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From $1.3 Million in Solar to Life Insurance... Here's Why (Ep. 285) (Ep. 285)
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A late-night phone call from a widow whose husband died hits different when you’re the one who wrote the policy 16 years ago. That moment becomes the heartbeat of our conversation with Brhy Henry and Michael LaMunyon, two producers who’ve lived the sales grind and now apply it to virtual life insurance sales with a focus on clean business, real service, and long-term trust.
We dig into what separates fast starters from frustrated quitters: buying insurance leads with a plan, learning the language of underwriting and health qualifications, and knowing when term life, whole life, or an IUL actually fits the client. Bri shares how nearly two decades of door-to-door shaped his discipline and humility, and Michael breaks down what it’s like to be brand new, feel the “is this real?” doubt, and still put up strong early numbers by showing up daily and staying coachable.
We also talk about the parts nobody glamorizes: the temptation to chase leaderboards, the social-media LARPing that makes the industry look fake, and the daily mental reset required in a business where you can win for five days and lose for three. You’ll hear why “divorce the outcome and marry the process” is more than a quote, how living benefits protect a family when illness stops income, and why answering your phone is one of the simplest trust builders you can adopt immediately.
If you’re building a career as a life insurance agent, transitioning from solar or door-to-door, or just trying to sell with integrity in a noisy online world, this one will sharpen your mindset and your standards. Subscribe, share this with a hungry salesperson, and leave a review with your biggest takeaway.
*****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.
What's up, everybody? Andrew Taylor here. Today we have Michael Lamunion with us and Bri Henry. What's up, boys? What's going on? We were just talking about going to lunch after this, and we're gonna hit up this spot called Magic Noodle. Magic Noodle. That Bri says people fly into Las Vegas from all over the place just to eat it. It's true.
SPEAKER_05It's the best noodle spot probably in the West Coast.
SPEAKER_02Wow. Have you had it? No. You'll see. So what do you do? Put chicken and all kinds of stuff in your noodles?
SPEAKER_05No, you'll see. It's a it's a different, it's a it's magic. They do hand the hand pulled noodles. They make the it's it's kind of like den Tai Fung, but the flavor profile is perfect. Insane. All right, Bri, how much you sell in a month? Uh a little over 60,000 IP so far. I'm about 70 so far this month.
SPEAKER_02How long have you been in life insurance? Uh going into month nine right now.
SPEAKER_05How many guys do you have selling on your team? 22 act 32 active actually as of last month. How do you like life insurance? Coming from door to door for 18 years, I love it. This is not the same business that it was when I got my license 14 years ago and didn't love life insurance. Face to face was not for me. Not in life insurance at least. But you're loving it. Love the virtual salesman. Awesome.
SPEAKER_02Michael, what about you?
SPEAKER_01Uh 45 days, somewhere, six weeks.
SPEAKER_02I like getting a brand
Early Results And Team Numbers
SPEAKER_02new person in here. Thought you would. Because the brand new people can relate. Exactly. What have you done in the last 45 days? Like right around 20,000. Total? Yep. Okay, so we're gonna hear from Bri who's figured it out, and then you who you are figuring it out. Correct. Love it. What what kind of leads are you working?
SPEAKER_01Um, I'm working uh the button. Life button? Yep. And then some goat leads. Which one do you like better? Um you know I think leads are leads. You just work them. Nice. I don't really pay attention anymore to I'm just working them as they come in.
SPEAKER_02Nice.
SPEAKER_01So I'm spending all my money on them, right? Investing in it. So I'm just it's all important to me. How much have you spent so far? Probably too much. Um I've been kind of aggressive. Um, I think we've talked about it. There's two ways to get somewhere, and I had some money to invest, and so I went after more premium. I should have, you know, slowed down, got better on the phones first, so I initially wasted some, you know, some money in the beginning. He's saying you should have listened to me, is what he's saying.
SPEAKER_02Oh, yeah, tell us about this.
SPEAKER_05So you have two two types of agents coming into this, right? Some have business experience, acumen, prowess, right? And money, capital. And you have folks who have don't have that. Um Mike wasn't was like that. The the problem is is there's a learning curve to submitting applications, there's a learning curve to health qualifications, there's a learning curve to, you know, when a client should go whole life versus IUL versus term. There is a time and a place for every product, and I think learning that is like any new business is like learning a new language. And you have to learn the language before you start dumping money into it, is my humble opinion. However, Mike did the opposite, and it's working for him though, because he he his his learning curve honestly was like collapsed
Leads And Collapsing The Learning Curve
SPEAKER_05to like 15 days because he had to.
SPEAKER_02He saved like two years of learning and just crammed it all up from crammed it all in. I like that model.
SPEAKER_05Yeah, 16 hours a day. He's called me at like nine o'clock at night on a Sunday. So like he he his intensity is is there, and so I have this saying I I do is like match intensity, you know, match energy. If you come to me with a hundred, I'll give you one ten. But if you come to me with thirty or forty, I'll come with you with ten. Because like, you know, when you have so many people looking for support, you have to compartmentalize.
SPEAKER_02Yeah, I love that. Okay, before we get into this, I'd love to learn about Bry. Oh. Tell us what'd you do before this? Tell us about your life. How'd you start selling life insurance?
SPEAKER_05So I was approached to do door-to-door sales in college. Um, like a lot of people are actually, I think. It's uh kind of a really cool gig. They sort of sell you on making, you know, back then it was like you can make six, seven grand in a summer. Well, I could work two jobs and not save up 3K in the summer, you know, in between, you know, uh each school year. So I did it. I uh I started with a company called EMS, Energy Marketing Services. It was selling U-verse, so fiber optic internet, and TV door-to-door, and I absolutely loved it. Um, I think setting my own
Bri’s Sales Story From College
SPEAKER_05schedule, the income, they paid $67 a deal, but I could do like 10 a day. Um so I was like, that was a lot of money, you know, 18, almost 19 years ago. And then they uh my senior year, they offered me a management position in Birmingham, Alabama to run an office at like 21 with like a hundred thousand dollar base, and da da da. So I took it, never looked back, and um I was been have have done some form of sales ever since.
SPEAKER_02Love it.
unknownYeah.
SPEAKER_02And how hard was it to be in sales to provide for your family? Because you got five kids. Yeah. And have to go, you only eat what you hunt. Yeah. How have you done that?
