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You Will Never Succeed Until You Reprogram Your Mind | Kick Start Your Day Podcast — Transcript

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0:00I was sitting back, smoking weed, I had
0:01a roof over my head, I had a bunch of
0:03friends, we were all we all go out, have
0:05fun together. It was super simple and
0:08easy. I had no obligations or anything
0:10like that. And then
0:12fully transparent, like four or five
0:15people that I knew pretty well
0:18passed away. I went up to Ricketts Glen
0:20State Park, sat by a creek for like 3
0:22hours. I remember it vividly. And I just
0:25prayed and I was like, I need to
0:28do something different. I need to take
0:30advantage of every breath that I get to
0:31take with life.
0:38>> [music]
0:43[music]
0:47[music]
0:51>> What is going on everybody? Welcome back
0:53to the KSYD podcast.
0:56Today with me I have
0:58somebody who's been in business with me
0:59for 3 years now, which I value these
1:03relationships. We got Michael Malay on
1:05the podcast.
1:06>> Hell yeah.
1:07>> And Mike, before we dive into what I
1:10want to talk about, where the hell are
1:12you from?
1:14>> Dallas, Pennsylvania. Probably never
1:16heard of it, huh?
1:17>> Do you wear boots there?
1:19>> Me personally, no, never wore boots. I
1:21know some country guys, though.
1:22>> How do you live in a place that's
1:24Dallas, Pennsylvania and you don't wear
1:26boots and a cowboy hat?
1:28>> I don't know, man. That's a good
1:29question. I never got into all that.
1:31>> Okay, what what was it like growing up
1:33in Dallas, Pennsylvania?
1:34>> Dallas was a super small
1:37town.
1:38A lot of close-minded people, not a lot
1:41to do. I think uh I was pretty close to
1:43Scranton, Pennsylvania. That was like
1:44the number one binge drinking city in
1:47America or number two or something like
1:49that. So, that's kind of what it was
1:52like uh out of high school. And college
1:55was
1:56that's what people did on the weekends,
1:58so.
1:59>> So, after after high school,
2:02you went to college.
2:04>> Yeah. Yeah, Penn State.
2:06>> Was that like what is
2:08I always think about it cuz
2:10shoot, I wasn't going to play college
2:12football. And I got a random email and
2:13I'm like, well, I ain't doing anything
2:15else. I might as well go play college
2:16football.
2:17>> Yeah.
2:17>> What is uh
2:19what was kind of the plan after high
2:21school?
2:22>> After high school, I had no plan at all.
2:24As a matter of fact, I didn't go right
2:25to college right out of high school. I
2:27was actually driving to different
2:29colleges and just partying at different
2:31colleges.
2:32>> [laughter]
2:32>> Kind of [ __ ] off, to be completely
2:34honest.
2:35>> For how how long did you do that for?
2:37>> 2 years.
2:38>> 2 years till you were 20 years old.
2:40>> 2 years till I was 20 and then finally I
2:42was like, I better do something because
2:45this ain't going to do anything for me
2:47long-term. So, then uh and neither was
2:50college, but I applied for college,
2:53got accepted into Penn State,
2:56ran that for 2 years. Actually had a a
2:58really high GPA. I like 3.9 GPA. Wasn't
3:02partying as much, was kind of getting my
3:03life together and then
3:05boom, dropped out.
3:07>> So, I feel
3:09>> [snorts]
3:09>> we have the the ongoing question.
3:12>> Yeah.
3:13>> I tell everybody you wrestled at Penn
3:15State. Is that true?
3:16>> Absolutely [laughter] not.
3:19No, I wrestled in like ninth grade.
3:21>> Yeah.
3:21>> [laughter]
3:21>> But, it sounds better.
3:22>> Yeah. Yeah.
3:23>> Oh. So, you dropped out of college after
3:262 years. So, what you're 22 at the time?
3:28>> Yeah.
3:29>> When did you get into sales?
3:30>> 27.
3:32>> When you were 27?
3:33>> 27, moved down to Florida. So, that's a
3:36>> So, what did you do from 22 to 27?
3:39>> Not a whole lot, man.
3:41Um honestly, I live like live with my
3:42parents at the time. It wasn't like the
3:44best situation, wasn't the worst
3:46situation.
3:47But, um at one point, I was washing
3:50dishes for my boy's pizza shop. Shout
3:53out Pete. Um and then I worked for my
3:55other boy, Buckman. We were building
3:57pallets in a warehouse.
3:59Uh super like
4:01just low-income, under-the-table jobs,
4:05just getting by, having fun.
4:07Got into some more partying at that
4:09time, too, for for 3 years.
4:12>> So, how do you go from that? Cuz I feel
4:14that's where most people get stuck.
4:16>> Yeah.
4:16>> Like 22 to 27, you do a little bit of
4:19that.
4:20Work in these jobs, these
4:21under-the-table jobs, working at a pizza
4:23shop.
4:24There's no real drive, motivate
4:27motivation, discipline, consistency,
4:29excitement
4:32in doing all of that.
4:33>> Yeah.
4:34>> But that's where I realize a lot of
4:35people get stuck. What got you out of
4:38that to where you're like, "Dang, I'm
4:39going to go get in sales"?
4:41>> Well, what kept me there was, for a long
4:43time, cuz I didn't I didn't start
4:45getting out of that until I was 27, was
4:47just comfort. Like I was sitting back,
4:49smoking weed. I had a roof over my head.
4:52I had
4:53bunch of friends. We were all We all go
4:55out, have fun together. It was super
4:57simple and easy. I had no obligations or
5:00anything like that. And then
5:02fully transparent, like four or five
5:05people that I knew pretty well
5:08passed away. And there was one specific
5:11one, Lane Dickey.
5:13We became so close.
5:15Um
5:16when I was like 27 years old,
5:19we were getting in like Bitcoin, crypto,
5:21all that stuff. It was like right in uh
5:242020, 2021, before
5:27the the big boom. But
5:30um
5:31I feel like over time, watching all
5:34these people that I knew really well
5:36pass away at such a young age, I was
5:38being selfish.
5:39After Lane died,
5:41I uh
5:43I went up to Ricketts Glen State Park,
5:44sat by a creek for like 3 hours. I
5:46remember it vividly.
5:49And I just thought I was like, "Dude,
5:51this was one of the greatest people in
5:52the world and
5:54he has no opportunity now to do anything
5:56with the rest of his life." And I just
5:58prayed for like 3 hours and I was like,
6:00"I need to
6:02do something different. I need to take
6:04advantage of every breath that I get to
6:06take with life." And
6:08oddly enough,
6:09a couple weeks later,
6:11um at his funeral,
6:13I met uh a buddy.
6:16And
6:18it was weird. It was like this aura in
6:20the funeral home.
6:22And I was like, I looked at him and I
6:23was like, "I just feel like I'm supposed
6:25to talk to this dude." And I didn't
6:27because I I just didn't have the mindset
6:29to like come out of my comfort zone at
6:30that time.
6:31But bro turned around and was like, "Hey
6:34bro, like I feel like I need to talk to
6:35you."
6:36I was like, "Whoa, like this is crazy
6:38alignment." And then we started chopping
6:40it up. I was like, "Yeah, my my family
6:42always said I should do sales."
6:44And he's like, "I got an opportunity for
6:46you down in Florida."
6:48He's like, "You should fly down." So I
6:49flew down 3 weeks later and boom.
6:52>> That's insane.
6:53>> Flip of a hat. Yeah.
6:54>> But sometimes that's what it takes for
6:56you to realize.
6:57>> Yeah.
6:58>> Like I had
7:01man, multiple people die
7:03at a young age growing up. And it was
7:07it kind of kept me on the path
7:09of okay, I have to stay busy. I have to
7:11stay doing stuff that's going to lead me
7:13in the right direction. Cuz it's easy to
7:16get sucked into that when that's the
7:17environment.
