what's insane is the amount of money you produced your first month in the business I don't talk about money well there you go on...
business I don't talk about money well there you go one here but I wanna hear about it how much did you write your first month fifty over $50,000 and your previous book first month in the
insurance industry why people fail in the insurance business is the same reason why people fail in network marketing it's the same reason they fail in any type of seals its to the barrier of entry is far too low I can buy $500 of leads and if I don't make it and go back back to do when I was doing I wouldn't be here today Cody if I didn't put myself in a situation where I couldn't afford to fail mmm I bought I invested too much into this already to not learn how to do it successfully and I wasn't successful right off the bat but I think there's such a low barrier of entry these days in any opportunity it's so easy to quit right you're gonna hate me good if I say this but like I can tie a note around a dog's net if it was cute and send it into ten people's home and he'll come back with three policies just because the people want it like it's just I'm serious right so if you don't offend the person there's three out of ten that one a policy and see 92% of people 92 percent of the people won't watch it till the end that's exactly right to put the 8% who do may learn something you are listening to the 8% nation podcast created to help you become a top producer in the
insurance industry enjoy the show
welcome to the next episode of a person nation podcast Cody we have our friend and guest Nate offered here dude how did you get this guy to the office of dude Dallas well I know I had to put on my sweater today because he set the cool the 65 degrees in here I want to turn it up cuz it's not 65 I had to dude I've been begging him to come for months man get these get these lights on I feel like a McDonald's hamburger like sit underneath the cameras hot seat I'm definitely not see that for sure
what's that be in the hot seat hot dude you are a sushi ordering extraordinaire dude you what you work me you worked at sushi man you better than anyone I've ever seen last night dude that's cuz I worked in a sushi restaurant man I was a waiter and waited yeah I waited tables for less probably I was in my 20s whom actually late 20s there was a point my career where I started a business and had was able to meet a mentor have some incredible success and then that company had gone out of business so you know the only thing else I knew was waiting tables so I'm back in I was in Tulsa Oklahoma yeah sushi in the raw was called nice well he showed me around man I thought I knew sushi but this guy was like ordered everything man dude are you out you got you're looking away at some time whatever my fried spicy sushi roll and you guys are like right knocked but he's like that's really an octopus right there dude the way he drives cars well the way he Y you know just knock it on the list baller over here that's a good segue so you know what why don't we talk a little bit we don't need to go too far in depth because we'll do influencers later but let's let's hear a little about your story man where'd you start you know you're obviously Insurance extraordinary recruiter extraordinaire but well but where's Nate offer begin the extraordinaire part I'm not quite sure what you are though deep down everyone's got an innate gift mm-hmm right his his his marketing talking marketing simplifying marketing yours is yours is building people up promoting them they can feel like a million bucks says he's doing good
that's right that's his gift he has a gift he has a gift your promoter
accomplishing a lot being humble
gift thanks to the problem is like we I like one gift you have like ten he's the marketer extraordinary I gave me two I got two what was i I was a recruiting extraordinary and sushi expert so oh I got two good good
two two is better than one so you're better no we got one really you're better than just marketing extraordinary do you always look at my basketball ordinary father I know is that it's true girl like he's extraordinary cool she's very tall if you stood up with it so he stood up with like hit with his head go above the camera
oh I'd go way above the camera like seven yeah seven foot giant oh we're gonna have you always been a promoter no you know what's funny is and it's kind of like this before and after photos I I don't recognize who I used to be at this point in my life and it wasn't because of what I accomplished is about is about people who came in my life who helped me I was very insecure mmm you know very very insecure I grew up where I had it was a family of six and my dad went to work my mom stayed home kids my dad oh he made $36,000 a year raising a family six like I don't know how even back then it's like I don't know how that was even possible you know as like hand-me-downs are kind of not an option since both my older siblings were her sisters let's say or that could explain a lot I'm not sure one of the tears but you know we'd go yard saleing you know my mom my mom would wake up my sister wake up and they circle the ads and we go from one yards and I was left at home so that's why I don't really like shopping hmm I was shopped out three sisters they drug me to the yard sales I like buying I don't like shopping like oh let's just go look around cuz I'm gonna go buy something I'll go but I'd only just go look around yeah I spent a lot of time looking around so we would just basically go on a Saturday morning and dig around other people's junk and trash that they're just guarding for a quarter in a dollar so um I go to my friend's house and we'd have the Nintendo you know where there's you guys are young you know if you remember the tenth like you probably those are ancient right no no Nintendo was right Mart Mario Brothers came out and had the little baseball game with two easy running around stuff you know and I had the ping ping pong ping yeah I had the Atari oh no seriously like we bought the Atari when they're all done two or three years liquors
stuff you are old and so we'd have the Atari oh I know I bet there was a Commodore 64 so with the floppy disk most of you guys are young young people all your podcasts are probably like you what are you talking about grandpa uncle named code or sixties or less fast you know Al Gore helped invent the Internet you know we even have and we're not supposed to talk about politics sorry maybe you know they're giving me rules here guys I'm just not a real father so this is your show that you're the star be the guest man oh you know they're funny so I grew up my my sisters were extremely smart we went to private schools my dad worked at a mission board so association of Baptists for world evangelism so his office was here and here was the Bethel Baptist Christian school was here so whenever I got in trouble they just like walked me across this I'll never forget it's like this Lane of trees and right to my dad's office which was never a good day but I got to high school and see like my sisters were like the 4.0 Magnum she mulatto cool you know Val Victorian whatever and here comes me and so I played sports and I was good enough at a small school to you know play soccer and basketball the higher level and stuff and you know it was kind of that whole thing where I'm not mad at you Nancy and Sheryl if you're watching this but you know it's like oh there's this
goody-goody because they were good go goody-goody girls getting good grades and here comes their little brother so no I was I was picked on a lot back then hazing was legal you know so getting stuffed in lockers and yeah at lunch where they pull your you know they call the wedgie right where they pulled you release lets had to stop word yes we're always had to stop we're gonna we're you guys still did that dude and now it's illegal right you go to jail if you hazing yeah no more hazing
yeah yes why when I was in college on a college second time I was very insecure I was just I want to be a people pleaser I was insecure about I didn't have a lot of confidence in terms of being
successful at anything I got kicked out of college twice so you know would you kick out for no it's confidential it wasn't confident about what would you say hypothetically if I had to tell you but since I don't I won't not scare ya it was nothing bad you know went through Christian school we were goofing off you know they had demerits and they had taught like it was almost like prison but it was a school where you know yet what do you call curfew the good thing is no one will see this like what we're doing is totally confident oh yeah conversation with us three I'm thinking about like the Dean of the school like thinking okay we'll tell you exactly right in the comments we'll tell you where you got kicked out for I got to eight demerits one semester because you know they had a quiet hours yeah you know where people's phones booty to be shut off and sorry nobody I'm sorry quiet hours we couldn't make noise and we'd be up in the rafters and with those bullhorn we called the wheel to be he's just goofing off just doing goofy stuff that was in college yeah so was it so much so transitioning to you who was mid to late-20s Nate because I know you were really trying to get this success thing off the ground before insurance like you've been insurance for how long now oh wow just finished six years which I think will give a lot people hope honestly because you are where you have gone in six units because of your past it really is and they don't know that yet I know right but and I learned a lot your SWAT event but I know that where you've went in six years in this
industry is naturally unheard of well we say I'm a twenty-year overnight success yeah yeah and I think a lot of people that are getting started like you you if you're like walked into a city my mentors always talk about this right you walk into a city and if you live in New Jersey right you go to New York City or you go to a big city you see them building buildings right they all you ever see is these you know they have these wood planks on the sidewalk right they had this fence up there where you can't really see in except for the wind is torn a little piece of it right you know and you can't see anything but you hear a lot just bang in and you hear construction and you hear this and it seems like for months and months or years and you don't see anything
happening and all of a sudden you know if you're driving down that same way you're taking the taxes down the same way or you're walking on that same way it seems like overnight this sky
skyscraper goes up yeah where's it's like 100 stories and because 90% of the the work is in the foundation right so a lot of people see this success and they think you know whoever it is I you see it all the time and it's it's it gets depressing mm-hmm
