Breaking Paradigms - Brandon Galvan

This is the Elevators Podcast. We discuss all things elevating your life, work, and relationships as you are building your business and yourself. Here is your host, yours truly, Dylan Bucket. Hello, happy, whatever day it is that you are listening to this. Man, we have an incredible opportunity, I think, in this company. Every once in a while, we have someone that enters the business that just absolutely breaks paradigms. They said a new standard, a new normal, a new expectation of what possible looks like. Brandon Galvan is absolutely one of those people. One of the things that I have noticed working very closely with Brandon is that he is into the details in a way that few people are. He is focused on growth personally, meridally, financially, and spiritually. As a result, problems are mere detours and life is an exciting adventure. I think you will gain a lot from the next 40 minutes listening to Brandon, talking about recruiting and building. Here is Brandon Galvan. What is up? Welcome back to the Elevator's podcast. I am sitting here with Mr. Brandon Galvan, someone who has come into the business and absolutely taken it by storm. If you stats here, I just want to put these out there before we let Brandon on the mics. First 13 weeks, Brandon went out and wrote 163,000 in personal sales. His first year he did 110K. His first year organization, Total Premium, was 1.998 million. In that first 12 months, he also recruited 25 people. In 2025, he recruited 28 people. A third to a half of which were warm recruits. That resulted in 2025, Brandon going out and doing 3.275 million. His first full year in the business. The guy is an absolute animal. He has been a blessing to partner with in so many capacities. He has made me better in so many ways. I have really just appreciated every single bit of time that we have to spend together. Thanks for being here today. Likewise, man, you have been an amazing mentor and friend in my life. Both man and I are very, very appreciative. Just to begin with, wire recruit. I think through a few different elements of the business, the very first one I think through is just impact. The opportunity impact more people's lives, more clients. The second is long term freedom and the third is income. I am just going to hedge this real quick. To clarify, you don't need to recruit your and family here to do really, really well financially. In fact, myself and a lot of guys I have worked with, the majority of our income comes from sales. My sales income alone is enough to provide for all the bills from my family. Five and do really, really well financially without the recruiting piece. I do think it can really help accelerate people's lives forward in terms of significance and impact and time control. I just want to start with talking through some concerns. These are concerns I think everybody has at some point when they're thinking through building and recruiting. There are certainly concerns, some of them that I've had personally. I think one of the first ones I thought through is just the financial concern of what does it look like in terms of going out to Kentucky or going to Georgia or going to Colorado or sometimes just in my hometown that I'm training or down in Houston, Texas that I'm training. Each time it's flights, it's hotels, sometimes a rental car if it's out of state and writing and helping people close sales that could have been for my own family and then taking time to shadow them and watch them and coach them and truly love them in that moment and serve them more than I'm trying to serve myself. You have to really adopt a servant's mentality. There's a great book called Servant Leadership on this but really just putting that person first and realizing that yes, there are some financial components that come with training and that's why it's so important that when you're selling at a high level that you're living way below your means, you're not taking that time to immediately just start buying a new car or a new house or things like that because you're going to do really, really well financially. You're in sales. In fact, I mean, just our first 90 days of sales totally changed our financial picture for my family, not including team building or anything like that, just the sales piece. But being really disciplined and recognizing that that money is seed money for your business as future. And so putting it aside, so as you've taught me, always make people decisions, don't ever make money decisions. And Dylan, you've done such a great job of exemplifying this. I remember talking through building with you and you always told me, have enough cash that you're never in a spot where you're making a money decision because whenever you're making a money decision over a people decision, you're going to make an error both in your character and for your business long term. So, and you know, I've talked with this through with several people that are currently going from sales professionals to field director to market director, but I just recommend to it fast and hard. Field training is uncomfortable for me. I think it's way more nerve-wracking than being a sales professional because I have someone looking at me the whole time and I also feel the weight and pressure of this person's new career future here. And what is on the win? Right. And wanting to win and also it feels like it's on my shoulders, even though in reality it's not the show I feel. So, I just want to tell you guys, like just train, apparently, you know, we were doing great financially and