 What's insane is the amount of money you produce your first month in the business. What do you want to talk about money? Well, people want to hear about it. How much did you write your first month? Over $50,000 in annual premium volume. First month in the insurance industry. Why people fail in the insurance business is the same reason why people fail in network marketing. It's the same reason they fail in any type of sales. It's too the barrier of entry is far too low. I can buy $500 of leads and if I don't make it I can go right back to doing what I was doing. I wouldn't be here today Cody if I didn't put myself in a situation where I couldn't afford to fail. I invested too much into this already to not learn how to do it successfully and I wasn't successful right off the bat but I think there's such a low barrier of entry these days in any opportunity it's so easy to quit. Right you're gonna hate me if I say this but like I could tie a note around a dog's net if it was cute and send it into ten people's home and he'll come back with three policies just because the people want it. Like it's just I'm serious right so if you don't offend the person there's three out of ten that want the policy and see 92% of the people 92% of the people won't watch it till the end. That's exactly right too. But the eight percent who do may learn something. You are listening to the 8% Nation Podcast created to help you become a top producer in the insurance industry. Enjoy the show. Welcome to the next episode of 8% Nation Podcast Cody. We have our friend and guest Nate Offert here dude. How did you get this guy to the office a little bit in Dallas? Well I know I had to put on my sweater today because he set the cool to 65 degrees in here. Someone turned it up because it's not 65. I had to dude I've been begging him to come for months man. You got these you got these lights on. I feel like a McDonald's hamburger like sitting underneath the four cameras. You're in the hot seat man. I'm definitely in the hot seat that's for sure. What's that? How's that make you feel? Being in the hot seat? Hot. Dude you are a sushi ordering extraordinaire dude. You worked me you worked at sushi menu better than anyone I've ever seen last night dude. That's because I worked in a sushi restaurant man. I was a waiter. Did you really? Yeah I waited tables for let's see I was probably I was in my 20s um actually late 20s there was a point in my career where I started a business and had was able to meet a mentor have some incredible success and then that company had gone out of business so you know the only thing else I knew was waiting tables so I went back and uh I was in Tulsa, Oklahoma yeah. Wow. Sushi in the raw was called nice. Well he showed me around man. I thought I knew sushi but this guy was like ordering everything man. Dude he freaks you out. You're looking away at some time when I was doing sushi. He knocked the plus and I'm kind of crazy stuff. I'm like I'm gonna be like my crazy stuff dude. No that was good. It was really good man. I'm in my fried spicy sushi roll and you guys are like getting crazy. He's like that's really an octopus right there. Dude the way he drives cars. Well the way he orders two or three bottles of wine you know just just knocking on the list just baller over here. Just because you were in town you rubbed off on me. That's a good segue so you know why don't we talk a little bit. We don't need to go too far in depth because we'll do influencers later but let's hear a little bit about your story man. Where'd you start? You know you're obviously insurance extraordinaire, recruiter extraordinaire but where's Nate Offer begin? The extraordinary part I'm not quite sure about that. What you are though deep down everyone's got an innate gift right? His is his is his is marketing, talking marketing, simplifying marketing. Yours is yours is building people up, promoting them, making them feel like a million bucks as he's doing right now. That's his gift. He has that gift. You're a promoter. Accomplishing a lot, being humble. That's his gift. The problem is I have like one gift and you have like ten. How do we even compete right? He's a marketer extraordinaire. Give me two. I got two. I was a recruiting extraordinaire. And sushi expert. Oh I got two gifts. Okay good. Two is better than one. You're better than just marketing extraordinaire. Have you always been? I can play basketball. Extraordinary father. I know it's that. That's true. Yeah he's dancing with a little girl. He's extraordinary. He's really cool. He's extraordinary tall if you stood up. That's true. So he stood up with his head go above the camera. Oh I'd go way above the camera. Like seven foot giant over here. Have you always been a promoter? No. You know what's funny is and it's kind of like this before and after photos. I don't recognize who I used to be at this point in my life and it wasn't because of what I accomplished. It was about people who came in my life who helped me. I was very insecure. You know very very insecure. I grew up where I had was a family of six and my dad went to work. My mom stayed home with the kids. He made $36,000 a year raising a family of six. I don't even know how even back then it's like I don't know how that was even possible. You know as like hand-me-downs are kind of not an option since both my older siblings were sisters. Or that could explain a lot. I'm not sure one of the two. But you know we'd go yard sale and you know my mom wake up my sister wake up and they circle the ads and we'd go from one yard and I wasn't left at home. So that's why I don't really like shopping. I was shopped out. Three sisters they drug me to the yard sales. I like buying but I don't like shopping. They're like oh let's just go look around. If I want to go buy something I'll go but I don't want to just go look around. I spent a lot of time looking around. So we would just basically go on Saturday morning and dig around other people's junk and trash that they're discarding for a quarter and a dollar. So I go to my friend's house and they'd have the Nintendo. You guys are young. Some of you remember the Nintendo. Like you probably think those are ancient right? No, no, no. Nintendo was my... Mario Brothers came out and they had the little baseball game with the Wii D running around and stuff. You know and I had the ping, ping, ping. Yeah I had the Atari. Oh no seriously like we bought the Atari when they're all done two, three years later. They discard your stuff. You are old. And so we'd have the Atari. Oh I know. I had my first computer was a Commodore 64 so with the floppy disk. Most of you guys are young young people follow your podcasts. They're probably like who's... What are you talking about? Ancient grandpa dude talking Commodore. Uncle Nate. Commodore 64. Let's fast forward. But before you know Al Gore helped invent the internet you know we didn't have it back then. So oh we're not supposed to talk about politics. Sorry you and maybe you know... They're giving me rules here guys. I'm just not a real follower. So... This is your show man. Whatever you want. You're the star. You're the guest man. You guys are funny. So I grew up. My sisters were extremely smart. We went to private schools. My dad worked at a mission board. So Association of Baptist for World Evangelism. So his office was here and here was the Bethel Baptist Christian School was here. So whenever I got in trouble they just like walked me across this... I'll never forget this lane of trees and right to my dad's office which was never a good day. But when I got to high school and see like my sisters were like the 4.0, Magnum Sheen, Malata, Koon, you know Val Victorian whatever and here comes me. And so I played sports and I was good enough at a small school to you know play soccer and basketball at the higher level and stuff and you know it was kind of that whole thing where I'm not mad at you Nancy and Cheryl if you're watching this but you know it's like oh there's this the goody-goody because they were good go goody-goody girls getting good grades and here comes their little brother so I was I was picked on a lot. Back then hazing was legal you know so getting stuffed in lockers and at lunch where they pull your you know they call the wedgie right where they pulled you know swirly's had to stop wearing yeah swirly's had to stop wearing underwear you guys still did that too and now it's illegal right you go to jail if you're hazing yeah no more hazing yeah so true yeah so I when I was in college dropped out of college second time I was very insecure I was I just I want to be a people pleaser I was insecure about it I didn't have a lot of confidence in terms of being successful at anything I got kicked out of college twice so you know what you kick out for you know it's confidential if it wasn't confidential what would you say hypothetically if I had to tell you but since I don't I won't not yeah it was nothing bad you know went through Christian school we were goofing off you know they had demerits and they had like uh it was almost like prison but it was a school where you know you had um what do you call curfew the good thing is no one will see this like what we're doing is totally confidential oh yeah that's just a conversation with us three I'm thinking about like the dean of the school like thinking okay wait we'll tell you exactly right in the comments we'll tell you where you got kicked out for I got too many demerits one semester because you know they had a quiet hours yeah you know where people's phones were supposed to be shut off and sorry I'm sorry they quiet hours we couldn't make noise and we'd be up in the you know rafters and with those bullhorns called the will to be just just goofing off just doing goofy stuff that was in college yeah so so so transitioning to you who was mid to late 20s Nate because I know you were really trying to get this success thing off the ground before insurance like you've been in insurance for how long now oh wow just finished up six years which I think we'll give a lot of people hope honestly because you are where you have gone in six it's because of your past it really is and they don't know that yet I know right but and I learned a lot at your SWAT event but I know that where you've went in six years in this industry is naturally unheard of what do we say I'm a 20 year overnight success yeah yeah and I think a lot of people that are getting started like you if you're like walking to a city my mentors always talk about this right you walk into a city and if you're we live in New Jersey right you go to New York City you go to a big city you see them building buildings right they all you ever see is these you know they have these wood planks on the sidewalk right they had this fence up there where you can't really see it except for the wind is torn a little piece of it right you know and you can't see anything but you hear a lot bang in and you hear construction and you hear this and it seems like for months and months or years and you don't see anything happening and all of a sudden you know if you're driving down that same way or taking the taxis down the same way or you're walking on that same way it seems like overnight this sky skyscraper goes up yeah where it's like a hundred stories and because 90% of the the work is in the foundation right so a lot of people see the success and they think you know whoever it is like you see it all the time and it's it's it gets depressing because you're like I'm doing the right things and I'm doing it and you are you're building a foundation you're doing the right things and and the building will get up there right and so I see so many people that they don't spend enough they don't enjoy that time or they don't spend enough time and my mentor was teaching me that in the very early on saying that you can't