 One of my first bosses in corporate America, she was also a kid of immigrants, and she was telling me I was lucky that I was born in America, you know? And you only can make it in America if you really, really, really take the bull by the horns and then you action, you take action on it, you know? So I thought about it and I think that you and I will follow the same people, you know, Gary, Grant, you know, everybody else. So then I heard Gary one time saying, you know, the day that you realize that everything is your fault, your life will change. And I was like, why he means like that? And then I... I'm getting chills because that's so good. Yeah. It's so good. And then I realized... Pay attention to this, guys, I'm telling you, this is cold. And then I realized, you know, the fact that I didn't sell one policy right now is my fault. The fact that I didn't push hard enough is my fault. The fact that the customer left me and he went somewhere else is because I didn't provide something that they were needed. So it's my fault. The fact that an employee left me, that means that it's my fault. Everything is my fault because this is my company. So the one that is running the chip is me, right? So at the end of the day is everything my fault. So I have to put systems in place, right? I think that that's what you were driving to write. I have to put systems in place so then I don't get surprised by the consequence of situations. And we got a special interview today with the Medicare legend, Miss Tatiana Torres. How are you? I'm doing great. Thank you for having me, Cody. All the way from Jersey to the big city of Springfield, Missouri. I know. Isn't that great? Oh, that's amazing. Thank you for being here. Oh, thank you for having me. I'm very grateful. What you've done is pretty remarkable. For those that don't know Tatiana and everything that you're doing up in Jersey, share how long you've been in the business and what you've accomplished. I've been in the business for six years. And when I started, I didn't have no clue what Medicare was or how you sell it. I never sold Medicare before. And it just seemed like a good way out if you want to call it. I come from corporate America. I did 16 years in corporate. Wow. Wall Street. That's very different from what you're doing now. Oh, yes. So I want to stop you because when you say Wall Street, okay? We talking like, were the Wolf of Wall Street? Or like, what were you doing on Wall Street? Well, I was doing a lot of employee benefits and I was doing a lot of accounts and the advantage of New York City is that you have one big building here, the next building next door and the next building. We are so many people cramped up in one little area. So employee benefits at that time, if you think about maybe seven, eight years ago, that's what when Mr. Obama decided, well, if you want to sign up your employees for a plan and they don't understand the language, then you have somebody that has to speak Spanish to them. I believe well, obviously. And you have to have somebody that speaks the language and explains the plans and you have to give them different options. And New York City is one of the few cities left with a lot of union plans. So then there's many union plans, they're left like the carpenters, the plumbers, you know, the MTA workers, the subway guys, you know. So you went door to door selling employee benefits. I used to knock on the door of the brokers. Wow. So I used to make connections with brokers. You're gonna be a good sales person and good with people to connect with a Wall Street broker like right there, cold, right? You have to and you have to find out that point that they're looking for, how much money they're trying to make here. Do they want 5%, do they want 7%, do they want 6%, how much do they want? And then you have to be willing to compromise because at the end of the day, it's better to have a three or 4% of something and you are talking about maybe 5,000 or 10,000 lives, you know, that having zero of anything because nobody's willing to give you anything for nothing. Right. You have to be willing to give something. So then you transitioned into insurance six years ago. Yes. Have you always sold Medicare the whole time? No, it was my first. Well, the six years has been all Medicare, yes. Yes, which in a way, that's kind of how I met you because I realized, you know, Tatiana's doing Medicare only and that's been good but what else is out there? You know, why I only have one product? I just have more products, you know. What happened with life insurance? What happened with? And at that time I didn't know how to sell Medicare so I was kind of focused on learning that craft and being good at, you know, what I wanted to do and I didn't think too much of it but then in a way it became a clutch, you know. And you've done very well by the way. Would you say more Medicare Advantage or Medicare Supplement? I do both, but I live in a very condensed Medicare Advantage area because there's a lot of Latinos and- You have a lot of Medicare Advantage for Latinos? Yes, yes. It's sad, but many of the people that they come to this country, their first generation, so then they work in a factory, they work cleaning, you know, they have a very, very hard time, you know, working for many hours, you know, I mean, using it, they work in construction sometimes and sometimes they are not all paid in the books. They pay portion cash, portion books, so then they didn't accumulate enough in Social Security so when they wanna retire, they realize they only have $800, you know, or $900. Right. And what they're gonna do with that money, you know? So then trying to sell a plan G at $150 something dollars plus a par D Medicare, plus dental and vision, you're gonna, and plus par B, you're talking about good $400 a month when somebody makes only $800. Wow, that's tough. It's very tough. And how many clients have you sold or how many clients have you sold the last six years or what kind of book do you manage? I closed last year at $984, $984 clients. $984 clients, nice. So far we have 71 on the books as per last month. 