Why Everyone is Quitting Real Estate for Insurance Sales

0:00What's your answer to closure when I'm working my leads and the ones that I dial and create a legitimate connection with it's around 94% 94% close rate. I don't know bro that sounds too good to be true. That's why everyone puts real estate. That's why yeah it takes too long and everyone quits real estate. Thankfully last year I did 1.9 million in my first year in life insurance and currently the number one life insurance agent in America. I'll call people that said they want the coverage. I'll call them with 19 different numbers three times in a row until they answer the phone and then you're just selling those all year round you can make 10 to 15 million as a producer per year. You think you make 10 million as a producer? Yep. No team you just sell and buy yourself. Correct. Do you know people doing that? I know a couple people yeah. Wow I'm I need to get off this podcast and go live and share it. All right Della you made a million bucks in your first year doing insurance and he said 120,000 your second month. No. How's it impossible? Work hard. Mine of an athlete. It's mindset. Billiardy doing dirt.

1:01Is that simple? You know how to just be an ex pro athlete? You'll just do it. How's it I tell people to? Yeah. I mean it's a mindset. It's like how hard are you willing to want something to happen? Like if you want to play like you did like playing the major leagues you're going to figure out a way to try to make it happen. Right. I have people just want to win so bad that they don't care if they breathe or not they're going to make it happen. Right. That was me. Yeah. So you play professionally overseas basketball. Yeah. Which you're pretty tall dude. How tall are you? Six four. Six four. Yeah. But you're a white guy. You're just talking about this. So it's kind of tough unless you're Austin Reeves and getting paid. Yeah. But I mean how did you even get into life insurance because you know it's not like something some you know basketball guy just jumps into like dude I'm getting life insurance and go try and make bank doing that. Yeah. Yeah I got into it. My daughter she actually had to have a heart transplant. So my I sold my whole basketball business like my daughter was in the hospital for 300 days total the very first issues in the hospital

2:02I realized like hey I got to go figure out a way to actually make income because I've been doing basketball for so long. Like I was a whole identity shift that changed everything. So I actually got into sales first because I was like if I can get into sales and that means I can make him whatever money I want. So I was in the wrong vehicle first I was selling food processing lights. So like literally lights lights inside food processing plants. It's terrible. I had what's watching cows get killed and I'm watching blood spill over me. I'm trying to sell the sky lights. What the heck? I've never heard that. That's crazy. And I was like my boss is nagging me all the time. I'm not making the money out of 70,000 dollar base salary and then I get like a portion of commission of the lights I sold. I was number one salesman in a month but then I just couldn't handle the boss. So while my daughter is in the hospital my daughter is on her deathbed and having to sign all our waivers and all that stuff every time she goes into surgery. So this didn't make any sense. So literally I change like I gotta be able to work from the hospital. So so I can kind of take care of my daughter and my wife that's in there because if you're in the hospital if there's

3:05anyone out there that's been in the hospital it is legitimate hell. It's not a fun place. So I switched into commercial roofing remotely. I was given us 100,000 dollar base salary but I was making 1% of all my sales. I sold $5 million of roofs in three months. Wow. No money. So I was literally making I'm literally made like what 70 grand 70 grand in like three to four months. I was just in the wrong vehicle. To one day I found a guy who was I was in college with he reached out to me he's like hey come do insurance with me. I like sell people insurance because you have to do that. Go do it over the phones. So I went and he's like hey come do this. I'm like no man good I don't want to sell insurance. I'm good man. So then I jumped into I was like okay you show me some pay stubs kind of like the wolf home all the things. Show me some pay stubs. Show me it's real and then I'll come do it. So he showed me what he made and I'm like dude I'm better than you like there's no way. There's no way if you're making 40 grand in the month like I can

4:08go do that too because I'm not making 40 grand in month right now. Yeah. So I said I jumped into it got my license in three days and made a grand my first week after I made a grand my first week and then I invested into it again in my 16 grand my second week my first full month I did 51 grand my second month in my pocket 120 grand. Wow. That's insane. That's a lot. So a lot of things I want to talk about. Obviously I want to understand because you got license in three days. Real estate license takes a little bit longer than that. Yeah. Three months if you're lucky. Yeah. Three months if you're lucky. But before I even get into the mechanics of how you made that I want to just point out your thought was like hey I'm an athlete. I've done way harder things than this. You know my my daughter is facing a life or death situation. I have to provide as her father and figure out how I'm going to do this and it was like just your back against the wall and just what was that like just mentally? Um mentally I feel like I was kind of I've been there before. I mean obviously I've never had a child in that position. Talibushi. One one yeah one yeah

5:15so our whole life changed when she was born if she was born that way with a heart defect we thought we could fix it but we could it so she had eventually have a transplant that changed. So I had I had to change my entire career. But I was like look what am I supposed to do like you can either quit and cry about it and be all on the dumps about it like why this happened to me or you can actually go out there and change it and be a better person and try to help your family be in a better position from the decisions that you decide to make. So like what am I going to quit or am I going to do this? You don't have a decision. Yeah. We have a lot of similarities. So my son my firstborn he has special needs. He's seven now but when he was born he spent his first two months in the NICU because he's born premature and then when he turned one he actually bumped his head and uh you know he had this big knot on his head like the size of a tennis ball and we went and got him checked up and you know we're like hey you know this is not normal you know what's going on.

6:15They test him just like looking at him and stuff and they're like you know what I think he's fine just don't worry about it we're like all right that's weird but okay if you say so so we went home after like a day where like dude he's not fine we need to go get a second opinion so we get to a different hospital they're like so they didn't even like do it MRI or x-ray or anything we're like no they just evaluated him so he's good and so they're like let's we have to do that right now so we do it and they're like he has an active brain bleed right now his and his skull is fractured. They're like he has to go into emergency surgery right this second oh yeah and I was like this is crazy because if if we had awaited like another day he might have died yeah and um I just remember in the hospital just like you like praying and I'm like dude god what do you want me to do with like with this like I don't care what you want me to do with my life like just save him and I'll do whatever you know and at that time I wasn't on social media always in doing you know coaching or podcast or any of these businesses that I had at the time and

7:18I was just like this is all that matters and I also I kind of like you you were like hey I have to work from the hospital and figure out something that'll work that way that I kind of had the same mindset I was like I'm not gonna sacrifice my family for whatever it is I want to do in business like I need to be here for my wife for my son you know whatever kids we have later on like it's just not worth not being there for them yeah so I totally relate to that and my son's about to have heart surgery this month I didn't know that yeah he has a he had a hole in his heart so they put like a band on it and then they're gonna have to do like the major surgery once he got a little bit bigger and now he's big enough to do it yeah yeah so we've all been through a lot yeah um but yeah I mean with with the insurance thing walk me through so your buddy obviously shows you steps and you're like okay did you kind of suck so if you can do this I didn't say that I was just

8:18you thought it though you thought it yeah well I was just like again like I just know like how driven I am as a person if if you can do that I can do it like there's no one better than me that I'm thinking like you're not and that just comes from sports yeah yeah I I never tell you that story about when I saw I run at 10x growth con in 2018 yeah kind of yeah yeah like I had the same thought when I went to my first ever business conferences in 2018 and like you know grants on stage and I literally don't know who any of these people are yeah I'm just like who are these people everyone's going nuts like oh my gosh it's I love it it's Tai Lopez it's Russell Brunson like I've never heard of one of these people like who are they they're are they movie stars are they athletes I don't know never heard of them like these are the biggest business people in the world I'm like really never heard of them are they aren't shark tank like I don't know yeah literally never heard of them and then you know everybody basically told their story and how they came up and you know what they're doing today and I'm like these guys all kind of suck like they're not and they're all

9:19friends of mine now I say that with like their buddies but I'm like I remember not that they suck but I'm like there's literally nothing special about any of them no they're all ordinary people who just found a vehicle and and made it happen and like the thing I thought about as an athlete was like that doesn't work in sports because if you're not born genetically gifted a certain way you cannot win you you will lose it doesn't matter how hard you try you can't make it but in business an insurance or any it's like bro anybody can make it yep I just had to find the right vehicle yeah that's what is I've always been taught do one thing be the best at that one thing and then if you want to go conquer something else so I was like okay let me be the best basketball player would be the best basketball trainer which I was I was trying to be the best I can and then let me if I can't do that then we figure out how to be the best in this so that's what I'm doing right now so I thankfully last year I did 1.9 million in my first year in life insurance and currently the number one life insurance agent in America so technically like how are you selling so

