How He Went From $0-$128k/mo Using One Simple Sales Script

- I instantly got a divorce rummer. I had to sell one of my favorite toys, which was my motorcycle. It was tuned out later by CBR-1000WR. Sold that to get a car, and then as soon as I bought the car the next day, put everything I could into my car. - Jason Jensen built a six figure career in investment banking. Then a divorce shattered his world and left him driving Uber with $7 in his account. Five months into selling life insurance, Jason's putting up $50,000 months. - High close rate baby. - This month I sold 128. - In this episode, Jason breaks how he rewrote the sales script to three times his close rate, and the frame control tactics he uses to explode his sales. - No exaggeration I have yet to have one person say, "But it does not make sense." - Let's pray it in real quick. - All right. - Hi, Heavenly Father God, I wanna just say thank you for another amazing day. Thank you for all the brothers and community that you surround us with. Thank you for the ability that we have to hop on a podcast and share our testimonies and the wisdom that you've instilled in us. So God, I pray for the hearts of men and women that their hearts will be opened up to receive this wisdom. God, I pray for a jace that you will just speak through him. And God, we lift you up today above everything our business, our family, and our future. So God, we love you. We praise you and say this in your name. Amen. - I remember there. - Let's go dude. - Oh, welcome to the all-star catatoma. - Let's go. - God, yeah. - All right, let's rip some fun facts. So, how old are you? - 27. - What's your biggest month in insurance? - 50K, it's about to be nasty in May though. - What are you thinking in May? - We're already at 87K as far as issues or effective. - Right, in the side of May yet. - Are you kidding me? - No. - Mm-hmm. - Damn. - Do you ever do any Bible or leads? - Yeah, yeah, what did you bump the leads up to? - So starting, 'cause it's the end of April now. So beginning of April, started at 17. And then the next week, 2K, 2,500. And then now I just dropped so much on like fresh truckers. - Yeah, I'm at 4K. - Oh, you're ready. - And then I'm about 90 fresh truckers right now. Yeah, it's gonna be great. - Yeah, they're just trickling in. - Yeah, this month, I've sold 128K. - That is insane, dude. - All right, so you're obviously smacking it. Now, how long have you been here? - Five months now since the beginning of December and in November. - Yeah. - Five months in. - You think it'd take you to make your first 10,000? - Three weeks. - Baller. - First 10K, or that's 10K, yeah. So we actually wrote 20K the first month off of free leads. So I don't even remember, dude. Like pretty quick, yeah. - Yeah, yeah. - Okay. - And then fun fact, what did you get on your SAT? - I don't remember. All right, I really don't. - That was your like me, dude. Yeah, I have no idea. - I think it did decent. - Yeah, yeah. - It's a test. - Yeah, I didn't study. I think anybody that actually knows that statistic probably doesn't end up making a lot of money. - I agree, yeah. - Yeah, I think I'm pretty sure both of us brought into the best of SAT. - No, we're out here. - No. Well, guys, in this podcast, we're gonna go through Jason's story, which is one of the most phenomenal stories. And then we're gonna go through and teach you guys exactly what Jason does on how he writes 50,000 of issue paid business every single month. And he's on his way to $85,000, $100,000 a month. So stay tuned for that. And let's get into it. - Let's go. - So take me back to, take me back to before insurance. What were you doing? What did life look like for Jason? Was it always kind of like this or rose your glasses? - Absolutely. It was the opposite. - Yeah, there were some super low points. - Yeah. - And you've heard it before. - I mean, yeah, so before this, man, I was doing investment banking. It worked really hard to get into it. Normally to get into investment banking, it's a prestigious job. You have to go to a nice college like Ivy League, you know, network, trying school, all that stuff. I did not try in high school. I just, I never studied and still got days. - Yeah. - Just 'cause I studied the night before. - Good test acre. - Yeah, yeah. - Just like I said the night before. I mean, everybody that takes a test don't remember it the next day. Just anyone out, you know, some memorization. And then I'm going into college. I did not go to a well known college with Sam Houston, you know, in between college station where A&M is and Houston Texas, if you know where that is. That's where my dad went. And invested in banking to get into that. Like I said, Ivy League, I just called emails after I graduated. - But you called email? - Called email got one lucky firm in Seattle. - You used like-- - Called emailed firms? - Oh, dude, yeah. All across the country. - Let me ask you a question. Why did you do that? Like did you learn that from somebody or were you just like, I need this job? - I needed the job. I wanted the job because it was high paying. Yeah, I was like, I don't have another choice because if you apply me applying with no Ivy League resume and like no four internships that's required every year, like these guys do, I'm not going to stand down on the resume when there's like a thousand other applicants trying to get into it as an analyst, right? So I was like, why not just email everybody. One replied, they're like, no one's email this. We'll give you a shot. It is Zoom call, two rounds, and then I flew down there moving bonus, it was second. - That is insane. - Yeah, indeed. All right, actually I want to sit here for a second. So what was it about investment banking that excited you were enticed you? - The money. - How much were you making? - What were you making coming in? And then what could you make in your tenure? - Right, yeah. So especially when you pull off what I did at a smaller firm, the one that's not as big and one that's more local or not owner-operated, but small business owner, the more control less corporate. You don't keep paid as much at first, but in all sectors of the size of the investment banks, you get paid a ton. The second year, third year, you get bonuses on top of your salary. So I started off really low, 60K a year, not to mention I'm supporting the wife of the time who has no job because we just moved there. So it was tough, right? It got all the way up to, you know, definitely six digits, right? - Wow. - Yeah, so it was good. Yeah, I, one thing that investment making is super infamous is you're working 80 hour weeks. You're like a doctor on calls. There's like managing directors that make 500 to a million with not including bonuses, right? What you're like insane. And they'll call you at midnight. And if you don't answer your fire, basically, and if you do answer, you gotta do exactly what they want. Whether it's 2am, 3am, because your clients, our clients were international, Beijing, guys that have met like crazy money, right? And you're basically making slideshows, like PowerPoints on steroids for these presentations on businesses, 'cause investment making is simple. It's murders and acquisitions. And what is that? It's either you have two big companies that want to help merging. And the investment making is like that third party that helps the deal happen. Or you're gonna do acquisitions, which a big company comes to us, or facilitating them buying another company to stretch out their operations. - Wow, that's cool. - Yeah, that's pretty cool. You know the game, it's like these little blobs. And then if you eat a smaller blob, it keeps getting bigger. - Yeah, it's bigger. That's like, that's what I was thinking about. - Yeah, absolutely. - You're right. - All right, so that life that you had, did you like it? Did you love it? What happened? How did you wind up with your eyes set on insurance? - Yeah, and now it wasn't very fulfilling. Pretty plain and boring, vanilla. And I went into it just for the money. Like most people that go into a job just for money don't really enjoy it. I feel like, am I at least in my experience, right? 'Cause you're doing it every day. The whole plan is you retire at least 40 years from now, when you're young. It's a lot of work. So you wanna enjoy what you have. I did not enjoy it. And then not to mention, before when everything changed, I got into this industry. Why for the time we were together for nine years high school sweethearts, and you know, married for two. So we got married two years before this happened. And I was stabbed in the back. So do the math of what happened. - Yeah. - You know, instantly got a divorce from her. It was tuned out, leader by, I CBR 1000 double R. Sold that to get a car. And then as soon as I bought the car the next day, put everything I could into my car. So just trash bags of clothes and like my PC and laptop, all the necessities that I needed, that I left all my expensive stuff back with her. Don't know what you did with it, probably sold it. And drove 34 hours back to her. I grew up in Houston from Washington state, right? - Yeah. - And my world was like completely shattered. - When you were driving back home, you always going through your head. - Oh man. 'Cause I think always before like a season of success, there's always the darkest season. - Absolutely, you're completely right. Yeah. - That's the darkest point in my life. - Yeah. - What were you thinking on that car ride, dude? - There's funny walls were coming in, or did you feel a hope? - It's funny. It's funny. I didn't think of anything, 'cause to be completely transparent, dude, I was just literally baked the whole way there. - That's just funny. - I was just ripping it, 'cause it's legal in Washington. And I was just jamming the music. - What I was thinking about it, when it happened, the day had happened and the few days after, I couldn't sleep, dude. I've never had that experience in my life. My mind was racing. I was just imagining like what she had done. But on the car, I had, you know, home, oh man, I was just enjoying it. - I didn't think about anything but the car. - Just driving. - They're enjoying the scenery. - There is something about driving. There's something about an open road. - Oh yeah. - You were going through state lines. - Oh, it was awesome. - It's a scenery. like I remember. 'Cause I would drive 12 hours a day to get there. You know, I left on a Sunday at noon, and then I got home on Tuesday night at 7. 34-hour drive. So I stayed at two motels each night, drove 12 hours each day, and through that country, from the Pacific Northwest going to Houston Tech. I mean, you're going diagonal through the whole country. There were cool scenic views where it was like night time. There's a bunch of snow all over the road, all over the sides of the road, but they have these machines that, like, it's completely dry on the road. And the speed limits were 85 miles per hour. Oh, that's jamming. Jamming it like nickel back, and, you know, drake and all that. And I'm just having a great time on cruise control. So, yeah, I didn't actually think about anything on the car ride, 'cause if I did, I knew I wouldn't get home fast, you know? So, yeah. All right, and then you get to Houston. Yeah, and, yeah. So luckily, you know, my parents are successful. You know, they started off, we've started off broke when I was a baby. Yeah, what was your upbringing like, like what's been your relationship with money? Yeah. What did you learn from your parents? Yeah, I have awesome parents, you know? Like, I'm so blessed to have parents like, we have a great family. But they both are self-made. So they have their own companies now that they work together with. But especially, you know, when I was younger, like, they always taught me that money is a tool. You don't need to waste it like others, right? 