 Why health insurance, man? Because yeah, yeah, yeah, it's a good niche and we know riches are in the niches and all that, but how did that start out to where you're like, health insurance it is? Yeah, so the captive agency that I started with was it was health insurance exclusively. And so I made a transition from that to a more independent broker role where, and it was October, right, of 2017, right before open enrollment. I didn't, and in the middle of the annual election period for Medicare and I didn't have, I didn't have time to figure out Medicare and to go to sell in Medicare. I had a default to what I knew. And so I learned a few products very well and kind of stuck with that. And rather than trying to fit a bunch of square pegs and round holes, I found the product. I knew who that product was designed around, right? Like I knew that this particular carrier, this particular product was designed for healthy self-employed people that were paying way too much on the marketplace. And so I just took a kind of a hyper focus and it got me back to like a baseline income to where I could then start to transition into some of those niches or those other sectors of the industry, like Medicare, life insurance, group benefits, that kind of stuff. But I really believe that to get started in the insurance industry, you have to be, you have to be focused on one or two products, one sector of the industry. So if you're gonna sell Medicare, if you're gonna sell health insurance, learn health insurance and then kind of go from there because ultimately, whether it's health insurance or Medicare, you're gonna build a good little chunk of residual income that you'll have the time and availability to learn some other things. So for me, it might be engineering, it might be Medicare, right? It might be group benefits, most likely insurance. What's, say you have, we have someone watching and they're brand new. They barely know how to spell health insurance, okay? And if someone will, is coachable and they'll listen and they'll put in the work and do what you say, how likely are they are to actually make six figures that want health insurance? I think if they're all of those things, I mean, you started it off with could barely spell health insurance. So, you know, they do have to have- But they work hard, who cares? Well, hey, I mean, I was gonna say they'd have to have an above average IQ but I think I have an average IQ so I think they would just have to have an average IQ and ultimately that's the most important thing. You said be teachable, be coachable. I see people come from, you know, we see it a lot. We see agents bounce from agency to agency from different, you know, from Medicare to health to final expense, back to Medicare, back to, and they never actually focus but realistically, I would say that somebody that is focused and hardworking and coachable could make six figures in their second year and we're gonna see that this year with a lot of my agents that, you know, came on middle last year, still made $60,000, $70,000 last year and are well on pace for six figures this year. So, you know, and none of these people came from an insurance background, you know, or even a business background for that matter. If I went and joined your team tomorrow. We'd have to get a bigger office. That's true. And I didn't bring anyone and I just focused on health insurance. How much money would I make in your office, your system, everything else over the next 12 months? So, my first year in health insurance, I made 110,000s. I believe that you could easily make 109,000 but definitely under a hundred. That was a setup, by the way, because you said earlier that, yeah, yeah, yeah, okay. I'm remembering, yeah, I knew where you're going at but I think you could, I mean, you could easily make six figures your first year. It's not uncommon. Well, I did it, cold, doorknock, cold doorknock and selling life insurance. Exactly, exactly. And I think that there's a bigger market for health insurance, which is always why I've kind of wondered why it's a smaller niche or why it's an underserved niche. I mean, there's a lot more people out there in the under 65 space that are confused. Then they're on, then are 65 plus. Yeah, and they're confused. I mean, frankly, like the people that are self-employed or the worst situation you see is like they left a job or they had great benefits because they wanted to take this business venture on their own or get into real estate or whatever the case is and they're like, yeah, so I had $1,000 deductible on my group plan. I was paying 50 bucks a month, what can you do? And we're like, there's a learning curve there. We gotta walk them through. Hey, listen, the under 65 world is not perfect for the self-employed but I always say, if you have 10 options and all 10 options are just okay, we've gotta choose one of those 10 options still, otherwise we're going without coverage. And so we're gonna always choose the best option that sucks the least, right? Because at the end of the day, it's insurance. Even if you're talking, and I'm very much a positive person, I think you've picked up on that. Dude, no doubt. But when you're talking about insurance, I think you've gotta understand you're talking about insurance and nobody's super pumped about buying an insurance policy, whether it's like the best plan in the world or not. They hope to not have to use it. They hope to not have to pay too much for it and they hope that it covers everything every time they use it. And that's just not insurance. That's not homeowner's insurance. It's not your car insurance and that's certainly not health insurance. So I think coming from a realistic point of view is absolutely what helps me in this industry. So you made 110 grand your first year selling health insurance. I did. I made 110 grand my first year as a broker selling health insurance. I made about 80 grand my first year ever selling insurance with a captive agency. Dude, that's freaking baller though. How many people do you know that can say that? Not many, and frankly, it's something that I talk about often because I never, I always thought that I would just do construction, manual labor, like I didn't think that six figures was really in my wheelhouse and now we're talking about seven figures. Yeah, dude, come on. You're gonna make seven figures next few years. Yeah, next year, next year. Boom, 2021. We're speaking in to exist. 