SPEAKER_00 0:00

I was 20 years old and uh I joined the business when I was in my college dorm room. I gotta make sure I set a timer too. Um I got 23 minutes, let's go. I remember I joined this business, I was in my college dorm room right after COVID started, and I remember getting on our super BPMs from my college dorm room, and I remember seeing uh Josh Williamson and and Danny and and Mike, and I was like, man, they're I just I remember looking up to them and you know the the life that they built and the relationships that I that they had, and I was a single like I was the zero pointer, I wasn't married, I wasn't 25, I I was uh you know, I I didn't have a job, and I remember seeing uh just couples and especially your even Margot just coming up and I was like wow, I was like, if they can do it, I can do it. And um I want you to know if you're on the call right now and it's your first month in this business, I want you to know that you can do it too. And it wasn't even that long ago, it was two and a half years ago, that I was driving Uber and I was down on my look, and I was trying to make this life happen after I finished college. I went full time and I was just so broke. I was I was this broke. I I couldn't afford peanut butter and honey sandwiches when I was building my business, and I would like Uber and I would have to like advance the pay on the Uber just to pay for gas. And then I'd like talk to a state, I'd talk to like a client in like another state that I wasn't licensed in, and I would have to like go drive more Uber to get the non-resident license. Man, it was crazy. Um and I'm just super grateful and uh thankful, and uh, we uh we have a good God, that's for sure. That's for sure. And happy Easter, happy Easter weekend for everyone out there, by the way. Happy Easter. Um, this is this is gonna be good. So anyway, I'm fired up to be here. Josh, thank you for the introduction. Um Josh is a stud and coming after Mario, man. This is uh this is big shoes to fill, but I'm fired up. I don't know if you guys, this is the one thing I got after Mario's training. Is it is so easy to win right now. It is so easy to win. Did anyone see that and was like, man, like now more than ever is it easy to win? Only like not just because the technology is better, but like I just think people are soft. Can I talk to you like like like an athlete, like a competitor, like someone that wants to win? Like, I just think people are soft, and if you make a decision to freaking win and you want to be a competitor, and you want to be in the dog fight and you want to get after it, like there's not that many people that you're gonna have to fight against. Does that make sense? If you're willing to show up and get better and be 1% better every single day, there's like not that many people that are gonna be in that race with you. So I want to encourage you to make a decision today that you're gonna be in that competition, and uh, you know, you're gonna be training on one of these calls one day. So, anyway, let's dive into this. Um, I'm gonna talk about mastering the internet today, and uh I got 20 minutes, and feel free to shoot me a follow on Instagram. I I put a lot of content out that grows my business. And uh look on my Instagram because I'm getting three directs right now a month off my Instagram alone. Three directs a month. So you might be like, man, how can you get three directs a month? How can you start growing your social media presence? Um copy what I do, literally copy it. Have some pin posts that talk about your story, you know, have a description that gets people on your page and post a lot. Post a lot too. So anyway, um I feel like uh, you know, I've I've been able to get some consistent results, so uh steal what I do. Literally just take it. So I'm after the interview, let's jump in. I feel like I have some credibility to talk about the subject I'm about to talk about. I pulled this this morning. This morning, I pulled it from GFI leaderboards, check this out. They now have, as of yesterday, uh for everyone updating Teva, as of yesterday they have an all-time uh leaderboards function, and I clicked all time, and as of right now, all time in the company. GFI last uh, I don't know, was two years, a little over two years. I'm number three, so I'm I'm not number one. Um I'm gonna be number one, we're gonna be number one very soon. Uh, but my wife and I, uh we are number three. We have done 144 direct recruits in the last uh two years, almost two and a half years, and uh we're just getting started. And big shout out to uh Leland and Hassani, they're both studs, and I think one of the reasons why we are doing so well is because my wife is a closer, that's for sure. I want to give credit where credit is due. My wife is a closer and she gets a lot of our directs. By the way, if you're in business with someone that you love and you're in business with your spouse, drop a two in the chat. We're we're all the power couples out there. If you're in business with your spouse, drop a two in the chat. Just because, and by the way, you don't have to win, you don't have to have a spouse to win, but I just think you know, long term, if you're if you're in love and you have the same goals and the same mission, you're unstoppable. Am I right? Right? If you're in love and you have the same goals and the same mission, you're just unstoppable. So shout out to Kayla, she's the real closer. Here's the EMD leaderboards when we took our EMD promotion. Um, I screenshotted