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Why Top Pest Control Reps Are Moving to Life Insurance (Ep. 291)
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Door-to-door will toughen you up fast, but it can also steal your time, your energy, and your relationships. We’re joined by Juan Diaz, Marlon Scott, and August Johnson, three former pest control reps who now sell final expense life insurance virtually and are already putting up $50K plus months. They break down what actually changed when they went from walking neighborhoods to dialing leads at home, and why “the hardest thing that can happen” on the phone is usually a hang-up instead of cops getting called.
We talk honestly about the mental hurdle of buying leads, why it feels risky at first, and how they learned to treat lead cost like an investment in speed and focus. They explain their final expense sales approach, how they respond to the usual online hate around low premiums and persistency, and why mastering the basics first keeps new agents from flaming out. If you’ve struggled with phone sales after being strong in person, you’ll hear exactly what they had to sharpen: intros, curiosity, tonality, and the discipline to do reps until it clicks.
We also get into team building and culture, including how virtual support and accountability can beat the old “summer grind” model, plus practical performance habits like standing up to sell, protecting your schedule, and avoiding commission breath by keeping the client’s legacy first. And yes, there’s a quick detour into pest control stories, including an athletic backyard “kangaroo rat” that refuses to get caught.
If you’re thinking about switching industries or building a remote sales career, listen through and share this with one person still stuck in the door-to-door loop. Subscribe, leave a review, and tell us what’s the biggest fear you’d have about making the switch.
*****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 got three special guests. Juan Diaz. Thank you for coming in. Appreciate it. Juan, you had your best month at 55,000, issue pay premium. You do everything virtual. How long have you been selling life insurance?
SPEAKER_02Uh went full time starting in March uh this year.
SPEAKER_07So everybody watching, we have somebody new, which is always awesome because if you're new, you'll really relate to him. We also have Marlon Scott. What up, Marlon? That's good. All right. So your biggest, what's your biggest month? 53K HTTP May? Mm-hmm. How long have you been doing this? I started mid-February.
SPEAKER_06Awesome. What'd you do before this? Door to door, five years. What'd you sell door to door? So I did best summer 860K selling pest control door to door. Year before that, 716K uh going door to door as well. Love it. Awesome.
SPEAKER_07And then we also have August Johnson with us. What's up? What's up? So you are from Texas.
SPEAKER_01You are in door to door as well. You used to be? I used to be. I'm from Cali, but I moved down to Texas.
SPEAKER_07You're doing 50K a month? Yes, sir. And what'd you do before? Door to door? Yeah. We have probably all three of us not. Same company. Is this the pest control podcast? I guess so. Big three. Big three and pest. Alright, I'm actually excited now because I want to learn how that works. And then also the comparison. What do you how do you guys feel selling life insurance compared to pest control?
SPEAKER_01Oh, it's it's night and day, man, to be honest. I mean, quality of life is way better. Opportunity, it's not even comparable, to be honest. For real? Honestly.
SPEAKER_06What do you think, Marlon? I say door-to-door is tough. Like, we get Karen's call the cops on us, we're getting kicked out of neighborhoods every other day. Like seeing guns on the regular, it was crazy. And going to this, it's like the hardest thing that can happen is Miss Mary just hangs up the phone. That's it. Nothing else. Yeah, but isn't that scary? Not at all.
SPEAKER_07A lot of people don't like it. Their body pressure goes up when they're calling ca they get nervous,
Door-To-Door Versus Life Insurance
SPEAKER_07but I think it's just for re it's it's psychological. It's just over rejection.
SPEAKER_02I think I think that happens only like the first couple dials. Okay. That's kinda how it was. It was like I was nervous at first, but then it's like, dude, after a couple of dials, you're okay. But I do think I also think it's like lifestyle has like a huge impact in just being like every summer we had to travel to a new state every time. Pack the stuff, move, now it's like, bro, I'm home.
SPEAKER_06I think people just lack people who start in life insurance lack perspective compared to like when going to from door to door to life insurance, it's like we have that perspective where it's like there's a lot harder things than getting hung up on. So I think that's what gives all of us a big edge in life insurance as a whole.
SPEAKER_07Yeah, but if you've never had any sales experience, it gets real hard. You guys are coming, you guys have the curse, or you guys have you guys are lucky that you're coming from pest control. Some people have the curse of not coming from sales, and so they don't have anything to compare it to. Yeah, for sure. Yeah, but I didn't like dialing at first. I thought dialing w like was scary. And I I would be like, Oh, I don't want to lose $20 if I bought a lead. I wouldn't want to call them. But let me ask you this, because this is the big change. You guys went from not buying leads or investing in leads because you just knocked on doors to investing in leads. And if I was running a door-to-door company, I'd be like, that's stupid. They have to pay money. Don't go do that. That's the dumbest thing I've ever heard. Mm-hmm. How'd you guys approach how did that work with you guys?
SPEAKER_06I think the biggest thing is is that these are people who are ready for somebody to call them. Like they filled out the form for somebody to inquire or call them by and take their order. So it's like going from that, it's like it saves a lot more time and it's a lot more efficient than door to door. So I feel like getting from point A to point B,
Getting Comfortable Buying Leads
SPEAKER_06whether it be in like your life or finances or getting money, it's like this is a faster vehicle to get there instead of like going door to door and like knocking 150 doors to talk to 40 people. And out of the 40 people you talk to, 35 of them said the F off and get out the neighborhood out of the out of the five, some of them wasted your time as well. And then you sell a couple, maybe like one or two, three that day, that actually let you get the time of day. As opposed with this, you can build it more like in your life and time block your day, spend time with family, and still have time to talk to people who are interested. So it's like this saves time. And if you're not trying to save time, what are you doing?
SPEAKER_01Yeah, I agree. Yeah, I I I was just looking at it like I mean, we could always go out and just knock. I mean, we could get free leads for life insurance and just knock doors. But there's a reason we're actually buying the leads, it's because it saves time, we're investing in ourselves, and we're getting like the hotter leads, people who actually did fill out a form, and that makes a huge difference to build something from home rather than constantly build it on the road. It's a means to an end, however you look at it. And when you're building it from home, it could actually be yours and scalable and something you actually want, not something you have to get rid of one day, you know?
SPEAKER_02Yeah. 100%. Yeah, I mean, for me it was like August told me this at first. I was like, dude, imagine like every door that you knock on is interested in buying the pass control from from you. It's you just buy the lead and it's like, dude, these people are actually interested in what you gotta say instead of just going call to call and call the call and call the call and just waiting for someone to eventually answer.
SPEAKER_07But a lot of leads tell you to kick to kick rocks and care and cuss you out and call the cops on you. They could do that if you call them too.
SPEAKER_01Right? For sure, but they filled the form out. Like for me, that's my sword and shield. Um I just want to make sure I have everything correct. You said your address was so-and-so, you said your birthday was so-and-so. They filled out a form, they showed some interest. When you're going from even 1%, 2% interest to no interest, like it was on the doors where they didn't expect you, they didn't fill anything out. What you're selling is completely unsolicited to them. I mean, it's a different ball game, man. It's a different ball game. I think it's way better doing lead-based selling.
SPEAKER_07I keep saying that lead-based selling is Netflix and old school selling is blockbuster. And and these companies don't know it's coming, but they're not changing. And in a couple years they'll be like, oh, where did everybody go? Yeah. Now I've heard that there's a big there's a mass exodus in door-to-door to lead to insurance. Is that true? Absolutely.
SPEAKER_06I think people I think one, the insurance content is good. I just think it's not uh up to par as with Door to Door. That's why Door to Door has been winning. But I feel like now people just like actually opening their eyes and being like, yo, I can call a lead instead of going to their house and make a thousand dollars off the sale, talk to them for 40 minutes, and they told me to call them. Like, I can do that five, six, seven times today. It's like saves, yeah, saves time, saves efficiency. It's like, yeah, I think if, bro, you will see a lot of people coming here the next uh by the end of the year from door to door specifically.
SPEAKER_07Now now when you're doing door-to-door, are you exhausted at the end of the day? Like, do your feet hurt? Every day. Yeah. Are you getting shredded?
SPEAKER_01Oh my gosh. It'd be like 10 miles a day in walking. I know all my door-to-door guys can relate to this, but you're just out there cranking with uh just hopefully a vision. Hopefully, someone could be a little bit interested, but yeah, every day you're sweating, every day you're working hard, every day you're on protein bars and protein shakes, and you get ripped? No, or door-to-door dudes jacked.
SPEAKER_06And it takes it takes up so much of our time that like a lot of times you won't go to the gym because we got we gotta knock doors. And like at some point, we were knocking Sundays like seven days a week. I think last year I knocked like 240 days straight,
The Real Cost Of Door Knocking
SPEAKER_06just because like we need to generate our own leads. Like, we need to get people to talk to every single day. That's why literally on holidays, that's the best time for us to knock because everybody's home. That's when like the lead to the lead market is like the lead vendors are hot, you know what I mean? They're right there, and you talk to the most people, so yeah.