because you're like I'm doing the right things and I'm doing it and you are you're building a foundation you're doing the right things and and the building will get up there right and so I see so many people that they don't spend enough they don't enjoy that time or they don't spend enough time and my mentor was teaching me that and in the very early on saying that you can't judge your results on a daily basis can't judge them on a weekly basis a monthly because you're building your foundation he said Nate if you're gonna build a house mmm do you want to build a foundation on a strong found anything about it one of the greatest success books out there yeah you know whether you believe in God or not you know build your foundation upon the rock as oppose upon the James hand Jesus whatever you think of them said do it that's to me that's the first greatest assets book that were written all these success books that you see most based on the Bible if you want to others have you had to do under you how do when friends influence people you know I mean hello write me go on and on and I went to you into a Bible College I with the Bible College so most well don't know I have a minor in theology well and actually get the minor because I dropped out two years before I got it but you know I grew up in a Christian home went to church and Sunday morning Sunday night Sunday school Wednesday prayer meaning a wanna you know hey on the March for youth you'd have a wanna no I didn't get I don't wanna in the baptistry okay some of you guys may know I want it I know what it is but I've had a Timothy award meritorious award but what what I realize is that you know he said you want to build this building and you know whether it be your home whatever it is and you get there and you know you're picking out the furniture and you finally have this beautiful home and you're putting the window dressings on you're picking out you know your bed and all of a sudden the wind comes through and in the building crumbles because you build it on a weak foundation mmm and so many people I see they're such in a hurry that they build on a weak
foundation and then of course whose fault oh it's the company's fall as a leadership fault it was whatever in the insurance it's the leads positively and they build it on a weak foundation and so like to me he and that was me I was I kept trying to build on weak foundations build on weak foundations building weak foundations and I went through a lot where I had success and Lawson had success in Los and I and finally I was just he was able to pull me aside and go Nate
quit trying to he'd sure yeah I wish I could draw some he drew a staircase like this right so I've imagined if you had a staircase I was drawn and had it right here on the top he said this is success here's here's he said here's most people including you
you run up here you see it right you take this running starting oh don't you smash your head from the third or fourth step so you like I don't want you do I need to run harder hey you get a faster run you get it let me put a trampoline right down it's like just boom
he's like just I mean it sounds so dumb right it sounds so dumb and so like childish plays like just one step at a time
one step at a time so this success I'm having now with the company I'm working with is 20 years of walking from step two steps two steps um set right so there there's people that are doing better than me that didn't have to twenty years right so I don't I don't I consider myself to be I'm there's people in our company or in this industry who you know six years ago we're bartenders and now they're sitting there running an agency doing a million dollars a month yeah or they were you know whatever right and and and again I was always taught to run your own race right it's like the whole Tortoise and the hare things like you got to run your own race because you know you want to learn from those people but like everyone's journey is gonna be different and you got to be a willing to run your own race and I fell victim to a lot of people that fall victim to now where I still catch myself doing it cuz it's hard not to right but you'll see these people having try to success and you want to be there and you wanna be there so fast that you don't you don't look in this girl cases my own rights this is my own journey it's easy to get frustrated too when you see that you're like dang I want to be there right I feel like I deserve to be there you know and you're not and you taught me something on there forget II said measure your life or your success based upon where you are today and where you were yesterday and the week before and the month before and if you're only focused on that then it's amazing how you don't get distracted on what
everyone else is going around you mm-hmm cuz I look back now am I where I want to be absolutely not and I close to where I think my potential is no way you know but I can look at where I was five years ago and not the same person yeah
let me go where I was ten years ago and I want to punch that guy in the face yeah I can look where I was twenty years ago and and I'm not even a shadow of who I was you know so it's just about that you know building that foundation to be able to win that once that foundation is built and it's built on the rock right and it felt strong then you know it can go into a pretty much any area of your life you can have that success so you did network marketing before insurer I did yeah talk us through that man because I think that's that's an
industry that you know some some people love some people hate some people think it's silly you know but I think it there's one thing that I know is is that people that come from that background they are really good at promoting selling gig know people building an organization
recruiting a lot of things that actually transition really well to insurance oh absolutely yeah I mean you're built you're building sales teams you're dealing with people I mean people are people are people no matter what it is that you're trying to sell them or recruit them into an opportunity
it's a saint the mind is the same right 95% of the decisions that are made in the mind are done in the subconscious mind versus the conscious mind yeah but most people talk to communicate to market to that logical part of the brain and they wonder why they're not having a success and so when my mentor cane in my life he completely you know rearranged you know my structuring how I thought to understand you know about like we talked about facts tell stories sell right then people go that's really a trite that's really great know that that's what billion-dollar companies do they market in stories right you know you're at the SWAT training I did that funny little thing from an hour I mean but was that not crazy yep it really was crazy like you know and we can't get away come the SWAT training sometime you'll see it but it was an hour long thing where if you don't leave they're going holy cow right you know you literally these billion dollars companies market to that
subconscious part of the brain through stories which makes you make a decision without you even knowing you're making that decision
oh wait and on that note the greatest speakers in the world mm-hmm start with a story end with a story right so when I'm in a home you know so whether you're talking about network marketing right gurgi has changed a lot so i don't even know what network marketing is today because we did it without the internet right and I think like in its infancy you know when Amway started you know they would the guys were off at war and want to stay home and they'd go start selling soap and cleaning products everything else and it was Amway which stood for the American Way right that's what the there's a rally there was a cause behind it there isn't no though yeah there's a cause behind that we're you know that's what it and it developed into this you know multi-billion dollar global could you know that my my parents today my way they were very successful I didn't know that I know yeah so it's kind of you know it's the American Way and so the the original and I'm not a network marketing expert so if a network markers are watching this and you're going that's not I mean you know I don't know this is just what I've been told there's only sense I didn't start anyway I'm not on the board of directors I don't know how they started everything he says today is 100% accurate in fact check at all it's good that can I guess but traditionally a network marketing was nothing more and it's evolved into something completely different
right good bad or ugly and it was cutting out the middleman right
you had to manufacture they had a national distributor at a regional distributor had a local distributor then you had a customer and every time that touched the hands of the national stripper the regional distributor to local distributor to the customer everyone made money on that and 80 percent of the profit was tied up in what's called the middle man's markup so traditionally what network marketing was is what if you could cut out that middleman and take the product or service directly from the manufacturer to the consumer and the people who did that shared within the profits that's all it was and I don't know how anyone can say it's a bad idea
yeah it's not a bad idea right so there were bad companies just like anything else they came in and just you know they didn't really care about the products wanted to recruit people to get involved right right you know or they just wanted to pay people for recruiting and
different things in that nature so and then there was great companies like you like some of the ones you hear up there still around the day who did it the right way you know so when I was back in network marketing it was we bought and purchased products at a discounted rate we got wholesale products and we're able to distribute to them for people at it at a retail cost or a letter grant and we were able to make that middleman profit so you know Here I am in my 20s and I show up to this meeting right so and and I just got kicked out of college twice my buddy came back all excited you know if you ever got recruited for network marketing you know
- company airing it and they puke all over here and stuff and I was young they even said okay I'll come I walk in this room and what's happy and they're all joy beat me and hey come on sit down good to meet you I heard so much about you and I'm like this is different which they're really good you know it urges energy excited I was never in a room full of people that were so excited so much energy and so positive and that's attractive that's one of the most the travel he's about network marketing you know and that's besides the product and the conversation plan and everything else I mean just being around that environment does something to you right yeah so they stuck me in a middle seat so I couldn't get out because then I looked up here and you see all these products and you're like I see a water filter and an air filter and I just got finished having a cigarette cuz I used to smoke back then and you know know like oh god water filter in filtration nutritional products and this company was lightyears ahead of like my this is where I met my mentor he was one that ran a company he had it he was such a visionary he had this vision that was like here's one day this is back when like you guys it's hard to talk to you guys you're so young probably three like there was a day when you walked in a supermarket there was not bottled water on the shelves
I believe it or not there was no bottled water there was a distilled water for your mom's iron because back then and an iron they couldn't use the regular tap water because it would ruin the iron so they had like distilled water that they'd put in there so they could steam the clothes that was always there and he already first they said one day they're gonna be selling water right this bottle and you're gonna pay more for this bottled water than you do a gallon of gas we were like whatever happened in it bottle Avion four bucks three bucks to go to the airport it's like you know $4.99 for a bottle of water yeah you're not paying that for gas it's not a gallon what's that 500 milliliter 16 fluid ounces of champagne and so he had a water filtration that you hook up on the the person's sink and you do a little pool test kit so you took a chlorine tester from the pool and you walk in there and you take water from you know that water from there tap water and then it was so right here it's like how much chlorines are pooled because it was so condensed and there's so much because there's all so much crap in the tap water right you know inside
