there's so many people out there that are getting recruited they're being brought in and then just dumped this is how I did it you figured out I'll give you a little bit of guidance but other than that you're on your own we pour our heart and soul into everybody I mean we probably give too much time to people and that's just who we are so super duper important as far as relationships and finding those right people and getting in in the conferences in the in in the right rooms and figuring out who's real you know because there's a lot of noise out there and the no is not always [Music] [Applause] [Applause] good hey welcome back everybody to another episode of the life insurance Academy podcast this is a very special episode episode we have people who flew in came in all the way from decar Texas if you don't know where it is you can look it up on a map it's a big state you can find it it's about an hour Northwest of Dallas Fort Worth but they are here in studio today in Louisville Kentucky I want to welcome from Legacy Protection Agency Emily and Hunter Palmer welcome to the podcast you guys thank thanks for having us we're honored to be here thank you yeah it's been it's been too long is this your first time in Lille not Louisville it's the first time in this office though yeah we were at the fall meet last year that's right that's right but you never came by the office right yeah yeah so that is uh it's exciting to have you here and I got the pleasure of visiting your office um six weeks ago eight weeks ago maybe something like that seems like last week and uh popped in and saw you and saw your team and what you were doing was super impressed and then you took me down to Fort Worth and what was the name of that place we went to right Dove where lome Dove but what was the whole area Stockyards the stockyards in Fort Worth if you guys have never been to the stockyards in Fort Worth you need to go and when you're there you can look these guys up they are great hosts consumate hosts they will take you out and show you the town and we had dinner together at The Lonesome Dove and we had some kind of all kind of food what what did we eat there we had uh rattlesnake and rabbit sausage we had elk sliders I think elk sliders we had we had some kind of like we had some kind of like meat uh there was some tray with different kind of exotic on it or something I don't know yeah yeah and then that steak the steak the Famous Steak the huge Tomahawk wagu wasn't it wagu it was yeah that was the best Ste I ever had that's awesome that's awesome I'm glad that that left an impression on you all I remember is that picture of you with with that thing by the bone my dog still chewing on it yes that's awesome well for those of you are watching tuning in for the first time I have come to really uh fall in love with these people their passion their mission why they got in the business so I'd like to just throw it over to you guys so you can let our audience know who you are how you got started in the business and what you're doing now so I think I think you started first you've been in the business for a few years yeah you when you told me how long you've been in the business I didn't believe it cuz I didn't think you were old enough did you do the math I was trying in my head to do the math I'm like did she start when she was 12 I don't know not 12 but 19 not 12 you were 19 years old when you got started and how long have you been in the business now um uh almost 20 years dat yourself don't date it's dangerous it's dangerous 18 years I think you said yeah 18 years you've been in the business and that just blew me away so how did you get started and why did you get in the business I got started by um we had moved uh we were mared to 18 so uh we moved he was working in the oil field and I went in to change my car insurance and they were like hey well I think you should sell insurance and I was just like I don't know and it was the only job there in little bitty Williston North Dakota at that time so that's where you guys were in North Dakota yes chasing Oldfield money yeah there you go and so I gave it a shot and I found a passion for it and then I went and um we moved back and I started my own agency from there you were good at it I was pretty good at it now was it like PNC life what was it at the time it was PNC heavy commercial in life um but I always excelled more in life yeah why um because I there's a passion with it and we've seen a lot of tragedy ourselves and we really understand that tomorrow is not promised a lot of people live like it is but um just what we've been through we know it's not so so so and what were you doing you were in the oil fields but I know you didn't stay there you transitioned to something else yeah so I mean I I was in the oil field oil fields kind of one of those things like when it's up it's up when it's down it's down you got to find something else to do so there was a point you know I I did my first job uh out of high school at 18 19 years old was on a drilling rig a real deal drilling rig and did that for a year or two and that fell apart and then I'd find another job and there there came a point in time when things got slow and my boss just had me riding around with a truck driver like just I was his assistant whatever if it was a gate or a chain throwing chain whatever it was me and I told my boss I'm like why don't you you guys need truck drivers like why don't I just get my CDL what I mean what is what all is in it like what I need to do he's like just go get your permit and we'll show you how to drive so that's all it was I went and got my permit and had a guy train me for few weeks he really didn't train me he took naps while I drove but uh that that's how I wound up getting my CDL and after