Former Basketball Players Write 100+ Policies Per Month (Ep. 293)

A lot of people think life insurance sales is about confidence and clever lines. We’ve found the opposite: the biggest producers build their results on standards, structure, and a real reason to care. Josh Gibbs and Blaze Lubbers join us to talk through what it actually looks like to go from a messy start to writing huge months in premium, including Josh’s story of failing his exam multiple times, going months without a sale, and then exploding once he committed to the basics. 

We dig into the systems that make their agency culture different: punctuality that’s nonnegotiable, dialing blocks that don’t move, daily development, and accountability that’s written down and enforced. We also get practical about money and leads, including the “MRO” framework (minimum, realistic, optimal), when aged leads make sense, and why constantly buying leads for a new agent can create dependency instead of ownership. If you’re building a team, this will challenge how you “help” people. 

We also break down the real levers that scale an insurance business: hiring a great assistant, using VAs for DM outreach and social media, and building referral systems that don’t feel awkward. Plus, yes, there’s a wild side quest about a $100,000 ping pong match for charity at Ignite and what that competitive energy says about culture. 

If you got value, subscribe, share this with a new agent, and leave a review so more people can find it. What standard would change your results fastest if you enforced it starting tomorrow?

*****DISCLAIMER******

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

Transcript

Welcome And Big Producer Months

SPEAKER_06 0:45

What's up everybody? Andrew Taylor here. Today we have three guests, Josh Gibbs. Thank you for coming in. Josh, you had your biggest month at $53,820 in premium.

SPEAKER_07 0:57

How long have you been selling life insurance? Just over two and a half years. That number's a little bit off since we started FFL though. Oh, it's a little low?

SPEAKER_06 1:05

That's yeah, it's less than half. What's the updated number? 130. 130,000 in a month. Yeah. Congratulations, dude. Thank you for coming in. We also have Blaze Lubbers. Blaze, thanks for coming in. Your biggest month, 47,000. Is that low or is that right? That's issue paid, yeah. I've submitted 65 in a month, but yeah. Submitted 65. Uh your team. What's your team doing every month? Uh, I think we'll get close to 100. Close to 100. Awesome, man. Thank you for coming in. We're looking forward to learning from you. We also have Mike Schaefer back with us, who we did an interview a couple days ago with them. You guys can go watch it, but he's a complete animal. Very unique. You're not doing ever you're not doing things the way everybody else is doing them. You're doing things the way you think is the right way to do things. And I can tell you're not keeping up, you're not trying to keep up with the Joneses, you're not keeping up with what's cool. You're just going, hey, these are the oldest principles of time, and we're going to build our business based off of those. Absolutely. Yeah, which I love. So I'm glad you're back in here. Um, all right, so to start, Josh, how'd you get into life insurance? What did you do before?

SPEAKER_07 2:22

Well, before I was in life insurance, I was working at Chipotle, and one of my buddies who was working with me said that he was gonna go start his life insurance exam, and I didn't know what it was, but he was my best friend. So we went to a company before this, and I took my insurance exam, told my dad his health insurance because I didn't know what I was starting with. Um, failed that test six times, started the insurance, didn't make a sale for three months, and then the third month in, I was like doing all the study, and I'd stay till like 9 p.m. It was very late hours, and I just couldn't find my groove. Finally found my groove, made my first sale, and I got the taste of like what it was like to make life insurance money. And

Josh’s Start And First Breakthrough

SPEAKER_07 3:02

that same week after going oh for three on months, I wrote 16,000. And I just really found out that it was about caring about people and being able to find out what their intention is for the insurance. Um then one of my downlines at that company I was working at had came to FFL, and I was like, There's no success over here, where are you going? Tell me about it. And that's when I got on the phone with Mike. Um, we did our interview. Mike was very good on the phone, it was very smooth, and I kind of just took the playbook that he gave me, which was just put the money into the leads, sell the leads, and my first month I wrote $100,000. So, yeah, that's how we ended up FFL. And what how was your upbringing? You got siblings? Yeah, I have three si well, four siblings. I have two half older siblings, I have one full-blooded, and then I have a half younger sibling. Um, mom and dad were not together, and then it was actually right before I got to FFL, my dad had passed away of cancer. Oh, I'm sorry, man. No, it's all right. Um, but that's really how I got into the insurance industry and started like caring about people's situation. You know, you gotta like actually understand where people are coming from and like what why they are wanting the insurance. So using my past into what we do now really helps a lot.

SPEAKER_06 4:15

So I um I was telling somebody yesterday, my dad died when I was 10. Okay. My mom had four kids and no job, no life insurance,

Family Loss And Why Coverage Matters

SPEAKER_06 4:29

no savings, no nothing. And my mom's like, she's dude, she's amazing. So she went and got two jobs, a daycare, bartending, figured it out, and the government pays uh for like kids who lose a parent, the government will pay like a monthly check to help make sure they can get food and clothes and all these things. So the government would send a check probably for I don't know, six fifty, eight hundred bucks a month per kid under age eighteen, which actually is pretty cool because if you think about how bad that could be, yeah, that could be scary for people. But guess who the first person that came over like within a few weeks was that wasn't family, the first person that came over to the house to visit my mom. The life insurance guy, the life insurance guy, not for a policy for my dad, for a policy for her. And she wanted to make sure she got an AIG policy for $25 a month, was like a 10-year term, and it was like, I don't know, $300,000. And she's young then, she's uh, I don't know, $40, $40, around 40 years old. Um, which is probably similar to the price now. If someone went and got like an ethos or an Instabrain for a 10-year term, it's not that expensive, people don't realize it, but it was just to get us out of the house and make sure if something happened to her, that there was something there to take care of us for whoever was gonna take care of us. Isn't that crazy though? Yeah, it is. Your dad didn't have a policy. No, no policy, no nothing. And it is kind of ironic that I'm in life insurance now after that, and you are too. Yeah. Right?

SPEAKER_07 6:17

Yeah, my dad actually did have a policy, he had a $50,000 policy, which I didn't understand how important it was until after it happened. Like my dad passed, and I was like, okay, I've been doing this for a year, I know how to like go through the claims process. I mean, our company makes it super simple, but I don't even know who the company was. I had to go through the email, find the insurance agent, claim the insurance, get the death certificate in. Um, but it was all on our own, you know, it was it was just kind of hectic. But I mean the final expenses in themselves was $20,000. And that's why I stress so much on that too. I'm sure you did the same thing talking about your personal life, but being able to explain to these people, this is like real. And when you experience it, it's like something you've never experienced before.

SPEAKER_06 6:58

So now you took something unfortunate that happened to you, and you're doing good with it. Yeah. By helping other people.

SPEAKER_07 7:05

Yeah, I believe so. I mean, my dad was diagnosed with cancer, and when I was working at the other company, we did cancer insurance, and that's something that I had sold to. Um, had three different claims. People are always getting diagnosed with cancer, people are always obviously dying, and I took that hardship and put that into my meetings, and that's why it's so relatable. Like, that's why I get along with my clients, letting them know, hey, I've been there before.

SPEAKER_06 7:27

Dude, I was actually, we were just talking before the camera was rolling, and I was telling you guys we took a personality test, and it basically said I should not be in sales, I should be a computer programmer, okay? People would make fun of me saying how I wasn't good at first because my number my conversion ratio is so low. But what I would do is just tell them what I've seen in my life and that I'm gonna find them something affordable and fits their needs and budget. And I don't think I was selling anything. Do you feel the same way?

SPEAKER_07 7:59

Well, we just talked about that before we got in here as me and John, one of the guys outside, and we were talking about that exact same situation. Like, I don't think I'm in sales. Like they're filling out requests for insurance. Like you're just saying, hey, what's your monthly income? How much do you have left

Selling By Helping Not Pushing

SPEAKER_07 8:12

over? What do you have and what do you not have? And then you fit you put that puzzle piece inside their puzzle, and it's just as simple as that. It's not I mean, if I have to convince somebody to I mean, I'd say it's about 20 to 30 percent of the time that I'm like really selling, but the majority of the time it's just this is what you requested, this is what you can afford, here's your program. Yeah. Yeah. That's huge, man. How how rewarding has this career been? I don't know what I would do without it. Mike was actually talking to me about that. Like, he asked me, what would you do if you weren't in sales or what we do? I don't know. Like, I love what we do. I wake up every day and I I want to sell insurance forever. I know everybody there's a lot of people out there who said you don't want to do that, but I I genuinely enjoy selling it.