SPEAKER_05Well, first, when I married my wife, right, um, we didn't have five then, right? So it's that that that's kind of evolved over the past um 20 years. But truthfully, I think if you're going to look at what you're gonna spend your time on, I've always believed if I believe in what I'm doing, then I'll find a way to make the numbers work. And so door to door, it's just like that. It's like I I you know when I did alarms, I believed in it. I was like, okay, you know, like if someone breaks into this person's house, I want to be, I want to have the product, you know. And so I think I've just been really good at always selling myself first, solar. I wanted to save the save the planet from rooftop at a time. So I really got into that, did very, very well, made a ton of money, then lost a ton of money, and then you know. How much were you making in solar? My first 13 months, I have sort of like an odd story. Um, I didn't have the same learning curve as a lot of folks because my learning curve came at years prior. So my journey from A to Z success-wise was very short. So my first 13 months, um, I made like $1.3 million in solar. So I got very I got it was a 20-year overnight success. You know, like I I think there's this uh this thing that I train on. When you start something new, there's your journey from A to Z. A is success, right? And uh Z is success, and A is where you start. Some folks' journey from A to Z is shorter because they have more life experience, or maybe they just listen. Sometimes you just have to learn to be dumb enough to listen. And so whenever I go somewhere new, I listen to everybody. I I'm I am I know nothing. I am I'm a brand new person. I don't try to bring my ideas, I don't try to do any of that because that is where you fail at a new opportunity is thinking you know everything. So I came here, I didn't know anything. Teach me everything. And um, you know, and you know, when you see someone winning, take them to lunch, like watch what they're doing, edify them, love on them. And people people have always been I've been very blessed because people have always been very like open to teaching me, and I think it's because I have this sense of humility that and like very happy go-lucky demeanor about me, and that is not easy. I've worked for that. I've had to work to be humble. Being a father makes you humble fast, right? Um being a husband makes you humble fast, right? Because my wife is smarter than me, so you know, and I think I think I know everything, but she usually actually is right. So I think that experience combined with having a family and traveling for the summers, you know, when I did alarms, I would actually be gone for three, four months at a time, which was a real flex on a marriage, on a relationship. One of the summers I was gone, my wife was pregnant with my daughter, who's my third child, and she couldn't come because she had like uh hypermesis, whatever, whatever, and so she couldn't travel. Usually they came out, she couldn't that summer. So I was away from my family for like almost four and a half months, hardest four months of my life. But my why. It was the biggest summer I'd ever had. We did like almost 2,000 accounts that summer. Um, and I did my best personal ever that summer because I was like, if I'm gonna be away from my family, like I'm gonna make it work. I'm gonna make it make sense. I'm not gonna I'm not gonna be out here goofing around. Like, I mean, I I was working seven days a week. I didn't, you know, it's because what else am I gonna do? You know, family's away. So I think that's kind of been like my go-to is just like outwork the people who are better than me, learn from the people who are better than me, and eventually maybe I'll be kind of good at something.
SPEAKER_02I love it. That's awesome. Was it scary jumping from solar to this? Yes and no.
SPEAKER_05It was scary because anything new is scary. No, because I personally believe I had to leave solar. Solar abandoned all of us far before we abandoned it because the entire political focus on solar just shifted overnight. And it put a lot of very powerful big companies out of business, and mine was one of them. And so, I mean, I could cry and complain and you know be emotional about the fact that I lost my business, or I could be blessed for the opportunities that I had, thankful for how much money I was able to make, for the lessons I
Solar Money And Hard Lessons
SPEAKER_05learned, which are probably more financially beneficial to me, was what I learned through that experience of starting a business and having to close a business. And then my and then you know, transitioning the humility of knowing that like I have to make this work for my wife and kids. Like, there is no option. So when I started, I think it was like, well, these people in this office are all making 20, 30, 40 grand a month, some of them. So if they can do it, there's no reason I can't do it. I just need to learn what they're doing, I need to learn the language, and that's what we did.
SPEAKER_02There's a ton of people coming over from solar, yeah. But dude, I get a call like every two days and from different people that claim to be the biggest solar people in the solar industry. Yeah. Like how many biggest solar people in the industry are coming over? I'm gonna do our own, we're gonna call it between two panels.
SPEAKER_01Yes, look at it.
SPEAKER_05In Arizona, we have the thanks to Andrew. Uh we're gonna we're gonna have we have our podcast room out there, and I think we're gonna expose a lot of facts. I was by no means the biggest, but I definitely was a big part of the industry and knew everybody that was anybody. And so I think everyone is the uh the main main character in their own story, for sure. That's what I'd say. And some people were the main character, and some people were supportive roles, but we all did the job. We helped we helped the planet be a little bit less environmentally unfriendly. Now, how do I get solar now? Now, uh you'd look for a local company that has weathered the storm. Most of these companies didn't take the same risks that the big companies did. So you could say they were right by not trying to be big. They stayed small and they stayed focused on what they do. So in every market where solar and net metering exist, there's probably a good company you can find that does a great job. Is it cheaper now? The cost has gone down significantly, mostly because the financing options um have been forced to make that happen. Right? The the cost of going solar is all tied to capital markets' willingness to invest in it. So, you know,
Why Solar Changed Overnight
SPEAKER_05Wall Street, and most of the banks that get their money from Wall Street, the banks have gotten super like uh solar has been kind of like on this you know, seesaw, so it's virtually impossible to get a solar loan these days. Um with a dealer fee, that's not ridiculous. And so that's where like the leasing options are probably the strongest option right now. Um, or just paying cash for it. Now that's the cheapest way to go. Uh, but then you have to make sure you're in the right market. Some markets don't have net metering, or they have some form of net metering that isn't favorable for your current bill. So there's a lot of research you'll have to do. I would say be careful, just make sure you find someone who really knows what they're doing.
SPEAKER_02Um can I just go buy panels at Home Depot and Claude tell me how to put them on?
SPEAKER_05No, you can't, because even if you do that, getting the utility to approve the application so you can do what's called net metering is virtually impossible. Got it without the right people. Got it. Awesome.
SPEAKER_01All right, Michael, what'd you do before this? Um I still do it. I have an automotive marketing consulting company, so B2C franchise dealerships that I've done for uh 13 years now. And then I also own a home service company that does appliance repair. Nice. So I can do this as well with those companies. Why do you want to do this with those companies? So how I got into this is watching Edmund. Somehow I got linked up with him on Instagram and seeing him transition from solar to this, and then you know, once you start looking at life insurance, your
Michael’s Background And Why He Joined
SPEAKER_01feed becomes life insurance. And I just started piquing my interest. And you know, from afar it looks fake. Is it real? Um, and as I got to know people, uh I was like, this is real. I looked at my wife and I said, it's gonna kill me if I don't at least see what this opportunity is. It's a bigger opportunity than what I'm doing currently with the other businesses. Um so, and then meeting Bri and talking through a story about that.
SPEAKER_03Yeah.