then started field training. I trained, I was telling Dylan, I trained 12 people in 16 weeks. So, first 11 weeks sold six, right? And then eight. Yeah. And then the next 16 weeks, maybe first 10 weeks sold. And then we 11 through week 26, whatever that is. Yeah. Was field training literally every week. I cannot exaggerate that point. Some weeks, two people in that week. So it was about 16 agents that was field training. And I noticed month four as a result income dipped just a little bit, month five income dipped just a little bit, month six stabilized. And between month seven and eight, we made $122,000 here in family heritage month seven alone, which was January 2025 made $72,000. About that. 80 grand of that 122 K came from, you know, our own income from sales. And there was a triple cash month off of sales bonuses, but $22,000 of bonuses also came from recruiting and helping people win here, not to mention the overrides that were also coming from training. And so that's certainly one piece that some people think through is just the financial aspect. The other thing that people think through and I certainly felt the same way as it's competency. And we're training maybe week seven, somebody for Amberly Kessler. I'm her flying out to Georgia to train this guy and she think I'm like, Oh, dear God, like, please come before me, Lord. I totally remember driving into the field like tears coming down my face of just feeling totally unready to do the job. I was like, God, Jesus, take the wheel. I need you. And by the way, guys, it totally worked out first day with him in the field, protected four families, got eight or nine demos done, like it ended up being an awesome day. But it's just this monkey on your back that you feel that first couple of times training of like, Oh my gosh, all this pressure. But just know that Dylan Bach, your regional director, your market director, like they know it's also part of you learning and you developing. And also you can still recruit even if you're actually in fact, not ready. I remember the very first person I brought here and I'm not counting him and those people that I trained. Jacob Meyer actually helped me train him. You know, Jacob was my field trainer and he did an amazing job training him. Jacob and you had me do the first few days of his training. But then Jacob took over week two and that gave me a lot of peace just knowing like, okay, even if I suck at doing this in terms of training, right? I have someone that's experienced that's going to take over and fill in any gaps so that my friend is still going to have an amazing career here. So even if I, you know, poop the bed, I just speak like it's not a reflection of the company and my buddy is still going to have an amazing career here. And by the way, it worked out really, really well. He did amazing. The other fear that sometimes people feel is and I just want to wrap up real quick on that fear of competency. So please don't ever hold someone back from such an amazing financial opportunity in an opportunity to make a different selling a product that actually matters just because you don't feel ready. Right? Like that's such an error. And it's, I don't mean this as a judgment slap, but I really just think it's a selfish, it's coming from a selfish thought. And you're just thinking about yourself and you're just thinking and focusing on your own fear. Instead of thinking about like, hey, let me just reach out to Tim Scott. Now if Tim's your regional director and say, hey, Tim, I got a stud of a friend. I would love to bring him here. I don't feel ready. Could you or one of the other guys train him and Tim's going to say 100% brother. I got you. And then now you get to work with one of your best friends and you don't even have the pressure of feeling like, oh man, I'm not ready to do it yet. In your friend's life or your brother's life gets you changed way faster financially because you weren't thinking just about you. Third fear, I think that some people faces just if you're the responsibility of leading people. And I'm sure Dylan, you feel this all the time in interviews. I find so commonly when I ask people, you know, long term, do you see yourself more in Sales here or in leadership here. I'd say one third or one half of people has stayed in that question And I'm seeing their real spending thinking about their responsibilities and chaos that has come their previous careers from being in leadership positions Yeah, and the reality here guys is We now have 34 agents that are in the field and I'm still working 40 hours a week Yes, do I technically have more responsibilities 100% But you're not gonna be thrown 34 agents right off the bat. You're gonna work with one and they're gonna work with two and Then three and then you might go back down to two and then three again and then four in the whole point is when you're in kindergarten You didn't jump up to senior math class Like I'm not an agency on real estate dillens and math class senior year or college like I'm not I'm not there yet That's okay, but I know that by the time I'm there. I'll have gotten stronger every single step of the way and you're gonna get used to it And the responsibility is it doesn't feel like a weight It feels like a joy in a privilege like I promise you from bottom of my heart It truly feels like in honor and a privilege Yeah, the Lord's given me to get to work with some amazing men and women that we get to work alongside and don't I appreciate you sharing some of the stats I just want to say this real quick That would not be possible without an amazing