'Cause like, in most cases, especially middle class, it's not an income issue for people, it's a spending issue. Yeah. People don't budget. And you'll always hear it all the time. People are making 250 grand a year, three-entering grand a year, but they're still living paycheck to paycheck 'cause they're trying to spend more money on things. They don't really need you. Like, I mean, the way to get wealthy is literally to save your money and not spend it. Whether you're not making a lot or you're making a lot. You know, there's tons of success towards it, guys. Making 50K, you're that have 500K at the bank. 'Cause that's safe, right? So I always taught that at an early age. What do your parents do for work when you're grown up? So my mom was a pharmacist, pharmacist rep, and then my dad, his story's even crazier. He's the best salesman I know. So he-- Better than you. We'll see about that, but the whole point-- Our positive, your list. And then we need you to come down to Austin Tech, this man. Yeah, yeah, yeah. Whole point is to do better than him. That's what he wants, right? So he's awesome. He's insane at his job. But he was doing pages when that was a thing. 'Cause no one had smartphones, no one had cell phones, right? That wasn't a thing back then. Everybody had a pager. And for anybody that doesn't know what a pager is, if you're watching this or younger, it's a little device. I would have Wiley's pager. And if I wanted Wiley to call me, it would beat for him. He would know it's me, but that's all he heard. He's a beat. He had to go to a telephone, like a public telephone on the street and call me. That's how-- And that was a big thing back then. 'Cause all you had was a landline in that. So he sold those for a while. Just, it's like some of the brand new iPhone. That is so sick. Yeah. And then he got an offer at-- I think it was off his depot, like the corporate side, selling a bunch of office supplies. And then his buddy that he grew up with, his college buddy, called him up. And it was like, hey, you know, I got this guy that's like, closing down his logistics company. He's retiring. He's selling it. My dad's like, I don't know anything about logistics, but my dad worked on so many laborious things with his father, my grandpa, 'cause he was a carpenter. He was like, I can do this. We could build boxes. No, you're not. And now he's got two companies. A logistics company. And he's got a trucking company. Nice. Yeah, sick. Yeah. Yeah, so it was all-- I mean, they just-- they really taught me-- everybody works hard for their money. Like, why waste it? Why risk it on stupid, materialistic stuff when it's not worth it, you know? He was a good role model of hard work, entrepreneurship. Absolutely. That's sick. Yeah. I love that. And so when you came back to Houston, you were living with them. You know? And no, luckily they had a lake house. Also, yeah, originally the plan was, because they wanted me to come back home after they found out what happened, obviously. And so, you know, I had obviously quit my best big job. I had nothing lined up when I came back. I just did not want to be in that state ever again, because it would remind me of my prior life, right? Originally, they were like, yeah, just come live with us at our house. It was just my little brother living there with them. Nice. And then as soon as I was all my way there, my dad was like, just go to the lake house. Like, no one's there. Like, you need privacy. You're an adult. I'm like, OK, I appreciate it. So it's a lake house. That's where I ended up when I first got back. Yeah. Sweet. Yeah. Yeah. All right. So now you're back in Houston and walk me through how did you start finding insurance? Well, your story. So, you remember when I said I had no job like that. Yeah. My little brother had a buddy of his that was in life insurance. So I'm sure you know, it's a three abbreviation word, three letter big, big captive company. That no one's great company sarcasm. But it was the only thing I had lined up. I was like, oh, I can get this job right now. OK, sick. Like the video looked great. You know, the video was great. Oh, yeah, do very good. I'm marking it. Yeah. So yeah, that's all I got into it. And you know, it went from there. So I've been at two different-- OK, so let's start there. So yeah. All right. What did it look like when you started with your first captive company? Yeah. What was your first month like? What was your impression of it? Did you like insurance? Did you hate it? Oh, I loved it. Yeah, I ripped from the beginning. First sales job broke the promotion record in two weeks at the org. You beast. It was awesome. Yeah, I was like, this is so much fun. It was sick. And those were my, you know, which I love about what we do now. You can do it on vacation. Yeah. Anyway, you don't have to move here. If you don't want to, you have to be at home thinker at kids, right? Yeah. When it did really well was not there long, because I got an offer afterwards at a brokerage, right? A new one. And you know the guy. And going there, you know, let's say we're two months in from the captive going into the new brokerage. It was new. It was a new IMO. And there's no experience there, right? The owner had prior experience of the same place I came from. And brokerage space is different than captive space, right? You know, for anybody that doesn't know, like brokerage space is multiple life insurance companies are contractable. So you can get the client the best deal and the best type of coverage versus the captive that you're just selling, you know, one product. For example, like state farm, you know, they just sell one product. It's a fixed price. We help the clients get the best rate, right? Going into that new brokerage, like there was no training set up. It was new. I was offered high comp, but I've never done brokerage. It's totally different. So it did not go well at all. Like I thought I was like, am I actually terrible at this job? Like I had no support. And after two months of being there. So now we're four months into insurance. I had to stop working there because I needed to make money because one thing I've pried myself on is like not asking people for money. And you know, thankfully when I really needed the money, my parents let me borrow it. You know, cab you out by the way. I paid them all the money back. Obviously, you know, but yeah, I didn't want to have to, you know, work at a job, but at a brokerage that I wasn't making money in. So I started ubring for months. For four months, right? Four months after that, I saw the ad. You know what I'm talking about. Starts in there. A lady. Yeah, yeah. She's a killer. Real quick, there's a couple things because I was just in a recruitment battle, quote unquote. I heard. Yeah, it's funny how that works. And the guys, we were recruiting like eight guys and everybody was offering like really, really high comps. But I was offering a very fair comp, but I told them I said here, this is what you're going to get from us. You're going to get real hands on coaching, right? People that do $50,000 a month, people that do $75, 100,000 a month, every trainer that we get up is actively putting up big numbers. Yeah. Yes, you can get a 130, but who is actually going to show you the ropes to do 50,000? Like you saw it firsthand. You had a high comp. Yeah. No training, no make a choice. What does that look like? It's, it wasn't terrible. Yeah. And then on top of that, I was like, all right, what is your guys's lead strategy? I'm like, oh, we'll figure it out. I'm like, look, dude, if you don't have relationships with the lead vendors, if you don't have something in house, if you don't have, honestly, like we have so many connections, so many choices. Yeah. We have so many things out of hitting. You have another plenty of other places to go to. Yeah. But we've vetted everyone. We've been in it for six years. And if you don't have lead flow, you don't have enough cash flow. And it's really simple stuff. And it was interesting. And also on top of that, the last thing that was cool was these guys, the guy we were recruiting against, he didn't want to work the way that our leaders were willing to work. You know, he wants to go for an exit within two, three, four years, which, you know, that's not bad by any capacity. I don't want to work for somebody where he plans on selling his business because that doesn't, he, she's showing me he's not pot committed. Exactly. I want a guy with all the chips on in the middle. That's like, dude, I got to play this hand and I'm playing it till, till the death. Yeah. It's funny. We're, which specific IMO they came from too. Yeah. Yeah. It is. Um, but dude, yeah, I just wanted to touch on that because guys, people will recruit you and talk about calm, talk about this. You get up 130 comp and be around horrible leadership in no systems and nothing and you can make nada. What's the point of having high commission if you don't know how to make money? Yeah. I was like, I have guys that are just starting 95% comps and they're moving up the rankings and they guarantee, make three times the amount that you do. Yeah. Just because of the systems and they're earning their stripes just like everybody else. And the amount of policy sold, you know? Yeah. It's crazy. And it's crazy. And I want to get to the post of a Latia. So you're driving around an Uber for the next four months. Terrible. Just thinking to yourself, what the hell was next? Yeah. And I'm crushed you because I loved insurance. Yeah, that's the worst. Yeah, I was like, man, it's false promises, right? Yeah, defeated expectations. And then when did you see a Latia? Like what video was it? It was the one, it's one of her older ones. Now that I know where she's like having, it's like a random, you know, follow me on a random Tuesday. Yeah, she'd drop like 10K. And I'm like, that video pop, dude. Oh, it popped. Yeah, I was, I don't even know how it came up. Like, because obviously it wasn't an interest at the time. Thank God for the algorithm. Yeah, bless up. But man, Zuckerberg, man, amen. It's good. No, we don't. Absolutely. It's worse than I. All right. So, but yeah, I know I saw that video and like, what, what, come on, my eye is you can know, especially for how we are, like we're really good salesmen, right? And to be a good salesman, you have to read people really well. And you can read somebody through the camera. And I'm sure you've seen those ads before where it's like, oh, these people are not writing that much