7:19And I grew up with a a lot of people
7:22that had addiction. I was around a lot
7:24of people that had addiction.
7:26And I realized like you can't fall to
7:29that. How do you not fall to that? You
7:30got to get out of that environment. So
7:31you get out of that environment.
7:34You move to Florida. How quick did you
7:36move to Florida?
7:37>> Quick. Like
7:40I flew down there to go talk to Danny at
7:42the time, which was awesome. He had a
7:45business partner, Warren.
7:47And as soon as I got to Florida, like
7:48before I even met them, I was like, I
7:50know we're moving down here.
7:52We went to check out apartments, went
7:54and met with them.
7:55Month later, boom, I was out. I sold all
7:58my [ __ ] back home.
8:00Rented a U-Haul, bought a new truck. I I
8:03bought a Tahoe at the time so I can
8:05throw a U-Haul on it.
8:07And just hooked it, had me and my three
8:08cats in the back of that thing.
8:10>> You love cats.
8:12>> Drove them here out to Arizona,
8:13[laughter] too, baby. Come on.
8:15>> Same cats?
8:16>> Same cats.
8:17>> So these same cats have been on the
8:18journey with you this entire time.
8:20>> They're traveling cats.
8:21>> [laughter]
8:23>> They've been around.
8:24>> There you go. So
8:26you get into sales, what was your first
8:29year like knocking doors?
8:32>> Um
8:34it was interesting. It was something
8:36totally new. What's crazy is is when I
8:39was like 12 or 13 years old, my You
8:42remember Livestrong bracelets, like the
8:44little rubber ones? My mom used to like
8:46mass order them and sell them on eBay
8:48because they're exclusive, so she was
8:50making like a ton of money.
8:51>> Was Livestrong Was that Lance Armstrong?
8:53>> Yeah.
8:53>> Was it?
8:54>> The yellow bracelets.
8:55>> Yeah.
8:56>> Yeah, she
8:56>> Was it funding his steroids?
8:58I don't [laughter] know if you can say
8:59that.
9:00>> I don't know. I don't I don't know what
9:01it actually was. I think it was like the
9:03testicular cancer thing or vibe.
9:05>> It was.
9:06>> Yeah, yeah, yeah.
9:07>> cancer.
9:07>> Yeah, and then they started coming out
9:08with all these other ones, breast cancer
9:10awareness, bullying, things like that.
9:12But like my mom had extra ones, so I was
9:14like 12, 13 years old going around my
9:17neighbors'
9:19doors selling them these bracelets,
9:21trying to collect money from them. And
9:24then before that, I was like outside my
9:26dad's store
9:27selling waters and stuff. Like he'd take
9:29me to Sam's Club, we'd buy a bunch of
9:31drinks, energy drinks, Perrier water,
9:34and I'd just sit outside a a and
9:35everybody that walked in, I'd be like,
9:36"Hey, buy water." Whatever.
9:38>> Right.
9:39>> So, when I got down there, it was crazy
9:40because the first thing that was like
9:42going through my mind was like, "Hey, I
9:43already been down this road. This like
9:45is probably like my destiny."
9:47Like
9:48if
9:50something I heard a little while back is
9:51is if you don't know where you should go
9:52in life, you should look back as far as
9:55you possibly could to see
9:57like put some things together.
9:58>> Right.
9:59>> Like put the puzzle together and see
10:00what would be the right route. So, when
10:02I got down there, I was like, "This is
10:04weird, man." Like
10:06went out knocking door, failed over and
10:08over and over again, but
10:11it felt right.
10:13Like even though it was it was
10:14difficult. You know what I mean?
10:17>> How long did it take you to make money?
10:19>> Not long.
10:20>> No?
10:22>> No. Um because I already like I already
10:24had um
10:26and not to like toot my own horn, but I
10:27already had the ability to communicate
10:29at a high level. I was I'm really good
10:30at building relationships.
10:32So, it was easy for me to go knock on
10:34people's doors and just talk to them and
10:35build really really strong relationships
10:38with them and I'm I can build trust.
10:40Um so, people trusted me
10:43and I'm I'm relentless as well. So, like
10:46it was whatever it takes to figure it
10:47out and it's still the same mentality
10:49here.
10:50>> Right.
10:50>> But
10:51yeah, I don't have like a a hard story
10:54like like I I I didn't set appointments.
10:56I went straight into closing and it was
10:59it was smooth for me. It was like that's
11:00how I knew like I was meant to be in
11:02sales.
11:03>> Right.
11:03>> Yeah.
11:04>> Let's talk about
11:07the transition
11:09from solar to insurance.
11:11>> Damn. Yeah.
11:12>> What like why if you're cuz when I was
11:15talking to you, you're consistently
11:17making over 20, 30 grand a month.
11:19>> Yeah, yeah.
11:20>> And
11:22it was it was almost like we knew each
11:24other by the time you had joined the
11:26organization.
11:27>> Yeah, we followed up for like a year.
11:29>> Yeah, we talked for over a year.
11:30[laughter]
11:31I'm like, "Well, [ __ ] Let's just
11:32buddies, support each other. That was my
11:34whole focus.
11:35>> Yeah.
11:36>> I feel like there's not enough of that
11:37going on.
11:38Um
11:40What was the transition like for you?
11:42Like when did you when did you mentally
11:45commit? Cuz you're making 20, 30 grand
11:48plus a month every single month in
11:50solar.
11:51>> Yeah.
11:52>> You we have a conversation and then it
11:55took probably a year process. Did
11:57something happen?
11:59Or was there something that was
12:00attracted to insurance that you knew you
12:02could plug in the skill set to?
12:04>> So so this is going to sound really
12:06crazy, but like I was going through a
12:07really dark period in my life where I
12:09couldn't I I felt like I couldn't trust
12:11anybody. I didn't have anybody
12:13left at the end of my solar journey. I
12:16Coming out of solar, too, like I
12:18At first I was building teams. I loved
12:20it. I loved leading. I loved pouring
12:22into people. I loved helping people
12:24change their life, but I didn't believe
12:25in the product. I felt like we got to a
12:27point in solar where we were actually
12:28like taking advantage of people.
12:31And for me, I never wanted to leave a
12:32legacy behind that I trained a bunch of
12:35people to make a lot of money, but not
12:37morally or not like correct.
12:40>> Right.
12:40>> So
12:41I was starting to get depressed. I was
12:42starting to lose passion after I had the
12:44money. I was like, man, like it's not
12:46all about money. That's when I kind of
12:48got that realization. But oddly enough,
12:50like I didn't know life insurance was
12:52going to be the play.
12:54Like I stopped solar probably about 2
12:56months before I joined insurance with
12:58you. And and crazy enough,
13:01um
13:03yeah, I I had no idea I was going to do
13:05life insurance. We talked a lot though,
13:07and I and I had some trust built in you.
13:09But I did a lot of deep meditation on
13:11the beach and I was trying to reprogram
13:13and rebuild my brain after like going
13:14through this crazy rock bottom that that
13:17I went through again. Just kind of went
13:19down the same path as I did when I was
13:2127.
13:22But what's crazy is and I I don't know
13:24if I ever told you this, but
13:26Ryan Sweeney
13:28was the guy that introduced me to Danny.
13:31>> Right.
13:31>> At SunShop. And I was just like, it was
13:34just oddly enough, I'm like, Bone
13:36Sweeney, I'm like, [ __ ] I'm like, maybe
13:38this is the next opportunity.
13:39>> [laughter]
13:39>> This is my next introduction.
13:41>> Yeah, exactly. So, like, I was just
13:43trying to
13:44like, find signs of like, what am I
13:46supposed to do? And I was so hungry to
13:49like, find something I was passionate
13:50about again, build a team.