10:21much you're doing door door you paying for leads you paying for leads yeah so paying for leads yeah okay do you like does the company do you cause them now yourself still yeah yeah I still do yeah I gotta lead from the front yeah you know I if I keep if I stop I'm not to the level I feel like I could stop yet sure I'm making good amount of money but so what's your like day to day look like today okay today let's not do today because I use your film upon yeah yeah but like a normal work neck to podcast so yeah normal work day is like yesterday for instance I wake up at 5 a.m. go work get my stuff in read my bible you're ready by 7 a.m. either do recruiting calls or kind of check with my business partners or my ops team and figure out what are the processes I need to obviously be able to kind of fix things we have an 8 a.m. team meeting after that I have a VA that's dialing for me so she dials for me and then she sets on my appointments so I have appointments that are already lined up for the day whether there's 10 15 20 of them and then I go into there I close all those suckers and then we're virtual meetings are virtual meetings yeah yeah so you're taking 15

11:25appointments a day on Mondays I'm doing like 30 wow yeah so I'm trying to close in like 15 20 25 minutes go on to the next one that's crazy and then I have a back in team that handles like client acquisitions and like all that stuff and then I have a front in team that's obviously booking all my client calls so you got these VA set in for you your clothes and I didn't do that first year them yeah we say client acquisitions what does that mean well I sell a client a policy my goal is to keep them on the books because obviously if I can retain the client and that means over time I'm just going to have all these clients eventually just kind of pouring in asking for more policies for their family or for their kids or whoever it is right so I'll keep that and then I have a team that makes sure hey you know your first policies do then or your first premium payments do then or you know whatever it is hey you have a question about my policy can you sell for me with Dylan or whatever this showed there's like a customer relationship a relationship per team here yeah yeah yeah yeah so I'll do that stuff and then so from nine to four roughly

12:28I'm closing and then roughly after I'm done closing I'll spend some time with family for a little bit then usually kind of come back in depending on the day train my team a little bit well roleplay will kind of go over situations of the day making sure their day is set for tomorrow because you can't plan the day off you have to plan the night before so that you're more efficient and then rent some repeat how are you training the team and closing all day so we're on zoom and my mics unmuted so literally they're listening to me close oh they're just watching you so you're double dipping you're training in closing yeah right so they're the training for them is listening to me so they just follow the script and they're like okay that's kind of like what the script is so I just need to follow what the script is and then and they gain like confidence because they're watching it happen exactly these these these the same leads exactly same everything all the same stuff and they just get confidence by it and then I turn around and then I'm watching them do it the same way and they say the same that mess them up okay type it in the chat don't say that fix that right so then they're just kind of getting it over and over and over again how big is your team 120

13:30active agents currently we have about 90 riders wow what about like how much are you spending and marketing marketing so right now as a team to funnel and continue to find qualified individuals that want to change their life that want to change their family's future right now is a team we're spending about 10 grand a month currently would just add some we're bringing on around 60 to 70 different people per month currently yeah you know those people some people they'll bring in they'll quit so they'll be half of them because they think it's too hard and then you know they'll they'll go into something else and they will probably have like 20 to 30 that will end up staying that will become legitimate business partners yeah from there from the 10 grand my marketing is roughly like four grand a week in lead spend so that's like 16 grand so roughly around call it I'm not spending all the 10 grand but we're probably around new 2020 25 grand that's for that's for team members and for leads got it so you're spending call it 15 to 20 grand on leads and that's producing in your own production 90 90 the underground yeah so it's like a 5 6 7 X that's what Jesse said

14:37on the last podcast yeah but they're averaging yeah and people don't believe it because it's like it's hard for us as real estate investors to believe because we're like Frick man like if we can get a 3x 4x we're really good and our sales cycle takes a long time to yeah and then I hear the insurance guys and they're like yeah I mean we can get like 5x and like we get paid today like how much do you think we pay for a lead you guys know I love the game of golf and that is why I started in 19 it is a golf mastermind for entrepreneurs who are doing over seven figures in their business and who want to go on bucket list golf trips together we already have hundreds of members all across the country and we've been to some of the best courses in the world places like Pebble Beach Pinehurst Band-In-Dunes and many others the course is the best place to do deals make great relationships and have fun so go to mastermind19.com today for a homeowner that wants to sell a homeowner that wants to sell you probably come on gross lead not even a good lead like it could be 500 to 1000 yeah yeah how much are you paying per lead uh 40 bucks

15:39got it yeah that's crazy yeah yeah I would run someone over for a 40 dollar leaf but things I would do to go back to 40 dollars a lead I haven't seen that in ever I don't even know left yeah maybe the right so you're running two funnels one for recruiting and then one for just like customer selling yeah got it and then are you running it yourself or just a team run it so my whole IMO it's an independent marketing organization runs I just purchased the leads from them yeah same thing Jesse said they don't have to market they just buy leads yeah we just buy the leads and then from there obviously I got a great question I got a great question yeah good why do most people fail at life insurance they don't want about enough it's freaking hard I mean like you have to dial like the problem now is like so many people are getting phone calls and spam calls all day that people just don't answer so I actually teach people exactly how to master the art of uh getting people to answer the phone so like tell me how you get my answer yeah yeah I'm gonna

16:40give away some major double dial yeah I'm getting now it's triple triple and sometimes and sometimes I'll call people that said they want to coverage I'll call them with 19 different numbers three times in a row until they answer the phone wow so you're the one calling me yeah I'm getting the back to back to back to back to back to back to back to back to back to back to back to yeah yeah these are different numbers like he and their back to New York lost me but there's There's an art of getting people to answer the phone. That's probably what I'm gonna write a book about. Here's to say, that's literally like 80% of the battle. Yeah, is getting the answer. When they're on the phone, then we're good. If everyone answer the phone, then we've be freaking, then there's billionaires. What's your answer to closing? What's your answer to closing? It's my answer to closing. When I'm working my leads and the ones that I dial and create a legitimate connection with, it's around 94%. 94% close, right? I don't know bro, that sounds too good to me true. It's not too good to be true because here's the lead, right? There's a lead filled out people mail it back and they write all their information and they say they're heightened weight, they say their phone number, and then they say their mortgage amount and all that stuff.

17:41They literally fill it out. So when it mails back to me, I call them up and I'm gonna say, hey yeah, that's kind of what we're looking for, right? We just wanna make sure the price is good and then we'll get from there. So why do they give you the mortgage information? Why do they, it's all public information. But why? Why? Because it validates that it's a, this is kind of like a benefit that comes with your house that you just bought. So people obviously wanna protect their house so we do mortgage protection. People wanna protect their house. So that way they don't lose their house if an individual that's a primary income owner ends up losing their job and then now they're stuck with a house bill and they can't afford it. Yeah, tell me how different that. I heard that. Tell me how different than the normal insurance you're getting for your home. So that's one of the insurance. Yep, home insurance is like, hey, if there's a tornado or there's a tornado or whatever, all that stuff. So this is mortgage protection to where, if you were to pass away, we're gonna pay off your house because now the surviving spouse is still in the house. Right. And they gotta worry about paying the home. Jesus, stay at home mom or whatever.

18:42Exactly, right? Or we have coverage where if you're still living like chronic critical or terminal illness to be diagnosed with that, we still pay off your whole home while you're still alive. Oh, why? So you're obviously gonna lose your job if something like that had happened. So we make sure that's taken care of. Then we have like disability and then we also have types of policies that we can use where we can help people actually save income through like infinite banking or IULs where they can withdraw cash from their policies and then they can use it for something like that to happen. What's the average commission for a life insurance agent? Around $1,000. Oh, okay, per se. Damn, so $1,000 a hundred years. That's basically a month. When I was cooking. When I was cooking, yeah. But I mean, now I have a team and all that stuff. I don't have time to sell as much now. So I'm still doing about a hundred-grinter production. But I've gotten obviously way better closing. So I'm doing about 40 apps, the 50-50 apps per month. So my average AP, which is called annualized premium, is now like two grand. 2,000. It's a better. Yeah.

