 Like, health insurance is your core niche for those that don't know. Yeah, absolutely. And mainly, you know, under 65, you know, it's just been kind of my sweet spot. You know the biggest misconception in the insurance industry in regards to health insurance? Tell me. There's no money in it. Oh, yeah. 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 going to make Seven Figures next few years. Yeah, next year. Next year. Boom, 2021. We're speaking into existence. 2021. I don't know how I'm going to do it, but we're going to do it, right? Next more months figured out and then, you know, we'll go for it. Hey, today I got my good buddy, the Mr. Brad Hannon. This dude's a freak. He is the health insurance guru, master, whatever crazy title you want. When I think about health insurance, man, like you're the first dude that comes to mind. Well, good. That's where I want to be positioned, right? Yeah. When I think about insurance coaching, you're the first person to come to mind. There we go. Okay. Good, good. What about events? You're getting there. Yeah, you're getting there. I think GC and then I think CA. Okay, okay, okay. Maybe me too. Probably me too. Yeah, yeah, yeah. This year though, this year, this year is the year you catch them for sure. I love it. I love it. I love it. Brad is in the office in Springfield, hanging out for a couple of days, man. You were down there working with the sales team earlier a little bit, trying to whip them into shape. It was fun. It was fun. What's your thoughts been? I haven't asked this question. What's your thoughts been on, like, you know, before I jump into your story, what's your thoughts been on the office, the culture, jumping into the hot seat, you know, being here for whatever, 20, 19 hours or something, you know? Yeah, no, I mean, I told you, I kind of alluded to this earlier at lunch. I think that, you know, one of the reasons why I'm here is because I could have gone to any insurance office and I could have seen an insurance agency in the way that an insurance agent, and I understand the way that that runs, but the way that you guys do things with the video team and the marketing team and the engineers, which is a term that I learned today, it's just different. And that's ultimately where I think that we're headed in insurance and that's what I wanted to see. But I think that everybody has a hyper focus on playing their part. And I think that's so crucial in a business that's going to be successful, is everybody playing their part and everybody doing their role to the best of their ability. And I think that I've seen that for the most part. Good, man. Thank you, buddy. I mean, you hit on a couple of things there. I mean, the average age of an insurance agent is 59 and a half. Our industry is way freaking behind. Absolutely. Events are boring, you know, traditional ballrooms, right? I don't know that I've been to one, so I can't really. Aside from the carrier trips and that stuff. Yeah, because you gave your freaking 8% to somebody else, you know? I did. Is that going to happen this year? I did. That's a true story. I did. But he, you know what? He gave him somebody else that showed up, right? Yeah. That's cool. Yeah. No, I gave him to just a less fortunate agent, you know? There you go. I won some free tickets, and I couldn't make it, so I gave him away. And we talked about it, too. You had the tour where you were doing the free event. And I had signed up for that. And then I started getting calls from the sales team. And so that's kind of how we got connected. But I saw a lot of your stuff around. And, you know, it was always good stuff, but never consumed it. Never really dove in. It's the same concept as somebody would see Grant Cardone or Gary Vee or whatever. You know, you're that, the insurance world. And if you don't actually consume it, then you're just kind of sitting in the bleachers watching. You're not in the game. And so I came up here to get in the game. I came up here to make up for that lost time with not being an 8% nut last year and then missing the event. So that's why I'm here, man. It's been a blast so far. But I can't even imagine how fun it's going to be whooping you in pickleball. Oh, dude, I was about to go there. I was about to say, dude, you haven't seen nothing yet till we get on the pickleball club. I read your mind. But you freaking beat me to it, bro. You beat me to it, man. That's a sales guy. It's always like one step ahead, man. Yeah, Cody taught me to control the conversation. And so I come into his interview room and I try to control the conversation. Dude, before we know it, he's interviewing me, you know? Well, I mean, I appreciate you coming in town, by the way. It has been a blast. I'm loving spending time with you. I don't know how we officially met, per se, or win or how. But I'm loving getting to know you. We're working together in a lot of ways. A lot of synergy. You're a good dude. There's a lot of people that I don't put people that I can't recommend to our audience in that seat. So that says a lot about your character, the kind of person you are, how much you want to help the industry. And you talked about something a second ago, being in the game, man. A lot of people are not