 All right, I got a special guest today, a super special interview with a good buddy of mine, Mr. Justin Vom Eigen. Dude, you get bigger every time I see you, man. Man, you're just trying to blow up my ego. That's what you're trying to get bigger. Well, dude. Not my physique. If that doesn't do it, the rest of the interview will. Because we put out, for those that don't know, we put out a telesales champ contest. So everybody was able to actually make sales over the phone, then submit their audio recordings for a chance to win. For those that don't know, like, that didn't participate, come on now. $1,000 cash. Interview with me right now. Tickets to 8% Nation. We had a bunch of people, a ton of agents, submit recordings. And JVE topped the cake, one first place. Dude, what do you think about that, man? I didn't believe it. I thought you, when you sent it to me, I was like, all right, well, was I the only one who submitted an entry? No. No. That's what I thought. I said my girlfriend was the next thing I was like, babe. I'm like, I guess I won the contest with Cody Askins. And she was like, I'm not surprised. And I was like, I am, though. I mean, there's a lot of people, you know? And there's a lot of people doing it now. And what I thought was, my first thought was how can I help other people like learn the same thing? Exactly. That's what I wanted to do. It's like, how can I bring this to my team and help them grow and grow in their process? Well, and that's exactly why I'm excited to have you on, because there's no doubt a lot of people can learn from you. A lot of people are trying to transition at being really freaking good at this thing, dude. And you are a master of it, whether you believe it or not. And you can probably still get better, but you are a master of the phone. Justin is a team builder and a senior consultant with SLS, Senior Life Services. I'm a big fan of the company and love you guys and good friends with a lot of you, which I love. Were you always this good at phone sales? No. I got, I wasn't, it was like a, it was almost a necessity, though, to learn quickly because of where, kind of like my journey through the insurance world. I got really good at just marketing online. And then, and I was like, I have all these leads to answer. And I didn't think it made sense to just drive to people's houses, because in South Florida, everybody is 40 minutes away, right? It's not like you're in a small town or a town where it's like 15, 20 minutes, everybody's 40 minutes away. And at like half my points, we can cancel. So I'm like, all right, this is like, I gotta fix this. And then I just started doing it over the phone. And it's different, but if you apply the, if you're successful in the field and you apply the same work ethic to over the phone, you know, it's not like someone can be successful out in field sales and then be horrible at tele-sales. And vice versa. I mean, if you can crush it in tele-sales, you can crush it in field sales too. It says, it's more about the individual than necessarily like what you're doing. You know, it's like, hey, I'm gonna get this done and I'm gonna make it happen. I'm gonna make it happen either way. Right? Like I have my numbers to hit, my targets to hit. And I know that I'm gonna get it done for myself and do what I have to do. So that's really what it came down to. And it was mental. I'm showing you my light up here. You're good, man. It's mindset, man. You know, it's mindset. And you've got it. You've clearly got it because when you go into sales- No excuses on the results count. That's what we say at SLS. Yeah, well, so, okay. So say that again. What's the hat stand for? No excuses, only results count. Boom. No, that's a mindset shift. You know, and 92% of interest agents fail and more at tele-sales because it really, they go into it with the wrong mindset. You know, where did you, where did you get this kind of work ethic? Where did that come from? Because it's strong. Like I see it on Instagram stories like all day, every day. Like you are a freaking hustler. I try, man. First, I just go to, this is like waiting on my mind. I'm sorry, I got to wearing a T-shirt. I'm like super insecure about it. I had to fly to see my father. So I was just so impressed here. But the work ethic came from, I guess, I don't know, I always was like a really overachiever in school and everything. And then I got, I had like a really, really rough part of my life. And then I got to the point was like, I'm gonna sacrifice everything to get everything. And I really got it from selling cars because you would be at the car dealership for 12 hours a day, six days a week. Like people who are in the car sales industry would like they kill it in insurance because the average insurance agent that I see come in now is like, I wanna work from home on my pajamas 20 hours a week and be rich. Not the average, but a lot of people come in with that mindset because sometimes they're sold these stories where they can just, like there's nothing sexy about grinding out an insurance policy. There's nothing sexy about selling it, about grinding out a final expense policy over the phone. There's not, but you can make it. You can make it sexy, but with the personality and the way that you bring it to the table. And I learned that in selling cars. It was like, there's nothing sexy about selling a Mazda. No, but you can bring your swag to the table, right? And make it happen for yourself. And that every day, 12 hours a day, six days a week where it was like, you know, no life ever. And then you get into insurance, you're like, wow, I can, you mean, I can like have a girlfriend and enjoy myself and do well. It was like that, that work ethic just kind of transitioned over. And also the biggest thing is that like you have to enjoy, we have to make it fun. Like the people in insurance who have the best, the happiest people in