SPEAKER_07I like holidays calling leads in life insurance. I always used to say like the day before a holiday and the day after are the highest pickup rates because people are home, they're hanging out, and they're not getting blasted by telemarketers. But I always thought that. Yeah, crazy. So did after knocking for 280 days, were you sore or no? You look pretty athletic. So you probably had the gym now.
SPEAKER_06Now, because I'm in life insurance, I can actually have a balance in my go to the gym, dial the grandmas, sell the grandmas. But uh my brain was sore after the summer for sure. Like, felt like it was about to explode. Like, after every summer, as a door-to-door salesman, everyone can relate to this. Your brain feels like mush. Really? Pasta sauce. It's like but yeah, literally, literally, because like, oh my god, like it's like war, and we're coming back from war when the summer ends. It's like no balance whatsoever. It's work, work, work, nothing else matters, and that's really it.
SPEAKER_07Are all the babies born like the month everyone comes home? I mean, do it does everyone get pregnant the month everyone comes home?
SPEAKER_01It seems like that because you're really going out to war. I mean, you're kissing your family goodbye and you're you're saying hello to the unknown. New place, new market, new people, and it's it's tough being in a place where you've never been before, trying to sell people a product they don't know about and really don't need. And how do you get paid? Oh dear.
SPEAKER_02Don't get me stuck in this. No, I mean it's dude, I it's it's there's like your upfront pay, which is most of the time a hundred bucks, $250. If you're lucky, it's like $200 if you're lucky. Okay. And what that's on like a $50 a month pest control. Um so the so typically I mean the way that it works is like, hey, depending on the contract value of that account, you can either get like $75 is the lowest, $75 to up to like $150, maybe $200. But it's gross thinking about it now, it's gross. But yeah, then you get that for one account, and then you have to wait like nine months later to
Pest Control Pay And Burnout
SPEAKER_02be able to receive your bigger commission. See how much? And just it'll range between like seven to eight hundred, I say. But it gets paid to in small chunks over like a period of like I guess six months. After the nine month? No, so it'll be starting September. Starting September is when you'll start receiving like 10% of commission that's owed to you.
SPEAKER_07Why is it like that in case they cancel? Yeah. Exactly. So it's like being on Az earned and life insurance. Dang near, yeah. Wow. Man, yeah.
SPEAKER_06That's a good way to put it. That is what it's like. It's crazy to think like, man, like the I mean, we literally risk our lives on the doors and to get 150 bucks up front. And the people think that's like it's a truth. It's a truth. Like, bro, we get we see guns on the regular. On the regular, literally.
SPEAKER_02Bro, but it like also too is like you we wake up like at I mean, wake up at seven. Sometimes I I'd even wake up like later just because of how exhausted I was from the day prior, but it's like, bro, you wake up at 7, morning meeting is at like nine, and then um you go from nine to like nine forty-five, and it's like, then you go out and knock. You come back till like um eight o'clock, you get home by nine, and then you have to do training after the door. So it's like, bro, your whole day is like it's probably like a 14-hour day. And like and like you just I I'm married, so like it's like bro, I have like one hour to spend with my wife, like 30 minutes before I go out, 30 minutes when I come back home to eat dinner and then just go back to sleep.
SPEAKER_07Dude, I've been thinking my kids are growing so fast. I got a four and a six-year-old, and I've been thinking about the time I miss and how valuable it is, and how you gotta make it count. Because you never get it back. And they don't how old are your kids? I don't have kids.
SPEAKER_02Oh, you don't have kids. But I will say though that like um with like my brothers, because I have younger brothers, it's like I was gone for for like six months, you come back and like my brother's like speaking with a deep voice. I'm like, holy cow, like what what I miss?
SPEAKER_03This guy's a whole different person.
SPEAKER_02But uh it's just it's crazy because you miss out on a lot of stuff while you're while you're out for the summer. So you're married, no kids. Correct. How long you've been married? Um 2024, November. So about to hit two years. How's it going? It's good. Good. Okay, yeah. Marlon, what about you?
SPEAKER_06You married? Nah, not yet. Well, hey, free on the market, ready to hit these grandmas slinging, you know what I mean? Hey, I'm here for it. All right, ladies, you heard it. How old are you? I'm 22 right now.
SPEAKER_07Do you do you live with your parents? No, I'm on my own right now. Okay, I was gonna say if you lived with your parents, uh huh. It's gonna be hard to date.
SPEAKER_06Yeah, nah, definitely. Solo, yeah, ready to mingle. You got roommates? No, right now. Yeah, exactly. And what are you doing with the money you're making? Really just stacking it. I feel like I have a lot of big goals in this industry. I want to open up an office at some point, and I'm just stacking them for that, really. Like, I'm gonna reinvest back into the business. I don't want to pick the fruits too early. I want to make sure I can like I'm in here for the long haul. I love it. What about you, August?
SPEAKER_07I'm engaged. Congratulations. Thank you, bro. That's awesome. How old are you? I'm 27. 27. What are your goals?
SPEAKER_01Man, I want to grow this thing as big as possible and help my guys get paid, man. I I just want to keep the love going. The more your guys are getting paid, the more you're getting paid, and it's just a great business model. I'm trying to be like you, man.
SPEAKER_07What do you guys think you're gonna do like by next year as a team a month?
SPEAKER_01By next year, what time?
SPEAKER_07Like let's say in one year.
SPEAKER_01Man, we we gotta be at 500k.
SPEAKER_07I think that's way too low. Yeah.
SPEAKER_06That's what I was thinking, bro. Like, that's way too low. Just in my hierarchy, I want I would want it to be at least Yeah, like five, six hundred K. I wanna be at 400k by the end of this year, if I'm being honest. So if I can do that by this year, next year should at least be, if that's the case, would that pay us 700k at least?
SPEAKER_07Alright, so the the companies that oh the companies that the pest control companies, they're killing it, right? That's what they say. In perspective, yeah. Well, like if they're getting all that recurring revenue on all those deals, how long do they stay on the books for?
SPEAKER_01I mean, usually so in pest control, you're really doing your best to sling a two-year contract, right? Got it. And so how many people are really sticking after the two years? I mean, I'm not sure, man. I'm not sure. I get a lot of people uh texting me complaining about certain service technicians, and that's one of the big flaws with the service model. You're paying a guy ten, fifteen bucks an hour to spray a home that you know they didn't sell, they don't know the family, they don't know the hot buttons, they're just spraying that home because it's the next home they have to spray out of the ten. And uh they don't know the hard work that the sales rep puts into actually getting that account and the hot buttons that we hit and all the concerns we've resolved. How long does that last for a year, two years versus this? The need never goes away. Yeah.
SPEAKER_07So funny story, I uh when I started dating my wife, I had her over. We're watching a movie, and like I'm trying to like you know, set the mood right and all this stuff. I didn't have pest control. Bro, there was a cockroach crawling up the wall. Ooh. Bro, it killed the whole vibe. And then the next day, a pest control dude knocked on my door and I was like, yes, I do want pest control. All right, Drew, I just text you a video I want to share with these guys.
SPEAKER_06Give me a sec so I can get it up.
SPEAKER_07Okay. Alright, so on I also want to bring this up just because we're on this topic. There's this rat, there's a mouse or a rat that lives in our backyard that me and the kids have been trying to catch forever. So I want to show you guys this video. Let's see. I want to see if pet I don't even like we like the rat now, so we don't even really want pest control to kill him. Uh huh. He's like an old rabbit too. He's a part of the family. Yeah, okay. He's put up a good fight. Bro, but me and the kids set up a camera and we try to trap him. Uh-huh. And this, dude, he is you cannot catch this guy. He's like Kobe Bryant, dude. He'll jump over everything, and we have it all on video.
SPEAKER_06Yeah, that's cool.
SPEAKER_07Pulling up the walls and the gate. Okay. Yeah. So Drew's gonna pull this up. Let's see, let's see it. Then we're gonna get into
The Uncatchable Backyard Rat Story
SPEAKER_07some life insurance stuff, not pest control. That works, that works. Alright, while he's pulling that up. Oh, it's up now. Okay, alright, let's see. Drew, can you turn the sound on or no? Go in there.
SPEAKER_00Go in there.
SPEAKER_07Oh do we get him? Oh.
SPEAKER_04Oh, dang!
SPEAKER_00Is he Kangaroo?
SPEAKER_04I think he might be.
SPEAKER_00He looks like a kangaroo. He looks like a kangaroo, right?
SPEAKER_04Should we name him Kangaroo Rat?
SPEAKER_00Yeah.
SPEAKER_04You think we're gonna catch him tonight?
SPEAKER_00Mom. I wanna keep the rat as a pet. I don't know about that son. I wanna do it. We're gonna catch him and get him to a good home. No.
SPEAKER_04Alright, I think we're gonna get this time. Hold on, let's watch this one more time. Look at the hops on this.
SPEAKER_06Put him in the Rudd Olympics.