trihalomethanes and chlorine and I mean you know you know water gets recycled you know we bathroom water cycle right it's scary right
and so when you first heard that faucet oh man just like
you know take the water to a test kit and you'd pull it up there and actually had more chlorine in the tap water then should be in your pool to safely swimmin Wow I need you to screw this little knob on there and you push a little button and do it take it
zero chlorine filtered Allah stuff so it's like okay great I can buy a thing four hundred twenty bucks I can sell for two hundred ollars and I just made what is that heat all our profit yeah eighty bucks so we just go and so there is a legitimate product right we had a product that we could demonstrate that we had show to people and we could talk about you know environmentally safe cleaning products everything else so I lot of things have changed since then but ours is nothing and that's what's funny when people I hear people said they failed you know and they blame my mentor they playing people I mean like okay I get you failed but like how is it you know it's a pyramid scheme okay most companies I know there's a
president vice president regional directors local managers and employees on the bottom the last time I checked there's more employees than presidents yeah so that takes a shape of a pyramid I went to church I never showed up and there was 400 pastors and I was only one in the congregation does that be weird no there's a pastor and there was deacons yeah and then there was a graduation yep yep in the shape of a pure triangle circle right yes no cylinder right and then you look at our government and there's a president and there's a vice president and there's the house of Congress Senate whatever is that where you get so good at sells taxpayers is there were you guys so good at my point is very very so like okay it's a pyramid yes yes what's not so if I got involved and it's same thing with lates anything else right leads for insurance the network yeah it is where I got doing sales Oh bring it up but if I got involved like a buyer product wholesale and I could distribute it a higher cost retail and I fail like it was I I didn't cost the sign up I could just get signed up and talk about the company or bring people to the events never he knows I made a choice to buy procs and I sell products for a higher profit and if I recruited people to do the same thing they took a total the amount of sales that you did each month and they paid you a bonus by helping train them how to buy products wholesale and sell
till now if you're an idiot and go out and buy $30,000 in Prague so you can get a pin on put on your chest and go out there go look I'm a director my first month or whatever it is and you don't sell your stuff you're broke you're broke now is that because you're part of a pyramid deal is because you're an idiot
yeah you're working the system not how it was intended how it was intended yeah so there was a lot of idiots to get involved in network marketing sorry to tell you they want that recognition they get they get they get addicted to that recognition because when you're in that network marketing you get that celebrity status cuz you're on stage or you've got which director they didn't want to spend the time building the foundation ya know so it doesn't matter right so to me I think it's silly like and there's people that blame my mentor or blame a company they you know whatever whatever company in there would blame all a part of here madula that guy was a conniver or manipulator oh yeah you know clean up the environment you know making you a hotter healthier giving you nutritional products you know trying to help you live a successful life and be an
entrepreneur and help other people I mean that
what an awful dude horrible guy can't believe it man you should be put in jail yeah you know so network marketing you know it's it's from the outside looking in it's easy to say those things about it yeah but from the inside looking out unless you're an idiot you're having a Proctor service you're able to bring to people in a manner and in a way that you can cut out the middleman and you can share amongst the profits so there are people that have used it yeah
so those fundamentals really carried you into the insurance industry and you just kind of hit dovetailed right in and just crushed it as what I'm hearing and understanding well I went from training to training so this company I was in I had trainings each weekend and I would go to a training and I go to training and training I just surround myself with people who were having this success right and so that's where my personal growth came from and it was like almost like forced personal growth you know but people talk about personal growth it is readers are leaders you got to have personal growth so I was going I was traveling to a weekend training I'd spend two days in a train and learning things I was never taught my first train I flew out to Las Vegas Nevada and my mentor is doing a training in the MGM Grand Theater and there was you know 13,000 people that showed up and they're paid a thousand to three thousand dollars a piece to hear him speak for three days I'll never forget so I'm standing there I'm brand-new you know and boom I had to go here too because it's all plays in the fact you know we could probably put this on a podcast on Morgan they probably love me they would write but and it's not about pushing or saying good things or bad things about but but yeah it all comes down to the to the same the same principles right why people fail in the insurance business is the same reason why people fail in network marketing it's the same reason they fail in any type of seals its to the barrier of entry is far too low I can buy five or dollars of leads and if I don't make it and go back back to do when I was doing oh yeah we've all wasted fiber rocks or something right yeah a weekend you can't remember when you were younger you know a trip that turned out to be a bad trip sushi dinner last night sushi dinner like we only had only applause 250 on that we got to split it yeah that's true so but so so like when I was in that business because I said okay what are the successful people doing back then it was like you know I bought products to sell I got involved and they had a training center I was I want to be part of the training center what everyone shared and
esperance so I bought $600 a desk rent for a month back then you had to hook up a phone and that phone was like $185 hookup and then it was eight cents I know this is crazy eight cents every call in and out so think about your making call so guess what that taught me though every call matters every call matters
so it's engrained in my head every call matters ma'am paying for this call I eight cents right so I mean you walk in there and had to run as to recruit well an ad back then you couldn't post an ad on Facebook there wasn't even a Gore had invented the internet yet right you couldn't but you so so it was like okay it was you know 25 depending what area if you lived in a big city like Dallas it was probably $50 a line you know this many words right to classified ads I'm really dating myself here you get most guys look down did you have an abacus man did he write go to school where they like wrote on a chalk in a slate but this is what it used to be like so it was like $50 a line or $25 line oh but if you wanted to get noticed and stand out in the classifieds you got to have four lines high for bold so to write a title was 200 bucks
help needed I mean it has two words 10k a month you know you can't write like live your drink you couldn't put like it was just like a two-word or
three-wheeler title you can put a video in there no videos there's no paper newspaper okay and then you had to write a body of an ad with your phone number right and so that was a two to three her dollar investment sometimes if you wanted to recruit she's going to do that I did that because all right here's what successful people are doing do what successful people do so I invested in products I put an ad in the paper I hooked up a phone I did all the things that assessing people were doing and then I went to the training and this was one of his trains he did that was four times a year and so it was one of the most expensive ones one of the best training so I mean I look into that in terms of you know I was maybe seven eight grand in nine grand in from day one so I couldn't afford to I couldn't afford to fail that make sense I just he's on his phone and I was going on are you like doing double we have five keyboarding wallets Gary so I put my I think Pete so many people are afraid I wouldn't be here today Cody if I didn't put myself in a situation where I couldn't afford to fail
hmm I bought I invested too much into this already till not learn how to do it successfully and I wasn't successful right off the bat but I think there's such a low barrier of entry these days and any opportunity it's so easy to quit why do we never want to put ourselves in that spot like nobody wants to put themselves in a spot where they can't afford not to feel oh because that's how we're taught man we can be here for the next hour talking about our educational system if you want kindergarten to 12th grade 14,000 hours learning math science English history over and over and over and over and over again when did they ever teach you about put yourself into a corner in building a business how many hours did you have I mean like seriously how many hours you have learn how to raise how to raise children how many hours fourteen thousand hours of school how many hours does they spend on how to raise kids yes zero zero hours here two hours now would you say that's a small part of your life when you get married and having a family or a all-consuming all-encompassing part of your life this is not small yeah so would you would you say it was a all-encompassing would you agree yes I mean when you have children you people live for their kids right so like how would you rather in that or what a dangling participle is like I don't care less like what's a dangling person like parallelograms a
parallelograms or the square root of pi you know it's like I asked that one time what's square root of pi or like 3.14 I'm like no that is PI but that's okay we're we al are moving on here so in school we are can do
I mean I really believe this you know I think that schoolteachers are the most overpaid underpaid yeah right overworked yeah I wish right over overworked underpaid individuals on our planet god bless and they have our children from that when they're the brain is the most malleable when their youngest age eight hours a day and they barely can pay him enough to survive but yeah you know some guy can catch a ball and run in four seconds a certain number distance and they pay me ten million dollar bonus for it Gary Vee talks a lot about that too well yeah Gary he does yeah he also talks about how people try and limit their kids with screen time and he's like I want my kids to have as much screen time as they can what world you think they're growing up in like get them to understand the internet get them to use the tools that we have and you know it's an interesting time we live in man things are changing let's say I'm gonna learn about the Civil War I go google it now it's definitely you know our kids are locked in these things learning all this stuff that's