SPEAKER_06 8:56

When I stopped selling life insurance, I feel like I got kind of sad because I I was getting a l helping people on the phone every day, I was getting a lot of good feelings from it. And it went away when I wasn't talking to people. They're telling me about their lives, they're you know, they're giving me life advice, they're telling me about their kids and their families, and it gave me good perspective every single day. And when it went away, I was like, I miss that. Yeah. Which is why I think we should do a lock-in with all big managers that don't sell and do a sales contest. Oh, yeah.

SPEAKER_07 9:37

It's not hard either, man. What we do is not hard. Just spend the money on the weeds, that'd be great. That'd be good, right? That'd be awesome. I know who's winning that.

SPEAKER_06 9:44

Yeah.

SPEAKER_07 9:44

Who's winning that, Mike?

SPEAKER_06 9:46

Yeah. Oh, you think Mike would win? Dude, there's some animals, bro. When we get him out of retirement, it's game over. He's coming for me. The other thing is, like, why I ask myself this. Why wouldn't I go write 10,000 a month a week in a couple days? Why wouldn't I? Yeah. Who wouldn't? If you can make an extra 30, 40, 50k a month in two days because you know what you're doing, you got the system set up, you got the caller set up, you got the CRM set up, people are pre-booking appointments with you. Why wouldn't you do it? Right. That'd be awesome. Yeah, we gotta set that up. We should do it. That'd be a blast.

SPEAKER_07 10:29

All right, so do are you single, married, girlfriend? I have a fiance. I actually got engaged, John Rent, that's one of Mike's, that's Mike's guy on top of him. Um, John Rent held a meeting in Cabo, and we got to do a lock-in with all the top producers, and I called him before he went, and I was like, hey, if I brought my girlfriend with me, we've been thinking about getting engaged, would you mind? And he said no. So I got engaged in Cabo with the team. Did you tell her? She had no idea. Well, she did know because like she knows that I was getting ready to do it, and there's a big trip coming up. I'm not gonna do it in Missouri, that's where I lived. So when we went there, she was pretty obvious that that was gonna happen. Where do you live now? Minnesota. With Mike. We go to the I'm at the office that he made. Are you ever late? No. No. I well, if I ever am, which I think I've been once, but outside of that, he told me to get my butt back home, and I went home, worked on Discord. Have you ever been late?

SPEAKER_06 11:23

Never. Ever. You've never been late. No. Dude, he I've I don't I've not met anybody like him in my life. He doesn't play around.

SPEAKER_07 11:31

He's good. You gotta lead with the the tip of the spear's mic. That's just how that goes. Like if he falls off one day, it's okay for everybody else to fall off. And if he is not on for a day, I'm letting known months in advance. He don't fall off though. No.

SPEAKER_08 11:45

Never will. This is my life. I don't have hobbies. Which probably isn't healthy. My hobbies is working, working out, and spending time with my family. I don't wake surf or ski or golf. Golf, no.

SPEAKER_06 12:00

I love this. For people who need some context, if you didn't watch the last interview we did, tell them what you do in the office.

SPEAKER_08 12:08

Yeah, so if you show up a minute late, you gotta go home. You don't even get to pack your stuff up because you don't get through the door. So you head home. Um what else do we do? Uh we have a Bible study in the morning, you know, every morning Monday through Saturday at 7 30 a.m. We're just very on point with everything. Like we have an 11 o'clock development. You show up late to it, you don't get let in, you don't get the knowledge. If

Nonnegotiable Standards And Office Rules

SPEAKER_08 12:31

you shoot us a text in the middle of the day and you weren't on it and you are home, well guess what? You're not getting answered to the next day. So we're just on point with our systems, on point with our standards. And I feel like that's what a lot of agencies slip with. Is they let too much go by because they care about that instant dollar. Where we care about making the person. Once you make that person, that person makes the decisions. And when they make the right decisions, they're financially rewarded and their life is better.

SPEAKER_06 12:55

Yeah. Are you married?

SPEAKER_00 12:58

I have a girlfriend though. That's coming up soon though, for sure.

SPEAKER_06 13:01

You got a ring? Well, you probably shouldn't say that on here because she'll probably watch this.

SPEAKER_00 13:05

I I took her shopping though, so she she does know it's coming for sure.

SPEAKER_06 13:08

Oh, she knows it's coming. Dude, you have the most the way I can put this is you guys have the most traditional team that I've seen where you're promoting family, marriage, faith, which I love, but this is a lost model in today's world. Have you guys noticed that? Yeah, absolutely.

SPEAKER_05 13:32

It even it really is. It really is, right? Yeah, dude. This is something rare. You guys got something rare here.

SPEAKER_07 13:38

It might be the Midwest. It is the Midwest 100%. Maybe we don't have really anybody in office that's not from the Midwest. Everybody has their exact core values the same.

SPEAKER_06 13:47

So the Midwest is a little hidden gym. Yeah. High quality people, high character individuals. Now, the reason I say that is because a lot of people your guys' age would be partying. A lot of them are not looking to have a family or kids that I talk to. Have you guys found that similar? Have you guys seen that or no? Not our company.

SPEAKER_08 14:10

Everybody wants to get married, have kids, do right by people, and have a legacy. Because that's what it's all about, right? Like in two, three hundred years, no one's gonna know who we are. It's about the people we impact and the people we brought towards Christ. But in t traditional society, absolutely, I'd say it's polar opposite of what we do. A thousand percent. Yeah.

SPEAKER_06 14:30

Now do you have bad days? Yes. Absolutely everybody does. Okay, so you have days where you don't want to go to the office. Absolutely. You have days where you're pissed off. 100%. Frustrated. You know it. Something's bothering you? Shh. More times than not. And but no matter what, you stick to that schedule. I have to. Do you have days how what we talked about, um, where you everything just seems uh vanilla, nothing's exciting. Absolutely.

SPEAKER_08 15:02

Those are usually the good days. You know, on point with how are the days supposed to go. You know, I think that's where breath work comes in. I'm gonna shout out Wim Wim Hof here. Have you heard of Wim Hof breathing method? Of course. That 10-minute breathing method where it just re-gets you into I I don't think equal equilibrium is the right word, but just into a conscious state of the present moment.

SPEAKER_06 15:24

Yeah, we did uh we interviewed a top producer in here, and he talked about the Wim Hof method, breathing method, and how much it helped him with all kinds of things, dude. Being anxious in the morning, um, and yeah, it's only 10 minutes, and I did it. I I need to keep doing it. Do you guys all do that every day?

SPEAKER_08 15:44

We don't do it as a team, but I know a lot of the guys on the team do practice it. We probably should incorporate that after that. That was awesome. Yeah. That was awesome. Okay, I gotta take you down our Texas rabbit hole for a second, okay? So we talk about our standards. We had our lock-in in Texas in February. We reset our culture in January. Everybody's up at 5 a.m. Everybody makes your bed. If the bed's not made, the entire team. Texas in February, you're like, okay, it's probably warm. No. They had snow on the ground, it wasn't a heated pool, the water was 38 degrees. So if you don't have your bed made, if you're not up at 5 a.m., this was already prerequisite to come into the lock and they know the expectations. The entire team has to be in the cold plunge. On top of that, which is the pool. Which is the pool at 38 degrees. Pools are worse than cold plunges. It was terrible. Yep, for five minutes. So what we do

Lock-Ins Cold Plunges And Team Structure

SPEAKER_08 16:37

is we'd wake up in the morning, we would hit a workout outside, ran by a different team leader. Then what we do every morning is everybody had to jump in the cold plunge.

SPEAKER_06 16:46

How many people? We had 22 at that one.

SPEAKER_08 16:49

Yeah, it was like 20 something.

SPEAKER_06 16:51

It's funny, dude, because people love if you're running a team, people love structure. Need it. And they need it. Even my kids, four and six, they love structure. Yeah.

SPEAKER_08 17:03

I was gonna say we have a full itinerary for here. Here's when we get here, here's when we leave, here's when hibachi arrives, here's when we wake up, here's when we go on the hike, here's when we run our one-on-ones, here's when we go AT or not AT Ving. What is it called? Yeah, AT Ving, right? Yeah, AT Ving in the desert. Here's when we're going to the casino, here's when we're playing blackjack. How many people are who makes the itinerary?

SPEAKER_06 17:23

You? Yeah, and then I run it by my leaders. How many people are here with you?