13:53Um, but the right way this time, like,
13:56and and genuinely empower people, help
13:57reframe and and change their
13:59perspectives and mindset, and
14:01for life insurance, it was like,
14:03when I really started learning more
14:05about it, talking talking to you more
14:06about it, it's like, dude, like, I can
14:08serve people on a daily basis and sell
14:10them a product that's actually going to
14:11help their family.
14:12>> Right.
14:14>> Like, and I don't have to like,
14:17do anything else. Like, I just have to
14:18be transparent with them. I have to find
14:20like, what the purpose is or what the
14:23problem is and just provide a solution.
14:25Like, and I could feel good about it.
14:27And then I could train a ton of people
14:29to do the same thing. I'm like, dude,
14:31there's nothing else I'd rather do.
14:33>> I agree.
14:33>> What other sales industry does that?
14:36>> 100%.
14:36>> Yeah.
14:37>> You brought up somebody that we may have
14:39to make him change his last name if he's
14:41not cranking. I don't know [laughter]
14:43how he's doing. I hope he's doing good,
14:44but
14:44>> Me, too.
14:45>> If Ryan ain't cranking, he's got to
14:47change his damn last name. We can't have
14:48the same last name and then not be a
14:50killer.
14:51>> Yeah. [laughter]
14:52Yeah.
14:53>> You guys are supposed to be cousins.
14:55That's that's truly what is cool about
14:59the insurance industry.
15:01>> Yeah.
15:01>> Like, when you think of insurance,
15:03I always pictured
15:05fat, bald, white guy, suit, briefcase.
15:08I'm like,
15:09>> old people.
15:10>> Yeah, I'm not doing that.
15:12But there's a there's a new era. And
15:14there's a era of young, hungry
15:17entrepreneurs that want to serve
15:19clients. They want to get good at
15:21developing people. They want to take
15:24care of agents and lead agents. They
15:26want to focus on consciousness. They
15:28want to focus on development.
15:30>> 100%
15:31>> The use this is when I think about
15:34life insurance now, it's kind of what we
15:36had made it.
15:38>> I agree.
15:39>> We We had
15:40We'd kind of change the way that it is
15:42with
15:43the personal development involved. There
15:45was one guy that
15:47I looked up to my first year in
15:50insurance, two companies ago.
15:53Because
15:55he was a guy that would smoke everybody
15:57in results,
15:58had the most humility. Most humble guy
16:00you ever met. He would pour into anybody
16:03that worked hard, that had 100% effort,
16:06and had a positive mindset.
16:09If you complained or had excuses, he's
16:10not talking to you.
16:11>> Right.
16:12>> So, I I realized he did something
16:16different than majority of people.
16:18He woke up and he read every single day.
16:19He was listening to a podcast. He was
16:21developing his own perspective and
16:24understanding and vision.
16:27Where
16:28other people, they were just showing up
16:30down the phone. They got the same
16:31perspective as they do day one. And
16:34they're wondering why they're not
16:35getting those results. So,
16:37that's what I I love about your group,
16:40what you've created with your guys is
16:43it's a development culture. You're
16:44growing people.
16:45>> Yeah.
16:46>> They're dealing with thousands of
16:47experiences.
16:49Thousands. And it If you're in insurance
16:51for
16:53a year, it's like dog years.
16:56Because you speak to thousands of
16:57clients, and you speak to thousands of
16:59agents,
17:01and you have thousands of transactions
17:03if you do it right.
17:05>> Yeah. I mean, [ __ ] you say we've been
17:08in business for 3 years, it don't feel
17:09like 3 years. This [ __ ] feels like
17:10yesterday we just got started.
17:13Yeah, so like I I feel like I'm just
17:14getting to know you a a bit.
17:15>> Yeah, yeah.
17:16>> [laughter]
17:17>> Literally. Literally.
17:19>> cool. So
17:19>> Yeah.
17:20talk about what you and your group are
17:22creating. What is your focus? You guys
17:24do a lot of
17:26lock-ins. I feel we were one of the the
17:29first big organizations to do a lock-in.
17:33Not just an Airbnb where you hang out,
17:34but an Airbnb where
17:36you work out together,
17:38you grind together, you stay up late,
17:40you study the script together, you grow
17:42together, you learn together, and you
17:44help teach people.
17:46>> Yeah.
17:47>> So you're
17:48really focused on that. You told me
17:51you're committed to it
17:53every single month this year.
17:56And I've seen some of the Airbnbs that
17:58you rent. I mean, you're a guy that will
17:59spend over 200 grand on Airbnbs this
18:01year, which is
18:03>> Ready.
18:03>> insane, but you're willing to invest
18:05into your people.
18:06>> 100%.
18:07>> Having a leader that
18:09is creating an environment for somebody
18:11to come in
18:13and to allow them the oppor- -tunity to
18:15get better, to allow them the
18:16opportunity to see the same vision that
18:18you guys see,
18:20to allow them the opportunity to
18:23just believe that they're worth more. I
18:25think that's part of it, too. Is
18:29there may be a lot of people that see
18:32what we do and they're like, "Well, I I
18:34couldn't do that." You can't You can't
18:36discredit yourself.
18:37>> Yeah.
18:37>> You can't ever discredit yourself.
18:39>> Yeah.
18:40>> And just how you got out of the mindset
18:41from 22 to 27 to get into sales,
18:44at one point you felt it, "Okay, I I was
18:47destined for this. I was born for this."
18:49>> Yeah.
18:50>> And
18:52it takes time to get good at it, but it
18:54starts with you believing that you're
18:56capable of doing it.
18:58So what is it that you're trying to
18:59create with these lock-ins that that
19:02you're doing every single month?
19:04>> Yeah, you mentioned like development and
19:05[ __ ] too, and I just I just hit this on
19:07the nose, too. Like, I ain't perfect.
19:09Like, I'm I'm not the guy for for
19:11physical activities. like I'll say that
19:13live on the podcast.
19:15>> What up?
19:15>> But yeah, yeah, like it's it's it's I
19:17haven't hit that phase in my life yet.
19:19I'll get there, but I'm humble enough to
19:20admit like dude, I'm not perfect. Like
19:23and I think what's dope about my squad
19:26in general is is just that we have a ton
19:29of freaking leaders on it that all pick
19:33up where each other lacks. So we just
19:35collaborate at such a high level and
19:37that's what makes it so dope. Um
19:40but yeah, as far as like
19:43the the culture goes and and and the
19:45whole purpose of all these lock-ins is
19:47is
19:48it's it's building these relationships.
19:51It's uh bringing people together to to
19:54come closer and and help each other
19:56solve problems together. That
19:58collaboration, um the alignment, like
20:01everybody sharing one vision.
20:04Everybody going all after it at once all
20:07together full force.
20:09And just being able to to pour into
20:12these new people and help them see that
20:14there's just more out there every single
20:17day like you have something to chase.
20:19Like
20:20your life can be better, you can be
20:22different. And
20:24I think with every one of these lock-ins
20:26somebody new comes and it's like I've
20:28never seen anything like this in my
20:30life.
20:31And usually that's what is like
20:34wow, like there's people out here like
20:36you guys. Like my friend group wasn't
20:39like that. Like it's crazy to see like
20:42you guys all collaborating, you guys all
20:43having these productive conversations.
20:46You guys like this this house is like
20:49unreal. I didn't even know like things
20:50like this existed. Like everybody said
20:53rich people are like [ __ ] and like
20:55it's like well hold up bro, like I'm
20:57renting the place.
20:58But
20:59it's like
21:02my first lock-in
21:04you were at it. It's funny as hell.
21:06Shout out Kev.
21:08>> [laughter]
21:09>> Love you, dude. But, yeah, we we we all
21:11got together. This was like
21:13yeah, 3 years ago in in May, I think it
21:16would have been or like June like the
21:18beginning of June. So, it might have
21:19been like 3 years ago almost exactly.
