 Eight percent nation. I'm Cody askings and I have the distinct pleasure of Interviewing one of my new favorite people. Mr. Eric Friero Eric. Welcome to the show buddy. Thank you so much, Cody Did I appreciate you allowing me to interview you? I appreciate you taking a few minutes out of your busy day I know a EP is just around the corner. So thank you time. Yeah, man. Absolutely. It's it's a crazy time right now But this is this is what we all live for no doubt. It's no doubt about it Eric Friero is the founder of Medicare Supplement University calm Which I want to go ahead and state is it's a it's a Medicare training site to help independent brokers That are looking to break into the Medicare business Medicare King can be it can be confusing can be overwhelming. There can be a lot of moving pieces and parts So being able to jump in to something like this to help you learn the Medicare business from a seasoned vet It's gonna help. It's gonna help a lot So so that's also I want to mention real quick too Believe it or not. Eric is giving free lifetime access to his Medicare Supplement University Right now at Medicare Supplement University calm dude. You're nuts for doing that, but I love Yeah, I'm getting that a lot. I'm getting that a lot. Oh, man. You're leaving a lot of money on the table I can't believe you're doing this but Yeah, man, I'm really I think what I'm after is more I say in the actual intro video when you go to the Main page is that I'm after legacy, you know I want to get to the end of my life and I want to know that I really did help thousands of people and even if it's in a Little way a big way whatever way if I was able to influence in any kind of way to help someone towards their whatever their idea of success is Then I'm gonna be a very happy guy and and even though, you know I've spent I spent a couple of years putting this site together and and the site's gonna continually evolve You know, because I think the original intent was always to just replicate myself You know, I've spent a lot of time training agents And so I wanted to have a platform where agents could go in and train with me still But do it in a different way and that way I could help more people on a bigger scale And so since then though, it's been evolving and and will continue to evolve And this is just part of that evolution becoming just something that I'm gonna start offering completely free Completely that's amazing buddy. You can tell you have a big heart You can tell you care you can tell you can tell deep down you can tell that you're like You're the dude that sincerely wants to help other people, which is one of the biggest reasons why we've got you involved in this conference For those that don't know Eric is going to be on the Q&A live panel as a panelist speaker at Nissan Stadium on the same stage as Grant Cardone and Ray Lewis and all these other industry guys And I'm telling you what he's got a lot of knowledge to bring so make sure that you grab him You pick his brain and you get a chance to talk to him asking some questions That's the cool thing all those little side conversations. It'll happen But for those that don't know Eric dude, won't you give him a little background about you and who you are real quick now? Yeah, so, you know, I My story I could go all the way back because I feel like I I myself I love my story But I'm gonna give you the short version of it and I'm gonna start from when I just entered into the Medicare field You know, I was actually a finance manager for University of Phoenix I had a team of 20 people working under me and and I was doing really good climbing the ladder there But I wasn't happy with what I was doing. I didn't really enjoy it and and I'm plus I wanted a place where I could make more money. I wanted I didn't like climbing the ladder and trying to You know get raises so that I can make more money I wanted a place where my income will be directly reflected by how hard I work There's no better place you could do that than in the sales world And so the next check mark I had to take off is I wanted to work somewhere that was kind of there was more recession proof So that you know if something if something bad happens if we have you know a dip in our in our economy that that you know You look at the mortgage industry, you know when we had the 2008 issue man a lot of mortgage lenders they were having a lot of issues but I Just kept growing my income kept growing throughout that whole season and and that's really one of the other factors I was looking for I wanted something recession proof So, you know, I have a buddy that he's one of my best friends named Tigray Moot He's the CMO for Heartland Financial Group. What a dude man. What a good dude. I love Tigray He's the best man. He is absolutely the best and He was actually in the Medicare business. He was he's been doing this since 2001. I believe so he was he was Marketing he was working for an FMO and he said hey, man You've been selling the wrong products. I want you to try to sell Medicare Just do this part-time, you know, keep doing what you're doing as a finance manager But run some leads see how you like it and so we got contracted and set up This was like in 2006 got contracted with Medicare Advantage Medicare supplement he was able to hand me down some leads and It was it was at lunchtime every single day at work I would lock myself in my office make phone calls set appointments for the end of the day And then I would go and run them and my first two appointments that I went and ran I tanked I