team an amazing provider forgot, you know I got to write as so much from my perspective and belief point and we have in my opinion some of the best people in all family heritage that we get to work with and So I just was blessed to get to work alongside them. Yeah, it's truth Well one thing I was talking for just a second Please because the one thing that you mentioned that might be going in someone in the listeners listeners year and being like wait a second He's like 40 hours a week. Yes Brandon Galvan works has probably never worked in family heritage more than a 45 hour week So that's not about right. Yeah, like on a train more. Yeah on a train more right pushing in all the chips, but That's that is possible because When Brandon is working he is 100% there all in doing the task at hand Being in very being very intentional with the time that he has in the work that he's doing within that time frame I think the reality is a lot of people unfortunately they they're thinking about work a lot of that 40 hours or they're doing something that is Administrative and not actually moving the needle a lot of that 40 hours but if you can be as intentional as a Brandon Galvan to actually plan out your days and then absolutely follow them to a T To accomplish everything that needs to get done and if something gets missed you're adding an hour somewhere else Man, it's it's crazy what you can accomplish when you actually have 40 hours of true intentional real work doing the stuff that moves the needle That's exactly what Brandon's done. Yeah, 100% and that includes not taking an hour lunch break Right, right when I'm training people it's usually the funniest thing they make they tease me about like dude How do you slam your whole lunch down in two or three minutes? It's like it's because I'm not getting paid for lunch Like we're not protecting people or eating lunch So it's I've always asked my wife or whenever I'm making myself lunch or if she's making myself lunch just something really easy and quick It's not gonna slow my body down or my mind down during the day that I can just slam really fast and Yeah, totally agree with you. It it absolutely does because 30 minutes every single day back It's an extra two and a half hours a week across the month. That's 10 hours extra across the year. It's 120 hours extra, right? Like it's it's a huge difference of slide edge So yeah, if you're a responsibility if you can really just reframe then your mind if just the joy of getting to build new relationships having impact on more people's lives That fear will melt away if your heart is focused on service. So You and I learned this from an internship a long time ago. It's hard to be nervous when your heart is focused on service Right In the last one is a fear of what other people think and I think this is a really common Thing that people think through is like me and This guy's already doing really well. He's making two three four five hundred thousand dollars a year Like I don't know if they'll do that here. I'm gonna tell you those are the exact people you want. Yeah, you know Chase McRoye who's an MD going already in our organization Probably the most financially successful person in our organization when he came here in terms of all the people interview Yeah, go figure. He also is my number one producer in sales My number one producer in recruits and he has the largest organization He'll probably do three million dollars of production if not for this year. Yeah, right like And again, that's because he had already built up success principles that helped him be successful in his past That he's just Putting into this career now, right? And so I love it when people are already really successful Those are the people you want and so when I was going through the interview process with you Dylan He'd kind of told me when you're thinking about recruiting think through a boardroom Or a roundtable like a king Arthur and Camelot Who would you want the other eleven people around that table to be and you want them to be absolute savages Like not someone that just barely making it you want them to be absolute savages that love people Love their family and want to make a huge difference in this world Makes it a lot more fun And ironically Chase was one of the very first people I had in my mind And I had no idea that he didn't work in here, but I'm so glad he is but Again, you know, I also challenge people don't I'll talk about this in a little bit But I challenge people when I'm interviewing them or when I'm talking with a friend or a buddy Man the people that I want here are already going to be in the top one and 10 percent tile of their company So if that's you great it's probably worth a conversation if it's not state or job Because this is for people that want to perform at an elite level And I'm telling you like if that's your mentality you will no longer fear what other people think the people that you're fearing In regards to what they think about the career or about you or about the opportunity You'll realize if you flip your mindset that they're the exact people you want And I'll just read you this quote this is a quote from travelers gift Don't I know you and I both really enjoy this book a lot but For as the man whose future depends on the opinions and permissions of others If you were afraid of criticism he'll die doing nothing and I remember reading that quote and thinking about other people and what they thought about me was like ma screw this I need to stop thinking about it because the reality is they're not going to be thinking