what would you say to a struggling agent that's considering quitting that they may end up apart of 92 percent yeah you know you know the whole thing i was telling you about that one guy named hunter who was dad my mom told him he's a shy guy one of the people i was working with is a restaurant owner they sell uh they sell pizzas okay and it's a husband and wife team good couple they do good for themselves they make millions of dollars but kovit really hurt them when it comes down to restaurants and running a pizza shop so this last time two days ago they asked the question was really disturbing i don't like the question and i challenge them on it they said pat you know my husband and i we've sat down we thought about it we think we want to move to the next industry and we just kind of want to leave this pizza place here we'll make a few hundred thousand dollars per year netting but we want to kind of move to the next industry really tell me why she says well because you know we just feel like we would do better in a different industry okay cool i said um is it because the business is getting hard or is it because you're done doing this and you want to go to a different industry and they look at each other tell me the truth because you don't pay me the amount of money you pay me every month for me to tell you what your life said because the business is getting hard i said okay cool i said how many relationships have you guys been in so what do you mean how long you guys been married together 10 years you ever dated anybody else we got a little bit awkward well yes of course we've had different relationships i said how long does it take for you to date somebody to realize how annoying they are how long is it three months six months like you don't think how many guys are married and your husband or wife does certain things that annoys the living crap out of you yes or no how many are you doing raising how many are i'm kidding she's like let me talk now but here's the question how many guys love him or her but they still know you sometimes right i said look when it comes on to marriage sometimes divorce makes sense i said well let me tell you when i think divorce makes sense i said i think divorce makes sense after you and her are willing to go to therapy for 12 weeks together and i think divorce makes sense if you individually go for six sessions and she individually goes for six sessions if after those sessions you guys still want to get a divorce and you go talk to your pastor about it get your divorce but if not don't get the divorce so what's your point i said i am officially your first meeting you're not getting a divorce yet in 12 months if you still feel the same way leave the industry so the insurance agent that's struggling right now listen you may or may not know it you're in an incredible industry guys i'm telling you this is not easy it's five years of absolute hell if you can make it through now some of you are broke because you flat out are lazy and you know it some of you guys are not selling is because you've had twenty thirty thousand dollar sales and the first thing you did is go buy rolex that's not how this business works but some of you guys can make it but it's just hard right now my challenge to you is go five years if it's hard still nothing's happening you're giving your best then get a divorce go to a different industry but if not if you stay patient i cannot even tell you how the wildest dream you have what can happen with you your wife your kids those can become a reality with this business there's so many people that are making outlandish money in this and every one of them will tell you a moment where they almost gave up so that's what i would say to the struggling agent yeah that's good that's good two more um how does someone recruit 15 to 20 000 whatever it is it's a gigantic number of insurance agents over 12 years yeah so one i want everybody to know this it's a business model so every every one of us has a different business model here so for example we're talking leads how many of you get your clients on buying leads raise your hand if you buy leads okay how many guys do it based on facebook ads who gets it on facebook ads how many guys get it on linkedin anybody gets it on linkedin how many guys get it on instagram who's instagram okay the point is there's many ways to make your money right i a long time ago when i was at morgan stanley dean witter we went to instead of going to new york when 911 happened we went to mark hopkins hotel san francisco and one day at the end this top earner came out at morgan stanley he's making three million euro good looking white guy right he's part of blue eye community right he's privileged of course so he comes up and he gets up and he gives this talk he says this is my house this is my wife you know he has a beautiful wife just like you have a beautiful that's my wife you know this is my family these are my kids he shows beautiful kids you know they're all wearing the you know the yellow blue pink polo shirt stuff it's like anyone so look at this i'll go to the super bowl game i go to pebble beach i'm like this guy is amazing i pull up a guy one of the guys in our classroom his name was ted williams iii he is part of that lineage of ted williams said guys we got to take this guy to the bar tonight because i know how to party at that time so i'm like let's just take him out to the bar hey johnny would you mind if we take you on listen you've taught us so much let's take you out to the bar so we take him out to the bar and one drink by the way if you're christian this is not a good strategy i'm just telling you it worked for us back in the days it was a different life of mine so we take him to the bar he's from missouri i kind of know it's like there you go church going so we go to we go to the bar okay one drink he stole well yeah because you know here's what we do second one oh did you see the highlight like oh third drink i said listen how do you make three million dollars here well let me tell you here's how you make three million dollars here this is i learn how to write and i learn how to sell but the way you make a lot of money is you have to learn how to recruit and develop other other advisors like me my money was made by building a team so that moment when he said that i learned if i'm going to leave if i just sell i'm limited eventually i have to learn how to build an agency whether it's 5 10 25 100 it doesn't matter you eventually need to be able to replicate and duplicate yourself and obviously we took it to a different level with 15 000 agents but it starts with a system so to answer your question for you if there is no system where people can do things without even thinking about it it's mathematically impossible the whole thing is backed up on a system without it it's not possible wow yeah unbelievable that's so good uh all right last question what does eight percent mean to you i think you're screaming the crap i think you're willing to do what others are not willing to do i think it's you giving your best where you know the other guy on a friday night you know has a six o'clock appointment he reschedules it for next tuesday you do the six o'clock appointment and come back to the office and make 20 more calls send a couple cards then you go out you're willing to do that additional two or three appointments make that additional 10 or 20 calls that very few are willing to do guys i can tell you saturday nights i'm 23 years old and this is a time when i said i was 25 the last time i went to a club and i said don't call me again i'm done going to clubs but 23 i was still committed so it's saturday it's saturday night okay it's saturday night we're at the office it's me and a handful of guys guys 40 more calls and then we go hit the clubs okay so like come on pat we got to go i got to go change i got to shave i got to do my goatee 40 more calls so guys let's make 40 more calls every time you book an appointment write it on the wall the client's name great making calls calls calls i got one okay concert calls cause i did my 40. i did my 40. i did my 40. everybody did they're 40 yeah let's go 10 more no bro i'm not doing it 10 more let's go 10 more guys 10 what if the next client is the big 300 000 annuity 10 more calls no pat i'm le i got to go my girl's calling me okay you go out of the five two stuck around so we make 10 more calls boom two sticks around you made your calls i made my calls guys 10 more calls bro i'm not doing this you do this every time i'm not playing this game one leaves but there's one left yeah let's go 10 more calls we do our 10 calls i have to be the last one so i said ten more no i'm gonna go you go i'm making that ten call that's eight percent to me man that additional part [Applause] so that's good that's good unbelievable ladies and gentlemen patrick bet david appreciate your buddy unreal wow hey if you enjoyed this i got another one you're gonna love it's right there click on it see you in there my favorite interview is probably kobe because we have a relationship and we have a connection together from what era he comes it would probably be kobe uh then probably a couple of these mob stuff that i do in some of these