did a great job doing the presentation But then what what happened it up happening is that the I was presenting to to the the the per the clients Children so the basically the client was living with the children the children You know, they're they're already in their 40s 50s And so they told they they were like Eric you did a fantastic job with your presentation But we're probably not gonna actually get this will probably stay with what we already have But I have an opportunity for you and then they went ahead and try to recruit me into an MLM and so I was like really just that hit hard. I'm like come on man I was like I'm sitting here trying to see if I can if I can get into this, you know And they hit me with that and so the next appointment I had that day was just a no show So I went knocking on the door and nobody was there. Nobody would answer nobody would answer my call I was just I was stuck. So I went home that day. I called Tigray. I was like, dude This this sock man. This was a bad day. He's like buddy. Just promise me you'll give it another try So I was like, all right next day I went in lunchtime made my appointments after after work I went out to go run them and then the next 10 cells in a row closed them all and and so Yeah, man So after that it was just like I was on fire man I because it's it's a combination of I feel like I'm a good presenter. I'm a good speaker I believed in the product and and I love I love helping people and I really felt that the products I was offering were actually helping people and because that because of that I was able to really just get behind it and and I think I had a lot of passion in it and I and I really did care So it was great and man I'm telling you I think that at that time as a manager and you won't believe it So as a as a finance manager, I was making twenty eight thousand dollars a year And so after two months of selling part-time a damn near matched what I was making full-time as a manager And I said I got a walk. I'm done. This is it You know, I can do this. I know I could do this full-time. Why am I wasting any more time here? Like It was yeah, so so that's when I decided I was gonna go and so as I did that You know as I decided to go full-time put in my walking papers and and I and you know, and I was I was ready I was ready to go at it hardcore full-time and then Tigard comes tapping on my shoulders like man We actually have an opportunity where you can come help me with marketing, you know Come join the FMO we're working for and let's start recruiting agents across the country training them getting them involved and this was like again back in 2006 Medicare Advantage was just like ripe because you know all the changes that Happened with the Bush administration had just changed the rules so that it could just go gangbusters and it did So it was just an insane time that you know that I got into the in the whole marketing world as well So so there I was you know, I was selling I was marketing and recruiting and training new insurance agents that wanted to get in the business working with existing heavy hitters They were in the business So, you know, I've had a lot of amazing experience since then so that puts you know, I think that's what 13 years I think overall that I've been You know that I've been in the Medicare arena and and I've just had such a great experience I've got to work with a lot of you know A lot of top-level people in the insurance industry and not only from insurance agents, but also insurance carriers You know, I have great relationships with a lot of the top guys at different companies And that always helps man because when an insurance agent needs help they need somebody who can get it done and And so that's that's really the biggest value that I brought to agents was not that I had fancy trips They could win or or that I had a bunch of free leads. I could give them It was just me I was literally selling them on working with me and what I would do for them and Ted gray was always good at modeling You know because I always felt like I was a hard worker before I got into the Medicare world But when I saw Tigray man, that guy's at a different level like that guy He was taking calls at 10 at night We'd be out we'd be out having a couple of beers and he'd be taking calls at 10 at night From agents and answering questions and so I ended up modeling that and and as a result, you know That's that's just I think agents really appreciate that if they can reach you at any time and you can start working on their issues Right away you alleviate stuff from them and so that's been my world You know and so to wrap that up what ended up happening at the beginning of the year is that the FMO I was working for got bought out and So as a result of doing that I basically had a decision I could now join the new company that took over or I could instead, you know, try to try to go out on my own and so I decided to do the ladder I went out on my own and you know, I basically I was talking with Tigray about the move. I was gonna make and he's like, dude Why don't we see about partnering together? So that you could basically open up a call center, you know And and that way because one of the things that that the Tigray always recognizes that I loved selling over the phone I've been doing that since probably 2007, you know That's I was able to do a mess up sale over the phone and I said, I'm never leaving the office again I just I just want to do this all over the phone because I did I was able to do just as good of a job And