 What do successful people do? Welcome to Deal Breakers, every single Wednesday at two, man. I'm excited about today's show. Dave is out in Nashville meeting, greeting, door knocking offices. If you're in Nashville, if you're in Nashville or if you have an office in Nashville, you have a team, you know people in Nashville, hook them up with us so that Dave can hook them up and get them to this event. He is actually there in Nashville all week moving and grooving for this conference, man. So today is all about, hey, what do successful people do that unsuccessful people don't do or won't do? And the answer to today's show, and I'm gonna go through some things. The reason for this, though, is I saw a video from Patrick Bet David a few days ago and it really got me thinking. And he was speaking to an audience and when he was speaking to the audience, he said, hey, what is, he asked the question, hey, how many in the audience have a four year degree and a lot of the room raised with their hand? A ton of the room raised with their hand. And then he said, okay, leave your hands up. He said, now, leave your hands up if you've finished a business book in the last 30 days and a majority of the room's hands went down. Very few actually stayed up. And he said the point of his illustration, and as you can tell, this is all about self improvement and self development, personal development. He said his reason for that is, if you think about it, you go to college, you go to high school, you go to college, you soak up education. But then when you become a professional and you become a professional something, salesperson, professional insurance agent, you stop developing yourself. You stop learning. You stop investing in you. It's kind of, I mean, you worked out back when we were in high school and college, do we still work out today? Are we in tip top shape? Because your physical shape affects your ability to sell. It's in direct correlation. And it's directly correlated to how successful you can be. Because you think about it, will you be more active? Will you be more efficient? And will you get more done in a short amount of time if you're in better physical shape than somebody else? And the answer is yes. So not only was he applying it to physical fitness, but he was also applying it to growth, learning, constantly educating yourself. I wanted to start off with something that I wanted to touch on real quick. It was an article on Ink Magazine by Brian Evans. And it was all about how most CEOs, I know it's cliche, you've heard it before, you've seen it before, most CEOs read a book a week. This is how you can too. And then it talks about how the average CEO and executives, successful people out in the marketplace, in business, read four to five books a month where the average consumer, the average individual, the average business person does it read more than a couple of books a year. And there's a lot of times that I've been guilty of this as well. There's a lot of times where I'm like, you know what? I know that I can do more and I need to do more and that you guys know that you need to do more. At the end of the day, I wanna bring emphasis and focus to self-development, to personal development, to being the best you that you can be because I think that's what separates the people that do okay versus the people that do great things in their life is those people, maybe they're more serious about achieving their dreams and their goals simply because they're physically putting, they're developing their self and improving themselves on a daily basis where most people, I mean that's what's crazy is it's not even that hard to stand out as an insurance agent anymore. You wanna be a successful interest agent? It's not even that hard to stand out. You just need to really stand out amongst your peers as an insurance agent. You just need to give a crap. How sad is that? 92% of agents fail and you can stand out amongst a crowd and be one of the greatest insurance agents in your office all by just giving an ounce at all. That's why insurance agents fail is because it's so true that if you're not moving forward, you're moving backwards and insurance agents have a chance and an opportunity to create millions of dollars of long-term recurring passive income and revenue and create generational wealth. But we're moving backwards in our ability. If you're not learning and improving and perfecting your skill, it's like me, okay? I played college basketball. You guys have heard the stories, I was a student athlete, little Bible college, I wasn't that great, I was just really fast and I could dribble, okay? Back then, I was always a fast student in the court, but that's about it. We'd play NCAA D2 schools all the time and I'd still be the Vastika on the court. But the reason I say that is even then, even then when I was a student athlete, there's times where I wish I would have put more in to that. Now, I chose to work a lot during those years. I didn't put as much into that as I could've, but I look back now and I have some regrets. I don't want you to look back 20 years from now