irrelevant why not take a child who loves amuse it's like most kids hate learning and you know it sucks is when you get out of school guess what in order to have success you have to do you have to learn your business to get to learn about leads you get to learn about marketing you have to learn about how you're an expert now yeah oh yeah and see now most kids hate learning they hate it they don't do this because the learning is attached to oh my god do somethin hate well I've had to get kid who loves music why don't you put him in an accelerated music program where they get to play music all day and get to study about the music and get that like why not but they don't do it well that's what I love about insurance right now too is because we have friends that are 22 year old dudes I'm sure you have plenty people on your team yeah young guys that are dropping out of college to go sell insurance they're learning everything but they're also making killer money and not racking up a debt and that's what I think you know we me and Cody always joking around bringing sexy back to the insurance industry because it's like well it's like we out we back was that like a Justin Bieber like Molly would know because his favorites Justin Bieber's but it's a there's a true opportunity when you get out there and meet people and talk to people and sell you know that's that's where that's where the future is in my opinion
so speaking of mentors you brought up a mentor multiple times and a lot of people don't know that you're the mentor that Marlin Faulkner talked about on the podcast that we did that was one of those you know content that popped off so you obviously learned sometimes some things from your mentor that you then passed on to others absolutely how important is mentorship in the insurance industry
how important is mentorship in life okay it's hand down the number one most important how do you
about finding a mentor if you truly want to find a mentor find someone who has what you want okay is very very if you're taking notes write this down because this is very very simple success is very very simple
right I know my guys watching this how many ever has cheated before okay there are guys not raising their hands you both are liars and cheaters right because we've all cheated at something right and see in school again
man we could you get a paper back - this - that - this - that - this - that right so you're conditioned to already
mistakes or bad mistakes or bad mistakes are bad mistakes are not bad mistakes the only way you learn but were you ever taught that I mean you we're fighting I mean when you go out and try to have success you're fighting it's like it's like growing up Baptist like I did I mean walk into a room and some guy stands up there and goes the only way to get there is being Catholic I would fight what what are you talking about because you have that years and years of programming like no I'm right I got these beliefs and the funny thing is most - beliefs and what people hold on so tightly to aren't even their own they got them from their mom dad I'll do trainings where they be a thousand people here how many you say religion is your parents then anyone just stop and go hey you know what I'm gonna study the Quran I'm gonna study Catholicism I'm gonna study Buddhism right or if that's or being humble is what Muslims like or I'm gonna tell you how to be a Christian and I'm gonna pick what I believe resonates both best with me no cuz you know you're Baptist good bad are
different that's the way to be it man this is the Bible it's the truth is there you you're Muslim it's it's in who's right who's wrong Who am I to judge right but most people's belief in ID has come from other people so we're very easily brainwashed and we're very conditions so we're first of all
conditioned that guess what mistakes are bad and that's the first thing I'll tell I was talking mistakes you're bad so we want to have that you know fear of like I don't wanna make mistake well you're gonna make a mistake any time you try something new you're gonna suck at it it just start accepting that right but you got to find someone who has what you want do what they do and rachis you'll get what they got so when I was in school and I sucked at science I mean I positioned myself perpendicularly right next to the girl who gets straight A's on her science test and I was able to look at her test and fill in the same circles that she did exactly how she filled him in and I'd missed one or two so did it look like I cheated
and I get my paper back and she has a hundred I have a 98 I wasn't like I got a 98
like yeah duh she had a hundred I put two circles different than she did I got 98 and see success was that easy like success is that easy like it's that easy yeah it takes work right it but if I find someone who has success in an industry or has been successful at lifting weights successful losing weight successful at doing whatever it is that I want to do and I just do what they do whether I believe it or not agree with their not if I do what they do as long as it's ethical with an integrity I will get what they got I mean GPS on your phone right if I plug in a spot on my GPS on my phone that 10,000 hour people went there and I just follow it instead of getting creative I will wind up exactly where the GPS told me to go but most people don't do it like they they start that path I don't know if I agree with that I don't like the way how he talks he comes pretty aggressively cries too much emotional I totally agree with what you're saying but I do think the insurance industry has a problem with authenticity I mean everybody is making more money than they actually are and they're talking about how much place business they have when really we talked about that it's ridiculous so I think that's part of the challenge is someone says I make a 20 grand a month they made wine ran once they make like 12 or or I made 20 grand one time and now I
extrapolate that times 12 I got charged back so here I make 240 grand a year now yeah I'm saying because I made 20 grand 16 months ago and it's like I used to talk the same way by the way years ago nobody knows that but but there's no doubt it's just reduce it at some point you know and then you just kind of like all of it and by the way if you still knew the insurance industry so I always tell him I'm the dumbest insurance guy you ever meet like I know nothing about insurance someone asked me a question I'm like I don't know that's nothing people think that and I'm going to cut you off but people think that you got to know all this stuff to knew it you just gotta know people and you got to just work hard good grief work ethic just takes you so long let's go so far that's it it's just you see more people you call them people your win come on but I mean if you if you're one of those people that is like talking about how much money you make and it's just way less than what you actually are just just
laughing at you you stop doing it we all know what's going on I agree
sniff that out plus I don't know I don't even know how much my Omega know come try Romney so we're good pair just tell him do a snow give him your address no we're good we won't tell him your full name he's so funny what it was funny cuz I when I first met him right I won't go through the whole backstory how I met him right now but unless you want me to but I never get to get guessing comments that you're in your annual income or no I don't so when I met him we were talking on the phone I said what do you feel like the biggest and uh no if your members says what what do you think the biggest missing piece is in the insurance business like why
insurance I said don't answer yet right because we're gonna we're gonna email each other back and forth or answer on the phone the same time and we both of the same exact thing I mean they don't see enough people yeah every day and I would I didn't know that answer he didn't know that answer I was gonna say the answer they don't sit with other people because I mean it's hard to say this because if you're failing you're gonna hate me it's rocket science right you're gonna hate me good if I say this but like I could tie a note around a dog's net if it was cute and send it into ten people's home and he'll come back with three policies just because the people want it like it's just I'm serious right so if you don't offend the person there's three out of ten that want the policy with ten people there's two is you know maybe two or three I mean I do it on the daily basis I did it for six years and I go into it and there was just it was always like two to three or if sometimes four it didn't matter what I said they want to sign up and the reason they called you over filled out a letter or thought of fine or answer to Facebook has because you have an
insurance license and if they knew where to get it they would have already got it yeah and they wouldn't fill something heads I think that that tangent there about leads they wanted to feel
something out if they didn't have a need for it hmm so if they fill a card out or a neat that's nothing my mentor taught me and learned in that we're learning don't buy their BS so to speak you know they did it for a reason they weren't bored right and I know there's some different you think it was things that happen but they did it for a reason now they're now they're on human how we were programmed method don't want to be sold to
I'm not interested I'm just looking you know here what I'm like you
oh I'm just looking you go to the store what happens dude walk in right yeah what do you say how can I here in sales right a Tom's looking just look at your shop but you know you're looking for something just walk in there
some people go - Carla like you imagine the car home just looking oh yeah you packed your family up on a Saturday afternoon just to drive onto a car lot because you were bored you had a brand new car yesterday you just wanted to just see if there's anything else out come on yeah they expressed interest there's a need and you got to figure out get past their knee-jerk reactions and just again knowing human beings and find out what that need is and find out if you can solve that means sometimes you can sometimes you can sometimes you sit there doesn't make sense for them so with your with your your team how do you get them to overcome the just the pure work I think it takes to sit with more people like what do you what's your angle how do you get people motivated to do that because that's really what I find is one of the challenges with team builders like yourself is getting the team to actually take the time to do the work I think to get in front of the people yeah cuz that's that is that is you would think it's so easy and so simple I remember my first year I'm like if I just sit down with more people than anybody else in the office I'll probably make more money you know but it doesn't seem to like click with people or we're just innately lazy or something you're asking me this we're going to talk about this testing I'm asking what you do to motivate your team to get I mean that that what your statement is is true and simple but the work I think that it takes to actually sit with 10 people is not easy to do so what do you do to motivate your team or how do you