SPEAKER_05So I get a text message randomly on a Monday, I think it was. And it's Edmund, he's like, and it's a group chat with me and three other top leaders at Comquat. And he's like, guys, this is Mike. He gets to pick whichever one of you he wants to work with. So immediately I'm like, okay, you know, like I'll let these other guys do their thing. But then Mike reached out to me and I was like, okay, like we had one conversation, I think it was, and it just we really connected. Um, and I and he ended up choosing to work with my team over the other teams. I think it strictly was just based on connecting. And I think that's very important for anyone watching this. If you're recruiting, sometimes there's gonna be people who reach out to you that maybe they don't connect with you. But the power of FFL is the ability to bring them and let them watch everyone else's success stories and connect to who they do connect with. Doesn't mean you they can't work on your team, right? It just means that maybe they get pulled in by a different voice than your own. You have to let the just let the ego go, right? And I think the process will take care of itself. So that was a kind of it was kind of fun, it was like competition, anyway.
SPEAKER_01Yeah, and I agree. Like the first thing I said is look, I mean, I'm next to two guys every day. You know, Francisco, shout out Francisco. He's in uh Cabo on a boat, and uh and Bri, and these guys are just crushing it. And so I'm just like, whatever you guys are doing, I want to do that. There's no ego in making money. Yeah. Right? And so I'm and you've done it though.
SPEAKER_05Yeah, I mean you know what but that's the thing. Let's talk about this for a second. Because I've had a lot of agents start. Um and I think a lot of them try to connect, they try to get involved and they try to show up, and sometimes they don't have proximity, which is tough. Like traveling to me or me traveling to you. That's that's not always easy or possible, right? But if you show up, people will not let you fail. I mean, I'm invested in his success now because I see him every single day. So now we've emotionally connected. So it's like I can't let him go home and tell us why this didn't work, right? And I think that's important when you're new and you're like, okay, I'm gonna start here. Bring energy. Show up every day, work harder than everyone around you if possible. Let the people who are winning see you try. And if you do that, they won't let you fail.
SPEAKER_02Yeah. The interesting thing to me though is now business owners are leaving their businesses to sell life insurance. Wow, brother. There was a guy in here, he did $10 million a year in revenue. He's like, dude, I don't need all the employees. I can do life insurance with less employees, I can make more, I can passively, he believes he can passively get to $70,000, $80,000, $90,000 a month easily. Yeah. And he's like, yeah, I'm all in on this. And I'm like, whoa. That's when I realize this thing's gonna get really big. Yeah. Is when business owners for years see this as a huge opportunity.
SPEAKER_05I will go on record to say this is the greatest opportunity I've ever seen. It's the only business I have been able to actively engage in sales in 50 states at once. That doesn't exist anywhere else. It just doesn't. And if it does, great. But I'm telling you right now, virtual sales, life insurance particularly, with the with what value you're adding to the marketplace, America has borrowed from its future to pay for today. The cost of living's gone up, inflation's gone up, all of it's gone up. There has never been a better time to make sure your blind side's covered, which is what life insurance does. And mostly because I mean, I have five kids. I I'm making more than I've ever made, and it sometimes does not feel like it. Because I mean, we went to the zoo, it was $500 for the seven of us. Like that's you think about that for a second. Five hundred bucks for one day at the zoo for a family of seven.
SPEAKER_02Do you have a sprinter van? Like what kind of car do you have?
SPEAKER_05My wife drives she's it's a big car, it's an escalade, but yeah.
SPEAKER_02Oh, I love that car.
SPEAKER_05Yeah, yeah.
SPEAKER_02That's my favorite car of all time. Yeah.
SPEAKER_05It's her favorite. My wife's escalade. Yeah, it's her favorite too. It's not my car, it's her car. So that's awesome.
SPEAKER_02Well, if you if you have another kid, you need a sprinter van. We're done. You sure? We're done.
SPEAKER_05Uh if you ask my wife, she'd definitely say we're done. Okay. Um, we were done. Did you get shipped? Uh, so that's a long story. Uh I was actually supposed to, and then COVID happened, they canceled my procedure because nothing that was like you're in COVID, you could, you know. And uh I have a five-year-old that a COVID baby who's bet like I couldn't imagine life without him. But we were done at four. I was really done at three. I wanted a daughter. I got my daughter at three, and then then, you know, so yeah. Yeah, crazy. That's awesome. Oh, four. Oh wow.
SPEAKER_02It runs away from the yeah, it is a for a lot of reasons people are figuring out. Now, it's also an easy business to abuse. I want to talk about this. Okay. There's a lot of people that come into the industry and they take shortcuts, they don't write clean business, they don't use good lead sources, and they don't make it very far.
SPEAKER_03Yeah.
SPEAKER_02But they do post a lot of things on the internet, like cars, and I guess this is called LARPing. Uh, live action role-playing, they're just faking it, like they have a lot of money.
SPEAKER_03Yeah.
SPEAKER_02And that term came from the kids that play in the woods with the swords. Yeah. But now people are saying, yeah, a lot of people in the in insurance industry do lie. Yeah. They act like well, I guess in life,
Shortcuts, Clean Business, And LARPing
SPEAKER_02social media, they act like they're doing better than they should. We want to keep encouraging people to do the right thing and not chase leaderboards and not chase I have a cooler car than you, but chase running a healthy business. Absolutely. Which is what we do. But I do see in the industry, not us, I see a lot of crazy things happen.
SPEAKER_03Okay.
SPEAKER_02Have you seen that? Yeah, absolutely.
SPEAKER_05Um, I think sometimes it's a matter of perspective too. When you wake up and you decide you're gonna throw yourself into something, you I said it earlier, you really have to believe in it. And so then that means doing the research to understand why you should believe in something. If you can believe in something, it's easy to do the right thing. Right? Because the clients will always be there. And so think about if you just think about the world today, everything's gotten more expensive. I would say the baby boomers are probably the best at saving money. Okay?
SPEAKER_02Yeah.
SPEAKER_05Since then, I'd say we've gotten really bad at it as a society. We want we want instant gratification all the time. But how does that conversation go? I said this on stage with your wife. If you're saying, hey, I want to s I'm gonna spend one to five percent of what I make to make sure that if I pass away, not only are you, you know, mourning me, but you also might lose the house. That's that's a pretty noble cause to make sure that doesn't happen. And I think too many people have been convinced that they can just luck their way to retirement. Meanwhile, most Americans don't even have enough money to handle an emergency financially in their savings account. That's terrifying, right? Life insurance offers a solution to all that. It offers you a a cover, it covers your blind side, right? We are we are not investor. That's not what we do, right? My job is to make sure you as the quarterback, if you have the money, right? I'm you've seen Michael Warr, right? You've seen that movie Blind Side? I'm gonna watch your blind side. I'm gonna make sure you can get up there and keep throwing that ball. Um so that money, your that ball is that money, you can maybe make other investments with your stuff, but at the end of the day, what happens if you have a heart attack, cancer, stroke? What happens if you pass away? What happens if, you know, do you have six months of a nest egg built up, saved somewhere? Right? If the answer is no to these things, I got a product for you that won't break the bank if we sell it correctly. You know? So I just think that's where you gotta start is believing in it.