71 new ones? Yep, new ones. Well, last month. Yeah. You wrote 71 Medicare plans last month. No, from January to now. Oh, good. Yeah. That's awesome though. That's phenomenal. Yeah, I didn't know that the average sales person in Medicare sells only $100 a year for me, that's crazy. If that, yeah, if that, it's true by the way. That's crazy. If that, which is nuts. Yeah. And you're gonna sell probably $300? Yeah, that's normally my average. I do between $350 and $400, that's kind of, yeah, a year. That's awesome. How to sell $350 to $400 a year, that's strong. And what kind of? But I wanna sell $1,000. A year. A year, yeah. How would you do that? Well, I realize thanks to you again. I need a team of people. I need to grow in a different way. It's good. I was lucky enough to go to the event that you and I, we connected. That's right. That's right. Just since events, right? Yes, that was awesome. That was awesome. If you didn't go there, you should go. Kudos to Justin, he did a great event. No doubt. Events are hard. People don't realize how tough events are to pull off, by the way. Yeah. It is hard, but for the visitor, like me, right? It's just all about the connection. The fact that you feel that you are not alone. You are not the only one with the same issue. Because in my house, nobody, I mean, in my family, nobody sells Medicare, nobody sells insurance, you know? So when I tell them, I cannot come to them and say, you know, look, this is what happened with this client. That thing doesn't, I don't have that support. So when I go to events, for me, that's the beauty of it. Finding other people that they have kind of the same issue. What do you do with this, stuff like that, you know? So the goal now this year, thanks to you and your dad and Dallas is to grow and then have at least 20 agents by the end of the year. Boom, I love it. You heard it here first. We're gonna look back and that's gonna be a reality, by the way. Yes. How much, how much money did you earn? You were, I want you to share whatever your couple's sharing, but you were sharing some numbers this morning that were really cool when you were talking to the team. Yeah. I already passed a half a million, which for many people is like, wow, you know? A million bucks! But, you know, believe it or not, it's just, I mean, it's gonna sound, you know, like a little bit conceded in a way, but it's not. Once you get to know Tatiana, she is the last thing from Conceited Error again. Crazy humble, she's driven though. Right? Yes, I'm very driven. I think you like a lot of people, I think we have this in common. For me, it's like, I always want to be a millionaire before I was 30, right? I'm 30, we're gonna do 13 million bucks plus this year, right? I'm not, if it was about the money, I would stop and slow down. It's really about the journey. Yes, I was gonna say, it's not too much about the money per se, it's just what you can do with that money. How many people you can help? You know, it's very different if you talk about making 100,000, making half a million, making a million. So if you are making that impact, even in your employees, you know, the fact that you can pay good salary to somebody and that person can support their families with the money that you make, things of the good decisions that you make in your business, I think that that's very powerful. I like that. You've noticed, what point did you notice that you need people to start to scale this thing, to start to really grow what you're doing? When I got to 300 clients, and then I realized I'm working like a dog, and then this cannot continue like that. I have a family, I have five year old. Do you feel like you've capped without people? You kind of capped down what you're capable of doing? I would say that the day is only 24 hours, you know, out of that day is good for me. I noticed that I don't work very well with less than six hours of sleep. So I need to have at least six hours. I also need to work out every day, at least 20 minutes, you know, my body needs to move for me to actually work. That's right. I should have had you join my workout this morning. I saw it, I saw it, I saw it, I saw it jumping jacks. Yes, I saw it. I was gonna take my shoes off and then start jumping jacks. So I noticed that me personally, that's just me. I understand that not everybody wants to do that, but I need to drink water, you know, I need to exercise 20 minutes a day. I need to sleep at least six hours. And then that all cuts into the 24 hours, you know, and I also have a family and a young family, a five year old. And I wanna spend time with a five year old, you know. So then if I wanna get to the 1,000 policies that I wanna have a year, I would have to be working more. And the idea, I think that is working smarter, not necessarily harder. I like that, that's right. And it's good to share what you know. Like we that we are in the insurance industry, we will think that everybody knows about insurance, right? I mean, at least that's what my preconceived idea that how come not people, I mean, I'm not from here, you know, so let's get, you know, obviously have an accent. I was born in Peru. So when I came here, when I was 21, the first thing that crossed my mind is just becoming corporate America because that's what you see. And I came to New York. So then I saw in the movies people, you