in the game. Has it always been? Have you always wanted to be in the game? Is that your view? Have you always had the type of personality? Yeah, I mean, you heard it in the room earlier where we're working through some things with these engineers, right? And for those of you watching that don't know what an engineer is, it's not like a structural engineer or like an engineer working on the software and the back end of things that I know nothing about. But I just have an interest to learn it. I'm like, hey, can you guys show me how some of this works? I think that anytime someone like you or I see somebody doing something and doing it well, we feel as though we can do it at least that good, I try not to, you know. I've always said the exact same thing, no joke. Like someone that's over successful at whatever point they always felt like they could do what other people were doing, not always better, but we always deep down felt like, OK, if he can do that, I can do that. Where does that come from? Why is that the case? I don't know where it comes from, but I do know that one thing I've learned, even just being here too, is there's a lot of things that I might be able to do, but a lot of things that I should not be doing. Because I've got to stay in my 10. I've got to stay where I'm most effective. And so I know it's not behind a computer screen coding websites. So one day, maybe in the future, when I like a new project, but for now, I like to sell insurance and train agents to sell insurance. So on that note, you sell a ton of insurance. You're going to make a significant amount of money. We'll just call it multiple six figures. We'll put it that way on a way to seven figures quickly, which is awesome. I'm going to speak into existence right now. Let's get a little competitive for a second, just for the fun of it. I think we can have a little fun in the hot sea with you today. And you'll do well with it. Me and you, one month, we're both selling insurance over the phone. And that's all we do, and that's our tire focus. And we go just absolute gangbusters. That's it, right? That's all we're doing. One month, a mono-a-mono. I know where you're going with this, and I'm going to win. And it's not. What do you guys think? Put in comments below. What do you guys think? Yeah, no, please do. Ride or Cody. Please do. But before you comment, you have to understand the logic, right? Because there's a logical explanation to why I would beat Cody. And it's because Cody would probably default to selling final expense, right? Which is ordinarily a smaller premium. And also one application. So if we're measuring on annual volume or annual premium or number of applications, I think I got you, man. I think I got you. You do cross-sell and bundle. Health insurance is your core niche for those that don't know. Yeah, absolutely. And mainly, under 65, it's just been kind of my sweet spot. You know the biggest misconception in the insurance industry in regards to health insurance? Tell me. There's no money in it. Yeah. Right? Yeah, and I think that we have a logical reason for that too. I mean, when the ACA rolled out and commissions were cut, it pushed a lot of agents out, pushed a lot of agents into Medicare, pushed a lot of agents into just either different sectors of the industry or out of the industry altogether. And so when I'm talking to clients and I'm saying, hey, I've been doing this for five years, that makes me a veteran in the health insurance space, honestly, because there was almost like a reset in the industry when the ACA came out. And again, a lot of people were pushed out or just diverted to another channel. But five years doing nothing but under 65 health insurance, for the most part, we did start with some Medicare and things like that. But still, my specialty, my passion, what I love, and mainly because I'm finding out that it's a niche, I'm sure that there's a lot of people watching this that don't sell health insurance. And I never realized that. I thought if you were gonna get into insurance, you were either gonna sell auto, home, or you were gonna sell health insurance in Medicare, but mainly health insurance. And so, I don't know. Man, you, me, Justin did that webinar and that opened my eyes to the fact that a lot of people are not taking advantage of the opportunity we have in the under 65 health insurance space. I was amazed at the amount of money available when I got to know you, right? I promoted the webinar and was a part of it and got to really sit there and listen. I didn't have a lot to say for frankly, let's be honest. I can make stuff up and get everybody excited. But when it comes to health insurance, dude, I have never sold health insurance. And I'm gonna leave that to you, right? So if I get it, I'm gonna just send it to you. You can take care of them. I'll be happy to. Why health insurance, man? Because 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 to 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 in 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 in 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 focused on one or two products, one sector of the industry. So if you're gonna sell Medicare, learn 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. 