2021. I don't know how I'm gonna do it, but we're gonna do it, right? Six more months to figure it out and then we'll go for it. We'll figure it out. Where were you going with that? Why did you think six figures was never in the cards for you? Like, do you think that's an upbringing? Do you think that's a mindset? Do you think it's a scares, like I don't, you know what I mean? Cause... Yeah, and you know, it's definitely, it's an upbringing thing. I mean, it's, you know, I was raised with, I mean, everybody in my family is manual labor, right? It's just kind of, and not to say they're not doing very well. I mean, some people in my family are doing really well doing manual labor. Absolutely, nothing wrong with that. It was, for me, just, I don't know, man. I guess I didn't know my worth. I guess I was, you know, I guess I was just a little overwhelmed with real life. And so, you know, it wasn't insurance that made me feel like I could make six figures. Honestly, it was just kind of overcoming some of that, some of that, those limiting beliefs we talk about. What were yours? Because we talked about that a lot lately and I've been picking up on that. What were your limiting beliefs? One of my limiting beliefs was that I felt like I was gonna do construction my whole life and, you know, $40,000, $60,000 a year was gonna be it for me. And I could be happy with that, you know? And certainly I could, but it was, I don't need to make more than that. Who cares? What's the point, right? I mean, I'm happy here, right? I don't need money, I don't need, and I still feel that way. How did you flip the script on that, though, because now you at least have the inner drive to make that a reality? Whether you really care if you make two million bucks or not, you still want it. It's gonna sound really bad, but it's not, it's not, like I'm not money motivated exclusively. Obviously, like most people, money is motivating, but I feel as though money is kind of like a scoreboard. Dude, I was, swear, I was thinking scoreboard over here. I swear. And so as soon as I turned it into a competition, you know, to go after more and more, and ultimately it's what we're talking about. It's breaking through that next limiting belief. I had a meeting with my team on Wednesday before we came up here. This is about more than breaking that six-figure mark. This is about more than, this is about breaking through that limiting belief so that we can see what's behind that curtain and what's the next limiting belief. Because I believe, I don't believe I've arrived. I mean, we're talking like I had limiting beliefs and I don't have limiting beliefs anymore, but I do, I mean, I deal with it every day. So explain what that is for those that don't know what a limiting belief is. So a limiting belief would be anything that, anything that is in your mind that is going against why you couldn't reach your goal, right? So like, you know, so I can make six figures this year, but I've got to do this, this and that or I've got to overcome this, this and that. And so, I mean, we had a conversation earlier with one of my agents and it was breaking down that goal and what you actually need to do to achieve it. And I think a lot of people, they're, they just don't, they just don't break it down. How many people struggle with that misconception we were talking about on the phone with your agent about how most agents feel like they need to know everything before they do anything? Yeah. And I call that like getting ready to get ready, right? Like it's like you're- About to get started. Yeah, like, well, I'm about to get started after I get this taken care of, but like, and it's, and that may be a limiting belief. Oh, dude it is. It's kind of like that first call fear. Like you don't know anything about insurance. I have found, and this is, I mean, this just came to fruition big time with one of my new agents in the office. I mean, we closed like six deals for him in a month. Like, I mean, he was killing it when he was passing the lead off, when he didn't know anything about the product, right? When he didn't know anything about insurance really. He was just, yeah, he was just finding, he was just fact finding and finding the right client. And then he was passing that to, you know, a closer we'll say, and we closed a lot of deals for him. And then as soon as he learned a little bit about the product, he started to divulge that and to come out with that right away. And it took us another month to get him back to selling again. And we kind of had to go back to some of the basics, but that ultimately, the more you know about the product, the more you're likely to get yourself in trouble by saying something silly. And I'm not recommending you go out there and sell it on your own while not knowing about the product. So don't misunderstand me. I'm saying if you have somebody, and most agents do, right? If you have somebody that can help you close those sales, lean on them, lean on them. And if they're not willing to help you, then run. Somebody, yeah, exactly. Exactly. And if they're not willing to be there for you to help you close those first sales, run, run. This dude is a beast. Definitely follow him, stay plugged in, come to 8% and meet him, all right? I'm speaking into existence. He will be there. He's already got a ticket. He's ready, come meet him. I'm gonna keep finding amazing people like my buddy Brad to interview, to put on camera, and for you to learn from. If you've never subscribed, come on now. Take a second, do that. See you on the next one. Hey, if you love this interview, and I know you did, I got another one that I know you're gonna love too. It was how to write a billion dollars a billion in a month. It's right there. Click on that video. I'll see you over there. Because what we're starting to find is that there are plenty of ways that you can open the door with Medicare supplements, right? Oh yeah. You guys know this.