that it was just every oil field job I had after that was a driving job and so is that is that what you were doing when you transitioned into the insurance business were you driving I was driving something trigger that yeah I was driving so I was um it it came to a point where I was just tired of being away from home mhm old field just wasn't working for me and we had been through a lot so I was just to a point my kids were getting to an age that I thought I don't want to miss out anymore you know because at first they were young enough where they didn't remember anyway but I was just trying to transition find something back at home so I was actually driving a concrete truck a mixer truck uh for a few months and is my my brother-in-law comes to me he's like man I found this this company he's like doing life insurance simplified issue we're selling life insurance to seniors he's like we travel buy some leads he's like literally you can write an application make 5 6 700 bucks I'm like well what do I got to do you know how do I get licensed for that or certified or whatever and went through all that got licensed contracted uh bought leads and funny story is I had two weeks of vacation at this job I was at so I took my two weeks vacation and I never went back to work you never went back to work so um you are you transitioned from Trucking into Insurance uh and now you specialize in what what is your agency speci specialize in now we specialize in the in the trucking industry and it didn't start out like that we started out in final expense and just it's almost like there was a voice or something like an intuition inside of me you know maybe God just lead me a certain way and it was like I know there's something else I know there's something different this is not what I'm supposed to do and now when you say it's mostly in the trucking industry you're not talking about Commercial Insurance you're doing life insurance right in the trucking industry right so that's different I I don't want to make make sure our audience hears that what does that mean and why was that this something else that you were looking for so I I was actually in an accident when I was 15 15 14 I can't remember but it was in November 5th of 2000 I remember the date and we were in a horrible accident I broke my back I tore a bunch of stuff up in my stomach I had a colomy bag like almost died and I was in the hospital for 30 days and then in and out of the hospital after that because I had stomach issues you know from the trauma and that stuff haunted me for a few years and when when that happened it it caused a chain reaction in my family you know we had been out of work for so long my parents had been out that we wound up losing everything we lost the house accident yeah we were all in the my me my mom and my stepdad were all in the the vehicle when it happened oh wow and he shattered his whole hip uh broke his femur and he couldn't go back to work for a long time but his disability ran out and his company called him one day and they're like hey you're either going to have to come back to work or we're going to have to cut you loose man and they wound up firing him and they could they just couldn't you know continue to pay his benefits so that caused a chain reaction of us losing our house car getting repoed finally in the end it caused a divorce you know finances got so tight and messed up that it just it ruined the whole family so having that you know in my back pocket and then having the experience in the truck industry and knowing that there's so many 1099 truck drivers contractors owner operators I was like man this this is a perfect fit this ilul product with living benefits and a cash value the way we you know pitch it to them I mean it makes complete sense because we're we're not so much concerned about you dying we're concerned about you living through something yeah you know and you being exposed financially to losing your house or your car or your family your wife you know nobody thinks about losing your wife because you got an accident are you ready to launch your insurance career Excel Solutions is your go-to 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Excel in your insurance career I think a lot of people when they think about life insurance just think it's only for when you die right and that's probably what that's probably what you thought when you started um that's probably what most people think when they hear about maybe having to buy some for the first time it's only for when you die uh and I know from being in your office and seeing your training system and helping you walk through some of that stuff for your training system that you're not big on the death benefit as much it's not as big a part of your emphasis when it comes to the benefits of why people should put this in place you talk about the living benefits as much or more than you do the death benefit what tell me about that and why does that bring so much value I think that um everybody even watching this or that we know they know somebody that's had cancer had a heart attack had a stroke um we know things that people have been through but what we don't ask those people is how did you survive it how financially did you make it yeah and so what people don't realize is that I mean everybody is one diagnosis away from really financially ruining your family yeah and um your family needs you hear more you're worth more here than just the check for when you pass away and um the thing is is that we with that I it's beautiful that there is benefit for the death benefit but we have to make sure especially these drivers we specialize in if their truck stops moving the bills keep coming regardless anybody who's self-employed right and how are you going to sustain that