about you five minutes from now Yeah, you know, so you might as well at least reach a handout and offer an opportunity that could change their life And if they really make it here it'll also change yours too Okay, so those are kind of the fears and concerns that I noticed some people go through But you know, and I'm just thinking about and comparing the sales track to the leadership track Then you know short-term I really do think that sales gives you more flexibility more time freedom because there's just less responsibility Right I remember Wanting to go on a trip with my wife and kids and then I was looking at my counter I was like oh crud you know, I need to train Cameron Cruz that week so but I wanted that Responsibilities I wanted to grow in the business. So I was like okay Well, let's put this push the trip back a few weeks and let's handle the responsibilities that are here at hand and Live those through the fullest and work our hardest on those. So yeah, you have more flexibility and freedom short-term But long-term Making the decision to build you get all of the great things about the business time Freedom impact multiply Yeah, because just thinking about impact if you really believe this product matters which I 100% do really cool story of Dylan Yesterday protected a mom for cancer her mom had just passed from cancer A year prior she faced time your 20-year-old daughter in front of me and said Alyssa you're never gonna have to deal with the bills I had to deal with with grandma Because I just put a cancer plan in place And if anything ever happens we're gonna be fine And like she was almost in tears doing this and she had met me 15 or 20 minutes prior You know, and so if you really believe that our product matters then building an organization Means that more people are gonna have the opportunity to have access to the product And you may not have the direct hand in selling the product to them and protecting that family But you will have a distant hand in all of those families protected Dylan I can't even imagine how many thousands of clients are in your total book of business from all the agents that are a part of But every one of those people's lives are impacted You actually have a small hand and even if you didn't directly protect that family And then the other aspect of impact is I think my favorite impact I've got to have here so far are the phone calls I've got to have from people calling me telling me About behind the scenes financial or financial what their life looked like prior to this career In arguments they were having with their spouse or Struggles they were going through or debt from credit cards and things like that or school or Cars that they were battling through and Two months four months six months into the career all of those concerns are already gone and fixed And every one of those calls I've gone it always comes in the first six months It's not even waiting 12 18 24 months. I've only been here for 19 months So just like that alone makes building so worth it Getting outside of my comfort zone to train which is by far the the most nerve-racking part of the whole job for the hits Just training but The other side of it's always worth it. So just remember On the other side of your comfort zone is usually the success that you want and the impact that you want to have long term So Dylan always talked about it like whatever the result is that you want usually you're gonna have to slay the The comfort zone in your head to get there But if you're willing to do it then you can have all the things that you want If you're just willing to slay the comfort zone and serve other people So you know not to mention I think it's way more fun and you talked about this having an opportunity to build a business with people that I love and care about out because we're going to go travel all over the world and that sounds so cliche and cheesy, but literally I'll talk about this in a second. But I want to do that with the people that are my friends and family, you know. And talking about freedom, because of the fact that we sold at a really high level and recruited a high level, we've had numerous opportunities travel. I was telling Dylan, I think it's around 43 or 44 days in our first 12 months that we got of paid travel. And some of them were three day, four day weekend trips. Some of them were to Colorado with you guys. But some of them were, we had two weeks of paid vacation in Cancun that we won in our first 12 months. We also won in our first 12 months in opportunity to go to Ireland, which we actually won that in our first nine months of being here. Between month three to month nine, we won the coolest freaking trip I think I've ever been on in my life. It's incredible. Yeah, oh my gosh. So we won a trip to Ireland and I was telling Dylan I calculated out what I believe the company put into us just in dollars for my wife and man and I'd go on the trip with some of the other winners on that trip. I think it was around 19, maybe 20, 21 grand. I'm just going to say 19 grand to low ball and be conservative, but per couple per couple. Right. And they put us in hotels where you just looked out your window and you're seeing lakes with mountains surrounding you. We did a hike on one of those mountains, Dylan. We didn't see a single person the entire two and a half hours we were there. I kid you not showing photos. We have literally clouds that are touching the rocks tips that where we were like standing on. That was a Europe hotel, right? Yeah, yeah. That was the Europe. It was amazing. In Ireland. Yeah, it