in right now. All my carriers and all my book of business is in there. Oh, they just make stuff up. So we just randomly submit stuff said about Andrew stuff very much. Sean, I'm like, bro, uh one call Andrew Taylor. He'll answer the phone. Or if he doesn't, he'll he'll respond back. Sean Mike, guaranteed he'll respond back that day. These are people like yourself, Sean, these people who've been doing this who have literally accumulated hundreds of millions of dollars in premium, who are still at to a certain extent at the ground level, checking up on their people, making phone calls all day. You know, the amount of donation, this, that, it's not even the the world is so different from what these people are talking about and what you guys and ever and FFL has accomplished. It's not even a topic of discussion because it's so far and in between. It's like, bro, you don't even know what you're saying. You know, so yeah, that's that. And you know, if somebody's telling you don't, you probably should. Yeah. You know what I'm saying?

SPEAKER_01

And it probably should. Alright, boys. Good stuff. Let's grow, let's grow, do some serious damage. And and my thing, when we opened up 13 years ago, everybody was saying, these guys are gonna go to jail. That was the rumor to get us shut down. That the old company we left made up. People call me, we can't work with you, you're gonna go to jail. And the best thing Sean ever said to me, out of this is the most important thing out of all the years I worked with them, was while everybody's talking, we're going to work, and when they look up in a year, they're gonna be like, How did they do that? Because they're all just gossiping. Yep, yeah. But let's grow, work, let's do that. If you guys are watching this, I do want to ask you a favor, which I've never done. If there's things in here you like and you're watching this, can you please let us know in the comments? Because we want to we want to bring more content that people want to hear, but we don't know if you don't tell us. Um you guys, thank you for what you're doing. Of course, man. Thank you. If anyone wants to hit you up, we put your Instagram here. Yep. And let's let's do this. Thank you guys. Let's make it happen. Good stuff. Let's get after it.

unknown

Let's go.

SPEAKER_01

Factory fresh. Factory fresh.