He Smashed His Lamborghini to Recruit Agents.. Here’s Why

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On this episode of Wealth Made Simple, Karlton Dennis sits down with Spencer, the entrepreneur shaking up life insurance—and yes, the guy who took a sledgehammer to his own Lamborghini Aventador in downtown Miami to spark massive attention. We break down the method behind the madness, how stunts translate into qualified recruiting conversations, and why audience curiosity fuels team growth and revenue.

You’ll learn the real playbook behind building a scalable agency: free union-provided leads, simple scripts, and culture-driven training that turns new agents into consistent closers. Spencer shares the math on commissions and bonuses, how to choose the right upline, and a simple explanation of whole life vs term that actually makes sense. We also dig into discipline, gym-built mindset, and the systems required to onboard 1,000+ reps a week—plus his next move into info products to impact sellers in any industry. Subscribe for more conversations that blend sales, marketing, and money moves—then drop a comment with your biggest takeaway and watch the next episode for deeper strategy.

#lifeinsurance #salesstrategy #wealthbuilding

Transcript

SPEAKER_00 0:03

All right, guys, welcome back to Wealth Made Simple podcast. I'm here with Spencer Kose, entrepreneur, and someone who has been disrupting the life insurance space. And we're gonna dive into all of that. But I first want to jump on here and say that I was on Instagram yesterday, scrolling through Instagram like I normally do in the afternoon, and I got stopped by Only In Dade, which is an Instagram platform that posts like the craziest stuff that goes on in Miami. And you were there with a sledgehammer, throwing your sledgehammer into your Aventador. Why? Why were you destroying your car? Isn't it like worth like $700,000, $800,000, like a million-dollar car?

SPEAKER_01 0:45

The car was $895, so almost a million. Add taxes on there is basically a million. But uh the why, just because I'm growing my brand, I'm doing whatever it takes to get views, and I'm like, well, this will probably get views. We drove to the busiest part of the entire city of Miami, downtown Brickle, right outside Moxie's, had a sledgehammer, had a crowd gather around, so people were taking side angles, we were making noise, and then yeah, filmed an ad just smashing the windshield. And then the tow truck had to come pick it up, and it created probably the worst traffic jam Brickle's seen in a long time.

SPEAKER_00 1:19

No one tried to stop you from doing this. I mean surprisingly, no. You're setting up cameras, you're you're obviously getting all the film equipment set up. You have a sledgehammer in your hand. Yeah, no one stopped you and said, bro, please don't smash your car. It's not worth it.

SPEAKER_01 1:32

No, I mean, people were saying, like, what are you doing? Are you about to smash your windshield? But the security people at Moxie's or whatever, I don't know where they worked, they said to Adam, my boy, afterwards, they're like, Hey, you got to get going. We knew, like, we saw this happening. We wanted to give you enough time to do your thing, but like now that you did it, you got to get going.

SPEAKER_00 1:50

So they were actually super cool about it. All right. So talk to us about why you decided to do this. What's the play here? How are you causing attention and what is this converting into for your business?

SPEAKER_01 2:00

So I use social media. There's really two different ways to use social media when you're in the life insurance industry. I'm blessed that the company I work with, we don't have to generate our own leads to sell life insurance to. So I don't have to come up with creative ideas or creative ads to generate insurance leads for myself or my team to sell life insurance to. That's pretty much all handled. So my approach to social media is well, the leads are handled. So I'm gonna use social media for recruiting agents to join the sales team and become sales reps.

SPEAKER_00 2:33

Okay.

SPEAKER_01 2:33

A lot of people use social media to generate leads to sell life insurance to. So you'll see ads of like them talking about life insurance, why people need it, blah, blah, blah. Luckily, I don't have to do that. That part's handled. So I'm like, let me just use Instagram. Basically, my whole thought process is I just want people to ask, what does this kid do? Because if they ask themselves, what does this kid do? Or if they ask me, what do you do? That gives me the opportunity to talk about the job. Yes, and see if it's something that they would be interested in doing.