judge your results on a daily basis you can't judge them on a weekly basis a monthly base you're building your foundation he said hey if you're going to build a house do you want to build a foundation on a strong found I mean the bible talks about one of the greatest success books out there you know whether you believe in God or not you know build your foundation upon the rock as opposed upon the sand Jesus whatever you think of them said do it to me that's the first greatest success book that were written all these success books that you see most were based on the Bible do you want others that you had to do under you how to win friends influence people you know hello right me you go on and on and I went to you went to a bible college I went to a bible college so most people don't know I have a minor in theology well I didn't actually get the minor because I dropped out two years before I got it but you know I grew up in a christian home went to church and Sunday morning Sunday night Sunday school Wednesday prayer meeting a wanna you know hey on the march for you you'd have a wanna no I didn't I didn't have a wanna in the bathroom okay some of you guys may know what I want I know it is but I had a Timothy award meritorious award but what what I realized is that you know he said do you want to build this building and you know whether it be your home or whatever it is and you get there and you know you're picking out the furniture and you finally have this beautiful home and you're putting the window dressings on you're picking out you know your bed and all of a sudden the wind comes through and the building crumbles because you build it on a weak foundation and so many people I see they're such in a hurry that they build on a weak foundation and then of course who's fault oh it's the company's fault is the leadership fault it was whatever in the insurance it's the leads and they build it on a weak foundation and so like to me he and that was me I was I kept trying to build on weak foundations build on weak foundations build on weak foundations and I went through a lot where I had success and loss and I had success and loss and I and finally I was just he was able to pull me aside go Nate just quit trying to and he drew I wish I could draw some he drew a staircase like this right so imagine if you had a staircase I was drawing and he had it right here on the top and he said this is success and here's here's he said here's most of people including you you run up here you see it right you take this running start you and you smash your head on the third or fourth step so you're like I don't want you to do I need to run harder I need to get a faster run I need to get maybe I can put a trampoline right down and it's like just boom it's like just I mean it sounds so dumb right it sounds so dumb and so like childish but it's like just one step at a time one step at a time so the success I'm having now with the company I'm working with is 20 years of walking from step to step to step to some step right so there there's people that are are doing better than me that didn't have the 20 years right so I don't I don't I consider myself to be I mean there's people in our company are in this industry who you know six years ago were bartenders and now they're sitting there running an agency doing a million dollars a month yeah or they were you know whatever right and and again I was always taught to run your own race right it's it's like the whole tortoise and the hare thing it's like you got to run your own race because you know you want to learn from those people but like every one's journey is going to be different and you got to be willing to run your own race and I fell victim to a lot of people that fall victim to now where I still catch myself doing it because it's hard not to right but you'll see these people having a trend of success and you want to be there and you want to be there so fast that you don't you don't look and just go okay this is my own race this is my own journey easy to get frustrated too when you see that you're like dang I want to be there right I feel like I deserve to be there you know and you're not and you taught me something on there forget he said measure your life or your success based upon where you are today and where you were yesterday and the week before and the month before and if you're only focused on that then it's amazing how you don't get distracted on what everyone else is going around you because I look back now am I where I want to be absolutely not am I close to where I think my potential is no way no but I can look at where I was five years ago and not the same person yeah I could go where I was 10 years ago and I want to punch that guy in the face I could look where I was 20 years ago and and I'm not even a shadow of who I was you know so it's just about that you know building that foundation to be able to when that once that foundation is built and it's built on the rock right and it's built strong then you know it can go into pretty much any area of your life you can have that success so you did network marketing before insurance I did yeah talk us through that man because I think that's um that's an industry that you know some people love some people hate some people think it's silly you know but I think it there's one thing that I know is is that people that come from that background uh they are really good at promoting selling getting no people building an organization recruiting a lot of things that actually transition really well to insurance oh absolutely yeah I mean you're built you're building sales teams you're dealing with people I mean people are people are people no matter what is it you're trying to sell them or recruit them into an opportunity it's the same the mind is the same right 95% of the decisions that are made in the mind are done in the subconscious mind versus the conscious mind right but most people talk to communicate to market to that logical part of the brain and they wonder why they're not having its success and so when my mentor came to my life he completely you know rearranged you know my structuring and how I thought to understand you know about like we talk about fax tell stories sell right and people like oh that's really a try that's really great no that that's what billion dollar companies do they market in stories right you know you're at the SWAT training I did that funny little thing for an hour I mean but was that not crazy yep it really was crazy like you know and we can't get away come to SWAT training sometime you'll see it but it was an hour long thing where if you don't leave there going holy cow right you know you literally these billion dollars companies market to that subconscious part of the brain through stories which makes you make a decision without you even knowing you're making that decision you know and on that note the greatest speakers in the world start with a story end with a story right so when I'm in a home you know so whether you're talking about network marketing right and I mean it's not your marketing has changed a lot so I don't even know what network marketing is today because we did it without the internet right and I think like in its infancy you know when amway started you know they would the guys were off at war and the women want to stay home and they'd go start selling soap and cleaning products and everything else and it was amway was stood for the American way right that's what the there's a rally there was a cause behind it there isn't no that yeah there's a cause behind that where you know that's what and it then developed into this you know multi-billion dollar global could you know that my my parents did amway they weren't very successful I didn't know that though yeah so it's kind of you know it's the American way and so the the original and I'm not a network marketing expert so if any network marketers are watching this and you're going that's not I mean you know I don't know this is just what I've been told doesn't make sense I didn't start amway I'm not on the board of directors I don't know how they started everything he says today is 100% accurate you can fact check it all it's good check it I guess but traditionally network marketing was nothing more and it's evolving to something completely different right good bad or ugly and it was cutting out the middle that right you had a manufacturer that had a national distributor had a regional distributor had a local distributor and then you had a customer and every time that touched the hands of the national distributor the regional distributor to local distributor to the customer everyone made money on that and 80% of the profit was tied up in what's called the middleman's markup so traditionally what network marketing was is what if you could cut out that middleman and take the product or service directly from the manufacturer to the consumer and the people who did that shared within the profits that's all it was and I don't know how anyone can say that's a bad idea yeah it's not a bad idea right so there were bad companies just like anything else that came in and just you know they didn't really care about the product they just wanted to recruit people to get involved right right um you know or they just wanted to pay people for recruiting and different things in that nature so and then there was great companies like you know like some of the ones you hear of that are still around the day who did it the right way you know so when I was back in network marketing it was we bought and purchased products at a discounted rate we got wholesale products and we were able to distribute to them for people at a at a retail cost or a letter and we were able to make that middleman's profit so you know here I am in my 20s and I show up to this meeting right and and I just got kicked out of college twice my buddy came back all excited you know if you ever got recruited for network marketing you know they're like oh my god I found this company and they puke all over you and stuff but I was young they even said okay I'll come I walk in this room everyone's happy and they're all joining you know greet me and hey come on sit down good to meet you I heard so much about you and I'm like oh this is different which they're really good you know energy energy exciting I was never in a room full of people that were so excited and so much energy and so positive and that's attractive that's one of the most attractive things about network marketing you know and that's besides the product and the compensation plan and everything else I mean just being around that environment does something to you right I agree and so they stuck me in the middle seat so I couldn't get out because now you look up here and you see all these products and you're like I see a water filter and an air filter and I just got finished having a cigarette because I used to smoke back then and you know like oh god water filter air filtration nutritional products and this company was light years ahead of like my this is where I met my mentor he was the one that ran a company he had a he was such a visionary he had this vision that was light he was one day this is back when like you guys I guess hard to talk to you guys you're so young in product three like there was a day when you walked in the supermarket there was not bottled water on the shelves I believe or not there was no bottled water there was a distilled water for your mom's iron because back then in an iron they couldn't use the regular tap water because it would ruin the iron so they had like distilled water that they put in there so they could steam the clothes that was all was there and he already for say so one day they're going to be selling water right this bottle and you're going to pay more for this bottle of water than you do a gallon of gas people are like