I was a retail manager at Marshall's. It wasn't giving me the freedom I wanted to travel the world, do the things I want to do if I was going to stay in the job.
SPEAKER_06How does that go? Do you start prospecting instead right off the bat?
SPEAKER_04Well, I start off on Facebook, Facebook life insurance leads, which I think is probably one of the first ways that anybody in life insurance gets started. You can be successful and be fulfilled at the same time. And you can have not only financial freedom, success in your family, success in your faith.
SPEAKER_00The fulfillment for us, I think, was being entrepreneurial, so that's why we've branched out. We have this, we have teledude.
SPEAKER_04You know, you guys are achievers, so it's always the next thing, like we gotta do more, you know, we're gonna do better, we're gonna get this person on. You got fucking Robin Sharma on. And I'm sure your epic network has just gotten huge from doing this.
SPEAKER_06What would be the number one piece of advice you'd give yourself? It's important to celebrate your wins.
SPEAKER_04Yes, whatever you want to do to celebrate, you can make it your own.
SPEAKER_06Oh, what a better levels, Mr.
SPEAKER_00Jason.
SPEAKER_06That's what he said.
SPEAKER_00Oh no. Oh no, you didn't. So we're gonna start. We're just gonna dive in with Mr. Julian here and do a round of speedbreakers. Are you ready, Mr. Mr. Julian? You get the official uh anointment of the Mr. in your name. No idea what it is, but I will introduce already.
SPEAKER_05We'll see if somebody can guess.
SPEAKER_00Okay, great. So uh put the numbers up on the clock. We're gonna see if you can beat the one-minute mark. Here we go. Speed breakers. If if your mullet caught on fire during a video shoot, who would be liable?
SPEAKER_05If my mullet caught oh Jesus. Uh the the video guy.
SPEAKER_00On a scale of one to ten, how impressed would you would your first crush be with what you're doing right now?
SPEAKER_04Ten.
SPEAKER_00Did you ever sneak your parents' car out?
SPEAKER_04I did, yes.
SPEAKER_00What nice. What is your what is the most memorable song in Back to the Future?
SPEAKER_04I'm too young for that movie.
SPEAKER_00Then the follow-up will be very challenging to answer. Who wrote it? Oh man.
SPEAKER_04No idea. Yeah. I've only seen the first one, and I never I'm not a big I never really got into a lot of movies, so I'm unc I'm uncultured.
SPEAKER_00But now nobody does anything with movies. So um what else do we have here? Uh how how many kids?
SPEAKER_05Zero.
SPEAKER_00Oh, I was I was gonna say, Have you made cry, but we'll keep going. Um, how many chucks could a woodchuck chuck if a woodchuck couldn't chuck wood?
SPEAKER_05Probably four.
SPEAKER_00If they couldn't. So if they couldn't, okay, four. We'll stick with that. Fastest mile?
SPEAKER_04Like six minutes.
SPEAKER_00Best Halloween costume.
SPEAKER_04Great Gatsby.
SPEAKER_00Oh, nice. Dog or cats?
SPEAKER_04Dogs.
SPEAKER_00That's right. Correct answer. Favorite American idol.
SPEAKER_04Episode? Person? Randy Jackson. I like him. There we go. All right.
SPEAKER_00I like it. And then the one everyone loves to answer Trump or Biden. But you don't have to. Yes, correct. Awesome. Awesome. You did pretty good. I don't know if it beat the minute, the minute mark, Mr. Julian Chambers, but well, welcome. Julian Chambers on the show. I think Jason has one follow-up question, and then we'll we'll get into your background.
SPEAKER_06What was the first concert that you ever went to? And you can go all the way back to Barney. Hopefully. We have a Barney in there. No one's asked Barney.
SPEAKER_04Dream Theater. It's a progressive rock. Yeah.
SPEAKER_06Yes.
SPEAKER_04You know Dream Theater? Dude.
SPEAKER_06Yes. What's the drummer's name?
SPEAKER_04Mike Portnoy, but now it's Mike Mancini. Mike Manini.
SPEAKER_06Yes.
SPEAKER_00Dude, he's a both phenomenal.
SPEAKER_04He's insane. Oh my gosh. They're both insane.
SPEAKER_00Jason's a drummer, so.
unknownOkay.
SPEAKER_04Yes. Yes. Dude, Man Gini's the band, especially live.
SPEAKER_06Yeah, yeah, exactly. Dude, so let's go back from the dream theater days and rocking all the way up to now. How did you get to where you're at? And what are you doing?
SPEAKER_04Yeah. So I got out of high school in 2015. I'm 24 right now, so I'm a young guy. Compared, I mean, I don't know how many people you guys have that are younger, but 24. I got out of high school, went into a network marketing company, got started in business. I've been doing life insurance for three years, recently in a Medicare since August of 2020. And what I'm doing right now is selling lots of Medicare. I think I write about 10 advantage policies a week. And yeah, so that's about it.
SPEAKER_00Well, short synopsis, but I could go for hours because I have an IIT. Yeah.
SPEAKER_06So take us through that journey. Like let's let's deep dive into that.