SPEAKER_02So check this out. The other night I get a call. I think it's an agent that's calling me at 9 p.m. And I'm getting because for some reason my phone number's all over the internet. I I I pick it up and I'm getting ready to tell him, Did you go to the Ignite event? And if he says no, I'm gonna say, Well, dude, I'm not helping you, I'm with my family. Cause he's wasting my time. Yeah. And he's not really that hungry if he's not gonna go to the event that we just spent so much money on to train everybody, and he couldn't go. But it wasn't an agent, it was a lady whose husband died that I helped 16 years ago. Kidding me. And she's like, she's
The Widow’s Call And The Real Mission
SPEAKER_02like, I can't believe you answered your phone. Now, one thing I do do is I always answer my phone. I'm gonna tell you why in in a little bit. But I remember her daughter when she was three, she's 19 now. No way, their husband died, who I wrote the policy on. This was when we would go in the field and go see people. They have nothing but this policy. Nothing. So I talked to her for maybe an hour on the phone. Even my wife was like, dude, that was yeah, that was sad. Yeah, it was brutal, dude. Um, and but the beautiful thing is we get to go give her a check. Yeah, like and do what we can, and the daughter doesn't have to get pulled out of college, which was what was gonna hap which was what was gonna happen. Um, but like if you really truly think about what we do and realize you're gonna get a lot of those calls, then it makes this job really easy and really rewarding. Dude, last month our team did over 36,000 policies. Just our team. That's insane. So imagine how many people were going to help over time. Yeah. And I did this thing, and I think everybody should do this at selling life insurance. Have you had anybody close to you die? Yeah. You have, have you? Yep. Okay. Some people say no, and I'm like, dude, you're lucky. Yeah. Like my grandparents lived to their in well into their 80s. 50 grandkids and great-grandkids. 50? 50. That's insane. Four kids, 50 great grandkids and and grandkids. Nothing ever happened to anybody while they were alive. Wow. Like they just had this really awesome life. I'm like, that's God is good. God is good. But some people they don't have that, and most people don't. So what I did is the people that passed away in my life when I was young, I put a picture of them on my desk because I would call people and I would have commission breath and I would be thinking about myself. And if I could just flip that for just a second when I'm calling people, all of a sudden I had no problem calling you five, six, seven times in a row. Yeah. Because I'm like, dude, I'm helping them and they're all get this call one day.
SPEAKER_01Can I say something to that? Yeah. So initially, when I looked at this business, obviously it's for this to scale the business to make money to provide for my family, right? Um, then something happened the other day which put it all in perspective. My wife's coworker, she's 31 years old. She all she does is she cracks her neck. Well, she um she rut or her cervical artery and she died. She was 31 years old, right? It just happened like within the last week. And now being in this business, and that's like on the top of my mind, and it's just to your point, it's like wow. You and so just something people don't think about that, and how unlucky she is to go through that.
SPEAKER_05So it's interesting you say that because when I was transitioning from one solar company to starting my own, um being a hypermanic CEO, great book, by the way, if you guys want to pick up a good one. Uh I was obsessed with building the business the way the properly, right? If you watch the podcast with Titan, things like that, making sure that you know we did good business. And the the reps got paid well, and the clients got great thing. We managed jobs to install. I got really sick. I didn't want to tell anyone because I'm a man and you know we're tough. And my daughter's first day of kindergarten, right? I'm not feeling too well, but I make it through the whole day. I get to um I get to the end of the day, I tell my wife, I think I need some antibiotics or something, because I had like a I had a cut in my leg that it kind of got infected, right? I go to the hospital, I'm like, I need some antibiotics. They take my blood my my vitals and stuff, and they're like, You're not going anywhere. You're like, you're basically septic. You should be dead right now. If you went to sleep tonight and not showed up, you might not have woken up. And I was in the hospital, you know, hundreds of thousands of dollars later, thank God I had insurance, right? Um I'm, you know, I was fine. And laying there in that bed, I kept thinking, like, what legacy am I leaving my children? Five kids, amazing wife. And I think, you know, something in me knew I didn't have enough for them. I wasn't leaving them enough. But it was too late at that point. And so I think if you can take, and that that to me is an emotional reason when someone's on the phone with you to think about about like I sell life insurance, I sell six-month, get a six-month Nasdaq built up, and then then we can talk about some type of like backup plan to retirement through, you know, IUL tax, you know, deferred retirement, blah, blah, blah. But like, one step at a time, let's get your blind side covered. And if you can learn to have that conversation with your clients and you can connect, you shouldn't really be having too much reason. They may not be able to afford it. I respect that. Um, they may not connect with you and not want to buy from you because maybe there's something about you they don't like a trust. But there's only there's no need, no hurry, no money, no time, no confidence. Those are five reasons people don't buy things when you sell them something. If you can identify the need, the time, the money, the hurry, the whatever, like all that, and kind of nail it down on a phone call, connect viscerally. This can be the most fulfilling opportunity you will ever be a part of. I'm telling you right now, it's and the money's great. I get it, everyone's making money, yeah, yeah, yeah. But there's so much more to what we do than that. You just said it, you just said it. I wanted to share kind of like mine, because I'm like, I'm a dad. That could have been me, leaving my kids behind with nothing. And my wife, with nothing. Like, you know, I we had I had life insurance, not enough, right? Not even close. Anyway, proof of thought.
SPEAKER_02Yeah. The other interesting thing is people buy life insurance like six or seven times in their life. So if you keep in touch with their with your customers, you'll sell them more insurance over time because things change. Right. Or they may need to switch from a term to a permanent plan, or they may need to get their kid a policy or whatever it is. But this is something interesting. My friend, who's a pastor, was telling me, and I just want to bring it up because it kind of reminds me of your story. He was like, dude, the Bible says to leave your kids an inheritance. And I was like, Are you sure? Yeah, you know, I mean, so I looked it up in in uh on Chat GPT right now. Okay. This is actually really cool. The Bible encourages parents to leave an inheritance for their children, but it also emphasizes that spiritual wisdom and character are even more valuable than money. But still, I think it's good to now. If you if you can do all three of those, I think you've done a you're gonna do a really good job. Yeah. You know, because you can't just leave the money without the spiritual wisdom and the character, or it's gonna be all of it, all of it real bad. Oh yeah. You know? Oh yeah. Do you guys do anything to like keep your mind right? Because this biz this industry can mess with your head. You you say it, you go.
