 So much of succeeding in life is getting yourself or training yourself to do the things that you know you have to do even when you don't feel like doing them. We all love to do these and the stuff that we love. No one likes talking on doors. No one likes dialing on the phone. No one likes damaging. I don't like rejection, but I eat it breakfast. I don't like it, but it makes me stronger. And so if you were going to talk to a brand new agent today, what would be the one bit of advice that you would give them from your experience? Whatever the metric makes sense for the type of insurance that you're selling and whatever leads to us that you're giving them is I would have to get them into the habit of dialing or out it's got to be top of the funnel. People are scared to dial the phone and scared to go to wherever the recent things are doing you ever met that you're using whether it's income and leads according to that. I mean that that is as soon as here's what happens as soon as you stop prospecting you start ringing the towel dry on your existing pipeline and that's when you start trying to turn nose in the guesses when you start trying to think every person because no one left to speak to you you just spend so much time hoping to get that versus really not right right you're trying to suck you know shove a square begging around all versus continuing every single day a lotting x number of hours whatever amount that that block makes sense of what you're doing and just get them just and it's got to be nothing broken with a lot of time you start and just do that outbound prospecting that's the ticket I mean and unless they do that there's no shortcut for that there's just no we created all these top reduces by sheer cold call numbers do you think you are a dude eating like a recruit for like the top this one of the company companies have to do for we do for everything insurance door to door sales the worst company great wonderful company but the hardest we're about moxie pest control door to door sales and pest control no one wants that job right and you know yet we recruit we persevere these kids are knocking on hundreds of doors the day and getting three s's and now life is made on that but if they can do that they can mess to the odd of doing that that's the kid that's like that's talking about the like the plumber's license like it's that ability it's it's can you get yourself you know I didn't say it up there today but one of the big things I always instill in young people is that say that some I still feel young but but but um is that you know so much of succeeding in life is is getting yourself or training yourself to do the things that you know you have to do even when you don't feel like doing them we all love to do these and the stuff that we love no one likes not that on doors no one likes dialing on the phone no one likes game gin I don't like rejection but I eat it breakfast I don't like it but it makes me stronger I I've trained I learned over the years by starting I started off as a door salesman I was my first job was door to door real sales was door to door and I remember this one night that came to define who I was as a sales person was I went all day I was already a top producer in the industry you know I was already breaking records right from the start and it's like maybe a month into it and I said this terrible day dry no one I was selling meat and seeds with no more of the food door at the door says the winter in New York it's freezing it's raining I'm shivering to death it's dark out and I'm still knocking on those my knuckles are bleeding I'm not I said I am not going to stop until I make a sale at least one sale all right by like seven o'clock at night I knocked on some dorms soaking like a puppy door was wet right like I was 20 at the time 21 I was 12 right and some woman opens the door she's like what are you doing here she goes I said I might interest right just come inside and try I'll be back in a second I mean it's like multi-million dollar mansion back there and she leaves me there by myself different generations right talking to that I'm sitting there like a chair for like 30 minutes she's coming back 30 minutes later I'm doing this big match myself with her daughter was like in ballet class she's like all right what do you want now what's this nice I like the little meat and seafood to you know I don't need meat and fish I said listen I can't get back but I just unloaded took the whole truck from me a whole entire I just gave it away the food the point is is that they just taught me this it was I'm sitting I'll never forget you know is that that no matter how many times people say no to me it's just one closer to yes I always I got to the point where with um with brokerage where it was so much like you could actually track it so closely I happen to track their pipeline so cold how many dials do you have to make to get 10 qualified leads and if you have 10 qualified leads over time after how many of those are you close so we could take a kid and have him dial the phone 300 times a day to get 10 leads so you close of those 10 10 a month views close 10 accounts a month you made a million dollars your first year just through that so what happened was is once you established we knew what those numbers were I'd say listen it doesn't matter whether someone says yes or no you're getting paid for every dial they say no you make 50 bucks boom thank you have a nice day because because you know your numbers you just you just dial enough phone numbers you're gonna get because over time those averages do play out so you really know the numbers I would urge you to track your numbers so you can say so it doesn't matter what any what individual says just playing numbers game here if you hit 200 doors 200 phone calls you're gonna get every over time one person what's that what so now divided by the people who said no you made 10 dollars for every no it doesn't matter what they say if the people have the confidence that they can close the yeses when they get them that's the key I knew that I could close the yes when I got there I'll try to follow for that so my question is basically around your sales meetings very specific so I've got an agency with about 150 call center agents half w2 half 299 kind of built up the same model of taking people making 50 60 thousand dollars a year trying to make 100 thousand dollars a year dialing all day I've been doing it out for a little over eight years and I started with daily meetings I turn into weekly sometimes turning the weekly into monthly and kind of leaving advice for me or an agency owner how do you get out of the same type of you're saying the same things over and over every day to get better at a sales meeting for those individuals I think that you're supposed to say the same things every single day because people need to hear them and get it again obviously you could say that and oh listen I you know so every business every agency has its own personality that personality has to reflect the owners the people in charge of it my company was a reflection in terms of like I had this really strong ability to speak was it was a natural talent I had so I played on my own talent which was that motivation teaching sales people so for me that was like you know I was my biggest strength was that so I did it all the time for me twice a day every day never I should say it was like you know and a lot of the stuff I was inventing the straight line as I was doing it so I was inventing this new way of selling back in the late 80s right and and what I found is that so here's the way I run meetings and I really would strongly suggest that you do this in your meetings is I never went broad I always went narrow and deep I would the meeting would be about I'll let you guys say this sentence really well one sentence like you know sort of believably very very impressed sound fair enough and I literally like torture each person to be able to say one thing really well like you know like how do you mix these tone hours of certainty and sincerity with this reason why you know sound good Jim sound fair enough like and making I would get them so skilled up but I wouldn't ever just talk about it would be like um not a broad it's like no I want you to learn this particular thing today and really dig into it and I have the role play role play more role play my booty I run these you know I recruit sales people 90 percent of my boot camps is role play it's not just I'm like we don't teach them I have I have all study course that they get that's their homework at night which is sort of the foundation on the principles and the logic when they're in class with us I have facilities they are in groups they are role playing tonality how they sound great you know because I'm telling you that is just that's what wakes up and it wakes up that voice inside these kids and it makes a huge difference so you put one a train cocoa and that's to an untrained one and it's just it's just not a day so I focus on massive role playing it also I always would mix um motivation and skill strength together so it would you always be like you know I could start off with motivation a little bit I frame the top and teach something and then end with motive you know two together again and again and again and we never you know sometimes you'll just be feel good meetings it was fun like you know the movie was funny it was meant we had fun we made it into fun you know it was made fun of a lot of people and that was a different time and place things you can't do anymore we used to do right but those things were like it was the glue that held sales was together and one day in front of everybody else it was like a real team spirit and um and it was just you know it was just amazing if you didn't ask people about work they would all tell you it was the greatest experience they loved doing work you know so that was it. Appreciate it. Hey if you enjoyed this I got another one you're gonna love it's right there click on it see you next. JB the wolf is in the house dude thank you so much for doing it I really appreciate it buddy. Pleasure. 8% nation we have the Wolf of Wall Street Mr. Jordan Belfort in we're doubling down right because he's gonna be in Vegas with us but we're doubling down and we got him on the first