 Are you willing to share your doorknock script still today? Yeah, for sure. So I work every type of lead. I am involved in advanced markets, mortgage protection, filing expense, Medicare supplements, all of it. So which doorknock script do you want? Oh, let's do the final expense one. Okay, I gotta come to the door. All right, I'm opening. Hello, who are you? Cody? Yes. Hey, Cody. It's Leslie. I've been trying to get in touch with you. You sent in this information and I know how important it was for you. I don't know when you got it, but due to COVID, they've just now got me out here. Do you have a few minutes? Yeah. Okay, great. Perfect. Do you want me to take off my shoes or can I keep them on? You can keep them on. Perfect. And then from there, I just go straight to, I always sit right at the table. And then at the table, I don't go. So why'd you fill this out? Yeah, I love that. No, it's just, so I'm assuming you sent this in because you're worried about your burial. If something was to happen to you, who would be picking up the pieces when you die? You know what I love? Here's the five things I noticed, by the way. Absolutely incredible. Make sure you guys give Lesley some love and comments to share that live on video. Like you can tell the chick has got it. Five things I noticed. Number one, you said their name. No, number two, you were. First name. Yeah. First name only. Oh, that's cute because they'll correct them. It's Mrs. Adams. Okay, Mrs. Adams. Yeah. Exactly. Number two, you were loud. You didn't like get quieter and lose confidence. You had some confidence, which is great, right? You're talking to old people through a screen, right? You mentioned the word of how important it was to them. You made about them instead of about you, right? Which is huge. Four, you were extremely assumptive every step of the way, and you always finished with a question. Yeah. And not an open-ended question either. It's usually like, yeah. So impressive. So impressive. And the reason why I can't, we can't talk about this right now. Yes or no. Instead of when do you want me to? Now, I do. I'm very good at booking appointments at the door. If I can't get in, an appointment is being made, and I always say to the team, it's not a no unless it's a no to your face. So I'm here now. If you're going to say no, do it now. Yeah. And that's when I let the lead go, sort of. You know what's the most impressive part about you, and I notice this with a lot of top producers like yourself, is their mindset, their headstrong. No one is screwing up their day. Like they are in complete control of what happens throughout the day and the accept responsibility for what happens. Like if you don't get an appointment, you don't blame the prospect. You blame yourself. Oh my gosh. We just talked about that in the morning. Yes. And you can pinpoint exactly what you did and why you didn't get the appointment. I might want to know exactly how to screw that up. I can try to save it, but I know I'm just going to go over there and try to meet her in person. Yep. So impressive. So impressive. As you are building out a team and helping others, what's some of the things that you're noticing from some of the people that are doing well versus some of the people that are really struggling? Oh gosh, that's so easy to answer. It's just it's it's they've allowed. I'm guilty of it. Like especially you got to remember a lot of women talk to me. So with women in general, they just don't show up. Like something comes up and they just don't show up. And I'm like, this style session has been going on forever since we've had the same. We have had the same weekly schedule since we started and you get a notification and an email and a text reminding you to get on and you just didn't log in. Like you you're going to have to I can't make you log into your computer. So I think the part of the problem is just showing up and just log on because once you log on, when I see you, if you're in another state, if I see you logged in, I am directly talking to you for some reason, I'm going to pull you out of whatever you're in and my agents will tell you like they call me on purpose to get pulled out of whatever crud they're in. And like today we went over time blocking something so simple as time blocking. Got agent. I got an agent with five appointments, eight appointments, 11 appointments, all because we sat and just got out of our funk first and got it all out of the way. Yeah, I love that. I said all the time is literally step number one to success. It's just showing up. It's just it's so easy to not show up. It drives me insane. I freaking love that you said that. That's so on point. Did you earn six figures your first year? Yeah, I did. How rare is that? Oh yeah, I did. I nailed it. How awesome is that? What was the exact number? Help me out. It was, I need to look, it was somewhere between 362,382,000. Two carrier trips back to back. No, three. You were there in one of them. It was a couple carrier trips back to, I mean, shoot, I was on