 I come to insurance agent training every single Monday at 2 o'clock Central Standard Time. I come to you to bring you the insurance specific training. I hope you guys are having an incredible Labor Day. I'm going to talk about instead of instead of instead of talking about giving you the day off on Labor Day, what I'm going to do is I'm going to talk about taking your game to the next level, making more money. Instead of being laborless, today we're going to talk about helping you build and leave a legacy. Today's how to show you how to build a $1 million dollar insurance agency. I get a lot of questions, a lot of agents calling in, a lot of people asking, hey dude, how do I do that? How do I make a million dollars a year in the insurance business? And today, we're coming to you on Labor Day to show you what's up Leslie, what's up Vince. I'm going to show you today to show you how to make a million dollars a year by building an insurance agency. You say, Cody, that sounds crazy, that sounds nuts, that sounds too big, well a lot of people are going to say that, but I'm here to tell you how many leads do you need, do you like to see agents work per week? What's up Brian, dude, I want to see agents work at least a minimum of 20, typically I'd rather see 25 or 30 at least. So today's all about showing you, the audience, the insurance agent out there wanting to know, hey, dude, I want to make one million dollars a year. One million dollars a year, and I want to build a one million dollar a year insurance agency. How do I do it? It's a super, what's up Tony, what's up Adam, it's a super popular question that I get all the time. I've secretly been in, what's up Vince, hope you're doing well brother, what's up Tony. I secretly have built a multi-million dollar insurance agency on the side, nobody knows anything about. And so today I'm going to talk about how I've been able to do it, how you can do it, and I'm going to break down the math about how you can build a million dollar insurance agency. So today, do you believe on insured live insurance insurance, do you believe that you can make it a million dollars a year in this business? Do you believe, and you may say, well, dude, I can't do it on my own, well, maybe you can do it on your own, or maybe you don't want to do it on your own, maybe you want to have some help. So I'm going to show you today how to get some help be able to do exactly this. So what I'm going to do is I'm going to break this down. We're going to break down a million bucks, okay? And what we're going to do is I'm going to start, and we're going to use final expense as an example. So let's just say, hey, you're like, dude, I would say that maybe your average sale is about $720 of annual premium per year. So say you average $720 of annual premium per sale, okay? About $60 a month, fairly average, typically we do a little better than that. But again, I'm going to be conservative. You say, okay, well, what is a million divided by 720, when you take a million divided by 720, you get about 4,629 apps, okay? No, I'm sorry. When you take this, everything is going to depend on your override, too. So I want you guys to know that. Say that you're recruiting agents, and every override is different. Some people take way too much of an override. Some people take too small. But let's just say that you're on a, that you want to recruit agents and you want to make a 30% override, okay? So when you take 720 times 30%, you end up with $216 per sale. So then what is a million dollars divided by $216? Because if you make a final expense sale, and let's just say you get a down line, you get a 30% override, on a 30% override, you make about 216 bucks per sale. You make about 216 bucks per sale if you have a down line that writes a final expense case. Well, what is a million divided by 216? It's technically 4,629. 5,000 apps is what that equals per year. Well, today, I'm going to just scratch that, and we're going to talk about 5,000 apps a year. You say, okay, Cody, how do I break down 5,000 apps a year? The way to get into 5,000 apps a year is you can say, okay, well, you know what, I want to have, you know what, maybe, maybe, maybe, you guys are able to recruit agents, and you're able to have, let's just say, because to break down 5,000 apps a year, what's the average agent write? What's the average agent, what's up, Leslie, what's the average agent write? When you're talking about writing business, what's the, how many apps does an average agent write per week? If you're on Facebook or YouTube, jump in, chime in, what's an average agent write an apps per week? I would say an average is about three apps per week. You say, dude, I could do more. Well, dude, I'd hope you could do more because that's not a lot, but also 92% of agents fail because they average an app for two a week. Three apps a week is also, easy math sake, is 150 apps per year. So if you look at it and you say, okay, to make a million bucks, to make, I'm going to simplify this, to make a million bucks on a 30%, so say you're getting a 30% override and say your average, the average sale is 720 of AP, 30% of 720 is $216 per