whatever happened in it bottle avion four bucks three bucks to go to the airport it's like you know 499 for a bottle of water yep you're not paying that for gas it's not a gallon what's that 500 milliliters 16 fluid ounces of paint and so you had a water filtration that you hook up on the on the person's sink and you do a little pool test kit so you took a chlorine tester from a pool and you'd walk in there and you'd take water from you know the water from their tap water and then it was so right here it's like how much chlorine is your pool because it was so condensed and there's so much because there's also much crap in the tap water right you know it's a trihella methane and chlorine and I mean you know you know water gets recycled you know we bathroom water cycle right scary right and so when you first turn that faucet on man it's just like you know take the water they test kid it and you'd pull it up there and it actually had more chlorine in the tap water than should be in your pool to safely swim in wow and you'd screw this little knob on there and you push a little button and do it take it zero chlorine filtered all the stuff so it was like okay great I could buy a thing for 120 bucks I can sell it for $200 and I just made what is that $80 profit yeah 80 bucks so we just go and so there was a legitimate product right we had a product that we could demonstrate that we can show to people and we could talk about you know environmentally safe cleaning products and everything else so I a lot of things have changed since then but ours was nothing and that's what's funny when people I hear people said they failed you know and they blame they blame my mentor they blame people I mean like okay I get you failed but like how is it you know oh it's a pyramid scheme okay um most companies I know there's a president and vice president regional directors local managers and employees on the bottom the last time I checked there's more employees than presidents yeah so that takes the shape of a pyramid I went to church and I never showed up and there was 400 pastors and I was the only one in the congregation because that'd be weird there was a pastor and there was deacons yeah and then there was a congregation yep yep and the shape of a pyramid triangle circle triangle cylinder right and and then you look at our government and there's a president and there's a vice president and there's the house the congress senate whatever order is that where you get so good at sales taxpayers is there where you get so good but my point is so like okay it's a pyramid okay yes what's not so if I got involved in the same thing with it's anything else right leads for insurance the network yeah it is where I got good in sales I'll bring it up but if I got involved like a buy a product wholesale and I could distribute it at a higher cost retail and I fail like it was I didn't cost to sign up I could just get signed up and talk about the company or bring people to the events and everything else I made a choice to buy prox and I sell prox for a higher profit and if I recruited people to do the same thing they took a total of the amount of sales that you did each month and they paid you a bonus by helping train them how to buy prox wholesale and sell them retail now if you're an idiot and go out and buy 30 000 of prox so you can get a pin on put on your chest and you can go out there and go look I'm a director my first month or whatever it is and you don't sell your stuff you're broke you're broke now is that because you're part of a pyramid deal is because you're an idiot yeah you're working the system not how it was intended how it was intended yeah so there was a lot of idiots to get involved in network marketing sorry to tell you they want that recognition they get they get they get addicted to that recognition because when you're in that network marketing you get that celebrity staff because you're on stage or you've got with director they didn't want to spend the time building the foundation yeah but so it doesn't matter right so to me I think it's silly like and there's people that blame my mentor blame a company they you know whatever whatever company in there blame all a part of a pyramid deal that guy was a a conniver or manipulator oh yeah you know clean up the environment you know making your water healthier giving you nutritional products you know trying to help you live a successful life and be an entrepreneur and help other people I mean that what an awful dude horrible guy can't believe him man he should be put in jail yeah you know so network marketing you know it's it's from the outside looking in it's easy to say those things about it yeah but from the inside looking out unless you're an idiot you're having a product or service you're able to bring to people in a manner in a way that you can cut out the middle man and you can share amongst the profits right now there are people that abuse it yeah so those fundamentals really carried you into the insurance industry and you just kind of hit dovetailed right in and just crushed it as what I'm hearing and understanding well I went from training to training so this company I was in it had trainings each weekend and I would go to a training and I'd go to training and training I'd be surround myself with people who were having this success right and so that's where my personal growth came from and it was like almost like forced personal growth you know when people talk about personal growth it is readers or leaders you got to have personal growth so I was going I was traveling to a weekend training I'd spend two days in a train learning things I was never taught I my first training I flew out to uh Las Vegas, Nevada and my mentor was doing a training in the MGM Grand Theater and there was you know 13,000 people that showed up and they paid a thousand to three thousand dollars a piece to hear them speak for three days I'll never forget because I'm staying there I'm brand new you know and I had to go here too because this all plays in the fact you know okay we could probably put this on a podcast on Network Market and they probably love me they would right but and it's not about pushing or saying good things or bad things about but but it all comes down to the to the same the same principles right why people fail in the insurance business is the same reason why people fail in network marketing it's the same reason they fail in any type of sales it's to the barrier of entry is far too low I can buy five hundred dollars of leads and if I don't make it I can go right back to do what I was doing I mean we've all wasted five bucks on something right yeah a weekend you can't remember when you were younger you know a a trip that turned out to be a bad trip um sushi dinner last night sushi sushi dinner we only had I only lost 250 on that we got to split it yeah that's true so but so so like when I was in that business because I said okay what are the successful people doing back then it was like you know I bought products to sell I got involved and they had a training center and I was I want to be part of the training center where everyone shared them in desk rent so I bought six hundred dollars desk rent for a month back then you had to hook up a phone and that phone was like 185 dollars to hook up and then it was eight cents I know this is crazy eight cents every call in and out so think about you're making call so guess what that taught me though every call matters every call matters so it's in grain in my head every call matters man I'm paying for this call I eat cents right so I mean you walk in there and you had to run ads to recruit well an ad back then you couldn't post an ad on Facebook there wasn't even Al Gore had it invented the internet yet right so you couldn't buy you so so it was like okay it was you know 25 depending what area if you lived in a big city like Dallas it was probably 50 dollars a line you know this many words right the classified ads I'm really dating myself here you get most guys no doubt man did you have an abacus man did he right go to school where they like rode on a chalk chalk and a slate but this is what it used to be like so it was like 50 dollars a line or 25 dollars line oh but if you wanted to get noticed and stand out in the classified you got to have four lines high four bold so to write a title was 200 bucks help needed I mean it was two words 10k a month you know you can't write like live your drink you couldn't put like it was just like a two word or three word title you can put a video in there no videos in the newspaper in the newspaper okay and then you had to have write a body of an ad with your phone number right and so that was a two to three hundred dollar investment sometimes if you wanted to recruit she didn't like it I did that because all right here's what successful people are doing do what successful people do so I invested in products I put an ad in the paper I um put up a phone I did all the things that successful people were doing and then I went to the training and this was one of his trainings he did that was four times a year and so it was one of the most expensive one one of the best training so I mean I look into that in terms of you know I was maybe seven eight grand in nine grand in from day one so I couldn't afford to I couldn't afford to fail does that make sense I guess he's on his phone I know what's going on are you like doing double we have five cameras recording while so I put my I think so many people are afraid I wouldn't be here today Cody if I didn't put myself in a situation where I couldn't afford to fail I've or I invested too much into this already to not learn how to do it successfully and I wasn't successful right off the bat but I think there's such a low barrier of entry these days in any opportunity it's so easy to quit why do we never want to put ourselves in that spot like nobody wants to put it themselves in a spot where they can't afford not to fail oh because that's how we're taught man we can we can be here for the next hour talking about our educational system if you want kindergarten to 12th grade 14 000 hours learning math science english history over and over and over and over again when did they ever teach you about putting yourself into a corner and building a business how many hours did you have I mean like seriously how many hours you have on how to raise how to raise children how many hours 14 000 hours of school how many hours did they spend on how to raise kids yeah zero zero hours zero hours now would you say that's a small part of your life when you get married and have a family or a all-consuming all-encompassing part of your life it's not small yeah so would you would you say it was a all-encompassing would you agree yes I mean when you have children you people live for their kids right so like how would you rather learn that or what a dangling participle is like I care less like what's a dangling parcel like parallelograms a parallelograms or the square root of pi you know it's like I asked that one time what's square root of pi like 3.14 I'm like no that is pi but that's okay we're we're moving on here so in school we are conditioned I mean I really believe this you know I think that school teachers are the most overpaid underpaid yeah right overworked yeah I wish right over overworked underpaid individuals on our planet God bless them they have our children from the that when they're the brain is the most malleable from their youngest age eight hours a day and they barely can pay them enough to survive but yeah you know some guy can catch a ball and run in four seconds a certain number of distance and they pay him a ten million dollar bonus for it Gary V talks a lot about that too well yeah Gary V does yeah and he also talks about how people try and limit their kids with screen time and he's like I want