This 26-Year-Old Left Amazon Selling to Build a Massive Insurance Agency (Ep. 283)

A lot of people say life insurance is “hard” or “awkward” until they see what a clean system does to a brand-new agent’s results. We talk with Cliff Judeh about going from an Amazon FBA and FBM hustle to building real momentum in life insurance sales, including the early weeks that humbled him, the 90-day breakthrough that flipped the switch, and the habits that helped him stack consistent income without blowing it on lifestyle.

We get specific about the mechanics: a boot camp that forces repetition, daily script training, objection handling, and a culture that keeps agents hungry instead of burned out. Cliff breaks down how he opens inbound calls, how he builds rapport while still being direct, how he finds the client’s “why,” and why referrals can be the fastest way to double production. We also dig into persistency tactics like billing alignment for Social Security clients, plus why “postdating” is a last-resort tool, not a lifestyle.

Then we zoom out to the business side: lead generation versus friends-and-family models, budgeting for taxes and marketing, and the real cost of e-commerce logistics through a story about trying to sell thousands of jars of salsa. If you care about final expense, whole life, IUL conversations, ethical selling, and building an insurance agency that scales, you’ll leave with a practical blueprint and a mindset reset. Subscribe, share this with an agent who needs a push, and leave a review with the one objection you want us to break down next.

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

Transcript

SPEAKER_01 0:00

What's up everybody? Andrew Taylor here. Today we have Cliff Jude with us. Thanks for coming in, bro. So Kakish, is this your cousin? It's my first cousin right here. So your mom your mom's or dad's brother's kid. Correct. Which one? My mom. His father, brother and sister. That's awesome. How many years apart are you guys? I'm 32. You just turned 22. Six years apart. Six years apart. Cool. And when did you get into life insurance?

SPEAKER_03 0:29

Fourteen months ago.

SPEAKER_01 0:31

So you've been watching him for quite some time, yeah. What were you thinking?

SPEAKER_03 0:37

I mean, you know, there's always a stigma to life insurance. I mean, everyone has that weird stigma, but then when I got in depth into it, I just I fell in love with it. There's nothing like it.

SPEAKER_01 0:46

And you had your biggest month at 48k. What's your team doing?

SPEAKER_03 0:50

Last month of May, right? Uh we did 580,000.

SPEAKER_01 0:54

So you're ripping. 588. Getting to 500 is like kind of the hardest part. After that, it gets a little bit easier. Oh yeah. That's awesome, man. Well, what'd you do before life insurance? How did you what what brought you to do this?

SPEAKER_03 1:09

Um, I was selling on Amazon. Um, I did FBA and FBM. And then um that was going well for a little bit, but then you know how the market is and products and all that. So I ventured over the s I ventured over to something more sustainable and came here.

SPEAKER_01 1:24

That's awesome. What did you not like about what you were doing?

SPEAKER_03 1:28

It has its ups and downs. Um at the end of the day, everyone needs life insurance, right? Everyone passes away. So I mean, why not go into something that's like really recession proof, you know? And came over here and got this got got us going.

SPEAKER_01 1:42

And what are you doing like a week in sales yourself?

SPEAKER_03 1:46

Close to 15,000.

unknown 1:48

Yeah.

SPEAKER_01 1:48

Easy. Easy. Yeah. It's not hard.

SPEAKER_03 1:51

I mean, with our systems, it's really easy. You know, we're averaging about twenty twenty inbound, twenty to thirty inbound calls a day. So I mean for you. For me, yeah.

SPEAKER_01 1:59

Cacus, should we do a challenge right now? If you're really bad at this, you're terrible at this at life insurance. You're thinking about quitting right now. Come to your office for a day. Sure. And we will document this, and you think you can get it them doing well. I like I said, 100%. Easily.

SPEAKER_03 2:23

Yeah.

SPEAKER_01 2:24

Why?

SPEAKER_03 2:25

I mean, our so the stat is, and me and my team, we broke down the numbers. Um, it takes our average new agent three days to make their first sale. And that's with the no prior sales experience. So I mean, someone with the experience in life insurance coming over here, I'd say a few hours, yeah.

SPEAKER_02 2:42

Do you remember what's how many how many billable calls was the CPA on that? For me? For for the average agent that comes in.

SPEAKER_03 2:50

Yeah, like 82 bucks. So one out of four.

SPEAKER_02 2:52

One out of four, one out of four. Eighty four dollars.

SPEAKER_03 2:55

Yeah, yeah, one out of four.

SPEAKER_02 2:57

So we'll get it done. Anybody who anybody who's not making it happen, you come to the office, he runs the ranch of Cucamonga location. All right, beautiful big office over there. I'm also in Orange County. So anybody, actually, anybody from anywhere can come out for a date. We'll show you how to get down.

SPEAKER_03 3:11

Yeah, it's a great environment. It's fun. That's awesome. Yeah, it's not boring. We actually make it fun, you know, challenges and it's cool.

SPEAKER_02 3:19

You did a really good job on the culture setting.

SPEAKER_01 3:21

What's your uh like what's your background? Are you married? No, I'm uh single. Single, okay. Rob, what are you doing? Single dudes. I know, I know.

SPEAKER_03 3:34

Yeah, I'm more focused on the business. Did you have any long-term girlfriends or anything? I did, yeah, recently, yeah.

SPEAKER_01 3:39

Oh, so you're recently single?

SPEAKER_03 3:41

Yeah.

SPEAKER_01 3:42

Nice. You having fun?

SPEAKER_03 3:45

Not really, no. Uh more focused on growing my business. Like, my main goal in the next two months is to um, and I think we will, 100%.

SPEAKER_01 3:54

I love it. Yeah, tracking.

SPEAKER_03 3:55

Yeah.

SPEAKER_01 3:56

Tracking.

SPEAKER_03 3:57

More focused on like the long-term game, you know. Women could come later, but for now, we gotta execute, you know?

SPEAKER_01 4:03

Yeah, get set up. Get set up, man. Yeah. I love it. Yeah. Did you did you have sales experience?

SPEAKER_03 4:10

No, never.

SPEAKER_01 4:12

Never. Okay. Were people making fun of Rob when he got into life insurance?

SPEAKER_03 4:18

I mean, not really, because he's always been a hustler, but I mean, you know, everyone, everyone's gonna say something. Everyone's gonna hate no matter what. You know, when someone's getting money, they're always gonna hate on you. So yeah.

SPEAKER_02 4:30

Did you ever care? And bro, you know I don't care at all. Any at all, at all. You know, there's no shame in any type of work, bro, as long as it's clean, legal, and ethical. But, you know, he's he's been literally my first cousin. I was shoot, bro. I was I was helping change this guy's diapers. You know what I'm saying? Yeah now, now uh we're in business together, which is incredible, you know, the family business. And his brother is also in the business, Chad. So and my other cousins too. And our other first cousins. So it's a beautiful family business. But he was he's been looking for years, and it takes that consistent drip, especially on social media, to continue to drip and drip and drip because it's not a fluke. If you if you post here and there, it's like it's a side thing. But when it's consistent over this much time, obviously it was super believable for him at this point. He goes, Okay, bro, you're opening up your third office, you're doing this, you're traveling the country. I need to come see what's going on. You know, and now you know, you're in the business, he's grew faster than me. 600 grand, you're in. What do you think you're gonna do this year?

SPEAKER_03 5:31

Uh God willing, I think we'll end the year like maybe 1.4, 1.5.

SPEAKER_01 5:39

I love it. Yeah, okay. Walk us through a new agent with you guys. How do you get them selling in three days? What exactly happens?

SPEAKER_03 5:48

Okay, so we have our own boot camp. Right. So we make our agents complete the boot camp. I make them actually complete it twice, right? Um, because sometimes when they do it one time, they try to rush through it. But the second time I sit down with them and actually reiterate everything with them. Um and then after that, um, we do two trainings a day. So one at 12 p.m. and then one at 8.30 at night. And the one at 8:30 at night is more like in-depth, and I call on people and we train for like two hours. We end at like 11 o'clock every night. We have like 70 agents on. Um, but in office, um, I get there about six o'clock, try to get one or two out, and then I just work with my guys all day. Anyone struggling, I'll sit next to them for

Boot Camp Training And Culture

SPEAKER_03 6:26

an hour or two, um, kind of critique them in a sense, and then just get it going. That's pretty much it.