and have some regrets because today, you didn't do all you could or back then maybe I didn't practice enough. We hear Kobe Bryant do podcast and shows and documentaries all the time about how he got up at 4 a.m. And how he did this, this, and this and how he perfected his jump shot and would take thousands of shots a day and how he even brought it up in a podcast that I listened to yesterday maybe with Lewis Howes and how what happened is at 10 years old, this is no joke either, at 10 years old, maybe it was, I think it was 10, at 10 years old, Kobe Bryant played in a summer basketball league for the entire summer. In that summer basketball league at 10 years old, guess how many points he scored in a complete summer league at 10 years old, zero. He didn't score a point at all amongst with other 10 year olds. Didn't score a bucket one, not even a free throw. He got serious about his game and then before you know it, he's the best 12 year old in the state and he's destroying the 10 year olds that he had just played with a couple of years ago all because what? Because he got serious and because he was putting in two to three hours a day, follow me now, he was putting two to three hours a day of hard focused effort and work in at 10, 11, 12 years old, two to three hours a day because he wanted to be great and he hated sucking and not scoring any. When he's doing two to three hours a day, think about that over the course of a year. I mean, you're talking 600, 900, 1200 hours in that year of hard focused work when the other kids that he were friends with and he would go practice during lunch while they ate, other kids that he went to school with, his friends, they would only work about an hour or two a week max. Okay, this applies to you in the insurance business, in business in general, as a salesperson, if you hypothetically say that I only put in an hour to two every single week into Kodi, into being the best Kodi that I can be at my craft, whatever that is and I say I spent one or two hours, follow me here, say I spent one or two hours but let's just say you on the other end of the camera, maybe you were putting in two to three hours a day into self improvement, perfection and becoming a master of your craft. So you're putting in 14 to 21 hours a week and I'm putting in an hour or two a week. You're doing 10 to 20 times more, you're doing 10 to 20 times more than me in this example. Who do you think is gonna win in business, in life, in success, who's gonna have more money, who's gonna be better, who's gonna be more skilled and even if the person that's doing one or two hours is better than the person that's putting in 14 to 21 hours a week, the person putting in 14 to 21 hours a week is eventually gonna pass the person that's only putting in an hour or two a week because they're more serious, they're more dedicated, they are in it to win it. You guys can see the example that self improvement and self development, that's the one thing that if you talk to any of these guys, Bill Gates, Mark Cuban, Zuckerberg, Elon Musk, any successful people in our generation or previously and what's the one thing, if you ask them what's been the most beneficial to your success? They're gonna tell you that they are more serious than the average person because they listen to audio books, they read books, they found mentors in their life, they put their pride aside and learn from others, that's probably the toughest thing I've struggled with, putting my pride aside and learning from other people. Charlie Sheen has been a direct mentor in Apersonation Wealth Conference, most people don't even know that and it takes Cody Askins putting his freaking ego and pride aside which dude, that's as hard as anything I've ever done. But if I want this to be great, I've gotta collaborate with other people by having a mentor, you can do that. Also coaching, dude I've had coaching from Grant Cardone, I get coaching from Charlie Sheen all the time. I still realize that I'm nowhere near what I can be and neither are you so why don't we get coached up to be better? Also programs, dude, for instance even events, I went to the 10X Growth Conference in Vegas and guess what, my business is four to five X this year because I invested in my business and me by attending and learning. No one can ever tell me that paying money to go to an event, which is the reason I'm throwing one because I'm so sold on how beneficial they can be, how valuable they can be, I'm sold on getting great and mastering your craft. I'm so sold that if you haven't heard about it, we're having a wealth conference focused on helping you create success and we're doing it at NFL Stadium, we're doing it with Grant Cardone, we're doing it with Ray Lewis. I wanna show you a quick video and then as soon as I come back, I've got a picture that I saw online today, actually my dad sent me, my dad's at an insurance office in DC. He sent me a picture from inside of this office and I'm gonna touch on that and explain that and I want you to hear what I'm about to say as soon as I get back, check out this video. Hey, Vince Spompinato