SPEAKER_01I agree. Um I I guess I have you know, I have perspective. You know, they always talk about that that guy, he's just chipping away the the gold right there, the diamonds or whatever. So I've gone through that, so I can lean back on that at a time when I called my mom, and it was, you know, two two years into doing automotive marketing, calling on dealers, cold calling, just walking into dealerships, and I was like, I think I gotta figure something else out. This isn't this isn't working. And she goes, You're almost there. Just keep
Mindset, Tribe, And Three Feet From Gold
SPEAKER_01going. And within a month of that, I landed my biggest deal, still as a client today, and it changed everything, everything in my life. Um, and so now doing this, you know, I've had some days where I'm not selling anything, and you just have to like trick your mind. And one day I just went to lifetime, I I went to the dry sauna, I did a coal tank, and I got came back home an hour later and I refreshed and reframed my mind, and time to go again. So I think it's just for me, it's just tricking my mind.
SPEAKER_02I like what you said though, reframing it with gratitude and like a different perspective.
SPEAKER_01Because there was for me, there was no point to continue on calling more leads at with that frame of mind. Yeah. Like, I'm just gonna burn through it. I'm not gonna do as I'm not gonna do your best. Yeah, right.
SPEAKER_05So you know, I think that number one, who's your tribe, right? Like, I was fortunate, fortunate enough to s to to be dumb enough to just listen to everything people were doing that was working and not try to figure it out for myself with my years of experience. I you know, I'm new here. I'm the new guy, right? And so I wanted to quit three free from gold every single day. Right? I have had a successful business, I've made money before, and this is the problem. People come here with their past successes thinking that they're entitled to something. You're not, right? You need to do the work, you need to do the work harder. You have more reason to do the work because whatever you did before failed. So now you have to prove something to yourself. Meaning, here here's the statistics on life insurance, right? Like if you like there's a reason why Hall of Fame, I believe, is 400,000. I don't know, I've never asked you, but I don't think you have a career in life insurance until you've issued premium at least $340,000. Until you've been around for at least 12 months. And the reason why is because most of what you're getting in the beginning is earned commissions anyway. So you have to outrun and outpace that for at least the first 12 months to get to the point where you start to see some type of residual, you start to see clients stick on the books, you get to your month 10, 11, 12, and from there you you you kind of get to a place where you've made it past the three free from gold quit put quit quitting point, right? This is a wake up every day, do it again business. It's not a pipeline business because they pay us so fast. You already got your money. This is a wake up and do it again every day. So you have to learn very quickly that if you do not divorce the outcome and marry the process, you are cooked. That's a no-go. That's a non-starter. You will not make it here because you could have a good five days and have a bad three days. I've seen it with Francisco, right? Shout out to Francisco. Um, started with me day one. Um he's gonna probably do 100,000 or close to 100,000 this month. Um, and uh, you know, he's he's he's been an incredible student, number one. He's listened, he does everything he's told, he doesn't try to reinvent the wheel, but more importantly, when he's clocked in, right, his focus level on making sure that he doesn't try to reinvent something and just do this thing has always been there. And so, you know, he's 22 years old, he's gonna make probably close to half a million bucks this year. That's not because he's special. It's because he listened and he clocked in and he paid attention.
SPEAKER_02For people getting in the industry and they're concerned that some people are inflating their lifestyle. Uh like it might not be real. What's some good ways for them to figure out what's real and what isn't? Like you said, you it didn't look real to you. Why?
SPEAKER_01Well, I mean, I think social media just in general, right? You don't know what's real. But LARPing.
unknownYeah.
SPEAKER_02Everybody's happy, they have the hottest wife, a six-pack, they're rich.
SPEAKER_01Until that guy kicks you off his Lamborghini. He's like, Why are you sitting on my Lamborghini? It's not yours. I think uh for me it's just I was like, I gotta talk to the people, right? Yeah, and I gotta and talking to them and being around them, you know. You could see it's real. And I just think uh it's like you said, you're not entitled to anything. Yeah. When I came into this, I I don't know anything. I'm the new guy, I'm gonna listen. Um, but I love I I've been self-employed for 13 years. I don't want to have a cap on me, and I want to know like as hard as I work and them I'm gonna get back what I put in. And I would never go to a W-2, I'd be your worst W-2 employee. Um, so that's what I love about you know being self-employed. And I don't need somebody to wake me up and say, go to work, right?
SPEAKER_05Well, some of those and so and if you do, make sure your tribe will get you there, right? Will get you up and get you going and surround yourself with people who push you. But like social media is not a good teller of like, should you join an opportunity? The people you meet at the place when you're looking at an opportunity are what matter. And like there's first of all, 100 grand a year ain't what it used to be. Half a million bucks a year ain't what it used to be, million bucks a year ain't what it used to be. Um, anyone can spend their money when they're making good money on things that have no existential value. They can focus on purchasing things that have a very strong, you know, like show value, right? Materialistic value. And I think we all have to live that at least one point in our life if we're successful. I think every successful person has had that period of time, maybe except for Warren Buffett, but like most people have always done they bought the thing maybe they shouldn't have bought because they they had the money to do it, or they went on the trip and spent a little more than that's not why you choose to do this. It's not because people are making more money than this person here. You do you decide to join this opportunity because the people that you meet that are part of your tribe are people you can lock arms with. That's what makes it easy to make a decision worker, I think.
SPEAKER_02You have a reputation of like everybody that talks to you says something good about you after they talk to you. And you it also seems like you want to give back as much as you take.
SPEAKER_05Yeah.
SPEAKER_02Have you always been like that?
SPEAKER_05I I like to hope so. Maybe not. I don't know. I just think that I'm I'm a glass half full realist in life. And the realest thing I can say to anyone is if it's meant to be, it's up to me. Being a man and a provider of a household requires a certain level of selflessness, right? Especially in today's society. And so I don't want my burdens to be someone else's burdens. If I meet you and I'm going through a bad day, maybe you're also going through a bad day, so me giving you that energy is is is really selfish. It's really selfish. So I try to never do that. So you do have bad days? Of course. Right? Of course. I think the one person who probably knows that I'm having a bad day without me saying anything is probably my wife. But I try not to give that energy. I try to always match people's energy. If they're having an off time, I try to and ironically enough, the more I pour into people though, the more they give me back. Not in like financial gain or not in things, but just in like positive, reinforced energy. But do you feel better too? Always. Always loving on people. Loving on people is the only way to feel good. Pain comes from obsession with your with your whatever whatever you're whatever's bad in your life, the more you focus on it, the worse it's gonna get.
