How to Run Your Own Facebook Ads for Life Insurance Using AI (Ep. 284)

Meta changed the rules for life insurance advertising, and a lot of agents are still trying to win with the old playbook. We sit down with the team behind Life Button to dig into what actually works now that Facebook’s special ads category limits targeting and makes “quality” harder to engineer. The big question we keep coming back to is simple: if targeting is broad, how do you still generate consistent life insurance leads without lighting your ad budget on fire?

We talk through their AI-driven approach to lead generation, built on years of ad performance data and millions in spend, where agents can run campaigns closer to true cost instead of paying a traditional lead vendor markup. We also get practical about what matters after the lead comes in: speed to lead, follow-up, scripts, tracking pickup and response rates, and why you need a real testing runway before you declare any lead source “dead.” Along the way we hit compliance (TCPA, consent, state differences), the ethics and business impact of resold leads, and what “support” should look like when you’re trying to scale a team.

Then we walk through the product workflow: templates, multiple ads per campaign, AI optimization in approval mode, OTP and landing page testing, SMS automation, and even underwriting support so newer agents don’t pitch the wrong product too early. If you’re building a life insurance agency and you care about ROI, process, and long-term profitability, this one will sharpen how you think about leads and execution. Subscribe, share this with a teammate, and leave a review with your biggest lead challenge so we can tackle it 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_03 0:00

Alright, what's up, everybody? Andrew Taylor here. Today we have a special treat for you, a lead vendor that agents are loving. So we're gonna go over that. First, we have a couple announcements. We have Ignite coming up. You can register at igniteevent.com. And this is in September in Miami. These events have changed my life, and I would not be in this industry if it wasn't for these events. So we want to make sure everybody knows that we're doing a free life insurance training for everyone. The next thing is we started another YouTube channel that we're gonna put in the comments, and it's gonna be Bri, you're gonna like this. I haven't introduced you yet, but once you make money in life insurance, I'm making another channel on what to do with the money once you make it. And I'm gonna be recording and documenting this apartment complex that I'm trying to build for the first time, which is gonna be very interesting because I've never done that before. And then I'm also gonna be documenting an RV park that's a good business um in in Kingman, Arizona, that I'm working on. But my goal is to teach people not to go by cars and cr and rent big big apartments and end up making a lot of money, but having nothing to show for it. And I think a lot of people in the industry right now are doing that. So, anyways, if you guys want to follow along, it's at Andrew underscore Taylor. If you guys want to check it out. Alright, so for today we have Hunter Ceroy. Are you the CEO?

SPEAKER_00 1:47

You can say, Yeah. Why don't we why don't we just say yeah? Tyler really is.

SPEAKER_03 1:51

If we'll introduce him in a second, but okay, so the C well you're running a lead company called Life Button. And Bri, your entire team uses Life Button. Yep. For those of you who don't know, Bri, how much do you do in a month? Uh 60 to 70,000. How long have you been selling life insurance? I'm going into month nine now. You're going into month nine.

SPEAKER_02 2:15

And how much is your team doing? Uh a little under 500,000. We're getting kissing that half a million, we're almost there.

SPEAKER_03 2:21

Okay, so I would never really do this interview with lead vendors because I I think most of them

Meet Life Button And The Team

SPEAKER_03 2:27

lie. But you have told me how much they've done for your team. Yeah. So I'm like, yo, we need to look into this. And then once you guys showed me the what the way it works, it's interesting because the lead business is changing so fast with technology. And I think you guys are ahead of a lot of other people on what you're doing. Um, but also we have Tyler Warden here. So Tyler, is this your this is your baby? You created this? I did, yes.

SPEAKER_01 2:54

We we adapted from being a lead lead vendor to this model, and we can talk about why, like what the shift was, but yeah, this was my idea, I guess.

SPEAKER_03 3:05

Okay.

SPEAKER_01 3:06

This model.

SPEAKER_03 3:06

All right. So first of all, I would never be in life insurance if it wasn't for leads. Bri, would you? No. Would you sell your friends and family and and have to recruit people you know and then sell them policies to get leads? Would you ever do that model? No. Why?

SPEAKER_02 3:26

Because it's not sustainable, you can't duplicate it as quickly. And I I just I don't like the that's like a kind of network marketing feel. It's just not my thing. Like my father did Primerica. Um just I didn't really believe in believe in that model for me.

SPEAKER_03 3:42

Yeah. Okay, so for you guys how long has Life Button been open?

SPEAKER_00 3:49

What has it been? Five months? Four March. Yeah, so about four months. Most people might know us or they may have seen my face on ads. We used to be Infinity Box, and we were a direct lead vendor. The whole point of Life Button is as you just said, Andrew, the the industry is changing a lot for the better, and we're getting ahead of it with AI, so agents can just get leads at cost, and it is incredibly cheaper to make the ROI way higher.

SPEAKER_03 4:14

All right, so let me summarize what I believe you guys have done and tell me if I'm wrong. So you guys uploaded all how much have you spent on ads in your 10 million, and that's just an uh IUL and annuity and mortgage protection.

SPEAKER_00 4:28

We've spent more on other stuff, but 10 million issues.

SPEAKER_03 4:30

So these guys have spent $10 million on ads. They uploaded all of those ads into AI. Yep. And you and this machine now will create somebody's ad when they join you guys with the click of a button using all of the data that they have and all the experience they have to create their own custom ad that they can then run live from your system.

SPEAKER_00 4:54

Yeah, yeah. The only caveats would be a lot of the AI, it's not like gonna be insanely custom to where you can like have AI make your own face and stuff like that. It just takes

Training AI On Ten Million Ads

SPEAKER_00 5:05

like top performers and remakes a lot of them and just iterates on it a little bit. But the AI knows what's working and it tracks things like positive response rate via text and pickup rate on calls. So it's it's kind of like taking the wheel for you because most agents like don't know the right things to track, and the AI really just does it for you.

SPEAKER_03 5:24

Now, I'm just curious, you don't have to tell me if this is a secret, but is this like Claude running this on the back end? What is doing this?

SPEAKER_00 5:31

No, at first it was. I mean, there's like it's such a Frankenstein. What do you want to say?

SPEAKER_01 5:37

There's some Claude involved, yeah. I mean, the a lot of the system is built with Claude, but then pulled off of Claude, and our own infrastructure that myself and Casey who's not on here put together.

SPEAKER_03 5:51

How much have you seen this industry evolve with AI in the past year?

SPEAKER_00 5:55

Dude, it's in incredibly, incredibly. On dialing, making ads, running them, text messaging. You can use AI for literally all of it, so it is, yeah.

SPEAKER_03 6:06

But you still need the agent to sell it.

SPEAKER_00 6:08

Yes.

SPEAKER_03 6:10

Which is beautiful.

SPEAKER_02 6:11

Yeah. And and one thing I think that's interesting about this model that really spoke to me is you either have to have a because they're not a lead vendor anymore, right? You have to have a lead vendor who's gonna provide like this incredible user experience. Or you have reps kind of popping from company to company. Okay. Or you can learn to do it yourself. Oh, with AI, that's what they boast. Anyone can do it. The problem is it is the most complex thing to sort through as a new agent, trying to run, walk, crawl at the same time, chew their gum. And so you sort of need it's it's more than just the system and the process, it's also the training and the support behind it. I think that's the part that spoke to me. Is like when I had a question, when I needed support, they were there. Text, call, like sometimes at nine o'clock at night. Um, it was uh it was a really good user experience. And so I was like, okay, I can scale this. Right? Because I can't take I can't answer a call about how an AI platform works. I don't know, right? But they do.

SPEAKER_03 7:14

What do you guys have to say to someone who and they're a new agent and they want to build all this themselves right away?

SPEAKER_01 7:22

Focus on selling. Dude, focus on selling, don't do this.

SPEAKER_00 7:27

I I've noticed something that people churn from the industry, the overthinkers. A lot of times it's like the agents that are, I'll just say it like objectively, kind of like dumber or at least simpler thinking. Make more money. So much more success. They make so much more money. Yes.

SPEAKER_03 7:40

That's me, baby.

SPEAKER_00 7:42

Me too. So, yeah, building something like this on your own, no, not in the beginning. It's just as how many opportunities can you get, and then just learning from that and constantly getting better.

SPEAKER_02 7:54

You gotta learn to eliminate anything that distracts you from the main thing being the main thing. And with with this new AI global infrastructure that's being built, I I think it's a major distraction because the sales guy is always gonna be needed. Um people want to talk to someone or communicate with someone when they're making a purchasing decision when it's complex. Obviously, if you're buying like an Amazon package for food or something, it's whatever. But like when I'm making a decision about my family's life, like I want to talk to someone who can explain how term works versus IUL versus you know, whole life and final expense and all these other products.

SPEAKER_03 8:37

So yeah, and you guys do training on how to use these leads.

SPEAKER_00 8:41

Oh, yeah, yeah. I I don't I don't know what other uh marketing companies do, but dude, we have coaching calls like every single day. Who's doing them? Uh myself, Tyler. We've both ran multiple marketing agencies. I've sold a marketing agency, he's sold a marketing agency, we've run massive sales teams. So, like, a lot of times people will come on and they'll ask a question that isn't the right question, and we kind of like teach them how to level up as a business owner in general. So it's not just like Doyle, the lead's harder. It's like, what times are you calling them? What's your script? Let me hear the first 30 seconds. Like, there we'll always go deeper into answering a question than somebody originally asked it, and that's how we make them better. Um, but yeah, it's me and Ty doing most of them.

SPEAKER_03 9:24

Now, if we could figure out how to get this working on integrity's lead system, would you guys do that?

SPEAKER_00 9:30

Yeah, 100%.

SPEAKER_03 9:31

So agents can quote right in the system, get your leads right in the system, do everything right in one area, have their customers show up in there, their lapses, their pending, all that stuff.

SPEAKER_00 9:43

I'm a hundred percent down for that, yes.

