 All right. I'm extremely excited to interview Ms. Catty Lugo today. Catty, thank you so much for joining us. I'm extremely glad to be here today. Thank you, Catty, for being here. No, it's a pleasure for me and thank you so much for being here today. It's a pleasure for me. Thank you for listening to me in this interview. You got it. For those that don't know, Leticia is our in-office translator. She works with Steve and I on our star agency, and Catty is one of our team leaders and heavy producers with star agency. And so I'm excited to interview Catty with the help of Leticia today in regards to succeeding in the Hispanic market, which Catty has done really well. I have to translate that one. Part of it. Okay. I'm Leticia. I'm going to translate it by helping Catty. This Catty is one of the main, for not to say the highest producer with star agency, and I'm going to help you with that. So, why don't you share your story, information about you, how you became the incredible woman that you are today? Why don't we start, Catty, to share a little bit of your story, how you started in this business? Let's share your story from the beginning. I'm going to say it short, when I arrived in this country six years ago. I'm going to say this one very shortly, when I come here to this country six years ago. We had a lot of dreams, but we found a different reality. The Hispanics offered us only physical work opportunities. I came to this country with a case full of dreams, you know, and when I got this country, I feel the reality very totally different. To the Hispanic people, they only offer the physical works, physical job. Yes. Well, I had to do those jobs. I had a lot of physical activity. I was delivering from Amazon, I worked in a kitchen, peeling potatoes, carrots. She was working. She has to do all these physical jobs. She actually was working in Amazon delivering packages. She was peeling potatoes and carrots in a restaurant. Wow. But I started studying English at night. And unfortunately, a colleague of ours, 42 years old, her husband died in an accident in an unexpected way. She started to look for a life insurance for us. She started, what do you say? I started studying English. Oh, she started studying English for in the night, you know, for a period of time. And then one of her friends, her dad died, 42 years old, her dad died. And then she started looking for something to help her people. And then in this period, some agent coming to my house to sell me a policy. And then this person offered me to get the license and insurance, being a licensed insurance. So I get this one. It was very interesting on that one. And then it's when I started this business. Nice. That's awesome. Because that offered me having a professional work. Yes. Eso fue en el año 2016 y hasta el día de hoy solo he trabajado en el área de los seguros. That was in 2016. And since then, she has been working only in insurance. Wow. Wow. And you've had incredible success. You've earned six figures. You've done very well. What do you attribute your success to? Tú has sido extremadamente exitosa, has alcanzado las seis figuras. ¿Qué es lo que te hace? ¿A qué le contribuyes todo este éxito? Hacer de mi mente una persona disciplinar. To put in her mind being a disciplined person. Yeah. Why do you think so many insurance agents? And I have a ton of respect for the Hispanic community because of how loyal, reliable, and how hard the Hispanic community works. So I have a ton of respect for that. Yo tengo un gran respeto para la comunidad hispana. Las personas, los agentes hispanos, mucho respeto porque yo sé qué tan leales son y qué tan duro trabajan. But that doesn't mean that the Hispanic market can't do something big with their mind and make a ton of money outside of just physical labor. Pero quiero, no sé por qué, con eso no quiero decir que todos vayan a ser grandes trabajadores. ¿Por qué? Porque a veces necesitan salirse de ese encasamiento de estar nada más trabajando en esa industria, salirse un poco más, abrirse. How did you go from thinking smaller to thinking like you think today? ¿Qué te llevó a pensar pequeño a cómo piensas ahora? Definitivamente hacer, entender a esos hispanos que a veces no creen que tienen oportunidades profesionales, que sí se puede ser un profesional en este país, que sí podemos contribuir positivamente a este país de manera profesional y sobre todo ayudando a muchas personas hispanas que no conocen y que tienen esta oportunidad tan maravillosa de trabajo. We need to let Hispanic agents understand that there is a lot of opportunities for them to grow up. There is a lot of opportunity to help people not only selling policy. We have to educate them, educate them the actual clients. Yes. And how much this policy, each policy can benefit them. That's right. That's right. What was your biggest week ever for written policies or written premium? What was your biggest week? ¿Cuál es tu mejor semana en Polisa? ¿Vendía Polisa o la prima? Eso va a depender dependiendo del tipo de producto que ofrezca una semana buena puedo traerme unos 4,000, 5,000 dólares a casa. ¿En semana? En una semana buena. En una muy buena semana. This can be very, you know, can be very, but a very good week he can make like a 5,000, 6,000 a week. That's awesome. Did you ever dream you would make have the potential to earn upwards of $6,000 per week? ¿Tú algún día tuviste este sueño de hacer 6,000 o arriba de 6,000 dólares por semana? ¡Absolutamente! Y ahora quiero más. Me gusta eso. ¡Sí, sí se puede! ¡Claro que sí! ¡Claro que sí! I love it. Además me retaste este último mes y tengo una meta bien alta. You put a goal for us, you know, this month, you know, with a challenge with my team. And I have a very high, my goal. What is it? What's your goal? $35,000. How much was it? $35,000. $35,000. Wow. That's amazing. I love that. There's a lot of... Es grandioso. Es... Me gusta. Lo amo. There's a lot of insurance agents, Hispanic insurance agents that don't even do $35,000 per year. Yo, hay