Speaker 1: What would you say to a struggling agent that's considering quitting, that they may end up a part of 92%? Yeah.

Speaker 2: You know, the whole thing I was telling you about that one guy named Hunter who's dad, my mom told him he's a shy guy. One of the people I was working with is a restaurant owner. They sell pizzas, okay? And it's a husband and wife team, good couple. They do good for themselves. They make millions of dollars, but COVID really hurt them when it comes down to restaurants and running a pizza shop. So this last time, two days ago, they asked a question, was really disturbing. I don't like the question and I challenged them on it. They said, Pat, you know, my husband and I, we've sat down, we've thought about it. We think we want to move to the next industry. And we just kind of want to leave this pizza place here. We'll make a few hundred thousand dollars per year netting, but we want to kind of move to the next industry. I said, really, tell me why. She says, well, because, you know, we just feel like we would do better in a different industry. I said, okay, cool. I said, is it because the business is getting hard or is it because you're done doing this and you want to go to a different industry? And they look at each other. I said, tell me the truth, because you don't pay me the amount of money. You pay me every month for me to tell you what you like. I said, because the business is getting hard. I said, okay, cool. I said, how many relationships have you guys been in? So what do you mean? How long have you guys been married together? 10 years. You ever dated anybody else? It got a little bit awkward. Well, yes, of course. We've had different relationships. I said, how long does it take for you to date somebody to realize how annoying they are? How long? Is it three months, six months? How many guys are married and your husband or wife does certain things that annoys the living crap out of you? Yes or no? How many guys are- What are you doing raising your hand? How many are- I'm kidding, I'm kidding. She's like, let me talk now. Well, here's the question. How many guys love him or her, but they still annoy you sometimes, right? I said, look, when it comes down to marriage, sometimes divorce makes sense. I said, but let me tell you when I think divorce makes sense. I said, I think divorce makes sense after you and her are willing to go to therapy for 12 weeks together. And I think divorce makes sense if you individually go for six sessions and she individually goes for six sessions. If after those sessions, you guys don't wanna get a divorce and you go talk to your pastor about it, get your divorce. But if not, don't get the divorce. So what's your point? I said, I am officially your first meeting. You're not getting a divorce yet. In 12 months, if you still feel the same way, leave the industry. So the insurance agent that's struggling right now, listen, you may or may not know it. You're in an incredible industry, guys. I'm telling you, this is not easy. It's five years of absolute hell if you can make it through. Now, some of you are broke because you flat out are lazy and you know it. Some of you guys are not selling is because you've had $20,000, $30,000 sales and the first thing you did is go buy a Rolex. It's not how this business works. But some of you guys can make it, but it's just hard right now. My challenge to you is go five years. If it's hard, still nothing's happening, you're giving your best, then get a divorce. Go to a different industry. But if not, if you stay patient, I cannot even tell you the wildest dream you have, what can happen with you, your wife, your kids, those can become a reality with this business. There's so many people that are making outlandish money in this and every one of them will tell you a moment where they almost gave up. So that's what I would say to the struggling agent.

Speaker 3: Yeah, that's good. That's good. Thank you.

Speaker 1: Two more. How does someone recruit 15 to 20,000, whatever it is, it's a gigantic number of insurance agents over 12 years?

