 All right, ladies and gentlemen, I'm extremely excited to jump out and interview an absolute powerhouse in the insurance industry, Ms. Leslie Schilfield. What's up, Leslie? Hey, hey, hey. Happy to be here. Thank you so much for being a part of this. All right, she is owner of Six Figure Academy. She's a founding partner with IFG. She's an insurance agent machine. She's a six heavy six figure earner soon to be seven figure earner, and she is doing her best to, she sells a lot. She helps, she builds teams, right? She shares her knowledge through her training platform. She is truly inspirational and motivational. I can promise you, you're going to learn a lot. Listen to this lady today, right now. For those that don't know Leslie, I'd love for you to share a little bit about you and your story and what got you to today. Sure, sure. Super happy to be a part of all of this. Thanks for thinking of me. I've always wanted to see more women in this industry once I got in, and I realized that it was super saturated with guys. No offense, but we just get in the door so much easier and the commissions are unbelievable. There's just something to say about when you can really help a family and when you make an impact financially for that family. Man, it just really gets you in the fields. I'll start out by giving you a little bit of background. I worked in the hospitality industry, Hilton, Marriott, always did sales, bartending. I think the best insurance agents are bartenders for sure. Then I got into Ashley Furniture where I was there for five years. Number one in the whole state of Virginia, I kept out at $89,000, sold every mattress cover, every temporopedic, worked every holiday, every weekend, and could not break through the six-figure mark without working open to close. It was completely ridiculous. We hired a guy that was sitting down on a couch at one of our busiest holidays. I was a sales lead at the time and I was like, hey, man, why are you not? There's so many people coming in. There's not enough of me. Go help these people. He was like, I'm good. I make 5K part-time doing life insurance. I was like, wait, what? You? You make $5,000 part-time? If you, no offense, but if you could do it, I would crush it. Where do I go? Where do I sign up? That's how I got into business. I'm going to be honest with you. I quit my job. I was not prepared. I didn't know a lick about anything. Leads. I took the exam, didn't retain any of it, and that was it. Somebody gave me a stack of old leads for 50 cents each and I dialed through them. At some point, made a $2,500 sale and never looked back. I bought new leads ever since. But before that happened, I was the queen of door knocking. I think it was 10K my first month in the business at a 70% commission with leads that were not the age that they set on the form. And then second month was about $15,000 at a 70%. And then I quit and went to another IMO and stayed there for three years and was very, very successful. And from there, ended up at IFG. So that's like a short version. I love it. You're naturally a extreme go-getter, like crazy driven. I follow you while watching you. We've known each other for a few years. I've always been really impressed by you. Where does that come from? Because not everybody's like that. And for those that are out there that are not like that, you just freaking have it. You're moving, you're going, and I love it. Where does that come from? I think it's a survivor mechanism from being a kid, growing up in a low-income area, not having access to the best of everything. And just my parent, my dad worked three jobs. So my mom and my brother are both on disability. My brother's intellectually disabled and my mom is physically disabled. So that kind of pours a lot into the why of why this business has to work for me. I've purchased them. Well, I did a whole video back in Mother's Day a few years back about when I bought my mom a car. It was such a big deal all over social media. And yeah, so like, you know, the goals are not mine even though, and I spoiled myself, but my goals are not mine. Like, you know, they're just, I want to see people succeed and I want my family to breathe. I don't want them to worry about money. I love that. That's huge. And so you have to have a ride or die attitude. You know, I got this nickname, Terminator, because I cannot be like I'm just a machine. I will always come back and haunt you. You are a machine. You keep doing it. You've been personally producing for years. You do an unbelievable job at it. You sell tons to jump out and do 10k your first month, 15k your second month is door knocking, old, old, old leads. That's truly remarkable. I don't think people realize how impressive that is to just jump out and do it. Oh my God, the grit, the guts. By the way, I've been in the business six and a half years and I just got a concealed carry. So I don't want to hear this crap about I'm scared of this area. Like fear did not phase me. I literally believe God protected me this whole time. And like I just, I worked until the street lights came on. It didn't