SPEAKER_04When I got into um life insurance, my buddy Matt Timmons, who's my upline, got me into it a couple years ago.
SPEAKER_06And um did he just say this is awesome and it's so much fun?
SPEAKER_04Dude, he made like 20 grand on an annuity, and I was like, what are you doing? I gotta know what's going on. And so I that's when I just joined in right after that. The money, the money brought me in initially, and I stayed for being able to help people. And I mean, obviously, you can earn earn a lot of money and set up your family for financial freedom.
SPEAKER_06Not knowing much about the industry and diving in, what was the beginning of that like?
SPEAKER_04The beginning was it was a little rocky, um, but I pretty much just put all my faith in in Matt at the time, who was my upline, and and just did exactly what I was told to do. They say, hey, go meet with people, run appointments, and call me when you get there. And so I would just call him right when I got in the home, and then I kind of figured it out. I I kind of I have this philosophy if you guys follow Grant Cardone, it's commit and then figure the rest out later. So go in with certainty that you're gonna figure it out and then just figure it out.
SPEAKER_06That's tough though. It most people don't do that, right? Most people, I mean, they want to know every answer to every question before getting on the field. What gave you the drive to just go about it that way where you I mean you're pretty vulnerable at that point?
SPEAKER_04Yes. I would say putting having someone else to be able to put trust into is very important. Obviously, you need to have the belief in yourself. And if you operate from the level of the belief, which is hey, no matter what, I'm gonna figure it out and I'm gonna be fine. If you have that faith already, it helps a lot. And you get that faith from just knowing where you're gonna go and priming the faith and the certainty into you. I'm a big believer in physiology, so if I move my body a certain way, I automatically get more certain, right? If I put my hands down, I'm ready to rock and roll. So if I go into an appointment primed with that certainty, I can just make a phone call to my upline if I have questions at the time, right? And so if I I'll figure the rest out in the process later. You're right, though, a lot of people are they need all the answers first. And uh it's important to have some of the answers, but when you have someone else to lean on, if you can't lean on yourself at first, that's super, super important. Right.
SPEAKER_00Well, and you can never know everything anyway. So it seems like having to know all the answers is just an excuse to not have to do the activity. And we all know it's like you you're gonna mess up anyway, even when you do know all the answers.
SPEAKER_04Absolutely. Make a mess and you can clean it up later. Right. I totally agree with that.
SPEAKER_00You know, just come in there, come in like a wrecking ball.
SPEAKER_02Yeah, I came in like a yeah.
SPEAKER_00There we go. There we go. You know, Miley. Yeah.
SPEAKER_01No, that was uh what's her name? Was it Miley? I thought it was Mile Ceres, yeah. Oh, was it? That's two against one. We win. Darn it.
SPEAKER_06I don't know my uh my female pop trivia very well. So you mentioned Grant Cardone. Were you into sales? Uh he's obviously a master salesman. Um were you into sales prior to jumping into life insurance?
SPEAKER_04I was not, no. I was big into Tony Robbins. Tony Robbins was kind of the and I think he's probably like the dude that everybody gets started with in personal development. Everybody comes from Tony somehow.
SPEAKER_00Yeah.
SPEAKER_04So I uh yeah, I started with Tony and then kind of just hopped in from there. Grant, something I've figured out in the last year and a half.
SPEAKER_06And uh what got you into Tony? Like what what what started your transformation?
SPEAKER_04Man, that's a good question. I think I just didn't want to be average. Um and I probably sound like Grant Cardone saying that, but I I wanted freedom. And the job I was at, which I was a uh a retail manager at Marshall's, it wasn't giving me the freedom I wanted. And I knew that long term, we're getting a little static here, but I knew that long term I wouldn't be able to be financially free, travel the world, do the things I want to do if I was gonna stay in the job. I just kind of inherently knew that where I was wasn't working, and I watched my parents both struggle. My dad made a salary, he made good money, like 80 to 100 grand a year. My mom made a little bit of money too, probably 60 grand, and then they got divorced, and I live with my mom primarily and then watched her suffer, and I just saw that the system wasn't working, and there had to be something different. And I don't even know how that's a great question, how I figured out Tony Robbins, but I got exposed to him at some point and kind of just dove into his content and was like, Man, I know there's more out there, so I was just hungry for more. It's a good question, though.
SPEAKER_06What were what was it was some of those key um what was the key content that you heard that kind of made you go, what?
SPEAKER_04Um well one of the key things that drew me to Tony is the fact that you can be successful and be fulfilled at the same time, and you can have not only financial freedom, but you can have freedom in your family, success in your family, success in your faith, your fitness. You can have everything. Now it's not always going to be perfect all the time. I'm definitely not saying that, but you it's a you can have everything you want in life. But the the fulfillment thing resonated with me. So anytime I listen to someone that's really successful nowadays, I always measure their success not only on their impact, their money, their results, but also on their fulfillment too. Are they happy? Are they enjoying it? Are they you know, are they fulfilled?