21:22>> Right.
21:22>> But, we were in that house in Cave Creek
21:24and like that created such a crazy
21:26vision for me because it was
21:28the culture was there.
21:30The the energy was there. The vision was
21:33there. All that was amazing even though
21:36we were young and stupid and we got like
21:38crazy [ __ ] up. We don't run lock-ins
21:40like that anymore, but they used to get
21:43uh
21:44>> That's what I That's what I want to
21:46backtrack on.
21:47>> Yeah.
21:48>> [clears throat]
21:49>> There's people that in the evolution of
21:52what you've created is awesome.
21:54>> Yeah.
21:55>> I think that's cool is we all start
21:56somewhere
21:58and through the work, through the
21:59challenges, through the adversity, you
22:00create a completely different person.
22:03But, you were a guy
22:05that you could do
22:07the drinking.
22:09I mean, you were going to clubs two,
22:10three times a week.
22:12>> Yeah, yeah. I was getting
22:13>> were still ripping 30 grand a month.
22:14>> Yeah. Yeah.
22:17I mean, you were you were
22:19very similar to like the Johnny Manziel
22:21of insurance. You get it and it's
22:23>> I'm going to need a leper for this one.
22:25>> I feel like the the more
22:28that you partied, the more business that
22:29you wrote and then it just got to a
22:31breaking point of
22:32okay, I can do this, but the people that
22:34I'm attracting isn't the people that I
22:36want to be in business with.
22:38>> Yeah.
22:38>> So, can you talk about your
22:40understanding with that cuz the moment
22:42that you changed everything, the moment
22:45your entire business changed.
22:47>> It was It was one part like I was
22:50attracting the wrong people in my
22:51business and it was a whole another part
22:53like I need to become the person that
22:55people can look up to and that I can
22:56actually like influence in the right
22:59way.
23:00Like when I came into this business, my
23:02main intentions were to make like impact
23:04and and genuinely help people change
23:06their lives and
23:08for a little while there, seeing the
23:09money come in and like being really good
23:11at something, meeting new people, like
23:14being single, it was like exciting in
23:16Scottsdale. Like, Scottsdale's [ __ ]
23:19crazy. So, like, you come out here and
23:21you're like, "Wow, this is like a
23:23wonderland." And you kind of get dragged
23:25in all of that stuff, but
23:27aside from that, it's like
23:29dude, like, I wanted I wanted to just
23:32change people. And and I I wasn't the
23:35person that I would look up to. Me and
23:36you had these conversations all the
23:37time.
23:39You're like, "If you want to lead a
23:40team, you need to be somebody that you
23:42would follow. Like, would you follow me
23:44if I was doing all this shit?" Like,
23:46dude, and the answer is no. Yeah, you
23:48coached me a little hard, but like,
23:49dude, no. Like, if you were going doing
23:51what I was doing
23:52like and and
23:54dude, I'll shout out Kev again. Like,
23:57I made calls to you and maybe we're
23:59breaking the news to him right now, but
24:01like, I didn't I didn't Like, I didn't
24:03respect him at that time either.
24:05>> Right.
24:05>> Because we were doing it together. That
24:07Like, he wasn't the one that was going
24:08to get me out of it at the time.
24:11But like, dude's crushing it now. He's a
24:13he's another testament of like, he
24:16wanted to help people change his life.
24:17So, like, sometimes you just got to
24:19sacrifice the pleasure, sacrifice the
24:21temptation, sacrifice everything that
24:23you think is
24:24uh serving you when it's really not.
24:27It's just like this facade and illusion.
24:30But in order to make an impact, that's
24:32what you got to do.
24:33>> 100%.
24:34>> Yeah. How I always thought about it,
24:35too, is
24:38if I really want to figure this [ __ ]
24:40out,
24:42I have to write down everything that's
24:45distracting my time, focus, or energy.
24:48>> Right.
24:48>> And I cut it all out.
24:50>> Everything.
24:50>> I didn't want to I didn't want to reason
24:51on why I couldn't figure it out. I
24:53didn't want to excuse on why I couldn't
24:55figure it out. I didn't want to reason
24:56why I couldn't show up. I didn't want an
24:58excuse why I couldn't show up. And I
25:00realized that if I partake in some of
25:04these vices, it's going to give me the
25:07excuse. It's going to give me the out to
25:09say,
25:10"Well, it was the bis- I wanted to blame
25:12it 100% on me if I didn't have success."
25:14I knew that I need to
25:17eliminate everything.
25:18>> Yeah. And that's that's what I had to
25:20do, too. I had to take accountability
25:22for the people that lost while they were
25:24with me while I was doing that [ __ ]
25:26Like I could never blame them. I wasn't
25:28the leader that I needed to be to help
25:30them out of a lot of that [ __ ]
25:32So, it's like I'm I I never ever want to
25:35be a leader that's like, "Hey, like
25:38you know, like that made me realize I'm
25:40like, dude, like I've got a I've got a
25:41lot of work to do. Like I'm letting I'm
25:43bringing people into this business
25:46and I can't even take care of my [ __ ]
25:47self. What am I doing?
25:50You know?
25:51>> Right. What helped you realize that?
25:54Like come out of that.
25:55>> I got I mean, I I lost it I lost
25:57everybody. I watched some people that I
25:59built really close relationships with
26:01that I had to detach myself from to move
26:03on in business. But like I realized at
26:05the time like I wasn't the best leader,
26:08you know?
26:09Like and that's okay. Like
26:11I got better because of it. Like I can
26:13look back now and be like, "Hey, like
26:15um I mean,
26:17the truth of the matter is is people
26:19fell out. They fell out of insurance
26:21completely. They went to different
26:22companies. I got rolled a a [ __ ] ton of
26:25debt, but that's that's not any like
26:28[ __ ] that bothered me. The [ __ ] that
26:29bothered bothered me is I felt like I
26:31let them down and I let myself down by
26:33letting them down.
26:34>> Right.
26:35>> I was like, "Dude, I'm never going to
26:36let this [ __ ] happen again." And and
26:37like you said, you just at that point in
26:40your life when you're like, "I'll do
26:42whatever it takes, like whatever is
26:43required to be the best person I could
26:45possibly be for my people."
26:47That's when you start sacrificing all
26:49those little things.
26:50>> 100%.
26:51>> Yeah.
26:52>> And when you do it, like obviously
26:54you've been
26:56dialed for the last year and a half.
26:58>> Right.
26:59>> Yeah.
26:59>> Which is sick to see.
27:01>> Shout out my girl.
27:02>> Let's go.
27:03>> [laughter]
27:04>> Come on, Alyssa. She got you dialed.
27:06>> Yeah, 100%.
27:07>> We'll get her a plaque.
27:11No, just thinking about
27:12where where people start, what they have
27:15to go through to be able to figure it
27:17out. Some people have to
27:19fall on their face. Some people have to
27:21lose people to be able to understand
27:22like
27:23damn, it's not the business, it's not
27:26them,
27:27it's me. I wanted to create
27:30an environment to where if people came
27:33in and they didn't figure it out, they
27:36had to look in the mirror. That was the
27:37only way out. And that's difficult for
27:39some people.
27:40[ __ ] there was times in my life that
27:42was difficult.
27:43>> Oh, yeah.
27:44>> But when you start looking in the mirror
27:46and saying you're the reason
27:50you're not having success,
27:52dude, it puts you in the accountability
27:53hot seat. You're like, all right, well,
27:54let's go. Let's figure it out. What do
27:56we got to do to be able to change some
27:57[ __ ] So, once you changed,
28:01what is this last year of growth been
28:04like for you?
28:05And give us some perspective and
28:08understanding of what it takes to be
28:10able to develop people
28:12to allow them to have success. I mean,
28:13you got
28:15companies, different companies outside
28:17of Founders
28:19trying to hit your squad up, trying to
28:21get their script because you're doing
28:23something right.