for you and your family if you don't put something in place yeah and most of these truck drivers they actually own the trucks right they're they're their owner operators of their trucks and they work for a company but it's their truck that they're making payments on right right so they're financing a big note it's like a mortgage in a lot of cases right yeah there's a lot of company that do like lease packages where you you know drivers will lease a truck from a company and they have a huge payment you know $3 $4,000 lease payment a month MH so they go 3060 days without income the company still wants that lease payment yeah I think another thing that spouses don't realize is a lot of times you'll have one spouse that runs the truck themselves but the other spouse what do you do if something happens then you're put in a position financially if you haven't put living benefits in place do you sell the truck do you put a driver in it I mean there's so much risk that comes with that that having that cushion of those living benefits helps you not lose money as well if you have to make those let's talk about the living benefits for just a minute for new people that might be listening what kind of living benefits are we talking about go ahead um so critical illness that's going to be like cancer stroke heart attack chronic illness if you can't perform two out of six of those daily living activities such as bathing dressing eating toileting things like that or any terminal illness so then you get up to 50% depending on which carrier you go to of your policy you have access to it so scenario if you have an accident and you have some type of mild brain injury or um a paralysis of some kind and now you need help with eating bathing dressing toileting does that qualify you so it's really a disability but it's also qualifying you for uh would that be under the chronic illness uh classification like you can't perform that anymore because of your your situation absolutely yeah yeah and because of that I mean the the living benefits aren't going to cover every single little thing so the question we get a lot with drivers once we explain that they're thinking it's major stuff so they're like okay so what happens if I just fall off my trailer or something and I you know twist my ankle or break my ankle like well that's not really going to cover you on the The Living benefits but that's why we also offer hospitalization package yeah and we try to package as much stuff together to cover all their bases you can't cover everything but I'm a huge fan of the the hospital Indemnity package just because it's going to cover those things you know if you if you do break your leg you know you're not going to get a you know 50% payout on your death benefit but what if you got 500 bucks a day because you were in the hospital for a couple days you know four 5,000 for medical treatment x-rays images you know that stuff adds up and that'll that'll hold you over for a month you know to get back to work so you're just not selling the IL with the living benefits you're actually packaging or bundling that with some other products to make sure the the whole family is protected regardless of of what it is to the extent you can yeah I mean we've been taught you know the the more packages you can help somebody with of course the stickier your business is yeah and you're more likely to be able to help the rest of the family just because you helped one so well and a lot of don't have health insurance so that comes up a lot do you guys have health insurance so until open enrollment comes up you know we just put them in a hospitalization and then also we can get them like a dvh package or dental you know some of them just want Dental or whatever so we try to put everything together for them on a on a supplement side until you know open enrollment comes around and we can help them out with their health insurance as well now one of the cool things that I know that you guys are doing and now you're growing an agency you have agents that are now working with you and you have some kind of secret sauce right you guys have like a Palmer Secret Sauce you guys should get your own bottle uh an HP Sauce remember when we talked about that uh by the way that's a Canadian uh reference to a steak sauce uh that we I think it's originally from England but it's an HP Sauce I'm going to order it I'm going to find it online order but you guys have your own secret sauce uh for lead generation tell me about that you generate your own leads and you have people scheduling with you to talk about insurance talk to me about that go ahead absolutely so um Hunter is the face of our company because he was the driver so um he has videos out and now we're in a position we've uh packaged it to where our drivers can go and schedule directly time with us and um it goes straight into our CRM they'll start texting us the minute they see his video and and um we've worked really hard to be able to pass that down to our agents as well so now instead of you know coming into the business and you don't know how you're going to get your leads or where they're going to come from our agents can literally have our exact identical system that we use that produces US income and they can have it once they start with us and on your when you guys are in a normal week you're not in the normal week this week cuz you're you're not home you're you're traveling this week you're attending an event Louisville and now you're here doing a podcast with us uh on a normal week what is your production uh between the two of you on a normal week uh average is about 20K 20K a week 20,000 a week now with iuls there's Target Premium and then there's full premium uh new people don't necessarily know the difference can we talk