SPEAKER_03 9:46

Yeah, because that's that would be my goal. Okay. But I know we have a lot of good feedback with you guys right now, and I love what you guys are doing. And you ask me a question, what's the what's the biggest value add that you guys could bring? What I tell you. Uh really just the agents making more profit. We want agents to make more profit, period. Because then long term they can survive, then that'll compound over time. Bri, I've come up with this thing where an agent, a new agent is like a child. Okay. And if you can get them to grow up, yes, which does take time, which the new agent does need to know, but if you can get them to grow up and mature, and make it through that six, eight, twelve-month period, yep, and understand chargebacks and all these different things, then they'll s they'll do this forever. Yeah, for sure. But you got to get them through that window.

SPEAKER_02 10:46

And every agent quits when they quit. Three free from gold. The hardest part about this business is exactly what you just said, is like is the maturing process. So when I'm looking at new agent success and lack thereof, right? Um, later we'll we'll hear from an agent that's having success very early. It's all about systems and processes. Like the lifeblood of our business is leads, period. So if you're not trying to figure out how to build that in a scalable way for you and your future agency, I think it's a it's a huge misstep. And so that's sort of where I'm hoping to like lean into what they're building because I'm like really excited about the concept of I've I've had new agents come on board with lots of money. They have they got credit cards, they can spend money, they're like, I'll invest in my business, and they're trying a lot of different things. Instead of just try one thing and own it, and it's yours now, and no one can take it from you at that point. That to me seemed like a very powerful message to send to people. This when you're saying it's your I, you know, IMO is FFL, but it's your business, it's your agency, I'm here to support you. But one day we'll both be at a 145. That's we're all chasing that elusive, you know, million and two million, three million a month, and some of us will get it, right? And when we get it, you're gonna need processes to make sure your team continues to get it. So, yeah, that's kind of where I'm at.

SPEAKER_03 12:13

Dude, I I'm I'm excited. Now you guys are gonna show us this in a little bit so we'll be able to see the way it works.

SPEAKER_00 12:18

Yeah. Yeah, I'll walk through.

SPEAKER_03 12:20

Do you want me to pull it up now? You could start getting it ready, but I do have some other questions. How do you guys make sure this is compliant?

SPEAKER_00 12:27

We we have a TCPA and compliance attorney on staff. It's a lot of him scrubbing stuff and coming back to us, and we'll before we launch it, we always kick it to him and he's like, no, this is dumb, change that. There's a new law in this state. So, like some AI things are different in different states, so we're just super aware of that. There's certain consent boxes that have to be checked if you're using like an AI dialer, which really just means like a power dialer. So all that stuff um is huge for us, especially as we're talking to like bigger guys like you now. So yeah, compliance, we try and take it as seriously as possible, but yeah, we have the attorney on staff and now do you guys resell agents leads? Uh no, never inside life button, never. It's physically

Compliance And No Resold Leads

SPEAKER_00 13:10

impossible for us to do it. And if we did it, I would invite somebody to come kick my ass, because that would be Alright.

SPEAKER_03 13:17

Who's the biggest agent in FFL? Actually, Sean Merriman. Do you know who that is? Do you? NFL player? Yeah. So he's an agent. If you resell leads.

SPEAKER_00 13:28

Yeah, he can beat my ass.

SPEAKER_03 13:29

That's cool. All right, Sean Merriman, are you down for this challenge? And his nickname lights out because he knocked four people out in one game and they they were completely out cold. Yeah, yeah.

SPEAKER_02 13:45

All right, well, we're we're never reselling.

SPEAKER_03 13:47

Okay, how many lead vent now? I and I like these conversations because these are things new agents um don't understand. But most lead vendors resell your leads. Do sometimes I don't have a problem with that. When I don't have a problem with that, it would be can you if you sell the lead, is there a way to scrub it and make sure they don't resell it? So, like they're not reselling your customers, and then on top of that, is there a way where you have a good amount of time to try to close it? And are you getting the lead cheaper because they're reselling them? That is the only selling point that I have, and then also it does give new agents leads to buy where they don't have to spend a lot of money. And what I've noticed, Bri, you could tell me if you believe this too. You could call a new lead and they tell you to kick rocks and you spend fifty bucks for it, and then you call a lead that's six months old that you spend two dollars on, and they just had a scare at the doctor, and all of a sudden it's a brand new lead. Yeah, everything's about timing.

SPEAKER_02 15:03

I agree. I agree. I just don't think five to ten dollars a lead is expensive. Um and that's so to me, that's like a nice target range for a new agent to be purchasing leads at, I think, right?

SPEAKER_03 15:15

Is this how much that your guys' leads come out to be? How much are they?

SPEAKER_00 15:19

Normally, yeah. I'd say um, all right, let me just cut I'll let me answer that holistically. So the whole reason we made life button is because it's very hard to get good quality leads after the special ads category. Do you guys know about this? The special ads category?

SPEAKER_03 15:34

No, teach us.

SPEAKER_00 15:35

So Facebook was fined five billion dollars. It's the it's called the Cambridge Analytica Scandal, if anybody wants to look it up. But so Marky Mark Zuckerberg is getting sued for five billion dollars. They create the ECOA, which is like the Equal Credit Opportunity Act. They're putting DEI and things inside of Meta, so you cannot target quality anymore. You can't.

SPEAKER_03 15:55

Like And then tell everybody what you could do before.

SPEAKER_00 15:58

You could target age, you could target income, you could you can't obviously target like health or criminal history, but you used to be able to target genders, top zip codes. You can't do any of it. So all these,

Meta Special Ads Category Explained

SPEAKER_00 16:10

yeah.

SPEAKER_03 16:10

What can you target?

SPEAKER_01 16:12

We used to on that point, we used to be able to scrape keyword searches from Google looking for life insurance, and we could plug those into Facebook. Can't do that anymore. No custom audiences, no age targeting. It's eight everything's eighteen to sixty five plus. Doesn't matter if you're not going to be able to do what can you target?

SPEAKER_00 16:28

Nothing. Really nothing. States. But so what we do is we have to make you can like what do you have specifically?

SPEAKER_03 16:34

No, I'm just thinking, so you can't target anything, so can you put a look-alike audience list in there? Not anymore.

SPEAKER_00 16:40

No, look-like, they took that away. Yes. So, bro, you f you can't like do anything. So our whole message is, you know, buy leads from there, there are people that come on a life button and they're still buying leads, and we're like, dude, that's great. Don't turn it off if it's working. But if you actually build a system that gets you leads, the same exact leads you get anywhere else at market cost, and it's five times cheaper, who the hell wouldn't do that? So that's our whole thing. Yeah. So to what you said, what can you target? The AI really is just the creative. Like, what are you running in the videos and pictures? What is it calling out? Is it calling out people that can put in like $500 from each paycheck into an IUL? Or is it ads that like, you know, a hundred bucks into an IUL, two million dollars tax-free, don't do that.

SPEAKER_03 17:22

So the hook is the only targeting?

SPEAKER_00 17:26

Uh yeah, essentially, yeah.

SPEAKER_01 17:27

I mean, you want to add something? Or the marketing behind the hook. There's still some interest-based targeting you can do, but they're it's irrelevant. It's like food and drink. Yeah. Well that are interested in food and drink.

SPEAKER_03 17:38

That's like what kind of it's all super broad. Okay. So if you like food, which is every human, and you like to drink which you have to do to survive, you can target those people. Yeah. Just an example, but yeah.

SPEAKER_02 17:50

If you have a pulse, you can target that, correct? Pretty close. Okay. Not even that. Okay, yeah.

SPEAKER_03 17:57

No, yeah, hilarious. Now, what about do you guys do any TikTok, YouTube, other avenues or all meta?

SPEAKER_00 18:05

Not really, dude. Just to just to be honest, for us, Meta is still like the king big daddy. It has the most users. At least, like somebody can fact check me on that. I might be wrong with TikTok. But what it comes out to be is it's normally the most cost-effective option for agents. So, yes, you could run like YouTube, TikTok, Google. What I have found is Meta is just the absolute easiest to get an ROI. Yeah.

SPEAKER_03 18:28

So your your leads are coming in at five to ten bucks. Yeah.

SPEAKER_00 18:32

And it really, yes, I mean, uh just the caveat. It could be. Because yeah. We go over this in trainings, and every agent that hops on Life Button, they go through a boot camp. I got a campaign of somebody who pulled up, launched an ad, he spends $40 and writes $7,800 in target premium and IUL. And I have another agent that like turns it on and it sucks for a week. So like there's some tweaking, it is kind of random.

SPEAKER_02 18:54

I do want to talk about that because I think that's something that is not spoken about enough by leadership when you're dealing with a new agent or even just an agent with experience, but going through a rough patch, right? It's like you have to give yourself a runway with any lead vendor. Right? I've tried many, there's there's some great companies that I've worked with, okay? Um, you know, present company excluded, right? I've just I've been really, really fortunate

Runway, Testing, And Lead Volatility

SPEAKER_02 19:20

to not go down the wrong rabbit holes. I've listened to my upline, right? Um, but I gave them three months. I never gave them like like if you're if you can't afford to run that campaign for at least 90 days, you should probably wait till you can and stick to what you're doing or do whatever free leads your agencies or whatever you're doing. I don't know what process your comp your team, whatever has, but it's like because if you law of averages don't work in two weeks. So if your runway is two weeks or even a month, it's not enough time. You need six weeks or more. And I and I that's I think that's what needs to be talked about the most, because you're you're gonna blame. I'm sure they have folks who love working with them, they have folks who are like, oh my gosh, the leads have been whatever, and every vendor known to man has had the same problem. But a lot of times it's not just the lead vendor's fault. And we always blame the lead vendor. Oh my god, the leads are it's not. Did you give it a runway? If the answer is no, you could have just had bad luck.

SPEAKER_03 20:19

It's not the lead vendor, dude. It's usually the agent.

SPEAKER_01 20:23

I think to that point, we're trying to get people to understand that the the quality is fluctuating regardless of where you buy it. Like if you buy it from the best lead vendor out there, you're gonna have a good week, you're gonna have a bad week. What we're trying to allow agents to do is have those weeks, but paying three times less than they're paying the vendor because they don't have to pay the markup.

