Building Great Sales Teams

Carson Porter: Playbook for Organic Growth

Episode Summary

In this episode of Building Great Sales Teams, we have Carson Porter. Carson walks through his story from D2D sales to a successful business owner!

Episode Notes

Carson was born and raised in The southwest United States (Arizona and Southern Utah). His father was an auto mechanic who owned his own business and his mother stayed home with he and his six siblings. 

Through most of his childhood he watched his parents struggle with money, and he watched as those money struggles spilled over into almost every other area of life. At age 18 he left home and went to install and sell satellite TV door to door. This and several other positions allowed him to live and work all over the United States and even parts of Canada. The vast majority of his adult life has been spent in entrepreneurship. Owning and building businesses and working to bring value to the community around him. 

He owned and operated two auto repair businesses one on his own and one with his father before getting into insurance. He grew a captive insurance agency and sold that. Then He grew an independent insurance agency and sold that as well. With both of these agencies he lead some of the biggest carriers you can think of on a national level for life insurance and annuity sales year after year after year. 

All of this was done on his path and his journey to lead him to where he is now doing the most fulfilling thing he has ever done. He currently is growing the largest community of honest ethical productive and authentic life insurance agents in the world. 

In addition to this he still runs a brokerage general agency, has co-developed a CRM just for insurance agents with his partner, coaches and mentors hundreds of insurance agents, coaches and mentors several high level business executives/owners, is a consultant for large corporations in many industries, and he is a public speaker. All of this is his intentional effort to laser in on his core focus of helping others find value in themselves and learning to share that with the world. 

Key Points:

Connect with Carson: 

Instagram - https://www.instagram.com/cporter389/

Facebook - https://www.facebook.com/carson.porter.906

High Point Wealth Management: carsonp@high-pointins.com

REV Agency Syndicate: carsonp@revagencysyndicate.com

For speaking and appearances https://revagencysyndicate.com/bookcarsonporter
 

Episode Transcription

00:00:16:11 - 00:00:31:23

Speaker 1

Great experiences, build great leaders. Great leaders, build great teams. This is building great sales teams.

 

00:00:33:11 - 00:00:51:23

Speaker 2

For me, it depends on like normally I feel like I'm a pretty intelligent cursor. I use it to to accentuate what I'm saying, but every now and then when I've had a few too many, a few too many beers, I forget the rest of the, the, the alphabet and vocabulary. It's just those ones. That's all I remember. So.

 

00:00:52:10 - 00:01:00:18

Speaker 3

Mine's when I'm, when I'm playing rugby and then all the curse words come out because that's how you play rugby with curse words. It's part of the game. You know.

 

00:01:00:19 - 00:01:05:04

Speaker 2

What makes you run faster? Yes.

 

00:01:05:04 - 00:01:07:02

Speaker 3

Just like my suit. My shoes. My shoes.

 

00:01:07:20 - 00:01:08:21

Speaker 2

Yeah.

 

00:01:09:22 - 00:01:11:05

Speaker 3

All right, man. We'll get rolling here.

 

00:01:11:19 - 00:01:12:06

Speaker 2

Let's do it.

 

00:01:13:08 - 00:01:24:03

Speaker 3

All right, guys. I got Carson Porter today. He's the founder and owner of Red. Why I keep seeing Red Agency. I know. Rev, Rev.

 

00:01:24:09 - 00:01:27:20

Speaker 2

Rev, I like your fast shoes.

 

00:01:29:14 - 00:01:34:03

Speaker 3

70 plus episodes have not had it this much of an issue with injury. And just.

 

00:01:34:03 - 00:01:38:08

Speaker 2

Be like, I've got Carson. He's Caucasian.

 

00:01:38:08 - 00:02:09:13

Speaker 3

Caucasian. He's rich. Listen to that. All right, guys. Carson Porter today, he's the founder of Rev Agency Syndicate. They coach insurance agents how to develop skills and grow their business. He's also a general agent himself at High Point Insurance and advisors. He left home at 18 to sell satellite TV. Door to door worked all over the U.S., transitioned into insurance and led some of the biggest carriers in the nation for life insurance and annuity sales year after year.

 

00:02:09:22 - 00:02:27:16

Speaker 3

Using a similar model, he went on to grow and sell not just one, but two insurance agencies over the course of his career. This all led to his purpose at Rev Agency Syndicate, leading others in insurance through coaching, consulting and speaking. Carson, Welcome to the show, brother.

 

00:02:28:05 - 00:02:29:01

Speaker 2

Thanks for having me, man.

 

00:02:29:16 - 00:02:38:01

Speaker 3

Absolutely, man. So let's just get started in the beginning, you know, like, how did you start out knocking doors? How did that come about?

 

00:02:39:09 - 00:03:02:13

Speaker 2

You know, like most kids end up knocking doors, especially in the community I grew up in. I grew up in a finished high school in a small community in southern Utah where there's lots of Mormons, frankly, and knock in doors as a mormon is is a pretty, pretty normal thing. So you could say, you know, the kind of social norm was already preset for that.

 

00:03:03:01 - 00:03:24:01

Speaker 2

But but I wanted out of that town, man. I just wanted out any way I could get it. And one of my buddies, his older brother, had done some door to door stuff, primarily on the technician side, and they were getting ready to head out for another summer office. They called it in Fort Wayne, Indiana. And I was like, Sign me up.

 

00:03:24:01 - 00:03:33:08

Speaker 2

So I graduated. You know, we hit grad night, partied real hard. And the next morning, bright and early, I was on the road for Fort Wayne, Indiana, and didn't look back.

 

00:03:33:20 - 00:03:52:01

Speaker 3

So I guess what what made you capitalize on an opportunity like that? I know that like in your profile, you talked a little bit about, you know, your parents struggling with money and stuff like that when you're growing up. Was it kind of that allure of, hey, I can go and make a bunch of money or was it more go and hang out with my boys?

 

00:03:52:01 - 00:04:19:21

Speaker 2

Kind of a little bit of both and everything, right? So, you know, we grew up pretty well. What's a good way to put it? We didn't grow up with money, right? Yeah. I want to make sure I'm kind of my parents because they're really good people. But but we didn't have money and that was always something that I saw that it's not like money is everything and money doesn't buy happiness, but try and buy anything in this world without it, including your own time back.

 

00:04:19:21 - 00:04:41:04

Speaker 2

You don't even get your own time back without money. And so I recognized very early that money was important and I don't need to be, you know, a billionaire and this and that and the other. But I want to have enough of it, too, where money does not control me. It's not the reason I make decisions. I make decisions for fit on my values and my focus as opposed to can I afford it?

 

00:04:41:04 - 00:05:07:15

Speaker 2

Right, Right. And even at 18, that's I was having the inklings of these ideas. And so certainly it was a a revenue opportunity that I felt like I couldn't pass up. You know, my buddy's older brother had gone out there the summer before and, you know, it wasn't huge money, but for an 18 year old kid to go out and in three months make 20, 30,000 bucks, that's that's pretty crazy.