SPEAKER_01That was an excellent performance.
SPEAKER_07Dude, he's done this like 20 times. Go in there.
SPEAKER_00Go in. Oh did we get him?
SPEAKER_07Dang it. Yo, quick. He's quick. He's quick, dude. So he lives in that little like thing that's attached to the house. Uh-huh. This is like two years ago. He's still there. Oh my god. If we walk around the side yard, he'll run by. The kids love him. You have to appreciate the persistence. I know. I know.
SPEAKER_01He's gonna just keep for sure.
SPEAKER_07Hilarious. Alright, so we're gonna get into some life insurance stuff. What kind of leads do you guys work?
SPEAKER_02Final expense.
SPEAKER_07What kind of final expense?
SPEAKER_02Just a burial, I don't know, final expense just like crazy.
SPEAKER_07Where do you get them?
SPEAKER_02Uh in-house like lead vendor.
SPEAKER_07Okay, so you guys are just using meta, create running your own ads type of thing? Yeah. All of you? Yeah. You all only do final expense? Yeah, literally, just final expense, nothing else. So a lot of people hate on final expense on the internet, but I mean, that's where you find haters for everything. So it doesn't mean anything. But they'll say, oh, you can't sell it, the premium's low, people don't have money, and the persistency is bad. How do you handle all of those things?
SPEAKER_06Yeah, guys slinging the 3K AP deals on the
Final Expense Leads And Objections
SPEAKER_06year. I get 200 200 uh monthly policies like the regular, so I don't know, I don't know where that's coming from. If you ask me.
SPEAKER_01Yeah, I think it's about knowing like who you're talking to. You know, there's there's levels that first I was just trying to learn the process. Okay, how do you actually sell someone final expense? What do they need it for? But then you actually could start to talk to the customer and figure out, okay, this person's a father. Their biggest concern is their kids, and and then you could really start to build that why, and you guys have that common ground. And if you guys can be on the same page and solve that common ground, the business is gonna stick because it's gonna be affordable and the need is there. And so I think it's a big thing with making sure you're selling correctly.
SPEAKER_06Yeah. I was gonna say this why I do think the same thing with everything sports, sales, it's always good to start with the basics, and obviously, out of all the stuff, vets, IULs, mortgage protection, FEX is the by far the most basic skill to learn and the most basic lead render to run and lead to do. So with that, it's like, would I rather teach an agent, a new agent besides myself, the most complicated thing to start off or the most basic thing? Because if I start with the basic, I can get them to the advanced stuff, but it's like that's why you'll see agents fall out of the business is because they're starting on mortgage protection leads, they know they don't know how to sell it, don't know how to have good business, good persistency, they get a call back, and then now they the whole insurance space is a scam. So it's like I think it's always good to start with the basics. And will we probably jump to like IULs, vets, mortgage protection down the road, of course. But once you master the basics, you can master anything else after that as well. So yeah.
SPEAKER_0720 years ago at the grocery store, they were telling me insurance was a scam when I quit. So they're always gonna say insurance. Anything that does well better than someone's doing could be a scam. You're not getting hit, you're doing the wrong thing. Simple as that. Now, did you guys have people hate on you when you started, tell you dumb, it's not gonna work, it's a scam, anything like that? Yeah, they they told me to try anything else but but insurance in general.
SPEAKER_01Yeah. I was told the same thing. I c I couldn't get a reason why. I was like, well why does everybody hate on insurance so much? Oh it's it's it's cringe. What's cringe about selling at home? I I don't get it. What's it's more cringe being outside in the heat all day, sweating and passing out from not getting enough water and stuff like that. That's cringe. But I couldn't get a solid reason on why it didn't make sense to go to insurance, and that's when I started looking into it.
SPEAKER_07Did you guys like did you recruit them to come here or who who is the leader of this whole thing?
SPEAKER_01Osama, so uh Osama was a person who pretty much gathered us all up and Osama through Elliot and stuff like that. He recruited you, you guys who we're gonna have on next.
SPEAKER_07Absolutely. Yep. Okay, so he was the one that had the balls to make the move.
SPEAKER_06Yeah, see, he's been here for about like two years now, going on to his third year. And so he he was in door to door for some years, and then yeah, got connected with all of us, and then we were like, yo, like the money he's making, and he's he's like running a team of 20 guys. It was like sus we saw the vision in terms of a sustainable long-term thing, and not just like a thing where we can just make a whole lot of money in one year, and then we're stuck in the same thing where we had to make the same money the next year and next year and next year.
SPEAKER_02Restart on that too, bro.
SPEAKER_06Yeah, exactly.
Recruiting Switch And Team Economics
SPEAKER_06And do you build teams in pest control? You do, but it's a lot more fall-off. It's a lot more fall-off. Like the thing is you can recruit like a hundred guys. Out of the hundred guys you recruit, you're lucky if 50 start. So 50 drop off to begin with. Out of the 50 that do start, you're lucky if you end the summer with 30 out of the other 50 staying. So it's like, and after that, you have to almost like play the recycle game where it's like before you can even grow, you have to replace what fell off already, which is also inefficient. And the thing is, you don't start getting paid on guys until the summer's over. So you can recruit guys in like January, February, March, April. You're not getting paid on those guys until September, which is actually like literally insane. And the thing is, you'll have a lot of pest control guys who are saying, Oh, like we work four months out of the year, right? Motherfucker, you're working 12 months out of the year. Let's be honest. You're recruiting guys, training guys, you work 12 months out of the year, and you get paid on that 12 months of work starting September.
SPEAKER_01Yeah. Crazy. If you even get paid. If you even get paid on the overrides. I mean, after rent deduction from everybody coming out there and that coming out of the spread. I mean, dear, you're lucky to get paid once all of it's said and done. Is that sharing an Airbnb or something?
SPEAKER_06That or like you're in an apartment and there's like two other guys in your apartment room. But you don't know them. No, no, not at all. Does it get weird? What if you bring a girl home? Hey, just yeah, go on a walk for for an hour, you know what I mean? An hour or five minutes. Hey, two minutes ago. So just go make it stand. Every second matters. And every second matter. That's hilarious.
SPEAKER_07Oh my god. Alright, so you're you you guys that gets pulled out of your deduction. You build a team. What's it like building a team here?
SPEAKER_01Oh man, it's I think the biggest difference was uh when you're knocking with someone, you're knocking with them to teach them. So you're off the doors, and with this man, everything's virtual. So you're able to people are able to hear your calls. Everybody's doing stuff at the same time. They could get help from different people. You just hop in a different room, like on a Discord room. It it's totally different virtually. They're in their own space, they're in their own home, they're building something they want to build. It could be bad though for some people.
SPEAKER_07Like you don't have a boss, you don't have someone telling you what to do.
SPEAKER_02But I guess like you on the doors though.
unknownYeah.
SPEAKER_02Oh, you didn't. Like, no, I mean you everybody
Building A Virtual Sales Team
SPEAKER_02just goes out to their own neighborhood and it's like, hey bro, if you knock these doors, you can literally just start goals knocking, just marking pins and acting like you're knocking.
SPEAKER_07But yeah. Then what would you do? Just get a sunburn? Just sit around in the people sitting around on the bench, yeah, yeah, park bench sitters. Yeah. What'd you do for lunch every day?
SPEAKER_01Lunch? What's that? Literally none of us took a lunch because we were trying to sell. We were out in the doors all day.
SPEAKER_06Literally, like out, like literally 10 30 a.m., knocking doors, no breaks till getting home at like 10 30 p.m. What'd you do for dinner? I I had my brothers cooking for me and stuff like that, and then one of my brothers' wives, they were cooking for us as well. If we didn't have her, we would be starving. Is a brother like your actual brother? Actual, yeah, yeah. Or your brother in the I have two older brothers. They're still knocking right now. They're about to, yeah. I'm about to say too much, but yeah, you'll see you'll see some familiar faces pretty soon. Absolutely. How old are they? One is 25, the other one is 31. Bro, so this is selling is in your genes.
SPEAKER_07Like you were made to sell. I assume so, yeah. Absolutely, yeah. How good are your brothers compared to you? Dang, man. Who's the best? Me.
SPEAKER_04For real?
SPEAKER_07Absolutely. Even at knocking doors? Yeah, yeah.
SPEAKER_06Over yeah, yeah. Over double. He is? He is. He is, he is. Only because I work the hardest, simple as that.
SPEAKER_07That's what I'll say. Alright, give me your pitch. Knock on my door to sell pest control.