SPEAKER_03 20:42

So inbounds, I'm big on inbounds, but I'm really big on inbounds comboed with your these Facebook campaigns. I think I think that's the perfect formula. And for everybody watching, that's the way leads work. Some weeks it you you think this doesn't work anymore because the lead you get you get a bad batch, and the next week you think it's illegal. It should be illegal because you spent 40 bucks and you wrote 7800, and the next week you don't know what's gonna happen. But if you just keep the volume, the faucet on, yes, then it's like you got people to follow up from last week, this week, and someone calling you back from six months ago, and you have a thousand people you haven't contacted yet. Yeah. And you're plenty busy.

SPEAKER_02 21:29

Yeah, we tried I tried an inbound with them, um, which worked pretty well too, like just a follow expense ad and call me directly, and it worked pretty well. I didn't put enough money behind it for me to get the results I'd like to have seen, but I just was testing the waters of what the button can do and what it can't do.

SPEAKER_00 21:49

Um Yeah, we still need a little bit more testing on inbound, but the the whole thing of this is like because it's backed by AI, theoretically, you could do anything, like you can. Do inbound calls, you can do whatever niche. We just there's some infrastructure and things that we have to build out and test and confirm and make sure everything's good, but like you it's like a full stop, everything.

SPEAKER_03 22:13

Now, do when you run the ad, does does a thank you page pop up?

SPEAKER_00 22:18

Yes.

SPEAKER_03 22:18

And it has the agent's phone number? Yes.

SPEAKER_00 22:20

A verified producer page, certifications, licenses. And the person can call in. Yep.

SPEAKER_03 22:26

And how what percentage of time do they call?

SPEAKER_00 22:28

I actually don't know. It's low. It's probably low.

SPEAKER_03 22:31

You can't track that?

SPEAKER_00 22:32

Uh I probably can. I just have to go pull the data.

SPEAKER_03 22:35

Yeah.

SPEAKER_00 22:36

Well, how would you track it? Well, if they hit the hyperlink, that it it's trackable. Got it.

SPEAKER_01 22:41

And it's in their CRM, so we can see the inbound call.

SPEAKER_00 22:44

I mean, it the I see policies drop every single week from like inbound, but it's not like, you know, that's not an inbound funnel. That's just they filled out a form, they saw a thank you page, they called in. It's rare. It happens a few times a week. There's there's things we could do to like increase that too. Yeah, definitely.

SPEAKER_02 23:00

It's just been I I I personally like being able to turn inbound off and on, so that's why I don't like that. So I think I have mine even turned off. Because I want to like, you know, like if it's a Sunday at four o'clock, that's when I get the calls. It's never when I'm in the office, you know. Oh, so you turn off that option. Yeah, I don't I don't want I want to be able to call my my client when I'm available because I have very set hours because I have I'm five kids, you know. So like sometimes I can't take a call at, you know, four o'clock on a Sunday, you know. How old are your kids? Um five, eight, fourteen, fifteen, and nineteen.

SPEAKER_03 23:37

Damn.

SPEAKER_02 23:38

Yeah. You started young. I did. I'm an overachiever in all things. You're gonna get them selling? Yeah. Yeah, yeah.

SPEAKER_03 23:44

Get them on the phone for sure.

SPEAKER_01 23:45

For sure.

SPEAKER_03 23:46

That's cool. Uh, do you guys have kids, families? Tell us about yourselves.

SPEAKER_01 23:51

Yeah, married, got an 18-year-old, or sorry, 18-month-old 18-month-old uh daughter. Um congrats. How do you like being a dad? It's the best thing ever. Yeah. Different type of motivation.

SPEAKER_00 24:06

We just moved to uh upstate South Carolina and like the Greenville area. Dude, we love it. It's me and my wife. We have two dogs, and uh my son's two, he's about to be three. His name is Roman, but it is the best. Yeah, being a dad.

SPEAKER_03 24:20

So, Bri, I just did this. I just took our kids to Santa Barbara to the zoo because they have a kids' zoo camp there. Okay. It's like you spend the week at the zoo at camp.

SPEAKER_02 24:33

Oh, that's cool.

SPEAKER_03 24:34

If you have kids and they like animals, highly suggest doing that. You gotta register super early, though, it's hard to get in. But we're up there, and my friend brought his kids, and he also sells insurance. So during the day, he was just ripping appointments, closing. He closed like five before we had to pick him up from the zoo. Wow. And I was like, and then the kids were playing, and I'm doing calls with agents and recruiting people, and I was like, dude, we should do lock-ins with kids. I think it's a great idea.

SPEAKER_02 25:08

That's actually the best idea I've heard today. Like, that's sick, because I just did San Diego, did Coronado, we did San We did the midway tour, and we did the zoo as well. Not something cool like that, but just the zoo was, you know, with the kids. And I mean, I was closing policies while they were walking around looking at the monkeys and stuff, so that was kind of cool because I had, you know, I had appointments, so I'd call my appointments and I closed one at the zoo. My wife was like, What are you doing? I was like, You know what I'm doing. You know. Yeah.

SPEAKER_03 25:52

And we sell insurance.

SPEAKER_02 25:54

Massive Airbnbs down the street from Disney and Anaheim. That's the way to do it. That's what I'm saying. If we go to Disney, we just have a lock-in, and then whoever gets 10,000 by, you know, or 6,000 by 4 o'clock gets to join their families.

SPEAKER_03 26:06

We gotta set it up, dude. That's a good idea.

SPEAKER_02 26:08

I'm in.

SPEAKER_03 26:09

Yeah, we just need to find agents that want to do it with kids. That's gonna be easy. Yeah. Yeah. Okay, so I also love being a dad. I think it's the best thing ever. More fulfillment than anything I've done in business. So if you don't have kids and you're thinking about it, I'm we uh are definitely encouraging you to because it is awesome.

SPEAKER_02 26:32

Yes.

SPEAKER_03 26:34

So okay. Anything else on these leads, you can turn on the inbound button. You agents are paying five hundred dollars a month for you guys to manage all this.

SPEAKER_00 26:47

Yeah, it's a software subscription fee, yeah.

SPEAKER_03 26:51

And then they pay cost per lead, so they can get the lead at whatever it comes in at five, six, ten, fifteen, twenty.

SPEAKER_00 26:57

Yep.

SPEAKER_03 26:58

Do do you guys manage it or does AI manage it?

SPEAKER_00 27:01

No, it's AI managing it. That's why we can be everywhere and coach these people. And it would be it's literally the same thing as this. We took the ten million dollars that we spent and we trained an AI on it. So it would theoretically be better than if we did it, because we get emotional and make emotional decisions sometimes, but an agent would have to pay me or Ty

Subscription Model And AI Approval Mode

SPEAKER_00 27:22

like $5,000, $10,000 a month for us to be able to make it worth our time to manage it for them. We kind of are, it's just through AI, and it's everything that we've learned inside Infinity Box when we were a lead vendor. So it's basically doing everything. Yeah. And then there I'll show you in a second, but there's a couple little options. It's on approval mode, it just tells you everything it wants to do, and you just hit approve. It's like, hey, these campaigns suck, scale these, do this, and you just click approve and it goes and does it all.

SPEAKER_03 27:48

And AI does all that.

SPEAKER_00 27:49

Yeah.

SPEAKER_03 27:50

That's incredible. How hard is it to copy this if I wanted to build it with Claude in my garage tonight?

SPEAKER_00 27:56

I think the real reason this is hard to copy is anybody can use AI. Like we totally understand that. The hard part is they don't have the experience to be able to teach it. Yeah.

SPEAKER_03 28:07

That we don't have $10 million of ad spin.

SPEAKER_00 28:09

Yeah. And you know, yeah, some massive company could do that. But for us, it's it's a little note that we have.

SPEAKER_02 28:16

I don't even think that's the secret sauce, to be honest. I know it's they're excited about it. To me, the accessibility to the training and when I need support because of my runway, I don't want to have my runway be, you know, 120 days, right? So that to me is a secret sauce. It's like the act sometimes the people matter. And that's what I've been very pleased about. I've worked with, like I said, really great lead vendors since I started with FFL because I've had great advice. And um, you know, but sometimes just communication is all you need. You're having a bad day, you know your teeth kicked in, um, you're watching money go out, maybe money hasn't come in, you wake up, you got to charge back, and you and you're like, you're you're like the first thing you do is you want to split and run, or you want to like, I gotta find a new solution. Sometimes you just need someone to tell you, calm down, be patient, divorce the outcome, marry the process pri. And that's what they've been able to do for a lot of the guys in my team. Um, and that's that's been probably more of a secret sauce to me than just the pro the the actual platform, if I had to say so.

SPEAKER_00 29:22

I can't really speak to other lead vendors, but I'll just say for us, like we have worked with hundreds, it's actually over 1,500 easily life insurance agents. We've seen it all. Ty has written a couple hundred K months himself. Like, we've been on the inside of the industry, we've been on the lead vending side, we've been on the consulting side. We get all of it. So when we coach people, there I have never met a scenario that like we can't speak to or help somebody with. No matter what it is. Like we're they want to recruit, we can set them up with recruiting ads. We were getting like agents in for like 25 bucks. That was sick. But yeah, we can do almost almost anything. Now we're limited.

SPEAKER_03 30:00

Are you doing recruiting ads? Uh inside for what go ahead. They're in the platform. Yeah, they're in what's the cost per lead on that? Uh what were you seeing? Three dollars right now. Because we're doing a tell me if you guys can help us with this. So we have 150 managers that are doing, and to become a manager, you have to do it's almost 150 managers, you you have to do a hundred and fifty thousand a month in issue paid premium, two months in a row. Okay. So back in 2020, what we did is every manager contributed a thousand dollars a month to a marketing campaign, and we spent a $200,000 a month budget basically at that time. Some people bought two or three or four slots.

Recruiting Ads And Building A Pipeline

SPEAKER_03 30:51

And dude, we were everywhere. Like you couldn't get away from us because the ad spin was so crazy. And then we would take the managers and and run a bunch of different ads with their faces on them. Oh, dope. So that it's also branding our own management team, right? So we're getting ready to relaunch that, but we were doing that manually, and it was a pain in the ass. Is there a way you guys could do that with AI for us?