 

00:05:07:15 - 00:05:07:21

Speaker 2

You know.

 

00:05:07:22 - 00:05:09:00

Speaker 3

That's that's pretty huge.

 

00:05:09:12 - 00:05:29:04

Speaker 2

That's what my old man was making after years and in his industry. And and so it's like, man, that's what an opportunity. And then at the same time it's yeah, let's let's get the hell out of Dodge and hang out with the buddies. Let's go across the United States, drink beer, have bonfires and do everything in between. So it was a great time.

 

00:05:29:04 - 00:05:37:04

Speaker 2

There was a lot of allure to it, but I'm I'm glad I made the decision to do it. It opened my eyes to a lot of things. So.

 

00:05:38:03 - 00:05:54:02

Speaker 3

Yeah, it makes a lot of sense. And we had a a connect call the other day. Yeah, we just just chopped it up over some coffee. And you talked about how when you first got the opportunity to get into insurance, you utilized that door to door model. Can you talk about that transition a little bit?

 

00:05:54:18 - 00:06:13:16

Speaker 2

Yeah. So when I got into insurance, in a lot of ways, I was I was dropped on my face. And again, this isn't to talk the people that brought me into insurance, they just they were not equipped with the training and managerial tools that I felt like I needed. Right. And so I had to go elsewhere to find those.

 

00:06:13:23 - 00:06:40:17

Speaker 2

Thank God for Google and YouTube. I think Gary is the one that that talks about it all the time. But, you know, the best dictionary, the best teacher, the best mentor in the world, first place, Google and YouTube. Why would you not be there right. But yeah, we were we got into insurance and I was failing. I was falling flat on my face, which which sucked.

 

00:06:40:17 - 00:07:01:05

Speaker 2

Right. We were on the verge of bankruptcy for closure. I'm not going to say we were on the way to divorce, but we weren't tracking a very good relationship at the time, primarily because we were fighting about money. We had a brand new baby and just everything felt like it was falling apart. Right? So I'm laying there mostly naked in bed.

 

00:07:01:05 - 00:07:25:13

Speaker 2

I've got some new balances on it's 3 a.m.. Don't ask me why I had shoes on and staring at the ceiling. I'm like, What the hell do I do? I just remember being in this, like, pit of despair, right? And the thing that just kept coming back to my mind was, was something that my my grandpa had actually taught me years ago, which was, if you will show up and do all you, you know, to be good.

 

00:07:25:13 - 00:07:54:15

Speaker 2

Right and true and do the work, if you'll just show up and do that, everything else will work itself out. So I caught this line of thought as I'm laying there and I started asking myself, Well, what is the work? And I realized I have no fucking clue. I have no clue. But what I also realized and what I remember and this goes back to my doorknocking days, is that no matter how desperate or destitute those days got, because even though we were young kids making good money, we were a young kids spending good money, too, Right?

 

00:07:54:17 - 00:08:11:19

Speaker 2

And there was a lot of there was a lot of days where I'd made, you know, I'm an 18 year old kid and I'm not even paying for rent because the company I'm knocking doors for is comping my apartment for the summer because I'm hitting my goals. Right. But somehow making ten, $15,000 a month, I can't even put gas in my pickup truck.

 

00:08:12:02 - 00:08:45:15

Speaker 2

Yeah. And and I remember going back to those thoughts. Well, what did I do? I went in banging doors. I did something. And in two, 3 hours a day, that's it. I could guarantee that if I went and did that, if I went and put my hand in somebody else's, introduced myself and had an empathetic conversation, actually gave a damn about what they were talking about, I would get the opportunity to talk about what I wanted to talk about, and I'd have an opportunity to make a transaction happen, whether that was Dish Network or later on, you know, security cells, home security systems.

 

00:08:45:15 - 00:09:04:09

Speaker 2

And so I went about applying that to to insurance. I just said, you know what, I can't control anything else, but I can control my effort. And so I woke up the next day, got dressed, got ready and went out and hit the doors. And that first day sucked. I don't think I got a single person that was interested.

 

00:09:04:09 - 00:09:24:14

Speaker 2

I was probably out for two, 3 hours, but it's because I had no I had no experience doing that for insurance. I didn't know what to say. I just knew if I showed up, I'd figure it out, right. Well, as I laid there in bed after the first day thinking, My God, is this worth it? I just kept thinking, Yeah.

 

00:09:24:14 - 00:09:40:24

Speaker 2

All the conversations you had were conversations. They just weren't relevant conversations. But you're the one that didn't bring the relevancy to the table, right? So the next morning I got up, and instead of hitting the doors first thing, I spent a couple of hours sitting out by this this little lake there in southern Utah called Baker Dam Reservoir.

 

00:09:41:07 - 00:10:08:10

Speaker 2

Beautiful little spot. There used to be nobody there. Now it's full of bunch of hippies and yuppies and whatever. But but it used to be a really great stinking spot for me. So I'm sitting there overlooking the lake and it's it's, you know, a little chilly. And I just start writing out a plan. You know, I remember when I was knocking on doors, something I used to teach people when we were knocking doors for like security, is that you had to lead the conversation with questions at sales one on one.

 

00:10:08:10 - 00:10:29:06

Speaker 2

Yeah, right. But I remember teaching them that my questions, the way I designed my questions and the reason I was having success on the doors wasn't because I just had questions. It wasn't just willy nilly and I wasn't just asking them, you know, the basic generic stuff. My questions were set up like guardrails. Like guardrails at a an attic, little kiddy.

 

00:10:29:06 - 00:10:50:04

Speaker 2

Right at Disneyland. Yeah. And the conversation is that go kart in between and that go kart can go anywhere it wants in between those rails. But those rails are there. And I know for a fact that because my questions are structured this way, at some point or another, that conversation is going to get from point A to point B, It can't get turned around.

 

00:10:50:04 - 00:11:13:03

Speaker 2

It can't this, it can't that it might get tripped up, it might slow down, but it is going to end there. Right? Right. And so with that in mind, I started developing some conversations with questions around insurance. And then later that afternoon I took those questions and I decided, hey, like I'm already burned out, my brain hurts yesterday, freaking fried me, but I'm going to go hit some doors.

 

00:11:13:03 - 00:11:38:22

Speaker 2

I'm going to knock 50 doors. If nobody answers, that's okay. I'll knock 50 more tomorrow. But 50 cent That's my number, right? So I went out and hit my 50 doors and in 50 doors I ended up putting together it was like 11 or 12 qualified leads, not just a name and a phone number, but somebody. I had a conversation with who knew I was in insurance and knew I was going to call them the next day to get information about their current insurance and give them some quotes.

 

00:11:39:24 - 00:11:59:24

Speaker 2

And I was like, Holy shit, I knocked 50 doors, I got ten, 11 leads. That's more leads. And I picked up in the last three months combined I the next day call those leads and I end up getting information around quotes with like eight of those people. I mean, super high conversion rate, right? Right. Like holy shit, there's something to this.