motivate your team or what do you you know what's the right that's a good question that I might we glazed over well get with it saying we glazed over the I think that glazed over we back to the mentor thing so what is the answer you posed a problem out there what's the answer to that how do they find a mentor in the insurance industry that's not full hot air
it's hard so what would you guys suggest they probably know right yeah what would I suggest to find a mentor yeah cuz you said it's like yeah that's you know it's easy to find a mentor to do what they do what have they have let it say it's easy no I would I would just meet with a bunch of people and just see who was full of crap and probably run from for the hills for those guys that seem to be foolish I think for transparency it's also easy to seek out too many people yes here we go really confused so when you've got 42 people online all saying different things mm-hmm and I think that's so cool
it's okay to struggle for me Sookie that's why I end up listening to card Oh him or anybody else because I listen to Gary Vee he's gonna tell me that I don't have to do things I don't like to do when I know I you know I don't want to pick up the phone like naturally nobody likes it actually make calls yeah so you should carry visa I don't have to but I kind of need to you know there's a lot of noise that's why I said the noise so it's like and and here's what I always say I don't think anyone's right I don't think anyone's wrong cuz if they had success what they do works for them on what they did to have success so like if I want to have a McDonald's I taught my guys that's all the time we have it we have a system it does not to be perfect do you think either one of you guys can go in the backyard home tonight and cook a hamburger better than McDonald's probably I could guarantee I could cream a hamburger by McDonald's maybe not as good of a grill or you're white you're white it doesn't take much work I'm probably good okay are you selling billions mm-hmm no so whether it's McDonald's or subway or Burger King or in-and-out burger they all have their own system right but I was in Ireland great greatest trip he was insurance carrier signal his trip so I'm in Ireland and we're on the cobblestone streets and Dublin and it was just like I never got to travel I made a lot of money but I was always married in my business I could never travel so like an insurance industry that's cool these carriers if you actually do it you're supposed to do they send you on trip after trip after trip after trip yeah right maybe that's not so attractive now with the coronavirus but you know it is when it's not out there right um and you know we went to London and we went to you know Russia and Estonia and Finland and kawaii' and malley and they put you up and like the ritz-carlton someone's like all the insurance carriers try to outdo the other one so it's kind of cool yes you're the beneficiary that's right we're going to the ritz-carlton in quiet all right we're going to the
ritz-carlton reserved only two in the world in Puerto Rico
we're going to Costa Rica so we've been traveling the world based upon just doing were supposed to do and I'm down and down in Ireland and we're just I'm with my wife and we're holding hands or walk as I got this beautiful is when my first trips ever out of the country in Europe she had been the year before it happened and there we are just soak it in man there's a pub you know and music you just feel like you're in a movie right and then we
turn the corner there it is Starbucks and a big old yellow Mickey D's sign like oh I almost like pulls out them all totally ruined this totally ruined it and guess what car these arches were guess what car they they were they're entirely what good were they were they were green yellow yeah so you don't have to add the perfect system it's just if you find a mentor someone you want to follow and listen to then don't try to read you can't bring in Subway's while I like the way a subway does it so we're gonna have all the PA Patties at my McDonald's and all the beef and the burgers they're gonna be able to top their own Burt Assam McDonald's works they take this thing they call onions which I don't really know what they are they're all chopped up and they throw them on the bun - pickles Square to catch up square - mustard but on top the South feels like it was you know freezer burn seven times they shoot it out and would you like to have fries with that that's their system right but it doesn't mean that subway system doesn't work yeah so what happens is it's hard it's difficult cuz there's so much noise you're like well I love the way
McDonald's does this but instead I put an order to heat land what if I did this and what if I did that and if you're first starting off you're gonna kill yourself so I always said find a system that you resonate with find a mentor you resonate with and do their system exactly - attea says what I did when I got Volta my company exactly what they tell you to do until you're out
producing them then add your own spice mmm so I was in my company for his fight for months and I was fortunate to be the number one I didn't add any of my own spice the script they gave me I use a verbatim the thing they said to say no home I used verbatim it was until I started putting my own little chocolate icing or sprinkles on the cupcake that they did I still use that system it wasn't until I was actually at a point where I was where the top producers were now producing the top producers before I ever even started to even add any of my own spice what's insane is the amount of money you produced your first month in the business I don't talk about money well how much did you write your first month fifty over fifty thousand dollars in annual premium well first month in the insurance industry I've never heard anyone say that I'm sure they're people that do that all I know but they haven't sat there
how did you do it following the system they laid out and your step and just working working I think but I mean again 20 20 year overnight success so I knew people right I worked in the credit card processing industry so I did network marketing I waited tables I worked in you know different cook I worked in the mortgage industry for a very short period of time I was in a cubicle for about if you know me I was in a cubicle for about four days I said this ain't gonna work yeah I couldn't do it so I told the guys so do I have to come to the office cuz you have to be here at 10:00 you can leave at 7:00 you barely sit there the whole time
oh yeah I know I know and and I told him I said cut if you let me work from home this was so funny
as if you let me work from home I guarantee I can beat I'll be one of your top guys if you let me come in the office when I please when I don't think is okay great
and they paid you I answered an ad and it was in between a network marketing business that the company collapsed or every case I make and I answer an ad it said you have to have a minimum of two years experience in the mortgage
industry for hire because it was a big big mortgage company and I walked in there to the interview first
questionnaire experience unless I don't have any experience you know so do you want a guy that has experienced gonna sit here and gonna go through ten of them to find the right one that has the drive and that passion and one of them to learn it stuff or do you want
something that's gonna be will it be a sponge and learn and be able to
duplicate what it is that you're
teaching follow your system go out and be your top producer if you had to pick which would you pick one again for my mentor trapped where I trapped or be make him pick he said I'd rather have that person said well I'm your guy he hired me on the spot I said okay great I'm gonna do zero sales the first month he goes what I said I'm doing zero sales at first month and he goes oh wait a minute I might need to I'm paying you 2,000 a month draw what I mean you're gonna do this zero sale they said because who's your top guy the guy's name was Mike and I go who's your top guy he was Mike how much does he do he just like sixteen mortgages a month so let your refinances okay I said he just sit by him for a month and I said would be there you had to prove it with him and what the mike said you I've sat down with Dave Irma and every day a yellow pad of paper i watch how he made his calls I watched how he sent his packets out I watched how he got his packets back and I next month i sat he was here and i got the cubicle here why because there's no way I'm gonna remember everything I just learned for a month so I want to have him your shot your distance as a mentor and he make any money on me and that month I came in just one shy first month in the mortgage industry first
second month because the first month did nothing I out of the whole entire office I was 32 people that were there I was one deal behind him hmm
so you built that foundation you spent a month to build the foundation yeah so like and don't know I can't get started yet type of a month of stuff but that's not what I'm saying
yeah but thank you for clarifying okay I got started right away in the insurance industry right but I took the
information they had and you know I did mortgage protection number one not final expense you know when I started learning at I met you I went to try get final Spence leads down your leads online and I studied his videos why cuz he was the top you know he went out and made a hundred and seventeen thousand dollars and thirteen cents whatever was you know the number it's for his first year part-time why he's playing basketball in college well if a guy can go out and do that if one man or woman can do it so can i if a thousand are doing it what's my problem so I figured okay great how do you do it watch this video watch the five benefits close watch hide it on the phone watch this cold calling videos and it's like if I'm gonna do mortgage people oh I I know I do final expense I don't care how much money I make I can make a bazillion dollars and I've never sold final expense I gotta learn from somebody who did it why try to do it my way
why not follow someone who's done it the right way so I just I just took the system they provided right so I what took their script and I listened to their audios and I said who's your top guy and I listened to what they said and asked some questions and then because I had the foundation of knowing people I mean the credit card processing business was tough for me you know I mean I there's no needs we were cold called knocking on doors and there was 40 to 60,000 competitive companies that were out to try to get your business I feel sorry for that industry it's tough yeah and I was able to make millions of dollars based on what my mentor taught me in that industry same thing people write people work ethic so like this I mean I got involved is nasai was like okay you're tell me they like initiate a response that they want it like they mailed a letter or more attraction they mailed a letter back in no no come on god I could buy my own production I mean I could I have no limit of how many people I can buy to talk to and they told you that they I need man and we walk into a dress all I'm here to talk to these Matt oh I'm all set just took care of that I just switch I'm in a contract they pay to gather conch pay to get in our contract upgrade their POF mean there's a lot of moving parts there I mean it was like he had overcome like 17 objections just to get them to give you their credit card statement so you could review it and I'm talking to someone who doesn't have the coverage I'm not really competing with anybody and they mailed a letter and say please call me so like it was all a perspective right it's all relevant so when I saw that I'm like going okay so this is like federally regulated I have a license to do this like there's got to be a catch and I went out and wrote $15,000 in business my first week I mean I talk to people I mean I knew about knee-jerk reactions but my brain kept saying okay they got junk mail or they're perusing on Facebook or whatever right they see a letter it's junk mail they pull it out they go hey honey look we can