this, check this out. June 1st of 2025, when we took our EMD promotion, this was uh uh a little under a year ago, we were the number four base shop in the company for recruiting. Number four base shop in the company, day one as an EMD. And uh we're coming back to that, we're coming back to that, but we were averaging 50 recruits a month in the base shop before I took my promotion, and we did that four months in a row. Again, 50 recruits a month in the base shop before I took my EMD promotion, and uh we came out day one we took EMD. We're number four in the company, and uh after exchange legs and whatnot, rebuilding everything, you know, we're we're we'll be a top 10 base shop by the end of the month, and uh we're we're top 15 right now, so we're we're coming, we're coming, we'll be back to number four very soon. But uh anyway, I just wanted to mention that because I feel like I have some uh credibility to talk on the subject here, which is uh interviews. So let's go over a couple interview tips, and I want to give you some screenshots here, so I'm gonna go quick. Number one, you gotta look the part. You gotta look the part. Do you look like somebody that would be interviewing for a fight like that would be an interviewer for a financial firm? Is your background sharp? Are you wearing minimum a colored shirt? Minimum collared shirt. You don't have to wear a jacket, but minimum you gotta be wearing a collared shirt. If you if you don't look sharp, you won't even take yourself seriously. How are you supposed to be telling people that they can make two to three to four thousand dollars a month part-time here? Or they can come in their first year, make six figures if you don't even look like you make fifty grand. And that's nothing against like appearance, it's it's how you view yourself, by the way. You gotta show up and you gotta be like, I do deserve to win. I am showing up sharp. I do want to win, I do look the part. It's a it's more of like an internal battle, I think, more than an external battle, but um, you know, just because of the industry we're in, we have to look the part. Invest my first paycheck, true story, my first paycheck, I invested into nicer clothes so I could look like I actually made money. Even though I wasn't really making much money. And then, like my next big paycheck, I I got a nicer computer. Why? Because I wanted my camera to look good. And I wanted it not to be like, you know, pixelated and slow and like I knew it'd be an investment into my business. I'm gonna challenge you. If you're just getting your first paycheck, if you're in like if you're just starting, or if you're like now between like, I don't know, I'd say like 10 grand in cash flow, you're just getting started. Your early paychecks, do whatever you can to invest to back into your business to keep growing it. Sharper background, you gotta look the part, you gotta have good attire. Let's keep going. Your goal isn't to make a friend, just follow the script. I think so many people, they're like they spend five or ten or fifteen minutes like talking with somebody to go make a friend and trying to build a relationship with somebody on an interview, and then you know, now they built this friendship, and now they don't have any authority when they're actually doing the interview. Your goal is not to make a friend. Oh Jeff, but like I wanna I want to be likable, not on the interview. Not on the interview. Yeah, once they once they join GFI and you're helping them and you're coaching them, yeah. You can make a friend on orientation line, you can make a friend on the personal financial review, but on the interview, you're the person that has the opportunity, and they're the person that wants your opportunity. Follow the script. Number three, this is my favorite mindset when it comes to hiring interviews. Some will, some won't. God bless, who's next? I'm gonna say that again. Some will, some won't. God bless who's next. There's some people like you should never, real talk, you should never have to convince somebody to go change their life. You should never have to convince somebody to make more money for their family. You should never have to convince somebody to go out and build a big business that they can pass on to their kids. You should never have to convince somebody that they should grow in their faith. You should never have to convince somebody that they should be a better person. Does that make sense? Just think about it right now. Even you on the call today, even 519 people on the call today, nobody had to convince you to want to do this business. You already wanted it. You are already looking for an opportunity, right? Yes or yes. Right? So if you already wanted this opportunity and you already knew that there's value here, you were already looking for this. So when you're interviewing people, you're looking for people who are looking for this. You're looking for people who are looking for GFI. Does that make sense? And if somebody's like, hey, I don't want to make more money for your for my family, no big deal. No big deal. Who's next? Somebody told me the other day, I don't think$300 or$400 for a license is worth is worth uh you know, potentially another three or four or five thousand dollars a month apart-time. I said, you couldn't see yourself investing in yourself and getting a license and like learning new skills, and they're like, no. I'm like, no big deal. I got somebody in my waiting room, I gotta go. So on to the next person. Don't feel bad if