 

00:11:59:24 - 00:12:14:02

Speaker 2

I think. And so then I just made it part of my day. Every single day I was going to go knock doors and I hope that to $100 a day, so every day I'm going to knock 100 doors. I'm going to call on my leads from yesterday, and then I'm going to run my quotes and do my appointments.

 

00:12:14:02 - 00:12:34:16

Speaker 2

Right. And that's all I did within 90 days, you know, within 30 days, I started cash flowing a little bit. Within 60 days, I was starting to pay back and pay off some of those credit cards. Within 90 days. I got so far ahead financially doing this, I was able to make my first hire. My first hire. Everybody told me, you need a customer service representative.

 

00:12:35:12 - 00:12:54:23

Speaker 2

But I looked at it and I was like, Shit, I'm good at this paperwork stuff. Takes me 20 minutes to bank it out after hours. That's it, right? Instead of hiring that I'm going to hire someone else, the bank or is it me I want? I want revenue first. That's where my moral obligation lies. Yeah. I hired another door knocker and started having him knock doors with me.

 

00:12:54:23 - 00:13:13:19

Speaker 2

And I mean, he was a trip, but it ended up being a really good relationship with him. And I developed a good friendship over it. Over the course of time. He knocked doors for me for years. Yeah. And we just kept rolling through time and it grew into a sales team in this small town of nine, ten people banging doors all day, every day.

 

00:13:13:19 - 00:13:42:07

Speaker 2

I started sending them across the state and into other states to bank doors for insurance. We ended up leading several carriers for years and years on production for, like I say, life insurance and annuities. We even did very well with the homeowner auto, the property casualty stuff all from door knocking. But that all spawned or goes back to that moment in time where, you know, I'm an 18 year old kid that just wanted to drink some beer and go hang out with my buddies and learn to bang doors.

 

00:13:42:16 - 00:14:14:23

Speaker 3

So, no, that's beautiful. I love that story, especially the part about where you're it's 3 a.m. You laid up in bed. You know, you and your wife are headed to divorce, bankruptcy. The typical story right, that you end up there and sometimes it's in those low points where we basically we get the most creative right. You know, early, early in my career, my favorite times were where all the challenges and everything because I had to be creative to overcome them, you know?

 

00:14:14:23 - 00:14:31:00

Speaker 3

And as you get older and older, you have less challenges because you're more experienced and you, you know, you're able to deploy systems better and stuff like that. But, you know, every now and then you come across these huge challenges that you can't get past or you're in that moment of despair is where you're you're you're most creative.

 

00:14:31:00 - 00:14:39:18

Speaker 3

You know, you almost try to recreate it. It's kind of like, you know, why we recreate pain is to yeah, is to ignite that creativity again. You know, whether that's.

 

00:14:41:04 - 00:15:01:21

Speaker 2

Sorry, I don't mean to cut you off. Okay, go ahead. I was just going to say that's. That's exactly what I've found over time as I've gotten into higher and higher spheres and circles of influence, networking with entrepreneurs like yourself and others, is that the best entrepreneurs are the ones that don't just learn to build a business where they get a job working for themselves, right?

 

00:15:01:21 - 00:15:38:07

Speaker 2

But they learn to build something substantial, right? They whether they they are as an intentional about it as we're talking or not, what they end up doing is remembering or being in those moments of despotism and being forced to become creative. And they recognize how productive that was. And so in the future, going forward, even though times may not be that desperate, they put themselves into desperate situations and desperate, desperate mindsets to again recreate that creativity on an ongoing basis.

 

00:15:38:09 - 00:15:56:13

Speaker 2

And it's a different kind of desperate. Right? It's not desperate or destitute in a sense, like it was before, but there's a reason why one of the most effective ways to plan for a business owner or for partners isn't to sit down in your office and do it right. You go get a hotel in a new city, in a new place where you have no friends, nothing going on.

 

00:15:56:13 - 00:16:20:01

Speaker 2

And even though you can afford the hotel ten times over and there's a beach right outside the window, you're going to go hang out at as soon as you're done. You're in a weird place. It feels a little uncomfortable. There's people around you having conversations you have nothing to do with, and it puts you in this place where you can reconnect to this moment of of creativity out of necessity.

 

00:16:20:10 - 00:16:26:03

Speaker 2

And it allows you to to go so much further forward and faster, which is really, really cool.

 

00:16:26:20 - 00:16:46:16

Speaker 3

So absolutely so so you recognize you have this ability already from your days in door to door, you execute on that ability again, and then the first thing you say is, okay, I need to hire everybody else. Customer service. But you stick to your gut. You hire the appointments that are essentially the the the center in your model at that time.

 

00:16:47:01 - 00:16:58:11

Speaker 3

And then it's just like wildfire from there. And that's kind of what is like is that what led you to becoming a national leader in life insurance sales, or did you start adding in other other marketing mediums? At that point?

 

00:16:59:18 - 00:17:20:12

Speaker 2

We started doing some other things, but at that time it was primarily that what we did, we would knock doors for like home and auto insurance, right? And with the cost load to have somebody knock at door and pay them for it. And I didn't make any money selling the home and auto insurance up front. So it was almost what we call a loss leader, right?

 

00:17:20:12 - 00:17:48:08

Speaker 2

Yeah. But we also use that same process of developing quality conversations in those guardrails to ensure the efficiency and efficacy of a cross-sell to life insurance and retirement planning. Right. That's where I made all my money. That's why I recognize, okay, well, I can get in front of people with home and auto, but I can't make money on it because I can't scale it enough and there's not enough revenue in the first year in it all the revenue is in residual on the back end.

 

00:17:48:08 - 00:18:12:12

Speaker 2

Right. But I can make my revenue, I can cashflow everything I need off of this life insurance and retirement planning conversation. And so we've got to get really, really good at cross-selling that. And so industry standards on those cross sales are in the single digits. I mean, it's pretty low. You have 100 clients, you're going to do life insurance and or something, retirement planning with ten or fewer.

 

00:18:12:23 - 00:18:31:17

Speaker 2

And you know, at the time we weren't as good as we were by the time we left that particular company and open up an independent agency. But right off the bat, with the intentionality behind designing those conversations, we were in the 30 to 40 percentile on that conversion rate, and you're left.

 

00:18:32:03 - 00:18:46:02

Speaker 3

It is very segmented. You know, I know some of the top homeowner auto people in South Texas, and they're they're not the top, you know, life insurance and financial planning people. You know, that's a completely different sections very segmented.

 

00:18:46:14 - 00:18:47:16

Speaker 2

Yeah. So it's.

 

00:18:47:16 - 00:18:48:10

Speaker 3

A bridge that.

 

00:18:49:01 - 00:19:12:11

Speaker 2

Yeah we bridge that and it's not like because you can't you cannot be the best at everything. Right. But if you're willing to scale higher train and maintain a team, your team can be the best of everything in that sector. And so we had home an auto specialist myself. I led our life insurance and retirement planning section of our our agency.