my kids to have as much screen time as they can what world you think they're growing up in like get them to understand the internet get them to use the tools that we have and you know it's an interesting time we live in man and things are changing let's say I want to learn about the civil war I go google it now it's different like you know sorry kids are locked in these things learning all this stuff that's irrelevant why not take a child who loves and uses it most kids hate learning and you know it sucks is when you get out of school guess what in order to have success you have to do you have to learn your business did you have to learn about leads did you have to learn about marketing did you have to learn about how you're an expert now yeah and see now most kids hate learning they hate it they don't this because learning is attached to oh my god you can do something I hate why if you had to get a kid who loves music why don't you put him in an accelerated music program where they get to play music all day and get to study about the music and get the like why not but they don't do it well that's what I love about insurance right now too is because we have friends that are 22 year old dudes I'm sure you have plenty people on your team young guys that are dropping out of college to go sell insurance they're learning everything but they're also making killer money and not racking up a debt and that's what I think you know we me and Cody always joke around bringing sexy back to the insurance industry because it's like I'm bringing sexy back well it's like we have we I'm a sexy back was that like a Justin Bieber I don't even know I think it's like 98 degrees or something Marlon wouldn't know because he's his favorite Justin Bieber but you know it's it's a sexy back there's a true opportunity when you get out there and meet people and talk to people and sell you know that's that's where that's where the future is in my opinion so speaking of mentors you've brought up a mentor multiple times and a lot of people don't know that you're the mentor that Marlon Faulkner talked about on the podcast that we did that was one of those you know content that popped off so you obviously learned some some things from your mentor that you then passed on to others absolutely how important is mentorship in the insurance industry how important is mentorship in life okay it's hand down the number one most important how do you go about finding a mentor if you truly want to find a mentor find someone who has what you want okay it is very very if you're taking notes write this down because this is very very simple success is very very simple right I don't know you guys watching this how many have ever cheated before okay the guys are not raising their hands you both are liars and cheaters right because we've all cheated at something right and see in school again man we could you get a paperback minus this minus that minus this minus that minus this minus that right so you're conditioned already mistakes are bad mistakes are bad mistakes are bad mistakes are not bad mistakes are the only way you learn but were you ever taught that I mean you we're fighting I mean when you go out and try to have success you're fighting it's like it's like growing up Baptist like I did and me walk into a room and some guy stands up there and goes the only way to get to heaven is being Catholic I would fight oh what what are you talking about because you have that years and years of programming like no I'm right I got these beliefs and the funny thing is most of the beliefs of what people hold on so tightly to aren't even their own they got them from their mom dad I'll do trainings where there'd be a thousand people there how many the same religion as your parents they wouldn't just stop and go hey you know what I'm gonna study the Quran I'm gonna study a Catholicism I'm gonna study Buddhism right or that's that right or being a Muslim what a Muslim's like or I'm gonna study how to be a Christian and I'm gonna pick what I believe resonates both best with me no because you know you're you're a Baptist good or bad or different that's the way to be it man this is the Bible it's the truth it's there you you're Muslim it's and who's right who's wrong who might a judge right but most people's belief and ideas come from other people so we're very easily brainwashed and we're very conditioned so we're first of all conditioned that guess what mistakes are bad and that's the first thing I'll tell you I was like mistakes are bad so we want to have that you know fear of like I don't want to make a mistake well you're gonna make a mistake anytime you try something new you're gonna suck at it you just start accepting that right but you got to find someone who has what you want do what they do and Rochester you'll get what they got so when I was in school and I sucked at science and I positioned myself perpendicularly right next to the girl who gets straight A's on her science test and I was able to look at her test and fill in the same circles that she did exactly how she filled them in and I'd miss one or two so it didn't look like I cheated and I get my paper back and she has a hundred and I have a 98 I wasn't like I got a 98 like you know she had a hundred I put two circles different than she did I got 98 and see success is that easy like success is that easy like it's that easy yeah it takes work right but if I find someone who has success in an industry or has been successful at lifting weight successful at losing weight successful at doing whatever it is that I want to do and I just do what they do whether I believe it or not agree with it or not if I do what they do as long as ethical with an integrity I will get what they got I mean GPS on your phone right if I plug in a spot on my GPS on my phone that 10,000 or people went there and I just follow it instead of getting creative I will wind up exactly where the GPS told me to go but most people don't do like they start that path well I don't know if I agree with that I don't like the way how he talks he comes pretty aggressive he cries too much he's too emotional I totally agree with what you're saying but I do think the insurance industry has a problem with authenticity I mean everybody is making more money than they actually are and they're talking about how much place business they have when really we talked about that it's ridiculous so I think that's part of the challenge is someone said I make it 20 grand a month they made 20 grand once they make like 12 or or I made 20 grand one time and now I extrapolate that times 12 so I got charged back so here's I make 240 grand a year now you know I'm saying because I made 20 grand 16 months ago and it's like I used to talk the same way by the way years ago nobody knows that but but there's no doubt it's just ridiculous I think everybody does it like at some point you know and then you just kind of like all over and by the way if you still not doing the insurance industry so I always tell him I'm the dumbest insurance guy you ever meet like I know nothing about insurance someone asked me a question and I'm like uh I don't know that's nothing people think that I don't mean to cut you off but people think that you got to know all the stuff to do it you just got to know people and you got to just work hard good grief work ethic just takes you so long let's do it so far that's it it's just you see more people you call more people your win come on but I mean if you if you're one of those people that is like talking about how much money you make and it's just way less than what you actually are just just we're all laughing at you stop doing it we all know what's going on I agree you know it's easy to sniff that out plus I don't I mean I don't anyone know how much money I'm making they'll come try to rob me so that we're good there well just tell them but it was no we won't give them your address or anything we won't tell them your full name he's so funny what it was funny because when I first met him right I won't go through the whole backstory how I met him right now but unless you want me to but I uh do you hope to get guessing comments that you're in your annual income or no I don't so when I met him we were talking on the phone I said what what do you feel like the biggest and I don't know if your members is what what what do you think the biggest missing piece is in in the insurance business like why insurance I said don't answer yet right because we're gonna email each other back or forth or answer on the phone at the same time and we both said the same exact thing they don't see enough people yeah yeah number two and I didn't know that answer he didn't know that answer I was gonna say the answer they don't set up without people because I mean it's hard to say this because if you're failing you're gonna hate me it's rocket science right you're gonna hate me if I say this but like I could tie a note around a dog's net if it was cute and send it into 10 people's home and he'll come back with three policies just because the people want it like I'm serious right so if you don't offend the person there's three out of ten that want a policy if you sit with ten people there's two you know maybe two three I mean I do it on a daily basis I did it for six years and I go into it and there's just it was always like two to three or if sometimes four it didn't matter what I said they want to sign up and the reason they called you over or filled out a letter or filled out a fine or answered the facebook ads because you have an insurance license and if they knew where to get it they would have already gotten it yeah and they wouldn't fill something that's a thing we can we can go in that that tangent there about these they wouldn't have filled something out if they didn't have a need for it so if they fill a card out or a need that's an everything my mentor taught me and learned in that we're already don't buy their BS so to speak you know they did it for a reason they weren't bored right and I know there's some different ambiguous things that happened but they did it for a reason so like now they're now they're on human um how we're programmed method don't want to be sold to I'm not interested I'm just looking you know here without time like you know oh I'm just looking you go to a store what happens do you walk in right yep what do you say how can you're in sales right I'm just looking just look at your shop but you know you're looking for something just walk in there it's like they'll go to car lot like you imagine the car oh I'm just looking oh yeah you packed your family up on a Saturday afternoon just to drive onto a car a lot because you were bored you just had a brand new car yesterday you just wanted to see if there's anything else out come on yeah they expressed interest there's a need and you got to figure out get past their knee-jerk reactions and just again knowing human beings and find out what that need is and find out if you can solve that need sometimes you can sometimes you can sometimes you sit there doesn't make sense for them so with your with your your team how do you get them to overcome the just the pure work ethic it takes to sit with more people like what do you what's your angle how do you get people motivated to do that because that's really what I find is one of the challenges with team builders like yourself is getting the team to actually take the time to do the work I think to get in front of the people yeah because that's that is that is you would think it's so easy and so simple I remember my first year I'm like if I just sit down with more people than anybody else in the office I'll probably make more money you know but it doesn't seem to like click with people or we're just innately lazy or something you're asking me this we're gonna talk about this I'm asking what you