28:24>> Yeah.
28:24>> Which is sick. It's like, okay, now I
28:26know I'm doing something good.
28:28We got all these other companies hitting
28:30me up saying like, hey dude, can we get
28:33y'all's script? What the heck are y'all
28:34saying?
28:36>> Yeah, yeah. So, I think over the the
28:38course of the last year, like obviously
28:40I sacrificed everything. Like when I
28:42mean everything, I mean everything. Like
28:43I don't I don't watch television shows.
28:46Um I I rarely even listen to music. Like
28:49I I I don't go out at all on the
28:51weekends. I don't go to social events.
28:53Like I'm constantly working on myself
28:55with God. Like my my inner dialogue is
28:58just
29:00like so clear now. Like my thoughts are
29:03are just so clear now because I was able
29:05to cancel out all the noise and
29:07distractions. Don't watch sports. No.
29:09I just don't. Like and again, I'm not
29:11hating on people that do. It's just what
29:12I needed to do to become the best person
29:14I can be for my people.
29:17But once I kind of cut out that stuff
29:19out, I went into a flow state.
29:21And I knew exactly what I needed to do
29:23and it was simple.
29:25Like it wasn't complex anymore.
29:27It was just literally just show up, lead
29:31by example, and show people exactly how
29:33to do this job,
29:35and make sure that I like understand
29:38the business enough to be able to
29:42diagnose a problem and provide a
29:43solution to them.
29:45That's literally it. And I I I I think
29:46like a lot of people take their mind off
29:48of it and they they look at it like a
29:51it's a recruiting game. Bring people in.
29:53Like let them figure it out. I just
29:54built one system.
29:57It was it's it's one system. It's super
30:00simple. The every person that comes into
30:02my business does the same thing over and
30:03over and over again. I was
30:06I wanted to be duplicatable. Like
30:08majority. And again, it's it's not even
30:10to talk [ __ ] It's the freaking truth. A
30:12lot of these people out here, they're
30:13not duplicatable. They bring people into
30:16the business and then they're caught
30:17like running all over the place trying
30:19to find somebody they resonate with to
30:21figure it out. And it's like, well dude,
30:22like why can't you just build a system,
30:25a structure that works, that's proven to
30:26be profitable, sustainable,
30:29that's that's morally correct,
30:32and teach everybody to do the same
30:34thing. And right.
30:36That's that's all we've been doing. And
30:37again, like
30:39I'm not perfect. We don't have it all
30:41figured out.
30:43But we're doing a hell of a lot better
30:44than a lot of other people and
30:47um
30:49I think we're changing the game by doing
30:50that a little bit.
30:52>> I mean, your your average agent right
30:54now
30:54>> Yeah.
30:55>> is what? 20 grand a month?
30:58>> Maybe a little bit higher right now.
31:00>> Which is the focus.
31:01>> Yeah.
31:02>> Like you can do you get
31:0550 people on your squad
31:08average agents doing 20 grand a month
31:10you're doing the same as organizations
31:12that have
31:13500 people in them.
31:15Which is the focus. You don't want
31:18quantity, you want quality. That's got
31:20to be the whole focus for the industry.
31:21I think that's where the industry goes
31:22wrong. Is let's take anybody and
31:24everybody and pray, hope, and wish that
31:27they figure it out. Which is such a
31:29disservice and that's where the industry
31:31gets a bad rep.
31:33Is you have these people they'll close
31:34one deal and they'll go on social media,
31:36"I'm a millionaire. Join my squad, come
31:39in. It's easy. Everybody can do it, work
31:42from home."
31:43They're not transparent
31:45in what it actually takes to get good in
31:48insurance. So, what are ways Say I'm a
31:51new agent, I came in.
31:52What are some ways that you are
31:55transparent with what the hell I'm going
31:57to have to go through
31:58to be able to get to where you're at?
32:00>> Well, one thing about my culture, my
32:02agency is is like there's no cap.
32:05We're not capping, we're not larping,
32:07we're not
32:08acting like we we got money. We're not
32:11like even entertaining people that
32:13>> 30s. How do you know what larping means?
32:15>> Yeah, I because everybody's posting
32:17about it.
32:18>> [laughter]
32:18>> Yeah, that reminds me. Cut that [ __ ]
32:20>> Did you have to Google it?
32:21>> What?
32:22>> Larping?
32:23>> I mean, I like when I first heard
32:25>> larping was
32:26You ever seen Role Models where they're
32:28like larping? Like they're fighting each
32:30other?
32:30>> No, I I never I never heard
32:32>> that larping?
32:33>> I don't know.
32:35>> But it's also like
32:36>> I don't
32:36>> inflexing other people's [ __ ] I don't
32:39And I'd be lying too if I if I didn't
32:41say like dude when I got money like I
32:42didn't post [ __ ] on my Instagram story
32:44but I had [ __ ] money. I wasn't
32:46larping other people's [ __ ] like It was
32:48like my first time ever making you know
32:5020 25 grand a month. I went out bought
32:52some David Yurman or something and when
32:54I bought my Cartier watch I was like
32:56hell yeah like bought my Porsche I was
32:58like yeah I'm going to post a [ __ ] It's
32:59it's a it's a trophy it's a reward. It
33:01was years of hard work ton of adversity
33:04to be able to get those things and
33:06Um I'm proud of it. You know I'm proud
33:08that I'm I'm able to have those things
33:10but that's not what it's all about and
33:12that's what the industry is making it
33:13right now. It's just like
33:15all this like materialistic
33:17thing like everybody faking and it's
33:20like dude like there's a trust recession
33:22out there. Like the industry the
33:24bubble's going to burst all these frauds
33:26that are posting
33:27all this crap on other stuff all these
33:29submit numbers not not being real.
33:32Um like dude you're going to get exposed
33:34and and not only that man you're going
33:35to get your [ __ ] terminated. You're not
33:37going to be in life insurance anymore
33:38cuz you don't know what the hell you're
33:39doing.
33:40>> Right.
33:41>> Um and I just feel bad for the people
33:42that have to deal with with that kind of
33:44thing.
33:45>> So back to my initial question. How do
33:47you
33:49set the foundation? I'm a new agent that
33:51came in.
33:51>> Yeah.
33:52>> I want to get to 30 grand a month.
33:54>> Yeah.
33:56>> How are you transparent with what it
33:58actually takes
34:00to get to 30 30 grand a month?
34:02>> Before anybody comes in to whatever it
34:05takes doesn't matter what agency they're
34:07coming into inside of whatever it takes
34:10we're 100%
34:12cutthroat and clear on these recruiting
34:14calls.
34:15Like
34:16we're going to tell you hey you're going
34:18to have to invest in yourself
34:20sometimes daily sometimes weekly and
34:24every
34:25single part of this business is going to
34:27expose every insecurity or or thing that
34:29you have wrong with you and you're going
34:31to need to work on literally everything
34:33all the time. There's never a day where
34:35you get a rest of that.
34:37Um
34:39so, all of us being on that same page,
34:41like before people even come in on
34:43recruiting calls, we're already vetting
34:44people out. It's like and it's not
34:47because we don't think that they have
34:49what it takes, it's that they're
34:50deciding that they don't.
34:52>> Right.
34:52>> So, we're not being judgmental, like oh
34:54no,
34:55we can't have people in here, like oh we
34:57wouldn't work with you. It's more so
34:59like us talking them out of it before
35:02they even come in because
35:05I don't want to waste anybody's time,
35:06man.
35:07I don't It's more so about them. Like
35:10you can come in and give it a shot.
35:11Anybody out there, like dude, if you
35:13think you got what it takes, come work
35:15with us. We'll give you 110% if you're
35:17giving us 110%.
35:19But I think that structure, like
35:22prefacing it before we we even decide to
35:24onboard, and then when they are
35:26onboarding, we go through it again. Hey,
35:28these are our onboarding and
35:29expectations. We go through a checklist.