SPEAKER_00I love Tony with the he has that holistic approach because and and and all of the greats do, you know, we've met we've talked with Robin Sharma, great episode. And and it's always about that balance, you know, having having all of those different parts dialed in. And and I love how you recognize, look, it's not always gonna be dialed in. And you have to be have the emotional intelligence to be able to handle that, okay, it's not dialed in over here right now. Wife is pissed, right? Or over over here, maybe, you know, everything is a sine wave. It's gonna go up, it's gonna come down, and being able to recognize and spin all those plates and get there. I love that. What how do you how are you doing that now? Talk talk a little bit about how you're how you're balancing yourself, because we don't know too much about the Medicare world, and we'd love to love to hear more about that, the sales funnel, all of it.
SPEAKER_04That's a great question. So um, and I totally agree with that. And by the way, I need to listen to that episode. If you guys pulled in Robin, uh Robin Sharma, that's a big deal. He's a 5 a.m. club guy, right? Yep. If I'm the right one, okay. Yeah, dude. How did you guys get him real quick? How did you pull him in?
SPEAKER_00We've had a we've had a bunch of pretty amazing ones. It's let's drop the secrets on this. This is a good story. It's kind of a sales funnel story. This was this this was a hustle. I mean, this is the same hustle.
SPEAKER_06Yeah, this is it's all the same, right? Hiring, uh, sales free agency, and how we get how we would get some of these bigger guests on the show was all the same thing. It's just uh you create the compelling story, the compelling um sales pitch almost, and you just yeah, and then we just kept on and on and on. Uh we got Garrett White. Garrett White did like one interview, was it last year? And like we were his only interview, um, besides his own content. And it was, I mean, I know for Garrett it was we got him two times, which is crazy.
SPEAKER_00Yeah, and Garrett Robin, um a few other ones, we would just a couple times a month hit him up and just kept knocking down their door convincing them like see Instagram is phenomenal because you can actually direct message, you can text anybody, right? I mean, that's about all I do with Instagram, but we have our our basically a script and just make it a little bit personal for each one, not too much time because you you know just can't, and just hit them. And now we don't, now they just now people ask us, so yeah, they come to you guys, yeah, which is which has made it nice. Um, but as we we we scaled, right? The same same thing. We didn't get Robin on the first one, it was leading up to that. The first I I can't remember who our first episode was, they were awesome, but we were able to leverage, you know, oh now we have an audience. Hey, we have this many people, so we had some we had some credentials, we have 200 episodes or whatever we have, and people stopped like oh like Ty Lopez has said he would come on multiple times and continues to not come on. So what we'll eventually get Ty. I think you know he's he's been scaling as we've been scaling, and so maybe we need to get catch a little bit closer to him.
SPEAKER_04Dude, that'd be awesome if you guys pulled in tie. That'd be freaking amazing. So, um, so the balance thing, I I totally agree. I listened to Kobe Bryant, and he said it's a teeter-totter. So whenever you have one area that gets really, really good, you can't really see my whole hand, but then the other area goes up, the other one goes down. So it's it's an all-balancing act. Um, I think for what's worked for me um is having first off having clarity in each area of my life of what that looks like and what I want. Um, you know, what does my relationship look like? What's my fitness look like, and then reverse engineering from what I want and putting it into my schedule. And and this is really hard to do, but being where your feet is, when I'm at work, I try to stay at work and not think about my relationship. I try, you know, to be in each place that I am. When I'm at the gym working out, I'm working out, right? And that's easier said than done. But I think scheduling it into your day and then being present throughout the schedule is important.
SPEAKER_00Presence is an ever more challenging thing to do these days with this, right? You have this thing looking on, it's already filled with stuff. I mean, it just I've gone to the thing where I turned I've I've turned off all notifications, um, and I had to actually add people on. So I'm on do not disturb all day long, and then like I had Jason couldn't get a hold of me. I'm like, okay, let me like let you through. Like, there's like five people that can get through. The rest of them, you just can't, you know, and so Craig and I are the worst. Well, yeah.
SPEAKER_06Heavily ADD, you know, and talking next thing, you know, it's like, oh, what about this?
SPEAKER_00Oh, like, dude, we're still working on this.
SPEAKER_04You get pulled in so many directions. Yeah, and my girlfriend or fiancee, she gets uh she gets on me. Thank you very much. It's very recent, so last month.
SPEAKER_00But she gets on me all the time, and especially with still have the opportunity to eject.
SPEAKER_05Yeah, I'm not fully committed in yet, right?
SPEAKER_04But man, ever since another one, oh my gosh, she's like, What are you doing? Get off a clubhouse, please come to bed.
SPEAKER_00So the weekend that clubhouse dropped, Jason sent me an invite, and I'm like, I don't even know what the hell this is, man. I mean, I'm still trying to figure out what Facebook is. No, I'm just kidding. But uh, I mean, I we get on there, I'm like, oh, this is the best, you know, and then I'm like, I can't. I just can't do another rabbit hole. Like, there's just LinkedIn, it's like I don't even go there anymore. It's like just everything is just you gotta pick one, pick a lane and stay in it. It's it's really hard because that's like social is a whole nother rabbit hole with all these different plates that you'd have to balance, right? To get good at it. And so, what is your social strategy? Is that is that are you using social?