SPEAKER_04 17:27

Here?

SPEAKER_06 17:28

Yeah. Six, right? Yeah, six other guys. So six other guys. So you guys came to Vegas, you're gonna hang out, work, do this, and then go have some fun. Yep. Love it. That's awesome, bro. Yes, sir. What uh where are you guys staying?

SPEAKER_08 17:46

Uh we got a mansion out in St. George. So we always do Bs rather than hotel rooms, so we're all together. But if you get massive, that gets harder. We'll find bigger B and Bs. Like, for example, for Ignite, we have six BMBs down there that we booked. Now, did you get all of them? No. So I picked up two of them, and then our other team leaders are covering the other ones for their teams.

SPEAKER_06 18:09

How many people you bring into Ignite? Shoot, it better be over a hundred.

SPEAKER_08 18:13

How important is it to go? It's everything. Change my life. I actually said on stage at the last Ignite conference. This pass may change my life completely. When I came to Ignite after being here for a week, and I just saw all these guys who are on stage, and I'm like, they're not special. You know, nobody's special. Like, they say the same words, they're of the same flash. Honestly, like I look at some of these guys' habits, I'm like, how is this guy making six figures a month? Like, what in the world? Like, it's never been a more plug-and-place duplicatable system than FFL. But if you don't expose yourself to the Ignite event, if you don't come to event come to convention, you don't get to see all the successful people. So it's everything. It is life-changing.

SPEAKER_06 18:52

Yeah, I've spent a lot of time with Sean Mike, and we've come across a lot of people, especially when the company just opened, that were doing way better than us and made more money, help uh sold more insurance, and he would always say, Dude, why can't we do that? There's nothing special about that guy. And he never thought anything was special about anybody. He would just be like, dude, we're all this we all can do the same thing. Unless it's basketball. He's like, and he would say that. He'd be like, if you're not if you're if you're 6'5, yeah, you can play, but if you're five foot, yeah, it's gonna be harder for you.

SPEAKER_08 19:34

Right? We look at Max out the same way, like Sean Mike builds FFL to a billion dollars in 13 years, we're gonna do it at five. Be a billion dollar company in five years, and the reason why is because guys like you, guys like him, guys like Grady, who paved the path, who laid it so crystal clear. There's the guy, Dave something at convention, I remember this. He's like Dave Anderson, yeah. He said at convention, he said the people who went out to get gold in California, the people who were what's the right word for it? Not the settlers, the people who go first, the explorers. The explorers who went out there, most of them died paving the way. The people who became really profitable were the settlers. Right now we're the settlers just following behind the flame that you guys created. Especially with the way COVID happened and how things changed. Like, shoot, like I'd be surprised if we're not a billion dollar company at Max out within five years.

SPEAKER_06 20:25

Yeah. That's crazy. Dude, the leadership the leadership team in FFL, and I'm talking about you guys as part of this. I think the next 10 years is gonna be the craziest thing life insurance has ever seen. Because, dude, there's some really good people, and this is gonna get scary.

SPEAKER_08 20:51

It is, it's inevitable. It's gonna happen. Shoot, if we're doing a billion dollars, you'll be doing 10. Yeah. You know what I mean? That's it's gonna happen.

SPEAKER_06 20:58

It is 100%. All right. Um, let's go to Blaze. Blaze, how long you've been selling life insurance? Ten months. What'd you do before?

SPEAKER_00 21:09

Uh I was a college athlete before. Um, then I worked for my parents for like four months or so. Um, getting my master's degree, and then one of my buddies is selling life insurance, and he's like very shallow sales pitch, like Trey's was like, hey, I'm selling life insurance, like, you want to do this? And I was like, yeah, like you think a thousand dollars of policy, like let's do it. Like you get to help people out, like you just copy paste what your leaders are doing, and that that's why kind of Mike said with athletes they do so well because they're able to copy paste. Like, coach tells you to do one thing, Mike runs the or draws it up, we all run the play.

Blaze’s Athlete Mindset And Support System

SPEAKER_00 21:46

So I thought that was super cool. So I was like, yeah, let's do it. And then got licensed a week later, started selling right away. How much do you love being on a team like this? Oh, it's everything. It's awesome. Like taking fun trips like this, like we get to do so many fun things throughout the year and also throughout our sales day, so it's like we're not even working.

SPEAKER_06 22:07

So you're planning incentive trips all the time? Oh yeah. All the time. And is it monthly every couple months? What is it? We have our entire year laid out.

SPEAKER_08 22:17

So what I mean by that is we always give guys something to look forward to to keep buying high. So for example, we have our top leaders' trip here in July. Okay, come August, guess who's coming to town? Sean Mike, and now yourself. Right, we gotta make sure we get you a flight to get out there. Okay, come September, guess what we have? Ignite. And then after that, we're taking guys to a mansion, a yacht, and the five star dinner. After that, for October, it's a push month. We're gonna really hit business hard on October. Come November we'll Plan another trip, and then December we have our twenty-five days of Christmas. So it's not every month we run a trip, but we try to run four or five every single year. What's the twenty-five days of Christmas?

SPEAKER_06 22:54

I don't even know what that is.

SPEAKER_08 22:55

Yeah, they don't know yet. See, like some things I keep driving when I give stuff out. So what 25 Days of Christmas is, is it's 25 different days with prizes attached to it where it's contests head to head where we're giving away a lot of money. So it's just a one-day run. Every next day is a new day, yep. So it's Christmas gifts, contests. Won't give you guys details on what's going on, but we'll be giving away over $50,000 the 25 days of Christmas at least.

SPEAKER_06 23:25

Crazy. Yesterday Corebridge was telling me if you do 25 apps with them, do you know how much money they give you? Is it nine? Ten grand. Ten grand. Holy crap. Just it had to be fully simple. Simplified issue whole life. The second month has to come out. The second premium has to draft, so it can't just be one month. Only a certain amount of agents or anybody? Anybody. Damn. Bro, this industry has way too much damn money. That's crazy. Talk about America's bonus plays. What Americo pay you out here?

SPEAKER_00 23:57

10,000. What was that like? That was awesome. I was like looking at my persistency, like checking it every day. Came out, I'm like, let's go, we're over 84%. Like, check's gonna hit. Americo's the best company out there for sure by far.

SPEAKER_06 24:12

Shout out America.

SPEAKER_00 24:13

Shout out Americo.

SPEAKER_06 24:14

Yeah, that's what I wrote when I wrote my app. And it was so easy. Shoot, it's best for the client and is best for the agent. Yeah. Alright, so Blaze, um, did your family support you? Did your girlfriend support you when you got into life insurance?

SPEAKER_00 24:30

I'd say they were they kind of supported me. My my family already has a business, and I was it was kind of expected, like, hey, you'll probably go into the business after college, like, um, and then I was I just randomly hopped out on my master's degree. Once I started life insurance, I was selling for like two weeks, called my professor, I'm like, hey, I'm drop all my classes, like, we're done, like, we're not doing this anymore. This is what I want to do. Um parents kind of supported me. They're like, you know, they thought I was going into it, mainly for the family business. And I think they thought, like, hey, like, if he fails, like he can just come back. Like, let's try you can try that life insurance thing out, and then if it fails, you'll go back. And I was like, I want to build my own business myself. Um, so that's that's the one thing.

SPEAKER_06 25:18

What's your family's business?

SPEAKER_00 25:19

They own a pizzeria. They own a couple pizzeria. What's it called? Yeah. Tomaselli's.

SPEAKER_06 25:24

Okay.

SPEAKER_00 25:24

Yeah, it's in Sioux Falls, South Dakota. So if you ever stop by, it's the best of the city. Does it do well? Yeah, that yeah, it does well.

SPEAKER_08 25:31

I actually have a story for you guys. So when I was an undergrad, I played basketball in Sioux Falls, South Dakota, Augustana. And we'd go to Tommaselli's after every game, and there were little kids running around, like delivering us checks and things like that. I'm guessing Blaze was one of those little kids who was serving us the best pizza in South Dakota. In the in the uh that's the best pizza I've ever had. So we're gonna plug Tomaselli's right now.

SPEAKER_00 26:01

Why is it that good? Just we we load it up with toppings. Um, it's priced well. Um compared to normal pizza, it's greasy. But you know, if you want a good greasy pizza, something that's made right, in a brick oven, um that is served by family members, like it's the best. Been around for 30 years. 30 years. So your dad started it, your grandpa? He bought it two years into the business when he was 24, and then he's ran it ever since. Bro, that's so cool. How many siblings? I have one younger brother, and he actually just got licensed last week. So you're stealing all the workers from the party. I stealing all the workers, yeah.