SPEAKER_00 3:04

I mean, instantly, my what happened for me is like, who is bold enough to throw a sledgehammer through the window or the front windshield of their own Lamborghini? Yeah. And you are. And I bet a lot of people reached out to you right after that saying, What do you do? Why are you doing this? And better yet, if they have a link, they're probably clicking on any of the links to kind of figure out what is this guy about? So kind of talk to us about what are some of the wildest things that you have done to recruit more agents to come and work for you since you're not really in an issue with finding clients since that's being provided to you.

SPEAKER_01 3:39

Yeah. So one that I did two years ago, right when I moved to Miami, the first month I moved to Miami, before I really had a good following of Miami people or just people in general. And I'm I need to redo this now that I've got more traction, but we did shark diving with like real live sharks to where we went up to Jupiter, Florida, and I bought this sign that said hiring sales reps. And it was like yellow and black striped, like a caution flag. And it just said hiring sales reps. We got on this sketchy little boat. I don't even think we signed any waivers, drove five miles into the ocean. The dude chums the water with buckets and buckets of dead fish. You see sharks come swimming up from the deep, and he's like, All right, jump in. And I'm like, is that it? Like, no cage, nothing. He's like, nah, just jump in. And he said that sharks aren't actually as dangerous as you would think. You just have to not splash the top of the water. Because when you splash the top of the water, they think it's a dying fish, which is food to them. So he's like, just be chill and stare them in the eyes. Because if you stare them in the eyes, like something about they won't bite you. So we were in there with the sharks, staring them in the eyes. They literally got with like within two inches of our face, and they're like, just don't touch them. There's probably five sharks, and I have good photos of me right next to the shark with my hiring virtual sales rep sign. So that was the best one. I meant to get a reel out of it, but the the camera dude didn't get any videos, just photos. But those photos are fire. So good that people think like that's got to be photoshopped.

SPEAKER_00 5:08

Yeah.

SPEAKER_01 5:08

But it's not, which is why I want the video to show people like this is really sharks out here.

SPEAKER_00 5:13

Was this your first time swimming with sharks ever?

SPEAKER_01 5:15

First, yeah. Probably last, but I do want to do it again. So maybe, maybe not the last.

SPEAKER_00 5:19

You put a lot of faith and trust into this boatman telling you that you just stare them in the eyes and don't splash the water and everything's gonna be okay. But you're willing to take risks like this for views. So talk to us a little bit about people that are doing life insurance similar to you, that maybe are finding success, but they're not going out there shooting all of these crazy videos. How would someone even find success in the way in which you're running your life insurance business if they're not creating attention to build up other agents? What is their lifestyle like compared to what your lifestyle is like? Maybe if they don't have as many agents on their team.

SPEAKER_01 5:55

Yeah, so there's really two different paths you can take in the life insurance industry. And when I came into it, I was 20 years old. This was five years ago. My whole goal was I just want to make $100,000 a year because I was a college dropout, didn't know anybody in my hometown that made $100,000, except like one or two people. And to me, from my small town up in Pennsylvania, $100,000 was like you're rich. So my goal growing up was I want to be rich. And to me, rich was $100,000 a year. So I saw people that sold life insurance making $100,000 to $200,000 a year. So when I came into the industry, I'm like, man, six figures is pretty sick. Like, I'm just gonna sell life insurance. And then when I started doing that, my first year when I was 20, I made like 380K, which was crazy to me at the time. And that just came from selling life insurance. But then being in the industry, I'm like, how do these dudes have mansions, supercars, like millions of dollars? I was like, I just worked all day, every day for a year straight selling, made 380K, but I see these people in the life insurance industry with millions and millions and millions. Come to find out, those people are the people that started off selling, but then eventually got into a position where they grow their own agency or they grow their own team. Yes. So then you make sales or you make money from your team sales as well, which is obviously much more scalable. Because if you can hire a hundred people on your team, you're gonna make more money off a hundred people's sales rather than just your own personal sales. So that's when I started building the team. And what I realized is like the truth hurts. The person that can grow the biggest team is gonna make the most money. So if you're the best recruiter, you're gonna make the most money because you can recruit the most people and it's not that hard to sell. So when you've got a bunch of people selling life insurance, you're gonna be the person making the most money. If you're not as good at recruiting, like maybe your social media isn't booming, you're not gonna make as much money as the person with the booming social media. So your options are figure out how to get your social media booming or just be happy with the fact that you can still make good money, but your team's never gonna be as big as the person that can bring in 200 people a week.