19:42So for you, I mean, I think what you're kind of saying is like, you know, you're basically maxed out as a producer. There's not much more you could do. No, you can go higher in producer. So I could go, I got one to figure this out. But if I found some qualified, infinite banking clients, and I can go out and try to create a funnel to where I can get 1,000 of them, if I could find ads that would drive that. But the way to do it is if you get some annuities, and you find people that are over 59 and a half that want their money to stop sinking because it's invested in the market. So what an annuity is, it's like a financial vehicle that has no market floor to it. You take it, and then you take that money, which is like $500,000 to $1,000,000, whatever it is. You throw it into annuity, it earns money for you, but never drops below the initial amount. So people's retirements actually say, first as you've been missing to the market, it could drop $400,000 tomorrow, it could be $600,000, and it's just up and down. But for someone that's on like a big income, that's pretty difficult for them

20:43if their retirement's constantly doing this and this and this. So the key to that would be finding people that could do annuities and like a ton of them. And there's ways to do it. And then you're just selling those all year round. You can make 10 to 15 million as a producer per year. You think you make 10 million as a producer? Yep. No team, you just sell and buy yourself. Correct. Do you know people doing that? I know a couple of people, yeah. Wow, I knew I'd get off this podcast. I'm going to like the shirt. What am I doing? I could be slaying in policies right now. That's it, yeah. So, but because those policies, like the commissions, I'm guessing six figures. Yeah, so a million times point zero six. A million times point zero six. So you'll make a 60,000 per million dollar of policy. Correct. So you sell a 10 million dollar policy, you make 600 green. Correct. That makes sense. Yeah, you can make 10 million if you sell. It's like a really high end real estate agent. Yeah. So can we go back to why do most people fail?

21:43It's just the mindset. Like they don't have the will to win. Like it's hard. Like people hang up the phone. I mean, this is not like, hey, I'm calm on lead. They're buying. I know it might seem like that. But like I've said, yeah, 90% close rates. I know. But how many dials did it take to get to that one? Not a lot because they're brand new leads, but the brand new leads are really expensive. So most people that started broke. Yeah. Like they don't have a lot of money. They don't understand it's a business. I have to put money in to get money back. 99% of Americans don't think as entrepreneurs, which is why there's no entrepreneurs in America. Like our very low entrepreneurs in America. That's why most of the population goes nine to five. So when most of the population goes nine to five, we're trained in school that we should just be going, doing what the system says for us to do. We should get a job. We should get a 401k. We should get all the stuff. But in reality, we should actually learn how to do money. We should learn how to do tax. We should learn how to do all these other things and make money that way. Right. So that's where conditioned as kids to be order takers and do our jobs based on what our skill set is.

22:44So they don't understand that, hey, it's really hard to start a business to make money. It is really hard to sit there and dial and get cussed at. It's really hard to sit in a chair all day and look at the same computer screen and call after call after call after call with no money in your bank account. It's really hard if I don't have any money to get capital up to then start my business. Right. So there's the reason. So walk me through the more broke person who's gonna start, right? So they're listening to this and like, hey, I'm broke, I wanna make money. Yeah. So, you know, you're like, well, my leads pick up better because I buy the good leads. But they're gonna start off with some older leads and some less good leads, right? But there's still money to be made. It's just gonna get a work harder. And what's the price difference between good leads? Well, just take me to from the beginning, right? You said they gotta get licensed to take, like, what are the costs and all that stuff? Yeah, to get licensed is just like, depending on the state that you're in, it's like 50 bucks, get that done in like three days. From there, hopefully, past your test, you gotta get fingerprinted, you gotta pay for your test. So like all upfront startup costs is like 120 bucks. I wanna know why it takes no learning

23:46to be in a short stage. And it's just like every other thing you gotta get licensed, like, man, dude, we gotta go to the screen. So I thought too, I'm like, no, you wanted insurance license. Here you go, you got 100 bucks. Yeah, well, a lot of people fail it actually, but it's not an easy test, in my opinion. But yeah, so it's 120 bucks, then from there, then you gotta get all your carriers, you know, insurance, all that stuff. So really upfront costs averaged out like 200 bucks. Okay. Yeah, nothing, right? So after you get 200 bucks, we have leads ranging from 50 cents all the way to like 80 bucks. 50 cents. Yeah, all the way to $80. 80 dollars. Yeah, so 80 dollars is the good leads. 80 dollars is the good leads. The best of the best. 50 cents for the bargain basement. So you pay $80 and you can make $1,000. No, no, no, that's one lead. Yeah, that's one lead. But yeah, you could pay $80 and make $1,000. Yeah. If you pay for... If they picked up and you got a 90% close rate. Yeah. But they may not pick up. Yeah. Yeah, well, you gotta figure out how to get them on the phone. Right. So, so 50 cents all the way up to $80. So if someone's broke out there, let's choose the broke side.

24:46It's all about the person that wants to win. If there's someone that wants to win, they will win. So I had a guy who's a trucker. He was on a podcast with me a couple months ago. His name's Tyler Schab. He started off with $200 in his bank account. Where's the cowboy hat? Talks like he's from the south. And you know, just I have no idea that this guy's actually going to be a salesman, sales insurance. So he goes $200 in his bank account. He dials all day every day from 8 to 8. Diales all day every day from 8 to 8. He ends up selling like three or four five policies. At 90 goes and drives Uber to make sure he funds his leads so he can get better leads so he doesn't have to spend as much time dialing. So he goes Uber. He did that for like two months. He had $50,000 in debt. He paid off all his debt. And now he has $30,000 in his bank account five months later. Very easy. Wow. So the $50 or 50 cent leads are just like really old leads. Super old. Yeah. So they're not going to pick up. But you know, if you go get a hundred of them, that's going to cost you. What is that? 50 bucks to get a hundred leads. You're going to get one person.

25:47You're going to get one if you get them on the phone. Yeah. But you're going to have to dial all day every day. The reason I like this business compared to other businesses, and I've evaluated a lot on this podcast. I still have come to the conclusion. I actually believe that this is like maybe the best opportunity because you don't have to think about marketing. That's the number one hardest part about business. It's like, how do I get leads? How do I find the people? That's the hard part. Now, granted, you're making a good point too, even when people get leads, they're like, they don't pick up. That's literally every industry in the freaking world. Yeah. I was like, yeah, you got to call all. They could have filled out the four and five seconds ago. They still won't pick up. Yep. Well, there's a lot that won't. There's some that do. I mean, our leads typically are like, we have a 50% answer rate on the menu once. 50%. Yeah. Pretty good. Yeah. Yeah. No, I know. But you would still like somebody who's never been in a business before like 50% of the best leads ever pick up. Yeah. That's really good. Because think about it, your markup so high. Like if I'm making, if I'm spinning, let's say for those 50 leads, if I as times 80,

26:51what's that four grand? If I take four grand and then I sell, let's call half of them. And I'm making a thousand dollars per policy. And that was 25. So I sold 25 of them. I got made my return. I'm good. No, you killed it. Yeah. Crushed it. Yeah. Great income. You just got to get your clothes right up and you got to put in the volume. Master skills. Yeah. Yeah. And then you make a thousand bucks. And then do you make money from them every year? Yeah. If it's a whole life policy. So you make the cool thing about insurance is you get paid the next day. You don't got to wait about like two, three, four, five months to get paid the next day. So I can sell a policy. It gets approved. The clients covered. I can get money the next day. And then now the year comes back around. If it's a whole life policy, it continues to go and go and go because it's going to go for the rest of their life. And then now I'm going to get a certain percentage of that on renewals. So then actually continue to how much will you get on renewals? If your first was a thousand bucks, it's like it's like 5%. So you think 50, very small. Yeah. Yeah. But still it stacks. You made a lot of money on the front.

27:51If you sell 2000 policies, that kind of gets kind of nice. Yeah. So you're about, you're starting to enter your renewal stage now. After two years. So this is my, I just hit two years. So yeah, I'm hitting a couple renewals. Yeah. How much do you think you'll make in renewals now based on everything you sold? No, 50. A month. No, a year. A year. Okay. You know, get you a few stake dinners. Yeah. But, you know, the two million bucks in the first year was that, I mean, that's the way. Yeah. Yeah. A million and then now this year probably double. And the key is like the cool thing about insurance is uncapped. Right. Like every industry, major sales industry were capped in some way. Yeah. Like if you go to bugs, like, okay, I can't go into this person's house. Like because it's blocked off with, as I can't get into it, because it's locked as a neighborhood or the cool thing about insurance is you can walk on the street and find someone and sell insurance. Like they're literally on the street. You can ride it up right there. It takes five seconds. Like, so why do you think though?