SPEAKER_00 31:21

Yeah, a hundred percent, dude. Yes. And then whatever your costs were, I don't I mean, I would have to look, but I assume they could be lower. Um damn. I forgot what I was just gonna bring up on the recruiting.

SPEAKER_03 31:32

Well, maybe we could have you guys build that or help us build it. Because right now it's all we have a Facebook ad guy and he runs everything manually.

SPEAKER_00 31:45

Okay. Yeah. I mean, dude, we could absolutely set it up. Throw the AI media buyer on it. We already have a ton of creatives that already work. If you want to throw your agents' faces on, you can do that too. And then the thing that you may have already had this set up, dude, when it comes to recruiting, people think it's different than selling. It's really not. You need a pipeline, just like you have for your leads. So, like, you need a pipeline of people that are uh applied, they filled out the whole thing. You want them to send in videos so that you can see them before even talking to them and make sure that it's worth your time. This is all personal preference, but I like to have people submit videos because I can tell in a second if somebody's gonna work out in sales. And then you have automated text, it's booking you for interviews. Like if you have all this set up and running, you can automate like 90% of it.

SPEAKER_03 32:28

Yeah, that'd be crazy.

SPEAKER_02 32:31

That would be sick. And especially if it was built into the manager, maybe the manager section. Yeah. If it turns on like a light switch in the integrity when you start, you know what I mean?

SPEAKER_03 32:41

Yeah, because we have so many success stories, dude. Like, it's incredible how many success stories we have, and I want to share that.

SPEAKER_02 32:49

Yeah.

SPEAKER_03 32:49

And I want to do it with ad spin behind it.

SPEAKER_02 32:51

Like you almost want to have convention, which is what kind of real I was already locked in, but I was like, I came out on a mission after national convention. And but it's because I saw like a thousand people walk across the stage who I connected with five or six of them, maybe, because whatever about what they said or what they, you know, where they come from, their backgrounds. I was like, if this person's at a million a month, I can get to a million a month. If they're at 400,000 their first year, I can get to 400,000 my first year. And um, you know, it's it's you almost want that, but like, where when you're recruiting, you can say, hey, like, look at you may not connect with me, I'm recruiting you right now, but maybe you connect with someone else at FFL. We're one big family. Look at all these people who have success stories, and they can just click through, oh, she looks like someone I know, you know, that kind of thing.

SPEAKER_03 33:40

Yeah, dude, the the person with the huge ego that wants to be everything to everyone, yeah, has a hard time scaling.

SPEAKER_02 33:48

Yeah.

SPEAKER_03 33:49

The person that goes, dude, let's just go to the conference and find someone you can relate to and do what they're doing.

SPEAKER_02 33:56

For sure.

SPEAKER_03 33:57

They crush it.

SPEAKER_02 33:58

Yeah. You can't have ego in growth. You know, it's yeah. Being a leader is like it's like being a doctor, a lawyer, a physician, a psychiatrist, or not psychiatrist, psychologist, right? It's like it's you have to be all things to people, and you have to be really good at doing things you don't get paid for. And it's more work than just being a high producer. Yeah. For sure.

SPEAKER_03 34:22

All right. I want to learn before we do this demo about you guys selling your businesses. How did that work?

SPEAKER_00 34:30

Um, for for me personally, I sold a business that I had in 2023. It was a marketing agency for Kairos, med spasm, physical therapists. Um, I've talked about it on YouTube a little bit, but it was really cool. It was like my first uh alkalade of like success. So I got to go through like a legit due diligence, and I had um some strategic buyer, some like Uber executive was building something and just wanted to roll up a bunch of companies. But um, yeah, he purchased it and I got to learn all about like I I had a broker that was on my side and an attorney, so they're advising me the whole time on like how to increase my EBITDA really quick, make the books look really good

Selling Businesses And Understanding EBITDA

SPEAKER_00 35:08

for the last six months, and sellers' discretionary earnings versus like EBITDA. And yeah, they they helped me a lot. Super cool process. Um yeah, and I learned a lot. What was the EBITDA when you sold it? Uh the EBITDA wasn't crazy, it was like 800,000. Um I'm 32 now. I sold that. When how old was I? 27. What's the multiple on it? It was uh like 2.5. It's a small multiple. Yeah.

SPEAKER_03 35:34

Yeah, it was like yeah. I was just figuring it out. You killed it though. Congratulations. I'll take that.

SPEAKER_02 35:39

27? Come on. Yeah. Wild.

SPEAKER_03 35:44

All right, let's let's play a game. Did you go to college?

SPEAKER_00 35:47

No, definitely. No.

SPEAKER_03 35:49

Bri, did he get good grades or bad grades in high school?

SPEAKER_00 35:54

You know the answer. I bet you got decent grades in high school. No, they were ass. Yeah.

SPEAKER_03 35:58

They were.

SPEAKER_00 35:59

Yeah. Yeah. I like mentally checked out of like, I'm gonna go get a W-2 paying job when I was like 14, dude. Yeah. You got good grades.

SPEAKER_03 36:08

Alright, Tyler, you sold a business too?

SPEAKER_01 36:10

Yeah, mine wasn't quite as uh sexy as his. I sold to so this was second agency that we grew we scaled. It was actually Casey who's sitting outside. It was my partner. We sold to uh another agency owner, just like off the books. Wanted to get rid of it.

SPEAKER_03 36:29

Oh, an agency, a life agency.

SPEAKER_01 36:31

No, a marketing agency. So another marketing agency owner. Um he had a we were in mortgage, he was in real estate, he wanted to um he wanted to roll up similar situation. I didn't get the sexy multiple. We wanted to get out of it because we were getting into life insurance actually at the end of 2023.

SPEAKER_03 36:50

Bro, you guys have your hands on something special right now. I don't think you know.

SPEAKER_02 36:55

And they're a tripod. There's a third guy who's like, you know, he's like that dude with the headphones in the back, and you know, he's quiet, but you're he's watching everything, he's on the computer all the time, it's Casey. So between the three of them, I've watched him, it's like it's it's kind of like magic, you know, it's pretty cool.

SPEAKER_03 37:11

All right, let's do this too before we uh show this demo. A lot of people have the goal of selling their life agency one day. And the reason is because they've seen a lot of people do it so they know it's possible. But Bri, can you explain? Actually, I want to hear this, how you believe that process works.

SPEAKER_02 37:36

Here.

SPEAKER_03 37:37

Just yeah, anywhere.

SPEAKER_02 37:38

Well, well, I don't think it works anywhere. Um I believe that in order to transact in a business like this one, you have to have sort of like a letter of intent from someone with enough money that buys books of business. Life insurance doesn't have the residual count, in my opinion, um, in order to really care so much about the book as they do about the growth of that business in the future and the ability to upsell clients other policies. Life insurance, for every one person that gets life insurance, maybe they need five other policies, auto, home, life, whatever. And so to me, you need the the reason I believe in the ability to sell my book here is because of the partnership and relationship, the letter of intent, so to speak, uh, with integrity. Now, the reason I know that'll work is because I've seen this work in a very similar model in a much smaller um business, which would be pest control. The largest, most wealthiest pest control business owners, the way they built their business was like they have let they have letter of intents from like truly no lean. So once they get their EBITDA to a certain number, they truly know when will buy the book. What's the what's the multiple ones? Oh, you'd have to ask them, but it's definitely over like a four or five or six X, right? Um now, granted, you're out there, it's door-to-door, you're pounding the pavement, it's a whole nother business. But there's more millionaires in pest control and more people transacting in pest control than solar, life, the uh uh pretty much any door-to-door product. That's a fact. Um, because of that, like it's it's a duplicatable process. It's selling your business is built into their model. That to me, I don't know if that exists anywhere else outside of FFL. Maybe I'm wrong.

SPEAKER_03 39:23

I'm sure this is the thing. If you build a business that's very profitable and growing, it exists. Sure. Period. Because somebody's gonna want to buy it, right? Yeah. So if you build a strong business where if Bri gets hit by a bus and this thing continues to grow because everything's set up right, I think there's always an opportunity.

SPEAKER_02 39:46

Sure. Yeah.

SPEAKER_03 39:47

But you need he just said it.

SPEAKER_02 39:49

He had guidance and support when he sold his book. Mm-hmm. That's probably 99% of the reason why I chose to be here. Because I I I wanted mentorship from people who've done it before. You can do so much wrong trying to sell your sell your business, you know?

SPEAKER_03 40:06

There's a lot of kids on on the internet that have all these things to say about selling your company. And I always ask, have they sold a company? And then people are like, Well, they haven't even issued like 10K in a month. So I'm like, oh, okay. Yeah. Just check in.

SPEAKER_02 40:26

Yeah. Definitely pay for their course.

SPEAKER_03 40:29

Yeah, yeah. And and they're charging ten thousand dollars for a course. But the I the reason I want to talk about this is because I never knew how this worked. But basically, you got your eBITDA to a certain number, which is your what's an eBITDA?

SPEAKER_00 40:47

Uh earnings before interest, taxes, depreciation, and amortization.

SPEAKER_03 40:51

Yeah. So basically your net profit.

SPEAKER_00 40:54

That's yeah, my bad if I just explained it in the doucheest way possible. No, no, no, no.

SPEAKER_03 40:58

You explained it the right way because you're smart. I explained it in my way, I keep everything simple. It's like your net profit. That's the way I look at it. But it's actually not your net profit.

SPEAKER_00 41:08

No, it's not. Mine was my seller's discretionary earnings. So my SDE was actually what I sold off of. Yeah.

SPEAKER_03 41:14

Yeah. Okay. But let's just say, like, to keep it simple for people. Money that you keep. Yes. Okay. So after all your expenses, money that you keep, you take that number. Companies are willing to pay a multiple on that, depending on interest rates, um, supply and demand, and all kinds of other things. So yours, you said, was a 2.5 times your they paid 2.5 times your EBITDA.

SPEAKER_00 41:41

Yes.