SPEAKER_00 8:03

Well, my question to you is why would someone want to join a team if leads are being provided to them? Like what's the advantage of being on a team then? I mean, if everything's fair ground, if I join a team, doesn't that mean I have to share in my commissions or someone sharing in my commissions?

SPEAKER_01 8:16

So with my team specifically, we give you the leads for free as an agent. So the point of joining is the only way I'm giving you free leads is if you join the team. Okay, got it. Because you're not gonna get the free leads unless you're on my team. Once you're on my team, then you get the free leads and the training, the support, all of the proven to work scripts and stuff like that.

SPEAKER_00 8:36

Got it. So this is where I want people to kind of really understand this industry because when you go into life insurance, no one's really teaching you sales, uh how to communicate with people, marketing. You kind of have to learn these things on the fly. And most life insurance agents, matter of fact, all life insurance agents, they're 1099. They're self-employed. Yeah. You eat what you kill, which means if you don't understand the product very well and then know how to communicate the product, you're SOL, you're shit out of luck. You literally have to fend for yourself. So, someone who's coming out of college, how do they even find success in life insurance versus just having a more stable job and then maybe trying to pick it up as a part-time job before they fully transition over? Do you see people just abandoning their jobs or just going directly into life insurance? What's kind of the onboard ramp?

SPEAKER_01 9:21

So I see both. I see people keep their part-time job and start selling life insurance on the side until selling replaces their full-time job income and then they can go all in and make more money. Yeah. I've also seen people like myself fully send it, understanding this is 100% commission, but just diving into it either way with no backup plan. My advice for people that are looking to get into it is be careful whose team you join. Because if you look up life insurance on social media, thousands of people attempt to sell life insurance, probably hundreds of thousands across the United States. And they all know that when you grow a team, you can make money off your team. So everyone's trying to grow a team. People that have never mastered selling it themselves are trying to grow a team. People that are average at selling it, they're trying to grow a team. People that killed it selling, they're growing a team. So the thing is, like, everyone's gonna try to can try to convince you to join their life insurance sales team in this industry. Yeah. So my advice is whoever's team you're joining, ask them for proof. Like, did you sell this product yourself at a high level? Can you teach me sales? Or do you just recruit? Like, have you ever sold this at a high level? Because if they haven't, the truth is they can't teach you how to sell it at a high level. Because I'm a believer, you can't teach me to do something that you haven't done yourself.

SPEAKER_00 10:42

100%.

SPEAKER_01 10:43

So make sure they've sold it at a high level. And then from there, if you're thinking long term and your visions, I want to grow a team, ask yourself, is the person recruiting me, okay, check one, they can sell. Can this person build a successful team? And the way you look at that is does this person have a large team where they've built other leaders and they have a big successful, successful team? Or is this person just starting to build a team? Yeah. Because if they're just starting to build a team with no proven success, maybe they can teach you how to sell, but they haven't figured out the team building, training, leadership, systems, and everything that goes into being able to scale at a high level.

SPEAKER_00 11:20

Yeah.