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 to actually make six figures that one 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. Yeah. So, 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. 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, no, I got, I knew where you were going with that. But I think you could, I mean, you could easily make six figures in first year. It's not uncommon. Well, I did it. Doorknock, doorknock is telling 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, you know, 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 where 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. You know, 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, you know, 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, you know, even if you're talking, you know, 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. You know, 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. You know, 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 can you use to 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. Let's keep it real. Yeah, next year, next year. 2021. We're speaking into existence. 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. 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, 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, you know, 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 $2 million or not, you still want it. It's gonna sound really bad, but it's not, it's not a, 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 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. You know, 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, 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 there, 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. That's definitely, it's kind of like that first call fear. Like you, 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, lean on them. Yeah, exactly, exactly. And if they're not willing to be there for you to help you close those first sales, run. He will. Run, hit the road. That's the most fun thing that I probably do is close sales for new agents. I mean, I can be on the phone closing a sale and I'm like real casual about it. And if I close it, then I close it. If I don't, you know, it's like, it's kind of different. How much of a rush is that? Because I still get a rush when I'm helping my guys close deals. When it's for somebody else, man, it's like, it's just bigger to me. Do you feel like you do better at other people's deals than your own? 100%. Where's that come from? Because it's hard for me to disagree with that, too. I mean, one thing is, is I'm training. That's a sale that sales calls. So you move a little slower. You're a little more focused. Yeah, you know, I sent in the recording for that tell sales mastery deal. Is that why you're mad at me? Because you got paid? Yeah, I got third. But I know why I got third. And again, there's always logic behind this stuff. And selling health insurance just isn't the same as selling final expense. And so Vamayagin took the cake because he sells final expense. But I know he's got some skills, though. And he's got bigger guns than me. Especially now, after not going to the gym for a little bit, you know. We went this morning, though. Yeah, we did. We killed this morning. I talk about energy, working out, all this other stuff. You're the one of the first dudes that's actually ever been to the gym with me. It was fun, man. I didn't get a whole lot of sleep last night. I had a day of traveling, but we had to get after it. And the thing I liked the most is we had that bad storm last night and knocked out the power for a little while. And so Lauren had mentioned, hopefully we have hot water. And I'm thinking, we don't need hot water. We're taking cold showers, bro. Not together, separately, but it wakes you up, man. It gets you ready for the day. It's good for you. It wakes you up. And it forces you to get out of your comfort zone, which a lot of insurance agents start going with, as I'm going to pivot quickly, because we're going to get some comments about that. Which is all right. We're not going to edit it, so you do whatever you want. Why is getting out of your comfort zone is limiting belief for a lot of people, operating, not operating in a place of fear. For me, when we go back to limiting beliefs, for me, my mind was worried about what everybody thought. Would we get negative comments on YouTube, and I would care. Now I'm like, dude, I'm putting my best foot forward. You either like me or you love me. You choose. And I'm honestly, I'm picking. I see all the options. Like or love. Yeah, I mean, I'm picking some of that up, too. Because that's definitely, I think you'd be just different if you didn't have that feeling of, man, if I put this out there on the internet, people could say anything. And so that definitely is something that I still think about. Dude, it was so bad for me early on. I thought everything had to be perfect, right? I was going to know everything before I do anything. I thought everything had to be perfect before we put anything up. Now we're like, that sucked. We're going to put it up anyway. Whatever. It's probably going to get more views than the