sale. So 16, let's just call it 5,000 apps. That's what your down lines would have to do for you to earn a million bucks in this business. That's also talking about that. 5,000 apps a year, okay, million bucks divided by 5,000 apps a year. That is, let's just say the average agent, let's just say the average agent, and again, everybody that watches all of our stuff feels like they're, that they can do this. Let's just say the average agent writes 150 apps a year, if you can read my handwriting, about 150 apps a year, but what's that? That's like quite, it's about three apps a week, what you say? You know what? I always preach the whole set 15, C10, and sell, well, I always say they sell five, but I'm going to be conservative. I'm going to say that 150 apps a year is average because, because Timothy, Joanna, John, I'm telling you, man, Josh, Steve, and I'm telling you 150 apps a year is fairly, fairly average. I know agents that write 3, 400 apps a year. I also know agents that write 30 or 40 apps a year and they're broke. So let's just say you break it down and you're like, okay, I want to make a million dollars, and sure as you say your override is only 30%, some of the rides are smaller, some of the rides are way bigger. I know, I know people that have overrides of 70, 80, 100%. I'm going to use 30 because that's a fair number as long as you're providing value to your downline. Average annual premium of 720 bucks, 30% of that is 216 per cell. You need 5,000 apps a year at 216 a cell to equal a million bucks. If the average agent writes 150 apps a year, then what you would need is you would need 33 agents producing 150 apps a year to write 5,000 apps and you would end up making a million bucks. You say, dude, that seems too simple. Well, first you've got to find 33 people that are producing 150 apps a year and then you've got to think about chargebacks, you've got to think about persistency, you've got to think about all that. Retention, placement. So it's going to end up being inflated once you take all that into account. I'm just keeping it really simple on Labor Day, on the Labor Day where there's no labor. I'm going to teach you, instead of going out and producing and being labor intensive, I'm going to teach you how to build a legacy in your business and be able to help a ton of people. You could say, well, dude, what if I, you could say well, finding 33 people that produce 150 apps a year is really difficult. And maybe it is, maybe it is. I mean, if you've got the system and you've got the leads and you've got the training, that's not hard. But, I mean, maybe you say, well, dude, why don't I just get, why don't I just get 100 agents that are writing one app, because you could say that. You could say, well, dude, okay, I could have 33 agents writing 150 apps a year. Or I could have 100 agents writing one app a week. Either way, you're going to end up at 5,000 apps, which means you can end up making a million bucks all by having, if I follow these other numbers are true, you could have 33 agents writing 150 apps per year. Guess what? That's 5,000 apps, okay? Or you could have 100 agents writing apps a year. Either way, in either example, it's 5,000 apps. A lot of people think, dude, 5,000 apps is nuts. That's super, super difficult. That's crazy. Dude, it's actually a lot easier than people think to make a million dollars in this business and to build a $1 million insurance agency. Now, what's really cool is, you guys never see me publicly try to recruit anyone ever, and you never will, because if you do it well, you don't have to. You don't have to be the person everybody hates because you're always just publicly recruiting. But if the goal is to make a million dollars, is to build a $1 million agency, then that's an easy way to break down how to make a million bucks a year and build an insurance agency, create some wealth, create a legacy instead of being labor intensive, is simply by breaking down the average sale, the average override, and then how many apps, the number of apps that you would need times your average override to make a million dollars. And generally, it's about, if you do it, if you do it on a small basis, it's generally about 5,000 apps, $200 a sale, and there's plenty of people that get a lot more than $200 a sale. There's, I mean, shoot, look at all these captive shops where they're making 30%, 40%, 50%. All I'm here, I'm not here recruiting, I'm not here pitching, I'm not here doing anything. I'm simply bringing fact and awareness on Labor Day to the fact that anyone can make a million dollars a year in this business and it isn't rocket science. But I got a question as you jumped in, Craig said, hey dude, any tips on recruiting? I think this was, this is, you want to make a million dollars a year, build an insurance agency? I'm going to give you a tip, I'm going to give you two tips, I'm going to give you two tips, two tips on recruiting right now. I'm going to keep it super, super, super simple, two tips on recruiting so that you can make at least a million dollars a year. Two tips, the first thing is, most people would think, do you know what, I need to