SPEAKER_01 6:32

Do you guys do phone script training, anything? Every single day.

SPEAKER_02 6:35

Yeah, every day. Every day. Every day, every Monday through Friday. There's uh objection handling. All organizations should have this: objection handling, script training, uh, product training, all that stuff. Every single day, 12 p.m. Pacific Standard Time, we have a training. And then he took it upon himself that every Sunday, Tuesday, and Thursday, Sunday, Tuesday, and Thursday, he has a nighttime training for about an hour and a half, two hours. And that's with the in-depth just for his organization. So how many people are getting on these?

SPEAKER_03 7:06

I have like our most at one point was like 90 people. Uh, but those were like some loose stragglers, but consistently about 50 to 55. It's a c it's a culture thing. They look forward to it.

SPEAKER_02 7:17

Yeah, and that's a beautiful thing. They look forward to it.

SPEAKER_01 7:20

That's legit. That's a huge deal. So how many teams don't have anything? Tons. How do you build that if you don't have it?

SPEAKER_02 7:28

You started from the beginning. If you don't have it, that there needs to be a a a reset in culture, right? So, like, you know, especially for your guys, you're running the show over there. Yeah. What what did you keep doing that created this culture where everybody wants more training? Everybody wants to get on camera, everybody wants to get on Zoom in comparison to being a drag or a burden.

SPEAKER_03 7:47

I mean, they need to they need to see that there are people, there are young men who are 18 years old making a hundred grand a month here. You know, they just need something that opens their eyes. Um and then when they finally see that, I think it kind of like, I mean, as long as you're a hustler and you, you know, you want something out of your life, I kind of like cuts them open a little and they're like, all right, I gotta get going, you know. Um, but in a sense of like team building, we just build a camaraderie, you know. Um anytime one of my agents get a sale, every single person in my chat will congratulate them. Um and I think just the energy flow and everyone's always hyped up and pumped, it it just it works wonders.

SPEAKER_01 8:22

That's awesome. Okay, if you if somebody if somebody starts, what can you tell them the first 90 days would look like for you and how fast were you successful?

SPEAKER_03 8:33

Uh my personal experience?

SPEAKER_01 8:34

Yeah, that's a good one.

SPEAKER_03 8:35

Oh I'm gonna be honest, I sucked. The first 90 days, I sold one policy.

SPEAKER_02 8:41

What?

SPEAKER_03 8:42

Yeah. Um, but but it was because one, I had too much pride. Um, I made a good amount of money on Amazon, then I ventured here, and um, I was just being idiot. You were too cool, yeah. Like too cool. I had too much ego and stuff, and then Rob was like, You'll see, sales are gonna kick you. Like, this is this is what will make or break you. I'm like, Yeah, yeah, yeah. And then when I got into it and I got told, you know, kick rocks a hundred times on the phone, or excuse me, a thousand times, finally I just sat down and was like, I need to reevaluate reevaluate myself, and I just got to it, honestly. The next month I wrote like 20K and then just up from there. Yep.

SPEAKER_01 9:19

And then how many so it took 90 days to have your breakthrough, would you say? It did, yeah. Jack, you calls that like there's a point in time where you're really stressed and you don't know if it's gonna work. Yeah, and then one day you're like, he calls it the mu you got the monkey off your back. One day you're like, oh, if I do these numbers, these amount of calls, and get this amount of leads or inbounds, I'll get this return. And he's and everybody has a different date for that. But the faster you go through stuff, the faster that date comes, right? Yep.

SPEAKER_03 9:58

It was it was horrible. But I mean, at the end of the day, it's like if you see everyone else winning, why can't you win?

SPEAKER_01 10:04

You know?

SPEAKER_03 10:04

And so you just have to put your mind to it, honestly. It's all a mental game.

SPEAKER_01 10:08

Now, how much money have you made?

SPEAKER_03 10:12

Uh like in the last 14 months? Yeah. Over half a million dollars.

SPEAKER_01 10:18

How much have you kept?

SPEAKER_03 10:20

Oh no, I save my money.

SPEAKER_01 10:22

Um, I don't spend too much.

SPEAKER_03 10:28

I'm not really into designer clothes or anything like that.

SPEAKER_01 10:30

You're not keeping up with the Joneses? Nah, nah. I'm more I'm more into something on his wrist.

SPEAKER_03 10:35

He's conservative. What do you got on your wrist? I mean, I got a few watches. Who doesn't like watches?

SPEAKER_02 10:39

But you know, what do you got?

SPEAKER_03 10:43

This one actually was gifted by Rob Kakish.

SPEAKER_02 10:46

Oh, when he hit his first half a million. Yeah, so yeah. But he takes care of his people too. There's a lot of money you spend, you're spending on your people too, which is good.

SPEAKER_03 10:56

Yeah, I bought my mom a car. What'd

The 90 Day Breakthrough Mindset

SPEAKER_03 10:58

you get her? I got her uh C300 2026. Is that a Mercedes? Yeah, it's a Mercedes, yeah.

SPEAKER_02 11:05

Dope. A year into game actually. He was like six months in the game game. Getting your mom a Mercedes.

SPEAKER_03 11:11

But that's the that's Do you live with your parents? No, no, I have my own house.

SPEAKER_01 11:15

Okay.

SPEAKER_03 11:15

Yeah, yeah. But that's the things that like make me happy. I'd rather spend it on the people who I love than on myself.

SPEAKER_01 11:21

That's what I'm saying. I'm the same way. Yeah. I don't got this dude in here wants me to get a supercar, and I'm like, No. You talked about that actually. You get a supercar and I'll show people it.

SPEAKER_03 11:34

I wouldn't mind.

SPEAKER_01 11:35

Wouldn't mind. It's coming.

SPEAKER_02 11:36

He he'll get one soon. He's been talking about it.

SPEAKER_01 11:38

I'm gonna get one, but it's gonna be equivalent to buying a Starbucks coffee. Okay as far as like financially. Cash flow-wise. Yeah, cash flow-wise. It'd be like, it's just like getting a coffee a day. He's almost there. Andrew's there already.

SPEAKER_03 11:52

That was a Cynoflex. I like that.

SPEAKER_01 11:53

No, when I get to that point, I'm gonna be like, oh, it's no big deal.

SPEAKER_03 11:57

Oh, okay.

SPEAKER_01 11:58

Yeah. Alright, so you're saving your money. How much are you spending on leads?

SPEAKER_03 12:03

Uh on average, about $1,500 to $2,000 a week.

SPEAKER_01 12:07

Dude, this is good. I like that you're in here because yesterday I was on the phone with someone. They made $800,000 last year. They have zero dollars left. And they live like they're a billionaire. I'm like, bro, you can't just keep getting new cars and bigger penthouses. And my advice to them was to get rid of all that stuff and reset. What do what's your opinion on that?

SPEAKER_02 12:38

I would shoot. I I know, you know, with you guys, I we I'm open about my situation. You know, I had a million bucks, I lost that thing seven eight months because, you know, some things that happened, you know, so everybody needs to be saving their money. I tell a lot of my guys every deposit you get, 10%, at least right now, goes to tax uh taxes, 30% to your personal or business savings, 30% to your personal or business checking, and then 30% to your marketing. Every deposit you're moving it properly, which is leads.

SPEAKER_01 13:08

Yes, marketing is the leads, correct. So two grand a week and you're literally writing 15. Yep. 60 G's new IP report came out.

SPEAKER_03 13:19

Yeah, for me of 60 G's.

SPEAKER_01 13:21

And your persistency's good?

SPEAKER_03 13:22

It's good, yeah.

SPEAKER_01 13:23

I would say that's what he was on stage for at Ignite. He's smooth.

SPEAKER_03 13:27

Try my best.

SPEAKER_01 13:30

Yeah. What kind of agents are you looking for to hire?