do to motivate your team to get I mean that that what your statement is is true and simple but the work ethic that it takes to actually sit with 10 people is not easy to do so what do you do to motivate your team or how do you motivate your team or what do you you know what's the right that's a good question that we glazed over we'll get that second we glazed over the I think not glazed over we back to the mentor thing so what is the answer you you you pose the problem out there what's the answer to that how do they find a mentor in the insurance industry it's not full hot air it's hard so what would you guys suggest they probably want to know right yeah what would I suggest to find a mentor yeah because you said it's like hey that's you know it's easy to find a mentor to do what they do and have they have but I don't know I would I would just meet with a bunch of people and just see who was full of crap and probably run from for the hills for those guys that seem to be full I think as for transparency yeah it's also easy to to seek out too many people that's where I go really confused when you've got 42 people online all saying different things and I think that's so key so key it's a struggle for me so key that's why I end up listening to Cardone or anybody else because I listen to Gary V he's gonna tell me that I don't have to do things I don't like to do when I know I you know I don't want to pick up the phone like naturally nobody likes to actually make calls so Gary V said I don't have to but I kind of need to you know there's a lot of noise that's why I say the noise so like and here's what I always say I don't think anyone's right I don't think anyone's wrong because if they had success what they do works for them on what they did to have success so like if I want to have a mcdonald's and I tell my guys this all the time we have we have a system it doesn't have to be perfect do you think either one of you guys can go in the backyard home tonight and cook a hamburger better than mcdonald's probably I could guarantee I could can you make a hamburger by mcdonald's maybe I'm not as good of a griller your wife your wife good though right it doesn't take much work I probably could okay are you selling billions no so whether it's mcdonald's or subway or burger king or in and out burger they all have their own system right but I was in Ireland great greatest trip you know insurance carriers sending all these trips so I'm in Ireland and we're on the cobblestones streets and Dublin and it was just like I never got to travel I made a lot of money but I was always married to my business I could never travel so like an insurance industry that's cool these carriers if you actually do what you're supposed to do they send you on trip after trip after trip after trip yeah right maybe that's not so attractive now with the coronavirus but you know it is when it's not out there right um and you know we went to London and we went to you know Russia and Estonia and Finland and Kauai and Maui and they put you up in like the Ritz-Carlton it's almost like all the insurance carriers try to outdo the other ones so it's kind of cool because you're the beneficiary that's right that's right we're going to the Ritz-Carlton in in Kauai all right we're going to the Ritz-Carlton reserve only two in the world in Puerto Rico we're going to Costa Rica so we've been traveling the world based upon just doing what we're supposed to do and I'm down in down in Ireland and um we're just I'm with my wife and we're holding hands or walking so yeah this is beautiful it's one of my first trips ever out of the country in Europe she'd been the year before it happened and there we are just soaking it in man there's a pub you know and the music and you just feel like you're in a movie right and then we turn the corner there it is Starbucks and a big old yellow Mickey D sign I'm like oh it almost like pulls you out of the moment totally ruined it totally ruined it and guess what color the azarches were guess what color they were in they were in Ireland they were they were green yellow they were yellow yeah so you don't have to have the perfect system it's just if you find a mentor someone you want to follow and listen to then don't try to read you can't bring in subways well I like the way a subway does it so we're going to have all the paties at my McDonald's and all the beef and the burgers they're going to be able to top their own that's not how McDonald's works they take this thing they call onions which I don't really know what they are they're all chopped up and they throw them on the bun two pickles squirt of ketchup squirt of mustard but on top it sounds feels like it was you know freezer burned seven times they shoot it out and would you like to have fries with that that's their system right but it doesn't mean that subway system doesn't work yeah so what happens is it's hard it's difficult because there's so much noise you're like well I love the way McDonald's does this but instead of putting under the heat lamp what if I did this and what if I did that and if you're first starting off you're gonna kill yourself so I always said find a system that you resonate with find a mentor you resonate with and do their system exactly to a tea this is what I do when I got involved in my company exactly what they tell you to do until you're out producing them then add your own spice hmm so I was in my company for five four months and I was fortunate to be the number one uh I didn't add any of my own spice the script they gave me I use verbatim the thing they said to say in a home I use verbatim it wasn't till I started putting my own little chocolate icing or sprinkles on the cupcake that they did and I still use that system it wasn't until I was actually at a point where I was at where the top producers were and out producing the top producers before I ever even started to even add any of my own spice what's insane is the amount of money you produced your first month in the business what do you want to talk about money well you don't want to hear about it how much did you write your first month 50 over $50,000 in annual premium first month in the insurance industry I've never heard anyone say that I'm sure there are people that do that at all I know but they haven't sat there how'd you do it following the system they laid out and just and just working working I think but I mean again 20 20 year overnight success so I knew people right so I worked in the credit card processing industry so I did network marketing I waited tables I worked in you know different I worked in the mortgage industry for a very short period of time I was in a cubicle for about if you know me I was in a cubicle for about four days I said this ain't gonna work yeah I couldn't do it so I told the guy I said do I have to come to the office because you have to be here at 10 you can leave at 7 you can barely sit there the whole time I know I know and and I told him I said can I if you let me work from home this was so funny I said if you let me work from home I guarantee I can be I'll be one of your top guys if you let me come in the office when I please when I know and he goes okay great and they paid you I answered an ad and it was in between a network marketing business that the company collapsed or whatever case of me and I answered an ad it said you have to have a minimum of two years experience in the mortgage industry for a hire because it was a big big mortgage company and I walked in there to the interview first question there how much experience am I said I don't have any experience you know so do you want a guy that has experience going to sit here and you're going to go through 10 of them to find the right one that has the drive and the passion and one of the learn and stuff or do you want someone that's going to be will it be a sponge and learn and be able to duplicate what it is that you're teaching follow your system and go out and be your top producer if you had to pick which would you pick one again for my mentor trapdoor a trapdoor b make him pick he said I'd rather have that person said well I'm your guy hired me on the spot I said okay great I'm going to do zero sales the first month and he goes what I said I'm doing zero sales the first month and he goes oh wait a minute I might need to I'm paying you two thousand a month draw what do you mean you're going to do this zero sales I said because who's your top guy the guy's name was Mike and I go who's your top guy he was Mike how much does he do oh he does like 16 mortgages a month so let your refinances okay I said I need to sit by him for a month and I said you have to prove it with him I went to Mike said do I have to sit down with him for a month and every day a yellow pad and paper I watched how he made his calls I watched how he sent his packets out I watched how he got his packets back and I next month I sat he was here and I got the cubicle here why because there's no way I'm going to remember everything I just learned for a month so I want to have him in your shot your distance as a mentor and he didn't make any money on me and that month I came in just one shy first month in the mortgage industry first month second month because the first mother did nothing I I out of the whole entire office out of 32 people that were there I was one deal behind him so you built that foundation you spent the month to build the foundation yeah so like and don't know that normally go I can't get started yet 12 a month of stuff but that's not what I'm saying yeah but thank you for clarifying yeah that's not hard I got started right away in the insurance industry right but I took the information they had and and you know I did mortgage protection number one not final expense you know so when I started learning that's how I met you I wanted to try to get final expense leads found your leads online and then I studied his videos why because he was the top you know he went out and made a hundred and seventeen thousand dollars and thirteen cents whatever was you know the number that's right his first year part-time why he's playing basketball in college well if a guy can go out and do that if one man or woman can do it so can I if a thousand are doing it what's my problem so I figure okay great how do you do it watch his videos watch the five benefits close watch hide it on the phone watch his cold calling videos and it's like if I'm gonna do mortgage oh I I I know how to do final expense I don't care how much money I make I can make a bazillion dollars and I've never sold final expense I gotta learn from somebody who did it why try to do it my way why not follow someone who's done it the right way so I just I just took the system they provided right so I what took their script and I listened to their audios and I said who's your top guy and I listened to what they said and asked some questions and then because I had the foundation of knowing people I mean the credit card processing business was tough for me you know I mean I there's no leads we were cold called knocking on doors and there was 40 to 60 thousand competitive companies that were out there trying to get our business I feel sorry for that industry it's tough yeah and I was able to make millions of dollars based on what my mentor taught me in that industry same thing people right people work I think so like this I mean I got involved this business I was like okay you're telling me they like initiated a response that they wanted like they mailed a letter of more traction they mailed a letter back in no come on come on I can buy my own production I mean like I could I have no limit of how many people I can buy to talk to and they told you that they I mean man we walk into a rush I'm here talking about visa man oh I'm all set just to care of that I just switched I'm in a contract they pay to get