with Northstar Insurance Advisors and I am coming to you live today to talk about the 8% Nation Insurance Conference that's going down on October the 26th and 27th in Nissan Stadium. We're gonna have great speakers there like Grant Cardone, Tenor Xerbeifey, we're gonna have Ray Lewis, the Hall of Famer, we're gonna have Tim Storys, the most unbelievable speaker I've ever seen. We're gonna have Coach Burt there coaching you up on how to make sales. We're gonna have so many unbelievable speakers there and Cody Askins came to me and he said, Vince, you know, you are disrupting the final expense insurance game and people need to know what's going on in the business today. People need to understand that there's another way to sell final expense and that's through the internet and phone. Folks, if you wanna learn how to sell at high volume, 100% online, paperless and through the phone, making the whole United States your territory. If you wanna learn how to sell final expense and generate marketing online, you don't wanna miss the speech that I'm gonna give. I am gonna show you how we are disrupting and reshaping the way final expense insurance is sold today. Folks, you don't wanna be left behind, get your tickets to the 8% Nation Insurance Conference now, get them now while they're cheap. I look forward to seeing you there and shaking your hands. Have a great day, 10X, baby, 10X. Welcome back to Deal Breakers. We've been talking about self-development. We've been talking about personal development. We've been talking about improvement. I gave you a real-life scenario and story about Kobe Bryant and his summer league when he was 10 years old, didn't score a point. Then when he's 12, he's the best in the state because he spent two years putting in 14 to 21 hours of work a week when other kids his age were only putting in an hour to two a week. If you think about it in general, I got a photo I'm gonna show in just a second, but if you think about it in general, can we go ahead and put that up? Okay, perfect. I'm gonna show you this picture that my dad sent me from an insurance office out in D.C. I think it's, I'm gonna pull up the name so I can give them credit. It's called, he said it's unreal. He said it's Kessler Financial Group Office. And he was, he's there and he sent me that from Kessler office in, I think it's in D.C. area. He sent me this. He says it's like freaking Google of the insurance world. He says it's incredible. He had 30 people greet him when he got off a bus. And he sent me this picture. And as soon as I'm in this picture, I don't know what it was. I'm like, holy cow, I love that. Like that's the, that's my favorite phrase that I've ever seen, bar none period. And I'm gonna read it to you out loud. You can see it. Set goals so high they laugh. Crush them. While they watch. How freaking cool is that? Because and the reason, and maybe, maybe you'll be able to connect to it. Matt, Kate, Josh, and Lawrence, maybe you guys will be able to connect to it. But I was able to connect to that picture because if I think about what I'm going through in my life right now with this 8% nation wealth conference at Nissan Stadium in Nashville. Dude, it's that. It's set goals so high they laugh. Who thinks that Cody Askins, little, little 28 year old kids gonna better get thousands of people to an NFL stadium for an insurance event? That dude's lost his mind. There's been plenty of people laugh about how high that I set my goals. But what I'm going to do is the second half of this and what I want you to do in your business and in your life is crush them while they watch. And I love the second half of that picture is set goals so high they laugh. We don't set goals so high because we're scared of the outcome. We're scared of the outcome. It's a lack of confidence in your ability to deliver. But in the second half of that, it gets even better. Crush them while they watch. I love that because you think about it. Life happens. We all sit there and if we're not intentional about what we're looking to accomplish, if I just threw up an event and hoped and prayed that thousands of people would come and then didn't put in the effort forth and then 90 days go by, no one would be there. But what happens in life is life flies by so fast that the people that get ahead over a matter of a few years versus people that don't, they were so focused on what they were looking to accomplish. They were so focused on crushing their goals that they put in the effort and the time and the work. They were putting in the 12, 14 hours a day. Follow me here. They were putting in the 12, 14 hours a day while the people that they used to be just as successful as weren't as serious. They weren't focused on crushing their goals and they were putting in eight hours a day while the person that's crazy successful is putting in 16 hours a day. What do you think that additional eight hours a day, six hours a day, four hours a day over the course of a matter of years? What do you think that's going to equate to in terms of results, crushing goals, directly related to finances? All of that. I