35:32We have uh daily activity trackers that
35:34agents have to tap into. They have to
35:37acknowledge exactly what they need to do
35:38on a day-to-day basis in order to
35:40succeed. We've got personal declaration
35:43statements. We got people filling out
35:45personal declaration statements of new
35:47identities they want to create for
35:49themselves and build on throughout their
35:51career in insurance.
35:52>> Weekly goal sheets, monthly goal sheets.
35:55We want to figure out how to coach
35:56people,
35:58what we need to help them accomplish.
35:59Like hey, if you want to come in, you
36:00want to write 20 grand a month, that's
36:02that's the bare minimum, that's the
36:03standard. You'll be able to make money
36:05and support yourself, that's cool,
36:07that's what we're going to coach you to
36:08do.
36:09But if you're telling me you want to
36:10make 100 grand a month, well dude, I'm
36:11going to be on your ass and I'm going to
36:13coach you hard as hell.
36:14So, we're just being real, raw,
36:16transparent. We're not hiding anything.
36:19That's what it takes.
36:20>> Yeah. I feel that
36:23there's so much opportunity for
36:25everybody to have success.
36:28But when you create an environment where
36:30people don't like each other because
36:32they're competing against each other
36:35>> Yeah.
36:35>> and they feel that they're taking over
36:37their market share.
36:38>> Yeah.
36:39>> That's not the case. There's so much
36:41room in insurance. It's It's
36:43honestly incredible the amount of room
36:45in insurance and the amount of growth
36:47that I've watched you have, the
36:49relationships that you built, the
36:50network that you've created.
36:53What if I'm a new agent I've been
36:54dialing with you for a while and I'm
36:56like, Mike, these leads suck.
36:59How do you coach that? I'm I'm genuinely
37:01curious.
37:02>> I mean, what's cool is is I really don't
37:03have to coach it because there's so many
37:05people
37:06dialing the same leads in my
37:08organization that have a ton of success.
37:11>> But say I cornered you in your office
37:13and I lock it and I'm like, Mike, these
37:14leads suck.
37:15>> Yeah, I mean, I'm not even probably
37:16going to talk to you.
37:18>> [laughter]
37:18>> Like I'm just going to be like, dude,
37:19you can sit in here and talk as much as
37:20you want.
37:21>> do you help me understand it?
37:23>> I mean,
37:26it's a good question,
37:28but it's also like
37:30there's just clear-cut
37:33truth and proof out there that they
37:34don't like that that majority of the
37:37time it's a mindset issue, a belief
37:39issue, a faith issue, faith in yourself,
37:42or a volume issue. Like there's just a
37:45multitude of different factors that we
37:47can look at and usually when we actually
37:49look at the data, it's just one of those
37:51things. Or when somebody comes in with
37:53that mindset, I mean, you could already
37:55just tell like by that mindset that
37:57that's why they're not winning. They're
37:58already predicting their own future.
38:00Um so that's what I'd tell them. I I
38:02would just probably look at them and
38:03say, hey, like this is the best quote
38:05I've ever heard in my life. Whether you
38:07believe you're going to win or whether
38:08you believe you're going to lose,
38:10whatever you believe is what's going to
38:12come true.
38:14So I just had an unwavering belief and
38:16that's why it always worked out for me.
38:18But that's that's that's that's where I
38:20would take it.
38:21>> I always thought too, maybe I was
38:22delusional.
38:23>> Yeah.
38:24>> But it helped.
38:25I always thought
38:27that it didn't matter what the lead was,
38:29didn't matter how old it was. I knew
38:31that there was a skill set that could be
38:33plugged into that lead that will close a
38:35deal.
38:36>> Right.
38:36>> So, I was always chasing I wasn't
38:38chasing a lead, I was chasing a skill
38:40set.
38:41>> Exactly.
38:41>> I'm like, "Dude, I'm bound to find
38:43something that I can say to be able to
38:45connect and build a relationship with
38:47this client. Doesn't matter how many
38:48calls I have to make. Doesn't matter how
38:50many hours I have to be on the phone.
38:52I'm going to create a skill set to be
38:54able to connect
38:56with a 10-year-old aged lead, with a
38:58fresh lead.
38:58>> 100%.
38:59>> With an instant lead. It didn't It
39:01didn't matter to me. I was That's how I
39:03was focused. That's where my That's
39:05where my focus was. Yeah, 100%
39:07accountability.
39:07>> Yeah.
39:09>> What was it like for you? If you
39:11Cuz I
39:13My sole focus
39:15is to help people understand
39:18that
39:20you can have a lot of success in
39:21insurance, but I'm not that far from
39:23them. I'm not that far from the newest
39:24agent coming in.
39:25>> Yeah.
39:26>> And
39:28hell, in
39:305 years, we've done
39:33over 200 million in sales.
39:36I'm a regular freaking guy. You're
39:38regular guy.
39:39>> Yeah.
39:40>> But it's understanding the little stuff
39:42that you have to navigate in the
39:43beginning.
39:45Once you get out of the water and you
39:48get on the land, you're like, "Okay,
39:49cool. It was really hard swimming
39:51ashore.
39:53Now I'm on shore.
39:55What's next? What do I got to do?" And
39:56then you you start to develop this these
39:59habits and these disciplines that
40:01allow you to build on your skill set
40:03daily
40:04and your mindset daily
40:07to set you up for success.
40:10Which is sweet, but it takes time to get
40:12good in business. I feel a lot of
40:13people, they want to be an entrepreneur,
40:15they want to build a business, they want
40:17to build an organization
40:19and
40:21they commit to it for
40:233 months,
40:24>> Yeah.
40:24>> 6 months,
40:25>> Yeah.
40:25>> for a year, hell even 2 years.
40:27For me, when I said I committed to being
40:30an entrepreneur,
40:32that's a that's an infinite game for me.
40:34There is no ending on that. It's not
40:35like, "Hey, it's been too too much. It
40:37got too tough. The adversity is too
40:39much. I'm done."
40:41It's I'm committing to this until I
40:43solve this [ __ ]
40:45And this business is very solvable.
40:47>> Yeah.
40:48>> So, what is your understanding of how
40:51solvable is this business for people?
40:53What are things that hold them back from
40:55being able to solve the business?
40:57>> Well, I kind of want to touch on the the
40:58whole mindset thing, too, because you
41:00you said it yourself, like we're regular
41:02dudes, but like there are a lot of
41:03people out there that were better than
41:05me when I got into this business and in
41:07a much better position. A lot of people
41:09don't know this about me,
41:11but when
41:14I was in those phases through college
41:16and through working in the the pizza
41:18shop and building the pallets and all
41:20that, dude, there were phases where like
41:22I would be in bed for 6 days straight,
41:24completely depressed,
41:26untapped to society, like couldn't
41:29breathe right, like were like
41:32getting attacked from anxiety. I
41:34remember the multiple times dropping
41:35down on my knees, having panic attacks,
41:37like
41:37>> You had asthma?
41:38>> hating my life. No, dude, it was from
41:40anxiety.
41:41>> I'm messing with you.
41:41>> Yeah, yeah, it was Yeah, like I was in I
41:44was I was not in a good mental mind
41:46state. So,
41:47what got me to be able to think about
41:49this in business and what a lot of
41:51people don't realize they have to do is
41:52is reprogram their entire brain. And
41:55that's what I did when I was meditating
41:56on those beaches in Florida before I
41:58started an insurance. I was having
42:00really positive conversations with
42:01myself. I spoke to myself completely
42:04different for a very long time. Like
42:06when I lived in your house in Mesa,
42:08I was walking around that pond by the
42:10house. I would take 15 laps a day and I
42:12would just speak out loud to myself
42:14positively just to get myself to believe
42:18that I was actually
42:19better. That I wasn't who I used to be.