was so amazing. Yeah. So nothing but sheep did a lot of, you know, talking the sheep and they've talked to me too. And then we, they put us in a castle and that was 3,300 euros a night for that castle that we were in and talk about just dream building and perspective on how we traveled compare that. It's a night and day. And so long term, I think that freedom really does come and you're building a buyback time quickly. Comes from recruiting and building at a high level and selling still at a high level because you're going to multiply your renewal income. So if you retire, let's say 10 years from now from the career, I personally believe your renewal income will be 20 or 30X if not higher from building that it will be from just your own personal production because it's just time compounding. It's simple math. Yeah. Right. And then income, I mean, I mentioned this earlier, but, you know, just like the income alone of growth, just month, seven month, eight was $122,000. Just seven month, seven and eight years, 60 days, $122,000. And again, yeah, 80 grand of that came from sales, but that's $42,000 that also came from recruiting bonuses and building and organization. And thank God we did both because now also when we go travel, because we'll go take Dylan and Courage just when I got hired after your first nine days, go take one week off a year or one week off a quarter to recharge and invest and build your family because you're not just building a business here like you also want to build an entire life and a healthy life. And part of that is building a family, right? And building that relationship with your wife and with your kids. And so it's fun knowing that I can go travel and there will still be production happening. And I'm not pulling money from savings or investments to go do that and make that happen. So that's kind of the how and the why of doing that. Now let's just talk through recruiting and we'll talk through this just a little bit, but Dylan told me the best tip and I've told this to every person that will listen. I asked him when I was dragging my feet on getting started and how did you do so well, so quick and he's like, me and the best recruiting tool that you'll ever have is your first 90 days and your first 12 months. That just light everything up your first 90 days. Go all out during those 40 hours that you're investing into sales and see what you can produce and then do the same thing for the next 12 months and watch what will happen in terms of friends and family reaching out to you about the opportunity. Well, three weeks in or seven weeks in we'd already made like 42 to $45,000 in my first seven weeks. And I bought a cash Tesla and that was great. And then three weeks later we put turf in our backyard and there's like $23,000. And so the people that are close were already noticing changes that were happening very quickly and they were asking, okay, what's happening? What are you doing? And I wasn't even precipitating this or bringing up these conversations. It was coming to me because there's a lot of following your advice still and I'm just selling a high level. And so that was how I got my first four recruits just doing exactly what you told me to do. And then asking, hey, turn and look for a new job. Whatever you're doing seems to be working pretty well. Can you tell me a little bit more about it? And then it was just posturing them. And this is a little bit of the how to. But I'll just give you an example. I'm talking with cameras like look me in what we do is challenging. And you got to know this isn't for everybody. I think this is for the type of people that absolutely want to make a difference in other people's lives. Want to build a legacy financially for their family. Get out of free to do something hard and slay their comforts on every day to accomplish it. It's only cares ultimately more about the result than the process of how to get that result. Because being an insurance agent Dylan, it's not like the most glamorous thing. But we make a whole freaking lot more than the majority of people do. Right. You could be a doctor or a lawyer and we're still out earning them. Right. And I'm not trying to be inappropriate about money or anything like that. It is a reality. Yeah. If you and I said that we were lawyers, that sounds more glamorous than saying that we work in insurance. But the result of one is significantly better than the result of the other in my humble. But personally, I think accurate opinion. So just telling camera like look me in this challenging. But I think that if you're willing to do something hard, it could be really worthwhile. But hey, watch this crew overview video. Let's talk and debrief it afterwards. If it makes sense, I might be able to introduce you to Dylan. So he watched the crew overview video that you built. Thank you for building that so we didn't have to debrief to phone call with him and just literally asked like tell me some of your thoughts. How do you feel like that lines up with your goals? Do you have any questions, basic questions and tackled those and said, okay, well, really the next step is introducing our agency on our Dylan Buck. And I just want you to know once I introduce you, I have no hand in interviewing process. The best I can do for you is make an introduction. You just make the best decision for you and your family because I promise you Dylan's to make the best decision for his organization. Okay. So I can't promise you an offer like that you're going to get an offer, but I can promise you at least the introduction. The rest is