SPEAKER_01 11:21

So the next question you have to ask yourself is is the person I'm about to join able to teach me how to grow a big team? And if those two things, you know, like for my team example, I sold at a very high level, personal life insurance sales for a year. I was the number one producer in a whole entire company. And I continued to sell for four more years at a high level to teach our new people coming in this is how you sell. I don't sell anymore, but if you were to ask me, like, let me see the results you have from selling this product, I can show you. I've been with the same company, same product, same systems, and I've sold it at a very high level, multiple seven figures. So if I can do that, I can teach you how to do it. And I've also grown a large team at the same company, same products, same systems without ever quitting when it gets hard. So I can teach other people how to do the same thing within this company as well. There's not a lot of people in the industry that can say that, that they've sold the product at a high level with the same company for a long period of time. So you know it's going to be stable, and they've built a team at the same company with the same systems that they'd be teaching that person. So this is like a big thing in the industry where everyone's trying to recruit you. You really need to ask yourself, how long's this person been at the same company? Because life insurance is hard. Selling it's hard, building a team is hard. Yes, but that's a good thing because when things are hard, they'll pay you a lot. What people do when it gets hard is they quit. So they'll bounce from one company to another because they think it's easier over there. They might have a little bit of short-term success at their second company, just like they did with their first company. But when adversity hits, instead of persevering and learning and getting better, they quit, go to a new company. Yeah. Now they're at a new company recruiting you, telling you it's the best thing ever since slight spread. Things are going good because they haven't hit their first adversity yet. Adversity hits, they quit. Now they're on their fourth company. So, like, I think when you're joining someone's team, you the first question you should ask is how long have you been there? Have you had results consistently growing every single, every single year since being there? And how many companies have you worked with in the last five years? Because if the answer is, oh, I've worked with three or four in the last five years, you already know this person's quitting the second something goes wrong, and you're not gonna have a leader anymore. Yeah. So that would be my advice. When it comes to life insurance, how do people make money selling life insurance? Like how does the actual commission work? Yeah, how does the commission work? So it's based off of typically it's based off of what is the client gonna pay for the year. So it's life insurance is a monthly payment that the client's signing up for most of the time. So let's say you sign up for a hundred bucks a month. We consider that a twelve hundred dollar sale because you're gonna pay over the course of a year twelve hundred bucks. So the commissions and the bonuses are based off of that twelve hundred bucks. So for a twelve hundred dollar sale, our commissions are anywhere from fifty to eighty percent. So you'd get fifty to eighty percent of that twelve hundred. And then we also pay out weekly bonuses that range from 10 to 29 percent. So an additional 10 to 29 percent of that 1200 number on top of your commission.

SPEAKER_00 14:17

Are there moments where you can get paid more than what the total premium that's being paid in?

SPEAKER_01 14:22

So with certain companies, specifically, usually the companies that make you buy leads, if you're buying the leads, sometimes you can get a higher commission to where you make more than the entire annual premium. With our company, because we cover lead costs, we offer slightly lower commission and bonuses. So it's kind of it's basically equals out. Like if we could offer higher commissions, we would, but the company's eating the lead cost for the agents. Yeah, so they gotta make the ground up somewhere.

SPEAKER_00 14:50

Why do you feel like life insurance gets a bad rap on the internet? And when you hear that people say, Oh, it's just because it's bad salespeople selling it, what does that make you think?

SPEAKER_01 15:02

So I have people that quit my team that say that, and we're very ethical. I'm very ethical. I can't control 500 people on a team. I try my best to make sure everyone's learning to do things the correct ethical way. But here's what happens selling life insurance, you have to work long, hard hours. Most people are not willing to do that. So when someone comes in and they're not willing to work long, hard hours, they quit. And instead of saying, I quit because I'm unwilling to work long, hard hours, they say, Oh, yeah, I quit because everyone there is unethical. I if I were unethical, I could have sold too. But it's really no, no one's unethical. You're just not willing to work hard and you're pointing the finger at everything but yourself. The other reason it gets a bad rep is let's say, okay, you're willing to work hard. That's just step one. Now you got to have a good skill set, you got to be able to sell. That's a skill set that's built over time. You also have to be willing to deal with rejection because most people say no. So, what happens when most people say no is the average Joe gets butthurt and down and negative. They can't handle it, so they quit. And many other things that lead to people quitting. There's a reason most people are poor, in my opinion. It's because to be successful, you have to endure stress, you have to work long, hard hours usually, you have to deal with pressure, you have to do things that are hard, because if it was easy, everybody would do it. So the average Joe can't handle those things, and that's what it takes to be successful in selling life insurance and anything else that's a hundred percent commission business entrepreneurship. But the other thing that the average Joe can't do is take accountability and point the finger at themselves, which is another reason why they're poor. Yeah. So when people quit, it's just blame this, blame that, blame everything but themselves. And most people quit because it is hard. Yeah. So when you have a ton of people quitting that point the finger outwards, you end up with bad reviews online.