one that was really good. Dude, that's the thing. You don't know either. You know, what we're doing now would be like, yeah, this one probably won't do it. We're like, holy freak. Yeah, no, it's true, man. And I pick up on that. And that's what, you've got to lean into fear, right? And that's where we were going, I think, is, you know, we steer away from fear. We steer away from being uncomfortable. And I think the more you lean into that, right, the more you lean into your fear, like getting up on stage in front of thousands of people was never something that was comfortable for me, and nor you. And then I don't think you're like, I don't think anybody's born like naturally just, I'm going to get on stage in front of thousands of people, right? You might get used to it quicker than somebody else or something because you're put in that position. But man, to get on stage in front of that, now, like I know that I would just lean into that, right? Like I would lean into that because I'm going to learn something I might screw it up, dude. I might, but I think everyone's going to laugh with me. We're all human. And those that don't, I mean, they're the idiots. They're not invited back. Yeah, whatever. So it's fun. I mean, I like to challenge myself. I like to, you know, get out of my comfort zone. And try to do things different. For those that don't know Brad, all right? I wanted to wait a little bit. Walk us through your story briefly. You know, who is Brad Hanan? So I guess my story really starts at birth, right? Like everyone else, but no. So, you know, construction background, right? I did a lot of construction and was just manual labor going back there again. And then I got this email one time from a church that was starting my area. And I just, I don't know what it was, but I went to check out that church and they were in the process of painting and things like that. So I just lent it to helping hand. You know, I met the pastor and we were painting some walls and getting ready. And so I got involved in the church and ultimately got involved in ministry, which I think helped me push through some of those limiting beliefs. So I went to ministry school for a year, did a pastoral college-type deal for youth ministry, moved to Orlando to help my youth pastor plan a church there called Action Church. And that pastor's name is Justin Daly. And he's still to this day, man, just one of the best leaders I've ever had the opportunity to be around. He's just a really strong, passionate leader that I got to learn a lot from. But ultimately, I don't feel like the ministry was for me, like long-term. It was a great learning experience. I grew a lot. I learned a lot about leadership. Moved back to Sarasota to kind of fast forward. Moved back to Sarasota when I felt like my time in Orlando was up. Moved back to Sarasota to be close to the family and everything, rekindled things with my high school sweetheart. Uh-huh. And at that time, I was playing a lot of golf. You know, I was golfing every day. I had a little business that was, you know, making me a little bit of money and didn't require a whole lot of labor from me. And so I was like, okay, perfect. You know, I'm just going to play some golf. I got my sugar mama. You know, she's taking care of me. And she said, hey, why don't you sell insurance? Like she worked for an insurance agency. She was an office manager. And why don't you sell insurance? And I'm like, insurance? No way. No way. At the time, I was finding assisted living facilities for seniors. And I thought, like, I'm not going from one boring career. It was rewarding. Don't get me wrong, but I'm not going from one boring career to like insurance, which is like the ultimate boredom in my mind. And then I went to, I went to like a company Christmas party deal, met a lot of young people, a lot of people that were killing it. And I had that thought. Like, man, if they're doing it, I can do it too. I mean, hey, if this guy's gonna make a quarter million dollars this year, why can't I? Did that thought come into your mind earlier in life too, before that? Was that something that came into your mind along the way with sports or anything else? Oh, yeah. No, it definitely played a role in the sports. But I think that between the period of like graduating high school, out of high school to like before I jumped in the ministry, that's the, those are, I would say, the darker days, if you will. I mean, I wasn't down the dumps all the time, but like I just didn't have a whole lot of, I didn't have a whole lot that I was going after. And I wasn't hungry at that point in time, but as soon as like after, you know, after the Bible school and all that, that's when a lot of those limiting beliefs were gone. And so I started to feel again, like, man, if that guy did it, I can do it. Is it that people need something? Cause you went through some of those years where you're like, I don't care. You know, I don't, absolutely. Well, is it, people need something, beg to chase, a challenge, a passion, something to drive them, you know, I think that's why I'm always being pulled into the future by something huge I'm trying to accomplish, because otherwise I'll just get lost in the mundane. Yeah. I think that