SPEAKER_06 26:39

They're all getting recruited. That's awesome. Dude, pizza's a big business. I wonder how many billions of dollars a year is spent on pizza. It's a lot. Oh yeah. But it I love pizza, dude. That's definitely my favorite food.

SPEAKER_00 26:54

So good. It's a fun business too. Like if you have a sports team or you got like younger kids, you know, everybody wants pizza. So every time you go to a sporting event or things like that, you bring pizza with. I love it, man.

SPEAKER_06 27:05

So you and your girl went ring shopping? Yeah, we went ring shopping like two weeks ago. She picked out what she wanted? Yeah. Yeah. Are you glad you sell life insurance to be able to buy that thing? I'm glad that I sell life insurance. I had to do a double take for sure. Don't do it. What I did. Well, I'm actually glad this happened, but when I wasn't making a lot of money, I got my wife a ring when we first got married. Actually, I was making a lot of money. I should have got a bigger ring. But then, fast forward, I just went and got and got a way bigger one because I was like, bro, I don't even think people know she's married with this little ring she has. And when she goes places, I want them to know she's married. So I went and got a bigger ring, and uh, I just gave it to her uh I don't know, nine eight months ago. But it was awesome. Yeah.

SPEAKER_07 28:06

My fiance always says, How close do you want the guy to get before he sees you're engaged? So it's so true though.

SPEAKER_08 28:12

She has the biggest ring I've seen in my life. Outside of that that woman from Landman, the wife of Monty who died, she has the biggest ring I've ever seen. Like you go to the you go to the Instagram, it's like half half the picture in Instagram. And they're they're standing like 15 feet away from the camera. It was pretty cool.

SPEAKER_06 28:30

Bro, I want to see this thing. You want me to show you it? Yeah. I'll show you your hand. All right. We'll keep talking. Alright, so did your family you did your family support it or no? What'd you say, Drew? I said tell them how to do it for the camera. Oh, let's go. Hold it up. Drew can zoom in on that thing. Watch this.

SPEAKER_05 28:51

Actually, do it this way. I'll do it from here. Uh look at this one, yeah.

SPEAKER_06 28:58

Let's go, bro. It's a boulder.

SPEAKER_05 29:02

Bring it closer. Like, yeah. Nice.

SPEAKER_08 29:06

Started developing second muscles in that finger.

SPEAKER_06 29:10

It's bigger than all her other fingers. That's awesome. Uh so Sean got married, and his wife, Marissa, her ring is like. Have you guys seen it? I haven't. Bro, it's like seven carats. Holy crap. Okay. That's lab grown, right? No. It's not lab grown. Look at his face. You can say lab grown? That ain't lab grown, but let me tell you a funny story. So sh when I got my wife her ring, she had to go get it resized because it didn't fit right. And she was with Marissa. And so they went, me and Sean were in the car. Nicole and Marissa ran into the store real quick to get it tested, to uh get her ring-sized. And they came back out, and Marissa goes, she goes, Sean, that guy didn't believe this is real in there. He looked at it and he said it's not real. And he was like, Yeah, it is real. And she was like, No, he took it in the back and tested it. And she was like, and it's lab grown. And she was playing a prank on him, bro. It was hilarious. Holy crap. It was so funny. Oh my god.

SPEAKER_07 30:25

I would have believed it. I can't believe he found a diamond that big. It's not lab grown. Yeah, he's an animal.

SPEAKER_08 30:31

I can believe it. Yeah. Yeah, he's a different beast.

SPEAKER_06 30:33

He's a complete animal. Look forward to having you meet him in person on the 28th. Yeah. That'd be good. Yeah, that's awesome. Alright. So, first of all, congratulations. Good luck with your future. But I'm happy for you. What advice do you guys have for a new agent getting into the business?

SPEAKER_07 30:50

You gotta run through the mud, man. Like you gotta go hard. I'd say first 90 days are the hardest. I mean, I feel like life insurance, the first 90 days are the hardest 90 days you'll ever go through. And after that, you just see growth. Um, you'll see a lot of your money getting spent into the leads. You're not gonna see any return. You won't even I mean, you break even is great, but the skills that you're getting from that are worth way more than any money or any dollar could give you. So I would say don't focus on like what's happening in front of you because there's a 90-day lag. Then you're gonna see, hey, I know this rebuttal now. Hey, I have 2,000 extra in my account this month. So just be patient, go through the ringer,

New Agent Advice And The 90-Day Lag

SPEAKER_07 31:31

and the the rest of the fortune will come.

SPEAKER_00 31:34

All right, what about you? Give yourself a little patience, a little love. Because I think a lot of new agents kind of get down on themselves right away, and that kind of shoots themselves in the foot rather than letting the business play out itself. So if you kind of give yourself a little patience, you know, you're learning a new skill. So when you learn a new skill, it comes, you know, trials, tribulations, um, you know, just development in general. So just kind of getting through that with a good attitude, I think, is where you can get through that so much faster. You're saying be nice to yourself.

SPEAKER_06 32:06

Yeah, be nicer. Be a little nicer to yourself instead of some grace. Being yourself up all day. You're not as good as this person, you're not keeping up with this person. That's huge. All right. I have a I'm very interested to see your guys' answers. Do you guys buy new agents leads? No, go ahead.

SPEAKER_08 32:30

No. Nope. So what we have is we have a lead vault for guys or gals in tougher financial situations. So what we go over with every agent is called MRO. So if you're listening to this and you're taking notes, I'd write this down. Stands for minimum, realistic, and optimal. So what minimum means is what's the least that you can live off of to pay your bills. Realistic is what is your expectation to make per month. And optimal is like holy smokes, blow my socks off. This is the craziest thing ever. Then we also figure out what they have in their bank account.

Lead Vaults Fresh Leads And Tough Love

SPEAKER_08 33:03

We ask, hey, what do your finances look like? How much liquidity do you have? And the reason why that's so important is because if they are in a tougher financial situation, we'll start them off with leads from our vault to get them rolling. And then if they meet us halfway with their coachability, their attitude, and their work ethic, and they're still struggling, then we'll buy them leads. But we don't buy agents' new leads off the bat. When do you kick 'em off the vault?

SPEAKER_06 33:31

They don't ever have to get off the vault if they don't want to. It's just aged leads. Okay, because we have a vault, but we notice sometimes it can hurt people because they don't get off of it. Mm-hmm. And they use it as a crutch and they don't go buy leads.

SPEAKER_08 33:44

Yeah. Well, we set the expectation straight, like Josh Gibbs writes $130,000 a month. Gavin Bates writes $101,000 in a month. They're not running aged leads through our dialer that we have. They're running fresh leads. So if you want to progress your income, then I'd get on the fresh leads. You know, you either have time or you have money. If you have time, dial the aged leads. If you have money, buy the fresh leads, buy back your time and be more profitable.

SPEAKER_00 34:07

Love it. What do you do? If they're off the lead vault and whatnot, like if I have a new agent that's struggling, that's showing up, I'll provide leads that I've gone through or buy them leads if I have to, but I I buy so many fresh leads that by the time I'm not able to get through them all, they're gonna have a good run and fun way to start out with. Yeah.

SPEAKER_06 34:28

So you're giving them leads you're not gonna follow up with because you don't have time. Right. Yeah. What about you?

SPEAKER_07 34:34

I'll start doing that too, but I've burnt my hand one one too many times just tossing out leads. And I think it would just be better to go through that struggle because they're not gonna know any better if you just hand it to them. Like you gotta learn that on your own. You have to. That's what I think.

SPEAKER_06 34:48

Yes. The reason I'm asking is yesterday a 22-year-old, awesome, amazing woman that works here was like, Hey, I deposited 80,000, but I bought my whole team leads, and I buy every new person leads that comes in because they're broke. And my response was you're hurting them. It would be like me doing everything for my son and not letting him learn anything. What's gonna happen when he grows up? He's gonna try to get it all. It's gonna hurt him. Yeah. He's not gonna be able to do anything. Or I let him figure some things out, and it might be painful now, but it's gonna be better for him when he grows up, right? And that's hard to do when you have kids because you want to do everything for him. You don't want to be in pain ever, you don't want him to worry ever. So it's much harder than you think. But what I told her is I go, if you're brand new and you come in, I'm gonna say, I like the lead vault thing, and we do the same thing. But I'm gonna say, dude, can you not sell somebody you know a policy? Yeah. And if you can't, are they gonna make it? Shows their character.

unknown 36:07

Oof.