 

00:19:12:18 - 00:19:33:21

Speaker 2

And it was almost like having multiple businesses within one business. And we all trained and and worked together and coordinated and cooperated to make sure that that again, effectively we could cross-sell whether I brought someone in for life insurance, let's make sure they get home and auto or vice versa by the time we left, that cross-sell ratio was approaching 80%.

 

00:19:35:08 - 00:19:56:16

Speaker 2

So if we have that same hundred people come in the door for home, an auto insurance, yeah, we're going to get 80 of those to do life insurance and or retirement planning with us. So that's that's where we started doing really, really well on even a national level with those things was just realizing that we've already got the opportunities in our door.

 

00:19:56:16 - 00:20:14:11

Speaker 2

They already know they can trust us. For one thing, all we have to do is, is exactly what everyone else is already doing. Just the agents, you know. Right. What are they doing when someone brings up, Oh, hey, do you life or do you do life insurance instead of instead of them saying, you know what, I personally don't.

 

00:20:14:11 - 00:20:38:22

Speaker 2

But we've got someone here in our agency that does. They're saying, No, we don't, but I've got an agency that does. They refer it, right? They don't monetize that moment. They don't do anything about it, when in reality they could increase. I mean, the numbers are staggering. If we get into like just home auto life and we're not even talking the like cash value, life insurance, whole life, infinite banking, just term life insurance, right.

 

00:20:38:22 - 00:21:08:08

Speaker 2

We're just adding term life insurance through a quality conversation or a quality conversion to a home, an auto account. You can triple your first year revenue per account on average, and that's based on industry averages for premium dollars, which is how insurance agents are paid. They're paid a percentage of premium. Right. Okay. But that's insane. If you could have half your households coming in triple the revenue in the first year, how much more effectively could you run an agency?

 

00:21:08:08 - 00:21:10:02

Speaker 2

Grow an agency, scale an agency?

 

00:21:11:02 - 00:21:36:03

Speaker 3

Yeah. So and so many people are focused on that individual sale, that product, and then scaling that individual sale versus, you know, the two big things I got from that part of the conversation was, one, you recognize your strengths and your weaknesses, right? Which when you hired the center, it wasn't necessarily that you were weak at that. It was more that, hey, I'm good at that, you know, the paperwork, the admin side, the closing side.

 

00:21:36:03 - 00:22:02:22

Speaker 3

So I recognized my strength. We weakness. And then he did it again. When you took on what was it, life insurance and retirement planning yourself and then had everybody else do the home and auto as a leader into that. Right. And then the second thing is keeping everything in-house. You know, the longer you can keep the customer under your roof and the more things you can offer them in your home, your business necessarily, the ROI on that customer is so much better, right?

 

00:22:03:08 - 00:22:29:24

Speaker 3

I think Brandon Abraham talks about it all the time. He went from being the real estate agent to being the real estate agent and the title company to also adding on mortgages, to adding on home building, to adding on insurance. I mean, it's just one thing after another. Now, this one customer has a $20,000 lifetime value versus a $1,000 lifetime value, you know, because keeping them keeping them owning the whole transaction versus just a piece of it.

 

00:22:30:15 - 00:22:51:17

Speaker 2

Well, then you have so many additional points of revenue opportunity if you figure. But I'm going to do this, for example, I'm in this example. We're talking home auto insurance. If that's the only line of business that I have with that customer, that's all they can refer to me for. And the only people they can refer to me are people that they feel like are in their network that have a need for home and auto insurance.

 

00:22:51:17 - 00:23:14:09

Speaker 2

But if they have home an auto insurance, life insurance, health insurance, dental insurance, they're doing this with me. They're doing that with me, They're doing these other things with me. All of a sudden, I become that connection point for everything. So that's actually something we teach our agents. We go above and beyond insurance. We get into let's refer out mortgages, let's refer out to realtors, let's refer out to the solar guys, let's refer out to auto repair technicians.

 

00:23:14:09 - 00:23:34:05

Speaker 2

Let's refer to to anything and everything. And let's learn to monetize each of those moments. It doesn't have to be significant. But if you're an auto repair shop and I send you a $3,000 valve job, that my my client called me to ask, will my insurance cover fix in my engine? Because it's it's I think it's broke. They always do, by the way.

 

00:23:34:11 - 00:23:51:19

Speaker 2

And no your insurance doesn't cover it but they need an auto repair shop. If I've got an auto repair shop that's willing to pay me five bucks to take excellent care of my customer. Right. My customer is going to be thrilled about the quality referral. We're going to get an extra five bucks we didn't have for doing work we were going to do anyways.

 

00:23:52:05 - 00:24:24:19

Speaker 2

And now every time they have somebody that needs any automotive work done, they're going to that shop. And who is that shop referring them to when they do have an insurance need? Right, right. Back to us. So there's so many so many additional lines of revenue by just increasing the depth of our service base. But in order to do that again, you've got to be willing to invest into your business and what you're doing because you can't do it all your time, your energy, even your ability to retain knowledge and be excellent at a thing.

 

00:24:24:19 - 00:24:34:17

Speaker 2

It's all finite and you've got to be willing to spend the money to bring in other experts, not not bullshit, $10 an hour, people, that's not going to grow your business. You've got to bring in experts.

 

00:24:34:17 - 00:25:00:01

Speaker 3

So that makes a lot of sense. And then the referrals become exponential at that point, you know, And it's like you're saying having a small piece of a shit ton of business versus a big piece of just your business is is a game changer. Yeah. Yeah. So you spoke a little bit about how you all lead your agents to that multiple revenue stream, the exponential referrals and stuff like that.

 

00:25:00:11 - 00:25:10:07

Speaker 3

At what point what was the pivot point at which you were like, Hey, I've built something amazing here and I can teach others how to build it without it being like, Oh, I'm helping the competition.

 

00:25:11:13 - 00:25:43:20

Speaker 2

Yeah. So first of all, I've always maybe, maybe not always, but but one thing that bothers me, this goes clear back to auto repair, right? Is that we're in this small town and nobody wants, you know, some of the the national brand quick lube places doing the heavy work like motor jobs and and that kind of stuff. But all the independent mom and pop shops are so busy shit talking each other back and forth the consumer mentality around mom and pop shops is downgraded so far.

 

00:25:43:20 - 00:26:01:04

Speaker 2

All of a sudden they're over it at Quick Lube, you know, X, Y, Z, getting a motor job done by somebody that has no business doing it because those types of businesses are they don't always hire the most qualified people for that. Right? It was like, holy shit, if we would all just like, there's so much work to do here.

 

00:26:01:04 - 00:26:22:07

Speaker 2

Yeah, if we would all just talk each other up. We probably all have more work and make more revenue. And so I was having these thoughts clear back in in the auto repair days growing up that way, when I got into insurance, I started thinking the same thing. Like every I've never heard. It's becoming more popular recently, but I like to think I'm part of that change.