money. Right? And you can only prove so much to it on an ad where you've never met the person. But you could really tell on her ad, like, oh, she's actually killing it. She's got her own office. There's an in-person office. Yeah. I'm like, this is sick. She's riding on a board with other people that are running on boards. I'm like, that's a lot of money. You can hear her talking to the client. She's showing app pictures. I'm like, holy crap. Like she knows how to sell and she's doing a, she's an, at an IMO. Yeah. A broker. I'm like, all right. Like, why not? So, so let's stack out. Because I think it's important for everyone that's like recruiting, posting. Yeah. I'm building a business. The things that stuck out to was she was authentic. So authentic. Yeah. I love that you said she was riding up on the board because I know in that video when she's riding on the board, there's someone in the background and be like, dangly. They're having it. It's exactly right. Yeah. And I remember that because then it's like, hey, this is real life. Yeah. Like, you can imagine and picture yourself in that scene. Others are successful doing it. Yeah. Exactly. It's not just her, right? Yeah. Which is huge. And so guys, just like think through the small little things that attracted Jason to this opportunity and then, you know, be as authentic as you can inside of your posting. So other people winning, show the office space that you guys are in. Yeah. Or if you're at home to show your freedom that you have, that's the type of stuff that truly attracts people. The culture and the training. Like, because we're separated from everybody. We're a totally different animal. Yeah. What's for people who don't get it? They don't get it because they never experienced it. There's a major reason why we have so many dogs, dogs, and insane women's excels, excels crazy amounts. Dude, it is crazy. And so now let's fast forward to your first month here, here with the LA. It was awesome. Yeah. But really, when I see awesome as far as how the process when it was awesome, but at this point in time, I'm still ubring, right? And I try to not ask my parents for money. They're already letting me live rent free at the time at the lake house, right? You know, at this time, I'm freaking 20, 26 years old at this point. No, I just turned 27 at this point. So I'm like, I'm a grown man. I can't be asked for money. That's why I was ubring. And for anybody who's not like, uber, you can get by with an uber, but it's not a fun time. And it's not very much money. You know, you're living paycheck to paycheck where I was at. So I was still ubring when I started, but the first day was a Monday. And then, you know, goodness, we have the gold mine, right? So, what is the gold mine for people that don't know? Right. So it's leads that, you know, wildly, like all the all-star guys pitch into that they've bought that are still callable leads that are, you know, newly fresh, you know, leads are age leads that so many guys pop off on, you know, when they first start. It's not everybody has money to invest in leads because if for anybody is now, you know, you have to invest in leads, you know, after a few weeks of starting at any brokerage, right? Because it's just an ATM. It's a business that you're investing in your own business. You know, people wouldn't buy leads every week if there was no reason to. We didn't have to. And that's what I'm happy you do that because not everybody has money when they start this. They're coming out of college or they are at a job and not making enough money at. So you'd be able to have that start. $10. Yeah. And I'll tell you what, I had seven bucks my check in count the first day on Monday. I'll paycheck to pay seven big one. Seven big dollars. Yes. Seven's a good number to. Oh, it is. The lucky number seven. I think the rock is the same one. Seven bucks or something for his production. Yeah. I remember looking at that morning, I'm like, man, I got it Uber. But it was the first day. So 80 a.m. Or 90 a.m. Sharp, you know, really talked to you later for the first time. She gave me the vet script. We were on veterans. It's a time. And I had the whole, I just literally called, just called every lead just going down the list. Each day, I started different spots and sold five balls. She's my first week. Moximer's week. The craziest part is I went from, you know, 9 a.m. to 8 p.m. the first day. And then it was 8 a.m. for the rest of the week all the way to 10 p.m. 10 30 after taking a break. I went and Uber and Houston until five to five thirty every day. Oh, my. Because I had to pay bills. I had to pay bills. I was on like what? Getting home at five thirty going to sleep like five forty five six in the morning, waking up at like, you know, three hours later. It was a tough week. That is insane. Yeah, but I still did it. So you go from 8 a.m. And you rip the phones till 10 p.m. 10 p.m. My 30 10 p.m. And then instantly take an energy drink and then go rip Uber and lay night. Uber energy drink kept up. Sometimes too. You weren't leaning on the wheel. It was there. It wasn't. It wasn't. I was always your two and R. R. It was two and I it was five stars. It was crazy first week. I mean, look, like I can operate on six hours, but you give me below six. Oh, yeah, I'm hurt. It was rough, especially days in a row. It was rough. If I can do it, anybody can do it. 100%. Three hours of sleep a day, rip in five, you know, goldmine policies. It's possible. Yeah, it was an awesome one a day. Yeah. I think that week that we can still hope in you where you like you got your swagger back here, momentum bell. My swagger was back. Yeah. I was like, Oh, okay, it wasn't really fooling me. I didn't have the systems in place, you know, the training at the other one. Yeah, because really you wanted to find your confidence too. Yeah. I think that's the darkest point. Start doing that the first week was so rough. Like everything had just happened the prior, you know, year, you know, last nine months, moving back and stuff. I was like, I cannot fail. Like I literally don't have a plan for you. It's so already getting a job now. What was, you know, this is how I felt when I first started. I had recently gotten sober. Just awesome. Yeah. I mean, I've had so many seasons of sobriety and then fell back into it, but this was the first time I got sober for an extended period of time. Yeah. And dude, I just remember like, I was like, it's rough the first time. Yeah, I was very rough at the beginning. I was like, I am not going back to the life I had. And everyone was like, what's your why? I was like, I don't really have one except if I don't make this work, I'll probably die. Right. That was genuinely how I felt. I felt the same way. Like if this is the worst job for me, dude, I have no idea where to turn him. There's this one moment I saw worked at this country club out in Colorado. And I'm working doubles almost every day. All season long. I get home one day. And I'm just sitting down and feeling up like a couple of water. I'm just sitting there. I had another shift and like an hour and a half. And so I'm just getting ready for that. And I just remember literally being like, patron this life for the next 10 years. And then the next image I had was literally me blasting, like just blasting off and just be like, I'm not going to walk this earth if this is my life. Yeah. I felt like this depressing feeling was just like, if this will be my life, I'd rather not live it. You feel like you had no purpose. Exactly. And I had to change. And so I just remember that feeling so distinctly that when I found insurance and I saw that it was my ticket out, I was like, I'm going to ride this freaking train until the wheels fall off. Right. Till we die. Yeah. Literally. Yeah. Is that how you felt? Oh, absolutely. Like, we, once you get into this at all star, every other job is ruined. It's ruined. It's, yeah. Where else can you make freaking five kids two days? Yeah. No, where else? And you're dialing with the guys with the boys. Yeah. Like we, it's literally more brother. Much fun. You're with your friends. Yes. Like, it's not co-worked. Yeah. Because it's like genuine family. Yeah. Like your best of friends. Everyone's super real and honest. Everyone's making good money or protecting grandmalls. Yeah. I mean, you're also not to mention we all hang out outside of work and then we're worshiping God and working out. Like how do you beat that? Dude, it really is. There's no negatives. No. It's a baller. Yeah. It's awesome. It is baller, but you got to go through seasons that you went through to get to the point you're out. Yeah. Yeah. Yeah. To get to the point because who knows if you would have this much gratitude perspective, you know, because like for me, I wanted a high paying job too, but I realized really quickly that I wasn't that type of guy that I could go and climb even through college and climb the corporate ladder. Oh, it takes forever. It takes forever and I didn't have an Emmy. I didn't either when I was doing that. And you realized I was miserable. I was like, well, this is the highest paying job I can think of. Just ride it out. More and more thought about it. Oh, I gotta wait. You know, however long for Bobby Joe to die or retire before I'm promoted. I'm like, so I'm out of my control versus this where you control every ladder you climb. This is your performance everything is earned not give it all of it. It's the best. Yeah, it is I agree So first week five policies What do you do your first month 20k wasn't very well. Wow. Yeah, I mean that's still baller free leads. Yeah 20 is really yeah, okay second month 22k I was off the free leaves at that point I only spent what like a thousand that month on these I bad Thousand or fifteen hundred. I don't remember that's insane, bro You spent fifteen hundred dollars on leads. Yeah, wrote twenty two K. Yeah. Well, dude, let's talk about that high clothes Ray, baby, so if you if there is ten people that you were Yeah, like building the y-width you get to that point of the process how many are you gonna close obviously was less at the time And also I'm only counting the full preses because I don't even do a full preso on people that are obviously broke Because that's a charge back weight and it happened and I'm never gonna take food off of a family's table Yeah, if you have a hundred fifty bucks left over and without the paying bills There's no room for fine money or emergencies when you have no savings It is immoral if made to give somebody a policy until they're ready to do it So I'm counting people that can't afford it and I get to the full close of the preso Starting out that first you know a few months. I'd say at least you know fifty sixty percent at this Obviously gone up now. Yeah, what is it now? I would do like it's got to be at least seventy five eighty percent I mean I I'm just being conservative like it's nuts. Yeah. Yeah, it's not closing. Yeah, you're closing Okay, so Well, I want to hear a little bit of number so like let's let's go through When you first started buying leads how did you maximize that because I know there's someone listening that they just got their first friend check mm-hmm