42:22That I'm I'm like I'm I'm grateful. I'm
42:25understanding. I'm loving. I'm caring.
42:27I'm consistent. I'm disciplined. I'm
42:29motivated. Like they're still programmed
42:31into my brain all the affirmations I
42:32told myself.
42:34But when people come into this business,
42:37that's what they have to leave is how
42:38they how they used to previously talk to
42:40themselves and what they used to
42:41previously believe about themselves.
42:44>> Right.
42:45>> So,
42:46I would say that's like step one. Like
42:49dude, you got to be conscious enough to
42:50understand what you're speaking in your
42:53life.
42:54>> 100%.
42:54>> believing in your life.
42:56You know?
42:58Does that answer the question or
43:00>> Yeah. I mean, that's
43:03that's the game of life.
43:05>> Yeah.
43:06>> If you feel it's unsolvable, it will be
43:08unsolvable. But how you train it
43:11and we had talked about it when me and
43:13Holgate were on, we were talking about
43:15the subconscious.
43:16>> Yeah.
43:17>> Majority of the time your thoughts are
43:18not your thoughts.
43:20They're from growing up hearing things
43:22and saying stuff over and over and over
43:24again, then it became
43:26>> a habit.
43:27>> Well, it became law.
43:29>> Yeah.
43:29>> Like your your word is law. So, it
43:30became law. You're like, I've heard all
43:32this stuff. Like I used to say stuff
43:34that I heard when I was young and I'm
43:35like, that don't even make any damn
43:37sense. That's not even my thought. I
43:38just adopted this random ass thought.
43:41>> Yeah.
43:41>> But that's
43:43the reality of it. So, being able to
43:47and I remember some of those
43:48conversations, but
43:50being able to
43:52to retrain your mind and retrain your
43:55thoughts.
43:56Cuz I always thought of it as like what
43:58version of myself am I plugging into the
44:00business? There's a version of yourself
44:01that you can plug in that
44:03is negative, that doesn't believe that
44:05you can do it, that thinks every lead
44:07that you call is a bad lead, that thinks
44:08everybody's going to say no, that thinks
44:11you're going to get all these
44:12objections, and then there's a version
44:14of yourself that understands that you
44:17have to dial the phone to be able to get
44:18to your goals.
44:19And I'm super optimistic. It's a volume
44:21and it's an activity game.
44:23>> Exactly.
44:24>> And
44:25being able to simplify has always helped
44:26me. I'm super simple. That's what's
44:29duplicatable about it.
44:31How do you build a big business? I am so
44:33simple.
44:35I'm so simple.
44:36Like people want to come talk to me
44:37about
44:39AI dialers and CRM and tech, and they'll
44:42be plugged in there messing with it for
44:443 days, and I'd get on the phone
44:46>> phone.
44:46>> [laughter]
44:47>> And I'd get on the phone and I'll hand
44:48dial, and it's like I just
44:51I like
44:53the fact that I can keep it simple
44:56because simple is duplicatable,
44:57duplicatable scalable. You want to scale
44:59a business, you have to simplify your
45:01process that allows you to produce to
45:04make money.
45:05To turn around and teach the process,
45:07you have to be conscious in what you're
45:08doing when you're simplifying the
45:10process.
45:11>> Well, we're giving out free game, but
45:12that's that's what the problem is with
45:15with a lot of these agencies out there,
45:17even at different companies, is is they
45:19want to make things super complex. They
45:22They make it their exact process word
45:25for word, and it's like this
45:27five-page script on psychology and all
45:30these different things, and it's just
45:31like, "Dude, like, how do you expect
45:33somebody that knows absolutely nothing
45:34to come in and be able to understand all
45:37this [ __ ] at once?"
45:38>> Well, it's like you're
45:40you're getting NLP'd out, and you're
45:42preparing yourself to talk to like an
45:44FBI negotiator.
45:46>> [laughter]
45:46>> These people do not want you to talk to
45:48them like that. If I called any of my
45:50clients, and it's like, "Hey, would you
45:52rather me shoot the [ __ ] with you
45:55and talk to you about Texas
45:57and ask you if you're a Longhorns fan,
46:00or would you rather me
46:02freaking nerd out on all these questions
46:04and overcomplicate the process? They're
46:05like
46:05>> Just be a dude.
46:06>> Yeah, they're [laughter] like just just
46:08be yourself. I think that's the biggest
46:09thing. If you're listening to this,
46:11simplify it, be yourself. They're
46:13regular people. You have to understand
46:14who you're talking to.
46:16>> Yeah.
46:16>> It's huge.
46:17You're not trying to impress your client
46:20with
46:21the questions that you you ask. I feel a
46:23lot of people when they present, they
46:24want the oohs and the aahs, which
46:27what the hell are you doing? You're not
46:29You're not a the circus actor. You're
46:31there to be able to help the client
46:33figure out what their life looks like
46:35without it and what their life looks
46:37like with it. And you have access to
46:39products to be the solution for what
46:40they're trying to accomplish.
46:42>> Super simple.
46:45>> Simple, Mike. Got to keep it simple.
46:46>> It's super freaking simple.
46:48>> Well, where Let Let's end on this. Where
46:50do you want to finish off the year?
46:53I know your goal has always included
46:56your people, which as a leader
46:59nobody gives a [ __ ] about your goals.
47:00They give a They They care about your
47:03people's goals. So, I
47:05I could give a [ __ ] less about my goals
47:07cuz my goals
47:08aren't They're not personal. It's not
47:10for me. It's I want everybody else
47:12that's in the organization to accomplish
47:14their goal. That's
47:15the identity that I want to create in
47:16the space. That is the identity I will
47:19create in the space. That is the
47:20identity I have created in the space. Is
47:22you join me, I'm going to help you
47:24accomplish every mother effing goal that
47:26you set out to accomplish. Is it going
47:28to be easy? No. Will it be worth it?
47:31Yes. Will you go through challenges?
47:32Yes. Will you be a millionaire
47:34overnight? No.
47:36Will you make a lot of money month one?
47:39No.
47:40>> Unless you're me. No, I'm just kidding.
47:41>> Unless
47:42But it's
47:43I I never
47:44>> of money, really.
47:46>> That's always the the biggest thing that
47:47scares me is it it sets unrealistic
47:50expectations. If somebody comes in day
47:52one writes 10 grand, I'm like, "Dude, it
47:54ain't always like that. You're going to
47:55have to grind. There's going to be days
47:57that you'll have to feel. There's going
47:58to be days that you have to pay your
47:59dues.
48:00>> It's important to understand everybody's
48:01on a different journey.
48:03>> 100%.
48:04>> Yeah.
48:05>> But it's would you commit
48:08three, four, five years
48:12six, seven days a week grinding, working
48:15on yourself, recreating yourself if you
48:18knew at the end of the the three, four,
48:20five, six years
48:22there was a million dollars in a
48:24briefcase? Majority people would say yes
48:26and then they get on the journey and
48:27they're like
48:28well, what the hell?
48:29>> They argue with themselves too much and
48:31to the point where
48:32>> with the journey. They don't see it and
48:33yeah, yeah. You can't argue with the
48:34journey. The journey's the journey. I
48:36understand that.
48:38If [ __ ] shows up it's like people will
48:40pray for strength and all of a sudden
48:41they get hit with all this adversity.
48:43They're like, "No, I want to be strong.
48:44I don't want all this adversity."
48:46>> Yeah.
48:47>> It's like they
48:49they get a full plate. Steven loves to
48:51say there's a
48:54life is a a full buffet and they have
48:56people that won't even get in the line
48:59to put food on the plate. And it's I
49:01mean that's the reality of it. There's
49:02so much
49:04there's so much opportunity
49:07hell in America for people to make
49:08money.