28:52I mean, Brian asked this, but I'm going to ask it. It's a twice. Yeah. Well, I'm just like, not why do people fail, but why are you just so much better than them? Because you said you're the number one guy now. Yeah. Yeah. And it's like, so you're, I'm guessing you're number one in your company. No, I'm not a company. And the number one, I'll clarify. It's number one simplified issue. Because there's guys out there that will find a billionaire and then they'll write one policy and they're all simplified issue mean. Okay. So that means like I can write like a $100 policy and it gets approved right away. Right. Right. So that's when it's like a, when it goes to medical underwriting, like an insurance company is not going to ensure someone for over like two million usually without a medical exam. Like I might go to three with some product. You're just talking essentially basic insurance that you could sell right here. Exactly. Not these crazy policies that are 100 million. Exactly. Yeah. Because one person can write that and call themselves like number one agent would know you just got lucky because you had a client that has a lot of money. Yeah. Right. I actually sold 2,000 people that were my clients initially and like they got approved right on the spot and I made 1.2 million dollars off of it. Yeah. I mean, we're kind of talking about it.

29:53But I'm just like it, it sounds so simple. If you're just like, look, get them to pick up the freaking phone and up your clothes rate. It's that, that's it. Yeah. No, it's really simple. Just literally pick up the phone. Now there's like a, when you figure out that the gain of getting people on the phone, what leads should I work? What leads work for me? What's good for my posture and my tonality? What's my CER? I need to look like. What's my texting out of automation systems need to be built out right? Like if you do this to that by yourself, you're never going to figure it out because you just think people don't answer the phone, this industry sucks. Yeah. But if you got someone that teaches you how to do it and is mentoring you how to do it, which I do, for free, so that you can make money. Like it's like, why wouldn't you at least try to do it to it? Yeah. You know, did you consider yourself a sales guy before that? Yeah, I would say it was pretty good sales. Yeah. Okay. Because like when I look at you and I've talked to you now for over an hour, just pre-show and stuff, like, you just have like a very stoic demeanor, you know, and you're not like hyped up. I don't even think I've seen you make an emotion yet. You know, I'm like, there's one.

30:55There's one. And I'm like, man, so you're like the best sales guy and you're like just basically, you're a robot. Yeah, just do it over and over again. Yeah. And it's like, you're like Tim Duncan of insurance. That's literally what you are. Backboard, yeah. Yeah, just the same thing over over again. We could be up by 100 or down by a dumb app. Yeah, same thing. Yeah, well, it's just like people like buying from people that they don't feel pressure from. Yeah. And my tonality is like, oh, you can do this or you don't have to. I can go, I have someone else. I have 15, 20 appointments. Yeah, yeah. Who cares? It's like people want to buy from people that are expert and busy. Yeah. So I understand that at a young age, and if I frame myself that and posture myself that way, then people are going to want to come by for me. Yeah. I don't care if you join my agency or not. We're still going to be a billion dollars in the next five years. But if you want to be a part of that and you want to make a million dollars, you can't right. And so how do they join your agency now? So all you got to do is just click the link in my bio on Instagram or TikTok at the insurance athlete or you can type in crane financial agency slash careers.

31:59And you can click the link where it's reserve your spot. You join our webinar on Thursday where I actually teach you how to do insurance. I'm giving you free game there. And then we have an opportunity to potentially kind of go through our vetting process to see if you be a good fit for it. Yeah. We do it every Thursday. So you can just click Instagram or TikTok. Click there. You don't have one. Make one. Type in the at the insurance athlete and then join that. Yeah. So we'll link to that all down below in the description. Yeah, because you know, the typical sales that we see today are my buddies like Andy Elliott. Yeah. Who's the best sales trainer for life insurance? We were just talking about that before the show actually. Yeah. So we go into the topic? Yeah, we go. Yeah. So I was giving them a lot of advice like fresh just dreams. All right. It wasn't like fresh dreams. It's just I was just there was a different way. Yeah. So the hard thing about insurance is like technically the top person in insurance like that you're up line should be able to teach you exactly how to sell. Yeah. They should be able to teach you. And if they can't, then that person's just going to end up leaving and then going to somewhere else until they find someone that can teach him how to sell.

32:59So what's the point of me like paying for someone to like coach me if like I can get it for free. My up line. Right. So there's not really like a trainer that's out there. But for me, my goal is like, you know, I think this will be something that we can do. But you know, we'll be the first agency inside of an organization that will go out and do, you know, 500 to a billion dollars, which will be the largest agency inside of an IMO in America. And then we can go teach people how we did it in such a short amount of time. So, you know, the problem is with that there's obviously other trainers that are out there. So the you're eating up a lot of the margin because people already have trainers with their up lines. Yeah. The point I was bringing to him was like, and it's not sellable. Yeah. Because he was talking about, you know, he's got this great company they're building. And then he's like, I'm thinking about starting, you know, online training and building that as a separate thing. And I'm like, don't do that. And he's like, why do you think no one's done it? And I go because they cannibalize each other because like if you're going to go be the

34:00best trainer, which your results are better than anyone else's. And it's like, well, okay, you can learn from me one of two ways. You can join underneath me or you can, you know, buy my coaching. But if they join underneath the enterprise value of what he's building is infinitely higher. And he's getting a cut of every deal they ever do. Like it's just a way better offer versus like pay me one time, a few thousand bucks. And, you know, then I was like, and also the training company's worth nothing. You know, it's just education. Yeah, you sell it without me then it's done. So. Yeah. Yeah, there's a good start for me to believe that there's no good insurance sales trainers. But like what I was making him was like, be the best on social media. But the only way to work with you is by being in your company. Yeah. You don't sell coaching. Yeah. I think Jeremy Minor sells a lot of insurance people, right? Sure. Yeah, he has his own courses, but he's never done insurance before. Yeah. Right. So he's teaching a framework of how to sell people. And it's a great framework of how to sell people.

35:01I use a lot of his techniques in coaching myself, but did the, and that's a cool thing about insurance than any sales you have to make your sell in the result, not the, not the product. So, but there's going to be clients that your level of sales is only going to get to a certain level without the exact knowledge of what the product does. People are going to ask, hey, how much does cash value does this give me? What benefit is this for me? If you don't know anything about the product, then some people aren't going to buy it because they have another knowledgeable insurance agent that they want the answers from. Yeah. So, you know, it goes to a certain level. What is the learning curve of these different products, right? Because I mean, there are a lot of things that sell. Yeah. So, I would imagine that's probably the hardest part of selling. Well, it's kind of the thing when you're trying to be wealthy at something is master one thing and then go to the next thing. So I don't recommend first starting an insurance doing final expense because final expense you're dealing with people that are in the projects or in apartments that are trying to give their family five to $10,000. So it pays for their burial. As a great product to sell, but you only want to sell it to certain people that can actually

36:04afford it because we're trying to sell $10,000 policies that are $100 a month. People they got the direct express cars and chime accounts. Right. That's going to charge back and I'm going to lose money. I'm just getting alone for myself. So if someone's teaching you in the beginning to do final expense, I don't think that's the right way to go because you're going to end up more broke than when you started. Because they're just going to charge back. So a great way to do is to bundle it for people that are good clients to actually have bank accounts, credit unions and so forth. So then we go into mortgage protection, which we talked about. IULs, which are kind of a form of a 401k with no floor, infinite banking kind of the same thing, but you can pull loans in and out of it, which are kind of good, which are good tools really for people to have. And they're the interest rates at a bank. If you get like $100,000 a loan, you're going to get that probably 11% or 8%. And then you have infinite banking, you get that 4% to 5%, which is nice. Then you have annuities, which you kind of learn there and you have variable side, then you have fixed side. You're saying just go after one of them. That's it. Go after one of them and then the rest of them are going to start falling into place. Yeah, because I've had infinite banking guys on before and it seems like that's pretty