and they're looking down on the America's statement for fourteen hundred bucks. They know that's awesome. Yeah, but they got rent due. Yeah, and call it eight days Yeah What would you do? You know what I would do let's hear it by any leads. Yeah, 100% how much of that money would you take if you had fourteen hundred bucks? Yeah, and you had rent due and it was called it twelve hundred you got eight days How much of your check you take and put in towards leads? Oh, oh, that's simple. I'm crazy though Dude, I was hell of it in the leads and I'd Uber every night Get him get him another ghost and make a hole on it Make it make a whole stack in a week at night without and then you're gonna be Selling to people like an affording getting immediate policy paid out in two days. Yeah, you make that money back Okay, well like dude I always think about it like this like if your business is your baby and You had the opportunity to feed your baby or you yeah, you're gonna feed your kid. I mean how bad do you want it? Yeah, but that's what I had to learn was like rent was a massive poor nice feeding my child Absolutely, and I was like I'm feeding this baby. Yeah, the baby's gonna take care of me one day You had to get kicked out tomorrow if you don't pay rent. No, we got a 30 to 60 day grace period Let's be rude. I know dude and then people like oh the credit. I'm like dude. You know how much credit card dead I was in when I first mentioned I started with zero credit man because when I got divorced. Oh really? I took on a bunch of debt a year and half of my assets were gone Yeah, because happy community state law you lose half of everything if you're a guy with a marriage. You split everything So if I had credit We should like 20k incredibly. I would have just dropped it five K a week on me Yeah, and just so just so you guys know like if you have wife and kids Yeah, don't follow the same exact decision making me and Jason falling but if you're single dude if you're in your 20s honestly Go and put your chips on the table dude risk it all risk it all if you believe in yourself the people that don't succeed Are two things they give up? Yeah, well they never even try The second one's horrible. It's horrible both of them are horrible. Are you gonna never get how many shots on are you gonna make a basketball shot? If you don't take the shot exactly what's the worst that can happen? You're not gonna go homeless. Yes, it's I mean In most cases obviously, I mean the chances of you you know succeeding if you try or high Especially it all started like dude. It's since we don't have that many people if the people that fail are just quit There's only 10% of people that fall out of the business. It's so much higher than the industry standard It's like the exit it was a first-decking yeah for stand actual opposite. It's the opposite It's like 10% of people here leave versus the industry standard 90% of people leaves nuts. It literally flips. Yeah, it's up to you I mean and obviously it's different when you have a kid and a wife, but I mean But when it's like because for me I didn't start seeing a profit truly until like I don't know like 60 days and because Yeah, any statements that I got I was taking 80% minimum and I was putting that back in the leads Yeah, and then after I think I six weeks of doing that That's when I started seeing huge pops. Yeah, but It's a slow start. I remember going from you know, I was just I got a check for 900 bucks or something Boom 700 and lead spend all right took that flipped in the 4.5 K All right now I get this deposit 4K all right sweet Take 2000 of that flip it flip it flip it lip compounds it gets higher each time Absolutely because that's why I was so low when I started mind leads a second month because Yeah, I had built like literal bills. I was laid on like They had them because it's stuff I had to pay but every I literally everything that was remaining I except for like food that I need to pay for I put into leads. Yeah, and then it starts going starts gaining right that sounds Oh, dude. Yeah, because what happened after that month you did 22k The third month. Yeah 46 that's crazy and then and then I was February and so that was January February I wrote 41 but the caveat is only worked two and a half weeks out that month That's a four that's a shorter month of the year to why because I was on vacation. Okay. Yeah nice. Yeah, you did 41 K in two weeks Two and a half yeah, I'm trying to go next there. Yeah, and then now when did you hit your first 50 K month was it the after February March yeah, and then we're gonna find out for April April should be like 59 But May is gonna be the whole goal is to break 100 which we are gone break 100 Yeah, it just it compounds from there it gets nuts. Yeah. Yeah. Yeah, it does. Okay. Well, let's start going through your sales process Okay, um, so first off what type of leads are you buying? Right now it's mainly just final expense and we just started all doing truckers, which are really good. Yeah, I you else Yeah, before I just I had started on vets at the very beginning, but I'm not sure how familiar everybody else is We don't have what the vets it's actually funny because the last two weeks before this when I submitted 30k twice in a row But what before last week I was on aged vets half of the time and then half of it was final expense too Okay, well actually I want to go into those weeks so you're on age vets and age final expense no fresh final expense. Oh fresh Okay, so What are you spending like on those weeks like 2500 no the first the first time I submitted 30k that was locking So what was that not there's not two weeks ago, but the third week is three weeks ago I Had bought two k in leads. Yeah, how many what percentage was fresh premium leads. Yeah Yeah, so 1500 bucks was fresh Final expense 500 was Aged vets Wow, yeah, and then how many you're getting from because how much of the leads for the premium that the 500 or so that was 1500 for What was that 85 leads with the discount and then the For the for the $500 aged vets those 80 leads fun fact at close seven of each Did it not crazy? Yeah, and then that's yeah, and then also no I forgot I did invest another 500 on that that Thursday on Fresh vets I wanted to try it in close three of those and that's how I hit the 30 that's it all or do yeah, yeah Okay, so you spent 2500 yeah closed 17 deals It was like seven seven eight was team year seven done and deal something like that. Yeah, wow So you're having like 1500 plus deal. Oh, yeah, my average sale is high because I don't like I said I don't folk If they're broke like you can you know someone's broke like yeah, I'm not gonna get a small pop just to get money in my bank If it's not gonna stand the books. It's not about how much you write so much how much you keep yeah, yeah, and what stays in the books exactly And then this is a person that has a life outside of ours. Yeah, you're not trying to a third car breaks down You think they're gonna prioritize a life insurance policy. It's not an actual tangible thing Versus the car they have to use every day of course they're gonna pay the car duh duh And so yeah, that's my mind's that's my thought process. Oh, I want to get there. I want to see like how you gauge it like what type of discernment you have over like But we'll get there this in a second. So Now out of the 130 leads that you have how many Would you say pick up the phone? How many do you present to and then how many do you close? Pick up prezzies closes. I don't encourage this for everybody, but you know how I am. I don't track any numbers. Yeah Only times I track us when I'm curious of how many not interested I have when we're in my CR really Yeah, I'm just curious sometimes like how many did I like lose and money? Obviously I never lose money each week, but Like how many of those were just not interested or disconnected numbers I remember the first the three weeks ago When I did the 2500 in total and submitted the first 30k And that week I had 90 non-interested's wow Lot of more age. Oh, dude. Yeah, you'll be sick. Okay. Well then what did your schedule look like because I'm on the same page When I first started dude, I'll be up front. I never tracked the single number either because I worked until I won't really couldn't but also I knew what I was capable of each day and if I didn't get to that point, yep or it was either that or exhaustion. Exactly. I had to hit the pillow. Because what do you have to do after not including buying leads? What's the first thing you have to do to make a cell? First thing that I have to do to make. Yeah, how do you make a cell? After buying leads. Yeah, what do you have to do? Start calling the damn leads. You have to dial. Yeah. You have to actually use the phone to sell somebody instead of throwing a pick talk. Isn't that crazy? Wow. You can't tell a faculty communicate with them. That's all I would focus on. Same for you when you were doing door to door for brokerage before we did remote. Well, do we still have to pick up the phone and dial and book the appointment? Oh, that's true. Yeah, like that was it. Isn't that crazy? You don't get a booking appointment if you don't talk to them. Yeah. That's wild. Yeah. So, sorry, you, I mean, how many calls do you think you get in an hour? Just get in. Oh, I don't know. Because I don't track. I mean, I can guess it depends on if somebody answers or not, right? If no one's answering, then more calls, right? But I would say like maybe 50, 50 in the hour. I'm not stopping. I don't look at any, I don't look at my phone. Like I was like, Marko's wants to talk to you. I ignore him. He has to repeat it twice. I'm like, what? He's like, I mean, but he's ever since he came in person too. He's locked in the moment. The first time we ever worked in person together was lock in. We go into that. It was Sunday night, okay? He's never spent two counts needs ever. And he's like, I talked to him. He's like, Jason, I kind of want to spend two counts. You know, I'm like, dude, do it. He was kind of worried about it. But he knew that, you know, Bleed flow is cash flow. And he spent, we both dropped the two counts. The same age vets and fresh file experience split. We go into Monday morning driving to the office with me, B robbing him. And we were all the same Airbnb. And I was like, man, like, what do you think you're going to write this week, Marko? He's like, hopefully 15K. And I'm like, those are rookie numbers. You're going to write 20K. His first, he's never in 20K. And then I was like, you know what, I'm going to write Marko. He's like, what? 30K. And we both pumped those numbers out. He wrote 22 and I wrote 30. Yeah. Which is awesome. I love that. Dude, it's so sick because you're also like changing his ceiling. Yeah. Yeah, you have to set your bar higher. No, bro. It's 20. So many, so many, most people I feel like they set the bar too low. Like I think you mentioned that one time too. Like you, you had a goal for income your first year. Yeah, right. Over six figures. Yeah. I made 208K in nine months. Dude, didn't if it was 300K, it was a gone higher. Same with David too. Same with Laydown. Like dude. Exactly the same thing. If you set your goal super high and you, let's say you want to make 400 of the first year, which is possible 100%. Well, just, just put your own pen. David, you put it. 475. Dude, that's nuts. It's first year. Yeah. And I mean, I'm sure his goal was lower. Dude, it had to be broken. You don't, you could have, if I came in to insurance someone's like, yeah, dude, you're going to make this amount on your second year, I'd be like, no, stop the cat. Yeah. I would genuinely be like, you're, you're, yeah, yeah. I'm like, it's like, it's like, it's going to be truthful. Yeah. But now you, you understand it's so possible. Yeah. Now it's cool because like in here, someone can be like, yeah, this year, you'll make 10 million. I'll be like, oh, 100%. Yeah, normal. Yeah. Just a rookie number. So I got to pump those out. I got your goals, right? 