so, you know since then that's really when I was selling and marketing at the same time It's because I was able to do it all from the office so I could always juggle the two And so now, you know with me leaving the FMO, you know, he said well Why don't we take this to another level like let's let's go full-time hardcore at it And so yeah so Heartland came in and they partnered with me so that I could start getting my place up and running and you know now I have We have actually we've been growing really fast over the past several months And so I think we're almost that we're almost north of 20 agents now That that we have selling across the country we have, you know call centers in four states So it's just it's been it's been going pretty pretty well, you know, we're just it we're growing fast we have a great great team behind us and And as you can see as a result Supremely busy dude, no doubt man. That is such an amazing story. Thank you so much for sharing That's really cool. What was it? What was for those agents out there because in this industry? There's about 8,000 ways to succeed, right? I mean, there's so many different avenues P&C life and health Medicare mortgage protection file expense. It's an advantage You know, it's what was it about Medicare for you that really attracted you? I think Because I've sold another arenas before too and I feel that Kind of for starters the senior population is is one of the kindest that I've experienced One of the things I really loved about working with seniors is I love learning from people You've heard that that saying that you know smart people learn from their mistakes wise people learn from others mistakes And so I love when when seniors want to give me wisdom. I soak that in I take that all in And so I really have always enjoyed the wisdom the seniors have given me and at the same time Because they've always had such a difficulty understanding the Medicare options. I really felt good I think the teacher inside of me always felt good about being able to teach them how the system works and To me they they have this look like they're they feel more empowered when they truly understand how their insurance works So I think the combination of all that really is what caused me to fall in love with the industry and make it my career It's such an amazing industry at that too I mean, it's it which is a lot of the reason why this conference and we're putting this together It's crazy to think that as an industry whole about 92 percent actually fell And so with getting people like you involved giving away free lifetime access to a complete Medicare University is Medicare Supply University comm is so so so impressive because people like you are the ones that are going to help change this industry Help improve that statistic. And so we're super super excited to have you involved live Q&A and all that So what was it about this crazy deal in 21 days 9 hours 42 minutes and 38 seconds and counting At Nissan say my national was it about 8% nation that wanted you to get involved, man You know, so hey, I always always love networking That that is part of what I really enjoyed when I was working You know for the FMO that it was the networking that I got to meet other agents share ideas Talk about what's working. What's not working and and you know, just to be able to share in each other's successes You know, I think it takes It takes quality people to know that there's so much business out there Oh, that it's just like I can't view people as competition. I just I view that you know There's just so much business out there And so the people who who have that same mentality man those people they click and I think that this conference That's what it's all about people going there to share Knowledge share what's working for them share what's what's what's going great in the industry and maybe what we should stay away from like The tips and tricks man And so to be able to network with other like-minded people like that It's just an amazing deal, you know, and that's really what excited me is that a I get to network with other Like-minded awesome people be there's gonna be a lot of people there who want to ask questions get more information And I'm excited to help I'm excited to help and one of the biggest things I'm gonna be able to say is hey go to Medicare self me university calm You know a lot of answers there Exactly and it's so so so true. I mean there's so much knowledge. I mean you talk about people don't realize it dude You worry season freaking pro, you know, you've been in this business half as long as I've been alive I don't want to make You clearly know what you're doing there's so much knowledge and wealth they just can get from you That's what I love about stuff like this. He's like you said the networking Is pulling valuable nuggets from different people learn something from Grant Cardone learn something from Ray Lewis Learn some from Eric Fierro learn some from Vince Pappinado Cody asks all these other guys Justin Brock all these all these all these amazing Panel speakers keynote speakers. It's just the the conversations. We're gonna have like I Mean the conversations at the party the conversations in the elevator the conversations freaking backstage. I mean it's gonna be Unbelievable Would you say that's probably The neatest thing in general Absolutely, absolutely. I think that you know one of the biggest things I always want to stress to people because you see those stories out There were people are like I'm a self-made man. I'm a self-made man. I