So much of succeeding in life is getting yourself, or training yourself, to do the things that you know you have to do, even when you don't feel like doing them. We all love to do these s**t and the stuff that we love. No one likes to talk that on doors. No one likes dialing on the phone. No one likes to game game. I don't like rejection, but I eat it s**t in breakfast. I don't like it, but it makes me stronger. And so if you were going to talk to a brand new agent today, what would be the one bit of advice that you would give them from your experience? Whatever the metric makes sense for the type of insurance that you're selling, whatever leads to us that you're giving them, is I would have to get them into the habit of dialing or out there. It's got to be top of the funnel. People are scared to dial the phone and scared to go to whoever the reason things are doing you ever met using, whether it's incoming leads and calling the back. I mean, that is as soon as it is what happens. As soon as you stop prospecting, you start wringing the towel dry on your existing pipeline. And that's when you start trying to turn those into guesses. When you start trying to every person, because no one likes to speak to you, you just spend so much time hoping that the person is really not right for it. You're trying to shove a square bag in a round hole versus continuing every single day, a lot of ex number of hours, whatever amount that block makes sense for what you're doing. And just get them, it's got to be not that broken with a lot of time. You start and you just do that outbound prospecting. That's the ticket. And unless they do that, there's no shortcut for that. We create all these top producers by sheer co-call numbers. Do you think you're doing anything like that? I'm not sure if I could talk this word of the company. The company that we do for everything. Sure, it's door to door sales. The worst company, great, wonderful company, but the hardest thing we've got is a maxi pest control. Door to door sales with pest control. No one wants that job, right? And yet we recruit, we persevere. These kids are knocking on hundreds of doors a day and getting three S's and now life is made on that. But if they can do that, they can mess the auto doing that. That's the kid that's like that. Talk about the like the plumbers license. It's that ability. It's can you get yourself. You know, I didn't say it update. One of the big things I always instill in young people is that. I still feel you. But so much of succeeding in life is getting yourself, what's training yourself to do the things that you know you have to do, even when you don't feel like doing them. We all love to do the. And the stuff that we love. No one likes not that on doors. No one likes styling on the thorn post. No one likes game. I don't like rejection, but I eat it. Breakfast. I don't like it. But it makes me stronger. I've trained. I learned over the years by start I start off as a door to our sales. I was a job was door to door real sales door door. And I remember this one night that came to define who I was as a sales person was. I went all day. I was already the top producer in the industry. You know, I was already breaking records right from starting. I was like, maybe a month into it. Nice. I was terrible day. Draw. No one. I was selling me and see through no more of the food door at the door. I was like, wouldn't do it in New York. It's freezing. It's raining. I'm shivering to death. It's dark out. And I'm still knocking on those my locals are bleeding. I'm not. I said, I am not going to stop until I make a sale. At least one sale. All right. Find like seven o'clock at night. I knock on some door and soak in like a puppy door. It was wet. Right. I was 20 at the time. 20 when he was like, look at I was 12, right. And some woman opens the door. She said, what are you doing here? She goes, I said, I'm like, I'm just going to just come inside and try out. I'll be back in a second. I mean, it's like most $1 million mansion back in. And she leaves me there by myself. This is a generation. It's right. I'm sitting there on like a chair for like 30 minutes. She's coming at 30 minutes later. I'm doing this big mansion myself with a door. It was like a ballet class. She's like, all right. What do you want that? What's the space? I said, why don't we meet and see food today? I don't need me to finish. I said, listen, I can't get back to that. I'm not into the whole truck from me. A whole entire... I was just giving away the food. The point is, it just taught me this. It was, I said, I'll never forget. You know, is that not how many times people say no to me? It's just one closer to me. Yes, I almost like that's the point where with brokerage, where there's so much, like you can actually track itself closely. I haven't tracked their pipelines so close. How many dials do you have to make to get 10 qualified leads? And if you get 10 qualified leads over time, how many of those are you close? So we can take a kid and have him down the phone 300 times a day to get 10 leads. See, he closed up those 10? 