SPEAKER_04I am Facebook and Instagram. Everybody, most insurance agents, it seems like are more on Facebook and more engaged there. So I'm on Facebook more often than I am Instagram. Yeah, yeah, absolutely. So I love Facebook. I probably should have a LinkedIn. I I think I have an old one from like years ago, but um I I don't really utilize Facebook that much.
SPEAKER_06Okay.
SPEAKER_04So so you're linked out, or link LinkedIn, yeah. LinkedIn linked out. I'm not in it.
SPEAKER_06I don't turn it off. So talk about like um, because I know you've been pretty successful. So let's talk about I mean, yeah, you went from not knowing anything, your buddy does an awesome $20,000 annuity. Uh you jump into this, you're doing personal develop development, you're really trying to make this thing work because it's seems to be kind of like the you know, you're you're searching, you're finding that that thing that'll get you to that point that you want to be. So how does that how does that go?
SPEAKER_04You you started prospecting, you said, right off the bat, and um yeah, so I ran Facebook Leads, Facebook Life Insurance Leads, which I think is probably one of the first ways that anybody in life insurance gets started, um, at least in final expense. A lot of people do leads, Facebook direct mail. So I started off on Facebook.
SPEAKER_00What year was it?
SPEAKER_04And then went from there. 20 it was three years ago. I think it was early 2019 or or mid-2018. I'd say mid-2018.
SPEAKER_00Still still doing it?
SPEAKER_04Yes, it less now, it's more Medicare now. And and there was a period of time too where I got out of the insurance industry completely and then came back in as well, which I didn't mention. So um, but Facebook leads, dialed those and ran those. And then now I'm doing you know, direct mail, LIS leads, low-income subsidy leads. Um, I'm starting my first seminar this this coming month. Oh, cool. And then a lot of Facebook stuff. I have Facebook video ads that I'm doing and and and whatnot. So Facebook's been, you know, um it's been good.
SPEAKER_00And you can still target pretty well.
SPEAKER_04Yeah, absolutely. You can't target low-income people, you can target high income. But um a lot of times I leave the targeting pretty open. So I'm definitely not a Facebook whist.
SPEAKER_00So you you leave it, you leave it open and it's to protect protect the low income for some reason. Whatever.
SPEAKER_04Yeah, for some reason. You can target other ways the low-income people.
SPEAKER_00I think that there's a greater need for but um so so you have you're running the pixel and you're just letting the pixel figure it out.
SPEAKER_04Pretty much, yeah. Facebook will figure it out. Like the pixel will figure it out, Facebook will figure it out. Um, and and and I could be completely wrong because I'm not a Facebook expert. I'm sure some people are probably gonna watch this, be like, this guy sucks, he's doing it all wrong. Um but it's just what's worked for me, you know.
SPEAKER_00Everybody somebody will always say you're doing it wrong.
SPEAKER_06Absolutely, and it's all results, right?
SPEAKER_00It's not about you're getting results, who cares?
SPEAKER_06It's about doing it. Yeah, it's about yeah, it's about doing. I mean, Craig and I always talk about leads and stuff, and it's like everybody's looking for the perfect lead. And it's like just get leads and do well at your process.
SPEAKER_04You just gotta get in front of people. Yeah, just get in front of people. Like it's that it's that simple. Once you get in front of them, you'll figure it out.
SPEAKER_00Yeah. With our with so with our telemarketers, that we have a company that does all that, and and that's what they'll say. Well, we need these, we need the good leads. It's like, no, you just need the volume, you need as many people good running through that funnel as possible. You know, how much do you want to sell? I want to sell 200,000. Okay, well, you then you better have 10 telemarketers and be pumping 350 leads through every day. That's just the way it works. That's the way the math shakes out. Oh, but that costs this. Well, then you're not gonna have 200,000.
SPEAKER_04You know, if you find the good leads, please reach out to me. I've been looking for years now.
SPEAKER_00Actually, send it to uh text the good leads to us at 520-214-2219. Then we will shoot them over to Julian.
SPEAKER_04Please, that'd be amazing.
SPEAKER_00We'll make sure we'll make sure to give the good ones right to Julian.
SPEAKER_04Absolutely. But I think going back to the commit first thing, that's a big thing I think about a lot because I see a lot of new agents come into the business and they have that, you know, what do they say, paralysis by analysis deal? It's just fear. The only reason you wouldn't go get in front of someone is you're afraid because you're uncertain of the result. But if you prime yourself with the certainty that you're gonna figure it out, it's gonna work out. Right. What's the worst is gonna happen is they're gonna call you ugly and you smell bad and you leave.
SPEAKER_00Like, and that's only if you fart in front of them. So you're not gonna go. Yeah, exactly. Yeah, you can control that. But in the car before you walk in. Roll the window down, take care of that beforehand. But it is it is interesting that you're you know, I like how you said that. Be have certainty that you're going to figure it out, not certainty that you're gonna win right now, right? Certainty that, hey, look, certainty that if you do this thing, if if you're not an idiot, you're gonna know that there was some result from what you did. And now you can change what you do in order to augment what that result is. And you just keep keep tooling, right?