SPEAKER_06 36:07

You know what I mean? I didn't even think about that.

SPEAKER_08 36:09

Like if your mom or your dad or your aunt or your uncle or your brother aren't even willing to have you review their policy they have, or even get life insurance set up, it shows their character. You know what I mean? Like, who wouldn't want to help out a family business? Like, you look at Subway. If I opened a franchise, franchise used Subway, I know for a fact my parents would come, my siblings would come, my aunts, my uncles, my cousins, my friends, my neighbors to support my business. This is no different. This is a business to support, and guess what? The beautiful thing is if people got policy set up in the last five years, we're brokers, we can beat their price, and if they don't have insurance coverage, they know they need it. So if they can't sell a friend or family, it's uh it kind of shows their character.

SPEAKER_06 36:54

Or they're just really shy, but you have to you have to face your fears. That too. Absolutely. For sure. We gotta face your fears, dude. That's my thing. Like, I've been maybe nervous when I was new to sell. I've been hesitant to like reinvest to build my business bigger, but I always just did it no matter what. I didn't want to call people I knew when I started. I was like, yo, I don't want to do that. I'm a secret agent. I don't want no one to sell it to know I sell life insurance. But I just like I'm gonna do it anyways, and it always works out. If you have to. If you have to. If you have to. If you have to. You don't have to do that, but you should anyways. Right. Did you guys ever think you were gonna be professional life insurance agents?

SPEAKER_07 37:48

I thought I was gonna be professional, whatever I did, but this was These guys are laughing because they know the backstory to it, but yeah, I mean the first You gotta tell them the story. Yeah, tell us. Okay, I'm gonna make it very brief because I don't like talking about it. But I played a professional video game and it was called Fortnite. I was really good at it. And then football came along after COVID. Thought I was gonna be a pro at that. Wait, wait, you gotta go back a step. Oh, come on, no.

SPEAKER_08 38:14

Like by professional Fortnite player.

SPEAKER_07 38:16

I mean five grand off tournaments. Played in legitimate high-end tournaments. I was really good at it.

unknown 38:23

Really?

SPEAKER_07 38:23

Damn. Anything that I did, like, I was all out on it. Didn't matter. Are

Fortnite Focus And The $100K Ping Pong Bet

SPEAKER_07 38:27

you good at ping pong? I'm getting better. I'm getting better. My fiance's dad, he's Russian, so he plays a lot of ping pong. I've got a lot better. He's taught me a couple things.

SPEAKER_06 38:37

So do you guys know what's happening at Ignite? Yeah. With the ping pong thing? Yeah, yeah.

SPEAKER_08 38:42

I talked to Edmund here this past week, and we were talking about Ignite. I asked him if he was gonna be there, and then he reminded me what's going on. I'll let you share it though. It's him and who's the other guy?

SPEAKER_06 38:52

Hey, so this all started because I played Frankie Euphemia in Ping Pong. Okay. And he was pretty good, and he did smoke me. And he was going back and forth with his right hand and his left hand. I was like, yo, this is impressive. And then I played Edmund. And me and Edmund, we were m uh recruiting an agent in Vegas. We ended up at some compound, dude, of this that this dude had like hund dude, fifty million dollars in cars or something and a ping pong table and some crazy office. I'm like, this is crazy. Edmund plays me in ping pong. Dude, I can't even hit the ball. Like he beats me 21 to 1. And the reason I asked you that is because he plays the violin. So I'm like, I think he's so good because his hand-eye coordination with the violin all those years has got to be crazy. But you're good at obviously hand-eye coordination with the controller. It's truthfully reps, if I'm being honest.

SPEAKER_07 39:58

Interesting. A lot of reps. Like I just it was just every day. That's all I did. Yeah, during COVID, though.

SPEAKER_06 40:04

Alright, so I'm casuelling Frankie Euphemia that Edmund's good at ping pong and that I've never played anybody that good. And he says, I'll beat the crap out of them. I'll beat him with my left hand. Okay. So I call Edmund and I'm like, yo, uh, Frankie says he'll beat you, bro. I don't know if you guys want to put a bet on it, and then they're like 10,000, and then like 20. Holy shit. And then they're like 30. Let's bet 30,000. Let's bet 40,000. And then Edmund's like, let's bet a hundred. Okay. Now they both won't back down. So they're playing at the at the um meet and greet at the event, ignite event, for a hundred thousand dollars. Is it like hundred percent? One hundred percent, dude. FFL ordered the ping pong table and everything. One hundred percent. Just one game. Now, they did change the rules to go to a charity of their choice, which I like better. Yeah. Yeah. But the trash talk is comedy, bro. I'm surprised we haven't heard of this yet. Or maybe we have. Yeah, I haven't heard a word. Dude, the trash talk is so funny because it's like two dudes go talking so much smack like it's a UFC fight, but it's a ping pong match. Who do you got? Dude, I played them both. I got admin. Oh my gosh. Bro, you gotta pick admin. Yeah. I'm the only person that played both of them. Now, Frankie, I don't know, maybe he's been getting lessons. I would be. Yeah. If I'm gonna play for 100K. That's crazy. Frankie's like, I've never been beat in my entire life.

SPEAKER_08 41:45

Wow. That is crazy. We gotta be able to put money on it too, then. Oh, we will. We'll have live odds for sure. Maybe it'll be on Kelshi. Okay.

SPEAKER_06 41:54

Dude, some other um, some other so then Edmund played another kid though, another day, and I was there, and the kid beat him. Wow. And Edmund said it was because the paddle. He said he couldn't spin because of the paddle. There is, there are paddles that are like that. That's true. Oh boy. I know. So Yeah. He is beatable. Yeah. It might be some insider talk. I know. I don't know. I'm excited for it though. I'm glad I don't have my money on it. I'll definitely place a bet on it. Oh, for sure. If anybody wants to bet me, I will take Edmund. Let me know if you want to place a bet. Straight odds. Straight odds, because I saw them both. I saw Edmund lose. Or no, I'll give you odds. I'll give you odds. Is this going to charity or you get to pocket it? We could do it to charity. Whatever you want. He's that confident in Edmund. I'm taking Edmund too. Well, dude, watch Frankie win. Yeah, I know. That'd be crazy. I think Frankie just plays in the garage, like drinking beer with his friends. And maybe he got that good, dude. It'll be an event. It'll be an event for sure. Yeah. So go to Ignite, not for that, but if you want to also see that, let us know.

unknown 43:09

Sick.

SPEAKER_06 43:10

Yeah. Okay. So you guys don't buy new agent sleeds. You how can you baby or coddle a new agent too much to where you hurt them? What are some things you could do?

SPEAKER_08 43:24

Well, we don't do any of these things, but I can think things off the top of your head. Okay. Number one is not prioritizing your schedule. So what I mean by that is giving them full access to you and your calendar at any point in time. Um number two is just having them um almost over your shoulder too much, if that makes sense. Like your job, and it's a lot easier to kind of talk about our systems and what we have, just because it kind of shows you why that doesn't happen. But like if if you don't have the proper systems or or things put in place for a new agent, well, it's almost your fault. You know, everyone's 1099 and you can make it regardless with hand dials and spreadsheets, but one thing I believe is you have

Contracts Running Mates And Real Accountability

SPEAKER_08 44:07

to have 100% accountability for absolutely everything. Then everything's fixable. So I'd say just you know, if you if you're doing too much for your agent, that hurts them more than not doing enough, I believe. So Yeah. 100%. What about you guys?

SPEAKER_07 44:24

I agree with that. I mean, that we were talking about buying leads, like I've I don't want to say I've experimented, but I always thought like being able to help them as much as I can, 'cause like Mike said, like being able to help people as much as you can gives you fulfillment, but I feel like there's a point where you help them too much. Like I'd buy people two grand worth of premiums, I'm like, hey, it's your first pack, it's on me, and then they don't dial. The pack and I'm like, wow, okay.

