 All right, welcome to another episode of insurance sales truth baby jvh in the house You guys know Jacob van helden the telesales tycoon. All right. I'm gonna talk about some a little different today We've talked about telesales a lot on this episode. We're gonna keep it real. We're gonna grill him baby We're gonna the dirty dark secrets that no one else finds out we're gonna find out. All right, so right now I want to ask insurance recruiting what is Is give me the worst experience you've ever had Recruiting an agent like the absolute worst like bad like like this dude or this female was awful You hated it. You and then you recruited them anyway. Well, see my my favorite people are the ones who Promise you the world. Yeah. Hey, I you know 10 years ago. I was the top producer I was putting up 10 million in premium every year and I want to come in at the highest level possible Even though even though I haven't produced in the last 15 years and those those individuals are a little more difficult to work with just because they You know, they expect they expect the world and they expect the world from you But they don't want to really give anything back But the the ones that are really difficult are you know those guys first of all, but the ones who don't I mean the bad ones They're just the guys that you just come back. You just want to just you just want to beat the freak out of them Jake. Well, you want you want up? You want all right? We'll move on. Okay, so next question like recruiting why is it That most agents don't produce. Why is that? I mean you just brought it up, but it's so prevalent It's so common. What's the deal there? I think it's just a lack of of conviction I think it's a lack of actually understanding what it takes. Yeah to be successful because this is not a nine-to-five job What are these agents that are watching? What do they think about recruiting because everybody wants an agency everybody wants to build a down line everyone wants to recruit Even I have been recruiting and building a down line in an agency for 27 months now Yeah, I felled at it for 21 months. Yeah, I didn't give up Why is that? I mean well the biggest thing that that that I think agents have to realize is that in order to Bring interest in you have to be the one who's who's doing it You have to be in that you have to get your boots dirty You got to be in the mud. You've got to be doing it because lead by example Exactly if you don't know how to do it. Yeah, how are you going to show other people? That's exactly when our when our business started to take off is when I started to get in the Actually give back. Yeah actually started to help these agents Yeah, I should try to give them leads actually try to give them videos extra doing ride-alongs Yeah, actually started showing me being successful What's the one thing about the insurance agent the insurance business that you hate the very most? I Mean that one thing where you're like dreading to get out of bed and get to the office because you just hate it I think I think it's just like I said earlier It's the those agents who want everything from you but are not willing to give anything back Yeah, and from a recruiting standpoint if you're trying to build a legitimate down line of agents who are actually producing They're all looking to the top They're all looking to the top for leadership and if leadership doesn't know how to produce then how in the world Do you expect bigger down lines to produce dumbest thing you've ever done in the insurance business? I mean stupid you're like gosh. I'm an idiot Too many to count I've walked away from a lot of opportunities Haven't haven't asked for the business haven't asked for the referral haven't asked for and what about when you're making a Tell-A-Sale you had a chance to close this person and you gave them an out you said something dumb I The first probably two or three weeks of me really really being in the Tell-A-Sales World I don't think I was strong enough on the phone. You know, I would let that first know Be the day that they have control and they did they did at the beginning they did and once I realized that I was I was losing money. Yeah, because I was letting them control the conversation That's when it that's right in it right there Speaking to all these agents give them the truth. Give it hard insurance sales truth Let's finish with something JVH spit and game at these agents If you want to recruit a down line if you want to build a successful agency, you have to build it around yourself You have to be the anchor. You have to be the foundation You've got to be that that's bright shining star that when everybody looks up they can say, okay This guy knows how to do it and I want to learn how he does it. I love it insurance sales truth Thanks for watching awesome job JVH. We bring we keep it real we bring the heat we grill them We get the dirty seagrs for you Get ready for next episode click subscribe for me right now