potentially protect your family case but Dad they grab a pen they fill it out put their name their phone number they whatever it is best time to call they take an envelope they put it in the envelope they lick the envelope put a stamp on in some cases and they walk their butt down to the mailbox
flip the little red flag up and put it in there I mean if any buyer intent I don't know what is if you're talking about marketing I agree or if their face they're cruising on whatever it is they they so like when I got that letter I didn't nothing they said threw me off my game
Rago we're not interested okay great the jargon won't go through all objection stuff was like I was like they are interested they put it I visualize that in my mind like they're interested right and people said they were interested I went and helped with the policy anyway it's just that I knew that that human brain does that knee-jerk reaction so gesture question I really wrote a 50,000 50,000 APB my first month and 85,000 in six weeks
85,000 in six weeks so you say 50,000 were talking 53,000 it was like I don't you know I like my pennies it's fit I have to look into my opt software exactly in six months no six six weeks weeks and even yeah because it was in it was in December it was in November December 2013 and and I was pulled that's one of the worst times to sell insurance and I was taught by my mentor find out what I was doing do the exact opposite because I said well everyone's taking their break in they're on
vacation they're sleeping I have a chance to get farther ahead Wow because now I hang every one I've if
running and you're running against people you run at the same pace and you're trying to round a bit faster and they all sudden take a nap done so we did that I started recruiting and and then we had agency that was doing over a hundred thousand dollars a month
within within four or five months and we you sold a lot and you recruited a lot of people all right how many in in in in their first few months or whatever um we had 69 and these are all unlicensed agents 90% were unlicensed agent we have 69 licensed agents within our first 60 days in our organization but I came back to where I came from recruiting
promoting so okay so a 85k in your first six weeks
yep and at the same time recruited 69 people in your first 60 days yeah I had 30 people 30 people in licensing before I got my license it's unheard of
I don't know about I know I mean I whether you agree or not it's unheard of it I doubt it's ever happened before well can I ask a marketing question yes how much did you spend on leads and marketing for the 85 grand in six weeks well what's funny is we ran into that problem because I didn't know when there's I was told by the upline which I didn't listen to this part and it's not working like what I'm used to in the past and that there's a little bit of ramp up time because back then and there was you know they had to mail out to these areas so I'm recruiting people like I was taught how to recruit people through the people that they know in the war market and who do you know because I've always find the best quality people usually three or four levels people in and that's when people do like I'm not recruit my mom and dad I'm not trying to recruit my mom and dad I want to know who they know that maybe they know somebody who may have an interest in doing that or just satisfy their life I know we're doing a webinar tonight we're webinar tonight right on how to recruit 69 people in 60 days and that's the problem with our industry we got a lot people that bought it you did it you recruited six seven people in 60 days we're doing it together it's 69 freakin dollars you're giving it all away and still most people won't pay for it and say you sir bother me but I think sabar me but you know what's really cool I actually I like that because it's like I'm alright I love it I mean I just 25 grand to sit down with Grant Cardone for two days like yeah no one else will do that I just bought a course on SEO to see if I didn't know anything and I looked at it I'm like I mean you gotta invest yourself read right I mean and I know I know SEO well it's up I got about the course anyway so I could see if I can learn something
yeah I'm saying the minute we think we know everything about marketing no boy someone else does well they say he goes the most expensive thing that you own it is and I had one you know how to get beat out of me a little bit we all have one the healthy goes good but you know egos the most expensive I don't know who says that somebody says it it's not me I didn't come up with that it's the most expensive thing that we all just put in quotes and get put put me have put TM and need offer it right they say
something I'm just gonna write my own book it's gonna be the NIV version the Nate international version though you know but yeah so so what I again I asked what would the average guys spending at leaves but I probably spent 500 to 750 dollars a week on leaves and you did that much business on 50,000 apv first month yeah so like then within sixty days but then and I loved about the insurance businesses within sixty days I had over 40,000 dollars deposited my bank account from the carriers and that was back when we had paper apps hey my gosh so you really always been like four or five grand on marketing yeah I mean that it wasn't that much that's awesome well I was gonna be less impressed if you're like I spent 60 grand on
marketing okay well I would try to I I wanted to sit down with and that's another thing you know I have an audio I do for my guys because you're gonna ask I'm coming back around to this
motivation part right because he asked that question I haven't forgot about it sometimes flow it off ya know it
squirrel sometimes I can beat I kind of get off on a tangent flow I'm not a bullet point type of guy like I try to use power points it doesn't ever work out yeah cuz I might go on slide 32 and it's like I'm showing slide one it's supposed to be like progression I'd my brain just doesn't go that way
but I did as audio Carl called the the farmer versus the hunter right I talked about whether you're a hunter or a gatherer versus planning the seed and and being consistent and most people want the hunter and the gatherer you know whether you eat meat or whether you gather vegetables so we have to be politically correct it's usually the hunter force is a farmer I came up with but well it's a hunter yeah
because it might be a vegetarian I don't hunt but that's like that you know the leaderboards and you know doing thirty thousand one month and then do five the next month or sit down and doing twenty two apps in a week and then not doing an app for like the next six months it's just like going what what I found in any success is you got to have that
consistency right so if you're a farmer and you have to dig the hole and plant the seed to have the tree grow to have the harvest I can guarantee you one thing you're never gonna have a tree grow out of a hole where a seed was never planted would you agree or that yes so like in the insurance business it's you know set the appointment dig the hole sit with the appointment plant the seed and then you have your harvest and there's chargebacks locust there's rain there's droughts but out of your control out of your control
yeah and people all of a sudden stop planting the seeds Oh why there is a drought I'm not gonna plant a seed or there's uh there was a big rain and I can play that's a time you plant more seeds right so like to me all I all I did is figure out I had to if I sit with a certain amount of people no matter what if I sit with a certain amount of people I'll get the production that I need control cheating control and my number was eight to nine people I could sit down in front of eight to nine people a week I could write 40 to 50 thousand dollars consistently I think the most everyone yes from eight to nine people a week sitting with gee a good salesman so no I wasn't good at salesmen out yeah but you're closing most of them though oh well I went yeah I had I was I went in one stretch for twelve weeks with a hundred percent closed ratio in the home I walked out every home I went to I walked out with a nap then I realized that it wasn't good because you don't want to walk out of a nap because I had some chargebacks or something certain people that you just sometimes don't really know whatever though you sold them all well yeah well I mean I didn't so that's the thing it all I did because I've learned you know and these are some things that you know I we teach to organization with our SWAT trainings that we do that you're at these are things I'm gonna start wanting to start going out there and teaching to people because it changed my life but I
probably because people ask me what's your presentation like everything else I mean my presentation was probably less than five minutes long all I had to do was go in there and find out what was their need right
why am i at their house what what is it that can help them do at by asking them questions find out what's on their TV screen we talked about in your sales meeting this morning right well I'm not gonna go through it all but what's on their TV screen what are they watching I mean were taught me that like what are they watching on their TV screen and how do I get him to watch what I wanted to watch and if I can create a realization in their mind that they need what I have they'll buy whatever is I'm selling so all I did was do the same thing my mentor taught me for years and years is I was able to paint a picture in their mind made them live their life without this product and then made them live their life with this product by telling stories asking questions telling stories and making them answer the questions if I were here today Lauren and Cody died yesterday you know whether it be