know, briefcase suits and that was my idea of making it here in America. What age did you move? About 21. From Peru to New York. Yes. And did you think when you're moving, did you have dreams to kind of be where you're at today? Or, cause when you were in Peru, you were probably making a lot less money than you were making today. Yeah. I mean, it was crazy to believe that what it was good money for me in Peru, here was gonna last me maybe a day or two. You know, that was a big belief that I had to break. Were you always this driven? Did you always like, were you always like this entrepreneurial spirit or did it come alive when you came here or it was always there? You should know what to do with it. I always was considered a black sheep of my family. Like people didn't know what to do with me. You know what I mean? Like we don't understand where this girl gets these ideas. We don't understand. You have tons of energy too. Yeah. And I used to be more hyper than now. You know, like I remember my first job here in America, I had a meeting with the HR people and they said, you have to bring it down. You know, like you have a lot of energy to understand that. You have all these ideas. But, and it was a very corporate America. They tried to scale you back. Yes. Because they said that it was not good for the corporation to loud to go. You know, it's- Not sad, isn't it? How crazy that is. But the insurance industry is mainly a main oriented industry. So, and I'm not the person that I'm quiet in a corner either. You know, so I can imagine those people having a 21 year older in their office, jumping off the wall saying, which will do this and which will do that and which will do this. And you know, I want to work 10 hours one day. Tomorrow give me 14 hours. You know, and they were like, what the hell she's smoking? You know, I mean, where is she coming from? You know, which planet are you coming from? You know, so here I felt free to be that person. In Peru was more, you have to walk this path because that's what a woman should do. You know, a woman should dream to have a husband and be a homemaker and, you know, and cook and do the dishes. And I was like, but no, yeah, that's not my future, man. If that's what it means to be here, I don't want to be here. So, yeah, I was like, yeah. So you probably loved the morning meeting here then. Oh yes. Because you were able to be yourself. Yes. We've got a lot of people that are loud and fun. And so for those that haven't been here, what was your experience of the first hour of being here and being a part of some of our morning meetings and trainings? I loved it. I loved it. I loved it. I think that I mentioned it also in the meeting. It's different to see it in a YouTube video, right? Yes. It's very different to see it. And they didn't think that might be true, but I don't think that it's true. Maybe just doing it because they're filming it, you know? But I can tell you guys, it's real. It's all real. He's not lying. He's just the same way here inside, you know, in the meeting or in a video. It's very refreshing to see that you have a good team. You know, you have a good team that is out there to kill it, you know? And I like that. I like the energy, the energy that they put in and the desire that they have to keep moving forward. I think that that's important. You know, the fire in the belly, you know? That everybody talks about, but they don't know how to describe it. I think that that's unusual, you know? It's fun to hear you speak to the team this morning too and share some of your thoughts because I mean, most people don't realize how much you really need. Like you talk about how we have an amazing team. Well, it wasn't always like that. I mean, literally three years and probably, I'll get close, eight months ago. Probably, what's that? 44 months ago? No team. Wow. Just me. Zero people. Wow. Now we've got over a hundred between all the companies. That's amazing that you accomplished all that in such a short period of time. Anybody can though, right? Yeah. So that's what the hope is, right? Well, that's what I'm kind of relying on you guys. You, your dad, Dallas, you know? I think that you mentioned it before too. You know, we don't want to reinvent the wheel. We just want to follow the path, you know? And you guys have a system and I do believe that that's the system that I should go. I try myself, you know, like going back to the question that you asked me. It gets to a point that you want to work six, eight hours, 10 hours, but you also want to unplug. That's right. It's just healthy for your brain to unplug for one, two weeks and be with your family or do whatever stuff you want to do with your wife or, you know? Just something that can re-energize you and feel hungry again for, oh, I want to do my next sale. You know, I want to make it. I want to sell it. And I think that that's important. There's more little break in between. Yes. And for that you need a team to support it. Nobody became a millionaire by themselves. There's not even one person. That's a really good point, actually. That's a really good point. Most people don't stop and think about the fact that they, like, because you talked about in the morning meeting going from a half a million now, which is amazing, by the way. Thank you. But it's nowhere near where you can go either. But to go from half a million to two, the goal is now a million bucks. Yes. And then I met another person that, you know, because I'm in the plan of recruiting now, you know, and I talk to her because I always ask the same question, how much money do you want to make next year? And she told me seven million. So I was like, oh, shoot, I'm big too small. That's another level. This bitch, sorry, I'm