50 mil. That's what you're trying to know. It's cool. This, I think you'll like this is. Yeah. Every year, my income has doubled. That's so wild. But like five years into think about that, bro. 200 to 4044, 404 to 778. That was in a clean double. Yeah. Right at eight hundred seven 78, 778 to 1.5 million, 1.5 to 2.8. Yeah. You got to get new pants, you know what I mean? You know why? Because your pockets were so happy. We know that chatter, dude. Did you buy sunglasses? No. Your future keep right. I'll use that on Bucicca and everybody. That's hilarious. Track up. You know Bucicca's laugh. Yeah. He's the best. But you're right, dude. Yeah. It's just, it's hard being successful in this life. That's like one of my heart. My favorite stats is every year, like your income doubles here. Where else can you do that? Bro, but you know what's even crazier is like my first couple of years, it was all active income, you know, me working tooth and nail. And then as I began to build a team, it's 100% now. I'll use the word air quotes passive. Not really because you're doing work every day. Dude, I'm here. Totally different every single day. I'm still earning my right. Because all right. You're not selling at that point. You're just managing out teaching and training and leading. There's a lot of managers that don't understand this. Like you have to earn your right to lead. You have to earn your right for an override because if I wasn't in here and I was out traveling and posting and all this stuff, like you guys would be like, what the, I know they wouldn't respect you. Yeah. Or they want to respect you also possibly like at the point, you can get to that point where everybody's going to respect you because of see what you built. But especially when you're, when you're building like the starting stages, I'm sure you can speak for it because I've heard it before from you and others. Like you have to show that you care and that you're in the pit with everybody. Yeah, dude. Like you can see that off the rip. Like anybody wants a leader that's going to be in the trenches with them. Yeah. Yeah. So I just watched this YouTube video this morning about a Caesar, Julius Caesar. Yeah. And so he was 20 years old when he became king. And one of the biggest things about him was he was always the first one to charge in the battle. And the last one to get out. Yeah. No, literally because dude, imagine like the king is just duking it out like sword in his hand. Yeah. And like there was a story of him getting hit over the head cracking his helmet like all these things. Yeah. And I'm just thinking about I'm like that man was a king till the end. He always led by the front. He was never scared of warfare of battle. Forrest people thought for his people. And I was just like, you know, we always hear like leave from the front. And you know, you go back to Julius Caesar, one of the greatest kings, commanders, generals, out there. Perfect example. And like look what he was doing, dude. Yeah. He's not on the sideline or anything like that. He's in the game. And that's how you build loyalty. Yes. You can speak for that. Yeah. Oh, everybody is so loyal to you. 100%. Like you've changed lives, dude. Yeah. Like I wouldn't be here too without you guys. Like, you know that. Yeah. And I know you've told me too. And that's why I'm so excited about, you know, building at this point because I know how to produce and I can teach that. But it's like, you've told me as well. I hear it all the time. Like once you're making enough money, it's not about the money. Yeah. Like I know I heard like, you thought about retirement. That's one point. I did. And Luke told me like, let's, let's grow this thing and look at what we have now. Dude, yeah. I mean like you're helping so many people. Yeah. So there is a season I haven't necessarily opened up about this a lot, but you, you climb this financial mountain. And then you get to look at the view and it's pretty, but it comes, I mean, it doesn't compare to anything that I have now in terms of like my purpose, my alignment with God, my community, my friends, the gratitude that I have and more. We're cup is filled though. Yeah. Totally. And dude, I was at this place of like, I don't want to do this anymore because if I keep leading men and women to this hollow mountaintop, who am I? How horrible of a leader could I be? And then thank God, literally, that he grabbed me again and was like, no, you can still go and build an awesome business, but I have to be above the business and watch what I'll do inside of the business. Absolutely. And that's what he's been doing. He's like, he's grabbing all of us like, we're still going to go and provide for our film. And really like the heart and soul is like, can we get more people to learn about God, to learn about God, to go and provide for their families, to have a great community. And like that's, it's simple as that. Simple life is simple. It's all about relationships. See what it is. And caring about others. Like you can replace materialistic things, whether it's a Lamborghini, like an iPhone or an ice house, you know, your kids toy. You can't replace people. Literally, we protect people for our jobs. It's good. I like that. Yeah. I like that. Let's get them sauce out. Let's get some sauce out of here. So one thing before we get into like technical, what's your psychology of the sale? Like when you're calling the lead, like do you picture the person on the other line? Like, I don't, okay. What do you think about when you're calling these people? Do you believe everything's going to be a close? No, it's actually the complete opposite. All right. I do not focus on the result. I never go into a sale thinking I'm going to close it. So what do you think about? Well, whenever you set expectations, they're doomed. You know, you have a chance of having being let down. Yeah. Right. Instead of focusing on the actual process, which so many people don't focus on, I don't think about anything. I literally react. And I also assume what they may say or may not say. I'm always prepared. You know me too. I'm always off the dome. Yeah. I know everything to say because I've heard it before because the things that I've never heard before when I first started every time that happened, I'm like, how could I have actually said that better? I thought about it that night and then I said it that way the next every time after. When I go into a sale, I'm focusing on saying the script and being the person that listens, not just hearing the client. There's a major difference when you just hear somebody versus listening to them. I feel like a lot of agents just listen or just hear the client and not listen. Yeah. Right. Especially when you first have them pick up the phone, like you got to be ready to react. That's why I do like doom scrolling and we're going to talk in your buddies and just auto dialing, you're not ready. You have a split second, especially when you're called age because people have already talked to other agents. Most of my sales through my career here are age leaps. - 100%. - You're beating other agents because you do things that they haven't done. So Ring Ring, hello, who is this? - Hey, Wiley, can you hear me, okay? - Yeah, yeah, this is a Jace. I'm actually reaching out to you about that life insurance request you filled out a little while ago. You list your beneficiaries, Kyle, your brother. Do you remember doing that? - Yeah, I've been having people call me crazy though, man. I think I'm good. - Oh, you're good? Well, that makes my job easier, man. I appreciate that. So just so I can close the file out, what kind of coverage you get in place? - I didn't get anything. - Oh, why not? - I don't know. - Exactly. - See, it throws them off, pattern interrupt right there. You literally just react, you say, well, most people fill this out, Wiley. - What do they get? - I genuinely, I was just like, I don't even know. - They just throw us people off of that point. - Why not? - They're gonna stay on the phone. - Yeah, why haven't you gotten in place? They're like, I don't know. A lot of phone calls. Too lazy, putting it off, right? And then you just start hammering the wire. What's gonna happen tomorrow? - Yeah. - If you die. 'Cause Wiley, we don't hold a crystal ball, do we? Do you have your desk scheduled on your calendar? - No. - Didn't think so, I mean, neither. And that's why life insurance exists. What's worse, having a life insurance policy that you've been investing into each month, that will pay out no matter what when you die, or not having it and needing it when you're dead. Which one's better? - The first one. - Yep, so we're in a closer today. - It's simple. - Okay, okay, let's, let's, all right guys, everything that Jason's about to go through, take these word tracks and start really, using what you're in your script, 'cause like, here's the thing you'll notice about Jason's, he is in control. 99.99% of the time, that 0.01% of the client things he's in control, it's just a, it's just Jason letting them think. - Illusion. - Yeah. - So, all right, I'm ringring, I'm in this script, I'm like, yeah, my benefitories, Bob, what are you taking from there? - Kyle or Bob or whoever, your brother, Kyle there. - Kyle, yeah. - Okay, I understand Wiley. Okay, cool question for you, are you currently working, retire, or are you disabled? - I'm actually working part time, yeah. - Working part time, you know, I'm working two full time. - Okay. - So yeah, when you fill this request out, you know, are you like most people where you're trying to cover your funeral expenses and also trying to leave a gift behind for your brother, Kyle, what's the reason? - Yeah, I would like to cover my funeral expenses, and if I can afford it, I'd like to leave a little extra. - You leave extra? So you're like most people, right? - Yeah, I guess so, yeah, I guess so, yeah, I mean, very calm, you're like me too, when I got a policy. - Okay. - Makes sense. - So just why do you always say stuff like that? Because if I'm doing something to everybody else is doing, okay, it's just, it's a group mindset, psychology. I studied psychology when I first started on it. - Yeah. - I'll tell you that, that's what I did study. I like that. - How to close a sale? 