SPEAKER_00 16:52

Got it. All right, when it comes to life insurance, there's term and then there's like whole life. Can you talk to us a little bit about the differences between the two? Yes.

SPEAKER_01 17:01

So we keep our company, we only sell two products, whole life and term. And when I was coming up in business, they said, hey, the best way to grow your sales team is to make sure everything's simple and duplicatable. So it's plug and play. Like we don't want things to be too sophisticated. Our average clientele is just a middle class, lower class person. So I was taught the way you need to sell life insurance is explain it so simply that a second grader could understand it. Because we're not selling to super successful people, we're selling to very blue-collar middle class people. So this is literally the explanation. We're like, all right, whole life is guaranteed to pay out no matter what, doesn't matter when you die or how you die, builds a cash value. So as you pay into it, your money builds up, you can pull back from some of the money you've paid into it and has paid up options, which means down the road you can stop paying for it and still get to keep a lot of your coverage. It's just the longer you pay in, the more coverage you get to keep. But it lasts forever and your price never jumps up on you as you get older. That's whole life. And then we tell people term. Term policies only pay out if you die within a certain period of time. Usually it's every four years, 10 years, 20, or 30. If you don't, then the policy expires. You'll have the option to renew it, but it'll cost more at that age. And then it'll go for another set period of time. It expires. If you want to renew it, it'll cost more. You can let it renew. So it gets more expensive as you get older. And then term policies also don't build a cash value. So you can't pull back from the money you put into it.

SPEAKER_00 18:27

Yep. Now, when it comes to selling those two, because you're selling typically to lower in middle income, lower class, less than six figures. Do you find it that most of these lower income individuals just need term insurance? But what if they also are really pushing for the fact that they have been told, I need to become my own bank. I want to be able to pull money eventually later. When do you how does that conversation work?

SPEAKER_01 18:52

Yeah. So the becoming your own bank is more of an IUL type setup or maybe more of a big sophisticated whole life policy. For us, we really sell policies anywhere from 10,000 up to 200,000 max coverage, which is enough for the people that we're selling to. And we actually sell majority whole life because these people just want to know hey, if I set aside 80 bucks a month and I can get $30,000 when I pass away for my family to cover my funerals, that's good enough for me. Wow. What they don't want is to pay in a term and then they call us when they're 65 and it retires and they're mad they don't they don't have coverage anymore. So we actually sell a lot of whole life, and that's what our typical clientele wants.

SPEAKER_00 19:30

Okay. Now, when you have somebody that's just coming out of college, or better yet, they skipped college and they just want to make money and they're watching your videos and they're saying, dude, I can do this too. How does someone jump over into selling somebody life insurance while doing it ethically? Because in my mind, there's the skill set that has to be developed around not only understanding the products, but knowing who to sell these products to. And a lot of that's up to the salesperson. Yeah. So how do you kind of mitigate that or prevent your sales reps from selling products that are kind of shit?

SPEAKER_01 20:03

Yeah. So the luckily with our company that we work for, we've been working specifically, like our clientele is union workers. So when I say we give people free leads, the free leads we're giving them is people that are in a union. An example of a union is like the teachers union, plumbers union. And our company's been working with unions for over 75 years. We're partnered with over 40,000 different unions across the country. And each union has different financial advisors that their job is let's shop the market for the members of our union. Because when you're the head of a union, your job is to protect your union members. Yeah. So they've got financial advisors that work for the union where their job is let's shop the entire market and figure out which policies make the most sense for our union workers. And there's thousands of these people. They've all decided that the company we we uh sell for, because we only sell one company, it's American Income Life. Yeah. That's the company that they chose to handle the union's life insurance. So it's actually nice because it removes any of our agents from being unethical and trying to find a policy that maybe they could get a higher rip on. Because it's like, look, this is what we have for you. This is what we have for all the members in the union. And this is basically like this is it. Yeah. This is what the union has for you. My job is to explain it. See if you want it. If not, that's okay. We'll go sell it to the next union person. Love it. I see you wear the virtual sales shirt.