somebody's not interested. Like, literally, you know, just just talk to enough people, you'll find the real winners. Number four, commit to direct recruiting three to five people a month for three to five years. Um, and commit to that right now. Commit to doing that today. Um, I have I've officially finished my uh my wife and I, Kayla, um, we have officially finished our third year of doing over 50 directs a month. Our third year. Um in 20, what was it? In 2024, in 2023, we did 51. In 2024, for first year of GFI, we did 55. Last year we did 79. Um, we've done three years of 50 or more, and uh minimum, I committed to five years of three to five direct recruits a month. So minimum, I'm I'm gonna be direct recruiting for another two years minimum. I think I'll be doing it for a lot longer, but I know that you get financially free. I know that you get financially free. That's just how you do it. Three to five directs a month. And by the way, April just started. You can commit to doing that this month in April and then making a decision that you're gonna make it happen for the next three years. What if it took you three years to build a business and you could step away and you're at 300 grand in income? Would it be worth it? Just think about it. Don't have to put in the chat, just think about it. Would it be worth it? Took you three years to build a business and you're at 300k. And by the way, with the technology and everything, that'd be like a trip and fall number, 300k. I think it'd be worth it. Number five, don't give it away, take it away. I'm gonna give over give uh some word tracks here at the end that creates urgency and scarcity when doing the interview. I think that's absolutely everything. And then lastly, number six, is you can't lose. You can't lose. You either get a direct or you learn. You can't lose. If you do an interview, you're not gonna lose. You're getting better. One of my favorite like Chinese proverbs is this um, in all work, there is profit. I'm gonna say that again. In all work, there is profit. My first year in the business, I made five grand. Does that mean that that first year was was useless? Does that mean all the meetings I went on were useless? I only made five grand. I would have made more money working at McDonald's. Does that mean the the money I put in or the time and effort I put in didn't pay me? No, I was building a skill set. I was learning, I was getting better, I was learning how to talk, I was I was learning the interviews, I was learning the products. In all work there is profit. Right? You are the result that you're building, you are the business that you're building. The person you become is is the real like the real reward. Man, I I hope some of you are catching that because that that's super, super good. And that mindset is a freaking unstoppable, bulletproof mindset. If you know, check this out. If you know that you keep working and you're not tied to the result, you're just tied to getting better, and you're just tied to self-improvement and doing what's right for people and having a good integrity and working hard and building a business that you're proud of, and then you don't quit, how could you fail? Think about that. How could you fail? You couldn't. Alright, let's get into some tangibles. And I would screenshot this by the way. I've taken the last five years, and uh I feel like I have uh mastered the interview, and I can say that with full confidence. Um, in the last in the last 24 months, I have personally, um, Caleb and I, we have personally done a 3330 24 months in a row. 24 months in a row. Me personally has done three directs and three families helped 24 months in a row, and in the last 14 months, we've done a 5530. Five directs, five families helped, and a 30-day period without missing, without missing. So I don't feel like I'm this crazy closer. I just am super consistent, super consistent. So let's go over some objections here. And uh I got 10 minutes, I gotta go quick. Um, where do we get leads? Isn't that one of the biggest questions that we get asked? Where do we get leads? Um, let's talk about it. Where do we get leads? Um screenshot this. There are three different ways to get leads. Number one, if you want to call leads, you can. We have a full leads division and there are endless people to talk to. Number two, the referral market. We get referrals from current clients who know people who might be interested. And then number three, we don't have any firm minimums. Means if you know of anyone who might be interested, we would allow you to bring in your own clients. Catch that language there. We would allow you to bring in your own clients. And people are like, whoa, I'm allowed to bring in my own clients? Yeah. How are you phrasing it, right? I'm phrasing it like it's their honor, it's their privilege to bring in their own clients. And you're like, you have to go talk to your friends and family. Right? It's the takeaway. We'd allow you to do that. And then I always ask the question at the end, does that make sense? Yes, of course it makes sense. Most of the time, people just want to make sure that you have an answer. Where do we get leads? Another big question I get asked on the interview is this is this 100% commission based? Yes. Yes, it is. We get paid based on the value that we bring to the marketplace. I actually like that because it allows people to work part-time with our firm and do very well for themselves financially. Does that make sense? Whenever you here's a closing