matter. And in the summer, I work later and I work until the street lights come on in the winter. Fear did not phase me. I love that. No, it didn't. It didn't even occur to me that I might have been in a crazy neighborhood. I mean, I look around and I'm like, okay, we gotta go find this lady. She's stuck up in here somewhere. Your first month, think about your first month. What did you do that most agents don't do to jump out and write 10K of life insurance premium your very first month in the business? That's easy. I took every single lead that I bought. No, these were the bought leads because at a 70, I was buying leads that were old and resold to my co-workers. I took each lead, I went to Best Buy and I bought one of those old school Tom Tom's. Do you remember Tom Tom? Yeah, yeah, yeah, yeah. Yes. I used to have one in my car. Yes. Yeah. So I bought a Tom Tom and I didn't know about dialing. I had no idea about dialing. So I thought I had to go to their house. I didn't, it didn't even occur to me that I could call them and there was a phone number on the lead. It was just not because I came from furniture like face to face. Yeah, you didn't call them. They just came in. Yeah. So I stuck like, I think the garment would hold like 10 at a time. So I just stuck 10 in and went by 10 and then I stuck another 10 in and went by 10 and I just did that. I did it every day. Do you recommend it still? Yeah, I don't knock all the time. I love it. I love it. That's actually funny you bring that up because I don't know if you knew this, but a lot of my first year was cold door knocking, not even old leads just straight door knocking and you really learn a lot about yourself and it really helps your cell's ability to get out and put that type of activity in and I believe that's why you're so good now. Man, I had the neighborhood enrollment script down pat. If the neighbors had a wheelchair ramp, I was knocking oxygen signs, veterans plates. I mean, I literally would scope and I don't know why I just, I guess, I don't know where that came from, but I screened everywhere I am. I'm always looking around and even when I'm walking in facilities, I'm like, oh, they have an oxygen tank in there and I don't know why. I think I'm just constantly looking to serve and they might need something that I have that they don't know that I have. That's right. That they don't know exists. Yes. Yes. Are you willing to share your door knock script still today? Yeah, for sure. So I work every type of lead. I am involved in advanced markets, mortgage protection, final expense, Medicare supplements, all of it. So which door knock script do you want? Oh, let's do the final expense one. Okay. Hello. I gotta come to the door. All right. I'm opening. Hello. Who are you? Cody? Yes. Hey, Cody. It's Leslie. I've been trying to get in touch with you. You sent in this information and I know how important it was for you. I don't know when you got it, but due to COVID, they just now got me out here. Do you have a few minutes? Yeah. Okay, great. Perfect. Do you want me to take off my shoes or can I keep them on? You can keep them on. Perfect. And then from there, I just go straight to, I always sit right at the table. And then at the table, I don't go. So why'd you fill this out? Yeah, I love that. No, it's just so I'm assuming you sent this in because you're worried about your burial. If something was to happen to you, who would be picking up the pieces on when you die? You know what I love? Here's the five things I noticed by the way. Absolutely incredible. Okay. Make sure you guys give Klaus Leslie some love and comments. Okay. To share that live on video, like you can tell the chick has got it. Okay. Five things I noticed. Number one, you said their name. Number two, you were first name. Yeah. First name only because they're correct. It's Mrs. Adams. Okay. Yeah. Exactly. Number two, you were loud. You didn't like get quieter and lose confidence. You had, you had some confidence, which is great, right? You're talking old people through it through a screen, right? You mentioned the word of how important it was to them. You made about them. Is it about you? Right? Which is huge. For you, you were extremely assumptive every step of the way and you always finished with a question. Yeah. And not an open ended question either. It's usually like yeah. So impressive. So impressive. And the reason why I can't, we can't talk about this right now. Yes or no. Instead of when do you want me to, now I do, I have a very good at booking appointments at the door. If I can't get in an appointment is being made. And I always say to the team, like it's not a no unless it's a no to your face. So I'm here now, if you're going to say no, do it now. Yeah. And that's when I let the lead go sort of. You know, what's the most impressive part about you? And I noticed this with a lot of top producers like yourself is their mindset. They're headstrong. Like no one is screwing up their day. Like they are in complete control of what happens throughout the day and, and they accept responsibility for what