SPEAKER_06Oh my god. Get the rust off real quick. You know what I mean? Alright. Where's my little tablet at real quick? Alright. Hey, you guys are about to see Andrew be the biggest laydown of the century, okay? Hello. What up? How's it going today, sir? Good, how are you? Good, good. So I'm Marlon. You're gonna see my trucks out here. I'm taking care of August down there, Mr. Diaz, literally 17 others. Everyone's been getting Andrew. Ton of the ants out in the yard, the rats and mice out in the backyard. I'm sure you've seen a couple of those, right? Yeah. So if you guys can be here, we're getting everybody done all at the same time for over half
Live Pest Control Pitch Breakdown
SPEAKER_06price. Okay. Biggest thing is for the rats in the neighborhood, we're gonna treat the entire property for you, okay? The full front, both sides, full back. I know Mr. Jones, he was getting some mice in the back, some rats. Uh, for you guys, is typically more in the front or the back, Andrew, for you guys. Well, we I think we have a pest control guy. I figured you gotta have somebody out here. Who'd you guys end up using out here? Uh, I think it's Dewey. Okay, yeah. Super familiar with them. They come out once every three months for you and like treat the base, do the inside. Yeah. Yeah. And so only reason I ask, I had 16 people switch from Dewey just today, Andrew. No one's mad at them. Okay, I do exactly what your guy does. You'll stay happy. I just do two things on top of what he does just to make you double happy. Okay? The biggest difference is out in the yard. Nobody else is treating the yard. We're the only ones who do. We have rodent bait boxes. We'll put them on the back. That's what that's gonna do, the mice go in, eat the bait, get off the property, get taken care of. That way you guys don't have any rodents in the entire property at all. Okay? Now, did I already sell you or do you want me to continue going? No, I'm in. Okay, perfect. That works. That works. Hey, that's how you close, boys. If you're watching right now, all right, take some notes. What if the Dewey guy come back and try to flip it back? Uh so I would pretty much sell the client and tell them to call the company directly and just cancel with them. And other than that, just like, yeah, like if you contact the service port, anybody else, they'll give you the runaround, so just cancel with them. Don't worry about it. I'm your new guy.
SPEAKER_07Bro, I just feel like if I was selling pest control, I would go straight to the black widows and scorpions are everywhere. Yeah. Like, bro, there's black widows and scorpions everywhere.
SPEAKER_06But the thing is, hey, but based on you, your hot button would be rodents. Like you tried to catch a rat five times and failed. The sixth time with us is gonna work.
SPEAKER_07Yeah, but I'm saying, do you talk about the scary bugs and stuff?
SPEAKER_01Absolutely. 100%. But it's all about tailoring it to that person. You could tell, like, you know, sometimes their eyes will open up a little bigger when you say a bug, and they're like, okay, it's it's scorpions for you, or it's ants for you. And so you're watching for those little things. That's the big difference between in-person and and over the floor.
SPEAKER_06It seems kind of like a fun sale. It is, it is. Like, I I typically do a ton of like selfies with my clients videos, some professional, some non-professional, right? Yeah, fun with it though, absolutely.
SPEAKER_07It's only like a quick little contract, right? Like a couple pages, like a debit card and a signature. Yeah, it's like three pages, four pages, tops. That's crazy. Yeah. So if you do that deal, what it what if you go to the house and you haven't helped any neighbors? Make it till you make it. Oh, you gotta do. You just say I helped neighbors and they could have they could live like 300 miles away. Absolutely.
SPEAKER_06But the thing is, at least, I mean, we're on a team of good salesmen, so like even if I always sell somebody in the off chance I didn't, supposedly, I know these guys, they're selling in the same city, so it's not technically fake because he gotta sell, he got a sale, we're taking care of neighbors here in the area.
SPEAKER_07Now, is that the go-to phone script for door-to-door? Because that's the only one I've ever heard. Hey, I'm gonna let me do your windows, I helped your neighbor, let me do your solar, I helped your neighbor, let me do your whatever.
SPEAKER_06I will say though, if you if you actually took care of somebody on that street, easy sale. It's almost like a referral at that point.
SPEAKER_07What if they're like, I can't stand uh my neighbor?
SPEAKER_02I've had that too.
SPEAKER_06Yeah, yeah. Like I hate that guy. Then what I tell them is like, hey, we'll take care of your bugs and we'll actually get them to send them over there to your neighbor that you don't like. Now you're really enthusiastic. I can see people buying from you because they like you. Absolutely, yeah. I feel like confidence and energy is the name of the game in any type of sales process. Like, sales is a transfer of energy. If you can't actually breathe life into the next person you're talking to, it's like your influence on them is gonna be naturally lowered in like a more low energy, monotone person. That's my whole opinion and philosophy on sales. Yeah, yeah.
SPEAKER_07I think you're right. Okay, let's go through your guys' backgrounds. Like, did you how'd you grow up? Did you come from money? What'd you what was your first job? And a little backstory on each of you. Start with me?
SPEAKER_02Yep. Okay. Um, I guess I wouldn't say that I m came from money, but my parents were well off. Um my mom doesn't work, but uh my dad works like seven days a week. If there was an eighth date of the week, he'd work that eighth day too. Like my my dad works on Christmas, he works on New Year's, he does carpet. So like he a lot of like my family family members thought that like he like we were like had money, I guess you can say, but it's like my dad was working his butt off the whole time. So um I would say like lower
Upbringing Stories And Why Sales
SPEAKER_02middle class maybe, but um, and then first job, I actually worked at McDonald's, did a McDonald's while I while I was in high school, quit while I was 18. When we're gonna wanna go work at Toyota, did Toyota for like three years from 18 to 21. I was like, there's no way I'm gonna do this for the rest of my life just by looking at the people that were that were in the shop um because they're like 60 and I was like, dude, there's no way I can do that. Um but and then after that, I found door to door. I did door to door for five summers too with uh Marlin. But yeah, after that, um I mean door to door really like changed my life, but it was just like I knew going into door to door wasn't gonna be a long-term thing from the first time that I did it. Because I was like, this is not sustainable long term. Like, there's no way I'm gonna keep moving out every summer. But um what were your other questions?
SPEAKER_07No, just your backstory. Um what did you went straight into door to door for McDonald's? Uh no, I went to uh McDonald's and then I went to Toyota. Oh to Toyota and then door to door. Yeah, because I was a tech there at Toyota for three years, yeah. And then what's the hardest thing you've gone through that you had to overcome?
SPEAKER_02Um just life in general?
SPEAKER_03Yeah.
SPEAKER_02Bro, being in debt, um there was a time, bro, where I wanna go do a seminar for uh wholesaling. Dude, it was and then they like it was like they pitched me a like a get rich quick scheme, bro. I I got like bought a course that was like 30 grand having to climb out of there. Um because bro, I was trying I was that guy who was like wanted to like make more money. I told him Press, hey, I'm gonna I'm gonna like one day I'm gonna be like super rich, I'm gonna help you guys, and like um I got to a point where my dad almost like made fun of me because I was like trying to get rich and it wasn't like normal, but um now he like I'm got to a point where like now he respects like now he's like hey like my dad asks me like every time I see him's like how much money did you make this month? And sometimes I'm at a point where like sometimes I don't want to tell him anymore, but you should text him your deposits, yeah. I should, but um he he like now yeah, it's gotten to a point where now he respects me. Now he's like almost encourages my brothers to like because I I have we're 10 siblings. Jeez, yeah, same parents, yeah, same parents. Um but yeah, he like some of my younger brothers, they're actually knocking as well right now. But um my mom tells it, hey, like when you come back, give me some money.
SPEAKER_07Okay, yeah, that's awesome. Cool, man. Alright, and now now who's the best out of you three?
SPEAKER_01Man, it's it's always gonna be rotating, it's always gonna be some competition. Yeah.
SPEAKER_06If you don't think you're the best, it's like, hey, you're not welcome to the table. You're saying I'm the best. Absolutely. Absolutely. You gotta think you are, you gotta think you are. You know what I mean? That's the best way to do it. Marlon is good some months, bro. Oh, we'll see, we'll see, we'll see.
SPEAKER_07Who's the best at insurance so far? I I think we're all pretty for tat. Yeah.