SPEAKER_02Yeah. Uh we had somebody in here from Arizona. Is it it Charles Keller? It's Charles Keller, right? Yeah. He's a stud. But he's talking about uh AA. Okay. And the guys that made it, I believe what he said, Bill and Bob, they created the big book for Alcoholics Anonymous. Because I was telling him a lot of my friends are ex-al alcoholics, and it's just interesting that like most of my group is and they're cool people, dude. Yeah, like I love them, they're awesome people. But he was saying that these dudes started talking to people to help them with alcohol, but what they found out is it was helping them with alcohol. Uh so one of the wives was like, You can't help him, like you can't cure him. This guy's way too far gone. Yeah. And their response was, We're we're helping ourselves. Yeah. I was like, dude, that's so crazy. Yeah. Because that's how everything is. Sure. Yeah. Facts. Insurance, everything. Facts.
SPEAKER_05I think you know, and this is not to say if you live this lifestyle that I've chosen to live, which is trying to be positive as much as possible, important to people, and not give them my negative energy when I have it. Find a way to like blow that steam and then get back to work. Um, you have to remember it's gonna come with like you're gonna have some haters. People don't like to see people who are too happy, and you're gonna have people who try to tear you down. That's a test. Every time you pass it, God blesses you more. That's what I found. Um and you just gotta own that. Like, not everyone's gonna like you, not everyone's gonna like me. I don't do it because I want people to like me. I do it because it makes me feel good, you know, and I think that's uh good way, a good mantra to live by, you know.
SPEAKER_02How do you how do you stay away from the energy vampires? That's it, so the way wording that the way you did, right?
SPEAKER_05All negative energy pulls. So learn to match people's energy. I say this in every recruiting meeting I'm in. I say this to every business partner I make. I will match your energy. Now, first of all, own that. Okay? Be a man of your word. If you say you're gonna do something, do it. So if and if and and then be okay admitting to people you're gonna make mistakes. That's number one. But like if you learn to match people's energy, it gets really simple. Like I'll give you some love if you're having a negative talk, but like if we're in the
Energy Vampires Versus Givers
SPEAKER_05middle of a conversation, it's all like negative, I will turn around and walk away from you. You'll be like, what happened? I'm not interested in this conversation right now. I'm not, I'm just not gonna do it, right? Um, because you're you're you you went from Brield Me Up to let's have a gripe fest. Not interested. Not interested. I'm not the one for you. Sorry.
SPEAKER_02Dude, I have a theory. If 51% of your business is energy vampires, every new person that you come in converts to be an inner in an energy vampire. If 51% of your business is winning, and the higher that percentage goes in, every new person that comes in will adopt that. Yeah. So there was a point in time where I had like 10 dudes and seven of them were negative. And until I could flip that to where I had 10 dudes and seven of them were positive, or 20 dudes and 13 of them were positive, the energy vampires are so uncomfortable. Oh, yeah, that they either change or leave.
SPEAKER_05Yeah. Now I'll warn you, I'll warn you if you're watching this, those people, when you let them go, they're like uh so I have this theory about givers and takers, right? I think everyone on this planet is either a giver or a taker. Givers typically attract takers. It just makes sense, right? Like this person's giving, I'm a taker, I'm a take. Um, learning to let those takers go is the most powerful thing you can do. They will be the ones screaming at you that the new givers around you are the wrong people. They'll be the ones pulling you in the wrong. Sometimes it means you just gotta walk forward alone. That's what it means. Because if I'm a taker and you're a giver and you're giving me something, and you're about to give to somebody else, what's my number one thing I'm gonna try to do? I'm gonna try to convince you not to give to that person because now I have less you less to give me that, right? So learning to get rid of the givers, it'll change your life. I'm not that good at it yet. I'm I'm gonna be the first to say that. I struggle with this every single day. Um, but because I'm a giver. Just who I am, right? Um I've it's what I've who I've chosen to be. That's another thing you gotta remember is you can wake up tomorrow and be a different one. You can be a giver if you've been a taker. You just have to consciously decide that's what you're gonna be. And uh it means it means doing things that you don't get paid for, doing things you don't get thanked for, you know. Um there's one person that'll always give you what you need if you ask them, it's God. So if you don't know how to pray, learn how to pray. Uh, whatever your belief system is, I believe that uh sometimes you can just ask the universe to give you love. That's all you need. I love it. And a dog. And a dog. That's a good one.
SPEAKER_01Or cat. Or cat.
SPEAKER_02Yeah, I always used to say if you get to if you ask them about their dog and they tell you all about them, and you're interested, you're guaranteed to sell that policy. Checkmate. Yeah, checkmate. Nugget.
SPEAKER_04Yeah.
SPEAKER_02And if you remember when you call them back in a year and you go, hey, how's you know Beethoven doing? Yeah.
SPEAKER_01What'd you do to increase 40% this year? I just talked about their dog. Yeah.
SPEAKER_02What's funny is Happy Birthday on the dog day. Hey, what's funny is like what I'm saying right now is really how you sell a lot of insurance. Yeah. Like learn about them. Dude, I got this video. Let me find this. So I'm in this car selling insurance in 2018 with a dude, and he was totally cool with this. I'm gonna play the video. He couldn't get insurance because he was like 80, I forgot what he was, 90 years old. Oh wow. Maybe he was 98. 98 years old. Good for him. Legion. Legion, what's it called? Legion's. Okay. And oh, I gotta find this. Hold on. And uh I ended up giving him
Rapport That Sells And The 95-Year-Old Clip
SPEAKER_02uh uh Medicare uh Medicare plan and totally like helped him big time. Yeah. Uh like a Medicare supplement plan. Medicare advantage plan. So I still helped him. But let's see if I can find this. So I'm sitting in his car with him. Is this it? No, that's not it. Here we go.
unknownHow old are you?
SPEAKER_00I'm 95, yeah, though. I did turn 59, yes, yeah, uh and uh we're staying in my car when we're helping you with your healthcare, right?
SPEAKER_02Right. And are you pretty happy about your zero premium plan? Oh yeah. Cool. What's it what's the trick to uh being 95 but and being as healthy as you are besides drinking vanilla coke?
SPEAKER_00I I I watch I made you cure what I eat. As a matter of fact, I don't I don't go to the fake food paste. I do not run another man's woman. And I exercise every day for fish. I'm doing my strength because anything that is awful to anybody out, I avoid it. That's what I do. I think I keep uh prepared for anything that comes up on it. I have prepared for them. I don't know if I don't take advantage of it.
SPEAKER_02What do you think you're gonna do if I if I make you mad?
SPEAKER_00I go get my 15, you know, but don't don't spin it around because it might come by here and I have to shoot them.