sorry for the cursing. But this girl wants to make seven million dollars. Yes. And here I am, me thinking about what billion dollar? Yeah. Chug, chug, chug. Exactly. What does that do? For those that are out there watching, they may think, well, that's just one person, right? But for people like us, and a lot of you guys are wired this way that are watching, by the way, people like us that are wired that way, when we hear that, that's why I love events and the power of it, the superset nation, all the retreats, all the workshops, all the stuff we're doing, because what happens is you get around big time people like that and it freaking wakes you up. It's crazy what it can do. And so for us, it's actually motivating. So some people would hear a chick say, I want to make seven million dollars and they would get demotivated. No, why? For us, it's incredibly motivating, right? It's not a jealousy factor. It's a factor that we have confidence in ourselves. Yes. And if they can do it, I can too. Yes. And I think that's the real message. If she confident enough to think that she can get to the seven million, good for her, man. You're ashamed of me that I was thinking too small. That's right. You know, she wants to go to seven million, let's do it together. You know, I believe that the insurance is one of the industries that we're lucky that there's enough people here for everybody and we're not enough agents. I heard an statistic before that they said for every senior, you know, do you need like 10 seniors for one a day? You know, so every 10 seniors, it might be half of an agent. So then you need 20 seniors. So then that means that I can really technically sell 20 policies a day. Wow. Each one of us, you know what I mean? So then that means that if I only said one policy, I was shorting 19. That's good. Isn't that something? Yeah. I was like, so then, because many people will say, but there's too many of us, you know, like you say in the events, oh, I'm getting a lot of competition. It wasn't like this before. And I said, I can tell that you have not been in another industry. You know, have you ever been in a car salesman dealership? Yes. They're cut through right there. That's right. Have you been in a lawyer's office? That's cut through right there. That's right. We're not that many. No, you mentioned something this morning in ourselves made me think too. The same thing that Brian Tracy and Les Brown had said in the past that you said, I think it's very applicable. I'd love for you to share it. That is all my fault? That's right. Yes, it's all my fault. Talk about that because for those out there, because I talk a lot about accepting responsibility. The most successful people in the world, they accept responsibility. And what were you talking about in the meeting? I don't even remember, but you said it was your fault and that it was up to you. And it was like, what were you talking about? Well, it's because at the beginning, it's very easy to, and I used to have one of my first bosses in corporate America. She was also a kid of immigrants and she was telling me, I was lucky that I was born in America. And you only can make it in America if you really, really, really take the bull by the horns and then you take action on it. So I thought about it and I think that you and I would follow the same people, Gary, Grant, everybody else. So then I heard Gary one time saying, the day that you realize that everything is your fault, your life will change. And I was like, why he means like that? I'm getting chills because that's so good. Yeah. It's so good. Pay attention to this, guys. I'm telling you, this is cold. And then I realized, you know, the fact that I didn't sell one policy right now is my fault. The fact that I didn't push hard enough is my fault. The fact that the customer left me and he went somewhere else is because I didn't provide something that they were needed. So it's my fault. The fact that an employee left me, that means that it's my fault. Everything is my fault because this is my company. So the one that is running the chip is me, right? So at the end of the day, it's everything my fault. So I have to put systems in place, right? I think that that's what you were driving to write. I have to put systems in place so then I don't get surprised by the consequence of situations. So I put myself always in a situation that this can be very bad. And I think that you are also in that land, you know, this can go very bad, right? So if it goes very bad, what is going to be my exit escape from this? So if I know that I have, I don't know, a hundred clients or already past a thousand, I can lose half of them tomorrow. So then what I'm going to do to avoid that because something can happen tomorrow. I mean, COVID happened, right? And I had customers that they died from COVID, you know? And that's horrible. Yeah, that's horrible. But that's sadly in the business that we are in, we're in life insurance business, people die. You know, we are in the Medicare business. Older people die, you know, more, and they get sick, more often than younger people. And sadly, you know, this happened and it's horrible that we are going through this process right now. But you know, it might happen that somebody might lose probably half of their business. And what are they going to do about it? A lot of people did. I mean, there was a company in Springfield. We went and looked at their space because we thought it was taking it over. It was a marketing company. And at the beginning of COVID, they lost, I think $2 billion. And they had to lay a bunch of people off because they lost a lot of their clients. And it was, and so we had early COVID, we were actually touring their space to see if we wanted