10 a month. Views close 10 accounts a month. You may have million dollars your first year. Just through that, so what happened was, once you established, we knew with those numbers why they listened. It doesn't matter whether someone says yes or no, you're getting paid for every dial. They say no to me, 50 bucks. Boom, thank you. On the next day, because you know your numbers, you just dial enough phone numbers you're going to get. Because all the time those averages do play out. So you really know the numbers. I would urge you to track your numbers so you can say it doesn't matter what any individual says. You're just playing numbers game here. If you hit 200 doors, 200 phone calls, you're going to get every over time, one person, what's that? So now divide that by people who said no, you made 10 dollars every now. It doesn't matter what they say. If the people at the conference that they enclosed the yes is when they get the nasty kid. I knew that I could close the yes right now. I'll try to follow for that. So my question is basically around your sales meetings, very specific. So I've got an agency without 150 call center agents, half W2, half to 99. I kind of built up the same model of taking people making 50, 60 thousand dollars a year, trying to make 100,000 dollars a year, dialing all day. I've been doing it out for over eight years and I started with daily meetings. I turned into a weekly, sometimes turning the weekly into monthly. And kind of even advice from me or any agency owner, how do you get out of the same type of you're saying the same things over and over every day to get better sales meeting for those individuals? I think that you're supposed to say the same things every single day because people leave the end of the get it again. Obviously you could say it and listen, you know, so every business, every agency has its own personality. And that personality has to reflect the owners of people in charge of it. My company was a reflection in terms of like, I had this really strong ability to speak. It was a natural talent I had. So I played on my own talent, which was like motivation, teaching sales people. So for me, that was like, you know, I was my biggest strength was that. So I did it all the time. For me, twice a day every day, never I should say. And a lot of the stuff I was inventing the straight line as I was doing it. So I was inventing this new way of selling back in the 80s. And what I found is that, so here's the way I run meetings. I really even strongly suggest that you do this in your meetings. I never went broad. I always went narrow and deep. The me you would be about, I want you to be able to say the sentence really well. One sentence, like, you know, is your belief you'll be very, very impressed. Sound fair enough? And I literally, I torture each person to be able to say one thing really well. Like, you know, like, how do you mix these tone? I was certainty and sincerity with this reason. You know, sound good, Jim. Sound fair enough. And making I would get the so skilled up. I would never just talk about it would be like, not a broad. It's like, no, I want to learn this particular thing today. And really dig into it. And I have the role play. I was role playing, role playing, more role playing. My book, I run this, you know, I recruit salespeople 90% of my book camps is role playing. It's not, it's not just, I'm like, you don't teach them. I have, I have all the study course that they get. That's a homework at night, which is sort of the foundation on the principles and the logic. When they're in class with us, I have facilitated, they are in groups. They are role playing. Tonality. Have they sound great? You know, because I'm telling you that is just, that's what wakes up, that, that voice inside these kids. And it makes a huge difference. So you put one, a train co-core next to an untrained one. And it's just, it's just nine a day. So I focus on massive role playing it all. So I always with mix motivation and skill strength together. So it would always be like, you know, I get it start off with motivation a little bit. I frame the top and teach something. And then end with motivation, you're two together again and again and again. And we never, you know, sometimes it would just be feel good meetings. It was fun. Like, you know, the movie was funny. It was meant that we were, we had fun. We made it into fun. You know, it was meant to be made. A lot of people, that was a different time and place. Things you can't do anymore. We used to do, right? One thing's happening. But, but those things were like, they were the glue that held sales for us together. Everyone made it for everybody else. There's like a real team spirit. And it was just, you know, it was just amazing. And we asked people not to work. And they all tell you it was the greatest expecting love to work. So, I was like, appreciate it. Hey, if you enjoyed this, I got another one. You're gonna love it. It's right there. Click on it. See you next. JB, the wolf is in the house. Thank you so much for doing it. I really appreciate it, buddy. Pleasure. Hey, percent nation. We have the Wolf and Wall Street, Mr. Jordan Belford in. We're doubling down, right? Because you're gonna be in Vegas with us. But we're doubling down and we got him on foot.