goes back to just having something to believe in that's bigger than yourself, right? Because if I was doing, and that's what, that's when things started to change, because I'll be honest with you, when I, when I started in insurance and I, and I went from, you know, making $30,000 a year to 80 my first year to quite a bit more my second year, it went to my head a little bit, you know? It was doing it for me at that time. I really didn't have much of a team. It was just, it was, I was more of a producer and... So how did it go to your head to explain, like, you know, did you just roll up in like a sick car and go Rolex? Well, yeah, I mean, I had the ostrich leather, the ostrich leather cowboy boots, you know, the Gucci watch, whatever, like, you know, just Gucci belt, what, like, I was just buying a lot of material things and ultimately I think that... That's not really you today though. No, man, it's not me at all. And I mean, I'm, listen, you know, I appreciate the finer things in life, absolutely, because I think it's kind of an incentive for the work. But, you know, I think ultimately the sales environment and it creates this competitiveness to where, if I'm number one, like, you can't tell me I'm not the best. Like, what do you mean the leaderboard says it, but like what I realized is just because I was number one on the leaderboard and I was writing the most business, that doesn't mean like I was the best, you know, like did I have a good heart? Did I was doing it for the right reasons? And so, you know, I got away from that a little, or, you know, I got into that. Then I started to, you know, build a team and that kind of stuff. And when you see somebody else, go from like zero to six figures, like that, that is when, I mean, that's exciting. You know, it's cool to do it for yourself for a little while and it feels awesome, don't get me wrong, but like when you see somebody else do it and you played a role in that, I mean, that's fun. And knowing that anybody can do it, like almost anybody. I mean, I just- I think so too. Yeah. I mean, I'll never, I'll never be the kind of person that, you know, it's only looking for experienced licensed agents. I think I have more fun with someone that doesn't have their license, training them in insurance to, you know, to make it from, you know, maybe 60 grand their first year, which is a huge jump and you see them real, real happy and proud of it. And in the back of your mind, you're thinking, just wait till those renewals kick in. And then you're making another 60, 70 grand that's gonna turn in six figures next year and you see it happening, but they don't, they still don't, they have a limiting belief. And then they break through that. And then, you know, it's limitless after that, I feel like. Do you ever see people stop three feet from gold? Absolutely. Absolutely, man. I think that, I think that I almost did myself. You know, I think that my, you know, my story when I went to kind of more independent broker role, it was October. I had, I hadn't really no choice, but to work throughout open enrollment, right? It's our season. So I worked through open enrollment and, but during that time period, I told my wife, I said, I'm done with insurance. I said, I'm gonna get a real estate license. I'm gonna do, I don't know what I'm gonna do, but it sure as heck's not gonna be an insurance because I just, I mean, I just don't want to get burned. I don't want to, you know, there's some bad eggs in this world. Like there's in any industry. Totally. And so I just had kind of a little bitterness and I felt like I'm getting out of this world. And if I would have stopped in January of that year and went and got my real estate license, I might have done well, but dude, I really feel like that would have been stopped in three feet from gold for sure. Yeah, definitely would have. What, why do, I'm excited for your opinion on this. Why do, for those that are watching, why do 92% of insurance agents fail? Man, it's two-fold for sure, but like I think the biggest reason is not having enough people to talk to, not having enough people, just not talking to enough people. Like, you know, we have conversations all the time about just picking up the phone and doing it. You know, what am I gonna say? I don't know, figure it out. Say something. Yes, say I'm new to insurance. You're gonna get a lot of buy-in by somebody that answered the phone and they're like, what do you call me for? Like, honestly, sir, I'm not really sure why I'm calling you. I just started selling insurance yesterday and this is my first call. Dude, you might close that sale right there. I mean, if you're calling me. They may say, well, they may be nice and they may have a great day and they'd be like, well, it's okay. What type of insurance do you sell? I've been looking for a new insurance agent. If I'm getting that call, if I'm getting that call and somebody's real on the other end of the phone and telling me, I'm way more receptive. But if somebody's trying to fake it and you know, I pick up the phone for salespeople all the time and I'm really entertained by the pitch. I mean, when it sounds like a pitch, click. When it sounds like somebody that I might have a conversation with, a