SPEAKER_06That's awesome. All right, Marlon, uh, what was your upbringing like? So upbringing, so I grew up in New York originally, and then so my parents, my dad's Jamaican, mom's Filipino, both minorities came to the States, men in high school, and I'm the third kid uh out of four. Um, in terms of money, like we didn't, I'm not coming from money at all. Like balancing between houses, it's actually ironic that I found pest control because every house I was in was infested with roaches and rats. I'm talking like like rats were falling out the ceiling. Like, I'm I'm being serious. I literally, like, my brother actually killed a couple like mice falling out the ceiling as well. Like, be like, well, let's take like a lacrosse stick and just whack it, you know what I mean? If when it falls out the ceiling. So like from where in the ceiling? Like um like from the air vent. Like, for example, I was like in the like in the basement. So with that, it was an old home. Like New York homes, just like they got some funky stuff going on, but there was like holes in the ceiling as well. That's to kind of paint the picture of the house. And literally at night after eight o'clock, you're hearing scurrying, like the whole mouse family is moving around. It's crazy, and like there'll be sometimes because there's holes in the ceiling and they're running around at night, they fall, and like we hear them like fall and then run and run somewhere else. So it was bad, it was definitely yeah, it was definitely not good. And then roaches, like crazy, and yeah, my first job was at Target, so that's when I first started making money. I was 16 years old, making like a thousand dollars a month, and then crazy part is like I actually got like let go or fired from Target, from like pushing cards, stuff like that. And then for what? What did you do? I guess it's uh I was just too busy yapping with people like co-workers, and I guess not doing the job, for instance. So yeah, long story short, I feel like order taking was not my specialty in terms of like having a boss just tell me, yo, do this, do this, do this. That was not my cup of tea. So I moved to Virginia with my mom at some point, and found another job called the Simple Greek. It's like Chipotle, but Mediterranean food. That job as well, it was decent. Didn't like it as well. Like, I just didn't like somebody telling me this like what to do, and like because you're the manager and because you've been there for X amount of years, like you can tell me what to do, but you didn't like actually produce a result. Like, I'm not listening to you because um you just you've just been there for a longer time than me. If you're not producing a result, like I don't see a point in like following your leadership. That's my whole thing as well. That's when I found door to door. I was 17 years old before I even graduated high school, flew out to North Carolina, Fayetteville, and ever since then it's been like a blast. Like, literally uh sold five of my first days in pest control, and then from there, just been selling ever since. And that's what it showed me, like, yo, the school system is not for me, the whole like just nine to five system isn't for me as well. I really I hate I hate someone just being able to put a cap on what I can do. Your task are this, you make 15 bucks an hour. You do XYZ, you make just 200k a year. I'm like, fuck that, respectfully. I want to be able to dictate every single thing in my life and take it as far as I want to go with no cap, no ceiling. If I want to go and make a million dollars this year, I'm gonna fucking do it, regardless. And nobody's gonna stop me. And I don't want anything getting close to even like holding me back on that journey. So that's why sales, insurance, business is just the way to go for me. And it was crazy at first. Like my mom didn't like that. Like, she before I actually had success in door to door, she was telling me like go to school, go to school. Even today, I mean, yesterday when I was on the plane, I was sitting next to a woman and she's telling me, like, yo, like, go to school, you don't want to limit yourself. I'm telling her on the plane, I'm like, yo, like F school, I'd rather learn this skill set in the field because that matters more than a piece of paper. That matters more than like anything else. Like, what result do you produce? If you can have an undeniable result, you will get anywhere in life, and you will get whatever you want in life, not by default. So that's my whole thing. That's why I chose sales. I'm gonna stick in sales, and it's kind of like in a nutshell backstory how I got into it, all that stuff as well. Are you a New York Knicks fan? Hey, Knicks just won absolutely. I'm I'll be honest, I'll be honest. Before this finals, it was like, you should be ashamed to be a Knicks fan. You know, they were ass every single year. Like, literally, Carmelo Anthony, even that are it's like, bro, like, I messed with Carmelo, but y'all, y'all ain't winning games, you know what I mean? But nah, for sure. They won the finals, so hey, New York, to the heart, to the soul. How funny were the videos in New York? It was crazy. People breaking down school buses, like fighting Spurs fans. It's like, yo, hey, I love being from New York. We're the most dominant, most gritty, and we will do whatever it takes no matter how hard it gets, or no matter what obstacles get in the way. That's just how New York is, and that's how the New York Knicks played as well, too. Love it. There's a lot of New York Knicks fans that came out of nowhere, though. There is. Hey, you gotta hop in the bandwagon when you can before the cart's too full. Before that wagon is too full, hop on because you can't take everybody.
SPEAKER_07That's awesome. Alright, August, what what was your upbringing like? How'd you get into sales?
SPEAKER_01Yes, sir. Um, no, I definitely humble beginnings. Um, my dad, he uh he got arrested when I was seven years old. Um like I watched the whole thing happen, cops, you know, kicked down the door whole thing uh as I was going to school in third grade. Um yeah, and that changed my life forever. My dad was a sole provider, so he was the only one that was providing income at the time, and so it put uh me and my mom in a pretty rough spot. Um but he ended up getting out when I was 16, went back in until I was like 18, and so I I always had a a distrust for the system fundamentally. You know, when something like that happens to you and you're so young, you you start to look at the heroes as the villains a little bit. And so sales was kind of a way I was able to escape the wrong path and go into the right one. Um started working at Six Flags when I got out of high school. They fired me ironically because I couldn't sell. Uh um and then uh got into door to door right after, and uh at the time my dad was out of prison and they set me down at Panero Bread trying to convince me to go to college. And I just I told them I couldn't do it, you know, I couldn't go down that path. So packed my bags, moved to New York to sell for uh pest control company, and I did pest control for nine years before I found insurance, and uh insurance is what really broke me free, you know, helped me live the life I want to live. So, yeah, definitely humble beginnings, but everything happens for a reason, and I needed every single bit of it to be honest. Me and my dad have a great relationship now. Um God always restores stuff. God always restores stuff. The enemy can't take away what God has planned for you. All you gotta do is continue to have faith and continue to walk out the path that God set for you. And if you grow into that person, you'll reap the rewards of becoming that person, even though it's hard.
SPEAKER_07Yeah.
SPEAKER_01Though the vision tarry, uh or though it may tarry, the vision will come to life. You know, Hebekka two two, write your vision, make it plain. God's word is true. And uh I hope my life exemplifies that.
SPEAKER_07Well love it. How long have you been dating the girl you that you're gonna marry? Two years. Awesome. And you already propose and everything?
SPEAKER_01Yes, sir.
SPEAKER_07When you get married?
SPEAKER_01Next year. Next year. In Malibu. Oh, Malibu. Absolutely. Better sell some insurance. Oh, dude. As soon as I leave, I'm cranking.
SPEAKER_07As soon as I get off the podcast. So my wife did her bachelorette party in Malibu. Oh, fun. And she thinks I haven't even been to Malibu. She's says it's the best place ever. We're supposed to go check it out. But yeah, it's like some it was some like farm with like giraffes and all this stuff. That's probably where you're getting married. I mean, I need to check it out. Well, I need to find that place.
SPEAKER_08Yeah.
SPEAKER_07That sounds really cool. Yeah, that's cool. Alright, so you guys have you guys are all fairly new to life insurance. Yeah. What was was there times where you doubted this was gonna work?
SPEAKER_02I 100% sure sure I did. Um for me it was like obviously when you start off, it's like you get like leads that were older. Um and for me, I was like, damn, there was a time where I was like, damn, I don't know if I could I came in from like doing two golden doors at uh in pest control and then like coming all the way to the bottom all over again. I thought I was all gonna start all over again, but I realized after a while I was like, hey, you actually don't start all over again. Because all these skills transfer. Um so and I was also in the off-season where I was like, hey, like worst case scenario, if this doesn't work, I can go back and knock, and that's what I was gonna do. But I was like, but I need to figure this out because I don't want to do this either way
Doubts Early On And Skill Transfer
SPEAKER_02long term. But um when I was styling my old leads, I was I just kind of hated um waiting for someone to pick up. But then once you get into hot leads, it's just like like people you spend more time on the phone. And that's when like it actually changed for me a lot. And shout out Elliot too, bro. There was a moment where there was one weekend I told him there was um shout out Elliot, but um there was a weekend where he came to Colorado because I was there and another of his guys was there. And that weekend I had already told my wife, I was like, hey, I'm gonna tell Elliot that like I don't think I'm gonna go out no more. Um because I had to pay back a bonus that the company that we were with um had to pay them back the bonus and I didn't want to pay them back. I was like, because they had given it to me so I can come back this next summer, and I was like, I don't want to pay it back. Um I'm gonna just tell Elliot that I'm just gonna go back and then I'll come back during the offseason again. How much was it? 20 grand. Um and didn't want to pay back, and then Elliot came to Colorado, and then he was just like, we did a lock in there. Um I think I had sold like he went from like Thursday to Saturday. Probably sold one the whole the prior to him getting there. And then that weekend I sold eleven while he was there at the lock and I was like, oh shit, okay, I'm gonna do this. Did you give the money back?
SPEAKER_07Uh I did. I was like, here you go. I'm surprised people don't just bounce out with the money.
SPEAKER_02Um I for me it was like there's people who did that, but I just didn't want to like I'm not the person who's gonna like be that person to where like totally wrong. Yeah, it's wrong, and I was like, um, my parents would probably tell me to give the money back, and it's whatever, like I'll make that money back.
SPEAKER_07Yeah, it's so wrong. Yeah. It's like an agent not paying their charge back and they think it's okay, but it's wrong.
SPEAKER_02Yeah, 100%.