SPEAKER_03 13:34

Um, I honestly vet people out. I don't just take anyone on. I'm not really desperate for people. I think when you're in a desperate mindset, it doesn't attract anything good, honestly. Um, I look for someone who's hungry. Um, no ego. Like I think I look for the opposite of myself when I first started. Um, but I just look for someone that's hungry and they really want it, you know. Um everyone can say they want it, but no one's gonna put in the hours like we do. I mean, we work six days a week, even seven days a week sometimes. Uh we get to the office, oh not everyone does, but my main managers we get there 6 30 and we leave at 7 o'clock every day.

SPEAKER_01 14:09

How much money did you make in your Amazon store?

SPEAKER_03 14:13

I was doing good, I can't lie.

SPEAKER_01 14:14

Like what?

SPEAKER_03 14:15

Um I grossed, so I did it for two years. Uh first year I grossed like 950. What'd you net though? Gross don't matter. 370. About 370. And then my second year, uh, I did two million, and then I took home about 680 grand.

SPEAKER_01 14:32

What were you selling?

SPEAKER_03 14:33

I was selling everything. Uh, a lot of Procter Gammo products, um, a lot of like, you know, those thermostats, like the EcoBeat thermostats, those are my biggest thing. I did like 400 grand in that those are all over this office. Yeah, yeah. Uh Cyber Monday was my best day. We did 100 grand in sales.

SPEAKER_01 14:51

What did you do? Just like link it or what?

SPEAKER_03 14:53

No, um, so um I actually owned a brokerage too, so I would wholesale products. Um I had that on the side and I sold on Amazon.

SPEAKER_02 15:02

Yeah, he had something genius going on for a while. Yeah, but like are you drop shipping this stuff? Are you actually?

SPEAKER_03 15:08

So Amazon there's FBA, so fulfilled by Amazon. So Amazon handles everything, but they take too many fees. So I was like, I'd rather just do it myself. Um, and then that's called FBM, fulfilled by merchant when you do everything. Um, but it was tiring. I had no memory.

SPEAKER_02 15:23

He had a garage with 200 boxes being shipped out, 2000.

SPEAKER_01 15:27

All right, so we gotta we let me tell you guys the story of Uncle Jimmy's salsa, because this all ties into Amazon. Uncle my Uncle Jimmy comes over on Super Bowl and he makes really good salsa. You had some last night because he made it homemade, and I am like, we should jar this and sell it, and he thought I was kidding, but I was like, the next day I'm calling uh copackers to get this mass produce to sell. And because I'm like, dude, it's so good. How hard could it be to sell salsa, right? So I find this dude and I talk him into making 8,000 jars of salsa for me. And I have to get like I have to get uh FDA approval and all that or food and drug and yeah, FDA

Amazon Lessons And The Salsa Story

SPEAKER_01 16:22

approval for all this stuff, the recipe, what's going in it, everything. And um they ship 8,000 jars on pallets to my office, and and I didn't even think this far through, like, what the hell am I gonna do with it? So then I'm like, dude, let's get this on Amazon. Well, dude, Amazon was killing us with fees. Like, just to sit there, they charge you. Like, if it just sits there, they charge you. And then I realized, dude, I gotta sell a jar of salsa for like ten dollars to make two dollars. A thousand jars is two thousand dollars. One life insurance policy could make me two thousand dollars, and you have no storage, you have no product, you have none of this headache, you have no shipping, you have no comp well. If you have complaints, most of the carriers have customer service departments, they're taking care of things like that. But dude, it made me realize how nice this industry is. Oh, it's so nice. Now we did end up selling all of them or giving them away, but dude, there it's all over TikTok. Like, there's have you ever looked up Uncle Jimmy Sauce on TikTok? Bro, there's video after video of people going, This stuff's so good. But we ended up shutting it down because the shipping process was so hard. Logistics is tough, and it's and it weighs a lot.

SPEAKER_03 17:54

So yeah, shipping fees are outrageous. Yeah, it needs into all the profit.

SPEAKER_01 17:59

I should have called you. Yeah. And then if you want to get in the grocery stores, you gotta pay a a fee rent. You're paying rent in the grocery stores for the products to sit there. You're not paying like if the jar sells, you get paid. You're paying literally rent like real estate. Like, how are you gonna beat all these big companies? You're not. You're not. So, anyways, that is just another testament to how good life insurance is.

SPEAKER_03 18:34

$1,000 net on a product? 30 minutes here, literally, to make a thousand dollars like that and help a beautiful family out, and then guess what? You get the referral, which equates to two thousand dollars on pay commission in a span of an hour.

SPEAKER_01 18:47

And then teach an agent, and then teach multiple agents, exactly. Why'd you stop doing the Amazon thing?

SPEAKER_03 18:54

Um, so on Amazon, the only way you sell is if you get the buy box. I don't know if you know what that is. So, like, you know, when you go on Amazon, let's just say the first product, it'll just say buy.

SPEAKER_01 19:04

If you don't get the buy box, you don't sell anything. You're done. You're done. And that's single-click buy.

unknown 19:10

Yeah.

SPEAKER_03 19:10

And I was I I had a little technique, I don't know, for whoever's watching. Um, I would put it one penny cheaper, and I would get the buy box. And then Amazon caught on to that, and then they just they just started hating on me, and then everything went downhill.

SPEAKER_01 19:26

So, yeah. That's insane. That you how did you find random thermostats to sell?

SPEAKER_03 19:31

Like it wasn't necessarily thermostats, that was my biggest product. Um, I sold everything, man. Everything, everything I could get my hands on, I was selling it.

SPEAKER_01 19:39

So you had a legit Amazon store that had all kinds of stuff.

SPEAKER_03 19:42

Oh, yeah, I had like 280 reviews.

SPEAKER_01 19:45

How were you getting the thermostats from China or something?

SPEAKER_03 19:47

No, no, no. I had wholesalers throughout the entire city. Like I would make friends with people at stores. Like, I don't know if you guys have seen those like bargain marts or stuff like that. They get stuff for cheap. Um, and then I would just become friends with them. Um it wouldn't always be too business oriented, it would more be on like a friendship level, and then obviously, you know, I'll work my way to it, but um, yeah, I just met a bunch of people and then I networked. I created a telegram, I had like 120 users on there who were buying products from me religiously, and then I would sell on Amazon as well.

SPEAKER_01 20:17

That's crazy. That's crazy, yeah. And you just said this is too much now, I'm gonna stop.

SPEAKER_03 20:22

It wasn't necessarily too much, I enjoyed it. Um, it was just like Amazon was just they're a pain. They'll hold your money for a month. You have a lot of money sitting there, they'll hold it for a month. I still actually have money sitting in Amazon that I've been trying to get out.

SPEAKER_01 20:36

What about staff?

SPEAKER_03 20:38

I'm gonna be honest. I um my poor mom, uh, so she would work, she's a nurse, and then she would come home and help me.

SPEAKER_01 20:45

Pack stuff and shit.

SPEAKER_03 20:46

And my brother would help me. I give a lot of like praise to my brother for that too. And my little sister, actually. But I was paying them good too.

SPEAKER_01 20:53

Are they all selling insurance yet?

SPEAKER_03 20:54

So my brother is, and he's doing great. He sells like 30 grand a month. Um, and then um I brought my two other cousins. My little cousin, his name is Christian. Uh, I think last month, he's 18 years old, by the way. 50 G's?

SPEAKER_02 21:06

50 grand. Personal production. He graduated high school 17. Hold on, say that again.

SPEAKER_03 21:10

Yeah, he's 18 years old. He graduated high school two weeks ago, and he would only come for like three hours a day. And he was averaging 30 to 40k in IP, and then last month, 50 or like 49 or 50 years old.

SPEAKER_02 21:23

But he finally became full-time. This guy was he was selling policies during lunch as a 12th grader.

SPEAKER_03 21:29

Yeah.

SPEAKER_02 21:30

Helping families.

SPEAKER_01 21:32

Oh, yeah. Dude, we need him on. Yes, yeah, we're gonna get him on.

SPEAKER_03 21:35

Oh, he's a stud. He's a stud. And I sat with him and I trained him for a very long time, and he just goes, I got it, thank you. And he just He's smart. Crushed. And he has he has like seven agents under him now.

SPEAKER_01 21:47

Building a squad. Bro, he might be the biggest person at FFL that FFL ever had. Right. That young too. He didn't even graduate yet.

SPEAKER_02 21:56

He's graduated officially as of two weeks ago. Yeah, two weeks ago. Yeah. So that's insane. He's got he's got a little army coming.