37:07much the only thing they do. Yeah. Why do some of you will get drawn to infinite banking and selling it? You can make a lot of money from it because like the right business person is going to put in $20,000 a month because it makes sense. It's a product that makes sense. It's great for a business owner to do as long as the life insurance side isn't so high because then you're spreading all your money into life insurance. So it's good for a certain type of person. But like for me, my brain is like, okay, the amount of money you just made off the infinite banking deal. Let's say you made a hundred grand. It's going to take at least a month and a half or two months to issue. I've already made a hundred grand with all the policies I've sold to get to that point. It's just less work. You're a believer in volume. Yeah. It's work. People like selling big things because it's less work to do. But for me, if I'm not working, then I'm not making money. So it's like I'm just sitting there waiting for this big deal to go around. All of a sudden, the big deal is to go around. Now I've lost all that time that it could be making more money. Yeah. So you're going after, you know, like you said, $2,000 averages. Sure. And then the infinite banking guys are like, man, if I could just sell one, two people a month

38:10and find the right guy and spend all my time courting this person and getting it. It's way more effort. Well, you say it's easier, but it is more effort to like, get them to that point. Yeah. It takes, it's a longer sales cycle. Super long cycle. And it's not coming from $80 leads. Heck no. Oh, it's usually coming from actually warm market with a Tethaculture club or, you know, people that you're meeting because people that have that type of income want to obviously trust you. So there's a place for that, but I'm just like, I just wasted all this time, find this one guy that's going to make me a hundred grand. When I can just work, I see the other says, well, I don't have to work. Well, good. You're my visions of what's larger because if I'm building an organization with a thousand people, that's not repeatable where I can just continue to pump that out. Right. So you mentioned you want to build an organization that gets to a billion dollars. Like what does that look like? Are we talking a billion dollars in revenue, value? What are we talking about? Yeah, a billion dollars and really it's called annualized premium. So technically like commissions that would come in your bank account off of that of a billion.

39:10We talked about this a little bit earlier. I can't remember the math. I did it. So it's going to be around a hundred million of a billion when you put it all out. So you'll make a hundred million in revenue. Correct. And commissions yet. Now, then that gets distributed to your agents and how does that work? That would just be distributed all to me if it's a billion dollar organization. But then obviously my agents, they're still selling policies so they obviously get money too. So they're getting paid by the carrier. I'm not paying them. So like if you sold a billion in annualized premium and you're making a hundred, what would everyone else make probably depends. Let's say there's a thousand agents. I probably any more than that. Probably going to need to probably close to 2000. If there's 2000 agents, I mean, you kind of average it out, but there's going to be some agencies that are going to probably doing like 50 million probably close to revenue. There's probably going to be four. There's probably going to be at least 15 agents that will be doing over 10 million at least. And then from there, then you'll have people that are probably doing a million. You'll probably have it from there. 10 million in income. 10 million income. 10 million income.

40:11Jeez. Yeah. It gets pretty big. So how many organizations are actually doing those kind of units? There's only right now outside the captive companies, which means they only sell one product to that's like state farm or like prudential or like New York life or something like that. In the broker space where we have the ability to sell all those products, then there's like two to three organizations that are at a billion. Guys like you, we're not talking like state farm. Oh, guys like me. No one's ever done it. No. No. So you just need to get 2000 agents under you. That's the math. If we continue to kind of producing the way we're producing it, 2000 producers. 2000 producers are builders, whatever it is. Like we have 2000 producers. Yeah. People that are actually working. Yeah. We're not like real estate agents. Yeah. No, no, we're not just selling one house. We're 90% of the house. Yeah. How does like PBD's company work? Yeah. But what do they sell? Well, he sold his company. It's not as involved from what I understand anymore. But he said they're gollia yesterday.

41:12Yeah. Well, he might be still in it to a degree. Yeah. But he's I know he sold it to integrity, which is a company. I went to their last year's event. Someone invited me and I went just for fun. Yeah. And I was like, okay, that's interesting. I didn't understand what was going on. But yeah. Interesting. He just got a ton of people that are all writing one to two to three policies. And what I don't know the exact numbers, but they're probably doing 300, 400 million close to that maybe 200. Yeah. And how many agents did he have? Do you know? I really don't know. Do you think it's more than 2000? Yeah. Because they're just not doing a whole lot. But those so one to two policies a year. But that's the average. Yeah, his insurance volume. He probably had who knows like 10,000. To the event that I went to, there was for sure more than a thousand people there. Yeah. It was at the MGM arena. Yeah. I'm going to ask Claude, dude. Let's see what Claude says. Hey, how many agents are in a PHP agency?

42:14Yeah. Bro, they were rowdy too. Oh, yeah. It was crazy. It was like a football game. I was like, what is happening? Yeah. Like, talk about that. Like, the difference between a lot of these agencies that are like network marketing companies versus producers. Yeah. There's obviously a lot of like just MLMs out there that are kind of doing it. It's great. But that's just not me. I don't believe in just recruiting a bunch of people and then just kind of figuring it out. I think the model obviously works. How many MLM marketing companies are out there? Like they're obviously performing great. So the model obviously works. But for me and myself, I am an elite person. I'm an elite individual. So and I'm wanting to have elite individuals. So if I build and help people either become elite individuals or I'm recruiting elite individuals. I just had better quality of people that I worked with and worked for. You ever seen that Nick Sabin quote? He, um, Alabama fan, but he has a lot of quotes. He does have a lot of quotes.

43:15The last or last guest were from Alabama too. Yeah. But yeah, he basically it's like this clip on Instagram where he's like, you know, high level people just don't want to be around like low standard. He is like just talking about your standards. Yeah. You know, if you have, if you tolerate low standards that pushes the high standard people out, they don't want to be around it. And he's like, so I have to cut, you know, the people who don't fit our standard, even other good kids and, you know, good families. It's just to protect the people with high standards. Yeah. That's kind of what you're talking about. Exactly. I drive better. I know there's 2,000 people that are out there that have high standards. And I know there's people that want to literally grow a business and throw $30,000 into it and make a million dollars like people would do that. So I just know they're out there. I'd rather have an elite company and a company that's doing things completely different and changing people's lives versus just having, you know, 2,000 people or 3,000 people and they're just writing one policy and kind of doing nothing. So Claude said he had upwards of 40,000. Yeah.

44:15Let's go ahead and say, bro, because I was in this again, just so people understand, there is a stadium full of insurance agents like, yeah, full. I was like, holy crap. Like, well, you know, they sold for, you know, like 250 million. Yeah. And so you think like one model is just recruit anybody and everybody and if they don't produce and you need 40,000 agents, that basically will get you to a quarter billion. Yeah. Right. Or you're saying, hey, maybe just get 2,000. Yeah, 2,000, 3, 4,000 high level people and you could do the same if not more. I agree. And because the higher the quality of the individual, they know more high quality individuals. So they're going to recruit them. They're going to bring them in. They're all going to perform. He probably had the 2,000 to 3,000 and then the other 35,000 did that. Yeah, maybe. Yeah, for sure. Yeah. With numbers, yeah. Because those people making huge paychecks and going up and talking about their commissions and all this stuff, I was like, damn it. The difference is you'll kick him out. You'll kick out the people that don't. So to you, what is a high producing agent? High producing would mean, okay, a faith, family and fitness are three cornerstones that

45:18I have in my agency. So like, if you treat God first and then you put your family and you're taking care of your family and doing things for all the right motives, and then you're in shape and you're taking care of yourself, that's usually a high performing individual if they care about all those three things. And then from there, like I look at, obviously, are you waking up? Do you have routines? Do you have patterns? Are you doing the same things over and over again every single day? If I see people that are doing those things, that will be an elite person because that means they care for themselves. It means they care what they're doing. They care for their family. They're leading the right way and then they're leading themselves. And my motto is be the best. But what about in like, production? It doesn't matter. It doesn't. But what if they sell nothing? Well, if they sell nothing, they're not an elite individual. Why start something that you're not going to finish? Yeah. But I'm saying, if you need to get 2,000 agents to reach your billion dollars, how many policies do those individuals need to sell? Hey, real quick. I'm looking for one company to partner with this month and run their entire marketing and

46:19sales department. That means we're going to run their ads, build their funnels, manage their CRM, hire and train their sales team and manage them and just handle all of the front end revenue for this business. All you would have to do is just manage fulfillment and serve your clients well. And for doing this, we're not going to do any kind of equity. It is just going to be a profit, share agreement. So if any of that sounds interesting to you, go to pennatapartners.com right now. You can apply today. We're only taking on one company. And so if you think your company is a fit, make sure you apply today. You've got to be doing at least $50,000 a month in revenue in order for us to even look at it. So go to pennatapartners.com today. They should be selling around 100 a month. Damn. It sounds like a lie. It's really not that much. It's like you make it down three days a day. If you work every day, if you take a day off, it goes to like four or five a day. Yeah. That's nothing. That means it's just four appointments and you sell four. How many do you average a day?