don't believe that There might be exceptions, right? There's always exceptions to the rule But especially in this business or in many other businesses, you don't do it alone You do it with the help of other people whether that be from people supporting you people giving you knowledge People giving you access to tools people teaching you different ways systems things like that like there's always help out there and And so I think that that's one of the biggest draws to how awesome this is gonna be is that that everyone is coming together to understand that Hey, we're here because we want to learn from other people because we realize that in order to reach the pinnacles of success That we're after we need to learn from others and I'm still the same way I'm a sponge man. I like I and I tell my guys all the time. I'm like, hey Don't don't ever see think that you're gonna see me Sitting up here saying hey just cuz I'm the bad training you guys on how to sell all this that I can't learn I learned stuff from people all the time I learned from agents that I just brought on and I'll listen to how they're pitching and I'm just like, huh? I actually kind of like how that flowed. I'm gonna start using that pitch instead And so I'll switch it I'll switch it to what they're saying and integrate it into my pitch because I'm always learning from other People so and I think that's a very key ingredient is you got to be willing to always learn from other people I love that and you mentioned something too that that I think a lot of is a valuable nugget in this already is You're not even on stage yet, but is is the fact that You said there may be exceptions, but I really don't believe that anyone gets where they are Without the help from at least someone along the way whether they want to admit it or not like We've we've all got so many people behind us helping us You know we've all got our people in our on our team and in our corner and support systems and you know Collaboration and meeting people and you know this year I've been able to meet a real a lot of success people in this industry, and I'm telling you what I Used to let my ego and pride get in the way and say you know what I'll figure it out on my own man But it's so much easier when you think it's one for the people and so what I'm excited is what agents are gonna learn from you at 8% nation knowing your experience knowing your tenure Knowing that you're gonna be on the stage not knowing what the questions are gonna be yet What do you expect that agents will learn from Eric Fierro just to just in your humble opinion and experience in general? Yeah, I think one of the things that that I would want to stress And again not knowing necessarily the mix assuming that a lot of the people who are attending our final expense producers But you know there could be other arenas as well I think I really want to express just how important it is to not be a one-trick pony You know because even in the Medicare world, man, that's prevalent It's so prevalent in the Medicare world So a lot of a lot of agents just want to offer the supplement or the Advantage plan And so to me to make the most out of any lead I think the best thing you could do is have several feathers in your cap You know, so so our guys are trained on Medicare supplement Medicare Advantage final expense Hospital indemnities dental vision hearing plans lump sum cancer plans We just we want to be able to identify a need and have access to that product with any lead So that we because man at the end of the day it still costs money, you know And that's the biggest thing agents got to realize that you know in order to make money You got to spend money, right? You got to spend money to make money And so if you're going to spend the money then you want to make the most out of those leads And so the best thing that I could tell you don't be a one-trick pony You know make sure that you're well-versed in several products so that you can make the most out of anything you're calling And that's us. That's such good advice. I mean, I don't think he just realized how good advice that really is But you also mentioned something too about spending the money. You had to spend it to make it Why is it so hard in our industry For agents to be able to wrap their mind around that Because I think that's a lot big reason why agents fell it's fear It's it's the because it is a risk when you're doing that you're ponying up your own money And and it might be at a time when when you have other expenses that need to take care of but But it's the fear of having to take that risk But it's really part of that is you you can't get rid of fear. I don't think It's always there. You have to do it in the face of it And and and that's going to come through positivity Mindset believing in yourself and then just doing it doing it So because sometimes you just got to just set it out there and be like, well, let's see what happens And get get ready, you know, but but that's really what I think hinders a lot of people is fear It's fear because it is a risk. It is a risk to have to pony up your own money Um to back yourself up, you know It really really is. All right. I'm gonna throw a curveball at you. You ready? Okay. All right. So you had to describe Eric fiero in one single word. I've never asked this on camera, but you know what? I thought, you know I'm gonna throw a curveball at this guy because I think you can handle it one word you describe yourself What would you say? Persistent Did you heard of here first it takes some persistence