SPEAKER_03 22:03

Oh yeah, he's adamant about writing a hundred K every month. And he does it, honestly. He's averaging like three, four deals a day. How he talks to clients is it's hilarious, but it's it's incredible.

SPEAKER_01 22:13

What does he say?

SPEAKER_03 22:14

It's just how he pitches, like, hey buddy, how are you? Like stuff like that. It's just funny to me, you know?

SPEAKER_01 22:19

Like like because he's so young. Yeah, so he's saying like he doesn't want the person to be cooked or something like that. Like that lingo.

SPEAKER_03 22:29

Yeah, they're slang, yeah.

SPEAKER_01 22:31

Yeah.

SPEAKER_03 22:32

That's funny.

SPEAKER_02 22:33

Cooked. Oh man, he's cooking alright.

SPEAKER_01 22:35

Yeah. It's awesome, dude.

SPEAKER_02 22:38

There's nowhere, there's nowhere that you can be so young and and print clean legal money like that. And he's helping a lot of people. He's helping his family, he's putting a lot of people on as well. So it's a direction as well for a lot of these young guys. You know, it's a direction here.

SPEAKER_01 22:53

Yeah, where do you go?

SPEAKER_02 22:54

Yep. And it's not even just the financial thing. We're always we're we're talking about we're we're talking about communication, developing yourself, so it's a whole thing to it.

SPEAKER_01 23:03

Dude, yesterday somebody called me. They've had success in the industry years ago, a lot of success. And they're used to like the the WFG model where you recruit, you sell your friends and family, all this stuff. Yeah, yeah. Would you have ever done that? No. No. Why?

SPEAKER_03 23:25

I think they would all hate me. I think my family would hate me if I'm trying to sell to them every day. Would you have ever done that model?

SPEAKER_01 23:31

Absolutely not.

unknown 23:32

Nah.

SPEAKER_01 23:32

Now that model does work because people make money. It does. And that like they sell a lot of insurance. But I would never have done it either. Like I wouldn't be in insurance if it was the I have to recruit and go to meetings on Saturday and sing songs and do all this stuff.

SPEAKER_02 23:48

And get praise for doing one policy a month.

Leads Model And Industry Shift

SPEAKER_01 23:51

And get praise for doing one policy a month. I would never have been interested in it, right? Yeah. But this guy that calls me goes, I went to the Ignite and I had this is what I came from. This is what these are my thoughts leaving. One, he said, the older agents that don't know about this, they're still pushing the old model. Two, he's like, all the young agents were there. All the young people were there, the new generation of life insurance, and they want leads. And I saw people on their tippy toes screaming to try to get leads. And I also saw that people were flexing that the more leads they sp, the more amount of leads they spent, lead money they spent, the cooler they were. That's beautiful. He was like, which I thought was interesting. And he was like, I also saw that people like to do their own marketing. They want to spend money on marketing. They don't want to talk to friends and family. And then he was like, I also went through your guys' comp plan and I realized this is the best builder model. It not being good for people building teams is a lie. But it's also really good for the producer. Absolutely. And I was like, yo, so he goes, So I'm getting in the industry and I'm gonna use leads. I'm not doing it the old way, I'm changing, and this is the Netflix blockbuster thing happening in the life insurance industry right now. Well said. And I was like, yo, at least he caught on. Yeah, some people don't. Now, when FFL opened up, so life insurance used to be really for rich people. Like Prudential and all these big companies, they wanted to sell people that were rich big policies. Okay. Family First Life opened up and it was designed for middle income America, which it was we'll sell a $20 policy, we'll sell a $50 policy, we don't care if you make a thousand a month. And and we're using simplified issue, which gets approved right away. And a lot of these big companies would make fun of us. Like, ha ha ha, look what they're doing. That that's that's that's not good business. We write um, you know, fifty thousand dollar a year premiums, a hundred thousand dollar a year premiums, two hundred thousand dollar premiums, we're hanging out at the Hamptons and on the golf course and all this other stuff. Well, dude, now guess what? They're like, oh shit, look how big, look how big they are. How do we get in? You know?

SPEAKER_02 26:43

The masses, you gotta think about it, the masses is middle America. Yeah. Right? So we're actually catering to the majority.

SPEAKER_01 26:50

But I'd rather do that anyways. Regardless. Of course. Because we are middle income America. Yes. Like that's how we grew up. Uh-huh. Check this out. I was telling someone this. Every person at FFL is first generation money. Dominic Rogers, you know what his previous career was? He might get mad at me for saying this. I'm not gonna say it actually. Uh I was working at the grocery store. What was Frankie Euphemia doing? I don't remember. I don't even know what he was doing. That's a mystery. There was a septic tank pumper. Uh Sean was a social worker. The CEO was a social worker. Unbelievable. Unbelievable. And like the fact that all these people have had so much success and it's all first generational money. It's awesome. It's the best thing ever.

SPEAKER_03 27:44

It's a blessing.

SPEAKER_01 27:44

Isn't that cool?

SPEAKER_03 27:45

It's amazing. And the bonuses are incredible here, too.

SPEAKER_01 27:49

Well, people hate on that. He just feel that. Some people told me I was told not to work there because of the bonuses.

SPEAKER_03 27:57

That that doesn't I don't know why someone would ever say what it's free money.

SPEAKER_02 28:02

He got an email. He got an email. He looked into that email. He goes, Rob, what is this? I was like, bro, you're growing. This this is what you got thousands and thousands and thousands and thousands of extra dollars that just hit your bank account, just fill out the W9 form. He goes, It's just for How much was it?

SPEAKER_03 28:16

Um Well, they owed me a little money, so it was like $5,500. But that's extra. But that was for March. March really IP like $200, right?

unknown 28:24

$220.

SPEAKER_03 28:26

My team.

SPEAKER_01 28:26

So your team issue paid $220, you got $5,500 on top of your overrides, renewals, personal production, your comp, which is high on top of all that.

SPEAKER_02 28:40

All that. And that was that was two months ago. That's not even counting last April.

SPEAKER_01 28:44

April should come out soon. Dude, someone called me, they're like, Yeah, man, my IMO said like, because I think don't quote me on this, but I think FFL's bonus is around five million a month, four to five million a month, going back out to managers and producers, and someone called me and goes, Yeah, I was told like the bonus system sucks. And I was like, What's the bonus system at your company now? That's what he said. Nothing. Nothing.

unknown 29:11

Yeah.

SPEAKER_01 29:12

And I'm thinking, like, bro, are you really running your mouth? I'm so confused.

SPEAKER_03 29:20

It it makes me want to scale more, though.

SPEAKER_01 29:22

Yeah, yeah, yeah.

SPEAKER_03 29:23

Of course.

SPEAKER_01 29:24

You know, that's a hit. That's a nice one. Yeah. That's nice, bro.

SPEAKER_03 29:28

Yeah, it's money.

SPEAKER_01 29:28

Oh, that alone makes you want to scale more. Of course.

SPEAKER_03 29:31

When I saw that, I was like, because Rob harped on, he goes, Wait till like Rob loves Rob loves his company, a family first life, but he's like, wait till you see those bonuses. And I heard about it, but I never got one. I'm like, okay, where is it? And then I get a random email. I go, oh Rob, look. Then yeah, it was it was incredible.

SPEAKER_02 29:51

That alone pays that mortgage car pays.

SPEAKER_03 29:54

All that. Yeah. It's a blessing, honestly.

SPEAKER_01 29:57

So the rest of the city is. You guys are a lot alike, actually. A little different. He's calmer, but you guys are a lot alike. That's my blood right there. I can see that you guys are cousins. That's my blood. Yeah. Little Cliff. Big Cliff now. Yeah.

SPEAKER_02 30:10

He's coming for you. He's coming. That's the goal. I hope so. I hope so, Matt. I have a question, actually. If the you know, uh I think a 90-day stretch here is super pivotal, right? Like every agent needs to give themselves 90 days. What would you tell the the new agent coming in? Because you said, hey, it took me about 90 days to get where I need to get to. What's a pointer or two, you know, or something that went through your head that you could shed light on?