47:21So when I was pumping probably around 10 a day. Yeah. Damn. Bro, you need to sell a lot. That's a lot of sales. I got new standards now. Yeah, yeah. 10 a day is a new standard. Well, you need more than 10 appointments a day. Yeah. You got to need a lot. So when you're booking these appointments, are you booking multiple appointments at the same time? Because like, I'm not looking. Your setters. Yeah. Are they setting multiple appointments at the same time? Because like, what's the show rate? Show rates like 70% from my setter? Got it. And if you have 30 minute time slots or what? Yeah. And the appointments are 30. That's so yes, 16 time slots in an hour day. Hmm. Dang. So you're just in front of the computer just back to back to back to back to back to slam and baby. Damn. And that's why I was wondering. I was like, how do you train? But they're just watching for eight hours of it. Yeah. Just slaying dude. Yeah. And then you're like, same thing over and over and over and over and over. Yeah, they're like, okay, I get it. He literally says the same thing. That was crazy.

48:22How do you beat Monotony of just doing the same thing? You can't. It's got vision. Vision. Got your vision. What's your why? Why are you doing it? Yeah. Yeah. Right. I have to like, do different stuff. Yeah. Because you're rich now. You have options. No, I've always been that way. Yeah. Like, that's why I start different businesses and yeah, I just get so bored. I wish I could. But then I think about it too. And I'm like, yeah, I kind of do do the same. I feel a few podcasts every week and I, you know, I guess that might be the only thing. Yeah. I used to cold call for like eight hours a day as a realtor. But when you're a realtor, you're looking for one appointment a week. Right. Like you're just cold calling looking for. I would, I would try to set one appointment a day, five days a week, all seven days a week when I first started. But then out of those seven, only like half are qualified. So then you, you, you cancel the appointment and then the other half, you're looking to close those. We're like the guy he was talking about who's looking for the big deal.

49:23You know, in real estate, we'll, we'll go make a $20,000, $30,000. Yeah. If you ask him. So like insurance, well, it can be that way if you do like what is the infinite banking guys, what he's talking about is volume, which I would, I think most people prefer what he's talking about. Yeah. Faster. Faster. Yeah. Get paid quicker. So many people are going to quit if they're just doing. Yeah, that's why every puts real estate. That's why yeah, that takes too long. Everyone quits real estate because so let's go back to when I was a realtor. I'm cold calling from 8 a.m. to 8 p.m. I'm looking for that one appointment. Let's say I get the appointment and I sign the client. It takes two weeks for them to be ready to put it on the market. Then it needs to be listed. Let's hope we listed it at the right price. If we listed it at the right price, it'll go an escrow in the first 30 days. And then after that, we have to go through escrow, which is like another 30 to 45 days. And that's if everything goes right. If it falls out of escrow, once then you're restarting the process.

50:26If the seller is like, Hey, I want to sell, but I, you know, I'm leaving and I'll be back in a month and then we'll list it then. Then everything just gets pushed out longer and longer and longer. Yeah. Real estate. I know, dude. A longer I stay in business. I'm like, how did I fall into that? It seemed like it. And then you just get used to it. Yeah. Like it's just normal to have. Yeah. When you're the real estate investor or the real estate agent, you're used to, you get paid last. Yeah. The appraiser gets paid first, the home inspector gets paid first, escrow gets paid first, everybody gets paid before you get paid and you're just used to it. This come from the guy who's main business is still in real estate. Yeah. So I'm so used to it. You just don't count on being paid if you just like seriously, I'm just not going to make one. Yeah. Yeah. If you're just like, Hey, I'm probably not going to get paid on this deal. It doesn't bother you. But seriously, if you're one of those people that you're like, you sign a deal and you're like, I need this 10 K. Bro, it's tough because everything goes through that stuff.

51:26Yeah. Exactly. Because then you're just like, damn, like now I need to wait for another deal and know that it's going to take another few months. Yeah. And insurance, you just pump them and like it just fills you up. Like you know, you get 10 grain coming to the bank tomorrow and you and it comes tomorrow. Yeah. That's that's crazy. That's the difference. And the marketing issues solve too. Yeah. That's where I most people are like, how do I even get an appointment, Brian? Yeah. You just cold call. He's like, you buy a 50 cent lead and you just rip. Yeah. Yeah. Yeah. Tell me about the basketball side of things because clearly like your mindset is an athlete. Like honestly, like I keep listening to you and I'm like, yeah, that's how I literally, I get why people don't understand me. Because he's like, you just do it. And I'm like, yeah, you just do it. I don't get why I don't get it. You just do it. Some people need more context. I know. And I'm like, you know, it's not that hard. Yeah. Yeah. Yeah. But people don't get it. It's the mindset of it. It's really the mindset of it. I think it comes from sports. It's like, how, like tell me about your basketball career. Like how did it evolve?

52:26Yeah. How'd you end up overseas and you took it in a business too? Yeah. So first thing I just had a passion for it, obviously, as a kid, the, the, the finding moment for me was, I asked my dad, as I dad, why is my jump shot suck this summer? I was six grade. Yeah. And he's like, oh, son, did you practice? And I was like, no. So the weed just came out. So we practiced on the weed. No, well, no, the weed just came out playing Mario Kart on it. It was like, well, son, did you practice? I was like, no, I'm so then at that point, I remember like it was yesterday, everything clicked. Everything clicked. So like all you're telling me to do is to be great at basketball as I have to go out and practice. And then the more I practice and the better I get, if I practice more than anyone else, then I could be the best. Yeah. I was like, how is that not simple? Right? Yeah. Well, everyone just do that. It doesn't make sense. It's like if you studied math more than anyone else, you'd be the greatest mathematician potentially on the planet.

53:27If you just did that. Well, not bad. But you're not a bad example. Yeah. Sure. You're the most of what you're capable. Exactly. Yeah. You're going to be good at it. Like really good at it. You'll be better than most people. Right. If you play chess, it's the same thing. So, well, Brian sucks at you. I'm great at chess. Yeah. Well, it's just like you're going to learn different things. I'm going to read books about it. I'm going to talk to people. I'm going to hire mentors. I'm going to hire a friend. He doesn't do any of those things. He just plays. I just play. That's why he said. So then if he did that, then he'd be better. I tell him about that golf. Every day he plays golf and I'm just like, you don't get a mentor. You don't practice. You don't do anything. No coach. No coach. No coaches. No books. You know Grant Horvat? Yeah. I used to play many tour golf. Oh, really? And all he does is just, he goes out and plays at Revere once a week and he wonders why he shoots 100 every day. Or Bob does sports, you know that? That's not a good one to watch. Okay. Yeah. Yeah. Back to your basketball. Yeah. That's basically saying the same thing. I keep telling you. Yeah. Okay. Okay. So you just practice. Yeah. I just practice more than anyone else. Like people are looking me like I'm insane, but I just wanted to be so good at basketball.

54:31So what happened? How did your career progress? Yeah. So I got to college. Got a college scholarship, played college ball, played there four years. I had a pretty big problem that actually developed me more for insurance actually is I had a mental issue to where I was the number one like player in my high school growing up. But like mentally I couldn't, I couldn't figure out how to get over the hump from my coach like yelling at me. I didn't have a coach in high school at Yale, right? So I took that as like if someone's yelling at me, that means they don't like me and they hate me. So you were emotionally like shutting down. Yeah. Yeah. Yeah. I didn't show it. It's just my play. I was like, okay, I better be perfect when I go out here. You're afraid to make mistakes. Yeah. Exactly. So then it affected my place. And then I realized like if a coach was yelling at me, I had to flip my brain around. I figured out my senior year of college that if someone's yelling at me, that means they care about me. So that changed my brain. Then that helped me out and actually helped propel me to the next level. So our coaching college, so like my high school coach is fine, but my college coach, I'll

55:35never forget. Dude, we just, we had such an interesting relationship because I was a freshman all American and I was the player of the years of freshmen. And you know, whatever, right? So I think I'm like a big deal. And then like I would always get humbled, you know, because he would challenge me and stuff. I'm like, dude, that's this guy. Yeah. Like, you know, does he not know who I am? Like, I'm the guy. And then like I had to like learn ego and, you know, all this stuff and managing like be in the guy. Yeah. And then, yeah, he would, but he would always yell at us and make us run and all this stuff. So I kind of took it the opposite way. I just became hardened and I'm just like, that's this guy. And even just throughout pro baseball and stuff, if somebody was like, I don't know, just yelling at our fans or anybody, it just turned into like steel and it just brushed off and it just made me more like, all right, I'm going to just miss like prove everyone.