to succeed in this industry, man? I love that persistent just a fighter Never gives up always comes back always gets back up when he gets knocked down and How many times do we get knocked down in this business? I mean, it's a reality man It's a reality and I think again one of the biggest shifts that happened to me um There was two things one of them is I I stopped chasing money and instead I started chasing success I started chasing whatever my idea of success was and And I I promise you this man Ever since I started doing that the money just came in You know and but as far as what my drive and desire are You say that man. I love that. I love that. Yeah, it's just but in ever since ever since doing that It's just that my life has changed in such a positive way and trust me when I tell you that I'm one of the Back in the day if you would have known me prior to my Medicare days. I was a negative Nellie man I was a negative Nellie. I was a yeah. Yeah my wife You can ask my wife, you know, and even still I could still let it get the best of me And I could get grumpy and stuff, but I have to choose I have to choose to be positive I got too much writing on my shoulders to to to get negative to believe that something's not going to happen I just can't afford to do that. I have to stay positive. So I forced myself to stay positive and in the end I win No doubt about it. You do because you're persistent. You never give up. You're knowledgeable. You know, it's like dude That's such a that's such a great explanation. All right. So if agents are on the fence And i'm telling you you want to meet this man 8% nation at nissan statey minnashville 21 days away if someone is on the fence 21 days nine hours away and they haven't bought their ticket yet What's your pitch of why they should attend this deal? Yeah, that one is do this alone You can't so I think we lost you there for a second, but yeah, you're back. Yeah, we're good. You're back All right. So the biggest thing that you could take away from this is that You don't do this alone. You don't become successful alone So people are thinking, you know, especially in my industry being the Medicare industry They're saying, well, well, that's right in the middle of AEP. Well, it is but what you give up in terms of a couple of days You're gonna be able to make up far far more in terms of your earning potential Just from the nuggets of gold that you take away from Everybody that's gonna be there if nobody there like if nobody that's listening to hear knows who grant cardone is like that man is He just has money coming out of his mouth like he is he is He is amazing, you know, and it's really like man. I could tell you I Will really help to change my life towards positivity is I got drunk on listening to to grant cardone Gary v and russell brunson, you know Russell brunson was huge in bringing me into the into the whole digital marketing space man That guy was pivotal in bringing me because my background I actually have a degree in computer networking and up until up until maybe I would say two years into the Medicare world I had no clue why I even got this degree I I all of a sudden I was so technology smart But I had no reasons to use it and then all of a sudden I was able to start implementing it And then when I got into digital marketing, I was able to explode all that knowledge And so now it's like that's that's why you see the university exists. I do all my own video production I do, uh, you know, I put together the website I I did you know, and I'm constantly doing technology things to help even in my own agency I I do all my own lead generation. I do, um, you know, I just I I love technology and that's one of the best things that's happened here with with with I think our era that we're living in technology, you know, so I know that a lot of these guys are going to have a lot of great things to share in terms of that So I think coming to the conference is going to be huge to be able to pick up so much Good stuff that you can immediately go back and put into practice. That's going to be huge Plus, I know some of the guys that are going to be coming to this conference on the stage They're amazing guys. In fact, Brandon clay is going to be one of the speakers That is money. I love talking to that guy. So I'm telling you, man. Yeah, I think anybody who who's on the fence For what you give up in a day or two, you're gonna you're gonna 10 exit from the knowledge and all this stuff that you can actually implement from what you gather at this conference Absolutely, no doubt about it. You're already here first from Eric Friarrow, man I'm sold man. You got me all jacked up and excited for this thing, but other dude. Hey Thank you very much for not only being a part of this conference For being a part of us as a panel speaker live on stage But also allowing me to spend a couple minutes with you during busy almost a p season to go over The kind of value you're gonna bring. So thank you there very much. Absolutely. Thank you, Cody You're an amazing guy putting on all this stuff. I mean you you are you are also you're the epitome of ambition And and hustle man. So I love it Thank you, buddy. Thank you very much. And for all those that are wondering Hey, how do I grab a ticket to this before this thing is sold out go to eight percent nation dot com I promise you you want to meet this man, Eric Friarrow in Nashville, october 26 27 Go to eight percent nation dot com to grab your seat dude. Thank you again for being on brother. All right. Thank you, man Take care