 

00:26:22:07 - 00:26:45:12

Speaker 2

We've been pushing really hard on even a global level in global organizations to change insurance agents perspectives about other insurance agents, and we've been very active and involved in that. But but when I first started, everywhere you went, you know, all states talk and shit on State Farm and State Farm stock and shit on farmers and farmers talking shit on American National and everybody's talking shit on somebody else in between.

 

00:26:45:13 - 00:27:13:18

Speaker 2

Yeah, it's like, no, they're all another version of the same crap. They're all regulated and held to the same standards and, and this and that and the other. And you get in an accident and you have a quarter million dollars in coverage. GEICO's quarter million pays the same as State Farm's quarter million. And their community, many is like you know we don't have to shit talk or downgrade each other in the consumer mind to go further faster so that was that seeds always kind of been planted.

 

00:27:13:18 - 00:27:38:21

Speaker 2

I haven't ever felt a scarcity mindset I guess is what it comes to. Always felt very abundant in that way. There's so much to go around if if we all just collude together, we'll all get more. Frankly, I started this was clear back in 2018, started coaching a few people on the site because of the success we were having.

 

00:27:38:21 - 00:28:09:03

Speaker 2

My phone was blowing up with people calling me, What are you doing? Yeah, and I was taking calls from from agents all over the country at the time. Spent two, three, 4 hours a day on the phone, and it started to cut into my ability to get things done in my agency that I needed to do. And so I said, okay, well, if I'm going to spend the time on the phone, which I recognize really enjoyed doing, I need to be able to hire somebody else.

 

00:28:09:03 - 00:28:24:11

Speaker 2

But if I'm going to do that, I got to pay for it with revenue. So I got to start charging for this, right? So I started charging people one on one call for one on one calls. You know, it was like a thousand bucks a month or something like that. And every week we'd get on the phone for an hour.

 

00:28:25:01 - 00:28:33:06

Speaker 2

But it got to the point where I'm talking to 20 or 30 agents every single week and you're like, you're dealing with that many people who all have their own problems. And I'm just like.

 

00:28:33:21 - 00:28:42:13

Speaker 3

Exhausted, right now. It's now you going from being the center in the closer to actually building out a business again, You know, you're like restarting the whole journey.

 

00:28:43:11 - 00:29:04:05

Speaker 2

And doing it in 20 different places, 20 different states, 20 different. I just it was exhausting. And so that's what made me sit down and re-imagine, okay, I really love this helping other agents. Probably because I didn't get the help I felt like I needed. Right. And I was in a lot of ways left to twist in the breeze in that regard.

 

00:29:04:05 - 00:29:04:11

Speaker 2

Right.

 

00:29:04:12 - 00:29:06:13

Speaker 3

Your purpose is igniting now.

 

00:29:07:02 - 00:29:33:18

Speaker 2

Exactly. And so I really loved it. I feel like I'm good at it. I'm a good teacher. I've a an ability to make complicated things seem pretty easy and simple and to get some people fired up about it and to do it in a relevant way. Most of the insurance industry and finance industries is very antiquated and old, and so we were able to have a little more relevant conversation with a younger crowd that's taking over the business.

 

00:29:33:18 - 00:29:57:21

Speaker 2

Frankly. And and I really enjoyed it. So we went to work figuring out how could we do this? And the answer actually came through looking at the APEX organization and what they've been able to do as far as being able to scale quality information to so many people without it without it consuming all of your time and energy.

 

00:29:58:07 - 00:30:19:01

Speaker 2

Right. And so as a as a part of the Apex community, I was able to look at that and say, okay, well, how can we do something similar in our own space? We're not out to compete with Apex, we're out to complement Apex. Frankly, in regards to insurance agents and financial advisors. Right. And and so we started building a community around that.

 

00:30:19:13 - 00:30:41:16

Speaker 2

And over the course of time here, it's turned into a community of thousands that were able to reach out, help. I mean, I get ten, 15, 20, 30 DMS a day anymore where somebody was like, Oh my God, you're changing my life. Oh my God, this am I got that. And, and what they're referencing is a video we put in the community six, eight, ten months ago.

 

00:30:41:22 - 00:31:07:07

Speaker 2

But because of the way that it's built, that video is still there. It's relevant. It's been talked about. It's referenced at the appropriate time for that person and using more than anything social media algorithms to make sure we deliver the right content to the right people at the right time, which is crazy, insane. And and the algorithms already there, Facebook and Instagram spent billions developing this stuff.

 

00:31:07:14 - 00:31:15:10

Speaker 2

Yeah. Why do I need to go reinvent the will as opposed to just understanding how the wheel turns and using that to make sure that we can help more people.

 

00:31:15:18 - 00:31:24:11

Speaker 3

Right. So is your is your platform based on a Facebook group or do you have a separate platform that they log into for education?

 

00:31:25:11 - 00:31:58:11

Speaker 2

So both both. We have multiple components. We have like training modules and videos. We do live calls every single week as a group and and some other components. But we also have this community component, our community component, it's hosted right on Facebook. We looked at again some of the efficacy of of moving it off Facebook. But the reality is, as much as people want to say Facebook's on its way out, it's still King Daddy Kong as far as where people, especially professionals, are spending their time.

 

00:31:58:21 - 00:32:19:08

Speaker 2

Professionals don't spend time on LinkedIn. You go on LinkedIn for 5 minutes in case you want to be recruited or recruit somebody. That's professionals, Don't spend their professional time on Tik Tok even they're going to spend their time at 10 p.m. when you know the missus has fallen asleep and they're half drunk. Yeah, flipping through stuff and they're not there to engage in a professional manner.

 

00:32:19:18 - 00:32:21:08

Speaker 3

Facebook headspace. Yeah.

 

00:32:21:15 - 00:32:42:23

Speaker 2

Exactly. Facebook, they're still there. They're looking for clients on Facebook. They're engaging with the professionals. Average user session is like 23 minutes, four times per day, seven days a week. That's King Daddy Kong. So if they're already there, why am I trying to move them somewhere else? I've seen several other communities try to move to their own app or their own their own platform.

 

00:32:42:23 - 00:33:04:03

Speaker 2

Their own forum knows communities end up falling apart and coming right back to Facebook, Right? So so yeah, we host a lot of it there. But then as far as all of our training and all of that stuff, all the way gets recorded and and archived in their member portal. So they have member portals right from the Facebook groups.

 

00:33:04:03 - 00:33:24:12

Speaker 2

They can link right over to it. We just hang it as an iframe and they're able to go back and forth between the two without any issues. When we do our live calls, we run them as Zoom calls because it's one of the easiest platforms to get multiple people in one place talking. But we always live stream it back into the group.

 

00:33:24:12 - 00:33:28:20

Speaker 2

So we complete this circle of engagement, frankly.