SPEAKER_03 30:36

I mean, to be honest, with our system, you just have to plug and play, you know, uh before we are dialing off a lead sheets. I mean, don't get me wrong, people print off those, but I wasn't a fan and no one ever answered my phone call.

SPEAKER_02 30:48

How about with your system that you have?

SPEAKER_03 30:50

Oh, uh, we we get it, we get so basically we just press we press live and we get a new person every 15-20 seconds. And then if you supplement that with live transfers, you should be printing 20 30, even 40k a month easily.

SPEAKER_01 31:03

You know? Okay. What's your presentation what's your intro on an inbound?

SPEAKER_03 31:08

Um I go, hi, this is Cliff on a recorded line, and then I'll get introduced to whoever uh the client is. And then I don't like go directly for the kill, I build a report first, right? Um, because I need them to trust me and I need them to know that I'm a licensed professional. Um so I build a report, ask her how her day's going, or the the gentleman how their day's going, and then I give them my national producer number, and then we just go from there. Then I always find out their why. So why are you even on this phone call and why do you want insurance? Um and then when I find out their why, as a salesman, what I do is close the deal, help the family out, close the deal, and then I get referrals always.

SPEAKER_01 31:43

I think too he's too smooth. Too smooth.

SPEAKER_03 31:47

But I just think I think agents would make would double

Inbound Script Referrals And Billing

SPEAKER_03 31:50

their income if they harped on the referrals. You know? Um because well well, sir, I understand you know you got coverage for yourself, but God forbid if something happens to the missus, she needs a policy, right? Well, we actually have a dollar a day program, let's see if we could get her approved. Pretty simple. It might not be a dollar a day, but don't quote me.

SPEAKER_01 32:09

But it might have been that's just strategic marketing in the US. What do you say when a client says I want to think about it?

SPEAKER_03 32:15

Um, sir, what is there to think about? I gave you the pricing, I gave you the quote, we went over absolutely everything that this entails. What is there to think about, sir?

SPEAKER_01 32:22

And never make decisions the first time I talked to somebody.

SPEAKER_03 32:25

That's strange. I mean, God forbid, sir, something happened tomorrow, right? Well what would happen to your wife? Would she feel that financial burden?

SPEAKER_01 32:33

Yeah, but I I think I should be okay by tomorrow.

SPEAKER_03 32:36

You think you could? Well, I mean, the good news is, sir, you don't have to make any payments today, right? They're actually gonna send you a physical copy in the mail. And we could postdate your payment up to 30 days. At least you'll see the packet, review everything, and then you can make your final decision. Does that sound fair?

SPEAKER_01 32:49

So you'll go that route to post-date it?

SPEAKER_03 32:52

I mean, I mean, if I have to. But you don't want to. No, I'd like immediate draft.

SPEAKER_01 32:55

Yeah, because like if you're watching this, you don't want you want immediate draft. Of course. Because the persistency is a good thing. That's that's the the Hail Mary at the end of the day.

SPEAKER_02 33:02

That's the very last. Yeah. Trust me, he hates that more than anybody.

SPEAKER_03 33:07

I hate when he talks crap on trading tees guys, but um how I pitch it though is okay, so the insurance company's gonna bill you in 24 to 48 hours. After that, what day of the month would you like to be billed on? Simple as that.

SPEAKER_01 33:17

Now, how important is social security billing?

SPEAKER_03 33:20

Oh my gosh, it's very important.

SPEAKER_01 33:21

If you're watching this, if you sell final expense and someone's on social security, you have to sell us. We actually looked this up. You have a 20% higher persistency if they get billed on true social security billing. So what what carriers is that?

SPEAKER_03 33:39

America. That's America. That's my favorite carrier. That's my go-to. Yeah. Americo is? I love it. Why? Because you could put uh second Wednesday, third Wednesday, or third or first or the third.

SPEAKER_02 33:51

It's it's catered to that. You know, they're understanding and educated of that, so they adapted obviously and made that happen.

SPEAKER_03 33:57

Yeah.

SPEAKER_02 33:58

And they pay you well.

SPEAKER_03 33:59

And I think I need a sponsorship from them or something. There you go. I only write with America.

SPEAKER_01 34:02

Dude, they can send you some shoes. Lindsay. Yeah. Send the characters. Okay, then Americo gives you a bonus. They do. What is that?

SPEAKER_03 34:11

I think um in six months, if you write 50 G's, it's 10%.

unknown 34:14

Yeah.

SPEAKER_01 34:15

You get another five G's. Yeah. Well, he's passed that already. You triple. If you do 100, you get another 10 G's. What are you gonna do with all your money?

SPEAKER_03 34:23

You know?

SPEAKER_01 34:23

What are you gonna invest in?

SPEAKER_03 34:25

Um I'm looking into like SpaceX? I heard of that actually. I heard of that.

SPEAKER_02 34:32

There's some real estate with you.

SPEAKER_03 34:33

But I feel like I feel like SpaceX, it'll it'll shoot up, but then it'll it'll go down for a little bit, I feel like. 100%. I never I never buy the hype. I wait, and then I'll buy it.

SPEAKER_01 34:45

Dude, you know what I never do? Sell anything. Never. I just buy it, I'm gonna keep it forever. Because you could always you can always uh loan against it and you be your own bank. Like, bro. That's levels.

SPEAKER_03 35:02

Levels. That's levels. Yeah.

SPEAKER_01 35:04

Yeah, that's fun. Alright. What do you say, how do you handle price objections?

SPEAKER_03 35:12

Well, I think price is a myth. I really do. Um, so how I get into pricing, um, obviously I'll give them a quote if they like the quote. Um, but to get a higher persistency, I always break down um how much they get on a monthly basis. I go, I go over like the rent, um, you know, all their bills, and then whatever they're left over with. I probably I probably let's just say they're left over with $400 a month. Um, I'll sell them a policy of $50 a month to make sure it stays on the books.

SPEAKER_01 35:38

All right, Drew, you gotta hit the fire here so we can get people's attention. So if you're watching this, what Cliff said is you know what they can afford. Yeah. Because in your presentation, you're asking them about their bills. And so when you present something to them,

Price Framing And Ethical Selling

SPEAKER_01 35:57

it's not something they can say, I can't afford it because you know what they're spending. You're doing a financial analysis of the on their situation.

SPEAKER_03 36:06

Yeah. Yeah. I mean, it makes logical sense, right? I mean, um, I'm not gonna oversell a client and get a chargeback. I think that's like stupid. Yeah, I think that's why agents are scared to I don't know. But um, I just think it makes more logical sense to break down how much they can afford to avoid any type of chargebacks. And it actually helps the client out as well. I mean, if I'm selling them a policy, let's just say they're only they they leave the month or they end the month off with three hundred dollars. I'm not gonna sell them a two hundred dollar a month policy, you know. I'm here to help the I'm here to help people out and get paid, obviously, but um we change lives, you know.

SPEAKER_01 36:39

What do you think about the dirty agent that does sell them a $300 a month policy? One word, chargeback. I mean any other words for them?

SPEAKER_03 36:47

I I don't think it's cool, man. These are good American people, you know, they depend on us to help their families, so I mean it gives the industry a bad name. Oh, of course, of course.

SPEAKER_01 36:56

Yeah. It's like the dancers. I think they should go to jail. That bad.

SPEAKER_02 37:01

It's serious, it's robbery. You know, you you need to do it.

SPEAKER_01 37:03

Like if you don't do the right thing. Or you take somebody out of like a policy and they contest a pillet, you mess up their contestability, period. You know. Put 'em in a worse product. Put them in a worse product.

SPEAKER_03 37:16

Yeah, they should get turned for that. 100%.

SPEAKER_01 37:18

Yeah. Crazy. But they gotta pay for their Ferrari payment so they get desperate.

unknown 37:24

Yeah.

SPEAKER_01 37:25

And then start doing desperate things. Yeah. Alright. What's your close rate? What can somebody expect?

SPEAKER_03 37:32

From me?

SPEAKER_01 37:34

Yeah.

SPEAKER_03 37:34

Well, what's yours and then what from my guy uh so I could do mine. Um, like let's just say they're inbound calls.

SPEAKER_01 37:40

Yeah.