SPEAKER_02Okay. That's great. That all I ever do is be interested in people and ask them questions, especially if they're older, dude. I'm trying to get I'm I know they've been through some stuff, and I'm just trying to get some wisdom from them. I mean that was great.
SPEAKER_05Eat healthy, don't run into another man's woman. And well, really what I think the underlying message is don't take, don't take away from don't take from other people. Yeah. He literally said that. Yeah, we were just talking about that program.
SPEAKER_02Dude just drops so many facts. Let women take advantage of you. Don't let women take advantage of advantage of you. Eat good, go to the gym. Don't take from people. Don't run with another man's woman. Yeah. Bro. And make sure you have an AR-15 by your side. Yeah. Dude, that guy, he was in such good shape, dude, mentally and physically. I was shocked.
SPEAKER_05Yeah, 95.
SPEAKER_0295 years old. But if you guys want to know what we do, that's what we do. We talk to people, we try to help them with something where it's a no-brainer. The reason I love insurance is because everybody wins. The customer wins, the agent wins, they get a nice commission. The carrier obviously wins, or they wouldn't do this. Yeah. We're not looking at like crazy premiums, 80 bucks, 100, 150, 200 bucks a month, which is not much now. Like you said, the zoo was 500 bucks to take seven people. Yeah.
SPEAKER_05You know, it's interesting because like there's also this school of thought about like if you're selling term versus IUL, and I I hear this a lot about the life insurance piece. Oh, you know, you like the minimum premium, you know, so high cash value and stuff. And I always think that's interesting. We sell simplified issue life
Living Benefits And Protecting The Blind Side
SPEAKER_05insurance. They're like so they basically cap how much you can sell one given person without going into underwriting. Half a million to 1.5 in that range. Usually about around around half a million for a whole life IUL type situation, right? To me, I'm trying to understand how you can oversell life insurance on an IUL, right? In today's economy at half a million or less. Like, I think one thing we gotta get a we gotta do a better job, I would like to do a better job of is making sure I really hammer the importance of life insurance to my to my clients. It is so important. Living benefits, my gosh, what a blessing. You mean to tell me while I'm alive, well today's modern, like I can have a heart attack today, and with technology, I'm probably gonna be fine. But think about the financial devastation to your family for the six months you can't work. To be honest, I'd rather, I mean, this is gonna sound really morbid, I'd rather die than than be like a financial burden for 20 years on my wife and kids. That was like, can you imagine that? Like you're just you can't go, but you can't. So like I want to bring home the bacon. You're saying just pull the plug. I'm just saying, like, think about it like this. I want to bring home the bacon whether I can work or not. That's what it to me, that's what a living benefit program built into a life insurance policy is. It's it's literally covering the most, the biggest, big, the largest exposure for a human being male that's a provider, is not becoming not becoming a financial burden on your family. Mm-hmm. How does that conversation go? You'll hear me say that a lot on the phone and a lot to my when I'm training. How does this conversation gonna go with your significant other, sir? No, you want to talk to your wife. I want to know, just let's rehearse. Life insurance, I die, you mourn me, and you lose the house. Or I die, you mourn me, but at least you get to keep the house. Or worse, I have a stroke and I can't communicate for three months because I gotta go through all this stuff, right? And we still gotta pay the mortgage, honey. The bank does not care. Right? And so I think that's uh it's it's something about this business that I'd like to explore better, is like really understanding just how important selling life insurance is when you're a life insurance agent. Yeah.
SPEAKER_02I don't know, bro. My kids are gonna know if something happens to me or when something does, that I loved them because I got so much life insurance, and all I do is go, okay, what can we do to put them in a better situation?
SPEAKER_03Yeah.
SPEAKER_02You know?
SPEAKER_03Amen.
SPEAKER_02But it can't just be financially or it's really bad. Yeah. It could turn out really bad.
SPEAKER_05You know, there's a poem, it's called the Kipling poem. You ever heard this? Mm-mm. Um, I won't read the whole thing because it's kind of long. But like there's there's these it's if you keep your head when all about you are losing theirs and blaming it on you, if you can trust yourself when all men doubt you, but make allowance for their doubting too. If you can wait and not be tired by waiting, or be or being lied about, don't deal in lies. Or being hated, don't give way to hating. And yet, don't look too good nor talk too wise. And it continues in the last lines, I won't read the whole thing, you guys should look this up. This is a great poem. Read it to your kids. Um If you can fill the unforgiving
Books, Fear, And Just Do It
SPEAKER_05minute with 60 seconds worth of distance run, yours is the earth and everything that's in it. And which is more? You'll be a man, my son. It's a kipling poem. It's powerful, it's old, been around for a long time. Um talking about your like like leave them knowledge, leave them the wealth.
SPEAKER_02They're watching you. You gotta leave them an example. Yeah, probably the most important one if you rank them. How about so I'm I'm rereading Think and Grow Rich. Good book. But you keep bringing up three feet from gold. The guy in the book, three that was three feet from gold before he sold his land and someone else got this huge fortune, he became a life insurance agent. Oh yeah. And he became the best life insurance agent because he knew he was always three feet from gold. So when they said no, he didn't stop. He kept going, he kept going, he kept going. But the other interesting thing, dude, is the the twelve riches. Let's look it up actually. Ranked riches in think and grow rich. Dude, I think money is like the last one. Yeah, always is. So, like all these things that give you a rich life. Let's see. Money was the last one, and one interesting one that I really I really liked was this. Uh oh, number one is positive mental attitude. Num number twelve is financial economic or financial security, so money. But this is the one that I really liked here. Hold on. Number four is freedom from fear. Number six, capacity for faith. Number eight, a labor of love, loving what you do. Uh discipline. Where is this other one? Oh, are we just recapping everything we talked about today? This is awesome.
SPEAKER_03Yeah, yeah.
SPEAKER_02Willingness to share one's blessings. One of these categories falls under the line of um the the ability to truly express yourself, which I thought is interesting. Yeah. Um now, the crazy thing, if you really want to like look into Napoleon Hill.
SPEAKER_03Yeah.
SPEAKER_02Dude, they don't know if he actually interviewed all these people. Have you heard this?
SPEAKER_05Yeah, I I I don't think he did. I actually agree with some of the Let's ask Chad.
SPEAKER_02Hold on. Chad, did Napoleon Hill interview all the people that he says he did?
SPEAKER_06And Napoleon Hill claimed to have interviewed or studied hundreds of successful people, including well-known figures like Andrew Carnegie, Henry Ford, and Thomas Edison. However, there's considerable debate among historians and researchers about the extent of these interviews. Some records, especially for Carnegie, are scant, and Hill's own documentation is often lacking. While he may have drawn inspiration from real success stories, some of the exact personal interviews he described might be more anecdotal or embellished. In short, it's wise to take some of those claims with a grain of salt.