SPEAKER_06 44:47

So like people don't really want it that bad. I always say, do you not want to buy leads, or is it that you can't buy leads? Right. Or do you want to me to invest in you because you don't believe in yourself because you don't want to invest in you? Or I'll be like, dude, am I your mom or dad? Because I didn't sign up for that. You can't you can't get a hundred dollars worth of leads and resolve every single one of them and get a sale, which you need that to dude. If you steal all the challenges from them, how are they gonna run a big company? Right. You're stealing what they need to be able to get to the next level. It's like, dude, with Fortnite, what if they didn't let you do any of the things in the beginning because they did it for you? Yeah. It's like having hacks on. Take them off, they're not any good anymore. Yeah. Crazy. Dude, Fortnite is crazy, right? Like how a lot of money. You make a lot of money doing it.

SPEAKER_07 45:48

But you made five grand a month or just once? No, no, just once. If I was making five grand a month, I wouldn't have started life insurance. I love that game too much. Do you still play? No. Tell them what you did. I I like playing video games a lot till this day. Like if I wasn't doing this, that's what I would be doing. And I po I packed up a PC, I spent four grand on it. It was a year and a half ago. And then I put it in his office and it sits in there. It's rotting right now. Kind of sucks, but oh, so it's like in jail? It's in jail.

SPEAKER_08 46:16

He wanted to be held accountable. He wants to write $100,000 a month, not just one month, but back to back-to-back months. So it was his idea.

SPEAKER_07 46:26

You get it back? I mean, I can get whenever I want, but it's just not going to do me any good. I just feel it almost like a trap, you know. You it's like your social media on your phone. You get home and you see it sitting there, and it's like, there's your fiance you haven't seen all day, there's the game. She's gonna go do her makeup and then or she's gonna get ready for bed, and you're like, oh, this will only be 30 minutes, turns into an hour, hour and a half, and then you wake up, you're tired because you stayed up all night the night before. The gym, things like that.

SPEAKER_08 46:50

So yeah, he's been fully accountable. It's been a game changer for his business, and that's one thing we do is we sign contracts. So what agents do is they come to me, they're like, I'm struggling with this aspect of my life. Can you help me? So, for example, we have a guy on our team who's like, this is a business-related one. I'm struggling with posting on social media every day. So I'm like, okay. Like, what don't you like to do? He's like, I hate running. Like, how many miles are you willing to run if you miss a day Monday through Friday? We signed this back in February. He's like, I'll run three miles. I'm like, I'm not signing it unless you do 20 miles. A day? Yeah, every day. No, 20 miles he has to run if he doesn't post a reel every day.

SPEAKER_06 47:26

20 miles at once, though?

SPEAKER_08 47:27

Because that's like a marathon. 20 miles at once. And he's posted a reel every day.

unknown 47:31

Damn.

SPEAKER_08 47:32

I don't think you could run a 20 miles every day. Maybe you could. Right. I mean, for example, another guy, you know, non-work related with the marijuana stuff that we talked about, because we don't have drugs at max out. Is if he dabbles in marijuana even once, he's a little heavier set guy. He has to not just show up to the gym five days a week. He has to work till nine and run the Twin Cities marathon with me in October, which will essentially cause fractured bone fragments in his feet. So he's not going to touch any marijuana anytime soon. Is that in jail with the computer? Huh? Yeah. For example, Josh Gibbs, well, we didn't sign a contract with it because he's just he's on point. He doesn't need a sign contract, he won't go on it anyways. But we signed a contract before.

SPEAKER_06 48:18

Dude, you should make a jail that people push it in. Like actually put like bars in there, like a jail closet. Yeah.

SPEAKER_08 48:25

Just just vices, you know, things that don't help people get to where they want to be. But it's them coming up with the idea, them coming up with an adequate punishment, then me doubling, tripling it, quadrupling it. Adequate punishment. Then there's no Then there's no way they're not going to do it. You know what I mean? So it's really just setting the bar and holding people accountable to what we talked about. Now do you do that yourself? Absolutely. With what? So for example, yeah, back when I was in Miami playing college ball, I had a hard time getting up in the morning. So what I did is I had $1,000. Actually, I had $600 in my account at the time. So what I did is I signed a contract. If I don't wake up at 4 30 every morning, what I have to do is figure out a way to find $1,000 and give it to Habitat to Humanity. Not only did I have to do that, but I had to pop in a shower, a cold shower. Every morning in my shower, I said, don't be a B-word. Since then I don't use that word, but don't be a B-word right above my shower. So if I took if I didn't take a cold shower or get up at 4 30 in the morning, I'd have to come up with $1,000 to give it to charity. And I signed it and my roommate signed it. Now why that charity? It's just a charity that I knew nearby. Plus two, I could talk myself out of it. You know what I mean? Where it's like, oh, I'll actually do it. No, you put pen to paper. You know, that's that's illegally binding. I signed my name and I had my roommate sign my name. So if you didn't hear the shower going, guess what? Mike. You know, what I should have done looking back at is sign a contract with him. But he'd probably try to keep me out late at night and take me down to the bars downtown to make sure I don't hit it.

SPEAKER_06 49:59

Dude, so me and my friend, uh, he's actually in here. His name's Ben. So for the past I don't know, 15 years, we would meet at the gym. Now this I moved away. So like this there was a big break with this. But the time I had a six-pack, we would meet at the gym, and whoever wasn't in the door at 5.30 in the morning, if you were not in the door, you owed the other person a hundred dollars. Huge. So every day, dude, we I would be running at 559 through the parking lot to get in the door. There's a big clock in there to be in there before it yeah, before the agreed upon time. So it was kind of like we made a contract to do that. That's a good one. It's everything you should use that. Yeah. Now you could do that also with dialing and all kinds of other things. But how important is it to have like an accountability partner? That's everything.

SPEAKER_08 51:00

So what we do is we have what we call running mates where you choose who you want to get partnered up with, and they have to choose you back. Where in aspects of your life you're struggling with, growing with things like that, you have your running mate. Like Gavin and Trey, those two guys from the podcast we did a couple days ago, those guys are running mates. So they text each other, they call each other, they go to each other with things to help each other uplift each other. One of them's not accountable on a goal they have. Well, guess what? They hold each other accountable. So you need to find a running mate in the business. You need somebody. This isn't my saying, I learned it, I don't know who I learned it from, but you need somebody to teach you. You need a mentor, you need a running mate, someone who's you can compete against, and you also need a mentee, somebody you can pour into, because the more you learn, you know, you learn best by teaching someone it.

SPEAKER_06 51:47

So you need all three. Bro, that we could clip that out, and that could be the whole podcast. Because that's the day you hire your first agent is the day you give up to be average and ordinary in insurance. So if you're struggling, hire somebody. You'll probably work harder for somebody else than you will yourself. And if you think you have a business and you don't have any employees, not agents, you don't have a business. So get even like you two, I don't know your whole situation, but do you guys have somebody that you're paying to recruit and to do all these different things for you so you could grow faster? You have that already?

SPEAKER_00 52:27

Need to. We have systems in place. Um Mike kind of touched on like the college background a little bit, just building credibility with that. So I have a LinkedIn bot that will, you know, reach out to individuals that's targeted with location and also graduation year. So when they're graduating, they're getting blown up for insurance um opportunities, and then it's our jobs to close them down on the opportunity with us, Mike, or but the thing, like when I was 18, okay, we would have to get all these paper applications.

SPEAKER_06 52:58

So I would go sell policies, I'd have a like 17-page application, and I'd have to go fax it in to the carrier to get paid. Okay. The guy training me, kind of like you actually, you remind me of him. He goes, Bro, I'm not doing this. Go get an assistant. And I'm like, I'm not gonna do, I'm not gonna spend all my time doing this. So I go get an assistant at 18. All of a sudden, I can't quit because I have to pay her. Right? Huge. And if he didn't do that, dude, I would never be here to this day. The other thing is, dude, it's kind of healing helping other people. That's why you also need that mentee. Like, uh, someone was in here talking about AA, and it's Bill and Bob, I believe he said, or the guys that um started AA. Okay. And what they realized is them helping people that were alcoholics, it wasn't healing the person, it was healing them. And that was something that they learned. So, like, if you think about how good it is for you to learn something and then also teach someone else, I think it might be doing more for you. It's like giving. It's like giving.

SPEAKER_08 54:18

It always comes full circle.

SPEAKER_06 54:20

Yeah.

SPEAKER_08 54:21

You'll always get more back in return, but you can't have that expectation.

SPEAKER_06 54:25

Yeah. That's crazy. Now, do you do you send a schedule out to your whole team? Because you guys are so structured. Is there like a daily schedule, a daily agenda? What is it?