SPEAKER_03 37:40

Um, let's just say I buy a batch of ten. Um I mean, to be honest, in my head, I'm like really delusional. I think I'll close all 10, but I won't. Um, I'll say seven out of ten.

SPEAKER_01 37:50

What about the people that say it's free?

SPEAKER_03 37:54

You know, um, I'll tell them, you know, nothing in life is free. But if you had a, you know, let's just say a 25k check in front of you, what would you use it for? Then they'll tell me that. And I say, oh sir, well, the good news is this policy actually builds cash value. Because nine out of ten times they always say they'll put in some interest-bearing whatever. And I'll say, okay, but did you know a whole life policy builds cash value? And then I just I go into that and I harp on that.

SPEAKER_01 38:19

All right, so I'm gonna give you an objection. In 10 years, I'm gonna pay more into this policy than I would have spent on it.

SPEAKER_03 38:26

Oh, like you're you're telling me like that. Um, but did you know this policy builds interest, sir? So I mean, imagine your money sitting in a bank making what, 0.01%? You're actually building wealth with this policy and your family's protected for only $50 a month.

SPEAKER_01 38:40

Like on a whole life, a traditional whole life, the cash value is never more than the face amount. And if you put in, you can put in twelve thousand and it's only worth 10.

SPEAKER_03 38:52

But if there's if there's a beautiful product called an index universal life, it does build wealth.

SPEAKER_01 38:57

That is true. So that's different.

SPEAKER_03 38:59

Yeah.

SPEAKER_01 38:59

But I'm talking about are you selling I oh sometimes you're selling IULs.

SPEAKER_03 39:03

Oh, yeah. Yeah. Well, I find out they're why. Like if they're younger, I'm not gonna pitch them a whole life. I think either a traditional, I mean, I think an IUL would suit a client better.

SPEAKER_01 39:11

Are younger people calling on inbounds or those are outbounds?

SPEAKER_02 39:15

Uh those are those are some of the outbounds. We've niche some of the marketing, so we're getting we're getting people in their 40s now. Yeah.

SPEAKER_01 39:20

Okay, but this is whole life. Yes. And I'm saying in 10 years, I'm gonna put 12,000 in, and the policy's only worth 10.

SPEAKER_03 39:28

Yeah, but at least so you have that security and that peace of mind. That's what it's for, right? Because if something happens two months down the line, what happens?

SPEAKER_02 39:36

What's your object? How do you handle that? Uh so I completely understand that, but right now it complet it makes sense that we're leveraging three dollars a day for another twenty thousand from the insurance company, correct? Logically, mathematically, that makes sense, correct? Yes, perfect. Does that does that does that make sense to you? Perfect. Well, let's see if we can get an application. Logically, it makes sense to leverage three dollars a day for an additional twenty thousand dollars, correct? Logically, that makes sense.

SPEAKER_01 40:01

I like how he just breaks it down to the day. Got to. All right, this is what I used to do. Okay. So let's say your payment is 80 bucks a month and you got 10,000. Okay. That's a thousand bucks a year. Okay. And in 11 years, you're gonna have put in 11,000 and you your payments only 10. In 12 years, you're gonna put in 12,000 and your payments only 10. Uh and your coverage is only 10, right? So that's what I would do. I go, okay. So over 12 years, you put in $12,000. If you were to divide to divide that by 12. Hold on, let me do this right.

Closing Pressure And No Callbacks

SPEAKER_01 40:50

My bad. So in 12 years, you will have put in an extra two thousand dollars, right? Because it's you put in twelve, the policy is worth ten. If you were to take two thousand dollars and divide it by twelve years, it'd be a hundred and sixty-six bucks a year more that you're paying to inch but if you were to divide that down to the month, you would be paying thirteen dollars and eight cents per month to guarantee that you have twelve ten thousand dollars of coverage even in the twelfth year. Nice. Right? Nice. And but if something happened tomorrow, you you're getting in, you're getting freaking nine nine thousand nine hundred more than you put in. Yep. And then I would extend it out to okay, thirteen years is sixteen bucks a month. And do the same math. Yeah, the same math. That's smooth, right? I've never heard of that one. I've never that's first time accent. Bro, that I wrote so many policies because of that one thing. Because how do you argue that? Yeah, it is, yeah. And then the other thing that I wrote a lot of apps on was when they say, Can I think about it? And I just would say no.

SPEAKER_03 42:07

Straight up.

SPEAKER_01 42:08

Straight up. And then you don't you don't think it works until you try it, dude, and you go, no, we have to find what one you think you let's find what one you think is the most affordable, get you approved when you lay your head on the pillow tonight. If you don't wake up tomorrow, your family's taken care of. And if we need to tweak or change this or adjust it, we will. So with that being said, which one do you think is the most affordable for you? And assume the sale. And assume the sale. But never, has anyone ever called you back? Clients?

SPEAKER_02 42:41

I mean, it's yes, but it's rare. Don't depend on that for sales. You know, clients after the phone, you got that one shot to get it done.

SPEAKER_03 42:48

And they never call me back.

SPEAKER_01 42:50

Yeah, it's hard to get that from. I so I thought everybody was gonna call me back, so I'd leave my card with them, or I'd I they'd say they wanted they wanted me to come to their family barbecues. They love me so much. Thanks for hanging out for three hours. Yep, I remember those, I remember those days. Dude, but this was the line for me. I'm in Palmdale, okay, which is like an hour and a half from my house. I'm writing an app. This dude has a kid. It's funny because he's like me now. He's got a couple kids, it would be like my kids now, and they're screaming, and he's like, dude, I want to buy this $250 a month policy right now, and I already did the app, but he's like, I'm not gonna sign because my kids are screaming in the bath. I'm like, dude, we just need a signature. He's like, come back tomorrow morning. This is a s Saturday night. Okay. Come back tomorrow morning. I'm a police officer. All my friends will be are coming over tomorrow. They all need policies. It'll be worth it. Okay. I drive home. Wake up first thing in the morning. Bro is home and doesn't answer the door. And I'm like, dude, I ain't never ever buying this again. This crap again. So I'd rather push and get uncomfortable because when something happens, their family's gonna call me and thank me, then be like, oh yeah, you can call me back. So then I started going, no, you can't call me back. Because I'm not gonna have I've had too many people call me, go, hey, did my did my mom get this policy? And she didn't because I said she could call me back. Yep. But how long did it take you to get like that on the phones?

SPEAKER_03 44:40

Yeah, probably like four months. Took a while, honestly. But then after that, like I really train on my agents being respectfully direct.

SPEAKER_01 44:51

Hit the fire button, Drew. Respectfully direct. Yeah.

SPEAKER_03 44:55

Like don't be don't be rude and arrogant, but be respectfully direct. You know? And then it always works. It always works. Because like a lot of clients don't ever get challenged. And then when they do get challenged, they're like, huh. And I think that makes them respect you more and like you more.

SPEAKER_01 45:09

Yeah.

SPEAKER_03 45:09

Then you go for the clothes.

SPEAKER_01 45:10

Why do you think people like coaches that are hard on them? Yep. They don't want the dude that's gonna let you freaking get away with stuff and hurt yourself long term.

SPEAKER_03 45:21

Yeah.

SPEAKER_01 45:23

You know? Super important.

SPEAKER_03 45:25

Yeah.

SPEAKER_01 45:26

That's nuts.

SPEAKER_03 45:27

Yeah.

SPEAKER_01 45:28

So it took you that long. If you're watching this, get get for real with people. Did you ever feel like you were bothering people?

SPEAKER_03 45:37

Like clients?

SPEAKER_01 45:38

Yeah.

SPEAKER_03 45:39

Like at first because I sucked, I'm gonna be honest. But then when I understood that, hey, I'm helping them out and I'm gonna get paid good, why not? I'm triple dialing them 100%.

SPEAKER_04 45:49

Yeah.

SPEAKER_03 45:50

You know, it's my job to make sure you're protected. You filled this out online, so what I'm gonna do is I'm gonna call you and make sure you get protected. Simple as that.

SPEAKER_01 45:58

What hours are you working?

SPEAKER_03 46:00

Um I start dialing at 6 a.m. You know?

SPEAKER_01 46:04

Uh you start at 6 a.m.