 

00:33:29:04 - 00:33:30:19

Speaker 3

Now where a lot of sense.

 

00:33:31:05 - 00:33:35:12

Speaker 2

Yeah, it goes a long, long ways and I think it's a very efficient and effective way to do things.

 

00:33:35:21 - 00:34:06:18

Speaker 3

So yeah, absolutely. So kind of getting binary again, you know, because this a lot of this conversation is about insurance. That's your your background and everything. The average insurance rep. Right. Maybe they're there tap it on six figures whether it's homeowner auto or they're doing life or they're doing financial planning products that that sit around insurance. What do you feel like is something that a piece of advice that you can give them right now that will kind of take them to that next level, to that multiple six figure income?

 

00:34:07:02 - 00:34:09:12

Speaker 3

What are they missing? Most of the time?

 

00:34:09:12 - 00:34:27:05

Speaker 2

Yeah, I think so. A few things. Number one, the average insurance agent makes less than $30,000 a year. So it's a little bit of a misconstrue. And that's that's because the majority of the industry actually ends up failing out in the first 24 months. In fact, 92% fail out in the first 24 months.

 

00:34:27:05 - 00:34:28:23

Speaker 3

So that brings that average down.

 

00:34:28:23 - 00:34:48:10

Speaker 2

Brings it down significantly. So for the 8% that make it their average income is 80 to 100000 a year. Right. So I think there's different reasons or different things everybody can do at these different levels. And that's actually how we built our program. We we solve for four problems. First problem is you're simply not in front of enough people.

 

00:34:48:13 - 00:35:11:02

Speaker 2

Right? And so we talk a lot about marketing. You don't need sales training. You don't need to learn that if you're a pretty lady, put your hand on a dude's lap and he's more likely to buy from you. That's the 1980s bullshit, right? Right. You don't need that. You need to simply be in front of enough people. So we need to spend all of our time and energy figuring out how to get five new qualified leads per day, five days a week, and a story.

 

00:35:11:12 - 00:35:37:20

Speaker 2

If we're underneath that, then then we have issues. Once we've got to that point now we need to, without stopping that marketing or that prospecting activity, we need to start developing more quality conversations and implementing those consistently through effective systems and processes. What good is a quality conversation if I forget to have the conversation right because we get wrapped up talking about Flintstones Push Pops or something like that, right?

 

00:35:37:20 - 00:35:38:03

Speaker 3

Well, and you.

 

00:35:38:03 - 00:35:38:17

Speaker 2

Guys doesn't know.

 

00:35:39:07 - 00:35:40:19

Speaker 3

You guys developed a CRM.

 

00:35:41:07 - 00:36:00:02

Speaker 2

Too. Yeah. So we. Right, exactly. We developed a CRM to handle that. And the agents that come into our network, a huge portion of them start using that CRM, It's got templates, pipelines, campaigns, all sorts of stuff already ready to go. They just need to plug their customer base into it, put their name on it and send it off.

 

00:36:00:02 - 00:36:18:14

Speaker 2

It doesn't have our name on it. I don't want your customers like you go get those. Right, Right. But in those two little changes alone, by just developing the marketing, that alone is going to take you from that 15, 20, $30,000 a year mark to that $80,000 year mark. That's the difference is you're just in front of more people.

 

00:36:19:00 - 00:36:41:13

Speaker 2

What takes you from 80 to 100000 a year to 200? 250,000 a year is developing or improving the quality of your conversations and implementing effective systems and processes. So that's that's at that level. That's my, my advice. If you're stuck there, you probably don't have an automated calendar. You're probably not utilizing a CRM like you should be. You're probably not following up like you should be.

 

00:36:41:13 - 00:37:04:04

Speaker 2

You have so much shit falling through the cracks. That's the difference between 80,000 a year and 160 hundred. 250, right? Once you're stuck at 250,000 a year, your biggest problem is probably scaling. You're not investing back in your agency in the form of human capital enough. You may say, and I have agents all the time that are like, Oh, well, should I have a CSR?

 

00:37:04:11 - 00:37:26:07

Speaker 2

What does that doing for your revenue? Right? Probably nothing, because most people don't run their CSR as a revenue producing piece. They see it as a as a sunk cost. Right? I have to do it and blah blah blah. What? What a shitty way to look at it. Number one, you sell through service your CSR should be making to X revenue versus what you're paying your CSR if you're doing it right.

 

00:37:27:03 - 00:37:52:21

Speaker 2

But number two, you should also be investing in to the sell side the revenue producing site, more marketers, more appointment setters, more closers, right? We've got to scale and diversifying through your services at this point. So that's your biggest problem there, that doing that alone, like if you figure out and you implement a that guarantees a quarter million dollars a year and then you go higher, five other people and you plug them into it, they're all going to take a piece on.

 

00:37:52:21 - 00:38:12:18

Speaker 2

They're going to make a good six figure income right? But you're going to get a keep 50% on top of that. Now all of a sudden, you're doing 507 hundred and 800,000 a year. And once you're doing that, you have this machine. It's just churning. And that's step number four. When you're stuck at 5 to 700000 a year, how do we break that million dollar mark?

 

00:38:13:12 - 00:38:38:23

Speaker 2

You have a machine that's churning. It's pumping in leads. You've got five or ten people doing five leads a day each. Right. Exactly what you taught yourself to do. And you've got effective systems and processes that all of them are utilizing to develop an and and control those conversations and cross-sell and everything in between. Great. And you're hiring and you're implementing and you're doing all these things with with more and more individuals every single day, but you're still stuck at 5 to 700000.

 

00:38:38:23 - 00:39:00:18

Speaker 2

Well, now it's time to step out of this machine that's converting on simple conversations like home auto and life insurance or health insurance or Medicare supplements. These are these are entry level conversations. Right. And now we're going to start cross-selling, advanced concept conversations. You're going to start doing commercial insurance, you're going to start doing bigger commercial, you're going to start doing group policies.

 

00:39:01:08 - 00:39:21:01

Speaker 2

In my case, we started doing advanced wealth management concepts for the people that were already in our book. I don't need to go look for millionaires. 8% of everybody in the United States has a net worth over a million. Yeah, I just need to go get 100 new clients into my book of business, and there's eight of them right there that have a net worth of $1,000,000 that I could potentially help.

 

00:39:21:09 - 00:39:44:15

Speaker 2

Yeah, right. And so now when you're able to do that, the commissions, the revenues on those big conversations, they're certain they're significant. They're 50, 100, $250 million for a single policy. Right. You don't need many of those in a year to take your business from 700,000 a year to a million. 2 million? 5 million. Yeah, but that's at each of those levels.

 

00:39:44:15 - 00:40:05:14

Speaker 2

To answer your question, that would be my advice. If you're not making 50 or 100,000 a year somewhere in there, you need to focus on marketing more than anything, if you're not making 250,000, but you're making 100,000, you need to focus on the quality of your conversations, which usually requires you getting the hell over yourself. You've got some ego investments and you think you're hot shit, you're not wise.