SPEAKER_04Yeah, and it's so easy to model other people too. Tony Robbins talks about that. You can just model somebody that's already winning and just do what they're doing. Um it's that simple. And and one of the biggest ways that I get my certainty is affirmations. And I don't just say the affirmations are like you know, I'm happy, I'm positive, I'm a millionaire.
SPEAKER_00It's like I I say people like you.
SPEAKER_04I'm it people love isn't that uh SNL?
SPEAKER_00Yeah, isn't that old SNL? Yeah, yeah, yeah.
SPEAKER_04I remember that. Um, gosh darn it, people like me.
SPEAKER_00Yep. Um, but I I really speak Stuart something. Smalley. Stuart smalling. Yeah.
SPEAKER_04But I have specifically what I want, and then I speak it physically. I embody it. I'm not just saying it out loud. I'm actually using my whole body, I'm speaking it, I'm priming. It into my body. Literally, that's my freaking, that's my anchor to like be ready to fucking go. When I do that, like I'm in state. I'm like, boom, let's go.
SPEAKER_00Love it.
SPEAKER_04So that's that's a huge game changer.
SPEAKER_00You change your physiology. Tony talks about that a lot. Yeah.
SPEAKER_04Absolutely.
SPEAKER_00Have you gone to Business Mastery?
SPEAKER_04Have not. I did UPW virtual uh this last year, and I have a Tony Robbins coach who I've paid like over 10 grand now just to be coaching with him. I do a session almost uh every other week with him.
SPEAKER_06That's another thing that we can spend money on.
SPEAKER_00Business master, or a coach or business mastery? Yeah, both. The business mastery is a blast. Like I've gone and yeah, it's nothing. I didn't know I knew, you know, I'd read a couple books, but I didn't know too much. And then when you walk in and then he's dropping F bombs and like picking somebody out of the crowd and doing this interview, I'm like, holy crap. I mean, it is unreal. Like, and you're there from seven in the morning till one at night, and you don't even realize it.
SPEAKER_04You know, dude, I've been ishing to get to a live event because we we had to do the virtual, but man, once it opens back up, they're saying maybe they end the year, but if it does, I'm I'm freaking there.
SPEAKER_00Yeah, well, it'll be interesting.
SPEAKER_04The virtual is pretty good. Um, I think there was some parts that were unnecessary, and they were kind of just buying time throughout the day in some of the parts, and that wasn't great. Um, I don't know if that's because it's virtual or because it's UPW and they want to get people into the other events because it's just uh only a three-day event instead of a five or seven.
SPEAKER_00But you just did the one that they had?
SPEAKER_04I think it was in November.
SPEAKER_00Todd Hartley was one of the speakers, wasn't he? So he's been on our show too, a friend of mine from college. But I know that he was either he either spoke at the last one or he's speaking at the next one, which is pretty crazy. Like he I think he took over for David Meerman Scott, who we also had on the show. So we're like circling around Tony, but he's pretty hard to grab.
SPEAKER_04Very hard to grab. I can only freaking imagine that.
SPEAKER_00First of all, if we got Russell, then I think we could leverage that into Tony.
SPEAKER_04That would be huge. Yeah, they're like good friends.
SPEAKER_00Yeah.
SPEAKER_04Absolutely.
SPEAKER_06Yeah. So going like I know that anybody that's listening to this is like, oh, this is hokey stuff, you know. And I know that uh there's gonna be a lot of people thinking that, you know, Jillian, that you're young. And it's it's funny that younger people in general, and I I relate to this because uh more than Craig, because Craig's old and I'm younger than he is.
SPEAKER_04So Craig's an old man.
SPEAKER_00Although my hair isn't quite as gray as as uh Jason's, so that's odd.
SPEAKER_01That's the four kids. It is only had two measured by our hair and all these vacations, yeah.
SPEAKER_06Um it like the younger, the younger generations tend to be way more accepting of that. It's all about um, you know, state, how things make you feel the the the impact that uh a job creates or that you're creating individually, and then um go into like you know, Tony and and and really trying to to to get in state and trying to really like further yourself in that way seems to resonate more with the younger generation, but like when you're talking about um visualizing and everything, uh I think a lot of people don't understand that might think that that's too hokey.
SPEAKER_04Well, let me let me be clear. You're you're you're right about that. And let me let me just kind of um be clear on what I was saying. Nothing is gonna cure your problems better than taking action. Like you can think and say whatever the fuck you want, but if you don't go out there and get in front of people and take action, you're never gonna get the results. So just to make that clear. Um, but I met with John Aserath, if you know who that is, he was on the movie The Secret, and I paid him 13 grand to Yeah, I paid him 13 grand to go to his house for four hours in San Diego and learn from him. And he has a script of his life that he reads out every day, listens to it, like programs himself through different mediums constantly. And he has created his life from doing this. Like imagine if Steve if Steven Spielberg walked up to you guys and said, tap you on the shoulder, hey, I have this new movie. I think you'd be great as an actor in the movie. I'm gonna pay you $10 million. Read this script real quick. If you like it, great. Study the script, learn the script. I'll pay you $10 million to be a part of the movie. What would you do?
SPEAKER_00Hell yeah.