SPEAKER_06You know, yeah, definitely. I'll say for me, man, there's definitely times that uh I doubted if I made the right move. I'm like, bro, like, but my thing is completely different than Juan's. Like my thing was, as you can see, I'm high energy, all that stuff. I use that to the best of my ability knocking doors. I use the looks, I use the smiles, I use the confidence, I use the energy to get deals. If I can make the person laugh and smile in front of me, you're buying, non-negotiable. And even like my first summer while doing pest control, like I people would just buy with no objections from me because of the energy I gave. And so coming to this, it's like it was almost like I was a disabled person, meaning like I lost my senses. When I say that, it's like on doors, they can you can they can see you, touch you, feel you, all that stuff. But with this, it's like can't they can't can't see you, they can't touch you, it's only your voice. That effed me up a ton. And the reason why is because like I feel like because I relied on, I guess, natural energy, my skill set and tech technical ability of sales wasn't up to par in terms of like asking good questions, in terms of tonality, in terms of building curiosity outside of the person seeing me or not. That was my biggest roadblock in terms of getting good in this job. So I feel like I was getting a lot of hangups in the first two, three seconds. I just wasn't sharp, my intro wasn't good, I wasn't building curiosity, and people weren't giving me the time of day. Like, I wasn't even the minute man, I was the the five-second guy, you know what I mean? And so with that, like that showed me like yo, I need to actually down on my skills outside of just like looks and relying on that to actually get good. And that's what actually changed my game, being able to build curiosity, use my voice better, and sharpen the saw outside of just like looks and energy to make the person still give me time regardless of like seeing me or not. And then after that, I'd say I sold probably like seven accounts, my or six or seven, right? Accounts my my first my first week after that. Um once it really started picking up is when I did hop on hot leads as well, and it's been like 60k months ever since. And I think it showed me a lot of things in terms of how to hold myself accountable, how to get better on and off the court to do better on the phones as well. Too love it.
SPEAKER_01For for me, it was like it was weird because I once I started doing insurance, I knew that I wanted to make a career out of it. Like I knew it was what I wanted to do. Lifestyle was there, the need was there, everything made sense. Structure, scalability, all of it made sense. But it was so humbling having to go to a new product, a new skill, a new company when you're a golden door somewhere else, and you've you know I mean, over at the last company, we knew everything about everything. So to go from knowing everything about everything to knowing nothing about nothing, it was humbling, man. It was a big it was a big hit to my pride and having to overcome that and really become new in a new industry and like Marlon said, work on your tonality, work on your actual sales skills, and take those hard lessons. Once I started doing that is when it really started to click, and I started to look at it more as like I'm learning every day, and I still look at it like that, I'm learning every day to get better to grow the life I actually want, as opposed to dedicating my whole time and energy to building something I don't even want long term. And once I was able to make that switch in my head, I just wanted to keep getting closer to the journey that I wanted to go on. I told my guys I'd rather move slowly on a path that I want to be on than run fast on it in the wrong direction. And I just felt like in door to door I just was running full sprint towards the wrong thing. Starting over every year, moving every year. This it's I'm taking the little steps every day, getting better to something I want.
SPEAKER_07Yeah. I think it's probably pretty scary to change careers. You guys know. For sure. And very uncomfortable. But congratulations, you guys did it. Alright, so I want to talk about a few of these things. One, you said you sell insurance standing up. If you're slouched in your chair, your voice sounds different.
SPEAKER_02Yeah. 100%. It's like um you just for me, naturally, in door to door, well, I mean, obviously we're always standing up. And what I started thinking is like, dude, just actually like when you're speaking to these people over the phone, act like they're in front of you. Um and I still do all my hand gestures that I that I did at door-to-door. It's I talk to them like people people on the Discord probably think that I'm like a little funny, but I'm literally like explaining everything with my hands and just imagining that the customer's across the scross the screen for me. Um but I think if you can s
Standing Up To Sell Better
SPEAKER_02stand up while you're selling, it's like, bro, you I mean you sound like a different person compared to if like you're like slouched back, like the customer can can hear hear it on your voice.
SPEAKER_07So my friend this morning uh we went to the gym and he was telling me in the gym that he read this book, and it was saying that working on your posture while selling is really important, and usually when you're slouched over, you would have more defeating thoughts. And the example given was when somebody wins a championship, what do they do? They throw their arms up, they're like, Let's go. It's like the opposite of of being defeated. Or when somebody like win beats someone at something, they'll like flex on them, they'll be like, yo, what's up? And and I I thought that was interesting and probably pretty true. And there's another book by Jordan Peterson, and it's the 12 rules of life, and the first chapter is walk with your shoulders back and and your head held high at all times.
SPEAKER_02So interesting that I mean I even I even bought a desk too. I was like, like, I had a desk that was just stayed like on the like how it was, and someone like answers where I stand up, and then I was like, you know what, I need a standing desk. And it's like awesome. Yeah, that's huge.
SPEAKER_07Alright, and then beyond work for you, you said you want a vacation home in Florida. Yeah, I do.
SPEAKER_02I I currently already have a rental property in Florida, but I need something beachside. What part? Um, preferably near Tampa, towards that area.
SPEAKER_07And you want a Lambo in the garage. 100%. Yeah. And you want to buy some commercial real estate. Yeah. I love it. Awesome, man. All right. So, Marlin, some of the things you went over, outworking the odds. It does not matter if you're not skilled, less talented, or even if you're a bad salesman, do more reps than the next agent, ask more questions and apply the information on a daily basis. Before you know it, you'll be way f you'll be way ahead. Talk about that.
SPEAKER_06So, yeah, so the first thing I I'm all about outworking the odds. I definitely was not a talented salesman, wasn't a gifted salesman. It was the opposite. If you if people would have seen me 10-15 years ago, like it's like, bro, I was like my track record was like, yo, you need to stay in school because if you don't, motherfucker, you're not making no money in anything else. I'll be honest.
Outworking The Odds On Purpose
SPEAKER_06So, but the thing is, what I learned from a young age is like, yo, you have to build yourself into the person you want to be, right? The traits you want, the personality you want, everything you want, like you have to become that up here first before it comes into actual reality. So that was my whole thing, and like I knew, yo, I don't care how I was born, how I was raised, no money, with money, no matter what it is, like I want to be the best. And nobody, not even myself, not even like the soil I came from will hold me or hold me back from what I want to become at all. That's my whole thing on that. So you're saying no matter what happens, you're gonna outwork the odds. Absolutely. And the thing is too, like, if you're not more skilled than the next person, like you have to do more reps. Like, if he's two times better than me, I have to do two times the calls, or actually four times the calls he is to catch up. That's fine. Sign me up, right? But people, they I feel like they're entitled, right? Like they think just because, oh, if I put in the same hours as he is, if I put in the same hours as he is, I should get the same result. That life is unfair, right? So, with that being said, do everything in your power to maximize the result and make like, bro, make your work ethic the unfair advantage for other people, right? Like, put in double the amount of hours, ask more questions. Like, literally, it's a known thing that like I ask more questions than every single person out there. I take pride in that because I actually apply the information. I'm not just asking questions just to ask and get the answer, I'm asking questions to figure out how the person got to that answer that way. I not only have to not ask the same questions again, but I can apply it in my game to actually get better on and off the court. And so many agents don't do that. Like, we do morning meetings every single day in our Discord, and like I'm the first person to always ask the first question every single time. Every single time. It doesn't matter if it's somebody who's performing better than me or if anybody's speaking up there, I'm asking a question. I need to know because the thing is they might say just one thing, right? They might say one word. I might ask them 20 questions, but the 21st question I asked, I got something of value. And that's an invaluable skill to have. Always be learning, always be asking, because everybody has heard the saying, if you're not growing, you're dying. That goes for everything. Your personal life, your business, everything. Like, if you're not asking questions, if you're not trying to grow, you are literally dying because your intelligence and like your your potential is like not even getting the ability to even be able to grow because no more information is getting in your brain. So I'm so big on that as well. And for any any agent watching, if you're not skilled, like there's so many agents who don't sell in the first week, two weeks, three weeks, like, bro, suck it up and just put in more work, make more calls, work on Sundays, do whatever you gotta do to like get to where you want to go. And you might not like it, it might be unfair, but hey, life is unfair. Yeah, I was like you.
SPEAKER_07Well, I was not good at first, and people would be like, he can't do it. And I think it's important to not let people label you and believe it. Because people will say all kinds of stuff about you, but it's up to you to believe it or not. Yeah, like you were saying, people said you you're you better go to school because nothing else is gonna work. People like to talk a lot of shit, but you have to just be like, yo, you just have to laugh.