happens. Like if you don't get an appointment, you don't blame the prospect. You blame yourself. Oh my gosh. We just talked about that morning. Yes. And you can pinpoint exactly what you did and why you didn't get the appointment. I might want to know exactly how I screwed that up. I can try to save it, but I know I'm just going to go over there and try to meet her in person. Yep. So impressive. So impressive. As you are building out a team and helping others, what's some of the things that you're noticing from some of the people that are doing well versus some of the people that are really struggling? Oh gosh, that's so easy to answer. It's just, it's, it's they've allowed, I'm guilty of it. Like especially you gotta remember a lot of women talk to me. So with women in general, they just don't show up. Like something comes up and they just don't show up. And I'm like, this style session has been going on forever since we've had the same, we have had the same weekly schedule since we started. And you get a notification and an email and a text reminding you to get on and you just didn't log in. Like you, you're going to have to, I can't make you log into your computer. So I think the part of the problem is just showing up and just log on because once you log on, when I see you, if you're in another state, if I see you logged in, I am directly talking to you for some reason, I'm going to pull you out of whatever you're in. And my agents will tell you, like they call me on purpose to get pulled out of whatever crud they're in. And like today, we went over time blocking, something so simple as time blocking. Got an agent with five appointments, eight appointments, 11 appointments, all because we sat and just got out of our funk first and got it all out of the way. Yeah, I love that. I said it all the time is literally step number one to success. It's just showing up. It's just, it's so easy to not show up. It drives me insane. I freaking love that you said that. That's so on point. Did you earn six figures your first year? Yeah, I did. How rare is that? Oh yeah, I did. I nailed it. How awesome is that? I crushed it. What was the exact number? Help me out. It was, I need to look, it was somewhere between 362,382,002 carrier trips back to back. No, three. You were there in one of them. Yeah, yeah, yeah. It was a couple carrier trips back to, I mean, shoot, I was on vacation for like the whole summer of the next year. Geez, this was your, this was, so it was 360, 380, whatever, it's 1,000 and premium your first year. Yeah. That's unbelievable. Oh yeah. I learned so much about leads I learned about. That's the year that I learned that if you, if you come to the table ready, if you come prepared, if you decide to be full-time and you show up every day, you will learn that you have to get an S-Corporate LLC. You will learn how to manage your money fast. Yes, that's right. I bought leads from day one. I never had a lead given to me. You also, you probably had a decent tax bill after your first year. Oh yeah, let's talk about that. Where we, we can avoid that if you want. I don't care. I was, I was told off. Like it wasn't terrible. I could have paid it off in full, but I took my time paying it off because who wants to pay me? Yeah, exactly. And they take payment plans. So I just set up an auto pay and let it, let it do its thing, but it never happened again. Yes. Yes, that's right. Yeah. You live and you learn and you fix and you correct and you don't. I'm telling you, you guys listening, do not live and learn. Go get a CPA right now. Yes. Oh, that's so good. Yeah. I had the same thing happen to where I was told by a CPA, you owe the IRS $20,000 at least. And I'm like, Oh, mine was higher. I'm like, I'm 20 years old. What are we talking about here? This is ridiculous. I'm like, I don't, I blew it. I spent it all. Where do you mean? Where did it go? Why didn't you do your job? So I went and did my own on like a H&R block or whatever. And I got it down to eight grand, paid it, and then I hired a CPA. I used H&R block, got the tax problem and went and hired a professional. That's all you did. You did it the smarter way. Please, you guys get a regular CPA. And what you're talking about is running a business, right? Like they are every, everyone's a business owner. I don't think people grasp that. Like they're like, okay, so I'm independent. I can just show up and work nine to five like a regular person. No. Oh, I can't tell you. Maybe through, okay. So I'll be, I'm going to put some transparency out there for you. Last year was my absolute worst, and I just mean worst paid, worst income in the business since I've been in the business. And that was because I had a toddler and COVID happened. And I had a very hard time, time blocking. This, this did not happen for me. And it's shame on me. And I sat in it. And I, this is just at six to 10 p.m. Monday through Friday. I'll show it to you. It's what I love. Yeah. It's the purple are the appointments. This is the week when I have my kid. Did you see all those appointments? Yeah, yeah, that's a lot. That's