about that for just a minute so ours we're a lot of people when it comes to iul they see the retirement side of it or you know how to supplement my retirement cash value you we don't talk about that at all so all of our ilul is all Target Premium so they we're not overpaying or anything like that so we're getting a full commission on on on the application and because we're we're just selling the benefits you know we only talk about the benefits and most of the time I mean we don't even mention the term iul mhm you know it's a it's a life insurance product you know we're not we're not selling you an ilul we're selling you benefits mhm and the the reason that you go with the I is because it extends the basic Term Policy out significantly longer than what a term uh product would last yeah yeah we so we run into people we started doing some reviews you know six-month reviews one year reviews with our clients and what we're running into it saves big time on chargebacks because if you're in a term or a final expense if you don't make a payment your coverage is done like you lost all that money and now you don't have coverage so the most of the time it just automatically happens if you miss a payment the company just takes the payment out of your cash value because it's a it's a cash value product that's accumulating a cash value in addition to the premium that you're paying for the life insurance absolutely and it's that robust package that gives this product all the additional features the extended benefits the living benefits all that so that cash value component is also there if things get tight and lean for them on their monthly payment yes so lot a lot of times it just magically happens you know it just the money comes out it pays their premium a lot of times they we'll call them and do a review and they're like yeah I haven't I haven't paid this month I'm like well let me call and see what's going on I'll call their carrier and they're like no everything's good I mean they're just behind one payment but coverage is still current cash value is paying it and a huge proponent for the cash value in our policy is when we explain it to the drivers you know we say Hey you know I understand that Trucking is expensive you got to prepare for maintenance and things like that but you don't know what to prepare for so if you lose an engine or transmission you're looking at 3040 Grand so let's say something does happen you have a major breakdown cost 15 grand to get the truck out of the shop if you have that money in your cash value now you don't have to drain your savings account you don't have to you know stress your family out for a couple of months or beg your family for money take out a loan whatever you you you can support yourself on this policy you can use your own cash value in the form of a policy loan from yourself you're borrowing it from your own bank it's super flexible and that's what I love about it yeah cool man cool you guys are obviously having a lot of success 20K a week is nothing to sneeze at uh I mean 20K a week is a million dollars in production a year uh that is great income for someone that is um in this business uh so it's not hard for you to tell that story uh who wants some of that by the way who wants some of that you might need to get in touch with these people TurnKey system for leads this guy's the face of the leads look at him look right in that camera look look right in there see look at that he's the face of the leads right uh I'm trying to figure out why we don't have Emily as the face of the leads but anyways she doesn't do the social media she's not big on social media I told Adam when we were setting up I said let's make Emily the focus if we're going to blur anybody in the background it's it's Hunter we're going to make Emily the focus but you are the face of the lead so you're telling the story of the exposure the risk and what the opportunity is for them to protect their family and that's resonating with people out there in the market absolutely yeah the the best thing is when you're doing something like that the background you know because I can do a video in the office it doesn't catch the attention like it does if I go to a truck stop and they see the fuel island in the background or they see other semis in the background then they're going to stop and listen to what I got to say and even the language you guys use for people in the Trucking industry is very unique and so I was super impressed with the team of Agents uh the ones that at least were were there when when I popped in to see you guys that day um in Texas and you are making a significant difference in some people's lives and uh when I took a moment to ask them you know what they liked about the business or what they appreciated about it I mean I've not heard people talk more glowingly about how you guys have touched their lives in a significant and meaningful way I mean it did me so good like cuz this is why I think this is the best kept secret in America uh because we're able to extend an opportunity to brand new people regardless of their background if you're watching for the first time you can get in this business you can partner with someone like Emily and Hunter and you can literally begin to change your life and there's uh there's one lady that was a standout uh right um Sarah uh do you guys want to just highlight Sarah for just a minute as one example of just one example of how someone like Sarah can get in this business uh get connected to a group like you with support and change their life uh who's who's telling that story sure I'll go okay so when Sarah came to us um we we actually you know pushed her away a little bit but when she came and um we really talked to her she had 46 cents in her bank account and