SPEAKER_03 46:07

Yeah. I mean, we we're blessed because we just turn on our inbounds at 6 a.m. and then I get flooded with calls. So I'll try to sell two and get to the office by seven.

SPEAKER_01 46:15

Oh, you do this at home.

SPEAKER_03 46:17

Yeah, right when I wake up. Pray, do my push-ups.

SPEAKER_02 46:19

So you're you clock into the office seven?

SPEAKER_03 46:21

Seven, pray, do my push-ups, and then get to the office.

SPEAKER_02 46:26

Is that your schedule too? Not bad. I'm at the gym.

SPEAKER_01 46:29

But yeah.

SPEAKER_03 46:30

Yeah, Rob. Rob's yeah.

SPEAKER_01 46:31

Yeah, you're getting big, bro. Trying to an animal. Trying.

SPEAKER_03 46:35

Yeah.

SPEAKER_01 46:36

Gotta stay strong out here, Drew. Yeah, so most people that I've talked to in here, which is thousands of top producers in life insurance, they all say most of the successful ones have some morning routine where they pray. And I think that's a very interesting uh common denominator between all these people. Do you do the same thing? Always.

SPEAKER_03 47:01

Yeah. I mean, without, you know, I believe in Jesus Christ, so without him, I don't think I'd be here. I mean, every day I put my anxiety and all my worries on him, and then I go, even on a bad day, it's okay. I'm alive, my family's alive, have a beautiful office, beautiful, you know, great cousin, everyone around me. So there's nothing to come back to.

SPEAKER_01 47:19

Now, before was there a point where you didn't put your anxieties on him and it was Yeah, yeah, yeah.

SPEAKER_03 47:24

I thought I could handle life on probably the first 90 days I joined. That was tough, let me tell you, it was tough. Not making a dollar for 90 days was really hard. I can't lie to you. I think 99.9% of people would have quit.

SPEAKER_02 47:38

Yeah, he stood. You stayed.

SPEAKER_03 47:40

Yeah. But then it's just that's how life is though. You're building a business, it takes years for people to be successful, you know. Well, in retrospect, what's 90 days? You know? Keep growing.

SPEAKER_02 47:52

90 days ain't nothing. You've you've given your life to a company for two, five, ten, fifteen years.

SPEAKER_03 47:58

And I see people quit after a month if they don't get a sale. All right, have a good day. Simple as that.

SPEAKER_01 48:06

Yeah. All right, when did you start recruiting?

SPEAKER_03 48:10

I took a little too long. Um six months in. Yeah. I'd be a lot bigger now, 100%.

SPEAKER_02 48:17

If you had a million already.

SPEAKER_03 48:18

Easily, yeah. But it's okay.

SPEAKER_02 48:20

You're right there.

SPEAKER_03 48:21

Yeah. It's because I didn't fully believe in myself yet. And I didn't believe in actually the insurance world, I think. Um, but it was selfish of me because now that I brought, you know, my brother, my cousins, and all my friends on, they're all getting they're all getting, you know, a lot of money. So it it actually felt it was actually like, I don't know. It's my fault. That's all it is.

SPEAKER_02 48:40

I think it's a relief. There's a fulfillment that happened when you brought a lot of people that you care about in.

SPEAKER_03 48:45

Oh yeah, it's it's like like I get like really like joy from seeing them because we have a big dong in our office, and when they ring that bell, they're

Recruiting Leaders And Hard Choices

SPEAKER_03 48:53

so happy, and you know, it it brings me joy.

SPEAKER_02 48:56

And and that would have not happened if you didn't share that opportunity.

SPEAKER_03 48:58

If it wasn't for me, yeah.

SPEAKER_02 49:00

Yeah.

SPEAKER_01 49:01

That's awesome. Okay. What do you see in future leaders? Like, how do you identify someone who's gonna be good at building a team and growing an agency?

SPEAKER_03 49:15

Well, one, they need to be at least good at selling. I think that's the main thing. Um, I think they need to be coachable as well. Um, and they just need to not necessarily take orders, but understand, hey, you need to work with you know, this agent, this agent, this agent, because they're not producing at a high level. And they actually work with them, I think that's great. Um, but also just how they carry themselves too. Confident, um, delusional like me. I think we would be very compatible. You know?

SPEAKER_01 49:42

Is there anything you've sacrificed to like get to this point? Cut out of your life?

SPEAKER_03 49:47

Relationships, you know. You know.

SPEAKER_01 49:52

He did, he did. Dude, have you seen the clip with Sean? Drew, can you pull this up where he was speaking on stage and someone asked a question? The kid was sitting there with his girlfriend, and uh Sean's like, he's like, Well, how do I get support for my girlfriend? And Sean's like, hey bro, if she ain't coming, cut her loose. But it's so savage. Drew, do you have that handy or no? I'm sorry, what remember the Sean Mike? Remember when he's on something? When he's on stage and he's he's talking to that kid and he tells him to break up with his girlfriend. Oh, my little clip that I have? Yeah, yeah, yeah, yeah. Yeah, I do. Let me uh how fast Drew is. What event? I don't remember.

SPEAKER_02 50:50

This was the the LA Dream Center.

SPEAKER_03 50:54

Did we go to that a while back? I did. Thanks for the invite.

SPEAKER_01 50:58

Alright, while he's pulling that up. What's your biggest daily deposit?

SPEAKER_03 51:05

Uh I think it was an America one. It was like 23 grand.

SPEAKER_01 51:11

23 G's in a day?

SPEAKER_03 51:13

Yeah. Well, there was multiple carries that paid me, but like, are you talking about the single biggest one?

SPEAKER_01 51:17

No, I'm saying like your total daily deposits in one day. Average or like my biggest? Your biggest. Oh.

SPEAKER_03 51:25

Like 25, 26?

SPEAKER_01 51:28

That's insane. Yeah.

unknown 51:30

Yeah.

SPEAKER_03 51:31

It was actually a great moment.

SPEAKER_02 51:32

Great moment. Yeah. Things change when you hit when that hits you. Oh, you work harder.

SPEAKER_01 51:36

Oh. Alright, what's the mo you got it, Drew? Yeah, let me just make sure this is it. Yeah. Yeah. He's got an archive of stuff in there that infinite. Dude. So many funny bloopers and videos.

SPEAKER_02 51:52

We need more Andrew bloopers. Okay, here we go.

SPEAKER_01 51:57

You saw the one of him scaring Sean with the spider, right? I did. I did. That's the best one. I did.

SPEAKER_03 52:03

I didn't see that one.

SPEAKER_01 52:04

I did. Oh, bro, watch this.

SPEAKER_00 52:14

You have to decide. Your girlfriend, right? With all due respect, she keeps smiling. If she ain't on board, I don't care. Move on. Leave her behind. Fast. You're married with kids, not the advice. I don't give Maryland advice. As y'all know, married twice the same woman and divorced twice the same woman. Not your guy. Okay? I'm gonna get it right though. I promise you. You don't let anybody wait. Your mom. I love my mom. I told my mom I was leaving the state of Connecticut. She said, Did you start drinking again? Seriously. I said, Yep, and smoking cracking. She said, Are you serious? I said, No, mom. She said, Why would you quit the state? I didn't ask my mom for advice. You're an adult, you're a grown man, handle your business. You know why to handle it, you know how to handle it. And there, I love him. I'm sure she's awesome. Please don't leave her behind. But if she starts trying to weigh you down, all you gotta do is unclip the anchor, bro, and move on. No offense.

SPEAKER_01 53:19

It's real advice.

SPEAKER_00 53:20

He's a goat, yeah.

SPEAKER_01 53:21

That's it. How savage is that? That is savage. So you had to break up with your girlfriend.

SPEAKER_03 53:26

Yeah, I mean, I wouldn't necessarily call it a breakup. It's just like, you know, women want that time from you, but it's like I'm building a business. You know? So life happens. It's okay. Maybe later down the road we'll meet or something, you know? Simple.

SPEAKER_01 53:40

Now you could do both. You could do both. You can do both, but you gotta get very efficient.

SPEAKER_03 53:48

It's exhausting.

SPEAKER_01 53:50

What is dialing or girlfriends? Both.

SPEAKER_03 53:54

Both. Sometimes I just want to go home and sleep.