other contract pay to get in our contract upgrade their POS I mean there's a lot of moving parts there I mean it was like you had to overcome like 17 objections just to get them to give you their credit card statements so you could review it and I'm talking to someone who doesn't have the coverage I'm not really competing with anybody and they mailed a letter and say please call me so like it was all a perspective right it's all relevant so when I saw that I'm like going okay this is like federally regulated I have a license to do this like there's gotta be a catch and I went out and wrote $15,000 in business my first week I mean I talked to people I mean I knew about knee jerk reactions but my brain kept saying okay they got junk mail or they're perusing on Facebook or whatever right they see a letter it's junk mail they pulled out they go hey honey look we can potentially protect our family case with that they grab a pen they fill it out put their name their phone number they whatever it is best time to call they take an envelope they put it in the envelope they lick the envelope put a stamp on it in some cases they walked their butt down in the mailbox flip the little red flag up and put it in there I mean if that ain't buyer intent I don't know what is if you're talking about marketing I agree or if they're facing their their cruising online whatever it is they they they so like when I got that letter I didn't nothing they said threw me off my game right oh we're not interested okay great I don't want to go through all objection stuff but it's like I was like they are interested they put it I visualize that in my mind like they're interested right and people said they weren't interested I went and helped them with the policy anyway it's just that I knew that that human brain does that knee-jerk reaction so to answer question we wrote a 50,000 50,000 apv my first month and 85,000 in six weeks 85,000 in six weeks and when you say 50,000 we're talking 53,000 it was like I don't you know I like my pennies it's fit I had to look into my opt software 85k in six months no six six weeks six weeks and it was even freaking yeah even crazy funny because it was in it was in December it was in November December 2013 and and I was told that's one of the worst times to sell insurance and I was taught by my mentor find out what everyone's doing do the exact opposite because I said well if everyone's taking their break in their on vacation they're sleeping I have a chance to get farther ahead wow because now hey everyone I have if you're running and you're running against people you run at the same pace and you're trying to run a little bit faster and they all sudden take a nap done so we did that I started recruiting and and then we had an agency that was doing over a hundred thousand dollars a month within within four or five months how many you sold a lot and you recruited a lot of people right how many in in in your first few months or whatever um we had 69 and these are all unlicensed agents 90 90% of them were unlicensed agents we have 69 licensed agents within our first 60 days in our organization but it came back to where I came from recruiting promoting so okay so 85k in your first six weeks yep and at the same time recruited 69 people in your first 60 days yeah I had 30 people 30 people in licensing before I got my license it's unheard of I don't know about it no I mean I whether you agree or not it's unheard of it I doubt it's ever happened before well can I ask a marketing question yeah how much did you spend on leads and marketing for the 85 grand in six weeks well what's funny is we ran into that problem because I didn't know there's I was told by the f-line which I didn't listen to this part and it's not working like what I'm used to in the past and that there's a little bit of ramp up time because back then and there was you know they had to mail out to these areas so I'm recruiting people like I was taught how to recruit people through the people that they know in the warm market and who do you know because they always find the best quality people um usually three or four levels people in and that's what people do like I'm not recruiting my mom and dad I'm not trying to recruit my mom and dad I want to know who they know that made they know somebody who may have an interest in doing that or just satisfied their life I know we're doing a webinar tonight webinar tonight right on on how to recruit 69 people in 60 days and that's the problem with our industry we got a lot of people that bought it you did it you recruited 69 people in 60 days we're doing it together it's 69 freaking dollars you're giving it all away and still most people won't pay for it and so you should bother me but I you're but I used to bother me but like you know it's really cool I actually I like that because it's like I I love it I mean I just spent 25 grand to sit down with Grant Cardone for two days like yeah no one else will do that I just bought a course on SEO just to see if I didn't know anything and I looked at it and I'm like I mean you got to invest in yourself good great right you know what I mean and I know I know SEO but I got about the course anyways so I could see if I can learn something you know what I'm saying the minute we think we know everything about marketing oh boy someone else does well they say he goes the most expensive thing that you own oh it is and I had one you know how to get beat out of me a little bit we all have one and the healthy he goes good but you know he goes the most expensive I don't know who says it somebody says it it's not me I didn't come up with that it's the most expensive thing that we own just put in quotes and get put put yeah put tm and need to offer it right that's why I may say something I'm just gonna write my own book it's gonna be the niv version the nate international version though you know but yeah so so what I again I asked what were the average guys spending in leads but I probably spent 500 to 750 dollars a week on leads and you did that much business 50,000 apv first month yeah so like within within 60 days within and I love about the insurance business within 60 days I had over 40,000 dollars deposited in my bank account from the carriers and that was back when we had paper apps oh my god so you really spent like four or five grand on marketing you know I mean that it wasn't that much that's awesome it's amazing well I was gonna be less impressed if you're like I spent 60 grand on marketing yeah I was gonna be like okay well I would try to I I wanted to sit down with and that's another thing you know I have an audio I do for my guys because you're going to ask I'm coming back around this motivation part right because he asked that question I haven't forgotten about it I just sometimes float off a little bit yeah yeah squirrel that's me too sometimes I can be I kind of get off on on the tangent or flow I'm not a bullet point type of guy like I try to use power points it doesn't ever work out yeah because I'm like on slide 32 and then it's like I'm showing slide one it's supposed to be like progression I my brain just doesn't go that way but I do this audio called the farmer versus the hunter right and I talk about whether you're a hunter or a gatherer versus planting the seed and and being consistent and most people want the hunter and the gatherer you know whether you eat meat or whether you gather vegetables so we have to be politically correct it's usually the hunter versus the farmer I came up with but we'll just say hunter and gather because it might be a vegetarian I don't hunt but that's like that you know the leaderboards and you know doing 30,000 one month and then do five the next month or sit down doing 22 apps in a week and then not doing an app for like the next six months this is like going what what I found in any success is you gotta have that consistency right so if you're a farmer and you have to dig the hole and plant the seed to have a tree grow to have the harvest I can guarantee you one thing you're never going to have a tree grow out of a hole where a seed was never planted would you agree with that yes so like in the in the in the insurance business it's you know set the appointment dig the hole sit with the appointment plant the seed and then you have your harvest yep and there's charge backs locus there's rain there's droughts but out of your control out of your control yep and people all of a sudden stop planting the seeds oh why there is a drought I'm not going to plant a seed or there's uh there was a big rain I'm not going to plant that's the time you plant more seeds right so like to me all I all I did is figure out I had to if I sit with a certain amount of people no matter what if I sit with a certain amount of people I'll get the production that I need control which you can control and my number was eight to nine people I could sit down in front of eight to nine people a week I could write 40 to 50 thousand dollars consistently I think the most ever yes from eight to nine people a week sitting with yep your good salesman so no I wasn't good at salesman yeah but you're closing most of them though well I went yeah I had I was I went one stretch for 12 weeks with a hundred percent close ratio in the home I walked out every home I wanted I walked out with an app then I realized that it wasn't good because you don't want to walk out of an app because I had some charge backs and stuff and certain people that you just sometimes you don't really need whatever though you sold them all but yeah well I mean I didn't sell that's the thing is all I did because I've learned you know and this is some things that you know we teach to our organization with our SWAT trainings that we do that you're at these are things I'm gonna start wanting to start going out there and teaching to people because it changed my life but I probably because people ask you what's your presentation like everything else I mean my presentation was probably less than five minutes long all I had to do was go in there and find out what was their need right why am I at their house what what is it that can help them do by asking them questions find out what's on their TV screen we talked about in your sales meeting this morning right well I'm not gonna go through it all but what's on their TV screen what are they watching I meant what taught me that like what are they watching on their TV screen and how do I get in the watch what I want on the watch and if I can create a realization in their mind that they need what I have they'll buy whatever is that I'm selling so all I did was do the same thing my mentor taught me for years and years is I was able to paint a picture in their mind made them live their life without this product and then made them live their life with this product by telling stories asking questions telling stories and then making them answer the questions if I were here today Lauren and Cody died yesterday you know whether it be mortgage protection or whatever what would what would that look like for you right how would that play out financially well it'd be tough when you say tough what's tough mean and now she's living no one ever sits down like even an insurance I never sat down with my wife and lived my life like what happens if I die we don't want to think about it we don't want to talk about it so for the first time in life you have a husband and wife and there's times where they'll cry if you get emotional right because I always share why I do this business and everything else and we don't have to go through that today and I'll have them live their life and they'll talk about it and it's amazing what they'll talk about it's like well what would I do what would happen you know would you have to sell the house and would she which probably is that what you want to do well no okay what