she was on um government assistance and just super struggling to make ends meet um her leads were a mess and she just really leaned into our process and we've done the work to really make it plug and playay so we plugged her right into our system and now I mean she's thriving her biggest month with us has been 30,000 so far wow she was able to throw her daughter a birthday party and you know we take things like that for granted but it meant so much to her she was able to get her kids BRAC is I mean now she's thriving and she's no longer going to be able to qualify to be on government assistance so really having her to be able to come in and see her family they got to go on a family vacation so that was huge to go see um her family in Oregon and so just being able to be those people that can help lead and guide her that's such a huge blessing to see on our side I mean she was she was glowing talking about the impact that you two have made in her life um you guys have a passion for helping people that goes beyond Insurance can we talk about that for a minute and where that comes from sure so we have a Ministry um it's called more precious than rubies and we house homeless women and children in our County so it actually started as a Bible study out of our house and um before you knew it we looked up and a couple of the ladies were ended up homeless um one in particular she was pregnant and she had two toddlers And she had nowhere to go so we slowly started converting our dining room into a bedroom and then before you knew it um we were putting our kids in one room and their playroom was taken over every room in our house and we just leaned into it and was like okay God what are you doing here and so now it's grown um we actually have a very nice home um it's it's nicer than our home it's not our home no no it's not our home but we had it built for them um you say home but a lot of people don't understand that it's a it's a building that you know we have remodeled and it's outside of our house yes we definitely L people are like it's your home no no and so um but it's custom built on the inside brain I mean it's it's not a shelter so what we do is much bigger than that and we really get to the root of what put them in this position and What needs to change in their life in order to them never have to be back in that position so where does this passion come from where does this where does this desire to help families with kids and where does all that come from I I honestly say that it comes from my brother-in-law he's a pastor and um my brother and sister-in-law of course we live rural in the country you know and nobody locks their doors and we would go to our brother and sister-in-law's house and they'd be like yeah we'll be there in a little about you know 10 15 minutes go ahead and go in well we go in there's people in there and I'm like hey y'all know there's people in your house you're like yeah they um they were you know struggling or stranded or you know just didn't anywhere to go and sometimes they're rough looking people you know like are you sure you know these people are in your house and I think just them showing us that you need to love people and meet them where they're at because it hasn't always been like that just somebody showing you that you need to pour the love of Christ out on people and not judge people and be able to help them it doesn't matter if they're high drunk you know don't don't judge them you know a lot of us have done the same things and we've done prison ministry before and I say this all the time we have done a lot of the same things as these people in prison we just didn't get caught so why are we judging them yeah it's true I know you guys came through some personal stuff too uh early um you want to share that a little bit and how that's impacted now how you operate and move in life with your business sure so um we 2013 was pretty rough for us so it started out we had a house fire and we lost everything it was a total loss and at that time I had a a a almost one-year-old and a three-year-old Hunter was still working in the oil field and um he was out of town and I went to the store to get something for dinner and I came back and the house was on fire and so through that we understood really quick what being homeless was um and in the middle of the I mean I didn't get to go until 2: a.m. to the store to get diapers because it was just so inflamed and I couldn't leave and then going through that process um I actually ended up pregnant and um I had to get Care at John Hopkins on the other side of the country and Hunter had to keep working to have our benefits so um we fought really hard for our son to make it and unfortunately he didn't and through that loss um we learned a lot of hard life lessons and um that year it was so cold we couldn't bury him right away we had to extend it for 2 weeks later and um just really showed us that tomorrow's not promised and you know he was working so hard for a company right and I was too at that point that wasn't there when we needed it and when we were down and out we realized I did personally that I was a number and it didn't matter that my son just passed away they were ready for me to be working again and so trying to heal through that and realizing that if we would have had the right protection and things in place it could have been different as well so that's why we're very passionate about it um I personally believe everybody needs an I right and I'm not saying that because of the money it can make you just the living benefits alone you don't know what's going to happen to you tomorrow we're not promised so um after my son I had about 40 surgeries and had I not been smart at 18 and had coverage I wouldn't qualify for any life life insurance