SPEAKER_08 54:35

So my assistant sends it out every morning at 7.30 a.m. But I mean, our days everyone knows like the back of their hand. So for example, run you through Monday, 7.30 Bible study, 7.45 Monday call with me. We have I have my different leaders I've been delegating the rest of the days of the week to help them build themselves. I'm kind of a control freak, but I've learned that the more I give away, the more I delegate, the more that helps guys like this grow and become the people they need to be. Um, so that's what it looks like. 8.15 to 11 o'clock, we dial. 11 o'clock, hardest shot off for development, 11 to noon. Noon to two is off. Well, actually, I lied. 12 to 12:30 you post your reel to social media. So we're

Daily Schedule Assistants And Virtual Teams

SPEAKER_08 55:16

really trying to market a ton. 12:30 to 2 you're off, 2 to 8 we dial. So my admin puts it out every day. We have a different guest speaker every week, and then we run our daily developments through our courses Tuesday, Wednesday, Thursday, and we have Sean Mike on Friday.

SPEAKER_06 55:30

So these are Oh, and you guys all get on the Sean Mike call on Friday. Everybody gets on.

SPEAKER_08 55:34

Everybody on our team is a good idea. It's such a good call. It's amazing. It's our biggest call of the week. I mean, where else do you get to learn from a he calls it a million-dollar mentorship? I call it billion-dollar mentorship. That's what I've been saying. Yeah. In our schedule, it says billion dollar mentorship. But guess what's not shown in there?

SPEAKER_06 55:49

Well, because he he uh he has he had the millionaire maker thing, right? Yeah, yeah. But I'm like, bro, I think that's kind of undercutting what is gonna happen. Right. A thousand percent. Yeah. A thousand percent. Cause there's so many people that have done so well within the company. Which is huge. Yeah, dude, I love that. That you you guys run everything so structured. Now think about this. I was thinking about this the other day. We have 5,500 people get paid on our team last month, roughly. 750 new people got paid last month. Huge. Which I I do love that number, but I was like, dude, imagine if everybody sent a hundred DMs a day. Maybe Claude could do it for us now. Hire a DMer. Yeah. A hundred DMs a day, that would give us five, is it five million? Five hundred fifty thousand. Five hundred and fifty thousand a day. That's crazy. Messages going out telling people about insurance and what we do. And what percentage do you need to be like, yeah, I do want to learn about this? Crazy. That'd be crazy, right? It'd be insane. 550,000 people a day.

SPEAKER_04 57:08

Mm-hmm.

SPEAKER_08 57:09

That's kind of where I look at our operation and kind of blazing that trail that you have and that you guys laid up for us. For you to get that message across to 5,500 people is impossible. Where for me with my small foundation that we're building, everybody's on the same page doing the same thing. So when I have 5,500 guys, everyone will be doing the same thing. But you had to learn and pave the way for all of us. Oh, dude. What you had to go through to get me where I am, I'm eternally grateful for.

SPEAKER_06 57:36

Dude, we it took me 10 years to get to 80,000 a month as a team. You guys hear that? As a team. That's crazy. Is that nuts? That's nuts. Dude, people thought we were psychotic. Like we were going to people's houses in the hood to sell them life insurance. And if you tried to recruit someone, they'd be like, bro, you're not okay. You need to seek help. Yeah. And now life insurance is like the sexiest sales job there is for many reasons, but lifestyle, controlling your own schedule, what you can do for your family, it's the best thing ever. All right. How do you guys get referrals?

SPEAKER_08 58:19

We could go an extra two hours here, but I'll give you a quick seven-step process. Okay, so we collect seven pieces of information from every client we talk to. So a lot of people just get their name and number. So first and foremost, what you do is you get the beneficiary information. You don't skip getting their number. You get their number before you pitch prices. So you already know who's claiming that money, so you can tie that down when you close to make sure there's credibility there. But after you get their name and their number, you're also going to get the state they live in, you're going to get their occupation, you're going to get their marital status, you're going to get how many kids they have, and you're going to get what time they're off work. And the reason why all seven of those are important is occupation shows you potential income, what time they're off. Okay. Marital status

Referral Script That Actually Gets Names

SPEAKER_08 59:00

shows us if we need a spouse there or not. Kid shows us if we can get more referrals or not. And then the time off allows us to put them in our schedule with our CRM to automatically book them and send them out reminder text messages. And also have the client we talk to proactively reach out to them. So I know I went over that quick, so you guys can slow that down when you're listening to it. But you have to create value. I'm doing this for you. You're not doing this for me. So let's say you're talking to a veteran. So, Joe, since you served four years for our country, what we're willing to do for you is I'm taking time out of my day to take care of three people for every year you served. So you have 12 exclusive sponsorship spots. Of course, every veteran I try I talk to tries to use all of them. So we'll start with your primary beneficiary first. You already have their name and number. You get yes, yes, go down the list. Okay. What if they're not a vet? If they're not a vet, uh say it's a mortgage protection lead. Perfect Joe, since you just recently bought a house, I have great news for you. Not only do we take care of mortgage protection, but we take care of life insurance and final expense. I know here we talked about it earlier that you're super grateful that your final expenses are taken care of as well. Since you enrolled in a policy here today, you have six exclusive sponsorship spots. The reason why that's important, Joe, is I'm a broker. So what that means is I'm able to find our clients the absolute best rate on the market. So obviously we're gonna start with your beneficiary, your daughter, Mary First. What's the best number for well, you already have her number. What state does she live in? It's a final expense policy. Perfect, since you enrolled in a program here today.

SPEAKER_06 1:00:30

And and w how do you get people to actually do it? Because I've talked to a lot of people and they're like, it sounds good, but they don't do it.

SPEAKER_08 1:00:38

Well, it works. I mean, I wrote $80,000 in a month with just referrals and beneficiaries. No leads.

SPEAKER_06 1:00:46

Damn. So you just tell people that. Do you guys track how many policies are sold off referrals? No, we were.

SPEAKER_08 1:00:55

We were, and then we switched it to a new group me system where we put it in our leaderboard that puts it on there. So we were collecting referrals and we were collecting referral sales. So we have to figure out a way to integrate that into our leaderboard. But as of two months ago, we were, and about 45% of our business were referrals or beneficiaries. How many employees do you have? Employees, not agents. Yeah. Employees, I have four. What do they do? Um I my executive assistant Kara, she is amazing. You need to find someone who's top tier, top-notch. She does everything. She does contracting, onboarding. Well, we have a video that shows onboarding, but onboarding questions, books, flights, anything I need and everything I need. I have a VA who does a DMer for LinkedIn, for Glassdoor, for Monster, for Indeed. I have another VA who runs social medias. How much do you pay the the DMer? Well the DMer is a thousand dollars a month. I need a DMer. Yeah. Mm-hmm. And then we Oh sorry. Oh go ahead. And then Kara, you want to pay your assistance very well, so she's getting $37.50 an hour. And if she wants to work 50, 60 hours a week, she can. If she only has 20 hours a week, she does, and that's why having trust is so much so important. Just because I trust her with everything. Like she has access to my cloud code brain. She has access to all my intellectual property. So you want to make sure you take care of your people.

SPEAKER_06 1:02:22

So uh I recently got a new this is outside of insurance, okay? Mm-hmm. But a new executive assistant to run my life outside of insurance. So it's like um real estate projects, uh my own mail, my taxes, which is just even preparing the stuff for the taxes, making sure the books are done right, all the receipts are gathered and organized, the entities are structured properly, right? Well, I told her the other day, I go, you literally have all my information. You could still my identity take off to the Bahamas. Yeah. And I don't know her that well, bro. That's it's been like, Drew, how long has it been with Deli? She's awesome, by the way.

SPEAKER_05 1:03:09

Yeah, she's really good. She's like her own claw. Okay, she like is clawed, but as a human.

SPEAKER_06 1:03:14

She types like 180 words per minute. Very impressed so far.

SPEAKER_05 1:03:19

Builds her own PCs too, which Josh, you could appreciate.

SPEAKER_06 1:03:23

Yeah. Yeah. So um I was like, don't steal my identity and go to the Bahamas, and she's like, I won't, because I don't want to be a man.

SPEAKER_08 1:03:33

That's hilarious. That's hilarious. That's your most important hire. By far is your assistance. By far. Like, I tell these guys all the time I'm brutally honest and transparent. Cara is more valuable than all of them.