all. So, but time blocking and time management didn't happen during COVID. I allowed that to tear apart my business. I got emotional. We're women. Okay. We're going to get emotional. But also like I am, I am doing what mom and dad both do. It's, you know, I mean, I do have a husband, but that's right. In the business, I am both a broker and a mom with men. You guys just don't make the money and we spend it. The agent, they'll like talk to Lauren. Like she's, she does a lot, right? Yes. But, but a lot of guys go out and produce and they're women are at home having babies and like try doing all of that and being the producer too when you're not in a supportive role. That's a lot. I respect time blocker. You're just dead in the water and that happened to me and I'm embarrassed about it. And I promise you it'll never happen again. I respect the heck out of that, by the way. Is can they, can they email you for the time blocker? Oh, yeah. I'll send it over. I'll post it on the, can I post it in your Facebook group or something as a file? Sure. Yeah. We have a group. It's called the insurance ladies. I co-hosted, it's actually Joanna's group. I co-hosted with her and Amanda and Malia and some awesome other chicks in the business. And it's no, it's no recruiting. It's totally women friendly, any agency, any, anything. And it's in the file section there. But I will give it to you. Cool. I love that. Okay. You guys have to grab that. That's super impressive. And it looks like it was, you know, one of the most complicated things in the world to build. It's just that you have it. You can make it. It's just a block. Yeah. Just blocks 6 a.m. to 10 a.m. Sunday through Saturday. Pretty simple. I'll give you my schedule because you're going to want that. How can I, how can we, how can we, you guys too, like, just because I'm a chick, like you guys are not working like this. That's true. Yeah. You got a point. I'll just give it to you because I go to the gym. I got a personal trainer. Like, I'm in there. I see you guys, I see Brad and all of them out. Yeah, I'm doing that too. Talk to me about the personal trainer piece. Like how important is that to have something scheduled? Oh my gosh. Today was my first day back. I used to go nonstop to OTF, Orange Theory Fitness, all day loved it. But they closed during COVID. And the best, the best, so here's the thing. The best year I had in the business, I was seeing a personal trainer. Yeah. So I hired him back. Today was my first session. I'll be not able to walk tomorrow. But I mean, time blocking, I see him, I have a week with the kids, a week without the kids. So I have a schedule for both weeks. Yeah. So it's like, and each one still gives me 25 to 30 appointments. With working out, with meditation, with church, with community serve groups at church, all included. Like it's all here. It's so impressive. You'll love this too. I had my best year ever last year, actually, and hired a personal trainer the whole year and started in January. And the personal trainer, because the gym closed, I had him come to my house every day. No doubt. How cool is that? Oh yes. And mine will do the same. It helped. It's amazing. It's crazy. That's what I needed. I wish that I never, I wish I could just have a room, like a mother-in-law suite for a trainer. Oh yeah, I love that. Come knock on my door, time to get up. That's next. That's next. You're going to have a personal trainer. You're going to have a chef. You're going to have a pilot. Yeah. You know, I mean, why not? Those are just some pretty hefty goals, though. I mean, those are, you know, I don't know. I just, those are great goals to have, I think, but I just don't know if I would totally use a chef. You're impressive enough to make any of that happen, by the way. Yeah. Yeah. I know. I know I can do it. I just don't know that me. Is that really necessary? I don't know. I don't know. Most people would say that it's not necessary to, to, to, to door knock old leads and, and you're freaking crushing it and everybody else has fell in them because they're like, well, I don't want to do the hard stuff. You know. The leads didn't work. How many times have you heard, you especially, this batch was no good. Did you see me call a bad batch on YouTube one time? I called it live after an agent said he, this is the bad batch leads. I sent him his money back and then I called them live on camera and booked four appointments, five appointments. That's my favorite. After they were horrible and he didn't get any. Like, come on. Yeah. I love that you, you, you believe so much in you that I truly believe. I don't know where this comes from. I love to know where it comes from for you, but I believe you believe that you can do anything. Well, my mom might have told me that I could do it whatever I wanted when I was little, little, but the way we lived and the way I was raised, I had no choice but to make something happen if that makes sense. Yes. So the belief is so subconscious that it's no longer a hypothetical. It has to happen. It's always been there. Like it's always just had to be this