stop selling so that then I can start recruiting. It's actually the opposite, bear with me. Two tips on recruiting, tip number one would be to be, I want you to, you need to be producing, you need to be producing at a high level. You see what I'm saying, you need to be producing at a high level because when you want to recruit, you don't need to be able to talk about what other people have done, you need to be able to talk about what you're doing, hey, selfie video on YouTube, hey I made eight grand this week, here's how I did it and here's how you can do it too. If you want to make eight grand every week, you may want to call me because I've got the secret sauce of how to teach people a system to make eight grand a week, say that's you doing a video on YouTube or video on Facebook and all your family and friends are seeing it and they're like, oh, whoa, you made eight grand in a week or you made three grand in a week, whatever it is, and then you're able to put that out there because you're producing at a high level. So you need to be able to show what this is called is, it's called social proof. But it doesn't come from you saying, hey, I don't sell but I can teach you how to sell, that's backwards. The social proof of it is you are a producer and you're able to say, hey I'm a producer here's my pay stub, I made 218 grand and I can help you do the same thing if you allow me to help you because you can say, okay, I have social proof as a producer but the other thing is the second tip because Craig asked, any tips on recruiting I'm not a big recruiter, no one will ever see me publicly trying to recruit. I haven't put a video up about recruiting in a very long time because I don't think you put it out there that you're trying to recruit. You need to just be doing and have people following you because there's social proof, like me making like me making 117 grand at 19 in college playing basketball as a student athlete, dude that's social proof, I got the standard line to prove it, or the fact that I've got four different insurance companies that will bring it over $8 million a year that's social proof, but tip number one is you got to be a producer you got to go to show social proof that you're a producer and then then then you got to get attention which is why, and I didn't even do, I didn't even start YouTube, actually what's funny is I did start YouTube, Secure Age Adventure two and a half years ago 30 months ago, whatever it's been, it was like January of 2016 and I thought I was doing it to recruit in reality, dude I enjoy lead generation and training a lot more, so you don't even see us try to recruit, but we have an agency that Steve runs, does an awesome job and it's something that I've learned personally because social proof as a producer and then once you're a consistent producer you're like hey I made this amount of money and you can too right, that's social proof, the second tip is you got to get attention it's one thing to be a really good producer but if no one knows who you are it doesn't matter because you're not getting any attention, it all comes back to social proof as a producer and then you got to get attention, hey you put a video up on your Facebook or you do a live videos, maybe you do a diary throughout the week on Facebook or maybe every Sunday night you recap your previous week, hey this is me you know I made $1,600 last week I talked to six people I've got leads in a system to show people, if they ever have interest in making $1,600 a week, I can help people do that and then you're able to put that out there because you got that proof and then you're getting attention, but a lot of people that want to successfully build an agency they start with attention but there's no proof, dude I'm not going to join something unless the dude that's pitching me on joining it is a freaking rock star that's backwards, it makes no common sense but there's so many people out there that are backwards in what they're doing and what they're thinking, I'm going to go back to I'm going to go back to the number I'm going to break down the numbers one more time because you guys say well dude I don't think you can make them build a million dollar insurance agency I just walked through it, let's just say that the average sale is $720 dollars of annual premium if your override is 30% for example then that's $216 per sale that you're making off of a down line producing, $216 if you take that $216 divided by a million bucks that's 5,000 apps and we need 5,000 apps I gave you one of two examples you can have 33 agents writing 3 apps a week you can have 100 agents writing 1 app a week it's your choice or you can have 17 agents writing 6 apps a week which is much tougher to keep to keep those agents happy and keep it long term because the biggest read agents fail is a lack of consistency it's a lack of being consistent that's the biggest reason why most people fell in this business is that they're not consistent we've been going about 20 minutes it's Labor Day, appreciate you guys joining CJ, Rock, Campbell, Clarence what's up man CB any other any comments or questions about what we're doing