 

00:40:05:14 - 00:40:23:01

Speaker 2

You'd be making a quarter million, right? So have better conversations, systems and processes. If you're making that and you're not going higher, invest in your business more, especially through human capital and resource management, Right? And then if you're stuck there, develop more advanced conversations.

 

00:40:23:19 - 00:40:49:08

Speaker 3

So and I want to point out that the advice that you just gave about scaling your insurance agency is really advice for every business owner out there. What you described that journey is what I went through with my business, right. And what everybody should be going through with theirs if they want to continue to grow it. Right. And then the second piece of it is because you are in insurance, you have more premium products out there.

 

00:40:49:08 - 00:41:08:13

Speaker 3

They give you more margin or commission in your case. Right. And it's in your existing consumer base. You just have to go and find it and then propose it to them and then market it to them. You're marketing your own house again, right. And getting a better ROI out of your consumer because of it. So that's that's massive there.

 

00:41:09:00 - 00:41:09:17

Speaker 3

So exact.

 

00:41:09:17 - 00:41:09:22

Speaker 2

Thing.

 

00:41:10:05 - 00:41:21:00

Speaker 3

For Rev, is this something that's sellable? Is this your life's work? Is this something that you're going to is there a next step to what you guys are doing over there?

 

00:41:21:00 - 00:41:37:23

Speaker 2

Sellable for me, like as an exit strategy, is that work? Yeah. So the way we built it, obviously I'm the face of it right now. You've got to have a face attached at some point, but we're already getting to the point where and we just launched Rev less than 18 months ago.

 

00:41:38:23 - 00:41:42:17

Speaker 3

I thought it was like five years old. It sounded like five years old or anything.

 

00:41:43:01 - 00:42:04:09

Speaker 2

No, we just launched it. I mean, I've been coaching for that long, but we just launched this reiteration, this platform just 18 months ago, and already in 18 months we've got hundreds of agents and behind what you would consider your pay walls. We've got thousands within the community as a whole, and we're already having agents work their way through the program.

 

00:42:05:10 - 00:42:23:22

Speaker 2

And just, you know, we always say do the work. They're doing the work to the point where I can have them start stepping in and teaching other agents. So like our low level group, it's 50 bucks a month. Yes, 50 damn dollars a month to learn how to plug five leads a day into your CRM like clockwork. Right.

 

00:42:23:24 - 00:42:25:17

Speaker 3

Is that the group that's got 3000?

 

00:42:27:12 - 00:42:49:11

Speaker 2

No, that one's got several hundred are our 3000 group is an attached group, but it's not technically part of that. You've got so but in that group I'm not doing I'm doing one training a quarter. Now I have other members of the group who started there and have worked their way up doing all the training. So they're starting to take over the face.

 

00:42:49:11 - 00:42:54:24

Speaker 2

And it isn't about them. It's about the information that's there. That's good, right and true. And the work we're going to do.

 

00:42:55:14 - 00:43:18:06

Speaker 3

Right. That's that's massive. You're creating an opportunity structure in your groups as well as within Rev. And it's for people that aren't even necessarily earning money through Rev yet, but they can be if they step into that leadership role, which is you just you have your candidate pull in within your own consumer base. That's just awesome.

 

00:43:18:20 - 00:43:40:04

Speaker 2

It's freaking cool. And the coolest thing is, is you've got it's one of the very there's in fact, I'll just say I haven't found another organization that does it to the level we do. There's some that are pretty decent. We've got you know, we've got a State Farm agent per se in Virginia that's about to present on their first X, Y, Z policy.

 

00:43:40:04 - 00:43:59:11

Speaker 2

And they're scared to do it and they've never done it. And inside this community, you know, we've got all these agents and all these places working for all these companies that have already been through that. And so the State Farm agent, I'll throw up a post and in the community like, Hey, is there anyone that has some advice or input?

 

00:43:59:11 - 00:44:16:18

Speaker 2

And within 5 minutes we've got three, four, five, eight insurance agents with other companies. Technically, their competition right on the phone with them, role playing. And hey, here's my here's my sales forms that I use for this. It helps me kind of work through it and remember what to say and do. It is it is the cool thing.

 

00:44:16:18 - 00:44:41:06

Speaker 2

But like you say, it is a there's a lot that I can teach and give, but I feel like at the end of the day, most of these people already know, they already know a lot of this stuff. I'm able to help pull them out of their shell a little bit. Yeah, and lead that conversation. But more and more they're starting to take take over the conversation and do it better than than I ever could just prior to what we'd started building.

 

00:44:41:06 - 00:45:01:23

Speaker 2

Nobody had the balls to just say, Nobody's better than anybody else. Like, you can all be phenomenally wealthy right where you're at. Your insurance is all the same. It's another version of the same bullshit. Yeah, The thing that matters is how empathetic you are, how much you care in your application of those coverages, taking care of those clients, and how effectively you can grow revenue model.

 

00:45:01:23 - 00:45:05:15

Speaker 2

Because if you can't be in business, you're not going to take care of anybody, right?

 

00:45:06:06 - 00:45:37:13

Speaker 3

That's that's massive because that's an essential level for a visionary to wear. All right. My business is gained so much momentum and growth that now the growth comes organically and it doesn't come from my idea or my execution anymore. It's it's taken on a life of its own right. And I think we all want to get there to where our business grows by itself because we've created the roadmap for it, too, and it becomes what it is.

 

00:45:37:13 - 00:45:58:23

Speaker 2

It is so cool. So we I started this thing years ago. It's something I've implemented in my business where we do pension reviews for public employees, schoolteachers, municipal employees, etc.. And in doing that, we're able to sell a lot of life insurance and a lot of annuities assets under management like mutual funds and all sorts of opportunities by providing these complimentary pension reviews.

 

00:45:58:23 - 00:46:15:17

Speaker 2

Right. And we took that and we we built a blueprint out. It's not even a blueprint. It's a it's a turnkey business. The CRMs are their sales tools. All the templates like agents come in and we teach them how to do it. They don't even have to type up their own email. It's already there, right? And it already has their name on it.

 

00:46:15:18 - 00:46:30:16

Speaker 2

Like it's, it's ready to go. But we took that from my agency, from something we do and we started giving it. We just literally gave it to this community of agents we're trying to help elevate regardless of company or carrier. Here's how you do it. Here's how it is.

 

00:46:30:21 - 00:46:31:14

Speaker 3

Give the model.

 

00:46:32:05 - 00:47:02:03

Speaker 2

Exactly what gave them this model. And within the community to the point where we're talking about right now within this community, you know, it's been because I'm a little bit removed from it. It's been two or three years since I've gone through some of those templates, Some of those pipelines and automations and whatever. And a couple of members of this community that jumped in and went from selling no life insurance and no assets under management and no annuities to doing ten, 15, 20,000 a month in revenue in less than 60 days With this model.

