 I'm excited for your opinion on this why do for those that are watching why do 92% of insurance agents fell Man, it's it's it's twofold for sure But like I think the biggest reason is not having enough people to talk to not not not having enough people just not talking to Yeah, yeah, like yes, you know we had we have conversations all the time about you know Just picking up the phone and yes doing it. You know, what am I gonna say? I don't know figure it out Yes, say I'm new to insurance you're gonna get a lot of buy-in by somebody that answered the phone And they're like, what do you call me for like honestly, sir? I'm not really sure why I'm calling you I I just started selling insurance yesterday, and this is my first call. Did you might close that sale right there? I mean if you're calling they may say well, they may be nice and may have a great day And they be like well, well, it's okay. What type of insurance. Yeah, I've been looking for a new insurance I'm gonna get that call if I'm getting that call and somebody's real on the other end. I'm not gonna be a jerk I'm way more receptive Somebody's trying to to fake it and and you know, I pick up the phone for sales people all the time And I'm really entertained by the pitch you may when it sounds like a pitch click when it sounds like Like somebody that I might have a conversation with a person. Yeah, not a robot then then certainly I'm having a conversation But 92% of insurance agents fail because they just don't talk to enough people. They just don't have enough activity just and and I think it scares people all the time and The thought of making 200 calls a day or 300 calls a day or whatever But like I was told when I started insurance man, if you make a hundred calls a day you can make six figures and I'm thinking If I dig up if I dig a hundred foot ditch with a shovel I'm gonna make 30 grand and you're telling me I can make six figures making a hundred calls. Yes I'm gonna make 200. I'm gonna make 300, you know, whatever and now I might make 30 a week, you know, and it's so you're not you're not always gonna be making three intercalls But if to start this thing, you got I mean, it's just like any other business man If you're if you're launching a sneaker store, you better let everybody know you got the best sneakers in town, right? Like I don't know you just I mean you gotta you gotta get out there You got to talk to people whether it's whether it's your your warm market You're you know, you're immediate like the server that brings you lunch or whatever it is You've got to be talking enough. Dude. That's what's insane about this industry is okay 92% fell Really really hard. I'm more millionaires in this industry in the world Really really amazing. Yeah But the only reason people fell is they don't talk to enough people. Yeah, and I mean It's you would think everyone can simple right? Just just make put in the work, right put in the work Is it just that many people are freaking lacing or what? I Don't know if I want to go there on video man. We're gonna get more comments. Yeah, I believe I do I believe I mean look at look at society. That's what's kind of where we're going. I mean, I think we're you know, I think I think the more Passively we can earn money that the better is the idea and I just don't I just don't buy into that I think that we can compound time. Yes by putting forth way more effort now and like I I'd hope to like be chilling on the beach With like you meet drinking my ties or some by 30, you know, I don't know what my highest, but I'm yeah, sure Yeah, I each puts an alcoholic beverage But but age 40 I don't want to be working like I am now and so I'm compounding time every day Like I'm I'm putting an extra time putting in, you know, the I'm making the most of my time How old so that I don't I'm 30 Okay, okay, so you're you're Here you have a birthday coming up. Yeah, you beat me to the punch there again. Okay. Yeah, that's right I am turning 30 and sorry about a month and a half. Yeah, I'm about to catch what's the date Just so everybody knows to wish you have July 9 July 9 Yes, 2020 July 9 make sure you're wishing them a happy birthday on my behalf too because I'll probably forget but Do you enjoy personally producing or helping others make money more? Don't make that decision. That's tough. Don't make me That's freaking tough. Well, if you had to choose if I had to choose. I would like to personally produce for other people No, if I had to choose I would definitely say Closer and they would be the opening. Yeah, I would I would definitely say though helping Helping other people make those sales is more rewarding. I mean we talked about it just a minute ago It's like just it's just a different type of this is a different type of rush, right? Like now This is not just for me. This is but it is, you know, it's like you want to close it for you Totally like at also like they benefit from it as well. So how many team members you have? We run about 30 agents, you know, we've got 30 35 agents right now And we probably have about 20 of those agents produced on a monthly basis. So it kind of varies I mean I've got I've got agents that you know have blatantly told me like hey Michael's not to make six figures I'm okay making $15,000 a year. It's it's just to supplement my husband's income or whatever and that's That's that while that's not my cup of tea It's also what I love about the industry is you can you can literally make it your own like yeah You want to make $15,000 extra on the side? It's gonna be hard to get started because you're doing it on the side But I believe it's possible. Yeah, you know and so I Think that you know, I think that for each individual person it's gonna be different, but ultimately my Like when I'm working at my best, I'm working with somebody that wants to make six figures and is hungry Yeah, and it's just that's that's who I click with so on that note Who do you what do you look for? Can you spot a six-figure earner? I? Used to believe I could but but people have people definitely yeah people definitely have You know if there's one thing that you're like, you know what all