SPEAKER_06Literally. And and I'll say it too, like I put on the sheet as well, too, but you have to be able to pull energy from the positive and the negative. And this is something that so many people fail to do. Like they can only function on positivity, meaning like they need people to give them compliments, they need people to believe in them. If they don't believe in them, like they're shit out of luck, right? But the best people, the most competitive, the people who actually like do the best in life and in business and have success, they're the people where, bro, I pray you say some dumb shit to me because I will use it as fuel on those bad days, on the days where sales aren't coming in as fast as I would like to. It's like I'm gonna remember like that same person's face, how their eyes looked, their face, their voice, everything when they said you aren't gonna go to school, when they said you aren't gonna be successful, when they said like when they did not believe in me, like bro, those exact same phrases still, still play in my fucking head to this day. So with those, with that memory still being in my head, I'm never gonna fucking stop, never gonna give up. And it's like, thank you for giving me the fuel I need to actually get to where I want to go. If you wouldn't not have said those limiting beliefs to me, I wouldn't push the extra mile, I wouldn't make the extra $20, I wouldn't work the Sundays, I wouldn't ask the questions off the court, I would not do all that stuff off the court because it's like, hey, in life, right or wrong, right? And it's like if you say a phrase and I stop, you're right. And I always gotta be right. So, motherfucker, if you don't believe in me, you're wrong. And hey, that's just the way it is, honestly. I'm sorry to tell you, I'm sorry to spoil, spoiler, pop the bubble, but hey, you're gonna see me win. So if you're watching me be bad, keep on watching because you will see me do good and you will see me do great things, and I'm just getting every single second closer to that destination, but as the day goes on.
SPEAKER_07Yeah, I love that. But people are gonna keep doing it to you. Like people did it to me, said I couldn't sell, and then they were like, oh, he's not that good with pe he's not that good at communicating with people, so he's not gonna build a big team. And like they're always gonna hate on you, they're always gonna find something.
SPEAKER_06That's perfect. It's unlimited fuel. It's it's a guaranteed way to make sure I keep on doing better no matter how no matter how long I live. Like, literally. So it's like, thank you. Like that is the best way to make me not complacent. You know what I mean? Like, the second everybody starts gassing up your head, your ego goes crazy, work ethic goes down, and like you're not good in the next two, three, four years, right? So anybody keep on fucking doubting me, keep on doubting him, keep on doubting all of us, because we will not stop until like more doubts come and more doubts come, and the our goals and our vision is like this massive. Yeah, that's awesome.
SPEAKER_07All right, what kind of girl are you looking for if like there's one out there?
SPEAKER_06Hey, if you're Latina watching, Instagram handle right here, look on the board, right there. Hey, Latina, Mexicana, Puerto Rican, Dominican, anybody. Hit them on the phone right now. I'll be trying to sell, I'll treat you well, we'll have some fun, you know what I mean? Other than that, you gotta be a hard worker as well. You gotta be uh, I can't be with no lazy girl, I'll be honest. Like, I'm a big proponent like on a serious note of like who you surround yourself with rubs off on you. If I have a girl and she's lazy, if I have a girl and like she wants to do all this other stuff, or I'm trying to work, right? And that's not handled, it's like, bro, we we might have a nice life now, but in the next two, three years, if you keep on doing that, we're gonna be fucking broken on the street, you know what I mean? So it's like I need to be with somebody who's supportive, pushes me, and of course loyal, but other than that, like they need to be actually amplifying me to work harder for sure. And be Latinas as well. Yeah, go ahead. So Latinas though, they'll push your ass out the door to go sell more. A is the yeah, they're spicy, and A, I I I like Kyle and Pepper, you feel me? Alright, alright.
SPEAKER_07So Sean Mike is in a movie. Did you know that? Oh, I didn't know that. So he's in a movie, and my friend is the is the producer. So I was like, yo, let me write a joke in the movie. Okay. So I wrote a joke for the movie, but I want to tell you what it is. Go ahead. Okay. So the movie takes place at a bowling alley. Okay. And one of the dudes is trying to make money for the bowling alley, so he has the weekend play come perform at the bowling alley. But the weekend is spelled without an E. It's missing an E. The real weekend is, and this was some bunk dude acting like the weekend, but the spelling had the extra E in it. It was spelled properly, right? So all these people were showing up, and it wasn't the weekend, and they bought tickets for it. Okay. Uh huh. So my joke was the dude rolls up with his Latina girl, uh-huh, and he's like, Yo, I need my money back because I just drove here from Sacramento. It's 371 miles, to the guy, and the guy goes, Bro, no refunds. Like, and he's like, the dude's like, This isn't the weekend, bro. And and the guy that's working, he's like, It is the weekend. It just has an extra E in it, right? Because it was spelled properly. And then dude was like, Bro, my I brought my girlfriend, she's Latina. Please give me my money back. She's gonna kill me. Okay. So that was my now they they're gonna make it funnier, but the whole point is the Latina chick is gonna kill his ass for taking him to a bunk concert. Now, the reason I thought of it is because there was this agent who had a Latina wife, uh-huh, and he was scared, legit scared to go home if he didn't make a sale, and I'm not playing.
SPEAKER_01Yeah, that's a good one.
SPEAKER_06That uh Chancleta is waiting for him, you know what I mean? It's waiting for him. But yeah, it's with them, it's do or die, and I'm always doing. So are you ready for that life? I'm ready. Sub me up. It don't matter, hey, I'll handle it for sure. Because hey, I'm literally once this podcast comes out, I'm gonna have 20 Latinas following me the second it comes out. Calling it. We're gonna have to clip this part out for you. You can keep it in there. No, I'm saying like make it a real. Of course, absolutely, absolutely. You can have some Spanish music in the back, you know what I mean? Hey, that works, that works. That's hilarious.
SPEAKER_07All right. Um August. Let's go through this. You gotta be true to your schedule and routine routine. Just because you're remote you're remote, you it does not mean you can be lazy. Can you talk about that a little bit?
SPEAKER_01Yeah, for sure. Um, I think sometimes we think physically doing more equals doing more. That's just not true. That's not true. Um, the moment you get home, I mean, I'm engaged, my dogs are there. It wasn't just putting on a polo and going out to the world. I'm in my favorite space. Like I custom built my home. And so I had to quickly learn, man, nothing's sweet. It's not sweet just because you work from remote. You gotta put that same door-to-door work ethic into working remote. And I really feel like that's the unlock. That's what's gotten
Routine Discipline And Work From Home
SPEAKER_01us to be a little bit further than other people who've started four, five, six months ago, is because we're taking that same work ethic, that same grit. And we're just translating it. We're applying it and we're holding each other accountable. If Juan's not on, if Marlin's not on, we're after each other. Where are you at, man? Why are you getting soft? Um, and so yeah, just because you work from home or just because you work remote doesn't mean you get to take time off. You gotta go hard all the time. Yeah.
SPEAKER_07And then never be afraid to make the transition. If something's better, it's better. Period. But some people think there's there's there's two types of people. There's people that always think something's better, and they jump around from everything to everything. And then you got some people where they're like they're dogs and they grind and they could triple their income by making a uh industry switch. So what advice do you have to both of those two types of people?
SPEAKER_01I I would just look at yourself. I think the big thing is you gotta know yourself and you gotta know what you want. Somewhere to how Marlin uses everything as motivation, I think that's super inspiring. I feel like, man, I've been put through a life where I've had to fight so much from such a young age that I enjoy the fight. I enjoy the grind. I enjoy waking up and being in battle, I enjoy being the underdog. And if you know you're gonna be the type of person that whether you're working a nine to five busting tables or whether you're selling a hundred thousand dollar product, that you're going to be true to yourself, true to your morals, and work your ass off either way, you gotta go sell the hundred thousand dollar product. You gotta put yourself in the best position that's not only gonna help you win, but your family win later on. And when I was looking at door-to-door sales versus insurance, it was very clear which one the best position was. And from there it was okay, is there fear stopping me? What was actually stopping me? And it comes with knowing yourself, knowing what you want. And once you know, you gotta take the jump, or you gotta just continue to lie yourself, lie to yourself forever that you're in the best thing. And I I can't lie to myself for long. I can't do that. So to me, it just made the most sense.
SPEAKER_07Alright, is this do you wake up every day excited or do you have bad days?
SPEAKER_01I mean, uh everybody's everybody's gonna have bad days, but I do wake up free. I wake up free and excited. Man, I get to wake up, I get to train Muay Thai, Jiu Jitsu, I get to go on the phones, I get to sell with my best friends. Like, every day is problems don't disappear once you're in the career of your dreams. You know, when your bank account goes up, your problems don't go away. Problems will always be here because problems are meant to shape you into the person you're you're supposed to become. Right? But I am happier in the position I am in, and I've never been happier overall. I've never gotten to be more connected to my friends and family. I've never gotten to be more present in my relationship. I've never gotten to be more present in other people's lives, I've never become a better listener than when I started doing this. My relationship with God has gotten way better, and I wouldn't trade this for anything. In fact, I guard this with my life because of how many other things it has brought me closer to, like the Lord, like my parents, like my girl, like my dogs. You know, I love being present and I I love realizing who I actually am outside of survival mode, outside of having to go to a different state for six months and make it work and make as much money as you can. And once this time is over, you're in off-season for four months and try to enjoy that because then you gotta go out for another six, seven months. Nah, dude, make life, make off-season your life. Make off-season a life that you want, make off-season permanent, you know? Go home, make money. Life is good, bro. There's nothing to complain about. Even on my hardest days, bro, I'll just take a walk and just thank God that this is a hard day. Me walking through the neighborhood before I get online to make another call. Oh dear. Oh dear. I mean, dude, life is too good, man. Honestly, God is too good for for what I've been through and what I had to go through on the doors to this. I just I can't complain. And if I'm upset, it's not for long. Bro, you're dialed.