 

00:47:02:13 - 00:47:29:03

Speaker 2

Yeah, what they've done is they've taken and now they're working together, colluding I mean again across different companies, carriers all over the nation. They're colluding together together to rewrite the templates and, and the campaigns make them a little more relevant. Yeah. pre-COVID environment is very different than post-COVID environment. And so there's different language we want to use. There's some different terms and process, and they're doing the whole thing.

 

00:47:29:03 - 00:47:50:16

Speaker 2

I'm not having to do any of it. And and relaunching this thing as a community resource. And it's I mean, it's just absolutely massive. But, but to your point, like, I didn't ask them to do that. They just they're catching the fire. They're catching the vision that there is so much out there for all of us. If we collude together, we'll all have more if we fail to.

 

00:47:50:22 - 00:47:59:13

Speaker 2

We're going to continue in this same cycle of perpetuated bullshit where 92% of you were out of business six months from now. And it's cool, man. It's really cool.

 

00:48:00:22 - 00:48:22:01

Speaker 3

That's massive that segways into my my last question which, you know, obviously that's taking on a life of its own and that's going to be a huge part of your legacy, you know, and so my last question is what, you know, what does legacy mean to you and what legacy are you going to leave behind?

 

00:48:22:05 - 00:48:45:24

Speaker 2

Yeah, I have thought a lot about that. And I think it's a lot less than or it's a lot less glamorous. Yeah, it's kind of anticlimactic, frankly. But but it means something to me. So like my legacy, I like I can give a shit about jets and boats and this and that and the other. What I look at is I go back to when my first boy was born.

 

00:48:45:24 - 00:49:04:17

Speaker 2

Both my boys ended up a nephew for a while and again, we just started this insurance business. Like the weight of the world is on my shoulders. I don't know what I'm going to do, right. I remember sitting there in the in the chair and Nicky, with my boy, I was alone with him. My wife was asleep, got tubes coming out of them, needles all over.

 

00:49:05:13 - 00:49:27:05

Speaker 2

And I'm just holding him. He's so tiny. They give you these like, green, what do they call them? I don't even remember the sucker things. Pacifiers. That's the word I'm looking for. It's like this green one, but it's. He's so small, it literally covers all of his face except for, like, his eyes. Right And he's. His eyes are closed.

 

00:49:27:05 - 00:49:54:03

Speaker 2

I'm just staring at him in the depths of despair, like, woe is me, woe is me. Right? And he opened just one eye and it was like, you know, you've seen a show where you just, like, zoom into the universe. And it just felt like that. I just got lost for just a moment in his eyes and and just everything started making sense and clicking.

 

00:49:54:03 - 00:50:18:06

Speaker 2

And since then I just had this overwhelming feeling of I don't even want for me, I want for them. Right? And caught on to this, this mindset to the point of legacy that I feel like is a very driving force. For me, the mindset is really a realization that the propensity of mankind is to simply want to do a little bit better than your daddy did before you.

 

00:50:18:15 - 00:50:35:10

Speaker 2

You know, to that point, that's all I'd want. Wanted to do a little bit better than my old man did. That's it. That's what most people want. But I want to make damn sure. And in that moment, I realized I want to make damn sure that if that's all my boys end up wanting, they never want more than to do just a little bit better than me.

 

00:50:35:16 - 00:50:56:00

Speaker 2

I want so fucking much for them that a little bit better than what I did is something significant, impactful and will change the world for forever. And so I've got to set the bar so damn high so that if all they do is a little bit better than me, that they're leaving their own legacy by default. And to me, that's, that's legacy.

 

00:50:56:01 - 00:51:01:06

Speaker 2

That's what I'm trying to do. So I know it's ambiguous and anticlimactic, but that's it.

 

00:51:01:06 - 00:51:21:06

Speaker 3

You know, but it makes so much sense, you know, you know, a lot of people talk a lot about being the one for their family. Right. And maybe it's not necessarily the one, but maybe you just accelerated your family tree in terms of legacy, you know, by a couple of hundred years instead of just the years that you actually lived.

 

00:51:21:09 - 00:51:49:08

Speaker 3

You know, I'm saying, like you accelerated their mindset, you accelerated their values, you know, you accelerated their ability to earn. So much more in your lifetime than anybody did before you, you know? Right. And so I love that. That's a great answer. I appreciate that. So of Carson, if we have anybody listening that wants to reach out once, join your groups, once insurance, I'm sure you have a few people in between.

 

00:51:49:08 - 00:51:53:19

Speaker 3

You and them, but they want to reach out. Where's the best place for that?

 

00:51:54:07 - 00:52:11:21

Speaker 2

And honestly, we'll go right back to Facebook. I think Facebook is the best place. Find me on Facebook. I think I sent you my Facebook link. I don't know if you're going to throw that out, but shoot me a message on Facebook. I answer 100% of all my messages myself. I don't have my team do it. I do it.

 

00:52:12:21 - 00:52:27:14

Speaker 2

I run my own Facebook account. So if you message me, I guarantee you'll get a response for your dickhead to me. I'll be a dick. Head back if you're good to me, I'll be good back. I can guarantee you that too. But that's that's the best place we can talk about. Phone numbers and emails and this, that and the other.

 

00:52:27:18 - 00:52:38:06

Speaker 2

I've got so many businesses at this point. They all have their own email and phone number. Right? Right. Facebook is the one place it comes back to man. Yeah, because that's where everybody already is. You're already there. Look me up. Yeah.

 

00:52:39:03 - 00:53:14:24

Speaker 3

Now that's perfect. And we'll include all that in the show notes as well as links to your groups and everything. So if they just want to get involved with you that way, they can. A Yeah, this was a I got to say, this was probably a top five for me and I've done probably 75, 76 now, man. So I know I just love the way the conversation went and so much of what you're talking about, you know, although people might get dialed in on insurance, it really is just building a business, you know, and that's how you were able to take it from door to door to actually being a coach to thousands now is

 

00:53:15:03 - 00:53:20:10

Speaker 3

pretty amazing. So it was an honor. Appreciate you having a appreciate you jumping on the podcast, brother.

 

00:53:21:00 - 00:53:25:17

Speaker 2

Yeah, man. I appreciate you having me. And let me spread the good word or the good word as I see it anyway.

 

00:53:25:17 - 00:53:28:13

Speaker 3

So it sounds good. Let's get building.

 

00:53:29:07 - 00:53:59:23

Speaker 1

I thank you for joining us on this episode of the Building Great Sales Teams podcast. I really do appreciate it. As you know, we believe that great leaders build great teams. How do you become a great leader? You learn from the greats. Join us at the Million Dollar Mastermind put on by Ryan Stillman in Frisco, Texas, and learn everything that you need to learn to be that great leader.

 

00:54:00:10 - 00:54:20:13

Speaker 1

The link will be in the description below. As always, we ask that you like, share and subscribe wherever you consume podcast so you can stay up to date with the building Great Sales Teams Podcast. Let's give building.