person, yeah, not a robot, then certainly I'm having a conversation. But 92% of insurance agents fail because they just don't talk to enough people. They just don't have enough activity. They just, and I think it scares people all the time to the thought of making 200 calls a day or 300 calls a day or whatever. But like, I was told when I started insurance, man, if you make 100 calls a day, you can make six figures. And I'm thinking, if I dig a 100 foot ditch with a shovel, I'm gonna make 30 grand and you're telling me I can make six figures making 100 calls, I'm gonna make 200. I'm gonna make 300, you know, whatever. And now I might make 30 a week, you know? And so you're not always gonna be making 300 calls. But if to start this thing, you gotta, I mean, it's just like any other business, man, if you're launching a sneaker store, you better let everybody know you got the best sneakers in town, right? Like, I don't know, you just, I mean, you gotta get out there, you gotta talk to people. Whether it's your warm market, your immediate like the server that brings you lunch or whatever it is, you've gotta be talking to enough people. Dude, that's what's insane about this industry is, okay, 92% fell really, really hard. More millionaires in this industry than any other industry in the world. Really, really amazing. Yeah. But the only reason people fell is they don't talk to enough people. Yeah. And I mean, it's... You would think everyone could make six figures. It's simple, right? Just make, put in the work, right? Put in the work. Is it just that when people are freaking lazy or what? I don't know if I wanna go there on video, man. We're gonna get more comments. That's good, that's engagement. But yeah, I believe, I do, I believe, I mean, look at society, that's kind of where we're going. I mean, I think we're, you know, I think the more passively we can earn money, that the better is the idea. And I just don't buy into that. I think that we can compound time by putting forth way more effort now. And I'd hope to be chilling on the beach with you drinking Mai Tai, there's some, by 40, you know, at age 40. I don't know where Mai Tai is, but I'm, yeah, sure, yeah. At age four, it's an alcoholic beverage. But at age 40, I don't wanna be working like I am now. And so I'm compounding time every day. Like I'm putting in extra time, I'm putting in, you know, I'm making the most of my time. So that I don't, I'm 30. Okay, so you're, I hear you have a birthday coming up. Ah, yeah, you beat me to the punch there again. Okay, yeah, that's right. I am turning 30 in about a month and a half. Yeah. I'm about to catch you. What's the date just so everybody knows to wish you happy birthday? July 9th. July 9th. Yes, 2020. July 9th, make sure you're wishing them a happy birthday on my behalf too, cause I'll probably forget, but. Do you enjoy personally producing or helping others make money more? Don't make me make that decision. That's tough. Don't make me make that decision. Well, if you had to choose. If I had to choose, I would like to personally produce four other people. Ah, there you go. No, if I had to choose, I would definitely say. You would just be the closer and they would be the opener. Yeah, I would definitely say though, helping other people make those sales is more rewarding. I mean, we talked about it just a minute ago. Yes, we did. It's just a different type of, it's just a different type of rush, right? Yes. Like now, this is not just for me, this is, but it is, you know, it's like, you want to close it for you. Totally. Like also, like they benefit from it as well, so. How many team members you have? We run about 30 agents. You know, we've got 30, 35 agents right now and we probably have about 20 of those agents produced on a monthly basis. So it kind of varies. I mean, I've got agents that, you know, have blatantly told me like, hey, Michael's not to make six figures. I'm okay making $15,000 a year. It's just to supplement my husband's income or whatever. And that's, while that's not my cup of tea, it's also what I love about the industry is you can literally make it your own, like you want to make $15,000 extra on the side. It's going to be hard to get started because you're doing it on the side, but I believe it's possible, you know? And so, I think that, you know, I think that for each individual person, it's going to be different, but ultimately my, like when I'm working at my best, I'm working with somebody that wants to make six figures and is hungry and it's just, that's who I click with. On that note, who do you, what do you look for? Can you spot a six figure earner? I used to believe I could, but people have, people have definitely, yeah, people definitely have, you know. If there's one thing that you're like, you know what, all six figure earners have it and you can't use work ethic. That's a tough one, man. But I'm trying to put, I'm trying to put it into words. I can see it, but like, I don't know. Is it attitude? It's attitude would be huge, but it's ultimately the ability to just, without saying work ethic, it's the ability to put the blinders on and put your head down and, you know, just go after it without worrying about what you don't know, right? Because