SPEAKER_00 21:27

You wear it almost every single day.

SPEAKER_01 21:30

Every day, not almost. It's I have every single shirt in my closet that says this. If not, I threw it out. Except my like button-downs.

SPEAKER_00 21:36

So you you did you put that on on every single shirt? You had it have it embroidered on all your shirts? Yeah. Including like Lululemon type of shirts as well?

SPEAKER_01 21:44

Well, I only wear Lulu and Aloe.

SPEAKER_00 21:46

Yeah.

SPEAKER_01 21:46

So I threw out all my other shirts, took like 50 Lulu and Aloe shirts to this print shop, and they put it on all of them.

SPEAKER_00 21:52

How has wearing that shirt around sparked conversations and helped you garner a business?

SPEAKER_01 21:57

So because I wear it in every single shirt. Video and I try my best to make sure my videos go viral or get shared. It's something that's super easy to recognize. So when I'm out in public, people just come up to me and they're like, Hey, I've seen you on Instagram. What do you sell? It's really just a conversation starter. And it's because every single post I make, I make sure I'm wearing this. So anyone that's seen me a few times starts to connect my face with the shirt. Yeah. Or my name with the shirt. So then when I'm seen in public, yeah, it's easy for them to remember. Versus if I just wore nothing, it's harder to remember someone's face. And my whole thing is like I'm trying to get people to ask me, What do you do?

SPEAKER_00 22:37

Yeah.

SPEAKER_01 22:37

So when they can easily connect this shirt with what they've seen, it's a conversation starter for people in public. Again, for me to talk about what I do.

SPEAKER_00 22:45

Yeah. I'd say like when I think of a life insurance salesperson, uh, I wouldn't say this comes to mind. Uh you look like more of like a bodybuilder. So when you have conversations with people, do they ever kind of get confused a little bit about the fact that you're in life insurance sales? And how have other people been able to establish some of the disciplines that you've been able to establish being on your sales team?

SPEAKER_01 23:08

Yeah, so people normally think I was like a football player or something, and then I have to shamefully tell them no, my grades were 1.8 GPA in high school. I wasn't allowed to play sports. So I couldn't play football, even though I kind of wanted to. That was a blessing in disguise, though, because maybe I would have been decent at football, gone like D2 or something, and I'd just be coming out of college right now with four years of D2 football experience and no money. So I'm glad I wasn't able to play football because that gave me no option to go to college, couldn't get into school. So I had to figure out something else at a young age. So that's what got me into this. And I'd much rather be where I'm at than coming out of college at this age as well, because I'm 25. Yeah. As far as habits go, I was very blessed when I came into the insurance industry that the two mentors I had at a high level that I had experienced or I had the opportunity to speak to, they were super dialed with their habits. They're like, look, it's cool to make a lot of money, but if you're super out of shape, you're gonna make a lot of money and die of a heart attack when you're 50, and you won't be able to see your kids graduate from high school or get married. So, like, they're like, your health is super important, especially if you're making a lot of money. Because what's the point of making a lot of money if you're gonna get sick from being out of shape and die in your 50s or early 60s? I'm like, that's true. So I watched the way these successful mentors moved, and I'm like, I really just came here to make money, and I see they're the ones with the millions, but I'm also noticing that the people with the millions tend to be the most locked in on their habits, such as gym, time with the Lord, reading their Bible, listening or reading good books or good podcasts. So I adapted that myself at a super high level, and I'm like a little crazy. So anything I do, I'm all in. I'm either all in or all out. So when I was like, okay, personal development at the age of 20, that's what I'm gonna go all in on. I'm just like, I refuse to miss. I don't miss, and people know that about me. So like when people come around me, they get uncomfortable if they miss. Yeah. Just because they're like, this kid doesn't miss, and like I it makes them feel maybe like a slack or a slouch. So when people join my team and they get to get around me, which I'm just a reflection of the people I learn from, it automatically elevates their game because they're like, This, if this kid's able to do all this and still stay on top of his habits, like yeah, I could do that too.