49:10But I realize majority of people that
49:12don't, they get in their own way. They
49:14create reasons, excuses why they why
49:16they can't do it.
49:17>> Right.
49:18>> So, where do you want to end the year?
49:21What's your focus?
49:23Where's your Where's your time and
49:24energy spent?
49:25>> Yeah.
49:26I think I think a lot of people they set
49:29these massive goals.
49:32Um and and they stretch them so far out.
49:36What I want to do is is
49:39take it day by day, be 100% present with
49:41my team. I posted a parable in the group
49:44chat in the leaders chat the other day
49:46with
49:47with everybody in there from founders
49:49and
49:51um my focus is on
49:55developing and duplicating people that
49:57can
49:59create the same light in another person
50:01that I created in them.
50:03And that's what I just want to focus on
50:05every single day is is just
50:07being a person that could create more
50:09people with a light to shine on other
50:10people.
50:12And if we keep doing that, like
50:15it it doesn't end at the end of this
50:17year. It lasts for a lifetime.
50:18>> 100%.
50:19>> So that's what I'm shooting for every
50:20[ __ ] moment.
50:21>> That's a legacy.
50:23>> Yeah.
50:23>> Right there.
50:24>> Yeah.
50:24>> Which that's what it's got to be about.
50:25It's
50:27it's not about the money. It's about the
50:28people. It's about the clients. It's
50:30about the agents. It's about the impact.
50:32It's about everybody that runs into you.
50:35The way that you can alter their
50:37direction solely based on the power in
50:40your voice and your words, which is
50:42sick. But that comes through experience,
50:44that comes through pain, that comes
50:45through struggle, that comes through
50:46overcoming adversity.
50:48Which
50:50I've always understood.
50:51I'm calling people that have been
50:53through a lot of [ __ ] if I'm looking for
50:54advice.
50:55>> Yeah.
50:56>> I'm not calling random ass people that
50:58ain't been through anything.
50:59>> Yeah.
51:00>> And that's what creates a leader. So if
51:02you want to become a leader, understand
51:03you're going to have to go through stuff
51:07that maybe you don't want to go through.
51:09Maybe you're like, "Hey man, I signed up
51:11for this, but I didn't sign up for all
51:12this [ __ ] I got to go through."
51:14When you go through it, you have to
51:16understand what is this teaching me?
51:20Anytime I went through anything,
51:22I said, "What is this teaching me?"
51:25I never told I never told I don't think
51:27any any leader, anybody that's in
51:29business with me, or anybody.
51:31But
51:32before we separated from our last
51:34company,
51:35I prayed for
51:38some of the most difficult challenges.
51:41Which you guys can be like, "Why the
51:42hell did you pray for this?" But I
51:44prayed for some of the most difficult
51:45challenges in the utmost adversity
51:49that I could go through when leaving to
51:51prepare me to lead founders to where
51:53we're to where we're going.
51:55>> That's a selfless man right there.
51:56>> So when it when it happened
51:58I mean it it it had got to the point I
52:00was I was making millions of dollars a
52:02year. It wasn't it wasn't the money. It
52:04was I wanted to develop more character.
52:07I'd give a [ __ ] less about the money.
52:08You take it all away, I get it back in 6
52:10months. I give a [ __ ] less about it. But
52:12it was
52:13I knew I needed to develop
52:15characteristics to allow me to lead
52:18other people to every single goal they
52:20set out to accomplish.
52:22So I was praying when I had already had
52:25quite a bit of success. I was I was
52:27praying for more difficult times, more
52:29challenges.
52:31So when it showed up and it happened, I
52:32was like, "Well, I didn't expect it to
52:33happen in it like this."
52:36But here we are.
52:38So when it did happen, I'm sitting there
52:40thinking
52:42damn, this was what I prayed for 4
52:43months ago. 5 months ago.
52:45>> Yeah.
52:46>> Was
52:47going through something extremely
52:49difficult. I'm here now.
52:52>> You could you could probably attest
52:54I think us going through that and all of
52:56those adversities
52:58were literally the best freaking times
53:01of our lives.
53:02>> Yeah.
53:02>> Like because it created a a totally
53:05different
53:06>> Created a bond, created character.
53:08>> Yeah.
53:09>> It's also
53:11who's in the industry that
53:13went through
53:15a external separation and internal
53:17separation.
53:19>> Yeah.
53:19>> I don't know many people that can go
53:21from making 50 grand a month to
53:23$0 and still have bills and still figure
53:26it out to thug it out to get us to where
53:28we are today.
53:29>> No.
53:29>> Which is
53:30>> Yeah.
53:31>> I feel that infuriates a lot of people
53:34because they're like, "Well, why the
53:35hell they're they're going to fail.
53:36Everybody leaves it fails." I think it's
53:38hilarious.
53:39>> Yeah. I love
53:40>> Because it's if I was going to fail, I
53:41was going to fail in the very beginning
53:42when I started and
53:43>> [laughter]
53:44>> trust, not now.
53:46Which is awesome. Because I was
53:48[ __ ] I started with 300 bucks.
53:50>> Yeah.
53:50>> I could start again with 300 bucks. I'd
53:53still figure it out. Now I got a skill
53:54set. That's something that nobody could
53:56ever take away from you. Once you
53:58develop a skill set and the discipline,
54:00the consistency, and the habits, and the
54:02routine that got you to success, square
54:05one, and you keep working. I was a guy
54:06that always kept working.
54:07>> Yeah.
54:08>> I never kicked my feet up. I I kept
54:10working. I stayed sharp.
54:13So that when challenges hit, I'm not
54:14like, "Oh."
54:16I'm like, "Come on."
54:17>> Let's go. Yes. It's time.
54:20>> But
54:21dude, watching your evolution, watching
54:22what you're creating, watching
54:24the leaders that you're creating in the
54:26business, I
54:28I mean, there's nobody
54:31There's
54:32There's not many people that are
54:33developing their people the way that you
54:35are. Building the connection.
54:38You're creating a a family in your
54:40organization.
54:42You challenge each other. There's no
54:44room or no allowed space, I like to say.
54:47>> None.
54:47>> For negativity,
54:49for doubt, for uncertainty. It's just
54:51such a clear path and a clear direction.
54:53That's all people are looking for.
54:55>> Yeah.
54:55>> What's a clear path? What's a clear
54:56direction? What do I have to eliminate?
54:58What do I have to get rid of? What do I
54:59have to sacrifice to go to where you're
55:02going?
55:03And that's what you guys are creating.
55:04So, appreciate you jumping on the pod.
55:07>> Yeah.
55:07>> Ton of value. I'm grateful to be in
55:09business with you.
55:10>> Grateful for you, too, brother.
55:11>> If you guys want to have a transparent
55:14call um what the insurance industry
55:16looks like, you got to call Mike.
55:19>> Can I give them one more little piece of
55:20sauce?
55:21>> Yeah, let's do it.
55:22>> If If anybody out there is listening and
55:24they're struggling to find their why,
55:28I want you to look at the end of your
55:31life,
55:32and I want you to envision you sitting
55:34in
55:35your death bed.
55:37It's a little grim, but I want you to
55:38envision sitting sitting in your death
55:40bed and acknowledge that no money, no
55:44materialistic objects,
55:47um no
55:49uh amount of debt, no home, no no
55:51nothing is going to matter. What's going
55:53to matter is is that you can look back
55:55on your entire life
55:57and say that you impacted one person.
55:59And if if it's one person, that's great.
56:02And if it's a ton of people and it
56:03continues to compound after you're gone,
56:06that should be the goal.
56:08So,
56:09if you're missing your why,
56:11think about that and dive in deep.
56:13>> Let's go. That's deep, brother. I
56:15appreciate you. We'll catch you guys on
56:17the next podcast.
56:19>> Love you.
56:20>> Call me back.
56:21>> Let's go.
56:23>> [music]
56:29[music]

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