you don't know what you don't know. That's it, that's good. And so, I don't know what the word is for that, but like just the ability to just go forth without worrying what people think, what happens. And I wasn't always that way, but you know, I recognize that man, that taking that action is far more important than figuring everything out first, right? Those 30 agents about how much in health insurance premium will you guys do this year? We'll do over five million in issued premium. So we'll do, I mean, I hope to do over six, but we'll safely do over $5 million. Good, man. That's huge. What's the secret sauce? That one's out there like, you know what I'm watching? I didn't realize health insurance had some freaking money and I want to grow a team to do six million with 30 agents selling health insurance. Man, I think the first step is to do it yourself. I just said to you earlier, this will be the first year, so we'll do five million, but this might be, could be, hopefully it's not, but it could be the first year that I don't personally produce a million of that. So when I say we're doing a million, that doesn't include me doing the million. That I normally do, but I've written a million dollars in premium almost every year I've been in the insurance industry personally. So I'm speaking from a little bit of experience. Now there's people that do two million and three million and are far more, you know, far more production based, but I believe that, I believe that like, I can do the, I got the production, but I also greatly enjoy helping other agents do it. So I'm speaking from a little bit of experience. Yeah, good man. And okay, so 30 agents, five, six million in premium this year. Let's look, you're 30, what about when you're 40, what when you're 50, what when you're 60, what when you're 70, you know? 40, I mean, 40 is gonna be like, like I said, I mean, that's when I'm looking at retirement hopefully, but between now and 40, I mean, I'm not serious. I don't know that I could retire, period, but, but by 40 I'd like to, I'd like to really be in more of a consulting role, you know, consulting for my own agency that maybe I've handed down to, you know, the next leader or whatnot, but doing a hundred million plus a year, you know, a couple thousand agents, I would, I think that that would be, and even if it wasn't a couple thousand, and I have 500, like, killers, right? Like we're not, we're not just bringing on anybody and everybody, we're going after those that literally wanna make six figures and above, and so if it's 500, writing a hundred million even better, right, but because there's, then there's more in it for everybody. Well, a lot of people don't realize that you can build a team and earn a significant amount of money and help a bunch of agents and build a massive team, and it may not take but a hundred good people, you know? Like, you know, you have to go through 2,000 to find a hundred good, at least 1,000, maybe 2,000. We had that conversation, and before I really have mapped out 10 years, and you're like, what's the goal production-wise? Yeah, yeah. Oh, a hundred million, and then we're like, okay, how many agents does that take? And it's like, really? It was like 400 writers or something, it was like, we could do a hundred million with like 400 killers, you know? Do it next year. So, math's never been my strong suit, but I mean, the math is there, right? Yeah, yeah, that was your math too. Yeah, you don't need 2,000 agents and, you know, 1,000 of them are, you know, barely even making enough money to survive. I would like, you know, an agency where we're based on that six-figure-and-above engine, you know? Like, we're creating opportunity for those that really want to go after it, because I think there's many, many companies out there that will allow you to, you know, write a few pieces of business a month and make that little side hustle, right? But I don't want to, I don't necessarily connect with the side hustle people as much. I don't either. I don't either. I don't either. I don't even really have a side hustle. Plan B, distraction, plan A, right? That's right. Right? Will Smith said that. There's no, what's, there's no plan B for your, for your A game. For your A game, yeah. Plan B, A game. I actually just finished out on plan here. I actually came up with another title. Bo Eason. Man, great, great, great book. Holy freak, what a great book. I put that in my top five books to read. Oh dear. That was one of them. I came here, I came here and I listened to like the end chapters about like, you know, your predator, your predator self. And I'm like, I'm a freaking predator. Come on now. Like I came in here like, I'm a predator. I'm a shark. I'm hungry. But it was just, it was just really like, I mean, it's a great book. Dude, I love it. So no plan B for your A game. Bo Eason. It was recommended by Cody. Read it. Love it. Strong. What's another book? I did just, I did just take Tony Merwin's advice and was starting to listen to that OG, Mandino, I believe it was, the greatest salesman in the world. And what I love about that book so far, I'm only like an hour into it. So like five or six chapters, but because I listen to books, I don't read, but I listened