56:37Yeah. Yeah. But do I do know like people do get shut down like everybody responds to different. That's what makes a really good coach is one who knows the right buttons to push on somebody mind didn't. Yeah. That doesn't get it right. Like if I wouldn't have known that about, because salespeople are the same way. I know. They are the same way. They are the exact same way. There are salespeople that's like, bro, you got to tell this person that they're really good. Yeah. Or they soccer or whatever. Yeah. Or yeah, you got to challenge them. Yeah. That's all you got. Yeah. But if I tell like kind of like a more emotional guy like, bro, you that's all you got to shut down. Do you really? Like you're going to die there. Yeah. So these guys are my team right now that we're on Zoom all day together. And then sometimes they get talking for like more than a minute. I'm like, guys, do you think you're going to make money talking right now or you guys just want to quit? You know, they're just like, oh, yeah, sure. I'll go back to making dials. So we would do that at our events. Yeah. So we'd be at WealthCon. My sales guys would be talking to each other. I'm like, are you guys going to sell one another?

57:37Yeah. Or one of you guys going to buy something from me? Yeah. Why are you guys talking to each other? Yeah. Yeah. Yeah. Yeah. So yeah. So anyways, I did college and then from there, my basketball journey, I realized quickly that I couldn't just get picked up by a college coach or a pro coach. And he's like, hey, come play for me. Like there's a million guys that are wanting to do the same thing as me. So I got it the hard way. I called every single agent in the MBA playbook or the MBA website. I called all of them. And I called as many as a kid. There's like thousands of agents. And I finally got an agent to take me, three agents to take me that they would find a job for me. Oh, wow. Finally found a job for me. And but that took essentially probably 2,000, 3,000 cold calls to all these agents to then finally get a job. So why didn't you go to the MBA? Well, I'm not good enough. That's what I was saying. He's got the same attitude I have. Like why didn't you get to the big leagues because I just sucked?

58:39I wasn't good enough. When did you realize you weren't good enough? Well, first of all, I always, I went to the whole no topic, but I went to the wrong college. If I would have went to a like a division one college, it would have given me a better chance. Everything in the pros is all about can they market you? Can they make money off of you? And if they can't make money off of you, then they're not going to sign you. So since I went to such a small school and no one even knows what it is, like they can't market me for people to come pay to bring in tickets. 13, right? So plus I'm white. So it's discrimination. It's true. It's like what'd you do wrong? Well, I was born. I just, you know, they're more athletic. Like I said, like, what do you think? I mean, yeah, black people are just more athletic. They are? It's a fact. It's a fact. I mean, I just, I tried. I literally worked out. I practiced more than you.

59:41Yeah. Yeah. I did a jump program every single summer. I kind of just, I do all the things. I killed myself to get a high vertical. And I, the one, there was a guy I was training. Actually, he was in ninth grader. He was playing at Oak Hill Academy in Virginia, which is one of the highest prestigious basketball school in the country. And he just, he's like, hey, he was doing like windmills in like 360s as a ninth grader. Like, wow, when did you first start dunking? Fifth grade. All right. There's their ending there. I just, I just knew you had to be so athletic to be, to be in the NBA, because that's what by people by tickets for. They want to see the dunks. They want to see the high flying. They want to see the speed. They want to see that. Yeah. Yeah, I just didn't have it. I'm going to sit in the corner. I'm going to run off screens and I'm going to shoot. Oh, yeah. Shooter. Shooter. Shooter. Shooter. I can, I mean, I can play point guard. I just have to be in a system. I know. I know, maybe because he's all, yeah. This is, you have a no idea. Yeah.

1:00:41Yeah. Yeah, I'm the shortest person on every basketball. Yeah. I was the shortest guy on my teams too. Wow. Yeah. So this is what I was bringing up about that when I went to the 10X conference because I remember the first time I got into pro baseball, bro. You know, I go up from being the best player on like basically every team, you know, little league to high school to college. And then you go into pros and you're like, bro, these guys are from everywhere. These Dominicans, they've been in rocks with sticks their whole life. Right. Like these fools. I don't know. Bro, it's true. That is true. It's freaking 100% true. They throw way harder than me. They hit the ball way further than me. They can run faster than me. I might have to like win with IQ. That's really hard. And so anyways, that was my first experience. And then I got to actually see like future superstars. And that was when I knew when I saw like guys like Mike Traffin. Mike Timber. Boy never came out and freaking Bryce Harbour and these other guys. And I'm like, I, uh, you can't cover, I can't lift enough weights.

1:01:44There's nothing. There's literally not one thing you can do. The cool thing about that is, though, you know, how we just processed. And why we couldn't do something. We had to both play sports to figure out how to be successful in it. Yeah. And that's what people don't do it is they don't start something to be successful in it. They just start something just to do it because it's fun. or they're not trying to be good at it. Yeah. They have to figure out how to be great at it. And when you do that one time in your life, then you can go into anything because you know you figure that one thing out. Yeah. And that's what I was saying, like with insurance or business or whatever, when I got out of sports, I get into this new vertical and I'm like, so wait, there's no genetic advantage that matters. Some five foot two guy like Brian DeVillican win. Yeah. He's crazy too. Yeah. I would say there is still some genetic advantage in business. Not really. I think so. I think everyone has the same opportunity. I think everyone has the same opportunity, but I think people's genetics, genetically in business, I only see two things that would help you. Okay. One, your looks, that's genetic,

1:02:46being good looking helps. Two, would be your IQ, which is genetic. I think that helps. You can develop that though. You can get smarter. You can, but there's a look. You can also look better too, just by getting in shape. That's true. Yeah. I saw a meme the other day, they're like, you're not bad looking, you're just fat. Yeah. I was like, oh, yeah. They're like, most people would be good looking if they were in really good shape. I was like, there's something to that. Yeah. But anyways, I was, like genetically though, like it doesn't matter how fast you are, how strong you are, like in business. I don't know. I've tried to pour into people so many times that I'm like, I really, really, really want this person to be successful. And I pour and I pour and I pour and I've seen them try and try and try. It's all mental. It's all mental. I know, but for some reason it doesn't work out. So I feel like they're like, they lack drive. They lack perseverance. I've seen people try really hard and have perseverance and not be successful. So you think that they lack IQ or EQ? Yeah, I think EQ or IQ, something's missing.

1:03:46Yeah, they're trying the wrong way. So they had a bad coach. That's it. You're the one who's shaking it down. Because it's not just me, like I've been around, especially as a realtor, like when you're in a bullpen full of people and you're like, bro, they're all trying. Like I see them trying, but for some reason, some people just don't get it. I don't know what the answer is, but I've seen that so many times. I think any of it can be personally be developed. It's just sometimes it could be the coach. It could be some way you're voicing something. It could be like I did basketball training, right? I was training literal kids that could not say what their right foot was or their left foot was. But if I taught them how to dribble and I could figure that out, then I could teach them how to do a layup and they figured that out. So it was a step by step process. So I think what's missing for a lot of people is they lack the characteristics and qualities before let their trying to become great too quick. Yeah, they don't have a foundation. Yeah, or even work ethic, a lot of work ethic, I think is genetic. Because I see that. I think people have natural drive and desire for sure.