mortgage protection or never what would what would that look like for you right how would that play out financially well it'd be tough when you say tough what's tough me and now she's living no-one ever sits down like even an insurance since I never sat down with my wife and lived my life and like what happens if I die we don't want to think about it we want to talk about it so like for the first time in a wife you have a husband and wife and there's times where they'll cry though if you get emotional right because I always share why I do this business everything else and we don't have to go to the altar today and I'll have them live their life and they'll talk about it and it's amazing what they'll talk about it's like wow what would I do well what would happen you know would you had to sell the house and what she which probably is that what you want to do well no okay what would happen Cody if Lauren you know wasn't there maybe they have kids I'm I just haven't walked them through it right and then go okay great so if Cody passed away and obviously emotion I'd be a tragedy but you received a check to pay for this entire house and three years of replacement his income would that help that do something for you who yeah that helped a lot well what would what would that accomplish in you what would that accomplish with an NG they tell me they spend the money well I'd be able to do this I'd be able to do that I want carry on his business so I wouldn't ride it you know put you know landing in charge whatever it's all right straight to the ground right so when you have when you've create so now I just created a realization they're mine but they just live the movie without having this and then it became real true became real so whether you're selling final expense it's like okay great when you pass away and your family has to come up with the burden of twenty thirty thousand dollars to bury you what's that look like how old are your children do they have kids do you think is gonna put a financial stress on them I mean do you really want I mean I think I'm sitting here because you'd last thing you probably want is your lasting legacy to be one of oh my god mom died and we spent the next six months struggling financially to make sure we could put her in a ground and appreciate her in the funeral I'm sure that's not what she want is it right so whatever it is when you create that realization there's no sale because they're human brain goes oh my god I need this I've noticed you always end with the question - always what do you teach man over and over and over and over and over it's weird now you sell 50 grand in a week and you're always in you can't wait nine week I've noticed even hanging out with you on like a personal level you do a lot that a lot you ended with questions you know so it's good it's just ingrained in you it isn't great alright just doing it over and over over again cool right well I mean if you if you had an opportunity where you knew if you asked questions and always ask questions of people and it would result in making cleans of dollars to be ingrained in you - wouldn't it yeah oh yeah there's another question I asked them it is ingrained to me well it you also don't put people in situations where you wouldn't say yes you like your I've noticed that as well well he tries him he keeps he calls a trial agreements I was taught they're called minor minor agreements and if you can stack up seven minor agreements on the eighth time ninth x or tenth time when you go that's the question they're so used to i think we're so primitive as human beings right and and the problem is is that people sometimes learn it's I think it's manipulation and it's like well if you use it the wrong way it is manipulation and manipulation is not even a bad word when it comes down to the actual root word it's having influence over and there's a positive manipulation so if I can manipulate your brain who according to thinking roerich says that the average person contemplates to consider to evaluate to discuss before they can ever make a decision and I can
manipulate your brain to make a decision that's in your favor so your family's not picking up the pieces and going in dead or doing doing a go fund me account around the beg people at church or their neighbors or have to sell something in order to bury them and I can manipulate your brain to have that positive effect mm-hmm so I'm in this business because there is a sales guy who didn't know this stuff who sat down with my best friend who I didn't have a brother and I worked with him in the credit card processing business and this guy tried to sell him and we were working in the credit card presses together I was single living the dream you know as a bachelor he was married with three three kids and his wife just quit her job to have her third child and I get a phone call I just met my wife it was a
happiest times my life I just met my wife with my this is a woman gonna marry and I get a phone call 6 a.m. in the morning and Manny's on the phone said Cory's gone I said he'll be back he loves you man he loves the girls
everything else she's I don't think you understand
Cory's dead a bike it's 34 years old I'm like he's dead we and it was how was he dead
mm-hmm and she said he was out fishing with his buddies last night because he was in the catfishing and stuff they do that in Nebraska I guess and it's cold out and had the waders and everything on and the boat caught fire and she was hysterically just crying right and and boat caught fire he jumped out and he tried to swim the shore and never made it and she said Nate he was so happy because he just reached a level of success in his life where he's finally getting to enjoy his life I just got to quit my job and they're dragging the lake for his body and I this before I was an insurance and I said did you do have any type of life insurance and she said yeah just that was something down with someone week ago and that was like oh thank god and two weeks later
different conversation and here here's here's a their their college or high school sweethearts wonderful family they love each other dearly and her last memory was Cory left us with nothing Nate he lets us with nothing I don't have a job I don't have any money you know and I used to show a picture to people you know because he had this picture that we sit on the couch with the three girls and it said is so sad because it says my hero has come his name is daddy
you have a daughter imagine that right they're all looking up at him and then he's now he's gone
and I watched that just ruin her life you know lost the house had to get out of the house no money no job and so I look at that and it's like what if that guy because I know my friend very well he tried to sell him you know he never signed the papers so she thought he had insurance and he said I need to think about it hmm so I look at that and go what if that guy had that skill what if that guy had the ability to help my friend Cory not feel soul but to make a decision that was the best interest in his family because he wasn't able to manipulate him to put his signature to an application that's the word you want to use it significantly had a direct negative impact on his entire family because he didn't have insurance so when I got asked to consult for the company I work with now not the actual company but I tell the story I got kind of drug into it against my will but I got went out there it was my third is my third appointment and I'm sitting there in a home and I didn't think about I didn't make the connection was like a year or so ago after the fact so I wasn't connecting life insurance and what happened to him everything else and I was sitting in a home and there was a wife
and husband they're sorry crazy moment but and three daughters running around and I said well let me tell you story no I said I said yeah what if something happened to you what would that look like and she had a tear come down her signs that I'd be I'd be screwed and she something happened when the girls ran around and she called her name and one of the girls name was the same name as my friend I'm like this is what I suppose be doing mm-hm and I was gonna sound bizarre it's gonna sound crazy and I had the video because I played it at my training I merely thought a Corey and I went down and googled it and the firt I tried to redo placate this a hard time it's still on the YouTube people can find it and I googled his name and his wife's name and the first video has popped up is Mandy telling her story about what happened to her husband for another insurance company telling him story why it's important to have
insurance put in place and that was kind of that moment that I felt like I'm in the right place like how many lies could I help teaching them the things that I learned from my mentor to help navigate people to help make a decision that they know is in the best interest how many Cory's families can I help ya and that was became my mission that was why again I bed so early well I don't give you and Marlon do but I got that's early in the morning or why I'll work hard and why stay on the phone because at the
ultimate is there a lot of money created most millions great but at the very end of the day we're impacting that's a heavy load to where we're every day we wake up we're impacting whether you're selling a lead whether you're buying a lead or whether you're mean what if you're having a negative or a positive impact you can't pick once you sign up your integers they that individual you're responsible for and your and you can't fix stupid I'm not saying you can do that but you're having impact either a positive or negative way on that human being mmm so how hard you want to study your craft do I don't want to go through the numbers which is good just to help people or do I really want to learn how to connect to people do I really want to learn how to ask the right questions so I can help them make the decision they already made when they clicked on banner ad or when they clicked on the lead or when they mailed the form back in or they put called in the hive yard number called the postcard they already made a decision they wanted my job as a professional has learned the skills necessary to make sure I could help them continue to reinforce the decision they already made so their families protected this is that story with your friend impact how you sell today and how because nobody likes to leave a home or someone's thinking about it and I'll call you back and all those things you probably and whatever word anyone wants to use like you said you probably push harder because of that absolutely absolutely
I'll even I'll even share that story in them I tell them I why I'm here I would have a big I'm a big advocate of sharing your why before you expect how can you become that then become a vulnerable if you don't become vulnerable and everyone has a why doesn't have to be that why you know but everyone knows somebody excuse my Letitia picking my nose on camera here and stuff and it's still a raw emotion for me right but it's you got to have and everyone has a story like that or they know someone has a story like that you know I'm saying and and that's all I do in the home is ask questions and tell stories ask questions tell stories you know if I'm talking about critical illness or critical you know heart attack stroke and cancer I'm telling story story story does it amaze you that 92% actually do fill of what of insurance agents 92% bail it doesn't first three years but but the way you talk about it and I'll jump in while you're blowing your nose
I thinks the way you talk about it 85k and you're you know 50 K in your first month 85 came to first six weeks
recruits 69 and 60 days but everyone else is freaking felon this deal it's just well I mean I was in a credit card processing business and it's funny because I I signed up a Jim Wright and I signed but Jim where they you know do gym memberships and I would do like an CH program where they take the ACH it's out and stuff like that and what was amazing to me was that I looked at his how many people he was drafting each month and I'm like going like how in the world do you do you fit all those people with this help dum I was right how long do you fit all those people in your gym he started laughing because what do you mean he'll I give like 5,000 square-foot gym or 10,000 gym not that huge right and he had like 2,700 people that were getting drafted every month and he just laughed because they they don't all come to the gym he's like I want to be able to fit him he's like you know the majority come in the beginning the year right and they're all hyped up and they're super excited they're stoked he's like back around April May dribbles down so we may have gotten five or six more new steady comers