SPEAKER_03 41:42

And then you got your you got your first exit, which is amazing. Now in insurance, you people have seen higher multiples. So they've seen six or seven or eight or nine. But the reason people love this industry right now is because they realized that they own it. That they have a they can sell their own EBITDA at some point. Right? Correct. Which is awesome.

SPEAKER_02 42:11

It's huge. It's huge. I don't know why you would not consider any business where you can have an opportunity to transact. It's something that if you're a business owner, an entrepreneur, it should be on your list of like, I have to do this at least once in my life. Um, hopefully you do it many times, if you're blessed. And, you know, this industry to me seems like like I thought for sure in my last industry I was going to transact. I had it all figured out, but there was a lot of marketing conditions that shifted it. So I I was I made sure to pick an industry where it was like sort of a normal thing that was possible if you did everything the right way. And then that's one thing to remember is you have to depend on your profitability. I love that you're starting that new um thing that you that you talked about earlier. Like I do think if you're making money, be smart about investing it right. Because you never know. What if you don't transact, right? Like stuff happens. Um but always like always wake up every day and expect that this is your thing and you're gonna do it. You know what I mean?

SPEAKER_03 43:14

Yeah. So love it. All right, Tyler. Did you get a good let's have Bri did he get good grades? Did you go to college? Did you go to college? I did, but I dropped out. Okay, what was his grades through high school, GPA through high school and college? 3.5. 3.9. Wow.

SPEAKER_01 43:34

Magna cumulate? Small town. Small town, Alabama. Not a big deal, but yeah. You're top of your class of all 14 graduates or kidding? But I was not top of my class.

SPEAKER_03 43:47

You weren't top of your class with three point nine GPA? No, I'm not no.

SPEAKER_01 43:51

Because you can get like four point twos and four point threes if we're taking honor honors classes and stuff like that, yeah. We had a couple of like four point five. And four point sixes. It was sixteen hundred when I graduated from Miami.

SPEAKER_02 44:03

That's crazy.

SPEAKER_03 44:04

Yeah.

SPEAKER_01 44:04

Seventy-one.

SPEAKER_03 44:05

All right. How'd you guys meet?

SPEAKER_00 44:08

How did um I think the first time was probably at a mastermind event in Miami. We both went because we both had our former marketing agencies that we sold. And we just paid for this mentorship program, went to Miami to go uh do some like consulting work, and it's like a two-day workshop where they kind of go through your business. And I met Tyler, um, and I don't know, just kind of hit it off. Tyler's like a person that you feel like you can meet him in five minutes and you've known him like your whole life. So I think we kept in touch after that, and like what what even happened after that? I think we were both scaling our businesses like side by side, and then at a certain point, I think both of us realized and we were like self-aware enough to be like, all right, I just need to take a step back so that I can start learning again, because we were just hitting a ceiling for a very long time. At least I'll speak for myself in saying that. So I decided to sell. Tyler sold uh his business, and then we were looking at potentially getting into solar and or life insurance. So we decided, just honestly, by luck, dude, when we think about it, by luck to not do solar, and then we went into life insurance. I mean, yeah, just to give you the whole thing, went in. Um I find that life insurance sales are pretty simple, like pretty, pretty easy, at least personally. So, like, that's what I like about the industry a lot. And then we bought a ton of leads, even though we had a huge marketing background, we still had this preconceived notion that like oh these lead vendors have to be doing something special, there has to be something different. And then we just started generating our own leads, and uh, yeah, that was pretty much it. So then we we built Infinity Box, which was the lead vendor company. A lot of people like some people might recognize my face from that, but we were very big in the IUL space. Um, yeah, how many leads did we sell? Like 200,000, 220,000, something like that. But did that for a few years, and then just like we said, the special ads category hit. I think the free lunch is kind of over. So we're trying to get ahead of the game and help agents profit more, and they can basically just do that themselves, but long-winded story of how we met. Yeah. That's awesome.

SPEAKER_01 46:21

You I think I lived in Nashville when we met. You were about to move to Nashville and you moved to St. Pete. Yep. And then a year later I moved to St. Pete. And then we moved back to Nashville together.

SPEAKER_00 46:29

Yeah.

SPEAKER_01 46:30

Now neither of us live there anymore.

SPEAKER_00 46:32

Yeah. Dude, I've moved like six times in the last six years. Every year. Why? Oh, I just I I never had a house, and we just bought a house in uh upstate South Carolina, but before that, we're just going all over just seeing if we liked it.

SPEAKER_03 46:45

What are you guys doing with your money? Because you're making money, right?

SPEAKER_00 46:49

Yeah. Dude, for me, um I'm not super. We we have our compliance attorney also has a business partner that is like uh what the hell do you even like an advisor? I don't know. You just call him a financial advisor. Yeah, you can just say that. But I'm maxing out uh Roth IRAs, I have a few index funds globally and then domestically, I forget the terms on whatever it is, but like you know, the American markets versus the global market. Um other than that, I have a shit ton of money in XRP and could go to the moon or it could all blow up, so I don't know.

SPEAKER_01 47:25

We also invest heavily back in the business. Oh, yeah, dude. Yeah, first of all. Heavily.

SPEAKER_03 47:29

What about you? What do you do with with your money?

SPEAKER_01 47:32

Same stuff. We need to, I think we need some more, probably more advanced strategies soon.

SPEAKER_00 47:37

But just as like a like a side tangent, we're so um, we're always like invested in agents having the best experience. So like it's challenging for us because we want to set up some sort of and this is like me being selfish, but like set up like a profit first model inside our own business where we pay ourselves first, because if we don't do that, we will always spend whatever money we have in the bank account, and sometimes it doesn't actually directly improve the product or experience. So yeah, we gotta like be more cutthroat about that. It has to improve, otherwise, it's just wasted money. What's your goal with Life Button?

SPEAKER_03 48:11

What do you want to get it to?

SPEAKER_00 48:13

Uh, are we talking like revenue users? Everything. I think in in my mind, I've had um the the purchase price was really close to like 1.9. That was my first thing. I really want to have a buyout where I get $10 million. So reversing the math on that, I don't even know. I don't know what people pay on EBITDAs for a business like this. I guess it's kind of like in between SaaS and marketing. But what I'm finding is we we get people on the life button through webinars, which is really unique for the industry, at least from what I've seen, nobody has really replicated or can do it like we do it. Obviously, there's probably somebody out there, I just don't know them. But because of how we built this with AI and everything, dude, we can take thousands of agents and be fine with like a small team, coach people that need to be coached, other people just have a great time, we'll never hear from them, they just go write a bunch of business. But we can be in many places at once. So I I'd say goal is to get it to I don't know, at least five million EBITDA, get a multiple on that. And because I think at least from everything that I've heard in our industry, the of like the marketing side, normally if you hit past like a five million EBITDA, that's when your multiple becomes like five to eight, normally. Um and yeah, that would be our big buyout day. So that's my goal.

SPEAKER_02 49:35

I mean, you almost have to be appreciative of the fact that you started this company based on trying to solve problems for agents because you were an agent, right? Right. Um what was your biggest month, by the way? Uh 118. So you're you're selling leads to guys like myself. No, you're not selling leads. You're selling a process, not anymore.

SPEAKER_00 49:58

You get that evil after my own.

SPEAKER_02 50:00

Sorry about that. But you've actually done what 1% of agents have actually done, right? Like, I mean, how many people do 100,000 in a month? It's getting more common. More common. I'll do it in July. Almost hit it this month if I haven't taken a week off. Shout out to my wife. Um, but that's incredible, by the way. I think that's important to talk about it for a second. Like, you started doing what you're doing because of your marketing background and experience before this industry, and then you start, right, a company to solve the problem you saw was a major problem, and now you're offering that solution to the largest diamond the world. Um the best IMO in the world. And you know, there's more to this. Like, we've we gotta explore, we gotta go down that rabbit hole. Like, how do we get you back in back in this side of the business? I don't know. We should talk about that. Maybe maybe off off this podcast. Yeah, there's a way. Yeah, there's a way, there's definitely a way. Um I I uh I wanna say I appreciate your willingness to get in the trenches. That needs to be said too.

SPEAKER_00 51:15

Like that that's kind of like why if people are curious, like why we even have a relationship with Bri in the first place and why Bri's connected all of us. Like, we love having people that are in the trenches that we can trust that have big teams. So, you know, when you're getting feedback on leads and marketing in general, you you get a little bit of everything. Sometimes it's like, ah, quality sucks, other times quality's great, but you need the somebody in the trenches that is like an absolute truth. That that's Bri for us with his agency. So I appreciate you on that, bro. Absolutely.

SPEAKER_03 51:45

Alright, let's see this demo.

SPEAKER_00 51:47

Alright, cool. Do I have to share anything or click anything, Drew? Oh, look at it. Okay. I'll probably blur some stuff out. We can just do that and post.

SPEAKER_03 52:01

Well, we don't do post.

SPEAKER_00 52:02

Oh. Alright. It doesn't really matter that much. So right here, um All this goes live.

SPEAKER_03 52:11

We don't do any post because we think it makes the videos. I I can if there is sensitive information though, just let me know after.

SPEAKER_00 52:18

It's all it's not it's really not that big a deal. So there's a ton of CRMs out there, all of them are great, and all of them suck at the same time. Where I think most CRMs drop the ball is they basically just do that. They're just a way to manage

Live Demo Of The Platform

SPEAKER_00 52:33

your pipeline and leads. That's cool. We have a literal, like you can call it a marketplace of your own marketing company inside of this. The real reason that people like the life button is we're talking about selling companies. It's almost like if they bought my company Infinity Box and they just had the infrastructure, and they could just run it with no experience, no tech, anything, and they have the AI to be able to do it. So the AI media buyers up here, you can chat with it, you can ask it a bunch of questions on how your campaigns are doing. Go ahead. Okay. So you can just go down to life button AI. All you do is there's a ton of templates in here that are constantly being uh added to, updated. Yep, it's the AI making it itself.

SPEAKER_03 53:24

So Dude, this is kind of scary, bro. Dude, it is. It's like the fact that all this can be done with AI.