on Labor Day as we teach people on the day where people don't work we teach you how to create a legacy and how to make at least a million dollars a year in this business you can also do it by being a personal producer or you can do it by building agents I could care less, I just know that in this business there's tons of ways to make a million dollars a year in this business I used to think it was much tougher than it actually is thinking bigger, taking action had social proof got a lot of attention all these things that we talk through when we talk about making a million dollars a year and building your own insurance practice is this only life insurance, any property casually tips what's up Rackle driver this applies specifically to final expense but it applies to the exact same thing because you could say well I don't know what the average case size is for a home but figure out what the average case size is for a house that you sell say you've got producers underneath you what's your cut off of that and then how many apps times your cut do you need to make a million dollars a year with producers underneath you or you producing or whatever it's a numbers game, what's up Eric you just had to figure out the numbers and break down the numbers of how to build a one million dollar insurance agency there's a lot of people that I know making a million plus in this business and it's not rocket science it's just that those people had to put some time into the equation they had to put some effort in the equation they had to be consistent to put out consistent content whatever the case is dude you can the cut is 50 percent okay well tell me this Rackle what's the average let's just say this okay let's say that let's say that the average sale is about a thousand bucks a year okay let's just say the sell the app this is for PNC by the way this is random let's just say it's a thousand bucks a year if you get 50 percent then that means your cut is if you really have someone beneath you and you're giving them maybe base plus half half of the commission and then you're getting to keep 500 bucks dude you don't you only need you only need two thousand apps a year to equal a million dollars two thousand times 500 is a million bucks okay or but but you say well how do I get to that well you could do you could do let's just say you have someone I would say a lot of PNC guys do 20 policies a month let's just say they do let's just say they do you know a couple of these a week let's just say that they do let's just say they do like a hundred homes a hundred homes per year okay let's say that you've got people if you do it that means that in that example you're going to need 20 agents writing on average a hundred homes a year to make to get to two thousand apps and that's a million bucks but in the PNC business as long as that business stays on the books and you do yours in a row then this one instantly becomes a five and then as long as you keep the business on the books as long as you're always writing a new business dude then you're making five million bucks a year five years after you do this am I right or am I right record driver on YouTube it all comes down to numbers most people what they're aiming for they don't have a goal in mind they don't they don't ever break down the numbers and think what's up James they don't think hey what do I need to do to make this happen they just think dude I'm just going to float through life and hope everything is peachy keen and goes amazing but people don't put the emphasis on the focus on what they know that they need to do to succeed or they don't say hey this is what I want and I'm going to do whatever it takes for as long as it takes to make that happen for twenty years ten years five years or whatever the case is any other questions where we jump off we could go about twenty five minutes on Facebook and YouTube any other questions about this was all about how to make a million one million dollars per year and grow an insurance agency creating a million dollars of wealth every single year and it's something that you guys can do thank you for that this was average numbers this was just breaking it all down we did even for PNC live on YouTube as well any other questions before we jump off I appreciate you guys joining on a labor day hope you guys are having a productive day whatever you're doing whether you're making money you're grilling whatever the case is this is how to build a one million dollar a year insurance agency anybody can do it you need to break down the numbers then the two tips that I gave for recruiting for the gentleman earlier Craig was hey social proof I'm a producer I made $2,000 this week put it up on Facebook you got friends and family looking at you as social proof but legit social proof and then after you put up some people lie put up social proof I am a producer being a lead by example and then get attention because if you have a system leads a system that generates so much money per week for you and you can plug someone else into the equation and also help them obtain that amount of money with your system leads that's all that it takes