used to be the guy and I hate it. Poor hay, I'm with your brother. I hate it. I used to be the guy that would say, hey, I used to say it. I'm gonna make a million dollars per year by the time I'm 30. It was one thing to say it, but I never believed that it would actually happen. Number one, I wouldn't make my goals public because I was afraid I was gonna fail. It was fear, okay? And then the second part of the equation was I didn't know how to get there. I didn't put specific steps into action and I've learned so much these last few years that I could have directly applied to my business the few years before that. But I didn't because I allowed life to happen. I allowed people to outwork me. I allowed people to pass me by. I allowed people in my space to put in 16 hours where I'm putting in eight and then I personally saw what happened when they were outworking me, when they're outworking you, when you're outworking them, they were setting goals so high but also not only setting goals but freaking focused on crushing them while you were too scared to proclaim anything out loud but not, and then they put in the work. That's the biggest thing between people that are unsuccessful, people that are successful, being a successful insurance agent. Successful insurance agents had to sacrifice and go all in and be deliberate and intentional about what they were looking to accomplish and about being successful. My challenge to you, my vision for you, my mission in general is to wake insurance agents up to the opportunity that's sitting in front of you right now. There are more millionaires in the financial services and insurance industry than any other industry in the world but 92% of us fail because we're lazy, we're not serious, we don't invest in our business, we don't care enough to invest into personal development. Other people are outworking you, other people are reading books, other people are listening to audio books, other people are putting their pride aside and learning from mentors, dude that was my biggest problem. Other people are receiving coaching, other people are investing in programs and other people are going to events that are directly impacting their business and their life and they're passing you by because you aren't as serious as they are. Dude, I know it's hard to hear. It was hard for me to hear because I would make excuses Heather and I would say, you know what? Cody you're doing all you can. Dude, Cody was lying to Cody. It happened to me so many times over the years in my, I would say from about 21 till about 25. Dude, I lied to myself a lot. I made myself think a lot that I was doing all I could, that my goals were high enough but now as I want you to be, I'm on a mission to set my goals so high they laugh, crush them while they watch. Is that something you're trying to do? Someone I've got at this event, Mr. Grant Cardone embodies this picture and this phrase, better than anyone I know on planet earth. He sets goals so high that thousands and millions of people that know him probably have laughed and then he puts emphasis on crushing them while everyone sits around and watches. So I want to share something with you real quick with Uncle G, getting you excited about you, about being great, about setting high goals and crushing them. I want to share something with you real quick on video that I'm going to come back and I've got something else real quick that I want to share with you before we end today's show. Check us out real quick and I'll be right back in just a second. How does money make your life easier? Who would you help? I want to do what I told my mom I would do. I am going to help millions and millions and millions of people. I want you to be one of them. This is my guy right here, man, God bless you, bro. You and help as many people as possible become financially prosperous millionaires, even super rich. How do you get an appointment with a customer? It's completely uncertain about their money. How could you possibly be when somebody's uncertain about their money? I'm not trying to impress you with what I've accomplished in my life or how much I know. The reality is what I have created financially in my life is very simple and that is why it will work for you. And you've got to figure out how to find that frequency and that vibration if people are like, do you want to send some money there? Not just noise. Everyone will be in a room including myself are responsible for that condition. You have the vehicle. That's what I mean about create the life you want, man, so you can have not balance but life. Grant Cardone, he joins me now. He's an international sales expert and the author of the 10X rule the only difference between success and failure. Yeah, look, I want to know what you stand for as a leader. I want to know that you stand for the right thing whether it's popular or not. Be relentless, be strong, know everything, do not! That's a dude that set goals so high that the people laughed and now he's crushing them while people watch. And I want that to be your message for the rest of your life. I want you to set