you know and then cuz it make the New Year's resolution he also said spring picks back up a little bit before this summer because I want to gain their weight they'll make all these
resolutions like we may pick up one or two more regulars and this goes on it's a site same cycle so with 92% that's actually 92 percent better than what the statistics talked about and thinking Grow Rich you know he says only three percent will achieve financial
independence in her life so you know nine hundred and ninety seven percent gonna retire on family's friend family friends and the federal government you know will be their retirement so yes I I'm not shocked 92% of people fail in the insurance industry because majority people fail most of things that they direct try to put their their set their mind to do and it's like you you know you you talk about the numbers game as not being the whole thing but you also have a system that's tied to you know the numbers are the system but it's not the how you sell the personality in this story and all that right right so you've got the system you've got the story how would you encourage somebody that maybe doesn't have that story to become a storyteller you're gonna be like what do you feel like stories are needed to sell oh yeah you use other people's stories okay I mean I people use my story all the time with my friend you know I got involved I have a good friend of mine is in this business my business partner you know if I'm working my team they're my business partners they're a good friend of mine I use people's stories all the time I said collect stories
collect stories and you don't make up stories that's the big difference don't make up stories right but you collect my stories that's called lying which a lot of people do people could tell - oh yeah
the way you told that there's no way it's false right I mean it's it's just it's a story that is dear to me that happen that's true right and people may I hate people to make up stories tries me nuts it's like what why you're like yeah you're not being off that's that is your extreme manipulation you're not being authentic absolutely if you're see about human people people nice people like nice people my mentor said this to me too right and he said and mean people like nice people too right so if you're just authentic people are people are attracted to authenticity like they people like you because you're authentic so be authentic and like people go oh I have to do that to sell know that's how I'm authentic in my way there's people that are authentic in their way and if you're authentic I mean that's ninety percent of the battle it's just being you and just connecting with that person that human spirit that they know you're a normal guy or normal person you know I mean it's like I'm in Texas I'm the mentor and that's I mean that's a core value of yours right yeah integrity authenticity over and over since we've hung it out I'll tell you what you feel about you slow it down I'm not gonna you know speed it up for just for you guys you get the true date man it's like a you you may love it you may hate a real night off that's what I've always enjoyed getting around you though seriously from the very beginning you know it's just that's just how you are yeah I just say how it is I mean it gets me in trouble a lot but you know and we haven't even released you if they get to this into the end of this podcast hopefully you did because if you didn't you missed a bunch of good stuff the students speaking an 8-percent we haven't released yet and we're actually releasing you like next Friday but that's why authentic came from nothing and is making a lot more money than most people I know recruited 69 people in 60 days in a new industry stupid 450k in 30 days in a new industry that's stupid and 85k in your first six weeks that's why you're speaking in a presentation 24 and I can't take credit for any of it but I can definitely pass along the
information and I had got taught by mentors again in my life
one one specifically that changed my life so that's why I'm excited to hear you get up there and deliver a keynote this dude just bringing this dude I've seen your videos be a way way better you know stage speaker than me I've learned a lot watching you out it's true or not only what is certainty what is a keynote anyway oh no keynote is but we'll find out Nate percent well I guess I don't know what do you tell by 80% what do tell my 80% I'm like I don't know I wish that I could just talk to you guys and ask you what you want me to talk about but yes like this this is meat like I walk I can't I don't prepare I can't prepare I just want to talk from the heart you know what they want to know know your story
very good and how you did it that's the key yeah and you've laid out some some a lot of stuff that most people will never be able to do like follow a system that someone else does you know like that's too difficult we also set the record for the longest podcast we've shot that's true too yeah which means no one's gonna watch it no but you know what most people you know never gonna achieve what you achieve because you just did the steps and and you know you do them in order it's a 92% of people 92 percent of the people won't watch it till the end that's exactly right too but the eight percent who do may learn something will turn on Spotify and listen to you know some music exactly right yeah well I appreciate you joining us Nate no I appreciate you guys having me here I mean did you you guys and for those that are watching it's like you know I always says my wife has this like heightened sense of smell right like what's that you know we had a fire in our home not the home we have it now but a couple years ago and and we're going to bed and she's like it smells like something electrical like baby I don't smell anything I go from room to room the room through in the room sure enough we wake up in the morning b-b-b houses on fire squirrels trudeau electrical cord in the in the rafters on the corner of our house and the arc you know was talking back and forth I guess whatever they call that
electrician and caught the fire I love God cause he likes to Humble you in in the closet where my wife's wedding dress was all my tailored suits were my first Rolex watch was my all my earthly prized possessions my alligator shoes my four thousand you know all all this stuff is so important
got a minute gone Wow that's humbling right you know it's like okay yeah and so she's his heightened smell right but so like I feel like I had this
heightened meter to to detect
authenticity which I do and you know I've gotten to meet you and I gotten to be around you a little bit but just being able to hang out with you guys on the level I've been able to hang out you know some people say I get up and I write my goals and and I look in the room he's writing his goals some people say they get up at 6:00 in the morning go to work out and he's gone at 6:00 trust me I was up at 5:30 a got the video to prove it I like I'm in Cody Askins house seeing if he's up at 6:00 right late I don't go work out with my trainer across town it's I went yeah so he's probably gonna buy the house to carry so I never like I never number 5:30 in the morning in my life unless I was like forced to with a gun to my head so like I don't suggest it to anyone you know I know all you miracle morning people hey I'm here to tell you you can go to bed at 2:00 we get up at 7:00 and still make millions of dollars you're okay taking hot showers you're good so anyway say hey when it rolled Doobie Brothers all my stuff right when in Rome do it room Romans do so I got up and I have my little thing I mean look at the microwave said 538 in the morning stalking it out so but what I love about both of you guys is hanging out with you is that you're you your true authentic in who you are you you say what you say you do what you do and and you're not a bunch of height we try not to be well yeah I mean well none of us are perfect you know I get accused of being high P but you're not just my personality here so buddy people ask myself among drugs so so always I want to thank you and for the people that are watching that may know who they are or don't know who they are or wonder if they're really too good to be true
now don't screw me over and like you know just my word here but no from my my standpoint getting hang out with you that you guys are the real deal which is awesome because I'm driving her today and I asked Cody what what it was a shocking answer but it wasn't shocking coming from him I said what and then I'll end with this but what is your favorite thing about what you do right and he said my favorite thing about what I do is when I get a comment or a phone call or text that an agent says his example was I was about to quit
I found you online I've been watching your stuff thank you
because you gave me the knowledge and the wisdom the power to keep moving forward because that's my favorite part and I think that's I don't think I know that when people's real motive is to for impact and that's what they're striving for those are the ones that have the biggest impact on people as opposed to people who pretend that want to have impacts they can make a bunch of money because eventually it's exposed so you guys are phenomenal and I appreciate you have an opportunity to come out and being a part of it because what you guys are doing is there have been done before and you're a disruptor in this industry and very few if any if none have a heart that you have Cody and a staff I mean I got no he had this big operation man my god employees are aware we sales team intimidate a little bit you know I'm PI I mean like you you were making ways and you're bringing people together and you've had an impact in my life on just that the people you've introduced me through through your network and stuff so I'm appreciative and I'm grateful for being on so you know what you don't want to do about this guy is every time we we meet with high-level like insurance dudes they always look at me like you can make so much more money selling insurance like why don't you just like build this big insurance company
whatever he's like dude my heart is helping insure and succeed in training and helping people like I know I could you're saying you can always say you can tell them inspire follows part
pocketbook yep so there we go anyways thanks guys appreciate it join us appreciate you very much thanks for joining us on this podcast for this marathon podcast it was great all right we'll see you guys in the next one hey if you love this interview unbelieveable interview I talked about the power events and you guys know that I love events
you're everything I learned at Grant Cardone 10x growth conference event it's right there click on that video and I'll see you there so I can either learn by failing and having to learn from my own experience or I could just pay you know you just did that
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