totally on you. So I'd recommend show up five minutes early, being a suit and be ready to go. Okay. Because it's just posturing them to be ready and take Dylan's time seriously. I remember the first time getting to have lunch with you here at your house. One person was one minute late and you closed the computer and we just had lunch like sorry. Too bad early. So just assessing that. One thing I will say real quick is the man, one of the, it's such a refreshing thing to run an interview to for the person that I'm interviewing to be led by somebody who's doing the deal the right way. Right. When you set an example that's worth following, ultimately people are going to follow and Brandon did that and has done that better than most that have ever entered the company. So I and along with everybody else in this company appreciates the example that you're setting and then you have set. Well, I really, really appreciate that a lot. And those are very, very kind words. And you know guys like to Dylan's point, it's just building a habit. And so I truth, I know I've told you this Dylan. I didn't know if I could trust you the first month, right? It was really my first week in the field that I was like, okay, these guys are for real because you told me that you were going to be there and support me. But I've had other companies tell me the exact same thing. And that was not true in the slightest. Yeah. I remember that. I remember shooting a message in my support chat asking for help. And I got like three responses from you, Amber Lee and Jacob Meyer within probably an hour or two like that. You know, and I was like, okay. And so after the first week of seeing how well the systems were really starting to trust you guys every single day just driving home. I had a 45 minute drive home. I just made a decision I was going to call three people every single day, right? And so that led to Q2 having a lot of people, eight people that all came from my personal network from recruiting. And it was from just a simple habit. You know, and the other element of recruiting is recognizing that people want to know who and why they should be here. And so the who part really matters because when I'm talking with people about the opportunity, I'm usually talking through my own story of already having an offer to do sales consulting, calling Amber Lee Kessler because she had worked at the same company prior. And she asked her, you know, how are you doing? Just normal nice days. We hadn't talked in eight years. And she was like, oh, my husband and I are in Europe. And I was like, oh, that's awesome. You know, like how long you guys, therefore, thinking my mind two or three weeks, six months. And I was like, shut the front door. What the fudge nuggets do you do for work that you can be in Europe for six months? And she's like, yeah, well, I've been working in family heritage for four years and we've, you know, we have some renewals. And you know, I'm working a couple of hours just doing some interviews, but we decided we want to take six months before having kids to really invest in our marriage and make some memories that we're never going to forget. And I was like, okay, well, sign me up for at least an interview. I don't know if that's possible, but how do I interview for your company? You know, I want to be a part of this. And just sharing that story with people, it has the same jaw dropping effect because it's sharing a why that almost everyone wants, but most people will never be able to accomplish in their career until they're retired. Right? And so just some really simple steps in recruiting. Well, I can wrap up with this unless there's other things you want to talk through. But whenever I'm reaching out, someone's just catching up building rapport for a first minute. A second minute, I just get right down to it. I just say, well, the reason I'm calling Dylan is because I've had this opportunity or have had opportunity working with a really successful business center named Dylan Bach. He was expanding his B2B sales company and I was wondering if you're open for new opportunities or new career opportunities. Okay? That's step two. Step three is just listening. It's a need assessment no different than our sales conversation. And their response might be, yeah, I've been thinking about new opportunities. Actually, what kind of work is it? You just answer their question. Yeah, we do supplemental insurance sales. We do B2B insurance sales. And then asking simple questions that Dylan's taught us. What makes you say that? By the way, it's straight from our sales conversation. You know, what makes say that you're looking for different career opportunities right now? What are you really enjoying from your job and what's one or two things that has you really open? And that's again from an audio called Class by Amberly Kestler. I'm just really good at copying and pasting. And then step four is just sharing your story and edifying. It's this where I'm edifying both Amberly and Dylan. Amberly for travel and freedom and time control. And Dylan from the perspective of financial success and character. It's really important that every single time I'm edifying Dylan and if I'm edifying financial success, I'm equally or more edifying character because there's a lot of people that make a lot of money doing different things. It doesn't mean I want my wife and children around them, right? It doesn't mean I want to learn from them either. Step five, send the career overview video, debrief the video. I already talked to that. It's really, really simple. And once you've