SPEAKER_04You'd read it every day, you'd learn the shit out of it. 10 million freaking bucks, you know it. So you can write your own script for your life and do the same thing. And that's this is what John has done. And he's built two billion dollar companies. Um, he took one public for over a billion. Remax, which was a real estate company, 4.5 billion a year. Multi-million dollar companies.
SPEAKER_00I mean, this guy that started Remax.
SPEAKER_04He didn't start Remax, he had a remark uh Remax agency in Indiana.
SPEAKER_00Cool.
SPEAKER_04Yes. So he didn't start the company. I don't know who did that, but they're probably a billionaire.
SPEAKER_06Probably. And it still sounds hokey, but I think the reason why that those things work, the logical explanation would be I think so many times we think, well, I'll try it. And if it works, then this, right? Where when you make these declarations like I'm going to do this, you throw a lot on the line, and then you're super vulnerable. So you're internally thinking, I gotta make this happen because I don't want to be, I don't want to let everyone down. I just told everybody I'm going to do this. So I think like psychologically, like making these kind of declarations, it's exactly what Robin Sharma talks about, but making these kind of declarations is is key. And it's not hokey. No, it's just you're writing your story, man.
SPEAKER_00You're writing your story.
SPEAKER_04Yeah, and if you were to take a bunch of action with a belief that it's not gonna work, let's say you go if you let's say you go meet with 100 people or you go knock on 100 doors in the neighborhood, and this has been said by Tony Robinson, so I'm kind of stealing it. But if you knock on 100 doors and they answer the door and you're like, you wouldn't want to buy this, would you? You don't want to buy this. Yeah, maybe a couple people would buy out of pity, but if you have that internal belief that it's not gonna work out, I mean the action, it's right, it's not gonna move you where you want.
SPEAKER_00So it's your energy is creating the negative result right there.
SPEAKER_04Absolutely, and your belief. So if you start with the belief and the certainty and you prime yourself first, and then you take that action, you're gonna get more quality in that action.
SPEAKER_00Right. Love it. So what prevents people from doing that?
SPEAKER_04Yeah. Fear.
SPEAKER_00That's what he was asking.
SPEAKER_04So prevent prevents you from taking the action or from from uh Yeah.
SPEAKER_00What what prevents people from installing that framework into their into their being, into doing that?
SPEAKER_04Belief that it's not gonna work or that it's too hokey. So what's fear?
SPEAKER_00Is it's the fear that they're gonna fail?
SPEAKER_04Failure. Probably fear of doing something new, and yeah, probably fear failure, I'd say. Yeah. Maybe even fear of success.
SPEAKER_00Right.
SPEAKER_04It's a good question.
SPEAKER_00Fail fast, right? You gotta be, I mean, entrepreneurs just have to accept that you're gonna screw up and it's okay.
SPEAKER_06Yeah. It's like you're gonna put 90 no's for every 10 yeses.
SPEAKER_00What is that what perfection is the enemy of execution, yeah.
SPEAKER_04If you look at the most successful people, and let's just take the insurance industry because that's where we're in, there's something different about what they believe. They you could take two people, same amount of skills, same talents, run the same amount of appointments, one gets better results than the other one. Why is that? There's something internally going on that's different. Now, I'm not saying they're attracting success and attracting the law of attraction. Listen, the law of Goya, get off your ass, is also a very valid law. Okay, but the mindset there is different. And so, have you guys ever been in bed one night and you're you're thinking about falling off a cliff and your body just like jolts and thinks it's real? Your brain can't tell the difference between what you're imagining and what's real. So if I go in imagining this client's gonna say no, they probably don't want it, they're probably all good, the price is too expensive. And I go in there, I'm gonna get those same objections. They're gonna tell me the same things that I'm thinking, right? But if I go in there knowing, hey, I'm just here to help this person in any way I can, I'm gonna do something. I don't know what's gonna happen, but I know I'm gonna try to help them the best I can. And you you come from that service mentality, make it about them, but that certainty, like for me, that's just what's worked for me.
SPEAKER_00I have to read this quote because it's on point. It was gonna be read in a coffee talk, and maybe we still will, because I think that it's so so powerful, and I think it's so pertinent to what we're talking about. So this is Ralph Waldo Emerson. I think he's a famous author, right? Yes. Um, so he this is what he wrote Whatever you do, you need courage, right? I mean, we're talking about having courage here to do these things that seem hokey or whatever. You're gonna come up with every excuse why they don't work. Whatever course you decide upon, there's always someone to tell you that you are wrong. There are always difficulties arising that tempt you to believe your critics are right. I mean, I think that's so powerful, right? You're I love that you you you create the which which re-establishes how important it is to have that purpose, right? What's your purpose, and putting it down, writing it out, uh, doing the affirmation. And even even when it's like to what Kobe said, even when it's really going great, something something is tilted the other direction, right? And then you go over there and you're like, ah shit. And and you know, you keep you focus on what it is instead of maybe focusing on the solution.