to move our entire operation there. It wasn't big enough. But it was crazy to hear. But that goes to the point that it's better, it pays to be bigger, you know? And take responsibility. And I think that at the end of the day. That's what the impressive part is. Sorry to interrupt, but that's the impressive part. I love to just saying that because literally I'm walking through that and I'm hearing about how they lost $2 billion. And I'm like, I don't want to be in a position to where I could actually lose $2 billion. Truthfully, that's the message. I love that you said that. Yeah, I mean, it's a nice problem to have. Oh my gosh. You know what I mean? Because think about it, if you only make $100,000, then that's, I think, the average Medicare agent that they make $100,000 a year. Not even half, not even half. $650,000 or $660,000. If you lose half of your practice, what is that? You lost $50,000? How you can believe in America? Exactly, then you can't. Then you gotta move to Springfield because everything's so cheap here. But it's not only about you, then it's about your family, your livelihood, your friends, your family, whoever else you help. It's not only about you. So it's about not being selfish, and then. Do you believe, because now that you said the word selfish, I wanna ask a question, I'm gonna think about something over here. Do you believe that if someone has the ability to expand and grow outside of them, and they have the ability to add people, and they don't, are they selfish? Yes, they are. They should expand because it's their responsibility with their community too. You know, like me being bilingual and being able to see so many people that they don't understand the language, and they don't even know how Medicaid works, they don't even know how social security works. I think that's my responsibility. I made it. You believe everything's your responsibility, which is why I love you. Well, but I made it. You know what I mean? Like for many people said, oh, look at Tatiana. Tatiana came, she wasn't even born here, right? Because I wasn't born here. And then I came speaking English. I mean, my English is still broken, but it was more broken at that time. How much money did you make in Peru? Oh, forget about it. In American dollars, probably $8,000 a year. So from $8,000 a year to over half a million dollars a year. Yes. That's freaking amazing. That's the American dream. That's what I take responsibility for it because see, many people are still over there, or even here. I'm surprised when I meet agents here that they are working for a company, that they provide leads or something, and they are asked to write four policies a month. I was like, a month? I write that in a day. I mean, I was like, how you can live with four policies a month? You can't. It's just, they are crippling you already because they are making you think that four policies a month is a good ratio. And that's below mediocre. It's bad. I'm sorry. If you were to be outside in the street, there's so many opportunities here, you're going to tell me that you only can sell one policy a week. I used to have a boss that she used to tell me, you have to pay your right to be here. Like she gave us a salary, obviously. And we used to sit there. Her name is Yvette Le Despanes. She watches this video ever. I love her. We are still friends. She used to be my boss. But I consider her one of my mentors because she showed me something very important, how to be a woman in business in a man world and how to show by actions what you can do. Because it's very easy for a man to say, oh, she's just a woman. Maybe she cannot do it or she's being emotional or whatever, right? But she showed me if you work hard, nobody will outwork you and you will be on top. And people will remember the first person. They don't remember the second or the third or the fourth. So I'm one of those people that I like to look at the board and they see my name on the first. And when I see my name on the first, I feel good. But she showed me that you have to work for what you want. And then you have to be on top. And she used to say, well, I give you a salary. At that time, I think it was like $55,000 or something like that. And she used to give me commission. I said, but think about it. $55,000, that cost me like around, I don't know, maybe $5,000, $6,000 a month. And then if you divide that by four weeks, it's like a thousand something. If you divide it by five days that you're working here, then that means that you're costing me $200 a day. So what you're going to do to make up to that money? Because I have to find value in you. Otherwise you're going to be out, right? That's good. And that made me think, I was like, OK, she's paying for me $200 and she used to say all the time, well, you have to make more than $200 a day in sales. That's right. In order for you to justify, in order for me to pay you, because you don't want me to tell you, I don't have enough money to pay you because you didn't make enough sales. I depend on yourself to pay your salary because nobody gave me a salary, right? And I was like, you know what, she's right. That's right. And all those things, I mean, all those mentors that I have along the way and be very lucky to meet excellent people and to go to events and to have the open mind to go to events. Many people ask me why you go to, somebody asked me the other day, why you go to so many events. Oh my gosh, events have changed my life. I don't care what anybody says, events have changed my life. I would have paid double that money in a heartbeat. Easy, easy. The people that I have met through the events. Yes, and you'll be at eight percent. I'll be at eight percent, yes. I already bought my tickets. You're from