insurance work the most from my experience. Like the people will go in and don't really do much. And what I mean is not just showing up at the office for 10 hours. Like actually like grinding out whether it's training your agent or making sales calls or recruiting calls or whatever it is, right? Like the people who are happiest are the ones that are working the hardest. And that's just transitioned to me. Cause for me, productivity is the basis for morale. Like my production dictates my happiness, right? So when I'm in, I have to have the activity to produce. So it's not even like, oh, I work hard. No, like I have goals and I have these results that I need to achieve. For me, it's not even working hard. It's just I want to win and I'm going to do what it takes to win. And then, and then that's the bottom line. How'd you get so competitive? Oh man, I don't know. Maybe because I graduated high school, I was like five, four hundred and forty pounds. And I don't know, I really don't, yeah. I was super, I was super, I was really sure I was getting to graduate high school. I don't know, I just, I've always had that competitive nature. I don't know, I just like, wait, that's a good question. I don't know where that came from, man. I just, just seeing, just wanting to, wanting to succeed, you know? No doubt. I really like trying to come down to, I don't know. One thing that I love about you and that you see a lot of successful people embody and is the energy and enthusiasm that this business takes and that especially phone sales takes because you're not, you're not sitting with them. Dude, you have to. It's, it's like, it's, you got to hit them off the bat with like, they have to be like, what kind of medication is this guy on? You know? Like that's, that's what you want people to be, to be thinking. And the thing is you have to take, you cannot take anything anyone says personally. You have to literally roll with every punch and you have to be, you have to, the thing is, is your professional and how can you possibly consider yourself a professional if you can't confidently react to whatever your client will say to you on the phone. Whatever the lead will say to you. Then you really can't consider yourself a professional until you're at that point where you're like, I don't care what they say to me because when, especially in the greeting, this is where a lot of agents get thrown off in the greeting because you have to hit them with that energy and enthusiasm, and enthusiasm right from the beginning in the greeting. So when you come in with that, if you are, if you are, and you use the right like fluctuation in your tones and tonality, if you come in with that energy like that, it gets people to just kind of want to listen to you because people will pay for a good experience, right? So if you can give someone that good experience right away on the phone, then they'll just stick with you and as opposed to just being monotone, like they want to hang up the first four words out of your mouth, you know? They're just, they just got nothing to do and they got, you know, price is right as on for the last 10 hours. So they're talking to you, you know? So when you hit them with that, it gets them to stay. And that was a big game changer for me when I learned that that's what it was. And I was able to kind of improve on that. And then also too, what the biggest thing for agents and getting people on the phone and getting through that is not taking whatever they say as an opposition in the greeting, I don't, I hate saying objection in the green because that's not an objection. No. It's a reaction, it's a reflex. Like think of a really pretty girl who you'd go up to out in public and like you say, hey, what's up? And it's like, boom, like that wall throws up, you know, unless you're as good looking as Kodiaskans and then, you know. Yeah, right. But it's, but it's, but like, you know, it's like, okay, at one point in their life that person was mistreated by someone. So now this wall goes up because what happened? Think about it like this, okay? When you call someone, they don't know who you are. They have no idea who you are. And then you start talking about the reason for my call is that you recently requested some information about a product, right? They know why you're calling. You're not there to educate them. Like don't use that line. I'm just calling and tell you what's up. They know that's BS, you know? You see right through that. So have no shame in selling a product by the way, anybody, but anything that they, like what happens is a red, an alarm goes off in their brain and it says perceived threat in my environment. Like my environment is being threatened right now because of a past experience, right? So they may not know you. They may not trust you. Maybe they got ripped off. Maybe they're like, hey, if I spend a long time with this person or if you're obligated to buy, maybe they have trouble saying no. Maybe they, for whatever it is, right? Maybe they don't wanna waste your time. They're like, oh, I'm gonna wait. Maybe they don't think they can qualify. Maybe they don't think they can afford it. Whatever they say in the beginning, you can't take it at face value. You have to just, oh, awesome. And then right through, right? With the energy, enthusiasm, and excitement. Like I already have coach, oh, Ms. Jones, that's amazing. I'd be surprised if you did it. Most people who I speak with find this information very valuable and then just like right back, or oh, I love working with proactive people and then right back in the script. Now if they say it three or four times and hanging up, okay, cool, hang up, call them back another day. I promise you call them in three days. They're not gonna remember you call. No, and if they do, then good. You got a reason to call. You know, you're building that relationship with them and they show you follow