'Cause we have a subconscious in our brain. Subconscious means you don't control it. Your brain is just reacting without you controlling it. You can hit those spots. - Yeah. - By doing it, hammering it. Yeah. So the next thing I say, and this is different in everybody else I put in our script, and everybody's been using it now, which helps. Full transparency is key when you go into a sale. - Yeah. - So, so, Wiley, just so you know who you're actually speaking with, my full name is Jace Jensen and I'm a licensed, you know, underwriter and the state of Texas. So what does that mean? My job's pretty simple. I'm not like most guys that you would talk to or they were for one single life insurance company. I've been doing this for a while now. And so by doing it for a while, I've earned the right to be contracted with all the curators that are a rated. Okay, meaning the whole goal here is to scan through all these companies and shop around to save you time, but also save you money. Does that make sense? - Yeah, absolutely. You put in these companies, like, and you're still going with it, it's easy. - Yeah, it's all the truth. - I love that because one, you're setting yourself up as the authority too. You're letting them know you're completely different than the other guys. Say yourself apart, yeah. - I like that because you're like, hey, I'm an agent here in the state that means I had to go through licensing, fingerprinting, that in there too. - I do as well, yeah. - That's what they're off guard, yeah. - Yeah, if you can feel it. - Yeah. - And guys, like that because in IntelliSale, so when I was in the field, the biggest thing was literally just getting to the doorstep. - Yeah, and this is building trust over the phone. - Yes. And that was the hardest thing that I had to learn when we were building the call to close model, was how the hell do you build trust over the phone? They can't see me, they don't know me. It's a one call close, all these things. - Confidence is so key too. - Dude, confidence, and then also what you said is clearly describing how you got licensed, what you do, who you work for, why you're different, why you're the one to trust. - No exaggeration, I have yet to have one person say that this does not make sense. They're like, oh, that makes sense. - Yeah. - Clear and concise. - Yeah, guys, put that last word track on repeat. - Absolutely. - All right, so now they're like, yeah, that makes sense. - And then you hear them with the why. So what's your opening question tips? - So, so, while I assume we talked about a little earlier, like your brother, Kyle, is gonna be your beneficiary on the policy that when you do pass away, 'cause eventually we all do, he'll be paying for the funeral expenses and picking up the pieces tomorrow. - Okay, awesome. I mean, you guys sound like your good friends. Obviously, your brother is best friends, right? - Yeah, I mean, I would say like we're, we're brothers, but we're not super close. - Okay. - He definitely is the most responsible one out of the family. - Yeah, but he's your blood brother, right? And that's why you put him down. - Yes. - Obviously, so you'll do anything for him no matter what. - Yeah, definitely. - At my brother. - So he cares about you too, that's why you're on each other. So your easier beneficiary. Okay, that makes sense. What kind of advice do you have for me as far as being a good brother? I'm actually a brother too. - You know what? I'll just say, make sure to look out for him more than all your friends, never turn your back on him. - 'Cause literally your right or die is your family. - Yeah. - Absolutely, I agree, man. Thank you for telling me that. I do love my brother too. - Okay. - I like that because then you open up that, hey, I have siblings, here's a little bit about me. You're vulnerable. - That's the rapport that you can build that way. You know, we relate. Dude, people miss that stuff so much. - I mean, I, like, it's-- - That's the only time I build a rapport. - It's crazy how much people miss that. 'Cause if someone's like, oh, my mother's gonna be my, or like, like, let's say their single mom. I'm like, hey, my mother means the world to me. That I tell them a little bit about like, my relationship with my mom. Like, oh, that's amazing. - Yeah. - But then because I've opened up, they're more willing to open up themselves. - Yeah, there's always a longer response after that. Which is like, oh, cool, your brother's calm. Okay, onward, like, nah, like that, you sound like everybody else. - Yeah. - They can tell you don't care. - Also, another off topic thing too. Begin to have an opening call. Say what I say, do not be the guy that's like, hey, why, like, can you hear me, okay? - Yeah. - Yeah. - How are you doing today? - I don't like that. - They know that nobody gives a shit about how they're doing. Like, it's a psychological failure. I don't, anybody that-- - Dude, I've never liked-- - And it's-- - Never done it when they're like, how are you doing? I kid-- - I know. - Never, whether they think about it or they don't think about it subconsciously, they know you don't care. - They can just fake fluff. Don't be fake. - You're gonna do it. - Yeah, I'm glad that you said that because, yes, dude, it's in some of our scripts, you know, and like, I haven't made-- - For certain reasons, who years? - Yeah, but-- - No, it's not the old one. - I actually tell people not to do it because mine was always like ring ring and I was like, Jason, like, Jason, hey, it's Wiley, I'm calling you right here in Colorado. I got that form that you sent back. Like, I always be like, I'm right here in Colorado. I got the form, boom, this is the-- - For each of the point, too. - I'm like, is that correct? And they're like, yeah, what was this for again? Again, like I said, boom, and then I was like, here's the deal. But like, I was grabbing frame right off of it. Like, here's the deal on the medical underwriter signed to this. I'm gonna get this information out to you. Da, da, da, da, da. - This is the new field. - And your tonality is so good there. That's another thing that's important, yeah. - Which is, hey, Wiley? - Yeah. - Hey, it's just Wiley, how you doing? - Like this. (laughing) - Man, salesman. - That's funny. - So different, that's funny. All right, so now we're still in the Y. - Yeah, we're still in the Y. - So you just explained to me, we just related as brothers. - Yeah, both have brothers. Obviously don't lie if you don't have a brother. Be truthful. Like, okay, I wish I had a brother. - Yeah, that's a true. - That'd be cool. After we relate to it, you're gonna paint the picture. I love painting the picture. I've been, I saw this on TikTok or Instagram from a guy that sells too. Just picking up people from other people and making it into my own. Okay, so Wiley, you know, paint me a picture here. I wanna kind of understand your situation 'cause everybody's different. Like, what say, you know, God forbid, 'cause if they have coverage by the way, you can just say, let's say you had no coverage right now. If they don't have coverage already, you're not even gonna mention that. Let's say we did nothing today at all. And tomorrow you passed away of a hard attack. What result is that gonna give your brother, Kyle? - I mean, one, it's gonna be a huge shock. I'm sure he's got some cash on him that he'd be able to manage and figure it out. - You know how much if your real cost note is? - It's like 10K, right? - For which one? A burial or cremation? - A burial. - Burial. You're pretty close, you know. - And you're how old? - 67. - Okay, so yeah, you know how things get more expensive. - Oh my God. - Conflation. - Right, so it's gonna go higher than this, it's around 10 to 15 grand. So your brother has 15K just to drop, is that your saying? - I mean, maybe, I don't, when we don't talk about his finances, I doubt it though. - Do you, are you a gambler? - I mean, I play cards a little bit, but not much. - Do you gamble when it comes to your life and your brother's, you know, grieved process or? - Not a thing. - 'Cause I heard it maybe, so don't you wanna share a thing? - Definitely. - Absolutely. That's why right there. - I mean, I-- - Was that-- - All right, real quick, was that type of authority and confidence challenging for you in the beginning? - Yeah, 'cause I never tried it before. - Yeah. - 'Cause I had my own sauce in. Once they started understanding, like, "El Athea did a really good job at teaching me." And doing more research too. The person that, and you say it too, like all the top producers say it. The person that asks the questions is the one who has a ball in their court. I never, have you noticed? I hope everybody's not. I've never stopped talking to you until I had a question. - Literally. - Every single time. - If they're starting to ask me a question, I'm hitting them right back with probably two questions. - Until they stop asking me a question. - Think, think, give me my ball back, all right? I'm still in it back, all right? - Well, dude, that's what it is. It's like, yeah, you know, in Dodge Ball, you have all the balls in the center line. You run up as fast as you can to grab the ball. - Yeah. - I always think about, I'm just like, give me the ball. Like, it's fast like, give me that ball. - Oh, you know what I do? - I do a trick play. - You fake it and you grab two and then you throw it both guys while looking at them. That's what you think and make them think you have the ball? - They have the ball and then you take it back. - Then you're out. - Then you're winning. You sold them. - That's hilarious. - Yeah. - Oh my god, this is, but it is, it is, it's the doctor, patient relationship through and through, dude. - Simple, man. You guys got licensed to do this job. Each people didn't get licensed or go to school or study for this. It's not like anybody can do it. Literally you have to earn it and be approved. You can't have a criminal record. You have to have a brain. You have to pass an exam. That's a 20, 40 hour exam, you know, to study for it and a lot of questions in its time, right? Not to mention, you have to go into an IMO or a captive company be trained, right? And follow legal laws. Like not everybody can do it. You're the doctor. No one's going to the doctor and saying, where's your resume? - Sir, they're going, the doctor's coming to you and saying, "Wiley, take this for your knee. Go do this. - But you're gonna be better." - And what are you gonna do? Listen to 'em, 'cause you want to feel better, right? People put these requests in. You're not the barbecue guy, your family, barbecue sin, you know, please my inference for me. - Like you're calling people to ask for it. - That's so what it takes. - Oh my god. - Yeah, all right, let's keep hammering through. So, where were we? We were stopping on the, paying the picture on the wire. - I love how you first asked like the paint the picture. - Yeah. - You know, I think that's just such a good opener. And then typically people are gonna say like, "Oh, you know, maybe along the lines up, I'm sure you could figure it out." - Yeah. - And Wiley, you want 'em to figure it out? - No, I'd rather not. - Yeah, me neither. That's why we're talking right now. Okay. Do we have coverage in place currently? - I got like 5K in the bank. - You got savings? - Why only 5K? - I mean, life's expensive. - Okay. Why didn't you save more though? - Kisses things come up and. - How much have you been making in your career before you're retired? - A lot. - How much is a lot? - Like 60K, 60K. - Okay, doesn't sound like you're bringing it at saving what you agree with that. - No, I don't think anyone is. - I would disagree with that. Some people are, right? But it's okay. Everybody makes mistakes and obviously you learn from mistakes right Wiley? - Absolutely. So this is gonna be that buffer. This is that savings that you missed out on the rest of your life. - Yeah. - Absolutely, right there. - You have to phrase it. You're commending them, you're agreeing. But you're also saying like, this is the reason we're doing this today. 