SPEAKER_06 1:03:45

Individually. Do you ride her like every minute what she's doing? No. Because you're you keep controls on everything, it seems like.

SPEAKER_08 1:03:55

She gets it done. She controls me. She controls my schedule. She knows where I'm at. She's the best. She's the best. So you need a good assistant, you need to pay them well and keep them happy.

SPEAKER_06 1:04:06

Well, pay them well is the part most people are missing. And that's why they don't have people that are bought in long term. But I want to pay people as much as I can, you know? Yeah. Absolutely. And she'll stay with you forever, probably. She will. Yeah. Yeah. Now, do you do growth opportunities for her to make more money if you guys hit certain numbers? Absolutely. Yep.

SPEAKER_08 1:04:35

Once we hit 1.5 million, her her dollar hour is going up. And then when the new year hits, whether we hit 1.5 million first or the new year hits, which we'll probably hit 1.5 million first, her income will go up as well. So she started at $30 an hour, now she's at $37.50. I love it. Then we hit $1.5. Probably next month she'll go to $40, then she'll go to $45, then she'll go to $50. She said, I'm fine paying her $100 an hour as long as we're growing.

SPEAKER_06 1:04:59

Yeah, dude, I uh when I first so no one used VAs at one point. And I was getting to the point I read the book, The Four Hour Work Week. And there's a there's a website in there to hire VAs. So I start calling VAs in in the Philippines. I go on the website, and it's like 1 a.m. and I'm talking to these Filipino chicks, and Nicole, my wife, who was my girlfriend at the time, is like, who are you talking to? Why are you talking to women at one in the morning? And I'm like, Oh, I'm trying to find a VA. So it they're like, we want $3, $4 an hour. And so I hired a few people at $3 or $4 an hour to do dialing and a whole bunch of things. And my goal was to still be able to recruit and still sell $10K a week, even when we're ripping premium as a team. Like I want to do both. So the people that I was paying $3, $4 an hour to, they I could never get a hold of them. They were using magic jacks. I don't know if you guys remember that. It's like some uh internet phone that doesn't even work. Never available, sucked. So I was like, all right, what if I pay them like $15 an hour? Which I didn't know this in the Philippines is like doctor money. So I meet this chick, her name's Army, and I'm like, I'm gonna pay you I'm gonna pay you as much as I like way more. Dude, she would literally kill somebody for me. I bet you if we called her right now, she'd answer. Should we try to call Army? Let's do it. Hold on. Is she still working with you? So she works with someone else. Mm-hmm. And insurance. I wonder what time you do. This is awesome. I hope she still has this number. Bro, I love Army. She's I adopted her. I tried to get somebody to marry her and bring her to the US. What's up, Army?

SPEAKER_01 1:07:14

Hello.

SPEAKER_06 1:07:15

How are you?

SPEAKER_01 1:07:16

Happy birthday. Thank you so much.

SPEAKER_06 1:07:18

Hey, you're on video right now. I'm I'm with my friends. I was just telling them how awesome you are.

SPEAKER_01 1:07:26

Thank you.

SPEAKER_06 1:07:27

How's life?

SPEAKER_01 1:07:28

What's up? Uh, great, busy.

SPEAKER_06 1:07:33

You m you making money?

SPEAKER_03 1:07:36

Yeah. We have a little team still.

SPEAKER_06 1:07:40

Okay. Did you ever get your new house built?

SPEAKER_02 1:07:45

It's not been built.

SPEAKER_06 1:07:47

How is it?

SPEAKER_02 1:07:50

We've been living here for you. That's awesome.

SPEAKER_06 1:07:58

That's cool. Are you still in and sh are you still doing insurance for somebody? Appointments and stuff?

SPEAKER_03 1:08:04

Yeah.

SPEAKER_06 1:08:05

Okay. Do you have any do you have extra time or no?

SPEAKER_03 1:08:10

I don't. But we can hire someone.

SPEAKER_06 1:08:14

Okay. Alright, cool. What time is it there?

SPEAKER_03 1:08:19

It's 4 45 AM.

SPEAKER_06 1:08:22

You're an animal.

SPEAKER_03 1:08:26

I've been working since 8 PM here. So that's like 8 a.m. Eastern.

SPEAKER_06 1:08:36

Wow. You're the best. Alright, Army, I'll follow up with UK.

SPEAKER_03 1:08:41

Okay. Thanks. Bye-bye.

SPEAKER_06 1:08:43

Bye-bye. Bro, that's the girl that I was talking to in the middle of the night. I can't believe she answered, dude.

SPEAKER_08 1:08:50

4.45 a.m. Been working since 8 p.m. That just shows how great we truly have it. You know what I mean? Like how amazing it is. Not just that we're in insurance and the greatest vehicle to ever exist, but we're just in America. You know what I mean?

SPEAKER_06 1:09:03

We're in America. You got Claude Code. Right. You got meta advertising. You got high comps in insurance. You can work from anywhere. Right. Bro, it's never been better than this. Right.

SPEAKER_08 1:09:15

And even if you're a struggling agent, same thing as well. You know what I mean? Like you're in America. You have a phone. You know what I mean? Like there's just I feel like there's a lack of abundance because so many people look at social media and compare themselves. Where it's like if you just have a reality check and just look at the world as a whole, or just go on a mission trip to see what other people live like. Like, I'm looking forward to going on my first mission trip. I haven't been on one. They say your first mission trip does everything for you. And then after that, the mission trips are tell people there, but it just opens your like mind to reality and it just shows you how great we truly have it here in the States. Where are you going? We're planning on Guatemala. Wow. That's awesome. So, yeah, but we have to kind of figure out what that looks like with our little girl because my wife is really big into it and she wants to go.

SPEAKER_06 1:10:02

So love it. All right. What's the hardest time you guys have had in insurance? How'd you overcome it? I answer that the same way I answered it earlier.

SPEAKER_07 1:10:11

It was the 0 for 3 on the three months that I was working, my first three months, and I sold my first two policies, and I remember I was working so hard, I cried to my mom. I was so excited. I cried to her, I was like, Mom, got my first two sales, and my upline was so happy. But I was so nervous at the end of the call, my solidification was bad, and I'd say that when they canceled, both of them did the same day. It was heartbreaking. But then I was like, dude, if I can go through that, if I can go through three months, sell my first two deals and they cancel, it can't get worse. It can't. And it hasn't been. That's that's pretty hard, you know, three months of no income. So I've never thought about ever quitting since that day. Love

Dry Spells Mindset Swings And Closing

SPEAKER_07 1:10:49

it.

SPEAKER_00 1:10:51

I would say it was probably like four or five months ago. I was probably four or five months in the business, and I kind of went through a little dry spell, and I was like, let's just let's do it, let's throw some more leads in the credit card, like let's do that. And then went like four days without a sale, and the previous month I did like $40,000 of business, so I was like, okay. Went five days on a dry spell and was just at the lowest point mentally at that point, and then random dude just picks up for uh $50,500 IUL. So I was like, it's always I think that's the thing with insurance, like the lowest valleys that you go into, the there's always a good thing coming after it. And that was like the craziest thing for me. I every single time there's something like that in this business, there's always a bigger mountain right past that.

SPEAKER_06 1:11:42

I meant to tell you earlier when you said you uh went into surgery and and you ended up meeting your wife there. Yeah. So it was like something the biggest blessing ever, but like you literally ended your college basketball season and career, had to go get surgery. But Trey Honeykah always tells me, he always says, God's greatest gift comes in ugly wrapping paper. I'm like, anytime something's going wrong, and I'm just like, You're the best, Trey. Absolutely. But that's kind of like you, dude. Maybe if you got some little rinky dink $20 final expense sale that was gonna charge back, you wouldn't have talked to this dude. Right. Yeah, I don't know. Who knows? But um if you are struggling, speed up your activity until you hit meet some dude that's gonna be a lay down. That was my trick. Every three weeks, I'm struggling, I'm questioning for my whole career. Does this still work? And then I would speed up my activity, meet some nice old lady she would have bought from anybody. Luckily, it was me because I was working, and it would snap me out of the mental doom loop mindset that I had and back into making money. So if you're watching this, do that. I could talk to you guys all day, but we don't have enough time. So thank you so much for coming in. Thank you. If you're interested in working with these guys, hit them up. I think they have a very special, unique style and team, and the future is gonna be crazy. I can't wait to see what you guys do, but thank you for coming in. Thank you. Thanks, Andrew. Thanks, Andrew.