1:04:48But like technically speaking, we could all choose to just work hard. Yeah, could, but I remember when I first started, like in entrepreneurship, people would take lunches and I'd be like, how dumb is this person? It's like lunch like a lot. Such a dumb move to take a lunch when you're supposed to be like making money, like just eat later. And then I would see them all start calling at nine. So the brokerage would all start calling at nine. And I was like, why don't I just call at eight? So I would start calling at eight and they would even try to get me to go to their meetings at eight and I'm like, I'm not going to this meeting. Like this is so dumb. Like why would I start calling when you guys are all calling, we're calling the same leads. Because again, people haven't developed, like they're all not worth trained to be nine to five individuals from school. Yeah. So the majority of people, everyone that goes to school, I think school is a waste of time personally, but then all these people are going to be think that school is actually important for you to do, but you don't even apply anything to your life. So why don't we go to school for that long? Yeah. But everyone has the school mindsets that they never developed the proper intangibles

1:05:48to get to the next level. Yeah. We have to like retrain everyone, the people that are entrepreneurs, retrain everyone to think logically. And then if we can fix that, then now more people become entrepreneurs and actually smarter. It's tough because I have a 15 year old, and he sometimes, he's like, I don't like going to school. I just want to like start a business. And I'm like, I get what you're saying. But you have to go to school because I can't drop you out right now. But like it is tough because he's, he like, tries to like put down, you dropped out of school. I know, yeah. And then I'm like, I'm like, you're not wrong. But wait till you're like 16, but you know, I can't go to school. Yeah, yeah, yeah. I'm like, Ryan did good. So you got to do that. But yeah, no, I literally, but then I have my middle son, he's great. Like he's great at school. He's, he's never had a dirty room ever. Even as a two year old, he organized everything. He's, so it's like, that's where I'm like,

1:06:49he didn't, I didn't teach him to clean his room. He's always cleaned his room. So I don't know. Some people have it, some people don't. Then you have to develop it. And the people that want to develop it, you're gonna develop it. And I think his point, and this is my point too, it's like, absolutely. Some people learn faster than others based on their experience, their overall just natural ability and talent, like all that. But my point with business is it is absolutely learnable. Like I think anyone can learn to sell, anybody can learn to market. It comes way easier for certain people, but it's learnable. The point with sports, it's unlearnable. If you are genetically not gifted, you have zero chance. Yeah. You cannot learn it. Yeah. If you're a five foot 10-foot-a-reacon, you're not playing in the NBA. It can be impossible. It's impossible. You're just not gonna do it. Yeah, I'm saying possible, but it's very, very low chances, like 0.01% chances. Yeah. But if you're born six foot six, higher chance. What's your biggest bottleneck right now in your business? And what's your biggest bottleneck for you personally right now? Well, I say it all the time.

1:07:49And life insurance, if you had unlimited amount of people to write life insurance on, and unlimited amount of people to bring into your company, yeah. Everyone would be a billionaire. So I've pretty much figured out how to write a policy on every single person that I possibly can. So I figured that out. Now I just got to figure out how to find more people that actually want to change their life. So that'll be my biggest bottleneck. So if you're out there, if you're really like, OK, I want to change my life in like literally two months, I can show you how to do that. Yeah, I won't link to all that down below. Last thing I want to ask is you'd said something else about the NBA that struck me. I was like, so what do you think? But first off, you said the Lakers suck. And I was like, no, it's no time to kill it. It's no time. OK. But you also like, but it doesn't even matter because the whole thing's rigged. Why do you think that? Why do I think it's rigged? Why is the NBA rigged? OK. So if you take the Western conference finals this year, I really think they were trying to get the Thunder to win because I think it's a more marketable play.

1:08:51So Ron Harper, they actually took, he wasn't even injured. They took him out of the game. I mean, Dylan Harper, Dylan. I'm sorry. Yeah. Yeah. So then they took him out of the game. And apparently he was injured, but they knew that they spurred you only had a point guard or that type of guard that they needed to win the series. And they kept pulling them on, pulling them out, pulling them out. No coach would have done that. So there's that initial thought there. Boom. I think the NBA has a certain amount of teams that they want in the NBA finals because it gets better ratings. And more money, obviously, for them. So when everything's based off of money, they're going to rig the results or call certain fouls or do the very best they possibly can to make sure they can make more money to better their product. So if everything's based around those, who's rigging the coaches or the reps? The reps are going to do their best to rig it based off whatever script is out there. The players, it's hard for me to think that a player will literally say, I will play this bad to lose because it's not obvious.

1:09:53Like that's not obvious that's out there. I don't think a player, but I think the reps are going to do everything they can. And I think that they're going to pay the staff to a degree in the organization, a degree to influence the game in a different direction. What I will say is the NBA is for sure the most rigged. That means so? Well, yeah, out of all the pro sports, because... Table boxing. Well, I'll get you right. Boxing is for sure the most rigged. Well, the WWE, it's literally scripted. But with the NBA, literally the coaches all got fine for tanking. Like they're trying to actively lose. Yeah. Then you saw... You saw a traffic. Yeah, because they want the traffic, right? They literally changed all the rules this year because it was so bad. There was 10 teams actively trying to lose. Do you know what you're saying? They're trying to get the players out of the games in an effort to lose. So it's bad. And then the second is the reps have already been caught cheating with Donahue and all this stuff.

1:10:54Third, now the players are caught cheating, like Terry Rozier and all these guys who are gambling. They're skimming points on these draft Kings bull crap and Calche and just trying to like hit their overunders on minutes played and points scored and all this stuff. Like the players are actively for sure rigging games. But not for like the NBA script, just like for their homies. Literally, that was why they did it. This full owed somebody 10 grand instead of just paying them on his 20 million dollar salary, he goes in just pointshaves. The stupidest person ever. Chauncey Billips just got popped. Students are all a favor for rigging poker gate. Like these guys are so dumb, it's insane. Yeah, they think they know where they're gonna find out. Happens. I mean, it's hard to rig golf. Can't really rig golf because it's obvious to someone just shanks at 10 times. So Brian's rigging this game. You can miss a point. I've seen Brian shank at 10 times. Are you saying he's rigging? I'm making him feel like I've talked about professional golf here.

1:11:57So there, I mean, you can't say that. I mean, baseball, you can write deaf for sure, rig. You know that more than me. I do think O'Tani was actually gambling. You ever see that? No. I watch baseball. Oh, bro, frickin. It was like the biggest gambling makes what Terry Rozier and these guys did look like peanuts. It's his interpreter allegedly stole like 17 million from Shohei doing underground betting. Oh, wow. And then Shohei had no idea that the dude stole 17 million. Like I'm like, how do you not know you lost 17 million? He does make a lot of money. Yeah. But yeah, this dude was betting 17 million and then he's going to prison, but like, wow, NFL for sure, rigged. Yeah, but they're like, they're basically like, yeah, you know, it wasn't Shohei. It was his interpreter betting out of, but all the money came from Shohei's accounts. He just had access to the accounts. Allegedly. Yeah, that's weird. Like he was able to just wire 500 grand all the time to bookies.

1:13:01Interesting. But you know, this is the face of baseball. This dude is the guy. He's the best ever. So if he was a gambling addict, there'd be a problem. Yeah, they said the same thing happened to Jordan. Gamble. Well, we know Jordan gambles, but that was like why he had to leave and go play baseball in the documentary. Yeah, there was like, he allegedly was gambling too much. And so they had to like kick him out for a year. Yeah, I never heard that. They do do that in golf. In golf, like Dustin Johnson, these guys tested positive for cocaine. And instead of, you know, being like brothers, like I tested positive, they're like, hey, you should like take a year off. Like always just taking a year off to himself. Yeah. Yeah. But it makes it, you got to protect the brand. Like it's not a good look for the MLB or the PGA or it's quite a littered crap. As you're taking money under the table, it's crazy. The cold world. Anyways, well, bro, it's exciting to see what you're doing in Sharon Suman.

1:14:02Kudos to you for just so much success and just a couple of years. Once again, working people, if they want to work, where should you go? Yes, so click the link in my bio on Instagram or TikTok at the insurance athlete. And you can just click the link in the bio. It's right there. Then there's going to be a webinar piece right at the top. Hit the webinar, it goes to Thursday, listen for 30 minutes. And I'll show you how to do insurance and help you understand how you can make a hundred grand. If you really want two and two months. That's a big claim. I like it. If you really want to, every single person that's wanted to does it. Well, okay, that's another big claim. Yeah, we're going to talk about the FTC. Yeah, I'm going to talk about the FTC. Anyways, guys, we'll catch you on the next one. Peace.