would happen Cody if Lauren you know wasn't there maybe they have kids and I just haven't walked them through it right and then go okay great so if Cody passed away and obviously emotion would be a tragedy but you received a check to pay for this entire house in three years of replacement as income would that help that do something for you well yeah that help a lot well what would what would that accomplish and you what would that accomplish with it and then they tell me they spend the money well I'd be able to do this I'd be able to do that I want to carry on his business so I would try to you know put you know landing the charge whatever it but it's straight to the ground right so when you have when you create so now I just created a realization in their mind but they just live the movie without having this and then it became real true became real so whether you're selling final expenses like okay great when you pass away and your family has to come up with the burden of twenty thirty thousand dollars to bury you what's that look like how old are your children do they have kids do you think it's going to put a financial stress on them I mean do you really want I mean I think I'm sitting here because you're the last thing you probably want is is your lasting legacy to be one of oh my god mom died and we spent next six months struggling financially to make sure we could put her in a ground and appreciate her with a funeral I'm sure that's not what you want is it right so whatever it is when you create that realization there's no sale because their human brain goes my god I need this I've noticed you always end with a question too always what do you teach man over and over and over and over that's weird how you sell 50 grand in a week and you're always in even week not a week I'm sorry I'm sorry I'm sorry I'm sorry I'm sorry I'm sorry I'm sorry I'm sorry they don't sell 50 grand a week here we go here we go here we go no I've noticed even hanging out with you on like a personal level you do that a lot you end with questions you know so it's good it's just ingrained in you it isn't great all right just doing it over and over and over again cool right but I mean if you if you had an opportunity where you knew if you asked questions and always asked questions of people and it would result in making millions of dollars you're being grained into you too wouldn't it yeah oh yeah there's another question I asked him it is this is ingrained in me well you also don't put people in situations where you wouldn't say yes you know what I mean like here I've noticed that as well when he tries him he he he calls them trial agreements I was taught they're called minor minor agreements yeah and if you can stack up seven minor agreements on the eighth time or ninth time or tenth time when you go that's the the question they're so used to and you're so primitive as human beings right and and the problem is that people sometimes learn it's I think it's manipulation and it's like well if you use it the wrong way it is manipulation and manipulation is not even a bad word when it comes down to the actual root word it's having an influence over and there's a positive manipulation so if I can manipulate your brain who according to Thinking Row Rich says that the average person contemplates to consider to evaluate to discuss before they ever make a decision and I can manipulate your brain to make a decision that's in your favor so your family's not picking up the pieces and going in debt or doing doing a go fund me account or having to beg people at church or their neighbors or have to sell something in order to bury them and I can manipulate your brain to have that positive effect so I'm in this business because there is a sales guy who didn't know this stuff who sat down with my best friend who I didn't have a brother and I worked with him in the credit card processing business and this guy tried to sell them and we were working in the credit card presses together I was single living the dream you know as a bachelor he was married with three three kids and um his wife just quit her job to have her third child and I get a phone call I just met my wife it was the happiest times in my life I just met my wife I'm like this is the woman I'm going to marry and I get a phone call six a.m. in the morning and Manny's on the phone said Cory's gone I said he'll be back he loves you man he loves the girls and everything else because I don't think you understand Cory's dead I'm like 34 years old I'm like he's dead we and it was how is he dead and she said he was out fishing with his buddies last night because he was in the cat fishing and stuff they do that in Nebraska I guess and it's cold out and had the waiters and everything on and the boat caught fire and she was hysterically just crying right and the boat caught fire and he jumped out and he tried to swim the shore and never made it and she said Nate he was so happy because he just reached a level of success in his life where he's finally getting to enjoy his life I just got to quit my job and they're dragging the lake for his body and this before I was in insurance and I said did you do you have any type of life insurance and she said yeah I just sat down with someone a week ago and I was like well thank god and two weeks later different conversation and here here's here's their college or high school sweethearts wonderful family they love each other dearly and her last memory was Cory left us with nothing Nate he left us with nothing I don't have a job I don't have any money you know and I used to show a picture to people you know because he had this picture that we sit on the couch with the three girls and it said it's so sad because he says my hero has come his name is daddy you have a daughter imagine that right they're all looking up at him and then Nate now he's gone and I watched that just ruin her life you know lost the house had to get out of the house no money no job and so I look at that and it's like what if that guy because I know my friend very well he tried to sell you know he never signed the papers so she thought he had insurance and he said you need to think about it and so I look at that and go what if that guy had that skill what if that guy had the ability to help my friend Cory not feel sold but to make a decision that was the best interest in his family because he wasn't able to manipulate him to put his signature to an application that's the word you want to use it significantly had a direct negative impact on his entire family because he didn't have insurance so when I got asked to consult for the company I work with now not actual company but I tell the story how I got kind of drug into it against my will but I got went out there it was my third it was my third appointment and I'm sitting there in a home and I didn't even think about I didn't make the connection was like a year or so ago you know after the fact I wasn't connecting life insurance and what happened to him and everything else and I was sitting in a home and there was a wife and husband there sorry it was a crazy moment but and three daughters running around and I said well let me tell you a story no I said yeah what if something happened to you that looked like and she had a tear come down her side and said I'd be I'd be screwed and she something happened when the girls ran around and she called her name and one of the girl's name was the same name as my friend I'm like this is what I'm supposed to be doing and I was gonna sound bizarre it's gonna sound crazy and I had the video because I played it by training I immediately thought a quarry and I went down and googled it and the first I tried to re-duplicate this a hundred times it's still on the YouTube people can find it and I googled his name and his wife's name and the first video has popped up is Mandy telling her story about what happened to her husband for another insurance company telling the story why it's so important to have insurance put in place and that was kind of that moment that I felt like I'm in the right place like how many lies could I help teaching them the things that I learned from my mentor to help navigate people to help make a decision that they know is in the best interest how many quarries families can I help and that was became my mission that was why get a bed so early well I don't get as early as you and Marlon do but why get a bed so early in the morning or why I'll work hard and why stay on the phone because at the ultimate is there a lot of money creating most millions of great but at the very end of the day we're impacting that's a heavy load to wear where every day we wake up we're impacting whether you're selling a lead whether you're buying a lead or whether you're meaning if you're having a negative or a positive impact you can't pick once you sign up you're in a church that individual you're responsible for and you can't fix stupid I'm not saying you can do that but you're having an impact either a positive or negative way on that human being so how hard do you want to study your craft do I just want to go through the numbers which is good just to help people or do I really want to learn how to connect to people do I really want to learn how to ask the right questions so I can help them make the decision they already made when they clicked on the banner at or when they clicked on the lead or when they mailed the form back in or they put called on the IVR number called the postcard they already made the decision they want it my job as a professional is learn the skills necessary to make sure I can help them continue to reinforce the decision they already made so their family is protected does that story with your friend impact how you sell today and how because nobody likes to leave a home or someone's thinking about it and I'll call you back and all those things you probably and whatever word anyone wants to use like you said you probably push harder because of that absolutely absolutely I'll even I'll even share that story in the home I tell them why I'm here I would have a big I'm a big advocate of sharing your why before you expect how can you become then become a vulnerable if you don't become vulnerable and everyone has a why doesn't have to be that why you know but everyone knows somebody excuse me I love to show them they're picking my nose on camera here and stuff and it's still a raw emotion for me right but it's you gotta have and everyone has a story like that or they know someone has a story like that you know what I'm saying and that's all I do in the home is ask questions and tell stories ask questions tell stories you know if I'm talking about critical illness or or critical you know heart attack stroke and cancer I'm telling story story story does it amaze you that 92 percent actually do fail of what of insurance agents 92 fell in their first three years but but the way you talk about it and I'll jump in while you're blowing your nose thanks the way you talk about it 85k in your you know 50k in your first month 85k in your first six weeks recruit 69 and 60 days but everyone else is freaking fell in this deal it's just well I mean I was in the credit car processing business and and uh it's funny because um I signed up a gym right and I signed up a gym uh where they you know do gym memberships and I do like an ACH program where they take ACHs out and stuff like that and what was amazing to me was that I looked at his how many people he was drafting each month and I'm like going I'm like how in the world do you do you fit all those people this how dumb I was right how the world do you fit all those people in your gym he started laughing he goes what do you mean like you have like 5 000 square foot gym or 10 000 square foot gym not that huge right and he had like 2700 people that were getting drafted every month and he just