muchos... Hay muchos agentes de aseguros, hispanos, que ni siquiera hacen $3,500 al año. Al año. And you're going to do it in 30 days. Y tú lo vas a hacer en 30 días. How cool is that? ¿Qué tan bueno es eso? Es maravilloso. Y ya esto no es algo personal. Es un ego. Es poder demostrarle a otros que si yo puedo, siempre que otro se lo proponga con disciplina y con enfoque, lo va a poder hacer. And this one is also to show others that you can do whatever you purpose to yourself, you know. You propose yourself. You can do this one. You can do as high as much as you can. That's right. And if you had to describe yourself in one word, what would you say? Si te describiras en una sola palabra, ¿qué dirías? ¿Cuál palabra sería? Oh my God. Trabajadora. Worker. Yeah. There's no doubt. I was thinking... I was also thinking of persistent as well. Yo también estaba pensando en persistent as well. Yo también estaba pensando en persistent as well. I was also thinking of persistent as well. Yo también estaba pensando en persistencia, persistente. Si. You're someone that just keeps showing up. You have a bad day. You show up the next day anyway, you know. Yo siento en cómo tú trabajas de que igual si es un mal día, si no quieres ir, tú te presentas. Tú estás ahí. Hay muchas veces que no estás de ánimos. No es un buen día. Tuviste una pelea con tu esposo. Tienes una situación con el carro. Pero yo, sin embargo, digo, voy a salir a la calle porque hay alguien que esté esperándome para ser atendido y para ayudar. A lot of times there is a some days when you don't feel good. You are in a bad mood. You have maybe a problem with your husband, with your car. Any situation can be happening in your life. But this one is not going to stop me. I just have to show. That's right. That's right. This show must go on. I love that. Is there something from your childhood or your parents or something that you can remember for why you are the consistent hard worker that you are that always continues to show up? Hay algo cuando eras pequeña, cuando eras niña, hay algo de tus padres que recuerdes de tus familiares que te hayan dicho, el que te hayan marcado ser persistente, siempre estar ahí, el mostrarte, el seguir, hay algo que te identifique que te haya hecho esto que eres? Definitivamente mi papá. Mi papá, mi papá era un militar. Her daddy was a military. Y en la casa todos teníamos esa estructura militar, o sea, para no temprano. From the army structure? Yes. Para no temprano ordenar nuestra cama. Mi papá siempre decía que no importaba cómo tú tenías que terminar lo que empezabas. No importa cómo tenías que hacerlo. Y tenías que utilizar todas las herramientas que tenías a tu alrededor para poder lograrlo. Her daddy was kind of like the army guy. They grew up with that structure. Her and her brothers and sisters, they grew up with get up early. You have to make your bed before you go to school. You have to do this one and everything in order in your room. And growing that with that, her dad also told them, it doesn't matter what happened in your life. It doesn't matter where you're going to end your day. You have to show up and work harder. It doesn't matter how that day is going to end. You don't have to worry about that. I love that. And she always told us, try not to go to bed without helping someone that day. And one phrase that her dad always told them, do not go to bed before you have helped anybody or somebody. Do not go to bed before you help somebody. That's awesome. That's so good. That's so good. It's very good. You can tell just by knowing you for the last few years, that you actually it's been at least three years for sure, which is amazing. But what I've noticed is you care a lot. You're very talented. What do you believe other than just caring and working hard, what do you believe that your best sales skill is? From all this I know you've been around for more than three years, what are those skills that you have to overcome? It's definitely the confidence that I give to people. My confidence. I first see myself. I think it's a very important thing. It's not a chair, it's not a furniture, it's not a car. We are selling our credibility. First has to be confident. First, he has to sell herself. And then it's not just a job. It's not just a work. It's just you have to have your credibility to give it to the client. That's right. Steve and I are looking at each other because you're probably the most confident person that we've ever had a part of the agency. And we love you for that because it's infectious, right? Like your personality, your bigger than life personality, your confidence, it comes through. And that's why you've been able to help so many agents be successful. Steven and I have been talking to each other. We've been communicating about you, your confidence, your credibility, your confidence and what you project. It doesn't come from you. It comes from you. It comes from that confidence and credibility. You're welcome. There's a lot of agents that need your help. I know you're always open to someone reaching out and you helping them. What do you believe an agent needs to be able to be successful with you? We have limitations over distance. First of all, the agent needs to leave behind all the negatives. reach that one. I can't afford this one. I cannot do that. He has to leave all those behind. And I think that one is a more harder job because this job leaving all that negativity behind is working in ourselves. When you are a process from a action, systematic options that you have to learn from somebody that has been very successful like you. Thank you, gracias. Yeah, that success has to be repeating, you know, what you are showing because this is a system. And the majority of the agents, they refuse to do this systematic process to be successful. You have the six figure system and I know you do. If an agent reaches out to you and they listen, they apply what they hear or listen. Do you believe you can help them earn six figures? Absolutely. Absolutely. Confidence. If