tip. Here's a closing tip. Write this down. Whenever you get asked a question, answer the question and then ask if it makes sense. Because guess what? Closers ask questions and amateurs just say statements. So if closers ask questions, if somebody asks me a question and I'm a closer, I want to answer the question and then I want to close them on if that was a good answer. Man, that's good. I hope some people are catching this. Number three. Number three, what does training look like? We do one-on-one trainings, group trainings twice a week, and you also shadow a broker during your 10 client appointments before you become independent. Does that make sense? Are you guys noticing this? Hey, boom, hey, does that make sense? Hey, everything, everything's straightforward so far? Yeah, that makes sense. Okay, cool. Let's move on. Any other questions? Boom, let's move on. So I've screenshot this. It's going away. Three, two, one, gone. Alright. Next thing. Let's talk about the closing sequence here. My last seven minutes here. Let's talk about the closing sequence. Here's how you close an interview. Sorry, number one. Um, my first question I always love asking is after hearing about the company and the compensation, did you have any questions or does everything make sense? All right, you guys seeing the pattern here? Do you have any questions or does everything make sense? You want to smoke out the questions. Here's a tidbit. Questions at the end will kill your interview. Have you ever been on a question and you're like, alright, cool, how about I send over the application and we get started? And they're like, Well, how do we get leads? And you're like, oh, and they're like, well, is this a salary-based position? Like at the end, you're like, oh, and you're like, wait, well, how does the licensing cost? Or they're like, is the 199 today? And you're like, oh, like, have you guys put a 10 in the chat if you've ever seen that? Only like the CFTs know what I'm talking about, where you're like, you're at the end, and then they have a question, it kills it. It absolutely kills it. So we want to smoke out the questions early. So that's number one. Number two, most agents, so once once you figure out that the prospect doesn't have any questions, boom, now you're now you're into your flow. Right? Most agents start part-time with us. It's about five to ten hours a week. Would you say you have five to ten hours a week in your schedule? Yes or no? Yes, bam, good to go. If they say no, if somebody doesn't have five hours a week, they shouldn't even be on the interview in the first place. Number three, next thing is getting onto our platform. Right? Make sure they have the time. Now we start explaining the steps. Next thing is getting onto our platform. I'm not going to go over the full word track, but it's it's pretty straightforward. Just explain uh getting contract with the companies and working uh with the individual companies would cost thousands of dollars to work with these companies like Prudential, John Hancock, North American, American Equity. That's not free to just partner up with these companies. And additionally, the study course online right now is$250. I don't know if you actually know that. That's a true statement. It's$250. So just explain that in whatever words make sense to you. And then here's the question at the end: if you were to qualify to work with us, would that$199 be an issue at all? Boom. No. No one's ever gonna say no. Right? You build the value, thousands of dollars for contracting,$250 for the pre-licensing material. If we brought in all that, the background check, the licensing material, would$199, would that be an issue? No. Right? Some people are just like, it's$199 to get started. What's your credit card? Right? What's your social? No. Build the value high and then talk about how the entry is significantly lower. Number four, explain how we have to get licensed. Alright, explain how we have to get licensed. It's anywhere between$300 to$400 all in, depending on the state. If you want to look at the specific state that they're in and say the specific cost of the specific state, you can. I just say$300 to$400. Right? And it goes to the State Department, right? It doesn't go to us. I always say that too. It goes to the State Department. And it's over a 30-day period, it's no big deal. Do you think you are disciplined and diligent enough to study and pass a simple state exam? I'm not asking if the money is okay because it's over three 30 days and it's no big deal. So I don't ask if the cost is okay. I ask if they're disciplined and diligent to study and pass a state exam. Because anyone that has a job in America can afford$300 over 30 days, they can put that on a credit card. Or they can go drive Uber like I did to go afford my state license. That's super, super easy. Um, that's number four. Number five, take away, take it away, take it away, take it away. I I heard somebody's interview the other day, and they're like, so you want to join my team? I was like, no way you actually say that. And they're like, yeah, I was like, you know, licensing and like the 199 is fine. They're like, hey, can you join my team? Like, no wonder people think you're running a scam. Like, no wonder, you know, you you brought in one direct in the last 12 months. Um, take it away. Take it away like a savage. Man, we got 16 candidates. I always do this. I always show my pen. Hey, for just cause just because it's fine. Everyone show your pen. Everyone do this. Show