SPEAKER_00 25:27

You're a very consistent guy, I will say that, especially when we work out together. I mean, uh the level of intensity you work out with is absolutely insane. We did an arm workout, guys. An arm workout was about ready to throw up. Yeah, like I ran a marathon. It was insane. I walked out of there like I'm more attacks than the IRS could tax me right now. My arm, like my arms are insanely just jacked right now. But like you developed discipline and consistent discipline, where most people develop discipline and they fall out of consistency all the time. How are you remaining so consistent? What are the things that you're telling yourself every single day that allows for you to stay so consistent? When you're sick, when you're not feeling good, what is it about you that you said enough is enough? Or these are the things that I know that I'm holding myself accountable to, and they mean so much more to me than allowing myself to waver. Because even as an entrepreneur myself, I find myself wavering, Spencer, which is why I get around people like you. I'll come and, you know, work out with you guys and it'll spark something in me that says, you know what? I need to get back on my shit, right? Yeah. But I know a lot of people don't have friend groups like the ones that I have, especially being an entrepreneur. So, how have you been able to stay on that discipline consistency for so long? And what is something you can share with the audience that might be allowed, might be able to help them to get get through that breakpoint?

SPEAKER_01 26:46

So I would say something I'm lucky to have is real life experience. I feel like a lot of people read about how habits can change your life, or they listen to podcasts about how habits can change your life. For me, I didn't read about it ever. I didn't listen to it in a podcast. I actually used to have bad habits, implemented good habits, and realized what happened with my life when I started doing that. It's what got me from point A to point B. Like I wanted to make six figures. I was broke 20-year-old with 800 bucks my name. I locked in on my habits, my personal development and never missing. And I was able to make 380K my first year. So I'm like, okay, why would I stop doing what's helped me advance in life and get to another level? Because 380K is not where I want to end up. So I would say having a big goal keeps me going because I'm like, my goal is I want 100 M's saved up, working for me. And if I'm not there, why would I stop doing what I know advances me every single year in my business? It's being dialed in mentally, physically, spiritually to get the edge on everyone and stay consistent. So having a big goal that knowing in the back of your head I'm not where I want to be. So I can't stop doing what got me to where I'm at. Yes, would be number one. And then number two is I know to be successful, especially in sales, you have to do things when you don't feel like doing it. Specifically, typically what people hate to do is making phone calls. You have to make a lot of phone calls, especially when you're selling, to sell the insurance.

SPEAKER_00 28:16

Yeah.

SPEAKER_01 28:16

And no one wants to make phone calls. No one, like most people don't answer. Some people cuss you out. It's just like one of those things that sucks. You need to be able to force yourself to do it. So I look at the gym of like, okay, I do like going to the gym, but also there's days that I don't want to, or it's inconvenient, or maybe I'm feeling sore where I could easily take a day off. Yes. But I know I'm so committed to it that I'm gonna prove to myself daily that I'm the type of person that's willing to do what I need to do, even if I don't feel like doing it, because that does something for me mentally that when it transfers over to business, whether it's I need to call these people to sell them life insurance, I don't feel like doing it, but I'm the type of person that can do what I don't want to do regardless of how I feel. That just internal belief and knowing that that's the type of person you are, when you bring that into business, you can cry, you can crush everyone because most people aren't like that.

SPEAKER_00 29:10

I tell people this all the time: success is not showing me how many cars or how many watches you have. Success is showing me that you can consistently do hard things over and over again. And it's building that muscle of being able to do hard things and falling in love with those hard things. I think more and more people um are finding ways in which to sacrifice now. And I feel like this podcast will give them a reminder of how they need to sacrifice. Spencer, we've sat here and talked about sales, we've talked about marketing, we've talked about how you have changed from being somebody that's made $380,000 in one year to now focusing on trying to go to eight figures. What's next for you? I mean, you said you set a target for 100 million. Someone sitting out there is like probably thinking, well, his ambition is so big, he's just gonna continue to eventually move that target. And maybe you are gonna continue to move that target. Are you constantly not satisfied? Do you find a sense of fulfillment in being not satisfied? Like, talk to us a little bit more about where your happiness comes from.