six-figure earners have it and you can't use work ethic That's a tough one man, but I'm trying to put I'm trying to put in the words I can see it but like I don't have attitude It's it's attitude would be huge, but it's ultimately the the ability to just without without saying work ethic It's the ability to put the blinders on and put your head down and you know Just go after it without without worrying about what you don't know right because you don't know what you don't know And so I don't know what the word is for that But like just the ability to just go forth without worrying what what people thinks what happens what and and I wasn't always that way but You know I recognize that man that taking that action is far more important than Figuring everything out first. Yeah, right those 30 agents about how much in health insurance premium Will you guys do this year? We'll do over five million and in issued an issued premium? So we'll do I hope I mean I hope to do over six, but we'll safely do over five million dollars. Good man That's huge. Yeah, what what's the secret sauce someone's out there like you know what I'm watching I didn't realize health insurance had some freaking money And I want to have a I want to grow a team to do six million with you know 30 agents so health insurance Man, I think the first step is to do it yourself. I just said you said to you earlier You know this will be the first year. So we'll do five million But this will be this might be could be Hopefully it's not but it could be the first year that I don't personally produce a million of that So so when I say we're doing a million that doesn't include you know That doesn't include me doing the million that I normally do but I've written a million dollars in premium Almost every year. I've been in the insurance industry personally. So I'm speaking from a little bit of experience now There's people that do two million and three million and they're far more you know far more Production-based, but but I believe that I believe that like I can do the I got I got the production But I also I also greatly enjoy helping other agents do it. So I'm speaking from a little bit of experience. Yeah Yeah, good man, and okay, so 30 agents Five six million in premium this year Let's look you you're 30 About when you're 40 why when you're 50? What when you're 60? What were your 70? You know 40? I mean 40 is gonna be like Like I said, I mean that that's when I'm looking at retirement. Hopefully But but between now and 40. I mean, I'm not serious. I don't know that I could retire period but but by 40 I'd like to I'd like to really be in more of a Consulting role, you know consulting for my own agency that maybe I've handed handed down to you know The next the next leader or whatnot, but doing a hundred million plus a year, you know a couple thousand agents I would I would I think that that would be and even if it wasn't a couple thousand and it had 500 like Producers killers, right? Like like we're not we're not just bringing on anybody and everybody We're going after those that literally want to make six figures and above and and so if it's 500 Writing a hundred million even better, right? Yeah, but because there's then there's more in it for everybody Well, a lot of people don't don't realize that you can build a team and earn a significant amount of money and help a bunch of agents and build a massive team and it may not take but a Hundred people good people. Yeah, you know like, you know, you know, you have to go through 2000 to find a hundred good. Yeah, at least a thousand maybe two thousand We had that conversation and before before I really have mapped out ten years and you're like what you know What's the goal production? Yeah, yeah a hundred million and then we're like, okay, how many ages that take and it's like really It was like 400 riders or something. It was like we could do a hundred million with like 400 killers doing next year Maths never be my strong suit, but I mean the math is there, right? Yeah. Yeah, that was your math, too Yeah, you don't need you don't need two thousand agents and you know a thousand of them are You know barely even making enough money to survive. I would like, you know An agency where we're based on that six figure and above and yeah, you know Like we're creating opportunity for those that really want to go after it because I think there's many many companies out there that Will allow you to you know, write a few pieces of business a month and and you know make that little side Right, but I don't want to I don't Necessarily connect with the side hustle people as much. I don't even know I don't either I don't even really have a side hustle plan B distraction plan a right. That's right I mean, that's what Smith said that there's there's no what's there's no plan B for your your a game for your a game Yeah, I actually just finished out on playing here. I can't believe I know the title man great Holy freak what a great book. I put that in my top five books to read. Oh, that was one of them I came here. I came here and I listened to like the end chapters about like, you know You're predator your predator self and I'm like, I'm a freaking predator. I'm like I came in here like come on now I'm a predator. I'm a shark. I'm hungry. It was just it was just really like I mean, it's a great book Yeah, so no plan B for your a game Bo Eason. It was recommended by Cody reddit. I love it strong This dude is a beast definitely follow him stay plugged in come day percent and meet him. All right I'm speaking into existence. He will be there. He's already got a ticket. Oh, yeah, he's ready. Come meet him I'm gonna keep finding amazing people like my buddy Brad to interview to put on camera and for you to learn from if You've never subscribed. Come on. Take a second do that. See you on the next Hey, if you love this interview and I know you did I got another one It was how to write a billion dollars a billy in a month, it's right there click on that video Because what we're starting to find is that there are plenty of ways that you can open the door with Medicare supplements, right? You guys know this