she trusts me and she follows that system, she will reach over. The first thing that they have to be willing to is to work 60 hours a week. Because even if you are your own boss, it doesn't mean you have to go home early. That's right. You are, I'm trying to think of a word. That instead of using the word badass, which we're not going to edit out, we're going to leave that. Okay. We're going to use the word machine instead. Because you are an absolute machine. You are one of the most impressive people that I know and definitely the most impressive person in the Hispanic market, by the way. What's some tips that you can give to the agent out there that's struggling and they're not doing as well as Cady Lugo, but they believe they have the potential to be Cady Lugo one day? The first he learned from you that I'm going to assume I'm going to win today and it's just today. That's right. I'm going to make it today. Energy, attitude and energy is all. The second is like do not take everything personal. Do not let that one affect you because this is a job. It's not for just you personally. And the third one is like going with God's hand. Because this one is not just a word. This one is a faith act to help others. Yes. If someone wanted to come to Florida and spend some time with you and ride along with you and learn from you or just reach out to you in general. If someone came to an agent, came to fly to Florida, I would be there with you, I would contact you I would go with you or also simply someone who would contact you, I would go by phone. What would you say? She's going to say how you look in the next five years is what she's going to ask. I love that. And when they look back in five years the decisions they make now are going to affect what they see then. So good. What's something that you've personally learned from a sales perspective over these last few years that you'd love to share with us? What's something that you've learned from a sales perspective over these last few years? Okay. The fact to sell is an adventure, you know, every single day. Because in every single house that you've visited with every single client, you are learning and they because they share with you their story, you help them, but they are also sharing with you their story and then you come out from that house with more motivation because you actually help them. Yes. Yes. When you're talking to your team and helping your team, what are some of the things that you're doing to help the agents that you're working with today? When you're talking to your team, what are some of the things you're telling them to do to help the people that you're working with today? To help the people. She always told their agents every single day they had to go out working with positive in mind. Like the first door that they knock, they're going to sell. You've got the product, you can pay, they can pay, and they're going to get it. Yes. Good. Good. Good. Good. What's one thing that you would like to leave with our audience today in regards to say someone's struggling and their back is against the wall and they feel like they're thinking about quitting and life has been tough. What would you say to them right now? What would you say to this audience that the agents are looking at us? Because it's the professional, the profession, the industry, it's the most beautiful, most wonderful. She has a lot of passion for this profession and she wants to transmit this one to the other agents. That's awesome. The time is now. El tiempo es ahora. I love that. El tiempo es ahora. All right. Steve, I'm getting better. If someone wants to reach out and talk to you and learn from you, where should they go and what should they do? Si alguien te quiere contactar y te quiere compartir, te quiere hablar, Bueno, mis teléfonos son, si los puedo dar por acá, es el 786-4689-390. If you want to use the telephone, if you want to write it, or if you want to... That's fine. Yeah. Si no a través de la agencia, pues sería perfecto a través de la agencia. She wants to just reach me in my personal telephone number, or you can reach me in Star Agency. Yes, or I was also looking at your... Instagram. Would you say the Catty Lugo Instagram or the Visionary Advantage? Insurance, yeah. Got it. Got it. Okay, so if someone's out there and you're wondering how to find Ms. Catty Lugo, this would be a great place on Instagram. That's correct, right? That's correct, yes. Visionary Advantage underscore insurance. Can't see it real well. I'm trying to help them out. Okay, so si alguien te quiere contactar, te pueden contactar por a través de Visionary Advantage. And then what's her email and her phone? Okay, my email is el nombre de agencia visionaryadvantage.atyahoo.com. Visionary Advantage at yahoo.com. Visionary Advantage at yahoo.com, okay. And your phone number. 4689390. 7864689390. Okay, awesome. All right, so if you're out there and you're watching and you're saying, man, when I grow up, I want to be like Catty Lugo, okay, make sure that you reach out and get help from her right away. Catty, thank you for sharing all your wisdom. Thank you for being a leader in the industry and thank you for everything that you do. I can be more grateful to be here and to be in your agency. Boom. Thank you so much, Kay. What's si se puede mean again? What does it mean? We can do it. We can do it. Okay, si se puede. Si se puede. All right, Steve Oh, okay. Thank you so much, Kay. Thank you guys for watching. You'll reach out to Catty Lugo and let's go make a lot of money. Okay. Thank you for being on today. Do not have a doubt that you want to watch this one and you want to contact me. Do not let it reach me. Boom. Hey, if you enjoyed this, I got another one you're going to love. It's right there. Click on it. See you in there. Clubhouse has been fun lately, right? Yes. Not just fun, but like, I mean, there's been some extreme value, right? Yes. Yeah, it's been so good that people have been dropping bombs. People have been asking questions.