so um I was 28 with a pacemaker and you don't think that that's ever going to happen to you wow you guys have a massive amazingly beautiful tragic triumphant story I don't know said I don't know how many other words I can put in there but it is uh to picture I mean it's almost we almost do a movie uh on what you guys have come through and I know it makes you emotional and he he's a he's a little softy and his eyes glass up every now and then when I when I strike a nerve uh but like this means a lot to you uh this insurance business and relationships mean a lot to you um in your business uh you have some strategic Partnerships some relationships how important are those types of relationships to you in finding the right people to grow your business and why is it important that our listeners and people who are watching uh this podcast on YouTube why is it important for them to find the right people uh to be in business with cuz this this this industry can tear you up and spit you out if you're if you're not connected to the right group and I know how valuable you guys um treat relationships I know you love to travel and I know you love to spend time with people that value you people of Integrity things like that so you want to just share a little bit about that the value of relationships uh for for you and for new people yeah so relationships relation ships have been huge for us I didn't realize that in the in the beginning I'm pretty introverted and you know I try to stay away from people but opening myself up you know we went to a couple of conferences um four or five years ago early on and realized like we we need to open our minds and I tell people this all the time because I I get people that ask new agents saying hey what's the best IMO to go with you know what what's what's the best this or that and I tell people like you really need to do your due your due diligence because you don't know what you don't know M and there's a lot that you don't know as a new agent so I tell people all the time don't be so concerned with what I Amo to pick don't be so concerned with the logo the logo is not going to get you anywhere it's the people that are pouring into you you really need to be tied to a team that will pour their life and soul into you because if somebody just recruits you and you're you're just a number there's so many people out there that are getting recruited they're being brought in and then just dumped you know figured out your own you know this is this is how I did it you figured out I'll give you a little bit of guidance but other than that you're on your own we pour our heart and soul into everybody I mean we probably give too much time to people and that's just who we are so super duper important as far as relationships and finding those right people and getting in in the conferences in the in in the right rooms and figuring who's real M you know because there's a lot of noise out there and the noise is not always good yeah and I've learned that along the way any any thoughts from you definitely so I think that um what matters the most is who you're directly connected with and um because at the end of the day if something happens in your business those are the people that you have to call who's right above you so if they have no character they have no Integrity they're not even going to answer your phone call you are going to be on an island by yourself when you need help the most yeah so what we've learned the hard way is that um you have to really be strategic with your partners and it matters and we have tested many Waters if you will and now we are very happy we we are with impact currently and they've been such a blessing to us and not only um just personally we have some Foster kiddos that we have right now and to be a part of a huge organization that cares about our foster children that they just blessed us knowing what we were going through we haven't had that kind of partnership anywhere and it means so much more than any money that we we make them um they're really an extension of our family that's so awesome to hear so if people want to get connected to you right do they have to live in Texas do they have to live in Decor to work with you absolutely not so where where do they have to live anywhere in the United States anywhere in the United States and if they want to get connected with you what's what's a good way for them to reach out to you to maybe uh pick your ear uh and uh and get some more advice on how they should get started with me is social media I mean Facebook Hunter Palmer uh Instagram the hunter Palmer that's the quickest way to get a hold of me shoot me a message and uh we'll we'll go from there yeah I love your story you guys are incredible individuals i l getting to know them I love um um their Journey really into this space and I believe you know one of the things that I'm so passionate about in this industry is telling this story not just on behalf of us but on behalf of other people because it's people like Hunter and Emily Palmer that are out there making a difference every day not in just in client lives in the truckers and the truckers families that they serve but in agents that are now working with them that they're helping change their life people like Sarah who's literally changing her life in front of their eyes with a partnership with Resources with the right relationships I couldn't be more proud of you too I'm honored to know you so thank you for blessing us today and being in on the podcast thank you for having it's been a joy to have you here so thank you guys for watching we hope you found this valuable this one's kind of like hitting right here isn't it uh but we'll see you on the next episode of The Life Insurance Academy podcast n [Music] [Applause]