SPEAKER_00 53:31

Bro, some of the ads, I'll I'll find one. Is it under now?

SPEAKER_03 53:37

Are these all different lead types? So you got veteran final expense, IUL, oh, they're all right there. Mortgage, annuity. What's the cost per lead on annuity leads?

SPEAKER_00 53:46

Dude, okay. Well, I don't I don't want to say this as an it's gonna happen. We have people getting like $12 annuity leads.

SPEAKER_03 53:53

That's and have they written anything?

SPEAKER_00 53:56

Uh yes, they've written a couple, but it's their cost is like fluctuating a lot. What I see most common is like, what do you think? 50 bucks? 50. If you actually want to run some good stuff.

SPEAKER_03 54:05

I want to all of them. Okay. If I signed up today, I'd run every single ad.

SPEAKER_00 54:10

Yeah.

SPEAKER_03 54:11

Annuity, term, IUL.

SPEAKER_00 54:14

Where's the TV video ads? Right there. Is it this? Bottom left. Bottom left? Oh, it just has a weird guy with a kid. But I'll pull one up.

SPEAKER_01 54:25

Would your kids be okay financially? Honestly.

SPEAKER_00 54:27

Can I make it bigger?

SPEAKER_01 54:28

That's the scary part. What if I do it?

SPEAKER_00 54:30

Yeah, it's elect. Select. And I can play it on the right. Okay. So you can so all the campaigns, they'll have like, you know, 10 ads in them. That's the best way to do all these platforms. It doesn't matter if it's meta, Google, whatever, TikTok. Each campaign has 10 ads preloaded in it that AI thinks is a slam dunk winner. It's gonna test all of them, and then it's gonna turn off the bad ones and just keep the good ones running. And that's by the way, literally what a marketing company is. That's how simple it is. So, like people that pay, I don't know, five hundred dollars. I hear people paying fifteen hundred dollars for annuity leads. I don't get it, but you know, if they're making money on it, great. But here's just an example.

SPEAKER_05 55:16

Probably not.

SPEAKER_01 55:18

What if I told you that?

SPEAKER_05 55:21

There's no way.

SPEAKER_03 55:30

Bro. You can tell it's AI a little bit, the way they talk. Is that what it is? Yeah. It's the way they talk.

SPEAKER_00 55:41

Yeah. So for what we know, this is just an example. 90% of people are not gonna know it's AI. Not that that's like even because some people will watch it, know it's AI, and still get something from it and opt in. But yeah, we have hundreds of ads being made like that. You can choose if you want to run lead forms or take them off the platform and do landing pages. We have proven landing pages for all the different niches. You can do OTP, you can verify phone numbers.

SPEAKER_03 56:06

Now, does OTP raise the cost per lead normally how much?

SPEAKER_00 56:10

Yeah. Well, it's it really random. Yeah, it's it's really random. Sometimes, dude, we have people running IUL's uh a campaign, they're running landing pages and OTP, and it's cheaper than if they just ran lead form. So a lot of times it doesn't make sense. We just say to test everything. What does Bri do?

SPEAKER_02 56:26

I do it all.

SPEAKER_03 56:29

Lead form OTP. Oh, you so you do landing page and or do you do you do two separate campaigns?

SPEAKER_02 56:35

I I run like three or four at a time, usually. So you're just running everything. Well, now I'm not because it keeps telling me what not to run anymore. That's you know, so I I just let it do it for me. I'm just like, do it for me.

SPEAKER_03 56:48

All right, let's go back to this thing. This is crazy.

SPEAKER_00 56:51

Okay. So you just set your daily budget. What were you gonna say, Ty? No, this is Oh yeah. So you can go in, you can pre-select all your states. This is magic. You need this. Yeah. So, dude, if you come on and you're licensed in like 40 states, it's just like a little quality of life thing. You have to upload those for every single campaign you run, the 40 states that you're in, which is just a pain in the ass. So it's auto-saved here. You can continue with it. It's gonna run the 10 ads, the AI is gonna do it all for you, and I can just click launch and that's it. So that is literally it.

SPEAKER_03 57:20

How do you know it's not gonna break? What happens if it breaks? What do you mean by break? Like the ads get all funky or the AI is doing something it shouldn't do. The AI is on approval mode, so it can't do anything without you approving it? Yeah. So you guys are manually approving everything. Well, the clients are able to approve this. The agents, yeah. So it'll yeah, the agents.

SPEAKER_01 57:40

It'll give you feedback in your dashboard.

SPEAKER_03 57:43

What about getting these things getting rejected?

SPEAKER_00 57:47

Oh, because it's well it happens sometimes.

SPEAKER_01 57:50

You're talking about the ads getting rejected, yeah. This everything is marked as special ad category, so you can if if we tried to run it without special ads, it would 100% get rejected. But all of this is preset with the campaign structure that you need to be able to run life insurance ads. Every now and then out of the ten, one or two will get rejected, and it doesn't matter.

SPEAKER_02 58:12

That's why you need people to know what they're doing. Because I think that's that could happen it kept happening to uh agents of ours that they're like, I can do this myself, and then they did it themselves, and they kept getting rejected.

SPEAKER_03 58:21

So let's look at these campaigns.

SPEAKER_00 58:22

Yeah, so this is the AI campaigns that are running. This is the guy that I was talking about. Um, signs up. We do a boot camp for all new members. So, like, we're dude, we give agents so much FaceTime so that they can learn this. And even though we've made it as simple as humanly possible, AI does it, you don't need to be an expert, no tech experience required or marketing at all. We still give them a ton of FaceTime. So this is a guy that his second day in his boot camp has already written like $7,800 on $40. But these are the campaigns that we're running. There's that woman that I just showed you right down here, and this is getting $8.63 leads. And is this uh uh is oh, it's lead form OTP. So he's getting verified phone numbers for like eight dollars. A lot of times it's calling out higher net worth people that's like you know, a higher death benefit, or saying like five hundred dollars from each paycheck into an IUL, something like that. So yeah, this I would have no feedback for him. If he hopped on a coaching call, I'd be like, dude, just keep calling and selling, you're looking great.

SPEAKER_02 59:23

My only advice is if you're a new, if you're a newer agent, really get good at either um whole life insurance, right, or term first, or like mortgage protection, some form of that. Because, you know, jumping right into explaining how the complexities of the most complex insurance, life insurance product you can sell, which is IUL, is a little bit, you know, you're setting yourself up for someone who knows what they're doing, calling your client and selling them.

SPEAKER_03 59:54

Is is this built like on a GHL type of so for people who don't know, everything's built on GHL. Seriously, yes. They crack the code. Bro, yeah. Everything is built on Go High Level. Yeah. But the amount of customization you do is depending on how good you are running your company. Yeah.

SPEAKER_00 1:00:13

So essentially, because everybody, whether they know it or not, is normally using Go High Level, we've combined like if they have a CRM and they have their own internal, like basic lead company, like it's their own lead company on the inside. It's all together, everything's in one place. That's kind of it. So like we're we've tr we're trying to build like an ecosystem that has everything. There's uh like trainings in here, scripts, there's courses. Dude, there's there's a lot. So yeah, we're just trying to put everything in one place, and it's been working pretty well for a while. And the continued education piece is that uh like the boot camp. Yeah. Um new people hop on, they get a boot camp, it's three days in a row. Me and Ty hop on coaching calls Tuesdays and Thursdays. There's normally like anywhere from like 30 to 100 people, it just depends on the session, and everybody's getting FaceTime, asking questions. We have breakout rooms with some of our like senior marketing team that we used to have. We'll put them in breakout rooms with agents. We it's a pretty well-oiled machine.

SPEAKER_02 1:01:11

Now I know one of your partners um is onboarded uh to sell life insurance, correct? You guys have someone that keeps your ear to the ground. Um if someone reaches out to you guys, uh, let's say they don't have an IMA, they just got their life insurance license or sold on the industry, they don't know who to work with, but they see they get on one of your webinars, are they able to onboard or is that like a thing?

SPEAKER_00 1:01:33

Or yeah. What do you I would say yeah. Um and if the like we can help people find a home, if that's what you're saying. Like if they're just looking for a home, yeah. We're kind of separate from that, but like if we know a ton of people, obviously we know y'all. So yeah.

SPEAKER_03 1:01:49

So this is the thing for people watching. I don't want to go ahead. I don't want to interrupt you. No, that was pretty much it. Okay. If you get the wrong lead vendor, they will recruit your team. Oh, yeah. We see it all day long. So agents come here and they go, We're gonna we're buying these leads for a dollar from this company who's you know has someone who has a lot of followers promote them on Instagram. They'll try to recruit your team. That's awful. And so be very, very, very, very careful about who you're telling your team to go buy from. One thing I like about Integrity Lead Center is everybody that's being onboarded has agreements to not recruit your team. So I'd like at some point to get you guys onboarded to where people won't have to worry about that.

SPEAKER_05 1:02:41

Yeah.

SPEAKER_03 1:02:42

You know? Or what was his name?

SPEAKER_00 1:02:44

Sean Merriman.

SPEAKER_03 1:02:46

Can kick my ass. Yeah, Sean Merriman. We're we're gonna send him this clip. We're gonna tag him in this clip and we're gonna see if he's down. All right. That's fair.

SPEAKER_02 1:02:56

Yeah. I mean, you guys had every opportunity I spoke to before I even onboarded with FFL. And yeah, I mean, I will say to your integrity, I don't think it ever came up. I'm bringing it up, of course, because the clothes are in me, but you know, respectfully, you guys have been very top 1% when it comes to that.

SPEAKER_00 1:03:12

Thanks. I'll take that. Appreciate it.

SPEAKER_03 1:03:14

Yeah, what Bri's saying is he has no problem helping you if you need for you know, I got a guy. Bride for life. You know? Yeah. So all right, go back to this software. I want to I want to keep going through this.

SPEAKER_00 1:03:29

Yes. Okay. So a couple other things. Um this is just where everything sets sits on like the marketing side. So your own lead gen. Uh, it'll pop up. I just don't have an example here, but like a on the dashboard daily, the AI will give you an overview. And if it's in approval mode, it's just gonna say, hey, here's what I'm noticing, here's what I want to do. You click approve, and that's it. It's like, go ahead, Ty.