SPEAKER_02Okay. Now it gets real trippy because he wrote that other book, Outwitting the Devil, which have you heard of that book?
SPEAKER_05I haven't read it yet, but you I mentioned it. Yeah, some of the read it.
SPEAKER_02If you're watching this, he he also claims to have, which makes me think he did make up these interviews. Regardless, dude, whatever he did, that's the best book ever.
SPEAKER_04Yeah.
SPEAKER_02But maybe he didn't make them up, maybe he did, but he met with the devil apparently in another book that they didn't release for like 50 years, and then they finally released it. But he says in the book he was suffering from the greatest of all human ailments. And it's like, what was it? What do you think it was? Stress. What do you think it was? Yeah. Dude, it was being indecisive. Oh, yeah. That's what he puts in there. Wow. I get it. So if you're watching this and you're thinking about getting an insurance, sometimes if you just do it, yeah, and then it it's like what you avoid grows, and what you face you conquer. So like just get it out of the way quickly.
SPEAKER_01I always thought uh I always think about how you eat an elephant. It's one bite at a time. So you just start just you know, just start doing something, and then you're gonna look back and see you've accomplished a lot. You know, I like that. You can't just take it all on at once.
SPEAKER_05So there's a book, we're since we're talking about books, um, it's one of my favorite books. Okay, and I recommend everybody read it. Um and it's The Gap and the Gain. You ever heard of this book? The gap and the gain. Forget the author, um I'll post it in the on the Instagram. But it talks about how most of us are always focused on uh the the gap. We set a goal, we don't hit it. Like, oh bro, I told myself I was gonna do 100 grand this month, I'm at like 70, right? So I'm like beating myself up because I didn't hit my goal. But nine months ago, do you know how happy I would have been if I had if if I had known I would be doing 70 grand a month in issue premium or sixty thousand a month in issue premium, you know, four or five months in, like I was when I first started, when I was the the three months I was evaluating which company and should I join this opportunity, blah blah. Like we all we sometimes you just see to slow down, turn around, and look at just look at look at what you've gained. That perspective, so powerful, bro. So powerful. Um and I love that, I love that he's yeah, that's that's a good book. I didn't read that one, dude.
SPEAKER_02Yeah, so going back, I forgot to mention why I always answer my phone. Okay. So the company's just opening up. I'm working with Sean Mike to try to build an agency, and he's like, Are you serious about building an agency? I'm like, Yes. Well, I decide to go backpacking like on a Monday for like six days in the Sierra Nevada Mountains. Beautiful, actually. Yeah, like and dude, I it was so funny because I was so prepared for bears. I had bear spray on my I had bear spray cans on me. I was not playing, dude. But I go do this hike and I get back, dude. I have like I don't know, 30 voicemails from customers.
Why We Always Answer The Phone
SPEAKER_02Sean is trying to get a hold of me because there's an agent that he's trying to onboard and that I introduced to FFL, but they needed something. Dude, he ripped me, dude. He basically was like, do you know who doesn't answer their phone? People that owe people money. They don't answer their phone. It's like all your customers are gonna cancel because you don't answer your phone. What do they do when they what do they start doing when they don't hear back from you? They start thinking maybe this guy's sketchy, maybe this happened, maybe that happened. So I made this rule to answer, call everybody back every day. Yep, never have a full voicemail ever. You should never ever have a full voicemail. And then make sure, like, if if something, if somebody needs something, I'm on it. And it's funny because my friend, I was at like a baby shower, he was like, dude, I wrote him a policy a long time ago. He's like, dude, anytime I ever need something from you, it's done that day.
SPEAKER_05Yeah.
SPEAKER_02You know?
SPEAKER_05Yeah, do it now. Don't procrastinate. I love that. Procrastination is yeah, it's right. I I can see it's a huge ailm ailment, I guess, of mankind. Yeah. Wow.
SPEAKER_02But all right, any tips for new people coming in?
SPEAKER_01Yeah, for them, brother. You know, uh I think goes back to you know, they're always talking about reframing the conversation, reframing your mind, uh, and just grind, you know, it's gonna be hard. You're gonna have to get through, you know, just the learning curve. And and the quicker you can, you know, just have a conversation and not have to stare at a script, it it's gonna you're gonna start making um you're gonna start um uh losing the word. Um progress. Yeah, progress.
Advice For New Agents And Closing
SPEAKER_01So being able to have a conversation with a a client, talk about their life, um, and see where protecting their blind side, seeing where the gaps are at, and seeing how you can help somebody. Yeah, it's all about helping people, you know. The money will come, but we gotta help people.
SPEAKER_05I'll keep it simple. I think uh the greatest manifestation slogan for the uh any company of all time is Nikes Just Do It. Yep. I believe that that company manifested a success because of their slogan. I really uh to this day I believe that. Um just do it. Just wake up every day and do it. Do the hard thing, make the calls, make the dials, buy the leads, don't get scared. And if you get scared, surround yourself with people who will tell you that you're being kind of a baby about being scared. Um, sometimes you just have to be told that our problems are really not that big a deal. Yeah. Buy the leads. Just do it.
SPEAKER_02Yeah. Love it. All right, guys. Thank you for coming in. Thank you for sharing. Thank you. I'm looking forward to we want to 10x the company. Let's do it. Which means we got to do a billion a month in sales let work, which I believe we could do.
SPEAKER_05We will do, which we will do. Let's just do it. Yeah, just do it.
SPEAKER_02Yeah, just do it. Um, but anyways, thank you for what you guys are doing. I'm glad I'm in business with you guys. I'm looking forward to the future. And uh, if you're watching this, come join us. If you don't join us, we we still hope we helped you. There's enough money to go around for everybody. If you didn't get a chance to, watch the other podcast we did on the first AI lead vendor life button. Fire. This is all Bry's Team Uses. Um, and then also we started another channel. It's at Andrew underscore tailor. And we are gonna be sharing what to do once you make money in insurance because a lot of people have made a lot of money, and I've been lucky enough to have mentors to teach me to save, invest, do things that are gonna take care of me in the future. Um, I feel like the world is missing a little bit of that now because it's keep it's keeping up with the Joneses, who's cooler, who has the most stuff, and then eventually that all comes to an end because it doesn't take care of you later or the people that you care about. So we're gonna be talking about a lot of that, which is hilarious, some of the stuff I've been involved in, because I have no idea what I'm doing in real estate, but I'm learning by just do making a mess, just doing things, learning quickly like you're doing, and uh seeing how it goes. So we're gonna be sharing that and uh looking forward to it. Yeah, it's gonna be awesome. But, anyways, thank you for joining us. Thank you guys for coming in. Thank you. My pleasure.