vacation for like the whole summer of the next year. Geez. This was your, this was, so it was 360,380, whatever it was, thousand and premium your first year. Yeah. That's unbelievable. Oh yeah. I learned so much about leads I learned about. That's the year that I learned that if you, if you come to the table ready, if you come prepared, if you decide to be full time and you show up every day, you will learn that you have to get an S-Corporate LLC. Like you will learn how to manage your money fast. Yes, that's right. I bought leads from day one. I never had a lead given to me. You also, you probably had a decent tax bill after your first year. Oh yeah, let's talk about that. We can avoid that if you want. I don't care. I was told it wasn't terrible. I could have paid it off in full, but I took my time paying it off because who wants to pay me on your hands? Yeah, exactly. And they take payment plans. So I just set up an auto pay and let it, let it do its thing, but it never happened again. Yes. Yes, that's right. Yeah. You live and you learn and you fix and you correct and you don't do it in total. I'm telling you, you guys listening, do not live and learn. Go get a CPA right now. Yes. Oh, that's so good. Yeah. I had the same thing happen to where I was told by a CPA, you owe the IRS $20,000 at least. And I'm like, oh, mine was higher. I'm like, I'm 20 years old. What are we talking about here? This is ridiculous. I'm like, I blew it. I can spend it all. Where do you mean? Where did it go? Why did you do your job? So I went and did my own on like a H&R block or whatever. And I got it down to eight grand, paid it and then I hired a CPA. I used H&R block, got the tax problem, and went and hired a professional. That's awesome. You did the smarter way. Please you guys get a regular CPA. And what you're talking about is running a business, right? Like they are, everyone's a business owner. I don't think people grasp that. Like they're like, okay, so I'm independent. I can just show up and work nine to five, like a regular person. No. Oh, I can't tell you. Maybe through, okay. So I'll be, I'm going to put some transparency out there for you. Last year was my absolute worst, and I just mean worst paid worst income in the business since I've been in the business. And that was because I had a toddler and COVID happened and I had a very hard time, time blocking. This, this did not happen for me. And it's shame on me. And I sat in it. And I, this is just at six to 10 p.m. Monday through Friday. I'll show it to you. It's what I love. Yeah. It's the purple are the appointments. This is the week when I have my kid. Did you see all those appointments? Yeah, that's a lot. That's awesome. So, but time blocking and time management didn't happen during COVID. I allowed that to tear apart my business. I got emotional. We're women. Okay. We're going to get emotional, but also like I am, I am doing what mom and dad both do. It's, you know, I mean, I do have a husband, but that's right in the business. I am both a broker and a mom with men. You guys just don't make the money and we spend it. The agent, they'll like talk to Lauren. Like she's, she does a lot, right? Yes. But a lot of guys go out and produce and their women are at home having babies and like try doing all of that and being the producer too. When you're not in a supportive role. That's a lot. I respect a time blocker. You're just dead in the water and that happened to me and I'm embarrassed about it and I promise you it'll never happen again. I respect the heck out of that, by the way. Can they email you for the time blocker? Oh, yeah. I'll send it over. I'll post it on the, can I post it in your Facebook group or something as a file? Sure. Yeah. We have a group. It's called the insurance ladies. I co-host it. It's actually Joanna's group. I co-hosted with her and Amanda and Malia and some awesome other chicks in the business and it's, it's no, it's no recruiting. It's totally women-friendly, any agency, any, anything. And it's in the file section there, but I will give it to you. Cool. I love that. Okay. You guys have to grab that at super impressive. It looks like it was, you know, one of the most complicated things in the world to build. It's just that you have it. You can make it. It's just a block. Yeah. Just blocks, six a.m. to 10 a.m. Sunday through Saturday. Pretty simple. I'll give you my schedule because you're going to want that. How can I, how can we, how can we, you guys too, like just because I'm a chick, like you guys are not working like this. That's true. Yeah. I'll just give it to you because I go to the gym. I got a personal trainer. Like, see? I'm in there. I see you guys. That's the pride of all of them out. Yeah. I'm doing that too. 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. You are, you have like a special energy about you that you, like, I'm telling you guys, you get to know this cat. I'm telling you like, he just, from like a relationship standpoint, personality standpoint, you're one of the easiest person.