way. You know, it's kind of like you're just, I don't know. It's just, it's so good. You, I was definitely, I was born this way. That's right. I was just thought of the song when you said that second to go too. I think I was born this way. I think, and my mom says like, like when I was two, I was using the potty early. I was like doing everything early. She's like, she came out the wind boss and everybody around. Like that's what she says. So I believe that. But you know, mostly, I think for me, what's super important is, is that is very aggressive and being a woman, you do come off very masculine and you have to find a way. You have to do a ton of personal development, which I didn't know anything about until the last couple of years. Yeah. Yeah. And you have to have a schedule, which I am the queen of schedule, and I really want to give it to you guys before I get off. So don't let me go without giving you my schedule. I see that by the way. I love that. But the personal development is a must because otherwise it's ego. Talk about that because I freaking love that you're talking about that. Well, ego, if you're just an egotistical person, you're not, you're capping yourself at what kind of success you can make. I mean, you really genuinely have to come from a place of service. If you can't get into service mode and be a genuine service person, then you're a surface person. And surface people and service people have different results. And I've been a surface person before. And once I really learned, you know what, I'm not making any money, but I'm filling out this Medicaid application. I have no business helping this person with this. I make zero out of it. When you do something like that, the referrals come. And like the other things come. And then you just feel good. And I feel like that's part of fueling. It fuels me. If I don't feel good, I'm not going to work. So even if I go do something for somebody, it makes me feel better, which makes me go and get 10 appointments tomorrow. 10 appointments tomorrow. I don't know how I'm going to do it because I'm going to go every hour on the hour. You're a terminator. That's right. In three months, I'll flex a bicep for you, but I'm not doing it today. Okay. All right. I'm still working on mine too, so I'm with you. Dude is good. Man, you're such an inspiration to so many. Male, female, young, old, doesn't matter. You're an absolute go-getter that anyone can learn from. And I've had the pleasure of getting to know you the last couple of years and see you grow and see you help people and see you just freaking turn to this monster that dominates anything you set your mind to. Yeah. It was always in there. I just needed somebody to pull it out. That's right. Once you start picking up this premium checks, honey, once the momentum train starts chugging, it is so difficult to get off of it. And then God forbid you fall off of it because if you do, it's hard to get back on. That's right. So you really, the ride the train thing, that's real. Yes. Right when it's good. And when it's good, you need to stay on it and do whatever you can to stay on it. That's why schedule is so important. You talk about schedule because you mentioned that multiple times, that's a big part of your week and what you do. You're really organized. I'm actually not that organized, so I'm really impressed that you are. Oh my gosh. I will give you a schedule that will change your entire everybody, everybody. It's a $25,000 a month schedule. And that's really, that's like watering it down. That's watering it down. That's like recycled leads, old leads, three-year-old leads, watered down. Like it's like that. So it's simple. And by the way, at this current moment, I have zero staff. And I have had three at one time before. Yeah. And I do, well, no, that's not true. I have a virtual assistant. Okay. But, and they fill in the gap. So like this schedule is for somebody that has a ton of people under there on their team or the brand new agent coming in. And it specifically will help, it will specifically help brand new agents. So, okay. So Monday, it's really, I always write it out. So I don't forget anything. So Monday is what we call dial day. And this is where you do not get an appointment center. You don't have the luxury of booking, of having somebody book your appointments. Like you spent your money on the lead. Why would you have a stranger call it? They're not invested. So you're like giving up $40. So like go put it in the toilet and flush the toilet. Would you do that? No. Right? Like you might, but I'm not. I probably would, but most people would not. No, it doesn't work that way. So you have to dial your own appointments. I started at 9am and I go until it's full. Today I got done at 11.52. And I was dialing brand new leads. So from nine, let's be honest, we had a little powwow. So from 9.48 to like 11.48, I booked 1, 2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12, 13, 14. I booked probably 15 appointments and then did four for another agent. Geez. Yeah. So two hours of solid, just solid. Oh, and did an app at