laughed because they they don't all come to the gym he's like I wouldn't be able to fit them he's like you know the majority come at the beginning of the year right and they're all hyped up and they're super excited they're stoked and he's like back around April May dribbles down to where we may have gotten five or six more new steady comers gotcha you know and then gonna make the new year's resolution everything else he said spring picks back up a little bit before the summer because I want to gain their weight and they'll make all these resolutions like we may pick up one or two more regulars and just goes on it's the same cycle so if 92 percent that's actually 92 percent better than what the statistics talk about and think and grow rich you know he said only three percent will achieve financial independence in her life so you know nine hundred yeah 97 percent are gonna retire on family's friend family friends and the federal government you know will be their retirement so yeah so I'm not shocked 92 percent of people fail in the insurance industry because majority people fail at most of the things that they try to put their set their mind to do and it's like you you know you you talk about the numbers game as not being the whole thing but you also have a system that's tied to you know the numbers are the system but it's not the how you sell the personality the story and all that right right so you've got the system you've got the story how would you encourage somebody that maybe doesn't have that story to become a storyteller you know what I mean like what do you feel like stories are needed to sell oh yeah you use other people's stories okay I mean people use my story all the time with my friend you know I got involved I mean I have a good friend of mine is in this business my business partner you know if I'm working with my team they're my business partners they're a good friend of mine I use people's stories all the time I say collect stories collect stories and you don't make up stories that's the big difference don't make up stories right but collect stories yeah that's called lying which a lot of people do people could tell too oh yeah I like the way you told that there's no way it's false right I mean it's just it's a story that is dear to me that happened that's true right and people may I hate people make up stories tries me nuts it's like what why you're lying yeah you're not being that's when you're manipulating that is extreme manipulation you're not being authentic absolutely if you're see what about human people people nice people like nice people my mentor said this to me too right he said and mean people like nice people too right so if you're just authentic people people are attracted to authenticity like they people like you because you're authentic so be authentic and like people go oh I have to do that to sell no that's how I'm authentic in my way there's people that are authentic in their way and if you're authentic I mean that's 90% of the battle is just being you and just connecting with that person that human spirit that they know you're a normal guy or normal person you know I mean it's like I'm in Texas find a mentor and that's I mean that's a core value of yours right yeah authenticity integrity authenticity over and over since we've hung it out I'm just who I am man I'll be honest you know I'll tell you yeah I'm not going to slow it down I'm not going to you know speed it up for just for you guys I am who I am you'll get you get the true Nate man it's like you may love it you may hate it real Nate off that's why I've always enjoyed getting around you though seriously from the very beginning you know that's just that's just how you are yeah I just say how it is I mean it gets me in trouble a lot but you know and we haven't even released you if they get to this end of the end of this podcast hopefully you did because if you didn't you missed a bunch of good stuff this dude's speaking 8% we haven't released you yet and we're actually releasing you like next Friday but that's why authentic came from nothing and is making a lot more money than most people I know recruited 69 people in 60 days in a new industry stupid wrote 450k in 30 days in a new industry that's stupid and 85k in your first six weeks that's why you're speaking of a presentation 2020 and I can't take credit for any of it but I can definitely pass along the information that I had got taught by mentors again in my life and one specifically that changed my life so that's why I'm excited to hear you get up there and deliver a keynote this dude this this dude I've seen your videos man he's a way way better keynote stage speaker than me I've learned a ton from watching you that's true I don't believe it or not I don't know what is certainty what is a keynote anyway I don't know what a keynote is well we'll find out in 8% well I guess I don't know they might not get what are you talking about 8% what are you talking about 8% I'm like I don't know I wish that I could just talk to you guys and ask you what you want me to talk about because like this this is me like I walk in here and I can't I don't prepare I can't prepare I just want to talk from the heart you know what they want to know they want to know your story there you go and how you did it that's the key yeah and you laid out some some a lot of stuff that most people will never be able to do like follow a system that someone else does you know like that's too difficult we also set the record for the longest podcast we've shot that's true too yeah which means no one's gonna watch it you know what most people you know never about it achieve what you achieve because you just did the steps and and you know you did them in order it's you know and see 92% of the people 92% of the people won't watch it till the end that's exactly right too but the 8% who do may learn something well we'll turn on Spotify and listen to you know some music that's exactly right that's exactly right so yeah well I appreciate you joining us Nate no I appreciate you guys having me here I mean you you guys um and for those that are watching it's like you know I always says my my wife has this like heightened sense of smell right like what's that you know we had a fire at our home uh not the home we have it now but a couple years ago and and we're going to bed and she's like it smells like something electrical like baby I don't smell anything I go from room to room to room to room sure enough we wake up in the morning beep beep beep house is on fire squirrels chew to um electrical cord in the in the rafters on the corner of our house and the arc you know was arcing back and forth I guess whatever they call that I'm an electrician and caught the fire I love God because he likes to humble you in in the closet where my wife's wedding dress was all my tailored suits were my first Rolex watch was my all my earthly prize possessions my alligator shoes my four thousand you know all all this stuff is so important in a minute gone wow that's humbling right you know it's like okay and so she has this heightened smell right but so like I feel like I have this heightened meter to to detect authenticity which I do and you know I've gotten to meet you um and I gotten to be around you a little bit but just being able to hang out with you guys on the level I've been able to hang out you know some people say I get up and to write my goals and and I look in the room he's writing his goals some people say they get up at six in the morning go to work out and he's gone at six trust me I was up at five thirty eight I got the video to prove it I'm like I'm in Cody Askin's house just seeing if he's up at six a.m. I got on a video yeah you know going to the gym yeah with the gym that's probably late I didn't go work out with my trainer across town it's I went yeah so he was probably gonna jump by the house to come back so I never like I never been up at five thirty in the morning of my life unless I was like forced to with a gun to my head so like I don't suggest that to anyone you know I know all you miracle morning people hey I'm here to tell you you can go to bed at two and get up at seven and still make millions of dollars you're okay taking hot showers you're good right so anyway I said hey when in Rome doing my stuff right when in Rome do it Romans do so I got up and I had my little thing I even looked at the microwave said five thirty eight in the morning stalking it out so but in what what I love about both of you guys is hanging out with you is that you're you you're truly authentic in who you are you you say what you say you do what you do and and you're not a bunch of height we try not to be well yeah I mean well none of us are perfect you know I get accused of being hypey but you're not just my personality here so but people ask myself if I'm on drugs so so I want to thank you and for the people that are that are watching that may know who they are or don't know who they are or wonder if they're really too good to be true um and I'll screw me over and like you know just my word here but no from my my my standpoint getting to hang out with you that you guys are the real deal which is awesome because I'm driving here today and I asked Cody what what it was a shocking answer but it wasn't shocking coming from him I said what and I'll end with this but what what is your favorite thing about what you do right and he said my favorite thing about what I do is when I get a comment or a phone call or a text that an agent says his example was I was about to quit I found you online I've been watching your stuff thank you because you gave me the knowledge and the wisdom the power to keep moving forward because that's my favorite part and I think that's I don't think I know that when people's real motive is for impact and that's what they're striving for those are the ones that have the biggest impact on people as opposed to people who pretend they want to have impacts they can make a bunch of money because eventually it's exposed so you guys are phenomenal and I appreciate you have an opportunity to come out and be a part of it because what you guys are doing is they've been done before and you're you're a disruptor in this industry and very few if any if none have a heart that you have Cody and a staff I mean like I didn't know he had this big operation man like guys like employees are aware sales team is getting intimidated a little bit you know on pot I mean like you you are making ways and you're bringing people together and you've had an impact in my life on just the people you've introduced me through through your network and stuff so I'm appreciative and I'm grateful for being on so you know what you know what's funny too about this guy is every time we meet with high level like insurance dudes they always look at him and like you can make so much more money selling insurance like why don't you just like build this big insurance company whatever and he's like dude my heart is helping insurance succeed in training and helping people like I know I could you know I'm saying but this is what I'm doing this is my focus so yeah which is awesome yeah as money is where his heart is man you can always say you can tell a man's heart follows part pocketbook yep so there you go anyways thanks guys yeah thank you for joining us appreciate you very much thanks for joining us on this podcast for this marathon podcast it was great all right we'll see you guys in the next one hey if you love this interview unbelievable interview I talked about the power events and you guys know that I love events I want to share everything I learned at Grant Cardone's 10x growth conference event it's right there click on that video and I'll see you there so I can either learn by failing and having to learn from my own experience or I could just pay you know you just did that