SPEAKER_01 1:03:52

I was just gonna say if you're gonna show anything else, go into the template account. Into the template account? Yeah, so we don't get people still in Lux's leads on here. Oh, true.

SPEAKER_03 1:04:04

Oh yeah.

SPEAKER_01 1:04:05

Go through his contacts and yeah.

SPEAKER_02 1:04:08

Nobody would ever do that from FFL at least, yeah.

SPEAKER_00 1:04:11

So I mean, everything in like a stereotypical or just like a general uh CRM is here. So there is um automations that go out for all new leads text-wise. When a lead does text back, we built our own AI bot. This actually took us like a year and a half to build. We built our own, we've had a bunch of agents go and buy things like ClothesBot, which is great, but it's like $400 a month or something. That's like an AI SMS bot. We just built our own, it's included. So all your texts are going out to new leads. If they respond, now AI is trying to book the appointment. We get very good reviews on the AI, it's doing uh good job. Are you paying per text that goes out? Yeah, it's like twilio fees, it's like 0.001 penny, isn't that what it is, Ty? So like if you have hundreds of leads, what do you think is gonna be like 30 bucks, 40 bucks? It's minimal.

SMS Bot, Funnels, And Underwriting Help

SPEAKER_00 1:05:02

Mine's ten dollars a day, and I have hundreds of leads. So well, yeah, that's even ten dollars a day for you is cheap because you have a ton. But for the average person, yeah, maybe like thirty, forty bucks, something like that. That's for all techs, not just that. Yeah, all everything.

SPEAKER_03 1:05:15

Does that say Slack right there? What does that say?

SPEAKER_01 1:05:18

No, that says sites. Oh, sites ones?

SPEAKER_00 1:05:21

Yeah, it's just yeah, this is where we house like all of our funnels. Dude, we've yeah, dude, we've spent um not billions, we've spent millions of dollars on some of the funnels that are in here that we know work and still crush, and if we have to iterate or change them a little bit, we do, but people can just run those. Um what about the underwriting genie? Oh, yeah, dude, the underwriting genie. So we dude, people think they'll sleep on us if they really think that we're just a marketing solution. Dude, we've done all sides of this for so long. So we have an underwriting bot that most agents where they'll mess up is. Is they go and try and sell, just let me use an example. They'll go and try and sell an IUL before hearing a single word about somebody's medical like background or health. So they start, it's like you go on a car lot and you're talking about the this Ferrari and how good it is and the cash value component side, but you pull their credit and they have like a 400 credit score, which would be like their health in this scenario. So now you got to roll out like a Honda Civic. They're not driving off the lot with a car today. So if you have the underwriting bot, it shortcuts things and makes it a lot easier so that you know people can get approved for things before you start pitching. And yeah, that's also like a sales problem. You shouldn't be pitching anything in the first like two minutes, but we can help with that as well.

SPEAKER_03 1:06:41

So it's like underwriting genies. Yes. Remember that? Yeah. So we actually paid people to sit there all day long.

SPEAKER_00 1:06:49

Oh, I remember in your Slack channel. Yeah. Yeah.

SPEAKER_03 1:06:51

And it was like it ended up being like 10 grand a month. Dude, that's crazy. But we would do three to five thousand a week or some crazy number. Grady was running it. Grady came up with this whole underwriting genie thing. But it was so helpful. But now we got AI.

SPEAKER_02 1:07:06

So what do we need? I mean Integrity Connect has a really great underwriting genie, yeah.

SPEAKER_03 1:07:11

Yeah, Integrity Connect took that away. Yeah. They took away the underwriting genie, which is a free tool for agents if you don't know, that does all the quoting with all the carriers and is super cool.

SPEAKER_02 1:07:22

It's been great to it's nice sometimes uh not have to log into a separate place so that so once we connect everything, we'll yeah, yeah, yeah, for sure.

SPEAKER_03 1:07:30

Okay. Uh what else is on here? Anything else we're missing?

SPEAKER_00 1:07:33

What do you want me to go over, Ty? Is there anything else notable that I'm missing? No, I mean buttons. Yeah. I mean, we're why can't I see him do I? Just go to Leeds. Leads?

SPEAKER_03 1:07:48

Can you talk about calendar? Yeah, hold on. Are all the automations pre-done? Yeah, yes.

SPEAKER_00 1:07:55

So you don't have to do anything. Dude, you don't have to do anything. It's it's legitimately like I'm just it's funny because we talked about selling companies. It's like if you bought our IUL Infinity Box company and you just had it. And you could just run it, and you didn't need a team to run it.

SPEAKER_02 1:08:09

So yes, you guys have to build a custom. I wanted something a little more custom to how I wanted my clients engaged. So they added another funnel for my age leads, and that one's been killing, by the way. It's been going really well. So, you know.

SPEAKER_00 1:08:22

Ty, what do you want me to go through? So, carrier portals. We have a absolute crap ton of portals that you can just go through right through here. Uh the underarm, we should talk about that. Yeah, I will. Okay. Who knew how to build all this AI on your team? Uh, it's really Ty and Casey. Uh there, dude. I am an overpaid idiot that just does webinars. And like Tyler and Casey actually do everything.

unknown 1:08:46

Yeah.

SPEAKER_00 1:08:46

Oh, yeah, one of the ads.

SPEAKER_03 1:08:48

How did you know how to do this? I didn't. How did you figure it out?

SPEAKER_01 1:08:51

Talking to AI. Just working with it, figuring it out.

SPEAKER_03 1:08:55

This is insane.

SPEAKER_01 1:08:57

How many hours did you spend? Curious. Uh, that was a couple of weeks of weeks. 16-hour days. Jeez, Louise.

SPEAKER_02 1:09:03

You're just on there just plugged into the matrix. Yeah.

SPEAKER_01 1:09:06

I mean, Casey could attest on his end. He's the one that built the media bar. Not interested.

SPEAKER_03 1:09:11

Have you seen all the reels of kids like making fun of each other because they're like clawed coding all night?

SPEAKER_02 1:09:18

Yeah. My son built an app for a trash can cleaning business he's gonna do in our neighborhood. He's 15. And uh, I'm like, what do you mean you built an app? He's like, Yeah, I built an app. He shows me the app. I'm like, Yeah, just did it with AI. I mean, to me, I I I was so impressed. I was like, wow, my boy's so smart, but it's you know, it's anyone can do it.

SPEAKER_03 1:09:38

Back in the day, you'd need like genius level IQ to do that at night at nine years old. College degree.

SPEAKER_01 1:09:45

You're the next Elon Musk. Yeah. We were on the plane to Vegas and Casey built a blackjack simulator so he could train for the casinos. Didn't work at the end of the day. No, it didn't work.

SPEAKER_00 1:09:57

We lost five hundred dollars in like ten minutes.

SPEAKER_03 1:09:59

Oh, that's hilarious.

SPEAKER_00 1:10:01

No, that's somebody else is up ten grand.

SPEAKER_03 1:10:03

Yeah, someone here is up ten grand, though, right? Yes, he is.

SPEAKER_00 1:10:08

Let's go. So a couple other things, um, if you want to pull me back up, Drew. So yeah, um, there's a bunch of dispositions that you can do. So you just like we've just made everything super easy, so you don't have to constantly go into like an opportunities or pipeline level thing. It's like everything kind of lives in one spot. Um and yeah, if you run what did you want me to go over, Bri? Appointments?

SPEAKER_02 1:10:31

Talk about appointments because I think this pre-books. Okay.

SPEAKER_00 1:10:37

Before I do that, is there anything else you want to go through? Can we just unshare? I'm impressed. I think we get the job. Just so you guys know. Okay. By the way, if anybody's like curious on this, we run a training on this every single Wednesday. Um, I don't know. People can just they'll find our ads or go to our website or something. You you can uh whatever. Show up on Wednesday and I'll kind of walk everybody through this. On appointments, so we've worked with over 1,500 agents. I don't know how many people are in our little Hall of Fame that's over 100k a month, but there's quite a bit. I think it's like over 40 people. Every single one of them uh understands that appointments are disappointments. And dude, this is just like I was saying earlier. If you overcomplicate your pipeline or sales process, you're just not gonna do well. At least I don't think. So appointments for us, it's like an industry issue. We'll dude, we'll run ads calling out rich people. They'll fill out 10 questions on a landing page, then verify their phone number, then book an appointment, then they'll no show. So, like very high percent of the time. So if you're doing pre-bookings, we recommend calling them immediately, just

Appointments, Speed To Lead, No Shows

SPEAKER_00 1:11:42

like they're a warm lead. Because when somebody's opting in for life insurance, it's important to them now, it's probably not gonna be important to them in 48 hours, or just something else gets in the way. It's not gonna be on top of their mind. It's not at the top of their mind, yeah. So well, go ahead. If you do have appointments, we say it is a warm lead, call it immediately. The best case scenario is that you're gonna close them. The worst case scenario is you confirm the appointment. So like style, we just don't wake up, roll in, see our calendar, and take the day as it goes. Yeah.

SPEAKER_03 1:12:10

Great advice. Yeah. If I was new, I would turn that call button on where they can call you. Yeah. Because that's great. If they call you, it's over.

SPEAKER_02 1:12:20

Yeah.

SPEAKER_03 1:12:20

Yeah. Vegas is really hot right now, so I was gonna get misters all over my yard and everywhere, like just to keep it cool. And dude, no one answers their phone. I called like a bunch of places, they don't answer.

SPEAKER_02 1:12:34

Yeah. Yeah. And sometimes when you want it, you want it now, right? Like something just happened to your family member or whatever, and uh so now it's on the top of your brain. So you want to speak to someone, if you can get someone polite, loving, and supportive on the phone. It's over. It's over.

SPEAKER_03 1:12:49

Yeah.