the end. Got a whole application. And you do that face to face appointment? No, I was dialing. No, I mean face to face. You're booking face to face? Yeah, booking face to face appointments and then I sold an app over the phone. Geez. At the end. So that was today, which gave me the rest of the day. Now I have the whole day off. So if I'm done, I had a conference call to get on and I had agents to call. So, but what it does is it frees up. So if I'm done by 12, I take a lunch break if I want. From one to five, you can do all of your office stuff. Yeah. And you can hit the gym. I get up at 5 a.m. So gym in the morning, shower, dial Tuesdays and Wednesdays are field days or phone days, whatever you want. You're either on the phone booking appointments to go in the field or on the phone selling. So I do 8 to 10 on Tuesday, 8 to 10 on Wednesday, every hour on the hour. Thursday is the same exact schedule as Monday. And then Friday, you get 8 to 10. And Saturday is every other for me. And it's just that simple. And it's 25 appointments, minimally a week. And I break that down. So basically 25 appointments. This is for your new agent. You guys should definitely write this down. 25 appointments are sets, S-E-T-S. You set 25, which means you need what? 40 leads or more. Yep. So if you have 25 sets, you'll get into 15 to 20. So 15, let's call, let's say we stake, right? And like we're not that great. So we set 25, but only 15 let us in. So that's 15 sets, S-I-T-S. Yep. And then out of those sets, we were really bad and we only sold like five to eight sales. We'll do the math. Good money. It's a $5,000 a week. It's $20,000 a month. Quarter meal. 25 appointments a week, baby. That's it. Six figure Academy. That's it. I love that. That's huge. They stick to that system. There's no way they don't make six figures. Yeah. The problem is sticking to the system. You got to show up to what? Dials. You have to show up to dials. If you don't, that's why I started live dialing publicly. Today was actually the first day we had Tom on. You know what? Yeah. Tom messaged me. He said, I'm sitting here watching. He said, I'm sitting here watching Leslie do her live dials. I'm like, how awesome is that? Did he put a little brain emoji with a splatter? Because that's how he was. He was brain splatter emoji today. Listening to live dials with Leslie, beast mode. He was blown away. And we used go high level. And he just got to see that and the benefit of having that. And it was so valuable for Tom. I know it was. That's so huge. I freaking love that. Man. His wife looked hot. We should charge. We should. Yeah. His Denise is amazing, too. We should have charged for this. Yeah. We should charge for this. This is so good. We do. Well, you do at Six Figure Academy. Yeah. Right? Yeah. But now it's sort of like, you know, again, I just, I just want you guys to sell because here's the thing. If I give out content and you love it and you love me, you're going to come and be with me. That's right. Yeah. So on that note, if they want to reach out to Leslie and learn more or keep following your journey, how do they do that? Hello. Hello at leslidescofield.com. Hello at leslidescofield.com. And then Instagram. I'm on Insta. Yes. I am Leslie Underscore Scofield. Yes. And I am on Clubhouse. What? What? Six Figure Leslie. Yes. The club. There's her Instagram for those that are wondering. Okay. I am Leslie Underscore Scofield. In case you want to spell her name, I was putting that up on Instagram earlier. So I am Leslie Underscore Scofield on IG. Please, you guys, if you want to- I get a lot of, I get a lot of agents. I get a lot of agents DMing me on Instagram every single day because of stuff like this. So you'll definitely get some messages. It's at Six Figure Leslie on Clubhouse, and I have invites. Ah. You want in? You want in? Also, email hello at LeslieDscofield.com. You've been unbelievable. You're an inspiration. I'm fortunate that you've spent some time with us. I can guarantee you some agents are definitely reaching out for help because you are a terminator. Anything else you want to add before we close? Yes. Thursday, 9.15 a.m. Eastern. We will be doing live dials. If you go on my Facebook page, I always post my Zoom link. It is public, open to the public. You can come hear me dial with our team. We overcome every objection in advance so that you book everybody that answers the phone. Boom. That's a mic drop. She's willing to share her live dials. You are amazing. Thank you very much for your time, and thank you for sharing with our audience today. Appreciate you. Thank you. I appreciate it. All right. Hey, make sure you guys go and continue to follow Leslie. Apply everything she's saying, and make sure that you become Leslie Schofield one day. Hey, if you enjoyed this, I got another one you're going to love. It's right there. Click on it. See you in there. Clubhouse has been fun lately, right? Yes. Not just fun, but like, I mean, there's been some extreme value, right? Yes. It's just been so good that people have been dropping bombs, people have been asking questions.