SPEAKER_04For for me, whenever I get off track, it's because I'm not looking at my goals and I don't know where I'm going. Like one small thing that people can do is just write their goals down every day. And you you guys have probably all heard this, but are you doing it? Like, write them down because when I write them down, I have like a purpose to what why I'm doing what I'm doing. Like on days that I just don't want to fucking meet with anybody, you know, I don't want to go talk to people and get up and do this. When I write my goals down, I'm like, oh, that's why I'm doing this. That makes sense. And it like connects the purpose. And when you have it in each area, I think you come in with a different intention instead of just allowing things to happen, you're the intention behind it is different.
SPEAKER_00Yeah. Intention. Yes. Love intention.
SPEAKER_06I think especially in insurance is so easy to uh get sidetracked by a billion things. Like there, I think we have so much stuff that we can do. And unless we're incredibly intentional in our day, the day moves on. How many insurance agents do you know that hasn't really grown or complain or something like that? Seems to be uh pretty, you know, you hear a lot more frequently because it's so easy to be sidebared.
SPEAKER_00Well in the PNC world, uh there's there's a million million dollar books, right? And you're not doing much with a million-dollar book.
SPEAKER_04Yeah, that's true. Very true. One person you guys need on the show is Josh Lusig. Do you guys know Josh?
SPEAKER_06Oh, no.
SPEAKER_04He's doing uh, I think his team's he has a an LOA shop, a career agency, and they're doing over a hundred mets ups a month. And he just paid a lot of money to get action uh access to Marshall Silver. If you guys knew who that is, he spoke at 8% last year. He's a big personal development guy, and uh they're doing some huge things. So he's a big personal development mindset guy as well. Okay, that we have is freaking crushing it. Cody's awesome too. Love, love Cody. He's uh I'm in Springfield, Missouri, so he's not too far away from me.
SPEAKER_06Coming back into the industry from you know, back to your former self three years ago. What would be the number one piece of advice you'd give yourself now going through these last three years and have coming very far? What would help uh condense that time and really help catapult your a lot?
SPEAKER_04Holy crap, that's a lot of advice. Um, the one thing I would say, I see a lot of people um that don't celebrate enough. And it sounds counterintuitive. And I still have this piece in me where I'm afraid if I celebrate what I already have done, I'm gonna be complacent. And I'm like, oh fuck that. That's I don't want to feel good. I want to keep doing more. I don't want to lose my hunger. And they go into this like trap, and eventually a lot of people, not everybody, will burn out. Um, and I think it's important to celebrate your wins, right? When you go crush it for the day, you write 10 policies or whatever it may be, you're like, fuck yes, whatever you want to do to celebrate, you can make it your own. Celebrate what you did and then go back on track. Give yourself a couple minutes to just pat yourself on the back and then move forward after that. Because that's where the fulfillment comes from, in my opinion. If you don't attach the dopamine and the winning from the process, right? It's there's never gonna be enough. There's always somebody doing more. You know, there's you can always compare yourself to other people and say, hey, they have a million more policies than me. There's always another level for you, but in my opinion, it's about celebrating while you're going there and then always raising the bar as well. And then you can do both. And that's still something I freaking struggle with, but I've gotten a lot better at it.
SPEAKER_06Yeah, nice. I love that. I'm the same way. I mean, it's so hard for me to just slow down and go, oh, this is cool. Like three years ago or even a year ago, we're you know, this much further. And I'm I mean, you know, I always try to start off the day thinking of what I'm grateful for. Someday as I forget, but like really just absorbing it all in, and I think that that can also help, you know, create that. But yeah, dude, so celebrate it. I mean, we're all especially for any, I I would say almost anybody that's trying to get further, that you're honestly really trying to uh make improvements in your life and you're doing something daily, you are making improvements, and you have to celebrate that stuff in order to continue that path.
SPEAKER_04So I think Yeah, and you get you know, you guys are achievers, so it's always the next thing like we got to do more, you know, we're gonna do better, we're gonna get this person on. You got fucking Robin Sharma on. That's badass. You've had you said 200 episodes, that's crazy.
SPEAKER_00We're almost at 300 now. 300, dude. That's insane. We're creeping up 10 more to 300, I think. Ish.
SPEAKER_03So I'm sure you guys' network has just gotten huge from doing this.
SPEAKER_00I turn off messages on Facebook.
SPEAKER_06Definitely no, it's it's been awesome. It's been a crazy awesome experience. Meet awesome agents, meet some people outside the industry, that's incredible too. Um, we get the title episodes like Rob and Sharma, like Don't Squeeze the Sharma, which was Did we call it that?
SPEAKER_00I can't remember if we actually called it that, but that was one of the titles that we came up with. It was Don't Squeeze the Sharma.
SPEAKER_06Every time somebody says Rob and Sharma, that's all I think of. I think Don't Squeeze the Sharma.
SPEAKER_04I've got to watch that episode. Yeah, looking forward to that. Or you can listen to the car on iTunes. It's true. I'll download it right now.
SPEAKER_06Yeah. One thing that um I'll never forget that he was, you know, we're talking about afterwards and stuff, and he's like, Man, what was he saying? That he was a lawyer, right? He's a lawyer right before, and he was saying that you know, I just corporate lawyer, like, yeah, and he was thinking shit tons of things, yeah. Just he wasn't happy, he didn't have that uh fulfillment like you were talking about. And he was talking, and he just said, I just need to change, and so he's like, I'm not perfect or anything like that. I just like I just knew I needed to change, and I just started on this journey. And he's like, I you know, such a real dude. It was it was a really cool conversation.