SPEAKER_02 1:12:50

Yeah. Well. Um, I would also say if you're if you're like if you're running your appointments, and this is just pro tip for me, like I call my appointments as much as I call a fresh lead on the day the appointment is booked. So I usually have a great connection rate. He was like, What's your connection rate on your appointment? It's pretty high. Now, not the first time I call them, the ninth time I call them, or FaceTime them, or whatever I have to do, smoke signals to get them on the phone. So I just would, you know, I'll this I'll say this last piece. I had an agent, he was like, Oh, Brive got these appointments. I had four back to back on a Saturday and no one's answered. I was like, What time were they? It was 10 o'clock when you told me this. He was like, Oh, between eight and ten. I was like, So at the end of the day, after you've called them ten more times, then tell me you have a bad connection rate.

SPEAKER_03 1:13:38

Yeah. All right, where do you guys think this is going in the future? AI, lead gen.

SPEAKER_00 1:13:44

Well, I think it's gonna be similar to what we're doing. I don't know the exact, probably like full end vision, but I think it's actually a good thing. I think the agents themselves and agencies will make more money because you don't need to pay markups on leads or you don't need to pay retainers anymore. I think where it's going is everybody can have their own marketing agency in their pocket. And like that might sound like cliche or like 2003 and dumb, but it's literally right here. Like, so I think that's where the future is headed. And as far as lead vendors and lead gen companies, I think they'll always still be there. And I think people will always still win with them. I just think the people

The Future Of AI Lead Generation

SPEAKER_00 1:14:24

who like want to take it a step further, like the people that join life button are people that are really interested in their own business. They're not just like in a sales rep mindset. They're like, no, I really want to own my own business, I want to see the ROI and the return on ad spend and what I can do to change that versus the people just slinging leads, which is great, you can make a lot of money doing that. But that's where I think the future is headed. I I think it's gonna be a lot more people focusing on their own business with AI.

SPEAKER_03 1:14:49

What do you think since you built it?

SPEAKER_01 1:14:51

I I agree. I am not an AI genius. That's our other partner, just to get make that clear. But I I agree with him. I think there's gonna be a lot of platforms being built, probably. Um it's just a matter of the the expertise of the people that are building it and the ongoing support that we're giving, providing. Who knows? Because a year ago ChatGPT couldn't make images look good, and now it's insane.

SPEAKER_03 1:15:19

So crazy.

SPEAKER_02 1:15:20

Yeah, they'll always need I think they'll always need the sales rep.

SPEAKER_03 1:15:24

Oh, are you talking about that? Like, no, no, no, no. I'm just saying, like, where does this go, bro? I've seen this just change. This could put a bunch of lead companies out of business.

SPEAKER_00 1:15:34

It it will. I'm kinda like trying to, you know, be polite, but it will.

SPEAKER_03 1:15:37

You're trying not to talk smack.

SPEAKER_00 1:15:39

Yeah, it will.

SPEAKER_03 1:15:42

Now, I want to tell you guys my only issue with it, okay, which we talked before the podcast, there is a sign-up fee. And I don't think it's good new agents trying to make money. I don't believe it's the best thing for them to fork up all that money. Okay. What do you think, Bri?

SPEAKER_02 1:16:03

Um, I agree because I understand the market of the new agent and the mind of the new agent, because I work with them every day. I also think if you want to take ownership of your business, this is probably the most inexpensive way you could do it. But I agree. I think we gotta find a we have to find a middle ground.

Startup Fee Concerns For New Agents

SPEAKER_02 1:16:27

Um, because the problem is if you're getting a profitability after you've basically paid for the the usage of it, that's a tough thing. That's a tough thing. I I I could berage you and say you should spend the money, spend the money, you know, go drive Uber until you can pay for it, like I can do all that. Um But the truth is is you know, some people come to us and they're broken. They have to c and they're coming here for a new a new hope, a new start. And those are the ones who struggle the most, but they're the ones you want to win the most, right? Like you really want to see them win because they need a you know, they need a a a new beginning.

SPEAKER_03 1:16:59

So well, what I want to try to do is get that down for FFL agents if we're the biggest buyers. I want to get that startup cost down. Which we could talk about later. Yeah, we can do that. But is that something you think you guys can do?

SPEAKER_00 1:17:18

Uh yeah, I'm a hundred percent open to it. Maybe if we talk about it and come to something, we could put it in like the description of this video or something, or what it whatever you want to do. But we're super open to it. That's why we came, mainly.

SPEAKER_03 1:17:29

So yeah. So inbounds and the inbounds I'm talking about are not the ones you're talking about. The inbounds I'm talking about are lead vendors that run ads for people to only call in. Right. And then they're consumer-initiated inbounds. And these are people running huge campaigns on the internet, yeah. And and they're buying, they're doing media buying, and they're doing commercials and all kinds of stuff. And and agents love them because you can turn them on and off. Like I can turn it on right now. It's amazing, and I will get a call right now with a customer on the phone.

SPEAKER_02 1:18:08

And then turn it off.

SPEAKER_03 1:18:09

And then I can turn it off, and then I can go get Chipotle, come back, I can turn it on, I'll get somebody on the phone right then, turn it off, go take my kids to jujitsu, come home, turn it on. It's like Uber. Yeah, it's like saying, I want to work right now. Okay, here you go. Oh, my phone's freaking out because I keep pushing buttons on it. Um so I really like that, but there's a guy named Sam, and he runs an inbound company called Spectra, okay? And he's like you two good dude, doing the right thing, not bothering anybody, not getting too greedy. Dude, he's like one of the biggest companies for inbounds now. Wow. Because he's just doing the right thing and FFL agents are using him. Dude, his company exploded.

SPEAKER_00 1:19:02

Alright, well, we're we're down. We we want to play.

SPEAKER_03 1:19:05

Yeah, his company exploded, bro. Yeah. And he's just doing the right thing.

SPEAKER_02 1:19:10

Yeah, I remember meeting the folks for the inbounds at national convention, and there was a line, them and other lead vendors. That was the most incredible thing to see. Um, but if you try to duplicate what he's doing, it's impossible because you need the buy you need the user interface. You need FFL, you need a thousand agents willing to purchase it. Otherwise, that toggling on and off can't exist because you're gonna lose a fortune, right? Who's like you can't just shut ads off. That's not how it works. So, I mean, you have to be willing to lose money or have enough buying power to wear the money you're losing when no one's on, for instance, right?

SPEAKER_03 1:19:46

Yeah. And then Hunter said something good. He's like, the people that you basically what you were saying earlier, the people that are so smart, they don't get anywhere because they're overthinking everything. And the people that are dumb are murdering it, killing it. Because they're like, oh, I just have to get this infinity box and push activate on this ad and call people and don't overthink every little thing that's going on.

SPEAKER_02 1:20:14

You have to be dumb enough to listen to the people who have success who are part of your upline. They're gonna give you good advice, they're not gonna give you bad advice of everything to gain to watch you succeed. So, like, just be dumb enough to listen. Like, sometimes we overthink ourselves out of great opportunities.

SPEAKER_03 1:20:29

Yeah. I always tell people there's agents that are so smart they're dumb. And there's agents that are so dumb they're actually genius. And I and I fall into that category.

SPEAKER_02 1:20:45

Well, it's working. Whatever you do it, I'd I can I have two shots of that, please.

SPEAKER_03 1:20:50

Dude, it's a it's awesome. Yeah, but all right, guys, thank you. I'm gonna say this is the first AI run lead vendor. Cool. Is that true?

SPEAKER_00 1:21:00

Yeah, I think that's fair.

SPEAKER_03 1:21:01

I don't know. I've never seen that. I haven't either.

SPEAKER_00 1:21:04

Yeah.

SPEAKER_03 1:21:05

Not working.

SPEAKER_00 1:21:05

Oh, well, yeah, dude. There's probably people that have tried, but it's like it's almost like a gimmick. Like they haven't really done it. The the thing that I go over in webinars is that like we have actually done this. It's it's like an AI media buyer. It's not some BS that's like you're typing to AI and you have to do the ad. So yes, you can say that. At least like the first in the industry, yeah.

SPEAKER_01 1:21:24

Anyone can go connect Claude to their Facebook ad account right now and run ads, but that's a fraction of what we're doing. Yeah, it's not.

SPEAKER_00 1:21:33

Also, if just like to if anybody tries to do this themselves, like be my guest, but I'll just caution you. Have you ever talked with AI and

Wrap Up And How To Learn More

SPEAKER_00 1:21:40

it's obviously wrong, and you tell it it's wrong, and then it's like, you're right, here's where I messed up. It's like, dude, good luck. That's we had to train it with $10 million, dude. It's not like we're just saying, hey, can you run these ads?

SPEAKER_03 1:21:52

Hey, and if they do go figure it out, good for them. Yeah, that's the thing I learned about this. There is enough business where you guys don't have to they they could copy you. Most people won't.

SPEAKER_02 1:22:03

Can you I know we're we're closing, but can you just cover that real quick? Like, I think I've heard a lot of people say, Oh man, if I give my best lead vendor to too many people, right? Like, then I have less leads.

SPEAKER_05 1:22:19

And I always get blown out.

SPEAKER_02 1:22:21

I don't I don't understand that thought process. Is that even a real thing? It is. It is with a lead vendor. It is. No, I can't. I'm gonna have less vendor leads now. Yeah, we're not a we're not a leader. Exactly.

SPEAKER_03 1:22:37

Yeah, dude, because the lead vendors have a dude running campaigns and managing and changing, but if you just have AI doing it, yeah, you could scale this thing like crazy. Now, if everybody's running the same ad, the cost per that ad could go up, correct?

SPEAKER_00 1:22:52

Yeah, but it has to be a massive amount, dude. It's like think about all the templates in there and all of them work because AI has like looked at all of the performance and made sure they work. What's the likelihood that we have like 200 agents on with the life button right now? That 200 agents all select the same campaign and all spend like $10,000 a month, very low. So it would take a lot to hit add fatigue, and that's where AI comes in, anyways, and makes new ones. But great point. Yeah, we're just thinking we're ahead of it. That's cool.

SPEAKER_03 1:23:20

All right, cool. Hit these guys up if you're interested. Thank you guys for sharing. Brian, thanks for thanks for bringing them in. See you guys. Thank you.