in front row, I'm guessing, I'll see. I bought a package with Mali, Maliah. Maliah gave us a group ticket, Maliah Rogers, yes. Yeah, I love Maliah. Yeah, I love Maliah too. So she's the one that said, you know, we're going to go in a group so she got to deal with Andy, I think that it was. That's right. So we already bought that ticket. I bought that ticket as soon as you finished the other eight percent. Virtual, good, good. We already finished that, yeah. Here's something I've been thinking about. You're going to be here the rest of the week. Yes. The business expansion workshop starts Wednesday night. Yes. And Friday and Saturday and Friday. Yes. What are you most looking forward to from that event and why that event for you right now? Just a name itself, you know? I wanted to expand, you know? So when I met you, you promoted that event and that was exactly what I was looking for. I was looking how. I think that it's very difficult for a solopreneur like me that has been doing this for five years all along with our team. It takes some time to understand that, you know, I cannot do it alone. And that I need a team and I need support and how can I merge all those personalities together? I think that that's the biggest fear, you know, what happened if, you know, I don't like that person and I already hired them or. But that can happen anyhow, you know what I mean? So at the end of the day, I think that if I have the guidance, you know, that you're going to provide, I will have like a plan, you know, like a road, if you want to call it a road map that is going to tell me, OK, that you should go this way, you know, and then let's figure it out, you know, this way works for you. And that's what I'm looking for, you know? And that's what I thought that that event was worth it. And the fact that you just meet such a group of amazing people, you know, I went to your mastermind, too. And I remember when you announced it last minute and I asked people if they were going to go and some people were saying, look, oh, I don't know. And I said, but it's a mastermind. You don't understand it's a small group of people. That's right. So if you want to get close to Cody, if you want to meet people that they are really willing to put money in what is meaning for them, the most important thing that is their business, right? I want to be in that room. You know, I don't want to be in a room when people are going to be making less money than me. I want people that they make more money than me. Totally. You know, woke me up. Well, I went to I went to grants conference back in 2018. First one I went to, I thought I was hot stuff and I go there and all of these people are just destroying me. Oh, yeah. And I'm very competitive and driven. So I'm like, gosh, what is wrong with me? I mean, at that point, we were we were we were on pace. We were going to do over seven figures in 2018, but all these people are running like 20 million bucks. I know it's not crazy. 50. I mean, I'm I mean, one of the things I write down now every day when you talk about driving people, I do that too. I write my goals. I write. I write that our total revenue is over a hundred million dollars. Wow. It's like, why not? Yeah, why not? And even if you come short, you wouldn't like to have, you know, $70 million revenue. I love that you say that because most people are like, well, you fell. I'm like, no, 70 million bucks. Yeah, I really fell. You tell me. Yeah. Well, here's one thing I want to add real quick. We got a couple more minutes. What steps are you going to take to get from half a million to a million? Well, definitely more people, you know, I just we just started with dollars, you know, the words with your dad. And we just hired somebody in Texas, another person in Florida, with 80 people team, which that was like a huge grand slam for me. Yeah, boom. I was like, how many people you have? Yeah, I was like, Jesus, thank you, Jesus. Yeah. And then we have another firecracker for me that you're going to meet her. Her name is Senia. She's coming. She's coming. She's coming for next week, because your dad is making another event after you that it should be the same. I know we should have staggered. I mean, now you're going to come back in two weeks, right? Are you coming back for the main event? I can't because the other agent is. Yes, the other agent is. But that's what I was telling you guys that I wish it would be. There's all these events in Springfield. You're like, I'm in Jersey. How often can I really come to Springfield? That's my point. You know what I mean? So I was like, oh, my God, don't tell me that you're going to make it like two weeks from there. My husband is going to have a heart attack if I disappear for half of the month. You need a house here. Or should you just move? That's what I have to do, right? Yes, I'm thinking. That half million bucks would go a lot further. I know, I know, I know, I know. So then I'm going to probably be the mayor of the city and own the. Oh, I definitely will know people. Oh, I definitely will see me meeting people in whatever. You know, so I already hired somebody and two people in Florida, like two teams in Florida, then somebody in California, somebody in Texas. So I'm actually was making a joke with Dallas that I'm going to go to the bar and maybe I will hire somebody there, you know. You probably would. Yes, just, you know. She's looking. She's a machine. I'm looking, yes, I'm looking. Everywhere that I go, I go and look for it. But, but the goal for me is 20 people before the end of the year to, and I think that that will be a solid number to start. You know, the goal is obviously over a hundred people, but, but, but, you know, to start, I think that 20 people saw