done that, it's just posturing and setting them up to have that introduction with Dylan. So any other things you want to talk to Dylan regarding recruiting? Yeah. Might as well. I mean, the reality is for anybody that's listening. And achieved the regional director position and role as fast as it's ever been done in the history of family heritage. So if you wouldn't mind talking a little bit about what that looked like, it probably wasn't all sunshine and rainbows even though it's what might some might assume. Maybe some of the hardships may be some of the frustrations, maybe some of the breaking points. Obviously, you shared some of what it looked like from a results in an efforts standpoint in terms of some of the activities you were doing on a daily basis to make sure that you had people that were coming in that were, you know, being had an opportunity to look at the example that you would set and then grab on to it. But what were some of the things that went into actually, you know, attaining our D as fast as you did? Oh, my gosh. This is a great question. So I'm a numbers guy. Dylan teases me about this. So it's amazing. It's incredible. So week one, once I got through week one and I was like, okay, these people followed through and what they said they would do. This is going to be a great career path for me. I just already enjoyed connecting with the people. Don't get me wrong. I was basically in tears every day on the way to the field just slaying my comfort zone. I did not want to go talk to people. I'm more naturally introverted and would rather be at home watching a movie than selling and getting outside my comfort zone. But once I made that decision, I sat down and I looked at the career path. And I realized very quickly that field director and MD are just checkpoints on the way to RD. So I really view the career as only two things or really three things. It's sales professional or going regional. That's just my perspective and opinion. You don't have to share it. And then obviously the third option is being an agency owner like you are if you want to be. But really we're just focusing on short terms. It's sales professional or regional director because regional director has the most payout. I'm going to be here. So I might as well make the most of my time here and make the most amount of money for my family. So what is already takes 100 cements, quarter million a nap per quarter and three director creates a quarter. So four is in a row. Yeah. Two quarters in a row. Thank you. The reality is that I thought that a quarter million a nap is a joke and I also think that three director recruits is a joke if you just have a habit for recruiting. And again, like I'm not trying to poke buttons to anyone. But truly if you have a recruiting habit, there is no reason ever that you should miss three recruits if you're building. I'm not talking about being an RD. I think RD's standards should be way higher because it's not just about maintaining it's about growing. I'm just saying if you're going RD, if you just have a simple habit in place, you're working every day or every week. The three director recruits are going to come as a result of the habit. So to me, the only question was the cements. So first week of Q2, I knew that I already had four agents with me and I already knew that I had five people studying or getting ready to go into sales academy. And so just calculating out how many cements do I need every single week to get to 100. And when you calculate that out, I realized I had a deficit of XML and I had a backfill that with recruit. So it was just a math problem. It was a math equation. And you know, if you don't have a math nerdy brain like mine, sit down with your field director, you're already and calculated out with them what it would take for you. But the thing is don't calculate it out if you don't actually want to go do it. I calculated out because I knew that it was going to come down to like 98 to 102 cements. And my intentionality was going to make the whole difference of me hitting it in Q2 or having a way to hold another stinking quarter because I missed it by two bloody freaking cements. And what do you know? I hit 100 cements on the dot. Yeah, that's right. Because thank God I had been figuring out how many people do I need to have with me. And so yeah, I mean, it looked like, okay, I have eight agents in the field. I need to make sure everyone is submitting every single week. So if I need to go drive up to Oklahoma to go help someone protect a family so they get to submit done. Yeah. If I need to go down to Houston and go get with someone done, if Amber Lee or Dylan offer me an opportunity to train another person, even if it's inconvenient or far away done, because it's going to help me get towards my goal of hitting Rd as quickly as possible. And so Rd you challenged me. You told me Rd is like, optimally, you're selling 100 grand a quarter done because Dylan told me to. Right? Because I'm not Dylan has the results that I want. So I'm not going to question that. It's just thinking through, okay, how do I do it now Dylan? And you challenged me like, man, if you're going to be training, minimum is that you also green out in a week that you're training and push for an equal every week that you're training to set that standard in that example. So a couple of things selling at a really high level to set the example Dylan, just like you did. And I think that we did that. Absolutely. Second recruited a high level because you have to understand that not everyone's going to make it. And you ask like, what was the hardest thing? That was the hardest thing. It was not recruiting. It was the fact that not everyone was going to make it. And not even that not everyone was going to make it, but not everybody is who they say they are in the interview process. 