Speaker 2: Yeah, so one, I want everybody to know this. It's a business model. So every one of us has a different business model here. So for example, we're talking leads. How many of you get your clients on buying leads? Raise your hand if you buy leads. Okay, how many of you guys do it based on Facebook ads? Who gets it on Facebook ads? How many of you guys get it on LinkedIn? Anybody gets it on LinkedIn? How many of you guys get it on Instagram? Who's Instagram? Okay, the point is there's many ways to make your money, right? I, long time ago when I was at Morgan Stanley, Dean Woodard, we went to, instead of going to New York when 9-11 happened, we went to Mark Hopkins Hotel, San Francisco. And one day at the end, this top earner came out at Morgan Stanley, he's making 3 million a year. He's a good-looking white guy, right? He's part of blue-eye community, right? He's privileged, of course. So he comes up and he gets up and he gives this talk. He says, this is my house. This is my wife. You know, he has a beautiful wife, just like you have a beautiful, he says, this is my wife. You know, this is my family. These are my kids. He shows beautiful kids. You know, they're all wearing the, you know, the yellow, blue, pink polo shirt stuff. It's like, look at this. I'll go to the Super Bowl game. I'll go to Pebble Beach. I'm like, this guy's amazing. I pull up a guy, one of the guys in our classroom. His name was Ted Williams III. He is part of that lineage of Ted Williams. I said, guys, we gotta take this guy to the bar tonight. Because I didn't know how to party at the time, so I'm like, let's just take him out to the bar. Hey, Johnny, would you mind if we take you out? Listen, you've taught us so much, let's take you out to the bar. So we take him out to the bar, and one drink. By the way, if you're Christian, this is not a good strategy. I'm just telling you, it worked for us back in the days. It was a different life of mine. So we take him to the bar. He's from Missouri. You kind of know it's like church going. So we go to the bar, okay? One drink, he stole. Well, yeah, because here's what we do. Second one, oh, did you see the highlight? Like, ooh, third drink. I said, listen, how do you make $3 million here? Well, let me tell you. Here's how you make $3 million here. He said, I learned how to write, and I learned how to sell, but the way you make a lot of money is you have to learn how to recruit and develop other advisors like me. My money was made by building a team. So that moment when he said that, I learned if I'm gonna leave, if I just sell, I'm limited. Eventually, I have to learn how to build an agency, whether it's five, 10, 25, 100, it doesn't matter. You eventually need to be able to replicate and duplicate yourself, and obviously, we took it to a different level with 15,000 agents, but it starts with a system. So to answer your question for you, if there is no system where people can do things without even thinking about it, it's mathematically impossible. The whole thing is backed up on a system. Without it, it's not possible.

Speaker 1: Wow. Yeah. Unbelievable. That's so good. Uh. All right, last question. What does 8% mean to you?

Speaker 2: I think it's cream of the crop. I think you're willing to do what others are not willing to do. I think it's you giving your best where, you know, the other guy on a Friday night, you know, has a six o'clock appointment. He reschedules it for next Tuesday. You do the six o'clock appointment and come back to the office and make 20 more calls. Send a couple cards. Then you go out. You're willing to do that additional two or three appointments make that additional 10 or 20 calls that very few are willing to do. Guys, I can tell you, Saturday nights, I'm 23 years old, and this is a time when I said I was 25 the last time I went to a club. And I said, don't call me again. I'm done going to clubs. But 23, I was still committed. So it's Saturday night, okay? It's Saturday night. We're at the office. It's me and a handful of guys. So guys, 40 more calls, and then we go hit the clubs, okay? So like, come on, Pat. We gotta go. I gotta go change. I gotta shave. I gotta do my goatee. 40 more calls. So guys, let's make 40 more calls. Every time you book an appointment, write it on the wall, the client's name. Great. Making calls, calls, calls. I got one. Okay. Calls, calls. I did my 40. I did my 40. I did my 40. Everybody did their 40? Yeah. Let's go 10 more. No, bro, I'm not doing it. 10 more. Let's go 10 more. The next client is the big $300,000 annuity. 10 more calls. No, Pat, I'm leaving. I gotta go. My girl's calling me. Okay, you go. Out of the five, two stuck around. So we make 10 more calls. Boom. Two sticks around. You made your calls? I made my calls. Guys, 10 more calls. Bro, I'm not doing this. You do this every time. I'm not playing this game. One leaves, but there's one left. Yeah? Let's go. 10 more calls. We do our 10 calls. I have to be the last one. So I said, 10 more? No, I'm gonna go. You go. I'm making a 10 call. That's 8% to me, man. That additional part.

Speaker 3: That's good. That's good. Unbelievable. Ladies and gentlemen, Patrick Matt David.

Speaker 1: Appreciate you, buddy. Unreal. Unreal. Wow. Hey, if you enjoyed this, I got another one you're gonna love. It's right there. Click on it.

Speaker 2: See you in there. My favorite interview is probably Kobe because we have a relationship. We have a connection together from what era he comes. It would probably be Kobe. Then probably a couple of these mob stuff that I do in some of these military.