your pen. Everyone got a pen on them? Show it. I'm looking at you. I'm looking at you. Show your pen. So we have about we have about 16 candidates, and we're only moving forward with three or four. Why should we consider you? Boom! Look at that. Look at the psychology behind that. Right? People are, oh I'm hardworking. You're never gonna find somebody as good as me. And then they're like, you know, coming up with an answer. So boom, you're creating that tension. Super good. And then you go into the three C's. I'm not gonna go into that today just because of the lack of time. It's on the script. Alright, here's the here's where I think uh we've we've mastered this. This is what is called the no close. And I want to give uh credit uh to Kayla and to Tor and Duffin for helping me come up with this. Credit where credit's due to my wife Kayla and to Tor and Duffin. Uh we uh like over the course of the last three years. And shout out to Torrin, he just hit 400k in cash flow. He's one of the newest CMDs in the company, and the dude's the stud. Um and he helped me with this recruiting interview. So uh check this out. The no clothes and the psychology behind the no clothes is people naturally want to say no, right? Isn't that true? Like people naturally want to say no to questions that you ask, so you're gonna use that for your favor. Check this out. Here's how I close an interview right now. Listen in. Um, if I were to potentially consider allowing you to fill out an application, would I be making a mistake? No! No! It wouldn't be making a mistake, it'd be the best decision you've ever made. Okay, alright. Here's the here's the energy, by the way. Alright, well, part of the application would include that$199 for the background check, the pre-licensing material, the company appointments. Would you allow that$199 to get in the way of you reaching your goals, you working part-time and achieving what it is that you want to achieve here in the financial industry? That's so good. Would you allow that$199 to get in the way of you achieving your goals? And early on, you probably know some of the goals that they have, retiring their parents, getting out of the debt. You can plug that in there too. Would you allow the 199 to stop you? You think anyone's gonna say yes to that? Yeah, 1999's gonna stop me from retiring my parents. It's gonna stop me from getting in the financial industry. No one's ever gonna stop that. So you already know you're you're uh like you're handling the objection prior to it actually coming up. Boom! Alright, here it is. Here it is, here's the last question. Here's the nail in the coffin. You ready? Here it is. Well You know what? And I stretch it. I build the tension. I'm like, you know what? I'm gonna go with my gut. What I'm gonna do is uh I'm gonna I'm gonna allow you to take a position here. I'm gonna send it with application, I can help you fill it out, and we can get this thing started. How's that sound? And they're like, what, you're gonna allow me to take a position? Yeah, I am. Alright, cool. Boom! Some people are like, hey, can you join my team? Hey, would you be able to be my downline? I'm like, that's ridiculous. No, I would allow you, I would allow you to take a position here. What I can do, I'm gonna assumption close, I'm gonna send over the application, I can help you fill it out, then we can book orientation. How's that sound? Sounds good? Boom. Done. You send her the application link, and you're off and run it, just like that. Super, super easy. And then you get a code. It's that easy. It's that easy. Here's where I think most people go wrong. Here's where I think most people go wrong. And uh hopefully that was recorded. Um, and I'm out of time. Hopefully that was recorded, and hopefully you guys took screenshots. Um, I think people are going wrong because they're just not doing enough interviews. I think if you commit to, number one, you commit to personal development and getting better every single day and growing in your faith and working out and improving all five F's and learning this business every day, and you commit to making a decision that you're gonna make this business happen at whatever cost, at whatever cost. You're gonna do what it takes. You're gonna do the late nights, you're gonna do the weekends, you're gonna put in the work that it takes to get this thing off the ground, and uh you commit to learning the hiring interview and the client presentation. What's gonna stop you? What's gonna stop you? Nothing. This is the biggest industry in the freaking world. This is the fastest growing company in the world. We're on the best team. You have all the resources at your hand, and the technology, and the timing's perfect, and we have pop right around the corner, and we have Teva Tech. And the only thing that's stopping you is you taking action. So let's just get that get over that barrier. Let's take a whole bunch of action, let's book some freaking interviews, let's DM some people, let's get some people on the books, and let's go build our business. Come on now, plant your flag. Make this happen and also realize at the end of the day, guess what? Victory's already won. Victory's already won because of the work on the cross. Happy Easter, everyone. I'm done. Talk to you guys soon. I'll see you at the last time. Ah, I'll give it up to Jeff. Well, you guys, way to go. Way to close that out, Jeff. That was very mature. Very good way to ch close that out. Uh man, can you guys tell that Jeff has mastered his