up, right? So when they hit you with that in the beginning, you have to handle it with energy, enthusiasm, and excitement. And I feel like I get most of my sales in the first few minutes of the call. Like I know I have a very good idea is if this person is gonna let me bring them through a presentation. And if I'm gonna walk them through the presentation, not let them let me bring them through the presentation. And then the rapport building, it builds up into learning about them and everything about their life. But yeah, that's it's the biggest thing. When you're in the greeting guys, you have to be, you have to hit them with that energy. If your attitude is not right, if you're in your own head, go outside for a walk. Go walk around, look at stuff in your environment, get out of your own head and go back because you have to be on point. Don't take anything people say seriously, right? That's strong. That's like main tip there for the greeting for sure. That's huge. And I'm with you. Those first few minutes, you really can tell a lot. And I love that you're focused on, I love the reflex. I always call it like initial resistance, right? I love the reflex, I love that, I love that. People pay for a good experience, that's huge. Attitude's big. You feel like you know that you're going to make a sale typically within the first several minutes, which is amazing to hear. And I do believe that's a couple of the big pieces people struggle with is getting control early in the call, having good energy and actually continuing when they do hear a fake objection because it's not even a real objection. Like I love that. Yeah, exactly. And one thing I want to say too is that especially, the biggest one I think is when someone says they have coverage, I already have coverage and a lot of agents just jump into the immediate replacement pitch, you know? And at that point, I don't feel like, and I know some people will argue against this, but I promise that at 100 times people try, they may get one or two replacements and then think it works. But I've had in the last couple of months just by hopping on calls that I've helped other agents with, we found people who have said right in the greeting, they already had coverage. Them already having coverage was, oh, actually I got the letter in the mail from Globe Life, but I never did anything with it. Or the agent came by to see me, but we never applied. That was six months ago. That's, I already took care of it, right? So imagine this, like we are in the greeting and someone says I have coverage. You're like, what do you pay? How much a month? Well, how much coverage is it? What is it a whole life? Who's it through? And then they don't have it. So then now they're like, wow, I'm gonna sound like an idiot. If I don't know all this stuff, so I'm just gonna run away, okay? So I ask, if they tell me I have coverage in the greeting, I wait until after I ask the health questions and build the report, because I haven't earned the right to ask them about that. And if they don't really actually have it, then they're gonna feel insecure. I have to make that friend I feel before I ask them about what they have for coverage. And I don't really care if they have coverage or not at the end of the day. One in a million people will have the $100,000 a whole life their parents bought them when they were four years old. What's the size of your, I know your team and production has grown a lot. How big is your team and how much production do you all do every week? Oh, wow. Well, for the virus, it's varied. So with everything, because with tele sales, when everybody's in the room together, the production is significantly higher because there's the affinity, right? Like we get each other going, you feed off each other's energy. And that's the one thing a remote team can't have. You can't replace that human-to-human interaction, no? And right now I have about 20 people on my team and we're, but with people being at home and stuff, there's a lot of people who have been inactive. And also too, at the end of the day, it's not necessarily their fault because people go from having kids in school and having spouses at home to like, okay, yeah, or having babysitters to like, okay, well now my husband's laid off and my wife's laid off and now we have three kids at home in school on the computer, so it really limits it. So our production is about mid-30s. It has been about average mid-30s. But before the virus, we were over 40 consistent. We hit 50 once or twice, 50,000, and the team was smaller. But what I've learned is it's a recruiting thing. Like you just have, that's gonna happen for anybody else that builds in teams. You can't ever rest in your laurels on here you have because you're gonna get amazing people. This is just the reality. This is just, this is exactly how it works. You're gonna get amazing people who are gonna fade out and you're gonna get, you're gonna get under performers who turn into overachievers and you're gonna get overachievers who are just like, you know, they think the grass is greener on the other side and now they know everything so they can do something else and go somewhere else. Which hey, what I think is if someone works with me, I want them to, if they do leave, I want them to be like, this is the best person I've ever worked with in my life. That's what I want to have. Like that person taught me so much that I can really go anywhere and do anything. Our production, I'm aiming, my goal is to have 35 people because I have 33 seats. So there's always days when this goes into scalability too and in tele sales, you have to have a good-sized team because you're gonna have people that just don't show up for work. You know, are sick. Like you can't control the variables. So I want to have 35, we have 33 seats. But if 35 agents, probably like 28 on a good day will all be there, 29, you know. Everybody shows