SPEAKER_07Uh, there's a there's like a test on success that you can take. I forgot what it's called, but basically you score your life in like your spiritual life, your financial life, your family life, your personal life, like all these different things. And uh if you if you score perfect on all of them, you have a big circle, a perfect circle, right? And we all took this test. Nobody had a perfect circle, like everybody was lacking in some area. You what the what you just described though, it sounds like your circle's doing pretty good because you're working on all these different areas, uh, not just financial, not just areas that are going to be good financially. The other interesting thing is the book Think and Grow Rich. Have you guys read that book? I heard of it a lot. I haven't read it.
SPEAKER_02I recently just read it.
SPEAKER_07Okay, so there's like 12 riches in life, and money is the last one on importance of one through twelve. There's a whole bunch of them before money, which I thought is also very interesting. Now, I did what you did early on. I complained, and it took someone to tell me, like, bro, you're complaining. Like, some people lost their families today, they got terrible news that they have some, you know, cancer. They got like this is not a bad day, what you're upset about. And a lot of it is perspective, which it sounds like you have really good perspective.
SPEAKER_01I've gotten to work on it, man, being home. I mean, I used to feel horrible about my life because it was a it was a wheel. It was a wheel. I wanted to get closer with my loved ones, but I also wanted to grow financially, so it was like, okay, I gotta leave you guys. I gotta leave you guys and I gotta show up big on Christmas and I gotta spend this money, and now it's you're just knowing knowing me for giving you a lot of money because I work hard and don't see you, and I'm missing funerals, and man, being able to stay home allowed me to clean up my life. It allowed me to actually grow with the people I wanted to grow with. I mean, my dad was gone for I mean at one point a majority of my life. Being able to pick up and call my dad is it's just a blessing. I don't have to pick between money and family. My family can be with me while I'm selling. I remember one time my my girl, she's like, You're so locked in. You it's like you're at it's like you're on the doors again because you're you're dialing so much. And I looked at her and I said, Why don't you just come in the room? Why don't you just come in the room and just give me a hug in between dials or give me a kiss in between dials? Done. Everything is great. We now have like she'll sit in the room with me. It's it's such a blessing to do what we do. Like, I think people really need to honestly ask themselves if you can make the same amount of money from anywhere, would you travel away from your family? Would you? You wouldn't. You wouldn't. You would be right there with your loved ones, making the same amount of money and growing your future with them involved every step of the way. That's what life is supposed to be, and that's what this gives you. That's such a blessing.
SPEAKER_07I love it. Alright, you put on here keep your right heart posture.
SPEAKER_01Yeah. I think that uh an insurance, because you're I mean, we get paid so quick, man, you know. They they pay that day, and then you could get paid up to two days, sometimes five days later, 75% of the commission up front. Sometimes you can be so focused on making the sale that you forget the person you're selling. And with pest control, that was more okay because it's you know, it's small ticket, it's bugs, we're killing bugs, yada yada yada. Life insurance is serious. You know, this is somebody's family, this is somebody's future, and this is their entire legacy that they work towards to leave behind. And if you keep the right heart posture and helping them, yeah, those people will help you, and that is your business.
SPEAKER_07You're saying don't have commission breath.
SPEAKER_01Exactly.
Heart Posture And Commission Breath
SPEAKER_01Yeah, don't put things out of order.
SPEAKER_07Yeah, I I struggled with that. I when I was new, I struggled with I felt like I was bothering people. And I took all the people that died in my life and I put them on my desk, and like I it somehow reminded me I could call you five times in a row, and I'm not bothering you because I'm gonna help you, because one day somebody's gonna call me and go, hey, thanks for doing this. We were able to put our kids through college and do all these other things, and it completely flipped the way I was thinking about it. But if I wasn't careful, I would go back to that thought process of feeling like I needed something from them. It's very interesting.
SPEAKER_01Yeah, it is, man. It's um it's just crazy how in pest control, I never was ashamed. I had to check myself. Like, I never I'll knock on a door 20 times. And this is for bug juice, just for the sake that a spider might bite the kid. And we need to get the spiders out of there. I was able to find that why so strong with pests, and then when I took a step back and realized what we're doing here, I'm like, oh my gosh, this isn't a spider, this is a legacy. This is a product that they are guaranteed to use because everybody's guaranteed to see that day. Like, I'm not annoying anyone, I'm helping you with the inevitable. Like, I I've never had, even the people who get mad that you call them a bunch of times and they want to set an appointment and they want to push it off, every time, every time I get that done and we sign them up for the insurance, they're always happier. They're always less stressed. They're so happy they got it off their plate. I've never had someone be upset when they signed up, like, dang it, I shouldn't have done that. Everyone's happy that they're leaving money behind to their family. And if you don't just get lost in what you're actually there to do, and don't get brushed up in all the woo-ha and this and that, and oh I'm busy. You're helping people at the end of the day, nothing to be ashamed about. How do you guys feel about LARPing? I think uh I think if the only thing you have to promote is the things that are in this world, you have a bigger issue. Uh I think the biggest thing is that you have to be in the right order, brother. Things gotta be in the right order. Who are you from the inside? I remember uh a big thing and all that one told a story about how uh how he decided to start working with Osama and what it was for him that I actually haven't even told this to Osama either.
SPEAKER_02Yeah, but I was like, uh I I don't remember where I think we were having stake in Houston, but it was just like Osama said something,
Social Media LARPing And Authenticity
SPEAKER_02he was he was just simply said I was like, oh yeah, I was like, I take care of my my family, like I pay rent or I pay my I retired my parents, is what he said. Um and I take care of all their bills, and I'm like, holy cow, I was like like I want to work with this guy because I want to do the same thing. And I'm like, it's always like, hey, you gotta be around the people you want to be like, and I was like, just because of that, I was like that and I haven't told this to him either, but it's just like dude, just when I heard him say that, I was like, holy cow, like this guy is a family guy. He wants to make sure that the people around him are doing well, and in return, if he if they're doing the well, then he's doing well. And I just was like, wow, that's awesome.
SPEAKER_06Yeah, I I was gonna say my thing on like live action role playing is like if you got a role play, just don't post it, you know what I mean? Like, literally, like if that is not your lifestyle, don't post it because let's say you're doing it to get agents. Once they come in, they're not gonna stay, like you're not gonna actually teach them anything worthwhile. So I'd say, like, yo, just post your actual like life. If you're because I feel like people mostly LARP for social media for the attention, for the agents. It's like, yo, if you keep it, like, do yeah, post your wins, post your losses, but it's post like actually how it is gonna be like to work with you, or like it's post your actual life. People who like it are gonna resonate with it and work with you. People who don't, is what it is, like it's their loss anyway. Yeah, so that's what I would say. Like, either be about it and like whatever you're posting or just don't post it at all because you're giving the whole industry a bad look for sure.
SPEAKER_01And there's power in your journey too. I think a lot of people, you're just throwing yourself into another bucket of quote unquote rich people, you know, of like, oh, I have a Lamborghini, oh, I have a Rolex, I have this, that, that, that. Okay, so does this guy, so does this guy, and they have more money than you. You know, there's always gonna be somebody with more money. But if you're able to post that journey, yeah, I got my butt kicked today, yeah, I didn't sell anything today, but I'm gonna go hard tomorrow and watch what happens. People are gonna tune into that more because they're interested, they're invested in the underdog. Who wants to watch a movie where it's just the rich guy that just kept getting richer and talking about his riches? That's not a good movie. None of us are gonna go watch that. We're gonna watch the guy who who grinded and struggled and took the loss and took the biggest hit and he shouldn't have got up, but somehow he found the fight in himself to get up and keep going harder. That's the movie we want to watch. Be the movie. If you're going through a shitty time in life, post it. Hey, I'm struggling right now, but watch. We're gonna see, we're gonna find out. That's exciting. That's way cooler than it. And then a Lamborghini from that.
SPEAKER_07Yeah, there's no movie where like someone's not down badly with a comeback. Exactly. No good movie.
SPEAKER_01Yeah. Those are the best, man. You gotta you gotta love the fight. You gotta become a fighter and not be afraid to fight. I love it.
SPEAKER_07Alright, boys, we're gonna wrap this up. Thank you. If you guys are watching, come work with these guys. If you're in door to door, come be a part of a big transition and get ahead of it. If you don't have the balls to do it, you're never gonna have a big team. If you wait to be the last person to go, because you want to be safe and check every little thing out, you ain't gonna like you ain't never gonna make it big. But if you know you're doing the right thing and you have the balls to do it first, you will crush and people will follow you. Right? Just watch. Make the switch, make the switch.
SPEAKER_03The skills are transferable. Yeah. You're not starting from the zero.
SPEAKER_07All right, boys. Thank you. Thank you guys for joining us.
Make The Switch And Closing
SPEAKER_07Thank you, thank you, man.