SPEAKER_00Hanging out in his hotel room, had his hat on. He was really cool, really and it's the same thing, like we had our journey, you know. We were um I I was struck, you know, struggling to stay even after having a pretty decent sized book, but the bigger you get, the more you have to write, and it just gets challenging. And then we just kept talking to more agents, learning more, uh, you know, growing, opening other agencies, and now all of a sudden um it we're really clicking along. But um the fulfillment for us, I think, was is being entrepreneurial, so that's why we've you know branched out. We have this, we have the the teledudes, and so all the different stuff is making it really fun because we get to yeah, and I think um state is huge going back to that because my my opinion on the purpose deal is a little bit different.
SPEAKER_04Um, I wasn't fortunate enough like Michael Jordan or like Kobe Bryant to figure out what their purpose was when they were born and pursue it their whole lives. Like um, I think you can have multiple purposes and they can evolve and attach to each other, but I think a lot of it is your state too, because there's gonna be days, like Kobe Bryant had days where he did not want to play basketball, even though he loved it. Like he loved it. Um you're gonna have those days, but I think it goes back to your state and and how you think about what you do that gets you fulfillment. Like I don't think you just stumble into something that's becomes your purpose. It's how you feel about it, it's it's your movement. Are you are you happy before doing it and then going into it? Are you still happy?
SPEAKER_00Yeah.
SPEAKER_04So that's that's been big for me because I don't always want to meet with clients or or or sell policies, you know. Even though I I love what I do, I love meeting with people. Sometimes I just don't want to.
SPEAKER_00Yeah.
SPEAKER_04But it's uh when I get myself back into just being happy in general or in a good state, kind of it kind of puts me back on uh on the line.
SPEAKER_00So you gotta be consistent, right? Like going to the gym or doing, I mean, even us doing the the podcast, there were weeks where it was like, oh, we gotta do eight episodes this week, or you know, and it was just we just said it's gonna it's going to help. Like we we came from a position of wanting to learn and wanting to help, right? Because there aren't a lot of resources for the agents. You know, there's your there's the Codies and and some some other great resources out there, but not a lot of really good resources, and we wanted to give be able to put that out there. And really, everybody's coming after the agents now, you know, the carriers are coming out in the PNC side, it's getting it's getting tough. The carriers are competing with the agents. Um, you know, you have the lizards and the flows doing their thing, and so it's it's it's really challenging. And so um I think that there aren't a lot of resources, and agents come in ill-equipped and they'll sink a lot of money into this and not realize what they're getting into, and without purpose and without having their day structured, it can get away from them, right? And all of a sudden, five years later, you got a million-dollar book, and you're like, holy crap, I owe this, and I only have a million, you know, I'm screwed. And we want to try to help curb that. And I think that we're through a little bit.
SPEAKER_04You guys are crushing it, and thank you so much for starting this. It's it's awesome. And I'm sure you guys are impacting a lot of people. Um, I think one thing I just thought of is getting some small wins for yourself. And a big thing for me with fulfillment and purpose is being proud of who I am, doing what I say I'm gonna do. If you tell yourself, like one thing that people can apply right now, right? Because I want to be able to add some value too. If you say you're gonna get up at 5 a.m. tomorrow, get up at 5 a.m., celebrate the fact that you got up at 5 a.m. Like, boom, instantly you're gonna be happier. Winning is fucking awesome, right? It feels good when you are proud of yourself and when you feel good. Like when you're doing the same shit that you said you're gonna do, it feels amazing. And then you go get some wins, and then the wins get bigger and bigger and bigger. But if you start with small wins, like getting up when you say going to the gym, whatever it is that you think you should do, just do those things and then reward yourself for them. And it'll just stack and you'll get momentum, and momentum will help move you forward, it'll make it a lot easier.
SPEAKER_00Yeah, 100%. Absolutely. Jason would say, how would you say 100%? 100. 100%. 100.
SPEAKER_04100.
SPEAKER_00Well, Julian, thank you so much. We've taken up a ton of your time, but we appreciate you coming on the coming on the podcast. So if somebody wants to find you, what could they do to do that? Besides texting us at 520-214-2219 and us sending your contact information.
SPEAKER_04Please uh reach out to me on Facebook if you find the good leads that we mentioned. Please, please message me on Facebook.
SPEAKER_00I need the good leads. Yeah, love it. The Glenn Gary Glenn Ross leads. If you've you maybe have you're too young for that movie. But that's I probably am too young for that movie. Yeah, it's a good one. Well, cool. Well, thanks for thanks for stopping by. We'll probably see you down the road. It's been awesome to have you, man.
SPEAKER_04Thank you so much. Appreciate you guys.
SPEAKER_00Yeah, appreciate you guys.
SPEAKER_04Great meeting you awesome. Great meeting you. Boom. Let's go. Thanks, guys.
SPEAKER_00Boom, boom, boom.