up. But this is 1099 at the end of the day too and people can do what they want. And that goes into kind of building a team, camaraderie as well, to get everybody online with the same goals and the same page, which is huge. That's so big if you have a team to have them all aligned on the same goals and holding each other accountable too because people fear the interpersonal conflict sometimes. But my goal is to get to 70, I want to get to 70,000 AP a week with that many people. I mean, if we get into the 60s, that'll be good. But PPA will vary week to week with each agent. Yeah, that's strong, buddy. That's huge, up to 35 at 70K a week. That's 3.5 mil as a team a year. That's awesome, that'd be. Shoot for it, man. We'll get there. We have a bunch of people in the pipeline. My mistake was to let the gas off recruiting for a little bit, but it's back. And for anybody building a team, recruiting is just like selling. The more leads you get, the more good deals you're gonna get. You're gonna get some that are like direct express, Gerber, 10 bucks a month. And then you're gonna get some that are like fully approved day one benefit for $400 a month. It's the same thing, it's the same game. And I love everybody on my team. I'm not saying this in any way or against anything, but this is just the reality of how it is. You have to treat it like that. Yeah, what's some, I love that you shared your culture and your specific goal. And I do believe there's a good chance you're there by the end of the year, man. I mean, the way you hustle, the way you're hiring, recruiting, focused, like it's impressive, buddy. It's impressive to see what's something that you can leave as we wrap up over the next couple of minutes. What's something you can leave that person out there that's struggling with phone cells or trying to convert to it or was in your shoes years ago? So a year ago, I was in my second bedroom doing it. Wow. And then we build up the office right now. It's for someone who's getting into phone sales or struggling with it now. You have to get your present, it's leads is, you have to have leads, but you have to have your presentation down too and you have to have your attitude, right? I would say get a good mentor. That's the biggest, that's huge. You have to have a good mentor that you're like in contact with. Even if you pay that person, if you got to, it's worth your money because they're gonna help you sharpen your sword, right? You're gonna, it's like, you don't go to karate class, you're not gonna teach yourself out of a book like you wanna meet the master, you know? You wanna meet the guy with the black belt with the red stripe in the middle. He's gonna show you everything. So like you wanna get with someone like that because that's gonna help you hone your craft so much better, record your calls, record your calls, listen to them, do play by play, like playback, listen. If you wouldn't buy from you, you gotta change your presentation. So if you wouldn't, if you listen and wanna, most people, a lot of people get scared to listen to themselves on the phone. You have to get comfortable with that because you wanna get to where like, I like listening to myself on the phone now sometimes. Like that sounds kind of weird, but I mean, in a sense where it's like, hey, it's just cool. It's just cool because when I have new people that come in, we listen and then we play like, you know, different people's calls and we listen or like, hey, we can touch on there. So record your calls, always work on improving your presentation, get a mentor, make sure you have solid leads and that you work your leads and that you follow up because the average lead not everybody has like a strictly inbound system or anything like that. So you have to make sure they're worked and you gotta remember that someone filled out that form because that solves a problem for them. People buy things because they love them or they solve a problem. So whatever they tell you, there is a problem that that product solved. So you gotta keep that in mind and maybe they're not gonna tell you what it is today. Maybe you gotta call for the next six weeks. Oh, I know you don't want anything just following up. And you know, that's one of my tips that someone started at home. JVE, the tele-sales champ, dude. Hey, if they wanna follow you on Instagram, how can they do that? J underscore, I'm not gonna pronounce my last name. So it's J underscore V-O-M-E-I-G-E-N, J underscore von Eigen. Perfect, perfect. That's my IG, follow me. There we go, you're a beast, bro. Thank you for your time. Congrats. You're the best, man. I appreciate it. I'm so excited to see you guys at 8%. And you know, what I really respect about you guys, Cody, is that you were able to just like, and it goes to show the person you are because you have so much going on. It wasn't like, oh yeah, we're thinking about what to do. It's like the 8% change modifications. You're like, nope, we're doing this. We gotta do it now. And I love that. I thought that was so cool because, oh, I can't stop my video. I thought that was so cool because it's just, it's a big thing. And you were able to make like a speedboat decision with a cruise ship size event. Dude, thank you, buddy. That's huge, man. Well, I'm a huge fan of SLS, huge fan of JVE. Congrats on the winning. Thank you for your time. And 3.5 million here we come, bro. We'll get it, we'll get it. That's just the beginning, man. That's it, dude. Thank you, buddy. Hey, you're making some big money, right? You're, well, it's getting all fat. You're getting excited when you go to the bank. What are you gonna do now, right? You need to know some tax strategies. I got the video for you. Click on that with my buddy, JD Frost. And I'll see you there. An individual tax return has a one in 100 chance of being pulled per audit. If you make over a million dollars, you have a one in 10 chance.