SPEAKER_01 53:57

And I hit the gym and sleep. That's funny. Alright. Now my friend who had it was dating a Latina. She would just cuss him out if he didn't make any sales. That helps, though.

SPEAKER_03 54:12

That does that helps. It didn't help him, dude.

SPEAKER_01 54:15

I can't hear that. It was crippling him, dude. He couldn't make a sale because he was scared to go home. It's not a life. I don't want to be there. I wouldn't be there. Cliff wouldn't be there. That's funny. But I told him, dude, if you start getting paid, she'll start stop cussing you out. 100%. Stop messing around. Stop messing around. All right. What would be one tip you would give a new agent if you give them one thing right now?

SPEAKER_03 54:42

It would have to be two things. It would be be coachable and be delusional.

SPEAKER_02 54:48

So harp on the delusion, real quick. You said that a few times.

SPEAKER_03 54:52

Yeah, tell the audience what that means. In the industry, respectfully, I think to be at an elite level, you kind of have to be delusional. You know, I mean you're calling people, they don't know you, but obviously they want insurance, and you need all their personal information to submit an application, so you have to be delusional. You know, it's the only way I think, in my opinion.

SPEAKER_02 55:11

Super sumptive.

SPEAKER_01 55:12

It's funny you say that because I was really bad at first, and then I got so confident that if I called somebody, I'd be like, I would tell them, this was my introduction. I'd be like, hey Cliff, this is Andrew. I'm your new insurance agent. I'm calling to confirm the information on this form you filled out. It says here your birthday is 7559. Is that correct? But I would tell them right when they pick up the phone, I am their new new agent. And then I would say, today we're either gonna put you in a better policy or get you a policy that's affordable and fits your needs and budget. It's gonna take about 15 minutes. Is does that sound okay? And then that would be my trial close of getting them to start saying yes.

SPEAKER_03 55:58

I like that. Yeah, I might try that actually.

SPEAKER_01 56:01

Do it, bro.

SPEAKER_03 56:02

Try it.

SPEAKER_01 56:03

Yeah, and I and if you're in a good mood, dude, and the energy is just they can feel the energy, it's over. Yeah. Yeah.

SPEAKER_03 56:11

I'm gonna try that.

SPEAKER_01 56:13

And just have fun.

SPEAKER_03 56:14

Yeah. When I take an inbound, yeah, my name is Cliff. I'm your new agent.

SPEAKER_01 56:17

Yeah, yeah, yeah, yeah, yeah. Do it, bro. You can't go into it like that. Film it for me and see if it still works. Funny thing though, I took a couple inbounds and I just got dude. I'm rusty. I got I got mopped. Yeah. Dude, they were owning me.

SPEAKER_02 56:33

Dude, it's different too, though, a client calling like that. Consumer initiated compared to an outbound dollar showing up to somebody's house.

SPEAKER_01 56:41

Yeah, they were owning me, bro. They were like, this thing looked like it was free, and then they were lecturing me, and then I got on FaceTime with them, and they just ripped me for the marketing, and I'm just like, I don't even know what's happening. So far gone.

SPEAKER_03 56:58

I've got a lot of those.

SPEAKER_01 56:59

So we'll get around it. There's ways to get around it.

SPEAKER_03 57:01

Yeah, yeah.

SPEAKER_01 57:02

And then my problem I was having was they wouldn't tell me the details of their current policy. They're just like, I'm not gonna get it.

Delusional Confidence And Wrap Up

SPEAKER_03 57:10

Yeah, and they think it's so private.

SPEAKER_01 57:11

Like it's so good, like you can't beat it. And I'm just like, shoot. Yeah. Yeah, but you're still calling in. Then I was like, well, what's the company? We'll call them and ask. Like, I'll get them on the phone right now.

unknown 57:25

And they wouldn't.

SPEAKER_01 57:26

No. But I only took two. Okay. You need more than two. And I sold one. Well, I didn't sell it. I gave it to someone in the office and they sold it. Oh, that's nice.

SPEAKER_02 57:36

$25,000. When you get the $25,000 free thing, uh, Mr. Smith, it's actually you can get up to $25,000. Those plans start at a cup of coffee a day. Now, when you did submit this, were you looking to start something or add on to something that you currently have? Pivot and assume. That's how we were taking that cost. Pivot and assume. Remember, the client, the client is they're in their they're in their mind. Your job is to move them to where you want them to go. Move that thought process closer to the application. Yeah, like framing. It's all framework. It's all framework and assumption. No, so you can get up actually, yep, actually, so you can get up to $25,000 and those plans start at a cup of coffee a day. Now, God forbid any terminal illness or a few passed yesterday, who's gonna be the beneficiary and start getting into the application.

SPEAKER_03 58:27

But you will get some people that are just nuts.

SPEAKER_02 58:29

Nuts, of course, of course, of course.

SPEAKER_03 58:31

Yeah. But when you go when you go that route, it works.

SPEAKER_02 58:36

You've been cooking on it.

SPEAKER_03 58:37

Cooking.

SPEAKER_02 58:38

50,000 on it.

SPEAKER_01 58:41

Yeah. No? Dude, I remember one lead. Dude's name was Hong. H-O-N-G. He put his work phone, his home phone, his cell phone, signed the freaking mortgage lead. I call him. Hey Hong, this isn't Hong's phone number. You got the wrong number. Hangs up on me. I call his work phone. Same dude. Hong, you filled out this form. He's like, you didn't feel I didn't feel nothing out. This isn't Hong. Hangs up on me. Call his house phone. Same dude picks up the phone. I'm like, bro, I know it's you, Hong. Yeah. Like, you filled out all three of these. Like, no, I didn't click. I'm like, dude, that lead was like 50 bucks. Yeah, I remember those mortgage.

SPEAKER_02 59:27

Shoot, it got up to $80 at one time, $70 at one time. I remember. I remember. I was traveling the country with those.

SPEAKER_01 59:33

Shoot. All right. You guys realize we're building something so special with so many good people like you. We're just getting started. But think about the matured leadership we have at this company. There's a lot of people, there's a lot of good, mature leaders. Dude, it takes. Let's talk about this and wrap this up. To go from an agent to a good agent, you have to almost grow up like a child growing up. But it's over like a year period. Yeah. Would you agree with that? Yep. And then after a year, it's like, okay, I know how to be profitable. I know how to do these things. And then the person starts to build a team. And they get hit with roll-up debt, cancellation, chargebacks, BS, and you have to grow up again. And this time it's like another year of like that happening. And then you got major problems when you get really big when you're doing 10, 15, 20 million a month, and you're like, whoa, this is insane what's happening. And then you you grow through that. But right now we have so many people that have already gone through most of those things, and there's levels of them, layers of them. And that's why I think no one's gonna be able to stop us. And also the age. Like, dude, I'm like the oldest dude at the meetings. You're like I'm like someone's grandpa, you're like someone's dad. Yes. And then you got these 18, 19, 20, 21-year-old, and even the 22-year-olds, dude, they've been at this for four years. Yeah. And they've learned persistency. They've learned what not to do. Now they they're becoming that mature agent. It's like, dude. I agree. It's gonna be fun.

SPEAKER_03 1:01:15

You have to know everything about your business, right? So have to.

SPEAKER_02 1:01:18

Have to. We went through all that.

SPEAKER_03 1:01:20

Yeah.

SPEAKER_02 1:01:20

So it's our it's our job to spread the spread the information. Yeah. You know, he's a year in, and you've developed massively, exactly what you said. A year in, he's he's developing. He's developing fast, though. Fast. Yeah.

SPEAKER_03 1:01:33

Trying.

SPEAKER_02 1:01:34

Fast.

SPEAKER_03 1:01:34

Trying.

SPEAKER_02 1:01:34

He'll do it half the time, a third of the time.

SPEAKER_01 1:01:36

Yeah. Alright, bro. Thank you for coming in. Thank you for coming in. I'm glad I'm in business with you guys. Appreciate it. And let's keep crushing. If you're watching this, if you can please comment if there were things you liked or things you want to hear. And then uh hit these guys up if you want to have a system where you run one play and there's no confusion. No confusion. At all. Alright, boys. Thanks.

SPEAKER_03 1:02:05

Thank you, brother. Appreciate it. Thank you guys.