'Cause you don't have 15 grand saved up, buddy. And it's your 70, you're 67 years old. Like you're not being responsible in the past. Learn from your mistakes, man. I'm here to help you. - Yeah. - Right? - Yeah. - Yeah. - And clients with mine, they would say, hey, I'm gonna, I could just save this money. I'm like awesome. Like right now, you know what I'm asking. - Yeah, I'm asking how much, how much do you have in your savings account now? - Nothing. - Like nothing. I'm like, okay, cool. So you're howled again. - I'm 67 or whatever. - I'm like perfect. So it's been 62 years. Yeah, nothing. And your savings account now. - Now. - Nothing's going to change over the course of the next 20 years. - Yeah. - So it's a great concept on paper. But this is gonna be, I like what you said. This is gonna be a buffer to that habit that you failed to do. And look, I'm the same, but I'm not great at saving either boss. - You always are green really. - I'm not coming and trying to attack you. I'm coming from a position of love and really trying to help your family out. This is why insurance is so important. It's 86 bucks a month, $89 a month, whatever it's gonna be. It's $10,000. - Yeah. - It's the peace of mind you're looking for your family. You don't have to gamble on your family's future. - Exactly. - I make your ends to like, yeah. - Awesome. - Yeah. Okay, so once you build the why, what are you going into next? - Well, I'm finding out they have coverage, obviously. So do you have coverage in place or do you have like a significant savings that would possibly end up - What if I'm asked to do something? - What happens when they do have 20, let's say they're like, oh, I got 20K. - I love it when they already have coverage. 'Cause they already bought into the life insurance. - Yeah, all right. So let's go through that. So I'm like, yeah, you know, actually I do have a $20,000 policy. - Okay, how long ago did you get that policy? - Five years ago. - Five years ago. Okay, okay, that makes sense. So I assume that you're like most people in your situation that come to me and you were trying to add on something that supplements your coverage because you didn't feel like you had enough, is that right? - Yeah, I wanted just to really look into it. Like I saw the advertiser. - Uh huh. - Yeah. - Is it a term policy? Is it whole life? Do you know what that even is? - Yeah. - What is it? - It's whole life. It's whole life, okay. And how old are you? - Sixty-st year old. - And you said how much 20K? - 20K. - You're under a churd. - Really? - Do you know what you're paying for it? - I'm paying $78 a month. - You're over paying. I wouldn't say that if they had five years. But I say that when they'd have a got it a few months ago. - Wait, so you know, say-- - But I would say you're under a churd. - Absolutely. - Because you're going on down that churd. - Yeah, because I've already hammered the Y. And especially if they're, you know, they have people that, you know, depend on them. They have a wife. You know, most men are making more of the social security. If no one's familiar, if you're, if you have a husband and wife that are making social security, husband dies or vice versa. The other spouse only keeps the bigger portion of the social security and drops the lower one. So half the income is getting cut out or like a quarter of it. - Yes, just so, all right. Let's say husband makes $2,500. - Yeah. - wife makes $1,200. Yep. It doesn't matter who dies. They will always keep the bigger one. - So $1,200 is going away no matter what. - No matter what. - It's almost half. 'Cause my thought process always in the sale is, do they have the final expenses covered and let's say they do, then I go into income replacement, bills being paid. - Yep. And then I go into mortgage protection. - Yep. - And if that's not it, if they, if, I mean, this happened one out of a hundred times, they're good. - Then I'm going through a legacy. - Yeah, absolutely. And I'm like, all right, cool. Let's leave a legacy. - This is a guarantee. - Yeah. - Yeah. - Absolutely. - But just think through those guys, if you have a scenario where guy has 20K, it's solid, and then let them know like, hey, you are underinsured because after looking at this financial inventory, your wife is losing $2,000 a month. That's 24K a year. Most people at least have one year of income replacement taking care of. So what we're going to do today, and then boom. I'm like, and then how I'm selling that one is, I'm like, do you want one year, two year, three years of income to be replaced? - Exactly. - You're right. It's like how hard did you work for that quality of life to provide your wife? Dude, I worked my butt off. I'm like, dude, we still want to make sure she can get her nails done on the weekend, and she can go out and do this, and like have a nice quality life, she doesn't have to down sell the home, or move out of it, or whatever. - Yeah. - So also, let's get this bridge of protection, that protects the lifestyle you build. - Yeah. Like, while I would assume that you don't want your wife pulling all that money that you work so hard out on the savings, right? - Right. - Would it be easier if this just paid out to her, and she could also keep that money saved up? I like that question. Yeah, what? Or do you don't want to be a burden, right? - No way. - Or do you want to be behind a financial blessing for her instead? - Yeah. - What is so, you know, when you get those stubborn guys that are like, yeah. - No, I'm not. - Show bigger now, like, you know, stuff. I'll be dead. - Oh, that's, you're funny, man. That's not realistic, Wiley. So you want to be that guy that just leaves your wife in the dirt, is that how you feel about her? - Dang. - No, you didn't put it right back on her. - Oh, yeah. I make them really think about what they're saying. - You got to make them imagine what could possibly happen. Or what, will that, no, not what will happen, dude. - Yeah. You would have been such a machine in the field. - You probably would. - I wish I could teleport. - Yeah. I would just do only in person. - Yeah. - And I want to do a field day. - God, dude. - I want it, God. - That we're done it. We got to do it. You know what my favorite place to want? Run was Alaska. - No way. - My middle of the summer, my best friend's wife that they just got married, her family from Alaska, for life, her crazy things. I've never been. - Alaska is insane. - It sounds like the goal of my son's like the wife for dollars. - Dude, it is yes. It's literally the best. I kid you not. I don't think I missed one single sale in Alaska. - That's not 100% close. - They're so grateful. Like they're literally like insurance. Thank God you're here. I haven't seen another guy ever. - And eight years. - You're the first person I've seen. - Like our insurance guy, he died. Bob died 40 years ago. And no one's traveling to see us. - Yeah. - This is a good story. I was going, there was me versus two of my agents and we were in Alaska. I was at like 10K on the weekend. And I get done with my last sale. I go up to the top. up to like 12k, then they get out of a house and they just got done like with a pretty big deal. And so they, I think had a $4,000 bomb and then now they're up a grand. And I'm like, dude, I cannot lose 'cause they are both like newer agents of mine, both talented rep, everyone won, you know? So it's like 9.40, I pull up a lead, I'm like eight minutes from the house and I'm like, ah, this lady's like freaking 76. I don't wanna knock on her door late at night, but I was like, you know what, it's still, it was like, as light as it would be when it's noon. - You miss 100% of those shots that you don't take, dude. - So do I drive into the neighborhood? I'm looking down at the address and then I see this woman and she's mowing her lawn. - At night? - Well, dude, 'cause it's like, the sun is always up, always up, it literally-- - Oh, what a tree, I was gonna get dark. It's actually like the twilight zone, but it's like 3,000 feet. - 3,000 feet. - It's like, it gets like little stranger, like three. - Yeah. - Where are those shades that you're gonna buy? - Yeah, yeah. Dude, I remember I just pull up and I'm like, hey, you can't remember her name, like, Betty, whatever. - Yeah. - And she's like, what's going on? - And I was like, I was like, yeah, I got this form. I was like, my office sent me out and I would always write a time down. So like, if I was there at 930, I'd always write 915 PM and I'm like, yeah, my office had me scheduled out at 915. I'm so sorry, I'm late. I just had eight other people. I just helped out with this mortgage protection. - Exactly. - You were right. - Yeah, and she's like, I'm off this now. - And I'm like, this is you, right? And she's like, yeah, I was like, perfect. It takes me 10 minutes to want my shoes on and off. - That's awesome. - And then just assume, yeah, closed it. But yeah, dude, we gotta do Alaska. - I would love to fly to Alaska. - Alaska's sick. - Moose, something like a good time. We're in that, that furry, yes. - No, so sweaters walking in. - Russian coat, dude. - That's that so funny. - That'd be awesome. - Should we finish the sale? - Sure. - Well, you know what I like? I like how you pitch numbers. - Oh, absolutely. Yeah, that, I mean, we can go through the whole close, if you want. - Well, let's go through the pitching numbers, Bart. - Yeah, easy. Oh, I always have them grab a pen and paper. There are times, and the more experience you have when people are in the car and they can't write things down, they seem sharp and younger. You could just go through without writing the numbers down, but the whole point of writing numbers down, the majority of the time is for them to actually see it and be able to really look at it. Just need to write things down, you absorb it better. Just psychologically. What I just have them do is, you know, I confirm your data birth first, so while you go ahead and confirm your data birth, - 10, 10, 55. - Okay, gotcha. Give me a second to look through all these carriers. Okay, so based on what you've told me, the system has built three packages of coverage for you. I mean, you can obviously decide on which option makes the most sense, but keep in mind, I can adjust this higher if you please, because obviously the goal here is to get you the right amount of protection for Kyle when you pass away, but I'd say even more importantly, at a monthly payment