100%. And so I just realized that one out of four professional hires made it. Now I think it's about one out of three because I've just gotten better at training and interviewing. But you just have to recognize I had to recognize myself that I started struggling with wanting to give everyone 100%. And then my numbers went backwards to one out of five made it. And I realized it wasn't a them problem. It was a me problem. And so now I just give everyone 100%. I assume everyone's going to be the next Amber Lee Kessler, Dylan Buck, and they're going to be an hour organization. And I'm going to give them 100%. And as a result, we went from like one out of five to one out of four to one out of three because I'm doing everything in my power, even if it's short term hurting me to help them win. Because the long term I know that the more people I serve and help them hit their goals, the faster I'm going to hit my own goals. Truth. So I think that's really it. It's just figuring out the math equation for people. And if you want to hit MD, you have to recognize Mb's just three or four agents. So like if that's hard, then get with your trainer, your coach, and figure out how to get better at recruiting. And also just get outside of your comfort zone, start doing it because most of the people that tell me they think recruiting is difficult or challenging. When I asked them how many phone calls have you made to make recruiting calls, it's like less than five. So remember I was making three a day my entire first quarter. And that's why we had so many recruits, Q2 because I was making three calls every quarter. That's not a lot. I mean, Dylan, we're talking, most people wouldn't answer all the time. So it was like three to five minutes a day. And then the people would text me back later that evening and I'd set up an appointment to call them after work on my way home because I was wanting to be productive. I don't want 45 minutes of dead time driving, which goes right back to how intentional Brandon is with his time. Right. If he's in the field, he is in the field 100% either talking to a prospect or directly on his way to talking to a prospect. And even when he's driving back, he's on the phone calling somebody to potentially provide an opportunity to impact their lives in the same way that this opportunity is impacted is, which is a total mind of a professional. As you guys have observed, listened over the last 30 minutes or so, that is the mindset of a winner. Like it's clear, very clear. If you've been listening, why Brandon has accomplished what he's accomplished and not only that, but multiplied that helped other people accomplish the things that they want to accomplish time and time and time again because he sets the example and because the examples there, he's got influence with people, both from a sense, people know that he cares. People know that he's really good at the job. He's very, very competent. And therefore, they're willing to reach out to him and seek guidance to help them get to where he's at. And it's, I can't, you know, I can't say enough about the example that you have set consistently that I know you'll continue to set it. You know, it's just, it's just how you operate. And those are the kind of people that I love to partner with, right? People that make me better, people that make everybody in the organization better. So again, thank you for the example that you set, Brennan. Brennan, as we bring this to a close, any last things that you want to make sure to get out to the people that are listening, people, things of value, things that you just want to make sure are set. Yeah, two things. One, Dylan, I remember reading a couple of things that you wrote. And one of the things that really struck me was you said, too many people are working towards a place of worth instead of just realizing that they're already worth enough and working from that place. And that goes hand in hand with the other thought, which is, I think that the majority people that make MD and RD a big deal, it becomes a big deal to them. Yeah. But MD is just working with three or four people and helping them win. RD's, you know, RD qual was basically starting with eight people and I ended with about 19 people. So it's working with the team of 10. And if you just break it down really simply like me and over the course of the next three to 12 months, six to 12 months, can you do that? And I'll just share a story from Jacob Kirstenberg. He decided he was going to go RD nine months later. He was in qualification. He was qualified RD. So in one quarter, he did the work to make that happen because he believed he could. And so if you don't believe you can get with your RD and figure out what it is they do. And you'll realize that it's really simple. It's selling, it's training and it's recruiting and helping other people. And that's it. And it's only a big deal if you make it. So magic of thinking big, if you're believing in move mountains, you can. If you don't believe you can, then you can't. Hey, man, you're the man Brandon. Thanks for taking the time. I appreciate your brother. Likewise. This has been an elevated podcast production. Thank you so much for tuning in. Be sure to check out our Instagram page at elevated financial. Like, share and let us know what you want to hear more of.