it before the end of the year. It will, it will propel me fast, farther than a million dollars. Yes. I already did my calculations and should. If there's an agent out there that is struggling and their backs against the wall, they feel like they, they're making 50 grand a year. And they're like, man, I'm struggling. I don't know what to do. I'm not Tatiana yet. How do they become Tatiana? What advice would you give to them? Don't give up. That's what I would say. Don't give up. Many people think that this industry is about just picking up the phone, calling, and then somebody say, yes, I want to buy insurance. That doesn't happen. I mean, I never met somebody, but if you met somebody like that, please let me know. I want to meet that person. But I never met somebody that says Tatiana every time that I call somebody in the first phone call they pick up. And they say, please. And they say, please sell me. That, that I haven't met. And if somebody tells me that, then that's a problem because they say, what the hell is wrong with that person? Yeah. You know, they might have some illness or something, that's what they want me to sell them, you know? But I would say, don't give up. And I would say, it's easier than it looks if you really pay attention to every move you make. Like, I will tell you a quick story. I went to the supermarket and I saw a Hispanic lady. She needed help. You know, I talked to her briefly. And I said, you know, by the way, how old are you? And she said 62, 63. And I said, this is my car. If you ever need me, call me. Can you believe that a lady saved that car for three years? Wow. She must have liked you. Well, but it's because we make a connection. That's right. You know what I mean? It was in a non-plan, you know, way. I was looking for something in a supermarket that it wasn't even my area. The lady was looking for something. I help her because she didn't know how to read English. I said, oh, this is right here. This is what you're looking for. Oh, you look like my daughter. And we just made a small little chit chat for what, like five, seven minutes maybe. And I gave her my time. Most people don't have the courage to do that. You seem to have the courage to ask anyone, anything, anytime. You're very likable, very outgoing, super driven, but you're also really good at connecting with people. But I think that that can be learned, to be honest with you. I don't think that, I think that that's a craft that you start developing with time. I don't think that you are born, I mean, there are some lucky people that they're born with it. But I think that the more, it's like, it's like exercise. Like you, when you were saying about your triathlon, right? Probably at the beginning you were thinking, oh my God, how I'm going to do this? You know what I mean? This looks like a mountain task. I'm never going to be able to train for this. But you don't need to do it all at once, right? You only need to run half a mile today, then a mile later, then a mile and a half. But the moment that you realize, you're in 10 miles one shot, you know? So you turn around, you look, oh yeah, last year. I did it? Yeah, last year I was only running half a mile. So it's like a muscle. If you start looking for opportunities at the beginning when I became, coming from corporate and then being dependent and not having the salary, you know, I was making a big salary in Wall Street. I was making $150,000 just salary. Most people think that's pretty good. I'm complacent, right? That's pretty good. That's what I was saying in the meeting too. It's so easy to get complacent because you get to a point that, okay, I'm making good money. I have a nice car. I have a nice apartment. At the time it was an apartment in New York City. I have a nice apartment. But a what point is enough, you know? And when I was removed that salary, when I was removed that comfort blanket, I was like, okay, how am I going to get clients now? Because I need, I need 40 clients a month. How am I going to do that? How do you do that? And I start realizing that you have to ask every single person. So good. Like everywhere you go, if you go to the same laundry mat, go and ask the laundry mat lady, this is me, this is what I do. If you know somebody that needs my help, there you go. That's awesome. You know, give it to everybody like a hot menu, you know? Right, courage. Yeah, and think about it. The worst thing that can happen is they want to say, oh, I'm good. Okay, take my car. Doesn't matter. Take my car, put it there. Or can I put it here? I used to go to restaurants and I used to put, you've never seen those billboards that they put the cards? I used to put three or four cards. Four board or whatever. Yeah, yeah, yeah. I used to put like three or four cards there, you know? You have problems with, with a small little note. You have problems with Medicare call me. You're extremely persistent too. And I'm persistent, yes. I don't give up. Very persistent. Until they tell me shut up or don't call me anymore. And that's it. And I have those, yeah. You guys gotta get like that. They gotta get like Tatiana. She does not give up. Okay, last question. What does 8% mean to you? 8% means the people that really make it. You know what I mean? We are sadly not that many. I have worked in many, many corporations. And I see many people, I used to hire people for a corporation too. So I hire many people and it irks me. You know what I mean? You have no idea how many people now call me sometimes for a job because they see now what I post online and stuff like that. And recently I had a guy that he said, and he is my age. I don't think that I'm old, I'm 44. But I don't think that I'm old, right? You're a similar age to Dallas