goals so high but actually put action in place because it's one thing to say something. I got people I know that, hey, I'm gonna make a million bucks. Dude, they never do anything to get closer to making a million dollars. I want that to be your life motto. Set goals so high that family, friends, people in your office and people around you laugh out loud and then I want you to crush them while everyone that laughed watches you crush your goals. The first step that I know to help you crush your goals is to get you to this wealth conference. Apercite Nation at Nissan Stadium. You say, Cody, what are some other things that I can do to really invest in myself to take things seriously, to be better, to be more successful, to create separation between me and other people around you? Read. The average CEO reads four to five and executives read four to five books a month. Most average business people read a couple of year if they're lucky. Audio books. You say, dude, I don't like to read. You can at least listen. It's an audio book. It freaking reads it to you while you drive. Find a mentor. Whether it's me, somebody else, someone close to you, everyone has a, I've got a couple mentors in my life that I learned from a lot. Find a mentor that you can learn from. Put your pride aside and learn from others. That's been the biggest thing I've struggled with is I have an ego and let my pride get in the way. Find coaching. Invest in coaching. Learn and get better at whatever it is that you want to do. Find some programs that you can plug yourself into that will make you a better you and attend events that are directly reflective of what you are looking to accomplish. If you're looking to create insurance wealth, then the 8% nation conference is exactly for you. Now, let me ask you a question and I'm going to go over a list of things. And if any of these apply to you, then you may want to grab a seat before ticket pricing goes up in a couple of days to go to this conference. You say, dude, why should I attend? If you want to make six figures or you want to increase your revenue, you say, dude, I'm making six figures. You want to make a million dollars. You'll want to attend. If you want to learn actionable strategies to help you with success. I'm talking tele-cells, branding, appointment setting, closing, anything to do with strategies for success. If you want a total value of almost $20,000 worth of stuff for less than a thousand bucks, then yeah. If you want to learn techniques from some of the industry leaders in the insurance industry, if you want to network with industry professionals, you want to network with people like Grant Cardone, Ray Lewis, Coach Burt, Charlie Cina, Vince Pompinato, Jerry Smith, Ryan Palomini, all these guys, Medicare Cafe, my father, Brian Askins, all these people, Chantay, the Olympian, and if you want to develop a million dollar mindset, those would be the reasons why you would want to attend. If you want to learn valuable nuggets that you can directly apply to your business, to drive more revenue and to create wealth forever, then you will want to grab a seat because in three days, pricing increases. So if you know you're going to attend anyway, if you know that you need to improve anyway, if you know that you want to create success and wealth anyway, then you might as well take time out of the equation, grab the seat so you don't have to pay more later. This show today has always, it's all been about self-development, self-improvement, separating yourself from others, not letting life happen, and then 12 months from now, you regret it because you're the exact same you that you are right now. If Cody is the exact same Cody and I have the same amount of employees, team members, if I have the same amount of revenue, if I have the same amount of companies, if I look the same, if my marriage is the same, if everything's the same in 12 months, I'm going to vomit and be ticked off because I have a chance to impact my life over the next 12 months as do you. We can all improve it, we can all be better, we can all do better, and we can all do more. In closing, we can all set goals so high that they laugh and then we can all crush them while they watch. That's the motto for today's show, that's the motto for my life, that's the motto for this 8% nation wealth conference that I'm inviting you to attend, and this is the motto that I want for your life forever. You guys have been amazing, I love doing this every single Wednesday, deal breakers, don't let life pass you by, don't let people pass you, don't let a day, a week, a quarter, a year or 10 years go by and you're still the same you and you didn't make an impact. I want you to make an impact, I want you to create wealth, I want you to be a better version of you in a month from now, I want you to start reading books, I want you to start listening to audio books, I want you to find a mentor, I want you to get coaching and programs and attend events that directly impact your life. I'm all about helping you, my mission is to help every insurance agent in the world, I've got to start with you.