that's comfortable for you. Okay, so the first thing I want you to write down on the next part of your notes is the name of the first package. And that's gonna be full family coverage. Let me know when you have that down. - Full family coverage. - Yep, full family coverage. You got it? Okay, under that, you're gonna write down the name of the second package. It's called standard family protection. Go on, write that down. - Standard family protection. - Correct. And then the last one under that, it's essential coverage. - Essential coverage. - Essential. - How do you spell that? - ESSE and TIAL. - Got that? - Yeah. - Okay, cool. So I'll kind of just go from the top and go lower. Okay, we'll start from the beginning. The full family coverage option. This is gonna ensure and make sure that your funeral is gonna be fully covered throughout the rest of your life, but you're also gonna leave a huge gift behind for your brother, Kyle. Okay, so that's gonna be $20,000. So write that down, $20,000 coverage, you got it? Okay, and then write down $157 a month with your discounts in place. Let me know when you got that down. - All right, cool. So it's full family coverage, standard family coverage. - I go high to low. - Yeah. - Highest package to low. - Then do you have them write all three down and then ask? - Absolutely. I already had them write the, you mean ask what you mean? - Like so, all right. So let's just say you're like, here's the full family coverage. - Yeah, boom. And then you're like, here's the $20,000 for $157. - Yeah, I go super slow. And then from there, are you asking them if that one makes sense before you move? - Nope. - I said, you have that down? - Yes. - Next. - Okay, so you show them all three at once? - Absolutely, you're working from there. - I have them write every single thing down, going down, and then, so I'll keep it going. Okay, you got that down, Wiley? $157 a month. Okay. The next one below that, the middle package, this is the, you know, the standard family protection option. This is the one that actually most families, you know, end up choosing. And the reason being is because it's gonna cover the full cost of the funeral currently, but it's also gonna factor inflation in the future so that we're ensuring that, you know, Kyle is gonna be protected and not burdened by those expenses later on. So write down $15,000 a coverage. And then after that, I want you to write down next to it, $124 a month, what are you discussing in place? You got, okay, the last option at the bottom, the essential coverage option. It's gonna do what I need to take care of. It's gonna bear minimum. Take care of the funeral present day, but we're not gonna have inflation coverage and we're not gonna leave the gift. Okay, so that's $10,000, write that down. And that's gonna be $95 a month. Okay, so now, given those options, Wiley, you know, I can look higher than the full family coverage if you wanna leave even more behind for Kyle, or sir, those three options, which one of those is the most comfortable starting point for you? I need to think about it. Oh man, everybody needs to think about it, Wiley. And when I, you know, have you think about it when we talk soon, you know, is it more about what's the option to go with or rather even get this coverage? On which option to go with? Okay. You want a professional recommendation for me? Yeah. Absolutely. So what most people do in your situation is they just start with the lowest of the three options. So accomplish a few things. First, we gotta see if you qualify, 'cause be honest with me, Wiley, you're not the healthiest guy I've talked to, right? I'm in a lot of my life. Yeah, yeah. Diabetes and, you know, high blood pressure is not the healthiest. Would you agree? Yeah. I don't have that. A lot of guys I talk to at your age don't have it. We're pretty unhealthy. So we have to see if we qualify for this, 'cause this is a privilege, not a right, exactly. Secondly, you have no coverage, correct? Uh-huh. And you told me earlier, when we painted the picture, that if you happen to die tomorrow, what's Kyle gonna do? He's coming out of pocket or taking a loan out, right? You don't want that? No way. That's why we're gonna see if we can get the minimum. And the third reason is, whenever you get that package in the mail, if you qualify in about a week or two, that package comes in for the policy packet, I'm gonna have you look over it with Kyle. And that way, y'all can decide if Kyle wants to up the coverage, which most likely he will. Does that all make sense? Yeah. Perfect. So we'll send a request in for the $10,000. Okay. Just understand Wiley, they don't approve everybody, but I'll do my best, okay? So I'm gonna be confirming basic information. I'm gonna ask you some more medical questions that, I know the answer is still already, but I am required to ask you again, for the carrier record by law. We're gonna list your brother, Kyle, is it a beneficiary anybody else as well? We're gonna do this, you know, pick the day to start the payment, you know, make the first payment to activate the policy if you're approved. And then if they do approve you, you're gonna get that policy packet sent to you in the mailbox about a week or two later. Yes. Are you familiar with HIPAA laws? Yeah. Yeah. Well, they just made me go over this part. So everything set and done on this phone call is kept completely secure and confidential. So just like a doctor or a lawyer relationship. No, I need you to give me a firm guess that I went over that with you. Yes. And then you just get the info. That is baller, dude. Yeah. Bro, you're taking frames so well. Like that last sentence that you just did, it feels like I'm walking you like a dog, huh? 'Cause you gotta guide them, bro. Yeah, you do. That's so good, guys. I really hope that everyone listen to this, is adding this to their arsenal because these simple word tracks with the confidence and the tone behind it is gonna separate your ability to go from closing in three out of 10 to five to seven. And then that changes the whole trajectory of your livelihood. Absolutely man. Yeah. So speaking about that, transition out of this sale. First off, I appreciate you going through it and giving away the trade secrets. Some jazzy things. It's not about what you say, it's about how you say it. It is, yeah, 'cause people can use these word tracks and not speak with the confidence that you do. So, absolutely. I love that. Let me ask you this, bro. Sure. Did all star meet your expectation, or did it exceed it? No, I'd exceeded it. And when you're 100%, when you guide in here, like the money is awesome, but what is the thing that you were the most surprised by? Like how open you guys are. Like I was welcomed off the rip. 'Cause remember, I came into this, and throughout my life, I've always. I've been an extroverted introvert. I'd rather be, especially when I was going through that dark time coming back here. And I was literally just sitting at home, watching TV, not being active, not working out, not having any fun. Had no friends, 'cause my friends were all out of the state. And even through high school, I didn't have actual people like come by friends. I had acquaintances. Everybody knew who I was, but I was never in a clicker group. It was lonely, right? Coming into this, to all star, everybody could offer it the first week I have brothers. That's so sick. How much better do I feel so much better? And we all support each other. There's other IMOs and captive companies you go into it. I'm gonna beat your ass widely. And they hate you. They're not friends with you. That's different than being just friendly competitive energy, like brothers. Here we encourage everybody. Like I'm not holding the sauce, like it's your choice to use it. Like it doesn't affect me. I'm still closing. Like I'm just gonna close more. That's the mindset you have to have. I don't compete against anybody else. - Except you said. - I compete against myself. - That's all right. - You have to have that mindset that you're the best. You have to be delusional. - I love the mindset. - Like Tyson said. - Dude, I'm super thankful for you. You've taught me a lot about you. You inspired me for real every day. - I appreciate it, but you too. I gotta get like you, man. - Dude, you're on your way to change lives. Yeah, that's what we're doing. - Yeah, there's some, you get so much pleasure out of helping others. Money's like, money's great. - It's cool. - Money is a tool. Like my parents taught me. You literally, if you use it the right way, it buys you freedom, it gives you security, it relieves stress. But that is only gonna last for so long. - Yeah. - And setting new goals, man. You're always, once you beat them over and over, you're not filling up your cup until you like, really like talk to God and create a relationship with Him. That's the end game. - That is there. - Yeah, you can have community, you can have this, you can have all that. - Everything, but if you don't have God, you're never gonna be at your maximum potential and you're not gonna be seen. - And you're always gonna be looking. - You're always gonna be looking for the right answer and the right answer is right in front of your face. - Yeah. - The guy that controls everything. It is. - Yeah. - So last question, we got, what, eight months in the year? - It's end April, so we got eight months. - Yeah, eight months in the year. Where do you see yourself on your personal panel? - About 650 easily. - 650? - Easy. - 100%. - Over that. - Oh yeah, go. And then what about your team? What are you hoping to do? - Oh, at least 500. - Big dog. - Big dog. - So, setting those expectations higher. - Yeah. - 500, 480? I guess I gotta up it next year. - And I wanna speak to somebody that's not in the industry and that's looking in or you just get started and you're looking for a solid mentor. Just understand you're always gonna do half of what your mentor does. And so if he's selling 100, he's gonna be able to teach you how to minimally sell 50,000. So if you're trying to make $50,000 a month be around an amazing mentor, amazing community, guys that are gonna drive you closer to the gym, build your bank account and get your coach for the God, then Jace Jensen's your guy and how can they get a hold of you? - Oh man, they could find my Instagram. - XJACE, THG, ACE. So XJACA's. - XJM. - The ACA, yeah. - Understand the ACA or whatever. We found that in afterwards, but JCA sounds a lot better. - Oh gee. - I think the Stanley is awesome though. - Yeah, he is. - He's a man. - He's the man. - All right guys, well seriously, tune in to the next episode and go and get with Jace. He's phenomenal. If you guys have any other questions, he's there. He's one of the most helpful guys I've ever met. He doesn't get to keep anything. He's got a servant's heart. So yeah, bro, again, thank you for hopping on. If you guys enjoyed this, please like and subscribe. It supports our channel, supports the viewers and everything that we're going towards. So we can help more people. And we'll catch you on the next one. And yeah, let's get after it today. - Let's go. - Let's go. - We appreciate you bro. - God you really, thank you.