actually. Yes, I think that Dallas is 43 or something like that, right? But I don't consider myself old or finished or I mean, I think that I'm just starting, you know? But I have this guy calling me, he's 45. He just got fired from his job in corporate America because of COVID in New York City. And he calls me, he said, I was wondering if you know somebody can give me a job that I can make 100,000 dollars a year and I just wanna take it easy. And I was like, oh, I'm not the person that I can recommend you that kind of job. I'm sorry. Not take it easy. No, but why do you wanna take it easy? That's my, that's kind of my point here. Why? Yeah, that's a really good question. I don't think people really deep down wanna take it easy. I think it's just the easy way out is to just be like. But why? Because I used to tell myself like, if I can just make $5,000 a week, this is years ago. If I can just make $5,000 a week, I'll be set for life. And when then I got to $5,000, I'm like. But see, at least you've realized. Yeah. That you wanted more. But this guy was already making a hundred and something thousand dollars a year. And he wants to go to another job. Making hundreds of dollars. And make a hundred and something thousand dollars a year and just be there. And this is a 45 year old man that probably has a family. Exactly. Right? Maybe he has kids that are 15 or like Dallas, right? 14, 15 years old as the average. So then soon they're gonna go to college. If they wanna go to college, right? You don't wanna take that away from your family. I mean, you don't want your kid to ask you for something that you cannot provide. You are the parent. That's right. It's your responsibility. Give them the opportunity that your parents gave you. So if your parents gave you for college, gave you money for college, or gave you the possibility to go to college, the least that you can do for your kids is giving the same opportunity that you were provided. Absolutely. When you were in that place. You have to. So why you're gonna settle for so little? Show some respect to your family, to yourself. You know? And I told him, I felt bad for him because I was like, listen, but I'm not a person I wouldn't wanna recommend you. Yes. How I can recommend to my network. Somebody that is telling me I wanna take it easy. Mm. Don't do that. Right? How that looks as my reflection. Yeah, not good. No. I've hired too many people that are close to me that come here and just wanna take it easy and I'm like, I'm done. I was like, no. I'm sorry, but no. It's unacceptable that you are that age. 100%. Are thinking like that. You have what? Probably 15, 20 years to retire and probably you don't even have a 401K or nothing that you can show for your life. I mean, what do you have now? That it can be a legacy. He didn't have no answer and he said, don't call me for BS, I'm sorry. I'm not a person. And then some people label me as too rough, but I don't think that I'm rough. I just think that. Yeah, I think that sometimes honesty can be taking us rough. Oh, totally. But I don't think that it's rough to be truthful. You know? Totally. I don't wanna be average. Do you wanna be average? No. Otherwise you wouldn't be doing this. That's right. You follow me? You're gonna leave a legacy to you. You're gonna build something special. We have to. You know? You guys can build it too, can't you? Yeah, I have to. It's my responsibility. From Peru. Yes. To millionaire. Yes. That's the book. Yes. That's a story. And you and I were gonna make millions with the agency things, remember? That's right. Yes. I'm still waiting for your call. I love it. I'm sitting here, you know? Okay, she's right. She's close. I'm waiting for Cody to send me a text that they're not ready to buy this. You know? That's right. See? You forgot about it already. I've got a lot of ideas too. I know, but I don't forget about anything. I'm sorry, you know? I have you in a speed dial. You know? Boom. Yeah, Cody. She's incredible. Okay, thank you. Thank you, Cody. I love it. Thank you for sharing your knowledge, your expertise. Thank you for having me. You're very welcome. I love it. Go get it like Tatiana, okay? You don't have any excuses, accept responsibility. Yes. And get after it. Yes. Responsibility, yes. Everything is your fault. And just a small thing. Some people say Tatiana is bilingual. That's what she's so successful. And I think that that's just a BS excuse. I'm sorry, no. Everyone has the same opportunity. I was gonna say yes. You know, everybody- Whether they believe it or not, they do. There is a lot of people in the U.S. It's 10,000. Now I think there were to 12,000 people, right? 12,000 people turning 65 every day. You are gonna tell me that people think that there is not enough people. This is the only business that I know that for the next 10 years, the number is gonna keep increasing and we're not gonna have lack customers. It's 360,000 a month. I know. People turning 65. Isn't that crazy? That's crazy. And they all can be rich through the home. That's right. Or through mail, or in person, or knocking doors. All of them work. Some people ask me, what works? Everything works. Do everything. That's right, do it all. Do it all. We can all make money like Tatiana, okay? Thank you. I wanna make more money. Thank you. Okay. No, thank you, Cody. Go do it. Thank you. Meet Tatiana. I want you in the hot seat. Yes, thank you. Hey, if you enjoyed this, I got another one you're gonna love. It's right there. Click on it. See you in there. Who heard when we first started today that the best people in the world have a coach? Was that Bill Gates earlier that said everybody should have a coach? That's ridiculous. That's amazing. That's crazy. Ridiculous in a good way.