to about an hour of it on the plane. And man, I'll tell you the, I'm so used to reading like, like Grant Cardone's 10 X rule or like, just kind of purely like self improvement type books. And while this is that, there's also a narrative that goes along with it. And it's really cool to follow. So I'm not done with it, but I think that it's a great book already. And it's different, it's different. If you're always reading the 10 X rule and whatever else this would be a good change of pace for you. I did a video that's blowing up right now on YouTube called three tips for new insurance agents. It's organically taking off this year more than ever. I don't know why. If you had to give your three tips for new insurance agents, what would they be? Man, you love putting me on the spot. Don't you? I do. Three tips for insurance agents. I would say, you know, stay focused, right? And by that, I don't mean like stay at your desk 10 hours a day and focus. I mean, stay focused on a product, on a couple products, get really, really good at it and you know, start there. I would say high activity obviously, like that's probably should be number one. I probably should have said that first. A high level of activity. And then the third, just be real. Right? I think that is it transfers over the phone. It face-to-face, obviously you have to. I mean, you can pick up on that authenticity, but like over the phone, if you're not authentic, you can still pick up on it, right? That's the whole sales pitch versus just connecting with somebody. And I gave your sales team that advice this morning. Thank you. I mean, you've got to remind yourself that on the other end of that phone and more so when you're selling insurance, because now you're connecting with that person, but you're also protecting that person, right? Whether it's health insurance or Medicare or whatever else. So you're providing some sort of layer of protection and you got to remember you're talking to a person on the other end of the line. So high activity, a laser focus and authenticity. Boom. All right, last question. So we've got about 44 minutes. This has been great by the way. Unbelievable. Has this been good or has this been good? All right. Let me know in comments. You can choose good or good, all right? Or real good. Or real good. Okay, so final question. I'm gonna go to, I'm gonna go to... Get nervous. Goal. I've got a bunch of random questions that are popping in my head. I'm gonna go with goals. If you could accomplish one thing in your life. Let's just say you're 30, you live to, what age do you wanna live to? Let's just put it out there. 120. Perfect. I don't wanna say like 80 or like when I get to 80 I might feel, okay. 90 years from now. Okay. Brad dies. What do you wanna be known for? What did you accomplish? What do people think of Brad at 90 years from today? So I think one of, I mean this is an easy question. I'm glad we could finish on something like this because I wanna leave a legacy on the insurance industry, right? Just like you. Yes. You and I get along so well because we're locking arms and we're trying to change an industry that quite frankly doesn't change very often. Like it changes at a snail pace, right? So, you know. They're still walking around in horse and buggies in the insurance industry. I mean it amazed me everything we just went through and switching to tell sales. You really gotta feel for how many agents out there are still doing things face to face. And I'm not saying that that's not a great way to do business, but I think there's a hybrid model would probably be the best. So I wanna leave a legacy on the insurance industry. But ideally that legacy I want to play out for three generations. Meaning I want to impact three generations, three in my family. So my son, my son, son, and my son, son, son, if that happens, I want my impact to be known that deep, right? Wow. And that's a big goal. It's a lofty goal. But that's what keeps me motivated that leaving a legacy on the insurance industry. And quite frankly, I don't know what that looks like. And I don't think you should at our age or where we're at. I don't think we should know exactly. I mean, we can't think big enough right now. The thing is, like people think, Cody, you think so big, but you got some huge goals. I'm thinking like, I can't wait to ride on that jet, man. Dude, it's happening. I can't wait. What do you say you're buying in July of next year? Is that right? Done. I'm in, bro. Come on now. I'll pay for some fuel, dude. You in? I got a couple hundred bucks for some jet fuel. What if it's a couple grand? You're still in. Hey, I got it. Come on, it's be handing in a year. Whatever, we'll just take the private jet to Dubai and have a good time. I made a couple of grand in fuel, but. Started insurance agency. 20 grand in fuel. All right, dude. We'll split it. Awesome, thank you. How do they follow you? So you can follow me on Instagram at be underscore handing Facebook, just Bradley handing and then whatever else we come up with while we're here. So hopefully the YouTube channel here soon and everything else. I love it. 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. Oh yeah. 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.