SPEAKER_01 30:08

So I love setting big goals and then just working towards them. I talk to some of my friends, and their goal is to retire by the time they're like 30. This might just be me. It might be a common trait with successful people. I don't know, but like I don't want to retire because when I'm sitting there doing nothing, I hate that. I need to be doing something. I like working towards a goal. So for me, even if 100 million means continuing to make 4 million a year for the next 25 years, that's fine with me because I love what I do. I'm happy every single day. I love working, I'm fulfilled with it. So I'm gonna get to that 100 million. If it takes 25 years, that's cool with me. I don't have like a time frame for when it needs to happen by. So yeah, that's my answer to the question. I love working and I don't see that changing anytime soon. I love it. And I've got big goals because I like chasing down big goals and it feels good once you hit them.

SPEAKER_00 30:57

What's something that's holding you back from being able to go even further? What would you say?

SPEAKER_01 31:02

I would say right now it's getting systems in place to be able to onboard thousands of people a week rather than just a hundred to two hundred, because the bigger my sales team goes, you know, the more money that can be made. And then also I'm limited because I think income comes from impact. Like if I can change someone's life and teach them how to make six figures in sales, that's gonna result in me making a lot of money because they're making money on my team from some value that I gave them and I'm making money in return for it. But I know if I can give value to other people outside of the insurance space, now that opens up the market for me where I can impact people, even if they're not on my sales team. So right now, you know, I'm crushing it with the life insurance sales and I'm mastering that, focusing on one thing. We've got it pretty systemized and automated to where I could bring in a thousand people a week rather than just 200. All I got to do is crank up ad spend, which that's the plan. So I'm starting to think of what are other ways I can bring in large chunks of money. All large chunks of money is is you're impacting a lot of people. Yes. You're exchanging value. Yes. So I think my next play is learning like the info product space, and if I can maybe you're not in life insurance sales, maybe you sell cars or you sell pest control. I still know I've got things I can teach you about mindset or skill set for sales or leadership or recruiting. So I want to impact those people and exchange value. I get their money, they get my free game. Not free game, but they get my game. I I could see that being a way to get me to 100Ms quicker.

SPEAKER_00 32:32

Absolutely, man. I took uh, you know, time to really kind of study info products and I built tax alchemy um really as just an education program. And that education program led me to having my tax and accounting firm. So I kind of did it reverse. I just kind of got out there and started sharing content and seeing how many lives I can impact with just content. And they said, Carlton, create a program, teach us how to invest in real estate, teach us how to use real estate to offset our taxes. And that program then led to another problem, which is I got to figure out how to solve these people's tax problems because their CPAs aren't solving it for them. So now I'm gonna go ahead and create the tax firm. I feel like you went and built the business, and now you're realizing, dude, I want to go have even more impact. And one of the ways in which you can do that is by sharing the gift that you have, which is you're an incredible salesperson, man. You know how to lead other salespeople. And that gift needs to be shared, not with just life insurance agents, it needs to be shared across every other industry. So we're gonna hold you accountable to that. You have exactly one year from today to come back to us on this podcast. We'll revisit this a year from now and we'll be able to update everybody and all the listeners on what you've been able to do. Yes, sir. Spencer, where should everyone follow you at?

SPEAKER_01 33:36

Instagram's the main one. Spencer S-P-E-N-C-E-R.K-O-Z-E-J. And then YouTube's growing too. By this time next year, God willing, I'm gonna be at at least a hundred thousand subscribers, maybe a million. That's the same thing. Spencer dot ko z E J.

SPEAKER_00 33:51

Guys, Spencer, you guys heard it here first. Thank you so much for joining us on the Wealth Made Simple Podcast. We look forward to seeing you on the next one. Cheers.